第四講 發(fā)盤還盤5

第四課發(fā)盤、還盤

Offers&counteroffers1重點(diǎn)及要求：掌握好怎樣進(jìn)行報盤及怎樣進(jìn)行還盤的語言及句型2一、發(fā)盤Offers3報盤書信怎么寫？4（一）一封理想的報盤書信，一般應(yīng)包括以下幾點(diǎn)：1、對詢價表示感謝2、價格、折扣和支付條款的細(xì)節(jié)3、說明價格包含的內(nèi)容（如包裝、運(yùn)費(fèi)和保險等）4、對交貨期的承諾5、報盤的有效期限6、最后表示希望該報盤能為對方接受5（二）常用單詞1.replyn.答復(fù)（后接介詞to)Inreply,wewouldliketoobserve(說）thatwecannotdobusinessonyourconditions.

我們不能按你們的條件進(jìn)行交易，此復(fù)。

inreplyto=inanswerto為答復(fù)…

Inreplytoyourenquiryof22ndAugust,wearesendingyoutodayacopyofpricelist.

茲答復(fù)你方8月22日的詢價，我方今天已寄出價目單一份。6

2.Offer1)n.發(fā)盤、報盤（包括貨名、數(shù)量、規(guī)格、價格、船期有效期等）,報盤分為：銷售發(fā)盤購貨發(fā)盤或遞盤SellingOfferBuyingOffer(or)Bid

makesbanofferfor(on)sthPleasemakeusanofferCIFLondonfor(on)20metrictonsgroundnuts.請給我們一個20公噸花生倫敦到岸價格的報盤。

2）v.作動詞，Atpresent,wecannotoffermorethan1000shorttons.

目前，我們的報盤不能多于1000短噸7firmoffer

實(shí)盤:

向某人報實(shí)盤：offersbfirmmakesbafirmoffer表示有效期的方法如：1)Theofferisfirm(valid,good,open)fortwoweeks.

此報盤兩周內(nèi)有效。(最好少用）Theofferisfirm(valid,good,open)untilSeptember,18th.

8no-firmoffer

虛盤：發(fā)盤人沒有肯定的訂立合同的意旨，例如反映在發(fā)盤內(nèi)容不明確（Notclear)，或者主要條件不完備(Notcomplete)，或者不是最后的（Notfinal)，這種發(fā)盤對發(fā)盤人無約束力(Withoutengagement),也稱邀請發(fā)盤。虛盤的表達(dá)方式：1)Theaboveofferismadewithoutengagement.

以上報盤沒有任何約束力。92）.Weoffersth…subjecttoourfinalconfirmation.我方報盤…（各項(xiàng)交易條件）…以我方最后確認(rèn)有效。3）.Wesubmityouthisoffersubjecttopriorsale.我方向你方報盤，以先售為條件。4）.Wemakeyouanoffersubjecttothegoodsbeingunsold.我方向你方報盤，以未售出為準(zhǔn)。5）Weofferyousubjecttochangewithoutnotice.

我方向你方報盤，此報盤如有變化不另行通知。10（三）關(guān)于報盤，發(fā)盤的短語：acceptofferconfirmofferdeclineoffer接受報盤確認(rèn)報盤拒絕報盤entertainofferextendofferwithdrawoffer考慮報盤延長報盤撤回報盤cancelofferrenewoffer撤回報盤恢復(fù)報盤113.Stock

1)n.存貨

Thereis(are)nomorestock(s)onhand.

手邊無存貨。2)表示所存在具體商品時，stock后接借詞of再接商品Atthemoment,wehaveonlyalimitedstockoflinengoods.

我們目前僅有有限的亞麻織品存貨。12instockoutofstockfromstock(exstock)庫存缺貨，無貨供現(xiàn)貨,自庫存中供應(yīng)

OnlyType15isinstock.Type18isoutofstock.僅15型有貨，18型無貨。Wecansupplythisquantityexstock(fromstock).

我們可以從現(xiàn)貨中供應(yīng)此數(shù)量。13（三）報盤，發(fā)盤常用句子1.Togiveyouageneralideaofourproducts,weencloseourPriceListNo.TP201/1356withdetailsforyourreference.2.Wehavepleasureinattachingourcurrentquotationforyourreferenceand,asweareabletoofferforpromptdelivery,welookforwardtoreceivingourorderbyfaxasquicklyaspossible.143.WewishtoextendthesaleofourproductstoyourmarketandarenowsendingyouourQuotationNo.1inthehopethatyouwillrecommendthemtoprospectivebuyers.Thepricesquotedinclude5%commissionforyouprovidedyourorderbenotlessthan1000dollarsinvalue.154.InreplytoourinquiryofJuly21,wehavethepleasureofofferingyouChildren’sBicyclesasfollows:5.ThankyouforyourinquiryNo.123forleatherSuitcases.Wearepleasedtoofferyouasfollows:16（四）關(guān)于發(fā)盤有效期的常用句子1.Thisofferwillremaineffective(valid,firm,open,available,good)until…2.Wearemakinganofferasfollows,subjecttoyourreplyreceivedhereby5p.m.,ourtime,September15:3.Thisofferisopenforaweekfrom…4.Thisoffermustbewithdrawnifnotbeacceptedwithinfivedays.17二、還盤Counter-Offer當(dāng)賣方提出的offer，買方在收到后一般需做一定的表示。當(dāng)他請求變更交易條件時，firmoffer失去效力，產(chǎn)生新的offer,這稱為還盤（counter-offer).還盤一般是對價格的還盤，對最低起定量的還盤，對支付方式的還盤。18（一）出口商寫討價還價的方法：A.賣方不同意減價時1.貴公司覺得本公司的價錢太高，本公司實(shí)在抱歉。2.拒絕減價的理由:（1）人工成本上升或人民幣升值造成出口成本上升。（2）強(qiáng)調(diào)本公司的產(chǎn)品在品質(zhì)上絕對比同價位其他供應(yīng)商的優(yōu)良。（3）本公司的報價只含最少利潤。3.為了表示配合對方的需要，推薦對方買品質(zhì)、款式及外形類似而價位低的產(chǎn)品當(dāng)替代品。19B.賣方附帶條件的同意減價時1.本公司從貴公司某月某日來信得知貴公司覺得本公司的價錢太高，本公司自認(rèn)報價比其他廠商的報價低。2如果貴公司的訂單超過了多少金額或多少數(shù)量，本公司將給予貴公司多少折扣。3.鼓勵買方在出貨前若先將貨款用電匯匯過來，將再給予多少現(xiàn)金折扣，而且買方愿意這么做的話，將跟對方分享匯率的好處。4.提醒買方該報價單的有效期只有多少天，過了這段時間，我們將會漲價。所以請買主盡快下單不要遲疑。20（二）常用短語和句子counter-offer

還盤，還價offerer

offeree發(fā)價人，報盤人被發(fā)價人We

make

a

counteroffer

to

you

of

$150

per

metric

ton

F.O.B.

London.我們還價為每公噸倫敦離岸價150美圓。I'll

respond

to

your

counter-offer

byreducing

our

price

by

three

dollars.我同意你們的還價，減價3元。211.表示價格偏高：a.onthehighside

Weregrettosaythatwecannotacceptyouroffer,asyourpriceisfound(tobe)onthehighside.

Weappreciatedthegoodqualityofyourproducts,butunfortunatelyyourpricesappeartobeonthehighsideevenofthisquality.Weregretthatatthispriceswecannotplaceanorder.221.表示價格偏高：b.Yourpriceisabit(too)high.c.Wefeelthatyourquotationisnotproperbecausethepriceforsuchmaterialisonthedeclineatpresent.231.表示價格偏高：d.AsforgoodsNo.120,wearenotabletomakeyouordersbecauseanothersupplierisofferingusthesimilarqualityataprice3%lower.e.Yourpricesaremuchhigherthanthoseofothersuppliers.242.makeaconcessiontosb

對某人讓步Itisimpossibleforustomakeanyfurtherconcession

inourpricetoyou.

我方無法在價格上再讓步。253.BuyerAskforReductionofMinimumQuantity買方要求降低起訂量Tentonsistheminimumquantityyouhavetotake.Incaseyoucanreducetheminimumquantityto7’000yardsperdesign,thereisapossibilityofplacingorderwithyou.（1碼=3英尺=36英寸≈0.914米).264.Thepackingofgoodsoffereddoesnotmeetourstandards.Canyouusepackingwhichissecureagainstbreakage?5.請重新考慮你的付款條件，并將你…日的報價單修改后寄給我們。Pleasereconsideryourpaymenttermsandsendusyourrevisionoftheofferdated

…276.如你公司延長保證時間至12個月，則我公司準(zhǔn)備接受你們的報價。Wearereadytoacceptyourofferprovidedthatyouextendtheperiodofguaranteeto12months.7.Weareenclosingaproposalontheequipmentwediscussed,alongwiththespecificationsheet.Thepricesquotedaregoodfor20daysfromtodayunlessotherwisespecified.28第四課課后習(xí)題答案1.Wearestudyingtheofferandhopethatitwillkeepopentilltheendofthemonth.2.Webelievethatyouwilplacealargeorderwithus