外貿(mào)英語函電第四章

1、Chapter FourQuotations and OffersLearning ObjectivesKnow what and how to quote and offer for the goods and exporter intends to sellKnow the essential components of a letter to make a quotation and an offerMaster typical sentences and expressions in writing such lettersAn efficient quotation includes

2、:1.An expression of thanks for the enquiry, if there is previous enquiry.2.Name of goods, quality, quantity and specifications.3.Details of prices, discount and terms of payment.4.Clear indication of what the prices cover, e.g. packing, transport, agents commission, insurance.5.An undertaking as to

3、packing and date of delivery.6.An expression of hope that the quotation will be accepted. A firm offer ( (實盤實盤) ) A firm offer is a definite promise to sell goods at the stated prices, usually within a stated period of time. The terms stated in a firm offer is binding on the sellers if they are acce

4、pted by the buyers within its validity. In a firm offer, an exact description of the goods, the time of shipment and the mode of payment should be included.A non-firm offer (虛盤虛盤) Unlike a firm offer, a non-firm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn

5、 or changed by the sellers. 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.An offer is a formal presentation of the goods to be supplied on the terms specified therein for the buyers acc

6、eptance. On Offers Offer must be communicated to the offeree and it must give an undertaking that all essential terms are clearly definite. Firm offers are made when a seller promises to sell goods at a stated price and within a stated time. A price quotation is not an offer due to lacking expressio

7、n of a promise to sell. A price quotation with clear promise to sell can be considered an operative offer if it includes the essential terms of price or quantity and leaves settlement of these terms to a future agreement by the parties.Continued A price quotation is not a legally binding promise. Bu

8、t if it is made subject to certain conditions of acceptance with the words like “for acceptance within 5 days” , “this quotation is valid for 31days”or similar qualifying words, it will turn into somewhat of a firm offer.Firm Offer A firm offer is a contractual obligation. Once it has been accepted

9、unconditionally within the term of validity it can not be withdrawn. A firm offers should be provided with the two major requirements. First, in firm offers the writer encloses complete, affirmative, specific terms of business. The major conditions of the contract are required as to time of delivery

10、, shipping and terms of payment as well as names of goods, quality, specifications, prices, quantity, packing and insurance. Second, the validity period is indispensable to a firm offer. Specifically, the beginning and the ending date and place of the validity must be given.An offer often contains:1

11、.1st paragraph, you acknowledge the enquiry and thank for the buyers interest in your products, do not forget to indicate the writing date of it.2.2nd paragraph, you tell the situation of your stock and state all the terms and conditions in a complete, clear and definite way. In case of a firm offer

12、, the validity must be exactly stated.3.The last paragraph, you express your hope that the offer will be to the correspondents satisfaction and accepted.1. Open the letter by expressing thanks for the inquiry, if any.2. Explain the details of business conditions, such as name of commodities, quality

13、, 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 inquirers to place an order or give an early reply.Non-firm Offersubject to our final confirmation 以我方最后確認為準 We are now maki

14、ng you an offer subject to our final confirmation.虛盤常用表達方式虛盤常用表達方式現(xiàn)報盤如下，以我方確認為有效。 Non-firm Offerwithout engagement 此報盤無約束力 We are now making you the following offer without engagement.現(xiàn)報盤如下，此報盤無約束力。Non-firm Offersubject to the goods being unsold 以貨物未被售出為準 We are now making you a special offer subjec

15、t to the goods being unsold.我方向你方報特惠盤，以貨物未被售出為準。 Non-firm Offersubject to prior sale 以先售為準 We are now making an offer for air-conditioners as follows, subject to prior sale.我方現(xiàn)報空調(diào)盤如下，以先售為準。 Firm offer 1. We are now making you a firm offer for 10 metric tons of rice. 2. We are now offering you firm a

16、s follows,現(xiàn)為你方報10公噸大米實盤。現(xiàn)為你方報實盤如下。 Firm offers validity 1.We make you the following offer subject to your reply within 10 days. 現(xiàn)報盤如下，以你方在10日之內(nèi)回復為有效。 Firm offers validity 2. We make you an offer, subject to your reply reaching us not later than noon time October 21 Beijing time. 現(xiàn)報盤如下，以你方在北京時間10月21日

17、中午前回復為有效。 Firm offers validity3. The offer is valid for 3 days.4. The offer is valid till March 15. 此報盤有效期為三天。 此報盤在3月15日以前有效。 Translation現(xiàn)報1000打毛巾(towel)如下,以我方最后確認為準。上述報盤以我方最后確認為有效。 We make the following offer for 1000 dozen towels subject to our final confirmation. The above offer is subject to our

18、 final confirmation. Translation按你方要求現(xiàn)報盤如下，以你方在北京時間3月14日下午2點以前回復為有效。我方茶杯報盤的有效期為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. Sample Letter Dear Mr. Brown, We are glad to know that you, one of the

19、 biggest suppliers of 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. For details, please see quotation sheet. We are sending you under separate cover the samples of Green Tea Extract and Porcelai

20、n Tea Set for 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, CommoditySpecificationQuantityUnit PricePackingShipmentPaymentInsuranceQuantity(1) (1) 重量重量(weight)(weight

21、)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 ( ) ( ) 雙雙( ) ( ) 套套 ( )( )kilogramkilogrammetric tonmetric tonpiecepiecepairpairsetsetQuantity(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 yard

22、footinchQuantity(5) (5) 體積體積(cubic)(cubic)立方米(cubic meter,m3)(6) (6) 容積容積(capacity)(capacity)公升(liter) 加侖（gallon）蒲式耳(bushel)dollar(美國美國)元元US$ (加拿大)元Can$ (香港香港)元元HK$ (澳大利亞)元$A (新加坡)元S$ (新西蘭)元 NZ$pound(英國英國)鎊鎊(或或Stg) pound (埃及)鎊LE pound (以色列)鎊I pound (黎巴嫩)鎊LL pound (敘利亞)鎊LS rouble(俄羅斯俄羅斯)盧布盧布R (或或Rub,

23、 Rbl) Major World CurrenciesRenminbi Yuan(中國中國)人民幣，元人民幣，元RMB￥new Taiwan dollar(中國臺灣中國臺灣)新臺幣新臺幣NT$yen (日本日本)日元￥日元￥won (朝鮮、韓國朝鮮、韓國)元元 W euro （歐盟國家）元（歐盟國家）元 peso(墨西哥墨西哥)比索比索Mex$Unit Price USD 300 per metric ton CIF Seatle 價格條款的內(nèi)容價格條款的內(nèi)容 商品的單價通常由四個部分組成，即包括計價貨幣（如美元）、單位價格金額（如300）、計量單位（如公噸）和貿(mào)易術(shù)語（如CIF西雅圖） 例

24、如：每短噸5600日元FOB橫濱RMB5600 per short ton FOB Yokohama Unit Price這批大豆(soybean)的價格為惠靈頓（Wellington）成本加運費每長噸260美 元。 The price of the soybean is US$ 260 per long ton CFR Wellington. 美國貨幣美國貨幣 美國貨幣由美元dollar和美分cent組成，one dollar等于100 cents。其紙幣bill有一、二、五、十、二十、五十和一百美元等面值；硬幣（coin）有一美分（或a penny）、五美分（或a nickel）、十美分（

25、或a dime）和二十五美分（或a quarter）等。在數(shù)字前加$表示美元，如：$500表示五百美元；在數(shù)字后加C表示美分，如：50C表示50美分；表示由美元和美分組成的錢數(shù)時，常用$表示，如：$6.50。 英國貨幣英國貨幣 英國貨幣由英鎊（pound）和便士（pence）組成，也分為紙幣notes和硬幣coins。紙幣有面值五鎊、十鎊、二十鎊和五十鎊；而硬幣，即金屬貨幣有一便士、二便士、五便士、十便士、二十便士、五十便士和一鎊等。100 pence等于1 pound。在數(shù)字前加表示多少英鎊，如：800為800英鎊；在數(shù)字后加P表示多少便士，如：5P表示五便士（penny的復數(shù)）；表示由英鎊

26、和便士組成的錢數(shù)時通常不說出pence，如3鎊50便士可說成350或three pounds and fifty。 key words and expressions 在外經(jīng)貿(mào)英語中表示在外經(jīng)貿(mào)英語中表示“商品商品”，“貨物貨物”的詞較多，要的詞較多，要注意幾個常用詞的用法與區(qū)別：注意幾個常用詞的用法與區(qū)別：merchandise 商品（總稱，無復數(shù)形式）商品（總稱，無復數(shù)形式）The merchandise is being strictly examined. 商品正在嚴格檢驗。商品正在嚴格檢驗。goods 貨物貨物 （永遠為復數(shù)，較普通用語）（永遠為復數(shù)，較普通用語）The goods

27、enquired for are out of stock for the moment. 所詢貨物暫脫銷。所詢貨物暫脫銷。article 商品；貨物商品；貨物 (尤指某種具體商品。在報盤與銷尤指某種具體商品。在報盤與銷售合同中常以售合同中常以 “Art. No. ?！毙问匠霈F(xiàn)。形式出現(xiàn)。 Offern. 報盤（包括貨名、規(guī)格、價格、船期、有效期等，通常報盤（包括貨名、規(guī)格、價格、船期、有效期等，通常和介詞和介詞for, of或或on連用）連用）Please make us an offer CIF London for 20 metric tons groundnuts. 請給我們一個請給我

28、們一個20公噸花生倫敦到岸價公噸花生倫敦到岸價格的報盤。格的報盤。The offer is firm (valid, good, open, for effective, enforce) for two weeks. 此報盤兩周內(nèi)有效。此報盤兩周內(nèi)有效。v.If you can offer, please telex us. 你方如能報盤，請你方如能報盤，請電傳通知我們。電傳通知我們。We offer you firm subject to reply here by 10 a.m., Tuesday our time. 茲報實盤，以我方時間星期二上茲報實盤，以我方時間星期二上午午10時以前

29、復到為準。時以前復到為準。We offersubject to our final confirmation.我方報盤我方報盤以我方最后確認有效。以我方最后確認有效。To accept offer 接受報盤To confirm offer 確認報盤To entertain offer 考慮報盤To extent offer 延長報盤To withdraw offer 撤回報盤Package offer 一攬子報盤stock n. 1. 存貨；現(xiàn)貨存貨；現(xiàn)貨These are the only stocks available。 這些是僅有的存貨這些是僅有的存貨。We dont have any

30、 stock of the bicycles as you required. 我們沒有你要的那種自行車現(xiàn)貨。我們沒有你要的那種自行車現(xiàn)貨。 2. 股票；證券股票；證券 She owns some stock in that company. 在那個公司她有些股份。在那個公司她有些股份。Is there any stock exchange in your area? 你們那兒有沒有證券交易所？你們那兒有沒有證券交易所？American stock has been going down since the attack of the World Trade Center.自世貿(mào)中心被襲以來，

31、美國股市一直在下跌自世貿(mào)中心被襲以來，美國股市一直在下跌。3. 常用搭配常用搭配 supply from stock 供?，F(xiàn)貨供?，F(xiàn)貨 We can supply this quantity from stock. 我們可供這個數(shù)量的現(xiàn)貨。我們可供這個數(shù)量的現(xiàn)貨。have in stock 有。現(xiàn)貨有?，F(xiàn)貨 Wed like to place repeat orders if you have a large quantity of rice in stock. 如大米存貨豐實，我想續(xù)訂。如大米存貨豐實，我想續(xù)訂。 out of stock 脫銷脫銷 Black tea, first grad

32、e, is out of stock at present. 一級紅茶現(xiàn)已脫銷。一級紅茶現(xiàn)已脫銷。Reply n. 答復（后接介詞to） In reply, we would like to observe that we cannot do business on your conditions.我們不能按你們的條件進行交易，此復。We expect to give you a definite reply this week. 我們預計在本周內(nèi)的后幾天給你一個確切的答復。 in reply to= in answer to This is in reply to your letter o

33、f August 25.茲復8月25日來函。In reply to your enquiry of 22nd August, we are sending you today a copy of price list.茲答復你方8月22日的詢價，我方今天已寄出價目單一份。reference n.談及；關(guān)于談及；關(guān)于with reference to 。; in reference to 。; Reference is made to 。 常置常置于句首，于句首，表示表示“關(guān)于關(guān)于”。 如：如： With reference to our usual payment terms, we can

34、do otherwise than L/C at sight. 關(guān)于通常的支付條件，我們除即期信用證外也接受其他做法。for your reference 供你方參考供你方參考 We attach hereto our enquiry list for your reference. 茲附詢價單一紙供你方參考。 We shall appreciate it if you will send some up-to-date patterns for our reference. 如能寄一些最新的款式作參考，將甚為感激。 Effect1) v. 完成，實現(xiàn)，達到（目的等）Insurance is

35、to be effected by the buyer. 由買方投保。We hope you will effect shipment at your earliest convenience. 希望你方盡早裝運貨物。2）n.結(jié)果， 效應(yīng)，效果，作用；法規(guī)等生效；意義，要旨；實施This agreement will come into effect as soon as it is signed. 本協(xié)議已經(jīng)簽字立即生效。This regulation will take effect beginning from May 1.本條例自5月1日開始生效。We have received from our buyer a letter to the effect that he is still waiting fo