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, 2008 enclose a catalogue and a price list 随函附寄目录表和价格表
样信1（询盘）：
20th August,2008
China National Import & Export Corp.
SHANGHAI
China
Dear Sirs
We 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 faithfully
Casio & Pomponio Co., Ltd.
Manager
样信2 （询盘回复）
May 3， 2008
Dear Sirs
Thank 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 sincerely
XXX
Encl. 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。

报盘有两种：
虚盘（non-firm offers）, 即无约束力的报盘。

一般情况下，多数报盘均为虚盘，虚盘不规定报盘的有效日期，并且附有保留条件，如：The offer is subject to our final confirmation/prior sale. 该报盘已我方最后确认为准/是否事先售出为准。

实盘（firm offers）则规定有效日期，而且卖盘一旦被接受，报盘人就不能撤回。

在向对方报盘的信件中，应首先感谢对方的询盘，要注明详细价格是多少，折扣已经付款的时间。

明确地指出价格所包含的运费和保险等等的其他费用。

要写明交货时间或者是具体的发货时间，以及此次报价的有效时间。

在国际贸易中，商品的价格会根据很多种因素而起伏不定，由于国际贸易的交易周期相对较长，报价可能会在沟通的
过程中发生变化，因此规定报价的有效时间是非常必要的。

常用单词词组
competitive (a.) 竞争的 competitive
price 有竞争力的价格
mass-produced 大量生产profit 利润
allowance/ discount 折扣stock 存货
counter-offer (n.) 还盘 approximate (a.)
大约
deliver （n.）发货 delivery (n.)
发货
supply （v.）供给，供应 s upply something to
sb. 向某人供应某物
decline （v.）谢绝，拒绝（n.）下降，减少，衰退
cost of production 生产费
用 reasonable 合理的
the preference of one's offer 优先报
盘 wild speculation 漫天要价
常用单词短语和例句
1.Quotations （报价）
① quote sb. a price for something 报价
② quote for something at…报价
e.g. We quote for this article (at) US$ 10 per case FOB
Shanghai.
③ send (make, give) sb. one’s (best, lowest) quotation
for…给最好（低）的报价
2.Offers (报盘)
① offer sb. something 向某人报盘
e.g. We offer you 1,500 Forever Bicycles at US$32 per CTF
Lagos for delivering in May.
② offer CIF (FOB,CFR)
e.g. We offer CFR Darwin for 60 tons Albumen (蛋白).
③ offer as follows 报盘如下
e.g. Thank you for your enquiry dated March 18th and now we offer as follows.
④ make (send, give) sb. an offer for (on) sth 向某人报盘
e.g. Please make us an offer CIF Kabe(神户) for 10 tons Frozen Fish
⑤ subject to one’s confirmation 以…确认有效
⑥ be firm for…有效期为…
e.g. This offer is firm (valid, good, open, effective) for
5 days.
⑦ to advise sb. to accept an offer…建议某人接收报盘
e.g. As the prices quoted are exceptionally low and likely to rise, we would advise you to accept the offer without delay.
⑧ suggest that one accept…建议某人接受报盘
⑨ look forward receiving one’s order 期望收到某人的订单
e.g. We trust you will find out offer satisfactory and look forward receiving your order.
报盘例句
Please make an offer for the bamboo shoots of the quality as that in the last contract.
请把上次合同中订的那种质量的竹笋向我们报个价。

We are in a position to offer tea from stock.
我们现在可以报茶叶现货。

We can offer you a quotation based upon the intern ational market.
我们可以按国际市场价格给您报价。

We have accepted your firm offer.
我们已收到了你们报的实盘。

We offer firm for reply 11 a.m. tomorrow. 我们报实盘，以明天上午11点答复为有效。

We're willing to make you a firm offer at this pr
ice. 我们愿意以此价格为你报实盘。

All your prices are on C.I.F. basis. 你们所有价格都是成本加运费保险费价格。

Can you make an offer, C & F London, at your ear liest convenience?
您能尽快报一个伦敦港成本加运费价格吗？
I'd like to have your lowest quotations, C.I.F. Van couver. 请报温哥华到岸价的最低价格。

Our offer is RMB300 per set of tape-recorder, F.O.B . Tianjin.
我们的报价是每台收录机300元人民币，天津离岸价。

My offer was based on reasonable profit, not on wi ld speculations.
我的报价以合理利润为依据，不是漫天要价。

No other buyers have bid higher than this price.
没有别的买主的出价高于此价。

It was a higher price than we offered to other su ppliers. 此价格比我们给其他供货人的出价要高。

We can't accept your offer unless the price is red uced by 5%.
除非你们减价5%，否则我们无法接受报盘。

This offer is subject to your reply reaching here
before the end of this month.
该报盘以你方本月底前到达我地为有效。

The offer holds good until 5 o'clock 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。

We trust that you will be able to accept our offer, which shall be kept open against reply by wire.
相信贵方能接受我们的报价, 此盘有效期可到回电为止。

This offer will remain open until receipt of your wire per return. 此盘有效期至收到你方回电为止。

We offered them the goods. 兹向该公司提供这些商品的报价。

We offered the articles to the firm. 我们向该公司提供这些商品的报价。

We offer the goods at the current season's prices of 上列货物, 按本季行情, 报价为:
This offer is firm subject to your immediate reply which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed.
上述报盘, 以你方答复在不迟于本月底前到达我方为有效。

一旦此报盘过期, 此货不可能存留不售。

In our offer, we shall make it our business to charge you the lowest possible price for any quantity you may require, in order to give you an entire satisfaction and to retain your customs.为使你满意并维持顾客, 对贵公司的需求, 我们不计较数量多少, 均提供最低价格。

清库发盘
现减价处理库存货物, 价格至少减50%, 是家俱及五金制品前所未有的优惠价, 请勿失良机。

The stock on hand at present will be sold at a reduction of at least 50 per cent., and purchasers are respectfully in vited to avail themselves of this opportunity of providing themselves with articles in furniture and ironmongery at unprecedentedly low prices.
Purchasers are respectfully requested to come early to prevent disappointment. 请各位早日光临, 勿失良机。

我们正在清仓, 有丝织品、天鹅绒、丝带、披风、披肩、毛制品、棉织品以及其他男士服饰, 均以进货价出售, 特告。

We are pleased to notify you that the whole of their extensive stock of silks velvets, ribbons, mantles, shawls, woollen and cotton goods. Haberdashery, is now on sale at prime cost.
As the premises will be shortly required for other purposes, the whole of the goods must be immediately disposed of without
reserve. 本店另有他用, 全部货物急需清仓处理。

请求前来订货发盘
我们与本地一流的厂商均有贸易联系, 所以能提供贵方所需的东西, 只要贵方有吩咐,定能使贵方满意。

冒昧请你关照。

We venture to solicit a share of your favour, as being in touch with all the leading merchants here, we are able to deal satisfactorily with any commissions with which you may entrust us.
尽管孟加拉在抵制英货, 但棉织品仍然畅销。

贵方如委托我们试销, 相信您不会失望。

In spite of the boycott of British manufactures in Bengal, there is still a fine market for cotton goods, and if you would consign us a small trial parcel, we are sure you will not be disappointed with the result.
我公司是制造厂商, 能保证产品质量和做工精美。

贵公司订货如能一如既往, 将不胜感激。

我当迅速、认真履约, 提供高效优质服务。

Being actual manufacturers, we are able to guarantee a uniform quality and excellent workmanship of our goods, and we shall be glad to be favoured, as before, with your esteemed orders, which shall have our prompt and careful attention.
Since I wrote to you a few days ago, there hsas been an important development as regards the offer I then made you. 数日前写
给贵公司的信谅已收到, 前函的发盘现又有重要进展。

关于经营地毯可见效益一事, 在上星期写给贵公司的信中, 有个要点没有提到, 即:
Referring to the letter which I wrote to you last week about the profit you could make by taking up the sales of rugs, there is an important point which I did not mention. It is this:
为不使我们的顾客失望, 贵公司如对这次生意有兴趣, 请迅速通知我们。

因目前所剩余货不多, 日后我们无法再以此价进货。

I am anxious not to disappoint possible buyers in distant cities, to whom I wrote at the same time. Will you please therefore let me hear from you at once if this bargain interests you, because there are only a very few left now and we cannot get more at anything like this price.
我们的报价只有5天有效期, 但又考虑到, 外地区顾客应给予更多的时间研究, 才算公平。

Our offer to you was open only for 5 days, but, on thinking it over, it appears to us to be only fair that buyers in distant cities should be allowed extra time.
本人冒昧地邀请贵方于5月17日前来光顾本店, 请多关照。

On the 17th May, I venture to invite you to have a look at my shop, and wish me success.
本店现有时新商品, 如能光顾, 则非常感谢。

I have stocked it with up-to-date goods, and I shall regard it as a favour if you will come along and look at them.
Yes, just look at them-for you will hot be pressed to buy. 请您光临, 购买与否, 悉听尊便。

实盘
Please get a firm offer, F.O.B. Dalian, or C.I.F. Qingdao. 请确认实盘F.O.B.大连还是C.I.F.青岛。

Can you obtain firm offer, subject to cable reply? 贵公司可否以电报确认实盘?
We offer you firm the articles subject to receiving your reply here at noon on July 10. 本实盘以7月10日中午前得到贵方答复生效。

Please make us firm offer in order to interest our buyers. 为了提高顾客的兴趣, 请报实盘。

还盘（counter offer）是交易方式之一，即接盘人对所接发盘表示接受，但对其内容提出更改的行为。

还盘实质上构成对原发盘的某种程度的拒绝，也是接盘人以发盘人地位所提出的新发盘。

因此，一经还盘，原发盘即失效，新发盘取代它成为交易谈判的基础。

如果另一方对还盘内容不同意，还可以进行反还盘（或称再还盘）。

还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复。

在国际贸易中，往往经过多次的还盘、反还盘，才最终达成协议。

受盘人在接到发盘后，不能完全同意发盘的内容，为了进一步磋商交易，对发盘提出修改意见，用口头或书面形式表示出来，就构成还盘。

常用单词短语
counter-offer 还盘，还价 offeror 发价（盘）
人 offerer 发价人，报盘人
offeree 被发价人 offering 出售
物 offer letter 报价书
offer sheet 出售货物单 offer list/book 报价单 offer price 售价
offering date 报价有效期限 offering period 报价日 concentration of offers 集中报盘
combined offer 联盘，搭配报盘 lump offer 综合报盘（针对两种以上商品）
bid n. 递价；出价；递盘（由买方发出）v. 递
盘 to make a bid 递价
to get a bid 得到递
价 to be outbidding 高于...的
价 to extend an offer 延长报盘
to renew an offer 或to reinstate an offer 恢复报盘 be worried at sth. 对...苦恼
to withdraw an offer 撤回报盘 workable 可行
的 make headway 有进展
to decline an offer 或to turn down an offer 谢绝报盘
unacceptable 不可接受的 at wide intervals 间隔时间太长
还盘例句
I'm afraid the offer is unacceptable.
恐怕你方的报价不能接受。

The offer is not workable.
报盘不可行。

The offer is given without engagement.
报盘没有约束力。

It is difficult to quote without full details.
未说明详尽细节难以报价。

Buyers do not welcome offers made at wide intervals . 买主不欢迎报盘间隔太久。

We cannot make any headway with your offer.
你们的报盘未得任何进展。

Please renew your offer for two days further.
请将报盘延期两天。

Please renew your offer on the same terms and cond itions. 请按同样条件恢复报盘。

We regret we have to decline your offer.
很抱歉，我们不得不拒绝你方报盘。

The offer is withdrawn.
该报盘已经撤回。

We prefer to withhold offers for a time.
我们宁愿暂停报盘。

Buyers are worried at the lack of offer.
买主因无报盘而苦恼。

Let's have you counter-offer.
请还个价。

Do you want to make a counter-offer?
您是否还个价？
I appreciate your counter-offer but find it too low . 谢谢您的还价，可我觉得太低了。

Now we look forward to replying to our offer in t he form of counter-offer.
现在我们希望你们能以还盘的形式对我方报盘予以答复。

Your price is too high to interest buyers in count er-offer. 你的价格太高，买方没有兴趣还盘。

Your counter-offer is much more modest than mine.
你们的还盘比我的要保守得多。

We make a counter-offer to you of $150 per metric
ton F.O.B. London.
我们还价为每公吨伦敦离岸价150美圆。

I'll respond to your counter-offer by reducing our price by three dollars. 我同意你们的还价，减价3元。

（学习的目的是增长知识，提高能力，相信一分耕耘一分收获，努力就一定可以获得应有的回报）。