报盘与还盘

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）
要点 Notes
1. 为某事感谢某人 be grateful to sb. for sth. 2. 此复，答复 in reply 3. 以…价格向某人报商品价格 offer sb. sth. at…price＋trade term (CIF/FOB) 4. 以…为条件 subject to … 5. 价格上涨的行市 strengthening market 6. 请注意 Please note that … 7. 应贵方要求 As requested， 8. 很高兴做某事 take pleasure in doing sth. 9. 现报实盘 make a firm offer
样信 3
先生: 二零零零年五月二十曰来函收到，不胜感激。得知 贵公司认为火焰牌打火机价格过高，无利可图，本公司 极感遗憾。来函又提及曰本同类货品报价较其低近百分 之十。 本公司认同来函的说法，然而，其他厂商的产品质 量绝对不能与本公司的相提并论。 虽然极望与贵公司交易，但该还盘较本公司报价相 差极大，故未能接受贵公司定单。 特此调整报价，降价百分之二，祈盼贵公司满意。
练习 practice
1. 报价单中所有价格以我方确认为准。（subject to） 2. 此报盘有效期为5天。（valid） 3. 我们愿意以此价格为你报实盘。（make a offer at…price） 4. 请报2000台货号437电冰箱实盘，FOB台湾价。 （offer for） 5. 根据要求，现就我方如下货物向贵方报盘，以我方最 后确认为准。（as requested，subject to） 6. 我方高兴地向贵方发出50台70型洗衣机的报盘如下。 （take pleasure in，as follows）