《國際貿(mào)易拓展課程教案》報價和還盤

1、第 頁教 學 內(nèi) 容 提 要備注Unit 3 Offer and Counter-offer 報價和還盤3.1 Offer(45 mins)3.1.1 Introduction (5 mins)目的：掌握發(fā)盤的基本約束，以及如何進行報價和發(fā)盤的信函書寫。在國際貿(mào)易中，發(fā)盤（Offer）又稱發(fā)價，在法律上又稱“要約”，是指買方或賣方向?qū)Ψ教岢龅母黜椊灰讞l件。發(fā)盤通常是一方收到對方的詢盤之后所提出的，但也可不經(jīng)過對方詢盤而主動向?qū)Ψ教岢觥?在實際業(yè)務中，當發(fā)盤針對一個或幾個特定的受盤人明示或暗示發(fā)盤人在明確、完整和最終的條件下訂立合同的明確意圖時，該盤就為實盤。受盤人一旦在發(fā)盤的有效期內(nèi)有效地表示

2、接受，這個實盤就為不可撤銷，并會對發(fā)盤人和受盤人雙方產(chǎn)生約束力。因此，實盤又稱為“有約束力的發(fā)盤”。報實盤時必須注意以下三點： （1）發(fā)盤必須注明是實盤。 （2）發(fā)盤必須明確、清楚、完整、具有最終效力并列出所有的主要交易條件。 （3）發(fā)盤必須注明有效期。完整的報價和發(fā)盤應包括以下內(nèi)容： （1）對詢價表示感謝。 （2）提供所要求的所有信息，如價格、折扣及付款條件等細節(jié)。 （3）對交貨期或裝運期的承諾。 （4）如為實盤，應注明有效期。 （5）希望對方接受報價訂購貨物。 3.1.2 Writing Skills（寫作技巧）(5 mins)3.1.3 Specimen Letters（樣函）(35 m

3、ins)Notes to the specimen letters1. be obliged to sb. for sth.為不勝感激2. discount折扣 3. date of delivery交貨期4. crockery陶器，瓦器5. subject to our final confirmation以我方最后確認為準6. by confirmed irrevocable L/C憑保兌的不可撤銷信用證7. draft at sight即期匯票8. make sb. an offer向報盤9. commission傭金10. at ones option 由選擇決定11. make sh

4、ipment in three equal monthly installment三個月分三批交貨，每批數(shù)量相等12. push the sale 推銷13. be in a position to 能夠14. without engagement 不受約束的15. at your request 按照你方要求16. in ones favor 以某人為受益人17. delivery date 交貨日期18. solid frame 結(jié)實的框架19. attractive design 吸引人的設計3.1.4 Focal Words（焦點詞匯）advisevt. 通知，告知We are stu

5、dying your list of commodities and will advise you of our present interest.Please advise us when you will ship the goods.advisable: adj. 可取的，明智的It is advisable that you should ship the goods by s.s. Red Star.advice: n. 通知，報告We have duly received the advice of opening an L/C.certifyvt. 證明This is to c

6、ertify that we, the undersigned, have inspected the quality of the above-mentioned goods and found the result as follows.When contractor shall have completed the work, he shall certify in writing, completion of the work to the owner.certificate: n. 證明書The Inspection Certificate of Quality, Quantity

7、and Weight issued by the Shanghai Import and Export Commodity Inspection Bureau shall be final.Offern. 報盤，報價This offer will remain effective for another 10 days from 15th May.vt. 報盤We offer you firm 50 long tons of Tin Foil Sheets at Stg.135 per long ton CIF Shanghai for delivery in June.vi. 給予，提供Fo

8、r quantities of 10 tons and over, we can offer a discount of 15% on list prices.Pricen. 價格If prices are right, we should place a first order for 400 raincoats.vt. 定價All our table-cloths are exquisitely made and moderately priced.Our low-priced tweeds have a great market in East African Areas.price l

9、ist: n. 價格表，價目單Will you please send us a price list of your portable transistor sets.Quotevt. 引用，復述The buyer is always requested to quote the number of this Sales Confirmation in the L/C to be opened in favor of the seller.vt. 給報價Please quote us your lowest price.vi. 報價Will you please quote for the

10、supply of approximately 100 reams of good quality white poster paper.3.1.5 Useful Sentences（實用語句）1. 發(fā)盤用語to offer/ to make an offer/ to submit an offeringto offer firm/ to make a firm offerto offer subject to goods being unsoldto hold an offer open/ to keep an offer opento withdraw an offer/ to cance

11、l an offerto alter an offerto extend an offer2. In our offer, we shall make it our business to charge you the lowest possible price for any quantity you may require, in order to give you an entire satisfaction and to retain your customers.3. If your prices are most favorable than those of other supp

12、liers we shall send you an order.4. This offer is firm subject to your immediate reply, which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed.5. The offer will remain firm until 31st March, beyond wh

13、ich date the terms and prices should be discussed anew.6. The stock on hand at present will be sold at a reduction of at least 50 percent, and purchasers are respectfully invited to avail themselves of this opportunity of providing themselves with articles in furniture and ironmongery at unprecedent

14、ed low prices.7. As recently the goods are in extremely short supply, we regret being unable to offer the price.8. The item is presently sold out. Therefore, we cannot send you an offer.9. As requested, we are offering you the following subject to our final confirmation.10. On the 17th May, I ventur

15、e to invite you to have a look at my shop, and wish me success.3.2 Counter-offer (45 mins)3.2.1 Introduction（簡介） (5 mins)目的：掌握在接到發(fā)盤后，如何撰寫還盤和接受的相關信函。在接到發(fā)盤后，受盤人必須對報盤內(nèi)容進行認真研究。如果發(fā)盤人認為發(fā)盤價格難以接受或?qū)ζ渌麠l件不滿意，既可以拒絕接受，也可以向發(fā)盤人提出建議，要求對發(fā)盤內(nèi)容進行修改。這種受盤人對發(fā)盤內(nèi)容進行變更的表示被稱為還盤（Counter-offer），也被稱為還價。事實上，還盤既是受盤人對發(fā)盤的拒絕，又是受盤人以發(fā)盤

16、人的地位提出的新發(fā)盤。 還盤信函的寫作應十分小心，雙方要本著珍視友誼和未來交易機會的態(tài)度。還盤信函應包含以下內(nèi)容：（1）對發(fā)盤人的發(fā)盤表示感謝。（2）對由于某種原因無法接受發(fā)盤表示遺憾，同時解釋原因。（3）對還盤的內(nèi)容也就是己方所希望的交易條件提出建議。（4）希望對方能夠接受己方所提出的還盤建議。 如果受盤人認為能夠接受發(fā)盤的全部內(nèi)容和條件，那么就可向發(fā)盤人訂購商品。這種買方或賣方同意對方在發(fā)盤中提出的各項交易條件，并愿意按照這些條件達成交易、訂立合同的表示被稱為接受（Acceptance），即法律上所稱的“承諾”。作為一項有效接受，必須具備以下四項條件： （1）接受只能由受盤人做出。 （2）

17、接受必須是無條件的，完全同意發(fā)盤中提出的各項交易條件。 （3）接受的方式必須符合發(fā)盤的要求。 （4）接受必須在發(fā)盤規(guī)定的有效期內(nèi)做出。3.2.2 Writing Skills（寫作技巧）(5 mins)還盤信函的寫作步驟及常見表達方式：3.2.3 Specimen Letters（樣函）(35 mins)Letter 1：OfferLetter 2：Counter-offerLetter 3：AcceptanceLetter 4：A firm offerLetter 5：A counter-offerLetter 6：Counter-offerLetter 7：AcceptanceNotes

18、to the specimen letters1. be competitive for和相比是富有競爭力的2. large number of order大宗訂貨3. wide gap差距很大4. step up the trade促進交易5. take sth. into consideration考慮6. pass through the recognition通過認證7. in succession連續(xù)8. comply with ones request按照某人的要求9. place a trial order試訂貨 10. be in possession收到11. make a

19、study of研究12. have E-mail confirmation收到電子郵件確認書13. terms and conditions 條款14. retailing price 零售價15. let alone 更不用說16. shift 轉(zhuǎn)向17. enquire into 調(diào)查，查詢18. bear in mind 記住19. special character 特點 3.2.4 Focal Words（焦點詞匯）acceptvt. 接受（邀請、報價等）；承認，同意；承兌（票據(jù)）We cannot accept your price.We accept that we have

20、no alternative but to replace the damaged parts.We request you to accept the draft drawn on you.acceptable: adj. 可接受的，合意的The quality is acceptable, but the time of shipment is not.We shall place a large order for mens shirts with you, if the time of delivery is acceptable to us.acceptance: n. 接受；(票據(jù)

21、等的)承兌，經(jīng)承兌的匯票This time we allow you a big discount, and recommend your immediate acceptance.We shall present the draft for acceptance.contributevi. 有助于，促進You know that the appearance of the package contributes greatly to the sale of consumer goods.These measures contributed greatly to raising the qua

22、lity and output of our products.executevt. 執(zhí)行；簽署(單證，契約等)We always do our best to execute our contracts to the full.In witness whereof, the parties hereto have caused this contract to be executed in duplicate by their duly authorized representatives.execution: n. 執(zhí)行；簽署We hope that you will promptly a

23、ccept our order and make your usual careful execution.Party A shall, within 30 days of the execution of this agreement, provide Party B with the list mentioned below.Ordern. 訂單，訂貨，定購；命令；匯票；定購(貨物)We hope you can give us an order soon.We shall immediately give orders to the factory for the consignment

24、 to be prepared.We suggest that for this trial order, you let us have a demand draft or a postal money order.vt. 貯存，備貨We have a large tailoring department and would like to stock a new type of material.stockvi. 備貨We advise you to stock up while supplies are available.adj. 庫存的Stock offers are a touch

25、-and-go kind of things.n. 現(xiàn)貨，存貨in stockout of stockThese are the only stocks available.3.2.5 Useful Sentences（實用語句）1. We would very much like to place orders with you if you could bring down your price at least by 20%. Otherwise we shall switch our requirements to other suppliers.2. You will be interested to hear that we can offer a further supply of the best quality products at the lowest price.3. We regret being unable to make use of these goods as the price you of