4《外贸英语函电》- 古夕虹
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Unit Four MakiБайду номын сангаасg Quotations & Offers Objectives Introduction New Words & Expressions
(报盘和报价)
Chinese Version of the Text Keys to Exercises
Unit Four Offers & Quotations (报盘和报价)
注意：一个实盘从法律角度上讲，必须符合三点要求才构成实盘 Clear 内容清楚确切不含糊其词，模棱两可。 Complete 交易条件完整（商品名称、规格、包装、数量、交货 期、价格支付方式、装运期等）;对报盘有效期做出规定，这一 点也很重要。 Final 无保留：发盘人愿意按照他所提出的交易条件同受盘人签 订合同，除此之外，没有任何保留条件。 保留条件的表达：
1. date v. 加日期于；日期为；与介词of作用相同 We have received your letter of Nov.18. We have received your letter dated Nov. 18.
2. offer v/n 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 sb a firm offer for sth at a price 向…报实盘 a firm offer 实盘 a non-firm offer 虚盘 to accept an offer 接受报盘
1. result v. 结果 result in 导致某种后果 result from 产生某种结果 Eg: If you fail to establish the L/C in time, you will be held responsible for any loss resulting from the delay.
报虚盘The offer is subject to our final confirmation. 本报盘以我方最后确认为准。
The offer is subject to prior sale.本报盘以货物先售出为条件。
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。 The offer is subject to goods being unsold. 本报盘以货物未售出为条件。 We make you the offer without engagement.
倘若你方不能按时开立信用证，你方须负责因此而造成的一切损失
2. benefit n. 利益；好处；救济金； v.(by / from) 有益于；使受益 Eg:There is no doubt that we both parties shall benefit by this arrangement. 毫无疑问，这一安排对我们双方都有利。
Objectives
通过本章的学习，帮助学生掌握:
1. 报价与报盘的含义 2. 报盘的种类及其各自的含义 3. 报盘和报价信的撰写
Unit Four Offers & Quotations (报盘和报价)
Introduction
Definition of an offer :
An offer is a formal presentation of the goods to be supplied on the terms specified therein for the buyer’s acceptance.
Unit Four Offers & Quotations (报盘和报价)
Introduction
In the international business, offers can be divided into two kinds:
A firm offer (实盘)— A firm offer is a definite promise to sell goods at the stated prices, usually within a stated period of time. The terms stated in a firm offer is binding on the sellers if they are accepted by the buyers within its validity. In a firm offer, an exact description of the goods, the time of shipment and the mode of payment should be included. A non-firm offer (虚盘)— Unlike a firm offer, a nonfirm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers.
1. subject adj. 以…为条件;以…为准；取决于；后接介词to Eg:We’re making you a firm offer as follows, subject to your reply reaching us by the end of this week.
现向你方报实盘如下，以你方答复于本周末前到达为有效。
to confirm an offer 确认报盘 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 a combined offer 搭配报盘
subject to our final confirmation subject to prior sale subject to the goods being unsold subject to change without notice; without engagement
1. entertain v. 考虑接受 Eg:We are not in a position to entertain any fresh orders on account of the uncertainty of raw materials. 由于原材料的不稳定，所以不能考虑接受任何新订单 2. counteroffer n. v. 还盘；还价 Eg:Your counteroffer is not in line with the international market price. 你方还盘与国际市场价格不符。 3. in respect of 就…而言 in respect to 关于；就…来说； with respect to 关于；就…来说；至于； in this respect 在这方面
Letter 1
1. offer 与quotation的区别： Offer为报盘，也就是说除了针对某种商品的价格外， 还应该包括数量、交货期、支付方式等交易条件。 quotation为报价，即某种商品的价格。 2. acknowledge v. 承认或宣布收到 acknowledgement n. 承认；收悉通知 acknowledge receipt of 确认收到某人来信用acknowledge 确认收到某人来电报用confirm Eg:我们确认收到你方十月十日的来函。 We acknowledge your letter of Oct.10. We acknowledge receipt of your letter of Oct.10
1. parcel n. 一批货 部分货物，小宗货物其概念是这样的：在国际贸易 中，某些商品除了大宗买卖需要用整整一条船来装运 之外，还有一些数量较小的交易和少量货物的托运， 用不着整条船，非整船或整船货物的一部分，通常就 称为小宗货物，或部分货。 (类似的表达法还有lot ) 2. in stock 库存 3. be under offer = be on offer 正在报盘中；正在出售中 Eg:The goods are under offer elsewhere and we cannot offer you at present. 货物已向其它地区报盘，因而目前不能给你方报盘。 4. bid n. /v. 递价（买方） to make sb a bid for sth at a price 以…价格向某人 递价 to bid a price for sth 就…向某人递价
Unit Four Offers & Quotations (报盘和报价)
Introduction
The difference between an offer and a quotation:
A quotation is not an “offer” in the legal sense. It is just an indication of price without contractual obligation and subject to change without previous notice.
1. L/C letter of credit 商业信用证 2. in one’s favor 以某方为受益人 3. payable by draft at sight 凭即期汇票支付 4. EMP 欧洲主要港口 缩写为EMP，按照航运公会统 一规定欧洲主要港口有： 英国 London（伦敦）法国 Marseilles（马赛） 意大利 Genoa（热那亚）德国 Hamburg（汉堡） 荷兰 Rotterdam（鹿特丹）比利时 Antwerp（安特卫 普）丹麦 Copenhagen（哥本哈根） 5. firm adj. 确定的；有效的 Our offer is firm for 5 days.我方报盘有效期为五天。 We’re pleased to make you a firm offer.我方很乐意 向你方报实盘。
1. obtain v. 获得；得到 obtain 为一般用语， secure 指难以得到的或得花费 气力才能获取的 2. for your information 仅供参考；顺便告知；顺致奉告 for your reference 供你方参考 for your perusal 供你方斟酌（详细阅读） for you to study 供你方研究 3. demand n/v. +for 需要；需求 be in large demand for 大量需求 be in good / heavy demand for 大量需求 be in small demand for 需求不大 be in brisk demand for 需求活跃 be in regular demand for 常年需求
3. advancing market 行市上涨 The market advances. 行市上涨 The market rises. 行市上涨 The market stiffens. 行市坚挺The market hardens. The market is strengthening. Market is strong. 行市坚挺 Market is firm. 行市坚挺 Market is brisk. 行市活跃 Market is active. 行市活跃The market soars. 行市上涨\ Market is declining. 行市下跌 Market is weak. 行市疲软 1. receipt n. 收到 be in receipt of 已收到 have received from 2. acceptance n. 接受
(报盘和报价)
Chinese Version of the Text Keys to Exercises
Unit Four Offers & Quotations (报盘和报价)
注意：一个实盘从法律角度上讲，必须符合三点要求才构成实盘 Clear 内容清楚确切不含糊其词，模棱两可。 Complete 交易条件完整（商品名称、规格、包装、数量、交货 期、价格支付方式、装运期等）;对报盘有效期做出规定，这一 点也很重要。 Final 无保留：发盘人愿意按照他所提出的交易条件同受盘人签 订合同，除此之外，没有任何保留条件。 保留条件的表达：
1. date v. 加日期于；日期为；与介词of作用相同 We have received your letter of Nov.18. We have received your letter dated Nov. 18.
2. offer v/n 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 sb a firm offer for sth at a price 向…报实盘 a firm offer 实盘 a non-firm offer 虚盘 to accept an offer 接受报盘
1. result v. 结果 result in 导致某种后果 result from 产生某种结果 Eg: If you fail to establish the L/C in time, you will be held responsible for any loss resulting from the delay.
报虚盘The offer is subject to our final confirmation. 本报盘以我方最后确认为准。
The offer is subject to prior sale.本报盘以货物先售出为条件。
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。 The offer is subject to goods being unsold. 本报盘以货物未售出为条件。 We make you the offer without engagement.
倘若你方不能按时开立信用证，你方须负责因此而造成的一切损失
2. benefit n. 利益；好处；救济金； v.(by / from) 有益于；使受益 Eg:There is no doubt that we both parties shall benefit by this arrangement. 毫无疑问，这一安排对我们双方都有利。
Objectives
通过本章的学习，帮助学生掌握:
1. 报价与报盘的含义 2. 报盘的种类及其各自的含义 3. 报盘和报价信的撰写
Unit Four Offers & Quotations (报盘和报价)
Introduction
Definition of an offer :
An offer is a formal presentation of the goods to be supplied on the terms specified therein for the buyer’s acceptance.
Unit Four Offers & Quotations (报盘和报价)
Introduction
In the international business, offers can be divided into two kinds:
A firm offer (实盘)— A firm offer is a definite promise to sell goods at the stated prices, usually within a stated period of time. The terms stated in a firm offer is binding on the sellers if they are accepted by the buyers within its validity. In a firm offer, an exact description of the goods, the time of shipment and the mode of payment should be included. A non-firm offer (虚盘)— Unlike a firm offer, a nonfirm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers.
1. subject adj. 以…为条件;以…为准；取决于；后接介词to Eg:We’re making you a firm offer as follows, subject to your reply reaching us by the end of this week.
现向你方报实盘如下，以你方答复于本周末前到达为有效。
to confirm an offer 确认报盘 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 a combined offer 搭配报盘
subject to our final confirmation subject to prior sale subject to the goods being unsold subject to change without notice; without engagement
1. entertain v. 考虑接受 Eg:We are not in a position to entertain any fresh orders on account of the uncertainty of raw materials. 由于原材料的不稳定，所以不能考虑接受任何新订单 2. counteroffer n. v. 还盘；还价 Eg:Your counteroffer is not in line with the international market price. 你方还盘与国际市场价格不符。 3. in respect of 就…而言 in respect to 关于；就…来说； with respect to 关于；就…来说；至于； in this respect 在这方面
Letter 1
1. offer 与quotation的区别： Offer为报盘，也就是说除了针对某种商品的价格外， 还应该包括数量、交货期、支付方式等交易条件。 quotation为报价，即某种商品的价格。 2. acknowledge v. 承认或宣布收到 acknowledgement n. 承认；收悉通知 acknowledge receipt of 确认收到某人来信用acknowledge 确认收到某人来电报用confirm Eg:我们确认收到你方十月十日的来函。 We acknowledge your letter of Oct.10. We acknowledge receipt of your letter of Oct.10
1. parcel n. 一批货 部分货物，小宗货物其概念是这样的：在国际贸易 中，某些商品除了大宗买卖需要用整整一条船来装运 之外，还有一些数量较小的交易和少量货物的托运， 用不着整条船，非整船或整船货物的一部分，通常就 称为小宗货物，或部分货。 (类似的表达法还有lot ) 2. in stock 库存 3. be under offer = be on offer 正在报盘中；正在出售中 Eg:The goods are under offer elsewhere and we cannot offer you at present. 货物已向其它地区报盘，因而目前不能给你方报盘。 4. bid n. /v. 递价（买方） to make sb a bid for sth at a price 以…价格向某人 递价 to bid a price for sth 就…向某人递价
Unit Four Offers & Quotations (报盘和报价)
Introduction
The difference between an offer and a quotation:
A quotation is not an “offer” in the legal sense. It is just an indication of price without contractual obligation and subject to change without previous notice.
1. L/C letter of credit 商业信用证 2. in one’s favor 以某方为受益人 3. payable by draft at sight 凭即期汇票支付 4. EMP 欧洲主要港口 缩写为EMP，按照航运公会统 一规定欧洲主要港口有： 英国 London（伦敦）法国 Marseilles（马赛） 意大利 Genoa（热那亚）德国 Hamburg（汉堡） 荷兰 Rotterdam（鹿特丹）比利时 Antwerp（安特卫 普）丹麦 Copenhagen（哥本哈根） 5. firm adj. 确定的；有效的 Our offer is firm for 5 days.我方报盘有效期为五天。 We’re pleased to make you a firm offer.我方很乐意 向你方报实盘。
1. obtain v. 获得；得到 obtain 为一般用语， secure 指难以得到的或得花费 气力才能获取的 2. for your information 仅供参考；顺便告知；顺致奉告 for your reference 供你方参考 for your perusal 供你方斟酌（详细阅读） for you to study 供你方研究 3. demand n/v. +for 需要；需求 be in large demand for 大量需求 be in good / heavy demand for 大量需求 be in small demand for 需求不大 be in brisk demand for 需求活跃 be in regular demand for 常年需求
3. advancing market 行市上涨 The market advances. 行市上涨 The market rises. 行市上涨 The market stiffens. 行市坚挺The market hardens. The market is strengthening. Market is strong. 行市坚挺 Market is firm. 行市坚挺 Market is brisk. 行市活跃 Market is active. 行市活跃The market soars. 行市上涨\ Market is declining. 行市下跌 Market is weak. 行市疲软 1. receipt n. 收到 be in receipt of 已收到 have received from 2. acceptance n. 接受