外貿(mào)函電課件整合完整版

外貿(mào)函電課件整合完整版外貿(mào)函電復(fù)習(xí)第一章商務(wù)信函基礎(chǔ)知識EnglishCorrespondenceforInternationalTradeTounderstandtheimportanceofcommunicationskillsinrelationtothecareersuccess,andexplaintheneedforthinkingcritically,takingchargeofyourcareer,andstrengtheningyourcommunicationskills(reading,listening,speakingandwriting).UnitOne

BasicKnowledgeofBusinessLetterWritingThestructureandlayoutofabusinessletterWritingprinciplesofbusinessletter(7C原則)Courtesy禮貌Consideration體諒Completeness完整Clarity清楚Conciseness簡潔Concreteness具體Correctness正確第二章建立貿(mào)易關(guān)系UnitTwo

EstabilishingBusinessRelations建立貿(mào)易關(guān)系是交易的第一個環(huán)節(jié)。良好的開端是成功的一半。因此，在寫有關(guān)建立貿(mào)易關(guān)系的信函時，應(yīng)注意禮貌、得體，并應(yīng)將自己要表述的內(nèi)容清楚的敘述完整。

EstabilishingBusinessRelations1、常用模式1.進口商寫給出口商2.出口商寫給進口商DearSirs;DearSirs;A.如何得知對方信息A.如何得知對方信息B.表明自己意圖B.得知貴方有需求C.介紹本公司C.介紹本公司D.請?zhí)峁┫嚓P(guān)信息D.隨函附寄目錄等E.盼回復(fù)E.盼回復(fù)2、常用句型

A類：從…得知貴方信息WehaveheardfromChinaCouncilforthePromotionofInternationalTradethatyouareinthemarketforElectricAppliance.從中國國際貿(mào)易促進委員會獲悉，你們有意購買電器用品。2、常用句型

A類：從…得知貴方信息YournameandaddresshavebeengiventousbySmithCo.,Inc.inNewYork,whohasinformedusthatyouareoneoftheleadingimportersofLightIndustrialProductsinyourcountry.據(jù)紐約史密斯公司介紹，得知你公司名稱和地址，并得知你們是貴國輕工業(yè)產(chǎn)品的主要進口商之一。Ontherecommendationof…Co.Ltd.,wehavelearnedwithpleasurethenameofyourfirmandshallbegladtoenterintobusinessrelationswithyou.承蒙…有限公司的介紹，得知貴公司名稱，我們非常樂意與貴方建立貿(mào)易關(guān)系2、常用句型

A類：從…得知貴方信息類似的表達還有：我們專營中國棉織品出口，愿與你們進行交易。SpecializingintheexportofChineseCottonPieceGoods,weexpressourdesiretotradewithyouinthisline.我們欣然寄上自薦信，希望是互利關(guān)系的前奏。Wearegladtosendyouthisintroductoryletter,hopingthatitwillbethepreludetomutuallybeneficialrelationsbetweenus.我們愿在平等互利、互通有無的基礎(chǔ)上與貴公司建立業(yè)務(wù)關(guān)系。Wearewillingtoenterintobusinessrelationswithyourfirmonthebasisofequality,mutualbenefitandexchangingofneededgoods.本信的主要目的是探索與你們發(fā)展貿(mào)易的可能性。Thepurposeofthisletteristoexplorethepossibilitiesofdevelopingtradewithyou.2、常用句型

C類：介紹本公司我們經(jīng)營的業(yè)務(wù)主要是化肥。Ourlinesaremainlychemicalfertilizers.我們是聲譽卓著的出口商，長期經(jīng)營此商品的出口業(yè)務(wù)。Weareexportersoflongstandingandhighreputation,engagedinexportationofthearticles.我公司與此地可靠的批發(fā)商有密切聯(lián)系，能與你公司做可觀的進口業(yè)務(wù)Beingcloselyconnectedwithreliablewholesalershere,weshallbeabletodoconsiderableimportbusinesswithyou.我方對該貨品擁有廣泛的銷售網(wǎng)，確信能以最低價格銷售貴方產(chǎn)品。Wehaveextensivesalesnetworkforthislineofgoods,soweareconfidentthatwecansellyourproductsatthelowestpossibleprices.2、常用句型

C類：介紹本公司我方在貿(mào)易界有極好的關(guān)系，對這類產(chǎn)品的進口有豐富的經(jīng)驗。Wehaveexcellentconnectionsinthetradeandarefullyexperiencedwiththeimportbusinessforthetypeofproduct.本公司是…地區(qū)…產(chǎn)品的首要出口商之一，因20年來的成功經(jīng)驗而享有佳譽，相信貴方會對本公司的優(yōu)質(zhì)產(chǎn)品和服務(wù)感到滿意。Weareoneoftheleadingexportersof產(chǎn)品in地區(qū)andhaveenjoyedanexcellentreputationthrough20years’successfulbusinessexperience.Wearesurethatyouwillbequitesatisfiedwiththeexcellentqualityofourgoodsandservices.2、常用句型

C類：介紹本公司其他表達方法有：Ourcompanydealswith(handles,dealsin,tradesin,isinthelineof)theimportandexportof…WespecializeintheexportationofWeareoneofthelargest…importersinourcountryandhavehandledwithvariouskindsoftheproductsforabout10years.2、常用句型

D類：提供信息進口商要求出口商提供信息：請?zhí)峁┠愎尽母鞣N詳細規(guī)格，并告知付款條件和折扣率Pleasesubmitfullspecificationsofyour…togetherwithtermsofpaymentanddiscountrate.請?zhí)峁┰诨雍唾|(zhì)量上與隨函所附樣品最近似的人造絲手帕樣品。PleasefurnishuswithyoursamplesofRayonHandker-chiefsclosestindesignsandqualitytothoseweenclosehere.若能盡快提供你方各類產(chǎn)品的詳細情況，我們將不勝感激。Weappreciateitverymuchifyoucanprovideuswiththespecificdetailsofyourallkindsofgoods.2、常用句型

D類：提供信息出口商給進口商隨函附寄目錄等：為使你公司對我們所經(jīng)營的各種手工藝品質(zhì)量有所了解，現(xiàn)航寄去目錄一份，及幾份樣品供參閱。InordertogiveyousomeideaofvariousqualitiesofHandicraftswecarry,wehavepleasureinforwardingyoubyaironecatalogueandafewsamplesforyourperusal(熟讀，精讀).2、常用句型

E類：盼回復(fù)如果你方能盡早回復(fù)，我們將不勝感激。Weshouldbepleasedifyouwouldrespondtoourrequestatyourearliestconvenience.請盡早答復(fù)Pleasereplyatanearlydate.盼速復(fù)Welookforwardtoyourpromptreply.盼早復(fù)weanticipatereceivingyourearlyreply.請區(qū)分anticipate和expect3、翻譯練習(xí)我們從駐倫敦的商務(wù)參贊處得知，你公司有興趣與我們進行交易。WelearnedfromtheCommercialCounseller’sOfficeinLondonthatyouareInterestedindoingbusinesswithus.為了使你們對我們可供出口的各類紡織品有一個總的概念，隨信附上樣本簿和價格單各一份，供你們查閱。Inordertogiveyouageneralideaofourvariousoftextilesavailableforexport,weareenclosingherewithsamplebooksandacopyofpricelistforyourinformation.搪瓷器皿出口業(yè)務(wù)屬于我公司經(jīng)營范圍。Theexportofenamelwarecomeswithinthescopeofourbusinessactivities.我們的一個客戶想要購買和中國紅茶。OneofourclientsisinthemarketforChineseblacktea.我們了解到你公司是中國手工藝品的出口商，因此冒昧的寫信給你。WelearnedthatyouareanexporterofChineseartsandcraftsgoods,sowetakethelibertyofwritingtoyou.3、翻譯練習(xí)由于希望與你公司建立業(yè)務(wù)關(guān)系，我們向你們自我介紹，我公司是法國南部各式男女襯衫的進口商。Aswehopetoestablishbusinessrelationswithyou,wemakeself-introductionasbeinganimporterofvariousmen’sandwomen’sshirtsinsouthFrance.我們是一家在全世界范圍內(nèi)經(jīng)營進出口業(yè)務(wù)的貿(mào)易公司。Wearetradingcompanydoingimportandexportbusinessallovertheworld.我們在平等互利、互通有無的基礎(chǔ)上，已經(jīng)和世界上100多個國家商號建立了貿(mào)易關(guān)系。Wehavealreadyestablishedbusinessrelationswithmorethan100firmsintheworldonthebasisofequality,mutualbenefitandexchangeoftheneededgoods.正如你所知，我們是信譽良好的照相機進口商，希望與你們建立商務(wù)關(guān)系。Asyouknow,weareawell-establishedcameraimporterandarewillingtoenterintobusinessrelationswithyou.4、撰寫信函(翻譯該信函)ABCToywasestablishedin1990.Ourofficeandfactoryarelocatedin…Westartedbusinessasamanufacturerofplastictoys.Ourmainproductsareplasticvehiclesforkidssuchastricycle（三輪腳踏車）,bicycle,babywalker（兒童推車）,babyrocker（兒童搖椅）andaccessory（零配件）fortoys’suchaswheel.Ourproductsareverypopularanddistributednationwide.Withover16years-experience,wedevelopmorethan50designseachtosatisfycustomers’want.Eachyearweintroducealotofnewtoysandourproductshaveremainedconsistentlypopularinthemarket.Wededicatedoureffortstomaketoysthatbringsmiletochildren’sfaceandalsostimulatethephysicalandintellectualdevelopment.Formoreinformation,pleasecontactus.4、信函翻譯ABC公司創(chuàng)建于1990年。公司廠址位于…我們是塑料玩具制造商，主要產(chǎn)品是兒童塑料車，如三輪腳踏車、自行車、兒童推車、兒童搖椅等，及以上述玩具的零部件，如車輪等。我們的產(chǎn)品在市場上頗受歡迎，暢銷全國各地。我國擁有16年以上的經(jīng)驗，對每種產(chǎn)品都設(shè)計出50多種款式來滿足顧客的不同需求。每年我們都會開發(fā)設(shè)計很多新型玩具，而且產(chǎn)品在市場上一直享有美譽，收到喜愛。我們的產(chǎn)品不僅致力于給孩子們帶來歡樂，而且力求能促進他們的身心發(fā)展。想了解更多的信息，請聯(lián)系我們第三章詢盤UnitThree

Enquiries詢價通常是由買方發(fā)出的，在許多情況下，買方將詢價信函與建立貿(mào)易關(guān)系的信函融為一體，也就是說，在信的開頭表達了希望建立貿(mào)易關(guān)系的意愿后，接著就向?qū)Ψ剿饕嘘P(guān)商品的目錄本、價格單、樣品等等。

Enquiries1、常用模式一般詢價模板具體模板（范圍寬，之前未聯(lián)系）（有針對性，之前聯(lián)系過）Dearsirs;Dearsirs;A.如何得知對方信息A.收到出口商建立業(yè)務(wù)關(guān)系的信函B.表明感興趣的產(chǎn)品B.表明對某產(chǎn)品感興趣C.詢問價格等，附上詢盤單C.詢問價格等，附上詢盤單D.索要目錄等D.索要目錄，小冊子等E.報有競爭力的價格E.報有競爭力的價格F.盼回復(fù)F.盼回復(fù)2、常用句型

A類：如何得知對方信息我們從《中國日報》上拜讀了貴公司的廣告，我方對貴公司的產(chǎn)品感興趣。We’veseenyouradvertisementinChinaDailyandareinterestedinyourproducts.從XX公司獲悉貴公司是制作款式新穎各類皮革手提包的生產(chǎn)廠家WehavelearnedfromXXcompanythatyouareamanufacturerofhigh-fashionhandbagsinvarietyofLeathers.2、常用句型

B類：對某產(chǎn)品感興趣我們對你方在《中國日報》上刊登的廣告很感興趣，先請告你方港口建設(shè)投標的詳細情況。WereadwithinterestyouradvertisementintheChinaDailyandshouldbegladtoreceiveparticularsofyourtenderforportconstruction.我們對你們最近在廣州交易會上展列的機械玩具感興趣，請詳告你們的出口條件。WeareinterestedinthemechanicaltoysdemontratedattherecentCantonTradeFairandshouldbegladtohavedetailsofyourexportterms.2、常用句型

B類：對某產(chǎn)品感興趣你們在5月期《好管家》刊登的臺燈廣告，我們很感興趣。WeareinterestedinthedesklampsyouadvertisedintheMayissueof“GoodHousekeeker”.欣告我方對塑料制廚房用具感興趣。Wehavepleasureininformingyouthatweareinterestedinyourplastickitchen-ware.我們對你方的杏仁產(chǎn)品頗感興趣。WetakeinterestinyourApricotKernels.吃貨們的英語小課堂干果類的詞匯核桃仁腰果WalnutmeatCashewnut花生仁榛子Peanut(Groundnut)kernelsHazelnut巴旦木西瓜子AlmondsMelonseeds夏威夷果葵花籽HawaiinutSunflowerseeds碧根果開心果PecanPistachio（苦）杏仁（bitter）apricotkernels2、常用句型

C類：詢問價格等，附上詢盤單請報你方家具最優(yōu)惠的成本加運費到紐約價，并告知最早交貨期。PleasequotebestCFRNewYorkforyourfurnitureandtellustheearliestpossibledateofdelivery.我們還想了解各類商品的每種顏色和花樣的最低出口起售量。Wewouldalsoliketoknowtheminimumexportquantitiespercolourandperdesign.2、常用句型

C類：詢問價格等，附上詢盤單如蒙告知，若我方訂購20000件你方能給予的折扣，將不勝感激。Weshouldappreciateitifyouwouldletusknowwhatdiscountyoumaygrantusifweplaceanorderfor20,000pieces.能否告知我方，超過1000公噸后的訂單折扣是多少。Willyouletusknowwhatdiscountyoucangiveforanorderexceeding1000metricton.希望你方報成本加運費保險到紐約的最低價。We’dliketohaveyourlowestquotationsCIFNewYork.2、常用句型

C類：詢問價格等，附上詢盤單請告知你方產(chǎn)品的所有明細，以便我公司轉(zhuǎn)告客戶。Pleaseletushavefulldetailsofyourproductssothatwecanpassontheinformationtoourclients.現(xiàn)隨函附上詢價表載明欲購商品之名錄，請報貴方FOB上海港的價格。Pleasequoteusforthesupplyoftheitemlistedontheenclosedqueryform,givingyourpricesFOBShanghai.2、常用句型

C類：詢問價格等，附上詢盤單如能對下列產(chǎn)品報最低價，我方將不勝感激。Weshallbepleasedifyousendusyourlowestquotationforthefollowing:請報最低價，說明原產(chǎn)地、包裝、詳細規(guī)格、可供數(shù)量和最早交貨期。Pleasesendusyourbestofferindicatingorigin,packing,detailedspecifications,quantityavailableandearliestdateofshipment.2、常用句型

D類：索要目錄、樣品等請惠寄貴方商品目錄，并注明你方付款條件及能給的最大折扣。Wewouldappreciateyoursendingusacatalogueofyourproductstogetherwithtermsofpaymentandthelargestdiscountyoucanallowus.盼能惠寄商品目錄和報價單。Wewouldappreciateyourcataloguesandquotations.2、常用句型

D類：索要目錄、樣品等請盡早寄來最新目錄三份。Pleasesendusthreecopiesofyourlatestcatalogueatyourearliestconvenience.盼能惠寄商品目錄和報價單。Wewouldappreciateyourcataloguesandquotations.請寄附有最優(yōu)惠的巴黎到岸價的最新商品目錄，并告知每件貨物的大約重量。PleasesendusyourlatestcataloguewithyourbestCIFParisprices.Wewillalsoappreciateyourtellingustheapproximateweightofeacharticle.2、常用句型

E類：報有競爭力的價格若質(zhì)量好且價格適合我方市場，我們愿考慮簽署一項長期合同。Ifyourqualityisgoosandthepriceissuitableforourmarket,wewouldconsidersigningalong-termcontractwithyou.我公司很樂意跟你公司繼續(xù)有業(yè)務(wù)往來，且正在等待你公司的報盤。Wewouldlikeverymuchtocontinuetodobusinesswithyouandarenowawaitingyouroffer.如果價格具有競爭力，且交貨日期合適，我方會考慮大量訂購。Shouldyourpricebefoundcompetitiveanddeliverydateisacceptable,weintendtoplaceasubstantialorder.2、常用句型

E類：盼回復(fù)盼早復(fù)。Weanticipatereceivingyourearlyreply.如能盡快回復(fù)該詢盤，我方不勝感激。Yourpromptreplytothisinquirywillbeappreciated.3、翻譯練習(xí)從ABC公司處得知你公司現(xiàn)能供應(yīng)水果和干果。WelearnedfromABCcompanythatyouareinapositiontosupplyfruitanddriedfruit.我們想獲得你方刺繡亞麻品的商品目錄和價目單。Weareinterestedinobtainingthecatalogueandpricelistofyourembroideredlinenproducts.如果你們第一筆運來的貨令人滿意，隨后將有大批續(xù)訂。Ifthequalityofyourinitialshipmentisfoundsatisfactory,largerepeatorderswillfollow.3、糾錯練習(xí)DearSirs;Wehavetoacknowledgereceiptofyourletterof11th,togetherquotationandtermsandalsoyourlatestillustratingcatalogue,whichwethankyou.Wearenowinthepleasureofsendingyouaorderwithvariousitemasperordersheetenclosing.Wetrustthatthiswillpayyourusualcarefulattention.Yoursfaithfully,4、撰寫信函你想購買甲等和乙等的西瓜子望對方能報盤，并告知最早的交貨期和最大供應(yīng)量若能航郵具有代表的樣品，將不勝感激。DearSirs;WeareinthemarketforMelonSeedsofthefirstandsecondgradeandshouldbeappreciatedifyouletushaveyourofferswithsomerepresentativesamplesbyairmail.Whenofferingtheseeds,pleasestatetheearliestpossibletimeofshipmentandquantitiesavailable.Yoursfaithfully,第四章回復(fù)函UnitFourReplies

回復(fù)函回復(fù)函一定要及時全面的回答詢盤中所涉及的所有內(nèi)容，每接到一封詢盤，就意味著有了做成交易的機會。因此，一定要認真、禮貌的撰寫回復(fù)函。最好能盡快回復(fù)，因為商機轉(zhuǎn)瞬即逝，尤其是在競爭激烈的外貿(mào)市場。如果發(fā)現(xiàn)對方想要的產(chǎn)品一時沒貨，也不要置之不理或者簡單的一句無貨了事。要采取積極主動的態(tài)度，有禮貌、得體的做出回復(fù)。在信函的開頭可先表示對詢盤的感謝，然后再說明無貨，并向?qū)Ψ奖硎颈福篧earesorrythatwehavenostockatpresent.若暫時無貨，可在交貨期上做文章，如詢問對方晚些交貨可否：couldyouacceptdeliveryinJulyorSeptember?還可向?qū)Ψ酵扑]類似產(chǎn)品或請對方看商品目錄，引起對方購買其他商品的興趣：MayIdrawyourattentiontoitem10?Perhapsyou’dliketoglancethroughourcatalogue.UnitFourReplies

回復(fù)函本章節(jié)內(nèi)容：1、常用模式2、常用句型3、翻譯練習(xí)4、撰寫信函1、常用模式Dearsirs;A.感謝對方的詢盤B.隨信附上我方產(chǎn)品目錄及小冊子以便參閱。（另附樣品）C.特殊說明（就重要細節(jié)或環(huán)節(jié)做專門解釋，如價格、支付條件等）D.簡單介紹本公司優(yōu)勢產(chǎn)品并說明本公司的競爭力。E.盼回復(fù)2、常用句型

A類：感謝對方詢盤Thankyouforyourinquiryforbothshoesandmen’sT-shirtsCFRNewYorkdatedJuly25.Wewereverypleasedtoreceiveyourenquiryof2ndJuly.2、常用句型

B類：隨信附寄…為使你方更好的了解我方的五金產(chǎn)品，今選出代表性的樣品航寄你方共你方細閱。ToenableyoutohavebetterunderstandingofourHardware,wearesendingyoubyairaselectionoftheirrepresentativesamplesforyourscrutiny.隨函寄去我方價目表一份。Wearesendingyouundercoveracopyofourpricelist.Weareenclosingacopyofourpricelist.我們隨函附寄的帶插圖的商品目錄里面涵蓋了您提出的所有細節(jié)，另寄豐富的樣品。Weareenclosingourillustratedcataloguegivingthedetailsyouaskfor.Also,underseparatecover,wearesendingyouafullrangeofsamples.2、常用句型

B類：隨信附寄…另行寄上我方目前出口的合成纖維布料布樣，希望某些花樣及顏色能使你方喜歡。Underseparatecover,wearesendingyouonesamplepadforthesyntheticfabricdressmaterialsweareexportingatpresent.Wehopesomeofthedesignsandcolourswillprovetoyourliking.我們已航空郵寄這種商品的樣品2磅。Wehaveforwardedyoubyseparateairmail2lbssampleofthismaterial.2、常用句型

C類：特殊說明Weallowaproperdiscountaccordingtothequantityordered.AstothetermsofpaymentweusuallyrequireL/Cpayablebysightdraft.Wecanmakeproductsaccordingtothegivendesignsandproducethedesignedgoodsinlargequantities.Forregularpurchasesinquantitiesofnotlessthan100dozenofindividualitemswewouldallowyouadiscountof2%.PaymentistobemadebyL/Catsight.2、常用句型

D類：介紹本公司優(yōu)勢和暢銷品Becauseoftheirsoftnessanddurability,ourallcottonbedsheetsandpillowcasesarerapidlybecomingpopularandafterstudyingourpricesyouwillnotbesurprisedtolearnthatwefinditdifficulttomeetthedemand.Asyoumaybewellaware,weareastate-operatedcorporationhandlingthislineofbusinessformanyyears.Soweareinagoodpositiontoserveourcustomerswiththemostreliablequalityofthelineyousuggested.2、常用句型

E類：盼回復(fù)Wehopethecatalogueandsampleswillreachyouingoodtimeandlookforwardtoyourorder.3、翻譯練習(xí)正如你所知，我們是經(jīng)營此類商品多年的國營公司。Asyouknowweareastate-ownedcompanyhandlingthiskindofitemsformanyyears.一旦收到你方具體詢盤，我們將立即給你們報最優(yōu)惠的巴黎到岸價。AssoonaswereceiveyourspecificenquirieswewillmakeyoubestofferonCIFPairsbasis.關(guān)于支付條件，我們需要憑即期匯票支付的信用證。Asfortermsofpayment,weneedL/Cpayablebydraftatsight.隨函附上根據(jù)你方第15號詢價單所開的報價單，期待你方確認。WeenclosequotationsheetagainstyourEnquiryNo.15andlookforwardtoyourconfirmation.4、撰寫信函（主動尋找客戶型）請翻譯：我們得知你公司地址，要感謝英國駐北京大使館商贊處。該處已告知我們，你公司要購買化工產(chǎn)品。為此今特與你公司聯(lián)系，希望與你公司建立互利的貿(mào)易關(guān)系。我公司是國營公司，獨家經(jīng)營化工產(chǎn)品進出口業(yè)務(wù)，現(xiàn)隨函附寄我公司目前可以供應(yīng)的主要出口商品表一份。如你公司需要該表所列項目以外的任何商品。我公司一旦接到你方詳細貨單，將盡力為你方提供所需商品。茲并奉告，我們在同歐洲國家的客戶進行貿(mào)易時，一貫堅持平等互利、互通有無的原則，以便通過雙方共同努力，促進業(yè)務(wù)和友誼，共同受益。盼您盡早回復(fù)4、撰寫信函WelearnedyouraddressfromtheCommercialCounseller’sOfficeoftheEmbassyofTheUnitedKingdomofGreatBritainandNorthernIrelandinBeijingwhohasalreadyinformedusthatyouareinthemarketforchemicalproducts.Weherebycontactyouinthehopeofestablishingmutuallybeneficialbusinessrelationswithyou.Weareastate-operatedcompanyhandlingexclusivelytheimportandexportbusinessofchemicalproducts.Wearenowenclosingalistofmaincommditiesavailableforexport.Ifyouneedanyitemsbeyondthislist,wewilldoourutmost(adj.極度的，極大的)tosupplyyoutheneededuponreceiptofyourdetailedlist.WealsoinformyouthatwhendoingtradewithEuropeanclients,wealwaysadheretotheprincipleofequality,mutualbenefitandexchangeoftheneededgoodsinordertopromotebothbusinessandfriendshipandbenefitmutuallythroughjointefforts.Lookingforwardtoreceivingyourearlyenquiry.第五章報盤UnitFive

Offer報盤有多種方式，可報虛盤，如給買方開個價格，供其參考；也可報實盤，作為簽訂合約的建議。在交易磋商的過程中，往往虛實結(jié)合，反復(fù)洽商，直到雙方對交易的條件完全達成一致意見，交易即告成立。若報實盤，對方一經(jīng)接受，就具有法律效力，賣方不得隨意撤回。報盤除有完整的交易條件外，還有有效期，如：Thisofferisfirm(或valid,open,good)for…days.該報盤有效期為…天。賣方為爭取主動，往往會先報虛盤，如：Thisofferissubjecttoourfinalconfirmation.該報盤以我方最后確認為準。報盤和報價不同；報價僅針對價格，而報盤則包括所有交易條件包括價格。報盤的寫作原則：1、及時回復(fù)2、明確、準確的答復(fù)3、在報盤中包含全部交易條件4、如是實盤，則需要注明有效期5、在報盤時對商品中值得炫耀的地方多加渲染UnitFive

Offer本章節(jié)內(nèi)容：1、常用模式2、常用句型3、翻譯練習(xí)4、撰寫信函5、作業(yè)1、常用模式A.感謝對方詢盤或詢價B.（在一定時效內(nèi)）我方即出口商報盤或報價如下：C.具體報盤：選擇詳述部分商品信息或交易條件D.隨函附寄商品目錄或小冊子，以加強了解E.質(zhì)優(yōu)價廉，盼早下單2、常用句型

A類：感謝對方詢盤感謝你方123號有關(guān)皮箱的詢價ThankyouforyourinquiryNo.123forleatherSuitcases.感謝你方7月2日詢盤Weareverypleasedtoreceiveyourenquiryof2ndJuly.2、常用句型

B類:(在一定時效內(nèi))報盤如下：現(xiàn)報盤如下，以我方時間9月25日下午4時前復(fù)到有效。Wecanofferasfollows,subjecttoyourreplyreceivedhereby4pm,ourtime,September25.本公司必須強調(diào)，此報價僅有效3天。因為天鵝絨的存貨有限而需求旺盛。Wemuststressthatthisofferisfirmfor3daysonlybecauseoftheheavydemandforthelimitedsuppliesofthisvelvetinstock.2、常用句型

B類:(在一定時效內(nèi))報盤如下：該報盤有效期到…為止Thisofferwillremain(be)effective(valid,firm,open,available,good)until…此報盤從…起一周內(nèi)有效Thisofferisopenforaweekfrom…我們能以具有吸引力的價格向你方就各式各樣的中國棉布報盤WecanofferyouvariouskindsofChineseCottonPieceGoodsatattractiveprices.2、常用句型

C類:詳述報盤信息所有報價須經(jīng)我方最后確認，除非另有規(guī)定或達成一致意見所有價格都不含傭金。Allquotationsaresubjecttoourfinalconfirmation.Unlessotherwisestatedoragreedupon,allpricesarenetwithoutcommission.我方報價是經(jīng)過精密計算的，然而為促進業(yè)務(wù)，我們準備給你方…%的折扣。Thepricewequotedisaccuratelycalculated,butinordertoencouragebusiness,wearepreparedtoallowyouadiscountof…%在確認你方訂單后1個月內(nèi)可裝運。Wecaneffectshipmentwithinonemonthafteryourorderhasbeenconfirmed.2、常用句型

C類:詳述報盤信息如訂購2000臺以上，我們將特價報盤，每臺9.10美元，即給5%的折扣。Onconditionthatyoutakemorethan2000sets,wearepreparedtoofferthisspecialpriceof$9.10perset,a5%discout.除非另有說明或約定，價格一律沒折扣。Unlessotherwisestatedoragreeduponallpricesarewithoutanydiscount.如我們廠方接受你方條款，我們將樂于在1月份交貨。WeshallbepleasedtomakedeliveryinJanuaryifourmanufacturersacceptyourterms.2、常用句型

D類:隨函附寄…為給你方提供我方產(chǎn)品的情況，現(xiàn)隨函附寄報價單TP201號供參考。Togiveyouageneralideaofourproducts,weencloseourpricelistNo.TP201withdetailsforyourreference.另行寄上我方目錄若干份，以便你方作出適當選擇。Underseparatecoverwearesendingyouseveralcopiesofourcatalogue,enablingyoutomakesuitableselection.現(xiàn)附上時價表供你方參考，我方可立即發(fā)貨。Wehavepleasureinattachingourcurrentquotationforyourreferenceand,asweabletoofferforpromptdelivery.2、常用句型

E類:質(zhì)優(yōu)價廉可滿足對方要求，盼早下單我方報價的所有商品都是由最好質(zhì)量的皮革制作的，并且可供的花色及式樣足以滿足你方客戶的需要。Allitemsforwhichwehavequotedaremadeofverybestqualityleatherandcanbesuppliedinarangeofdesignsandcolourswideenoughtomeetyourclients’requirement.良好的品質(zhì)、誘人的花樣以及我們所報的合理價格將會使你方相信，這些料子是貨真價實的。Theirfinequality,attractivedesignsandthereasonablepricesatwhichweofferthemwillconvinceyouthatthesematerialsarereallyofgoodvalue.本公司樂于為您效勞。Itisourdesiretohavethepleasureofservingyou.2、常用句型

E類:盼回復(fù)盼接受Weanticipateyouracceptance.盼早復(fù)Weanticipatereceivingyourearlyreply.3、翻譯練習(xí)我們報每噸商品1000美元，這是目前最好的價格。Wehaveofferedthegoodsat$1000permetrictonwhichisthebestatpresent.我方給您報的是最低價格，按此價格我們已經(jīng)和其他客戶做了許多交易。Wehavequotedyouourlowestpriceatwhichwehavedonemanybusinesseswithotherclients.本報盤5日內(nèi)有效。Thisofferisvalidfor5days.以上報盤本月底前有效。Theaboveofferisfirmbytheendofthismonth.本報盤以收到你方訂單時，貨未售出為有效。Thisofferissubjecttothegoodsbeingunsolduponreceiptofyourorder.3、翻譯練習(xí)如果你方認為這一報盤可以接受，請即來電，以便我方確認。Ifyouthinkthisofferisacceptable,pleasecallusinorderthatwecanconfirm.按照你們的要求，我們報50公噸大豆的實盤如下，以自本日起一周內(nèi)你方復(fù)到為準。Attherequestofyou,weofferyoufirm,subjecttoyourreplyreachingherewithinoneweek,50metrictonssoybeansasfollows:茲報實盤，以我方時間10月5日星期四上午10點以前答復(fù)為有效。Wemakeafirmoffersubjecttoyourreplyreachingusby10am.ourtime,Thursday,Otc.5th.4、撰寫信函感謝貴公司8月1日寄來的詢價單，該函及所附的樣品均已收悉。對該樣品檢驗的結(jié)果，我們向貴公司保證，敝公司能夠制造與該樣品相同型號與品質(zhì)的產(chǎn)品。4、撰寫信函基于貴公司每年10萬雙的需求量，我方報盤如下：價格：CIF紐約每雙25美分包裝：塑料袋，外包裝紙板箱支付：即期信用證交貨：收到訂單后的90天內(nèi)即11、12月安排裝船4、撰寫信函我們可向貴公司保證，此種價格是基于上述數(shù)量的最低價。其他技術(shù)性事項可參閱我公司的商品手冊。如有其它問題，請多指教附件：商品手冊一份4、撰寫信函

Dearsirs;Wehavereceivedyourenquirysheetof1stAug.togetherwiththeattachedsampleforwhichwethankyou.Asfortheresultofinspectionofsample,wemayassureyouthatweareinapositiontomanufacturethesameproductsindesignandqualityasthesample.4、撰寫信函Onthebasisof100,000pairsannualrequirementweofferyouasfollows:Price:25centsCIFNewYorkperpairPacking:inplasticbagsouter,packedincardboardcartonsPayment:bysightL/CDelivery:duringNov./Dec.90daysafterreceiptofyourorder4、撰寫信函Wecanassureyouthatthispriceisthelowestpriceaccordingtotheabovequantity.Youmayrefertoourcatalogueregardingtheothertechniqueitems.Pleasegiveusyourdirectionsifyouhaveanyproblems.Yoursfaithfully,Encl:acopyofcatalogue第六章還盤UntitSix

Counter-offer還盤交易的一方在接到一項發(fā)盤后，不能完全同意對方的交易條件，為了進一步洽商交易，針對另一方的發(fā)盤內(nèi)容提出不同建議，這種口頭的貨書面的表示在國際貿(mào)易中稱之為還盤。另請注意：還盤包括還價、還包括對支付方式、裝運期等主要交易條件提出不同的建議。UntitSix

Counter-offer本章節(jié)內(nèi)容：1、常用模式2、常用句型3、翻譯練習(xí)4、撰寫信函5、作業(yè)1、常用模式A.感謝對方對該產(chǎn)品的報盤；或?qū)Ψ絏X日XX號文書的報盤已收悉B.我方認真考慮后，無法接受某項或某些條件C.陳述我方不能接受的理由D.提出我方的建議或想法E.望對方能接受，盼回復(fù)2、常用句型

A類：感謝對方報盤WehavereceivedyourofferNo.16offeringus2,500setsforthreedesignsofthesubjectgoods.我方已收到貴方第16號提供2500臺3種規(guī)格上述電冰箱的報盤。Wethankyouforyourofferbyfaxofseptember3for5,000piecesofthecaptionedgoodsat$9.50perpieceCIFNewyork.感謝貴方9月3日傳真所發(fā)標題下貨物5000件的報盤，每件價格為紐約成本、保險加運費9.50美元。WethankyouforyourquotationNo.12foryourNCR-FM790MedicalApparatusandInstruments,andwehavegivenitverycarefulconsideration.貴方關(guān)于NCR-FM790醫(yī)療器械的12號報價收悉，我們給予了認真的考慮。2、常用句型

B類：無法接受某些條件Inreply,weregrettoinformyouthatourclientsfindyourpricemuchtoohigh.抱歉通知貴方，我方用戶發(fā)現(xiàn)貴方價格偏高。Howeverweregrettoinformyouthattheminimumof10,000yardsperdesignistoobigforthismarket.然而，很遺憾的告訴貴方，100000碼的最低訂購量對于這里的市場來說太多。2、常用句型

B類：無法接受某些條件我雖然對貴方產(chǎn)品感興趣，但由于價格太高，我還不能訂貨。MuchasIaminterestedinyourproduct,Icannotplaceanorderwithyoubecauseofthehighprice.你公司XX日寄來的價目單看起來不錯，但所列的付款條件不符合我們的貿(mào)易習(xí)慣。Yourquotationdatedxxsoundsinterestingbutthelistedpaymentconditionsarenotcustomaryinourtrade.很遺憾，我們不能接受你方報盤，你方價格過高。Unfortunately,wecannotacceptyouroffer.Yourpricesareprohibitive(禁止的，望而卻步的，價格過高的).2、常用句型

C類：陳述不能接受的理由有信息顯示，此地銷售的別國生產(chǎn)的冰箱價格比貴方低5%左右。Informationindicatesthatsomekindsofthesaidarticlesmadeinothercountrieshavebeensoldhereatalevelabout5%lowerthatthatofyours.我方不否認貴方產(chǎn)品的質(zhì)量較好，但是，不管怎樣，價格不能差異太大。Wedonotdenythatthequalityofyourproductsisslightlybetter,butthedifferenceinpriceshould,innocase,besobig.我方不否認對貴方的產(chǎn)品感興趣，但是我們從其他商號獲得報價比你方要低8%。Wedon’tdenythatweareinterestedinyourproducts,asyouknow.However,wefindthatwecanobtainfromanotherfirmapriceof8%lowerthatthatofyours.2、常用句型

C類：陳述不能接受的理由我方贊賞貴方產(chǎn)品的良好質(zhì)量，但即便是這等質(zhì)量的產(chǎn)品貴方的報價也過高了。如我方接受貴方價格，售后獲利就非常少，因為當?shù)厥袌鰧υ擃惍a(chǎn)品的需求以中檔為主。Weappreciatethegoodqualityofyourproducts,butunfortunatelyyourpricesappeartobeexcessiveevenfortheproductsofthisquality.Toacceptthepricesyouquotewouldleaveuswithonlyasmallprofitonoursalessincethisisanareainwhichtheprincipaldemandisforarticlesinthemediumpricerange.我們認為你方價格不合適，因為這種材料的價格正在下跌。Wefeelthatyourquotationisnotproperbecausethepriceforsuchmaterialisonthedeclineatpresent.你方報盤與現(xiàn)行市場價格不符。Thepriceyouofferedisnotinlinewiththeprevailingmarket.2、常用句型

D類：提出我方建議或想法如果貴方能降低到那個價格，我方愿向貴公司訂購我方年內(nèi)所需之貨物。Ifyouwouldreduceyourpricetothatextent,wewillbepleasedtoplacewithyouanorderthatwillcarryusfortherestofthisyear.如果貴方把每件花色的最低訂購量降到7000碼，將有可能向貴方訂貨。Incaseyoucanreducetheminimumto7000yardsperdesign,thereisapossibilityofplacingorderswithyou.鑒于我們長期的業(yè)務(wù)關(guān)系及友好的合作前景，我方建議貴方接受“貨到后憑單付款”或“開出見票60天付款的匯票向我方收款”的條件。Inviewofourlongtermrelationsandouramicablecooperationprospects,wesuggestthatyouaccepteither“CashagainstDocumentsonarrivalofgoods”or“Drawingonusat60day’ssight”2、常用句型

D類：提出我方建議或想法如能給5%的折扣，我方現(xiàn)在就有一份可靠的訂單。Wehaveonesureorderifyoucanallowusa5%discount.只要稍作讓步，比如降價2%，就可以得到一大筆交易。Youcouldbenefitfromhighersalewithalittleconcession,saya2%reduction.如果你們能改善貨物的包裝，我公司將接受你公司的特價報價單。Wecanonlyacceptyourspecialofferifyourassureimprovedpackingofyourgoods.如果你公司延長保證時間至12個月，則我公司準備接受你們的報價。Wearereadytoacceptyourofferprovidedyouextendtheperiodofguaranteeto12months.2、常用句型

E類：望接受，盼回復(fù)由于市場競爭激烈，建議貴方立即接受。Asthemarketisofkeencompetition,werecommedyourimmediateacceptance.若貴方能考慮上述要求并早日給予有利回復(fù)，我方將不勝感激。Yourfirstprioritytotheconsiderationoftheaboverequestandanearlyfavourablereplywillbehighlyappreciated.為促進貴方貿(mào)易，請接受此并不苛刻的條件，期盼貴方有利的答復(fù)。Inordertopromoteyourbusiness,pleaseacceptthisunharshcondition.Weawaityourpleasantreply.3、翻譯練習(xí)若你公司堅持你方價格，我們就無法給你一個適當?shù)膬r格。Ifyouinsistonyourprice,wecannotmakeyouasuitableoffer.我們以較低的價格提供更好的產(chǎn)品。Wecansupplysuperiorqualitygoodsatalowerprice.你公司報價貨物包裝不符合標準，能否適用可防止破損的包裝。Thepackageofyourofferisnotuptothestandard,canyouusethepackagepreventingfromdamage?受到我公司倉儲能力的限制，貨物需分3次分運。不知在這種條件下你公司的報價是否仍有效。Owingtothelimitofourstorage,thegoodsshouldbeshippedinthreelots.Wewonderifyourofferisvalidunderthecircumstances.3、翻譯練習(xí)我公司對于你公司30日寄來的報價單中的保險事項不甚滿意，你公司能否對其重新考慮。Wearenotsatisfiedwiththeitemsofinsurancelistedinyourquotationof30th.Wewonderifyoucantakeitintoconsiderationagain.我們覺得，對于你公司的易腐貨物，只適用于冷藏卡車運輸，請立刻告知我公司此辦法是否可行。Wethinkyourperishablegoodsissuitableforcoldstoragetruck.Pleaseletusknowimmediatelywhetherthismethodisworkableornot.考慮到我公司報你之價格已為最低價，故無法滿足你公司的特殊要求。Consideringthatthepriceweofferedyouisthelowestprice,wearenotinapositiontomeetyourspecialrequirment