外贸函电09.09全 Lecture 5 Offer Unit 4.ppt

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1、Lecture 6 Offer Lecture 6 Offer（Part 1Part 1）Objectives:After this section you will:Objectives:After this section you will:1.be able to translate and make firm offer.be able to translate and make firm offer.2.be able to translate and make a non-firm be able to translate and make a non-firm offer.off

2、er.Review KEY TO PRACTICE(Unit 3)I.Translate the following business terms and expressions1.enjoy a good reputation2.enquiry3.learn from 4.illustrated catalogue5.a promising market 6.quantities at regular intervals7.a leading importer 8.after receipt of the covering L/C9.reasonable price 10.look forw

3、ard to receiving your replyII.Translate the following sentences into Chinese.1.请发给我们贵方的宣传手册、批发价格单以及付款方式。2.五台机床的最优惠价格是多少？3.上面所列各项每一样请发一个样品给我们。4.请告知我方是否有现货。5.我方有兴趣购买电脑，但在做出最后决定前我方需要了解更多关于价格的具体信息。6.我方想买贵方目录八所列的男士领带。7.我们想了解贵方是否能够提供我方设计的瓷器。如果可以，请告知我方全面信息。8.如果贵方产品和条件比其他供货商更优惠，我方将向贵方定货。9.请给我们报贵方的最低价、最大折扣和交

4、货日期。10.我方很乐意向贵方发样品和报价。III.Translate the following sentences into English.1.One of our clients is interested in Italian leather shoes.Please send us your samples and quotations.2.Please offer the lowest price and the earliest delivery date.3.Please quote us CFRC5%Los Angeles.4.We are interested in yo

5、ur sun glasses,please quote us your lowest price with the best discount.5.Please send us the samples in available designs and colors.6.We will offer a 30%discount if the order is more than 1000 units.7.Please inform us the largest quantities you are able to deliver at regular intervals.8.Enclosed is

6、 a catalogue for your reference to give you a general idea of our products.9.Please let us know the details of CIF price,discount and term of payment.10.There is a promising market between us in this field.Ex IVDear Mr.William:I learn from Kennan Ltd.that you are a leading exporter of plaited straw

7、articles in your country and have enjoyed a good reputation from your customers.We have great interest in importing your products and would appreciate your sending us illustrated catalogue and price list if possible.We also want to know the detailed information of shipment and payment.We hope this w

8、ill be a good start for further business relations between us.Yours Sincerely,Frances ABC Co.,Ltd.New Lecture:OfferKey Words&Expressionsofferstockholdsubject todemand(a ready)marketin a positionengagement A offer is the expression of the wish of the seller to sell particular goods under stated terms

9、,including quantity,prices,shipment,terms of payment,etc.It usually follows an inquiry that is either written or oral.firm 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 non-firm offer:an offer which is not binding upon the

10、 sellers and the details of the offer may change in certain situations.虚盘 Language Points1.offer:a promise made by the seller t supply goods on terms stated.v.n.报盘报盘 offer sb sth at a price 以以价价格格向向某某人人报报盘盘offer sb firm 给某人报实盘给某人报实盘make sb a firm offer for sth at a price 向向报实盘报实盘a firm offer 实盘实盘a n

11、on-firm offer 虚盘虚盘to accept an offer 接受报盘接受报盘to confirm an offer 确认报盘确认报盘 a firm offer 实盘实盘a non-firm offer 虚盘虚盘to accept an offer 接受报盘接受报盘to confirm an offer 确认报盘确认报盘 to decline an offer 拒绝报盘拒绝报盘to entertain an offer 考虑接受报盘考虑接受报盘to extend an offer 延长报盘延长报盘to withdraw an offer 撤销报盘撤销报盘to cancel an o

12、ffer 取消报盘取消报盘to renew an offer 恢复报盘恢复报盘 Language Points Language PointsLanguage PointsWe hope to be able to offer next week.我们希望下周能报盘。我们希望下周能报盘。We can offer for Mens Shirts at competitive prices.We will make you a firm offer as soon as possible.我们能尽快向你方报实盘。我们能尽快向你方报实盘。offer 与与quotation的区别：的区别：Offer为

13、为报报盘盘，也也就就是是说说除除了了针针对对某某种种商商品品的的价价格格外外，还还应应该该包包括括数数量量、交交货货期期、支支付付方方式式等等交易条件。交易条件。Quotation为为报报价价，即即某某种种商商品品的的价价格格。An indication of the price at which a seller might be willing to offer goods for sale.我们能以竞争性的价格开报男式衬衫的报盘。我们能以竞争性的价格开报男式衬衫的报盘。Our offer is firm for three days.2.firm adj.not subject to c

14、hange,definite 确定的；有效的确定的；有效的Were pleased to make you a firm offer.我方报盘有效期为三天。我方报盘有效期为三天。欣然向你方报实盘。欣然向你方报实盘。Language Points Language Points3.stock n.库库存存；存存货货 store of goods available for sale,distribution or use,in a shop,warehouse,etc.a stock of 一批一批现货现货 from stock（ex stock）现货；动用库存现货；动用库存 in stock

15、库存中库存中 come into（to）stock 库存有货库存有货 out of stock 无货；缺货无货；缺货 Language Points1)There is no more stock on hand.2)We can supply you from stock.我们可以现货供应我们可以现货供应。手头已无存货手头已无存货。3)The type you required is out of stock，but the similar type is in stock.你你方方询询购购的的型型号号无无货货。类类似似的的型型号有货号有货。Language Points4.hold:v.c

16、ontinue to be true or valid3)The offer I made to you last week still holds.上星期我给你买的发盘仍然有效。上星期我给你买的发盘仍然有效。1)该论据仍然站得住脚。该论据仍然站得住脚。The argument still holds.2)The offer hold good until 4 oclock p.m.,18teh of December,Beijing time.我们的报盘有效期到北京时间我们的报盘有效期到北京时间12月月18日下午日下午4点。点。Language Points2)Were 2)Were mak

17、ing making you you a a firm firm offer offer as as follows,follows,subject subject to to your your reply reply reaching reaching us us by by the the end of this week.end of this week.5.subject adj.depending on sth as a condition 以以为条件；以为条件；以为准；取决于；为准；取决于；现现向向你你方方报报实实盘盘如如下下，以以你你方方答答复复于于本本周周末末前到达为有效。前

18、到达为有效。1)The 1)The plan plan is is subject subject to to the the directors directors approval.approval.该计划须经该计划须经该计划须经该计划须经主管批准。主管批准。主管批准。主管批准。Language PointsThe offer is subject to.本报盘以本报盘以为准。为准。q这个表达法是典型的虚盘，即无约束力的报盘。类似的这个表达法是典型的虚盘，即无约束力的报盘。类似的表达法：表达法：The offer is subject to prior sale.本报盘以货物先售出为条件。

19、本报盘以货物先售出为条件。The offer is subject to change without notice.本报盘以随时更改而勿需另作通知为条件。本报盘以随时更改而勿需另作通知为条件。The offer is subject to goods being unsold.本报盘以货物未售出为条件。本报盘以货物未售出为条件。We We make make you you the the offer offer without without engagement.engagement.此报盘为无约束力的报盘。此报盘为无约束力的报盘。qCaution一个实盘从法律角度上讲，必须符合三点要求

20、才构成实一个实盘从法律角度上讲，必须符合三点要求才构成实盘：盘：Clear 内容清楚确切不含糊其词，模棱两可。内容清楚确切不含糊其词，模棱两可。Complete 交易条件完整（商品名称、规格、包装、数交易条件完整（商品名称、规格、包装、数 量、交货期、价格支付方式、装运期等）量、交货期、价格支付方式、装运期等）;对对 报盘有效期做出规定，这一点也很重要。报盘有效期做出规定，这一点也很重要。Final 无保留：发盘人愿意按照他所提出的交易条件无保留：发盘人愿意按照他所提出的交易条件 受盘人签订合同，除此之外，没有任何保留条件。受盘人签订合同，除此之外，没有任何保留条件。Language Poin

21、ts1)subject to our final confirmation2)subject to prior sale3)subject to the goods being unsold4)subject to change without notice5)without engagement q一般保留条件有以下表达法：一般保留条件有以下表达法：Language PointsAs we have quoted our most favorable prices and any counteroffers will not be entertained.我我方方所所报报价价格格已已是是最最

22、优优惠惠的的，因因此此不不能能考考虑虑接受任何还盘。接受任何还盘。6.entertain v.(fml)be ready and wiling to consider 考虑接受考虑接受 We are not in a position to entertain any fresh orders on account of the uncertainty of raw materials.由于原材料的不确定，所以不能考虑接受任何新订单。由于原材料的不确定，所以不能考虑接受任何新订单。Language Points Language Points7.demand7.demand n.v.n.v.需

23、求，后接介词需求，后接介词需求，后接介词需求，后接介词forforbe in large demand for 大量需求大量需求be in good demand for 大量需求大量需求be in heavy demand for 大量需求大量需求be in brisk demand for 需求活跃需求活跃be in regular demand for 常年需求常年需求be in small demand for 需求不大需求不大 Language PointsThey made the demand that you deliver the goods in the fourth qu

24、arter.他们要求你们在第四季度交货。他们要求你们在第四季度交货。We demand immediate delivery.我们要求立即交货。我们要求立即交货。The buyer demands of the seller to ship the goods within a month.买方要求卖方在一个月内发货。买方要求卖方在一个月内发货。Language Points8.the strengthening market 行市坚挺行市坚挺The market The market advanceadvances.s.行市上涨行市上涨行市上涨行市上涨The market The marke

25、t riserises.s.行市上涨行市上涨行市上涨行市上涨The market The market stiffenstiffens.s.行市坚挺行市坚挺行市坚挺行市坚挺The market The market hardenhardens.s.行市坚挺行市坚挺行市坚挺行市坚挺The market The market soarsoars.s.行市上涨行市上涨行市上涨行市上涨Market is strong.Market is strong.行市坚挺行市坚挺行市坚挺行市坚挺Market is firm.Market is firm.行市坚挺行市坚挺行市坚挺行市坚挺Market is bris

26、k.行市活跃行市活跃Market is advancing.行市行市上涨上涨 Market is declining.行市下跌行市下跌 Market is weak.行市疲软行市疲软 Language Points9.be in a position to do sth 能够做某事能够做某事 强强调调能能做做某某事事的的关关键键因因素素是是所所处处的的地地位位，在在其其“位位”谋谋其其“政政”而而不不是是靠靠主主观观努努力力所所能达到的能达到的，因此不能接条件从句。因此不能接条件从句。We are not in a position to accept your duplicate order

27、 as the goods you required are out of stock.我们无法接受你方重复订单，因为你所我们无法接受你方重复订单，因为你所要求的货物已没有库存。要求的货物已没有库存。Language Points10.Engagement n.(fml)formal promise or guarantee,esp.in writingHe doesnt have enough money to meet all his engagement.他无钱偿付承诺的一切债务他无钱偿付承诺的一切债务to make the payments he has promised to mak

28、e.Lecture 6 Offer(Part 2)Lecture 6 Offer(Part 2)Objectives:After this section you will:Objectives:After this section you will:1.be able to translate and make firm offer.be able to translate and make firm offer.2.be able to translate and make a non-firm be able to translate and make a non-firm offer.

29、offer.Chinese version of letter 1（发盘）（发盘）敬启者：敬启者：关关于于贵贵方方1212月月3 3日日的的对对茶茶壶壶的的询询盘盘，我我们们很很乐乐意意提提供供报盘。报盘。除除了了那那些些在在经经济济学学家家杂杂志志中中的的广广告告，我我们们所所附附的的目目录录里里提提供供了了多多种种不不同同类类型型的的茶茶壶壶的的介介绍绍。大大多多数数类类型可以现货供应，标有星号的则可以在型可以现货供应，标有星号的则可以在45-6045-60天内发货。天内发货。对对于于价价值值在在6 6，000000美美元元以以上上的的订订单单我我们们给给予予2%2%的的折折扣，超过扣，超

30、过2020，000000美元的则给予美元的则给予3%3%的折扣。的折扣。我们的报盘有效期到北京时间我们的报盘有效期到北京时间1212月月1818日下午日下午4 4点。点。期盼收到你们的回复。期盼收到你们的回复。谨上，谨上，吉姆吉姆 ABCABC有限公司销售经理有限公司销售经理Chinese version of letter 2（回盘）（回盘）敬启者敬启者/执事先生：执事先生：感谢贵方感谢贵方1212月月8 8日的报盘日的报盘.我我们们对对于于贵贵方方所所附附目目录录单单里里的的各各种种茶茶壶壶非非常常满满意意。但但是是你你方方的的报报盘盘我我们们无无法法接接受受。你你方方报报的的价价格格比比

31、其其他他供供货货商商的的要要高高。我我们们希希望望贵贵方方对对于超过于超过2 2万美元的订单能给予万美元的订单能给予5%5%的折扣。的折扣。我们希望你们能重新给我们报盘，谢谢。我们希望你们能重新给我们报盘，谢谢。谨上谨上 玛丽玛丽 BCD BCD 有限公司有限公司Chinese version of letter 3（发实盘）（发实盘）敬启者敬启者/执事先生：执事先生：20082008年年4 4月月6 6日日有有关关查查询询太太阳阳眼眼镜镜CIFCIF新新加加坡坡的的电电子子邮邮件收悉。件收悉。今今日日上上午午我我们们电电子子邮邮件件报报价价：太太阳阳眼眼镜镜30003000副副，每每副副CI

32、FCIF新加坡为新加坡为2424美元。于美元。于20082008年年5 5月或月或6 6月装运。月装运。该该报报盘盘为为实实盘盘，以以贵贵公公司司于于20082008年年4 4月月1616日日前前回回复复有有效。效。该报价为最优惠价，恕不还价。该报价为最优惠价，恕不还价。近近来来该该类类产产品品需需求求量量大大，令令价价格格上上涨涨。请请贵贵公公司司把把握握机机会会，尽尽早早落落实实订订单单为为盼盼。（请请贵贵公公司司抓抓住住上上涨涨的的行行情情，尽快回复）尽快回复）谨上谨上 迈克迈克 BCD BCD 有限公司有限公司Chinese version of letter 4（替代品推荐）（替代品

33、推荐）敬启者敬启者/执事先生：执事先生：感感谢谢贵贵方方1 1月月2 2号号的的询询盘盘。但但是是很很遗遗憾憾，由由于于需求过大，我们无法报给你方所需商品。需求过大，我们无法报给你方所需商品。但但是是，我我们们希希望望借借此此机机会会就就下下列列最最接接近近你你方方所所需需的的产产品品进进行行报报价价，供供你你方方考考虑虑/参参考考，此此报报盘没有约束力：（报虚盘盘没有约束力：（报虚盘）300300套套52305230型号茶壶，上海离岸价型号茶壶，上海离岸价3030美元每套。美元每套。我我方方将将寄寄去去一一份份样样品品供供您您参参考考。如如果果你你方方能能接接受受我我方方此此报报价价/若若贵

34、贵方方能能就就我我方方提提议议达达成成交交易易，请尽快告知。请尽快告知。谨上谨上 克拉克克拉克 BCD BCD 有限公司有限公司 How to make an offer Analyzing Letter 1 Paragraph One:thanks for the inquiryParagraph Two:explanations of the detailsParagraph Three:validity of the offer Paragraph Four:hope for acceptance of the offer Writing Steps1.Expression of tha

35、nks for the inquiry,if any;2.Name of commodities,quality,quantity and specifications(including sizes,models,material,etc);3.Prices,discounts and terms of payment;4.Packing and delivery;5.Validity period of the offerAn offer letter usually includes the following contents:KEY TO PRACTICE(Unit 4)I.Tran

36、slate the following business terms and expressions1.offer 2.firm offer3.subject to 4.without engagement5.non-firm offer 6.a heavy demand7.owing to 8.for your consideration 9.allow a discount 10.result inII.Translate the following sentences into Chinese.1.我们的报盘三天有效。我们的报盘三天有效。2.我们现在可以报茶叶现货。我们现在可以报茶叶现货

37、。3.我们可以按国际市场价格给您报价。我们可以按国际市场价格给您报价。4.我的报价以合理利润为依据，不是漫天要价。我的报价以合理利润为依据，不是漫天要价。5.此报盘着眼于扩大销路而且很有竞争性。此报盘着眼于扩大销路而且很有竞争性。6.该报盘以你方回复本月底前到达我方为有效。该报盘以你方回复本月底前到达我方为有效。7.我们已按你方要求将报盘延期。我们已按你方要求将报盘延期。8.该报盘以商品未售出为准。该报盘以商品未售出为准。9.该报盘不具约束力。该报盘不具约束力。10.我们恕不接受还盘。我们恕不接受还盘。III.Translate the following sentences into Eng

38、lish.1.Thank you for your enquiry in April 5.2.In reply to your enquiry for our products,we have pleasure in offering as follows:3.All prices in the price list are subject to our confirmation.4.We are willing to make you a firm offer at this price.5.Our offer is RMB300 per set of teapot,FOB Shanghai

39、.6.We can not accept your offer,unless your reduce your price by 5%.7.We will give you the preference of our offer.8.A growing demand of this product results in increased price.9.We take this opportunity to offer similar goods.10.We are really sorry that we are not in a position to offer you the goo

40、ds inquired.Ex IVDear Mr.Harry:In reply to your enquiry letter of June 14,we have pleasure in making an offer for Transistors.We offer you 5000 sets of“Spring Thunder”Brand Transistors at$20 each,CIF Dares-Salaam.This offer is firm,subject to the receipt of your reply before 20 June,2008.Please note

41、 that we have quoted our most favorable price and are unable to entertain any counter offer.We hope you can accept the offer and wait for your favorable reply.Yours Sincerely,Tom ABC Co.,Ltd.Additional Ex.Practice LessonsII.Translate the following into English:1.1.按照请求，我们现报盘按照请求，我们现报盘500辆飞鸽牌自行车如下。辆飞

42、鸽牌自行车如下。2.2.此报盘为实盘，以你方在本月底前复到有效。此报盘为实盘，以你方在本月底前复到有效。At your request,we are making an offer for 500 pieces of“Flying Pigeon”Bicycles as follows.This offer is firm,subject to your reply reaching us by the end of this month.We are pleased to offer you a firm offer CIF Lagos for“Forever“Brand Bicycles 4

43、.4.我们高兴地给你方报永久牌自行车拉各斯成本我们高兴地给你方报永久牌自行车拉各斯成本保险加运费的实盘。保险加运费的实盘。If you find our offer acceptable,please cable us for confirmation.There is no question about getting the necessary import license.3.3.如果你方认为这一报盘可接受，请即来电，以如果你方认为这一报盘可接受，请即来电，以便我方确认。获得必要的进口许可证是没有问便我方确认。获得必要的进口许可证是没有问题的。题的。Practice Lessons Pr

44、actice Lessons5.5.关关于于标标题题项项下下的的货货物物，随随函函寄寄去去形形式式发发票票88号号一一式两份。请注意我们报盘有效期至式两份。请注意我们报盘有效期至6月月10日。日。As to the captioned goods,we are sending you,under cover,a proforma invoice No.88 in duplicate.Please note that our offer remains good until June 10.6.6.本报盘将保留至月底有效。本报盘将保留至月底有效。This offer will keep vali

45、d till the end of this month.Practice Lessons8.8.我们的钢笔价格是每打我们的钢笔价格是每打6美元温哥华到美元温哥华到岸价。岸价。We can make you offer for various kinds of Chinese canned fruits at the most attractive prices.7.7.我们能以具有吸引力的价格向你方报各式各样我们能以具有吸引力的价格向你方报各式各样的中国水果罐头。的中国水果罐头。The price of our pen is US$6.00 per dozen CFR Vancouver.P

46、ractice Lessons9.9.9.9.现按你方请求报盘如下，以我方最现按你方请求报盘如下，以我方最后确认为准。后确认为准。10.10.上述报盘无约束力。上述报盘无约束力。We are making you an offer at your request as follows,subject to our final confirmation.The above offer is a free offer./The above offer is without engagement.1.We shall make a reduction _ our price if you incre

47、ase the quantity to 5,000 pcs.Practice Lessons 3.We are prepared to keep the offer open _ 25th this month.III.Filling the missing words:2.We would like to direct your attention _ the quality of the goods which is superior _ that of other makes.4.Many of our clients requested us to approach you _ off

48、ers.5.If you could make a reduction _ 1%_ quotation,we have confidence _ securing large orders for you.6.We will withdraw the offer if we should not hear _ you by the end of this week.7.The above offer is subject _ our final confirmation.8.The earliest shipment is December,we hope that it will be ac

49、ceptable _ you.IV.Translate the following letter into English:谢谢谢谢你你方方1月月12日日的的询询价价。现现报报盘盘如如下下，以以你你方方十十日内复到为条件：日内复到为条件：10公公吨吨罐罐装装芦芦笋笋，每每罐罐3.2伦伦敦敦到到岸岸价价，船船期期3/4月月份份。支支付付条条款款是是凭凭即即期期汇汇票票支支付付的的，保保兑兑的的，不不可撤销的信用证付款。可撤销的信用证付款。相信上述报盘能为你方所接受。相信上述报盘能为你方所接受。殷切期待好消息。殷切期待好消息。2007年年1月月15日日 Practice Lessons Pract

50、ice LessonsJan.15,2007Jan.15,2007Dear Sirs,Dear Sirs,Thank Thank you you for for your your enquiry enquiry of of January January 10.10.We We are are now now making making you you an an offer,offer,subject subject to to your your reply reply reaching us within 10 days,as follows:reaching us within 10