外贸函电课件_5_报价
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外贸函电-Unit 05 报价和发盘
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.
《外贸英语函电》PPT课件
CFR Rotterdam. 2.Please quote us for men’s shirts CIF Rotterdam. 报最低价
quote one’s lowest price/ make (give/send) lowest quotations.
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5. stating the earliest date of shipment. 说明最早装船期。 现在分词短语作状语，表伴随状态。
品； 3.询问对方所能提供的折扣，你方所能接受的
支付条件和期望的交货时间； 4.以盼早复收尾。
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Useful Expressions
1. learn from 从…得知 2. Commercial Counselor’s Office 商务参战处 3.handicraft article 手工艺品 4. brocade handbag 锦绣手袋 5.leading importer 大进口商 6.quote sb. a price for sth 向某人就某物报价 7. place an order with sb. for sth 向某人就某物下订
Should your quality be suitable and the price competitive, we’ll be ready to place an order for at least 5,000 pieces with you.
Your prompt attention to this matter will be much appreciated.
May 24,2006
Dear Sirs,
We have learned from the Commercial Counselor’s Office of Canadian Embassy in your country that you manufacture and export a variety of handicraft articles.
quote one’s lowest price/ make (give/send) lowest quotations.
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5. stating the earliest date of shipment. 说明最早装船期。 现在分词短语作状语，表伴随状态。
品； 3.询问对方所能提供的折扣，你方所能接受的
支付条件和期望的交货时间； 4.以盼早复收尾。
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Useful Expressions
1. learn from 从…得知 2. Commercial Counselor’s Office 商务参战处 3.handicraft article 手工艺品 4. brocade handbag 锦绣手袋 5.leading importer 大进口商 6.quote sb. a price for sth 向某人就某物报价 7. place an order with sb. for sth 向某人就某物下订
Should your quality be suitable and the price competitive, we’ll be ready to place an order for at least 5,000 pieces with you.
Your prompt attention to this matter will be much appreciated.
May 24,2006
Dear Sirs,
We have learned from the Commercial Counselor’s Office of Canadian Embassy in your country that you manufacture and export a variety of handicraft articles.
外贸函电报价与还盘Quotation and Offer ppt课件
Unit Four 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
PPT课件
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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。
PPT课件
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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!
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
PPT课件
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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。
PPT课件
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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。
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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
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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 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
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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.
外贸英语函电课件Unit_5
报盘”
e.g. We are pleased to make you our offer for/on black tea.
• offer v. “提出某事物供考虑、接受或拒绝” ,引：报
盘
e.g. Please offer us 100 metric tons of groundnuts.
letter 2 A Non-firm Offer for Melton and Gabardine
• The offer is (remains) firm (open ; valid; good) until (for) ... 此报盘有效期到（为）……
• This offer will remain open/ valid/ firm for a week (from…) 该报盘从某月某日起一周内
为准
• to offer subject to our approval 以我方认可为准 • to offer subject to prior sale; to offer subject to
being unsold 有权先售，以未售出为准
• to offer without engagement (obligation)
e. 装运：10月底装运 f. 保险：按发票金额110%投ank you for your enquiry of September 28, 2003 and we are glad to learn that you are interested in our Cotton Bed Sheets. We are making you an offer, subject to your early reply reaching us within 7 days, as follows:
e.g. We are pleased to make you our offer for/on black tea.
• offer v. “提出某事物供考虑、接受或拒绝” ,引：报
盘
e.g. Please offer us 100 metric tons of groundnuts.
letter 2 A Non-firm Offer for Melton and Gabardine
• The offer is (remains) firm (open ; valid; good) until (for) ... 此报盘有效期到（为）……
• This offer will remain open/ valid/ firm for a week (from…) 该报盘从某月某日起一周内
为准
• to offer subject to our approval 以我方认可为准 • to offer subject to prior sale; to offer subject to
being unsold 有权先售，以未售出为准
• to offer without engagement (obligation)
e. 装运：10月底装运 f. 保险：按发票金额110%投ank you for your enquiry of September 28, 2003 and we are glad to learn that you are interested in our Cotton Bed Sheets. We are making you an offer, subject to your early reply reaching us within 7 days, as follows:
外贸函电Unit-5PPT优秀课件
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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
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
新编外经贸英语函电与谈判课件Unit05市公开课金奖市赛课一等奖课件
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3. Samples of letters(1)
• Subject: Bank Draft Payment The goods under Contract No.555 was delivered here in good order and condition and we are quite satisfied with it.
• Yours truly,
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3. Samples of letters(2)
• Subject: Asking for Deferred Payment • Your Invoice No.1223 for US $ 80,000 worth of goods
supplied on 20th July is due for payment at the end of this month. Most unfortunately, a fire broke out in our warehouse last week and destroyed a certain part of valuable consignment. Our claim is now with the insurance company, but it is unlikely to be met for another three or four weeks and until then we are faced with a difficult financial situation. I am therefore writing for permission to defer payment of your invoice until the end of September. • As you know, my accounts with you have always been settled promptly and it is with the utmost regret that I am now forced to make this request. I hope, however, that you will find it possible to grant it. In doing so you would render me a service I should never forget.
3. Samples of letters(1)
• Subject: Bank Draft Payment The goods under Contract No.555 was delivered here in good order and condition and we are quite satisfied with it.
• Yours truly,
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3. Samples of letters(2)
• Subject: Asking for Deferred Payment • Your Invoice No.1223 for US $ 80,000 worth of goods
supplied on 20th July is due for payment at the end of this month. Most unfortunately, a fire broke out in our warehouse last week and destroyed a certain part of valuable consignment. Our claim is now with the insurance company, but it is unlikely to be met for another three or four weeks and until then we are faced with a difficult financial situation. I am therefore writing for permission to defer payment of your invoice until the end of September. • As you know, my accounts with you have always been settled promptly and it is with the utmost regret that I am now forced to make this request. I hope, however, that you will find it possible to grant it. In doing so you would render me a service I should never forget.
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.
综合技能训练 《外贸英语函电》课件
•
• We are interested in importing cotton blazers, especially your cotton blazers, Style No.BJ123, but we need to have further details before making a final decision. We’d like to have your samples first. If your products are satisfactory, we are pleased to place an order with you.
command a large market around the world, such as America, Canada and Japan.
• The quality of our cotton blazers is superior and the price is also favorable. The enclosed is our catalogues and prospectuses for your reference. In order to give you a general idea of our products, we will send you our price and samples as soon as we receive your specific inquiry.
交易情景一
• 参考范文：
• Dear Sir or Madam,
• Subject: To Establish Business Relations
• We have learned your name and address from Guangzhou Commodity Trade Fair on Nov. 3 , 2010. At that time, you show great interest in our cotton blazers. We are now writing to you with a view of entering into business relations with you.
外贸函电PPT课件
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二、通函(Circular Letters, Circulars)
(一)概念 通函指在外贸活动中，为谋求建立业务关系 而发出的信函及传真。建立贸易关系的函电 可由进口商首先发出，也可以由出口商首先 出。其形式可以是信函也可以是传真。
(二)结构和写法 (1) 介绍本公司的经营范围和有关信息。 (2) 向潜在客户表明建立外贸关系的愿望。
(3) 如有需要对方提供的资料，可在信中直接提出。
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五、报盘函
(一)概念 报盘函又称报价函，是指在外贸活动中， 卖方为答复买方的询价而写的信函。也可 以不经询盘，由卖方直接向买方发出。报 价函可以通过信函或传真的方式发出。
(二)结构和写法 报盘函的格式可参阅外贸书信、传真的格 式部分。
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六、还盘函(Counter Offer)
(一)概念
询盘函又称询价函，其本质是一种要约邀请，是要约 (Offer)的前奏。根据询价方式的不同，询价函可以分 为一般询价函和具体询价函。
(二)结构和写法
(1) 初次询价应该在开头说明从何处获悉对方名称及商 品信息，并介绍自己的经营范围及规模，以便对方了 解。
(2) 询问的内容。询盘函的内容可包括商品名称、品质、 规格、单价及其他价格条件、装运、保险、付款方式 等，一份具体的询价函不一定要包含上述所有因素， 可以只涉及其中某一项或几项。
(3) 表达谢意，同时对未来的更多的合作表 示期待。
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第三节 有关合同履行的外贸函电
一、概述
与合同履行有关的外贸函电包括付款函电、通知发 运函、索赔函和答复索赔函等。这些函电是合同双 方权利、义务的体现，也是合同正常履行的必要保 证。
二、付款函电
(一)要求开出信用证的函电
《外贸英语函电》PPT课件 (2)
两种产品之间分配？第二，又 如何分配计算各型号月末完工产品本钱和月末在产
品本钱？第三，分配时，应 该采用什么方法？
为此，需要明确本钱核算的原理与方法 。
?新编本钱会计?第4章 本钱核算的原理与方法
第5章 产品本钱的计算
【案例引导】 某企业为一家生产普通民用家具的企业，设 有四个根本生产车间，分别为配料车间、加 工车间、组装车间和涂装车间。产品由四个 车间加工完成。配料车间生产的零件经过加 工车间继续加工成部件，组装车间负责将零 部件组装成成品，漆装车间进展烤漆。该企 业生产的普通民用家具市场成熟，销售稳定， 为了寻找新的利润增长点，企业决定生产高 档办公家具，按照客?新户编本订钱会单计?生第5章产产个品本性钱的化计算家具。 那么，企业会计人员对办公家具的本钱核算
500元，人工费用600元，制造费用200元。月末 22×1.75型号完工产品190个，
第在产4章品40本个钱；月核末算28的×1原.7理5型与号方完工法产品136个，
在产品69个。 作为会计人员势必要考虑三个问题：第一，本月累
计的原材料费用、人工费用 和制造费用如何在22×1.75型号和28×1.75型号
的本钱核算处理如下：
借：生产本钱——根本生产本钱 468 000
贷：原材料——ABS材料
468 000
借：生产本钱——根本生产本钱 650 000
贷：应付职工薪酬——工资
ห้องสมุดไป่ตู้
650 000
上述关于原材料和职工工资的本钱核算正确吗？
为此，需要明确本钱核算的账户和本钱核算的程序。
?新编本钱会计?第3章 本钱核算的账户和程序
为此，需要了解本钱核算的一般原那么和根本要
求。
?新编本钱会计?第2章 本钱核算的原那么和要求
品本钱？第三，分配时，应 该采用什么方法？
为此，需要明确本钱核算的原理与方法 。
?新编本钱会计?第4章 本钱核算的原理与方法
第5章 产品本钱的计算
【案例引导】 某企业为一家生产普通民用家具的企业，设 有四个根本生产车间，分别为配料车间、加 工车间、组装车间和涂装车间。产品由四个 车间加工完成。配料车间生产的零件经过加 工车间继续加工成部件，组装车间负责将零 部件组装成成品，漆装车间进展烤漆。该企 业生产的普通民用家具市场成熟，销售稳定， 为了寻找新的利润增长点，企业决定生产高 档办公家具，按照客?新户编本订钱会单计?生第5章产产个品本性钱的化计算家具。 那么，企业会计人员对办公家具的本钱核算
500元，人工费用600元，制造费用200元。月末 22×1.75型号完工产品190个，
第在产4章品40本个钱；月核末算28的×1原.7理5型与号方完工法产品136个，
在产品69个。 作为会计人员势必要考虑三个问题：第一，本月累
计的原材料费用、人工费用 和制造费用如何在22×1.75型号和28×1.75型号
的本钱核算处理如下：
借：生产本钱——根本生产本钱 468 000
贷：原材料——ABS材料
468 000
借：生产本钱——根本生产本钱 650 000
贷：应付职工薪酬——工资
ห้องสมุดไป่ตู้
650 000
上述关于原材料和职工工资的本钱核算正确吗？
为此，需要明确本钱核算的账户和本钱核算的程序。
?新编本钱会计?第3章 本钱核算的账户和程序
为此，需要了解本钱核算的一般原那么和根本要
求。
?新编本钱会计?第2章 本钱核算的原那么和要求
外贸函电--报价
外贸函电--报价不可不知的国际贸易英语世界通用绝对标准国际贸易的价格表示方法，除了具体金额外，还要包括贸易术语，交货地点及所使用的货币。
如：USD150 FOB Hongkong, STG2000 CIF Liverpool，其中USD指的是以美金作价，而STG 为英镑；Hongkong香港和Liverpool利物浦为交货地点；FOB与CIF 则为两个较为常用的贸易术语。
以下是国际商会出版的《2000年国际贸易术语解释通则》中规定的全部贸易术语的分类。
第一组：E组（卖方在其所在地点把货物交给买方）Ex Works (named place) 工厂交货（指定地点）第二组：F组（卖方须将货物交至买方指定的承运人）FCA : Free Carrier (named place) 货交承运人（指定地点）FAS : Free Alongside Ship (named port of shipment)船边交货（指定装运港）FOB : Free On Board (named port of shipment)船上交货（指定装运港）第三组：C组（卖方必须签定运输合同，但对货物灭失或损坏的风险以及装船和启运后发生事件所产生的额外费用不承担责任）CFR : Cost & Freight (named port of destination)成本加运费（指定目的港）CIF : Cost, Insurance and Freight (named port of destination) 成本，保险加运费（指定目的港）CPT : Carriage Paid To (named place of destination)运费付至（指定目的地）CIP : Carriage and Insurance Paid To(named place of estination)运费保险费付至（指定目的地）第四组：D组（卖方必须承担把货物交至目的地国家所需的全部费用和风险）DAF : Delivered at Frontier (named place) 边境交货（指定地点）DES : Delivered ex Ship (named port of destination)船上交货（指定目的港）DEQ : Delivered ex Quay (named place of destination)码头交货（指定目的地）DDU : Delivered Duty Unpaid (named place of destination)未完税交货（指定目的地）DDP : Delivered Duty Paid (named place of destination)完税后交货（指定目的地）在国际贸易中，外贸企业在报价商品时不可避免的要用到英语，在进行外贸买卖过程当中，报价用英语怎么说，这是一个值得注意的问题。
外贸函电第二版Unit05报价和发盘
foregoing： 指前所述的，是following的反义词。 preceding： 特指时间和地位上紧接在前。
Each generation surpasses the preceding one.
21
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
Each generation surpasses the preceding one.
21
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 第五章
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.
The market advances. 行市上涨 The market rises. 行市上涨 The market stiffens. 行市坚挺 The market hardens. 行市坚挺 The market soars. 行市上涨 Market is strong. 行市坚挺 Market is firm. 行市坚挺 The market is strengthening. 行市坚挺 Market is declining. 行市下跌 Market is weak. 行市疲 发票，开发票 commercial invoice 商业发票 official invoice 正式发票 proforma invoice 形式发票（预开发票） 1) At what price can you repeat Invoice No. 335 of May 10. 2) Please send us four additional copies of invoice. 3) You may invoice the goods at contract price less commission. 4) The shipment was over-invoiced (short-invoiced, under invoice) by US$ 560. 这批货发票多（少）开了560美元。
国际贸易实务之货物价格(ppt 27页)
有时也用R(Redate的缩写)表示包含折扣
（三）佣金计算方法及净价与含佣价之间的换算
佣金=含佣价×佣金率 净价=含佣价- 佣金= 含佣价×（1-佣金率） 含佣价=净价/（1-佣金率）
出口商品盈亏率、换汇成本和外汇增 值率的计算方法
❖ （一）盈亏率的计算方法
盈亏率=出口销售净收入（人民币）-出口总成本（人民币）/ 出口总成本×100%
第一节作价方法
作价方法
（一）固定价格 例：每公吨300美元CIF纽约
（二）非固定价格 1、暂不固定价格 2、暂定价格 3、滑动价格
第二节 常用价格的换算
❖ 净价之间的换算 ❖ 净价与含佣金价之间的换算 ❖ 出口商品盈亏率、换汇成本和外汇增值率
的计算方法
净价之间的换算
净价是指价格中不包含佣金和折扣。为了明 确表示双方成交的价格为净价，在贸易术语 后可加注“净价（Net）字样。例如，每打 4.20美元FOB净价上海。 因此，凡是直接用贸易术语表示价格的都是 净价，一般情况并不另行注明。净价之间的 换算主要是有关运费和保险费的转换。
2 ） 在贸易术语后加C并注明百分比
例如：每公吨200美元CIF C 2%伦敦（USD 200 Per Metric Ton CIF C 2%Lodon）
2、折扣的表示方法
一般用文字说明，也可以用绝对数表示。
例如，每公吨200美元CIF伦敦减1%折扣（USD200 Per Metric ton CIF London Loss 1%discount）；
1. FCA价换算为CPT价 CPT价是在FCA价的基础上加上运费（Freight）价。因此由FCA价换算为
CPT价公式如下： CPT=FCA+运费 2. FCA及CPT价换算为CIP价 由于CIP比FCA价增加了运费和保险费，其换算公式为： CIP=FCA+运费+保险费 CIP=CPT+保险费 CIP=CPT/1-投保加成×保险费率
（三）佣金计算方法及净价与含佣价之间的换算
佣金=含佣价×佣金率 净价=含佣价- 佣金= 含佣价×（1-佣金率） 含佣价=净价/（1-佣金率）
出口商品盈亏率、换汇成本和外汇增 值率的计算方法
❖ （一）盈亏率的计算方法
盈亏率=出口销售净收入（人民币）-出口总成本（人民币）/ 出口总成本×100%
第一节作价方法
作价方法
（一）固定价格 例：每公吨300美元CIF纽约
（二）非固定价格 1、暂不固定价格 2、暂定价格 3、滑动价格
第二节 常用价格的换算
❖ 净价之间的换算 ❖ 净价与含佣金价之间的换算 ❖ 出口商品盈亏率、换汇成本和外汇增值率
的计算方法
净价之间的换算
净价是指价格中不包含佣金和折扣。为了明 确表示双方成交的价格为净价，在贸易术语 后可加注“净价（Net）字样。例如，每打 4.20美元FOB净价上海。 因此，凡是直接用贸易术语表示价格的都是 净价，一般情况并不另行注明。净价之间的 换算主要是有关运费和保险费的转换。
2 ） 在贸易术语后加C并注明百分比
例如：每公吨200美元CIF C 2%伦敦（USD 200 Per Metric Ton CIF C 2%Lodon）
2、折扣的表示方法
一般用文字说明，也可以用绝对数表示。
例如，每公吨200美元CIF伦敦减1%折扣（USD200 Per Metric ton CIF London Loss 1%discount）；
1. FCA价换算为CPT价 CPT价是在FCA价的基础上加上运费（Freight）价。因此由FCA价换算为
CPT价公式如下： CPT=FCA+运费 2. FCA及CPT价换算为CIP价 由于CIP比FCA价增加了运费和保险费，其换算公式为： CIP=FCA+运费+保险费 CIP=CPT+保险费 CIP=CPT/1-投保加成×保险费率
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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
我们希望您对上面的条款感兴趣，期待尽快收到您的订单。
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.
四、 第五章重点词汇
advise sb on sth 建议 advise sb of sth 通知 His job is to advise the government on public health issues. 他的工作是向政府提供公共卫生建议 建议。 建议 The committee will advise all applicants of its decision. 委员会向所有申请人通报 通报它的决定。 通报 advisable a. 明智的，可取的 It is advisable to leave now. 现在离开很明智
三、报价信和发盘信的结构
第一部分：感谢对方询价。
Thank you for your inquiry of…
第二部分：提供交易的细节（最好用列表形式）。
We are pleased to quote as follows…
第三部分：说明有效期。（报价信可以没有）
This offer can remain open till …
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
如果您能在本月底前向我们订货 订货，我们将保 订货 证迅速发货 迅速发货。 迅速发货 If you place your order not later than the end of this month, we would ensure prompt shipment. 我们期待收到您的首次订单。 We look forward to receiving your first order.
回信时，请说明 说明你方的支付条款、单项商品 说明 单项商品 的购买量不少于 不少于1000打时所能给予 所能给予的折扣。 不少于 所能给予 When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 1000 dozen of individual item.
quote v. & n. 引用 a passage quoted from the textbook 引用自课本的 一篇文章 v. 报价，开价 quote a commodity at ten dollars 开价10元 quotation n.引用，报价 a quotation from Chair Mao 毛主席语录 the quotations for wheats 小麦行情
现附上您所要求的附图产品目录及价格单。 附上您所要求 附上您所要求 …and enclose our illustrated catalogue and price list you asked for. 我们将另函 另函寄上一些样品，相信您仔细看过 仔细看过这些样 另函 仔细看过 品之后，会同意这些产品是价廉物美 价廉物美的。 价廉物美 By separate post, we will send you some samples, and feel confident that when you have examined them you will agree that the goods are excellent in quality and reasonable in price.
discount on (something) 固定用法，表示某件东西有折扣。 • Is there a discount on the bookshelf? 这种书架可以打折吗？ • That store gave a 10 percent discount on everything. 这家店所有商品九折。 • With your membership card, you will receive a discount on purchases. 持有会员证，购物可享受折扣。
二、报价信和发盘信的特点
• 由于直接关系到交易细节，必须写得详细 和清楚。 • 发盘信具有法律效力，一旦对方接受（法 律上叫做“承诺”），合同立即成立。报 价信没有法律效力。 • 发盘信必须注明有效期。
发盘信必须包含的内容
• 商品名 • 价格 Product Name Price • 规格和质量 • 履行时间 Specification and Time Limit Quality • 履行地点和方式 Place and Method of • 数量 Amount Performance
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。
第四章 练习题答案
第一题 请根据下面的内容，起草一封英文商业信函。 您好，本市 本市的B&C公司告知 告知我们，您是全棉床单及枕 本市 告知 套的主要出口商。 Dear Sirs, B&C co. of this city informed us that you are the main exporter of all cotton bed-sheets and pillowcases.
Unit 5 Quotation and Offer
报价和发盘
一、报价和发盘的区别
报价（quotation）是单纯 报价 给出价格和其他信息，没有承 诺要进行交易，又称虚盘。 发盘（offer）是提出订立 发盘 合同的正式建议，有交易的时 间限制，又称实盘，法律上叫 做要约 用“大约” （about），“参考价”（reference price） 等模棱两可的词。 • 实盘的内容明确完整，包括商品品质、数 量、包装、价格、装运、支付、有效期等。 • 实盘不能有保留条件，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） • 不满足以上任一条件，就是虚盘。
注意点 • 前面是数字时，dozen不能用复数。
– two dozen (of) eggs 两打鸡蛋 – dozens of eggs 几十个鸡蛋
• not less than与no less than含义基本相同， 但是后者强调数量可观。
– I’ll stay here not less than three days. 我会在 那里至少待三天。 – I’ll stay here no less than three days. 我竟然要 在那里至少待三天。
所报价格需包括到纽约的保险及运费。 所报价格 Price quoted should include insurance and freight to New York.
第二题 请根据以下内容起草回函 您好，很高兴收到您8月20日的询价。 Dear Sirs, We are very pleased to receive your inquiry of August 20,…
第五章 练习题
请根据下面的内容，完成一封发盘信。 您好，作为对您1月5日询盘的回复，我们给 您一个实盘报价（firm offer），生效条件 是您的答复在3月27日（星期四）下午五点之 前（我方时间）送达。具体如下：
• • • • •
• •
商品名：男士衬衫（Shirts for men） 商品名 规格：10种款式（assortment），包括白色、黑色和蓝 规格 色的新款（详见目录） 质量：使用优质棉花 质量 价格：FOB广州，按照不同式样，每件从18美元到45美 价格 元不等 支付：通过装船前30天开立的、保兑的（confirmed）、 支付 不可撤销的（irrevocable）、即期汇票支付的 （ payable by draft at sight）的信用证 包装：由卖方决定 包装 装运时间：5月 装运时间