现代商务英语第5章发盘与还盘(Offer and Counter offer)

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现代商务英语第5章发盘与还盘(Offer and Counter offer)

第5章发盘与还盘
(Offer and Counter offer) 在国际贸易中，发盘，又称报盘、报价。发盘通常是卖方收到买方的询盘信后，向买方就商品所做的具体报价。发盘应包含以下要素： ①The name of articles； ②The quantity of articles ； ③The specification of articles； ④The price of articles； ⑤The date of delivery， the time of shipment； ⑥Payment terms； 1 ⑦The period for which the quotation is valid.
还盘是受盘人对发盘有不同意见，对发盘的价格或其他条款提出自己的看法，实质上，就是讨价还价。一方的发盘经对方还盘以后即不可更改。除非得到发盘人的同意，受盘人不得在还盘后反悔。
2
5.1 Offer
September 18，2006 Dear Sirs， We acknowledge with thanks the receipt of your inquiry of September 5，and are pleased to make you an offer regarding our Changhong color TV sets in the size you required.All sizes can be supplied by the beginning of next month subject to our receiving your order. The price for Changhong Brand color TV sets inch 34 is US ﹩ 450 each at CIF Copenhagen.Our price is very competitive for other good quality TV sets. We look forward to receiving your large numbers of order. Very truly yours， 3 (signature)

offer&counter-offer

卖方对询盘之回复
卖方报虚盘卖方报实盘
买方回盘
A: Request for quotation (buyer) Dear Sirs,
买方之询盘
You have previously supplied us with crockery and we should be obliged if you would now quote CIF San Francisco for the items named below. The pattern we require is listed in your 2004 catalog as No. 8.
在接到发盘之后，收盘人必须对报盘内容进行认真研究。如果收盘人认为发盘价格难以接受或者对其他条件不满意，既可以拒绝接受，也可以向发盘人提出建议，要求对发盘内容进行修改。这种收盘人对发盘内容进行变更的表示称为还盘（counter-offer）。
事实上，还盘既是收盘人对发盘的拒绝，又是收盘人以发盘人的地位提出的新发盘。在交易磋商过程中，通过不断的还盘，买卖双方逐渐在贸易条件上趋向一致，直到最后达成交易。
500 Tea cups and Saucers 200 Tea Plates 100 2-pint Tea-pots of payment, and (3) earliest possible date of delivery.
When replying, please state: (1) discount allowable, (2) terms
Yours faithfully, Manager
D: A firm offer (seller)
卖方报实盘
Dear Sirs,
As requested in your letter of April 18th, we offer you firm as follows, subject to your reply reaching us by the end of this month. 1,000 dozen cotton shirts at USD 60 per dozen CIF New York. The shipment is to be made during June. We require payment by confirmed irrevocable letter of credit payable by draft at sight. This is the best offer we can make at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy. For your reference, we are sending you some samples separately. truly, Yours very Chun

商务英语常用词汇交易磋商合同签订

商务英语常用词汇交易磋商合同签订在当今全球化的商业环境中，商务英语成为了企业间交流与合作的重要工具。

其中，交易磋商和合同签订是商务活动中的关键环节，涉及到一系列常用的商务英语词汇。

理解和正确运用这些词汇对于成功进行商务谈判、达成合作协议至关重要。

交易磋商阶段，双方需要就产品或服务的价格、质量、数量、交货期等关键要素进行沟通和协商。

以下是一些常见的词汇：“Offer”（报盘、发盘）：指卖方主动向买方提供商品或服务的价格和条件。

例如：“The seller made an offer for the goods”（卖方对货物进行了报盘。

）“Counteroffer”（还盘）：买方对卖方的报盘提出不同的价格或条件。

比如：“The buyer made a counteroffer to the seller's initial offer”（买方对卖方的初始报盘进行了还盘。

）“Enquiry”（询盘）：买方询问卖方产品或服务的信息和价格。

像这样：“The buyer sent an enquiry to the seller about the product details”（买方给卖方发送了关于产品细节的询盘。

）“Quote”（报价）：通常是指对特定产品或服务的明确价格表述。

例如：“Can you please provide a quote for this service?”（您能为这项服务提供一个报价吗？）“Specification”（规格、说明书）：详细描述产品或服务的特性、参数等。

比如：“The specification of the product must be clearly defined in the negotiation”（在磋商中必须明确产品的规格。

）“Quality”（质量）：这是交易中非常重要的一个方面，常用的表达有“high quality”（高质量）、“average quality”（中等质量）等。

Quotations, Offers and Counter-offers 报价发盘还盘

5. In the final part, hope the buyer will be satisfied with the offer and accept it.
Write the letter of offer generally bases on following points:
1. Reply in time; 2. Clearly and correctly reply; 3. Include all terms of trade; 4. Clarify it is firm offer or non-firm offer; 5. Introduce the advantages of commodities.
Write the letter of counter-offer always based on the following principles:
1. Be polite but directly tell the subject; 2. List what you disagree; 3. Clearly make your suggestions.
包装、数量、交货期、价格支付方式、装运期等）对报盘有效期做出规定，这一点也很重要。
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。
subject to our final confirmation. subject to prior sale. subject to the goods being unsold. subject to change without notice without engagement
Letters about offer generally bases on the following steps:

第四讲发盘还盘5

撤回报盘
3. Stock 1)n. 存货 There is(are) no more stock(s) on hand. 手边无存货。 2) 表示所存在具体商品时，stock 后接借词of再接商品 At the moment, we have only a limited stock of linen goods. 我们目前仅有有限的亚麻织品存货。
（二）常用单词
1.reply n. 答复（后接介词to)
In reply, we would like to observe(说） that we cannot do business on your conditions. 我们不能按你们的条件进行交易，此复。 in reply to =in answer to 为答复…
receiving our order by fax as quickly as possible.
3.We wish to extend the sale of our products to your market and are now sending you our Quotation No. 1 in the hope that you will recommend them to prospective buyers. The prices quoted include 5% commission for you provided your order be not less than 1000 dollars in value.
no-firm offer 虚盘：发盘人没有肯定的订立合同的意旨，例如反映在发盘内容不明确（Not clear)，或者主要条件不完备(Not complete)，或者不是最后的（Not final)，这种发盘对发盘人无约束力 (Without engagement),也称邀请发盘。虚盘的表达方式： 1) The above offer is made without engagement. 以上报盘没有任何约束力。

发盘,还盘英文对话（5篇范文）

发盘,还盘英文对话（5篇范文）第一篇：发盘,还盘英文对话A: Well,we are discussed he offer you quoted..And we found your offer was too high.It is difficult four us to accept it.B: But I think my offer is reasonable and realistic.A: What do you mean y “reasonable” ?B: Our price is based on reasonable profit,it comes in line with the prevailing markedA: If you insist on your price and refuse to make any concession,there will be to not much point in further discussion.We might as well call the deal off.B: Well, what is your counter offer?A: The best we can do is 60 dollars per set CIF Shanghai.B: Your counter-offer is too low ,we can not accept it.A: My counter-offer is well founded.How about meeting each other half way and making a concession?B: What is your proposal then?A: 66 dollars per set CIF Shanghai.B: OK , we accept it.A: We will go on to the other terms and conditions of the contract this afternoon, ok?B: OK.see you this afternoon.l翻译：A: 我方已经讨论了你方的报盘，我们认为你方的价格太高，我方难以接受。

外贸商务英文函电例文询盘,报盘和还盘

Enquiry,Offer and Counter-offer(询盘，报盘和还盘)General Enquiry（一般询盘）Dear Sirs,We learn from your adertisement in China Trade Directory that you are producing Chinese toys for are quite interested in your products.Would you please send us as soon as possible yourt illustrated catalogue and the lastest price list,together with any samples you can let us have.We are given to understand that you are able to supply large quantities at attractive your infromation,there is a steady demand here for Chinese toys of high are not particularly high,but good prices can be obtained for fashionable designs.We are looking forward to receiving your immediate reply. Your trulyReply to the aboveDear Sirs,Thanks for your enquiry dated October 10, and your interst in our products as well.We are enclosing some copies of out illustrated catalogue and a price list giving the details you ask under separate cover,we are sending you samples of various fashions which show you clearly the quality and trust that when you see them you will agree that our products appeal to the most selective buyer.We are willing to allow a 5% discount for all orders over 1,000 can rely on us to give your order at immediat attention.Yours sincerelySpecific Enquiry（具体询盘）Dear Sirs,Thank you for your letter dated August 25th. We are pleased to know that you are producing different kinds of shoes. We are intrested in your various casual shoes recommended in your letter,particulaly embroidered slippers and cotton you kindly send us a copy of your illustrated catalogue and some samples with further information? We shall be abliged if you could also quote your lowest prices CIF Liverpool,stating earliest date of shipment.Casual shoes of high quality are believe there is a promising market in our area for moderately priced goods of the type your price is competitve, we will considerplacing an order for 5,000 pairs with are looking forward to your urgent reply.Yours faithfully,Reply to the aboveDear Sirs,Thank you for your specific enquiry of September 1.The enclosed illustrated catalogue and samples will give you details of the two sorts of shoes in which you are especially illustrations will also give you information about other casual shoes we are to our terms and conditions,please see page 8 of the cover,we are sending you our offer on CIF Liverpool, for shipment in we require an irrevocable L/C by draft at sight.Embroidered slippers and cotton shoes are our products of latest of their excellent quality and low prices, you can be sure that our products will help you expand your market. We are looking forward to your trial order.Yours sincerely,Firm Offer（具有约束力的发盘）Dear Sirs,This is to conform your telex of May 2006, asking us to make you a firm offer for rice and soybeans CFR Cairo.We telexed you this morning offering 30 metric tons of polished rice at US$2,400 per metric ton, CFR Cairo, for shipment during July-August 2006. This offer is valid, subject to the receipt of your reply before 10 June 2006.Please note that we have quoted our most favorable price and are unable to entertain any counter-offer. It is likely that the market price will would be your advantage to place orders without delay.We are anticipating your early reply.Yours faithfully,Counter-offer（还盘）Dear Sirs,Thank you for your letter of May 20 quoting for the rice and soybeans.We appreciate the good quality of your products,but unfortunately your prices appear to be on the high side even for goods of this accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range.We like the way in which you have handled our enquiry and would welcome the opportunity to do business with you. Information indicates that the Japanese goods are being sold at a priceapproximately 10% lower that what you wonder if you could reduce your prices to that level.We shall appreciate your favorable reply.Yours sincerely,Reply to the aboveDear Sirs,While we thank you for your letter of 22 May 2006,we are disappointed to hear that our price for rice and soybeans is too high for you work on,because Japanese goods are being offered at a price approximately 10% lower than ours.We do not deny what you say,but we would like to invite your attention to the superior quality of our products. We have to point out that our quotation is quite realistic and have been accepted by buyers of other sources.Although we are keen to do business with you, we regret that we cannot accept your counter-offer or even meet you half best we can do is to reduce our previous quotation by 2%. We trust that this will meet your approval and look forward to your early reply.Yours faithfully.。

Quotations__Offers_And_Counter-offers

Quotation
Quotation
（报价）
A quotation is a reply to an inquiry, which is an offer in simple form including a notice of the price of certain goods being sold, but in no legal sense.
Offer
（报盘）
An offer is actually a proposal of certain trade terms and an expression of a willingness to make a contract or agreement according to the terms proposed.
Unit 7 Quotations, Offers And
Counter-offers
Unit 7.1 Quotations/Offers报盘
◆ Definition
报价 Offer 报盘，又称发盘 firm-offer 实盘 non-firm offer 虚盘 Counter-offer& Counter-counter-offer 还盘& 反还盘
（2）Non-firm offer
Non-firm offer is a quotation subject to final confirmation and is not legally binding. The seller can withdraw it anytime before the buyer accepts it.
The
letter of rejection should cover the following points. It should:

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

外贸函电-+Quotations,+Offers+and+Counter-offers

按发盘人不同可以将发盘分成卖方发盘售货发盘与买方发盘购货发盘按法律约束力不同可以将发盘分成实盘有法律约束力的发盘与虚盘无法律约束力的发盘
Unit 4 Quotations, Offers and Counter-offers
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
that we receive your order within the next ten days, we will give priority to it for prompt delivery. Your early reply will be appreciated. Yours faithfully
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
发盘可以从不同的角度分类：按形式可以将发盘分为口头发盘、书面发盘及形式发票；按发盘人不同可以将发盘分成卖方发盘（售货发盘）与买方发盘（购货发盘）按法律约束力不同可以将发盘分成实盘（有法律约束力的发盘）与虚盘（无法律约束力的发盘）。
虚盘的表示： 1. Without engagement (obligation)虚盘 (不受法律约束的发盘) 2. Subject to prior sale以未售出前为准 3. Subject to our final confirmation 以最后确认为准
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
Exercises

Unit 5 Offers and Counter-offers

• We quote US$500 per ton CIF Shanghai for these goods. 我们对这些货物的报价是CIF上海价每吨 500美元。 n. quotation 报价 make (submit) a quotation for sth. send a quotation
上述报价无约束力，以我方最后确认为准。。
take this opportunity: avail oneself of this opportunity，利用此机会 Enclosed please find a copy of our illustrative catalogue which will give you all the details.
更不用说盈利了
2. To accept your present quotation would mean a heavy loss to us, not to speak of profit. 3. Otherwise we can switch our requirements to other suppliers. 否则，我们只能向其他供货商订货了。否则，我们只能向其他供货商订货了。
随函附上有带插图的目录一份，请查收请查收。随函附上请查收
Letter 2
1. We are glad to receive your letter of 10th November in collection with your enquiry for Forever Brand Bicycles. 很高兴收到贵方11月10日关于永久牌很高兴收到贵方月日关于永久牌自行车的询价函。自行车的询价函。
1. 2. 3. 4. 对发盘表示感谢对不能接受表示遗憾如适当可还盘提示Байду номын сангаас起做生意的其他机会

商务英语词汇报盘和还盘 Offer & Counter-Offer

p.m. 23nd of June, 1997, Beijing time.
报价有效期到1997年6月22日下午5点，北京时间。
All
prices in the price lists are subject to our confirmation.
报价单中所有价格以我方确认为准。
（三）
Our offers are for 3 days.
我们的报盘三天有效。
We have extended the offer as
per as your request.
我们已按你方要求将报盘延期。
The offer holds good until 5 o'clock
unacceptable
不可接受的
workable 可行的
at wide intervals 间隔时间太长
make headway 有进展
be
worried at sth. 对...苦恼
（五）
Let's have you counter-offer.
请还个价。
我们现在可以报茶叶现货。
We'll try our best to get a bid from the buyers.
我们一定尽力获得买主的递价。
We'll let you have the official offer next Monday.
下星期就给您正式报盘。
I'm waiting for your offer.
quotations you can get elsewhere.
你会发现我们的报价比别处要便宜。

国际商务函电信函写法Unit 5 Quotations, Offers and Counter-offers

We are awaiting your immediate reply.
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.

Unit 5 Offers and Counter-offers

We can offer you large quantities of headdress flowers at attractive price. 我们能以很具吸引力的价格给贵公司报盘大量头花。 offer还可用作名词，在make offer, send offer, give offer后通常接介词for，间或接on。
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）

商务英语写作 5-2报盘与还盘课件

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
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.
2
Your Try Try to make the counter offer as required.
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”.

现代商务英语第5章发盘与还盘(Offer and Counter offer)