外贸英语函电Unit 4 Offer
国际商务函电第四章Unit04 Offers
Unit Four Offers & Quotations (报盘和报价)
Introduction
In the international business, offers can be divided into two kinds:
A firm offer (实盘)— A firm offer is a definite promise to sell goods at the stated prices, usually within a stated period of time. The terms stated in a firm offer is binding on the sellers if they are accepted by the buyers within its validity. In a firm offer, an exact description of the goods, the time of shipment and the mode of payment should be included. A non-firm offer (虚盘)— Unlike a firm offer, a nonfirm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers.
Most quotation are used by people as non-firm offers, though some with the wording “The quotation is subject to your reply here within a week” and so on function as firm offer.
徐美荣外贸英语函电Chapter4-所有知识点及课后答案
NotesLetter 11.offer 与quotation的区别：Offer为报盘，也就是说除了针对某种商品的价格外，还应该包括数量、交货期、支付方式等交易条件。
quotation为报价，即某种商品的价格。
2.acknowledge v. 承认或宣布收到acknowledgement n. 承认；收悉通知acknowledge receipt ofmake acknowledgement to确认收到某人来信用acknowledge确认收到某人来电报用confirmEg:我们确认收到你方十月十日的来函。
We acknowledge your letter of Oct.10.We acknowledge receipt of your letter of Oct.10We make acknowledgement to your letter of Oct.10.We have for acknowledgement your letter of Oct.10.3.date v. 加日期于；日期为；与介词of作用相同We have received your letter of Nov.18. We have received your letter dated Nov. 18.4.offer v/n 报盘offer sb sth at a price 以…价格向某人报盘offer sb firm 给某人报实盘make sb a firm offer for sth at a price 向…报实盘a firm offer 实盘a non-firm offer 虚盘to accept an offer 接受报盘to confirm an offer 确认报盘a firm offer 实盘a non-firm offer 虚盘to accept an offer 接受报盘to confirm an offer 确认报盘to decline an offer 拒绝报盘to entertain an offer 考虑接受报盘to extend an offer 延长报盘to withdraw an offer 撤销报盘to cancel an offer 取消报盘to renew an offer 恢复报盘a combined offer 搭配报盘5.L/C letter of credit 商业信用证6.in one’s favor 以某方为受益人7.payable by draft at sight 凭即期汇票支付8.EMP 欧洲主要港口缩写为EMP，按照航运公会统一规定欧洲主要港口有：英国London（伦敦）法国Marseilles（马赛）意大利Genoa（热那亚）德国Hamburg（汉堡）荷兰Rotterdam（鹿特丹）比利时Antwerp（安特卫普）丹麦Copenhagen（哥本哈根）9.firm adj. 确定的；有效的Our offer is firm for 5 days.我方报盘有效期为五天。
外贸英语函电Unit 4 Offer[精]
![外贸英语函电Unit 4 Offer[精]](https://img.taocdn.com/s3/m/4324c535e87101f69e319591.png)
Specifications: 30 x 36 72 x 69 35”/36” x 42 yds
Quantity: 12,600 yards
Packing: In bales or in wooden cases, at seller’s option
With the recovery of the market, there has been a strong demand for our goods since August and the manufacturers are heavily committed.
Please fax us your confirmation as early as possible if you find the above acceptable.
We are looking forward to your favorable reply.
Yours faithfully,
Letter 2 A Non-firm Offer for Printed Shirting
Dear Sirs,
We have received your letter of May 21 and, as requested, are airmailing you, under separate cover, one catalog and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you in making your selection.
We trust the above will be acceptable to you and await your trial order with keen interest.
[宝典]外贸函电09.09全lecture5offerunit4
![[宝典]外贸函电09.09全lecture5offerunit4](https://img.taocdn.com/s3/m/0704e4d2d0d233d4b14e69ef.png)
请告知我方全面信息。 8. 如果贵方产品和条件比其他供货商更优惠，我方将向贵方
定货。 9. 请给我们报贵方的最低价、最大折扣和交货日期。 10. 我方很乐意向贵方发样品和报价。
Points
We hope to be able to offer next week. 我们希望下周能报盘。
We can offer for Men’s Shirts at competitive prices.
我们能以竞争性的价格开报男式衬衫的报盘。 We will make you a firm offer as soon as possible.
现向你方报实盘如下，以你方答复于本周末前到达为有效。
Points
The offer is subject to ….
本报盘以…为准。
这个表达法是典型的虚盘，即无约束力的报盘。类似的表达法：
The offer is subject to prior sale. 本报盘以货物先售出为条件。
The offer is subject to change without notice. 本报盘以随时更改而勿需另作通知为条件。
你方询购的型号无货。类似的型号有货。
Language Points 4. hold: v. continue to be true or valid
1) 该论据仍然站得住脚。 The argument still holds.
2)The offer hold good until 4 o’clock p.m.,18teh of December, Beijing time.
外贸英语函电课件：Chapter04 Offers and Quotations
3. 转交 pass on... to
Your letter of March 12 has been passed on to us by our sister company in Shanghai.
贵方在3月12日的来函已经由我方兄弟公司转 交
4. 兄弟公司 sister company
❖ Subsidiary companies
Specimen 5
P65
Comments
This letter is not so good in conciseness. For example, “This offer is firm subject to your immediate reply that should reach us not later than the end of this month.” It should be changed into “This offer is firm subject to your reply here not later than the end of this month”.
❖ We regret to inform you that we are not in a position to cover you need for the captioned goods.
Useful sentences
❖ Please be informed that, on account of the fluctuations of foreign exchange, the quotation is subject to change without previous notice.Biblioteka Specimen 2 P63
英语函电Unit+Four
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Samples of Letter
If we can be of any further help，please feel free to let us know. Customers' inquiries always meet with our careful attention. We await with keen interest your order. Yours faithfully，
Sample B
Dear sirs,
We are in receipt of your letter dated March 22 and，as requested，are airmailing you，under separate cover, one catalogue and two sample books for our Printed Shirting. We
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Samples of Letter
We look forward to receiving your detailed requirements. Yours faithfully，
Sample D
A Firm Offer for Sugar Dear sirs, We are in receipt of your letter of May 20，2008 asking us to offer 10, 000 MTs of sugar for shipment to Japan. To comply with your request we are quoting you as follows:
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ቤተ መጻሕፍቲ ባይዱ
外贸英文函电 Business Letters 4 Offer
外贸英文函电Chapter Four Offer Chapter Four Offer Revision Objectives Warming-up Sample Letter Quotation Sheet Objectives Upon completion of this chapter, the students will: understand the difference between firm offer and non-firm offer and grasp their relative expressions. be familiar with the terms & conditions involved in an offer and be able to write them independently. Warming-up There are two kinds of offers: Firm offer and non-firm offer A firm offer is 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. Warming-up Non-firm offer are usually made by means of sending catalogues, pricelist, and quotations. It can be considered as an inducement to business. Warming-up 虚盘常用表达方式实盘常用表达方式实盘有效期表示法Non-firm Offer subject to our final confirmation 以我方最后确认为准We are now making you an offer subject to our final confirmation. Non-firm Offer without engagement 此报盘无约束力We are now making you the following offer without engagement. Non-firm Offer subject to the goods being unsold 以货物未被售出为准We are now making you a special offer subject to the goods being unsold. Non-firm Offer subject to prior sale 以先售为准We are now making an offer for air-conditioners as follows, subject to prior sale. Firm offer 1. We are now making you a firm offer for 10 metric tons of rice. 2. We are now offering you firm as follows, Firm offer’s validity 1.We make you the following offer subject to your reply within 10 days. Firm offer’s validity 2. We make you an offer, subject to your reply reaching us not later than noon time October 21 Beijing time. Firm offer’s validity 3. The offer is valid for 3 days. 4. The offer is valid ti ll March 15. Translation 现报1000打毛巾(towel)如下,以我方最后确认为准。
--外贸英语函电 Chapter 4 Enquiry and offer
② “We are importer of bed sheet and home textile products…”
Make a self-introduction （自我介 绍）
(原文第一段)You were recommended to us by our associate as one of the leading exporter of textiles in P. R. China. You might be pleased to note that we are importers of bed sheets and other home textile products in Europe with 30 years experience in this particular line of business.
1. Definition of enquiry （询盘定义）
2. Classification of enquiries （询盘分类） 3. Characteristics of enquiry （询盘的特点）
Section 2
1. Definition of enquiry （询盘定义）
An enquiry (inquiry) is a request for information about the goods, prices, terms, catalogues, samples, and so on.
BACK
Section 2 Guidelines for Writing Enquiries
第二节 询盘的写作指南
1. The detailed Contents of an Enquiry （询盘的具体内容）
英语自考外贸函电Lecture_4_Offer
Offer
• There are two kinds of offers: firm offer (实盘) and non-firm offer (虚盘).
➢ firm offer: an offer, usu. in written form, which states it may not be withdrawn, revoked, or amended for a specific period of time.实盘
更多关于价格的具体信息。 6. 我方想买贵方目录八所列的男士领带。 7. 我们想了解贵方是否能够提供我方设计的瓷器。如果可以，
请告知我方全面信息。 8. 如果贵方产品和条件比其他供货商更优惠，我方将向贵方
定货。 9. 请给我们报贵方的最低价、最大折扣和交货日期。 10. 我方很乐意向贵方发样品和报价。
samples
Firm Offer
• A firm offer, also called valid offer, During the period of time stipulated in the firm offer, the offeror cannot withdraw or make any changes to the offer. Once the offeree accepts his offer, the offeror must obey the terms and conditions he made.
外贸英语函电Chapter 4 Offers
• Subject to your reply reaching us …. • 以你方…时间复到有效 • 翻译
– 此复，我们报实盘，以你方时间9月30日复到为有效， 250公吨花生，手捡，去壳，不分等级，每公吨人民币 2000元，成本加运费ห้องสมุดไป่ตู้本哈根和其他欧洲主要港口
Unit 4 Firm Offer Non Firm Offer《外贸英语函电》PPT课件
Unit Price（单价）：
➢ Packing（包装）：Shipment（装运）：
➢ Payment（支付）：
Notes
4.We confirm having received your enquiry of September 20 for our double⁃faced embroideries.兹确认收到你方9月 20日有关双面刺绣的询盘。
Vancouver 温哥华 installment n.分期 with keen interest 殷切地
draft（=bill of exchange）n. Commercial Counselor’s
汇票
at sight 即期 subject to 以……为条件，
office 商务参赞处 cap n.笔套
CHAPTER
04
Unit 4 Firm Offer & Non⁃Firm Offer
Text A A Firm Offer
Dear Sir， We confirm having received your enquiry of September 20 for our double⁃faced embroideries. Complying with your request，we are making you an offer for 2 000 pieces “White Dove”Brand Double⁃faced Embroideries 30cm×50cm at US$57.50 per piece CFRC2 Hamburg for shipment in November，2012.The goods are to be packed in boxes of one piece each，twenty boxes to a carton.Payment is to be made by confirmed，irrevocable L/C payable by draft at sight.The offer is firm，subject to your reply reaching us before 5 p.m.September 28，our time. With the recovery of the market，there has been a strong demand for our goods since August and the manufacturers are heavily committed.Please fax us your confirmation as early as possible if you find the above acceptable. We are looking forward to your favorable reply.
Unit_4_Offers
对报盘有效期的规定是交易的主要条件之一。规定有效期 又要具备两个要素：（1）时间;（2）地点。 时间— 指有效期长度。注意不可太长。 地点—指必须说明对方回答所到self (to sth/to doing sth) make it impossible for sb/oneself not to do sth, esp because of a promise; pledge sb/oneself 使某人[自己]不能不做某事（尤指因有承诺）; 向某人[自己] 保证:
“汇票” （Bill of Exchange，Draft）是由一人签发给另 一个人的无条件书面命令。
“汇票”是 出票人（企业/银行）签发的，委托付 款人在见到汇票后立即或某一段时期后无条件支付 确定金额给收款人的票据。
按付款时间──即期汇票、远期汇票 即期汇票（sight bill, demand bill）指持票人向付款人提示后 对方立即付款，又称见票即付汇票。 远期汇票（time bill, usance bill）是在出票一定期限后或特 定日期付款。
Two requirements
1.
complete, affirmative, specific terms
交易条件完整
1. Names of goods, quality, specifications, prices, quantity, packing and insurance 2. Time of delivery, shipping and terms of payment
The offer is subject to goods being unsold.
本报盘以货物未售出为条件。
The offer is subject to change without notice.
外贸英语函电Chapter4Offers
交易条件（价格，规格，数量，包装，装运，付款，保险）
• For the …….., the best price is ……per set… • The minimum quantity is one 20’FCL（full container load） and with
the purchase of two or more containers, the price is reduced by 2%. • Delivery is to be made within 45 days after receipt of order. • All these blankets are packed in plastic bags. • Our usual terms of payment are made by confirmed irrevocable
Types of Offer
1.从报盘人的身份来分：买方报盘，卖方报盘。 买方报盘: bid/buying- offer 卖方报盘: selling-offer
2.从报盘形式来分：口头报盘，书面报盘两种。 3.从报盘先后顺序来分：主动报盘A Volunteer Offer，对询盘信
的答复A Reply to an Inquiry 4.报盘从法律责任上来分：
Sight L/C. • The insurance shall be effected by the seller covering the invoice
value plus 10% against Institute Cargo Clauses(A).保险由卖方按 发票金额的110%投保伦敦货物协会险A险。
虚盘的表示
• The quotation is effective while stocks last. • Subject to prior sale. • Subject to our final confirmation.
外贸函电写作Chapter 4 Offer and Counter-offer
Chapter FourOffer and Counter-offer Teaching objectivesUpon completion of this chapter, the students will:•understand the difference between firm offer and non-firm offer and grasp their relative expressions. •be familiar with the terms & conditions involved in an offer and be able to write them independently.•basic knowledge•交易磋商的过程可分成询盘、发盘、还盘和接受四个环节:• 1. 询盘（Inquiry）是交易的一方向对方探询交易条件，表示交易愿望的一种行为。
询盘多由买方作出，也可由卖方作出,内容可详可略。
如买方询盘：“有兴趣东北大豆，请发盘”，或者“有兴趣东北大豆，11月装运，请报价”。
询盘对交易双方无约束力。
• 2. 发盘（Offer）也叫发价，指交易的一方（发盘人）向另一方（受盘人）提出各项交易条件，并愿意按这些条件达成交易的一种表示，包括实盘（firm offer) 和虚盘（non-firm offer)。
•发盘在法律上称为要约，在发盘(实盘）的有效期内，一经受盘人无条件接受，合同即告成立，发盘人承担按发盘条件履行合同义务的法律责任。
•发盘多由卖方提出（Selling Offer）。
也可由买方提出（Buying Offer），也称递盘（Bid）。
• 3.还盘（Counter Offer）: 受盘人不同意发盘中的交易条件而提出修改或变更的意见，称为还盘。
•在法律上叫反要约, 新盘。
原发盘人成为新盘的受盘人。
还盘又是受盘人对发盘的拒绝，发盘因对方还盘而失效，原发盘人不再受其约束。
外贸函电英文U4 QUOTATIONS & OFFERS
• It includes firm offer and non-firm offer.
Unit 4
Questions:
Quotations
1. Please read the given quotations and decide what to be included in a firm offer and non-firm offer. 2. How can you tell them apart?
We can allow a 5% discount on all orders of US$50,000 and more, and the prices are valid until 10 June, 2001. We trust the above will be acceptable to you and await with keen interest your trial order.
Terms used in making offers ：
Market fluctuation 市场波动
Spot market 即期市场
Market glut 市场饱和
Market quotation 市场价格
Market shortfall 市场供应不足
Marketing blitz 营销战
Market value 市价，市值
Terms used in making offers：
Market fluctuation
Spot market
Market glut
Market quotation
Chapter 4 Offer 《外贸英语函电》PPT课件
9. “It” in the subject clauses
It is +adj.+that… astonishing, amazing, advisable, appropriate, crucial, desirable, essential, important, imperative, keen, necessary, natural, normal, odd, proper, preferable, strange, sorry, shocked, surprising, urgent, unusual, vital, likely, unlikely, easy, certain
4
firm offer & non-firm offer
firm offer complete, clear, definite and valid
non-firm offer/offer without engagement/free offer reference, incomplete, not final
12
4.dozen
talk nineteen to the dozen - babble on and on/ repeat over and over again/pick at
13
5.skin
deerskin 鹿皮 Beauty is a skin-deep.人不可貌相． The hunter skinned the deer.猎人剥去鹿皮。 In January the pond skins over with ice.一月份池塘覆盖了一层 冰 skin up/go up the rope 爬上绳梯
3
Writing principles of offer
世纪商务英语-外贸函电unit 4 Offer
精品文档 LOGO
Part Two
Steps/Contents
2. Indicating all the details of the goods and the main terms of transactioons
This offer is firm, subject to your reply reaching us before 5 p.m. September 28, our time. 此盘为实盘,我方时间9月28日下午5点前复到有效｡ This offer is subject to final confirmation. 此报盘以最后确认为准｡ We must stress that this offer can remain open for three days only. 我们必须强调此报盘只在3天内有效｡ This offer is subject to being unsold/prior sale. 以未出售为有效｡
We can ship your order within 3 weeks upon receipt of your order. 我们能在收到订单后三 周内寄出货物｡
This offer is subject to your acceptance within 7 days. 此盘以贵方在7天内接受为有效｡
As requested, we are pleased to quote you without engagement the followings: 按要求,我们很高兴向你方报 无约束的虚盘如下:
国际商务函电作业-Chapter4OfferandCounter-offer5篇
国际商务函电作业-Chapter4OfferandCounter-offer5篇第一篇：国际商务函电作业-Chapter 4 Offer and Counter-offer Chapter 4 Offer and Counter-offer学号姓名成绩I.Translate the following terms and expressions: A.Into Chinese: 1.firm offer3.as requested5.subject to7.without delay 9.meet sb.half way 11.have no alternative but 13.for sb’s information 15.payable by draft at sight B.Into English: 1.畅销3.以市场波动为准4.保兑不可撤销信用证5.价格范围7.使交易维持原状 8.连锁商店 10.交货2.考虑接受6.保证交货9.撤销发盘2.the captioned goods 4.make sb.an offer 6.a 3% discount 8.out of line with10.make a reduction in price 12.margin of profit 14.concludea transactionII.Correct the mistakes in the following sentences:1.We confirm to have received your letter of the 17th covering 5,000 sets sewing machines.2.If our customers approve your sample, we trust large business can conclude.3.Should the above terms and conditions are acceptable to you, please let us know.4.We hope you can try your best to comply with our request for a reduction by 2% in yourquotation.5.In view of you are our old customers, we are prepared to allow you a special discount.6.At your requested, we are sending you herewith our Quotation Sheet No.123.7.Please note that our offer is firm, subject to your reply reach us within one week.8.We must point out that the quality of our goods ismuch superior than that of others.III.Write an English letter based on the following information:1.告诉对方你已经收到其2007年9月13日关于中国绿茶（green tea）的还盘信，谢绝对方的还盘。
国际商务函电_chapter_4_offers_and_counter_offers
Welcome to HKY’s Classes!
LearninLeabharlann focus• Understand Concepts of the offer and counter-offer • Learn how to make offers or counter offers • Clarify the identity of firm offers and non-firm offers
Concepts
• Offer : also call quotation, is a reply to an enquiry usually made by the seller, giving relative information about the goods. • Difference between offer发盘 and quotation 报价单. • Offeror and offeree
• Translate the following sentence into english • 1. 我公司对你公司30日寄来的报价单中的保 险事项不甚满意，你公司能否对其重新考虑 • 2. 由于考虑到我公司报你之价格为最低价格， 故无法满足你公司的特殊（降价）要求。 • 3. 非常抱歉，我们无法依从你对有关包装的 特殊要求，但愿意提供如下的特价报价。
Points for an offer writing
• (1) an expression of thanks for the enquiry • (2)details of trade terms according to buyer’s requests • (3)an understanding as to date of delivery or time of shipment • (4)the period for which the quotation is valid • (5)an expression of hope that the quotation will be accepted
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Specifications: 30 x 36 72 x 69 35”/36” x 42 yds
Quantity: 12,600 yards
Packing: In bales or in wooden cases, at seller’s option
In order to start a concrete transaction between us, we are pleased to make you an offer, subject to our final confirmation, as follows:
Hale Waihona Puke Art. No. 81000 Printed Shirting
Complying with your request, we are making you an offer for 2,000 pieces “White Dove” Brand Double-faced Embroideries 30×50 cm at US$ 57.50 per piece CFRC2 Hamburg for shipment in November, 2011. The goods are to be packed in boxes of one piece each, twenty boxes to a carton.
With the recovery of the market, there has been a strong demand for our goods since August and the manufacturers are heavily committed.
Please fax us your confirmation as early as possible if you find the above acceptable.
We trust the above will be acceptable to you and await your trial order with keen interest.
Yoursfaithfully,
练习
Write a letter offering the following 商品：山地车（Moutain Bikes） 货号：KH120 数量：1000辆 价格：每辆55英镑CIF伦敦价 装运期：12月 付款方式：不可撤销即期信用证 包装：纸箱装 有效期：以你方这个月底前复到有效
（1）付款方式以不可撤销即期信用证支付，并 以我方为受益人。
Payment is to be made by irrevocable L/C at sight to be opened in our favor.
(2)我们要求以不可撤销信用证凭即期汇票支付， 在装运前30天开出。
We require payment by irrvocable L/C payable by draft at sight to be opened 30 days before the time of shipment .
Price: US$ … per yard CIFC 5% Vancouver
Shipment: To be made in three equal monthly installments beginning from August
Payment: By confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment
Letter 1 A Firm Offer for double-faced embroideries
Dear Sirs,
We confirm having received your enquiry of September 20 for our double-faced embroideries.
Unit 4 Offer 报盘
Offer 报盘，报价
1. Firm Offer 实盘 2. Non-Firm Offer 虚盘
写信要点
确认收到对方来信，并简单概 括来信内容。 回复来信，具体发盘（商品、 数量、价格、支付条款、装运、 有效期）。 表示希望对方接受所给报价， 盼早答复。
句型3 支付条款
Payment is to be made by confirmed, irrevocable L/C payable by draft at sight. The offer is firm, subject to your reply reaching us before 5 p.m. September 28, our time.
We are looking forward to your favorable reply.
Yours faithfully,
Letter 2 A Non-firm Offer for Printed Shirting
Dear Sirs,
We have received your letter of May 21 and, as requested, are airmailing you, under separate cover, one catalog and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you in making your selection.