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1、Unit three,Quotations and Offer,一、quotation,A. quotation,n.u 引用 c 报价，行情表，报价单,【短语】,最低报价 the lowest quotation对X商品编号为Y报价 the quotation No.Y for/on /of X报价表 quotation list报价表格 quotation form,报价信 quotation letter 报价单 quotation sheet股票交易报价 quotation on the Stock Exchange向某人报某商品的最低价 to send /make/give sb o
2、nes best quotation for sth,Oral Exercise:,Please make us your lowest quotation for Iron Nails per M/T CFR Lagos.If your quotation is competitive enough ,we intend to place a trial order for 3000 sets with you .,t,t,Please send us your catalog ,together with quotation for large quantities.Youll find
3、that our offer compares favorably with the quotations you can get elsewhere .Here is our latest CIF quotation sheet.We are sending you by this post a catalog ,containing quotations for large orders taken from our exist in stock.,Writing Exercise:,我方对标题商品感兴趣，如能报含 佣金3%利物浦CIF价，将不胜感谢。,Answer:,We are int
4、erested in the captioned goods ,and will be obliged if you will send us quotations on CIF Liverpool basis ,including 3%commission for us.,【派】quote,Vt.(vp1,18,19) 引述，报价,【基本句型】,quote (sb) ones lowest pricequote (sb)ones lowest price CIF spquote (sb) ones lowest price CIF sp for sthquote sth at unit pr
5、ice,Oral Exercise:,Please quote us your lowest price for the goodsPlease quote us your lowest price for ten M/T best cork.Please quote the price including insurance and freight to London.,We quote this goods at US$250 CFR shanghai.If your answer is in the affirmative ,please quote us your best price
6、 and let us know the minimum quantity for each order.,B.商品名称,工作手套 working gloves中国餐具 Chinese dinner sets某牌子的男式衬衫 X brand mens shirts甘薯片 sweet potato slices不锈钢器皿 stainless steel ware不锈钢制品 stainless steel product,皮革服装 leather garment 速冻食品 fastfrozen food 方便食品 convenience food 罐头食品 canned goods 豆制品 bea
7、n product 海制品 dried marine product,机绣制品 machine embroidery手绘木刻制品 hand-painted wooden articles中药 traditional Chinese medicine医疗器械 medicine equipment文体用品 stationery and sports goods清洁用品 cleaners and polishes音响器材sound appliance胶木电器用品 bakelite electrical accessory,C.规格,340克听装 in cans of 340 grams颜色有粉、兰和
8、黄 colours: pink ,blue and yellow均匀搭配 equally assorted150型 Type /Model No .150货号7707 Art.No.7707,门幅，长度，重量 width ,length ,weight35x42码 35X42 yards质量符合样品SP-03号，水分最高16% Quality as per sample No.sp-03 with moisture not exceeding 16%,良好平均品质 Fair Average Quality (FAQ)上好可销品质 Good Merchantable Quality (GMQ)特
9、级 special grade,D.数量和重量,(a)重量,1000吨 1000m/t10盎司 10 ounces 1000磅 1000 pounds10克 10 grams,(b) 个数,5000打 5000 dozen/dz 500箱 500cases,c/s 1000纸箱 1000 cartons 3000套 3000 sets 1000桶 1000 barrels 50件 50 pieces 100 包 100 packages,二、reply to the quotation,E.表示产品好销,be in a great (large) demandbe saleable /mark
10、etable/merchantable wellhave /win /find/enjoy/command a quick /fast/ ready sale,Oral Exercise:,It is in a fairly large demand for children bikes in current market , and we intend to place a trial order for 3000 with you if your quotation is competitive enough.,We are sure that your dynasty wine will
11、 find a ready market here because its taste suits that of the local people.,As you know ,it has been in a heavy demand for these commodities and this has resulted in increased price .Please take advantage of the strengthening market and send an immediate reply.The above products have fast sale since
12、 last year. We are fully committed at this moment and are unable to quote you.,F.价格太高,the price is much too highthe price is rather too highthe price is so highthe price is on the high sidethe price is at all excessive,Writing Exercise:,考虑到供货质量，我方不以为本公司的报价过高，但考虑到贵方经营的特殊性，我方决定给予贵方2500美元首次订单以4%的优惠。,An
13、swer:,Considering the quality of the goods offered ,we do not feel that the prices we quoted are at all excessive but bearing in mind the special character of your trade ,we have decided to offer you a special discount of 4% on first order for $2500.,【案例】,1.请将汉语翻译为英语商品：花生仁规格：2009年良好平均品质数量：50 吨单价：鹿特丹
14、到岸价每吨3550元装运期：2010年11月,ANSWER:,Commodity :Groundnut kernelsSpecification : FAQ 2009 cropQuantity:50 m/tPrice :at RMB 3550 per m/t CIF RotterdamShipment : during November ,2010,【案例2】 请将汉语翻译为英语,商品：永久牌自行车规格：MB28型数量：1000辆单价：纽约到岸价每辆70美元装运期：有效期不能迟于2010年3月31日,ANSWER:,Commodity :“Forever” Brand BicyclesSpec
15、ification : Model MB28Quantity:1000 bicyclesPrice :at US$70 each CIF New YorkShipment: to be effected not later than 31st march,2010,三、offer,Aoffer,1. n.c提供,提供之物,报价,【短语】,变更发盘 to alter an offer延长发盘的有效期 to extend an offer重新报盘 to renew an offer重复报盘 to repeat an offer进行报盘 to make /give/submit an offer,发
16、实盘 to make /give/submit a firm offer留盘 to keep /hold an offer撤销一项报盘 to cancel/withdraw an offer接受一项报盘 to accept an offer拒绝接受一项报盘 to decline an offer更改报盘 to alter/improve an offer,2.Vt.(vp1,2,18,19),提供，提供之物，出价,Oral Exercise,Please send us your detailed offers for the following articles by return airm
17、ail.The firm offer is subject to the receipt of reply by us before 6th October.This offer shall remain open until receipt of your reply by wire on Tuesday noon here.,Writing Exercise,1.由于最近原棉价格上涨，致使我方产 品稍有提价。今后两周内，由于上述原因，价格会普遍再涨。为此我们建议，请尽力利用我公司的报价，这是一个极好的机会。,Answer:,The recent advance in the prices
18、of raw cotton has compelled us to make a slight increase in the price .We fear that there will be a further increase all round in the course of the next for night ,owing to the above .Therefore we may suggest that you take advantage of our offer ,which may be termed exceptionally under the circumsta
19、nces.,Writing Exercise,2.从电文中贵方可以看到，我方可以每长吨200美元CIF伦敦这样有竞争性的价格，提供500长吨一级黄豆，收到信用证后两周装船，但信用证必须在4月1日前到达我方。,Answer,2.You will note from our cable that are able to offer 500 long tons of soybeans of first quality at the competitive price $200 per long ton CIF London ,for shipment within two weeks after r
20、eceipt of your L/C which must reach before April 1.,B.实盘和虚盘,实盘的表达：,(a)该实盘以x月y日前复到有效。The firm offer is subject to the receipt of reply by us before x y.(b)该盘自写信之日起X月/x小时/X周/x天内有效。The offer is valid for X months/hours/weeks/days from the date of the letter.,(c)我方报盘多少时间有效。Our offer stands goods for X m
21、onths/hours/weeks/days.(d)该报价以X月Y天起 Z天内有效。This offer will remain effective for another z days from x y.,虚盘的表达：,(a)本报盘以最后确认为准This offer is subject to our final confirmation.(b)我方的报价已最后未售出为有效。We make you the following offer ,subject to the goods being unsold.(c)该报盘无约束力This offer is made without engage
22、ment.,(d)该报盘是以先卖为准的报盘。An offer is subject to prior sale.(e)这些报盘是按照市场的浮动而定These quotation are all subject to the flotation of the market.,C.as per （according to ）,Prep.根据,按照,派 as v.+ed,As required 按需求 As specified 按指定 As regards 关于 As received 按来样计算,As reduced 已还原的 As requested 按照请求 As respects 关于,至于
23、 As follows 如下,Oral Exercise,We can supply the Diesel Engine you inquired ,and now make you an offer as follows.We confirm having sold to you the following goods on terms and conditions as specified below.As regards our standing ,we refer you to the Yokohama bank ,Singapore branch.As per the specifi
24、cation listed in enclosure ,please send us the goods.,【案例】,我方非常关注贵方2月10日传真关于要求提供标题商品的报盘。非常高兴贵方能对我方商品感兴趣。 兹回复贵方的询盘，我方报盘如下，以贵方7天以内回复我方有效; 规格 数量 价格 BYD212 1000 410.00 BYD175 1000 380.00 BYD219 500 395.00,此价格是CIF 亚历山大价格包装;由买方指定装运期:从3月至5月，所有货物分三个月 三次平均装运。支付条件：100%不可撤销、循环信用证由于我方库存较少，同时还有大量合约， 贵方尽早发出订单十分必要
25、。,Answer:,Your fax of February10 asking to offer you the subject Article has received our immediate attention .we are pleased to know that you are interested in our products. In reply to your inquiry ,we take pleasure in making you an offer as follows ,provided your reply reaches us within 7 days fr
26、om today:,Specification: Quantity: Price: BYD212 1000 410.00 BYD175 1000 380.00 BYD219 500 395.00This price is on the basis of CIF Alexandaria.Packing :at buyer s option,Shipment :total quantity to be delivered by 3 equal monthly Shipment ,March through May ,2004.Payment:100%irrevocable,revolving le
27、tter of credit.In the view of the fact that our stock on the hand has been quit low owing to heavy commitment ,your early order is absolutely essential.,四、counter offer,A .Counteroffer,1.n.还盘,【相关短语】,还价 counter bid反索赔 counterclaim撤销命令 countermand存根,票根 counterfoil,交易的另一方 counterparty相反的效果 counterprodu
28、ctive会签 countersign反倾销税 countervailing duty,2.vt.(vp1)还盘,Oral Exercise,Desirous as we are to expand our business with you ,we regret to inform you that we cannot accept your counteroffer even meet you half way.We much regret that your customers consider our price on the high side .However ,we would
29、work further if you could let us have your counteroffer.If only you can raise your counteroffer by 3% ,it will stand a better chance being considered .,The quotation we sent to you is very reasonable ,and we regret that your counteroffer is not accepted to us.Although we are desirous of meeting your
30、 requirements ,we regret our inability to accept your counteroffer which leaves us with little profit.To set up the trade ,we counteroffer as follows ,subject to your reply received by us on or before June 14th.,Writing Exercise,感谢贵方6月3日的来函，但很遗憾我方不能接受贵方对上述商品每公吨人民币2550元CIF 鹿特丹的还盘。,Answer:,Thanking yo
31、u for the letter of June 3rd, we regret that we are unable to entertain your counteroffer of RMB￥2550 per metric ton CIF Rotterdam for the above mentioned goods.,B . regret,1.Vt .(vp1,2,11,17) 遗憾，悔恨，抱歉 2.n.u 遗憾,【基本使用】,(a) regret to do(b) regret that clause(c) regret being (d) much to ones regret(e)
32、to note with regret that(f) feel regretful that clause,Oral Exercise,We very much appreciate your interest in our products but regret to advise you that due to the current critical shortage of the materials, we are not in a position to offer our products.Thank you for the letter of February 9.we reg
33、ret that you price is on the high side and there is no possibility of business.,As the goods are in extremely short supply recently ,we regret being unable to offer the price.Much to regret ,we would like to cancel the order because of the change in the domestic market.We regret being unable to acce
34、pt your order because order currently on hand are too many.,Writing Exercise,我们曾两次致函催促贵公司，要求迅速发出货物，但贵公司仍未在限期内交货。因此，我方迫不得以取消本次订单。,Answer:,We have already written to you twice urging dispatch ,and as you failed to make the delivery on the date named. we are obliged ,very regretfully ,to cancel the ord
35、er.,C.表示价格高于或低于同类价格,（a）表示价格高于 Your price is X% higher than that of last year Your price is a bit higher compared with the other offers we received so far. Your price is higher than some of quotations we have received from other sources.,(b)表示价格低于同类价格,Our price is x% lower than that available from ot
36、her makers.Our price is lower than that in international market.,To frank to you ,companies of other countries are lowering their prices.We are afraid of you wont find another company who will give you lower price than ours.,D.表示给予价格折扣的句型,(a) to lower/reduce the（ones） price by X%(b) to ask sb for x%
37、 reduction(c) allow /give/grant sb x% discount for sth(d) there is X% discount (e) to sell at Z% of the price(f) to bring the price down to US$Y per carton,Oral Exercise,In order to conclude the business ,we are prepared to lower our price by 30%Your price is two hundred dollars higher than we can a
38、ccept.Your price is 20% higher than that of last year.,If you order in large quantity ,there is a 10% discount.If your order comes to us$20000,we will give you 5% discount.We also know from your letter that you will grant us 5% discount for the order amounting to 50000 pounds.,E. market,n .c 市场,【短语】
39、,跳蚤市场 flea market资本市场 capital market外汇市场 foreign exchange market期货市场 forward market,商品市场 commodity market股票市场 stock market场外交易市场 over-the counter market市场力量 market force市场机会 market opportunity,市场份额 market share 市场趋势 market trend 高档市场 up market 低档市场 down market 市场呆滞 the market is dull 市场疲软 the market
40、 is easy 集市日 market day,租用市场摊位费 market due 欧洲共同市场 the common market 国内市场 domestic market 公开市场 open market 市场平稳 the market is stable 操纵市场 to play the market,市场出售 to be/put/place on the market 在市场出售 to be in the market 脱销 to be out of the market 市场下跌 the market is declining 市场上涨 the market is advancing 市场坚挺 the market is strong 市场活跃 the market is brisk,
