外貿(mào)函電之詢盤(pán)、報(bào)盤(pán)與還盤(pán)(Enquiries,Offers and Counter-offers).ppt

1、Project Two: Enquiries, Offers and Counter-offers,Objectives of this Project: 1.詢盤(pán),報(bào)盤(pán)和還盤(pán)的內(nèi)容 2.詢盤(pán),報(bào)盤(pán)和還盤(pán)信的基本寫(xiě)法 3.詢盤(pán),報(bào)盤(pán)和還盤(pán)信中常用的詞匯及表達(dá)方式,Introduction: Definition of an enquiry,offer,counter-offer:,An enquiry is a request for information. In the international business the importer may send an inquiry to a

2、n exporter, inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods.,An offer is a formal presentation of the goods to be supplied on the terms specified therein for the buyers acceptance. The difference between an offer and

3、 a quotation: A quotation is not an “offer” in the legal sense. It is just an indication of price without contractual obligation and subject to change without previous notice. A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the

4、buyer.,The following structure may be referred to in writing an enquiry:,1.State the source of the information and make a self-introduction at the beginning of the letter. 2. State the purpose of writing the letter. For example, the writer may explain to the recipient what he wants, give a descripti

5、on or specification of the goods he requires or express his willingness to enter into business relations with the recipient, etc. 3. End the letter by expressing the expectation for an early reply.,A satisfactory letter concerning an offer or quotation can be written in the following way:,1. Open th

6、e letter by expressing thanks for the enquiry, if any. 2. Explain the details of business conditions, such as name of commodities, quality, quantity, specifications, unit price, type of currency, packing condition, date of delivery, terms of payment, discount, ect. 3. End the letter in the way that

7、encourages the enquirers to place an order or give an early reply.,Letters including a counter-offer can be written in the following structure:,Open the letter by thanking the recipient for his offer. 2. Decline the original offer by providing the recipient with detailed and reasonable reasons. 3. P

8、ut forward the desired business conditions and try to persuade the recipient to accept them. 4. Close the letter by expressing expectations for a favorable reply.,New Words and Expressions,1.enquire /inquiry v. 詢價(jià)，詢購(gòu)，詢問(wèn) inquire for/about sth. 詢購(gòu)某種商品 *Thank you for your letter of September 1 inquirin

9、g for 3,000 m/ts Northeast Rice. 感謝你方九月一日詢購(gòu)三千公噸東北大米的來(lái)信。 *The ladies pyjamas you are inquiring for are now out of stock. 你方現(xiàn)詢價(jià)的女士睡衣沒(méi)貨。 *We are inquiring about the supply of sugar and coffee. 我方正在詢購(gòu)糖和咖啡的貨源。,2. quote v. 報(bào)價(jià) quote sb. a price for (or: on) sth. 報(bào)給某人某種商品的價(jià)格 *Please quote us your lowest pri

10、ces for personal computers. 請(qǐng)報(bào)個(gè)人電腦的最低價(jià)。 *We quoted this article at US$278 per case. 這種商品每箱報(bào)價(jià)二百七十八美元。 *Would you please quote us your best price FOB Dalian for (or: on) 1,000 pieces of leather jacket. 請(qǐng)報(bào)一千件皮夾克的最優(yōu)惠大連船上交貨價(jià)。,3.place v. 發(fā)出，置于，售出 *If the quality of your goods is good and the price is acce

11、ptable to us, we will place a large order with you . 如你方產(chǎn)品質(zhì)量好，價(jià)格可接受，我們將與你方大量訂貨。 *We regret that our customers have places their orders elsewhere. 很遺憾我方的客戶在其他地方已經(jīng)訂貨了。 4. offer n. 報(bào)盤(pán)，報(bào)價(jià) make (or: give, send) sb. an offer for(or: on) sth. 報(bào)給某人某種商品 *We are making you an offer for (or: on) 300 gross “Chu

12、nghua” Brand Pencils at Stg.3.1 per gross CIF London. 現(xiàn)報(bào)三百羅“中華”牌鉛筆，每羅成本加運(yùn)費(fèi)、保險(xiǎn)費(fèi)到倫敦價(jià)三點(diǎn)一英鎊。,*We are pleased to have received your offer for mens shirts. 我方很高興收到你方男式襯衫的報(bào)盤(pán)。 offer v. 報(bào)盤(pán)，報(bào)價(jià)，給予，提供 offer sb. sth. 報(bào)給某人某種商品 *We will advise you once we are in a position to offer. 一俟我們能報(bào)盤(pán)，當(dāng)即告知你方。 *For quantity o

13、f 5,000 dozen, we can offer a discount of 5%. 數(shù)量達(dá)到5000打，我方給5%折扣。 5. inform v. 通知，告知 inform sb. of sth. or inform sb. that keep sb. informed (advised/posted) of sth. 隨時(shí)告之某人某事,*Please keep us informed of the supply position in your market. 請(qǐng)隨時(shí)告知你處市場(chǎng)的供應(yīng)情況。 *We shall inform you of the date of sailing. 我

14、方將通知你方開(kāi)航日期。 *To our regret, we are informed that our prices cant match the market level. 遺憾的是，我方被告之價(jià)格與市場(chǎng)不符。 6. confirmation n. 確認(rèn)，證實(shí) Purchase Confirmation 購(gòu)貨確認(rèn)書(shū) Sales Confirmation 銷(xiāo)售確認(rèn)書(shū) *Your early confirmation will benefit both of us. 早日確認(rèn)將對(duì)你我雙方都有利。 confirm v.t. 確認(rèn)，證實(shí)，確定 *Please write to confirm yo

15、ur reservation. 請(qǐng)來(lái)信確認(rèn)一下您所預(yù)訂的項(xiàng)目。,7. a firm offer 實(shí)盤(pán)，是外貿(mào)業(yè)務(wù)用語(yǔ)，一般都規(guī)定有效期，即有時(shí)間的限制。以下短語(yǔ)和句子都是表示實(shí)盤(pán)的用語(yǔ)： *This offer is subject to your reply here by 5 p.m. our time Friday, October 15. 此盤(pán)以你方答復(fù)于10月15日星期五，我方時(shí)間下午5點(diǎn)到達(dá)為有效。 *This offer is subject to your reply here within seven days. 此盤(pán)以7天內(nèi)回復(fù)為有效。 *Our offer is firm

16、 (valid, good, open) for five days. 我方報(bào)盤(pán)有效期為5天。 8. Confirmed, Irrevocable Letter of Credit payable by draft at sight 不可撤銷(xiāo)的，憑即期匯票支付的信用證 confirmed Letter of Credit 保兌信用證 documentary Letter of Credit 跟單信用證,9. Non-firm offer虛盤(pán)，是外貿(mào)業(yè)務(wù)用語(yǔ)，一般沒(méi)有有效期，沒(méi)有約束力。以下短語(yǔ)都是表示虛盤(pán)的用語(yǔ)： subject to our final confirmation 以我方最后確

17、認(rèn)為準(zhǔn) subject to goods being unsold 以貨物尚未售出為有效 subject to prior sale 以先售為條件 subject to change without notice 不經(jīng)通知可以改變 an offer without engagement (obligation)無(wú)約束性的報(bào)盤(pán) 10. counter-offer 還盤(pán)，是外貿(mào)業(yè)務(wù)用語(yǔ)，指受盤(pán)人對(duì)收到的報(bào)盤(pán)提出修改條件。該詞可作動(dòng)詞或名詞。 If our offer is not acceptable, please fax your best counter-offer. 如果不能接受我方報(bào)盤(pán)，

18、請(qǐng)發(fā)傳真告知你方最好的還盤(pán)。 The price you counter-offered is unreasonable. 你方還盤(pán)價(jià)格不合理。,11. conclude v. 達(dá)成，締結(jié)(條約等)；決定 *Britain concluded a trade agreement with China. 英國(guó)和中國(guó)簽署了貿(mào)易協(xié)定。 *Once the price had been agreed, a deal was quickly concluded. 價(jià)格一經(jīng)商定，交易很快就達(dá)成了。 *We have concluded a transaction with ABC Company on a wide variety of light industrial products. 我們與ABC公司就多種輕工業(yè)品達(dá)成了交易。 conclusion n. 結(jié)束，議定，結(jié)論 *They decided to bring the negotiation to a speedy conclusion. 他們決定盡快結(jié)束談判。 *We have come to the conclusion that it would be unnecessary to import a machine at such a high price. 結(jié)論是沒(méi)有必要進(jìn)口價(jià)格如此高的機(jī)