section 6.ppt

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1、Section6OffersandReplies报盘及回复报盘及回复学习目标学习目标:通过学习，要求大家掌握报价及回复信件的书通过学习，要求大家掌握报价及回复信件的书写方法；掌握重点词汇、句型的写法和使用写方法；掌握重点词汇、句型的写法和使用BriefIntroduction一一、whatisanoffer?Thereplytoaninquiryconcerningpricesandothertermsisaquotationoranoffer.(报价或报盘)Anofferisapromisetosupplygoodsonthetermsandconditionsstated.Theperso

2、nwhomakestheofferiscalledtheofferor（报盘人）andthepersontowhomtheofferismadeiscalledtheofferee（受盘人）.二、二、Whatsthedifferencebetweenafirmofferandnon-firmoffer?Therearetwokindsofofferoneisfirmoffer,orofferwithengagement;theotherisnon-firmoffer,orofferwithoutengagement（不受约束的报价）（不受约束的报价）.AFirmoffer(实盘实盘)ismad

3、ewhenanofferorpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Onceithasbeenaccepteditcannotbewithdrawn.Afirmoffershouldstatethefollowingtermsclearly:nameofcommodity,quality,specifications,quantity,packing,prices,deliverydateandtermsofpaymentincludinginvoicing,transportationandinsurance.Af

4、irmofferistheofferwithacertaintimelimit.firmoffer的表述：的表述：a.Thisoffer(willremain)effective/open/valid/firmforaweekfrom该报盘从某月某日起一周内有效b.Thisofferisfirmsubjecttoyourreplyreachingherebefore/reachingusby/whichwillreachusbyAnon-firmoffer(虚盘虚盘)isusuallymadebymeansofsendingcatalogues,pricelist,andquotations.

5、Itcanbeconsideredasaninducementtobusiness.WhatiscounterofferIfabuyerdoesnotagreewithanyorsomeofthetransactiontermsofanoffer,hesendsacounter-offer.MakingCounter-offerShowhisdisagreementtothecertaintermsandstatehisownideainstead.Suchalterationssignifythatbusinesshastobenegotiatedontherenewedbasis.Theo

6、riginalofferorthesellernowbecomestheoffereeandhehasthefullrightofacceptanceorrefusal.Hemaymakeanothercounter-offerofhisown.Thisprocesscangoonformanyaroundtillbusinessisfinalizedorcalledoff.Contentsshouldbeincluded1.Thankthesellerforhisofferorquotation2.Expressregretatinabilitytoacceptthesellersoffer

7、orquotation,trytoexplainthereasons3.Makeabidorcounter-offer4.Suggestotheropportunitytodobusinesstogethersubject1)adj.(和介词to连用)易受的，使遭的Perishablegoodsaresubjecttodamageintransit.须经的，有待与的Theabovepricesaresubjecttofluctuationsofthemarket.2)adv.在条件下，以为条件，只要（和介词to连用引导状语短语）subjectto以以.为条件，以为条件，以.为准为准subjec

8、ttoourwrittenacceptance以我方书面接受为准subjecttosampleapproval以样品确定后生效为准subjecttoourfinalconfirmation以我方最后确认为准subjecttoexport/importlicense以获得出口（进口）许可证为准subjecttopriorsale以提前售出为准subjecttogoodsbeingunsold以商品未售出为准5、quantity数量；大量（常用复数）Weboughtalargequantityofbeerlastyear.Quantitiesofgoodsareshippedfromthere.6

9、.qualityn.质量a.高质量的Thisisaqualityproduct.F.A.Q(fairaveragequality)8.firmn.公司，商行同义词：company,business,organizationAdj1)（行市，价格）坚挺的Pricearestillfirm.2)（报盘等）有效的，确实的，不可撤销的（报盘等）有效的，确实的，不可撤销的firmoffer实盘adv.有效地；确定地有效地；确定地Weofferyoufirm1000m/tsofcocoabeanasfollows:FirmVt&i1)vt上升Thegovernmentmustacttofirmprices

10、up.2)vt回升Afteralongdecline,pricesarefirmingagain.9、varietyn(u,c)1)n(u)(品种)多样化，变化Wemustincreasethevarietyofpatterns.2)n(c)种类Therewere12000varietiesofproductsondisplay.3)avariety(of）种种Welearnthatyouproduceforexportshoesandhandbagsinavarietyofnaturalleather.在avariety之间可插入修饰语Theshirtisavailableinawideva

11、rietyofcolours.10.pricen.价格Thepricevariesaccordingtothequality.Price的修饰语1）attractive,acceptable,competitive,favorable,feasible,low,practical,reasonable,workable2)onthehighside,unreasonable,unworkable,high,impracticable,infeasible.Price可搭配的动词可搭配的动词Priceislookingup(runninghigh,rising,dropping,falling)

12、搭配的词组搭配的词组AveragepriceBargainpriceCashpriceCeiling(floor)priceCurrent(ruling)pricePricev.定价定价（tofixaprice）Wehavepricedournewproductat$5.(Theproductispricedat$5.)五、Wordsinfocus1.confirmVt.1)证实；肯定证实；肯定Latestdevelopmentshaveconfirmedourpredictioninregardtothetrendofthemarket.2)确认；保兑确认；保兑Weconfirmreceip

13、tofyourfaxofAugust10.ConfirmedletterofcreditConfirmationn.证实；确认证实；确认Weofferasfollows,subjecttoourfinalconfirmation.Wordsinfocus2.Sellv.销售销售Howmuchdoyousellthisfor?Theshirtsellsfor(at)US$50adozen.Thisarticlesellswell(likehotcakes)inEurope.Salen.1)出售，卖salebysample2）销货，交易，销路3）（存货的）减价出售，拍卖ClearancesaleS

14、ummersalesalesadj.售货的，销货的，有关售货的salesconfirmationsalescontractsalesdepartmentsalesn.销售额Salablea.可销售的可销售的Sellern.卖主，卖主，行销货行销货abestsellerasellersmarketWordsinfocus3、(1)offern.报盘，报价报盘，报价可有如下搭配可有如下搭配tomakeanoffer报盘，发盘，报盘，发盘，例：例：Pleasemakeusanoffer,givingyourpriceCIFLagos.tomakeanoffertosb./makesb.anoffer

15、向某人发盘向某人发盘toforwardanoffer(ortosendanoffer)寄送报盘寄送报盘togetanoffer(ortoobtainanoffer)获得获得.报盘报盘toacceptanoffer接受报盘接受报盘toentertainanoffer考虑报盘考虑报盘tosubmitanoffer提交报盘提交报盘1)offern.报盘，报价报盘，报价说明对什么商品的报盘，可用说明对什么商品的报盘，可用for,on或或of引起商品的名称。引起商品的名称。eg.:Thebuyersareanxioustogetanofferforwalnuts.Weshallbegladtorecei

16、veanofferfromyouonsewingmachine.若提到已对某商品做出的报盘，可用若提到已对某商品做出的报盘，可用of.Weareworkingonyourofferof2000kilosblacktea.(2)Offerv.提出；报盘；报价提出；报盘；报价Forquantitiesof2tonsandover,weofferadiscountof12%.WeofferfirmFOBshanghai5metrictonsofwalnutmeatsubjecttoyourreplyreachingherebyFridayourtime.句型：句型：tooffersb.sth.向某人

17、报盘向某人报盘;句型：句型：toofferCIF(CFR,FOB)报盘报盘CIF(CFR,FOB)价价Weofferyou1500ForeverBicyclesatUS$32perpieceCIFLagosfordeliveryinMay.句型：句型：toofferasfollows报盘如下报盘如下ThankyouforyourenquiryofMarch18andnow,weofferasfollows.4、quotev.报价报价直宾常为直宾常为price,FOB,CIF等条件等条件。如：Pleasequote(us)yourlowestprice.Pleasequote(yourprice

18、)CIFLondon.Pleasequote(us)yourlowestpriceCIFLondon.表示对某货物报价或某项费率时，可接用表示对某货物报价或某项费率时，可接用for,on.WehavequotedthemthepriceCIFHamburgforourprintedshirting.有时把宾语有时把宾语price省去，仅用人称代词作宾语。省去，仅用人称代词作宾语。Whenweknowyourspecificrequirements,weshallquoteyouassoonaspossible.quotationn.报价报价(单单)Yourquotationaretoohigh

19、tobeworkable.Wparev.比较，对照比较，对照Ifyoucompareourproductswiththeirs,youllfindoursaremuchbetter.Tparisonn.比较比较Makeacomparisonbetweenthesetwoarticlesandyoullseethedifference.incomparisonwith同同.比较比较Incomparisonwithothersuppliersproductsoursaremuchbetter.bycomparison比较起来比较起来Bycomparison，parativea.比较的比较的comp

20、arativeadvantage6.CompeteV.竞争Bankscompeteoverinterestrates.Wearereadytocompetewithanyproducers.Competewithyourselffirst.Competitionn.竞争Werelyonqualitytobeatthecompetition.Competitivea.有竞争力的Ourpricesarehighlycompetitive.Tomaintainacompetitiveadvantage,youmustcompetewithandbeattherivals.Competitivenes

21、sn.竞争力Competitorn.竞争者六、Sentencepatterns1.introductionofgoods(商品介绍商品介绍)句型句型1：tobemadeof由由制成制成Theglovesaremadeofsuperiorgenuineleatherandcanbesuppliedinvariousdesignsandcolors.句型句型2：tobefamous(well-known)for以以著名著名Chinesecloisonnisfamousintheworldforitsuniquecraftsmanship.句型句型3：tosellwell(sellfast)销路好销

22、路好Ourproductssellwellinyourmarket.句型句型4：tobepopularwithcustomers受到顾客欢迎受到顾客欢迎Beingmoderateinpriceandattractiveinpacking,ourtoysareverypopularwithcustomersintheU.Sparisonofgoods商品比较句型句型1：tobe+形容词比较级than比要ThequalityofArt.No.401isbetterthanthatofArt.No.301.Thepriceofourproductis15%lowerthanthatofsimilar

23、productofIndianorigin.句型句型2：tocomparefavorablywith比要好Ourproductscomparefavorablywiththoseofothersuppliers.3.Offeringfavorableterms给予优惠条件句型：togive(allow,offer,grant)sb.adiscount给某人折扣Wegiveyouthisspecialdiscountfortheorderwiththeviewofdevelopingthebusinessrelationsbetweenus.Wearepreparedtoallowyoua10%

24、quantitydiscountifyourorderexceeds200cartons.七总结：contentofafirmoffer实盘的内容1)anexpressionofthanksfortheenquiry;2)detailsofprices,discounts,termsofpayment;3)clearindicationoftermofprice(CIF,FOB,etc.);4)anundertakingastodateofdelivery;5)theperiodforwhichtheofferisvalid;6)expressionofhopingthattheofferwi

25、llbeacceptedandassuringthecustomerofgoodservice.Homework1Writeafirmofferornon-firmoffercoveringthefollowingcontents:女士皮靴女士皮靴ladiesboots式样新颖，有二十余种，颜色有黑棕及大红色式样新颖，有二十余种，颜色有黑棕及大红色（详见目（详见目录）录）材料选用高级牛皮材料选用高级牛皮high-qualityleather价格：价格：CIF价，按照不同式样，每双由价，按照不同式样，每双由95美元至美元至300美元美元不等不等由装船前由装船前30天开立的保兑的、不可撤销的即期信

26、用证支天开立的保兑的、不可撤销的即期信用证支付付包装由买方决定包装由买方决定9月船期月船期Homework2counter-offerRefertotheletteryoupreviouswroteonthefirmofferornon-firmoffer,youthinktheterms(eitheronthepriceortermsofpaymentorotherterms)unacceptable,writealetterasacounter-offer.Stateclearlyallessentialelements,youshouldalsoincludethereasonsforthecounterofferandyourownterms.