国际商务信函写作英文版Unit 4 EnquiryReply.ppt
104页
中国中国. .中学政治教学网崇尚互联共享中学政治教学网崇尚互联共享 Unit 4Enquiry&Replies CONTENTSnReview nBackground InformationnSample LettersnLanguage PointsnGlossary & Useful ExpressionsnExercises Reviewn n1. What are the major channels through which you can obtain the general information of a company?n n2. What should you tell your reader when you write your first letter? Channels to obtain the generalinformation of a company n n1. The Internet 1. The Internet 互联网互联网互联网互联网n n2. Trade Fairs 2. Trade Fairs 商品交易会商品交易会商品交易会商品交易会n n3. Banks 3. Banks 银行银行银行银行n n4. Chambers of Commerce (in foreign countries) 4. Chambers of Commerce (in foreign countries) 商商商商会会会会n n5. Trade/Business directories 5. Trade/Business directories 工商行目录工商行目录工商行目录工商行目录/ /企业行目企业行目企业行目企业行目录录录录n n6. Business associates 6. Business associates 商界朋友商界朋友商界朋友商界朋友n n7. Chinese Commercial Counselor’s Offices in 7. Chinese Commercial Counselor’s Offices in Foreign countries Foreign countries 中国驻国外的商赞处中国驻国外的商赞处中国驻国外的商赞处中国驻国外的商赞处(embassies)(embassies)n n8. Advertisements 8. Advertisements 广告广告广告广告n n9. Other sources9. Other sources Your own basic informationn nWhere and from whom you get the new customer-general information about a company, concerning the name, and the address. The intention or desire of writing this letter.n nSelf introduction (scope,branches, condition and product or commodity), financial position , and integrity of the writer’s company,etc. What is an enquiry?n nIn international trade, enquiries are usually made by the buyers or the sellers to get information about the goods to be ordered.n n询盘（询盘（enquiry）也叫询价，是指交易的）也叫询价，是指交易的一方准备购买或出售某种商品，向对方一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。
询问买卖该商品的有关交易条件 n nAn enquiry（inquiry）is made when one party of a transaction intends to get information about the goods to be ordered, or to invite a quotation or an offer for the goods needed. An enquiry is usually regarded as the starting point of trade negotiation without legally binding force upon the party who made it. n n在实际业务中,询盘只是探寻买或卖的可能性,所以不具备法律上的约束力,询盘的一方对能否达成协议不负有任何责任.由于询盘不具有法律效力,所以可作为与对方的试探性接触,询盘人可以同时向若干个交易对象发出询盘 n n但合同订立后，询盘的内容成为磋商文件中不可分割的部分，若发生争议，也可作为处理争议的依据 nEnquiry may be made by mail, telegram, telex, fax, telephone or through face-to-face talk. With the rapid development of computer and information technology, it has become a trend to make enquiries by E-mail. The category of enquiriesnAccording to the business role, there are two categories of enquiries: 1.The enquiry made by the importer1.The enquiry made by the importer（（Invitation to make an offer, Invitation to make an offer, 邀请发盘）邀请发盘） 1. 1.买方询盘买方询盘 是买方主动发出的向外部厂商询购所需货物是买方主动发出的向外部厂商询购所需货物的函电。
在实际业务中，询盘一般多由买方的函电在实际业务中，询盘一般多由买方向卖方发出向卖方发出 2. The enquiry made by the exporter （Invitation to make a bid, 邀请递盘） 2.卖方询盘 是卖方向买方发出的征询其购买意见的函电 n nAccording to the content, there are two categories of enquiries: 1. 1.a general enquiry(一般询盘) 2. 2.a specific enquiry(具体询盘) Generally a detailed enquiry includes the following parts:n n1. the name and descriptions of commodity;1. the name and descriptions of commodity;n n2. quality or specifications;2. quality or specifications;n n3. quantity;3. quantity;n n4. terms of price (4. terms of price (FOBFOB, , CFRCFR, , CIFCIF, etc.), etc.)n n5. terms of payment (by 5. terms of payment (by L/CL/C, , D/PD/P, etc. ), etc. )n n6. time of shipment;6. time of shipment;n n7. packing method;7. packing method;n n8. other information8. other information When making an enquiry, you should pay attention to the following points: 1.If the enquiry is the first one, you should inform the addressee how you obtained his name and address—by means of Commercial Counselor’s Office of Embassy(驻外使馆商务参赞处)，Chamber of Commerce(商会)，bank or trade fair. 2.Give details of your own firm, including what you are dealing in and interested in, enabling the supplier to decide what he can do for you.3. Introduce your own market situation, such as the demand and supply of one specific commodity. 4. State clearly what commodities you intend to purchase, and the types, quantities and specifications of them.5. Request for a pricelist(价目表), a catalogue（产品目录）, samples（样品）, proforma invoice(形式发票) and so on. 6. Asking for the trade terms, such as the quotation/offer, terms of payment(支付方式)，time of shipment(装运时间)，package(包装)，etc.7. Express your sincere desire to do business with the supplier and expect a prompt answer from him. Guidelines for effective requestn1. Begin with the main points;n2. Give the reasons why you are making the inquiry;n3. Itemize and list the specific facts you want;n4. Make your requests in a polite way. Enquiry Sample Letters of Different Categories nA. A General Enquiry nB. A Specific Enquiry A General Enquiryn nWhen one party of the transaction makes a request for a pricelist, a catalogue, samples，quotation, proforma invoice and other terms so as to have a general idea of the commodities, he is making a general enquiry. In fact, a general enquiry is similar to a letter for establishing business relations. Moreover, it is usually a first enquiry. Sample Letter One Dear Sir or Madam,Dear Sir or Madam, We saw your reflective materials at We saw your reflective materials at China Import China Import and Export Fair and Export Fair held in Guangzhou in April. The held in Guangzhou in April. The reflective materials reflective materials you showed would be quite you showed would be quite suitable suitable for our market.for our market. We are the leading traffic sign products distributor We are the leading traffic sign products distributor in Australia. We are interested in your products, in Australia. We are interested in your products, for there is for there is a steady demand a steady demand in our market for in our market for reflective materials of high quality.reflective materials of high quality. Would you please send us your latest catalogue and pricelist, quoting your best prices? It is helpful if you could also supply samples of the product available. We look forward to your early reply. Yours faithfully, XXX Sample Letter Two Dear Sir or Madam, We learned from the Trade News that you are a leading distributor of cotton cloth products, and now you are in the market for cotton blanket. We, therefore, are writing to enter into business relations with you on the basis of equality, mutual benefit and the exchange of needed goods. We are We are a state-owned corporationa state-owned corporation, dealing , dealing exclusively in both import and export of cotton exclusively in both import and export of cotton cloth products and cloth products and enjoy a high reputation enjoy a high reputation as as regular suppliers to over 80 countries and regions.regular suppliers to over 80 countries and regions. To To acquaintacquaint you with the goods we handle, we are you with the goods we handle, we are sending you sending you under separate cover under separate cover a catalogue a catalogue together with some samples. together with some samples. We assure you of our friendly cooperation at all We assure you of our friendly cooperation at all times and shall be pleased to hear from you times and shall be pleased to hear from you at your at your earliest convenienceearliest convenience. . Yours faithfully, Yours faithfully, XXX XXX Sample Letter Three Dear Sir or Madam Dear Sir or Madam，， Your firm has been recommended to us by John Your firm has been recommended to us by John Kelly & Co. with whom we have done business for Kelly & Co. with whom we have done business for many years. many years. We specialize in exportation of Chinese Chemicals We specialize in exportation of Chinese Chemicals and and PharmaceuticalsPharmaceuticals, which have enjoyed great , which have enjoyed great popularity in world market. We enclose a copy of popularity in world market. We enclose a copy of our catalogue for your reference and hope that you our catalogue for your reference and hope that you would contact us if you are interested in any item. would contact us if you are interested in any item. We hope you will give us an early reply. We hope you will give us an early reply. Yours faithfully, Yours faithfully, XXX XXX Language Points 1n n1. China Import and Export Fair 中国进出口商品交易会，即广交会，也叫做Canton Fair, 每年春秋两季在广州举办n n2. reflective material 反光材料n n3. suitable a. 合适的，适用的，后跟介词for e.g. We believe that the quality of our textile commodities is suitable for your market. 我们相信我方的纺织品质量适合你方市场。
Language Points 1n n4. a steady demand 稳固的需求 an active demand 畅销 e.g. There has been a steady demand in our market for this kind of washing machine. 在我方市场上这款洗衣机需求稳定 Language Points 1n n5. quote v. 5. quote v. 报价，外贸函电中的常用语报价，外贸函电中的常用语, , 如如quote quote sb. a price for sthsb. a price for sth. . quotation n. quotation n. 报价报价 make/send/give sb. a quotation for make/send/give sb. a quotation for sthsth 报给某人某种商品的价格报给某人某种商品的价格 e.g. e.g. Please quote us your lowest price for the toys. Please quote us your lowest price for the toys. 请向我方报玩具最低价。
请向我方报玩具最低价 For children’s underwear , we quote USFor children’s underwear , we quote US＄＄ 50 per 50 per dozen CIF. dozen CIF. 对儿童内衣，我们报对儿童内衣，我们报CIFCIF价每打价每打5050美元美元 Please make us your best quotation CFR Canada for Please make us your best quotation CFR Canada for 2000 cases of duck toys. 2000 cases of duck toys. 请报到加拿大的两千箱鸭子玩具的最低成本加运请报到加拿大的两千箱鸭子玩具的最低成本加运费价 Language Points 2n n1. be in the market 1. be in the market 想要购买，求购想要购买，求购 e.g.e.g. We find, however, that the price you quoted is We find, however, that the price you quoted is not competitive enough to find a market here. not competitive enough to find a market here. 然而，我们却发现，你方所报的价格在此地然而，我们却发现，你方所报的价格在此地没有足够的竞争力来找到销路。
没有足够的竞争力来找到销路 Our walnuts have just come to market. Our walnuts have just come to market. 我们的核桃刚刚投放市场我们的核桃刚刚投放市场 Our quality is far beyond comparison. Besides, Our quality is far beyond comparison. Besides, the market is advancing. the market is advancing. 我们的质量是无与伦比的，而且行情上涨我们的质量是无与伦比的，而且行情上涨 Language Points 2n n2. enter into business relations 建立贸易关系 ［同义］establish e.g. We shall be pleased to enter into business relations with your representatives. 我们将乐于同你方代表建立贸易关系. n n3. on the basis of equality, mutual benefit and the exchange of needed goods 在平等互利、互通有无的基础上 Language Points 2n n4. a state-owned / state-operated / state-run 4. a state-owned / state-operated / state-run corporation corporation 国有企业国有企业 e.g. e.g. Our company is a wholly state-operated Our company is a wholly state-operated corporation under the direct leadership of the corporation under the direct leadership of the municipal government. municipal government. 我公司是市政府直接领导的国有企业我公司是市政府直接领导的国有企业. .n n5. enjoy a high reputation 5. enjoy a high reputation 享有很高的声誉享有很高的声誉 e.g.e.g. Your silks enjoy a high reputation in the Your silks enjoy a high reputation in the world market. world market. 你们的丝绸在世界市场上声誉很好。
你们的丝绸在世界市场上声誉很好 Language Points 2n n6. acquaint sb. with sth 使某人了解或熟悉 e.g. In order to acquaint you with our new products, we are sending a latest catalog. 为了使你方熟悉我们的新产品，我们将寄去最新商品目录 We hope to acquaint ourselves with the demand position of electric fans. 我们想了解一下电扇的需求情况 Language Points 2n n7. under/by separate cover 另函，另邮 e.g. We shall send you pricelist under separate cover. 价目表将另邮寄出n n8. at your earliest convenience 译为“请你方尽早/尽快” e.g. Please send us samples with your prices at your earliest convenience. 请尽早寄来样品并附上价格。
n n9. pharmaceutical [ ,fɑ:mə'sju:tikəl ] n. 药品；药剂；成药 A Specific Enquiryn nWhen one party of the transaction makes a request for an offer or a quotation on a certain commodity he wishes to purchase, he is making a specific enquiry. Such a specific enquiry includes more detailed information, such as commodity’s name, quality, quantity, specification, terms of payment, price terms, time of delivery, package, discount and so on. Therefore, specific enquiries are usually written among partners who have already established business relations. Sample Letter One Dear Sir or Madam Dear Sir or Madam，， We bought from you a We bought from you a consignmentconsignment of “Little Panda” of “Little Panda” brand cotton bed-sheets last year, which have been brand cotton bed-sheets last year, which have been quite satisfactory. At present, we are writing to know quite satisfactory. At present, we are writing to know whether you are still producing and exporting bed whether you are still producing and exporting bed sheets of this kind. sheets of this kind. When quoting, please state terms of payment and a When quoting, please state terms of payment and a quantity quantity discountdiscount you would allow, since we usually you would allow, since we usually place substantial ordersplace substantial orders. We would like you to send us . We would like you to send us the Proformathe Proforma Invoice in Invoice in triplicate triplicate for 5000 sets of the for 5000 sets of the above articles with prices CIF Amsterdam. above articles with prices CIF Amsterdam. We are also interested in marketing your products as sole distributor in Netherlands to other manufacturers and consumers. We thank you in advance and hope to have prompt and favorable reply from you soon. Yours faithfully, XXX Sample Letter Two Dear Sir or Madam Dear Sir or Madam，， We are pleased at the signing of the Trade We are pleased at the signing of the Trade Agreement between our two parties some time ago, Agreement between our two parties some time ago, which, we believe, will be of far-reaching which, we believe, will be of far-reaching significance in the development of our significance in the development of our bilateral bilateral tradetrade. . We are now in the market for the personal We are now in the market for the personal computers mentioned in the attached list and shall computers mentioned in the attached list and shall appreciate it if you will airmail to us at your earliest appreciate it if you will airmail to us at your earliest convenience your best quotation CFR/CIF convenience your best quotation CFR/CIF Hamburg port, showing full Hamburg port, showing full particularsparticulars as to as to specifications and time of delivery, along with three specifications and time of delivery, along with three copies of descriptive literature in English. copies of descriptive literature in English. Should you be unable to supply the goods exactly as specified, would you please offer goods of the nearest specifications or pass this enquiry to your associate who is able to make the right offer? When replying, quoting or sending relevant catalogs or samples, please indicate the number of this enquiry for easy identification. We hope you will reply us soon. Yours faithfully, XXX Language Points 1n n1. consignment n. 1. consignment n. 一批货，托付物一批货，托付物 e.g.e.g. a new consignment of goods a new consignment of goods 新到的一批货物新到的一批货物n n2. discount n. 2. discount n. 折扣折扣 a quantity discount n. a quantity discount n. 数量折扣，指订购货物达到数量折扣，指订购货物达到一定数量时卖方给予买方的优惠折扣一定数量时卖方给予买方的优惠折扣 e.g.e.g. If we place a large order, could you give us a If we place a large order, could you give us a quantity discount? quantity discount? 如果我们大量订购，你方能给如果我们大量订购，你方能给数量折扣吗数量折扣吗? ? We will allow you 6% discount on the annual total We will allow you 6% discount on the annual total purchases above US$ 30,000.purchases above US$ 30,000. 如果你方年总购买量超过如果你方年总购买量超过3 3万美元，我们愿给予万美元，我们愿给予6%6%的折扣。
的折扣 Language Points 1n n3. place a (substantial/considerable) order with sb. for sth3. place a (substantial/considerable) order with sb. for sth. . 向某人（大量）订购某商品向某人（大量）订购某商品 e.g. e.g. We wish to place an order for sportswear with your We wish to place an order for sportswear with your company. company. 我们愿意向贵公司订购运动装我们愿意向贵公司订购运动装 We shall give you considerable orders if your quality is We shall give you considerable orders if your quality is suitable and the prices moderate.suitable and the prices moderate. 如果贵公司产品质量适当、价格适中，我们将向你们如果贵公司产品质量适当、价格适中，我们将向你们大量定货。
大量定货n n4. in triplicate 4. in triplicate 一式三份一式三份 in duplicate in duplicate 一式两份一式两份 in quadruplicate in quadruplicate 一式四份一式四份 e.g. e.g. The contract has been written in triplicate. The contract has been written in triplicate. 这份合同这份合同已一式三份已一式三份 This agreement is done in duplicate. This agreement is done in duplicate. 本协议书一式两份本协议书一式两份. . Language Points 2n n1. bilateral trade 双边贸易 multilateral trade 多边贸易 e.g. We wish to offer you an opportunity to develop bilateral trade. 我们愿为发展双边贸易提供机会。
n n2. particulars n. 细节、详细情况 e.g. particulars of goods 货物明细单 Wire me full particulars. 请将详情电示 Glossaryn1. illustrated catalogue/catalogn2. the line of businessn3. a steady salen4. wholesale dealersn5. international practices n6. financial standingn7. as requestedn8. regular customern9. ceiling pricen10. fall within the range of Useful Expressionsn nThe Citibank has informed us that you are one of the leading importers of stainless steel tools and that you are interested in trading with us in this line. n nTo acquaint you with the electronic products we handle, we are sending you by separate airmail several pamphlets for your reference. n nAs there is a growing demand for this type of equipment, we have to request for a special discount. n nPlease quote us your lowest prices, CIF Liverpool, including our 4% commission. n nWe are aware of your high reputation in manufacturing glassware and would appreciate your sending us particulars of your current lines, wholesale prices and discounts for volume purchases. n nOur customer is a large downtown supermarket accustomed to volume purchasing. Thus, a competitive price would result in large and regular orders.n n Please make us an offer for the above goods on FOB Dalian basis. n nMany of our customers are interested in your “Seagull” brand household scissors and we wish to have your C&F Shanghai quotations. n nPleas quote us your best price and let us know the minimum quantity for each order.n nPleas quote us for the goods listed on the enclosed inquiry sheet, giving your process CIF Jakarta.n nHow much discount could you offer on an order of this size? Exercises: n nI. Translate the following phrases from I. Translate the following phrases from English to Chinese or vice versa.English to Chinese or vice versa.1.quantity discount 7. 1.quantity discount 7. 形式发票形式发票 2.quote sb2.quote sb. a price 8. . a price 8. 随函寄去随函寄去3. a well-established exporter 9. 3. a well-established exporter 9. 供你方参考供你方参考 4. by separate post 10. 4. by separate post 10. 合理的价格合理的价格5. latest price list 11. 5. latest price list 11. 现货供应现货供应 6. import license 12. 6. import license 12. 定期订购定期订购 II. Choose the best answer to fill in the blanksII. Choose the best answer to fill in the blanks1.We are wholesalers and _______ to handle large 1.We are wholesalers and _______ to handle large quantities.quantities.A. at a position B. of a position C. in a position A. at a position B. of a position C. in a position D. in the positionD. in the position2. We are very impressed by the ______ of your 2. We are very impressed by the ______ of your products.products. A. large selection B. wide range C. large chain A. large selection B. wide range C. large chain D. wide informationD. wide information3. We are writing ______ behalf of our clients who 3. We are writing ______ behalf of our clients who are now ______ the market for office furniture.are now ______ the market for office furniture. A. in, on B. on, on C. in, in D. on, in A. in, on B. on, on C. in, in D. on, in 4. The goods listed in the catalogue are _______ at 4. The goods listed in the catalogue are _______ at competitive petitive prices. A. quoted B. quoting C. quote D. being A. quoted B. quoting C. quote D. being quotedquoted 5. Should your quotation _______ found acceptable, we Should your quotation _______ found acceptable, we shall place an order with you. shall place an order with you. A. is B. are C. be D. to be A. is B. are C. be D. to be6. We have _______ exporting textile products for ten years.6. We have _______ exporting textile products for ten years. A. dealt with B. dealt in C. dealt out D. dealt of A. dealt with B. dealt in C. dealt out D. dealt of7. I would appreciate _______ me an up-to-date catalogue 7. I would appreciate _______ me an up-to-date catalogue for your products.for your products. A. you sending B. your send C. you send D. your A. you sending B. your send C. you send D. your sending sending 8. We’d like to take this _______ to introduce ourselves as 8. We’d like to take this _______ to introduce ourselves as one of the leading importers in this city. one of the leading importers in this city. A. chance B. opportunity C. time D. occasion A. chance B. opportunity C. time D. occasion 9. We are _______ you our latest price list. A. forwarding B. forward C. forwarded D. Forwards10. We anticipate _______ your early reply. A. to receive B. receive C. receiving D. having received Reply to Enquires: Offer Main ContentsReviewReviewNew LectureNew LectureSummarySummaryPhrasesSentencesFirm offerNon-firm offerQuestionsExercises Reviewn n1. quantity discount 1. quantity discount n n2. quote sb. a price2. quote sb. a pricen n3. a well-established exporter 3. a well-established exporter n n4. by separate post 4. by separate post n n5. latest price list5. latest price listn n6. import license6. import licensen n7. 7. 形式形式发发票票 n n8. 8. 随函寄去随函寄去 n n9. 9. 供你方参考供你方参考n n10.10. 合理的价格合理的价格 n n11.11. 现货现货供供应应 n n12.12. 定期定期订购订购n n1. 1. 数量折扣数量折扣n n2. 2. 向某人向某人报报价价n n3. 3. 信誉良好的出口商信誉良好的出口商n n4. 4. 另另邮邮 n n5. 5. 最新价目表最新价目表n n6. 6. 进进口口许许可可证证n n7. Proforma7. Proforma Invoice Invoicen n8. enclosed please find 8. enclosed please find n n9. for your information9. for your informationn n10. reasonable price 10. reasonable price n n11. supply from stock 11. supply from stock n n12. place regular orders12. place regular ordersI. Translate the following phrases from English to Chinese or vice versa. II. Translate the following sentences.II. Translate the following sentences.n n1. Some samples and catalogues have been sent to 1. Some samples and catalogues have been sent to you by airmail for your reference.you by airmail for your reference.n n我我我我们们已空已空已空已空邮邮一些一些一些一些样样品和品和品和品和产产品目品目品目品目录录供你方参考。
供你方参考供你方参考供你方参考n n2. We are interested in your wool carpet and please 2. We are interested in your wool carpet and please let us have your latest prices CFR together with your let us have your latest prices CFR together with your terms of payment and state your earliest delivery terms of payment and state your earliest delivery date. date. n n我我我我们对们对你方的羊毛地毯很感你方的羊毛地毯很感你方的羊毛地毯很感你方的羊毛地毯很感兴兴趣，趣，趣，趣，请请将最新的将最新的将最新的将最新的CFR CFR CFR CFR 报报价和支付方式告知我方，并价和支付方式告知我方，并价和支付方式告知我方，并价和支付方式告知我方，并说说明最快的交明最快的交明最快的交明最快的交货货日期。
日期 n n3. Due to the fierce competition, it is important that 3. Due to the fierce competition, it is important that your quotation should reach us not later than the your quotation should reach us not later than the end of this month so as not to miss the business end of this month so as not to miss the business chance.chance.n n由于市由于市由于市由于市场竞场竞争激烈，争激烈，争激烈，争激烈，贵贵方最好在月底之前将方最好在月底之前将方最好在月底之前将方最好在月底之前将报报价通价通价通价通知我知我知我知我们们，以免，以免，以免，以免错错失良机n n4. We should be glad if you would send us full 4. We should be glad if you would send us full particulars of your ranges, including colors, sizes particulars of your ranges, including colors, sizes and prices inclusive of packing and delivery and prices inclusive of packing and delivery charges. charges. n n我我们希望希望贵方能提供所方能提供所经营的此的此类产品的具品的具体情况，包括花色、尺寸及包装与运体情况，包括花色、尺寸及包装与运费计内内的价格。
的价格 n n5. We are a leading black tea dealer in this country. 5. We are a leading black tea dealer in this country. If the quality your supplies is satisfactory and the If the quality your supplies is satisfactory and the prices acceptable, we plan to place regular orders.prices acceptable, we plan to place regular orders.n n我公司是国内首要的我公司是国内首要的我公司是国内首要的我公司是国内首要的红红茶茶茶茶进进出口商如出口商如出口商如出口商如贵贵公司的公司的公司的公司的产产品符合我品符合我品符合我品符合我们们的要求且价格可以接受，我的要求且价格可以接受，我的要求且价格可以接受，我的要求且价格可以接受，我们们打算打算打算打算定期定期定期定期订购订购n n6. We are one of the leading importers dealing in 6. We are one of the leading importers dealing in electronic products in area, and take this electronic products in area, and take this opportunity to approach you in the hope of opportunity to approach you in the hope of establishing business relations.establishing business relations.n n我公司是我公司是我公司是我公司是该该地区地区地区地区电电子子子子产产品的主要品的主要品的主要品的主要进进口商之一。
我口商之一我口商之一我口商之一我们们借此机会与借此机会与借此机会与借此机会与贵贵方接洽，希望与方接洽，希望与方接洽，希望与方接洽，希望与贵贵方建立方建立方建立方建立贸贸易关易关易关易关系 n n7. We owe your name and address to the 7. We owe your name and address to the Commercial Counselor’s office of your Embassy Commercial Counselor’s office of your Embassy in Shanghai.in Shanghai.n n承我国承我国承我国承我国驻驻上海大使上海大使上海大使上海大使馆馆商商商商务务参参参参赞处赞处介介介介绍绍，得知，得知，得知，得知贵贵公公公公司的名称、地址司的名称、地址司的名称、地址司的名称、地址n n8. We will appreciate it highly if you airmail the 8. We will appreciate it highly if you airmail the catalogue and price list of the goods available at catalogue and price list of the goods available at present. present. n n如你方能航如你方能航如你方能航如你方能航邮邮最新的最新的最新的最新的产产品目品目品目品目录录和价目表，我方将和价目表，我方将和价目表，我方将和价目表，我方将不不不不胜胜感激。
感激 n n9. The high quality of our products, which has 9. The high quality of our products, which has won popular approval, could not be acquired at won popular approval, could not be acquired at the same prices from elsewhere. the same prices from elsewhere. n n我我我我们们的的的的产产品品品品质质量量量量优优异，受到了广泛的异，受到了广泛的异，受到了广泛的异，受到了广泛的欢欢迎，如以迎，如以迎，如以迎，如以同同同同样样的价格从的价格从的价格从的价格从别处购买这样别处购买这样的的的的产产品，恐怕不可能品，恐怕不可能品，恐怕不可能品，恐怕不可能n n10. Our wines are much in favor on the Continent, 10. Our wines are much in favor on the Continent, and there is also a growing demand for them in and there is also a growing demand for them in the Far East.the Far East.n n我方提供的葡萄酒很受欧洲大我方提供的葡萄酒很受欧洲大我方提供的葡萄酒很受欧洲大我方提供的葡萄酒很受欧洲大陆欢陆欢迎，即使在迎，即使在迎，即使在迎，即使在远远东东地区，需求量也大量增地区，需求量也大量增地区，需求量也大量增地区，需求量也大量增长长。
Offer （Part 1）Objectives: After this section you will:1.be able to translate and make firm offer.2.be able to utilize useful words & expressions. New Lecture: Offern nWhat is an offer?n nAn offer is the expression of the wish of the seller to sell particular goods under stated terms, including quantity, prices, shipment, terms of payment, etc. It usually follows an inquiry that is either written or oral. n nAn offer may be made in a reply to an enquiry or made voluntarily aiming to expand business. It is usually sent from the seller to the buyer, which is a Selling Offer (售售货报盘)，，but sometimes the buyer sends an offer to the seller, which is a Buying Offer (购货报盘) or a Bid (递盘)。
发盘（报价、报盘）： 交易的一方向另一方提出买或卖某交易的一方向另一方提出买或卖某项商品的各种交易条件并愿意按所提项商品的各种交易条件并愿意按所提出的条件与对方达成交易，这种口头出的条件与对方达成交易，这种口头的或书面的表示即称之为报盘（报价、的或书面的表示即称之为报盘（报价、发盘）发盘）offer.offer. In practice, offers fall into two types: ØØfirm offer: an offer, usu. in written form, which states it may not be withdrawn, revoked, or amended for a specific period of time.实盘ØØ non-firm offer: an offer which is not binding upon the sellers and the details of the offer may change in certain situations. 虚盘 实盘(firm offer) 即指有即指有即指有即指有约约束力的束力的束力的束力的发盘发盘。
是是发盘发盘人有肯定人有肯定人有肯定人有肯定订订立合同立合同立合同立合同的意的意的意的意图图实盘实盘一旦由交易的另一方（受一旦由交易的另一方（受一旦由交易的另一方（受一旦由交易的另一方（受盘盘人）有效人）有效人）有效人）有效接受，接受，接受，接受，发盘发盘人人人人对对其其其其发盘发盘的内容，在有效期内不得随的内容，在有效期内不得随的内容，在有效期内不得随的内容，在有效期内不得随意意意意变变更或撤更或撤更或撤更或撤销销，否，否，否，否则发盘则发盘人将承受人将承受人将承受人将承受违约违约的法律后果的法律后果的法律后果的法律后果实盘实盘所列的交易条件必所列的交易条件必所列的交易条件必所列的交易条件必须须肯定、明确，不能含糊和肯定、明确，不能含糊和肯定、明确，不能含糊和肯定、明确，不能含糊和模棱两可；也不模棱两可；也不模棱两可；也不模棱两可；也不应应有任何保留有任何保留有任何保留有任何保留 Firm Offer（实盘）1.1.Four indispensable conditions for a firm offer 实盘的的4个要件个要件2.2.Validity of a firm offer 实盘的有效期的有效期3.3.Withdrawal and revocation of a firm offer 实盘的撤回和撤的撤回和撤销4.4.Termination of a firm offer实盘的的终止止5.5.Content of a firm offer 实盘的内容的内容 Four indispensable conditions for a firm offer（实盘的4个要件）1）Specific person(s) 2）Intention 3）Completeness, clearness and finality 4）Communication of offer Specific person(s) Specific person(s) means that an offer should be addressed to one or more specific person(s), rather than to the public. According to Article 14 (2) of United Nations Convention on Contracts for the International Sale of Goods (CISG), “ a proposal other than one addressed to one or more specific persons is to be considered merely as an invitation to make offers, unless the contrary is clearly indicated by the person making the proposal.” Intention Intention or contractual intent suggests that the purpose to make the offer is no other than entering an agreement with the offeree upon acceptance. Indication of contractual intent can be made either by stating “offer”, “firm offer” or by stipulating the time of validity of the offer, or implicitly with a customary way to both parties. Completeness, clearness and finality This means the contents of the offer should be complete, clear and This means the contents of the offer should be complete, clear and final. final. CompletenessCompleteness suggests the contents of an offer must be complete, suggests the contents of an offer must be complete, contains description, quantity, quality, packing, price, delivery contains description, quantity, quality, packing, price, delivery and payment of the goods. For the sake of conciseness and and payment of the goods. For the sake of conciseness and convenience, people usually simplify offers by stating just convenience, people usually simplify offers by stating just description, quantity and price of goods. Without the above three description, quantity and price of goods. Without the above three items, an offer would be considered incomplete. items, an offer would be considered incomplete. Clearness Clearness refers the contents of the offer in terms of description, refers the contents of the offer in terms of description, quantity and price must be indicated definitely. Such expressions quantity and price must be indicated definitely. Such expressions in offers as “about” or “reference price” would be considered in offers as “about” or “reference price” would be considered unclear. unclear. FinalityFinality suggests that the offer should be made without suggests that the offer should be made without reservation. Terms like “subject to our confirmation” would be reservation. Terms like “subject to our confirmation” would be deemed as an offer without engagement or a non-firm offer rather deemed as an offer without engagement or a non-firm offer rather than a firm offer.than a firm offer. Communication of offer An offer becomes effective when it reaches the offeree, which indicates the effective date of an offer is calculated from the time when the offeree receives the offer. Only when the offer is received by the offeree can it become valid. n nA firm offer usually contains A firm offer usually contains a validity datea validity date that that imposes a binding effect upon the offeror, during imposes a binding effect upon the offeror, during which the offer can neither be revoked nor be which the offer can neither be revoked nor be amended by the offeroramended by the offeror, and if the offer is , and if the offer is accepted, a contract is then concluded. accepted, a contract is then concluded. n nThe validity date in an offer could be stipulated The validity date in an offer could be stipulated either by the indication of the latest date for either by the indication of the latest date for acceptance, such as “the offer remains valid until acceptance, such as “the offer remains valid until Wednesday our time (Wednesday our time (报盘报盘有效期至我方星期三有效期至我方星期三有效期至我方星期三有效期至我方星期三)”; or )”; or by the indication of a period of time after receipt, by the indication of a period of time after receipt, such as “the offer is valid for three days (such as “the offer is valid for three days (报盘报盘有有有有效期三天效期三天效期三天效期三天)”, “the offer is subject to your reply in )”, “the offer is subject to your reply in six days (six days (报盘报盘限六日复到限六日复到限六日复到限六日复到)”.)”.Validity of a firm offer(实盘的有效期) Withdrawal and revocation of a firm offerWithdrawal and revocation of a firm offer (实盘的撤回和撤的撤回和撤销)n nWithdrawal of an offer stands for the notice of the withdrawal Withdrawal of an offer stands for the notice of the withdrawal reaching the offeree before or at the same time as the offer; while reaching the offeree before or at the same time as the offer; while revocation of an offer usually refers to the notice of cancellation revocation of an offer usually refers to the notice of cancellation reaching the offereereaching the offeree later than the offer. later than the offer. n nIn practice, an offer may be withdrawn or revoked if the In practice, an offer may be withdrawn or revoked if the withdrawal or the revocation reaches the offereewithdrawal or the revocation reaches the offeree before he has before he has dispatched an acceptance. However, an offer cannot be revoked dispatched an acceptance. However, an offer cannot be revoked under the following conditions:under the following conditions: 1.The offer indicated, whether by stating a fixed time for 1.The offer indicated, whether by stating a fixed time for acceptance or otherwise, that it’s irrevocable;acceptance or otherwise, that it’s irrevocable; 2.It’s reasonable for the offeree to depend on the offer as being 2.It’s reasonable for the offeree to depend on the offer as being irrevocable and the offereeirrevocable and the offeree has acted in reliance on the offer. has acted in reliance on the offer. n nAs most firm offers include a validity date, they are deemed as As most firm offers include a validity date, they are deemed as irrevocable in international practice. However, we consider that a irrevocable in international practice. However, we consider that a firm offer can be withdrawn but irrevocable so as to prevent firm offer can be withdrawn but irrevocable so as to prevent subsequent confusion.subsequent confusion. Termination of a firm offer (实盘的终止)n nTermination of an offer refers that the offeror is free from the binding force of the offer, or the offeree loses the right of accepting the offer. In both cases, it indicates the offer is not valid any more. An offer can be terminated if: 1.the offer is not accepted within the validity 2.the offeree rejects the offer 3.the offeree makes a counter-offer Content of a firm offer(实盘的内容的内容)A firm offer letter should include:A firm offer letter should include:1. An expression of thanks for the enquiry.1. An expression of thanks for the enquiry.2. Details of prices, discounts, terms of payment.2. Details of prices, discounts, terms of payment.3. Clear indication of term of price (CIF, FOB, 3. Clear indication of term of price (CIF, FOB, etc).etc).4. An undertaking as to date of delivery.4. An undertaking as to date of delivery.5. The period for which the offer is valid.5. The period for which the offer is valid.6. Express hope that the offer will be accepted 6. Express hope that the offer will be accepted and assure the customer of good service.and assure the customer of good service. 实盘的内容n n 一般应有：货物正确的品名、详细的品质规格、清楚的包一般应有：货物正确的品名、详细的品质规格、清楚的包一般应有：货物正确的品名、详细的品质规格、清楚的包一般应有：货物正确的品名、详细的品质规格、清楚的包装情况、实在的数量、准确的装运时间和装运港口、完备的价装情况、实在的数量、准确的装运时间和装运港口、完备的价装情况、实在的数量、准确的装运时间和装运港口、完备的价装情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支付条件。
另外，实盘还有两个内容：一个是明确提格条款和支付条件另外，实盘还有两个内容：一个是明确提格条款和支付条件另外，实盘还有两个内容：一个是明确提格条款和支付条件另外，实盘还有两个内容：一个是明确提出这个发盘是个实盘出这个发盘是个实盘出这个发盘是个实盘出这个发盘是个实盘(firm offer or irrevocable).(firm offer or irrevocable).(firm offer or irrevocable).(firm offer or irrevocable).但即或有但即或有但即或有但即或有实盘或不可撤销字样，也不是构成实盘的必要条件如果具备实盘或不可撤销字样，也不是构成实盘的必要条件如果具备实盘或不可撤销字样，也不是构成实盘的必要条件如果具备实盘或不可撤销字样，也不是构成实盘的必要条件如果具备构成实盘的上述必要条件，没有实盘字样也是实盘构成实盘的上述必要条件，没有实盘字样也是实盘构成实盘的上述必要条件，没有实盘字样也是实盘构成实盘的上述必要条件，没有实盘字样也是实盘n n 另一个是发盘的有效期根据各国法律规定和国际贸易惯另一个是发盘的有效期。
根据各国法律规定和国际贸易惯另一个是发盘的有效期根据各国法律规定和国际贸易惯另一个是发盘的有效期根据各国法律规定和国际贸易惯例，实盘都有有效期有效期是对发盘人的约束，以便利受盘例，实盘都有有效期有效期是对发盘人的约束，以便利受盘例，实盘都有有效期有效期是对发盘人的约束，以便利受盘例，实盘都有有效期有效期是对发盘人的约束，以便利受盘人凭以进行研究交易的可能性在有效期内，发盘人有必须承人凭以进行研究交易的可能性在有效期内，发盘人有必须承人凭以进行研究交易的可能性在有效期内，发盘人有必须承人凭以进行研究交易的可能性在有效期内，发盘人有必须承担成交的义务，但是超过了有效期，既或受盘人再行接受，发担成交的义务，但是超过了有效期，既或受盘人再行接受，发担成交的义务，但是超过了有效期，既或受盘人再行接受，发担成交的义务，但是超过了有效期，既或受盘人再行接受，发盘人有权拒绝成交在规定具体的有效期时，要根据不同的商盘人有权拒绝成交在规定具体的有效期时，要根据不同的商盘人有权拒绝成交在规定具体的有效期时，要根据不同的商盘人有权拒绝成交在规定具体的有效期时，要根据不同的商品，在不同的市场、不同的地理位置以及节假日等情况。
明确品，在不同的市场、不同的地理位置以及节假日等情况明确品，在不同的市场、不同的地理位置以及节假日等情况明确品，在不同的市场、不同的地理位置以及节假日等情况明确规定此期限的起止日期和地点以免误解规定此期限的起止日期和地点以免误解规定此期限的起止日期和地点以免误解规定此期限的起止日期和地点以免误解 n n在当前的国家贸易中，使用实盘报价较多但遇到下列情况之一，实盘立即失效：n n1 1））受盘人在实盘有效期外表示接受，发盘人不受约束n n2 2））受盘人对实盘中的一项明确表示拒绝或修改，该项实盘立即失效n n3 3））一经受盘人作出还盘，原发盘也随之失效 How to make an offerParagraph One: thanks for the inquiryParagraph Two: explanations of the detailsParagraph Three: validity of the offer Paragraph Four: hope for acceptance of the offer Sample letter 1实盘Dear Sir or MadamDear Sir or Madam，，We acknowledge receiptWe acknowledge receipt①① of your fax enquiry of of your fax enquiry of 18 July, asking us to make an offer for 3,500 18 July, asking us to make an offer for 3,500 microwave ovens. microwave ovens. In replyIn reply②②, we are offering, we are offering③③ you, subject to you, subject to④④ your yourreply reaching us on or before 23 July, thereply reaching us on or before 23 July, thefollowing goods: following goods: Commodity: “Chrysanthemum” brand microwave oven Commodity: “Chrysanthemum” brand microwave oven Quantity: 3,500 setsQuantity: 3,500 setsQuality: as perQuality: as per⑤⑤ attached specification sheets attached specification sheetsPrice: at US $ 600 per set CIF C3% New YorkPrice: at US $ 600 per set CIF C3% New YorkShipment: During July/August Shipment: During July/August Payment: By irrevocable and confirmed Letter of Credit Payment: By irrevocable and confirmed Letter of Credit payable by draft at sight payable by draft at sight We pride ourselves on the superior quality of our products and We pride ourselves on the superior quality of our products and would be confident that they will help you expand your market. would be confident that they will help you expand your market. We trust you will take advantage of this favorableWe trust you will take advantage of this favorable⑥⑥ offer and offer and send us your acceptance at an early date. send us your acceptance at an early date. Yours faithfully,Yours faithfully,XXXXXX Sample letter 2 实盘Dear Sir or MadamDear Sir or Madam，，We are pleased to receive your letter of 15 April and enclose a copy of our illustrated We are pleased to receive your letter of 15 April and enclose a copy of our illustrated catalogue and price list giving details you ask for. We are also sending you samples of catalogue and price list giving details you ask for. We are also sending you samples of our product by separate post and our product by separate post and confident that you will agree the goods are both confident that you will agree the goods are both excellent in quality and reasonable in priceexcellent in quality and reasonable in price⑦⑦. .On regular purchases in quantities of not less than 300 pieces of individual items we On regular purchases in quantities of not less than 300 pieces of individual items we would allow you a discount of 15%. Payment is to be made by irrevocable L/Cwould allow you a discount of 15%. Payment is to be made by irrevocable L/C⑧⑧ at sight.at sight.Because of their softness and durability, all our cotton underwear is rapidly becomingBecause of their softness and durability, all our cotton underwear is rapidly becomingso popular that we are finding it difficult to meet the demand. But if you place your so popular that we are finding it difficult to meet the demand. But if you place your order not later than the end of this month, we would ensure prompt shipment.order not later than the end of this month, we would ensure prompt shipment.We trust the offer will be acceptable to you and await with keen interest your order.We trust the offer will be acceptable to you and await with keen interest your order.Yours faithfully, Yours faithfully, XXXXXX Sample letter 3实盘Dear Sir or MadamDear Sir or Madam，，In reply to your letter of February 1, we are giving you an offer, subject to your reply here by In reply to your letter of February 1, we are giving you an offer, subject to your reply here by 3 pm our time, Friday, March 30, as follows:3 pm our time, Friday, March 30, as follows:Commodity: Common Round Iron Wire NailsCommodity: Common Round Iron Wire NailsSpecifications: As per attached listSpecifications: As per attached listPacking: LoosePacking: Loose⑨⑨ in plywood keg in plywood keg⑩⑩ of 70 kgs of 70 kgs. Net. Net⑾⑾Quantity: 500 kegsQuantity: 500 kegsPrice: US$ 60 net per keg CIF New YorkPrice: US$ 60 net per keg CIF New YorkShipment: April/May, 2008Shipment: April/May, 2008Payment: Confirmed, irrevocable letter of credit payable by draft as sight to be Payment: Confirmed, irrevocable letter of credit payable by draft as sight to be opened 30 days before time of shipment opened 30 days before time of shipmentUnder separate cover, we have sent you samples of various sizes and the brochure required.Under separate cover, we have sent you samples of various sizes and the brochure required.We are expecting your early order.We are expecting your early order.Yours faithfully,Yours faithfully,XXXXXX Language Points1. acknowledge receipt of 1. acknowledge receipt of 收到收到收到收到 have for acknowledgement have for acknowledgement 收到收到收到收到 in receipt of in receipt of 收到收到收到收到 e.g. We acknowledge receipt of your letter of March 13. e.g. We acknowledge receipt of your letter of March 13. 我方收到我方收到我方收到我方收到贵贵方方方方3 3月月月月1313日的日的日的日的邮邮件。
件2. in reply 2. in reply 兹兹复，一般放于句首，答复信函复，一般放于句首，答复信函复，一般放于句首，答复信函复，一般放于句首，答复信函时时常写成常写成常写成常写成 in reply to in reply to e.g. In reply to your letter of March 3, we make the e.g. In reply to your letter of March 3, we make the following offer. following offer. 兹兹复你方三月三日来函，我方复你方三月三日来函，我方复你方三月三日来函，我方复你方三月三日来函，我方报盘报盘如下3. offer n. 3. offer n. 报盘报盘、、、、发盘发盘 make/send/give sb. an offer for sthmake/send/give sb. an offer for sth. . e.g. Please make us an offer for 800 pieces of cotton e.g. Please make us an offer for 800 pieces of cotton jackets. jackets. 请给请给我我我我们报盘们报盘800800件棉件棉件棉件棉夹夹克。
克 offer v. offer v. 报盘报盘、、、、发盘发盘 e.g. We can offer you various kinds of hand-made e.g. We can offer you various kinds of hand-made gloves. gloves. 我我我我们们可以可以可以可以给给你你你你报盘报盘各种手工制的手套各种手工制的手套各种手工制的手套各种手工制的手套4. subject to… 4. subject to… 以以以以…………为为准，准，准，准，为为条件，条件，条件，条件，为为有效有效有效有效 e.g. We send you a firm offer, subject to your replye.g. We send you a firm offer, subject to your reply reaching here before the end of September. reaching here before the end of September. 我方向我方向我方向我方向贵贵公司公司公司公司报实盘报实盘，以你方答复于九月底前复到，以你方答复于九月底前复到，以你方答复于九月底前复到，以你方答复于九月底前复到为为 有效。
有效5. as per 5. as per 按照按照按照按照 e.g. We are interested in your transport machinery, details as e.g. We are interested in your transport machinery, details as per the list attached. per the list attached. 我我我我们对们对你方的运你方的运你方的运你方的运输输机械感机械感机械感机械感兴兴趣，趣，趣，趣，详详情情情情见见附表6. favorable adj. 6. favorable adj. 优优惠的，有利的惠的，有利的惠的，有利的惠的，有利的 e.g. A deeper understanding will be favorable to our business. e.g. A deeper understanding will be favorable to our business. 进进一步的了解将一步的了解将一步的了解将一步的了解将对对我我我我们们的的的的业务业务有利。
有利 7. excellent in quality and reasonable in price 7. excellent in quality and reasonable in price 物美价廉物美价廉物美价廉物美价廉8. irrevocable L/C8. irrevocable L/C（（（（Letter of CreditLetter of Credit）））） 不可撤不可撤不可撤不可撤销销信用信用信用信用证证 e.g. Please note that payment is to be made by e.g. Please note that payment is to be made by confirmed, irrevocable L/C, available by draft at confirmed, irrevocable L/C, available by draft at sight. sight. 请请注意，付款方式是保注意，付款方式是保注意，付款方式是保注意，付款方式是保兑兑的、不可撤的、不可撤的、不可撤的、不可撤销销的的的的见见票即付的票即付的票即付的票即付的 信用信用信用信用证证支付支付支付支付 9. loose adj. 9. loose adj. 散装的散装的散装的散装的 e.g. a loose package e.g. a loose package 松散的包裹松散的包裹松散的包裹松散的包裹 loose cargo loose cargo 散装散装散装散装货货、未、未、未、未经经捆扎的捆扎的捆扎的捆扎的货货物物物物10. keg n. 10. keg n. 小桶小桶小桶小桶 e.g. The goods are packed in kegs. e.g. The goods are packed in kegs. 此此此此货货用小桶装。
用小桶装用小桶装用小桶装11. net adj. 11. net adj. 净净的，的，的，的，纯纯的的的的 net price net price 净净价、价、价、价、实实价价价价 net weight net weight 净净重重重重 net profit net profit 纯纯利利利利 e.g. The above is net price, not including commission.e.g. The above is net price, not including commission. 以上是以上是以上是以上是净净价，不包括佣金价，不包括佣金价，不包括佣金价，不包括佣金 Offer (Part 2)Objectives: After this section you will:1.be able to translate and make a non-firm offer.2.be able to utilize useful expressions. Non-firm offer(虚盘)Compared with a firm offer, a non-firm offer just shows the Compared with a firm offer, a non-firm offer just shows the intention of the offeror and is unbinding on the offerorintention of the offeror and is unbinding on the offeror. The . The content of a non-firm offer is not as complete and clear as that content of a non-firm offer is not as complete and clear as that of a firm one. In has no term of validity and is more flexible to of a firm one. In has no term of validity and is more flexible to the offerorthe offeror as he can make changes freely. A non-firm offer is as he can make changes freely. A non-firm offer is with reservation. If any of the following expressions appear in with reservation. If any of the following expressions appear in an offer, the offer is definitely a non-firm offer:an offer, the offer is definitely a non-firm offer:n nWithout engagement (obligation)Without engagement (obligation)n nSubject to prior saleSubject to prior salen nSubject to our final confirmationSubject to our final confirmationn nSubject to change without noticeSubject to change without noticen nSubject to the goods being unsoldSubject to the goods being unsoldn nSubject to fluctuations of the marketSubject to fluctuations of the market 虚盘(non-firm offer, offer without (non-firm offer, offer without engagement)engagement) 也称不受也称不受也称不受也称不受约约束的束的束的束的发发价。
即价即发盘发盘人有保留地愿按照一定条件人有保留地愿按照一定条件人有保留地愿按照一定条件人有保留地愿按照一定条件达成交易的表示虚达成交易的表示虚达成交易的表示虚达成交易的表示虚盘盘不必有完整的内容，没有不必有完整的内容，没有不必有完整的内容，没有不必有完整的内容，没有时时限的限的限的限的规规定，定，定，定，而且也不明确不肯定，如参考价、数量而且也不明确不肯定，如参考价、数量而且也不明确不肯定，如参考价、数量而且也不明确不肯定，如参考价、数量视视我供我供我供我供应应可能、以我可能、以我可能、以我可能、以我最后确最后确最后确最后确认认有效有效有效有效(Subject to our final confirmation), (Subject to our final confirmation), 以我以我以我以我货货未售出未售出未售出未售出为为准准准准(subject to unsold),(subject to unsold),此此此此发发价价价价…………可按市价增减可按市价增减可按市价增减可按市价增减 (We offer…subject to market fluctuation)(We offer…subject to market fluctuation)等。
在日常的等在日常的等在日常的等在日常的业务业务中，外寄的中，外寄的中，外寄的中，外寄的报报价价价价单单、价目、价目、价目、价目单单及形式及形式及形式及形式发发票等，一般都注明票等，一般都注明票等，一般都注明票等，一般都注明“ “仅仅供参考供参考供参考供参考” ”或或或或“ “以我方最后确以我方最后确以我方最后确以我方最后确认为认为准准准准” ”这这就排除了接就排除了接就排除了接就排除了接盘盘人只要人只要人只要人只要接受就可以成交的接受就可以成交的接受就可以成交的接受就可以成交的权权限虚盘对发盘盘对发盘人来人来人来人来说说，，，，较为较为灵活，可灵活，可灵活，可灵活，可以根据市以根据市以根据市以根据市场场的的的的变变化，挑化，挑化，挑化，挑选选成交成交成交成交时时机和机和机和机和对对手，以取得有利的交手，以取得有利的交手，以取得有利的交手，以取得有利的交易条件但是，受易条件但是，受易条件但是，受易条件但是，受盘盘人有人有人有人有时时把它看成一般的把它看成一般的把它看成一般的把它看成一般的业务联业务联系，而不系，而不系，而不系，而不利于达成交易利于达成交易利于达成交易利于达成交易 Sample letter 1Dear Sir or MadamDear Sir or Madam，，，，We are in receipt of your letter dated October 12, and are airmailing you, under We are in receipt of your letter dated October 12, and are airmailing you, under separate cover, a catalogue and a price list. separate cover, a catalogue and a price list. As per your requestAs per your request①①①①, we take pleasure in, we take pleasure in②②②② making you a special offer, subject to our making you a special offer, subject to our final confirmationfinal confirmation③③③③, as follows:, as follows:1. Commodity: Superior mung1. Commodity: Superior mung bean bean2. Quantity: 3,000 metric tons2. Quantity: 3,000 metric tons3. Price: RMB 500 per metric ton, CIF London3. Price: RMB 500 per metric ton, CIF London4. Packing: in ordinary gunny bag4. Packing: in ordinary gunny bag5. Shipment: to be made in three equal monthly installments5. Shipment: to be made in three equal monthly installments④④④④, beginning from , beginning from November, 2009. November, 2009.6. Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 6. Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment days before the time of shipmentAs the market is strong, we believe you will find our price quite reasonable. We look As the market is strong, we believe you will find our price quite reasonable. We look forward to receiving your order. forward to receiving your order. Yours faithfully, Yours faithfully, XXXXXX 虚盘虚盘 Sample letter 2Dear Sir or MadamDear Sir or Madam，，，，Thank you for your enquiry of June 16. Our silk dresses have an unrivaledThank you for your enquiry of June 16. Our silk dresses have an unrivaled⑤⑤⑤⑤reputation you will be satisfied with our products after examining them.reputation you will be satisfied with our products after examining them.We are sending you separately a copy of our latest price list giving you CIF We are sending you separately a copy of our latest price list giving you CIF Rotterdam prices together with an illustrated catalogue for your reference. The Rotterdam prices together with an illustrated catalogue for your reference. The shipment for our products could be made immediately upon receipt of a firm shipment for our products could be made immediately upon receipt of a firm order. order. Although the prices quoted are the lowest and leave us little margin of profitAlthough the prices quoted are the lowest and leave us little margin of profit⑥⑥⑥⑥, , we allow a special discount of 4% on the order of 800 silk dresses and over so we allow a special discount of 4% on the order of 800 silk dresses and over so as to secure your initial orderas to secure your initial order⑦⑦⑦⑦. . We are sure you will find our prices satisfactory and look forward to hearing We are sure you will find our prices satisfactory and look forward to hearing from you. from you. Yours faithfully, Yours faithfully, XXXXXX 虚盘虚盘 Sample letter 3Dear Sir or MadamDear Sir or Madam，，，，Your letter of August 15 enquiring for the captioned articleYour letter of August 15 enquiring for the captioned article⑧⑧⑧⑧ has been has been duly noted. duly noted. In reply, we make pleasure in making you an offer without engagementIn reply, we make pleasure in making you an offer without engagement⑨⑨⑨⑨asas follows:follows: Specifications Quantity Unit Price (US$) Specifications Quantity Unit Price (US$) ABC001 1,000 410.00 ABC001 1,000 410.00 ABC002 500 380.00 ABC002 500 380.00 ABC003 1,000 399.00 ABC003 1,000 399.00The price is on CIF Alexander basis.The price is on CIF Alexander basis.Packing: at buyer’s optionPacking: at buyer’s option⑩⑩⑩⑩Shipment: from Shanghai, China to Alexander, Egypt not later than June Shipment: from Shanghai, China to Alexander, Egypt not later than June 30. 30.Payment: by 100% value, confirmed, irrevocable L/C payable by sight Payment: by 100% value, confirmed, irrevocable L/C payable by sight draft draftIf you find the above acceptable, please fax us for confirmation the soonest If you find the above acceptable, please fax us for confirmation the soonest possiblepossible⑾⑾⑾⑾. . Yours faithfully, Yours faithfully, XXXXXX 虚盘虚盘 Language points1. as per your request 1. as per your request 你方所要求的你方所要求的你方所要求的你方所要求的 ［同［同［同［同义义］］］］as requested; you requestedas requested; you requested e.g. Enclosed please find some sample books you requested. e.g. Enclosed please find some sample books you requested. 随函寄去你方所要求的随函寄去你方所要求的随函寄去你方所要求的随函寄去你方所要求的样样品本。
品本2. take pleasure in … 2. take pleasure in … 高高高高兴兴地，地，地，地，乐乐于（在正式于（在正式于（在正式于（在正式场场合的客套用合的客套用合的客套用合的客套用语语）））） ［同［同［同［同义义］］］］ take/have the pleasure of doing …take/have the pleasure of doing … have/take the pleasure to do … have/take the pleasure to do … e.g. We take pleasure in establishing business relations with you. e.g. We take pleasure in establishing business relations with you. 我方我方我方我方乐乐于与于与于与于与贵贵方建立方建立方建立方建立业务业务关系3. subject to our final confirmation 3. subject to our final confirmation 以我方最后确以我方最后确以我方最后确以我方最后确认为认为准准准准 e.g. All the prices in the catalog are subject to our final confirmation. e.g. All the prices in the catalog are subject to our final confirmation. 商品目商品目商品目商品目录录上的所有价格以我方最后确上的所有价格以我方最后确上的所有价格以我方最后确上的所有价格以我方最后确认为认为准。
准 4. installment n. 4. installment n. 分期分期分期分期 installment delivery installment delivery 分期交分期交分期交分期交货货 installment payment installment payment 分期付款分期付款分期付款分期付款 e.g. The 2nd installment is in May 11. e.g. The 2nd installment is in May 11. 第二批分期支付的款第二批分期支付的款第二批分期支付的款第二批分期支付的款项项于五月十一日到期于五月十一日到期于五月十一日到期于五月十一日到期5. unrivalled adj. 5. unrivalled adj. 无双的、无无双的、无无双的、无无双的、无敌敌的的的的 e.g. have an unrivaled reputation e.g. have an unrivaled reputation 无与无与无与无与伦伦比的声誉比的声誉比的声誉比的声誉 6. margin of profit 6. margin of profit 利利利利润边际润边际、利、利、利、利润润限度限度限度限度 a narrow margin of profit a narrow margin of profit 薄利薄利薄利薄利 close margin of profit close margin of profit 少量的利少量的利少量的利少量的利润润 e.g. The price will allow a narrow/close margin of profit. e.g. The price will allow a narrow/close margin of profit. 这这个价格可个价格可个价格可个价格可获获薄利。
薄利 No enterprise can stay in business if its operations are based No enterprise can stay in business if its operations are based on an insufficient margin of profit. on an insufficient margin of profit. 如果一家企如果一家企如果一家企如果一家企业业的的的的营业额营业额利利利利润润不不不不够够，那它是无法再商，那它是无法再商，那它是无法再商，那它是无法再商场场立足的 7. initial order 7. initial order 首批首批首批首批订货订货 e.g. You may be able to profit special terms on your initial order. e.g. You may be able to profit special terms on your initial order. 您的首次您的首次您的首次您的首次订购订购可享特可享特可享特可享特别优别优待。
待 We demand of you to ship our initial order as soon as possible. We demand of you to ship our initial order as soon as possible. 我我我我们们要求要求要求要求贵贵方尽快将我方尽快将我方尽快将我方尽快将我们们的首次的首次的首次的首次订货订货付运8. the captioned article 8. the captioned article 标题货标题货物、物、物、物、标题标题商品商品商品商品 e.g. We purchased from you 10 sets of the captioned article last year. e.g. We purchased from you 10 sets of the captioned article last year. 去年我方曾向去年我方曾向去年我方曾向去年我方曾向贵贵公司公司公司公司订购标题货订购标题货物物物物1010套。
套9. engagement n. 9. engagement n. 约约定、保定、保定、保定、保证证、承、承、承、承诺诺 without engagement without engagement 无无无无约约束力的束力的束力的束力的 e.g. The above quotation is made without engagement and subject e.g. The above quotation is made without engagement and subject to our final confirmation. to our final confirmation. 上述上述上述上述报报价不具有价不具有价不具有价不具有约约束力，束力，束力，束力，须须以我方最以我方最以我方最以我方最终终确确确确认为认为准 10. at buyer’s option 10. at buyer’s option 由由由由买买方决定、由方决定、由方决定、由方决定、由买买方方方方选择选择 e.g. To pack the goods in catronse.g. To pack the goods in catrons or in or in wooden cases will be at your option. wooden cases will be at your option. 是用是用是用是用纸纸箱箱箱箱还还是用木箱包装是用木箱包装是用木箱包装是用木箱包装这这些些些些货货物由你方决定。
物由你方决定物由你方决定物由你方决定11. the soonest possible 11. the soonest possible 尽快尽快尽快尽快 e.g. We will make an offer the soonest possible. e.g. We will make an offer the soonest possible. 我我我我们们会尽快会尽快会尽快会尽快报盘报盘 Summaryn nQuestions:n n1. What is an offer?n n2. What the differences between a firm offer and a non-firm offer?n n3. How to make an offer? Exercises n n Choose the best answer to fill in the blanksChoose the best answer to fill in the blanks1. We are ______ receipt ______ your fax and thank you 1. We are ______ receipt ______ your fax and thank you for your interests in our products. for your interests in our products. A. in, at B. on, of C. in, of D. on, inA. in, at B. on, of C. in, of D. on, in2. This offer is valid, subject _______ before Dec.27. 2. This offer is valid, subject _______ before Dec.27. A. to your reply arriving at us B. to our receiving your replyA. to your reply arriving at us B. to our receiving your replyC. for your reply reaching us D. for your reply reached usC. for your reply reaching us D. for your reply reached us3. _____ orders of 300 cartons or more, we would allow a 3. _____ orders of 300 cartons or more, we would allow a special discount ____ 5%. special discount ____ 5%. A. Of, of B. Of, on C. On, in D. On, ofA. Of, of B. Of, on C. On, in D. On, ofCBD 4. We would like to offer you our most favorable 4. We would like to offer you our most favorable price _____ 6000 hand-made bags _____. price _____ 6000 hand-made bags _____. A. for, as follows B. at, as follows A. for, as follows B. at, as follows C. of, as following D. to, as follows C. of, as following D. to, as follows5. As _______, we are making you our best offer 5. As _______, we are making you our best offer for the following items.for the following items. A. requesting B. request A. requesting B. request C. requested D. requests C. requested D. requests6. We confirm ______ you an offer for 60 tons of 6. We confirm ______ you an offer for 60 tons of rice.rice. A. to have sent B. sent A. to have sent B. sent C. having sent D. to send C. having sent D. to sendACC 7. The offer is ______ your acceptance by cable before the 7. The offer is ______ your acceptance by cable before the end of this month.end of this month. A. effective to B. effective for A. effective to B. effective for C. effect to D. effect for C. effect to D. effect for8. ______ quantity of 7,000 tons, we can offer a discount 8. ______ quantity of 7,000 tons, we can offer a discount ______ 5%. ______ 5%. A. For, of B. On, of C. For, on D. On, on A. For, of B. On, of C. For, on D. On, on9. Great demand in the market resulted ______ the increased 9. Great demand in the market resulted ______ the increased prices of the goods, ______ which we hope you will pay prices of the goods, ______ which we hope you will pay attention.attention. A. from, to B. from, at C. in, at D. in, to A. from, to B. from, at C. in, at D. in, to10. We are awaiting your early reply _____ keen interest. 10. We are awaiting your early reply _____ keen interest. A. in B. with C. to D. at A. in B. with C. to D. atBADB Translate the two offersA Non-firm Offer For “Mei Ling” Brand RefrigeratorsA Non-firm Offer For “Mei Ling” Brand RefrigeratorsDear Sirs,Dear Sirs,We We are in receipt ofare in receipt of your enquiry your enquiry of of April 20April 20 askingasking us to offer us to offer 1,200 sets of the subject refrigerator 1,200 sets of the subject refrigerator for shipment to Americafor shipment to America and appreciate very much your interest in our products. and appreciate very much your interest in our products. To comply withTo comply with your request(As your request(As requested), we are making you, requested), we are making you, subject to subject to our final confirmationour final confirmation, the following offer: , the following offer: Commodity: “Mei Ling” Brand RefrigeratorsCommodity: “Mei Ling” Brand RefrigeratorsQuantity: 1,200 setsQuantity: 1,200 setsQuality: Quality: As perAs per attached specification sheets attached specification sheets Price: at US Price: at US ＄＄320 per set CIF New York320 per set CIF New YorkShipment: Before JulyShipment: Before JulyPayment: Payment: By confirmed, irrevocable L/C payable by draft at sight By confirmed, irrevocable L/C payable by draft at sight Our Refrigerators are of high quality and we have not much ready stock on Our Refrigerators are of high quality and we have not much ready stock on hand. Therefore, it is imperative that, in order to enable us to hand. Therefore, it is imperative that, in order to enable us to effect earlyeffect earlyshipmentshipment, your L/C should be opened in time if our price meets with your , your L/C should be opened in time if our price meets with your approval.approval.Yours truly,Yours truly,X X XX X X 一份有关一份有关一份有关一份有关“ “美菱牌美菱牌美菱牌美菱牌” ”电冰箱的虚盘电冰箱的虚盘电冰箱的虚盘电冰箱的虚盘敬启者：敬启者：敬启者：敬启者： 已收到贵方已收到贵方已收到贵方已收到贵方4 4 4 4月月月月20202020日询盘，要求我们对日询盘，要求我们对日询盘，要求我们对日询盘，要求我们对1200120012001200台标题项下的冰箱进行报盘台标题项下的冰箱进行报盘台标题项下的冰箱进行报盘台标题项下的冰箱进行报盘并装运到美。
在此甚为感谢并装运到美在此甚为感谢并装运到美在此甚为感谢并装运到美在此甚为感谢依照你方要求，报盘如下，以我方最后确认为准依照你方要求，报盘如下，以我方最后确认为准依照你方要求，报盘如下，以我方最后确认为准依照你方要求，报盘如下，以我方最后确认为准品名：品名：品名：品名：““““美菱牌美菱牌美菱牌美菱牌””””电冰箱电冰箱电冰箱电冰箱数量：数量：数量：数量：1200120012001200台台台台品质：按照所附规格单品质：按照所附规格单品质：按照所附规格单品质：按照所附规格单价格：每台纽约到岸价价格：每台纽约到岸价价格：每台纽约到岸价价格：每台纽约到岸价320320320320美元美元美元美元交货：交货：交货：交货：7 7 7 7月之前月之前月之前月之前付款：保兑的、不可撤消的即期信用证付款：保兑的、不可撤消的即期信用证付款：保兑的、不可撤消的即期信用证付款：保兑的、不可撤消的即期信用证我们的冰箱质量很好且存货不多因此为了保证及时装运，在你方价格我们的冰箱质量很好且存货不多因此为了保证及时装运，在你方价格我们的冰箱质量很好且存货不多因此为了保证及时装运，在你方价格我们的冰箱质量很好且存货不多。
因此为了保证及时装运，在你方价格令人满意的情况下，请尽早开立信用证令人满意的情况下，请尽早开立信用证令人满意的情况下，请尽早开立信用证令人满意的情况下，请尽早开立信用证谨启谨启谨启谨启 A Firm offer for WalnutmeatA Firm offer for Walnutmeat Dear Sirs,Dear Sirs,We thank you for your enquiry for WalnutmeatWe thank you for your enquiry for Walnutmeat CIF New York dated CIF New York dated October 15. October 15. In reply, we offer firm forIn reply, we offer firm for 150 metric tons of Walnutmeat 150 metric tons of Walnutmeat, , Handpicked, Shelled at USDHandpicked, Shelled at USD260, net per metric ton CIF New York, 260, net per metric ton CIF New York, subject to your reply reaching us by Oct. 20.subject to your reply reaching us by Oct. 20. Shipment to be made Shipment to be made within two months within two months after receipt ofafter receipt of your order. your order. Payment is by L/C at Payment is by L/C at sight.sight.As you are aware that there has been lately a brisk demand for the As you are aware that there has been lately a brisk demand for the above commodities, such growing demand has doubtlessly resulted in above commodities, such growing demand has doubtlessly resulted in increased prices. However you may increased prices. However you may avail yourselves of the opportunity avail yourselves of the opportunity toto strengthen market. So strengthen market. So please note thatplease note that we have quoted our most we have quoted our most favorable price and unable to entertain any counter offer.favorable price and unable to entertain any counter offer.We are anticipating your order.We are anticipating your order.Yours trulyYours truly，， 一份关于胡桃仁的实盘敬启者：敬启者：敬启者：敬启者： 感谢贵方感谢贵方感谢贵方感谢贵方10101010月月月月15151515日对胡桃仁纽约到岸价的询盘。
日对胡桃仁纽约到岸价的询盘日对胡桃仁纽约到岸价的询盘日对胡桃仁纽约到岸价的询盘 兹复，我们对兹复，我们对兹复，我们对兹复，我们对150150150150公吨手捡去壳胡桃仁报实盘，每公吨纽约公吨手捡去壳胡桃仁报实盘，每公吨纽约公吨手捡去壳胡桃仁报实盘，每公吨纽约公吨手捡去壳胡桃仁报实盘，每公吨纽约CIFCIFCIFCIF价价价价260260260260美元，以你方答复美元，以你方答复美元，以你方答复美元，以你方答复10101010月月月月20202020日到达我处为有效一俟收到你方订单，日到达我处为有效一俟收到你方订单，日到达我处为有效一俟收到你方订单，日到达我处为有效一俟收到你方订单，两个月之内进行装运付款是即期信用证两个月之内进行装运付款是即期信用证两个月之内进行装运付款是即期信用证两个月之内进行装运付款是即期信用证 如你所知，最近市场对以上产品需求旺盛，不断增长的需求已毫如你所知，最近市场对以上产品需求旺盛，不断增长的需求已毫如你所知，最近市场对以上产品需求旺盛，不断增长的需求已毫如你所知，最近市场对以上产品需求旺盛，不断增长的需求已毫无疑问引起价格的上涨。
然而，你们可以利用这次机会巩固市场因无疑问引起价格的上涨然而，你们可以利用这次机会巩固市场因无疑问引起价格的上涨然而，你们可以利用这次机会巩固市场因无疑问引起价格的上涨然而，你们可以利用这次机会巩固市场因此，请注意我们已报了最优惠价，不能接受任何还盘此，请注意我们已报了最优惠价，不能接受任何还盘此，请注意我们已报了最优惠价，不能接受任何还盘此，请注意我们已报了最优惠价，不能接受任何还盘 期待着你们的订单期待着你们的订单期待着你们的订单期待着你们的订单 谨启谨启谨启谨启 。
