外贸函电-Unit 05 报价和发盘
外贸函电中发盘的总结
外贸函电中发盘的总结2010级报关与国际货运3班袁珊珊 20103310347外贸英语函电中对发盘的理解在外贸英语函电中，发盘也称报盘、发价、报价。
法律上称之为“要约”。
交易一方欲购买或出售某种商品而向对方提出交易条件，表示愿意按此达成交易的行为。
通常由卖方提出，也可由买方提出（又称作递盘）。
有实盘和虚盘两种。
实盘是发盘人承诺在一定期限内，受发盘内容约束，非经接盘人同意，不得撤回和变更；如接盘人在有效期限内表示接受，则交易达成，实盘内容即成为买卖合同的组成部分。
一个完整的实盘应包括明确肯定的交易条件，如商品名称、规格、数量、价格、支付方式、装运期等，还应有实盘的有效期限并应明确发盘为实盘。
虚盘是发盘人有保留地表示愿意按一定条件达成交易，不受发盘内容约束，不作任何承诺，通常使用“须经我最后确认方有效”等语以示保留。
一个发盘的构成必须具备下列四个条件：a、向一个或一个以上的特写人提出：发盘必须指定可以表示接受的受盘人。
受盘人可以是一个，也可以指定多个。
不指定受盘人的发盘，仅应视为发盘的邀请，或称邀请做出发盘。
b、表明订立合同的意思：发盘必须表明严肃的订约意思，即发盘应该表明发盘人在得到接受时，将按发盘条件承担与受盘人订立合同的法律责任。
c、发盘内容必须十分确定：发盘内容的确定性体现在发盘中的列的条件是否是完整的、明确的和终局的。
d、送达受盘人。
发盘于送达受盘人时生效。
在外贸英语函电中，一封优秀的外贸函电应具备以下特点：（一）语言正式规范，用词严谨准确外贸函电是一种公文性质的信函，内容涉及商务公事，目的在于建立业务并达成交易。
因此，外贸函电首先必须注重语言正式规范，大量使用正式用语。
如用with regards to 代替about, 用deliver 代替send, 用inquiry 代替ask, 用in reply to 代替answer, 用duplicate 代替copy等。
（二）专业术语使用的实用性和专业性外贸函电由于其专业性，使用了大量的专业术语，如offer (报盘)、insurance coverage（保险险别）、insurance policy（保险单）、clean bill of lading(清洁提单)、claim (索赔)、contract (合同)、B/D （Bank Draft银行汇票)D/A （Document against Acceptance 承兑后交单)、F.O.B. （Free on Board 船上交货价)等。
外贸英语函电Unit Five
is obviously out of line with the prevailing market, as other buyers in your neighboring countries are buying freely at our quoted price. Moreover, the market has an upward tendency after a financial crisis, and therefore is very little possibility of the goods remaining unsold if you do not accept the offer as soon as possible.
还盘（Counter Offer）又称还价，在法律上 称为反要约，是指受盘人收到发盘后，经过比价， 对发盘的内容不同意或不完全同意而提出的修改、 限制或添加的建议。还盘可以还价格，也可以对 交易的其他条件提出不同意见。一笔交易，有时 不经过还盘即可达成，有时却要经过还盘，甚至 往返多次的还盘才能达成。
We do not deny that the quality of your products is slightly better than that of others, but the difference in price should not be so big. To step up the trade, we counter offer as follows, subject to your reply reaching here by 5p.m our time, Sep 15:
learn that you consider our price for the plate sheets too high.
现代商务英语第5章发盘与还盘(Offer and Counter offer)
还盘是受盘人对发盘有不同意见，对发盘的价 格或其他条款提出自己的看法，实质上，就是讨价 还价。一得在还盘后反悔。
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5.1 Offer
September 18，2006 Dear Sirs， We acknowledge with thanks the receipt of your inquiry of September 5，and are pleased to make you an offer regarding our Changhong color TV sets in the size you required.All sizes can be supplied by the beginning of next month subject to our receiving your order. The price for Changhong Brand color TV sets inch 34 is US ﹩ 450 each at CIF Copenhagen.Our price is very competitive for other good quality TV sets. We look forward to receiving your large numbers of order. Very truly yours， 3 (signature)
5.3 Acceptance
November 21， 2006 Dear Sirs， We have received your letter of October 2.It is regr etful for us to see that you cut down the price of our Chan ghong Brand color TV sets too sharp， but regarding our l ong term of business relationship， we decide to accept y our counteroffer on condition that cash must be paid wit hin three months of delivery， or subject to 5% discount if paid within one month.
外贸函电课程重点_外贸函电 Unit5
Unit 5. Offer第五章发盘Leading-in Tasks （任务导入）Try to finish the following tasks and predict the objectives and focus of this unit.Task 1.假设你是广东轻工产品进出口公司（Guangdong Light Industries Products Import and Export Corporation，联系地址：779 East Dongfeng Road, Guangzhou, P. R. China，Tel: 020-******** Fax: 020-******** E-mail：gdlip@）出口部的经理。
最近，你公司收到香港金鞋子公司（Golden Shoes Corporation，联系地址：1272 Royal Road, Hong Kong，Tel：00852-23232323 Fax：00852-23242324 E-mail: nsfz369@）发来的询盘信。
现在，请代表公司就你们的男式休闲鞋向其发实盘。
注意信中务必包含以下内容。
1) 贵公司2010年5月4日发来的询盘信已经收悉，谢谢你们对我们的产品感兴趣！2) 应贵公司要求，特此向你们报实盘如下：品名：远足牌男式休闲鞋（Hiking Brand Men’s Casual Shoes）规格：棕色橡胶底（Rubber Soles）、黑色棉布鞋面（Cotton Uppers）尺寸：大码50%，中码50%（Large 50%, Medium 50%）包装：每件塑料袋内装一双男式休闲鞋，每一加固板箱内装两打（Each pair in a poly bag, two dozens to an enforced carton）数量：200打价格：每打100美元，成本加保险费、运费至纽约价交货：2010年9月15日支付：在保兑的不可撤销的信用证条件下凭即期汇票支付3) 此盘为实盘，北京时间2010年5月15日下午5点前复到有效。
外贸函电第二版-Unit 05 报价和发盘
to accept offer; 接受报盘 to confirm offer; 确认报盘 to decline offer; 拒绝报盘 to entertain offer; 考虑报盘 to extend offer; 延长报盘 to withdraw offer； 撤回报盘 to cancel offer 撤销报盘
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The firm offers are usually expressed by the following patterns:
This offer is subject to your reply reaching here on or before 19th October. 该报盘10月19日之前复到有效 This offer is subject to reply by 10 a.m. our time, Wednesday, October 3. 该报盘以我方时间10月3日星期三上午10时以前答复为有效。 We offer you firm subject to your reply here within one week from today. 以自本日起一周之内你方复到为准。 This offer is (remains, is kept, is held) firm (valid, open, good, effective) for 5 days. 本报盘５日内有效 This offer is subject to your acceptance within two weeks. 本报盘2周内有效 We can keep the offer until… 9 本报盘…前有效。
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传统意义上的quotation（报价）与offer(报盘)是有区别的。 前者往往只含有商品、价格、数量，而后者应包括商品名 称、规格、价格、数量、包装、装运、支付等七项内容。 现在用offer 取代quotation的用法越来越多。 Commodity 品名 Specifications 规格 Quantity 数量 Unit price 单价 Packing 包装 Shipment 装运 Payment 支付
Unit 5英语函电
letter 3 A Firm Offer for Color TV sets
4. take advantage of sth. “利用” 利用” 利用 e.g. They take full advantage of the books in the library during their staying in the university.
firm offers
• The offer is (remains) firm (open ; valid; good) until (for) ... 此报盘有效期到（为）…… 此报盘有效期到（ • This offer will remain open/ valid/ firm for a week (from…) 该报盘从某月某日起一周内
letter 2 A Non-firm Offer for Melton and Gabardine
3.subject to “以…为条件、为准、为有效期” 为条件、 以 为条件 为准、为有效期” • subject to our final confirmation 4.Art. No. “货号” 货号” 货号 5.the minimum quantity for order “最低起 最低起
订数量” 订数量”
letter 2 A Non-firm Offer for Melton and Gabardine
6.in three equal monthl运” “分 分
7.at seller’s option “由卖方选择” 由卖方选择” 由卖方选择 8.trial order “试订” 试订” 试订
句型2 句型
报价（报盘） 报价（报盘）
（1）请报5吨核桃的价格。 Please make us an offer for 5 tons of walnut. （2）我们的报价是每台笔记本电脑3000元人民币， 天津离岸价。 Our offer is RMB 3000 per laptop, FOB Tianjin. （2）我们现向你方报500打男式衬衫，每打80美元， CIF 旧金山，5月装运。 We offer 500 dozen Men’s Shirt at USD 80 per dozen CIF San Francisco for shipment in May.
函电 报价和发盘
Offer
• Offer based on enquiry
Pertinent to a definite object(针对某一具体商品)
• Voluntary offer
Complete and attractive
6
5.2 Writing skills
How to describe your products:
The offeror can take back a non-firm offer at will.
4
• Non-firm offer: revocable 虚盘的表示： 1. Without engagement (obligation) 2. Subject to prior sale 3. Subject to our final confirmation
of our products.
7
Supply position:
1.We can supply from stock, but only limited quantities are available.
2.We can guarantee supply by the end of May. 3.We shall contact you again once the supply
2.The minimum quantity is one 20’FCL and with the purchase of two or more containers ,the price is reduced by 2%.
2.All you need to do is to fill in the order form and drop it into a mailbox /fax us immediately
外贸英语-报价和发盘
发盘（Offers）通常是以广告，传单，信件或回应询盘的方式发出的。
发盘的定义为：交易的一方为了销售或购买一批商品，向对方提出有关的交易条件，并表示愿按这些条件达成一笔交易，这种意思表示的行为称作发盘。
发盘可以分成两类：实盘（Firm Offer）和虚盘（Non-firm Offer）。
二者的区别一定要清楚，因为不仅是它们的表达方式不同，更重要的是它们的法律效力是不一样的。
[这里我想插几句题外话。
学习外贸英语，为的就是做进出口贸易。
关键还是要对整个对外贸易流程有清楚的了解。
而其中涉及不少法律问题，也是不能忽视的。
虽然正式合同还没签定，但双方在书信上达成的协议，已经具有法律效力，对双方都有约束力。
因此要注意在书信中明确自己的意图，不要让不良商人有机可成。
学习外贸英语可不仅是用来当翻译的哦^-^]实盘是发盘人（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(Validity )等。
3) 发盘中不能有保留条件如：以我方最后确认为准subject to our final confirmation以货物的未售出为准subject to goods being unsold虚盘是发盘人所作的不肯定交易的表示.凡不符合实盘所具备的上述三个条件的发盘,都是虚盘.虚盘无须详细的内容和具体条件,也不注明有效期.它仅表示交易的意向,不具有法律效力.出现下列一类的词句者,皆为虚盘:不负任何责任.有权先售-All quotations are subject to our final confirmation unless otherwise stated.所作报价,除特别注明外,须经我方确认后方能生效.-Our offer is subject to approval of export licence.出口许可证准许签证,我方报价才有效.Dear Sirs,Thank you very much for your inquiry of August 4 requesting us to offer you for our SPORT SHIRTS, STYLE A.In reply, we have the pleasure of submitting to you firm offer on the following terms and conditions subject to your reply here by August 16, 1999Commodity : Sport Shirt, Style A.Quality : As per sample submitted to you on July 10, 1999.Price :USD 20.34 per doz. CIF Hong Kong.Packing :Export standard packing.Payment :Against 100% confirmed, irrevocable letter of credit in our favor.Shipment : During September, 1999 subject to L/C reaches us by the end of August, 1999We are sure you will fine our price very reasonable. The market here is enjoying an upward trend. So, we trust you will not overlook this opportunity and hope to receive your prompt order.Notes: 可见firm offer 字样, 所以这是一个实盘.subject to your reply here by.... ....日复到我方有效As per 按照,根据USD 20.34 per doz. CIF Hong Kong CIF 香港每打20.34美圆, CIF为13个贸易术语之一.Against 100% confirmed, irrevocable letter of credit in our favor 以我方为受益人的保兑的,不可撤消信用证.L/C letter of credit 信用证WE OFFER FIRM FOR REPLY HERE BY JANUARY 16,500 CASES SALTED EGGS, 20 DOZEN TO CASE, EACH HKD 72.00 FOB HONG KONG, SHIPMENT DURING FEBRUARY, IRREVOCABLE SIGHT CREDIT.兹确定报价,咸蛋500箱,每箱20打, FOB香港每箱港币72元, 二月装运,不可撤消即期信用证,1月16日复到我方有效.Notes:这是一封电报,同样是实盘.Dear Sirs,Our Commercial Counsellor’s Office in your country has referred to us your enquiry for Chinese Tung Oil as the fall within the scope of our business.Enclosed is our invoice Proforma Invoice No. ST-8821 in triplicate for 3×20’ FCL of the above mentioned product at USD 1075 per metric ton CFR JMP for shipment in October, 1998, for payment by irrevocable sight L/C, which we hope you will find in order. Please note that this offer is subject to goods being unsold.For your information, we have been exporting this product for years and thanks to its fine quality, our product has won popularity in the European market. We are confident that once you have tried our product you will be convinced of the excellence in quality.As we received large number of orders from our clients, it is quite probable that our present stock may soon run out. We would suggest that you place your order with us at an early date.。
外贸函电第二版Unit05报价和发盘
Each generation surpasses the preceding one.
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5.3 Specimen Letters（样函）
Letter 1：Request for quotation for crockery Dear Sirs, You have previously supplied us with crockery and we should be obliged1 if you would now quote CIF San Francisco for the items named below. The pattern we require is listed in your 2004 catalogue as No.8. 500 Teacups and Saucers, 200 Tea Plates, 100 2-pint Tea-pots When replying, please state: (1)discounts2 allowable, (2) terms of payment, and (3) earliest possible date of delivery3. Truly yours, Fred Jackson
forward somebody an offer for /on
to accept offer; 接受报盘 to confirm offer; 确认报盘 to decline offer; 拒绝报盘 to entertain offer; 考虑报盘 to extend offer; 延长报盘 to withdraw offer； 撤回报盘 to cancel offer 撤销报盘
外贸函电--报盘和发盘篇
We have the offer ready for you.我们已经为你准备好报盘了。
I come to hear about your offer for fertilizers.我来听听你们有关化肥的报盘。
Please make us a cable offer.请来电报盘。
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。
We'll let you have the official offer next Monday.下星期就给您正式报盘。
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。
外贸函电培训第五单元
place a trial order 试订
Letter 3
请参阅
1. May we refer you to S/C No.89 SP-7542 against which we booked with you 1,000 Bicycles against 按照，依据 of the same brand at the prices about 10% lower book v. 预定，定购 than you now quote us. book an order with sb. 下订单
We quote US$500 per ton CIF Shanghai for these goods. 我们对这些货物的报价是上海CIF价每吨500美 元。 quotation n. 报价 make (submit) a quotation for sth. send a quotation
如：1） If you take the quality into consideration, you will see that our price is reasonable.
如果你把质量考虑进去，你将发现我们的价格是合理的。
Exercises
Translate the following 1. Quotation 报价 2. As per 按照 3.Make sb. an offer 向某人发盘
for
interesting
( Under/By ) separate cover we are sending you for your reference a copy of our catalogue, in which are shown the various styles and specifications of the bikes available ( ) export. should you find any items listed ( ) the catalogue ( ) interest we would make inyou further offers.
外贸函电 第五章(1)
2.subject 是决定本盘为实盘的一个重要标志。 一个实盘从法律角度上讲，必须符合三点要求才构成 实盘： (1) Clear 内容清楚确切不含糊其词，模棱两可。 (2) 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）；并对报盘 有效期做出规定。 (3) 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。 对报盘有效期的规定不视为保留条件，通常应把它看 作是交易的主要条件之一。 报盘必须规定有效期，而规定有效期又要具备两个要 素： (1) 时间 — 指有效期长度。 (2) 地点 — 指必须说明对方回答所到达的地点.
Words and Phrases
1. offer n. v. 报盘 make sb an offer for sth offer sb firm for sth 就某物向某人报盘 1) Please make us an offer CIF London for (on) 20 metric tons groundnuts. 请就20公吨花生向我们报盘，伦敦CIF价。 2) The offer is firm (valid, good, open, for effective, enforce) for two weeks. 此报盘两周内有效。 3) At present, we cannot offer more than 1000 shorts tons. 目前，我们的报盘不能多于1000短吨。
虚盘：卖方提出的各项贸易条件，经过 买方承诺后，并不能达成交易，需经卖方 确认后该盘才有效。
实盘有效期的表示：
1. Subject to your reply reaching us by (before)… 2. Subject to your reply(acceptance)here within …days 3. This offer is firm(open, valid. Good) for … days. 虚盘的表示： 1. Without engagement (obligation) 2. Subject to prior sale 3. Subject to our final confirmation
外贸函电培训第五单元
6. Firm offer 实盘
外贸函电培训第五单元
7. Subject to our final confirmation 以我方最后确认为准
8. A trial order 试订
外贸函电培训第五单元
9. After-sales service 售后服务
10. Make shipment in three equal monthly 分三个月每月平均装运
refer to 参考，参阅
place a trial order 试订
外贸函电培训第五单元
Letter 3 请参阅
1. May we refer you to S/C No.89 SP-7542 against which we booked with you 1,000 Bicycles othfbaotnohkeyosvu.a预mnaoeg定wabi，qnruas定otntd按购ea照uts，t. h依e 据prices about 10% lower
我ta们k是e i真nt诚o c希o望ns达id成er与ati你on方s的th第当一接次的交宾易，语请很考长虑时到这点。
如：1） If you take the quality into consideration, you will see that our price is reasonable.
外贸函电培训第五单元
因为，由于
Owing to the durability and competitive prices, our Forever Brand Bicycles have won popularity all over the world.
win popularity 受欢迎
外贸函电课件_5_报价
P.77 (18) As the premises will be shortly required for other purposes, the whole of the goods must be immediately disposed of without reserve. premises n. 营业场所（注意与premise区分） dispose of v. 处置，出售 without reserve 不留存货，清仓
certify v.颁发证书，证明 certify a teacher 发给教师证 To certify a cheque 保证兑现支票 certificate certification n.证书
offer v.提供 offer sb sth / offer sth to sb v. 报价 offer (sb) 100yuan for the bicycle 开价100元买 offer (sb) the bicycle for 100yuan 开价100元卖 n. 提供 make an offer of help 提供帮助 n. 报价 He is open to an offer. 他愿意考虑报价。
第四部分：希望对方下单
We look forward to receiving your order.
P.71 Letter 3
• 产品名 Shirt • 规格 Cotton Shirt • 数量 1000 dozen • 价格 USD 60 (CIF New York)
• 履行时间 During June • 履行方式 Confirmed Irrevocable L/C payable by draft at sight
我们想请您把您的各种产品 各种产品的详细情况寄给 我们想请您 各种产品 我们，包括尺寸、颜色及价格，以及 以及所用的 以及 各种材料的样品。 We would like you to send us details of your various products, including sizes, colors and prices, and also samples of the materials used.
函电 报价和发盘
7
Supply position:
1.We can supply from stock, but only limited quantities are available.
2.We can guarantee supply by the end of May. 3.We shall contact you again once the supply
keen interest.
17
August 13,2001 Dear Sir:
Enquiry
Re :Electric Saws
2.When making a voluntary offer, try to offer more attractive terms.
3.An offer should include the major terms of the transaction.
10
Trade terms:
1.For the fancy brand AGT-4 Garment sewing machine,The best price is USD78.00 per set FOB Shanghai
11
Validity and other conditions: 1.This offer is valid for ten days. 2.For acceptance within two weeks. 3.This quotation is effective while stock last. 4.This offer is subject to our final confirmation. 5.This quotation is firm for orders dispatched/replying here before 1 August 2001
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表明报价
的有效期 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。）
（4）
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。）
表达希望 对方接受 We look forward to receiving your order soon.（盼 所报价格 尽早收到你方订单。）
早日订货
的愿望 We look forward to the pleasure of serving you.（期 盼能为您服务。）
5.3 Specimen Letters（样函）
Shipment: to be made in three equal monthly installment11; beginning from June 2002 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.
1,000 dozen cotton shirts at USD60 per dozen CIF New York. The shipment is to be made during June. We require payment by confirmed irrevocable letter of credit6 payable by draft at sight7. This is the best offer we can make8 at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy.
款交货。之后，则宽限至三个月。）
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）
Subject to being unsold to prior sale.（以未出售为 有效。）
We trust the above will be acceptable to you and await your trial order with keen interest.
Letter 2：Exporter’s quotation
Dear Ms. Chen, Thank you for your letter of 5th April, requesting for a further supply of our crockery4, we are pleased to quote as follows:
We can ship your order within 3 weeks upon receipt （2） of your order.（我们能在收到订单后三周内寄出货
向对方提 物。）al practice to supply new customers with
Yours faithfully,
Manager
Letter 5：A special offer
Dear Sirs, In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows.
5.2 Writing Skills（写作技巧）
报价和发盘信函的写作步骤及常见表达方式：
写作步骤
表达方式
Many thanks for your inquiry of …（多谢您于…… 日的询价。）
（1） Thank you for your enquiry and for your interest in 对对方的 our products.（感谢您的询价以及对我方产品的兴 询价表示 趣。）
感谢 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。）
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。）
Please note that there is no commission9 on our products, but a discount of 5% may be allowed if the quantity of your order is more than 1,000 sets.
We hope you will agree to our offer and look forward to receiving your order. Thank you again for your inquiry.
For your reference, we are sending you some samples separately.
Yours very truly,
Chun
Letter 4：A non-firm offer
Dear Sirs,
We welcome your inquiry of April 17th and thank you for your interest in our Wanlida DVD. Our products are super-thin. The voice quality is better and pictures are clearer than same sort of products. We are pleased to offer you USD150 per set at CIF New York. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight.
Teacups……………….USD500.00 per hundred Tea Saucers…………D200.00 per hundred Tea Plates……………D180.00 per hundred Tea-pots, 2-pint ………USD3.00 each Net CIF Francisco
不经过对方询盘而主动向对方提出。
在实际业务中，当发盘针对一个或几个特定的受 盘人明示或暗示发盘人在明确、完整和最终的条 件下订立合同的明确意图时，，该盘就为实盘。 受盘人一旦在发盘的有效期内有效地表示接受， 这个实盘就为不可撤销，并会对发盘人和受盘人 双方产生约束力。因此，实盘又称为“有约束力 的发盘”。报实盘时必须注意以下三点：
FOREIGN BUSINESS CORRESPONDENCE
Unit 5 Quotation and Offer 报价和发盘
5.1 Introduction（简介）
目的：掌握发盘的基本约束，以及如何进行报 价和发盘的信函书写。
在国际贸易中，发盘（Offer）又称发价，在法律上又称 “要约”，是指买方或卖方向对方提出的各项交易条件。 发盘通常是一方收到对方的询盘之后所提出的，但也可
The above quotation is subject to our final confirmation5. You are allowed a discount of 5% for items ordered in quantities of 500 or more. The terms of payment are by letter of credit at sight to be opened through the Bank of China and the shipment is to be made within four weeks upon receipt of the covering letter of credit. We hope you will find these terms satisfactory and look forward to the pleasure of your order.
Yours faithfully, Leon Allen
Letter 3：A firm offer from the seller
Dear Sirs,
As requested in your letter of April 18th, we offer you firm as follows, subject to your reply reaching us by the end of this month.
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