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1、Project Two:Enquiries,Offers and Counter-offers,Objectives of this Project:1.询盘,报盘和还盘的内容2.询盘,报盘和还盘信的基本写法3.询盘,报盘和还盘信中常用的词汇及表达方式,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 an expor
2、ter,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 a quotat
3、ion: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 buyer.,The foll
4、owing 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 description or specification
5、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 the letter by expressing t
6、hanks 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 encourages the enquirers to place an ord
7、er 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.Put forward the desired business conditions a
8、nd 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.询价，询购，询问inquire for/about sth.询购某种商品*Thank you for your letter of September 1 inquiring for 3,000 m/ts Northeast Rice.感谢你方九月一日询购三千公吨东北大米的
9、来信。*The ladies pyjamas you are inquiring for are now out of stock.你方现询价的女士睡衣没货。*We are inquiring about the supply of sugar and coffee.我方正在询购糖和咖啡的货源。,2.quote v.报价 quote sb.a price for(or:on)sth.报给某人某种商品的价格*Please quote us your lowest prices for personal computers.请报个人电脑的最低价。*We quoted this article at
10、 US$278 per case.这种商品每箱报价二百七十八美元。*Would you please quote us your best price FOB Dalian for(or:on)1,000 pieces of leather jacket.请报一千件皮夹克的最优惠大连船上交货价。,3.place v.发出，置于，售出*If the quality of your goods is good and the price is acceptable to us,we will place a large order with you.如你方产品质量好，价格可接受，我们将与你方大量订
11、货。*We regret that our customers have places their orders elsewhere.很遗憾我方的客户在其他地方已经订货了。4.offer n.报盘，报价 make(or:give,send)sb.an offer for(or:on)sth.报给某人某种商品*We are making you an offer for(or:on)300 gross“Chunghua”Brand Pencils at Stg.3.1 per gross CIF London.现报三百罗“中华”牌铅笔，每罗成本加运费、保险费到伦敦价三点一英镑。,*We are
12、pleased to have received your offer for mens shirts.我方很高兴收到你方男式衬衫的报盘。offer v.报盘，报价，给予，提供offer sb.sth.报给某人某种商品*We will advise you once we are in a position to offer.一俟我们能报盘，当即告知你方。*For quantity of 5,000 dozen,we can offer a discount of 5%.数量达到5000打，我方给5%折扣。5.inform v.通知，告知 inform sb.of sth.or inform
13、sb.that keep sb.informed(advised/posted)of sth.随时告之某人某事,*Please keep us informed of the supply position in your market.请随时告知你处市场的供应情况。*We shall inform you of the date of sailing.我方将通知你方开航日期。*To our regret,we are informed that our prices cant match the market level.遗憾的是，我方被告之价格与市场不符。6.confirmation n.
14、确认，证实Purchase Confirmation 购货确认书 Sales Confirmation 销售确认书*Your early confirmation will benefit both of us.早日确认将对你我双方都有利。confirm v.t.确认，证实，确定*Please write to confirm your reservation.请来信确认一下您所预订的项目。,7.a firm offer 实盘，是外贸业务用语，一般都规定有效期，即有时间的限制。以下短语和句子都是表示实盘的用语：*This offer is subject to your reply here
15、by 5 p.m.our time Friday,October 15.此盘以你方答复于10月15日星期五，我方时间下午5点到达为有效。*This offer is subject to your reply here within seven days.此盘以7天内回复为有效。*Our offer is firm(valid,good,open)for five days.我方报盘有效期为5天。8.Confirmed,Irrevocable Letter of Credit payable by draft at sight 不可撤销的，凭即期汇票支付的信用证confirmed Letter
16、 of Credit 保兑信用证 documentary Letter of Credit 跟单信用证,9.Non-firm offer虚盘，是外贸业务用语，一般没有有效期，没有约束力。以下短语都是表示虚盘的用语：subject to our final confirmation 以我方最后确认为准subject to goods being unsold 以货物尚未售出为有效 subject to prior sale 以先售为条件subject to change without notice 不经通知可以改变an offer without engagement(obligation)无
17、约束性的报盘10.counter-offer 还盘，是外贸业务用语，指受盘人对收到的报盘提出修改条件。该词可作动词或名词。If our offer is not acceptable,please fax your best counter-offer.如果不能接受我方报盘，请发传真告知你方最好的还盘。The price you counter-offered is unreasonable.你方还盘价格不合理。,11.conclude v.达成，缔结(条约等)；决定*Britain concluded a trade agreement with China.英国和中国签署了贸易协定。*On
18、ce the price had been agreed,a deal was quickly concluded.价格一经商定，交易很快就达成了。*We have concluded a transaction with ABC Company on a wide variety of light industrial products.我们与ABC公司就多种轻工业品达成了交易。conclusion n.结束，议定，结论*They decided to bring the negotiation to a speedy conclusion.他们决定尽快结束谈判。*We have come
19、to the conclusion that it would be unnecessary to import a machine at such a high price.结论是没有必要进口价格如此高的机器。,12.valid adj.有效的*The old price list is valid until the 31 August.旧价格单有效期至6月31日止。*The L/C is valid up to the end of December.该信用证有效期至12月末。*The offer is valid for three weeks.该报盘有效期为三个星期。validity
20、 n.有效*The agreement shall become null and void automatically upon expiration of its term of validity.本协议期满后自动无效。*The term of validity is one year.有效期为一年。,13.Your price is too high.你方价格太高。类似的表达方式还有：Your price is a bit high.你方价格有点高。Your price is excessive.你方价格过高。Your price is rather stiff.你方价格相当高。Your
21、 price is prohibitive.你方价格令人望而却步。,Keys to the Exercises,1.Translation:(1)财务状况(2)投标,出价(3)有竞争力的产品(4)欧洲主要港口(5)仅供参考(6)耐用消费品(7)全球配额(8)款式样品(9)促销材料(10)季节性价格调整(1)Technical intensive products(2)Quality as per BuyersSample(3)potential market(4)quantity discount(5)competitive product(6)brand(7)conditional acce
22、ptance(8)current price(9)port of destination(10)commodity price,3.Translate the following into English(1)We are interested in the canned food in your price list.Please send us the catalogue and the related price list.(2)As requested,we are offering below,subject to our final confirmation.(3)If you t
23、hink the offer is acceptable please cable us immediately for our confirmation.(4)As the market is in an upward tendency we would advise you in your interest that you place an order immediately.(5)We intend to purchase walnut meat.Please quote us your lowest quotation by indication the place of origi
24、n,packing,specification in detail,quantity suppliable and the earliest time of delivery,(6)If your quality is satisfactory and the price is competitive in our market and the we shall place regular orders with you.(7)We have to emphasize that the validity of the offer is only three days since the vel
25、vet in stock is limited while the market demand is huge.(8)We have a client who is interested in Haier refrigerate made in your country.Please offer us for 500 sets on CIF New York for April shipment.(9)Thanks for your offer of March 10 but we are sorry to say your price is too high and propose you
26、can give us 20%discount.(10)Due to the sluggish market,we wont reach the deal unless you can reduce by 4%of your price.,(11)Quality is more important than price.If you take the quality into account the price we offered is more favorable.(12)To promote the trade between us we reduce our offer by 2%.(
27、13)The price we offered is the lowest one and we regret we cannot make any further reduction.(14)Sine your price is far lower than our cost we cannot consider your price.,Extras:,1.We shall make a reduction on our price if you increase the quantity to 1,000 pcs.2.We refer to your offer of 18th May.3
28、.Id like to direct your attention to the quality of the goods which is superior to that of other makes.4.Many of our clients requested us to approach you for offers.,5.Thank you for your quotation of/on September 5th for 500 pieces of the captioned goods.6.We offer you for 200 TV sets at US$on FOB New York basis for August shipment.7.If you could make a reduction by10%in quotation,we have confidence in securing large orders for you.,
