外贸函电报价与还盘Quotation and Offer ppt课件

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外贸商务英文函电例文询盘,报盘和还盘

外贸商务英文函电例文询盘,报盘和还盘Revised by BETTY on December 25,2020Enquiry,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 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 your infromation,there is a steady demand here for Chinese toys of high 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 under separate cover,we are sending you samples of various fashions which show you clearly the quality and 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 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 you kindly send us a copy of your illustrated catalogue and some samples with further information? We shall be abliged if you could alsoquote your lowest prices CIF Liverpool,statingearliest date of shipment.Casual shoes of high quality are believe there is a promising market in our area for moderately priced goods of the type your price is competitve, we will consider placing an order for 5,000 pairs with 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 illustrations will also give you information about other casual shoes we are to our terms and conditions,please see page 8 of thecover,we are sending you our offer on CIF Liverpool, for shipment in we require an irrevocable L/C bydraft at sight.Embroidered slippers and cotton shoes are our products of latest 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 islikely that the market price will 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 accept the prices you quote would leave us with only a small profit on our sales since thisis an area in which the principal demand is for articlesin 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 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 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.。

外贸英文函电课件Ch 3 Offers & Counteroffers

LETTER THREE 真丝女衬衫感谢贵公司6月10日来函，按惯常条款向我方报盘3 000 打上述货物，每件35.00美元温哥华CFR价。现答复如下，我方遗憾地告知贵方我客户认为你方价格太高与现行的市价不一致。为了促进贸易，我们现在代表我客户还盘如下，以你方确认于本月底前到达我处为准：每件26美元成本加运费含佣金百分之二温哥华价，其他条款如你方6月10日函所示。
CHAPTER THREE
OFFERS & COUNTERCOUNTER-OFFERS
OFFER 报盘，发盘，发价
根据报盘人身份来分：买方报盘卖方报盘根据报盘形式来分：口头报盘书面报盘根据报盘先后顺序来分：主动报盘对询盘信的答复根据法律责任来分：有约束力的报盘（正式发盘或有效发盘）无约束力的报盘（自由发盘）
价格：每打1,400美元成本保险加运费蒙特利尔价支付：以我方为受益人的100%保兑的、不可撤销的信用证凭即期汇票支付，信用证必须在装运前一个月开到卖方并在装船后15天内在中国议付有效。如你所知，我们的库存有限而需求非常活跃。你的早日决策至关重要。我们确信你们能做一笔赚钱的买卖。盼即复。
Re: Silk Blouses We have received your offer of June 26 and regret that you have turned down our counteroffer. As we are in urgent need of the goods and anxious to conclude the business with you, we have made our every effort to persuade our client to accept your offer of $ 35.00 per piece. Fortunately, our customer in Vancouver has changed his mind and approached us again with an order for 3 000 dozen of the above goods on your terms.

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

We do not deny the quality of Changhong Brand color TV sets, but the difference in price is a wide gap. To step up the trade, we counter-offer you 10 thousand Changhong Brand color TV sets inch 34 at CIF Copenhagen USD300 per set.
（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.

外贸函电之询盘、报盘与还盘(Enquiries,Offers and Counter-offers)

1财务状况2投标出价3有竞争力的产品4欧洲主要港口5仅供参考6耐用消费品7全球配额8款式样品9促销材料10季节性价格调整1technicalintensiveproducts2qualityperbuyer?ssample3potentialmarket4quantitydiscount5competitiveproduct6brand7conditionalacceptance8currentprice9portdestination10commodityprice3translateenglish1wecannedfoodyourpricelist
9. Non-firm offer虚盘，是外贸业务用语，一般没有有效期，没有约束力。以下短语都是表示虚盘的用语： subject to our final confirmation 以我方最后确认为准 subject to goods being unsold 以货物尚未售出为有效 subject to prior sale 以先售为条件 subject to change without notice 不经通知可以改变 an offer without engagement (obligation)无约束性的报盘
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。
Letters including a counter-offer can be written in the following structure:

外贸英语函电课件：Chapter04 Offers and Quotations

3. 转交 pass on... to
Your letter of March 12 has been passed on to us by our sister company in Shanghai.
贵方在3月12日的来函已经由我方兄弟公司转交
4. 兄弟公司 sister company
❖ Subsidiary companies
Specimen 5
P65
Comments
This letter is not so good in conciseness. For example, “This offer is firm subject to your immediate reply that should reach us not later than the end of this month.” It should be changed into “This offer is firm subject to your reply here not later than the end of this month”.
❖ We regret to inform you that we are not in a position to cover you need for the captioned goods.
Useful sentences
❖ Please be informed that, on account of the fluctuations of foreign exchange, the quotation is subject to change without previous notice.Biblioteka Specimen 2 P63

外贸函电第二版-Unit05报价和发盘精品PPT课件

虚盘不必有完整的内容，没有时限的规定，而且也不明确不肯定。一般都注明“仅供参考”或“以我方最后确认为准”等字样。因此，虚盘是不受约束的、试探性的报价，其目的在于了解顾客，了解市场。
10
The non-firm offers are usually expressed by the following patterns：
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。
draft at sight to be opened 30 days before the time of shipment .
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常用句型
（3）我们支付方式是保兑的，不可撤销即期信用证，凭全套装运单据支付。
Our terms of payment are by confirmed, irrevocable L/C payable at sight against presentation of shipping documents.
forward somebody an offer for /on
4
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

外贸英语函电4发盘还盘

We offer you firm subject to your reply within one week from today. 兹报实盘，以自本日起一周之内你方复到为准。兹报实盘，以自本日起一周之内你方复到为准。
一个实盘从法律角度上讲，必须符合三点要求才构成实盘：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。内容清楚确切不含糊其词，模棱两可。 plete 交易条件完整（商品名称、规格、包装、数量、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。规定，这一点也很重要。 3.Final 无保留：发盘人愿意按照他所提出的交易条件同受盘无保留：人签订合同，除此之外，没有任何保留条件。人签订合同，除此之外，没有任何保留条件。一般保留条件有：一般保留条件有： 1) subject to our final confirmation. 2) subject to prior sale. 3) subject to the goods being unsold. 4) without engagement 5) subject to change without notice
2）We offer sth… subject to our final confirmation. ）我方报盘… 各项交易条件）以我方最后确认有我方报盘（各项交易条件） …以我方最后确认有效。 3）We submit you this offer subject to prior sale. ）我方向你方报盘，以先售为条件。我方向你方报盘，以先售为条件。 4）We make you an offer subject to the goods being ） unsold. 我方向你方报盘，以未售出为准。我方向你方报盘，以未售出为准。 5）We offer you subject to change without notice. ）我方向你方报盘，此报盘如有变化不另行通知。我方向你方报盘，此报盘如有变化不另行通知。

外贸函电Unit-5PPT优秀课件

14
For the quantities you mention we are pleased to quote as follows:
“D.D.” Raincoats
100 men’s medium USD13.00 each USD1300.00
100 men’s small现方式做保护处理对用户上传分享的文档内容本身不做任何修改或编辑并不能对任何下载内容负责
Unit 5
OFFERS AND COUNTER-OFFERS
1
• An offer is a proposal to give or do something. An offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer.
2.Offer somebody firm something at…price 以…的价格向某人报某物的实盘
We offer you firm 3,000 metric tons of chemical fertilizer.
3.offer somebody something FOB ,CIF, etc.
The offer is subject to our final confirmation.
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Specimen letters 3
Dear sirs Thank you for your letter of June
25 offering us your ‘D.D.” brand raincoats. To be candid with you, we like your raincoats, but your prices appear to be on the high side as compared with those of other

对外经贸函电课程课件新Unit 5 Qotations, Offers and Counter-offers

A firm offer（实盘）
A promise to sell goods at a stated price within a stated period of time. A firm offer must be clear, complete and definite, and the validity must be clearly stated.
4. offer
1) n. 报盘 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的报盘。
The offer is / remains/ is kept/is held firm ( valid, good, open) for two weeks.此报盘两周内有效。
A quotation is generally regarded as an offer in simple form which mainly deal with the price, and which, like a non-firm offer, is not legally binding upon the seller. But in practical use, there may be no such clear distinction between the two words “offer” and “quotation” .
offer.
Letter (1)
(A reply to an inquiry, sending a price list)
Letter (2) (A firm offer)

外贸英语函电课件unit4

be in the hope of
I called all the companies on this page in the hope of finding a customer.
I am e-mailing you in the hope of establishing business relations with you.
Please inform us of your trade terms and forward samples and product brochures.
If your prices are in line, we trust important business can materialize.
We are looking forward to your early reply.
Yours faithfully，
Language points
Avail ourselves of this opportunity to… ( 后接动词原型)利用这个机会做… 还可以说take advantage of this opportunity or take this opportunity
The nature of enquiry:
In foreign trade an enquiry is usually (not absolutely) made by the prospective buyer without engagement（约束）, requesting for information on the supply of certain goods. So we call it 询盘 or 询价 in Chinese.

外贸英语函电课件unit5

还盘信函的种类一、买方要求降价的还盘信函

要求降价就是对价格条件的还盘,这样的还盘信要注意表明降价的理由，例如：报价高于当地市价；可以用较低的价格获得类似质量的商品；可以从别的供应商处以较低的价格购进该商品；该商品的市场疲软等。并提出降价的幅度。
示例3
Dear Sirs,
Thank you for your letter of August 2 quoting for black tea at $1000 per case of cartons, but we regret that at this price we cannot place an order. We are working to a number of long term contracts under which it is impossible for us to revise our prices //and had your own
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.
We regret to ..that …

We regret to say that we no longer manufacture the article you enquired about We regret to inform you that due to problems with our supplier, Item No. 10-14-71, ABC company, is not yet available.

Unit 5CounterOffer Orders《外贸英语函电》PPT课件

counter⁃offer most favorably and fax us your acceptance as soon as possible.
We are anticipating your early reply.
Yours faithfully，
Text
B
An Order
Dear Sirs，
your quality is definitely better than theirs，but the difference in price should，
in no case，be as big as 15%.
In view of our long⁃standing business relations，we counter⁃offer，subject
much lower price.It is in view of our long⁃standing business relations that we make
you such a counter⁃offer.As the market is declining，we hope you will consider our
50 “Gloria” handbags
catalog No.28
If No.27a and 28 are not availabபைடு நூலகம்e for immediate delivery，as Mr.Needham
suggested might be the case，please send No.27 and 28a instead.
to your reply here within two days，as follows：“200 000 yards of Cotton

chapter 5 Counter- offer 《外贸英语函电》PPT课件

9
Relationship: what is the history of the relationship? Could or should this history impact the negotiation? Will there be any hidden issues that may influence the negotiation? How will you handle these?
10
The consequences: what are the consequences for you of winning or losing this negotiation? What are the consequences for the other person?
Power: who has what power in the relationship? Who controls resources? Who stands to lose the most if agreement isn’t reached? What power does the other person have to deliver what you hope for?
Increasing the knowledge of views and needs of your counterparts Understanding the value of business negotiation Building up the passion to be a great negotiator Building up the skill sets to be a great negotiator Building up supporting management skills to be a great negotiator Negotiations will then hopefully be viewed by both parties as a solution-finding process rather than a life and death fight.

Chapter 4 Offer 《外贸英语函电》PPT课件

20
9. “It” in the subject clauses
It is +adj.+that… astonishing, amazing, advisable, appropriate, crucial, desirable, essential, important, imperative, keen, necessary, natural, normal, odd, proper, preferable, strange, sorry, shocked, surprising, urgent, unusual, vital, likely, unlikely, easy, certain
4
firm offer & non-firm offer
firm offer complete, clear, definite and valid
non-firm offer/offer without engagement/free offer reference, incomplete, not final
12
4.dozen
talk nineteen to the dozen - babble on and on/ repeat over and over again/pick at
13
5.skin
deerskin 鹿皮 Beauty is a skin-deep.人不可貌相． The hunter skinned the deer.猎人剥去鹿皮。 In January the pond skins over with ice.一月份池塘覆盖了一层冰 skin up/go up the rope 爬上绳梯
3
Writing principles of offer

外贸函电及谈判演示PPT共39页

外贸函电及谈判演示
31、别人笑我太疯癫，我笑他人看不穿。(名言网) 32、我不想听失意者的哭泣，抱怨者的牢骚，这是羊群中的瘟疫，我不能被它传染。我要尽量避免绝望，辛勤耕耘，忍受苦楚。我一试再试，争取每天的成功，避免以失败收常在别人停滞不前时，我继续拼搏。
61、奢侈是舒适的，否则就不是奢侈。——CocoCha nel 62、少而好学，如日出之阳；壮而好学，如日中之光；志而好学，如炳烛之光。 ——刘向 63、三军可夺帅也，匹夫不可夺志也。 ——孔丘 64、人生就是学校。在那里，与其说好的教师是幸福，不如说好的教师是不幸。 ——海贝尔 65、接受挑战，就可以享受胜利的喜悦。——杰纳勒尔·乔治·S·巴顿
33、如果惧怕前面跌宕的山岩，生命就永远只能是死水一潭。 34、当你眼泪忍不住要流出来的时候，睁大眼睛，千万别眨眼!你会看到世界由盐。注定要融化的，也许是用眼泪的方式。
35、不要以为自己成功一次就可以了，也不要以为过去的光荣可以被永远肯定。
谢谢！