國(guó)際商務(wù)信函寫(xiě)作（英文版）Unit 4 Enquiry Reply

Unit4Enquiry&RepliesCONTENTSReviewBackgroundInformationSampleLettersLanguagePointsGlossary&UsefulExpressionsExercisesReview1.

What

are

the

major

channels

through

which

you

can

obtain

the

general

information

of

a

company?2.

What

should

you

tell

your

reader

when

you

write

your

first

letter?Channelstoobtain

the

general

information

of

a

company

1.TheInternet互聯(lián)網(wǎng)2.TradeFairs商品交易會(huì)3.Banks銀行4.ChambersofCommerce(inforeigncountries)商會(huì)5.Trade/Businessdirectories工商行目錄/企業(yè)行目錄6.Businessassociates商界朋友7.ChineseCommercialCounselor’sOfficesinForeigncountries中國(guó)駐國(guó)外的商贊處(embassies)8.Advertisements廣告9.OthersourcesYourownbasicinformationWhereandfromwhomyougetthenewcustomer-generalinformationaboutacompany,concerningthename,andtheaddress.Theintentionordesireofwritingthisletter.Selfintroduction(scope,branches,conditionandproductorcommodity),financialposition,andintegrityofthewriter’scompany,etc.What

is

an

enquiry?Anenquiry〔inquiry〕ismadewhenonepartyofatransactionintendstogetinformationaboutthegoodstobeordered,ortoinviteaquotationoranofferforthegoodsneeded.Anenquiryisusuallyregardedasthestartingpointoftradenegotiationwithoutlegallybindingforceuponthepartywhomadeit.在實(shí)際業(yè)務(wù)中,詢(xún)盤(pán)只是探尋買(mǎi)或賣(mài)的可能性,所以不具備法律上的約束力,詢(xún)盤(pán)的一方對(duì)能否達(dá)成協(xié)議不負(fù)有任何責(zé)任.由于詢(xún)盤(pán)不具有法律效力,所以可作為與對(duì)方的試探性接觸,詢(xún)盤(pán)人可以同時(shí)向假設(shè)干個(gè)交易對(duì)象發(fā)出詢(xún)盤(pán)。

但合同訂立后，詢(xún)盤(pán)的內(nèi)容成為磋商文件中不可分割的局部，假設(shè)發(fā)生爭(zhēng)議，也可作為處理爭(zhēng)議的依據(jù)。Enquirymaybemadebymail,telegram,telex,fax,telephoneorthroughface-to-facetalk.Withtherapiddevelopmentofcomputerandinformationtechnology,ithasbecomeatrendtomakeenquiriesbyE-mail.ThecategoryofenquiriesAccordingtothebusinessrole,therearetwocategoriesofenquiries:1.Theenquirymadebytheimporter〔Invitationtomakeanoffer,邀請(qǐng)發(fā)盤(pán)〕

1.買(mǎi)方詢(xún)盤(pán)是買(mǎi)方主動(dòng)發(fā)出的向外部廠商詢(xún)購(gòu)所需貨物的函電。在實(shí)際業(yè)務(wù)中，詢(xún)盤(pán)一般多由買(mǎi)方向賣(mài)方發(fā)出。2.Theenquirymadebytheexporter〔Invitationtomakeabid,邀請(qǐng)遞盤(pán)〕

2.賣(mài)方詢(xún)盤(pán)是賣(mài)方向買(mǎi)方發(fā)出的征詢(xún)其購(gòu)置意見(jiàn)的函電。Accordingtothecontent,therearetwocategoriesofenquiries:

ageneralenquiry(一般詢(xún)盤(pán))aspecificenquiry(具體詢(xún)盤(pán))Generally

a

detailed

enquiry

includes

thefollowing

parts:1.

the

name

and

descriptions

of

commodity;2.

quality

or

specifications;3.

quantity;4.

terms

of

price

(FOB,

CFR,

CIF,

etc.)5.

terms

of

payment

(by

L/C,

D/P,

etc.

)6.

time

of

shipment;7.

packing

method;8.otherinformationWhenmakinganenquiry,youshouldpayattentiontothefollowingpoints:

1.Iftheenquiryisthefirstone,youshouldinformtheaddresseehowyouobtainedhisnameandaddress—bymeansofCommercialCounselor’sOfficeofEmbassy(駐外使館商務(wù)參贊處)，ChamberofCommerce(商會(huì))，bankortradefair.2.Givedetailsofyourownfirm,includingwhatyouaredealinginandinterestedin,enablingthesuppliertodecidewhathecandoforyou.3.Introduceyourownmarketsituation,suchasthedemandandsupplyofonespecificcommodity.4.Stateclearlywhatcommoditiesyouintendtopurchase,andthetypes,quantitiesandspecificationsofthem.5.Requestforapricelist(價(jià)目表),acatalogue〔產(chǎn)品目錄〕,samples〔樣品〕,proformainvoice(形式發(fā)票)andsoon.6.Askingforthetradeterms,suchasthequotation/offer,termsofpayment(支付方式)，timeofshipment(裝運(yùn)時(shí)間)，package(包裝)，etc.7.Expressyoursinceredesiretodobusinesswiththesupplierandexpectapromptanswerfromhim.Guidelines

for

effective

request1.

Begin

with

the

main

points;2.

Give

the

reasons

why

you

are

making

the

inquiry;3.

Itemize

and

list

the

specific

facts

you

want;4.

Make

your

requests

in

a

polite

way.EnquirySampleLettersofDifferentCategories

A.AGeneralEnquiry

B.ASpecificEnquiryAGeneralEnquiryWhenonepartyofthetransactionmakesarequestforapricelist,acatalogue,samples，quotation,proformainvoiceandothertermssoastohaveageneralideaofthecommodities,heismakingageneralenquiry.Infact,ageneralenquiryissimilartoaletterforestablishingbusinessrelations.Moreover,itisusuallyafirstenquiry.SampleLetterOne

DearSirorMadam,WesawyourreflectivematerialsatChinaImportandExportFairheldinGuangzhouinApril.Thereflectivematerialsyoushowedwouldbequitesuitableforourmarket.WearetheleadingtrafficsignproductsdistributorinAustralia.Weareinterestedinyourproducts,forthereisasteadydemandinourmarketforreflectivematerialsofhighquality.

Wouldyoupleasesendusyourlatestcatalogueandpricelist,quotingyourbestprices?Itishelpfulifyoucouldalsosupplysamplesoftheproductavailable.Welookforwardtoyourearlyreply.Yoursfaithfully,XXXSampleLetterTwoDearSirorMadam,WelearnedfromtheTradeNewsthatyouarealeadingdistributorofcottonclothproducts,andnowyouareinthemarketforcottonblanket.We,therefore,arewritingtoenterintobusinessrelationswithyouonthebasisofequality,mutualbenefitandtheexchangeofneededgoods.Weareastate-ownedcorporation,dealingexclusivelyinbothimportandexportofcottonclothproductsandenjoyahighreputationasregularsupplierstoover80countriesandregions.Toacquaintyouwiththegoodswehandle,wearesendingyouunderseparatecoveracataloguetogetherwithsomesamples.

Weassureyouofourfriendlycooperationatalltimesandshallbepleasedtohearfromyouatyourearliestconvenience.

Yoursfaithfully,XXXSampleLetterThreeDearSirorMadam，

YourfirmhasbeenrecommendedtousbyJohnKelly&Co.withwhomwehavedonebusinessformanyyears.WespecializeinexportationofChineseChemicalsandPharmaceuticals,whichhaveenjoyedgreatpopularityinworldmarket.Weencloseacopyofourcatalogueforyourreferenceandhopethatyouwouldcontactusifyouareinterestedinanyitem.Wehopeyouwillgiveusanearlyreply.Yoursfaithfully,XXXLanguagePoints11.ChinaImportandExportFair中國(guó)進(jìn)出口商品交易會(huì)，即廣交會(huì)，也叫做CantonFair,每年春秋兩季在廣州舉辦2.reflectivematerial反光材料3.suitablea.適宜的，適用的，后跟介詞fore.g.Webelievethatthequalityofourtextilecommoditiesissuitableforyourmarket.我們相信我方的紡織品質(zhì)量適合你方市場(chǎng)。LanguagePoints14.asteadydemand穩(wěn)固的需求

anactivedemand暢銷(xiāo)

e.g.Therehasbeenasteadydemandinourmarketforthiskindofwashingmachine.

在我方市場(chǎng)上這款洗衣機(jī)需求穩(wěn)定。LanguagePoints15.quotev.報(bào)價(jià)，外貿(mào)函電中的常用語(yǔ),如quotesb.apriceforsth.quotationn.報(bào)價(jià)make/send/givesb.aquotationforsth報(bào)給某人某種商品的價(jià)格e.g.Pleasequoteusyourlowestpriceforthetoys.請(qǐng)向我方報(bào)玩具最低價(jià)。Forchildren’sunderwear,wequoteUS＄50perdozenCIF.對(duì)兒童內(nèi)衣，我們報(bào)CIF價(jià)每打50美元PleasemakeusyourbestquotationCFRCanadafor2000casesofducktoys.請(qǐng)報(bào)到加拿大的兩千箱鴨子玩具的最低本錢(qián)加運(yùn)費(fèi)價(jià)。LanguagePoints21.beinthemarket想要購(gòu)置，求購(gòu)e.g.Wefind,however,thatthepriceyouquotedisnotcompetitiveenoughtofindamarkethere.然而，我們卻發(fā)現(xiàn)，你方所報(bào)的價(jià)格在此地沒(méi)有足夠的競(jìng)爭(zhēng)力來(lái)找到銷(xiāo)路。Ourwalnutshavejustcometomarket.我們的核桃剛剛投放市場(chǎng)。Ourqualityisfarbeyondcomparison.Besides,themarketisadvancing.我們的質(zhì)量是無(wú)與倫比的，而且行情上漲。LanguagePoints22.enterintobusinessrelations建立貿(mào)易關(guān)系［同義］establishe.g.Weshallbepleasedtoenterintobusinessrelationswithyourrepresentatives.我們將樂(lè)于同你方代表建立貿(mào)易關(guān)系.3.onthebasisofequality,mutualbenefitandtheexchangeofneededgoods在平等互利、互通有無(wú)的根底上LanguagePoints24.astate-owned/state-operated/state-runcorporation國(guó)有企業(yè)

e.g.Ourcompanyisawhollystate-operatedcorporationunderthedirectleadershipofthemunicipalgovernment.

我公司是市政府直接領(lǐng)導(dǎo)的國(guó)有企業(yè).5.enjoyahighreputation享有很高的聲譽(yù)

e.g.Yoursilksenjoyahighreputationintheworldmarket.

你們的絲綢在世界市場(chǎng)上聲譽(yù)很好。LanguagePoints26.acquaintsb.withsth使某人了解或熟悉

e.g.Inordertoacquaintyouwithournewproducts,wearesendingalatestcatalog.

為了使你方熟悉我們的新產(chǎn)品，我們將寄去最新商品目錄。

Wehopetoacquaintourselveswiththedemandpositionofelectricfans.

我們想了解一下電扇的需求情況。LanguagePoints27.under/byseparatecover另函，另郵e.g.Weshallsendyoupricelistunderseparatecover.價(jià)目表將另郵寄出。8.atyourearliestconvenience譯為“請(qǐng)你方盡早/盡快〞e.g.Pleasesendussampleswithyourpricesatyourearliestconvenience.請(qǐng)盡早寄來(lái)樣品并附上價(jià)格。9.pharmaceutical[,fɑ:m?'sju:tik?l]n.藥品；藥劑；成藥ASpecificEnquiryWhenonepartyofthetransactionmakesarequestforanofferoraquotation

onacertaincommodityhewishestopurchase,heismakingaspecificenquiry.Suchaspecificenquiryincludesmoredetailedinformation,suchascommodity’sname,quality,quantity,specification,termsofpayment,priceterms,timeofdelivery,package,discountandsoon.Therefore,specificenquiriesareusuallywrittenamongpartnerswhohavealreadyestablishedbusinessrelations.SampleLetterOneDearSirorMadam，Weboughtfromyouaconsignmentof“LittlePanda〞brandcottonbed-sheetslastyear,whichhavebeenquitesatisfactory.Atpresent,wearewritingtoknowwhetheryouarestillproducingandexportingbedsheetsofthiskind.Whenquoting,pleasestatetermsofpaymentandaquantitydiscountyouwouldallow,sinceweusuallyplacesubstantialorders.WewouldlikeyoutosendustheProformaInvoiceintriplicatefor5000setsoftheabovearticleswithpricesCIFAmsterdam.WearealsointerestedinmarketingyourproductsassoledistributorinNetherlandstoothermanufacturersandconsumers.

Wethankyouinadvanceandhopetohavepromptandfavorablereplyfromyousoon.Yoursfaithfully,XXXSampleLetterTwoDearSirorMadam，

WearepleasedatthesigningoftheTradeAgreementbetweenourtwopartiessometimeago,which,webelieve,willbeoffar-reachingsignificanceinthedevelopmentofourbilateraltrade.WearenowinthemarketforthepersonalcomputersmentionedintheattachedlistandshallappreciateitifyouwillairmailtousatyourearliestconvenienceyourbestquotationCFR/CIFHamburgport,showingfullparticularsastospecificationsandtimeofdelivery,alongwiththreecopiesofdescriptiveliteratureinEnglish.Shouldyoubeunabletosupplythegoodsexactlyasspecified,wouldyoupleaseoffergoodsofthenearestspecificationsorpassthisenquirytoyourassociatewhoisabletomaketherightoffer?Whenreplying,quotingorsendingrelevantcatalogsorsamples,pleaseindicatethenumberofthisenquiryforeasyidentification.Wehopeyouwillreplyussoon.Yoursfaithfully,XXXLanguagePoints11.consignmentn.一批貨，托付物e.g.anewconsignmentofgoods新到的一批貨物2.discountn.折扣aquantitydiscountn.數(shù)量折扣，指訂購(gòu)貨物到達(dá)一定數(shù)量時(shí)賣(mài)方給予買(mǎi)方的優(yōu)惠折扣e.g.Ifweplacealargeorder,couldyougiveusaquantitydiscount?如果我們大量訂購(gòu)，你方能給數(shù)量折扣嗎?Wewillallowyou6%discountontheannualtotalpurchasesaboveUS$30,000.如果你方年總購(gòu)置量超過(guò)3萬(wàn)美元，我們?cè)附o予6%的折扣。LanguagePoints13.placea(substantial/considerable)orderwithsb.forsth.向某人〔大量〕訂購(gòu)某商品e.g.Wewishtoplaceanorderforsportswearwithyourcompany.我們?cè)敢庀蛸F公司訂購(gòu)運(yùn)動(dòng)裝。Weshallgiveyouconsiderableordersifyourqualityissuitableandthepricesmoderate.如果貴公司產(chǎn)品質(zhì)量適當(dāng)、價(jià)格適中，我們將向你們大量定貨。4.intriplicate一式三份induplicate一式兩份inquadruplicate一式四份e.g.Thecontracthasbeenwrittenintriplicate.這份合同已一式三份。Thisagreementisdoneinduplicate.本協(xié)議書(shū)一式兩份.LanguagePoints21.bilateraltrade雙邊貿(mào)易multilateraltrade多邊貿(mào)易e.g.Wewishtoofferyouanopportunitytodevelopbilateraltrade.我們?cè)笧殚_(kāi)展雙邊貿(mào)易提供時(shí)機(jī)。2.particularsn.細(xì)節(jié)、詳細(xì)情況e.g.particularsofgoods貨物明細(xì)單Wiremefullparticulars.請(qǐng)將詳情電示。Glossary1.illustratedcatalogue/catalog2.thelineofbusiness3.asteadysale4.wholesaledealers5.internationalpractices6.financialstanding7.asrequested8.regularcustomer9.ceilingprice10.fallwithintherangeofUsefulExpressionsTheCitibankhasinformedusthatyouareoneoftheleadingimportersofstainlesssteeltoolsandthatyouareinterestedintradingwithusinthisline.Toacquaintyouwiththeelectronicproductswehandle,wearesendingyoubyseparateairmailseveralpamphletsforyourreference.

Asthereisagrowingdemandforthistypeofequipment,wehavetorequestforaspecialdiscount.Pleasequoteusyourlowestprices,CIFLiverpool,includingour4%commission.Weareawareofyourhighreputationinmanufacturingglasswareandwouldappreciateyoursendingusparticularsofyourcurrentlines,wholesalepricesanddiscountsforvolumepurchases.Ourcustomerisalargedowntownsupermarketaccustomedtovolumepurchasing.Thus,acompetitivepricewouldresultinlargeandregularorders.PleasemakeusanofferfortheabovegoodsonFOBDalianbasis.Manyofourcustomersareinterestedinyour“Seagull〞brandhouseholdscissorsandwewishtohaveyourC&FShanghaiquotations.Pleasquoteusyourbestpriceandletusknowtheminimumquantityforeachorder.Pleasquoteusforthegoodslistedontheenclosedinquirysheet,givingyourprocessCIFJakarta.Howmuchdiscountcouldyouofferonanorderofthissize?Exercises:

I.TranslatethefollowingphrasesfromEnglishtoChineseorviceversa.1.quantitydiscount7.形式發(fā)票2.quotesb.aprice8.隨函寄去3.awell-establishedexporter9.供你方參考4.byseparatepost10.合理的價(jià)格5.latestpricelist11.現(xiàn)貨供給6.importlicense12.定期訂購(gòu)II.Choosethebestanswertofillintheblanks1.Wearewholesalersand_______tohandlelargequantities.A.atapositionB.ofapositionC.inapositionD.intheposition2.Weareveryimpressedbythe______ofyourproducts.A.largeselectionB.widerangeC.largechainD.wideinformation3.Wearewriting______behalfofourclientswhoarenow______themarketforofficefurniture.A.in,onB.on,onC.in,inD.on,in4.Thegoodslistedinthecatalogueare_______atcompetitiveprices.A.quotedB.quotingC.quoteD.beingquoted5.Shouldyourquotation_______foundacceptable,weshallplaceanorderwithyou.A.isB.areC.beD.tobe6.Wehave_______exportingtextileproductsfortenyears.A.dealtwithB.dealtinC.dealtoutD.dealtof7.Iwouldappreciate_______meanup-to-datecatalogueforyourproducts.A.yousendingB.yoursendC.yousendD.yoursending8.We’dliketotakethis_______tointroduceourselvesasoneoftheleadingimportersinthiscity.A.chanceB.opportunityC.timeD.occasion9.Weare_______youourlatestpricelist.A.forwardingB.forwardC.forwardedD.Forwards10.Weanticipate_______yourearlyreply.A.toreceiveB.receiveC.receivingD.havingreceivedReplytoEnquires:OfferMainContentsReviewNewLectureSummaryPhrasesSentencesFirmofferNon-firmofferQuestionsExercisesReview1.quantitydiscount2.quotesb.aprice3.awell-establishedexporter4.byseparatepost5.latestpricelist6.importlicense7.形式發(fā)票8.隨函寄去9.供你方參考10.合理的價(jià)格11.現(xiàn)貨供給12.定期訂購(gòu)1.數(shù)量折扣2.向某人報(bào)價(jià)3.信譽(yù)良好的出口商4.另郵5.最新價(jià)目表6.進(jìn)口許可證7.ProformaInvoice8.enclosedpleasefind9.foryourinformation10.reasonableprice11.supplyfromstock12.placeregularordersI.TranslatethefollowingphrasesfromEnglishtoChineseorviceversa.II.Translatethefollowingsentences.1.Somesamplesandcatalogueshavebeensenttoyoubyairmailforyourreference.我們已空郵一些樣品和產(chǎn)品目錄供你方參考。2.WeareinterestedinyourwoolcarpetandpleaseletushaveyourlatestpricesCFRtogetherwithyourtermsofpaymentandstateyourearliestdeliverydate.我們對(duì)你方的羊毛地毯很感興趣，請(qǐng)將最新的CFR報(bào)價(jià)和支付方式告知我方，并說(shuō)明最快的交貨日期。3.Duetothefiercecompetition,itisimportantthatyourquotationshouldreachusnotlaterthantheendofthismonthsoasnottomissthebusinesschance.由于市場(chǎng)競(jìng)爭(zhēng)劇烈，貴方最好在月底之前將報(bào)價(jià)通知我們，以免錯(cuò)失良機(jī)。4.Weshouldbegladifyouwouldsendusfullparticularsofyourranges,includingcolors,sizesandpricesinclusiveofpackinganddeliverycharges.我們希望貴方能提供所經(jīng)營(yíng)的此類(lèi)產(chǎn)品的具體情況，包括花色、尺寸及包裝與運(yùn)費(fèi)計(jì)內(nèi)的價(jià)格。5.Wearealeadingblackteadealerinthiscountry.Ifthequalityyoursuppliesissatisfactoryandthepricesacceptable,weplantoplaceregularorders.我公司是國(guó)內(nèi)首要的紅茶進(jìn)出口商。如貴公司的產(chǎn)品符合我們的要求且價(jià)格可以接受，我們打算定期訂購(gòu)。6.Weareoneoftheleadingimportersdealinginelectronicproductsinarea,andtakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelations.我公司是該地區(qū)電子產(chǎn)品的主要進(jìn)口商之一。我們借此時(shí)機(jī)與貴方接洽，希望與貴方建立貿(mào)易關(guān)系。7.WeoweyournameandaddresstotheCommercialCounselor’sofficeofyourEmbassyinShanghai.承我國(guó)駐上海大使館商務(wù)參贊處介紹，得知貴公司的名稱(chēng)、地址。8.Wewillappreciateithighlyifyouairmailthecatalogueandpricelistofthegoodsavailableatpresent.如你方能航郵最新的產(chǎn)品目錄和價(jià)目表，我方將不勝感謝。9.Thehighqualityofourproducts,whichhaswonpopularapproval,couldnotbeacquiredatthesamepricesfromelsewhere.我們的產(chǎn)品質(zhì)量?jī)?yōu)異，受到了廣泛的歡送，如以同樣的價(jià)格從別處購(gòu)置這樣的產(chǎn)品，恐怕不可能。10.OurwinesaremuchinfavorontheContinent,andthereisalsoagrowingdemandforthemintheFarEast.我方提供的葡萄酒很受歐洲大陸歡送，即使在遠(yuǎn)東地區(qū)，需求量也大量增長(zhǎng)。Offer〔Part1〕Objectives:Afterthissectionyouwill:beabletotranslateandmakefirmoffer.beabletoutilizeusefulwords&expressions.NewLecture:OfferWhatisanoffer?Anofferistheexpressionofthewishofthesellertosellparticulargoodsunderstatedterms,includingquantity,prices,shipment,termsofpayment,etc.Itusuallyfollowsaninquirythatiseitherwrittenororal.Anoffermaybemadeinareplytoanenquiryormadevoluntarilyaimingtoexpandbusiness.Itisusuallysentfromthesellertothebuyer,whichisaSellingOffer(售貨報(bào)盤(pán))，butsometimesthebuyersendsanoffertotheseller,whichisaBuyingOffer(購(gòu)貨報(bào)盤(pán))oraBid(遞盤(pán))。發(fā)盤(pán)〔報(bào)價(jià)、報(bào)盤(pán)〕：交易的一方向另一方提出買(mǎi)或賣(mài)某項(xiàng)商品的各種交易條件并愿意按所提出的條件與對(duì)方達(dá)成交易，這種口頭的或書(shū)面的表示即稱(chēng)之為報(bào)盤(pán)〔報(bào)價(jià)、發(fā)盤(pán)〕offer.Inpractice,offersfallintotwotypes:

firmoffer:anoffer,usu.inwrittenform,whichstatesitmaynotbewithdrawn,revoked,oramendedforaspecificperiodoftime.實(shí)盤(pán)

non-firmoffer:anofferwhichisnotbindinguponthesellersandthedetailsoftheoffermaychangeincertainsituations.虛盤(pán)實(shí)盤(pán)(firmoffer)

即指有約束力的發(fā)盤(pán)。是發(fā)盤(pán)人有肯定訂立合同的意圖。實(shí)盤(pán)一旦由交易的另一方〔受盤(pán)人〕有效接受，發(fā)盤(pán)人對(duì)其發(fā)盤(pán)的內(nèi)容，在有效期內(nèi)不得隨意變更或撤銷(xiāo)，否那么發(fā)盤(pán)人將承受違約的法律后果。實(shí)盤(pán)所列的交易條件必須肯定、明確，不能模糊和模棱兩可；也不應(yīng)有任何保存。FirmOffer〔實(shí)盤(pán)〕Fourindispensableconditionsforafirmoffer實(shí)盤(pán)的4個(gè)要件Validityofafirmoffer實(shí)盤(pán)的有效期Withdrawalandrevocationofafirmoffer實(shí)盤(pán)的撤回和撤銷(xiāo)Terminationofafirmoffer實(shí)盤(pán)的終止Contentofafirmoffer實(shí)盤(pán)的內(nèi)容Fourindispensableconditionsforafirmoffer〔實(shí)盤(pán)的4個(gè)要件〕

1〕Specificperson(s)2〕Intention3〕Completeness,clearnessandfinality4〕CommunicationofofferSpecificperson(s)Specificperson(s)meansthatanoffershouldbeaddressedtooneormorespecificperson(s),ratherthantothepublic.AccordingtoArticle14(2)ofUnitedNationsConventiononContractsfortheInternationalSaleofGoods(CISG),“aproposalotherthanoneaddressedtooneormorespecificpersonsistobeconsideredmerelyasaninvitationtomakeoffers,unlessthecontraryisclearlyindicatedbythepersonmakingtheproposal.〞IntentionIntentionorcontractualintentsuggeststhatthepurposetomaketheofferisnootherthanenteringanagreementwiththeoffereeuponacceptance.Indicationofcontractualintentcanbemadeeitherbystating“offer〞,“firmoffer〞orbystipulatingthetimeofvalidityoftheoffer,orimplicitlywithacustomarywaytobothparties.Completeness,clearnessandfinalityThismeansthecontentsoftheoffershouldbecomplete,clearandfinal.Completenesssuggeststhecontentsofanoffermustbecomplete,containsdescription,quantity,quality,packing,price,deliveryandpaymentofthegoods.Forthesakeofconcisenessandconvenience,peopleusuallysimplifyoffersbystatingjustdescription,quantityandpriceofgoods.Withouttheabovethreeitems,anofferwouldbeconsideredincomplete.Clearnessrefersthecontentsoftheofferintermsofdescription,quantityandpricemustbeindicateddefinitely.Suchexpressionsinoffersas“about〞or“referenceprice〞wouldbeconsideredunclear.Finalitysuggeststhattheoffershouldbemadewithoutreservation.Termslike“subjecttoourconfirmation〞wouldbedeemedasanofferwithoutengagementoranon-firmofferratherthanafirmoffer.CommunicationofofferAnofferbecomeseffectivewhenitreachestheofferee,whichindicatestheeffectivedateofanofferiscalculatedfromthetimewhentheoffereereceivestheoffer.Onlywhentheofferisreceivedbytheoffereecanitbecomevalid.Afirmofferusuallycontainsavaliditydatethatimposesabindingeffectupontheofferor,duringwhichtheoffercanneitherberevokednorbeamendedbytheofferor,andiftheofferisaccepted,acontractisthenconcluded.Thevaliditydateinanoffercouldbestipulatedeitherbytheindicationofthelatestdateforacceptance,suchas“theofferremainsvaliduntilWednesdayourtime(報(bào)盤(pán)有效期至我方星期三)〞;orbytheindicationofaperiodoftimeafterreceipt,suchas“theofferisvalidforthreedays(報(bào)盤(pán)有效期三天)〞,“theofferissubjecttoyourreplyinsixdays(報(bào)盤(pán)限六日復(fù)到)〞.Validityofafirmoffer

(實(shí)盤(pán)的有效期)Withdrawalandrevocationofafirmoffer

(實(shí)盤(pán)的撤回和撤銷(xiāo))Withdrawalofanofferstandsforthenoticeofthewithdrawalreachingtheoffereebeforeoratthesametimeastheoffer;whilerevocationofanofferusuallyreferstothenoticeofcancellationreachingtheoffereelaterthantheoffer.Inpractice,anoffermaybewithdrawnorrevokedifthewithdrawalortherevocationreachestheoffereebeforehehasdispatchedanacceptance.However,anoffercannotberevokedunderthefollowingconditions:1.Theofferindicated,whetherbystatingafixedtimeforacceptanceorotherwise,thatit’sirrevocable;2.It’sreasonablefortheoffereetodependontheofferasbeingirrevocableandtheoffereehasactedinrelianceontheoffer.Asmostfirmoffersincludeavaliditydate,theyaredeemedasirrevocableininternationalpractice.However,weconsiderthatafirmoffercanbewithdrawnbutirrevocablesoastopreventsubsequentconfusion.Terminationofafirmoffer

(實(shí)盤(pán)的終止)Terminationofanofferrefersthattheofferorisfreefromthebindingforceoftheoffer,ortheoffereelosestherightofacceptingtheoffer.Inbothcases,itindicatestheofferisnotvalidanymore.Anoffercanbeterminatedif:1.theofferisnotacceptedwithinthevalidity2.theoffereerejectstheoffer3.theoffereemakesacounter-offerContentofafirmoffer

(實(shí)盤(pán)的內(nèi)容)Afirmofferlettershouldinclude:1.Anexpressionofthanksfortheenquiry.2.Detailsofprices,discounts,termsofpayment.3.Clearindicationoftermofprice(CIF,FOB,etc).4.Anundertakingastodateofdelivery.5.Theperiodforwhichtheofferisvalid.6.Expresshopethattheofferwillbeacceptedandassurethecustomerofgoodservice.實(shí)盤(pán)的內(nèi)容一般應(yīng)有：貨物正確的品名、詳細(xì)的品質(zhì)規(guī)格、清楚的包裝情況、實(shí)在的數(shù)量、準(zhǔn)確的裝運(yùn)時(shí)間和裝運(yùn)港口、完備的價(jià)格條款和支付條件。另外，實(shí)盤(pán)還有兩個(gè)內(nèi)容：一個(gè)是明確提出這個(gè)發(fā)盤(pán)是個(gè)實(shí)盤(pán)(firmofferorirrevocable).但即或有實(shí)盤(pán)或不可撤銷(xiāo)字樣，也不是構(gòu)成實(shí)盤(pán)的必要條件。如果具備構(gòu)成實(shí)盤(pán)的上述必要條件，沒(méi)有實(shí)盤(pán)字樣也是實(shí)盤(pán)。另一個(gè)是發(fā)盤(pán)的有效期。根據(jù)各國(guó)法律規(guī)定和國(guó)際貿(mào)易慣例，實(shí)盤(pán)都有有效期。有效期是對(duì)發(fā)盤(pán)人的約束，以便利受盤(pán)人憑以進(jìn)行研究交易的可能性。在有效期內(nèi)，發(fā)盤(pán)人有必須承擔(dān)成交的義務(wù)，但是超過(guò)了有效期，既或受盤(pán)人再行接受，發(fā)盤(pán)人有權(quán)拒絕成交。在規(guī)定具體的有效期時(shí)，要根據(jù)不同的商品，在不同的市場(chǎng)、不同的地理位置以及節(jié)假日等情況。明確規(guī)定此期限的起止日期和地點(diǎn)以免誤解。在當(dāng)前的國(guó)家貿(mào)易中，使用實(shí)盤(pán)報(bào)價(jià)較多。但遇到以下情況之一，實(shí)盤(pán)立即失效：1〕受盤(pán)人在實(shí)盤(pán)有效期外表示接受，發(fā)盤(pán)人不受約束。2〕受盤(pán)人對(duì)實(shí)盤(pán)中的一項(xiàng)明確表示拒絕或修改，該項(xiàng)實(shí)盤(pán)立即失效。3〕一經(jīng)受盤(pán)人作出還盤(pán)，原發(fā)盤(pán)也隨之失效。HowtomakeanofferParagraphOne:thanksfortheinquiryParagraphTwo:explanationsofthedetailsParagraphThree:validityoftheoffer

ParagraphFour:hopeforacceptanceoftheofferSampleletter1實(shí)盤(pán)Sampleletter2實(shí)盤(pán)Sampleletter3實(shí)盤(pán)LanguagePoints1.acknowledgereceiptof收到

haveforacknowledgement收到

inreceiptof收到

e.g.WeacknowledgereceiptofyourletterofMarch13.

我方收到貴方3月13日的郵件。2.inreply茲復(fù)，一般放于句首，答復(fù)信函時(shí)常寫(xiě)成inreplytoe.g.InreplytoyourletterofMarch3,wemakethefollowingoffer.

茲復(fù)你方三月三日來(lái)函，我方報(bào)盤(pán)如下。3.offern.報(bào)盤(pán)、發(fā)盤(pán)

make/send/givesb.anofferforsth.e.g.Pleasemakeusanofferfor800piecesofcottonjackets.

請(qǐng)給我們報(bào)盤(pán)800件棉夾克。

offerv.報(bào)盤(pán)、發(fā)盤(pán)

e.g.Wecanofferyouvariouskindsofhand-madegloves.

我們可以給你報(bào)盤(pán)各種手工制的手套。4.subjectto…以……為準(zhǔn)，為條件，為有效

e.g.Wesendyouafirmoffer,subjecttoyourreplyreachingherebeforetheendofSeptember.

我方向貴公司報(bào)實(shí)盤(pán)，以你方答復(fù)于九月底前復(fù)到為有效。5.asper按照

e.g.Weareinterestedinyourtransportmachinery,detailsasperthelistattached.

我們對(duì)你方的運(yùn)輸機(jī)械感興趣，詳情見(jiàn)附表。6.favorableadj.優(yōu)惠的，有利的

e.g.Adeeperunderstandingwillbefavorabletoourbusiness.

進(jìn)一步的了解將對(duì)我們的業(yè)務(wù)有利。7.excellentinqualityandreasonableinprice物美價(jià)廉8.irrevocableL/C〔LetterofCredit〕不可撤銷(xiāo)信用證e.g.Pleasenotethatpaymentistobemadebyconfirmed,irrevocableL/C,availablebydraftatsight.請(qǐng)注意，付款方式是保兌的、不可撤銷(xiāo)的見(jiàn)票即付的信用證支付

9.looseadj.散裝的e.g.aloosepackage松散的包裹loosecargo散裝貨、未經(jīng)捆扎的貨物10.kegn.小桶e.g.Thegoodsarepackedinkegs.此貨用小桶裝。11.netadj.凈的，純的netprice凈價(jià)、實(shí)價(jià)netweight凈重netprofit純利e.g.Theaboveisnetprice,notincludingcommission.以上是凈價(jià)，不包括傭金。Offer(Part2)Objectives:Afterthissectionyouwill:beabletotranslateandmakeanon-firmoffer.beabletoutilizeusefulexpressions.Non-firmoffer(虛盤(pán))Comparedwithafirmoffer,anon-firmofferjustshowstheintentionoftheofferorandisunbindingontheofferor.Thecontentofanon-firmofferisnotascompleteandclearasthatofafirmone.Inhasnotermofvalidityandismoreflexibletotheofferorashecanmakechangesfreely.Anon-firmofferiswithreservation.Ifanyofthefollowingexpressionsappearinanoffer,theofferisdefinitely