报盘与还盘课件
报盘与还盘
THE END
THANK YOU !
He & Xu
报盘还盘
寄出报盘是对询盘进行回复，而一封令人满意的报 盘则需要包含以下几点： • 表达对发来询盘的感谢 • 详细的价格、折扣和付款方式 • 明确指出所谈价格包含的内容（如运费和保险 费等等） • 关于发货日期和装运时间的承诺 • 报盘的有效期 • 表达对报盘被接受的期望
当买方拒绝报盘或其它报价时，应当写信给卖方， 表达对对方的谢意，并解释拒绝的理由，不这样做 会显得缺乏礼貌。
Unit Four
Offers and Counter-offer
Objectives:
• Students develop speaking, reading, writing skills. • Students develop teamwork skills. • Students develop competence in analyzing. • Students develop competence in questioning and in solving the problems. • Students develop competence in studying of cases. • Students develop competence in writing letters of offers and counter-offer.
Daily Articles Division
Language Points in the Test: Case study:
• • 1: inclusive containing or including everything (or many things) 包括……的 an all-inclusive price 包括一切费用的价格 2: concession things granted or yielded esp. after discussion, an argument, etc.让步 The company’s promise to increase our pay was a concession to union demands. 公司答应提高我们的工资是对工会要求的让步。 3: on the high side (of a product) referring to a little higher price price价格偏高 The price of the products manufactured by this company is on the high side. 这家公司所生产的产品价格偏高。 4: There is no point in…… (doing these things) without any necessity or significance 没有必要（意义）去做…… There is no point in saying without doing. 光说不做没有任何意义。 5：in no case 决不 ： In no case have I noticed that. 我绝对没有注意到那件事。 In no case should we get conceited. 我们决不能自高自大
第四讲 发盘还盘5
撤回报盘
3. Stock 1)n. 存货 There is(are) no more stock(s) on hand. 手边无存货 。 2) 表示所存在具体商品时，stock 后接借词of再接商品 At the moment, we have only a limited stock of linen goods. 我们目前仅有有限的亚麻织品存货。
（二）常用单词
1.reply n. 答复（后接介词to)
In reply, we would like to observe(说） that we cannot do business on your conditions. 我们不能按你们的条件进行交易，此复。 in reply to =in answer to 为答复…
receiving our order by fax as quickly as possible.
3.We wish to extend the sale of our products to your market and are now sending you our Quotation No. 1 in the hope that you will recommend them to prospective buyers. The prices quoted include 5% commission for you provided your order be not less than 1000 dollars in value.
no-firm offer 虚盘：发盘人没有肯定的订立合同的 意旨，例如反映在发盘内容不明确（Not clear)， 或者主要条件不完备(Not complete)，或者不是最 后的（Not final)，这种发盘对发盘人无约束力 (Without engagement),也称邀请发盘。 虚盘的表达方式： 1) The above offer is made without engagement. 以上报盘没有任何约束力。
商务英语写作 5-2报盘与还盘课件
The Offer
The Offer
Zhejiang Sunshine Cashmere Co., Ltd Address: No.25 Kangtai Road, Huzhou, Zhejiang Province China Nov. 15, 2009 11Emerald Drive Shannon Park Cork CO6 18TS Republic of Ireland Dear Mr. Johnson,
j
Module 2: Offer and Counter-offer
Objectives
In this module, you are expected
to learn about the format and contents of offer and counter-offer;
to write the professional and effective offer and counter-offer.
As you know, our half-sleeved cashmere sweater is a perfect combination of warmth, softness and easy care. We are confident that you can do some profitable business.
2
Your Try Try to make the counter offer as required.
For Your Reference
1) Is this offer a firm one or not? How can people judge it?
This is a firm offer. To decide whether the offer is a firm offer or not, one can rely on the use of the sentences which show the confirmation meanings, such as, “This offer is subject to our confirmation”, “We make you a firm offer at the prices quoted”, “Firm offer: ￥3540 per ton”.
报盘和还盘
报盘和还盘Offers and Counter-Offers 报盘和回盘报盘A satisfactory offer will include : 一个好的报盘包括: 1. 2. 3. 4. 5. 6.An expression of appreciation for the inquiry 表示对买家询盘的感谢Detailed information of the goods 产品的相关详细信息 Details of payment 付款方式的细节 Terms of shipment 货运方式The validity period for an offer 报盘的有效时间 Showing hope for cooperation 表示合作的期望Start:开头部分：1. As requested, we are offering you the following subject to our final confirmation:按照要求，我们提供下面产品的最终报盘。
2. As recently the goods are in extremely short supply, we regret being unable to offer.因为最近产品很紧俏，我们很遗憾地不能提供报盘。
3. It’s our pleasure for us to offer you the goods as follows:给你们所需的产品报盘是我们的荣幸。
4. Referring to your E-mail dated July 10 in which you inquired for shirts, we have pleasure in giving you an offer as follows: 对于你7月10日有关衬衣的邮件，我们很高兴地给你报盘如下：5. We will keep in mind your requirement for shirts and shall contact you once it is available. 我们会记住你们对衬衫的要求，一有合适就立即跟你联系。
5-2报盘与还盘课件
CounterOffers and Counter-Offers
For Your Reference 1) Is this offer a firm one or not? How can people judge it? This is a firm offer. To decide whether the offer is a firm offer or not, one can rely on the use of the sentences which show the confirmation meanings, such as, “This offer is subject to our confirmation”, “We make you a firm offer at the prices quoted”, “Firm offer: ￥3540 per ton”. 2) When would a firm offer be made by seller? A firm offer would be made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withdrawn.
CounterOffers and Counter-Offers
Sample Analysis Counter offer
11Emerald Drive Shannon Park Cork CO6 18TS Republic of Ireland Nov. 17, 2009 Sunshine Cashmere Co., Ltd No.25 Kangtai Road Zhili town, Huzhou Zhejiang Province China
报盘与还盘PPT课件
-
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
报盘和还盘
货运成本分析的方法分享收藏到: 货运成本分析的方法很多，下面简述一下全面分析和详细分析的主要内容。
1、配送中心物流成本的全面分析：计算出配送中心物流成本之后，可以计算出以下各种比率，再用这些比率同前年、大前年比较来考察配送中心物流成本的实际状况，还可以与同行业其他企业比较，或者与其他行业比较。
（1）单位销售额物流成本率＝物流成本/销售额×100％这个比率越高则对价格的弹性越低，从连锁企业历年的数据中，大体可以了解其动向，另外，通过与同行业和行业外进行比较，可以进一步了解配送中心的物流成本水平。
该比率受价格变动和交易条件变化的影响较大，因此作为考核指标还存在一定的缺陷。
（2）单位营业费用物流成本率＝物流成本/(销售额+一般管理费)×100％通过物流成本占营业费用(销售额+一般管理费)的比率，可以判断连锁企业物流成本的比重，而且这个比率不受进货成本变动的影响，得出的数值比较稳定，因此适合于做连锁企业配送中心物流合理化指标。
（3）物流职能成本率=物流职能成本/物流总成本×100％该指标可以明确包装费、运输费、保管费、装卸费、流通加工费、信息流通费、物流管理费等各物流职能成本占物流总成本的比率。
2、配送中心物流成本的详细分析：通过全面分析，我们可以了解物流成本的变化情况及变化趋势，但是对引起物流成本变化的原因，我们还要进一步按照职能分类，对物流成本进行详细分析，然后提出对策，详细分析所用的指标有四类，通过这四类指标的序时分析或按配送中心内的部门、设施分类比较以及与同行业其他企业进行比较，就可以掌握物流成本的发展趋势及其差异。
（1）与运输、配送相关的指标：装载率＝实际载重量／标准载重量×100%车辆开动率＝月总开动次数／拥有台数×100%运行周转率＝月总运行次数／拥有台数×100%单位车辆月行驶里程＝月总行驶里程／拥有台数单位里程行驶费＝月实际行驶三费／月总行驶里程（行驶三费＝修理费＋内外胎费＋油料费）单位运量运费＝运输费／运输总量（2）有关保管活动指标：仓库利用率＝存货面积／总面积×100%库存周转次数＝年出库金额（数量）／平均库存金额（数量）＝年出库金额（数量）×２／（年初库存金额＋年末库存金额）（3）有关装卸活动指标：单位人时工作量＝总工作量／装卸作业人时数（装卸作业人时数＝作业人数×作业时间）装卸效率＝标准装卸作业人时数／实际装卸作业人时数装卸设备开工率＝装卸设备实际开动时间／装卸设备标准开动时间单位工作量修理费＝装卸设备修理费／总工作量单位工作量卸装费＝装卸费／总工作量（4）有关物流信息活动指标：物流信息处理率＝物流信息处理数量（传票张数等）／标准物流信息处理数（传票张数等）。
Unit 4 Offers and Counter-offers报盘与还盘
• 实盘(firm offer)是发盘人（Offerer）按其提 供的条件以达成交易目的的明确表示。实盘具 有法律效力.受盘人(Offeree)一旦在有效期限 内接受实盘上的条件和内容,发盘人就无权拒 绝售货.一项实盘必须具备： 1) 发盘的内容和 词句必须肯定，不能用‘大约（about）’， ‘参考价（reference price）’等摸棱两可 的词。 2) 发盘的内容明确完整，其内容应包 括商品品质（Quality），数量（Quantity）， 包装（Packing）价格（Price)装运 （Shipment)支付（Payment)有效期
Case 1
加拿大汤姆逊公司是一家从事手工艺品进口的公司， 目前正欲求购高质量的锦缎手袋。他们从该国驻中 国的大使馆商务参赞处得知，宁波钱湖贸易有限公 司可大量供应各种锦缎手袋。于是，汤姆逊公司采 购部Martin Crown先生与该公司取得了联系，对锦 缎手袋进行询盘。 Key points
1.从事手工艺品进口 2.求购高质量的锦缎手袋 3.进行询盘
Letter One Our company is one of the leading importers of handicraft articles in Canada. As there is a steady demand here for high quality brocade handbags, we would like you to send us as soon as possible your illustrated catalogues, samples and all necessary information about the goods. Meanwhile, please quote your lowest price, CIF Vancouver, stating the earliest date of shipment.
报盘与还盘
Steps 7: The Model for Business Relation Establishing Letter Writing. 公司公用函件常已印刷的公司地名 November 24th, 2004 Date Line日期 日期 Foshan Sweethome Installations Ltd. 2 Xiyue Street Foshan, Guangdong China Inside Address收信人地址 收信人地址
Steps 7: The Model for Business Relation Establishing Letter Writing.
Dear Sirs, Salutation称呼 称呼 In reply to your letter of 21st November, we have pleasure in enclosing a detailed quotation for bathroom showers. （写信缘由） 写信缘由） Besides those advertised in the Builders’ Journal, our illustrated catalogue also enclosed shows various types of bathroom fittings and the sizes available. Most types can be supplied from stock.45--60 days should be allowed for delivery of those marked with an asterisk. （产品介绍） 产品介绍）
Steps 6:Language Points in the Test: Case study
第七单元报盘与还盘
2. Reject the stated terms and explain reasons
拒绝对方提出的交易条件并解释原因
3. State the new terms
列明新的交易条件
4. Encourage acceptance
鼓励对方接受还盘
12
Sample Sentences:
10
Letters making counter-offers:
Structure + Content
The train of thought? 写作思路？
How to make counter-offers?
11
Logical Structure逻辑结构
1. Express gratitude for offer
3. If you could increase the __ to 10%, we shall be pleased to buy the complete stock. A. cost B. stock C. discount D. price
14
4. I’m sorry to say the items you required are __ , but we’ll e-mail you as soon as the articles are available. A. out of stock B. sold up C. in stock D. committed 5. Please __ me if you need any further information. A. contact B. contact with C. contact on D. contact to
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。
unit4报盘与还盘1
What’s in an offer
• An offer letter usually includes : • （1） An expression of thanks for the enquiry, if any. • （2） Name of commodities, quality, quantity, and specifications. • （3） Price terms, discounts, commission and terms of payment. • （4） Packing and date of delivery. • （5） The validity of the offer（for firm offer)
• 4.To enable you to have a better understanding of our products,we are sending you by air 2 copies of our sample books. • 5.In reply to your enquiry dated April 28,we are now sending you our latest price list for your reference.
How to write an offer
• 英文报价信的写法及参考用语：一般报价 信写三段， • 1) Response to the enquiry 2) Offering for the enquiry • 3) Giving assurance。
1) Opening sentences
• 1.Many thanks for your enquiry of.... • 2. We are obliged to you for your inquiry of.... • 3. We were pleased to note from your letter of...that you are interested in....
Unit 5报盘与还盘
Step 1. Introduction
• In the counter-offer, the buyer may show his disagreement to the certain termand conditions and state his own idea instead. Such alterations, no matter how slight they may appear to be, signify that business has to be negotiated on the renewed basis.
counter-offer. • (2) Express your counter-counter offer • 3) Closing paragraph: Express your hope for
acceptance of counter-counter offer.
Words for introduction
• 2. Several Kinds of Counter-offers: • 1) Counter-offer on price . • 2)Asks for reduction of minimumquantity. • 3) Counter-offer on payment terms.
Step 1. Introduction
与此同时如你方还需了解其他产品请将贵方具体的询盘要求告知我方定会及时向你方报优惠价格
Unit 5 报盘与还盘
Quotations, offers and counteroffers
I Aims & Requirements
• To enable S.S. to master the writing ways of a firm offer;
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Promotion
Offers and Counter-Offers
太脱拉系列 汽车风冷四 冲程柴油发
动机。
• 二、两大法系国家诉讼模式的优劣比较及发展趋势（各有 优劣、动态变化）
• 三、两种类型诉讼模式的交错发展 • 民事诉讼模式发展新动向的四种观点 • 1、突破传统模式做法，根据民事纠纷的性质适用不同的诉
发动机悬置应满足下述要求: 因悬置元件要承受动 力总成的质量, 为使其不产生过大的静位移而影响工作, 故要求悬置元件刚度大些为好; 发动机本身的激励以及 来自 路面的激励都经过悬置元件来传递, 因此又要求悬 置元件有良好的隔振性能; 因 发动机工作频带宽, 大约 在10 ~ 500Hz范围内, 要求悬置元件有减振降噪功能, 并要求悬置元件工作在低频大振幅时(如发动机怠速状 态) 提供大的阻尼特性, 而在高频低幅振动激励下提供低 的动刚度特性, 以衰减高频噪声; 悬置元件还应当满足耐
11Emerald Drive Shannon Park Cork CO6 18TS Republic of Ireland
Dear Mr. Johnson,
Half-sleeved cashmere sweater
Offers and Counter-Offers
The Offer
We thank you for your letter of Nov. 11 inquiry for 2000 pieces of
The Offer
Offers and Counter-Offers
The Offer
Zhejiang Sunshine Cashmere Co., Ltd Address: No.25 Kangtai Road, Huzhou, Zhejiang Province China
Nov. 15, 2009
j Module 2: Offer and Counter-offer
Objectives
In this module, you are expected
to learn about the format and contents of offer and counter-offer;
to write the professional and effective offer and counter-offer. Offers and Counter-Offers
接。
发动机前悬置点, 应布置在动力总成质心的 附近, 支座应尽可能宽些并布置在排气管之前。
用一个专用装置将气体预先压缩, 增大密 度后再送入发动机汽缸的过程称为增压。 这
机械疲劳、橡胶材料的热稳定性及抗腐蚀能力等方面的 要求。 此外, 液室与外部之间应密封良好。
传统的橡胶悬置由
金属板件和橡胶组成。 其特点是结构简单、 制造成本低, 但动刚
度和阻尼损失角 θ( 阻尼损失角越大表 明悬置元件提供的阻 尼越大) 的特性曲线 基本上不随激励频率
变化。
图 4-6 所示为液压悬 置结构简图, 图中发 动机支承臂与液压悬 置经连接螺栓 1 连
康明斯 KTA-2300 型柴油发动机。
斯太尔 15 系列六缸直 列水冷式柴 油发动机。
三、发动机主要性能指标的选择 1. 发动机最大功率 Pemax和相应转速 np
2. 发动机最大转矩 Temax及相应转速 nT
四、发动机的悬置
发动机是通过悬置元件安装在车架上,悬置元 件既是弹性元件又是减振装置,其特性直接关系到 发动机振动向车体的传递,并影响整车的振动与噪 声。 合理的悬置不但可以减小振动、降低噪声以 改善乘坐舒适性,还能提高零、部件和整车寿命。
讼模式Байду номын сангаас• 2、将民事诉讼模式分为冲突解决模式和行为矫正模式 • 3、当事人主义和法院职权主义应当结合，形成一种新的
“协同主义”诉讼模式 • 4、从程序保障的观点出发，恢复当事人在诉讼中的主导地
位，并重视当事人在纠纷解决过程中的自律性（“新当事 人主义”）
Offers and Counter-Offers
Task
Qiu Xiaoyun has just received an inquiry on Nov. 11 from Allen Johnson, Purchasing Manager of Coast Co., Ltd., Republic of Ireland (see sample 3 in module 1). As there is a big demand for half-sleeved cashmere sweater, she is making a prompt offer. Could you read this offer carefully and make a counter offer?
offer: Price: ￡220 per piece CIF Dublin Packing: In cartons Payment: Irrevocable letter of credit payable by sight draft.
Main terms and conditions of business
Delivery: 15 days receipt of the L/C
As you know, our half-sleeved cashmere sweater is a perfect combination of warmth, softness and easy care. We are confident that you can do some profitable business.
half-sleeved cashmere sweater for shipment to Dublin.
Acknowledgement
Based on your demand of the items, we are making you, subject to
your acceptance reaching us no later than Dec. 12, the following