Unit 5报盘与还盘
外贸函电报盘与还盘讲述
外贸英语函电5订单、接受和回绝_(2)[1]
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订单与定单
收到买方定单后，货物发送之前，卖方为再次确 认一些事项而发出确认定单的信件，以免可能发 生的误会。
We acknowledge with thanks your letter of May 1, together with your valued order No. 111.
We will expedite your order immediately and we assure you that the goods will be forwarded within the coming week.
Ⅰ.Order
订单既可能是买方主动寄发的购货单，也可能 是买方对报盘的接受，买方发出的订单一经卖方 接受，就不能随意撤回，买卖双方就将按照订单 上的条件签署合同并执行合同。因此，在拟写订 单时，一定要将交易条件叙述完整，尤其是主要 的交易条件叙述清楚，比如，商品名称、规格、 数量、包装、价格、总金额、支付条件、交货期 等。
3. revised price 修改的价格，修正价格
1) We don’t think we can put the business through unless you revise your conditions.
除非你方修改你们的条件，否则我们认为不能达成交易。
2) 由于你方的通力合作，我们才能按你方修正价格确认向你方 订货如下：
Unit 5 & Unit 6 Orders、Acceptances 、 Confirmation & Purchase
Contract
外贸流程
客客户户资源资源
询盘、发盘、还盘
订单
定金或L/C 采购订货、工厂安排生产 船务订舱（booking）
Unit5还盘
5.Principles on Reply on Counter- Offers 1) To adopt the flexible attitude to suit the situation. 2) To be written in good care and with an eye to good-will and future business. 3) To convince the other side with facts and reasons through achieving mutual understanding or removing misunderstanding 4) To follow the basic attitude of " calmness,fairness and sincerity"
Unit 5 Counter-offers 还盘
Objectives
通过本章的学习，帮助学生掌握:
1.还盘的含义 2.还盘函常见的表达 3. 还盘函的写作策略
教学目标
知识目标： 能根据国际贸易中还盘的特点，运用还盘的 写作要点及信函的写作步骤、常用词汇及句型写出 相关还盘函。 能力目标： 将所掌握的知识融入到具体的实践活动中， 有效地指导实际的贸易工作。 素质目标： 增强沟通协作、创新能力及情感素质目标。
2. 还盘对策
1）努力说服客户接受原报价，不作让步。出口商采取这种策略的 最大风险是可能会失去成交的机会，甚至会失去客户。 2）减少公司的利润以满足客户的降价要求。这虽然是最直接和最 简便的方法，但它牺牲的是出口商自身的经济利益，因而往往 是出口商最不愿采取的对策。 3）缩小费用开支以达到降价的目的。当然，如果出口商希望缩小 的是公司业务费用以外的费用，例如运费、港口码头费等，则 必须和有关方面进行磋商和协调，自然，选择在价格中占有一 定比例并且有调整余地的费用才是最有意义的； 4）减少公司的利润以满足客户的降价要求。这虽然是最直接和最 简便的方法，但它牺牲的是出口商自身的经济利益，因而往往 是出口商最不愿采取的对策。
5.英文商务函电询盘报盘还盘
询盘（enquiries）报盘（offers）还盘（counter-offers）在国际贸易中，询盘（enquiry）通常是由买家发出，为了取得所要订购的产品的信息，例如价格，宣传册，发货日期以及其他方面的信息。
如果你是买家，应该在信件中尽量写清楚你向国外供应商询问的问题。
包括价格，折扣，付款方式，运输需要多长时间。
写信的时候不需要用过长的，过于礼貌谦卑的句子。
询盘常用短语和句型1.Interest and desires (兴趣和要求)take (have, feel) interest in (加名词)…对…感兴趣be interested in (加名词) …对…感兴趣be in the market for (加名词) …欲购买…be desire of (加名词)…想要…2. Enquiries （询盘）send quotation for …对…的报价send particulars of…告知某人某件事情的详细情况enquire for 询购e.g. We are receipt of your letter of June 12, enquiring for our black tea.make (sent ) enquiry for 询购have an enquiry for 有…的询盘e.g. We have an enquiry for 50 tons for chemical fertilizer.state terms of 说明…的条款e.g. When quoting, please state terms of payment and time of delivery.allow sb. a special allowance (discount) 给予某人特别折扣e.g. Will you please allow us a special allowance on annual total annul purchase above $ 500,000?3. Reply （询盘回复）in reply (to one’s enquiry) 回复（某人的询盘）e.g. This is in reply to your enquiry of Oct.8th, 2008.thank sb. for one’s enquiry for…感谢某人对某商品的询价e.g. We thank you for your enquiry of Feb.2th, 2008enclose a catalogue and a price list 随函附寄目录表和价格表样信1（询盘）：20th August,2008China National Import & Export Corp.SHANGHAIChinaDear SirsWe are glad to inform you that we are interested in hand-made gloves in a variety of genuine leather. There is a steady demand here for gloves of high quality and, although sales are not particular high, good prices can be obtained.Will you pleased send us a copy of your catalogue for gloves, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of the various leather of which the gloves are made.Your faithfullyCasio & Pomponio Co., Ltd.Manager样信2 （询盘回复）May 3， 2008Dear SirsThank you for your letter of April 14 for low wattage Microwave Oven. We wish to inform you that at present we are able to supply 650W Microwave Oven only, the price of which is similar to that of 600W, i.e. at USD 320 per set CIF… less 2% discount. As a matter of fact it is better than the one you enquire for, and we are sure you will find it worth buying when you read the enclosed illustrated leaflet.We welcome your order and can assure you that shipment will be made within 20days after receipt of your L/C. we except to have your decision at an early date.Your sincerelyXXXEncl. 1 leaflet报盘（offer），也叫报价，是卖方主动向买方提供商品信息，或者是对询盘的答复，是卖方根据卖方的来信，向买方报盘，其内容可包括商品名称、规格、数量、包装条件、价格、付款方式和交货期限等。
5-2报盘与还盘课件
CounterOffers and Counter-Offers
For Your Reference 1) Is this offer a firm one or not? How can people judge it? This is a firm offer. To decide whether the offer is a firm offer or not, one can rely on the use of the sentences which show the confirmation meanings, such as, “This offer is subject to our confirmation”, “We make you a firm offer at the prices quoted”, “Firm offer: ￥3540 per ton”. 2) When would a firm offer be made by seller? A firm offer would be made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withdrawn.
CounterOffers and Counter-Offers
Sample Analysis Counter offer
11Emerald Drive Shannon Park Cork CO6 18TS Republic of Ireland Nov. 17, 2009 Sunshine Cashmere Co., Ltd No.25 Kangtai Road Zhili town, Huzhou Zhejiang Province China
5.Quotations_Offers_and_Counter-offers
A counter-offer generally includes the following essential elements:
(1) Thanking the seller for his offer. (2) Expressing regret at inability to accept and state convincing reasons. (3) Putting forward new proposals or a counter-offer if appropriate in the circumstance. (4) Expressing hopes for mutually beneficial business corporation, or wishing the reader to accept writer’s counter-offer, or urging the reader to accept early.
An offer or quotation usually contains the following components:
(1) An expression of thanks for or an acknowledgement of the enquiry or cause for the quotation of offer. (2) Giving the quotation or offer, in which the name of commodities, quality, quantity, and specifications, prices, terms of payment, time of shipment, the validity of the offer, etc. (3) Futher information to encourage an early order. This part is optional but most of time is included. (4) A friendly close or an expression of expectation
报盘与还盘PPT课件
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4
Useful Expressions
indicating a firm offer (with validity):
subject to your reply reaching us by (before)…
subject to your reply (acceptance) reaching here within …days
reaching us within one week. We wish to
point out that this is the best price we can
quote, and, that we are unable to entertain
any counter-offers. -
Ungraded at RMB￥4800 net per metric ton
C&F Copenhagen or any other European Main
Ports for shipment during October/November.
This offer is firm, subject to your reply
兹证实我已给你发了电报报给你方核桃仁20公吨每公吨欧洲主要口岸价计人民币22500元10月船如果你方能给我们一个递价我们相信成交的可能性是有的
Unit Three Offers and Points
外贸函电_Unit 5国际贸易还盘和回复还盘信函
学习目标
Unit Five
了解还盘和返还盘的基本知识；
熟悉还盘和回复还盘信函的内容结 构、写作原则及常用表达；
能根据不同情境撰写还盘信函。
本讲内容
Unit Five
Section 1: Introduction Section 2: Writing Principles of A
Company Logo
Unit Five
Section 1：Introduction
受盘人在收到发盘后，有两种处理办法： 1）完全同意发盘所提出的交易条件，并 及时向对方发出接受通知，这就是所谓 达成交易； 2）不同意发盘人在发盘中所提出的条件 ，并向发盘人提出自己的修改条件，这 就是所谓的还盘。
A Counter-Offer Letter
还盘常用短语:
on counter-offer）
counter-offer 还盘
counter-counter-offer 反还盘
trade agreement 贸易协定
favorable terms 优惠条件
total quantity 总量
minimum quantity 最低购买量
Counter-Offer Letter Section 3: Specimen Letters
Unit Five
Section 1：Introduction
➢还盘的概念和特点 ➢还盘的规律 ➢返还盘的概念
Unit Five
Section 1：Introduction
还盘(Counter-offer)，又称还价。在国际 商务交流谈判中，当买方收到卖方的报 盘以后，如果不接受或者不能完全接受 其交易条件，就需要进一步洽谈。买方 可以针对价格、支付方式、装运期等主 要交易条件进行修改或提出不同的建议 。
商务英语口语900句(中英文)
《商务英语口语900句》目录：Unit1希望与要求Unit2产品介绍Unit3业务范围介绍Unit4承诺Unit5询盘Unit6报盘Unit7还盘Unit8对还盘的反应Unit9要求优惠Unit10给予优惠Unit11双方让步Unit12订货及确认Unit13请求代理并说明代理理由和代理能力Unit14对代理请求的回应Unit15代理条件和要求Unit16合同Unit17卖方对支付方式的要求Unit18买方的支付方式Unit19保险Unit20对包装的建议及要求Unit21告知客户包装所用材料、方式及其质量保证Unit22货运通知Unit23货运要求及答复Unit24催运货物并告知货物迟到结果Unit25仲裁Unit26索赔理由及依据Unit27索赔内容及金额Unit28对索赔要求的回应Unit29引进技术的要求Unit30技术引进的方式及费用Unit1希望与要求Part11.We'd like to express our desire to establish business relationship with you on the basis of quality,mutual benefit and exchange of needed goods.我们希望在保证质量、互惠互利以及交易彼此需要的货物的基础上和你们建立业务关系。
2.In order to extend our export business to your country,we wish to enter direct business relations with you.为了扩大我们在贵国的出口业务，我们希望和你们建立直接贸易关系。
3.Our hope is to establish mutual beneficial trading relations between us.希望在我们之间能够建立互惠互利的贸易关系。
《外贸函电英语》教学大纲
《外贸函电英语》教学大纲目录1．课堂教学大纲 (2)1.1 课程基本信息 (2)1.2 课程性质、目的和任务 (2)1.3 教学基本要求 (3)1.4 教学手段与方法 (3)1.5 理论教学单元主题及学时建议分配 (4)1.6 教学基本要求、内容 (5)2. 实训大纲 (9)2.1 实训目的和要求 (9)2.2实训教学课时安排 (9)2.3 实训具体内容 (9)1. 课堂教学大纲1.1 课程基本信息课程名称：《外贸函电英语》英文名称：Business English Correspondence学时：72适用对象：商务英语二年级学生使用教材：贺雪娟主编，《外贸函电实用英语》，高等教育出版社，2007参考书目：檀文茹、徐静珍主编. 外贸函电. 北京：中国人民大学出版社，2004孙平编. 商务函电. 北京：经济科学出版社，2000阎兴伯、黄宪西主编. 商务英语函电. 北京：高等教育出版社，2006韩芹、边洁英主编. 国际商务英语函电. 北京：北京大学出版社，2007廖瑛等编. 实用外贸英语函电教程. 武汉：华中科技大学出版社，2003樊红霞主编. 英文外贸函电. 北京：外研社，2007葛萍、周维家主编. 外贸英语函电. 上海：复旦大学出版社，20071.2 课程性质、目的和任务课程性质：商务英语专业核心理。
本课程是商务英语专业和经济贸易类专业一门应用性质的课程，是对外经贸业务洽商中英语函电写作的需要而开设的。
它主要涉及到英语应用文写作和外贸实务两方面的知识，是英文写作在外贸业务函电中的实际应用。
在本课程的教学中，理论性方面的知识比较少，着重强调让学生通过大量的实训来掌握知识。
课程目的：通过本课程的教学，使学生掌握国际贸易活动中各种商务信函的写作方法和技巧，提高其使用英语进行书面商务沟通的能力。
课程任务：熟记商务信函的格式和常用句型，掌握写作的基本原则和方法，了解写作技巧，能够正确书写内容较为简单的商务书信。
国际商务函电信函写法Unit 5 Quotations, Offers and Counter-offers
Word study
Offer draft place an order for offer you a special allowance Make sb. an offer for sth. Make shipment
Word study
Active Advancing Animated Bearish Brisk Bullish Declining Depressed Dull Easy
旺盛的 有生气的 下跌的 兴旺的 兴旺的
退缓的，呆滞的 轻松的
Excited 紧张的
Feverish 波动的
Firm
稳定的
Flat
平稳的
Inactive
Overstocked 存货过多的
Quiet
Panicky 惊慌的，恐慌的
Sluggish 滞缓的
Steady
Weak
疲软的
Terms (offers)
Offer Offerer Firm offer Non-firm offer Validity Confirmation Acceptance
FOB (Free on board) FAS (Free alongside ship) FCA (free carrier) CIF (cost, insurance and freight) CFR (cost and freight) CPT (carriage paid to) 运费付至 CIP (carriage ,insurance paid to)
句型2：报价
1.We offer you 5 metric tons Frozen Fish at USD 500 per metric ton CIF EMP.
报盘与订货
一、报盘也称为发盘或报价/发价，通常是卖方在买方询价后 应其要求发出的。一般包括商品名称、品质、规格、数量、 单价、交货期、付款条件、付款方式、有效日期、折扣、到 岸价等信息。报盘有实盘（firm offer)和虚盘(non-firm offer)之分。如果买方保证在规定期限内按所报价格发货， 则称为实盘；反之，若没有价格、数量等限制信息则称为虚 盘。 二、报盘一般分为以下三部分： （1）、感谢对方询价； （2）、按要求介绍自己商品的品质、规格各方面信息。价格 还应说明是否包含运费、保险费及包装条件等。实盘还要注 明有效期。(3)希望早日得到答复达成交易。
ceiling price 最高价 rebate 回折
例子
Dear Mr. Jones, We thank you for your enquiry of February 12 and are pleased to send you our quotation for the goods you required. Article: Shoes Quality: DC Brand No. 3 Quantity: 100 pairs Price: US＄30 a pair F. O. B. Keelung Shipment: July-August Terms: Draft at 60 d/s under Irrevocable Letter of Credit Please note that we have quoted our most favorable price and are unable to entertain any counter offer. As you are aware that there has lately been a large demand for the above commodities. Such growing demand will likely result in increased prices. However, you can secure these prices if you send us an immediate reply. Sincerely yours,
报盘还盘常用句型-翻译作业
翻译作业（一）报盘还盘常用句型I.报盘开篇1）感谢贵方7月2日的询盘，现确认我方今晨报盘如下。
2）贵方4月29日来函收悉，非常感激。
今函复报盘如下，以我方最后确认为准。
3）根据贵方5月5日的询盘，很高兴以如下价格提供我方货品。
4）我方专营中国工艺品出口业务，今冒昧给贵方寄去我方报价单，供参考。
II.报盘结尾5）本报盘为实盘，以我方在10月6日前收到回复为准。
6）信中报价有效期至8月31日止。
此日期后条款和价格需要重新商讨。
7）本报盘有效期10天。
如有变化，恕不事先通知。
8）本报盘以获得进口许可证为准。
9）相信贵方会对我们的报价满意，并期待收到贵方订单。
III.买方还盘10）为达成这笔交易，请至少降价3%。
如价格能在稍微下调，我方将寄送大宗订单。
11）如果按照这个价格买进，我方实在难以推销。
12）我们类似的产品报盘，价格要低得多。
13）如按这个价格，恐怕贵方获得这笔交易的机会甚小。
IV.卖方接受还盘14）考虑到双方的友谊，我们接受贵方还盘。
15）我们可以考虑给与贵方3%的佣金折扣，但前提是贵方的首次订单量达到300打。
16）如订购1000台以上，我方准备给与每台9.10美元的特价报盘，即5%的折扣。
17）经董事会研究，同意你们的减价要求，现附上修改过的商品价格单。
V.卖方拒绝还盘18）很遗憾，我们无法满足贵方的降价的要求，因为我们的价格是经过严密计算确定的。
19）经过深思熟虑，坦白说，我们价格已经确定，无法给与贵方要求的降价。
20）尽管我们愿意满足贵方的要求，但很遗憾，我们无法接受贵方还盘，否则无利润可言。
21）我方发盘十分合理，因此很遗憾不能接受贵方还盘。
22）尽管我方渴望与贵方开展贸易，但很抱歉，不能接受贵方的降价要求，我方价格已经削减到了最低。
VI.买方拒绝卖方报盘23）很遗憾，由于贵方价格过高，我方无法接受贵方报盘。
24）我方已收到贵方报价，但很遗憾，贵方报价过高，我们无法接受。
除非贵方能降价，与本地市场行情一致，否则，双方无法合作。
Unit 5 Offers and Counter-offers
Notes to Letter One e.g. Please make/send us an offer for gold and silver thread embroidered articles. 请报金银绣品价格。
Notes to Letter One 3. subject to our final confirmation 以本公司最终确认为准（表示此盘为虚盘） subject to your acceptance within two weeks 以贵公司在两周之内接受为条件（说明此报盘为 实盘） subject to your immediate acceptance （实盘）以贵公司立即接受为条件 subject to your reply reaching here before June 23,2006
Offer
An offer letter usually includes : (1) An expression of thanks for the enquiry, if any. (2) Name of commodities, quality, quantity, and specifications. (3) Price terms, discounts, commission and terms of payment. (4) Packing and date of delivery. (5) The validity of the offer（for firm offer）
苏教版初二英语Unit5知识概要
苏教版初二英语Unit5知识概要八上Unit5一、重要单词用法1．名词：dish一道菜；盘；碟子 pity同情 zebra斑马beginning开始，起初 result结果 danger危险 action行为；行动 law法律 while一会儿；一段时间 living生存；生计 human人 shame憾事；羞愧 illness疾病 report 报告 tail尾巴2．动词：die死 mean意思是，意味着 face面对；面临 save 储存；节省 kill杀死 sell卖，出售 act行动，表演accept接受，收受 move活动，移动，搬迁3．形容词：free自由的，不受拘束的 closed关闭的 lost迷路的，迷失的 sorry难过的，遗憾的 thick厚的；密的；浓的4．副词：sadly令人遗憾地，不幸地；伤心地 slowly缓慢地5．代词：none没有一个人或物6．兼类词wild adj.野生的n.自然环境，野生状态二、常见词组1.no way不可能2.have /take pity on 同情，怜悯3.in fact实际上，事实上4.call sb. sth. 把某人叫做……5.be born出生，出世6.look like…看起来像……7.for the first time第一次8.not… any more不再9.in the beginning一开始10.learn to look after oneself学会照料自己11.face serious problems面临严重的问题12.in the wild在野外13.live on…以……为食14.as a result因此15.in danger处境危险16.take action采取行动17.right away立刻，马上18.at birth出生时，诞生时19.work out计算出，解答20.with the help of…在……帮助下21.get lost迷路22.for a short while很短的一段时间23.because of…因为……三、经典句型1.So could you please not eat them? 所以请你不要吃它们好吗？2.I may die without them.没有它们我可能会死的。
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Step 1. Introduction
• 2)Transitional Paragraph: (Counter-offer) • (1) Express your dhe offer and give
offer
Step 1. Introduction
• 1) New customer with the first inquiry. • 2) Old customer with the first inquiry for an
new products. • 3) On the fair or show. • 3.The structure of a satisfactory offer • 1) Opening Paragraph: Express your
details of prices, discounts, terms of payment, time of shipment, and packing conditions so as to enable the buyer to make a decision. • (2) A supplementary short paragraph to draw the customer’s attention to other products likely to interest the buyer. • 3) Closing Paragraph: Express your hope for an order. • Counter-offer • 1. Counter-offers: A buyer does not agree with any or some of the transaction terms of a quotation or a firm offer, he sends a counter-offer.
Unit 5 报盘与还盘
Quotations, offers and counteroffers
I Aims & Requirements
• To enable S.S. to master the writing ways of a firm offer;
• To require S.S. to identify a firm offer from a non-firm offer.
• Offers • An offer is a promise to supply goods on the terms and
conditions stated. In an offer, the seller not only quotes the price of the goods, but also indicates all necessary terms, just as: The name of the goods, Quality, Quantity, Price, Time of Shipment, Terms of Payment and so on. • 1.Types of offer • An offer may either be firm within a certain time-limit (firm offer) or be made without engagement (nonfirmoffer). • 1) Firm Offer: Firm Offer are made when a seller promises to sell goods at a stated price and within a stated period of time.
thanks for the enquiry, give your conditions for offer (firm offer or non-firm offer).
Step 1. Introduction
• 2)Transitional Paragraph: • (1) Name of the goods, quality or specifications, quantity,
Step 1. Introduction
• 1.The Key Structure of the counter-counter offer • 1) Opening Paragraph: Express your thanks with
a courteous sentence. • 2)Transitional paragraph: (Counter-counter Offer) • (1) Express your difficulties to accept the buyer’s
• 4)Asks for earlier delivery. • 5)Asks for changing the package. • 6) Counter-offer on the discount ofthe
goods. • 7)Asks for more commission. • 3.The Key Structure of the letter. • 1) Opening Paragraph: Express your
• 2. Several Kinds of Counter-offers: • 1) Counter-offer on price . • 2)Asks for reduction of minimumquantity. • 3) Counter-offer on payment terms.
Step 1. Introduction
full right of acceptance or refusal. In the latter case, the seller may make another counter-offer of his own. This process can go on for many a round till the business is finalized or called off.
Step 1. Introduction
• 2) Non-firm Offer:There are four kinds of flexible offer.
• (1) Offer subject to prior sale, Offer subject to being unsold. (有权先售报价）
useful sentences and phrases illustrated in the notes. • Reciting the useful sentences in the book with a view to keep the
sentence pattern in your mind. • Doing exercises according to the knowledge we learned in this
firm; we have the pleasure of offering----• Exercises: the offer is open (valid, good)
within---• Under separate cover, irrevocable L/C.
Step 1. Introduction
your reasons. • (2) Express your conditions (suggestions) to counter-
offer. • 3) Closing paragraph: Express your hope for acceptance
of counter-offer. • Counter-counter Offers • The seller receives the buyer’s counter-offer, he has the
counter-offer. • (2) Express your counter-counter offer • 3) Closing paragraph: Express your hope for
acceptance of counter-counter offer.
Words for introduction
• P1:transaction交易; initial首次的; receipt收到，收 据;abroad国外的;sheet表，单;preferred优先的; pro forma invoice预制发票;format格式;
• P2:shipment发货;specify指定;familiar熟悉 的;description描述，说明;overseas海外地;domestic 国内的;
• Ask students to grasp the definition of firm offer and useful expressions init.
• Let them be familiar with the words and phrases and can make use of them quite conveniently
Step 1. Introduction
• In the counter-offer, the buyer may show his disagreement to the certain termand conditions and state his own idea instead. Such alterations, no matter how slight they may appear to be, signify that business has to be negotiated on the renewed basis.
• (2) Offer subject to confirmation. （经确认为有效 的报价）