外贸函电之询盘、报盘与还盘.ppt
外贸函电报价与还盘Quotation and Offer ppt课件
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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
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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。
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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 《
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！。
外贸英语函电 发盘还盘
•
make sb an firm offer
• 表示有效期的方法如：
• 1)The offer is firm(valid, good,open) for two weeks.
• 此报盘两周内有效。
•
×
The offer is firm(valid, good,open)until Sepember,18th.
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• 2）v.开发票 • The shipment was over-invoiced(short-invioced) by US $560.
这批货发票多（少）开了560美元。 9.effect 1）v. 实现，完成
We hope you will effect shipment at your earliest convenience. 希望你方尽早装运货物。
• 关于报盘，发盘的短语： • accept offer confirm offer decline offer • 接受报盘 确认报盘 拒绝报盘 • entertain offer extend offer withdraw offer
考虑报盘 延长报盘 撤回报盘 cancel offer renew offer 撤回报盘 恢复报盘
销售发盘
购货发盘或递盘
Selling Offer
Buying Offer (or ) Bid
make sb an offer for(on) sth
Please make us an offer CIF London for (on) 20 metric tons groundnuts. 请给我们一个20公吨花生伦敦到岸价格的报盘。 2）v. 作动词，
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外贸函电-询盘(精)
第四章I n q u i r y a n d R e p l i e s询盘第一节T h e S t e p s o f W r i t i n g I n q u i r y L e t t e r s询盘信的写作步骤进出口交易通常先从市场调查开始,然后建立业务关系，在建立了贸易关系后，买方往往会提出询盘，询问一些有关预订货物的细节问题，如：价格、目录、交货日期及其他条款。
在询盘时，买方应认真考虑向哪些地区发出询盘以及在同一地区要与多少供货人进行联系。
而卖方在收到询盘后则应立即给予答复，以使买卖成交。
因此，询盘是商业谈判中实质性的第一步。
询盘，又称为询价，可以分成两种。
一种只询问价格，索取商品目录或样品，被称为一般询盘（G e n e r a l E n q u i r i e s）；另一种询盘则包括特定商品的各项交易条件，被称为具体询盘（S p e c i f i c E n q u i r y）。
●一般询价并不一定立即接触具体交易，一般属摸底性质。
其内容包括：1．请寄某种商品的样品、目录和价目表。
2．探寻某种商品的品质、数量、价格、交货期等等。
●具体询价实际上就是请求对方报盘。
也就是说，买方已准备购买某种商品，或已有现成买主，请卖主就这一商品报价。
询盘信的具体写作结构如下：1．介绍信息来源或提一下上一封信等；（I n t r o d u c t o r y s t a t e m e n t o f r e s o u r c e s o f i n f o r m a t i o n o r p r e v i o u s l e t t e r，e t c.）情景搭配用语：[U s e f u l e x p r e s s i o n s]●W e k n o w y o u r c o m p a n y t h r o u g h t h e c o u r t e s y o f…（通过……我们知道贵公司。
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。
外贸函电报盘与还盘讲述
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.。
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
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。
外贸函电之报盘还盘
(一)We have the offer ready for you.我们已经为你准备好报盘了。
Please make us a fax offer.请给我们传真报盘。
Please make an offer for the bamboo shoots of the quality as that in the last contract.请把上次合同中订的那种质量的竹笋向我们报个价。
We are in a position to offer tea from stock.我们现在可以报茶叶现货。
We'll try our best to get a bid from the buyers.我们一定尽力获得买主的递价。
I'm waiting for your offer.我正等您的报价。
We can offer you a quotation based upon the international market.我们可以按国际市场价格给您报价。
We have accepted your firm offer.我们已收到了你们报的实盘。
We offer firm for reply 11 a.m. tomorrow.我们报实盘，以明天上午11点答复为有效。
We'll let you have our firm offer next Sunday.下星期天我们就向你们发实盘。
We're willing to make you a firm offer at this price.我们愿意以此价格为你报实盘。
Could you offer us F.O.B. prices.能想我们报离岸价格吗?All your prices are on C.I.F. basis.你们所有价格都是成本加运费保险费价格。
Can you make an offer, C & F London, at your earliest convenience? 您能尽快报一个伦敦港成本加运费价格吗?I'd like to have your lowest quotations, C.I.F. Vancouver.请报温哥华到岸价的最低价格。
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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.
3. End the letter by expressing the expectation for an early reply.
A satisfactory letter concerning an offer or quotation can be written in the following way:
1. Open the letter by expressing thanks for the enquiry, if any. 2. Explain the details of business conditions, such as name of
commodities, quality, quantity, specifications, unit price, type of currency, packing condition, date of delivery, terms of payment, discount, ect.. 3. End the letter in the way that encourages the enquirers to place an order or give an early reply.
2. State the purpose of writing the letter. For example, the writer may explain to the recipient what he wants, give a description or specification of the goods he requires or express his willingness to enter into business relations with the recipient, etc..
Letters including a counter-offer can be written in the following structure:
1. Open the letter by thanking the recipient for his offer.
2. 2. Decline the original offer by providing the recipient with detailed and r源自asonable reasons.
New Words and Expressions
1.enquire /inquiry v. 询价，询购，询问 inquire for/about sth. 询购某种商品 *Thank you for your letter of September 1 inquiring for 3,000 m/ts Northeast Rice. 感谢你方九月一日询购三千公吨东北大米的来信。 *The ladies’ pyjamas you are inquiring for are now out of stock. 你方现询价的女士睡衣没货。 *We are inquiring about the supply of sugar and coffee. 我方正在询购糖和咖啡的货源。
An offer is a formal presentation of the goods to be supplied on the terms specified therein for the buyer’s acceptance. 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. A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer.
An enquiry is a request for information. In the international business the importer may send an inquiry to an exporter, inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods.
3. 3. Put forward the desired business conditions and try to persuade the recipient to accept them.
4. 4. Close the letter by expressing expectations for a favorable reply.
Project Two: Enquiries, Offers and Counter-offers
Objectives of this Project:
1.询盘,报盘和还盘的内容 2.询盘,报盘和还盘信的基本写法 3.询盘,报盘和还盘信中常用的词汇及表达方式
Introduction:
Definition of an enquiry,offer,counter-offer: