Offer 报盘.ppt

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1、Offer 报盘Concept:An offer is a promise to supply goods on the terms and conditions stated.报盘(offer)是指报盘人(offerer)向受盘人(offeree)提出购买或出售某种商品的各种交易条件,并表示愿意按这些条件与对方达成交易,订立合同的行为.一份完整的报盘包括:商品名称,价格,规格,包装,装运时间,支付方式等内容.写信要点（writingskill）感谢对方的来函发盘（商品，数量，价格，支付条款，装运，有效期）盼早答复A satisfactory offer of quotation will i

2、nclude the following1.An expression of thanks for the enquiry,if any.1.An expression of thanks for the enquiry,if any.感谢对方的来函感谢对方的来函2.A statement or clear indication of what the 2.A statement or clear indication of what the prices cover,e.g.freight,insurance and prices cover,e.g.freight,insurance an

3、d mission.清晰的表达价格条款包含内容清晰的表达价格条款包含内容3.An undertaking as to date of delivery or time 3.An undertaking as to date of delivery or time of shipment.of shipment.承诺交货期承诺交货期4.The period for which the offer or quotation is 4.The period for which the offer or quotation is valid.valid.报盘报盘,报价的有效期报价的有效期5.Favor

4、able comments on the goods being offered.对所供货品的有益描述6.A supplementary short paragraph to draw the customers attention to the other products which are available for supply.补充小段,引引买方对自己可供货的其他商品的兴趣.7.An expression of hope that the offer or quotation will be accepted.希望对方能接受该报盘,报价.Some elements about an

5、offer1.An offer may be made by letter or telegram.In the latter case,it is usually followed up by a letter for confirmation.报盘有两种形式:信函或电传.如以电传形式报盘,则通常在其后追加一封确认函.2.When a buyer rejects a quotation of other offer,he should write and thank the seller for his trouble and explain the reason for rejection

6、,and it is counter-offer.当买方拒绝某一报价或报盘时,他应致电对方感谢并解释拒盘的原因,我们将之称之为还盘.Counter-offerA counter-offer usually covers the following points:1.Thank the seller for his offer or quotation2.Express regret at inability to accept the sellers offer or quotation.3.Make a bid or counter-offer if,in the circumstances

7、,it is appropriate.4.Suggest other opportunities to do business together.Differences between quotation and offerIn foreign trade,the words“offer”and“quotation”In foreign trade,the words“offer”and“quotation”are not interchangeable,there is a difference of are not interchangeable,there is a difference

8、 of degree in the prospective sellers commitment.degree in the prospective sellers commitment.1.An offer 1.An offer is a formal presentation for the is a formal presentation for the buyers acceptance to create a contract.buyers acceptance to create a contract.2.A quotation 2.A quotation is merely a

9、notice of the price and is merely a notice of the price and terms at which the seller is willing to sell.terms at which the seller is willing to sell.3.An offer 3.An offer is firm or subject to confirmation as is firm or subject to confirmation as the offerer may indicate.the offerer may indicate.4.

10、It is to be noted that unlike a quotation,a firm offer,although not a contractual obligation,cannot be withdrawn by the seller within its validity.It is the buyers option to accept or reject or counter-offer during the validity period.If the buyer accepts,then it is a contractual obligation.So no re

11、putable seller would risk his reputation by withdrawing his offer before the stated or agreed time.Detailed divisions of offer(textbook)1.offers based on enquiry 1.offers based on enquiry 回复询盘的报盘回复询盘的报盘2.offers on the web 2.offers on the web 网上报盘网上报盘3.request for lower price 3.request for lower pric

12、e 要求减价要求减价 (还盘还盘)4.request for price increase 4.request for price increase 要求加价要求加价5.request for lower price rejected 5.request for lower price rejected 卖方拒绝减价卖方拒绝减价6.request for better terms granted 6.request for better terms granted 卖方同意给予卖方同意给予较好的条件较好的条件7.a firm offer 7.a firm offer 实盘实盘8.request

13、 for firm offer rejected 8.request for firm offer rejected 卖方拒绝发出实卖方拒绝发出实盘盘9.a voluntary offer 9.a voluntary offer 主动报盘主动报盘Standard divisions1.non-firm offer2.firm offer3.counter offer4.declining a counter offer5.conclusion of businessA Non-firm OfferDear sirs,Dear sirs,We are in receipt of your let

14、ter dated October 22,and are We are in receipt of your letter dated October 22,and are willing to enter into business relations with you on the basis willing to enter into business relations with you on the basis of equality and mutual benefit.of equality and mutual benefit.Enclosed please find some

15、 sample books you requested.We Enclosed please find some sample books you requested.We hope that they will help you in making your selection.We are hope that they will help you in making your selection.We are pleased to make you a special offer,subject to our final pleased to make you a special offe

16、r,subject to our final confirmation,as follows:confirmation,as follows:Art.No.Name of Commodity PriceArt.No.Name of Commodity PriceJB 12 All Wool Melton USD6.15/Y CIF MONTREALJB 12 All Wool Melton USD6.15/Y CIF MONTREALJE 18 All Wool Gabardine USD 6.82Y CIF MONTREALJE 18 All Wool Gabardine USD 6.82Y

17、 CIF MONTREALFor your information,the minimum quantity for order is For your information,the minimum quantity for order is 10,000 yards.Shipment is to be made in three monthly 10,000 yards.Shipment is to be made in three monthly installments beginning from December,19 Payment is by installments begi

18、nning from December,19 Payment is by L/C at sight.Goods are packed in bales or in wooden cases L/C at sight.Goods are packed in bales or in wooden cases at sellers option.We hope that the above will be acceptable at sellers option.We hope that the above will be acceptable to you and assure you of ou

19、r best service at any time.to you and assure you of our best service at any time.We are looking forward to your trial orderWe are looking forward to your trial order Sincerely yours,Sincerely yours,Vocabulary 1.发盘:offer2.发盘人:offerer3.收盘人:offeree4.实盘:firm offer 5.虚盘:non-firm offer6.有效期:validity7.确认:c

20、onfirmation8.接受:acceptance9.装运港船上交货:FOB(Free on Board)10.装运港船边交货:FAS(Free Alongside Ship)11.货交承运人:FCA(Free Carrier)12.成本加运费:CFR(Cost and Freight)13.运费付至:CPT(Carriage Paid to)14.运费,保险费付至:CIP(Carriage Insurance Paid to)15.15.边境交货边境交货:DAF(Delivered at Frontier):DAF(Delivered at Frontier)16.16.未完税交货未完税交

21、货:DDU(Delivered Duty Unpaid):DDU(Delivered Duty Unpaid)17.17.完税交货完税交货:DDP(Delivered Duty Paid):DDP(Delivered Duty Paid)18.18.进进/出口许可证出口许可证:Import/Export License:Import/Export License19.19.货号货号:Article No.Item No.:Article No.Item No.20.20.需求需求:demand:demand21.21.供给供给:supply:supply22.22.标题商品标题商品:capti

22、oned goods,subject goods:captioned goods,subject goods26.26.单价单价:unit price:unit price27.27.总金额总金额:total amount:total amount28.28.净价净价:net price:net price Attention The contents of an offer,if accepted by the buyer,will become the terms of the sales contract,as such,are irrevocable.报盘的内容如果被买方接受,就成为了

23、买卖合同的条款,不可撤消.So,any error or omission in an offer may entail trouble or loss later.因此,报盘中的任何错误和遗漏都会引起日后的问题或损失.报盘常用句(Sentences Commonly Used in Offers)1.Many thanks for your enquiring of 多谢贵方(日期)的询问.2.We are pleased to have your enquiring很高兴获悉你方询问函.3.In your letter of May 13 you enquire about你方5月13日来

24、函询问有关4.In reply to your enquiry of August 8 we have pleasure in enclosing.你方8月8日询问函收悉,现我们高兴地附上.5.We are glad to answer your enquiry我们很高兴答复你方.询问.6.We are pleased to send you the information you have requested.我们很愉快地寄上你所需要的情况.7.We have pleasure in sending you our latest catalogue我们很高兴地给你方寄上我方最新的商品目录.8

25、.We thank you for your enquiry ofand are 8.We thank you for your enquiry ofand are pleased to quote as follows.pleased to quote as follows.对你方对你方来函表示感谢来函表示感谢,并愉快地报价如下并愉快地报价如下.9.We welcome your enquiry of May 20 and 9.We welcome your enquiry of May 20 and thank you for your interest in our products.t

26、hank you for your interest in our products.欣悉你方欣悉你方5 5月月2020日的来函日的来函,并感谢你方对我们产品并感谢你方对我们产品的兴趣的兴趣.10.We were pleased to receive your letter of 10.We were pleased to receive your letter of November 25 and have arranged for our Mr.November 25 and have arranged for our Mr.Wang Hai to call on you during n

27、ext week.Wang Hai to call on you during next week.很高兴收到你方很高兴收到你方1111月月2525日的来函日的来函,我们已安排我方我们已安排我方王海先生在下星期拜访贵方王海先生在下星期拜访贵方.11.Thank you for your enquiry of March 15 and enclose you quotation for感谢你方3月15日的询问,现随函附上我方的报价.12.We acknowledge with thanks receipt of your letter of July 11 and send you an ill

28、ustrated catalogue of ourgoods and also details of our terms and conditions of sale.感谢你方7月11日来函,现寄上一份有关商品的插图目录及有关我方销售条款的详细情况.13.We are in receipt of your enquiry of May 4,and offer you the following你方5月4日函悉,特报盘如下.14.We trust that you will be able to accept our offer,which shall be kept open against

29、reply by cable.我们确信,你公司将接受我们所提供的报价.此报盘至回电为止都有效.15.We were very pleased to receive your enquiry of July 2nd and now confirm our cabled offer of this morning as follows:谢谢7月2日来函.兹确认今晨的电报报价如下:16.We must stress that this offer is firm for three days only because of the heavy demand for the limited suppl

30、ies of this velvet in stock.本公司必须强调,此报价仅有效3天.此乃因为天鹅绒的存货有限,而需求却不绝.17.Confirming our telephone conversation this morning,we can offer you the rice of 400lbs,at the special low price of$80 per lb.,CIF Keelung.确认我今天早上的电话交谈如下.本公司提供给贵公司400磅稻米CIF基隆特别低廉价每磅80元.18.We will keep this offer open up to the end of

31、 this month.我方保留该报盘有效至本月底.19.We can offer as follows,subject to your reply received here by four oclock p.m.,our time,September 25.现报盘如下,以我方时间9月25日下午4时前收到答复为有效.20.This offer must be withdrawn if not accepted within five days.此盘5天内不接受,就作撤消论.21.On condition that you take more than 2,000 sets,you are p

32、repared to offer this special price of$9.10 per set,a 5%discount.如订购2,000台以上,我们准备特价报盘,每台9.10美元,即给5%的折扣.22.Unless otherwise stated or agreed upon all prices are without any discount.除非另有说明或约定价格一律没有折扣.23.Only 0.3%is to be deducted from the CIF price,if buyers like to trade with us on CFR basis and ins

33、ure the goods themselves.如买方愿意做成本加运费价,自行投保,则从成本加保险费,运费价中减去0.3%.24.We shall be pleased to make delivery in January if our manufactures accept your terms.如我们厂方接受你方条款,我们将乐于在1月份交货.25.We can effect shipment within one month after your order has been confirmed.在确认你方定单后一个月内可装运.26.Please note that trial goo

34、ds supplied must be returned,carriage paid,within 7 days if not required.请注意,试销货物,如不需要必须在7天内退回,运费先付.27.The offer is valid up to the 25th October.此报盘有效期到10月25日.28.We have been holding the offer for you.我们为你保留这一报盘.29.I hope you would let us have your most favorable firm offers.希望给我们最优惠的实盘.30.If you ar

35、e interested,we will offer as soon as possible.如你感兴趣,我方将尽快报盘.31.We can offer you various kinds of Chinese cotton piece goods at attractive prices.我们能以具有吸引力的价格向你方报各式各样的中国棉布.32.Please make us an offer for 50 metric tons of cotton.请给我们五十公吨棉花的报盘.33.If you make an inquiry,we can offer you firm.如果你询价,我们可以

36、报实盘.34.Our quotations always come in line with the world market.我们的报价总是符合国际市场价格水平的.35.As soon as we are again in a position to make offers,we shall contact you by cable.当我们恢复报盘时,我们将立即去电和你们联系.36.The price of our pen is US$3 per dozen CIF Lagos.我们的钢笔价格是每打三美元拉各斯到岸价.37.Could you keep the offer open for

37、5 days?报价能否给五天的有效期?38.We cant hold the offer open longer than that.报价不能再延期了.39.We are prepared to give you a quotation which is based upon the prevailing international market price.我方打算按照当前的国际市场价格给你报价.40.To comply with your request,we are submitting our Quotation No.S-2 for your consideration.应贵方要求,

38、现付上报价单No.S-2,以供参考.41.As requested,we are submitting our quotation therefore in triplicate and shall appreciate your placing the orders with us as early as possible.应贵方要求,特此呈上我报价单一式三份.如蒙早日定货,将深为感激.42.We have made a good selection of patterns and sent to you today by parcel post.我方已精选许多样品,今以包裹寄给贵方.43.

39、Considering the quality of the goods offered we do not feel that the prices we quoted are at all excessive.就我方提供的商品质量而言,我们认为所报价格丝毫不高.44.We also wish to advise you that the prices we quoted are our rock-bottom ones.恳请贵方知悉,我方报价系最底价.45.We are producers offor quite a long time and brands have been very

40、popular among the end-users in foreign countries.本公司系历史悠久的制造商,我们的牌号在外国用户中非常受欢迎.46.Due to the rising cost of the raw materials we are reluctantly compelled to raise our price by 2%.由于原料成本涨价,我们不得不勉强提价2%.47.The enclosed catalogue will show you their prices and also the discount rates.附寄上的商品目录中已载明价格及折扣率

41、.48.This offer expires on December 30.Your immediate reply by cable will be appreciated.此报价于十二月三十日到期,如蒙立即回电,将不胜感激.49.We are sure that these goods will meet your requirements,and we look forward to your early order.我们相信这些货物能满足你方需要,盼望尽早提出订单.50.We shall be pleased to receive your order,which will have

42、our prompt and careful attention.我们高兴地期待收到你方订单,我们将及时予以认真的研究.51.If you think our offer meets your 51.If you think our offer meets your requirements,please let us have your order at requirements,please let us have your order at an early date,as supplies are limited.an early date,as supplies are limite

43、d.由于供货数量有限由于供货数量有限,如认为我方报价尚能满足你方如认为我方报价尚能满足你方要求要求,请早日寄来你方的订单请早日寄来你方的订单.52.We think we have covered every point of 52.We think we have covered every point of your enquiry.If not,please do not hesitate to your enquiry.If not,please do not hesitate to write to us again.It will be a pleasure to give you

44、 write to us again.It will be a pleasure to give you an immediate reply.an immediate reply.我们认为我们认为,我们已答复了贵方我们已答复了贵方每一询问每一询问.倘若还有倘若还有,请再立即函告请再立即函告.我们将高兴地我们将高兴地立即予以答复立即予以答复.53.We will hold a quantity reserve for you,as 53.We will hold a quantity reserve for you,as we feel sure you would not wish to m

45、iss such an we feel sure you would not wish to miss such an opportunity.opportunity.我们拟为你方保留一批货我们拟为你方保留一批货,因为我们因为我们确信你方将不愿失去这种机会确信你方将不愿失去这种机会.54.The enclosed catalogue will give you all the 54.The enclosed catalogue will give you all the essential facts about our lines,but it cannot essential facts

46、about our lines,but it cannot answer all your personal questions.It will be a answer all your personal questions.It will be a pleasure for us to do that if you will write to us.pleasure for us to do that if you will write to us.所附寄的目录将给你方提供我方商品的基本情况所附寄的目录将给你方提供我方商品的基本情况,然而却无法答复你方一切个人方面的问题如蒙函然而却无法答复你

47、方一切个人方面的问题如蒙函告告,我们将高兴地给予解答我们将高兴地给予解答.55.We are allowing special terms to customers who place orders before this month.客户若能在本月底前提出订单,我们将给予优惠考虑.56.We believe that you will accept our offer,which will be kept open against reply by wire.相信你方会接受我方所报价格.此价格有效至你方电复.57.We trust the above offer will be of int

48、erest to you and await your orders.相信上述报盘定会使你方感兴趣,盼寄来订单.Sentences commonly used in making Counter-offers1.We counter-offer as follows:我们还盘如下:2.Our counter-offer is well founded.我们的还价是很合理的.3.Your counter-offer(counter-bid)is not up to the present market level.你的还价不符合目前市场价格.4.Please make us the best p

49、ossible counter-offer.请给我们一个最好的还盘.5.The price you counter-offer is not in line with the prevailing market.你方还盘价与现行市场价不合.6.Its impossible for us to entertain your counter-offer.我们不能接受你方的还价.7.Im sorry the difference between our price and your counter-offer is too wide.很遗憾,我们的价格与你方还盘之间的差距太大.8.This is o

50、ur rock-bottom price.We cant make any further reduction.这是我方的最低价格,我们不能再让了.9.How about meeting with each other half-way?能不能互相作出让步?10.If you accept our counter-offer,well advise our end-users to buy from you.如你能接受我们的还盘,我们就劝用户向你方购买.11.As a rule,the larger the order,the lower the price.买得越多,价格越便宜,这是个惯例.