外贸函电课件_5_报价
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外贸函电-Unit 05 报价和发盘
表明报价
的有效期 We cannot consider these prices firm for an
indefinite period because of the situation on the coffee market.（鉴于咖啡市场的行情，我们无法 长期保持这一价格不变。）
（4）
We trust you will find our quotation satisfactory and look forward to receiving your order.（相信您会满 意我们的报价，盼订货。）
表达希望 对方接受 We look forward to receiving your order soon.（盼 所报价格 尽早收到你方订单。）
早日订货
的愿望 We look forward to the pleasure of serving you.（期 盼能为您服务。）
5.3 Specimen Letters（样函）
Shipment: to be made in three equal monthly installment11; beginning from June 2002 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.
1,000 dozen cotton shirts at USD60 per dozen CIF New York. The shipment is to be made during June. We require payment by confirmed irrevocable letter of credit6 payable by draft at sight7. This is the best offer we can make8 at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy.
《外贸英语函电》PPT课件
CFR Rotterdam. 2.Please quote us for men’s shirts CIF Rotterdam. 报最低价
quote one’s lowest price/ make (give/send) lowest quotations.
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5. stating the earliest date of shipment. 说明最早装船期。 现在分词短语作状语，表伴随状态。
品； 3.询问对方所能提供的折扣，你方所能接受的
支付条件和期望的交货时间； 4.以盼早复收尾。
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Useful Expressions
1. learn from 从…得知 2. Commercial Counselor’s Office 商务参战处 3.handicraft article 手工艺品 4. brocade handbag 锦绣手袋 5.leading importer 大进口商 6.quote sb. a price for sth 向某人就某物报价 7. place an order with sb. for sth 向某人就某物下订
Should your quality be suitable and the price competitive, we’ll be ready to place an order for at least 5,000 pieces with you.
Your prompt attention to this matter will be much appreciated.
May 24,2006
Dear Sirs,
We have learned from the Commercial Counselor’s Office of Canadian Embassy in your country that you manufacture and export a variety of handicraft articles.
quote one’s lowest price/ make (give/send) lowest quotations.
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5. stating the earliest date of shipment. 说明最早装船期。 现在分词短语作状语，表伴随状态。
品； 3.询问对方所能提供的折扣，你方所能接受的
支付条件和期望的交货时间； 4.以盼早复收尾。
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Useful Expressions
1. learn from 从…得知 2. Commercial Counselor’s Office 商务参战处 3.handicraft article 手工艺品 4. brocade handbag 锦绣手袋 5.leading importer 大进口商 6.quote sb. a price for sth 向某人就某物报价 7. place an order with sb. for sth 向某人就某物下订
Should your quality be suitable and the price competitive, we’ll be ready to place an order for at least 5,000 pieces with you.
Your prompt attention to this matter will be much appreciated.
May 24,2006
Dear Sirs,
We have learned from the Commercial Counselor’s Office of Canadian Embassy in your country that you manufacture and export a variety of handicraft articles.
外贸函电报价与还盘Quotation and Offer ppt课件
Unit Four Quotation and Offer
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
PPT课件
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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!
PPT课件
1
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
PPT课件
7
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
11
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!
外贸函电第二版-Unit05报价和发盘精品PPT课件
虚盘不必有完整的内容，没有时限的规定，而且也不明确 不肯定。一般都注明“仅供参考”或“以我方最后确认为 准”等字样。因此，虚盘是不受约束的、试探性的报价， 其目的在于了解顾客，了解市场。
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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
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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
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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
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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
外贸函电课件_5_报价
P.77 (18) As the premises will be shortly required for other purposes, the whole of the goods must be immediately disposed of without reserve. premises n. 营业场所（注意与premise区分） dispose of v. 处置，出售 without reserve 不留存货，清仓
certify v.颁发证书，证明 certify a teacher 发给教师证 To certify a cheque 保证兑现支票 certificate certification n.证书
offer v.提供 offer sb sth / offer sth to sb v. 报价 offer (sb) 100yuan for the bicycle 开价100元买 offer (sb) the bicycle for 100yuan 开价100元卖 n. 提供 make an offer of help 提供帮助 n. 报价 He is open to an offer. 他愿意考虑报价。
第四部分：希望对方下单
We look forward to receiving your order.
P.71 Letter 3
• 产品名 Shirt • 规格 Cotton Shirt • 数量 1000 dozen • 价格 USD 60 (CIF New York)
• 履行时间 During June • 履行方式 Confirmed Irrevocable L/C payable by draft at sight
我们想请您把您的各种产品 各种产品的详细情况寄给 我们想请您 各种产品 我们，包括尺寸、颜色及价格，以及 以及所用的 以及 各种材料的样品。 We would like you to send us details of your various products, including sizes, colors and prices, and also samples of the materials used.
外贸英语函电课件Unit_5
报盘”
e.g. We are pleased to make you our offer for/on black tea.
• offer v. “提出某事物供考虑、接受或拒绝” ,引：报
盘
e.g. Please offer us 100 metric tons of groundnuts.
letter 2 A Non-firm Offer for Melton and Gabardine
• The offer is (remains) firm (open ; valid; good) until (for) ... 此报盘有效期到（为）……
• This offer will remain open/ valid/ firm for a week (from…) 该报盘从某月某日起一周内
为准
• to offer subject to our approval 以我方认可为准 • to offer subject to prior sale; to offer subject to
being unsold 有权先售，以未售出为准
• to offer without engagement (obligation)
e. 装运：10月底装运 f. 保险：按发票金额110%投ank you for your enquiry of September 28, 2003 and we are glad to learn that you are interested in our Cotton Bed Sheets. We are making you an offer, subject to your early reply reaching us within 7 days, as follows:
e.g. We are pleased to make you our offer for/on black tea.
• offer v. “提出某事物供考虑、接受或拒绝” ,引：报
盘
e.g. Please offer us 100 metric tons of groundnuts.
letter 2 A Non-firm Offer for Melton and Gabardine
• The offer is (remains) firm (open ; valid; good) until (for) ... 此报盘有效期到（为）……
• This offer will remain open/ valid/ firm for a week (from…) 该报盘从某月某日起一周内
为准
• to offer subject to our approval 以我方认可为准 • to offer subject to prior sale; to offer subject to
being unsold 有权先售，以未售出为准
• to offer without engagement (obligation)
e. 装运：10月底装运 f. 保险：按发票金额110%投ank you for your enquiry of September 28, 2003 and we are glad to learn that you are interested in our Cotton Bed Sheets. We are making you an offer, subject to your early reply reaching us within 7 days, as follows:
外贸函电Unit-5PPT优秀课件
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For the quantities you mention we are pleased to quote as follows:
“D.D.” Raincoats
100 men’s medium USD13.00 each USD1300.00
100 men’s small现方式做保护处理对用户上传分享的文档内容本身不做任何修改或编辑并不能对任何下载内容负责
Unit 5
OFFERS AND COUNTER-OFFERS
1
• An offer is a proposal to give or do something. An offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer.
2.Offer somebody firm something at…price 以…的价格向某人报某物的实盘
We offer you firm 3,000 metric tons of chemical fertilizer.
3.offer somebody something FOB ,CIF, etc.
The offer is subject to our final confirmation.
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Specimen letters 3
Dear sirs Thank you for your letter of June
25 offering us your ‘D.D.” brand raincoats. To be candid with you, we like your raincoats, but your prices appear to be on the high side as compared with those of other
For the quantities you mention we are pleased to quote as follows:
“D.D.” Raincoats
100 men’s medium USD13.00 each USD1300.00
100 men’s small现方式做保护处理对用户上传分享的文档内容本身不做任何修改或编辑并不能对任何下载内容负责
Unit 5
OFFERS AND COUNTER-OFFERS
1
• An offer is a proposal to give or do something. An offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer.
2.Offer somebody firm something at…price 以…的价格向某人报某物的实盘
We offer you firm 3,000 metric tons of chemical fertilizer.
3.offer somebody something FOB ,CIF, etc.
The offer is subject to our final confirmation.
17
Specimen letters 3
Dear sirs Thank you for your letter of June
25 offering us your ‘D.D.” brand raincoats. To be candid with you, we like your raincoats, but your prices appear to be on the high side as compared with those of other
新编外经贸英语函电与谈判课件Unit05市公开课金奖市赛课一等奖课件
第10页
3. Samples of letters(1)
• Subject: Bank Draft Payment The goods under Contract No.555 was delivered here in good order and condition and we are quite satisfied with it.
• Yours truly,
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3. Samples of letters(2)
• Subject: Asking for Deferred Payment • Your Invoice No.1223 for US $ 80,000 worth of goods
supplied on 20th July is due for payment at the end of this month. Most unfortunately, a fire broke out in our warehouse last week and destroyed a certain part of valuable consignment. Our claim is now with the insurance company, but it is unlikely to be met for another three or four weeks and until then we are faced with a difficult financial situation. I am therefore writing for permission to defer payment of your invoice until the end of September. • As you know, my accounts with you have always been settled promptly and it is with the utmost regret that I am now forced to make this request. I hope, however, that you will find it possible to grant it. In doing so you would render me a service I should never forget.
3. Samples of letters(1)
• Subject: Bank Draft Payment The goods under Contract No.555 was delivered here in good order and condition and we are quite satisfied with it.
• Yours truly,
第11页
3. Samples of letters(2)
• Subject: Asking for Deferred Payment • Your Invoice No.1223 for US $ 80,000 worth of goods
supplied on 20th July is due for payment at the end of this month. Most unfortunately, a fire broke out in our warehouse last week and destroyed a certain part of valuable consignment. Our claim is now with the insurance company, but it is unlikely to be met for another three or four weeks and until then we are faced with a difficult financial situation. I am therefore writing for permission to defer payment of your invoice until the end of September. • As you know, my accounts with you have always been settled promptly and it is with the utmost regret that I am now forced to make this request. I hope, however, that you will find it possible to grant it. In doing so you would render me a service I should never forget.
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第四部分：希望对方下单
We look forward to receiving your order.
P.71 Letter 3
• 产品名 Shirt • 规格 Cotton Shirt • 数量 1000 dozen • 价格 USD 60 (CIF New York)
• 履行时间 During June • 履行方式 Confirmed Irrevocable L/C payable by draft at sight
我们希望您对上面的条款感兴趣，期待尽快收到您的订单。
我们想请您把您的各种产品 各种产品的详细情况寄给 我们想请您 各种产品 我们，包括尺寸、颜色及价格，以及 以及所用的 以及 各种材料的样品。 We would like you to send us details of your various products, including sizes, colors and prices, and also samples of the materials used.
四、 第五章重点词汇
advise sb on sth 建议 advise sb of sth 通知 His job is to advise the government on public health issues. 他的工作是向政府提供公共卫生建议 建议。 建议 The committee will advise all applicants of its decision. 委员会向所有申请人通报 通报它的决定。 通报 advisable a. 明智的，可取的 It is advisable to leave now. 现在离开很明智
三、报价信和发盘信的结构
第一部分：感谢对方询价。
Thank you for your inquiry of…
第二部分：提供交易的细节（最好用列表形式）。
We are pleased to quote as follows…
第三部分：说明有效期。（报价信可以没有）
This offer can remain open till …
P.77 (18) As the premises will be shortly required for other purposes, the whole of the goods must be immediately disposed of without reserve. premises n. 营业场所（注意与premise区分） dispose of v. 处置，出售 without reserve 不留存货，清仓
如果您能在本月底前向我们订货 订货，我们将保 订货 证迅速发货 迅速发货。 迅速发货 If you place your order not later than the end of this month, we would ensure prompt shipment. 我们期待收到您的首次订单。 We look forward to receiving your first order.
回信时，请说明 说明你方的支付条款、单项商品 说明 单项商品 的购买量不少于 不少于1000打时所能给予 所能给予的折扣。 不少于 所能给予 When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 1000 dozen of individual item.
quote v. & n. 引用 a passage quoted from the textbook 引用自课本的 一篇文章 v. 报价，开价 quote a commodity at ten dollars 开价10元 quotation n.引用，报价 a quotation from Chair Mao 毛主席语录 the quotations for wheats 小麦行情
现附上您所要求的附图产品目录及价格单。 附上您所要求 附上您所要求 …and enclose our illustrated catalogue and price list you asked for. 我们将另函 另函寄上一些样品，相信您仔细看过 仔细看过这些样 另函 仔细看过 品之后，会同意这些产品是价廉物美 价廉物美的。 价廉物美 By separate post, we will send you some samples, and feel confident that when you have examined them you will agree that the goods are excellent in quality and reasonable in price.
discount on (something) 固定用法，表示某件东西有折扣。 • Is there a discount on the bookshelf? 这种书架可以打折吗？ • That store gave a 10 percent discount on everything. 这家店所有商品九折。 • With your membership card, you will receive a discount on purchases. 持有会员证，购物可享受折扣。
二、报价信和发盘信的特点
• 由于直接关系到交易细节，必须写得详细 和清楚。 • 发盘信具有法律效力，一旦对方接受（法 律上叫做“承诺”），合同立即成立。报 价信没有法律效力。 • 发盘信必须注明有效期。
发盘信必须包含的内容
• 商品名 • 价格 Product Name Price • 规格和质量 • 履行时间 Specification and Time Limit Quality • 履行地点和方式 Place and Method of • 数量 Amount Performance
certify v.颁发证书，证明 certify a teacher 发给教师证 To certify a cheque 保证兑现支票 certificate certification n.证书
offer v.提供 offer sb sth / offer sth to sb v. 报价 offer (sb) 100yuan for the bicycle 开价100元买 offer (sb) the bicycle for 100yuan 开价100元卖 n. 提供 make an offer of help 提供帮助 n. 报价 He is open to an offer. 他愿意考虑报价。
第四章 练习题答案
第一题 请根据下面的内容，起草一封英文商业信函。 您好，本市 本市的B&C公司告知 告知我们，您是全棉床单及枕 本市 告知 套的主要出口商。 Dear Sirs, B&C co. of this city informed us that you are the main exporter of all cotton bed-sheets and pillowcases.
Unit 5 Quotation and Offer
报价和发盘
一、报价和发盘的区别
报价（quotation）是单纯 报价 给出价格和其他信息，没有承 诺要进行交易，又称虚盘。 发盘（offer）是提出订立 发盘 合同的正式建议，有交易的时 间限制，又称实盘，法律上叫 做要约 用“大约” （about），“参考价”（reference price） 等模棱两可的词。 • 实盘的内容明确完整，包括商品品质、数 量、包装、价格、装运、支付、有效期等。 • 实盘不能有保留条件，如：以我方最后确 认为准 （subject to our final confirmation）、以货物的未售出为准 （subject to goods being unsold） • 不满足以上任一条件，就是虚盘。
注意点 • 前面是数字时，dozen不能用复数。
– two dozen (of) eggs 两打鸡蛋 – dozens of eggs 几十个鸡蛋
• not less than与no less than含义基本相同， 但是后者强调数量可观。
– I’ll stay here not less than three days. 我会在 那里至少待三天。 – I’ll stay here no less than three days. 我竟然要 在那里至少待三天。
所报价格需包括到纽约的保险及运费。 所报价格 Price quoted should include insurance and freight to New York.
第二题 请根据以下内容起草回函 您好，很高兴收到您8月20日的询价。 Dear Sirs, We are very pleased to receive your inquiry of August 20,…
第五章 练习题
请根据下面的内容，完成一封发盘信。 您好，作为对您1月5日询盘的回复，我们给 您一个实盘报价（firm offer），生效条件 是您的答复在3月27日（星期四）下午五点之 前（我方时间）送达。具体如下：
• • • • •
• •
商品名：男士衬衫（Shirts for men） 商品名 规格：10种款式（assortment），包括白色、黑色和蓝 规格 色的新款（详见目录） 质量：使用优质棉花 质量 价格：FOB广州，按照不同式样，每件从18美元到45美 价格 元不等 支付：通过装船前30天开立的、保兑的（confirmed）、 支付 不可撤销的（irrevocable）、即期汇票支付的 （ payable by draft at sight）的信用证 包装：由卖方决定 包装 装运时间：5月 装运时间