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1、Project Two: Enquiries, Offers and Counter-offers,Objectives of this Project: 1.询盘,报盘和还盘的内容 2.询盘,报盘和还盘信的基本写法 3.询盘,报盘和还盘信中常用的词汇及表达方式,Introduction: Definition of an enquiry,offer,counter-offer:,An enquiry is a request for information. In the international business the importer may send an inquiry to a
2、n exporter, inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods.,An offer is a formal presentation of the goods to be supplied on the terms specified therein for the buyers acceptance. The difference between an offer and
3、 a quotation: A quotation is not an “offer” in the legal sense. It is just an indication of price without contractual obligation and subject to change without previous notice. A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the
4、buyer.,The following structure may be referred to in writing an enquiry:,1.State the source of the information and make a self-introduction at the beginning of the letter. 2. State the purpose of writing the letter. For example, the writer may explain to the recipient what he wants, give a descripti
5、on or specification of the goods he requires or express his willingness to enter into business relations with the recipient, etc. 3. End the letter by expressing the expectation for an early reply.,A satisfactory letter concerning an offer or quotation can be written in the following way:,1. Open th
6、e letter by expressing thanks for the enquiry, if any. 2. Explain the details of business conditions, such as name of commodities, quality, quantity, specifications, unit price, type of currency, packing condition, date of delivery, terms of payment, discount, ect. 3. End the letter in the way that
7、encourages the enquirers to place an order or give an early reply.,Letters including a counter-offer can be written in the following structure:,Open the letter by thanking the recipient for his offer. 2. Decline the original offer by providing the recipient with detailed and reasonable reasons. 3. P
8、ut forward the desired business conditions and try to persuade the recipient to accept them. 4. Close the letter by expressing expectations for a favorable reply.,New Words and Expressions,1.enquire /inquiry v. 询价，询购，询问 inquire for/about sth. 询购某种商品 *Thank you for your letter of September 1 inquirin
9、g for 3,000 m/ts Northeast Rice. 感谢你方九月一日询购三千公吨东北大米的来信。 *The ladies pyjamas you are inquiring for are now out of stock. 你方现询价的女士睡衣没货。 *We are inquiring about the supply of sugar and coffee. 我方正在询购糖和咖啡的货源。,2. quote v. 报价 quote sb. a price for (or: on) sth. 报给某人某种商品的价格 *Please quote us your lowest pri
10、ces for personal computers. 请报个人电脑的最低价。 *We quoted this article at US$278 per case. 这种商品每箱报价二百七十八美元。 *Would you please quote us your best price FOB Dalian for (or: on) 1,000 pieces of leather jacket. 请报一千件皮夹克的最优惠大连船上交货价。,3.place v. 发出，置于，售出 *If the quality of your goods is good and the price is acce
11、ptable 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。 *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 “Chu
12、nghua” 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 mens 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 o
13、f 5,000 dozen, we can offer a discount of 5%. 数量达到5000打，我方给5%折扣。 5. inform v. 通知，告知 inform sb. of sth. or inform sb. that keep sb. informed (advised/posted) of sth. 随时告之某人某事,*Please keep us informed of the supply position in your market. 请随时告知你处市场的供应情况。 *We shall inform you of the date of sailing. 我
14、方将通知你方开航日期。 *To our regret, we are informed that our prices cant match the market level. 遗憾的是，我方被告之价格与市场不符。 6. confirmation n. 确认，证实 Purchase Confirmation 购货确认书 Sales Confirmation 销售确认书 *Your early confirmation will benefit both of us. 早日确认将对你我双方都有利。 confirm v.t. 确认，证实，确定 *Please write to confirm yo
15、ur reservation. 请来信确认一下您所预订的项目。,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。 *Our offer is firm
16、 (valid, good, open) for five days. 我方报盘有效期为5天。 8. Confirmed, Irrevocable Letter of Credit payable by draft at sight 不可撤销的，凭即期汇票支付的信用证 confirmed Letter of Credit 保兑信用证 documentary Letter of Credit 跟单信用证,9. Non-firm offer虚盘，是外贸业务用语，一般没有有效期，没有约束力。以下短语都是表示虚盘的用语： subject to our final confirmation 以我方最后确认为准 subject to goods being unsold 以货物尚未售出为有效 subject to prior sale 以先售为条件 subject to change without notice 不经通知可以改变 an offer without engagement (obligation)无约束性的报盘
