unit 4 offers & counteroffers
新视野大学英语（第三版）Unit4_单词解释+例句
新视野大学英语（第三版）Unit4_单词解释+例句Unit 4TEXT ANew wordseran.[C] a period of time in history that is known for a particular event, or for particular qualities 时代；年代We are living in the information era. 我们生活在信息时代。
The invention of television and space rockets has opened a new era for mankind. 电视和航空火箭的发明为人类开启了一个新时代。
victimn.[C] sb. who has been attacked, robbed, or murdered 受害者；牺牲者The local government is raising money to help the victims of the earthquake. 当地政府正在筹资帮助地震受害者。
survivorn.[C] sb. who continues to live after an accident, war, or illness 生还者；幸存者The police are searching for survivors of the plane crash. 警方正在搜寻飞机失事的幸存者。
tragedyn.1 [C, U] a very sad event that shocks people because it involves death 悲剧性事件；惨剧；惨案Life tragedies can drive people into great grief and sometimes even lead to depression. 生活中的悲剧会使人极度悲痛，有时甚至会导致抑郁。
商务英语unit 4
Unit 41. 中东和平谈判正在进行当中。
武汉地铁正在建设当中。
2．客户对我们的服务感到非常满意。
3．对价格敏感的顾客喜欢去买一些减价品，而有品牌意识的顾客则重视产品的声誉。
4行业分析师说，食品零售业市场已达到饱和，企业必须开拓海外市场。
5．中国旅游业有很好的增长前景。
6．由于其较低的利率，这家银行吸收了巨大的顾客存款。
7．对中国地产业的长期盈利性还应打个问号。
8．厂商如果已牺牲产品质量为代价来增加利润的话，就会损害自己的品牌并造成很坏的公众影响。
A technological revolution is under wayA formal negotiation is under way.The subway is under construction.Your proposal is under considerationSelect goods / a select school/ a select group (number) ofBe happy with /aboutTake advantage of cut-price offersBe certain/sure/set to doRetail food market is saturated.Even when the market reaches saturation, the production process doesn’t stop.Prospect of growth / a bright prospect / a dim/ bleak prospectLarge supermarket chains/ chain storeTake over / hand overTake over 20 billion yuan of customer depositsI took over as the editor of the magazineInterest rates on savingsROI = return on investmentThere is a question market over long-term profitability. / feasibilityWiden margins and boost profitsThe effect is marginalMake marginal adjustmentThe new technology will boost the food production.This policy will be a great boost to economy.Boost the morale / confidence of the playersThis film/book has been boosted in Time recently.Create good/bad publicity / hurt the brand / build up a corporate imageDon’t share their fearsOwn-label car / real estate agent /He has no incentive /drive to improve his performance.Offer bonus points with every purchaseThese points add up to free air milesIt really pays to stay loyal to the brand.It pays to keep on the right side of your boss.Competitive edgeDirect / phone sellingThis price is really value for moneyOverheads / running costTurnover / personnel turnover / turnover rate of inventory1. which word is the odd one out?1) trademark brand copyright patent2) innovate stretch diversify extend3) target promote market advertise4) incentive benefit selling-point specification5) customer retailer end-user consumer6) bona fide authentic genuine counterfeit7) discontinue phase out launch recall8) global domestic worldwide international9) shelf-life life expectancy life insurance life cycle10) design name image reputation2. match the nouns then use them to complete the sentences below.Shelf brandLoyalty lifeThird marketOwn partyWindow awarenessMarket schemeRetail advantageCompetitive leaderBlack displayBrand outlet1) We produce fresh pasta so our products only have a short ________.2) We don’t make anything ourselves. We contract out to ______ manufacturers.3) The new ________ encourages customers to buy more of our goods.4) Every year billions of dollars worth of illegal software is sold on the _______.5) The new features will give us a _________ over our nearest rivals.6) Supermarkets sell their __________ products more cheaply than other brands.7) The TV advertisements really helped increase ________ and raise our profile.8) With 62% market share, they are clearly the __________ in this sector.9) With such a boring _________ , it’s no wonder people don’t go into the shop.10) We’re reducin g costs and cutting the number of _______ we sell through.e the following words to complete the email below.Feedback brand loyalty pricing policy premiumLoss-leader household name brand awarenessSamHere’s a quick summary of the market 1_______ on the S220. As expected, a lot of the sales are through existing customers, with 65% of them having upgraded to the S220, so 2_______ seems high. But only 15% of non-current customers had heard of the S220 series so we need to build up 3_________ . I mean 15% doesn’t exactly make the S220 a 4_________ , does it?I think we need to review our 5__________ and think about special promotional discounts and other targeted offers to help grow market share. I know the S220 cost a lot to de velop and I don’t want to turn it into a 7________ but I really think we’re charging too much of a price 8________ to establish a wide enough customer base.Let me know what you think.JulesA niche market /distributor / distribution channelMarketing and Sales●How are you going to promote construct x?●Well, first of all we’ll include it in the new catalogue.●OK. What about advertising?●We’re going to run a campaign in the press, but only in specialist publications. This is a nicheproduct.●Right. Are you going to do a mailing?●Yes, just a flier to our regular customers.●Will you offer them any kind of giveaway?●No, but there will be a discount on orders in the first thirty days●Sounds good.●Well, we’ll see.●Do you think we should focus mainly on the domestic market or go for overseas sales right at thebeginning?●I think domestic to start with. That way we don’t have to worry about distribution problems untillater.●I think I agree. What about pricing?●Well, this is a unique product, there’s no real competition, so it’s going to be fairly high-priced. Don’tyou think so?●Well, that sounds fair. Any thoughts about the package?●Standard ---- a hard case containing the discs and the manual. Technical drawings on the outside togive a precise, professional image.●Are you going to have any point-of-sale displays in computer shops?●Just a poster, using the same image as the packaging.●Well, it all sounds very good.●You’ll find all the details in the report.Point-of-saleSelling pointArouse public awareness of resources conservationReview 11. This ________ here shows exactly how our payment processing works.a) graph b) flow chart c) pie chart2. we had to get a bank _______ to finance the new machinery.a) credit b) finance c) loan3. the market was flooded with cheap _______ products from abroad.a) genuine b) bona fide c) counterfeit4. all our products come with a standard one-year _________.a) warranty b) shelf life c) contract5. the head of department will have to _________ the payment.a) authorise b) summarise c) analyse6. I’m afraid delivery will be late because we have a ________ of ordersa) back date b) batch c) backlog7. we don’t make any profit on it. We’re using it as a ________ to get market share.a) trademark b) loss-leader c) concession8. we’re paying ________ of about 6 % on our finance.a) tax b) penalties c) interest9. we’re moving our headquarters to a new ________ next month.a) leasehold b) location c) construction10. everyone agreed and it was a _________ decision.a) unanimous b) summary c) representative11. I hope the terms of the agreement are to your _________.a) satisfaction b) entertainment c) convenience12. tell the ______ we need to assess the damage before we can pay anything.a) end user b) broker c) claimant13. they’re going to streamline the management _______ to reduce costs.a) administration b) orientation c) structure14. I think the brand’s strong enough to ______ into financial services.a) diversify b) globalise c) innovate15. we’re going to start _______ our com puter systems in autumn.a) renovating b) upgrading c) constructing16. the new product features should give us a competitive ________.a) expectancy b) premium c) advantage17. we improved our ______ channels to get products into shops more quickly.a) distribution b) consignment c) transaction18. we’ll have to be very careful how we ________ suc a small budget.a) supervise b) allocate c) finance19. the company went bankrupt and called in the _____.a) auditors b) accountants c) receivers20. the major TV campaign should help to increase brand _________.a) feedback b) reputation c) awareness21. the contractor put in a _________ for the construction project.a) grant b) statement c) tender22. we put our savings into a high-interest ________ account.a) deposit b) deficit c) debit23. we work very hard at ________ good relationships with our customers.a) launching b) establishing c) negotiating24. we’re hoping to pay off the _______ credit by the end of the year.a) pending b) outstanding c) overdrawn25. supermarkets can maximize profits by selling _________ goods.a) third-party b) black market c) own-brand26. The motorways and new airport have improved the __________.a) capacity b) commuting c) infrastructure27. With a modest budget we had to go for the most ____________ plana) cost-effective b) sophisticated c) state-of-the-art28. They’ve got a good _________ of designing innovative products.a) analysis b) track record c) assessment29. We’re introducing a loyalty _________ with a points card system.a) scheme b) objective c) factor30. With all these new orders, we’re struggling to _________ demand.a) produce b) cater c) satisfy31. The trainee made a lot of mistakes due to a lack of adequate _________.a) brainstorming b) supervision c) control32. We produce locally to avoid the high import ___________.a) tariff b) bonus c) price33. We use a ________ firm to distribute our heavy machinery all over the UK.a) haulage b) courier c) public transport34. With _________ below 2 percent, prices haven’t increased for two years nowa) income tax b) depreciation c) inflation35. They _____ the product due to falling sales after 8 years on the market.a) recalled b) prevented c) discontinued36. You have to fill in two forms to claim back your travel _________.a) overheads b) expenses c) investments37. It all depend s on your _________ of view, doesn’t it?a) point b) type c) angle38. They took out a __________ tot stop other companies copying the design.a) warranty b) patent c) deed39. The__________ investment in the new factory caused financial problems.a) sensible b) suitable c) substantial40. Many _____ dotcom companies go bankrupt within 18 months.a) established b) start-up c) preliminary41. I have to report to my _________ every two weeks.a) chief executive b) company secretary c) line manager42. All 230 ________ stayed in the same hotel where the conference was held.a) members b) delegates c) guests43. My ________ takes care of all my correspondence and my diary.a) partner b) apprentice c) assistant44. Many UK supermarkets have _________ their brands into banking services.a) pushed b) diverted c) stretched45. The brand enjoys very high awareness ---- it’s pretty much a _______ name.a) household b) common c) universal46. Make sure the goods are all in order before you sign the _______ notea) advice b) cover c) delivery47. We have to submit our tax ________ to the tax office by 8 February.a) remittance b) return c) application48. I f sales don’t pick up, we’ll have to review our pricing ______.a) policy b) prediction c) value49. We need to freshen up the window displays at our retail _________.a) offices b) outlets c) facilities。
unit 4 offer and counter-offers
to accept an offer 接受报盘
to to to to to to confirm an offer 确认报盘 decline an offer 拒绝报盘 entertain an offer 考虑接受报盘 extend an offer 延长报盘 withdraw an offer 撤销报盘 renew an offer 恢复报盘
外贸英语函电
主讲教师：王 英
Unit 4
Offer and Counteroffer Letters
Leading In Offer
An offer is the expression of the wishes of the seller to sell particular goods under stated terms (including quality, prices, time of shipment, terms of payment etc.). The person making the offer is called “offeror”报盘人, while the person receiving the offer is called “offeree受盘人” In international business, offers can be divided into two kinds: firm offer and non-firm offer.
Language Points
3. firm adj. not subject to change, definite 确定的；有效的
Our offer is firm for three days.
人教版选修一英语课文unit4
Unit 4 Belonging1. Introduction1) Unit 4 of the People's Education Press Selected English Textbook focuses on the theme of "Belonging."2) This unit explores the concept of belonging and the various forms it can take in our lives.2. Lesson 1: Understanding Belonging1) The first lesson introduces the idea of belonging and its significance in human relationships.2) It discusses the importance of feeling accepted and connected to others in personal and social contexts.3) The lesson also provides vocabulary and expressions related to the theme of belonging.3. Lesson 2: Family Ties1) Lesson 2 delves into the theme of family belonging and the role of family in shaping an individual's sense of identity.2) It examines the dynamics of different family structures and the bonds that tie family members together.3) The lesson includes reading passages and activities that highlight the importance of family in our lives.4. Lesson 3: Friendship and Community1) This lesson focuses on the broader concept of belonging within friendship circles andmunities.2) It explores the characteristics of healthy friendships and the benefits of being part of a supportivemunity.3) The lesson encourages students to reflect on their own experiences of friendship andmunity belonging.5. Lesson 4: Finding Your Place1) The final lesson in Unit 4 addresses the theme of finding one's place in the world.2) It discusses the challenges and rewards of seeking a sense of belonging in society and the importance of self-acceptance.3) The lesson provides opportunities for students to share their thoughts and experiences on the topic.6. Conclusion1) Unit 4 of the People's Education Press Selected English Textbook offers aprehensive exploration of the theme of belonging.2) Through engaging lessons and activities, students have the opportunity to deepen their understanding of the concept andits relevance to their own lives.3) By examining belonging within family, friendships, and the broadermunity, students can g本人n valuable insights into the dynamics of human relationships.In conclusion, Unit 4 of the People's Education Press Selected English Textbook provides students with a thought-provoking study of the theme of belonging. By examining the intricacies of family ties, friendships, andmunity belonging, students are able to develop a deeper understanding of the social and emotional implications of belonging. Thisprehensive exploration serves to enrich students' language skills while also fostering a greater appreciation for the role of belonging in their lives. As students engage with the material in this unit, they are encouraged to reflect on their own experiences and perspectives, ultimately leading to a more profound and meaningful learning experience. The incorporation of relevant vocabulary and expressions further enhances students' ability to articulate their understanding of belonging, thereby strengthening theirmunicativepetence in English. Overall, Unit 4 offers a valuable contribution to students' language learning journey by offering a rich and insightful study of an essential aspect of human experience.。
人教版新目标英语八年级下册英语unit4重点短语和句子分析
必备短语Section A 部分【教材内容解析】Section A1. My parents don’t allow me to hang out with my friends. (P. 25)① allow doing sth. 允许做某事翻译：The shopkeeper (店员) doesn’t allow smoking in any corner of the shop.__________________________________________② allow sb. to do sth. 允许某人做某事翻译：His parents allow him to play computer games if he finishes his homework. ____________________________________________2. I got into a fight with my best friend. (P. 25)get into a fight with sb.意为“和某人打架”，相当于have a fight with sb.或者fight with sb.。
翻译：He got drunk (醉酒的) and got into a fight with Jim._________________________________________3. What’s wrong? (P. 25)What’s wrong?意为“怎么了？”，用来询问对方有什么问题或者不顺心的事，What’s wrong with...?意为“……怎么了？”，后接sb.或者sth.，用来询问某人或者某物怎么了？---What’s wrong with you, Jim?---I left my umbrella on the bus.【拓展】询问“怎么了？”，主要有以下几种句型：What’s wrong (with sb./sth.)?What’s the matter (with sb./sth.)?What’s the trouble (with sb./sth.)?What’s up (with sb./sth.)?4. I’m really tired because I studied until midnight last night. (P. 25)until表示“直到”和延续性动词连用，意为一个动作一直持续到某个点为止；同短暂性行动连用时，用于“not...until”结构中，表示“直到……才……”。
英语作文unit4
英语作文unit4The English language has become a global phenomenon, transcending geographical and cultural boundaries to connect people from all walks of life. As a student enrolled in the English language program, I have had the privilege of exploring the intricacies and nuances of this dynamic and versatile tongue. In this essay, I will delve into the various aspects of the English language, highlighting its significance, challenges, and the opportunities it presents.Firstly, the English language has emerged as the primary means of communication in the modern world. With its widespread adoption in fields such as business, academia, and international relations, mastering the English language has become a crucial skill for individuals seeking to navigate the global landscape. The ability to express oneself clearly and effectively in English opens doors to a wealth of opportunities, from securing employment in multinational corporations to participating in cross-cultural exchanges and collaborations.Moreover, the English language is a rich tapestry of history and cultural diversity. Its evolution over centuries has been shaped by the influence of various civilizations, resulting in a language that is both complex and captivating. From the Shakespearean era to the modern-day vernacular, the English language has continuously adapted and transformed, reflecting the changing societal norms and technological advancements. Understanding the historical context and the nuances of the language not only enhances one's appreciation for its beauty but also provides valuable insights into the human experience.One of the key challenges in learning the English language lies in its idiosyncratic nature. The language is rife with exceptions to rules, irregular verb forms, and a vast vocabulary that can be confusing for non-native speakers. Additionally, the subtleties of tone, intonation, and body language play a crucial role in effective communication, adding an extra layer of complexity to the learning process. Overcoming these challenges requires a combination of diligence, patience, and a willingness to immerse oneself in the language.Despite the difficulties, the rewards of mastering the English language are manifold. Proficiency in English opens up a world of opportunities, from academic and professional pursuits to personal growth and cultural enrichment. The ability to communicate effectively in English can enhance one's employability, facilitateinternational collaborations, and foster a deeper understanding of diverse cultures and perspectives.Furthermore, the English language serves as a powerful tool for self-expression and creativity. Literature, poetry, and various forms of artistic expression have flourished in the English language, allowing individuals to share their unique perspectives and experiences with a global audience. By engaging with these literary and artistic works, learners can not only improve their language skills but also cultivate a deeper appreciation for the human experience.In the realm of education, the English language has become the lingua franca, enabling cross-border collaborations, knowledge-sharing, and the dissemination of information on a global scale. Students and scholars from around the world have the opportunity to access a wealth of resources, engage in academic discourse, and contribute to the advancement of knowledge through the medium of the English language.Beyond its practical applications, the English language also holds the power to bridge cultural divides and foster greater understanding among people from diverse backgrounds. By learning and using the English language, individuals can engage in meaningful dialogues, exchange ideas, and develop empathy and respect for different cultures and perspectives. This intercultural exchange can lead to thebreaking down of stereotypes, the promotion of tolerance, and the fostering of global citizenship.In conclusion, the English language is a remarkable and multifaceted tool that continues to shape the world we live in. As a student enrolled in an English language program, I have come to appreciate the depth and complexity of this language, as well as the immense opportunities it presents. Through diligent study, cultural immersion, and a genuine curiosity to explore the nuances of the language, I am confident that I can unlock the full potential of the English language and use it as a powerful means of communication, self-expression, and cross-cultural understanding. The journey of mastering the English language is one that I am eager to embark on, knowing that the rewards it offers will be truly transformative.。
Unit 4 Offers and Counteroffers
Dear Sirs，
Re: Your counter-offer of our 100% Cashmere Sweaters
Thank you for your letter of April 22. We are sorry to learn you find our prices too high. Although we would like to do business with you, we are very sorry that we are unable to entertain your counter offer. Our prices are carefully calculated. We have even taken quantity orders into consideration. We have to point out that we have received a lot of orders from other buyers, which shows that our prices are reasonable.
3
Men’s large US $ 50.00 per piece Ditto same as above medium US $ 48.00 per piece ditto small US $ 45.00 per piece Women’slarge US $ 47.00 per piece ditto medium US $ 45.00 per piece ditto small US $ 43.00 per piece The above prices are based on CIF Vancouver basis net. Payment: By confirmed irrevocable L/C payable by draft at sight. Under ….conditions Shipment: June/July, 2005 provided the L/C reaches the seller one month before the time of shipment.
unit 4 Offers and Counter-offers
cotton piece goods 棉布业务 state-operated corporation 国营公司 commercial counselor’s office 商务参赞处 business lines 业务范围
另函 under separate cover 供你方参考 for your reference 最新的商品目录 latest catalogue
Points for Attention:
发盘一般用通函，信件或者答复询价的方法来进 行。在答复询价时，可寄送报价单。完整的发 盘应包括下列几点： 1. 对询价表示感谢 2. 表明价格，折扣及付款条件的细节 3. 详细说明价格包含的内容（如运费，保费等）
4. 对交货期或装运期的承诺 5. 报价的有效期 6. 表达希望
2. We do not deny the quality of Australian rice is slightly better but the difference in price should, in no case, be as large as 10%. 我们不否认澳大利亚原产的白米质量稍 好，但价格差别无论如何不应该大到 10%。
non-firm offer 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
Unit 4 Offers and Counter-offers
exercise
Send me an offer letter about your products with your detailed company title
step 1 step 2 step 3 step 4
3ห้องสมุดไป่ตู้
Letter-3(Non-firm offer)虚盘
Re: Cotton Shirts In compliance with your request—As per your Request按你要求 Subject to our final confirmation以我方最后 确认为准 In polybag and packed in cartons塑料袋然后 纸箱包装 @CNY450/DOZ CIF SHANGHAI
1 2 3 4 5
Brief Introduction Letter-2 Letter-3 Letter-4 Letter-6、7、8、9、11
A
A
Sales Confirmation
还盘 询盘 发盘 Inquiry Replies to inquiry Counter offer B B A Enquiry Quotation / offer Declining拒绝 acceptance 接受 销售确认书 B 定购 A
4
Letter-4(firm offer)实盘
Re: Woolen blankets Lbs—Libra磅 2USD40/PC CIF MONTREAL L/C 60DAYS
OFFER SHEET
SAND-WASHED SILK JACKETS ITEM MEN'S MEN'S MEN'S WOMEN'S WOMEN'S WOMEN'S TOTAL QNTY(DOZS) SIZE UNIT PRICE (FOB SHANGHAI) USD120/DOZ USD130/DOZ USD140/DOZ USD120/DOZ USD130/DOZ USD140/DOZ AMOUNT(USD) 2400 2600 2800 2400 2600 2800 USD15,600
Unit 4 Offers and Counter-offers(1)
Language points:
1.offer n.报盘（包括货名、数 n.报盘（包括货名、数 量、规格、价格、船期、 有效期等), 有效期等), 通常和介词for, of或on连 通常和介词for, of或on连 用）. 用）. 报盘（offer）的常用句 报盘（offer）的常用句 型是make(send,give)sb. 型是make(send,give)sb. an offer for sth. (1)Please makes us an offer for/on 20 metric tons of groundnuts. 请给我们一个20公吨花 请给我们一个20公吨花 生伦敦到岸价的报盘。 (2)The offer is firm (valid, good, open,) for two weeks. 此报盘两周内有效。
It is the expression of the wish of the
seller to sell particular goods in understated terms ( including quantity, price, time of shipment, terms of payment etc), offers can be divided into two kinds : firm offer and non-firm offer non-
The definition of firm offers Definite promise to sell and the terms in the promise will not be changed if it is accepted by a buyer within the given validity time. time.
unit 4 Firm-Offer&Non-firm offer
Revision：key words and phrases of unit 3
稳定需求 steady demand 立即处理 prompt attention 支付条款 terms of payment/payment terms 向…订购(尝试、大量、长期、进一步） place a/an trail/ substantial/ regular/further) order with market survey 市场调查 被授权… be authorized to do/ be empowered to do air express 航空特快 take into consideration 考虑 mutual advantage/benefit 互利 满足需求 satisfy/meet one’s requirements/demands/needs
Other conditions
e.g. The earliest delivery is to be made in October. The bicycles offered above are to be packed in wooden cases which contain 2 sets each. Payment is to be settled by sight L/C issued by Standard Bank or Citizen bank.
actually offers are directly related to products other than prices. The latter are belong to the former.
Quotation can also be made in clearer form other than paragraph:
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。
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.
Unit 4Offers and Counter-offers
Shipment: To be made in three equal monthly instalments,beginning from June,2007 Payment:By confirmed,irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above will be acceptable to you and await with keen interest your trial order. Yours faithfully
non-firm offer: 虚盘 (1)free offer 自由报盘；(随时可以撤回的报盘) (2)offer without engagement/obligation 无约束的报盘； (3)offer subject to goods being unsold/free 以货物未出售为 有效的报盘；
的实盘
We offer you firm 3,000 metric tons of chemical fertilizer.
3. offer somebody something FOB ,CIF, etc. Please offer us 2000 dozen women’s blouses FOB Dalian.
firm offer: 实盘
(1)Subject to your reply reaching us by(before)… (2)Subject to your reply (acceptance) here within …days (3)This offer will be kept open (valid/firm/ good) for… days. (4)subject to your reply here by 6 p.m. our time Friday,November 20
《商务英语函电教程》Unit 4发出要求与拒绝邀请
Specimen Letter-1 (An Offer based on Enquiry) SHENZHEN NEW CENTURY TRADING CO., LTD
Rm 818, 3 Building Ease, SEG Science & Technology Park
Huajiang North Road, Shenzhen, China 518028 E-mail:Helen@ Tel: 86-755-30113998 September 30, 2007 The NILE TRADEING CO., LTD 161 Pyramid Street Alexandria.Egypt Dear Sirs, Replying to your enquiry of May 13 for a supply of our crockery, we are pleased to quote as follows: Teacups ＄56 per hundred Tea Plates ＄40 per hundred Teapot, 1-litre ＄3 each
These prices include packing and delivery, but crates are charged for, with an allowance for their return in good condition. We can deliver from stock and will allow you a discount of 5%, but only on terms ordered in quantities of 500 or more. In addition, there would be a cash discount of 2% on total cost if payment were made within two months from date of invoice. We hope you will find these terms satisfactory and look forward to the pleasure of your order. Yours faithfully, Yao Da-ming
Unit 4 Offers and Counter-offers
There are two kinds of offers. One is firm offer, the other is non-firm offer or offer without engagement.
2. Firm Offer
A firm offer is sent when the offeree accepts the offeror’s terms and is ready to sign the contract. During the period of time stipulated in the firm offer, the offeror can not withdraw or make any changes to the offer. Once the offeree accepts his offer in the valid time, the offeror must obey the terms and conditions he made.
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
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 日之前复到有效 该报盘 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 日星期三上午 时以前答复为有效。 日星期三上午10时以前答复为有效 该报盘以我方时间 月3日星期三上午 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。 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 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 报盘 周内有效 We can keep the offer until… 本报盘…前有效 前有效。 本报盘 前有效。
Unit 4 Offers
commissions, or discounts, if any; 4.Packing and date of delivery; 5.The validity of the offer; 6.Favorable comments on the goods themselves; 7.An expression of hopes for an order.
A firm offer is capable of acceptance and once it has been accepted it cannot be withdrawn. It is the buyer’s option to accept or reject or counter-offer during the validity period. No reputable hdrawing his offer before the stated or agree time.
Key Words
▪ offer v. n. 报盘 ▪ offer sb sth at a price 以…价格向某人报盘 ▪ offer sb firm 给某人报实盘 ▪ make sb a firm offer for sth at a price 向…
报实盘
Make/give/send sb. an offer on/for “向某人就某
• A firm offers should be provided with the two major requirements. First, in firm offers the writer encloses complete, affirmative, specific terms of business. The major conditions of the contract are required as to time of delivery, shipping and terms of payment as well as names of goods, quality, specifications, prices, quantity, packing and insurance. Second, the validity period is indispensable to a firm offer. Specifically, the beginning and the ending date and place of the validity must be given.
Unit_4_Offer_and_Counter-offer (2)
We have received some repeat orders. Our
factories are fully committed for months ahead. We suggest you place your order as soon as possible. We are looking forward to hearing from you soon.
Unit Four
Offer and Counter-offer
Main Contents
Offer ---definition; firm offer (features, contents); non-firm offer;
specimen and explanation; useful expression
Dear Sirs Subject: 100% Cashmere山羊绒Sweaters Thank you very much for your enquiry of April 1
for our 100% Cashmere Sweaters. We are now making you a firm offer subject to your reply reaching us before April 30, 2005:
Yours faithfully, China Import and Export Corporation.
Explanation：
A. Thank you very much for your enquiry of April 1
for our 100% Cashmere Sweaters. We are now making you a firm offer subject to your reply reaching us before April 30, 2005: 感谢贵公司4月1日对我公司100%开司米毛衣的询 盘，现报出实盘，以贵公司的答复在2005年4月30 日之前到达我方为有效。
外贸函电英文U4 QUOTATIONS & OFFERS
• It includes firm offer and non-firm offer.
Unit 4
Questions:
Quotations
1. Please read the given quotations and decide what to be included in a firm offer and non-firm offer. 2. How can you tell them apart?
We can allow a 5% discount on all orders of US$50,000 and more, and the prices are valid until 10 June, 2001. We trust the above will be acceptable to you and await with keen interest your trial order.
Terms used in making offers ：
Market fluctuation 市场波动
Spot market 即期市场
Market glut 市场饱和
Market quotation 市场价格
Market shortfall 市场供应不足
Marketing blitz 营销战
Market value 市价，市值
Terms used in making offers：
Market fluctuation
Spot market
Market glut
Market quotation
Unit Four Quotation Firm Offers &Counter Offers
IV. Counter offers
Definition 如果对方对交易的条件不满意，就可以进行还盘． 如果对方对交易的条件不满意，就可以进行还盘． 写作：体现礼貌， ＊写作：体现礼貌，针对性原则 结构： 对报价表示感谢(thank 结构：①对报价表示感谢(thank you for… ②抱歉不能接受某些条件并陈述理 由(sorry and state reasons) 提出自己的建议(suggestions) ③提出自己的建议 希望对方接受(hope to be accepted) ④希望对方接受 ☆Example letters
II.
Offers
Types ( firm offers and non-firm offers) Non-firm offer 特点：有条件的定约建议．（不具有法律约束力） ．（不具有法律约束力 特点：有条件的定约建议．（不具有法律约束力） 条件： 条件：a. This offer is subject to our final confirmation. b. This offer is subject to the goods being unsold. Firm offer 1. definition :是指卖方向买方发出的在一定的价格 条件下， 是指卖方向买方发出的在一定的价格 条件下， 一定期限内出售货物的承诺． 一定期限内出售货物的承诺． 特点： 有法定的约束力． ２．特点：①有法定的约束力．﹙effective in law﹚ ﹚ 有效期﹙ ②有效期﹙validity﹚ ﹚ 有确定的交易条件﹙ ③有确定的交易条件﹙terms of transaction ﹚
unter-offer
Appreciation Regret at inability to accept the offer Reason Suggestion of your terms
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Non-firm Offer
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。
Non-firm Offer
subject
to prior sale 以先售为准
We are now making an offer for airconditioners as follows, subject to prior sale. 我方现报空调盘如下，以先售为准。
This offer is subject to our final confirmation.
事由:花生 从你方7月5日函高兴地得知你方要我们报20公吨花生， 货运欧登塞(Odense)。 现报盘如下，以你方的接受复函于7月30日前到达我 处为条件： “20公吨手拣的不分级的山东花生，成本加保险费、 运费到奥登色每公吨人民币800元，2000年10月/11月装运。 其他条款与往常一样。 由于此地无直达轮到奥登色，货物需在哥本哈根转船。 请注意，从哥本哈根到奥登色的额外费用已包括在所报价 格之内。 顺便奉告，近来对花生的需求甚大，结果必导致价格 上涨。不过，要是你方立即接受，就可能从行市的上涨中 得到好处。
without
engagement 此报盘无约束力 We are now making you the following offer without engagement. 现报盘如下，此报盘无约束力。
Non-firm Offer
subject
to the goods being unsold 以货物未被售出为准 We are now making you a special offer subject to the goods being unsold. 我方向你方报特惠盘，以货物未被 售出为准。
is sufficiently definite and indicates the intention of
the offeror to be bound in case of acceptance.
…《 United Nations Conventions on Contract
for the International Sales of Goods》 Article 14
蒲式耳(bushel)
Unit Price
价格条款的内容
商品的单价通常由四个部分组成，即:
计价货币
单位价格金额
计量单位
贸易术语
例如：每短吨人民币5600元FOB横滨
RMB5600 per short ton FOB Yokohama
Unit Price
这批大豆(soybean)的价格为惠灵顿
（Wellington）成本加运费每长吨260美元。
Specimen letter 1:a non-frim offer
Gentlemen: Dried Apricot Without Pit In reply to your letter of August 15th ,we are making you an offer,subject to our final confirmation,as follows: Commodity: Dried Apricot Without Pit of 2005 crop Specification: As per attached brochure Packing : 250g to a plastic bag,100 bags to a carton Quantity: 400 cartons
“向一个或一个以上特定的人提出的订立合同的建 议，如果十分确定并且表明发盘人在得到接受时承 受约束的意思表达，即构成发盘”。
The requisitions for an offer
The offer must be definite
发盘内容必须十分确定
The offeror must show his intention to conclude a
Firm offer’s validity
1.We make you the following offer subject to your reply within 10 days.
现报盘如下，以你方在10日之内回复 为有效。
Firm offer’s validity
2. We make you an offer, subject to your reply reaching us not later than noon time October 21 Beijing time.
contract and abide by the contract,
表明经受盘人接受发盘人即受约束 The offer must be sent to one or more specific persons
向一个或一个以上的特定人提出
Categories
Firm offer
Non-firm offer
Return
Quantity
(1) 重量(weight)
公斤 ( kilogram )
公吨 ( metric ton )
长吨 (long ton)(≈1016kg)
短吨(short ton)(≈907kg)
(2) 数量(number)
件 ( piece ) 双( pair )
套
( set
)
Quantity
The price of the soybean is US$ 260 per long ton CFR Wellington.
Trade Terms
E EXW Ex Works 组 F FCA Free Carrier 组 FAS Free Alongside Ship FOB Free On Board C CFR Cost & Freight 组 CIF Cost Insurance&Freight CPT Carriage Paid to CIP Carriage & Insurance Paid to
Price: US$75 net per carton CFR Jidda
Shipment: September/October,2005
Payment: by confirmed irrevocable letter of credit payable by draft at sight to be opened in our favour,30 days before the time of shipment. Under separate cover,we have sent you samples of our various kinds of canned food and other dried fruits. If you have any other questions please do not hesitate to write us. If you find the above acceptable,please reply us for confirmation. Yours Faithfully,
Non-firm Offer
subject to our final confirmation 以我方最后确认为准
We are now making you an offer subject to our final confirmation.
现报盘如下，以我方确认为有效。
Non-firm Offer
Translation
根据你方的要求，我方报九月装运的2000打男式
衬衫成本、保险加运费至旧金山价60美圆一打。
本报价以我方最后确认为准。
In compliance with your request, we are mow offering you 2000 dozen men’s shirts at US$60 per dozen CIF San Francisco, September shipment.
工厂交货 货交承运人 船边交货 装运港船上交货 成本加运费 成本加保险费、运 费 运费付至 运费、保险费付至
适用于各种运输方式， 包括多式联运 同上 适用于海运及内河运输 同上 同上 同上 适用于各种运输方式， 包括多式联运 同上
D DAF Delivered At Frontier 组 DES Delivered Ex Ship DEQ Delivered Ex Quay DDU Delivered Duty Unpaid DDP Delivered Duty Paid
Counteroffer
Expressing thanks to the offeror for the
offer;
Putting forward your request, including
the reasons for counterofferring;
Expressing your wishes of concluding the
现报1000打毛巾(towel)如下,以我方最后确认 为准。
We make the following offer for 1000 dozen towels subject to our final
confirmation.
我方茶杯报盘的有效期为5天。
Our offer for teacups is validers and counteroffers
contents
definition
Offer