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1、外贸英语函电 Unit 5 Quotations, Offers and Counter-offer 报价、报盘和还盘 . Offer offer 报盘（报价、发盘） nAn offer is a promise to supply goods on the terms and conditions stated. n n It covers two parts nOfferer: the person making the offer发盘人 nOfferee: the person to whom the offer is made 受盘人 Offer and Quotation nA qu
2、otation is merely a notice of the price. nIn an offer, the seller not only quotes the prices but also indicates all necessary terms. Unit Four Quotations, offers and counter-offersZMC 严格讲quote/quotation 与 offer不同， quote/quotation是报价，指某一商品的单价 ，offer是报盘，除单价外，还包括数量，交 货期，付款方式等等。 另外，offer比较固定 ，卖方价格报出后，一般
3、不能轻易变动，而 quote/quotation则不同，卖方报价后，不受 约束，可以根据情况略加调整。尽管有区别， 但各国商人则往往把这两个词混用。这一点要 特别注意。 Business knowledgeBusiness knowledge Unit Four Quotations, offers and counter-offersZMC Commodity Specification Quantity Unit Price Packing Shipment Payment Insurance Categories of Offer nFirm offer 实盘 nIt is an off
4、er with a time limit and engagement. Once it is accepted by the buyer, both the seller and buyer have no right to revoke, alter or amend. nNon firm offer 虚盘 nIt is an offer without engagement. It is usually subject to the buyers confirmation. 报实盘 Firm Offer： This offer remains effective/firm/open/va
5、lid/good for a week. This offer expires on August 8. This offer is subject to your reply here within five days. 报虚盘 Non-firm Offer ： This offer is subject to our final confirmation. This offer is made without engagement (不具有约束 力). Business knowledgeBusiness knowledge Typical sentences of non-firm of
6、fer nThis offer is subject to nOur final confirmation以我方最终确认为准 nThe goods being unsold以货物未售出为准 nPrior sale以先售为条件 nChange without notice以随时更改而无需另作 通知为条件 nOur approval以我方认可为准 nOur written acceptance以我方书面接受为准 nOffer without engagement Structure of an offer letter nExpress thanks for the enquiry nGive d
7、etails in an offer, which are nNames of commodities, quality, quantity and specifications nDetails of price, discounts and terms of payment nPacking and date of delivery nThe period for which the offer is valid nPersuading the buyer to order early nClosing nHope of acceptance , reply and order Unit
8、Four Quotations, offers and counter-offersZMC Letter 1 A Firm Offer Dear Sir, Thank you for your enquiry for “Panda” Brand Color TV Sets dated May 16. As requested, we are now making you, subject to your reply reaching us within 10 days, the following offer: Commodity: “Panda” Brand Color TV Sets It
9、em No: Gb-8907 Quantity: 1,500 sets Price: USD450.00 per set CIF Alexandria Payment: By confirmed irrevocable L/C payable by draft at sight in the sellers favor. Shipment: to be effected within 28 days after receipt of L/C Unit Four Quotations, offers and counter-offersZMC Our products are selling f
10、ast because of their unique design and superior quality, which will appeal to discriminating buyers. We have some regular orders at hand. If youre interested in our products, please place your order as soon as possible. We are looking forward to hearing from you soon. Yours faithfully, Unit Four Quo
11、tations, offers and counter-offersZMC II. Counter-offer 还盘 A counter-offer is virtually a partial or total rejection of the original offer. It also means a new proposal put forward by the buyer. Definition of a counter-offer: Definition of a counter-offer: nThe steps for writing counter-offer letter
12、 n1) Thank the supplier for the offer n2) Express regret at inability to accept and state reasons n3) Put forward concrete amendments or new proposals n4) End the letter with hope of an early reply. Unit Four Quotations, offers and counter-offersZMC Your price is too high. 你方价格太高。 类似的表达方式还有： Your pr
13、ice is a bit high. 你方价格有点高。 Your price is excessive. 你方价格过高。 Your price is rather stiff. 你方价格相当高。 Your price is prohibitive. 你方价格令人望而却步。 Typical sentences of counter-offer Unit Four Quotations, offers and counter-offersZMC Useful Sentences 1. May I suggest that you could perhaps make some allowance
14、on your quoted prices that would help to introduce your goods to our customers? 2. Your bid is out of line with the current market price. 我能否建议贵公司对所报价格有所优惠，从而方便我们将贵公司产 品向顾客推广。 你们所报价格与市场行情不符。 Unit Four Quotations, offers and counter-offersZMC Useful Sentences 3. Your competitors are offering consider
15、ably lower prices, and unless you can reduce your quotations, we shall have to buy elsewhere. 4. As the competition here is very keen, we regret we are unable to accept your prices, which will leave us a very small margin of profit. 你们的竞争者提供了相对较低的价格，如果你们不降价，我们将 在别处购买。 由于本地竞争激烈，很遗憾我们无法接受贵公司价格，它会让我们利
16、润过于微小。 Letter 2 A Counter Offer Dear Sir, We acknowledge receipt of your offer for “Panda” Brand Color TV Sets dated May 18. Regrettably, we are unable to accept your offer as your prices are too high. We also have similar offers from Korean make. Their prices are 5% lower than yours. We appreciate the go
