外贸函电之询盘、报盘与还盘ppt课件
外贸函电报盘与还盘讲述
外贸函电报价与还盘Quotation and Offer ppt课件
PPT课件
1
Prompt & Accurate Quotation 快速准确的报价
不管对待新客户还是老客户，报价
的时效性都很重要。尤其对刚刚接触
的潜在客户，一旦报价的速度慢了，
也许客户就已经和你的同行合作了。
但在追求速度的同时，也要注重报价
PPT课件
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Sample lead time: 7 days Sample fee: Free Delivery: 30-35 days Price: $8.4 /set FOB Shanghai Payment term: 30% T/T prepaid, 70% after
receiving B/L copy.
初次报价以后，来来回回地谈价是很 常见的。卖方希望赢得更好的利润， 买方希望买到更便宜的产品，这就需 要多轮的价格拉锯，最后大家在谈判 和磨合中寻找双方都能接受的某个折 中点。这个时候，邮件的往来必须更 加谨慎，不能被对方猜出自己的底牌。
PPT课件
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Subject: Final offer for grease gun project
Dear Clair,
To be candid with you, we have no margin to reduce the pricing again.
In fact, the price is very important to win this order, but the quality counts for much more. We couldn’t debase our quality level to achieve your price aim. I’m sorry!
外贸函电-第三章(询盘和报盘2014)
Dear Sirs, We learn from Messrs. Johnson Co. of Singapore that you are producing for export handbags in a variety of natural leathers. There is a steady demand here for handbags of high quality and although sales are not particularly high, good prices are obtained. Will you please send us a copy of illustrated catalogue for handbags, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of the various leather of which the handbags are made. Yours faithfully,
具体询盘
例 2：
Dear Sirs We are pleased to advise that some of our prospective customers are interested in the Flying Pigeon Brand Bicycle and have requested us to approach you for quotations. Please let us know the unit price and on what terms of payment you are able to supply 1,000 Flying Pigeon Brand Bicycles. If your price is attractive and time of delivery acceptable, we have confidence in securing an order for you. Please quote 1,000 Flying Pigeon Brand Bicycles CIF Singapore stating your terms of payment and time of shipment. We are looking forward to your favourable reply. Yours sincerely 《
外贸英语函电之咨询、旬盘及回复(英文版)PPT(共33页)
full range of sample sample book
全套样品
样品册
注意：在表示“……的样品”时，常接介词of或for
2.price 1）n.价格
a. Business is possible if you can raise(lift, improve) the price by 5%. 如你方出价能提高5%，可能成交。
If you cannot arrange entire quantity, please offer us at least half.
如果你方办不到全数，请至少报给我们半数
关于数量的表述：
1.追加数量
2.相应的数量
additional quantity corresponding quantity
2）discount v. 贴现，打折扣 Bills can be easily discounted in London.
汇票在伦敦贴现毫无困难。
If you can discount your price by 10%, we are ready to take 300 bales. 如果你方价格能予以九折处理，我方乐于接受300包。
4) 分期付款 instalment payment
5.(a) under separate cover =by separate post =by separate mail 另封，另邮寄
We are mailing you, under separate cover, photographs of the ordered goods. 我们另寄你所订货的照片。 (b) under cover=herewith 随函
Could you accept delivery in July or September? May I draw your attention to item 14?
Unit 06 还盘和接受 商务信函的写作 PPT 外贸函电
（1）接受只能由受盘人做出。 （2）接受必须是无条件的，完全同意发盘中提出的各项交易
条件。 （3）接受的方式必须符合发盘的要求。 （4）接受必须在发盘规定的有效期内做出。
6.2 Writing Skills（写作技巧）
还盘信函的写作步骤及常见表达方式：
写作步骤
表达方式
（1）对发 盘人的报价 表示感谢
（3） 对所希 望的交 易条件 提出建 议
May we suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods on this market.（我们建议，如果你 方在所报价格的基础上给予优惠，也许会有助于你方产品 的市场推介。）
Complying with your request, we take a pleasure to make you a firm offer Jinling Brand automatic washing machine USD120 per machine FOB Guangzhou, inclusive of your 5% commission. Your reply must reach us before 12 a.m. July 25 our time and subject to our final confirmation.
报盘与还盘PPT课件
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4
Useful Expressions
indicating a firm offer (with validity):
subject to your reply reaching us by (before)…
subject to your reply (acceptance) reaching here within …days
reaching us within one week. We wish to
point out that this is the best price we can
quote, and, that we are unable to entertain
any counter-offers. -
Ungraded at RMB￥4800 net per metric ton
C&F Copenhagen or any other European Main
Ports for shipment during October/November.
This offer is firm, subject to your reply
兹证实我已给你发了电报报给你方核桃仁20公吨每公吨欧洲主要口岸价计人民币22500元10月船如果你方能给我们一个递价我们相信成交的可能性是有的
Unit Three Offers and Points
外贸商务英文函电例文-询盘,报盘和还盘之欧阳育创编
Enquiry,Offer and Counteroffer(询盘，报盘和还盘)General Enquiry（一般询盘）Dear Sirs,We learn from your adertisement in China Trade Directory that you are producing Chinese toys for export.We are quite interested in your products.Would you please send us as soon as possible yourt illustrated catalogue and the lastest price list,together with any samples you can let us have.We are given to understand that you are able to supply large quantities at attractive price.For your infromation,there is a steady demand here for Chinese toys of high quality.Sales are not particularly high,but good prices can be obtained for fashionable designs.We are looking forward to receiving your immediate reply. Your trulyReply to the aboveDear Sirs,Thanks for your enquiry dated October 10, and your interst inour products as well.We are enclosing some copies of out illustrated catalogue and a price list giving the details you ask for.Also under separate cover,we are sending you samples of various fashions which show you clearly the quality and craftsmanship.We trust that when you see them you will agree that our products appeal to the most selective buyer.We are willing to allow a 5% discount for all orders over 1,000 pieces.You can rely on us to give your order at immediat attention.Yours sincerelySpecific Enquiry（具体询盘）Dear Sirs,Thank you for your letter dated August 25th. We are pleased to know that you are producing different kinds of shoes.We are intrested in your various casual shoes recommended in your letter,particulaly embroidered slippers and cotton shoes.Will you kindly send us a copy of your illustrated catalogue and some samples with further information? We shall be abliged if you could also quote your lowest prices CIF Liverpool,stating earliest date of shipment.Casual shoes of high quality are popular.We believe there is apromising market in our area for moderately priced goods of the type mentioned.If your price is competitve, we will consider placing an order for 5,000 pairs with you.We are looking forward to your urgent reply.Yours faithfully,Reply to the aboveDear Sirs,Thank you for your specific enquiry of September 1.The enclosed illustrated catalogue and samples will give you details of the two sorts of shoes in which you are especially instrested.The illustrations will also give you information about other casual shoes we are exporting.As to our terms and conditions,please see page 8 of the catalogue.Uder cover,we are sending you our offer on CIF Liverpool, for shipment in ually we require an irrevocable L/C by draft at sight. Embroidered slippers and cotton shoes are our products of latest style.Because of their excellent quality and low prices, you can be sure that our products will help you expand your market. We are looking forward to your trial order.Yours sincerely,Firm Offer（具有约束力的发盘）Dear Sirs,This is to conform your telex of May , asking us to make you a firm offer for rice and soybeans CFR Cairo.We telexed you this morning offering 30 metric tons of polished rice at US$2,400 per metric ton, CFR Cairo, for shipment during JulyAugust . This offer is valid, subject to the receipt of your reply before 10 June .Please note that we have quoted our most favorable price and are unable to entertain any counteroffer. It is likely that the market price will rise.It would be your advantage to place orders without delay.We are anticipating your early reply.Yours faithfully,Counteroffer（还盘）Dear Sirs,Thank you for your letter of May 20 quoting for the rice and soybeans.We appreciate the good quality of your products,but unfortunately your prices appear to be on the high side even for goods of this quality.To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range.We like the way in which you have handled our enquiry and would welcome the opportunity to do business with you. Information indicates that the Japanese goods are being sold at a price approximately 10% lower that what you quoted.We wonder if you could reduce your prices to that level.We shall appreciate your favorable reply.Yours sincerely,Reply to the aboveDear Sirs,While we thank you for your letter of 22 May ,we are disappointed to hear that our price for rice and soybeans is too high for you work on,because Japanese goods are being offered at a price approximately 10% lower than ours.We do not deny what you say,but we would like to invite your attention to the superior quality of our products. We have to point out that our quotation is quite realistic and have been accepted by buyers of other sources.Although we are keen to do business with you, we regret that we cannot accept your counteroffer or even meet you half way.The best we can do is to reduce our previous quotation by 2%.We trust that this will meet your approval and look forward toyour early reply. Yours faithfully.。
4. 第3章：询盘、发盘与还盘
2. Be specific abouቤተ መጻሕፍቲ ባይዱ what you want. (具体说明你所要询问
的内容。) 的内容。
3. Be courteous, concise and right to the point, but do not use over-polite, humble wording. (注重礼貌，言词 over注重礼貌，
I. What Are the Usual Guidelines for Writing an Enquiry Letter (撰写询盘信函时通常应遵循哪些原则)？ 撰写询盘信函时通常应遵循哪些原则)
Enquiry is the 1st step in business negotiation. It is usu.
●
Key Points to Learn & Master in This Chapter （本章要学习掌握的重点内容）:
1.了解和背记在询盘、 1.了解和背记在询盘、发盘和还盘商务信函写作中常包括哪些主 了解和背记在询盘 要内容（或组成部分）； 要内容（或组成部分）； 2.通过范文学习与分析， 2.通过范文学习与分析，加强对本章所学商务信函内容和格式的 通过范文学习与分析 了解与熟练掌握； 了解与熟练掌握； 3.学习背记本课所列生 3.学习背记本课所列生/单词 (含所附有关工艺品的常用词汇)。 学习背记本课所列生/ 含所附有关工艺品的常用词汇)
简洁，切中要害，但切勿使用过分客套、谦卑的言词。) 简洁，切中要害，但切勿使用过分客套、谦卑的言词。
外贸英语函电课件unit5
示例1
Dear Sirs,
We are in receipt of your letter dated on July 12, offering us 100 cases of liquor at US $400 per case on the usual terms. In reply, we regret to inform you that we find your price too high.
Structure of the Counteroffer
1.
2.
3.
4.
Open the letter by thanking the recipient for his offer. Decline the original offer by providing the recipient with detailed and reasonable reasons. Put forward the desired business conditions and try to persuade the recipient to accept them. Close the letter by expressing expectations for a favorable reply.
Unit 5 还盘 Counter-offers
学习目标
熟悉还盘和回复还盘信函的写作步骤 熟悉还盘和回复还盘信函的写作原则 掌握还盘和回复还盘信函的常用句式
A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer. The buyer may show disagreement to the price, or the packing, or the shipment and state his own terms instead.
第二单元：询盘、发盘、还盘
第⼆单元：询盘、发盘、还盘UNIT TWOINQUIRY，OFFER AND COUNTER-OFFER第⼆单元询盘、报盘、还盘询盘是指进⼝商欲购某商品⽽向出⼝商询问购买该商品的各项交易条件。
报盘是指出⼝商对其所销售商品报各项交易条件，并愿意按照这条件达成交易订⽴合同。
在出⼝商报价之后，进⼝商如果认为不满意，需要向对⽅提出⾃⼰的还盘意见。
Words and Expression1.inquire (vt.) 打听，询问to inquire sth. Of sb. 向某⼈打听某事inquier(vi.) 询盘to inquire for sth. 对…….（货物）询盘inquiry(n.) 询盘To make an inquiry for sth. 对….的询盘a.我来此的⽬的是想打听你⽅能供应的数量。
I’m here to inquire of you the quantity you can supply to us.b.你要的货，我们已⽆货存。
The goods you’re inquiring for are out of stock..2.require (vt.) 需要，要求To require sb.to do sth.要求某⼈做某事.requirement (n) 需要，需求，要求to meet one’s requirement/need 满⾜某⼈的要求a.这是我们所需的⽬录。
不知你⽅是否可供。
Here’s a list of my requierments. I wonder if you can meet our needs.This is a list of what we require. Please let us know whether it is available to supply.b.请将你放所需要的数量告知我⽅，以便我⽅报价。
Would you tell us the quantity you required,so that we can make the offer?3.request(vt) 请求To request sb. To do sth. 请求某⼈做某事Request(n) 请求，要求A request for sth. 对某事的请求A request for doing sth. 请求做某事At one’s request 按某⼈的要求做某事As requested 按某⼈的要求做某事a.你须先提供你所要的数量You are requestde to offer the quantity you need first.b.按你⽅要求，我们现报给你们500吨⼩麦的CIF伦敦价如下：As requested,we’re offering you 500 tons of wheat CIF London as follows:c.上星期我们发函给你，要求你⽅报CIF5%最低价，不知你们算好了没有？We have sent a letter to you last week,requesting you to quote us the lowest price CIF5%.Have you worked it out?4.quote(vt) 报价To quote sb.(a price) 向某⼈报价quotation(n)to make a quotation(for sth.) 对…..报价a.这是我们所能提供的最低价格。
外贸商务英文函电例文-询盘,报盘和还盘
Enquiry,Offer and Counter-offer(询盘，报盘和还盘)General Enquiry（一般询盘）Dear Sirs,We learn from your adertisement in China Trade Directory that you are producing Chinese toys for export.We are quite interested in your products. Would you please send us as soon as possible yourt illustrated catalogue and the lastest pricelist,together with any samples you can let us have. We are given to understand that you are able to supply large quantities at attractive price.For your infromation,there is a steady demand here for Chinese toys of high quality.Sales are not particularly high,but good prices can be obtained for fashionable designs.We are looking forward to receiving your immediate reply.Your trulyReply to the aboveDear Sirs,Thanks for your enquiry dated October 10, and your interst in our products as well.We are enclosing some copies of out illustrated catalogue and a price list giving the details you ask for.Also under separate cover,we are sending you samples of various fashions which show you clearly the quality and craftsmanship.We trust that when you see them you will agree that our products appeal to the most selective buyer.We are willing to allow a 5% discount for all orders over 1,000 pieces.You can rely on us to give your order at immediat attention.Yours sincerelySpecific Enquiry（具体询盘）Dear Sirs,Thank you for your letter dated August 25th. We are pleased to know that you are producing different kinds of shoes.We are intrested in your various casual shoes recommended in your letter,particulaly embroidered slippers and cotton shoes.Will you kindly send us a copy of your illustrated catalogue and some samples with further information? We shall be abliged if you could also quote your lowest prices CIF Liverpool,stating earliest date of shipment.Casual shoes of high quality are popular.We believe there is a promising market in our area for moderately priced goods of the type mentioned.If your price is competitve, we will consider placing an order for 5,000 pairs with you.We are looking forward to your urgent reply.Yours faithfully,Reply to the aboveDear Sirs,Thank you for your specific enquiry of September 1. The enclosed illustrated catalogue and samples will give you details of the two sorts of shoes in which you are especially instrested.The illustrations will also give you information about other casual shoes we are exporting.As to our terms and conditions,please see page 8 of the catalogue.Uder cover,we are sending you our offer on CIF Liverpool, for shipment in ually we require an irrevocable L/C by draft at sight.Embroidered slippers and cotton shoes are our products of latest style.Because of their excellent quality and low prices, you can be sure that our products will help you expand your market.We are looking forward to your trial order.Yours sincerely,Firm Offer（具有约束力的发盘）Dear Sirs,This is to conform your telex of May 2006, asking us to make you a firm offer for rice and soybeans CFR Cairo.We telexed you this morning offering 30 metric tons of polished rice at US$2,400 per metric ton, CFR Cairo, for shipment during July-August 2006. This offer is valid, subject to the receipt of your reply before 10 June 2006. Please note that we have quoted our most favorable price and are unable to entertain any counter-offer. It is likely that the market price will rise.It would be your advantage to place orders without delay.We are anticipating your early reply.Yours faithfully,Counter-offer（还盘）Dear Sirs,Thank you for your letter of May 20 quoting for the rice and soybeans.We appreciate the good quality of your products,but unfortunately your prices appear to be on the high side even for goods of this quality.To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range.We like the way in which you have handled our enquiry and would welcome the opportunity to do business with you. Information indicates that the Japanese goods are being sold at a price approximately 10% lower that what you quoted.We wonder if you could reduce your prices to that level.We shall appreciate your favorable reply.Yours sincerely,Reply to the aboveDear Sirs,While we thank you for your letter of 22 May 2006,we are disappointed to hear that our price for rice and soybeans is too high for you work on,because Japanese goods are being offered at a price approximately 10% lower than ours.We do not deny what you say,but we would like to invite your attention to the superior quality of our products. We have to point out that our quotation is quite realistic and have been accepted by buyers of other sources.Although we are keen to do business with you, we regret that we cannot accept your counter-offer or even meet you half way.The best we can do is to reduce our previous quotation by 2%.We trust that this will meet your approval and look forward to your early reply.Yours faithfully.如有侵权请联系告知删除，感谢你们的配合！如有侵权请联系告知删除，感谢你们的配合！。
外贸函电之询盘报盘与还盘
The following structure may be referred to in writing an enquiry:
1. State the source of the information and make a selfintroduction at the beginning of the letter.
6. confirmation n. 确认,证实 Purchase Confirmation 购货确认书 Sales Confirmation 销售确认书 *Your early confirmation will benefit both of us. 早日确认将对你我双方都有利。 confirm v.t. 确认,证实,确定 *Please write to confirm your reservation. 请来信确认一下您所预订的项目。
5. inform v. 通知,告知 inform sb. of sth. or inform sb. that … keep sb. informed advised/posted of sth. 随时告之某人某事
*Please keep us informed of the supply position in your market. 请随时告知你处市场的供应情况。 *We shall inform you of the date of sailing. 我方将通知你方开航日期。 *To our regret, we are informed that our prices can’t match the market level. 遗憾的是,我方被告之价格与市场不符。
*We regret that our customers have places their orders elsewhere. 很遗憾我方的客户在其他地方已经订货了。 4. offer n. 报盘,报价 make or: give, send sb. an offer for or: on sth. 报给某人某种商品
外贸函电之询盘、报盘与还盘.ppt
4. 4. Close the letter by expressing expectations for a favorable reply.
7. a firm offer 实盘，是外贸业务用语，一般都规定有效期，即有时间的限 制。以下短语和句子都是表示实盘的用语：
*This offer is subject to your reply here by 5 p.m. our time Friday, October 15. 此盘以你方答复于10月15日星期五，我方时间下午5点到达 为有效。 *This offer is subject to your reply here within seven days. 此盘以7天内 回复为有效。
*We regret that our customers have places their orders elsewhere. 很遗憾我方的客户在其他地方已经订货了。 4. offer n. 报盘，报价 make (or: give, send) sb. an offer for(or: on) sth. 报给某人某种商品
*We are making you an offer for (or: on) 300 gross “Chunghua” Brand Pencils at Stg.3.1 per gross CIF London.
现报三百罗“中华”牌铅笔，每罗成本加运费、保险费到伦敦价三点一英镑 。
*We are pleased to have received your offer for men’s shirts. 我方很高兴收到你方男式衬衫的报盘。 offer v. 报盘，报价，给予，提供 offer sb. sth. 报给某人某种商品 *We will advise you once we are in a position to offer. 一俟我们能报盘，当即告知你方。 *For quantity of 5,000 dozen, we can offer a discount of 5%. 数量达到5000打，我方给5%e quality of your goods is good and the price is acceptable to us, we will place a large order with you . 如你方产品质量好，价格可接受，我们将与你方大量订货。