外贸函电报价与还盘Quotation and Offer ppt课件
外贸商务英文函电例文询盘,报盘和还盘
外贸商务英文函电例文询盘,报盘和还盘Revised by BETTY on December 25,2020Enquiry,Offer and Counter-offer(询盘，报盘和还盘)General Enquiry（一般询盘）Dear Sirs,We learn from your adertisement in China Trade Directory that you are producing Chinese toys for are quite interested in your products.Would you please send us as soon as possible yourt illustrated catalogue and the lastest pricelist,together with any samples you can let us have.We are given to understand that you are able to supply large quantities at attractive your infromation,there is a steady demand here for Chinese toys of high are not particularly high,but good prices can be obtained for fashionable designs.We are looking forward to receiving your immediate reply.Your trulyReply to the aboveDear Sirs,Thanks for your enquiry dated October 10, and your interst in our products as well.We are enclosing some copies of out illustrated catalogue and a price list giving the details you ask under separate cover,we are sending you samples of various fashions which show you clearly the quality and trust that when you see them you will agree that our products appeal to the most selective buyer.We are willing to allow a 5% discount for all orders over 1,000 can rely on us to give your order at immediat attention.Yours sincerelySpecific Enquiry（具体询盘）Dear Sirs,Thank you for your letter dated August 25th. We are pleased to know that you are producing different kinds of shoes.We are intrested in your various casual shoes recommended in your letter,particulaly embroidered slippers and cotton you kindly send us a copy of your illustrated catalogue and some samples with further information? We shall be abliged if you could alsoquote your lowest prices CIF Liverpool,statingearliest date of shipment.Casual shoes of high quality are believe there is a promising market in our area for moderately priced goods of the type your price is competitve, we will consider placing an order for 5,000 pairs with are looking forward to your urgent reply.Yours faithfully,Reply to the aboveDear Sirs,Thank you for your specific enquiry of September 1. The enclosed illustrated catalogue and samples will give you details of the two sorts of shoes in which you are especially illustrations will also give you information about other casual shoes we are to our terms and conditions,please see page 8 of thecover,we are sending you our offer on CIF Liverpool, for shipment in we require an irrevocable L/C bydraft at sight.Embroidered slippers and cotton shoes are our products of latest of their excellent quality and low prices, you can be sure that our products will help you expand your market.We are looking forward to your trial order.Yours sincerely,Firm Offer（具有约束力的发盘）Dear Sirs,This is to conform your telex of May 2006, asking us to make you a firm offer for rice and soybeans CFR Cairo.We telexed you this morning offering 30 metric tons of polished rice at US$2,400 per metric ton, CFR Cairo, for shipment during July-August 2006. This offer is valid, subject to the receipt of your reply before 10 June 2006. Please note that we have quoted our most favorable price and are unable to entertain any counter-offer. It islikely that the market price will would be your advantage to place orders without delay.We are anticipating your early reply.Yours faithfully,Counter-offer（还盘）Dear Sirs,Thank you for your letter of May 20 quoting for the rice and soybeans.We appreciate the good quality of your products,but unfortunately your prices appear to be on the high side even for goods of this accept the prices you quote would leave us with only a small profit on our sales since thisis an area in which the principal demand is for articlesin the medium price range.We like the way in which you have handled our enquiry and would welcome the opportunity to do business with you. Information indicates that the Japanese goods are being sold at a price approximately 10% lower that what you wonder if you could reduce your prices to that level.We shall appreciate your favorable reply.Yours sincerely,Reply to the aboveDear Sirs,While we thank you for your letter of 22 May 2006,we are disappointed to hear that our price for rice and soybeans is too high for you work on,because Japanese goods are being offered at a price approximately 10% lower than ours. We do not deny what you say,but we would like to invite your attention to the superior quality of our products. We have to point out that our quotation is quite realistic and have been accepted by buyers of other sources.Although we are keen to do business with you, we regret that we cannot accept your counter-offer or even meet you half best we can do is to reduce our previous quotation by 2%.We trust that this will meet your approval and look forward to your early reply.Yours faithfully.。
外贸英文函电课件Ch 3 Offers & Counteroffers
LETTER THREE 真丝女衬衫 感谢贵公司6月10日来函，按惯常条款向 我方报盘3 000 打上述货物，每件35.00美元 温哥华CFR价。 现答复如下，我方遗憾地告知贵方我客户 认为你方价格太高与现行的市价不一致。为 了促进贸易，我们现在代表我客户还盘如下， 以你方确认于本月底前到达我处为准： 每件26美元成本加运费含佣金百分之二 温哥华价，其他条款如你方6月10日函所示。
CHAPTER THREE
OFFERS & COUNTERCOUNTER-OFFERS
OFFER 报盘，发盘，发价
根据报盘人身份来分： 买方报盘 卖方报盘 根据报盘形式来分： 口头报盘 书面报盘 根据报盘先后顺序来分： 主动报盘 对询盘信的答复 根据法律责任来分： 有约束力的报盘（正式 发盘或有效发盘） 无约束力的报盘（自由 发盘）
价格：每打1,400美元成本保险加运费蒙特利 尔价 支付：以我方为受益人的100%保兑的、不可 撤销的信用证凭即期汇票支付，信用证必须在装 运前一个月开到卖方并在装船后15天内在中国议 付有效。 如你所知，我们的库存有限而需求非常活跃。 你的早日决策至关重要。我们确信你们能做一笔 赚钱的买卖。 盼即复。
Re: Silk Blouses We have received your offer of June 26 and regret that you have turned down our counteroffer. As we are in urgent need of the goods and anxious to conclude the business with you, we have made our every effort to persuade our client to accept your offer of $ 35.00 per piece. Fortunately, our customer in Vancouver has changed his mind and approached us again with an order for 3 000 dozen of the above goods on your terms.
外贸英语函电之咨询、旬盘及回复(英文版)PPT(共33页)
full range of sample sample book
全套样品
样品册
注意：在表示“……的样品”时，常接介词of或for
2.price 1）n.价格
a. Business is possible if you can raise(lift, improve) the price by 5%. 如你方出价能提高5%，可能成交。
If you cannot arrange entire quantity, please offer us at least half.
如果你方办不到全数，请至少报给我们半数
关于数量的表述：
1.追加数量
2.相应的数量
additional quantity corresponding quantity
2）discount v. 贴现，打折扣 Bills can be easily discounted in London.
汇票在伦敦贴现毫无困难。
If you can discount your price by 10%, we are ready to take 300 bales. 如果你方价格能予以九折处理，我方乐于接受300包。
4) 分期付款 instalment payment
5.(a) under separate cover =by separate post =by separate mail 另封，另邮寄
We are mailing you, under separate cover, photographs of the ordered goods. 我们另寄你所订货的照片。 (b) under cover=herewith 随函
Could you accept delivery in July or September? May I draw your attention to item 14?
Unit 06 还盘和接受 商务信函的写作 PPT 外贸函电
（1）接受只能由受盘人做出。 （2）接受必须是无条件的，完全同意发盘中提出的各项交易
条件。 （3）接受的方式必须符合发盘的要求。 （4）接受必须在发盘规定的有效期内做出。
6.2 Writing Skills（写作技巧）
还盘信函的写作步骤及常见表达方式：
写作步骤
表达方式
（1）对发 盘人的报价 表示感谢
（3） 对所希 望的交 易条件 提出建 议
May we suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods on this market.（我们建议，如果你 方在所报价格的基础上给予优惠，也许会有助于你方产品 的市场推介。）
Complying with your request, we take a pleasure to make you a firm offer Jinling Brand automatic washing machine USD120 per machine FOB Guangzhou, inclusive of your 5% commission. Your reply must reach us before 12 a.m. July 25 our time and subject to our final confirmation.
外贸函电之询盘、报盘与还盘(Enquiries,Offers and Counter-offers)
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)无约束性的报盘
6. confirmation n. 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。
Letters including a counter-offer can be written in the following structure:
外贸英语函电课件：Chapter04 Offers and Quotations
3. 转交 pass on... to
Your letter of March 12 has been passed on to us by our sister company in Shanghai.
贵方在3月12日的来函已经由我方兄弟公司转 交
4. 兄弟公司 sister company
❖ Subsidiary companies
Specimen 5
P65
Comments
This letter is not so good in conciseness. For example, “This offer is firm subject to your immediate reply that should reach us not later than the end of this month.” It should be changed into “This offer is firm subject to your reply here not later than the end of this month”.
❖ We regret to inform you that we are not in a position to cover you need for the captioned goods.
Useful sentences
❖ Please be informed that, on account of the fluctuations of foreign exchange, the quotation is subject to change without previous notice.Biblioteka Specimen 2 P63
外贸函电第二版-Unit05报价和发盘精品PPT课件
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The non-firm offers are usually expressed by the following patterns：
This offer is subject to reply by 10 a.m. our time, Wednesday, October 3. 该报盘以我方时间10月3日星期三上午10时以前答复为有效。
We offer you firm subject to your reply here within one week from today. 以自本日起一周之内你方复到为准。
draft at sight to be opened 30 days before the time of shipment .
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常用句型
（3）我们支付方式是保兑的，不可撤销即期信 用证，凭全套装运单据支付。
Our terms of payment are by confirmed, irrevocable L/C payable at sight against presentation of shipping documents.
forward somebody an offer for /on
4
to accept offer; 接受报盘 to confirm offer; 确认报盘 to decline offer; 拒绝报盘 to entertain offer; 考虑报盘 to extend offer; 延长报盘 to withdraw offer； 撤回报盘 to cancel offer 撤销报盘
外贸英语函电4发盘还盘
We offer you firm subject to your reply within one week from today. 兹报实盘，以自本日起一周之内你方复到为准。 兹报实盘，以自本日起一周之内你方复到为准。
一个实盘从法律角度上讲，必须符合三点要求才构成实盘： 一个实盘从法律角度上讲，必须符合三点要求才构成实盘： 1.Clear 内容清楚确切不含糊其词，模棱两可。 内容清楚确切不含糊其词，模棱两可。 plete 交易条件完整（商品名称、规格、包装、数量、 交易条件完整（商品名称、规格、包装、数量、 交货期、价格支付方式、装运期等）； ）；对报盘有效期做出 交货期、价格支付方式、装运期等）；对报盘有效期做出 规定，这一点也很重要。 规定，这一点也很重要。 3.Final 无保留：发盘人愿意按照他所提出的交易条件同受盘 无保留： 人签订合同，除此之外，没有任何保留条件。 人签订合同，除此之外，没有任何保留条件。 一般保留条件有： 一般保留条件有： 1) subject to our final confirmation. 2) subject to prior sale. 3) subject to the goods being unsold. 4) without engagement 5) subject to change without notice
2）We offer sth… subject to our final confirmation. ） 我方报盘… 各项交易条件） 以我方最后确认有 我方报盘 （各项交易条件） …以我方最后确认有 效。 3）We submit you this offer subject to prior sale. ） 我方向你方报盘，以先售为条件。 我方向你方报盘，以先售为条件。 4）We make you an offer subject to the goods being ） unsold. 我方向你方报盘，以未售出为准。 我方向你方报盘，以未售出为准。 5）We offer you subject to change without notice. ） 我方向你方报盘，此报盘如有变化不另行通知。 我方向你方报盘，此报盘如有变化不另行通知。
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PPT课件
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Prompt & Accurate Quotation 快速准确的报价
不管对待新客户还是老客户，报价
的时效性都很重要。尤其对刚刚接触
的潜在客户，一旦报价的速度慢了，
也许客户就已经和你的同行合作了。
但在追求速度的同时，也要注重报价
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Sample lead time: 7 days Sample fee: Free Delivery: 30-35 days Price: $8.4 /set FOB Shanghai Payment term: 30% T/T prepaid, 70% after
receiving B/L copy.
初次报价以后，来来回回地谈价是很 常见的。卖方希望赢得更好的利润， 买方希望买到更便宜的产品，这就需 要多轮的价格拉锯，最后大家在谈判 和磨合中寻找双方都能接受的某个折 中点。这个时候，邮件的往来必须更 加谨慎，不能被对方猜出自己的底牌。
PPT课件
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Subject: Final offer for grease gun project
Dear Clair,
To be candid with you, we have no margin to reduce the pricing again.
In fact, the price is very important to win this order, but the quality counts for much more. We couldn’t debase our quality level to achieve your price aim. I’m sorry!
Please find the detailed estimate in attachment. Samples could be prepared on request.
Kindly check and let me know if any other questions.
Sincerely yours,
Any questions will be appreciated!
Sincerely yours,
Kelvin
PPT课件
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Replying to Customer Bargain
砍价是每个业务员都会碰到的，有 的客户根据产品和数量的不同砍价， 有的客户根据市场定位砍价，有的客 户根据以往的采购经验砍价。回复的 时候也要有针对性，无论降价还是维 持原价，甚至是涨价，都需要有合理 的理由，有理有据。
PPT课件
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Subject: Quotation for 71H5B Glass Tumblers
Dear Mr. Lee,
Thank you for your inquiry!
Concerning your inquired item 71H5B
, please find our offer as follows. Also attached the quotation sheet in detail for your review.
PPT课件
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Subject: Re:Re:Re: Grease gun pricing
Dear Clair,
I’m so sorry that we couldn’t meet your target of USD 5.3/pc with color box!
As I mentioned in my previous mail, our price was based on the different packaging method.
PPT课件
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Item: Glass Tumblers Art. No.: 71H5B Size: 12cm (Bottom Dia.)* 26cm (H) Weight:40g Logo: as per your requirement Pkg: 6pcs / set, 1 set/ box, 12 sets/ ctn, Ctn size: 57x34x23cm GW/NW.: 18.5 / 16.5 kgs Qty/20’FCL: 6720sets Qty/40’FCL: 14796sets
质量，要快且准。不要报了之后发现
算错了，再去say sorry,这会让客人觉
得你不专业。
PPT课件
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Subject: Quote sheet in detail
Dear Flora,
Thanks for mailing me back and notifying us your requested item with details!
并非指准确的报价，而是基于报价单里
参数，如货物描述、材质、包装的估价
，因为没有得到客户的确认，还存在修
改的过程。
PPT课件
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Detailed & Professional Quotation
详细专业的报价
对于老客户、重要客户，或者对询
价有具体要求和针对性的客户，需要 及时准确地给出报价。而报价的内容 要求尽可能详尽，并突出自身优势， 把能给到得信息一次性给全，这样最 大限度避免“挤牙膏”式的往来邮件， 给客户树立专业的正面形象。
Jessica Li
PPT课件
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Estimate在邮件具体指什么？
Estimate表示初次询价所需要的 “估价”
。因为一开始，客户往往没有提供各种
准确的信息，没有确认数量、包装及各
种细节，这个时候，报价往往不是final
price （最终报价），而是给对方参考的
estimate （估价）。另外detailed estimate
I have discussed with our top management, and decided to proceed in below suggestions.
Our final price is USD5.50 with a color box, and USD 5.20 with a poly bag.
Байду номын сангаас
Pls help to check with buyer and advise the
comments.
B.R.
PPT课件
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Price Negotiating 多轮价格谈判