外贸函电 第五章
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外贸函电UNIT 5
Dear Sir or Madam,
We are writing to you on behalf of our principals in Melbourne who are interested in importing chinaware from China. Could you send us your latest catalogue and price-list, quoting your most competitive prices?
You will see that we can offer a wide selection of dinner and tea services ranging from the rugged “Greystone” earthenware breakfast Sets, to the delicate “Ming” bone china dinner service. You can choose from more than fifty designs which include the elegance of Wedgwood, the delicate pattern of Willow, and richness of Brownstone glaze.
21.Please quote us CIF Sydney for the supply of 500 units of your product for August shipment. 请报贵公司500套CIF悉尼价，船期为八月份 22.Please let us know what quantities you deliver at regular intervals and quote your best terms FOB Paris. 请告知我公司所能定期交货的数量，并报出FOB巴黎的最 优惠条件。 23.Please inform us whether you can dispatch your product straight from the stock. 24.enclose our illustrated catalogue 25.by separate post 26.under separate cover 在另一包裹或另函内
外贸英语函电 第五章
packingnprocessofpackinggoods包装packinginstructions包装须知packinglist装箱单neutralpacking中性包装seaworthypacking适于海运的包装designatedpacking指定包装innerpacking内包装outerpacking外包装intactpacking完整的包装improperpacking不良包装defectivefaultypacking有缺陷的包装packagen
Besides, packing should be in compliance with the customs or statutory requirements of the import country and much attention should be given to the packing materials. For example , straw is restricted in some countries
due to the risk of insects; wooden cases must be treated to kill any pests inside. And attention should also be paid to the customs and preference of the import country when designing the inner packing.
1）pack sth in …(a container) 用某种容器包装
They pack the walnuts in double gunny bags. 他们用双层麻袋包装核桃。
Our trip scissors are packed in boxes. 我们的旅行剪刀用盒子包装。
Besides, packing should be in compliance with the customs or statutory requirements of the import country and much attention should be given to the packing materials. For example , straw is restricted in some countries
due to the risk of insects; wooden cases must be treated to kill any pests inside. And attention should also be paid to the customs and preference of the import country when designing the inner packing.
1）pack sth in …(a container) 用某种容器包装
They pack the walnuts in double gunny bags. 他们用双层麻袋包装核桃。
Our trip scissors are packed in boxes. 我们的旅行剪刀用盒子包装。
外贸英语函电第五章
If the reply to an offer contains any additions,
limitations or other modifications, it may be
regarded as a rejection of the offer and constitutes a counter-offer. When making counter-offer, the buyer can
change the original offer. (the proposal )
5.Show sincerity in the negotiation to urge the seller to accept the counter offer. (Encouragement)
Section two
Dear Sirs：
Re： Chemical Fertilizer We thank you for your letter of July 5th offering us 1000 metric tons of the subject goods at US. $ 600 per metric ton CIF Dalian , usual terms. In reply, we very much regret to state that our end users here find your price too high and out of the prevailing market level. Information indicates that some Japanese makes has been sold at the level of US$ 550 per metric ton. Such being the case, it is impossible for us to persuade our ender users to accept your price. Should you be prepared to reduce your limit by ,say 10 percent , we might come to terms. 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 counter offer most favourably and fax us acceptance at your earliest convenience. We are anticipating your early reply.
外贸英语函电第五章
A proforma invoice is an invoice sent to buyers abroad for form’s sake.It is usually used to enable buyers to apply for a necessary import licence.
subject to final confirmation
3 兹附上我方第3419号形式发票一式两份500 辆永久牌自行车，19XX年10月交货。我们想 说明一下，该形式发票有效期至19XX年9月1 日止。
Enclosed is our Proforma Invoice No.3419 in duplicate covering 500 Forever Brand Bicycles for shipment during October, 19…We wish to state that the proforma invoice is valid till September 1, 19…
在形式发票上注明所定价格和条款的有效期限是一 个可取的策略。但是，为了使卖方避免事后的麻烦， 在形式发票上切勿加注任何不确切的条文，即使这 些条文无足轻重。这一点很重要。
有效期限
Specimen letter
P54 Letter-1 P55 Letter-2 P56 Letter-3
Letter-writing Guide
poplin n.府绸; 毛葛 draw one’s attention 引起……的注意
6 信内附上5万码府绸第1002号形式发票一式两份。 请注意，所报价格以你方于19XX年10月30日前接 受为准，因其他客户对我方供应之货也有兴趣。 Attached to this letter is our Proforma Invoice No. 1002 in duplicate covering 50,000 yards poplin. We wish to draw your attention to the fact that the price quotated by us is subject to your acceptence before October 30, 19…, the reason being that many other buyers are also interested in our supplies.
subject to final confirmation
3 兹附上我方第3419号形式发票一式两份500 辆永久牌自行车，19XX年10月交货。我们想 说明一下，该形式发票有效期至19XX年9月1 日止。
Enclosed is our Proforma Invoice No.3419 in duplicate covering 500 Forever Brand Bicycles for shipment during October, 19…We wish to state that the proforma invoice is valid till September 1, 19…
在形式发票上注明所定价格和条款的有效期限是一 个可取的策略。但是，为了使卖方避免事后的麻烦， 在形式发票上切勿加注任何不确切的条文，即使这 些条文无足轻重。这一点很重要。
有效期限
Specimen letter
P54 Letter-1 P55 Letter-2 P56 Letter-3
Letter-writing Guide
poplin n.府绸; 毛葛 draw one’s attention 引起……的注意
6 信内附上5万码府绸第1002号形式发票一式两份。 请注意，所报价格以你方于19XX年10月30日前接 受为准，因其他客户对我方供应之货也有兴趣。 Attached to this letter is our Proforma Invoice No. 1002 in duplicate covering 50,000 yards poplin. We wish to draw your attention to the fact that the price quotated by us is subject to your acceptence before October 30, 19…, the reason being that many other buyers are also interested in our supplies.
外贸函电课程重点_外贸函电 Unit5
Unit 5. Offer第五章发盘Leading-in Tasks （任务导入）Try to finish the following tasks and predict the objectives and focus of this unit.Task 1.假设你是广东轻工产品进出口公司（Guangdong Light Industries Products Import and Export Corporation，联系地址：779 East Dongfeng Road, Guangzhou, P. R. China，Tel: 020-******** Fax: 020-******** E-mail：gdlip@）出口部的经理。
最近，你公司收到香港金鞋子公司（Golden Shoes Corporation，联系地址：1272 Royal Road, Hong Kong，Tel：00852-23232323 Fax：00852-23242324 E-mail: nsfz369@）发来的询盘信。
现在，请代表公司就你们的男式休闲鞋向其发实盘。
注意信中务必包含以下内容。
1) 贵公司2010年5月4日发来的询盘信已经收悉，谢谢你们对我们的产品感兴趣！2) 应贵公司要求，特此向你们报实盘如下：品名：远足牌男式休闲鞋（Hiking Brand Men’s Casual Shoes）规格：棕色橡胶底（Rubber Soles）、黑色棉布鞋面（Cotton Uppers）尺寸：大码50%，中码50%（Large 50%, Medium 50%）包装：每件塑料袋内装一双男式休闲鞋，每一加固板箱内装两打（Each pair in a poly bag, two dozens to an enforced carton）数量：200打价格：每打100美元，成本加保险费、运费至纽约价交货：2010年9月15日支付：在保兑的不可撤销的信用证条件下凭即期汇票支付3) 此盘为实盘，北京时间2010年5月15日下午5点前复到有效。
Chapter 5国贸函电
on the current price of HK $280 per set CIF Hong Kong. This offer is subject to your reply reaching here on or before 20th June We give you the first chance and hope you will take advantage of this exceptional offer. Your favorable response is awaited. Yours Sincerely China National Import & Export Corp. Manager (sign)
Sample Letter 信函范文： 信函范文：
Dear Sirs, We wrote to you on May 22 in reply to your enquiry for air-conditioners. However, up to the present writing, we have not had the pleasure of hearing from you. Your silence leads us to think that there must be something that precludes you from making further enquiries. Perhaps it is because that the catalogue we sent you shows only the standard type of air-condtioners, and it is quite probably that you could not find the model you were looking for .
外贸函电UNIT FIVE Insurance
13
L5-6 and L5-7 1. What is L5-6 about? 2. What do you know about “shipped clean”? 3. What does Mr. Cooke assume to be the main cause of the so frequent damages Ganjiang Potteries
represents referred to as? 3. What does the writer request by writing this letter?
4. Do you think this is the first time that Cathay have written to Global Insurance (Asia) Ltd.?
18
11 General Additional Risks
Clash & Breakage Risks
Failure to Deliver Risk
Fresh and/or Rain Water Damage Risk
Hook Damage Risk
Intermixture & contamination Risks
Total loss + General Average + Particular Average 3. All Risks
Total loss + General Average + Particular Average + 11 General Additional Risks Average: an anglicized French word avarie = risk
L5-6 and L5-7 1. What is L5-6 about? 2. What do you know about “shipped clean”? 3. What does Mr. Cooke assume to be the main cause of the so frequent damages Ganjiang Potteries
represents referred to as? 3. What does the writer request by writing this letter?
4. Do you think this is the first time that Cathay have written to Global Insurance (Asia) Ltd.?
18
11 General Additional Risks
Clash & Breakage Risks
Failure to Deliver Risk
Fresh and/or Rain Water Damage Risk
Hook Damage Risk
Intermixture & contamination Risks
Total loss + General Average + Particular Average 3. All Risks
Total loss + General Average + Particular Average + 11 General Additional Risks Average: an anglicized French word avarie = risk
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 .
17
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
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 .
17
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
外贸函电_第五单元
1.感谢对方的订单，及对本产品的兴趣。 2. 由于已经约定只接受批发商的业务，所以不能 直接将货品直接卖给顾客。 甚至任何产品价格的透露都会违反诚信原则 这也是保持我方良好信誉的方式。 的订单恐怕不能执行。 3.但是你可以去当地的经销商购买。随函附上一 份折扣价出售眼镜的商家名单。
Thanks for your order. We appreciate your interest in our products. Because it is agreed that we keep the business between ourselves and dealers, we don’t sell our glasses directly to customers. That is our way of keeping good faith with our business partners. Even any disclosure about the price would be a violation of trust. So, I ‘m afraid your order cannot be executed. However, you can buy those items to your local distributors. Enclosed is a list of dealers in your area which sell glasses at discount.
Approval should be given to all these projects. All these projects should be approved.
Solutions to these problems can be found only through… These problems can only be solved through…
外贸函电与写作第五章
3. 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. ■ In the counter-offer, the buyer may show his disagreement to the certain term or terms 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.
In the following cases you may give flexible offer: 1. New customer with the first inquiry. ■ 2. Old customer with the first inquiry for an new products. ■ 3. On the fair or show.
1. Introduction
Offers Counter-offer Counter-counter Offers
2.Offer :
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.
外贸英语函电第五章 TERMS OF PAYMENT
了解汇付在国际贸易中的应用；
Understanding the application of collection in international trade；
了解托收在国际贸易中的应用；
Master the application of letter of credit in international trade；
5.1.1 Usual Terms of Payment in a Sales Contract（销售合同的常用付款方式）
1. Remittance 2. Collection 3. Letter of Credit
1. Remittance
Remittance, as the simplest method of payment in international trade, means that a bank, at the request of its customer, transfers a certain sum of money to its overseas branch or correspondent bank, instructing it to pay a named person in that country.
用证）
1. L/G 2. Standby L/C
国际贸易货款的支付主要涉及支付工具、支付时间、支付地点 和信用等方面。支付方式多种多样，汇付、托收和信用证是采 用最多的三种方式。
汇付是付款人通过银行，把款项汇给收款人的支付方式。汇付 主要包括电汇、信汇和票汇三种方式。
托收是由卖方开具汇票，委托所在地银行，通过买方当地银行 向买方收款。托收分光票托收和跟单托收两种。
2. Collection
《外贸函电》unit5 shipment
Unit 5 ShipmentI.Aims and Requirments1.Learn the procedure of shipment2.The liner and the tramp3.The function of Bill of LadingII. Contents1.Structure of a business letter about shipment and additionalsentence patterns about shipment2.Types of B/LIII. Focus on and Difficulties1.The procedure of shipment2.Structure of a business letter about shipmentIV. Teaching steps1.The procedure of shipment:Get shipping instruction---book space or chartering ship---send shipping note---shipping order---inspection---declare customs---loading on board---mate’s receipt---shipper---pay freight---B/L---negotiation(send shipping advice)2.The types of business letter about shipment1)装船通知函(1) 通知买方合同货物已装船，其内容包括：XX号订单的订货，XX号合同下的货物，信用证号，商品名称，装船数量，船名及起航日期等，一边买方办理保险，并准备接货。
（2）并告知已按合同规定随函寄送装运单据副本。
（3）表明希望货物能按时到达，并令客户满意。
2)催促/提前发货函（1）提及该货：XX号订单的订货，XX号合同下的货物，商品名称，数量等（2）告知催促/提前发货理由：因交货期临近而卖方还没发货，发函催促，希望对方在合同规定的装运期内履行交货义务，并强调准时发货的重要性；因急需货物，买方发函请求卖方提前发货（3）感谢合作eful sentencesV. Practical ExercisesDraft a shipping advice to your customer敬启者，有关我FC9789号销售确认书项下的1000打虎头牌手电筒的9891号信用证已收到。
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。
外贸函电Unit 5b Order and Reply
Confirm the order Arrangement for delivery, payment etc.
按照商法，买主的订单是对欲购货物的出价，在卖主接受以前， 不受法律约束。在接受以后，双方就要履行协议（如办理开立 信用证、付款、租船、装运、保险等手续 ），并受法律约束。
What are the points to remember while you are writing a letter of acceptance?
advice
Expressions for Order Letters
1.
Placing Orders
1) to place an order with sb. for sth. 给予某人订单
We thank you for your quotation of May 20 and now place an order with you for the following items. 贵方5月20日报价函已收到，谢谢。 现向贵方订购下列商品。
Sincerely yours,
Notes
这是一封订购函。此信函是双方的首次合作， 在写作上首先以subject/sub开头提出主题；然 后报出订购的数量，接着对质量提出了具体详 细要求；同时提醒对方首次合作的重要性。
dispatch V.发货, 派遣, 发送 as per 根据，按照 airtight adj.密封的 polythene bag n.聚乙烯塑料袋 seaworthy adj.适合海运的 Duplicate n.副本 Please sign and return one copy for our file. 请签 退一份供我方存档。
外贸函电 第5单元
Non-firm offer are usually made by means of sending catalogues, pricelist, and quotations. It can be considered as an inducement to business.
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）
Introduction
Definition of a counter-offer:
A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer.
Introduction
A letter in which a non-firm offer is made can be written in the following structure:
1. Open the letter by expressing thanks for the inquiry, if any. 2. Provide details of quantity, quality, price, discount, payment, packing and so on. 3. Express the hope for a favorable reply.
外贸函电第五章答案
Unit 5 Exercises1. Complete the following sentences by translating the part in Chinese intoEnglish.(1) indicating (指明)specifications (规格)the earliest time of delivery (最早交货时间)(2) your latest catalogue of your product with a price list (一份贵公司产品的最新目录表和价格表)(3) take into consideration (考虑)place regular orders for (经常性订购)(4) inclusive of 5%commission (包括5%的佣金)(5) take the liberty (冒昧地)2. Read the following sentences and try to find out the mistakes and make corrections. There is one mistake in each sentence.(1)given →enclosed(2) for →in(3) include →conclude(4) stated →stating(5) doing →making3. Translate the following sentences.Part I Translate the following sentences into English.(1)We have great interest in importing your goods and would appreciate your sending uscatalogues, samples and price lists if possible.(2)We hope that your prices will be competitive and that business will materialize to outmutual advantage.(3) One of our clients takes interest in your products and wishes to have your price list for theitems specified below.(4) We have seen your products at the Guangzhou Trade Fair and should be glad to have thefavorable price and the earliest date of delivery.(5) Please quote your lowest price C.I.F. London for each of the following items, inclusive ofour 2% commission.Part II Translate the following sentences into Chinese.(1)请尽快传真你方的形式发票给我方并航寄复制本一式两份。
外贸函电 Unit 5
Introduction
An order should at least contain the following points:
1. description of the goods, such as specification, size, quantity , quality and article number (if any); 2. prices(unit prices as well as total prices); 3. terms of payment; 4. mode of packing; 5. time of transportation, port of destination and time of shipment etc. .
Language Points
place an order 事由：名牌运动鞋 下订单
Re: Brand Name Shoes be shipped from stock
out of stock 缺货
现货装运
in stock 存货
Language Points
sales confirmation in accordance with partial shipment transshipment S/C 根据，按照
1. We would like you to open an irrevocable L/C against draft at sight in our favor within one week. 2. Enclosed please find our signed copy of Purchase Confirmation.
Introduction
The following structure can be for your reference in placing an order:
外贸函电培训第五单元
refer to 参考，参阅
place a trial order 试订
Letter 3
请参阅
1. May we refer you to S/C No.89 SP-7542 against which we booked with you 1,000 Bicycles against 按照，依据 of the same brand at the prices about 10% lower book v. 预定，定购 than you now quote us. book an order with sb. 下订单
We quote US$500 per ton CIF Shanghai for these goods. 我们对这些货物的报价是上海CIF价每吨500美 元。 quotation n. 报价 make (submit) a quotation for sth. send a quotation
如：1） If you take the quality into consideration, you will see that our price is reasonable.
如果你把质量考虑进去，你将发现我们的价格是合理的。
Exercises
Translate the following 1. Quotation 报价 2. As per 按照 3.Make sb. an offer 向某人发盘
for
interesting
( Under/By ) separate cover we are sending you for your reference a copy of our catalogue, in which are shown the various styles and specifications of the bikes available ( ) export. should you find any items listed ( ) the catalogue ( ) interest we would make inyou further offers.
place a trial order 试订
Letter 3
请参阅
1. May we refer you to S/C No.89 SP-7542 against which we booked with you 1,000 Bicycles against 按照，依据 of the same brand at the prices about 10% lower book v. 预定，定购 than you now quote us. book an order with sb. 下订单
We quote US$500 per ton CIF Shanghai for these goods. 我们对这些货物的报价是上海CIF价每吨500美 元。 quotation n. 报价 make (submit) a quotation for sth. send a quotation
如：1） If you take the quality into consideration, you will see that our price is reasonable.
如果你把质量考虑进去，你将发现我们的价格是合理的。
Exercises
Translate the following 1. Quotation 报价 2. As per 按照 3.Make sb. an offer 向某人发盘
for
interesting
( Under/By ) separate cover we are sending you for your reference a copy of our catalogue, in which are shown the various styles and specifications of the bikes available ( ) export. should you find any items listed ( ) the catalogue ( ) interest we would make inyou further offers.
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3. in reply 答复,此复 1) In reply, we would like to observe that we cannot do business on your conditions. 我们不能按你们的条件进行交易，兹复。 in reply to = in answer (response) to 现答复，兹复 2) In reply to your letter of 26th of this month, we are making you the following firm offer.
Useful Expression 句型
句型1：感谢对方的来函 （1）5月2日函悉，按你方要求，我们作如下 发盘，以我方最后确认为主。 We’ve received your letter of May 2, and as requested, we are offering you the following subjects to our final confirmation. （2）感谢你方5月10号来函寻购500吨花生。 We thank you for your enquiry of May 10 for 500 tons of Groundnuts. （3）为复你方500吨核桃的询盘，我们特向你 方发盘如下： In reply to your enquiry for Walnuts, we offer you 500 tons of Walnuts as follows:
5. entertain v. 考虑，接受
1) We are not in a position to entertain any fresh orders on account of the uncertainty of raw materials. 由于原材料的不稳定，所以不能接受 任何新订单。 2) As we have quoted our most favorable prices and any counteroffers will not be entertained. 我方所报价格已是最优惠的,因此不 能考虑接受任何还盘。
6. approval n. 批准；认可；同意；赞成
meet with approval 得到赞许 meet with general approval 取得一致同
意 meet with wide approval 获得广泛好评 1) We believe that quality will meet with your approval. 2) Your proposal has met with general approval. 3) The goods were bought subject to “approval of sample” 该货物是凭“认可样品”购买的。
Words and Phrases
1. offer n. v. 报盘 make sb an offer for sth offer sb firm for sth 就某物向某人报盘 1) Please make us an offer CIF London for (on) 20 metric tons groundnuts. 请就20公吨花生向我们报盘，伦敦CIF价。 2) The offer is firm (valid, good, open, for effective, enforce) for two weeks. 此报盘两周内有效。 3) At present, we cannot offer more than 1000 shorts tons. 目前，我们的报盘不能多于1000短吨。
10、without engagement 没有约束力
11、meanwhile= in the meantime 与此同时
13、trial order 试购 14、take… into consideration 考虑某事 15、Take advantage of : 利用 16、As per 按照 17、make a concession 做个让步 18、change without notice 如有变化不另行通 知 19、price difference, price gap 差价 20、in duplicate 一式两份 in triplicate 一式三份
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. 行市疲软
1、发盘 Offer
2、 发盘人 Offerer 3、实盘 Firm Offer 4、虚盘 Non-firm offer 5、有效期 Validity 6、确认 Confirmation
final confirmation 最后确认
7、接受（承兑）Acceptance 8、captioned goods 标题商品 9、be subject to 以……为条件
find our prices acceptable 认为我方价格可接受
9. usual terms 惯常条款
on usual terms 按照惯常条款 under usual terms 按照惯常条款 according to usual terms 按照惯常条款
e.g. We have acknowledgement of your letter of June 10 offering us 3000 dozen of the captioned goods at US$35.00 per piece CFR Vancouver on usual terms.
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.
感谢贵公司6月10日来函，按惯常条款向我 方报盘3000打上述货物，每件35.00美元温 哥华CFR价。
10. come to terms 达成交易 (= come to business ) Similar Expressions： conclude the business conclude the contract close a bargain close a deal put the deal through give one’s hands on bargain 11. in view of , considering 鉴于 1) It is only in view of our long-standing business relations that we offer you this special discount. 只是鉴于我们之间长期的业务关系才给你方特别 折扣。 2) Considering the unusual circumstances，we agree to accept (waive) your requirements. 鉴于情况特殊，我们同意接受（放弃）你方的要求
D. subject to change without notice（如有变化不另
行通知） E. without engagement （无约束力） 在本章中subject to 是一个标准的报实盘时对答复信 时间和地点的规定。
subject adj. (和介词to连用) 易遭受…的；须经…的， 有待于…的，易受…支配
一般保留条件有以下表达法（不认为是实盘）： A. subject to our final confirmation.（以我方最后确 认有效） B. subject to prior sale.（以先售为条件） C. subject to the goods being unsold.（以未售出为准）
Lesson Five quotations, offers and counter offers 报盘与还盘
信的内容
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）
现答复你方本月26日来函，向你们报实盘如下。 3) This is in response to your letter of 26th of this month. We are making you the following firm offer.
4. strengthening market 行市上涨
4. 对交货期或装运期的承诺 5. 报价的有效期 6. 表达希望
拒绝接受发盘的信应包括以下几点： 1. 对发盘表示感谢 2. 对不能接受表示遗憾 3. 如适当可还盘 4. 提示一起做生意的其他机会
实盘/虚盘 firm offers/non-firm offers
实盘：卖方在提出成交的各种条件后还 规定了该盘的有效期，若买方在的效期内 全部接受卖方条件，则可达成交易，若有 效期限一过, 则该盘自动失去效力。