1、外貿英語函電外貿英語函電Unit 5 Quotations, Offers and Counter-offer報價、報盤和還盤報價、報盤和還盤. Offer. Offer offer 報盤（報價、發(fā)盤）報盤（報價、發(fā)盤）nAn offer is a promise to supply goods on the terms and conditions stated.n n It covers two partsnOfferer: the person making the offer發(fā)盤人發(fā)盤人nOfferee: the person to whom the offer is made 受盤人

2、受盤人Offer and QuotationnA quotation is merely a notice of the price.nIn an offer, the seller not only quotes the prices but also indicates all necessary terms. 嚴格講嚴格講quote/quotation 與與 offer不同，不同，quote/quotation是報價，指某一商品的單價，是報價，指某一商品的單價，offer是報盤，除單價外，還包括數(shù)量，交貨是報盤，除單價外，還包括數(shù)量，交貨期，付款方式等等。期，付款方式等等。 另外，另外，

3、offer比較固定，比較固定，賣方價格報出后，一般不能輕易變動，而賣方價格報出后，一般不能輕易變動，而quote/quotation則不同，賣方報價后，不受則不同，賣方報價后，不受約束，可以根據(jù)情況略加調整。盡管有區(qū)別，約束，可以根據(jù)情況略加調整。盡管有區(qū)別，但各國商人則往往把這兩個詞混用。這一點要但各國商人則往往把這兩個詞混用。這一點要特別注意。特別注意。 Zhejiang Caiyunjian Tea Co., Ltd. 報報 價價 單單 QUOTATION To : Global Tea 日期 Bags (Pvt) Ltd Date May 8, 2004 茲報供下列商品, 均以我方最后

4、確認為準 The following articles are quoted subject to our final confirmation: 品名 Commodity 規(guī)格 Specification 數(shù)量 Quantity 單價 Unit Price Green Tea Extract Porcelain Tea Set Model No. 8901 Model No.TS001 Minimum order 2000kg. 2000 sets CIF Liverpool Stg.15 per kilo Stg.15 per set 包 裝 PACKING: aluminum-foil-

5、lined cartons, pumped off air and filled up with nitrogen, bulk be packed in cartons fixed with foamed plastic padding 25kg/carton, 22kg/carton, 20kg/carton, 18kg/carton 裝船期 SHIPMENT: can be shipped within one month after receipt of the L/C 付款方式 PAYMENT: by confirmed irrevocable L/C payable by draft

6、 at sight 保險 INSURANCE: for 110% of the invoice value 有錯當查 E. &. O. E. CommoditySpecificationQuantityUnit PricePackingShipmentPaymentInsuranceCategories of OffernFirm offer 實盤nIt is an offer with a time limit and engagement. Once it is accepted by the buyer, both the seller and buyer have no right t

7、o revoke, alter or amend.nNon firm offer 虛盤nIt is an offer without engagement. It is usually subject to the buyers confirmation.報實盤報實盤 Firm Offer：This offer remains effective/firm/open/valid/good for a week.This offer expires on August 8.This offer is subject to your reply here within five days.報虛盤報

8、虛盤 Non-firm Offer ：This offer is subject to our final confirmation.This offer is made without engagement (不具有約不具有約束力束力). Typical sentences of non-firm offernThis offer is subject tonOur final confirmation以我方最終確認為準nThe goods being unsold以貨物未售出為準nPrior sale以先售為條件nChange without notice以隨時更改而無需另作通知為條件nO

9、ur approval以我方認可為準nOur written acceptance以我方書面接受為準nOffer without engagementStructure of an offer letternExpress thanks for the enquirynGive details in an offer, which arenNames of commodities, quality, quantity and specificationsnDetails of price, discounts and terms of paymentnPacking and date of d

10、eliverynThe period for which the offer is validnPersuading the buyer to order earlynClosing nHope of acceptance , reply and orderLetter 1 A Firm OfferDear Sir, Thank you for your enquiry for “Panda” Brand Color TV Sets dated May 16. As requested, we are now making you, subject to your reply reaching

11、 us within 10 days, the following offer: Commodity: “Panda” Brand Color TV Sets Item No: Gb-8907 Quantity: 1,500 sets Price: USD450.00 per set CIF Alexandria Payment: By confirmed irrevocable L/C payable by draft at sight in the sellers favor. Shipment: to be effected within 28 days after receipt of

12、 L/COur products are selling fast because of their unique design and superior quality, which will appeal to discriminating buyers. We have some regular orders at hand. If youre interested in our products, please place your order as soon as possible. We are looking forward to hearing from you soon. Y

13、ours faithfully, II. Counter-offer 還盤還盤A counter-offer is virtually a partial or total rejection of the original offer. It also means a new proposal put forward by the buyer. nThe steps for writing counter-offer lettern1) Thank the supplier for the offern2) Express regret at inability to accept and

14、state reasonsn3) Put forward concrete amendments or new proposalsn4) End the letter with hope of an early reply. Your price is too high. 你方價格太高。你方價格太高。類似的表達方式還有：類似的表達方式還有：Your price is a bit high. 你方價格有點高。你方價格有點高。Your price is excessive. 你方價格過高。你方價格過高。Your price is rather stiff. 你方價格相當高。你方價格相當高。Your

15、 price is prohibitive. 你方價格令人望而卻步。你方價格令人望而卻步。 Typical sentences of counter-offerUseful Sentences1. May I suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers? 2. Your bid is out of line with the current market price.我能否建議貴公

16、司對所報價格有所優(yōu)惠，從而方便我們將貴公司產我能否建議貴公司對所報價格有所優(yōu)惠，從而方便我們將貴公司產品向顧客推廣。品向顧客推廣。你們所報價格與市場行情不符。你們所報價格與市場行情不符。Useful Sentences 3. Your competitors are offering considerably lower prices, and unless you can reduce your quotations, we shall have to buy elsewhere. 4. As the competition here is very keen, we regret we a

17、re unable to accept your prices, which will leave us a very small margin of profit.你們的競爭者提供了相對較低的價格，如果你們不降價，我們將你們的競爭者提供了相對較低的價格，如果你們不降價，我們將在別處購買。在別處購買。由于本地競爭激烈，很遺憾我們無法接受貴公司價格，它會讓我們利由于本地競爭激烈，很遺憾我們無法接受貴公司價格，它會讓我們利潤過于微小。潤過于微小。Letter 2 A Counter OfferDear Sir,We acknowledge receipt of your offer for “Pa

18、nda” Brand ColorTV Sets dated May 18.Regrettably, we are unable to accept your offer as your pricesare too high. We also have similar offers from Korean make.Their prices are 5% lower than yours.We appreciate the good quality of your products. We accept thatthe quality of your products is better, bu

19、t it does not justify sucha large difference in price. We might do business with you if you could make us some allowance, say 5%, on your prices. Otherwise we have to decline your offer. We shall appreciate it very much if you will make aconcession and fax us your acceptance as soon as possible. You

20、rs faithfully, Letter 3 Counter-Counter Offer Dear Sirs: Thank you for your letter of 20 January 2004. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower t

21、han that quoted by us. We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products. Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way. The best we can do is

22、to reduce our previous quotation by 2%. We trust that this will meet with your approval. We look forward to hearing from you. Yours faithfully, Tony Smith Chief Seller n 先生先生: : n二零零四年元月二十日來函收到，不勝感激。得知貴公司二零零四年元月二十日來函收到，不勝感激。得知貴公司認為火焰牌打火機價格過高，無利可圖，本公司極感遺憾認為火焰牌打火機價格過高，無利可圖，本公司極感遺憾。來函又提及日本同類貨品報價較其低近百分之

23、十。來函又提及日本同類貨品報價較其低近百分之十。 本本公司認同來函的說法，然而，其他廠商的產品質量絕對不公司認同來函的說法，然而，其他廠商的產品質量絕對不能與本公司的相提并論。能與本公司的相提并論。 n雖然極望與貴公司交易，但該還盤較本公司報價相差極大雖然極望與貴公司交易，但該還盤較本公司報價相差極大，故未能接受貴公司定單。，故未能接受貴公司定單。 特此調整報價，降價百分之特此調整報價，降價百分之二，祈盼貴公司滿意。二，祈盼貴公司滿意。 n謹候佳音。謹候佳音。 n銷售部主任銷售部主任 商務知識拓展：如何對價格進行談商務知識拓展：如何對價格進行談Useful Sentence Pattern：n

24、（1）說明價格上漲原因）說明價格上漲原因 n1.1.有時價格的上升是因為國際市場行情上漲、通貨膨脹或是原材料價有時價格的上升是因為國際市場行情上漲、通貨膨脹或是原材料價格的上升。格的上升。nThe price of copper on the world market has gone up considerably in the past few months.n2 2. .在過去的幾個月中，原材料的價格幾乎上升了在過去的幾個月中，原材料的價格幾乎上升了30%30%，而我們的價格幾，而我們的價格幾乎保持不變。乎保持不變。nThe price of raw materials has incr

25、eased by almost 30% during the past few months while our price has remained almost the same.n3 3. .這一商品的行情一直在不斷地上漲，估計價格還會進一步地上漲。這一商品的行情一直在不斷地上漲，估計價格還會進一步地上漲。 nThe market for this article has kept steadily advancing and one may expect a further increase in price in the future.n4 4. .價格上升是因為生產成本的上升。價格

26、上升是因為生產成本的上升。 nThe price is going up because of the rise in cost of production.n5.5.這一商品的國際行情呈上升趨勢。種種跡象表明，在不久的將來這一商品的國際行情呈上升趨勢。種種跡象表明，在不久的將來價格還會進一步上漲。價格還會進一步上漲。 nThe world market for this item shows an upward trend. There is every indication of a further rise in price in the near future.6.6.正如你所知道的正

27、如你所知道的, ,全球的通貨膨脹率在全球的通貨膨脹率在3%-9%3%-9%之間，而我們的價格與去之間，而我們的價格與去年相比只上升了年相比只上升了5%5%。 nAs you know, the rate of inflation around the world is from 3% to 9% while the rise in our price is only 5% compared with last years.n n1.1.其中，取消談判、制造和利用競爭是逼迫對方讓步的兩個有效其中，取消談判、制造和利用競爭是逼迫對方讓步的兩個有效的武器和策略。除非你能降價，不然成交的希望十分渺茫。

28、的武器和策略。除非你能降價，不然成交的希望十分渺茫。 nUnless you can reduce the price, chances for business are remote.n2.2.要是你堅持的話，我們就沒有必要在談下去了。我們還不如取要是你堅持的話，我們就沒有必要在談下去了。我們還不如取消這筆生意算了。消這筆生意算了。 nIf you stand firm, theres no point in further discussions. We might as well call the whole deal off.n3.3.要是你堅持原來的報價的話，我們看不出有成交的希望。

29、要是你堅持原來的報價的話，我們看不出有成交的希望。 n If you hang on to the original offer, we can see no prospect of business.n4.4.你們的報價沒有其他的賣主所提供的報價有競爭力。你們的報價沒有其他的賣主所提供的報價有競爭力。 nYour price is not so competitive as those offered by other sellers.2)2)買方施加壓力買方施加壓力 n5.5.我們已收到了比你方報價低得多的報價。因此，這筆生意能否我們已收到了比你方報價低得多的報價。因此，這筆生意能否成交主

30、要取決于你們的價格。成交主要取決于你們的價格。 nWe have received offers much lower than yours. So business depends very much on your price.n6.6.坦率地說，你們的報價比荷蘭賣主的報價高出坦率地說，你們的報價比荷蘭賣主的報價高出10%10%，比日本賣，比日本賣主的報價高出主的報價高出7%7%。要是你們的報價沒有競爭力的話，我們可能從。要是你們的報價沒有競爭力的話，我們可能從荷蘭或日本進口。荷蘭或日本進口。 nTo be frank, your price is 10% higher than that

31、 from Holland and 7% higher than that from Japan. If your price is not so competitive, we may buy from Holland or Japan.n1.1.在談判中，如果雙方都堅持自己的價格，會使談判陷入僵局。若在談判中，如果雙方都堅持自己的價格，會使談判陷入僵局。若要使談判繼續(xù)下去，可以說：為了打破僵局，我們準備降價要使談判繼續(xù)下去，可以說：為了打破僵局，我們準備降價5%5%。 nTo break the deadlock ,we are ready to reduce the price by 5

32、%.n2.2.我建議我們大家折中一下，這樣就能做成生意了。我建議我們大家折中一下，這樣就能做成生意了。 nI suggest we meet each other halfway so that the business can be concluded.n3.3.老實說，你如果堅持自己的價格，我們是不可能成交的。難道我老實說，你如果堅持自己的價格，我們是不可能成交的。難道我們就找不到一個對雙方都有利的價格嗎？們就找不到一個對雙方都有利的價格嗎？ nTo be honest, if you insist on the price ,we wont be able to make a deal.

33、 Cant we find a price that is good for both sides?n4.4.為了做成這筆生意，我建議我們在價格上大家各讓一半。為了做成這筆生意，我建議我們在價格上大家各讓一半。 nTo get the business done, I suggest we split the difference in price.（3 3）打破僵局）打破僵局 n1.1.在談判中，讓步是必須的。沒有適當?shù)淖尣?，談判就沒在談判中，讓步是必須的。沒有適當?shù)淖尣?，談判就沒法進行下去。但是過多的讓步又會損害本方的利益。這時法進行下去。但是過多的讓步又會損害本方的利益。這時賣方可以采取

34、一個策略是運用權力限制這塊擋箭牌巧妙地賣方可以采取一個策略是運用權力限制這塊擋箭牌巧妙地拒絕買方進一步要求。我想我現(xiàn)在沒法接受這一點，因為拒絕買方進一步要求。我想我現(xiàn)在沒法接受這一點，因為這超出了我的談判限度。這超出了我的談判限度。 nI dont think I can accept it right now, as it is beyond the limits of what I can discuss.n2.2.恐怕降價恐怕降價15%15%超出了我的談判限度。超出了我的談判限度。 nIm afraid a 15% reduction is beyond my negotiating l

35、imit.(4)運用權限運用權限 n3.3.很抱歉我無權同意給你很抱歉我無權同意給你10%10%的折扣。的折扣。 nIm sorry a 10% discount is outside where I can go.n4.4.很抱歉我無權作出這么大幅度的降價。很抱歉我無權作出這么大幅度的降價。 nIm sorry Im not authorized to make such a big reduction. n5.5.我必須要請示一下公司本部才能就價格條件給你一個明我必須要請示一下公司本部才能就價格條件給你一個明確的答復。確的答復。n Ill have to consult my home o

36、ffice before I can give you a definite answer on the price terms.nNingbo Qianhu Trading Co.,Ltd.n101Lianfeng Road, Ningbo315000,Chinan June1,2006nThomas Co., Ltdn120 Garden StreetnVancouver V5Z3G7, CanadanDear Mr. Crown,nThank you for your enquiry of May 24. At your request, we are making you the fo

37、llowing offer subject to your reply reaching here before June23, 2006.nArticle: Brocade HandbagsnPrice: US$12.00/pc, CIF VancouvernQuantity: 5,000 pcsnShipment: August,2006npayment: By irrevocable documentary Letter of Credit in the sellers favor.nWe hope that the above will be acceptable to you, an

38、d await with keen interest your formal orders.nYour Sincerely,nDavid ChenNotesn1.At your request 應你方要求應你方要求ne.g. At your request, we have amended the L/C.n應貴公司要求，我們已經修改了信用證。應貴公司要求，我們已經修改了信用證。n也可用：也可用：as requested, at the request of sbne.g. As request, we are giving you an estimate of approximate req

39、uirements for next year.n應貴公司要求，寄上一份明年所需貨物的預估表。應貴公司要求，寄上一份明年所需貨物的預估表。nWe are sending the counter sample at the request of your agent.n應貴公司代理商要求，寄上對等貨樣。應貴公司代理商要求，寄上對等貨樣。n2. offer V.報盤報盤nWe can offer you large quantities of headdress flowers at attractive price.n我們能以很具吸引力的價格給公司報盤大量頭花。我們能以很具吸引力的價格給公司報盤

40、大量頭花。nOffer 還可用作名詞，在還可用作名詞，在make offer, send offer, give offer后經常接介詞后經常接介詞for 或者或者onne.g. Please make/send us an offer for gold and silver thread embroidered articles.n請報金銀繡品價格。請報金銀繡品價格。n3. subject to your reply reaching here before June23,2006.n以本公司最終確認為準（表示此盤為虛盤）以本公司最終確認為準（表示此盤為虛盤）nSubject to your

41、 acceptance within two weeks.n以貴公司在兩周之內接受為條件（說明此報盤為實盤）以貴公司在兩周之內接受為條件（說明此報盤為實盤）nSubject to your immediate acceptance.n(實盤）以貴公司立即接受為條件。實盤）以貴公司立即接受為條件。n4. Terms of Payment 付款條件付款條件n5.irrevocable documentary letter of credit 不可撤不可撤銷的跟單信用證銷的跟單信用證nletter of credit 可數(shù)的普通名詞可數(shù)的普通名詞,單數(shù)為單數(shù)為a letter of credit,

42、復數(shù)為復數(shù)為letters of credit.常用大寫縮寫形式，常用大寫縮寫形式，可寫為可寫為L/C 或或Ls/C.n當當credit表示信用證時，復數(shù)為表示信用證時，復數(shù)為credits.n6.in sellers favor 以賣方為受益人以賣方為受益人n表示表示“以某人為收益人以某人為收益人”“”“對對有利有利”可以用：可以用：nin ones favor, in the favor of sb.ne.g. We have made arrangements with Bank of China to open a credit in your favor.n我們已安排由中國銀行開立以

43、貴公司為抬頭的信用證。我們已安排由中國銀行開立以貴公司為抬頭的信用證。n7. acceptable 可接受的可接受的ne.g. The quality is acceptable, but the time of shipment is not.n質量可以接受，但裝運期不行。質量可以接受，但裝運期不行。nWe trust the above offer will be acceptable to you.n我們相信上述報價貴公司是可以接受的。我們相信上述報價貴公司是可以接受的。n8. and await with been interest your formal orders.n并殷切地等待

44、著貴公司正式下單。并殷切地等待著貴公司正式下單。n1）With been interest 殷切地殷切地n2）await （正式用語）（正式用語）V.等待，期待（與等待，期待（與wait for 相相近）近）ne.g. We await your final confirmation.n盼貴公司最終確認。盼貴公司最終確認。Sample 1Dear Sir/Madam,Thank you for your fax of Oct. 18th offering 5000 KGS Vitamin E at USD 7.00 per KG CIF Hamburg for immediate shipme

45、nt, which is paid by irrevocable L/C at sight and effected by you for 110% of full invoice value covering All Risks.We are pleased to inform you that all the terms and conditions are acceptable to us. So we confirm your offer and place an order with you. Please send us a copy of your Sales Confirmat

46、ion for our counter-signature, and we will have our relative L/C established through ABC Bank once receive it. Please note that the goods must be shipped within the validity of the L/C. Yours faithfully,Entire AcceptanceResponses to an offer (1)Sample 2Dear Sir/Madam,We thank you for your offer of O

47、ct 25 for stainless steel sheets, asking for payment by confirmed, irrevocable Letter of Credit at sight. On this basis, it has indeed cost us a great deal. From the moment we open the Letter of Credit till the time our buyers pay us, the tie-up of our funds lasts about four months, which, we think,

48、 is unacceptable. If you could kindly modify your terms of payment, it would be favorable to encourage business between us. We propose Cash against Documents on Arrival of Goods. We hope you will accommodate us in this respect and look forward to your early reply. Yours faithfully,Counter offerAskin

49、g for Modifying Terms of PaymentResponses to an offer (2)Sample 3Dear Sir/Madam, We thank you very much for your letter of June 9 quoting for your air-conditioners. As our customers are not familiar with the brand name of your products and the price you have quoted is far higher than that of other f

50、irms, it is difficult for the items to attract our customers. If we are in need in future, please kindly reduce the price as best as you can so as to facilitate our sales. Thank you for your attention to this reply.Yours faithfully,Offer DeclinedResponses to an offer (3)Complete the following senten

51、ces in Englishn1. As soon as we receive your specific enquiry,na. 我們將立即給你們報最優(yōu)惠的拉哥斯（我們將立即給你們報最優(yōu)惠的拉哥斯（Lagos)到岸價到岸價nb. 我們即將給你們報最低價。我們即將給你們報最低價。n2. To acquaint you with the cotton piece goods we export now,na. 我們已用航空快遞給你郵件我們已用航空快遞給你郵件3樣品書。樣品書。nb. 我們已經郵寄了我們已經郵寄了5本樣品書。本樣品書。Exercise n3. If you quotation is

52、 competitive, nA. 我們將打算訂購我們將打算訂購300臺蝴蝶牌縫紉機。臺蝴蝶牌縫紉機。nB.我們將大量訂購男士襯衣。我們將大量訂購男士襯衣。nC.我們確信我們能大量訂購印花床單。我們確信我們能大量訂購印花床單。Exercises1. Please reply as soon as possible, 說明最早裝船期和付款條件。2. If you are interested, please cable us, 說明所需數(shù)量。3. We cabled you yesterday, 報你2000公斤核桃仁(walnutmeat)，5月船期。4. Please reply as soon as possible ,告知我們必要的詳細情況。5. We cabled you today, 向你訂購5000打自來水鋼筆(fountain pen)。6. We wrote you last week, 要求你們寄來你們最近的價目表。7. Please quote us your lowest price, 說明支付條款和包裝情況8. It is regretful that 你方報價與市價不符你方報價與市價不符.9. 如果你方把報盤降價如果你方把報盤降價2%，