外貿(mào)函電培訓(xùn)第五單元

Unit5OffersandCounter-offersPointsforAttention:發(fā)盤(offer)普通用通函，信件或者回答詢價的方法來進(jìn)展。在回答詢價(enquiry)時，可寄送報價單(quotation)。完好的發(fā)盤應(yīng)包括以下幾點：.實盤(firmoffer)

有效期的表示：

1.Subjecttoyourreplyreachingusby

(before)…2.Subjecttoyourreply(acceptance)

herewithin…days3.Thisofferisfirm(open,valid,good)for…days.以…..前復(fù)到有效以在……天內(nèi)復(fù)到有效此報盤在……天內(nèi)有效.虛盤(non-firmoffer)

的表示：Withoutengagement(obligation)不受約束2.Subjecttopriorsale以先買為準(zhǔn)3.Subjecttoourfinalconfirmation以我方最后確以為準(zhǔn).回絕接受發(fā)盤的信應(yīng)包括以下幾點

對發(fā)盤表示贊賞對不能接受表示遺憾如適當(dāng)可還盤提示一同做生意的其他時機.Letter1enquirefor:詢價，訊問stock1)n.存貨Ourstocksarerunningdown〔short，low〕.我們的存貨正在減少?！参覀兊拇尕洸欢?。〕.Ourstockhavebeenexhausted。我們的存貨已用完。instock有存貨outofstock缺貨exstock有存貨,可供現(xiàn)貨Wehavepleasureinofferingyou20metrictonsofIronNails,11/2〞atUS$500permetrictonCIFNagasakiexstock.今報上11/2英寸鐵釘20公噸,每公噸500美圓本錢加保險費加運費到長崎價.可供現(xiàn)貨.

.2)V.儲存，存貨Wedonotstockthesegoods.我們沒有儲存這些商品。.placeanorderwithsb.向……下訂單,定購placerepeatedorders繼續(xù)定購quotev.報價quotesb.forsth報給某人某物的價錢Pleasequote〔us〕forthetable-clothes.請報給我們桌布的價錢。.WequoteUS$500pertonCIFShanghaiforthesegoods.我們對這些貨物的報價是上海CIF價每噸500美圓。quotationn.報價make(submit)aquotationforsth.sendaquotation.onCIFKarachibasisnetCIF卡拉奇凈價quoteapriceonCIFbasis報CIF價commission傭金discount:折扣.Theabovequotationismadewithoutengagementandissubjecttoourfinalconfirmation.

上述報價無約束力，以我方最后確以為準(zhǔn)。.takethisopportunity:availoneselfofthisopportunity，利用此時機Enclosedpleasefindacopyofourillustrativecataloguewhichwillgiveyouallthedetails.

隨函附上有帶插圖的目錄一份，請查收。.Letter2Wearegladtoreceiveyourletterof10thNovemberincollectionwithyourenquiryforForeverBrandBicycles.很高興收到貴方11月10日關(guān)于永久牌自行車的詢價函。incollectionwith關(guān)于，有關(guān).2.Inreply,wewouldliketooffer,subjecttoyourreplyreachingusbeforetheendofthismonth,thefollowing:茲復(fù)貴方詢盤，我方報價如下，該報價以我方在本月底之前收到貴方回答為準(zhǔn)。.3.Ifthequantitytobeorderedforeachindividualitemexceeds1,000sets,wemaygrantyoua5%discount.假設(shè)每單項商品的訂貨量超越1000輛，我方將給予5％的折扣。.4.Pleaedbeinformedthatwerequirethepayment…茲告知貴方，我方要求用即期信譽證付款，該信譽證應(yīng)在我方認(rèn)可的銀行開立。5.ShipmentwillbemadeinJanuary,nextyear.裝運期為明年1月份。.Owingtothedurabilityandcompetitiveprices,ourForeverBrandBicycleshavewonpopularityallovertheworld.winpopularity受歡迎由于，由于.guarantee

1〕v.保證，擔(dān)保WeguaranteepunctualshipmentofthegoodsunderS/CNo.10034.我們保證準(zhǔn)時裝運第10034號銷售確認(rèn)書項下的貨物。2〕n.擔(dān)保，保證，保證書letterofguarantee保證書3)guarantorn.擔(dān)保人，保證人.WesupposeyouarealsointerestedinourPhoenixBicycleswhichareofthesameexcellentqualityasForever.估計，猜測Fordetailedspecifications,pleaserefertothecatalogueenclosed.referto參考，參閱placeatrialorder試訂.Letter31.MaywereferyoutoS/CNo.89SP-7542againstwhichwebookedwithyou1,000Bicyclesofthesamebrandatthepricesabout10%lowerthanyounowquoteus.請參閱against按照，根據(jù)bookv.預(yù)定，定購bookanorderwithsb.下訂單bookshippingspace租船，定船請貴方參閱89SP-7542號銷售確認(rèn)書，我們曾據(jù)此向貴方定購過一樣牌號的自行車1000輛，當(dāng)時的價錢要比如今他們的報價低10％左右。.2.Toacceptyourpresentquotationwouldmeanaheavylosstous,nottospeakofprofit.更不用說盈利了3.Otherwisewecanswitchourrequirementstoothersuppliers.switchto改動到，轉(zhuǎn)向至……否那么，我們只能向其他供貨商訂貨了。.4.takesthintoconsideration思索到……，把……思索進(jìn)去takeintoconsiderationsth當(dāng)接的賓語很長時

如：1〕Ifyoutakethequalityintoconsideration,youwillseethatourpriceisreasonable.假設(shè)他把質(zhì)量思索進(jìn)去，他將發(fā)現(xiàn)我們的價錢是合理的。2〕Pleasetakeintoconsiderationoursinceredesiretoconcludethisfirsttransactionwithyou.我們是真誠希望達(dá)成與他方的第一次買賣，請思索到這點。.Exercises

Translatethefollowing1.Quotation報價2.Asper按照3.Makesb.anoffer向某人發(fā)盤.4.Assuresb.ofsth使某人確信5.Non-firmoffer虛盤6.Firmoffer實盤.7.Subjecttoourfinalconfirmation以我方最后確以為準(zhǔn)8.Atrialorder試訂

.9.After-salesservice售后效力10.Makeshipmentinthreeequalmonthly分三個月每月平均裝運.Fillinthefollowingblankswithsuitablewords:Dearssirs,Wethankyouforyourenquiry()10thSeptember()Bikes.Enclosedpleasedfindouroffer()ourForeverBrandBikesandwehopethatyouwillfindourproducts().offorforinteresting.()separatecoverwearesendingyouforyourreferenceacopyofourcatalogue,inwhichareshownthevariousstylesandspecificationsofthebikesavailable()export.shouldyoufindanyitemslisted()thecatalogue()interestwewouldmakeyoufurtheroffers.Under/Byforinof.Welookforwardtoyour().Encl:Yoursfaithfully,

reply/answer.Correctthefollowingsentences:1.Couldyousupplyusthegoodsaspertheattachedorderinonemonth?

2.Wethankyouforyouroffer,butfindwearebuyingonalowerprice.

on改為at插入with.3.WewillquotephoenixBrandBikes,28’’atthemostfavorableprice.4.WewilldealwithyouinthislineonthebaseofCIFLondon.

插入forbase改為basis.5.ThecoveringL/CyouaskedforwasestablishedyesterdaybytheBankofChina.6.Ourquotationismadesubjectedtoyouracceptancebefore9thOctober.

by改為throughsubjected改為subject.7.ThemanufacturessuggestthattheL/CcoveredbyS/CNo.2689istobeopenednotlaterthantheendofthismonth.8.Weshouldbeappreciatedifyourenderanyassistancetous.istobe改為shouldbeWeshouldappreciateit(beobliged)ifyourenderanyassistancetous..9.Pleasetakeintoconsiderationofoursinceredesiretoconcludethisfirsttransactionwithyou.10.OurofferNo.468covered4,000BalanceswillbewithdrawnifyoufailtoopenthecoveringL/Cby10thJanuary.

去掉ofcovered改為covering.Translatethefollowingsentences1.Weregretverymuchtoinformyouthatwecannotavailourselvesofyourofferbecauseourusershavetemporarilysuspendedthepurchase.However,ifthereisanydemandforyourproductswewillnothesitatetoreverttothematter.

我們很遺憾地通知他們，他方報價不能接受，由于我們的用戶暫停購貨。但假設(shè)對他方產(chǎn)品有需求，我們將會毫不猶疑地再同他方洽談此事。.2.Muchtoourregret,weareunabletoentertainyourofferbecausethespecificationsyouquoteddonotmeetourclients’requirements.Ifyouareinapositiontosupplythegoodsofsuchspecificationsasgiveninourenquirysheet,wewillgetintouchwithourbuyersagain.entertain:款待；使高興；預(yù)備思索getintouchwith：approach聯(lián)絡(luò)很遺憾，我們不能接受他方報盤，由于他所報的規(guī)格不符合我方客戶的需求。假設(shè)他方能按詢價單上正確的規(guī)格供貨，我們將再同買主聯(lián)絡(luò)。.3.Whilethankingyouforyourofferofyesterday,weregretbeingunabletoworkonitasthetimeofdeliveryistoodistant.Inourletterofenquiry,wehavestatedthattimeofdeliveryisofutmostimportance.workon:開場任務(wù)proceedwith〔開場，繼續(xù)〕謝謝他昨天的報盤，但我們負(fù)疚不能就此進(jìn)展任務(wù)，由于交貨期太長。在我方的詢價信中，曾經(jīng)闡明交貨期是最重要的。.4.Weregrettosaythatyourofferisnotintheleastencouraging.Thereisabigdifferencebetweenyourpricesandthoseofyourcompetitors.Wehavebeendoingbusinesswithyouformanyyearsandhopethatyouwillquoteusyourrock-bottompriceagainstourfutureenquiries;otherwisewecanhavenoalternativebuttoplaceourorderselsewhere.

一點也沒有鼓舞性rock-bottomprice最低價我們負(fù)疚地告知，他方的報盤一點也沒有鼓舞性。他的價錢與他競爭者的價錢有很大的差距。我們同他們公司已進(jìn)展了多年買賣，希望他們對我方今后的詢價能報最低的價錢；否那么，我們別無選擇只能向其他地方訂貨。.5.Incompliancewithyourrequest,wearenowofferingyou2,000dozenmen’sshirtsatUS$60perdozenCIFSanFrancisco,Septembershipment.Thisofferissubjecttoourfinalconfirmation.Incompliancewith:按照，依從complywith按照他方要求，我們現(xiàn)報上2000打男式襯衫，每打CIF舊金山60美圓，9月份裝運，該報盤以我方最后確以為準(zhǔn)。.6.Referringtoyourenquiryofthe3rdMarchforTigerBrandcombinationpliers6’’,weareenclosingourquotationNo.456induplicate.Asrequested,wearealsosendingyouseparatelyasampleofthesameforyouruseinpushingthesalesamongyourcustomers.

referringto:關(guān)于withregardto,asregardsinduplicate:一式兩份intriplicate:一式三份關(guān)于他方6英寸虎牌鰓鉗的3月3日詢價，我們現(xiàn)附上第456號報價單一式二份。按照他方要求，我們另寄樣品一把，供他方在同客戶推銷時運用。.7.WearegladtoreceiveyourenquiryforFlyingFishBrandTypewriter9〞,butregretbeingunabletomeetyourrequirementsasourstockhasbeenexhausted.IfyoucouldacceptNovembershipment,wewilltrytomeetyourwishesbutyoumustletusknowbytheendofthemonth;otherwiseweareafraidthatweshallhavetodeclineyourorder.

我們高興地收到他們9英寸飛魚牌打字機的詢價，但負(fù)疚不能滿足他方需求，由于存貨已售完。假設(shè)他們能接受11月份裝運，我們將試圖滿足他們的需求，但必需在月底前告知，否那么，恐怕我們不得不謝絕他們的訂單。.8.Thankyouforyourletterofthe2ndMay.Atyourrequest,wehavesentyouunderseparatecoveracopyofourcatalogueforyourchoice,andwishtoinformyouthatthearticleindicatedonpage5thereinismostsuitableforyourneed.Wequoteitat$4persetCIFAlexandriaforJuneshipment.

按照他方要求：atyourrequest,asrequested,incompliancewithyourrequest謝謝他們5月2日的來函。按照他方要求，我們已另封寄上一冊目錄供他挑選，并愿通知他們，目錄中第5頁上的貨物最適宜他們的需求，我們的報價是CIF亞歷山大每套5磅，6月份裝運。.1.他公司3月2日來信收悉。關(guān)于象牌活絡(luò)扳手今報價如下：5〞每打US$66〞每打US$77〞每打US$8以上價錢是本錢加保險費加運費到卡拉奇價，并以我方最后確以為準(zhǔn)。1.Wehavereceivedyourletterof2ndMarchandwishtoquoteforElephantBrandAdjustableWrenchesasfollows:5〞atUS$6-perdoz.6〞atUS$7-perdoz.7〞atUS$8-perdoz.TheabovepricesareonCIFKarachibasis,subjecttoourfinalconfirmation..2.關(guān)于我們3月10日報他們的銼刀〔Files〕，迄今未獲得他方回答。由于近日我們收到許多訂單，如他們以為該銼刀適宜他方需求，我們建議他們立刻定購，否那么我們不能保證按所報交貨期裝運。2.Referringtoourofferofthe10thMarchforFiles,weregrettosaythatsofarwehavenotyetreceivedyourreply.Aswehavereceivedconsiderableordersrecently,ifyouconsiderthisitemsuitableforyourneedwesuggestyouplaceyourorderimmediately;otherwisewecannotassureyouofthetimeofshipmentasquoted..3.自從我上月報他醫(yī)用紗布〔AbsorbentGauze〕后，我們接到不少訂單，如今存貨不多。假設(shè)他對該貨有興趣，請即告知，以免向隅。3.SincewequoteyoulastmonthforAbsorbentGauzewehavereceivedquitealotofordersandnowourstockisgettinglow.Ifyouareinterestedinthisarticlepleaseletusknowatonce(soas)toavoiddisappointment..4.我們很遺憾不能接受他方的討價。自從我們報價給他們后，我們已按原報價與其他許多客戶成交，故如他方仍有需求，請立刻定購。

Weregretbeingunabletoacceptyourcounter-offer.Sincewequoteyouwehaveconcludedbusinesswithmanyclientsatthepriceoriginallyquoted.Therefore,ifyouarestillinneedofthisitempleaseplaceyourorderwithoutdelay..5.他公司4月18日來函收悉.今報上11/2英寸鐵釘20公噸,每公噸500美圓本錢加保險費加運費到長崎價.可供現(xiàn)貨.其他條款同前.上述報價以他方在5月10前復(fù)到有效.

Wehavereceivedyourletterof18thAprilandnowwishtoofferyou20metrictonsofIronNails,11/2〞atUS$500permetrictonCIFNagasakiexstock,othertermsbeingsameasbefore.Theaboveofferisvalidsubjecttoyourreplyreachingherebeforethe10thMay..Translatethefollowingsentences我們確認(rèn)已向電報以下商品實盤，以9月20日前復(fù)到有效。Weconfirmhavingcabledyouafirmofferforthefollowinggoods,subjecttoyourreplyreachingusbySeptember20..2.得悉他地市場對核桃有很大需求，茲附上第6868號報價單供參考。Wehavelea