报盘与还盘
第5课 句型和例句
句型３：to offer as follows 报盘如下
例：谢谢你方3月18日询价，现报盘如下。 Thank you for your enquiry dated March 18 and now, we offer as follows.
句型４：to make (send, give) sb. an offer for (on) sth. 向某人报盘
例２．请报20公吨羊毛实盘，FOB悉尼价。 Please offer us firm 20 m/t tons of wool FOB Sydney.
句型２：to offer CIF (CFR, FOB) 报盘CIF (CFR, FOB)价
例１．兹报盘60吨蛋白 CFR达尔文价 Ｗe offer CFR Darwin for 60 tons Albumen. 例２．请报2000台货号437电冰箱实盘，FOB热那亚价。 Please offer firm FOB Genoa for 2000 Refrigerators Art. No.437.
句型２：to counter-offer
还盘
例：你方价格偏高，我们不得不作如下还盘，以我方在４月 ８日或以前收到你方答复为有效。 Your price is on the high side and we have to counter-offer as follows, subject to your reply received by us on or before 8 April.
第五课 Lesson 5 报盘及还盘 （Offers and Counter-offers）
句型和例句 (Sentence Patterns and Examples)
外贸文档-报盘、还盘
外贸术语：报盘和还盘报盘和还盘Offer & Counter-Offer We have the offer ready for you.我们已经为你准备好报盘了。
I come to hear about your offer for fertilizers.我来听听你们有关化肥的报盘。
Please make us a cable offer.请来电报盘。
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''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.我正等您的报价。
We can offer you a quotation based upon the international 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''ll let you have our firm offer next Sunday.下星期天我们就向你们发实盘。
We''re willing to make you a firm offer at this price.我们愿意以此价格为你报实盘。
询盘报盘还盘
询盘报盘还盘Enquiry （询盘）1、简介：在国际商务中，要经过多次谈判洽商才能达成一致协议，而其中的流程包括：询盘（Enquiry）报盘（Offer）还盘（Counter-offer）。
2、释义：“询盘”是指交易的一方欲买、卖某项商品向交易方的另一方询问买、卖该项商品的各项交易条件的一种表示。
包括一般询盘（General Enquiry）和具体询盘（Specific Enquiry）。
而一般询盘指买方或卖方向对方索取商品目录、价目表、样品等，具体询盘指买方或卖方就指定商品要求对方发盘。
询盘信函要求简短，具体，合理，有礼貌。
3、信函的写作技巧：开头：1）说明自己的信息来源；2）表明写信目的；正文：1）自我介绍；2）陈述要求（索取商品目录，价目表，样品及其他条款）；3）描述市场行情和可接受的合理价格(令对方有希望的句子)；结尾：期望得到回复。
4、Usefull words ,phrases and sentencesEnquiry /Inquiry:(n.) act of requesting information, especiallyon the availablity of specify products.询盘Sample: (n.)specimen,something taken from a lot to show what the rest is like.样品。
Regular:(adj.) periodic;occuring at a fixed intervals.定期的，稳定的，正常的Quotation: (n,)amount stated as current price on sale 报价Catalogue(AME Catalog)(n.):a printed list or booklet of goods with necessary descriptions 商品目录Trial:(adj.) attempted/advanced on a provisional/experimental basis 尝试的，临时的,试验的Provided:(conj.) on condition(that);if 如果，假设Workable:(adj.) feasible;capable of being worked 可行的Dealer :(n.) someone who sells or buys a particular product，businessman 商人Demand :(n.) call for commodity by consumers 需求Discount :(n.) deduction from nomial value or price 折扣Favorable price优惠的价格Illustrated catalogue 附有图片说明的商品目录Learn from…that For exportFor your information A stead demand Of high quality开头1、We have got your name and address through the introduction of our friend······经朋友····得知贵公司的名称和地址。
报盘与还盘
THE END
THANK YOU !
He & Xu
报盘还盘
寄出报盘是对询盘进行回复，而一封令人满意的报 盘则需要包含以下几点： • 表达对发来询盘的感谢 • 详细的价格、折扣和付款方式 • 明确指出所谈价格包含的内容（如运费和保险 费等等） • 关于发货日期和装运时间的承诺 • 报盘的有效期 • 表达对报盘被接受的期望
当买方拒绝报盘或其它报价时，应当写信给卖方， 表达对对方的谢意，并解释拒绝的理由，不这样做 会显得缺乏礼貌。
Unit Four
Offers and Counter-offer
Objectives:
• Students develop speaking, reading, writing skills. • Students develop teamwork skills. • Students develop competence in analyzing. • Students develop competence in questioning and in solving the problems. • Students develop competence in studying of cases. • Students develop competence in writing letters of offers and counter-offer.
Daily Articles Division
Language Points in the Test: Case study:
• • 1: inclusive containing or including everything (or many things) 包括……的 an all-inclusive price 包括一切费用的价格 2: concession things granted or yielded esp. after discussion, an argument, etc.让步 The company’s promise to increase our pay was a concession to union demands. 公司答应提高我们的工资是对工会要求的让步。 3: on the high side (of a product) referring to a little higher price price价格偏高 The price of the products manufactured by this company is on the high side. 这家公司所生产的产品价格偏高。 4: There is no point in…… (doing these things) without any necessity or significance 没有必要（意义）去做…… There is no point in saying without doing. 光说不做没有任何意义。 5：in no case 决不 ： In no case have I noticed that. 我绝对没有注意到那件事。 In no case should we get conceited. 我们决不能自高自大
报盘和还盘
报盘和还盘Offers and Counter-Offers 报盘和回盘报盘A satisfactory offer will include : 一个好的报盘包括: 1. 2. 3. 4. 5. 6.An expression of appreciation for the inquiry 表示对买家询盘的感谢Detailed information of the goods 产品的相关详细信息 Details of payment 付款方式的细节 Terms of shipment 货运方式The validity period for an offer 报盘的有效时间 Showing hope for cooperation 表示合作的期望Start:开头部分：1. As requested, we are offering you the following subject to our final confirmation:按照要求，我们提供下面产品的最终报盘。
2. As recently the goods are in extremely short supply, we regret being unable to offer.因为最近产品很紧俏，我们很遗憾地不能提供报盘。
3. It’s our pleasure for us to offer you the goods as follows:给你们所需的产品报盘是我们的荣幸。
4. Referring to your E-mail dated July 10 in which you inquired for shirts, we have pleasure in giving you an offer as follows: 对于你7月10日有关衬衣的邮件，我们很高兴地给你报盘如下：5. We will keep in mind your requirement for shirts and shall contact you once it is available. 我们会记住你们对衬衫的要求，一有合适就立即跟你联系。
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。
报盘还盘
做个高质量的报盘网络时代，买家常常会将一份询单发给多个供应商，怎样让我们的报盘在买家收到的众多报盘中脱颖而出，成为买家关注的首选。
报盘有五个原则建议您能在报盘时充分体现出来。
A.第一时间回复——对优先级高的买家要在第一时间回复，领先一步，胜人一筹。
B.回复体现专业性——越来越多的买家关注供应商的专业度。
专业度体现在产品和国际贸易两方面.您要把您的专业性，渗透在每一次的回复中，不断地提醒买家，您是非常专业的供应商。
C.有问必复，言出必践——对买家的所有问题都要给出答案，即使确实不能马上回答，也要给出回复的时间。
对所回复的内容，要确保可以达到，不要给买家怀疑我们能力和信誉的机会。
D.注重沟通技巧——措辞委婉有礼，进退有据E.尽可能多的掌握买家情况.信息的交流是双向的，在您提供信息给买家时，您也可以根据实际情况适时地提一些开放式的问题来了解买家情况，如贵司主要采购哪些产品等?您一年的采购量大约多少?以下跟您分享一份高质量的报盘：Dear Mr.Felix Graumann，Thanks for your e-mail dated Apr.27th. We are pleased to offer you as below。
开篇：1、称呼：如果您知道客户的名字，在回复时要称呼他的名字，不要再称呼Dear sir，Dear Madam，这样会给买家陌生感。
2、致谢：最好写明客户询盘的日期，以方便买家回忆和查询。
PRODUCT：XXXXXXPHOTO：SPE CIF ICATIONS ：appearance：white powderpurity (GC)：99.0% Minmelting point：31℃MinPACKING ：50kg iron drums (37cm×37cm×57cm) 12mt/1×20’FCLPRICE：1，000kgs USD10.10/kg CFR Rotterdam by sea on LCL basisSHIPMENT DATE：within 10 days after receipt of payment or original L/CPAYMENT TERM：T/T advance or L/C sight报价部分：1、产品图片2、指标：提供详尽的指标说明产品质量，也是个最佳时机表现供应商的专业度。
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
外贸业务员术语
外贸业务员术语
1. “询盘”：你知道吗，询盘就像是客户抛出的一个橄榄枝！比如说，客户发邮件来问：“嘿，你们这个产品价格咋样呀？”这就是一个询盘啦。
2. “报盘”：报盘呀，就好比你给出的一份答卷呢！像我们跟客户说：“亲，这个产品我们给您报这个价哦！”这就是报盘咯。
3. “还盘”：还盘就像是一场价格的博弈呀！比如客户说：“哎呀，太贵啦，便宜点嘛！”这就是在还盘啦。
4. “提单”：提单不就是那货物的身份证嘛！就像你拿着身份证证明自己一样，提单证明货物的身份呢，“这是这批货的提单哦！”。
5. “报关”：报关就好像是货物要过的一道关卡！“赶紧把报关资料准备好呀，不然货出不去啦！”。
6. “核销”：核销不就是把那些账都理清楚嘛！“咱得赶紧去核销，不然乱套啦！”。
7. “退税”：退税呀，就像是国家给咱发的一个小福利！“哇，退税下来了，好开心呀！”。
8. “佣金”：佣金不就是咱的额外小收获嘛！“哈哈，这笔生意还有不少佣金呢！”。
9. “信用证”：信用证就像一个可靠的保障呀！“有了信用证，心里踏实多啦！”。
10. “FOB”：FOB 就像是一种贸易规则的代号嘛！“这次我们走 FOB 哦！”。
我的观点结论：这些外贸业务员术语真的很重要呀，掌握了它们，咱做外贸才能更得心应手嘛！。
报盘和还盘——精选推荐
报盘和还盘We have the offer ready for you.我们已经为你准备好报盘了。
I come to hear about your offer for fertilizers.我来听听你们有关化肥的报盘。
Please make us a cable offer.请来电报盘。
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.Recently , it has been much debated over the problem of AAA . Those who object to AAA announce that _____ . But those who favor AAA utter a sonorous voice that _____.我们现在可以报茶叶现货。
特别推荐：中大网校推出新活动啦！网校推出了全新的小语种限时团购活动，现在购买俄语学习课程，单科2折优惠，原价400元，现在仅需80元，全科套餐1折优惠，原价1200元，现在仅需120元！绝对超值！赶快行动吧！点击购买>>>We’ll try our b est to get a bid from the buyers.主要原因：在工作中，还存在着“偷懒”的侥幸心理。
每次上兴趣课时，心里总在想，反正就这点水平，凑和着算了;有的活动开展纯粹是应付性的。
而作为一名学科教师，在一些教学常规的执行方面也存在着漏洞，如容易丢三落四，课前准备不充分，影响了孩子的学习兴趣;有时在上课铃响后才赶到教室，在为人师表这一点上打了折扣。
我们一定尽力获得买主的递价。
报盘与还盘PPT课件
-
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
交易四步曲：询盘、报价、还盘、接受,你会了吗？
交易四步曲：询盘、报价、还盘、接受
(2007-07-28 15:19:18)
转载▼
分类：国际贸易知识集锦
在对客户所提的问题，无法立即作出答复的情况下，也需要在一个工作日内，做“将会很快答复”的很短的回复。
当产品竞争很激烈时，适合第一次就报实价/底价（bottom price），一般对同一个产品的询价不会连续报三次价格。
在报价前，买家会索取目录或样本，询问卖家产品的品质规格等，来确认所采购产品，再进一步询价。
成立的四个条件：
01，明确的受盘人；
02，表明订立合同的意思；
03，发盘的内容是确定的；
04，送达受盘人；
还盘，还可以是对支付方式，交货期等提出的异议及磋商。
还盘做出后，发盘失去效力，发盘人不再受到约束。
接受（下订单）
-卖方确认；
-发盘和接受都是一种法律行为；
磋商时间线：
询盘（询价）-->发盘（报盘/报价/发价）-->还盘-->接受；
磋商内容：
- 产品确认：通过询问、样本、产品目录（在线目录），参观工厂等途径确认产品（品质、规格和包装）
- 价格（折扣）
- 贸易术语（FOB, CIF, C&F等）
- 支付方式（TT, L/C, D/P等）- 交货期
磋商结束：接受
磋商成果：缔结合同。
Unit 4 Offers and Counter-offers报盘与还盘
• 实盘(firm offer)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
Case 1
加拿大汤姆逊公司是一家从事手工艺品进口的公司， 目前正欲求购高质量的锦缎手袋。他们从该国驻中 国的大使馆商务参赞处得知，宁波钱湖贸易有限公 司可大量供应各种锦缎手袋。于是，汤姆逊公司采 购部Martin Crown先生与该公司取得了联系，对锦 缎手袋进行询盘。 Key points
1.从事手工艺品进口 2.求购高质量的锦缎手袋 3.进行询盘
Letter One Our company is one of the leading importers of handicraft articles in Canada. As there is a steady demand here for high quality brocade handbags, we would like you to send us as soon as possible your illustrated catalogues, samples and all necessary information about the goods. Meanwhile, please quote your lowest price, CIF Vancouver, stating the earliest date of shipment.
外贸函电之询盘、报盘与还盘.ppt
4. 4. Close the letter by expressing expectations for a favorable reply.
7. a firm offer 实盘，是外贸业务用语，一般都规定有效期，即有时间的限 制。以下短语和句子都是表示实盘的用语：
*This offer is subject to your reply here by 5 p.m. our time Friday, October 15. 此盘以你方答复于10月15日星期五，我方时间下午5点到达 为有效。 *This offer is subject to your reply here within seven days. 此盘以7天内 回复为有效。
*We regret that our customers have places their orders elsewhere. 很遗憾我方的客户在其他地方已经订货了。 4. offer n. 报盘，报价 make (or: give, send) sb. an offer for(or: on) sth. 报给某人某种商品
*We are making you an offer for (or: on) 300 gross “Chunghua” Brand Pencils at Stg.3.1 per gross CIF London.
现报三百罗“中华”牌铅笔，每罗成本加运费、保险费到伦敦价三点一英镑 。
*We are pleased to have received your offer for men’s shirts. 我方很高兴收到你方男式衬衫的报盘。 offer v. 报盘，报价，给予，提供 offer sb. sth. 报给某人某种商品 *We will advise you once we are in a position to offer. 一俟我们能报盘，当即告知你方。 *For quantity of 5,000 dozen, we can offer a discount of 5%. 数量达到5000打，我方给5%e quality of your goods is good and the price is acceptable to us, we will place a large order with you . 如你方产品质量好，价格可接受，我们将与你方大量订货。
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。
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
In the international business, offers fall into two categories
A firm offer （实盘）— To sell the goods at the stated prices, usually with a stated period of time.报 盘商品的各个内容具有约束性，比如规定接受条件 的时间（必须）、品名、计价单位、价格（单价和 总值）、数量、装运期、支付方式和包装等 eg.该报盘有效期为10天。 The offer is open/valid for a week. √ A non-firm offer （虚盘）— 报盘商品各项内容不 具约束性，卖方可以随时修改或撤销内容。（不常 用）
报盘、还盘
Offer ，Counter-offer
What is an offer 报盘
Definition of an offer :
the seller replies to the buyer for the information he asks for of the products, e.g. the price, quality, minimum quantity, packing, shipment, payment, insurance,etc. 报盘，是指卖方对于客户感兴趣的产品的各个 条件进行一一回复，比如价格、质量、起订量、 包装、装运、支付方式等等。n for the offer≠quotation
要点 Notes
10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 内容如下 as follows 以…为条件 provided that 手头上的，现有 on hand 使某人做某事 enable sb. to do sth. 情况正常，按时到达 in due course=in good time 依照，符合 comply with 做出选择 make one’s selection 由卖方（买方）决定 at seller’s（buyer）option 被某人接受 be acceptable to sb. 殷切的 with keen interest
Sample Two
Dear Sir， We were very pleased to receive your letter of 5th April answering our advertisement for typewriters and, as requested, enclose a copy of our latest illustrated catalogue and current price list. We think the "Portable 95" is a machine that would suit your purpose very well. It weighs 6.5 kg and is a bit heavier than the usual portable, but it is good for heavy duty and at the same time conveniently portable when carried in its case. We have one of these machines in stock and we shall be pleased to arrange for you to try it. Although costs have been rising since March, we have not yet raised our pries, but may have to do so when present stocks run out. We therefore advise you to place your order with us at once. Yours， Tommy
Sample One
Dear Sirs: This is to confirm your telex of 16 January 2004, asking us to make you firm offers for rice and soybeans C&F Singapore. We telexed you this morning offering you 300 metric tons of polished rice at A $2,400 per metric ton, C&F Singapore, for shipment during March/April 2004. This offer is firm, subject to the receipt of your reply before 10 February 2004. Please note that we have quoted our most favorable price and are unable to entertain any counter offer. With regard to soybeans, we advise you that the few lots we have at present are under offer elsewhere. If, however, you were to make us a suitable offer, there is a possibility of our supplying them. As you know, of late, it has been a heavy demand for these commodities and this has resulted in increased prices. You may, however, take advantage of the strengthening market if you send an immediate reply. Yours faithfully, Tony Smith Chief Seller谨候佳Βιβλιοθήκη 。Sample Three
Dear Sirs: Thank you for your letter of 20 May 2000. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products. Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way. The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. We look forward to hearing from you. Yours faithfully
样信1
先生:二零零四年元月十六日有关查询大米和大 豆新加坡到岸价的电传已收悉。 今日上午电传报价：精白米三百公吨，每公吨 成本加运费新加坡到岸价为2400澳元。于二零零 四年三或四月装运。以上实价需由贵公司于二零零 四年二月十日前回覆确实。 该报价为最优惠价，恕不能还价。 本公司与客户正洽售一批大豆交易，若贵公司 愿意报以适当买价，本公司乐意出售。近来该类产 品需求热烈，令价格上涨。请贵公司把握机会，尽 早落实定单为盼。 销售部主任 托尼.斯密思谨上
报盘信函 Offer Letter
确定收到对方询盘或感谢对方来函。 做出报盘，准确阐明主要交易条件。 声明发盘的有效期及其他约束条件和事项。 敦促对方尽早订货。 主动介绍公司的其他相关产品。
重点词汇 Word List
1. 确定的、有效的 firm 2.剥壳 shell 3. 考虑、接受 entertain 4. 加强、增强 strengthen 5. 具体的 concrete 6. 选择 option 7. 分期付款 installment 8. 可以接受的 acceptable 9. 热衷的、渴望的 keen 10. 注明日期的 dated
样信2
敬启者： 我们很高兴收到您四月五日答复我们打字机广告的来信，现 按您来信的要求附上我们最新的附图产品目录及现在的价目表。 我们认为“手提95型”会适合您的需要。这部机重6。5公斤， 比常见的手提机稍重一些，但适合于打字量大的用途，同时也可 放进打字箱内，十分便于手提。 我们目前的存货中有这样一台机子，我们将很乐意为您安排 前来试用。 自今年三月以来各种费用一直在上升，但我们仍未提价，不 过目前的库存一旦售完便可能不得不这样做。为此我们建议您即 时向我们下订单。 汤米
练习 practice
7. 因近期货源紧张，很抱歉不能报盘。（in short supply，regret being） 8. 希望贵方能按我方要求办理。（comply with） 9. 请及时开信用证，以便我们尽早装运。（enable sb. to do sth.） 10. 只要所报价格具有竞争力，我们愿意向贵方订货。 （provided that）