國際商務信函寫作（英文版）Unit 4 Enquiry Reply

Unit4Enquiry&RepliesCONTENTSReviewBackgroundInformationSampleLettersLanguagePointsGlossary&UsefulExpressionsExercisesReview1.

What

are

the

major

channels

through

which

you

can

obtain

the

general

information

of

a

company?2.

What

should

you

tell

your

reader

when

you

write

your

first

letter?Channelstoobtain

the

general

information

of

a

company

1.TheInternet互聯網2.TradeFairs商品交易會3.Banks銀行4.ChambersofCommerce(inforeigncountries)商會5.Trade/Businessdirectories工商行目錄/企業(yè)行目錄6.Businessassociates商界朋友7.ChineseCommercialCounselor’sOfficesinForeigncountries中國駐國外的商贊處(embassies)8.Advertisements廣告9.OthersourcesYourownbasicinformationWhereandfromwhomyougetthenewcustomer-generalinformationaboutacompany,concerningthename,andtheaddress.Theintentionordesireofwritingthisletter.Selfintroduction(scope,branches,conditionandproductorcommodity),financialposition,andintegrityofthewriter’scompany,etc.What

is

an

enquiry?Anenquiry〔inquiry〕ismadewhenonepartyofatransactionintendstogetinformationaboutthegoodstobeordered,ortoinviteaquotationoranofferforthegoodsneeded.Anenquiryisusuallyregardedasthestartingpointoftradenegotiationwithoutlegallybindingforceuponthepartywhomadeit.在實際業(yè)務中,詢盤只是探尋買或賣的可能性,所以不具備法律上的約束力,詢盤的一方對能否達成協議不負有任何責任.由于詢盤不具有法律效力,所以可作為與對方的試探性接觸,詢盤人可以同時向假設干個交易對象發(fā)出詢盤。

但合同訂立后，詢盤的內容成為磋商文件中不可分割的局部，假設發(fā)生爭議，也可作為處理爭議的依據。Enquirymaybemadebymail,telegram,telex,fax,telephoneorthroughface-to-facetalk.Withtherapiddevelopmentofcomputerandinformationtechnology,ithasbecomeatrendtomakeenquiriesbyE-mail.ThecategoryofenquiriesAccordingtothebusinessrole,therearetwocategoriesofenquiries:1.Theenquirymadebytheimporter〔Invitationtomakeanoffer,邀請發(fā)盤〕

1.買方詢盤是買方主動發(fā)出的向外部廠商詢購所需貨物的函電。在實際業(yè)務中，詢盤一般多由買方向賣方發(fā)出。2.Theenquirymadebytheexporter〔Invitationtomakeabid,邀請遞盤〕

2.賣方詢盤是賣方向買方發(fā)出的征詢其購置意見的函電。Accordingtothecontent,therearetwocategoriesofenquiries:

ageneralenquiry(一般詢盤)aspecificenquiry(具體詢盤)Generally

a

detailed

enquiry

includes

thefollowing

parts:1.

the

name

and

descriptions

of

commodity;2.

quality

or

specifications;3.

quantity;4.

terms

of

price

(FOB,

CFR,

CIF,

etc.)5.

terms

of

payment

(by

L/C,

D/P,

etc.

)6.

time

of

shipment;7.

packing

method;8.otherinformationWhenmakinganenquiry,youshouldpayattentiontothefollowingpoints:

1.Iftheenquiryisthefirstone,youshouldinformtheaddresseehowyouobtainedhisnameandaddress—bymeansofCommercialCounselor’sOfficeofEmbassy(駐外使館商務參贊處)，ChamberofCommerce(商會)，bankortradefair.2.Givedetailsofyourownfirm,includingwhatyouaredealinginandinterestedin,enablingthesuppliertodecidewhathecandoforyou.3.Introduceyourownmarketsituation,suchasthedemandandsupplyofonespecificcommodity.4.Stateclearlywhatcommoditiesyouintendtopurchase,andthetypes,quantitiesandspecificationsofthem.5.Requestforapricelist(價目表),acatalogue〔產品目錄〕,samples〔樣品〕,proformainvoice(形式發(fā)票)andsoon.6.Askingforthetradeterms,suchasthequotation/offer,termsofpayment(支付方式)，timeofshipment(裝運時間)，package(包裝)，etc.7.Expressyoursinceredesiretodobusinesswiththesupplierandexpectapromptanswerfromhim.Guidelines

for

effective

request1.

Begin

with

the

main

points;2.

Give

the

reasons

why

you

are

making

the

inquiry;3.

Itemize

and

list

the

specific

facts

you

want;4.

Make

your

requests

in

a

polite

way.EnquirySampleLettersofDifferentCategories

A.AGeneralEnquiry

B.ASpecificEnquiryAGeneralEnquiryWhenonepartyofthetransactionmakesarequestforapricelist,acatalogue,samples，quotation,proformainvoiceandothertermssoastohaveageneralideaofthecommodities,heismakingageneralenquiry.Infact,ageneralenquiryissimilartoaletterforestablishingbusinessrelations.Moreover,itisusuallyafirstenquiry.SampleLetterOne

DearSirorMadam,WesawyourreflectivematerialsatChinaImportandExportFairheldinGuangzhouinApril.Thereflectivematerialsyoushowedwouldbequitesuitableforourmarket.WearetheleadingtrafficsignproductsdistributorinAustralia.Weareinterestedinyourproducts,forthereisasteadydemandinourmarketforreflectivematerialsofhighquality.

Wouldyoupleasesendusyourlatestcatalogueandpricelist,quotingyourbestprices?Itishelpfulifyoucouldalsosupplysamplesoftheproductavailable.Welookforwardtoyourearlyreply.Yoursfaithfully,XXXSampleLetterTwoDearSirorMadam,WelearnedfromtheTradeNewsthatyouarealeadingdistributorofcottonclothproducts,andnowyouareinthemarketforcottonblanket.We,therefore,arewritingtoenterintobusinessrelationswithyouonthebasisofequality,mutualbenefitandtheexchangeofneededgoods.Weareastate-ownedcorporation,dealingexclusivelyinbothimportandexportofcottonclothproductsandenjoyahighreputationasregularsupplierstoover80countriesandregions.Toacquaintyouwiththegoodswehandle,wearesendingyouunderseparatecoveracataloguetogetherwithsomesamples.

Weassureyouofourfriendlycooperationatalltimesandshallbepleasedtohearfromyouatyourearliestconvenience.

Yoursfaithfully,XXXSampleLetterThreeDearSirorMadam，

YourfirmhasbeenrecommendedtousbyJohnKelly&Co.withwhomwehavedonebusinessformanyyears.WespecializeinexportationofChineseChemicalsandPharmaceuticals,whichhaveenjoyedgreatpopularityinworldmarket.Weencloseacopyofourcatalogueforyourreferenceandhopethatyouwouldcontactusifyouareinterestedinanyitem.Wehopeyouwillgiveusanearlyreply.Yoursfaithfully,XXXLanguagePoints11.ChinaImportandExportFair中國進出口商品交易會，即廣交會，也叫做CantonFair,每年春秋兩季在廣州舉辦2.reflectivematerial反光材料3.suitablea.適宜的，適用的，后跟介詞fore.g.Webelievethatthequalityofourtextilecommoditiesissuitableforyourmarket.我們相信我方的紡織品質量適合你方市場。LanguagePoints14.asteadydemand穩(wěn)固的需求

anactivedemand暢銷

e.g.Therehasbeenasteadydemandinourmarketforthiskindofwashingmachine.

在我方市場上這款洗衣機需求穩(wěn)定。LanguagePoints15.quotev.報價，外貿函電中的常用語,如quotesb.apriceforsth.quotationn.報價make/send/givesb.aquotationforsth報給某人某種商品的價格e.g.Pleasequoteusyourlowestpriceforthetoys.請向我方報玩具最低價。Forchildren’sunderwear,wequoteUS＄50perdozenCIF.對兒童內衣，我們報CIF價每打50美元PleasemakeusyourbestquotationCFRCanadafor2000casesofducktoys.請報到加拿大的兩千箱鴨子玩具的最低本錢加運費價。LanguagePoints21.beinthemarket想要購置，求購e.g.Wefind,however,thatthepriceyouquotedisnotcompetitiveenoughtofindamarkethere.然而，我們卻發(fā)現，你方所報的價格在此地沒有足夠的競爭力來找到銷路。Ourwalnutshavejustcometomarket.我們的核桃剛剛投放市場。Ourqualityisfarbeyondcomparison.Besides,themarketisadvancing.我們的質量是無與倫比的，而且行情上漲。LanguagePoints22.enterintobusinessrelations建立貿易關系［同義］establishe.g.Weshallbepleasedtoenterintobusinessrelationswithyourrepresentatives.我們將樂于同你方代表建立貿易關系.3.onthebasisofequality,mutualbenefitandtheexchangeofneededgoods在平等互利、互通有無的根底上LanguagePoints24.astate-owned/state-operated/state-runcorporation國有企業(yè)

e.g.Ourcompanyisawhollystate-operatedcorporationunderthedirectleadershipofthemunicipalgovernment.

我公司是市政府直接領導的國有企業(yè).5.enjoyahighreputation享有很高的聲譽

e.g.Yoursilksenjoyahighreputationintheworldmarket.

你們的絲綢在世界市場上聲譽很好。LanguagePoints26.acquaintsb.withsth使某人了解或熟悉

e.g.Inordertoacquaintyouwithournewproducts,wearesendingalatestcatalog.

為了使你方熟悉我們的新產品，我們將寄去最新商品目錄。

Wehopetoacquaintourselveswiththedemandpositionofelectricfans.

我們想了解一下電扇的需求情況。LanguagePoints27.under/byseparatecover另函，另郵e.g.Weshallsendyoupricelistunderseparatecover.價目表將另郵寄出。8.atyourearliestconvenience譯為“請你方盡早/盡快〞e.g.Pleasesendussampleswithyourpricesatyourearliestconvenience.請盡早寄來樣品并附上價格。9.pharmaceutical[,fɑ:m?'sju:tik?l]n.藥品；藥劑；成藥ASpecificEnquiryWhenonepartyofthetransactionmakesarequestforanofferoraquotation

onacertaincommodityhewishestopurchase,heismakingaspecificenquiry.Suchaspecificenquiryincludesmoredetailedinformation,suchascommodity’sname,quality,quantity,specification,termsofpayment,priceterms,timeofdelivery,package,discountandsoon.Therefore,specificenquiriesareusuallywrittenamongpartnerswhohavealreadyestablishedbusinessrelations.SampleLetterOneDearSirorMadam，Weboughtfromyouaconsignmentof“LittlePanda〞brandcottonbed-sheetslastyear,whichhavebeenquitesatisfactory.Atpresent,wearewritingtoknowwhetheryouarestillproducingandexportingbedsheetsofthiskind.Whenquoting,pleasestatetermsofpaymentandaquantitydiscountyouwouldallow,sinceweusuallyplacesubstantialorders.WewouldlikeyoutosendustheProformaInvoiceintriplicatefor5000setsoftheabovearticleswithpricesCIFAmsterdam.WearealsointerestedinmarketingyourproductsassoledistributorinNetherlandstoothermanufacturersandconsumers.

Wethankyouinadvanceandhopetohavepromptandfavorablereplyfromyousoon.Yoursfaithfully,XXXSampleLetterTwoDearSirorMadam，

WearepleasedatthesigningoftheTradeAgreementbetweenourtwopartiessometimeago,which,webelieve,willbeoffar-reachingsignificanceinthedevelopmentofourbilateraltrade.WearenowinthemarketforthepersonalcomputersmentionedintheattachedlistandshallappreciateitifyouwillairmailtousatyourearliestconvenienceyourbestquotationCFR/CIFHamburgport,showingfullparticularsastospecificationsandtimeofdelivery,alongwiththreecopiesofdescriptiveliteratureinEnglish.Shouldyoubeunabletosupplythegoodsexactlyasspecified,wouldyoupleaseoffergoodsofthenearestspecificationsorpassthisenquirytoyourassociatewhoisabletomaketherightoffer?Whenreplying,quotingorsendingrelevantcatalogsorsamples,pleaseindicatethenumberofthisenquiryforeasyidentification.Wehopeyouwillreplyussoon.Yoursfaithfully,XXXLanguagePoints11.consignmentn.一批貨，托付物e.g.anewconsignmentofgoods新到的一批貨物2.discountn.折扣aquantitydiscountn.數量折扣，指訂購貨物到達一定數量時賣方給予買方的優(yōu)惠折扣e.g.Ifweplacealargeorder,couldyougiveusaquantitydiscount?如果我們大量訂購，你方能給數量折扣嗎?Wewillallowyou6%discountontheannualtotalpurchasesaboveUS$30,000.如果你方年總購置量超過3萬美元，我們愿給予6%的折扣。LanguagePoints13.placea(substantial/considerable)orderwithsb.forsth.向某人〔大量〕訂購某商品e.g.Wewishtoplaceanorderforsportswearwithyourcompany.我們愿意向貴公司訂購運動裝。Weshallgiveyouconsiderableordersifyourqualityissuitableandthepricesmoderate.如果貴公司產品質量適當、價格適中，我們將向你們大量定貨。4.intriplicate一式三份induplicate一式兩份inquadruplicate一式四份e.g.Thecontracthasbeenwrittenintriplicate.這份合同已一式三份。Thisagreementisdoneinduplicate.本協議書一式兩份.LanguagePoints21.bilateraltrade雙邊貿易multilateraltrade多邊貿易e.g.Wewishtoofferyouanopportunitytodevelopbilateraltrade.我們愿為開展雙邊貿易提供時機。2.particularsn.細節(jié)、詳細情況e.g.particularsofgoods貨物明細單Wiremefullparticulars.請將詳情電示。Glossary1.illustratedcatalogue/catalog2.thelineofbusiness3.asteadysale4.wholesaledealers5.internationalpractices6.financialstanding7.asrequested8.regularcustomer9.ceilingprice10.fallwithintherangeofUsefulExpressionsTheCitibankhasinformedusthatyouareoneoftheleadingimportersofstainlesssteeltoolsandthatyouareinterestedintradingwithusinthisline.Toacquaintyouwiththeelectronicproductswehandle,wearesendingyoubyseparateairmailseveralpamphletsforyourreference.

Asthereisagrowingdemandforthistypeofequipment,wehavetorequestforaspecialdiscount.Pleasequoteusyourlowestprices,CIFLiverpool,includingour4%commission.Weareawareofyourhighreputationinmanufacturingglasswareandwouldappreciateyoursendingusparticularsofyourcurrentlines,wholesalepricesanddiscountsforvolumepurchases.Ourcustomerisalargedowntownsupermarketaccustomedtovolumepurchasing.Thus,acompetitivepricewouldresultinlargeandregularorders.PleasemakeusanofferfortheabovegoodsonFOBDalianbasis.Manyofourcustomersareinterestedinyour“Seagull〞brandhouseholdscissorsandwewishtohaveyourC&FShanghaiquotations.Pleasquoteusyourbestpriceandletusknowtheminimumquantityforeachorder.Pleasquoteusforthegoodslistedontheenclosedinquirysheet,givingyourprocessCIFJakarta.Howmuchdiscountcouldyouofferonanorderofthissize?Exercises:

I.TranslatethefollowingphrasesfromEnglishtoChineseorviceversa.1.quantitydiscount7.形式發(fā)票2.quotesb.aprice8.隨函寄去3.awell-establishedexporter9.供你方參考4.byseparatepost10.合理的價格5.latestpricelist11.現貨供給6.importlicense12.定期訂購II.Choosethebestanswertofillintheblanks1.Wearewholesalersand_______tohandlelargequantities.A.atapositionB.ofapositionC.inapositionD.intheposition2.Weareveryimpressedbythe______ofyourproducts.A.largeselectionB.widerangeC.largechainD.wideinformation3.Wearewriting______behalfofourclientswhoarenow______themarketforofficefurniture.A.in,onB.on,onC.in,inD.on,in4.Thegoodslistedinthecatalogueare_______atcompetitiveprices.A.quotedB.quotingC.quoteD.beingquoted5.Shouldyourquotation_______foundacceptable,weshallplaceanorderwithyou.A.isB.areC.beD.tobe6.Wehave_______exportingtextileproductsfortenyears.A.dealtwithB.dealtinC.dealtoutD.dealtof7.Iwouldappreciate_______meanup-to-datecatalogueforyourproducts.A.yousendingB.yoursendC.yousendD.yoursending8.We’dliketotakethis_______tointroduceourselvesasoneoftheleadingimportersinthiscity.A.chanceB.opportunityC.timeD.occasion9.Weare_______youourlatestpricelist.A.forwardingB.forwardC.forwardedD.Forwards10.Weanticipate_______yourearlyreply.A.toreceiveB.receiveC.receivingD.havingreceivedReplytoEnquires:OfferMainContentsReviewNewLectureSummaryPhrasesSentencesFirmofferNon-firmofferQuestionsExercisesReview1.quantitydiscount2.quotesb.aprice3.awell-establishedexporter4.byseparatepost5.latestpricelist6.importlicense7.形式發(fā)票8.隨函寄去9.供你方參考10.合理的價格11.現貨供給12.定期訂購1.數量折扣2.向某人報價3.信譽良好的出口商4.另郵5.最新價目表6.進口許可證7.ProformaInvoice8.enclosedpleasefind9.foryourinformation10.reasonableprice11.supplyfromstock12.placeregularordersI.TranslatethefollowingphrasesfromEnglishtoChineseorviceversa.II.Translatethefollowingsentences.1.Somesamplesandcatalogueshavebeensenttoyoubyairmailforyourreference.我們已空郵一些樣品和產品目錄供你方參考。2.WeareinterestedinyourwoolcarpetandpleaseletushaveyourlatestpricesCFRtogetherwithyourtermsofpaymentandstateyourearliestdeliverydate.我們對你方的羊毛地毯很感興趣，請將最新的CFR報價和支付方式告知我方，并說明最快的交貨日期。3.Duetothefiercecompetition,itisimportantthatyourquotationshouldreachusnotlaterthantheendofthismonthsoasnottomissthebusinesschance.由于市場競爭劇烈，貴方最好在月底之前將報價通知我們，以免錯失良機。4.Weshouldbegladifyouwouldsendusfullparticularsofyourranges,includingcolors,sizesandpricesinclusiveofpackinganddeliverycharges.我們希望貴方能提供所經營的此類產品的具體情況，包括花色、尺寸及包裝與運費計內的價格。5.Wearealeadingblackteadealerinthiscountry.Ifthequalityyoursuppliesissatisfactoryandthepricesacceptable,weplantoplaceregularorders.我公司是國內首要的紅茶進出口商。如貴公司的產品符合我們的要求且價格可以接受，我們打算定期訂購。6.Weareoneoftheleadingimportersdealinginelectronicproductsinarea,andtakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelations.我公司是該地區(qū)電子產品的主要進口商之一。我們借此時機與貴方接洽，希望與貴方建立貿易關系。7.WeoweyournameandaddresstotheCommercialCounselor’sofficeofyourEmbassyinShanghai.承我國駐上海大使館商務參贊處介紹，得知貴公司的名稱、地址。8.Wewillappreciateithighlyifyouairmailthecatalogueandpricelistofthegoodsavailableatpresent.如你方能航郵最新的產品目錄和價目表，我方將不勝感謝。9.Thehighqualityofourproducts,whichhaswonpopularapproval,couldnotbeacquiredatthesamepricesfromelsewhere.我們的產品質量優(yōu)異，受到了廣泛的歡送，如以同樣的價格從別處購置這樣的產品，恐怕不可能。10.OurwinesaremuchinfavorontheContinent,andthereisalsoagrowingdemandforthemintheFarEast.我方提供的葡萄酒很受歐洲大陸歡送，即使在遠東地區(qū)，需求量也大量增長。Offer〔Part1〕Objectives:Afterthissectionyouwill:beabletotranslateandmakefirmoffer.beabletoutilizeusefulwords&expressions.NewLecture:OfferWhatisanoffer?Anofferistheexpressionofthewishofthesellertosellparticulargoodsunderstatedterms,includingquantity,prices,shipment,termsofpayment,etc.Itusuallyfollowsaninquirythatiseitherwrittenororal.Anoffermaybemadeinareplytoanenquiryormadevoluntarilyaimingtoexpandbusiness.Itisusuallysentfromthesellertothebuyer,whichisaSellingOffer(售貨報盤)，butsometimesthebuyersendsanoffertotheseller,whichisaBuyingOffer(購貨報盤)oraBid(遞盤)。發(fā)盤〔報價、報盤〕：交易的一方向另一方提出買或賣某項商品的各種交易條件并愿意按所提出的條件與對方達成交易，這種口頭的或書面的表示即稱之為報盤〔報價、發(fā)盤〕offer.Inpractice,offersfallintotwotypes:

firmoffer:anoffer,usu.inwrittenform,whichstatesitmaynotbewithdrawn,revoked,oramendedforaspecificperiodoftime.實盤

non-firmoffer:anofferwhichisnotbindinguponthesellersandthedetailsoftheoffermaychangeincertainsituations.虛盤實盤(firmoffer)

即指有約束力的發(fā)盤。是發(fā)盤人有肯定訂立合同的意圖。實盤一旦由交易的另一方〔受盤人〕有效接受，發(fā)盤人對其發(fā)盤的內容，在有效期內不得隨意變更或撤銷，否那么發(fā)盤人將承受違約的法律后果。實盤所列的交易條件必須肯定、明確，不能模糊和模棱兩可；也不應有任何保存。FirmOffer〔實盤〕Fourindispensableconditionsforafirmoffer實盤的4個要件Validityofafirmoffer實盤的有效期Withdrawalandrevocationofafirmoffer實盤的撤回和撤銷Terminationofafirmoffer實盤的終止Contentofafirmoffer實盤的內容Fourindispensableconditionsforafirmoffer〔實盤的4個要件〕

1〕Specificperson(s)2〕Intention3〕Completeness,clearnessandfinality4〕CommunicationofofferSpecificperson(s)Specificperson(s)meansthatanoffershouldbeaddressedtooneormorespecificperson(s),ratherthantothepublic.AccordingtoArticle14(2)ofUnitedNationsConventiononContractsfortheInternationalSaleofGoods(CISG),“aproposalotherthanoneaddressedtooneormorespecificpersonsistobeconsideredmerelyasaninvitationtomakeoffers,unlessthecontraryisclearlyindicatedbythepersonmakingtheproposal.〞IntentionIntentionorcontractualintentsuggeststhatthepurposetomaketheofferisnootherthanenteringanagreementwiththeoffereeuponacceptance.Indicationofcontractualintentcanbemadeeitherbystating“offer〞,“firmoffer〞orbystipulatingthetimeofvalidityoftheoffer,orimplicitlywithacustomarywaytobothparties.Completeness,clearnessandfinalityThismeansthecontentsoftheoffershouldbecomplete,clearandfinal.Completenesssuggeststhecontentsofanoffermustbecomplete,containsdescription,quantity,quality,packing,price,deliveryandpaymentofthegoods.Forthesakeofconcisenessandconvenience,peopleusuallysimplifyoffersbystatingjustdescription,quantityandpriceofgoods.Withouttheabovethreeitems,anofferwouldbeconsideredincomplete.Clearnessrefersthecontentsoftheofferintermsofdescription,quantityandpricemustbeindicateddefinitely.Suchexpressionsinoffersas“about〞or“referenceprice〞wouldbeconsideredunclear.Finalitysuggeststhattheoffershouldbemadewithoutreservation.Termslike“subjecttoourconfirmation〞wouldbedeemedasanofferwithoutengagementoranon-firmofferratherthanafirmoffer.CommunicationofofferAnofferbecomeseffectivewhenitreachestheofferee,whichindicatestheeffectivedateofanofferiscalculatedfromthetimewhentheoffereereceivestheoffer.Onlywhentheofferisreceivedbytheoffereecanitbecomevalid.Afirmofferusuallycontainsavaliditydatethatimposesabindingeffectupontheofferor,duringwhichtheoffercanneitherberevokednorbeamendedbytheofferor,andiftheofferisaccepted,acontractisthenconcluded.Thevaliditydateinanoffercouldbestipulatedeitherbytheindicationofthelatestdateforacceptance,suchas“theofferremainsvaliduntilWednesdayourtime(報盤有效期至我方星期三)〞;orbytheindicationofaperiodoftimeafterreceipt,suchas“theofferisvalidforthreedays(報盤有效期三天)〞,“theofferissubjecttoyourreplyinsixdays(報盤限六日復到)〞.Validityofafirmoffer

(實盤的有效期)Withdrawalandrevocationofafirmoffer

(實盤的撤回和撤銷)Withdrawalofanofferstandsforthenoticeofthewithdrawalreachingtheoffereebeforeoratthesametimeastheoffer;whilerevocationofanofferusuallyreferstothenoticeofcancellationreachingtheoffereelaterthantheoffer.Inpractice,anoffermaybewithdrawnorrevokedifthewithdrawalortherevocationreachestheoffereebeforehehasdispatchedanacceptance.However,anoffercannotberevokedunderthefollowingconditions:1.Theofferindicated,whetherbystatingafixedtimeforacceptanceorotherwise,thatit’sirrevocable;2.It’sreasonablefortheoffereetodependontheofferasbeingirrevocableandtheoffereehasactedinrelianceontheoffer.Asmostfirmoffersincludeavaliditydate,theyaredeemedasirrevocableininternationalpractice.However,weconsiderthatafirmoffercanbewithdrawnbutirrevocablesoastopreventsubsequentconfusion.Terminationofafirmoffer

(實盤的終止)Terminationofanofferrefersthattheofferorisfreefromthebindingforceoftheoffer,ortheoffereelosestherightofacceptingtheoffer.Inbothcases,itindicatestheofferisnotvalidanymore.Anoffercanbeterminatedif:1.theofferisnotacceptedwithinthevalidity2.theoffereerejectstheoffer3.theoffereemakesacounter-offerContentofafirmoffer

(實盤的內容)Afirmofferlettershouldinclude:1.Anexpressionofthanksfortheenquiry.2.Detailsofprices,discounts,termsofpayment.3.Clearindicationoftermofprice(CIF,FOB,etc).4.Anundertakingastodateofdelivery.5.Theperiodforwhichtheofferisvalid.6.Expresshopethattheofferwillbeacceptedandassurethecustomerofgoodservice.實盤的內容一般應有：貨物正確的品名、詳細的品質規(guī)格、清楚的包裝情況、實在的數量、準確的裝運時間和裝運港口、完備的價格條款和支付條件。另外，實盤還有兩個內容：一個是明確提出這個發(fā)盤是個實盤(firmofferorirrevocable).但即或有實盤或不可撤銷字樣，也不是構成實盤的必要條件。如果具備構成實盤的上述必要條件，沒有實盤字樣也是實盤。另一個是發(fā)盤的有效期。根據各國法律規(guī)定和國際貿易慣例，實盤都有有效期。有效期是對發(fā)盤人的約束，以便利受盤人憑以進行研究交易的可能性。在有效期內，發(fā)盤人有必須承擔成交的義務，但是超過了有效期，既或受盤人再行接受，發(fā)盤人有權拒絕成交。在規(guī)定具體的有效期時，要根據不同的商品，在不同的市場、不同的地理位置以及節(jié)假日等情況。明確規(guī)定此期限的起止日期和地點以免誤解。在當前的國家貿易中，使用實盤報價較多。但遇到以下情況之一，實盤立即失效：1〕受盤人在實盤有效期外表示接受，發(fā)盤人不受約束。2〕受盤人對實盤中的一項明確表示拒絕或修改，該項實盤立即失效。3〕一經受盤人作出還盤，原發(fā)盤也隨之失效。HowtomakeanofferParagraphOne:thanksfortheinquiryParagraphTwo:explanationsofthedetailsParagraphThree:validityoftheoffer

ParagraphFour:hopeforacceptanceoftheofferSampleletter1實盤Sampleletter2實盤Sampleletter3實盤LanguagePoints1.acknowledgereceiptof收到

haveforacknowledgement收到

inreceiptof收到

e.g.WeacknowledgereceiptofyourletterofMarch13.

我方收到貴方3月13日的郵件。2.inreply茲復，一般放于句首，答復信函時常寫成inreplytoe.g.InreplytoyourletterofMarch3,wemakethefollowingoffer.

茲復你方三月三日來函，我方報盤如下。3.offern.報盤、發(fā)盤

make/send/givesb.anofferforsth.e.g.Pleasemakeusanofferfor800piecesofcottonjackets.

請給我們報盤800件棉夾克。

offerv.報盤、發(fā)盤

e.g.Wecanofferyouvariouskindsofhand-madegloves.

我們可以給你報盤各種手工制的手套。4.subjectto…以……為準，為條件，為有效

e.g.Wesendyouafirmoffer,subjecttoyourreplyreachingherebeforetheendofSeptember.

我方向貴公司報實盤，以你方答復于九月底前復到為有效。5.asper按照

e.g.Weareinterestedinyourtransportmachinery,detailsasperthelistattached.

我們對你方的運輸機械感興趣，詳情見附表。6.favorableadj.優(yōu)惠的，有利的

e.g.Adeeperunderstandingwillbefavorabletoourbusiness.

進一步的了解將對我們的業(yè)務有利。7.excellentinqualityandreasonableinprice物美價廉8.irrevocableL/C〔LetterofCredit〕不可撤銷信用證e.g.Pleasenotethatpaymentistobemadebyconfirmed,irrevocableL/C,availablebydraftatsight.請注意，付款方式是保兌的、不可撤銷的見票即付的信用證支付

9.looseadj.散裝的e.g.aloosepackage松散的包裹loosecargo散裝貨、未經捆扎的貨物10.kegn.小桶e.g.Thegoodsarepackedinkegs.此貨用小桶裝。11.netadj.凈的，純的netprice凈價、實價netweight凈重netprofit純利e.g.Theaboveisnetprice,notincludingcommission.以上是凈價，不包括傭金。Offer(Part2)Objectives:Afterthissectionyouwill:beabletotranslateandmakeanon-firmoffer.beabletoutilizeusefulexpressions.Non-firmoffer(虛盤)Comparedwithafirmoffer,anon-firmofferjustshowstheintentionoftheofferorandisunbindingontheofferor.Thecontentofanon-firmofferisnotascompleteandclearasthatofafirmone.Inhasnotermofvalidityandismoreflexibletotheofferorashecanmakechangesfreely.Anon-firmofferiswithreservation.Ifanyofthefollowingexpressionsappearinanoffer,theofferisdefinitely