國際商務(wù)函電Unit5Quotations,offerandcounter-offer

1、外貿(mào)英語函電外貿(mào)英語函電Unit 5 Quotations, Offers and Counter-offer報(bào)價(jià)、報(bào)盤和還盤報(bào)價(jià)、報(bào)盤和還盤. Offer. Offer offer 報(bào)盤（報(bào)價(jià)、發(fā)盤）報(bào)盤（報(bào)價(jià)、發(fā)盤）nAn offer is a promise to supply goods on the terms and conditions stated.n n It covers two partsnOfferer: the person making the offer發(fā)盤人發(fā)盤人nOfferee: the person to whom the offer is made 受盤人

2、受盤人Offer and QuotationnA quotation is merely a notice of the price.nIn an offer, the seller not only quotes the prices but also indicates all necessary terms.Unit Four Quotations, offers and counter-offersZMC 嚴(yán)格講嚴(yán)格講quote/quotation 與與 offer不同，不同，quote/quotation是報(bào)價(jià)，指某一商品的單價(jià)，是報(bào)價(jià)，指某一商品的單價(jià)，offer是報(bào)盤，除單價(jià)外，

3、還包括數(shù)量，交貨是報(bào)盤，除單價(jià)外，還包括數(shù)量，交貨期，付款方式等等。期，付款方式等等。 另外，另外，offer比較固定，比較固定，賣方價(jià)格報(bào)出后，一般不能輕易變動(dòng)，而賣方價(jià)格報(bào)出后，一般不能輕易變動(dòng)，而quote/quotation則不同，賣方報(bào)價(jià)后，不受則不同，賣方報(bào)價(jià)后，不受約束，可以根據(jù)情況略加調(diào)整。盡管有區(qū)別，約束，可以根據(jù)情況略加調(diào)整。盡管有區(qū)別，但各國商人則往往把這兩個(gè)詞混用。這一點(diǎn)要但各國商人則往往把這兩個(gè)詞混用。這一點(diǎn)要特別注意。特別注意。Unit Four Quotations, offers and counter-offersZMC Zhejiang Caiyunjian

4、 Tea Co., Ltd. 報(bào)報(bào) 價(jià)價(jià) 單單 QUOTATION To : Global Tea 日期 Bags (Pvt) Ltd Date May 8, 2004 茲報(bào)供下列商品, 均以我方最后確認(rèn)為準(zhǔn) The following articles are quoted subject to our final confirmation: 品名 Commodity 規(guī)格 Specification 數(shù)量 Quantity 單價(jià) Unit Price Green Tea Extract Porcelain Tea Set Model No. 8901 Model No.TS001 Mini

5、mum order 2000kg. 2000 sets CIF Liverpool Stg.15 per kilo Stg.15 per set 包 裝 PACKING: aluminum-foil-lined cartons, pumped off air and filled up with nitrogen, bulk be packed in cartons fixed with foamed plastic padding 25kg/carton, 22kg/carton, 20kg/carton, 18kg/carton 裝船期 SHIPMENT: can be shipped w

6、ithin one month after receipt of the L/C 付款方式 PAYMENT: by confirmed irrevocable L/C payable by draft at sight 保險(xiǎn) INSURANCE: for 110% of the invoice value 有錯(cuò)當(dāng)查 E. &. O. E. CommoditySpecificationQuantityUnit PricePackingShipmentPaymentInsuranceCategories of OffernFirm offer 實(shí)盤nIt is an offer with

7、a time limit and engagement. Once it is accepted by the buyer, both the seller and buyer have no right to revoke, alter or amend.nNon firm offer 虛盤nIt is an offer without engagement. It is usually subject to the buyers confirmation.報(bào)實(shí)盤報(bào)實(shí)盤 Firm Offer：This offer remains effective/firm/open/valid/good

8、for a week.This offer expires on August 8.This offer is subject to your reply here within five days.報(bào)虛盤報(bào)虛盤 Non-firm Offer ：This offer is subject to our final confirmation.This offer is made without engagement (不具有約不具有約束力束力). Typical sentences of non-firm offernThis offer is subject tonOur final conf

9、irmation以我方最終確認(rèn)為準(zhǔn)nThe goods being unsold以貨物未售出為準(zhǔn)nPrior sale以先售為條件nChange without notice以隨時(shí)更改而無需另作通知為條件nOur approval以我方認(rèn)可為準(zhǔn)nOur written acceptance以我方書面接受為準(zhǔn)nOffer without engagementStructure of an offer letternExpress thanks for the enquirynGive details in an offer, which arenNames of commodities, qua

10、lity, quantity and specificationsnDetails of price, discounts and terms of paymentnPacking and date of deliverynThe period for which the offer is validnPersuading the buyer to order earlynClosing nHope of acceptance , reply and orderUnit Four Quotations, offers and counter-offersZMCLetter 1 A Firm O

11、fferDear Sir, Thank you for your enquiry for “Panda” Brand Color TV Sets dated May 16. As requested, we are now making you, subject to your reply reaching us within 10 days, the following offer: Commodity: “Panda” Brand Color TV Sets Item No: Gb-8907 Quantity: 1,500 sets Price: USD450.00 per set CIF

12、 Alexandria Payment: By confirmed irrevocable L/C payable by draft at sight in the sellers favor. Shipment: to be effected within 28 days after receipt of L/CUnit Four Quotations, offers and counter-offersZMCOur products are selling fast because of their unique design and superior quality, which wil

13、l appeal to discriminating buyers. We have some regular orders at hand. If youre interested in our products, please place your order as soon as possible. We are looking forward to hearing from you soon. Yours faithfully,Unit Four Quotations, offers and counter-offersZMC II. Counter-offer 還盤還盤A count

14、er-offer is virtually a partial or total rejection of the original offer. It also means a new proposal put forward by the buyer. nThe steps for writing counter-offer lettern1) Thank the supplier for the offern2) Express regret at inability to accept and state reasonsn3) Put forward concrete amendmen

15、ts or new proposalsn4) End the letter with hope of an early reply.Unit Four Quotations, offers and counter-offersZMC Your price is too high. 你方價(jià)格太高。你方價(jià)格太高。類似的表達(dá)方式還有：類似的表達(dá)方式還有：Your price is a bit high. 你方價(jià)格有點(diǎn)高。你方價(jià)格有點(diǎn)高。Your price is excessive. 你方價(jià)格過高。你方價(jià)格過高。Your price is rather stiff. 你方價(jià)格相當(dāng)高。你方價(jià)格相當(dāng)高。

16、Your price is prohibitive. 你方價(jià)格令人望而卻步。你方價(jià)格令人望而卻步。 Typical sentences of counter-offerUnit Four Quotations, offers and counter-offersZMCUseful Sentences1. May I suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers? 2. Your bi

17、d is out of line with the current market price.我能否建議貴公司對所報(bào)價(jià)格有所優(yōu)惠，從而方便我們將貴公司產(chǎn)我能否建議貴公司對所報(bào)價(jià)格有所優(yōu)惠，從而方便我們將貴公司產(chǎn)品向顧客推廣。品向顧客推廣。你們所報(bào)價(jià)格與市場行情不符。你們所報(bào)價(jià)格與市場行情不符。Unit Four Quotations, offers and counter-offersZMCUseful Sentences 3. Your competitors are offering considerably lower prices, and unless you can reduce

18、your quotations, we shall have to buy elsewhere. 4. As the competition here is very keen, we regret we are unable to accept your prices, which will leave us a very small margin of profit.你們的競爭者提供了相對較低的價(jià)格，如果你們不降價(jià)，我們將你們的競爭者提供了相對較低的價(jià)格，如果你們不降價(jià)，我們將在別處購買。在別處購買。由于本地競爭激烈，很遺憾我們無法接受貴公司價(jià)格，它會(huì)讓我們利由于本地競爭激烈，很遺憾我們無

19、法接受貴公司價(jià)格，它會(huì)讓我們利潤過于微小。潤過于微小。Letter 2 A Counter OfferDear Sir,We acknowledge receipt of your offer for “Panda” Brand ColorTV Sets dated May 18.Regrettably, we are unable to accept your offer as your pricesare too high. We also have similar offers from Korean make.Their prices are 5% lower than yours.W

20、e appreciate the good quality of your products. We accept thatthe quality of your products is better, but it does not justify suchUnit Four Quotations, offers and counter-offersZMCa large difference in price. We might do business with you if you could make us some allowance, say 5%, on your prices.

21、Otherwise we have to decline your offer. We shall appreciate it very much if you will make aconcession and fax us your acceptance as soon as possible. Yours faithfully, Letter 3 Counter-Counter Offer Dear Sirs: Thank you for your letter of 20 January 2004. We are disappointed to hear that our price

22、for Flame cigarette lighters is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our pr

23、oducts. Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way. The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. We look forward to hearing from you. Yours faithfully, To

24、ny Smith Chief Seller n 先生先生: : n二零零四年元月二十日來函收到，不勝感激。得知貴公司二零零四年元月二十日來函收到，不勝感激。得知貴公司認(rèn)為火焰牌打火機(jī)價(jià)格過高，無利可圖，本公司極感遺憾認(rèn)為火焰牌打火機(jī)價(jià)格過高，無利可圖，本公司極感遺憾。來函又提及日本同類貨品報(bào)價(jià)較其低近百分之十。來函又提及日本同類貨品報(bào)價(jià)較其低近百分之十。 本本公司認(rèn)同來函的說法，然而，其他廠商的產(chǎn)品質(zhì)量絕對不公司認(rèn)同來函的說法，然而，其他廠商的產(chǎn)品質(zhì)量絕對不能與本公司的相提并論。能與本公司的相提并論。 n雖然極望與貴公司交易，但該還盤較本公司報(bào)價(jià)相差極大雖然極望與貴公司交易，但該還盤較本公司報(bào)

25、價(jià)相差極大，故未能接受貴公司定單。，故未能接受貴公司定單。 特此調(diào)整報(bào)價(jià)，降價(jià)百分之特此調(diào)整報(bào)價(jià)，降價(jià)百分之二，祈盼貴公司滿意。二，祈盼貴公司滿意。 n謹(jǐn)候佳音。謹(jǐn)候佳音。 n銷售部主任銷售部主任 商務(wù)知識(shí)拓展：如何對價(jià)格進(jìn)行談商務(wù)知識(shí)拓展：如何對價(jià)格進(jìn)行談Useful Sentence Pattern：n（1）說明價(jià)格上漲原因）說明價(jià)格上漲原因 n1.1.有時(shí)價(jià)格的上升是因?yàn)閲H市場行情上漲、通貨膨脹或是原材料價(jià)有時(shí)價(jià)格的上升是因?yàn)閲H市場行情上漲、通貨膨脹或是原材料價(jià)格的上升。格的上升。nThe price of copper on the world market has gone up

26、 considerably in the past few months.n2 2. .在過去的幾個(gè)月中，原材料的價(jià)格幾乎上升了在過去的幾個(gè)月中，原材料的價(jià)格幾乎上升了30%30%，而我們的價(jià)格幾，而我們的價(jià)格幾乎保持不變。乎保持不變。nThe price of raw materials has increased by almost 30% during the past few months while our price has remained almost the same.n3 3. .這一商品的行情一直在不斷地上漲，估計(jì)價(jià)格還會(huì)進(jìn)一步地上漲。這一商品的行情一直在不斷地上漲，估計(jì)

27、價(jià)格還會(huì)進(jìn)一步地上漲。 nThe market for this article has kept steadily advancing and one may expect a further increase in price in the future.n4 4. .價(jià)格上升是因?yàn)樯a(chǎn)成本的上升。價(jià)格上升是因?yàn)樯a(chǎn)成本的上升。 nThe price is going up because of the rise in cost of production.n5.5.這一商品的國際行情呈上升趨勢。種種跡象表明，在不久的將來這一商品的國際行情呈上升趨勢。種種跡象表明，在不久的將來價(jià)格還會(huì)進(jìn)一

28、步上漲。價(jià)格還會(huì)進(jìn)一步上漲。 nThe world market for this item shows an upward trend. There is every indication of a further rise in price in the near future.6.6.正如你所知道的正如你所知道的, ,全球的通貨膨脹率在全球的通貨膨脹率在3%-9%3%-9%之間，而我們的價(jià)格與去之間，而我們的價(jià)格與去年相比只上升了年相比只上升了5%5%。 nAs you know, the rate of inflation around the world is from 3% to

29、9% while the rise in our price is only 5% compared with last years.n n1.1.其中，取消談判、制造和利用競爭是逼迫對方讓步的兩個(gè)有效其中，取消談判、制造和利用競爭是逼迫對方讓步的兩個(gè)有效的武器和策略。除非你能降價(jià)，不然成交的希望十分渺茫。的武器和策略。除非你能降價(jià)，不然成交的希望十分渺茫。 nUnless you can reduce the price, chances for business are remote.n2.2.要是你堅(jiān)持的話，我們就沒有必要在談下去了。我們還不如取要是你堅(jiān)持的話，我們就沒有必要在談下去了。

30、我們還不如取消這筆生意算了。消這筆生意算了。 nIf you stand firm, theres no point in further discussions. We might as well call the whole deal off.n3.3.要是你堅(jiān)持原來的報(bào)價(jià)的話，我們看不出有成交的希望。要是你堅(jiān)持原來的報(bào)價(jià)的話，我們看不出有成交的希望。 n If you hang on to the original offer, we can see no prospect of business.n4.4.你們的報(bào)價(jià)沒有其他的賣主所提供的報(bào)價(jià)有競爭力。你們的報(bào)價(jià)沒有其他的賣主所提供的報(bào)

31、價(jià)有競爭力。 nYour price is not so competitive as those offered by other sellers.2)2)買方施加壓力買方施加壓力 n5.5.我們已收到了比你方報(bào)價(jià)低得多的報(bào)價(jià)。因此，這筆生意能否我們已收到了比你方報(bào)價(jià)低得多的報(bào)價(jià)。因此，這筆生意能否成交主要取決于你們的價(jià)格。成交主要取決于你們的價(jià)格。 nWe have received offers much lower than yours. So business depends very much on your price.n6.6.坦率地說，你們的報(bào)價(jià)比荷蘭賣主的報(bào)價(jià)高出坦率地說，

32、你們的報(bào)價(jià)比荷蘭賣主的報(bào)價(jià)高出10%10%，比日本賣，比日本賣主的報(bào)價(jià)高出主的報(bào)價(jià)高出7%7%。要是你們的報(bào)價(jià)沒有競爭力的話，我們可能從。要是你們的報(bào)價(jià)沒有競爭力的話，我們可能從荷蘭或日本進(jìn)口。荷蘭或日本進(jìn)口。 nTo be frank, your price is 10% higher than that from Holland and 7% higher than that from Japan. If your price is not so competitive, we may buy from Holland or Japan.n1.1.在談判中，如果雙方都堅(jiān)持自己的價(jià)格，會(huì)使談

33、判陷入僵局。若在談判中，如果雙方都堅(jiān)持自己的價(jià)格，會(huì)使談判陷入僵局。若要使談判繼續(xù)下去，可以說：為了打破僵局，我們準(zhǔn)備降價(jià)要使談判繼續(xù)下去，可以說：為了打破僵局，我們準(zhǔn)備降價(jià)5%5%。 nTo break the deadlock ,we are ready to reduce the price by 5%.n2.2.我建議我們大家折中一下，這樣就能做成生意了。我建議我們大家折中一下，這樣就能做成生意了。 nI suggest we meet each other halfway so that the business can be concluded.n3.3.老實(shí)說，你如果堅(jiān)持自己的價(jià)

34、格，我們是不可能成交的。難道我老實(shí)說，你如果堅(jiān)持自己的價(jià)格，我們是不可能成交的。難道我們就找不到一個(gè)對雙方都有利的價(jià)格嗎？們就找不到一個(gè)對雙方都有利的價(jià)格嗎？ nTo be honest, if you insist on the price ,we wont be able to make a deal. Cant we find a price that is good for both sides?n4.4.為了做成這筆生意，我建議我們在價(jià)格上大家各讓一半。為了做成這筆生意，我建議我們在價(jià)格上大家各讓一半。 nTo get the business done, I suggest we

35、split the difference in price.（3 3）打破僵局）打破僵局 n1.1.在談判中，讓步是必須的。沒有適當(dāng)?shù)淖尣?，談判就沒在談判中，讓步是必須的。沒有適當(dāng)?shù)淖尣?，談判就沒法進(jìn)行下去。但是過多的讓步又會(huì)損害本方的利益。這時(shí)法進(jìn)行下去。但是過多的讓步又會(huì)損害本方的利益。這時(shí)賣方可以采取一個(gè)策略是運(yùn)用權(quán)力限制這塊擋箭牌巧妙地賣方可以采取一個(gè)策略是運(yùn)用權(quán)力限制這塊擋箭牌巧妙地拒絕買方進(jìn)一步要求。我想我現(xiàn)在沒法接受這一點(diǎn)，因?yàn)榫芙^買方進(jìn)一步要求。我想我現(xiàn)在沒法接受這一點(diǎn)，因?yàn)檫@超出了我的談判限度。這超出了我的談判限度。 nI dont think I can accept it

36、 right now, as it is beyond the limits of what I can discuss.n2.2.恐怕降價(jià)恐怕降價(jià)15%15%超出了我的談判限度。超出了我的談判限度。 nIm afraid a 15% reduction is beyond my negotiating limit.(4)運(yùn)用權(quán)限運(yùn)用權(quán)限 n3.3.很抱歉我無權(quán)同意給你很抱歉我無權(quán)同意給你10%10%的折扣。的折扣。 nIm sorry a 10% discount is outside where I can go.n4.4.很抱歉我無權(quán)作出這么大幅度的降價(jià)。很抱歉我無權(quán)作出這么大幅度的降價(jià)

37、。 nIm sorry Im not authorized to make such a big reduction. n5.5.我必須要請示一下公司本部才能就價(jià)格條件給你一個(gè)明我必須要請示一下公司本部才能就價(jià)格條件給你一個(gè)明確的答復(fù)。確的答復(fù)。n Ill have to consult my home office before I can give you a definite answer on the price terms.nNingbo Qianhu Trading Co.,Ltd.n101Lianfeng Road, Ningbo315000,Chinan June1,2006n

38、Thomas Co., Ltdn120 Garden StreetnVancouver V5Z3G7, CanadanDear Mr. Crown,nThank you for your enquiry of May 24. At your request, we are making you the following offer subject to your reply reaching here before June23, 2006.nArticle: Brocade HandbagsnPrice: US$12.00/pc, CIF VancouvernQuantity: 5,000

39、 pcsnShipment: August,2006npayment: By irrevocable documentary Letter of Credit in the sellers favor.nWe hope that the above will be acceptable to you, and await with keen interest your formal orders.nYour Sincerely,nDavid ChenNotesn1.At your request 應(yīng)你方要求應(yīng)你方要求ne.g. At your request, we have amended

40、the L/C.n應(yīng)貴公司要求，我們已經(jīng)修改了信用證。應(yīng)貴公司要求，我們已經(jīng)修改了信用證。n也可用：也可用：as requested, at the request of sbne.g. As request, we are giving you an estimate of approximate requirements for next year.n應(yīng)貴公司要求，寄上一份明年所需貨物的預(yù)估表。應(yīng)貴公司要求，寄上一份明年所需貨物的預(yù)估表。nWe are sending the counter sample at the request of your agent.n應(yīng)貴公司代理商要求，寄上

41、對等貨樣。應(yīng)貴公司代理商要求，寄上對等貨樣。n2. offer V.報(bào)盤報(bào)盤nWe can offer you large quantities of headdress flowers at attractive price.n我們能以很具吸引力的價(jià)格給公司報(bào)盤大量頭花。我們能以很具吸引力的價(jià)格給公司報(bào)盤大量頭花。nOffer 還可用作名詞，在還可用作名詞，在make offer, send offer, give offer后經(jīng)常接介詞后經(jīng)常接介詞for 或者或者onne.g. Please make/send us an offer for gold and silver thread

42、embroidered articles.n請報(bào)金銀繡品價(jià)格。請報(bào)金銀繡品價(jià)格。n3. subject to your reply reaching here before June23,2006.n以本公司最終確認(rèn)為準(zhǔn)（表示此盤為虛盤）以本公司最終確認(rèn)為準(zhǔn)（表示此盤為虛盤）nSubject to your acceptance within two weeks.n以貴公司在兩周之內(nèi)接受為條件（說明此報(bào)盤為實(shí)盤）以貴公司在兩周之內(nèi)接受為條件（說明此報(bào)盤為實(shí)盤）nSubject to your immediate acceptance.n(實(shí)盤）以貴公司立即接受為條件。實(shí)盤）以貴公司立即接受為條

43、件。n4. Terms of Payment 付款條件付款條件n5.irrevocable documentary letter of credit 不可撤不可撤銷的跟單信用證銷的跟單信用證nletter of credit 可數(shù)的普通名詞可數(shù)的普通名詞,單數(shù)為單數(shù)為a letter of credit, 復(fù)數(shù)為復(fù)數(shù)為letters of credit.常用大寫縮寫形式，常用大寫縮寫形式，可寫為可寫為L/C 或或Ls/C.n當(dāng)當(dāng)credit表示信用證時(shí)，復(fù)數(shù)為表示信用證時(shí)，復(fù)數(shù)為credits.n6.in sellers favor 以賣方為受益人以賣方為受益人n表示表示“以某人為收益人以某人

44、為收益人”“”“對對有利有利”可以用：可以用：nin ones favor, in the favor of sb.ne.g. We have made arrangements with Bank of China to open a credit in your favor.n我們已安排由中國銀行開立以貴公司為抬頭的信用證。我們已安排由中國銀行開立以貴公司為抬頭的信用證。n7. acceptable 可接受的可接受的ne.g. The quality is acceptable, but the time of shipment is not.n質(zhì)量可以接受，但裝運(yùn)期不行。質(zhì)量可以接受，但

45、裝運(yùn)期不行。nWe trust the above offer will be acceptable to you.n我們相信上述報(bào)價(jià)貴公司是可以接受的。我們相信上述報(bào)價(jià)貴公司是可以接受的。n8. and await with been interest your formal orders.n并殷切地等待著貴公司正式下單。并殷切地等待著貴公司正式下單。n1）With been interest 殷切地殷切地n2）await （正式用語）（正式用語）V.等待，期待（與等待，期待（與wait for 相相近）近）ne.g. We await your final confirmation.n盼貴

46、公司最終確認(rèn)。盼貴公司最終確認(rèn)。Unit Four Quotations, offers and counter-offersZMCSample 1Dear Sir/Madam,Thank you for your fax of Oct. 18th offering 5000 KGS Vitamin E at USD 7.00 per KG CIF Hamburg for immediate shipment, which is paid by irrevocable L/C at sight and effected by you for 110% of full invoice value

47、 covering All Risks.We are pleased to inform you that all the terms and conditions are acceptable to us. So we confirm your offer and place an order with you. Please send us a copy of your Sales Confirmation for our counter-signature, and we will have our relative L/C established through ABC Bank on

48、ce receive it. Please note that the goods must be shipped within the validity of the L/C. Yours faithfully,Entire AcceptanceResponses to an offer (1)Unit Four Quotations, offers and counter-offersZMCSample 2Dear Sir/Madam,We thank you for your offer of Oct 25 for stainless steel sheets, asking for p

49、ayment by confirmed, irrevocable Letter of Credit at sight. On this basis, it has indeed cost us a great deal. From the moment we open the Letter of Credit till the time our buyers pay us, the tie-up of our funds lasts about four months, which, we think, is unacceptable. If you could kindly modify y

50、our terms of payment, it would be favorable to encourage business between us. We propose Cash against Documents on Arrival of Goods. We hope you will accommodate us in this respect and look forward to your early reply. Yours faithfully,Counter offerAsking for Modifying Terms of PaymentResponses to a

51、n offer (2)Unit Four Quotations, offers and counter-offersZMCSample 3Dear Sir/Madam, We thank you very much for your letter of June 9 quoting for your air-conditioners. As our customers are not familiar with the brand name of your products and the price you have quoted is far higher than that of oth

52、er firms, it is difficult for the items to attract our customers. If we are in need in future, please kindly reduce the price as best as you can so as to facilitate our sales. Thank you for your attention to this reply.Yours faithfully,Offer DeclinedResponses to an offer (3)Complete the following se

53、ntences in Englishn1. As soon as we receive your specific enquiry,na. 我們將立即給你們報(bào)最優(yōu)惠的拉哥斯（我們將立即給你們報(bào)最優(yōu)惠的拉哥斯（Lagos)到岸價(jià)到岸價(jià)nb. 我們即將給你們報(bào)最低價(jià)。我們即將給你們報(bào)最低價(jià)。n2. To acquaint you with the cotton piece goods we export now,na. 我們已用航空快遞給你郵件我們已用航空快遞給你郵件3樣品書。樣品書。nb. 我們已經(jīng)郵寄了我們已經(jīng)郵寄了5本樣品書。本樣品書。Exercise n3. If you quotatio

54、n is competitive, nA. 我們將打算訂購我們將打算訂購300臺(tái)蝴蝶牌縫紉機(jī)。臺(tái)蝴蝶牌縫紉機(jī)。nB.我們將大量訂購男士襯衣。我們將大量訂購男士襯衣。nC.我們確信我們能大量訂購印花床單。我們確信我們能大量訂購印花床單。Exercises1. Please reply as soon as possible, 說明最早裝船期和付款條件。2. If you are interested, please cable us, 說明所需數(shù)量。3. We cabled you yesterday, 報(bào)你2000公斤核桃仁(walnutmeat)，5月船期。4. Please reply a

55、s soon as possible ,告知我們必要的詳細(xì)情況。5. We cabled you today, 向你訂購5000打自來水鋼筆(fountain pen)。6. We wrote you last week, 要求你們寄來你們最近的價(jià)目表。7. Please quote us your lowest price, 說明支付條款和包裝情況Unit Four Quotations, offers and counter-offersZMC8. It is regretful that 你方報(bào)價(jià)與市價(jià)不符你方報(bào)價(jià)與市價(jià)不符.9. 如果你方把報(bào)盤降價(jià)如果你方把報(bào)盤降價(jià)2%， we will clos