《Offer报盘》PPT课件.ppt

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1、Offer 报盘 Concept: An offer is a promise to supply goods on the terms and conditions stated. 报盘 (offer)是指报盘人 (offerer)向受盘人 (offeree)提出购买或出售某种商品的各种交 易条件 ,并表示愿意按这些条件与对方达成 交易 ,订立合同的行为 . 一份完整的报盘包括 :商品名称 ,价格 ,规格 , 包装 ,装运时间 ,支付方式等内容 . 写信要点（ writing skill） 感谢对方的来函 发盘（商品，数量，价格，支付条款， 装运，有效期） 盼早答复 A satisfacto

2、ry offer of quotation will include the following 1. An expression of thanks for the enquiry, if any. 感谢对方的来函 2. A statement or clear indication of what the prices cover, e.g. freight, insurance and commission. 清晰的表达价格条款包含内容 3. An undertaking as to date of delivery or time of shipment. 承诺交货期 4. The p

3、eriod for which the offer or quotation is valid. 报盘 ,报价的有效期 5. Favorable comments on the goods being offered. 对所供货品的有益描述 6. A supplementary short paragraph to draw the customers attention to the other products which are available for supply. 补 充小段 ,引引买方对自己可供货的其他商品 的兴趣 . 7. An expression of hope that

4、 the offer or quotation will be accepted. 希望对方能接 受该报盘 ,报价 . Some elements about an offer 1. An offer may be made by letter or telegram. In the latter case, it is usually followed up by a letter for confirmation. 报盘有两种形式 :信函或电传 .如以电传形式 报盘 ,则通常在其后追加一封确认函 . 2. When a buyer rejects a quotation of other

5、offer, he should write and thank the seller for his trouble and explain the reason for rejection, and it is counter-offer. 当买方拒绝某一报价或报盘时 ,他应致电对 方感谢并解释拒盘的原因 ,我们将之称之为 还盘 . Counter-offer A counter-offer usually covers the following points: 1. Thank the seller for his offer or quotation 2. Express regre

6、t at inability to accept the sellers offer or quotation. 3. Make a bid or counter-offer if, in the circumstances, it is appropriate. 4. Suggest other opportunities to do business together. Differences between quotation and offer In foreign trade, the words “offer” and “quotation” are not interchange

7、able, there is a difference of degree in the prospective sellers commitment. 1. An offer is a formal presentation for the buyers acceptance to create a contract. 2. A quotation is merely a notice of the price and terms at which the seller is willing to sell. 3. An offer is firm or subject to confirm

8、ation as the offerer may indicate. 4. It is to be noted that unlike a quotation, a firm offer, although not a contractual obligation, cannot be withdrawn by the seller within its validity. It is the buyers option to accept or reject or counter-offer during the validity period. If the buyer accepts,

9、then it is a contractual obligation. So no reputable seller would risk his reputation by withdrawing his offer before the stated or agreed time. Detailed divisions of offer (textbook) 1. offers based on enquiry 回复询盘的报盘 2. offers on the web 网上报盘 3. request for lower price 要求减价 (还盘 ) 4. request for pr

10、ice increase 要求加价 5. request for lower price rejected 卖方拒绝减价 6. request for better terms granted 卖方同意给予 较好的条件 7. a firm offer 实盘 8. request for firm offer rejected 卖方拒绝发出实 盘 9. a voluntary offer 主动报盘 Standard divisions 1. non-firm offer 2. firm offer 3. counter offer 4. declining a counter offer 5.

11、conclusion of business A Non-firm Offer Dear sirs, We are in receipt of your letter dated October 22, and are willing to enter into business relations with you on the basis of equality and mutual benefit. Enclosed please find some sample books you requested. We hope that they will help you in making

12、 your selection. We are pleased to make you a special offer, subject to our final confirmation, as follows: Art. No. Name of Commodity Price JB 12 All Wool Melton USD6.15/Y CIF MONTREAL JE 18 All Wool Gabardine USD 6.82Y CIF MONTREAL For your information, the minimum quantity for order is 10,000 yar

13、ds. Shipment is to be made in three monthly installments beginning from December, 19 Payment is by L/C at sight. Goods are packed in bales or in wooden cases at sellers option. We hope that the above will be acceptable to you and assure you of our best service at any time. We are looking forward to

14、your trial order Sincerely yours, Vocabulary 1. 发盘 : offer 2. 发盘人 : offerer 3. 收盘人 : offeree 4. 实盘 : firm offer 5. 虚盘 : non-firm offer 6. 有效期 : validity 7. 确认 : confirmation 8. 接受 : acceptance 9. 装运港船上交货 : FOB (Free on Board) 10. 装运港船边交货 : FAS (Free Alongside Ship) 11. 货交承运人 : FCA (Free Carrier) 12.

15、 成本加运费 : CFR (Cost and Freight) 13. 运费付至 : CPT (Carriage Paid to) 14. 运费 ,保险费付至 : CIP (Carriage Insurance Paid to) 15. 边境交货 : DAF (Delivered at Frontier) 16. 未完税交货 : DDU (Delivered Duty Unpaid) 17. 完税交货 : DDP (Delivered Duty Paid) 18. 进 /出口许可证 : Import / Export License 19. 货号 : Article No. Item No.

16、20. 需求 : demand 21. 供给 : supply 22. 标题商品 : captioned goods, subject goods 26. 单价 : unit price 27. 总金额 : total amount 28. 净价 : net price Attention The contents of an offer, if accepted by the buyer, will become the terms of the sales contract, as such, are irrevocable. 报盘的内容如果被买方接受 ,就成为了买卖 合同的条款 ,不可撤

17、消 . So, any error or omission in an offer may entail trouble or loss later. 因此 ,报盘中的任何错误和遗漏都会引起日 后的问题或损失 . 报盘常用句 (Sentences Commonly Used in Offers) 1. Many thanks for your enquiring of 多 谢贵方 ( 日期 )的询问 . 2. We are pleased to have your enquiring 很高兴获悉你方询问函 . 3. In your letter of May 13 you enquire ab

18、out 你方 5月 13日来函询问有关 4. In reply to your enquiry of August 8 we have pleasure in enclosing. 你方 8月 8日 询问函收悉 ,现我们高兴地附上 . 5. We are glad to answer your enquiry 我 们很高兴答复你方 . 询问 . 6. We are pleased to send you the information you have requested. 我们很愉 快地寄上你所需要的情况 . 7. We have pleasure in sending you our la

19、test catalogue 我们很高兴地给你方寄 上我方最新的商品目录 . 8. We thank you for your enquiry ofand are pleased to quote as follows. 对你方 来函表示感谢 ,并愉快地报价如下 . 9. We welcome your enquiry of May 20 and thank you for your interest in our products. 欣悉你方 5月 20日的来函 ,并感谢你方对我们产品 的兴趣 . 10. We were pleased to receive your letter of N

20、ovember 25 and have arranged for our Mr. Wang Hai to call on you during next week. 很高兴收到你方 11月 25日的来函 ,我们已安排我方 王海先生在下星期拜访贵方 . 11. Thank you for your enquiry of March 15 and enclose you quotation for 感谢你 方 3月 15日的询问 ,现随函附上我方 的报价 . 12. We acknowledge with thanks receipt of your letter of July 11 and s

21、end you an illustrated catalogue of ourgoods and also details of our terms and conditions of sale. 感谢你方 7月 11日来函 ,现寄上一份有 关 商品的插图目录及有关我方销售条款 的详细情况 . 13. We are in receipt of your enquiry of May 4, and offer you the following 你方 5月 4日函悉 ,特报盘如 下 . 14. We trust that you will be able to accept our offer,

22、 which shall be kept open against reply by cable. 我们确信 , 你公司将接受我们所提供的报价 .此报 盘至回电为止都有效 . 15. We were very pleased to receive your enquiry of July 2nd and now confirm our cabled offer of this morning as follows: 谢谢 7月 2日来函 .兹确认今晨的电报报价如下 : 16. We must stress that this offer is firm for three days only

23、because of the heavy demand for the limited supplies of this velvet in stock. 本公司必须强调 ,此报价仅有效 3天 . 此乃因为天鹅绒的存货有限 ,而需求却不绝 . 17. Confirming our telephone conversation this morning, we can offer you the rice of 400lbs, at the special low price of $80 per lb., CIF Keelung. 确认我今天早上的电话交谈如 下 .本公司提供给贵公司 400磅

24、稻米 CIF 基隆特别低廉价每磅 80元 . 18. We will keep this offer open up to the end of this month. 我方保留该报盘 有效至本月底 . 19. We can offer as follows, subject to your reply received here by four oclock p.m., our time, September 25. 现报盘如下 ,以我方时间 9月 25日下午 4 时前收到答复为有效 . 20. This offer must be withdrawn if not accepted wit

25、hin five days. 此盘 5 天内不接受 ,就作撤消论 . 21. On condition that you take more than 2,000 sets, you are prepared to offer this special price of $9.10 per set, a 5% discount. 如订购 2,000台以上 ,我们准备特 价报盘 ,每台 9.10美元 ,即给 5%的折扣 . 22. Unless otherwise stated or agreed upon all prices are without any discount. 除非另有说明或

26、约定价格一律没有折扣 . 23. Only 0.3% is to be deducted from the CIF price, if buyers like to trade with us on CFR basis and insure the goods themselves. 如买方愿意做成本加运费价 ,自 行投保 ,则从成本加保险费 ,运费价中减去 0.3%. 24. We shall be pleased to make delivery in January if our manufactures accept your terms. 如我们厂方接受你方条款 ,我们将乐 于在 1

27、月份交货 . 25. We can effect shipment within one month after your order has been confirmed. 在确认你方定单后一个月内可装运 . 26. Please note that trial goods supplied must be returned, carriage paid, within 7 days if not required. 请注意 ,试销货物 ,如不 需要必须在 7天内退回 ,运费先付 . 27. The offer is valid up to the 25th October. 此报盘有效期到

28、 10月 25日 . 28. We have been holding the offer for you. 我们为你保留这一报盘 . 29. I hope you would let us have your most favorable firm offers. 希望给我们最优 惠的实盘 . 30. If you are interested, we will offer as soon as possible. 如你感兴趣 ,我方将尽快 报盘 . 31. We can offer you various kinds of Chinese cotton piece goods at att

29、ractive prices. 我们能以具有吸引力的价格向你方 报各式各样的中国棉布 . 32. Please make us an offer for 50 metric tons of cotton. 请给我们五十公吨棉花的报盘 . 33. If you make an inquiry, we can offer you firm. 如果你询价 ,我们可以报实盘 . 34. Our quotations always come in line with the world market. 我们的报价总是符 合国际市场价格水平的 . 35. As soon as we are again i

30、n a position to make offers, we shall contact you by cable. 当我们恢复报盘时 ,我们将立即去电 和你们联系 . 36. The price of our pen is US $3 per dozen CIF Lagos. 我们的钢笔价格是每打 三美元拉各斯到岸价 . 37. Could you keep the offer open for 5 days? 报价能否给五天的有效期 ? 38. We cant hold the offer open longer than that. 报价不能再延期了 . 39. We are prep

31、ared to give you a quotation which is based upon the prevailing international market price. 我方打算按照当前的国际市场价格给你报价 . 40. To comply with your request, we are submitting our Quotation No. S-2 for your consideration. 应贵方要求 ,现付上报价单 No. S-2 ,以供参考 . 41. As requested, we are submitting our quotation therefore

32、 in triplicate and shall appreciate your placing the orders with us as early as possible. 应贵方要求 ,特此呈上我报价单一式三份 .如 蒙早日定货 ,将深为感激 . 42. We have made a good selection of patterns and sent to you today by parcel post. 我方已精选许多样品 ,今以包裹寄给贵 方 . 43. Considering the quality of the goods offered we do not feel t

33、hat the prices we quoted are at all excessive. 就我方提供的 商品质量而言 ,我们认为所报价格丝毫不高 . 44. We also wish to advise you that the prices we quoted are our rock-bottom ones. 恳请贵方知悉 ,我方报价系最底价 . 45. We are producers offor quite a long time and brands have been very popular among the end-users in foreign countries.

34、本公司系历史悠久的 制造商 ,我们的牌号 在外国用户中非常受欢迎 . 46. Due to the rising cost of the raw materials we are reluctantly compelled to raise our price by 2%. 由于原料成本涨价 , 我们不得不勉强提价 2%. 47. The enclosed catalogue will show you their prices and also the discount rates. 附寄上的商品目录中已载明价格及折扣率 . 48. This offer expires on Decembe

35、r 30. Your immediate reply by cable will be appreciated. 此报价于十二月三十日到期 , 如蒙立即回电 ,将不胜感激 . 49. We are sure that these goods will meet your requirements, and we look forward to your early order. 我们相信这些货物能满足 你方需要 ,盼望尽早提出订单 . 50. We shall be pleased to receive your order, which will have our prompt and ca

36、reful attention. 我们高兴地期待收到你方 订单 ,我们将及时予以认真的研究 . 51. If you think our offer meets your requirements, please let us have your order at an early date, as supplies are limited. 由于供货数量有限 ,如认为我方报价尚能满足你方 要求 ,请早日寄来你方的订单 . 52. We think we have covered every point of your enquiry. If not, please do not hesita

37、te to write to us again. It will be a pleasure to give you an immediate reply. 我们认为 ,我们已答复了贵方 每一询问 .倘若还有 ,请再立即函告 .我们将高兴地 立即予以答复 . 53. We will hold a quantity reserve for you, as we feel sure you would not wish to miss such an opportunity. 我们拟为你方保留一批货 ,因为我们 确信你方将不愿失去这种机会 . 54. The enclosed catalogue

38、will give you all the essential facts about our lines, but it cannot answer all your personal questions. It will be a pleasure for us to do that if you will write to us. 所附寄的目录将给你方提供我方商品的基本情况 , 然而却无法答复你方一切个人方面的问题如蒙函 告 ,我们将高兴地给予解答 . 55. We are allowing special terms to customers who place orders befo

39、re this month. 客户若能在本月底前提出订单 ,我们 将给予优惠考虑 . 56. We believe that you will accept our offer, which will be kept open against reply by wire. 相信你方会接受我方所报价格 .此 价格有效至你方电复 . 57. We trust the above offer will be of interest to you and await your orders. 相信 上述报盘定会使你方感兴趣 ,盼寄来订单 . Sentences commonly used in mak

40、ing Counter-offers 1. We counter-offer as follows: 我们还盘如下 : 2. Our counter-offer is well founded. 我们的还价是很合理的 . 3. Your counter-offer (counter-bid) is not up to the present market level. 你的还价不 符合目前市场价格 . 4. Please make us the best possible counter-offer. 请给我们一个最好的还盘 . 5. The price you counter-offer i

41、s not in line with the prevailing market. 你方还盘价与现 行市场价不合 . 6. Its impossible for us to entertain your counter-offer. 我们不能接受你方的还价 . 7. Im sorry the difference between our price and your counter-offer is too wide. 很 遗憾 ,我们的价格与你方还盘之间的差距太 大 . 8. This is our rock-bottom price. We cant make any further re

42、duction. 这是我方的最 低价格 ,我们不能再让了 . 9. How about meeting with each other half-way? 能不能互相作出让步 ? 10. If you accept our counter-offer, well advise our end-users to buy from you. 如 你能接受我们的还盘 ,我们就劝用户向你方 购买 . 11. As a rule, the larger the order, the lower the price. 买得越多 ,价格越便宜 ,这是 个惯例 . 12. I appreciate your

43、counter-offer but find it too low to accept. 谢谢你的还价 ,但我觉 得太低了 ,无法接受 . 13. We ask for indulgence for 6 days to make a counter-offer. 我们要求宽限六天以 便还价 . 14. We regret to note that you have turned down our counter-offer. 我们很遗憾 ,知道你方已拒绝了 我方的还价 . 15. We consider accepting your counter-offer. 我们考虑接受你的还价 . 16

44、. We strongly advise you to accept catalogue XH100 as the type you selected is no longer obtainable. 我们郑重向你公司建议 ,接受商品目录 中的 XH100型 ,因为你公司所挑选的式样已无货可 供 . 17. If you can raise your order to 1,000, we can offer you a price of CIF U.S. $30 each. 倘若你公 司能提供订购的数量到 1,000,我公司便能提供每 件 CIF30美元的价格 . 18. Unfortunat

45、ely we cannot accept your offer. Your prices are prohibitive. 遗憾 ,我们不能接受你 方报盘 .你方价格过高 ,不敢问津 . 19. The prices you quoted are much higher than those of other manufacturers. 你方报价比其他厂 商所报高得多 . 20. Your top quality goods are priced too high for us. Please send us the prices of your average quality items.

46、 对我公司来说 ,你们的高级品价格是太高了 .故请寄 来贵公司中级品的报价资料 . 21. Your offer datedis very attractive. However, the quantity offer is too small to satisfy our requirements. Would you be able to process big order for a quantity of of item No. ? 你公司 月 日所寄的报价单甚具吸引力 ,然而 ,供 应量太少 ,无法满足我们的需要量 .不知贵公司能否 生产目录第 好 ,数量 的较大订单 . 22. T

47、he packing of goods offered does not meet our standards. Could you use packing which is secure against breakage? 贵公司报价货物之包装不符标准 .贵公司能 否用防止破损的包装 ? 23. We can only accept your special offer if you assure improved packing of your goods. 只有你们改善货物的包装 ,我公司才 能接受你公司的特价报价单 . 24. Your quotation datedsounds in

48、teresting, but the listed payment conditions are not customary in our trade. 你公司 日寄来的价目单很令人感兴趣 ,但 所列的付款条件不合我们的贸易习惯 . 25. Please reconsider your payment conditions and let us have your revision of the offer dated 请重新考虑你公司的付款 条件 ,并将你 日的报价单修改后寄给我们 . 26. We are ready to accept your offer provided you ex

49、tend the period of guarantee to 12 months. 如你公司延长保证时间至 12月 ,则我公司准 备接受你们的报价 . 27. Your offer lacks specifications on the type of shipping. We are looking forward to your clarification. 你公司的报价单中未指定运输方式 ,对此问 题希望得到贵公司的说明 . 28. Due to the present price of raw materials we are unable to change the conditi

50、ons of our offer. 由于目前原料价格的关系 ,我们无法修正我公司报 价单上的条件 . 29. We are pleased to take care of your special request concerning the quality. 我公司很乐意考 虑你对有关品质的特别要求 . 30. Although we appreciate your having sent us samples of cotton piece goods, we are not interested at the present time. 感谢你方寄来的棉 布货样 ,但现在对此没有兴趣 .

51、 exercises . Translation (English-Chinese) 1. All the prices quoted are on CIF basis without commission. 2. Our offer is subject to the goods being unsold. 3. We can offer 5,000 tons of Snowflake Brand 97% Zinc Ingots (锌锭 ) on CIFC5% London basis for September shipment subject to our final confirmat

52、ion. Version 1. 所报的价格都是成本加运保费不含佣金 的价格 . 2. 我方报盘以货物未经售出为条件 . 3. 现报给你方 5000吨 “雪花”牌纯度 97% 的锌锭 ,成本加运费保险费伦敦含佣金 5%, 9 月装运 ,以我方最后确认为准 . 4. We have received your offer for T-Shirts, but find your price rather high. 5. We shall be obliged if you will give our enquiry careful attention. 6. We are sorry to inf

53、orm you that we do not have air conditioners available for export. 7. It is known to all that our mens shirts are superior in quality and reasonable in price. We trust you will certainly agree to our quotation. 4. 我们已收到 T恤衫的报盘 ,但发现所报价 格太高 . 5. 如能仔细处理我方询盘 ,不胜感激 . 6. 遗憾通知 ,目前没有可供出口的空调 . 7. 众所周知 ,我方男式衬

54、衫质量优良 ,价格合 理 ,我们相信你肯定会同意我方报价 . 8. The quantity of frozen shrimps available for prompt shipment is indicated therein. 9. Your offer against our enquiry of June 1 is acceptable. 10. As the selling season is drawing near, please let us have your offer without any delay. 8. 可即期装运的冻虾的数量已在此指明 . 9. 你方对我方 6

55、月 1日询盘所作的报盘是可 以接受的 . 10. 销售季节日益临近 ,请尽快向我方报盘 . . Translation (Chinese-English) 1. 按照你方 8月 10日来信要求 ,我们向你方 报盘 400台 IBM笔记本电脑 . 2. 现报 500台空调 ,每台 250美元 ,成本加运 费旧金山价 ,5月装运 . 3. 请报我方 2000台 29寸高清晰度彩色电视 机最低价 ,FOB青岛含佣 2%,8月装运 . 1. As requested in your letter of August 10, we are making you an offer for 400 sets

56、 of IBM Notebook Computers. 2. We are offering you 500 sets of air- conditioners at USD 250 per set CFR San Francisco for May shipment. 3. Please quote us the best price for 2000 high- definition color TV sets of 29 inches FOB Qingdao including 2% commission for August shipment. 4. 如全自动洗衣机现在有货 ,请按 C

57、FR大阪 (Osaka)基础上报价 . 5. 我们有这两种洗发精现货 ,数量分别 是 ,1000瓶和 2000瓶 . 6. 如果你方同意我方对山地自行车 (mountain bike)的报价 ,请即告知 . 7. 我们现向你方报盘 ,以本月 20日以前复到 为条件 . 4. If you have automatic washing machines in stock, please quote us a price on CFR Osaka basis. 5. The respective quantities of these two shampoos that we have in st

58、ock are 1000 and 2000 bottles. 6. If you agree to our quotation for mountain bikes, please let us know without any delay. 7. We are making you an offer subject to your reply reaching us before 20th of this month. 8. 我们的丝绸服装工艺精湛 ,设计新颖 ,请给 我方最好盘 . 9. 按照要求 ,现另邮寄给你方茶具一套 . 10. 我们希望在平等互利的基础上与你方建 立业务关系 . 8

59、. As your silk garments are of exquisite workmanship and novel designs, please let us have your best offer. 9. As requested, we are sending you under separate cover a tea set. 10. We wish to establish business relations with you on the basis of equality and mutual benefit. . Letter Worldwide Trading

60、 Pty. Ltd Level 25, 367 Collins Street Sydney, Australia 女士 /先生 : 感谢你方 11月 5日对我方圣诞蜡烛的询盘 . 根据要求 ,现报你方所需货号为 202圣诞蜡烛 ,每箱 340美元 ,按成本加运保费悉尼价 ,包括 2%的佣金 ,以我方最后确认为准 . 众所周知 ,我方产品质量优良 ,价格合理 ,在国际市场上很受欢迎 ,希望你方能同意报价 . 圣诞节日益临近 ,请尽快寄订单勿误 . 盼早复 . 谨上 金王蜡烛有限公司 (中国青岛香港路 100号福泰广场 11层 ) 出口部经理 高丽 20 年 11月 10日 Golden King

61、 Candle Co. Ltd 11th Floor, Futai Plaza 100 Hong Kong Road Qingdao, China November 10, 20 Worldwide Trading Pty. Ltd Level 25, 367 Collins Street Sydney, Australia Dear Sirs, Thank you for your enquiry of December 5 for Christmas candles. As requested, we are offering Article No. 202 candles you req

62、uire at USD 340 per case CIFC2% Sydney subject to our final confirmation. It is known that our products are superior in quality and moderate in price, and are very popular in the international market. We hope you will agree to our quotation. As Christmas is approaching, please send us your orders wi

63、thout any delay. Your prompt reply will be highly appreciated. Yours faithfully Golden King Candle Co. Ltd Gaoli Export Manager . Translation (Chinese-English) 1. 兹确认你方 6月 18日电子邮件收悉 . 2. 兹复你方 3月 18日询盘 ,我们现向你方报 盘 ,以 4月 1日复到为条件 . 3. 兹确认已售你方 2000个电动剃须刀 . 4. 我们打算向你方订购 2000打弹性尼龙袜 (stretch nylon socks),详情

64、见附表 . 1. We acknowledge receipt of your E-mail of June 18. 2. In reply to your enquiry of March 18, we are making you an offer subject to your reply reaching here before April 1. 3. We confirm having sold to you 2,000 electric shavers. 4. We are prepared to place an order with you for 2000 dozen stretch nylon socks, details as per the attached sheet. 5. 你方 3月 10日函悉 ,从信中我们获悉你方 希望得到我方罐头食品的报盘 . 6. 现告知 ,我方所报价格合理 ,欧洲许多客户 均已接受该价格 . 7.请放心