国际商务函电7
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15
Dear Sirs,
We acknowledge receipt of your letter dated 10 this month, from which we note that you wish to have our firm offer for both Men’s Shirts and Men’s Jackets CFR Rotterdam.
7
（2）
向对 方提 供所
要求 的信 息
Please note our standard terms and conditions on the reverse side of this quotation…（请注意我们列在本报价后面的交易 条件。）
We can ship your goods within 3 weeks upon receipt of your order.（我们能在收到订单后三周 内寄出货物。）
We will offer you firm as soon as possible.
19
3、European Main Ports
缩写为EMP，按照航运公会统一规定 欧洲主要港口有：
英国的London
比利时的Antwerp
法国的Marseilles 丹noa 荷兰的Rotterdam
We are making you an offer for 5,000 dozen of Men’s Shirts at RMB98.00 net per piece CFR Rotterdam or any other European Main Ports for shipment during March/ April, 2001. This offer is firm, subject to your reply reaching us on or before February 5, our time.
This article is in short supply.
12
3、avail oneself of v. 利用 We avail ourselves of this
opportunity to express our thanks for your close cooperation. 借此机会对你方的密切合作表示感谢。
For your information, recently there is a large demand for the above goods, such a growing demand can only result in increased price. However, you may benefit from the advancing market if you send us your immediate acceptance.
We are pleased to say that we can supply you with all goods listed in your letter of April 7.
If you can supply the goods to us within one month, please fax us immediately. n. 供应、供给
现向你方报实盘如下，以你方答复于 本周末前到达为有效。
14
The offer is subject to change without notice.
本报盘以随时更改而勿需另作通知为条件。 一般保留条件有以下表达法： subject to our final confirmation. subject to prior sale. subject to the goods being unsold. without engagement
德国的Hamburg
this offer is firm for … days 通常规定“以答复到达发盘人手中为准”
4
虚盘
虚盘：发盘人有保留地愿按照一定条件 达成交易的表示。
Subject to our final confirmation. without any engagement/obligation on our part The offer is subject to goods being unsold. The offer is subject to market fluctuation.
2）主动发盘（Volunteer offer）和对询盘的 回复（Reply to an enquiry）
3）实盘（firm offer ）和虚盘（non-firm offer）
2
实盘
（一）实盘的构成条件 1、表明定约的意旨 2、发盘必须向特定的人提出 3、内容十分明确（品名、品质、包装、
数量、装运时间、价格、支付等条款） 4、传达到受盘人手中
8
We must stress that this offer can remain open for three days only. （我们必须强调此报价只在3天内有效。）
（3）
表明报 价
的有效 期
Subject to the goods being unsold . （以未出售为有效。）
We cannot consider these prices firm for an indefinite period because of the situation on the coffee market. （鉴于咖啡市场的行情，我们无法长期保持 这一价格不变。）
18
offer v. 报盘 offer sb sth at a price 以…价格向某人报盘 offer sb firm 给某人报实盘
make/send/give sb a (firm) offer for sth at a price 向…报实盘
We can offer for Men’s Shirts at competitive prices.
第七单元 报价、报盘及还盘
一、报价 1、定义：通常是对于询价的回复；或仅
仅是相关产品的一份报价单。 2、特点：卖方报价后，不受约束，可以
根据情况加以调整。
1
二、发盘 1、定义：是指交易的一方向另一方提出购买 或出售某种商品的各项交易条件，并愿意按照 这些条件达成交易，签订合同的一种表示。
2、分类
1）买方发盘（buying offer）和卖方发盘
You should avail yourselves of the books in the library. 你方应该充分利用图书馆的书籍。
13
Letter-7(2)具体知识点 1、be subject to 以…为条件，以…为准 （可用于表示实盘的有效期，或者表示虚盘 的保留条件）
We’re making you a firm offer as follows, subject to your reply reaching us by the end of this week.
9
（4）
表达希望 对方接受 所报价格 早日订货 的愿望
We trust you will find our quotation satisfactory and look forward to receiving your order. （相信您会满意我们的报价，盼订货。）
We look forward to receiving your order soon. （盼尽早收到你方订单。）
The type you required is out of stock，
but the similar type is in stock. 3）come into （to） stock 库存有货
11
2、supply v. 供给 supply sb. with sth. = supply sth. to sb 向某人供应某物
17
2、offer n. 报盘
a firm offer 实盘
a non-firm offer 虚盘
to accept an offer 接受报盘
to confirm an offer 确认报盘
to decline an offer 拒绝报盘 to entertain an offer 考虑接受报盘 to extend an offer 延长报盘 to withdraw an offer 撤销报盘 to cancel an offer 取消报盘 to renew an offer 恢复报盘
Thank you for your enquiry and for your interest in our products.（感谢您的询价以及 对我方产品的兴趣。）
We thank you for your inquiry of …and are pleased to quote as follows.（我们对您 在……日的询价表示感谢并愿意提供以下产 品。）
We look forward to the pleasure of serving you. （期盼能为您服务。）
10
Letter-7(4)具体知识点 1、 stock n. 库存、存货 1） from stock （ex stock）现货； We can supply you from stock. 2）in stock 库存中 out of stock 无货；缺货
5
三、发盘包含的内容 1、对询价表示感谢。 2、提供所要求的所有信息，如价格、交货 期或装运期、折扣及付款条件等细节。 3、如为实盘，应注明有效期；如为虚盘， 应注明保留条件 4、希望对方接受报价订购货物。
6
四、发盘的表达方式
写作步骤
表达方式
（1） 对对方 的询价
表示 感谢
Many thanks for your inquiry of …（多谢您 于……日的询价。）
Yours faithfully, 16
1、acknowledge 承认或确认 确认收到某人来信用acknowledge 确认收到某人来电用confirm e.g. 确认收到你方十月十日来函。
We acknowledge your letter of Oct.10. We acknowledge receipt of your letter of Oct.10 We make acknowledgement to your letter of Oct.10.
3
（二）实盘的表现形式
1、明确表示该发盘是实盘
（firm offer or irrevocable）
2、在发盘中注明有效期 subject to your reply reaching us
by/before …（, our time）
subject to your reply here within … days
Please note that we have quoted our most favorable price and are unable to entertain any counteroffer.
In respect of Men’s Jacket, we would inform you that the few parcels in stock are under offer elsewhere. However, if you should make us an acceptable bid, there is a possibility of your obtaining them.
It is our usual practice to supply new customers with our goods for payment within one month from date of invoice, in the first instance, and later to extend this term to three months.（我们通常的做法是：新客户首次订购我 们的货物从结算日起一个月内付款交货。之后，则 宽限至三个月。）
Dear Sirs,
We acknowledge receipt of your letter dated 10 this month, from which we note that you wish to have our firm offer for both Men’s Shirts and Men’s Jackets CFR Rotterdam.
7
（2）
向对 方提 供所
要求 的信 息
Please note our standard terms and conditions on the reverse side of this quotation…（请注意我们列在本报价后面的交易 条件。）
We can ship your goods within 3 weeks upon receipt of your order.（我们能在收到订单后三周 内寄出货物。）
We will offer you firm as soon as possible.
19
3、European Main Ports
缩写为EMP，按照航运公会统一规定 欧洲主要港口有：
英国的London
比利时的Antwerp
法国的Marseilles 丹noa 荷兰的Rotterdam
We are making you an offer for 5,000 dozen of Men’s Shirts at RMB98.00 net per piece CFR Rotterdam or any other European Main Ports for shipment during March/ April, 2001. This offer is firm, subject to your reply reaching us on or before February 5, our time.
This article is in short supply.
12
3、avail oneself of v. 利用 We avail ourselves of this
opportunity to express our thanks for your close cooperation. 借此机会对你方的密切合作表示感谢。
For your information, recently there is a large demand for the above goods, such a growing demand can only result in increased price. However, you may benefit from the advancing market if you send us your immediate acceptance.
We are pleased to say that we can supply you with all goods listed in your letter of April 7.
If you can supply the goods to us within one month, please fax us immediately. n. 供应、供给
现向你方报实盘如下，以你方答复于 本周末前到达为有效。
14
The offer is subject to change without notice.
本报盘以随时更改而勿需另作通知为条件。 一般保留条件有以下表达法： subject to our final confirmation. subject to prior sale. subject to the goods being unsold. without engagement
德国的Hamburg
this offer is firm for … days 通常规定“以答复到达发盘人手中为准”
4
虚盘
虚盘：发盘人有保留地愿按照一定条件 达成交易的表示。
Subject to our final confirmation. without any engagement/obligation on our part The offer is subject to goods being unsold. The offer is subject to market fluctuation.
2）主动发盘（Volunteer offer）和对询盘的 回复（Reply to an enquiry）
3）实盘（firm offer ）和虚盘（non-firm offer）
2
实盘
（一）实盘的构成条件 1、表明定约的意旨 2、发盘必须向特定的人提出 3、内容十分明确（品名、品质、包装、
数量、装运时间、价格、支付等条款） 4、传达到受盘人手中
8
We must stress that this offer can remain open for three days only. （我们必须强调此报价只在3天内有效。）
（3）
表明报 价
的有效 期
Subject to the goods being unsold . （以未出售为有效。）
We cannot consider these prices firm for an indefinite period because of the situation on the coffee market. （鉴于咖啡市场的行情，我们无法长期保持 这一价格不变。）
18
offer v. 报盘 offer sb sth at a price 以…价格向某人报盘 offer sb firm 给某人报实盘
make/send/give sb a (firm) offer for sth at a price 向…报实盘
We can offer for Men’s Shirts at competitive prices.
第七单元 报价、报盘及还盘
一、报价 1、定义：通常是对于询价的回复；或仅
仅是相关产品的一份报价单。 2、特点：卖方报价后，不受约束，可以
根据情况加以调整。
1
二、发盘 1、定义：是指交易的一方向另一方提出购买 或出售某种商品的各项交易条件，并愿意按照 这些条件达成交易，签订合同的一种表示。
2、分类
1）买方发盘（buying offer）和卖方发盘
You should avail yourselves of the books in the library. 你方应该充分利用图书馆的书籍。
13
Letter-7(2)具体知识点 1、be subject to 以…为条件，以…为准 （可用于表示实盘的有效期，或者表示虚盘 的保留条件）
We’re making you a firm offer as follows, subject to your reply reaching us by the end of this week.
9
（4）
表达希望 对方接受 所报价格 早日订货 的愿望
We trust you will find our quotation satisfactory and look forward to receiving your order. （相信您会满意我们的报价，盼订货。）
We look forward to receiving your order soon. （盼尽早收到你方订单。）
The type you required is out of stock，
but the similar type is in stock. 3）come into （to） stock 库存有货
11
2、supply v. 供给 supply sb. with sth. = supply sth. to sb 向某人供应某物
17
2、offer n. 报盘
a firm offer 实盘
a non-firm offer 虚盘
to accept an offer 接受报盘
to confirm an offer 确认报盘
to decline an offer 拒绝报盘 to entertain an offer 考虑接受报盘 to extend an offer 延长报盘 to withdraw an offer 撤销报盘 to cancel an offer 取消报盘 to renew an offer 恢复报盘
Thank you for your enquiry and for your interest in our products.（感谢您的询价以及 对我方产品的兴趣。）
We thank you for your inquiry of …and are pleased to quote as follows.（我们对您 在……日的询价表示感谢并愿意提供以下产 品。）
We look forward to the pleasure of serving you. （期盼能为您服务。）
10
Letter-7(4)具体知识点 1、 stock n. 库存、存货 1） from stock （ex stock）现货； We can supply you from stock. 2）in stock 库存中 out of stock 无货；缺货
5
三、发盘包含的内容 1、对询价表示感谢。 2、提供所要求的所有信息，如价格、交货 期或装运期、折扣及付款条件等细节。 3、如为实盘，应注明有效期；如为虚盘， 应注明保留条件 4、希望对方接受报价订购货物。
6
四、发盘的表达方式
写作步骤
表达方式
（1） 对对方 的询价
表示 感谢
Many thanks for your inquiry of …（多谢您 于……日的询价。）
Yours faithfully, 16
1、acknowledge 承认或确认 确认收到某人来信用acknowledge 确认收到某人来电用confirm e.g. 确认收到你方十月十日来函。
We acknowledge your letter of Oct.10. We acknowledge receipt of your letter of Oct.10 We make acknowledgement to your letter of Oct.10.
3
（二）实盘的表现形式
1、明确表示该发盘是实盘
（firm offer or irrevocable）
2、在发盘中注明有效期 subject to your reply reaching us
by/before …（, our time）
subject to your reply here within … days
Please note that we have quoted our most favorable price and are unable to entertain any counteroffer.
In respect of Men’s Jacket, we would inform you that the few parcels in stock are under offer elsewhere. However, if you should make us an acceptable bid, there is a possibility of your obtaining them.
It is our usual practice to supply new customers with our goods for payment within one month from date of invoice, in the first instance, and later to extend this term to three months.（我们通常的做法是：新客户首次订购我 们的货物从结算日起一个月内付款交货。之后，则 宽限至三个月。）