外貿(mào)函電unit4課件

1、Unit four quotation, offer and counter-offer what is a quotation?A quotation is often taken by many Chinese business people to stand for a unit price with delivery conditionE.G.: U.S. $20 per piece C.I.F NEW YORK replies as quotationAn expression of thanks for the inquiryDetails of prices and discou

2、ntA clear indication of the terms of paymentAn understanding as to the delivery dateAn expression of hope that quotation will be accepted.Sample 1Thank you for your inquiry letter of September 12. As requested, we sent you a complete range of patterns of Womens Garments by air yesterday.Thanks for t

3、he inquirySample 1-price and discountWe are quoting US$4.00 and $3.00 per piece CIF San Francisco respectively for medium and small size. You will have a 5 percent discount on orders over 600 pieces.Details of Price and discount General expression of price Owing to the slump in commodity prices we c

4、an offer you these goods at below market priceThis is our bottom (rock-bottom/floor) priceAt cost price/At less than costAt the very special price ofOn very favorable terms special expressions for discountFor orders more than., we are prepared toTo offer (provide/give/grant) a 5% discountTo cut the

5、price by 5%To reduce the price to USTo grant you a reduction of 5%(grant you 5% off)To give you a special discount 5% in addition to the normal 4% discountComplex expressions for price Our price are US$. Per unit. CIF (destination) (FOB shipping point) including.% commission.Our price are subject to

6、.%discount for cash (for payment before.)Price + commission or discountPractice 1.確認(rèn)我今天早上的電話談話如下。本公司提供給貴公司400磅稻米，特別廉價(jià)，每磅80元 CIF溫哥華 confirming our telephone conversation this morning, we can offer you the rice of 400 lbs, at the special low price of 80 per lb. CIF Vancouver Practice 2.如訂購(gòu)2000臺(tái)以上，準(zhǔn)備特價(jià)

7、報(bào)盤(pán)，每臺(tái)9.1美元，即給5%的折扣。On condition that you take more than 2 000 Sets, we are prepared to offer this special price of $9.1 per set with a 5% discountSample 1The payment is to be effected against bill of exchange at 60 days.We are pleased to say that we can guarantee delivery of garments within four wee

8、ks of your order.Indication of the payment terms Delivery datePractice 1.確認(rèn)你當(dāng)訂單后一個(gè)月內(nèi)可裝運(yùn)Sample 1Owing to the heavy demand for this article, we would recommend that your order without delayFuture hopeWriting Write a letter for a curtain material manufacturer, with a quotation enclosed therein, giving

9、favorable comments on the goods offered and recommending their clients acceptance.Dear sirs, We thank you for your enquiry of 30th November and enclose our quotation for curtain materials. We have made a good selection of patterns and sent them to you today by post. Their fine quality, attractive de

10、signs and the reasonable prices at which we offer them will convince you that these materials are really of good value. There is a heavy demand for our goods from house furnishers in various districts and regions, which we are finding it difficult to meet , but provided that we receive your order wi

11、thin the next ten days, we will give priority to it for prompt delivery. Your early reply will be appreciated. Yours faithfullywhat is an offer?An offer is a promise to supply goods on the terms stated. Its always made by the seller and the reply to the enquiry.More condition such as shipment, payme

12、nt, insurance and paymentWhats the difference between a firm offer and non-firm offer?A firm offer is the offer with a certain time limit while a non-firm offer is the offer without engagement.Special Quotations offer prompt, stating clearly your replies in due time;Complete, indicating all the main

13、 terms of transaction;If its firm, The offer must state the term of validity.validity or without engagement remarksInduce your customerfavorable comments on the goodsAn expression of hopes for an orderoffer of a validity limitThis offer is for acceptance within seven daysOur offer is subject to your

14、 reply here before 5th Our offer remains firm for 3daysOur offer is kept open (holds good) until 15thWe offer you firm for three daysfirm offers The offer is (remains) firm (open ; valid; good) until (for) . 此報(bào)盤(pán)有效期到（為）This offer will remain open/ valid/ firm for a week (from) 該報(bào)盤(pán)從某月某日起一周內(nèi)有效This offe

15、r expires（到期） on August 8.firm offersThis offer must be withdrawn if not accepted within 3 days.This offer is firm (We offer firm sth.)subject to your reply reaching here before / reaching us by (6 p.m., our time, Wednesday, March2)/ which will reach us by .Practice 1.我方保留該報(bào)盤(pán)有效至本月底2.按照你們的要求，我們報(bào)50公噸花

16、生的實(shí)盤(pán)如下，以自本日期一周內(nèi)你方答復(fù)到為準(zhǔn)letter 1 A Firm Offer for Groundnuts and Walnut meats 1.Thank you for=acknowledge receipt of = have received=be in receipt of 2. in reply “茲復(fù)” in reply to e.g. In reply to your letter dated May 16, we now make you an offer as follows.A Firm Offer for Groundnuts and Walnut meats

17、3. offer n. make sb. an offer on/for “向某人就某物報(bào)盤(pán)”e.g. We are pleased to make you our offer for/on black tea. offer v. “提出某事物供考慮、接受或拒絕” ,引：報(bào)盤(pán)e.g. Please offer us 100 metric tons of groundnuts.Quotation without engagement -Non-firm offersa.This offer is subject to the sellers final confirmation.b.This o

18、ffer is made without engagement.虛盤(pán)的表示方法：to offer subject to sellersconfirmation 以賣(mài)方確認(rèn)為準(zhǔn)to offer subject to our approval 以我方認(rèn)可為準(zhǔn)to offer subject to prior sale; to offer subject to being unsold 有權(quán)先售，以未售出為準(zhǔn)to offer without engagement (obligation) Practice 1.此報(bào)盤(pán)以收到你方訂單時(shí)，貨未出售為有效letter 2 A Non-firm Offer

19、for leather handbag 1.subject to “以為條件、為準(zhǔn)、為有效期”subject to our final confirmationsubject to prior saleE.G.: Thearrangementismadesubjecttoyourapproval2.In ones favor: 以某人為受益人E.G.: OnethinginIndiasfavoris an active stock market for raising funds.對(duì)印度有利的一個(gè)因素是其股市活躍便于籌集資金letter 2 A Non-firm Offer for leath

20、er handbag 1.Feel free to: 隨意E.G.: Pleasefeelfreetodrop us acommentandletusknow whichadsyoulikebest, andifyouknowofany otherawesome adsthatwemay havemissed麻煩您隨意留言告訴我們您最喜歡那個(gè)廣告，如果您知道我們錯(cuò)過(guò)了哪些更好更精彩的廣告，也麻煩留言告訴我們。Tabulated letter 3.4.51.stock:A. Our stocks are running down/shortB. We just have a limited st

21、ock of/in shoesC. We can supply you from/ex stockE.G : Lemon and lime juice were both temporarily out ofstock.2.Regard to: referring to With regard toTranslate 我們可以從現(xiàn)貨中供應(yīng)你3千打天壇牌男襯衫。We can supply you with 3,000 dozen “tiantan” brand Mens shirt from stock Tabulated letter 3.4.52.in three equal monthly

22、 installments “分三個(gè)月，每月平均裝運(yùn)”(1)equal monthly installments= 每月數(shù)量一樣的分批裝運(yùn) (2)In one lots: 整批裝運(yùn)(3)Total quantity to be delivered by three equal monthlyShipping terms Other details -Packing instructionShirting are to be packed in bales or in wooden case, at the sellers option16 packets of 4 KG, to a carto

23、n, 6 carton to a wooden caseExercises根據(jù)下面所示條件寫(xiě)一封報(bào)盤(pán)函： 買(mǎi)方詢(xún)盤(pán)收悉時(shí)間為2003年9月28日，所詢(xún)問(wèn)的產(chǎn)品為：貨號(hào)為63-12的棉質(zhì)床單(Cotton Bed Sheets) 2400打。b.價(jià)格：成本加運(yùn)費(fèi)加保險(xiǎn)費(fèi)到紐約價(jià)為每打136美元其中包括我方3%的傭c.包裝：每紙箱12打d.付款方式：用即期匯票支付的，保兌的，不可撤消的信用證e.裝運(yùn)：10月底裝運(yùn)f. 保險(xiǎn)：按發(fā)票金額110%投保水漬險(xiǎn)g. 有效期：7天Dear Sirs, Thank you for your enquiry of September 28, 2003 and w

24、e are glad to learn that you are interested in our Cotton Bed Sheets. We are making you an offer, subject to your early reply reaching us within 7 days, as follows: Article: ART, No.63-12 Cotton Bed sheets Price: USD136 per dozen CIFc3% New York Packing: in cartons of 12 dozen Shipment: to be effect

25、ed not later than the end of October Payment: by confirmed, irrevocable L/C, payable by draft at sight.We are looking forward to your early order.Dear sirs,We have received your letter February7, and are pleased to note your desire to enter into business relations us. compliance your request, we now

26、 offer you 1,000dozen tablecloth Art No. 141 ()RMB 25.00 per dozen CIF port Sudan. This offer is Subject( )reply reaching us( )March 15.The price offered above is reasonable. As the selling season is approaching, we have received many enquiries( )client( )other district.To acquaint you( )a commodity

27、 we handle, we are sending you( )airmail( )separate cover a commodity list and several pamphlets ( )your reference. Should you find any other items listed( )interest, please Lmk.what is an counter-offer? A counter offer refuses a portion of an offer or a bid, but suggests a change or changes.Dear Mr

28、. CHANG, Thank you for your letter of March 17, 2011 and your samples. For your information, our customers are satisfied with your sample, but they are still holding back. After careful examining and comparison with similar products of other makers, we find your quotation is really much higher. Unle

29、ss the prices could match with the market level, it is difficult to persuade customers to purchase from you. So we could counter offer as follows:Art No. HX111 USD 23 per set CIFC5 Toronto. Actually, competitive prices for a trail order can often lead to a high market share with enormous profits in

30、future. We hope you will take this factor into account and wait for your early reply! yours truly Counter-offer from the buyer expression of thanks for the quotation or bidsExpression of regret at the inability to accept the quotation or bid (statement with reasons)Counter-proposal.Concluding 1. Be

31、polite but directly tell the subject2. List what you disagree3. Clearly make your suggestions Pattern1reasonregret at the inability 1.We regret to inform you that your price is rather on the high side though we appreciate the good quality of your productsNotes: on the high side / be stiff/excessiveb

32、e high / big / small “偏高、大、小等”P(pán)attern1reason-price2.We very much regret that your price is out of line with the prevailing market.Notes: be out of line with In line with.現(xiàn)行價(jià) Current Price, Ruling Price, Prevailing PricePattern1reason-price3. Although we are desirous of doing business with you, we re

33、gret to say that your price is unacceptable to us.Notes: unacceptable Sample 3茲復(fù)，我們非常遺憾的說(shuō)明我方本地客戶(hù)發(fā)現(xiàn)你方價(jià)格太高與現(xiàn)行市場(chǎng)價(jià)格水平不一致In reply, we very much regret to state that our end-users here find your price too high and out of line with the prevailing market.據(jù)了解，接受你方所報(bào)的價(jià)格會(huì)讓我們?cè)阡N(xiāo)售上沒(méi)有利潤(rùn)或者賺的很少。Its understood that t

34、o accept your prices quoted would leave us little or no margin of profitPattern2reason-price（comparison） 1.When comparing with the other suppliers prices , your price is almost 10% higher than theirs.2. Your price compares much higher than that we can get from elsewhere.Exercise 坦率講，我們喜歡你們的雨衣，但你方的價(jià)格

35、與其他生產(chǎn)商的比較而言似乎偏高。Frankly speaking, we like your raincoat, but your prices appear to be on the high side compared with other makers.Pattern2other discrepancy1.Your quotation sounds interesting but listed payment conditions are not customary in our tradeNotes: customary 慣例Such being the case, we have t

36、o ask you to consider if you can make reduction in your price, say 10%Notes: reduction較少 Such being the case:既然這樣Counter-bid-pattern 1 ask for reductionAs the market of Walnuts is declining, there is no possibility of business unless you can reduce your price by 5% .We dont deny the quality of your

37、products is superior to that of Indian makes but the difference in price should in no case be as big as 10%.Our counter offer is USD 900 per ton CIF Hamburg.To step up trade, we counter offer as follows:500 tons of Walnuts at USD 600/ton CIF EMP.Pattern2-counter offerExercise 貴公司報(bào)價(jià)貨物包裝不符合標(biāo)準(zhǔn)，能否用防止破損的

38、包裝The package of your offer is not up to the standard whether you can use the package prevent from damage.我們覺(jué)得對(duì)于你公司的易腐貨物，建議使用冷藏卡車(chē)運(yùn)輸We think that your perishable goods are suitable for cold storage trunk.An urgent to action As the market is declining =The market fluctuates 行市波動(dòng)Market is weak/easy. 行市

39、疲軟Market is inactive/dull/heavy. 行市呆滯Market is irregular/uncertain 行市漲落不定The market advances/rises/soars. 行市上漲The market stiffens/hardens. 行市堅(jiān)挺Market is strong/firm/steady/strengthening. 行市堅(jiān)挺Market is brisk/active. 行市活躍Market is declining. 行市下跌 Letter 3 A Counter-offer for Tin Foil Sheet 1. on your

40、terms “按照你方條件”Come to terms: 達(dá)成協(xié)議2. inview of = Considering 鑒于;考慮到 4.favorable: 優(yōu)惠的 favorable terms5. anticipate：look forward to練習(xí)一.Translate the following letter敬啟者： 感謝你們6月26日的報(bào)盤(pán)以及寄來(lái)的餐具樣品。盡管我們很欣賞這些餐具的優(yōu)良品質(zhì)，但我們遺憾的說(shuō)，你們的價(jià)格似乎太高。如果接受你們的報(bào)價(jià)將使我們?cè)阡N(xiāo)售中無(wú)利可圖，因?yàn)槠渌?yīng)商對(duì)同樣品質(zhì)的商品出價(jià)更低。 因此我們建議你方將價(jià)格減至25美元/套. 鑒于我們之間長(zhǎng)期的貿(mào)易關(guān)

41、系才向你做出如此還盤(pán)。由于行市在不斷地下跌，希望你方能對(duì)我還盤(pán)予以認(rèn)真考慮并早日傳真接受我們的還盤(pán)。 我們期待著你們的確認(rèn)。 謹(jǐn)上Dear sirs, Thank you for your offer of June 26 and samples of Dinner Sets you kindly send us. While we are appreciating the good quality of your Dinner Sets, we regret that your price appears to be on the high side. To accept the price

42、 you quoted would leave us no margin of profit in our sales, since the other suppliers are offering lower prices for Dinner Sets of same quality. Therefore we suggest you reduce the quoted price to USD 25/set. It is in view of our long-standing business relationship that we make you such a counter-o

43、ffer. As the market is declining, we hope you will consider our counter-offer most favorable and fax us acceptance at your earliest convenience. we look forward to your confirmation. yours faithfully Analyzing the Letterstep1: identifying the reference and stating the details of the offer. Step2: de

44、clining the offer Step3: stating the reasons for declining the offer Step4: stating the counteroffer with all necessary details politelyStep5: giving the hints (urge the seller to accept his counteroffer).Comments:A counter offer is an attempt to bargain for a lower price. Here, the prospective purc

45、haser is clearly stating his objections to the price offered and giving reasons why the seller should accept. Letter 4、5 A COUNTER- Counter-offer from seller 1.We regret to say that (much to our regret, we find ), we are regretful to say E.G.: We regret to say that we are not in a position to reduce

46、 the price to the level you mentioned.2. See ones way to do sth. /todoingsth.有可能或者有意辦某事Patternother discrepancy1.很遺憾，我們無(wú)法履行你公司對(duì)我們30日所寄報(bào)價(jià)單中有關(guān)包裝事項(xiàng)的特殊要求 We very much regret that we are unable to satisfy your special requirement for the items of packing in our quotation sheet dated 30.2.由于考慮到我公司報(bào)你之價(jià)格為最低

47、價(jià)，故無(wú)法滿(mǎn)足貴司的特殊要求As the price we offered is the floor price, we are not in a position to meet your special requirement.3.由于考慮到閣下將開(kāi)除大量訂貨的訂單，我們已決定接受你方還盤(pán)，只此一次，下不為例。In consideration of your large orders we have decided to accept your counter-offer as an exceptional case.Declining letter-writingidentifying

48、the referencestate the reasons of your refusalmaking promises for future inquiriesAccepting letter-writing1. the opening sentence of the letter2. confirms having accepted the offer 3. the closing sentence of the letterPractice Lessons1. Translate the following letter into English你san月二十日函悉，謝謝。我們已仔細(xì)研

49、究了你方對(duì)我短襪報(bào)價(jià)的意見(jiàn)。 雖我方想滿(mǎn)足你方的要求，但歉不能按你方要求降價(jià)，因我方價(jià)格經(jīng)精確計(jì)算。即使我方價(jià)格與其他供應(yīng)商的價(jià)格不同，那也是因我方產(chǎn)品的質(zhì)量遠(yuǎn)遠(yuǎn)超過(guò)貴處其他外國(guó)牌子，從我方購(gòu)進(jìn)你方定會(huì)得利。 We thank you for your letter of March 30. Your comments on our offer of socks have had our close attention. Although we are keen to meet your requirements, we regret that we are unable to comply

50、with your request to reduce the prices as our prices are closely calculated.Even if there is a difference between our prices and those of other suppliers, you will find it profitable to buy from us because the quality of our products is far better than that of other foreign makers available in your

51、district. Practice Lessons1. Translate the following letter into English 然而，為有助于你方在此行業(yè)中發(fā)展業(yè)務(wù)，我們準(zhǔn)備給百分之五折扣，條件是你方起定量達(dá)到五千雙。如果此建議可接受，請(qǐng)?jiān)缛崭嬷惴接喠俊?013年3月29日 However, in order to help you to develop business in this line, we are prepared to allow you a discount of 5% provided your order calls for a minimum qu

52、antity of 5,000 pairs. If you find our proposal acceptable, please let us have your order at an early date. Chinese version of the letter先生：純棉內(nèi)衣 今晨收到有關(guān)上述貨物的第01315訂單，謝謝。然而，非常遺憾由于庫(kù)存短缺，我方不能接受此訂單，我生產(chǎn)廠家因原材料變化不穩(wěn)也不能答應(yīng)接受你方以后交貨的訂單。 一經(jīng)新貨源到來(lái)，我方將以傳真與貴方重談此事。同時(shí)，務(wù)請(qǐng)將你方對(duì)我們?nèi)魏纹渌唐返木唧w詢(xún)價(jià)寄給我們，并請(qǐng)放心我方會(huì)隨時(shí)予以辦理。謹(jǐn)上， keys Dear

53、Sirs,Cotton Underwear We are pleased to receive Order No.01315 for the above goods, but much to regret that owing to shortage of stocks, we are unable to accept it, nor our manufacturers undertake to entertain your order for future delivery on account of the uncertainty of raw materials. We will, ho

54、wever, revert to this matter and contact you by fax, as soon as our new supplies come into stock. Meanwhile, please do not hesitate to let us know your specific inquiries for any other goods and you can rely on our best attention at all times.Yours faithfully,We from your letter of May 15 that you a

55、re the _for green tea. As the market is , your price is on the side. Practice Lessons1. Filling the missing words : We cannot clear to reduce the price to the level you . You assured that the goods under Sales Contract No.9898 will be shipped .We hope to business at something our level. decliningfou

56、ndhighnoteinmarketseeourwayindicatedclosenearmayrestwithoutdelay Practice Lessons Since your price is with the prevailing market, it is not for the buyers at our to accept.While we appreciate your intention, we regret that we entertain any fresh orders. As soon as we are a to make an for black tea,

57、we shall you by cable. We are enclosing a of our new products for your . When you are in need of further quantities, please free to communicate with us. outoflinepossibleendcannotinpositionoffercontactlistreferencefeel practice lessontranslate the following先生：事由：男睡衣 你方4月4日來(lái)信中表達(dá)了對(duì)我男睡衣感興趣，對(duì)此深表謝意。 應(yīng)你方要求，茲欣然向你開(kāi)報(bào)下列報(bào)盤(pán)，以我方最后確認(rèn)為準(zhǔn)： 商品：男睡衣 數(shù)量：1000打 規(guī)格：L/XL/XXL 顏色：白，蘭，深紅 價(jià)格：每打1440美元成本保險(xiǎn)加運(yùn)費(fèi)蒙特利爾價(jià) 支付：以我方為收益人的100%保兌的、不可撤銷(xiāo)的信用證憑即期匯票支付，信用證必須在裝運(yùn)前一個(gè)月開(kāi)到賣(mài)方并在裝船后15天內(nèi)在中國(guó)議付有效。 如你所知，我們的庫(kù)存有限而需求非?；钴S。你的早日決策至關(guān)重要。我們確信你們能做一筆賺錢(qián)的買(mǎi)賣(mài)。 盼即復(fù)。謹(jǐn)上， SpecimenGentlemen:Mens PajamasThank you for your letter dated April 4,