外貿(mào)英文函電標(biāo)準(zhǔn)課件

1、外貿(mào)英文函電標(biāo)準(zhǔn)Chapter six Offer外貿(mào)英文函電外貿(mào)英文函電外貿(mào)英文函電標(biāo)準(zhǔn)Chapter six OffernRevisionnObjectivesnWarming-upnSample LetternQuotation Sheet外貿(mào)英文函電標(biāo)準(zhǔn)ObjectivesUpon completion of this chapter, the students will:nunderstand the difference between firm offer and non-firm offer and grasp their relative expressions. nbe f

2、amiliar with the terms & conditions involved in an offer and be able to write them independently. Return外貿(mào)英文函電標(biāo)準(zhǔn)Warming-up There are two kinds of offers: Firm offer and non-firm offer A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. Once it

3、has been accepted it cannot be withdrawn.外貿(mào)英文函電標(biāo)準(zhǔn)Warming-up Non-firm offer are usually made by means of sending catalogues, pricelist, and quotations. It can be considered as an inducement to business.外貿(mào)英文函電標(biāo)準(zhǔn) Main & Difficult Pointsquotationsfirm offers non-firm offersvolunteer Offers replies to th

4、e enquiries外貿(mào)英文函電標(biāo)準(zhǔn)Writing Stepsq A satisfactory offer will include following :nan expression of thanks for the enquiry, if any;ndetails of prices,discounts and terms of payments外貿(mào)英文函電標(biāo)準(zhǔn)na clear indication of what the prices cover, eg packing , carriage, insurancenan undertaking regarding date of de

5、liverynThe period for which the offer is validnan expression of hope that the quotation will be accepted外貿(mào)英文函電標(biāo)準(zhǔn)nquote offer voluntary offer free offer firm offer proforma invoice import licence catalogue under cover nsupply from stock外貿(mào)英文函電標(biāo)準(zhǔn)Language points1.offer v. n. 報(bào)盤報(bào)盤n offer sb sth at a pric

6、e 以以價(jià)格向價(jià)格向某人報(bào)盤某人報(bào)盤noffer sb firm 給某人報(bào)實(shí)盤給某人報(bào)實(shí)盤nmake sb a firm offer for sth at a price 向向報(bào)實(shí)盤報(bào)實(shí)盤外貿(mào)英文函電標(biāo)準(zhǔn)Useful expressions:na firm offer 實(shí)盤實(shí)盤na non-firm offer 虛盤虛盤nto accept an offer 接受報(bào)盤接受報(bào)盤nto confirm an offer 確認(rèn)報(bào)盤確認(rèn)報(bào)盤外貿(mào)英文函電標(biāo)準(zhǔn)na firm offer 實(shí)盤實(shí)盤na non-firm offer 虛盤虛盤nto accept an offer 接受報(bào)盤接受報(bào)盤nto co

7、nfirm an offer 確認(rèn)報(bào)盤確認(rèn)報(bào)盤 nto decline an offer 拒絕報(bào)盤拒絕報(bào)盤外貿(mào)英文函電標(biāo)準(zhǔn)nto entertain an offer 考慮接受報(bào)盤考慮接受報(bào)盤nto extend an offer 延長報(bào)盤延長報(bào)盤nto withdraw an offer 撤銷報(bào)盤撤銷報(bào)盤nto cancel an offer 取消報(bào)盤取消報(bào)盤nto renew an offer 恢復(fù)報(bào)盤恢復(fù)報(bào)盤na combined offer 搭配報(bào)盤搭配報(bào)盤外貿(mào)英文函電標(biāo)準(zhǔn)n1) We hope to be able to offer next weekn我們希望下周能報(bào)盤。我們希望下

8、周能報(bào)盤。We can offer for Mens Shirts at competitive prices.我們能以競爭性的價(jià)格開報(bào)男式襯衫的報(bào)我們能以競爭性的價(jià)格開報(bào)男式襯衫的報(bào)盤。盤。外貿(mào)英文函電標(biāo)準(zhǔn)n3) We will make you a firm offer as soon as possiblen我們能盡快向你方報(bào)實(shí)盤我們能盡快向你方報(bào)實(shí)盤外貿(mào)英文函電標(biāo)準(zhǔn)DifferencenOffer 與與quotation的區(qū)別：的區(qū)別：nOffer為報(bào)盤，也就是說除了針對某種商為報(bào)盤，也就是說除了針對某種商品的價(jià)格外，還應(yīng)該包括數(shù)量、交貨期、品的價(jià)格外，還應(yīng)該包括數(shù)量、交貨期、支付方式

9、等交易條件。支付方式等交易條件。nquotation為報(bào)價(jià)，即某種商品的價(jià)格為報(bào)價(jià)，即某種商品的價(jià)格。外貿(mào)英文函電標(biāo)準(zhǔn)nEuropean Main Ports 歐洲主要港口歐洲主要港口n縮寫為縮寫為EMP，按照航運(yùn)公會(huì)統(tǒng)一規(guī)定歐洲主要港口有：，按照航運(yùn)公會(huì)統(tǒng)一規(guī)定歐洲主要港口有：n英國英國 Londonn法國法國 Marseillesn意大利意大利 Genoan德國德國 Hamburgn荷蘭荷蘭 Rotterdamn比利時(shí)比利時(shí) Antwerpn丹麥丹麥 Copenhagen外貿(mào)英文函電標(biāo)準(zhǔn)Warming-upn虛盤常用表達(dá)方式虛盤常用表達(dá)方式 n實(shí)盤常用表達(dá)方式實(shí)盤常用表達(dá)方式 n實(shí)盤有效期

10、表示法實(shí)盤有效期表示法 Return外貿(mào)英文函電標(biāo)準(zhǔn)Non-firm Offernsubject to our final confirmation 以我方最后確認(rèn)為準(zhǔn) We are now making you an offer subject to our final confirmation.虛盤常用表達(dá)方式虛盤常用表達(dá)方式(4)(4)現(xiàn)報(bào)盤如下，以我方確認(rèn)為有效。外貿(mào)英文函電標(biāo)準(zhǔn)Non-firm Offernwithout engagement 此報(bào)盤無約束力 We are now making you the following offer without engagement.現(xiàn)報(bào)

11、盤如下，此報(bào)盤無約束力。外貿(mào)英文函電標(biāo)準(zhǔn)The offer is subject to our final confirmation.q 本報(bào)盤以我方最后確認(rèn)為準(zhǔn)本報(bào)盤以我方最后確認(rèn)為準(zhǔn)q 這個(gè)表達(dá)法是典型的虛盤，即無約束力這個(gè)表達(dá)法是典型的虛盤，即無約束力的報(bào)盤。類似的表達(dá)法：的報(bào)盤。類似的表達(dá)法： 外貿(mào)英文函電標(biāo)準(zhǔn)Non-firm Offernsubject to the goods being unsold 以貨物未被售出為準(zhǔn) We are now making you a special offer subject to the goods being unsold.我方向你方報(bào)特惠盤

12、，以貨物未被售出為準(zhǔn)。外貿(mào)英文函電標(biāo)準(zhǔn)nThe offer is subject to change without notice.n本報(bào)盤以隨時(shí)更改而勿需另作通知為條本報(bào)盤以隨時(shí)更改而勿需另作通知為條件。件。外貿(mào)英文函電標(biāo)準(zhǔn)Non-firm Offernsubject to prior sale 以先售為準(zhǔn) We are now making an offer for air-conditioners as follows, subject to prior sale.我方現(xiàn)報(bào)空調(diào)盤如下，以先售為準(zhǔn)。Return外貿(mào)英文函電標(biāo)準(zhǔn)一般保留條件有以下表達(dá)法一般保留條件有以下表達(dá)法： nsubje

13、ct to our final confirmation.nsubject to prior sale.n subject to the goods being unsold.n subject to change without noticen without engagement外貿(mào)英文函電標(biāo)準(zhǔn)Firm offer 1. We are now making you a firm offer for 10 metric tons of rice. 2. We are now offering you firm as follows,現(xiàn)為你方報(bào)10公噸大米實(shí)盤?，F(xiàn)為你方報(bào)實(shí)盤如下。Return

14、外貿(mào)英文函電標(biāo)準(zhǔn)一個(gè)實(shí)盤從法律角度上講，必須一個(gè)實(shí)盤從法律角度上講，必須符合三點(diǎn)要求才構(gòu)成實(shí)盤符合三點(diǎn)要求才構(gòu)成實(shí)盤n：nClear Clear 內(nèi)容清楚確切不含糊其詞，模棱內(nèi)容清楚確切不含糊其詞，模棱兩可。兩可。nComplete Complete 交易條件完整（商品名稱、交易條件完整（商品名稱、規(guī)格、包裝、數(shù)量、交貨期、價(jià)格支付規(guī)格、包裝、數(shù)量、交貨期、價(jià)格支付方式、裝運(yùn)期等）方式、裝運(yùn)期等）; ;對報(bào)盤有效期做出對報(bào)盤有效期做出規(guī)定，這一點(diǎn)也很重要。規(guī)定，這一點(diǎn)也很重要。外貿(mào)英文函電標(biāo)準(zhǔn)nFinal Final 無保留：發(fā)盤人愿意按照他所提無保留：發(fā)盤人愿意按照他所提出的交易條件同受盤人

15、簽訂合同，除此出的交易條件同受盤人簽訂合同，除此之外，沒有任何保留條件。之外，沒有任何保留條件。外貿(mào)英文函電標(biāo)準(zhǔn)Firm offers validity 1.We make you the following offer subject to your reply within 10 days. 現(xiàn)報(bào)盤如下，以你方在10日之內(nèi)回復(fù)為有效。 外貿(mào)英文函電標(biāo)準(zhǔn)Firm offers validity 2. We make you an offer, subject to your reply reaching us not later than noon time October 21 Beiji

16、ng time. 現(xiàn)報(bào)盤如下，以你方在北京時(shí)間10月21日中午前回復(fù)為有效。 外貿(mào)英文函電標(biāo)準(zhǔn)Firm offers validity3. The offer is valid for 3 days.4. The offer is valid till March 15. 此報(bào)盤有效期為三天。 此報(bào)盤在3月15日以前有效。 Return外貿(mào)英文函電標(biāo)準(zhǔn)be under offer 正在報(bào)盤中；正在出售中正在報(bào)盤中；正在出售中be on offer The goods are under offer elsewhere and we cannot offer you at present.貨物已

17、向其它地區(qū)報(bào)盤，因而目前不能給貨物已向其它地區(qū)報(bào)盤，因而目前不能給你方報(bào)盤。你方報(bào)盤。外貿(mào)英文函電標(biāo)準(zhǔn)bid n. v. 遞價(jià)遞價(jià)nto make sb a bid for sth at a price 以以價(jià)格向某人遞價(jià)價(jià)格向某人遞價(jià)nto bid a price for sth 就就向某人遞價(jià)向某人遞價(jià) 外貿(mào)英文函電標(biāo)準(zhǔn)They bid $1780 per metric ton but some competitors outbid them.他們遞價(jià)每公噸他們遞價(jià)每公噸1780美元，但一些競美元，但一些競爭者出價(jià)更高。爭者出價(jià)更高。外貿(mào)英文函電標(biāo)準(zhǔn)No other buyer has b

18、id higher than your bid.n沒有哪個(gè)買主做出比你方更高的遞價(jià)沒有哪個(gè)買主做出比你方更高的遞價(jià)外貿(mào)英文函電標(biāo)準(zhǔn)proforma invoice 形式發(fā)票；又稱預(yù)開形式發(fā)票；又稱預(yù)開發(fā)票發(fā)票qproforma invoice又稱預(yù)開發(fā)票，進(jìn)口又稱預(yù)開發(fā)票，進(jìn)口方有時(shí)要求出口方將打算出售的商品的方有時(shí)要求出口方將打算出售的商品的名稱、規(guī)格、單價(jià)等條件開立一種非正名稱、規(guī)格、單價(jià)等條件開立一種非正式的參考性的發(fā)票用以向本國當(dāng)局申請式的參考性的發(fā)票用以向本國當(dāng)局申請進(jìn)口或批準(zhǔn)外匯之用，這種發(fā)票稱為形進(jìn)口或批準(zhǔn)外匯之用，這種發(fā)票稱為形式發(fā)票。式發(fā)票。外貿(mào)英文函電標(biāo)準(zhǔn)n形式發(fā)票的用途：

19、形式發(fā)票的用途： 申請進(jìn)口許可證；申請進(jìn)口許可證； 申請外匯；申請外匯； 代替報(bào)盤或報(bào)價(jià)；代替報(bào)盤或報(bào)價(jià)； 在進(jìn)口報(bào)關(guān)而正式發(fā)票尚未到達(dá)時(shí)，可供進(jìn)在進(jìn)口報(bào)關(guān)而正式發(fā)票尚未到達(dá)時(shí)，可供進(jìn)口商報(bào)關(guān)之用口商報(bào)關(guān)之用; 分批交貨；分批交貨； 用寄售方式銷售貨物用寄售方式銷售貨物 外貿(mào)英文函電標(biāo)準(zhǔn)Translationn現(xiàn)報(bào)1000打毛巾(towel)如下,以我方最后確認(rèn)為準(zhǔn)。n上述報(bào)盤以我方最后確認(rèn)為有效。 We make the following offer for 1000 dozen towels subject to our final confirmation. The above off

20、er is subject to our final confirmation. 外貿(mào)英文函電標(biāo)準(zhǔn)Translationn按你方要求現(xiàn)報(bào)盤如下，以你方在北京時(shí)間3月14日下午2點(diǎn)以前回復(fù)為有效。n我方茶杯報(bào)盤的有效期為5天。 As requested, we are now making an offer, subject to your reply before 2 p.m. on March 14 Beijing time. Our offer for teacups is valid for 5 days. 外貿(mào)英文函電標(biāo)準(zhǔn)Translate the following into Eng

21、lish: n1按照請求，我們現(xiàn)報(bào)盤按照請求，我們現(xiàn)報(bào)盤500輛飛鴿牌輛飛鴿牌自行車如下。自行車如下。 nAt your request, we are making an offer for 500 pieces of “Flying Pigeon” Bicycles as follows.此報(bào)盤為實(shí)盤，以你方在本月底前復(fù)到此報(bào)盤為實(shí)盤，以你方在本月底前復(fù)到有效。有效。 2.This offer is firm, subject to your reply reaching us by the end of this month.外貿(mào)英文函電標(biāo)準(zhǔn)n3.如果你方認(rèn)為這一報(bào)盤可接受，請即如果你方

22、認(rèn)為這一報(bào)盤可接受，請即來電，以便我方確認(rèn)。獲得必要的進(jìn)口來電，以便我方確認(rèn)。獲得必要的進(jìn)口許可證是沒有問題的。許可證是沒有問題的。nIf you find our offer acceptable, please cable us for confirmation. There is no question about getting the necessary import license.外貿(mào)英文函電標(biāo)準(zhǔn)n4.我們高興地給你方報(bào)永久牌自行車?yán)覀兏吲d地給你方報(bào)永久牌自行車?yán)魉钩杀颈ｋU(xiǎn)加運(yùn)費(fèi)的實(shí)盤。各斯成本保險(xiǎn)加運(yùn)費(fèi)的實(shí)盤。 nWe are pleased to offer you a

23、firm offer CIF Lagos for “Forever “Brand Bicycles外貿(mào)英文函電標(biāo)準(zhǔn)n5.本報(bào)盤將保留至月底有效。本報(bào)盤將保留至月底有效。 nThis offer will keep valid till the end of this month.外貿(mào)英文函電標(biāo)準(zhǔn)n6.我們能以具有吸引力的價(jià)格向你方報(bào)我們能以具有吸引力的價(jià)格向你方報(bào)各式各樣的中國水果罐頭。各式各樣的中國水果罐頭。We can make you offer for various kinds of Chinese canned fruits at the most attractive price

24、s. 外貿(mào)英文函電標(biāo)準(zhǔn)n7.我們的鋼筆價(jià)格是每打我們的鋼筆價(jià)格是每打6美元溫哥華到美元溫哥華到岸價(jià)。岸價(jià)。 The price of our pen is US$6.00 per dozen CFR Vancouver. 外貿(mào)英文函電標(biāo)準(zhǔn)n8.現(xiàn)按你方請求報(bào)盤如下，以我方最后現(xiàn)按你方請求報(bào)盤如下，以我方最后確認(rèn)為準(zhǔn)。確認(rèn)為準(zhǔn)。n We are making you an offer at your request as follows, subject to our final confirmation外貿(mào)英文函電標(biāo)準(zhǔn)n9. 上述報(bào)盤無約束力。上述報(bào)盤無約束力。 nThe above offe

25、r is a free offer. / The above offer is without engagement.外貿(mào)英文函電標(biāo)準(zhǔn)Filling the missing words : n1.We shall make a reduction _in_ our price if you increase the quantity to 5,000 pcs.n2. We would like to direct your attention _to_ the quality of the goods which is superior _to_ that of other makes. 外貿(mào)

26、英文函電標(biāo)準(zhǔn)n3. We are prepared to keep the offer open _till_ 25th this month. n4. Many of our clients requested us to approach you _for_ offers.n5. If you could make a reduction _of_ 1% _in_ quotation, we have confidence _in_ securing large orders for you. 外貿(mào)英文函電標(biāo)準(zhǔn)n6. We will withdraw the offer if we sho

27、uld not hear _from_ you by the end of this week. n7. The above offer is subject _to_ our final confirmation. 外貿(mào)英文函電標(biāo)準(zhǔn)n8. The earliest shipment is December, we hope that it will be acceptable _to_ you. 外貿(mào)英文函電標(biāo)準(zhǔn)Sample Letter Dear Mr. Brown, We are glad to know that you, one of the biggest suppliers of

28、 tea in the UK, are interested in our products. In order to establish a long friendly business relation with you, we are now making you a special offer. 外貿(mào)英文函電標(biāo)準(zhǔn) For details, please see quotation sheet. We are sending you under separate cover the samples of Green Tea Extract and Porcelain Tea Set fo

29、r your reference. We are confident that you will be satisfied with both the quality of our products and their competitive prices. We await your favorable news. Yours very sincerely, 外貿(mào)英文函電標(biāo)準(zhǔn) Zhejiang Caiyunjian Tea Co., Ltd. 報(bào)報(bào) 價(jià)價(jià) 單單 QUOTATION To : Global Tea 日期 Bags (Pvt) Ltd Date May 8, 2004 茲報(bào)供下列

30、商品, 均以我方最后確認(rèn)為準(zhǔn) The following articles are quoted subject to our final confirmation: 品名 Commodity 規(guī)格 Specification 數(shù)量 Quantity 單價(jià) 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: alum

31、inum-foil-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 payabl

32、e by draft at sight 保險(xiǎn) INSURANCE: for 110% of the invoice value 有錯(cuò)當(dāng)查 E. &. O. E. CommoditySpecificationQuantityUnit PricePackingShipmentPaymentInsurance外貿(mào)英文函電標(biāo)準(zhǔn)Quantity(1) (1) 重量重量( (weight)weight)公斤公斤 ( ( ) )公噸公噸 ( ( ) ) 長噸 (long ton)(1016kg) 短噸(short ton)(907kg)(2) (2) 數(shù)量數(shù)量( (number)number)件件 ( (

33、) ) 雙雙( ( ) ) 套套 ( ( ) )kilogramkilogrammetric tonmetric tonpiecepiecepairpairsetset外貿(mào)英文函電標(biāo)準(zhǔn)Quantity(3) (3) 長度長度( (length)length)米米( ( ) ) 英尺( ) 英寸( ) 碼( )(4) (4) 面積面積( (area)area)平方米(square meter,m2)meter yardfootinch外貿(mào)英文函電標(biāo)準(zhǔn)Quantity(5) (5) 體積體積( (cubic)cubic)立方米(cubic meter,m3)(6) (6) 容積容積( (capac

34、ity)capacity)公升(liter) 加侖（gallon）蒲式耳(bushel)Return外貿(mào)英文函電標(biāo)準(zhǔn)Unit Price USD 300 per metric ton CIF Seatle 價(jià)格條款的內(nèi)容價(jià)格條款的內(nèi)容 商品的單價(jià)通常由四個(gè)部分組成，即包括計(jì)價(jià)貨幣（如美元）、單位價(jià)格金額（如300）、計(jì)量單位（如公噸）和貿(mào)易術(shù)語（如CIF西雅圖） 例如：每短噸5600日元FOB橫濱Yokohama RMB5600 per short ton FOB Yokohama 外貿(mào)英文函電標(biāo)準(zhǔn)Unit Pricen這批大豆(soybean)的價(jià)格為惠靈頓（Wellington）成本加運(yùn)費(fèi)

35、每長噸260美 元。 The price of the soybean is US$ 260 per long ton CFR Wellington. Return外貿(mào)英文函電標(biāo)準(zhǔn)Trade Terms外貿(mào)英文函電標(biāo)準(zhǔn)Packingn木箱（木箱（wooden case） n板條箱（板條箱（crate） n紙箱（紙箱（carton）n麻袋（麻袋（gunny bag)n布袋（sack）（cloth bag） n塑料袋（塑料袋（plastic bag)n牛皮紙袋（kra bag） 外貿(mào)英文函電標(biāo)準(zhǔn)Packingn鐵桶（iron drum） n塑料桶（plastic drum）n 木桶（cask）n捆

36、（bundle）n包（bale）外貿(mào)英文函電標(biāo)準(zhǔn)Packing aluminum-foil-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 外貿(mào)英文函電標(biāo)準(zhǔn)PackingnCigarettes are to be packed in tin-lined paper box. n Pens are packe

37、d in paper boxes, 10 pieces to one box. 香煙要用襯錫紙盒包裝。 鋼筆用紙盒包裝，每盒裝十支。 外貿(mào)英文函電標(biāo)準(zhǔn)Packingn Walnuts are to be packed in double gunny bags, each containing 50 kilos. nWalnuts are to be packed in double gunny bags of 50 kilos each. 核桃要用雙層麻袋包裝，每袋裝50公斤。 外貿(mào)英文函電標(biāo)準(zhǔn)PackingnPens are packed 12 pieces to a box and 200 boxes to a wooden case. 每12支鋼筆裝在一個(gè)紙盒里，每200個(gè)紙盒裝在一