商务英语谈判

外贸英语-报价和发盘

发盘（Offers）通常是以广告，传单，信件或回应询盘的方式发出的。发盘的定义为：交易的一方为了销售或购买一批商品，向对方提出有关的交易条件，并表示愿按这些条件达成一笔交易，这种意思表示的行为称作发盘。发盘可以分成两类：实盘（Firm Offer）和虚盘（Non-firm Offer）。二者的区别一定要清楚，因为不仅是它们的表达方式不同，更重要的是它们的法律效力是不一样的。

这里我想插几句题外话。学习外贸英语，为的就是做进出口贸易。关键还是要对整个对外贸易流程有清楚的了解。而其中涉及不少法律问题，也是不能忽视的。虽然正式合同还没签定，但双方在书信上达成的协议，已经具有法律效力，对双方都有约束力。因此要注意在书信中明确自己的意图，不要让不良商人有机可成。学习外贸英语可不仅是用来当翻译的哦^-^]

实盘是发盘人（Offerer）按其提供的条件以达成交易目的的明确表示。实盘具有法律效力.受盘人(Offeree)一旦在有效期限内接受实盘上的条件和内容,发盘人就无权拒绝售货.

一项实盘必须具备：

1) 发盘的内容和词句必须肯定，不能用‘大约（about）’，‘参考价（reference price）’等摸棱两可的词。

2) 发盘的内容明确完整，其内容应包括商品品质（Quality），数量（Quantity），包装（Packing），价格（Price），装运（Shipment），支付（Payment）,有效期(Validity )等。

3) 发盘中不能有保留条件如：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

虚盘是发盘人所作的不肯定交易的表示.凡不符合实盘所具备的上述三个条件的发盘,都是虚盘.虚盘无须详细的内容和具体条件,也不注明有效期.它仅表示交易的意向,不具有法律效力.出现下列一类的词句者,皆为虚盘:

-Without engagement.

不负任何责任.

-subject to prior sale

有权先售

-All quotations are subject to our final confirmation unless otherwise stated.

所作报价,除特别注明外,须经我方确认后方能生效.

-Our offer is subject to approval of export licence.

出口许可证准许签证,我方报价才有效.

例1 :

Dear Sirs,

Thank you very much for your inquiry of August 4 requesting us to offer you for our SPORT SHIRTS, STYLE A.

In reply, we have the pleasure of submitting to you firm offer on the following terms and

conditions subject to your reply here by August 16, 1999

Commodity : Sport Shirt, Style A.

Quality : As per sample submitted to you on July 10, 1999.

Quantity : 500 dozen.

Price :USD 20.34 per doz. CIF Hong Kong.

Packing :Export standard packing.

Payment :Against 100% confirmed, irrevocable letter of credit in our favor.

Shipment : During September, 1999 subject to L/C reaches us by the end of August, 1999 We are sure you will fine our price very reasonable. The market here is enjoying an upward trend. So, we trust you will not overlook this opportunity and hope to receive your prompt order.

Yours truly

Notes: 可见firm offer 字样, 所以这是一个实盘.

subject to your reply here by.... ....日复到我方有效

As per 按照,根据

USD 20.34 per doz. CIF Hong Kong CIF 香港每打20.34美元, CIF为13个贸易术语之一. Against 100% confirmed, irrevocable letter of credit in our favor 以我方为受益人的保兑的,不可撤消信用证.

L/C letter of credit 信用证

例2 :

WE OFFER FIRM FOR REPLY HERE BY JANUARY 16,500 CASES SALTED EGGS, 20 DOZEN TO CASE, EACH HKD 72.00 FOB HONG KONG, SHIPMENT DURING FEBRUARY, IRREVOCABLE SIGHT CREDIT.

兹确定报价,咸蛋500箱,每箱20打, FOB香港每箱港币72元, 二月装运,不可撤消即期信用证,1月16日复到我方有效.

Notes:这是一封电报,同样是实盘.

例3:

Dear Sirs,

Our Commercial Counsellor’s Office in your country has referred to us your enquiry for Chinese Tung Oil as the fall within the scope of our business.

Enclosed is our invoice Proforma Invoice No. ST-8821 in triplicate for 3×20’ FCL of the