尝试凭样推销尝试凭样推销 I. Quotations 报价报价 • A quotation is a promise to supply goods on the terms stated. It, however, is not legally binding as a firm offer if the seller later decides not so sell.•报价是指按规定的条款提供货物的一种承诺报价是指按规定的条款提供货物的一种承诺.但若但若卖方后来决定不出售卖方后来决定不出售,它则不像实盘那样具有法律它则不像实盘那样具有法律约束力约束力,即它可以撤销即它可以撤销. 1.Quotation and Reply 报价及回复 •Dear Sirs,•敬启者：敬启者：•We thank you for your enquiry of August 22 and are pleased to send you our quotation for the goods you requires as follow:•感谢贵方感谢贵方8月月22日的询价日的询价,兹报贵方所需商品的价格如下兹报贵方所需商品的价格如下:•Commodity: “White Rabbit” Brand Woolen Mixed Blanket No.33.•商品名称商品名称:第第33号号”白兔白兔”牌混纺毛毯牌混纺毛毯•Size: 74x84in • 尺寸尺寸;74x84英寸英寸•Weight: 4lbs•重量：重量：4磅磅•Colour: yellow, brown, green assortment •黄色黄色,棕色棕色,绿色等各色搭配绿色等各色搭配•quantity: 1,000 pcs.•数量：数量：1000件件•Price: US $40,00 per piece CIF Montreal •价格价格:蒙特利尔到岸价每件蒙特利尔到岸价每件40美元美元•Shipment: October •装船日期装船日期:十月十月•You are cordially invited to take advantage of this attractive quotation. We are anticipating a large order from the United States, and that will cause a sharp rise in price.•请接受这难得有的报价请接受这难得有的报价.我方预计美国方面将有一个大的订单我方预计美国方面将有一个大的订单,这会引起价格猛涨这会引起价格猛涨.•We look forward to receiving your order .•期盼收到贵方的订单期盼收到贵方的订单.•Yours faithfully,•谨上谨上 (Reply)•Dear Sirs,•敬启者：敬启者：•“White Rabbit” Brand Woolen Mixed Blanket•“白兔白兔”牌混纺毛毯牌混纺毛毯•Thank you for your quotation of August 24 for 1,000 pieces of the captioned goods.• 感谢贵方感谢贵方8月月24日上述日上述1000件货物的报价件货物的报价.•We immediately contacted our customers and they showed great interest because there is a growing demand for woolen blankets. The prices you quoted, however are found too much on the high side. ABC company, one of our customers, told us that they would possibly order 2,000 pieces of the goods, provided that you can reduce your price to US $38,00 per piece. ABC is one of the leading importers in our country, so there is a good chance of finalizing an order with them if present the price can be lowered to meet their requirement. We hope you will take advantage of this chance so that you will benefit from the expanding market.• 我方立即与客户取得了联系我方立即与客户取得了联系,他们表现出极大的兴趣他们表现出极大的兴趣,因为市场对此毛毯的需求正在增长因为市场对此毛毯的需求正在增长,然而然而,我方我方发现贵方报价偏高发现贵方报价偏高.如果贵方每件商品能降到如果贵方每件商品能降到38美元的话美元的话,我方客户我方客户ABC公司将有可能订购公司将有可能订购2000件件,ABC公司是本国最大的进口商之一公司是本国最大的进口商之一,如果贵方能降低报价满足他们的要求如果贵方能降低报价满足他们的要求,便能抓住获得他们订单的便能抓住获得他们订单的极好机会极好机会.我方亦希望贵方能利用此机会我方亦希望贵方能利用此机会,并将从不断扩大的市场中受益并将从不断扩大的市场中受益.•We are most anxious that you will do your utmost to reduce the price and we await your reply with great interest.• 我方恳请贵方尽最大努力降低价格我方恳请贵方尽最大努力降低价格,并急盼收到贵方的回复并急盼收到贵方的回复.•Yours faithfully,• 谨上谨上 Notes•1.woolen mixed blanket 混纺毛毯混纺毛毯•2.pcs. 是是pieces的缩写的缩写; piece的缩写为的缩写为pc.•3.We are anticipating a large order from the United States,…我们预计美国方面将有一个大的我们预计美国方面将有一个大的订单到来订单到来,……• anticipate vt. 盼望盼望,期望期望,后接名词后接名词,动名词或动名词或that引导的从句引导的从句• We anticipate your acceptance. 盼望你方接受盼望你方接受.• We anticipate receiving your early reply. 盼你方早日回复盼你方早日回复.• We anticipate that fresh supplies will arrive next month. 我们预计新货将于下月到来我们预计新货将于下月到来.• anticipate与与expect的区别的区别:• 这两个动词都表示预期某事将发生这两个动词都表示预期某事将发生,但有所不同但有所不同.在意思上在意思上,anticipate所预期的一般都指可喜的事所预期的一般都指可喜的事,expect则不一定则不一定.• We anticipate (or: expect) our products will be a quick seller in your market.• The firm expects heavy losses in this year. (一般不用一般不用anticipate)• 在结构上在结构上,除两个动词都可以用名词及除两个动词都可以用名词及that从句为宾语外从句为宾语外, anticipate后面可接动名词后面可接动名词,不可接不定不可接不定式式, expect则可接不则可接不• 定式定式,不可接动名词不可接动名词.• We anticipate shipping the goods next week.=We expect to shipping the goods next week.我们期盼下周装货我们期盼下周装货.• expect还可接还可接”名词或代名词名词或代名词+不定式不定式”够成的复合宾语够成的复合宾语, anticipate则不可则不可.• 正正: We expect the shipment to arrive in a few days. 我们预期装运的货物将于日内到达我们预期装运的货物将于日内到达.• 误误: We anticipate the shipment to arrive in a few days. •4. a sharp rise in price 价格急剧上涨价格急剧上涨•5. the captioned goods 标题项下的货物标题项下的货物(这里指这里指” White Rabbit” Brand Woolen Mixed Blanket)• 类似的表达法还有类似的表达法还有: the subject article (goods) the goods (article) mentioned in the subject line •6. growing demand 增长的需求增长的需求 a large demand 大的需求大的需求 a great demand 很大的需求很大的需求• latent demand 潜伏需求潜伏需求 overfull demand 过多需求过多需求 demand and supply 供与求供与求; 供求供求• 7. on the high side (指价格指价格) 偏高偏高 We regret to say that we cannot accept your offer, as your price is found (to be) on the high side. 谦告你方由于价格偏高谦告你方由于价格偏高,我们不能接受你方报盘我们不能接受你方报盘. 类似的表达方式还有类似的表达方式还有: Your price is a bit high. 你方价格有点高你方价格有点高. Your price is a too high. 你方价格太高你方价格太高. Your price is rather stiff. 你方价格相当高你方价格相当高. Your price is excessive. 你方价格过高你方价格过高. Your price is prohibitive. 你方价格令人望而却步你方价格令人望而却步. 注意注意: out of line with the market(与市价不一致与市价不一致), unreasonable(不合理不合理), unworkable (不可行不可行), impracticable(行不通行不通),infeasible(行不通行不通), unrealistic(不现实不现实 )等如果出自等如果出自买方买方 之口之口,往往指价格偏高往往指价格偏高,如果出自卖方之口如果出自卖方之口,则往往指价格偏低则往往指价格偏低(on the low side).8. provided conj. 假若假若;倘使倘使;假如假如;以以……为条件为条件(与与that连用连用) We will send you an order for 5,000 metric tons, provided that you can ship in May. 如果你方能在如果你方能在5月份装船月份装船,我们将订购我们将订购5000吨吨.9. Finalize an order with them 接受他们的订单接受他们的订单 2.Sending a Quotation 寄送报价•Dear Sirs,•敬启者：敬启者：•We thank you for your Enquiry List No.303 and enclose our Quotation No.104 for the captioned goods.• 感谢贵方第感谢贵方第303号询价单号询价单,现随函附寄我方第现随函附寄我方第104号标题项下的货物的报价号标题项下的货物的报价.•We have sent you our latest illustrated catalogue today by parcel post. Their attractive designs and the reasonable prices at which we offer them will, we hope, convince you that our toys are really good value. Provided we receive your order by 15 May, we make you a firm offer for delivery by the end of June at the price quoted.• 我方已寄发了最新的附有插图的目录表我方已寄发了最新的附有插图的目录表,我希望这些商品诱人的设计我希望这些商品诱人的设计,合理的价格能使合理的价格能使贵方相信他们具有很高的价值贵方相信他们具有很高的价值.若若5月月15号前收到贵方订单号前收到贵方订单,我方将按所报价格我方将按所报价格,发发7月底月底交货的报价交货的报价.•On orders for 500 pieces or more we allow a special discount of 4%and look forward to receiving your order.• 如果每次订购如果每次订购500或或500件以上件以上,我方将给我方将给4%的折扣的折扣,期盼贵方的订单期盼贵方的订单.•Yours faithfully,• 谨上谨上• •Enc. Quotation No.104•附件附件:第第104号报价号报价 3. Buyer Asks for Quotation and Seller Replies买方要求报价及卖方回复买方要求报价及卖方回复•DEC. 4, 2004 •(2004年年12月月4 日）日）•FAX TO: C.C. Corporation Ltd. • 00852—4929189 •C.C.有限公司有限公司 00852—4929189•ATTN: SALES DEPAREMENT • 送至送至:销售部销售部•WE ARE A JOINT VENTURE COMPANY, REGISTERED IN SHENZHEN SPECIAL ECONOMIC ZONE, CHINA, SPECIALIZED IN SUPPLYING DRILLING EQUIPMENT FOR BOTH ONLAND AND OFFSHORE OILFIELD. WE ARE INTERESTED IN PURCHASING 8 SETS OF LINCOLN WELDING UNITS, DETAILED IN ATTACHMENT. WE WOULD LIKE TO GET YOUR QUOTATION FOR THESE UNITS.•本公司是在中华人民共和国深圳经济特区注册的一家合资企业本公司是在中华人民共和国深圳经济特区注册的一家合资企业,主要供应陆地及近海油田钻探设备主要供应陆地及近海油田钻探设备.我方想购买我方想购买8台台”林肯林肯’牌焊机部件牌焊机部件,详见附件详见附件.我方希望收到贵方关于这些部件的报价我方希望收到贵方关于这些部件的报价.•YOUR PROMPT REPLY IS GREATLR APPRECIATED. •十分感谢贵方早日回复十分感谢贵方早日回复.•THANKS & REGARDS •感谢合作并顺致敬意感谢合作并顺致敬意.•Guang Li•MANAGER Reply---Sending a Quotation 回复回复---寄送报价寄送报价REF: 04/AF/KP/Q082Date: 6th December,2004To: SHENZHEN FER EAST OIL TOOLS LTD. Chiwan Petroleum Supply Base, Chiwan, Shenzhen, China.深圳远东石油工具有限公司深圳远东石油工具有限公司赤湾石油工具供应基地赤湾石油工具供应基地赤湾，深圳，中国赤湾，深圳，中国Attn: MANAGER总经理亲启总经理亲启From: Lynn Kwok, B.C. corporation Ltd.发件人：发件人： Lynn Kwok, B.C. 有限公司有限公司QUOTATION (1) 2 sets—Lincoln DC1500 Power Source K1383 (林肯林肯DC1500动力来源动力来源K1383) suitable for power of 380 / 3/ 50Hz (适用于电压为适用于电压为380伏伏,频率为频率为50赫兹的动力赫兹的动力) $. . . /set . . . $. . . (每台每台……美元美元) SUB—TOTAL: $ . . . (总计总计……美元美元) (2) 2 sets---K356 NA5 Control … $... (控制器控制器……美元美元) K346 NA5 HEAD … $... (钻头钻头……美元美元) (3) Spares of DC1500 (DC1500的备用零件的备用零件) a. 5 units G1530-2 $... / unit … $ … (5件件……美元美元/单件单件……美元美元) b. 5 units G1587-3 $... / unit … $ … (5件件……美元美元/单件单件……美元美元) TOTAL: $ . . ( 总计总计……美元美元) (4) Spares of NA5 ( N A 5的配件的配件) Price: Ex-work U.S.A. in US Currency CIF Guangzhou. 价格价格:在美国工厂交货在美国工厂交货,支付货币为美元支付货币为美元,到广州到岸价到广州到岸价 Delivery: To be effected by sea from U.S.A. in about 18 weeks to Guangzhou subject to the date of receipt of the acceptence irrevocable credit. 交货交货:从收到对方不可撤销信用证之日起从收到对方不可撤销信用证之日起,约在约在18周内有美国装船并运抵广州周内有美国装船并运抵广州. Payment term: 100% contract value at sight by irrevocable Letter of Credit in favour of ALL FIT ENGINEERING LIMITED to be issued either by the buyer or I/E corp authorized 支付方式支付方式:从买房的合同之日起从买房的合同之日起30天内天内,由卖方或卖方授权的进口公司按合同金额由卖方或卖方授权的进口公司按合同金额100%申请开立的以申请开立的以ALL FIT工工 程有限公司为受益人的即期不可撤销信用证程有限公司为受益人的即期不可撤销信用证 Machine warranty:12 months from the date of cargo receipt, warranty will be null and void if Machine is subject to • misuse, accident damage or operator’s errors. 设备保证书:在收到货物的12个月之内为质量保证期.若因使用不当,事故性损坏或无法律约束力的错误操作,卖方不予担保.Training: One technician will be send to customer plant for six working days on free of charge basis. However, the buyer is required to provide accommodation, transportation, meals during the period.培训: 卖方派一名技术人员到用户工厂进行为期六个工作日的免费指导.然而在此期间,买方应提供住宿交通及饮食等费用.Remarks:备注:(1) The buyer is required to pay US $120.00 as a daily labour charge, and the accommodation, meals, transportation as in incurred if length of stay is exceeded than the agreed six working days. 如果超过指定的六个工作日,买方每日应付120美元的劳务费,并提供食宿,交通等费用.(2)The US $120.00 is waived if it is the seller’s fault.(3) 若因卖方失误,买方将不付120美元的劳务费.(3)Installation guide and maintenance operation manuals and spare parts list of the purchased machine will (4) be sent to the buyer along with the goods.(5) 安装说明、维护操作手册及所购部件的配件目录将随货物一同到达.(6) Price validity: 30 days from the date of this quotation.(7) 价格有效期: 此报价发出之日30天内有效.(8) Regards.(9) 顺致敬意(10)Lynn Kwok(11)Sales Manager • Notes•1. joint venture company 合资企业合资企业;合营企业公司合营企业公司• joint venture corporation 合伙公司合伙公司;合营公司合营公司 joint capital 合资合资• joint stock 合资合资,合股合股 equity joint venture 合资经营合资经营• cooperative venture=contractual joint venture (按合同规定进行的按合同规定进行的)合资经营企业合资经营企业• wholly foreign venture 外国独资经营企业外国独资经营企业;外国独资经营外国独资经营•2. registered adj. 注册的注册的,登记的登记的,挂号的挂号的 registered capital 注册资本注册资本• registered trademark 注册商标注册商标• registered certificate of stock=registered stock 记名股票记名股票• registered check 记名支票记名支票 registered security 记名证券记名证券• registered bongs 记名债券记名债券 registered mail 挂号邮件挂号邮件• registered post 挂号邮件挂号邮件,挂号信挂号信 registration n. 注册注册,登记登记 • place (country, district) of registration 注册地点注册地点(国家国家,城市城市)• registration fee 注册费注册费,登记费登记费 registration procedures 注册注册(登记登记)手续手续• register vt. n. 注册注册,登记登记,挂号挂号•3. irrevocable credit 不可撤销的信用证不可撤销的信用证• credit=letter of credit 信用证信用证•4. in favour of …(or: in sb’s favour) 以以……为抬头为抬头,以以……为受益人为受益人• 这是外贸业务术语这是外贸业务术语,尤指把信用证开给某人名下尤指把信用证开给某人名下.• We open an irrevocable Letter of Credit No.123 in favour of Chain National Metals And Minerals• Import & Export Corporation, Beijing.• 兹开立以北京中国五经矿产进出口公司为受益人的第兹开立以北京中国五经矿产进出口公司为受益人的第123号不可撤销信用证号不可撤销信用证.• We have made arrangements with Bank of Japan, Tokyo, to open a credit in your favour.• 我们已安排由东京日本银行开立以你方为抬头的信用证我们已安排由东京日本银行开立以你方为抬头的信用证.• in sb.’s favour 还作还作”对某人有利对某人有利”解解• The market situation is entirely in our favour. 市场情况完全对我们有利市场情况完全对我们有利. •5. issue vt. 开立开立,签发签发• issue an L/C 开立信用证开立信用证,还可以说还可以说:open an L/C, 和和 establish an L/C, • 其中其中issue an L/C 和和 establish an L/C 较为正式较为正式.•6. warranty n. 保证保证(书书),担保担保(书书),保单保单• a one -year warranty on a television set 电视机保用一年的保单电视机保用一年的保单•7. incur vt. 招致招致,惹起惹起,遭受风险遭受风险• incur great expense 带来很大的花费带来很大的花费• incur a heavy loss 招致重大的损失招致重大的损失•8. waive vt. 放弃放弃,不坚持不坚持(权利权利,要求等要求等)•9. installation guide manual 安装手册安装手册 10 . maintenance operation manual 维修手册维修手册 11. spare part 备件备件 12. validity n. 有效期有效期 the validity of an L/C 信用证有效期信用证有效期 the validity of an agreement (a contract) 协议协议(合同合同)的有效期的有效期 valid adj. 有效的有效的 valid period 有效期限有效期限 Ⅱ. Sales Letters 推销信 • The sales letter is a form of advertising.•It aims to sell particular kinds of goods or•services to selected types of customers. 1.Ordinary Sales—Promotion of DVD player一般性推销一般性推销---推销推销DVD机机•Dear sirs,•敬启者敬启者:•We are pleased to send you with this fax a copy our catalogue for SL—V501 DVD Player. The high quality of our products is well known and universally acknowledged and we are confident that a trial order would convince you that the goods we are offering are excellent value for money.• 很高兴随信寄去一份关于我方很高兴随信寄去一份关于我方SL—VS501型型DVD机的目录机的目录.众所周知众所周知,我方产品的质量我方产品的质量很高很高,并得到广泛认可并得到广泛认可.我方相信我方相信,我方提供的试订购的货物将证明其物有所值我方提供的试订购的货物将证明其物有所值.•In order to popularize these products, all the catalogue prices are subject to a special discount of 10% during this month only.• 为了促销这些商品为了促销这些商品,在本月内在本月内,所有目录价格给与所有目录价格给与10%的折扣的折扣.•We are offering you the goods of the highest quality on unusually generous terms and would welcome your earliest orders.• 我方以不同寻常的优惠条件向贵方最高质量的商品我方以不同寻常的优惠条件向贵方最高质量的商品,期盼早日收到贵方的订单期盼早日收到贵方的订单.•Your faithfully,• 谨上谨上 Notes•1. universally adv. 普遍地普遍地,广泛地广泛地•2. acknowledge vt. (1)承认承认;(2)告知收到告知收到(信件信件,礼物等礼物等)• It is universally acknowledged that the quality of our goods is of• firstgrade.• 大家一致公认我方产品的质量是一流的大家一致公认我方产品的质量是一流的.• We acknowledge the receipt of your letter of September 15.• 我们收到了你方我们收到了你方9月月15日的来电日的来电.•3. trial order 试订试订(货货)•4. popularize vt. 普及普及 ;推广推广• 2. Trying to Sell with sample---Promotion of U.S. Dollar Bank Note Checker 尝试凭样推销尝试凭样推销---推销美元验钞机推销美元验钞机 •Dear sirs,•敬启者：敬启者：•DBC—3 U.S. Dollar Bank Note Checker has an excellent security level against so called “Super Dollars” issued after 1988(1988,1990,1993).•DBC—3型美元验钞机具有优秀的安全水准以对付型美元验钞机具有优秀的安全水准以对付1988年以后年以后(包括包括1988,1990,1993)发发行的所谓行的所谓”超级美元超级美元”.•According to the Test Report from the authorized counterfeit department of German Bank and the Russian Authority, DBC—3 recognized all counterfeits (More than 2,000 counterfeits including over 700 Super Dollars).•德国银行权威防伪部门及俄国有关当局的检验报告表明德国银行权威防伪部门及俄国有关当局的检验报告表明DBC—3型验钞机可识别所有伪型验钞机可识别所有伪钞钞(即即2000多种伪钞多种伪钞,其中包括其中包括700多种超级美元多种超级美元).•DBC—3 can recognize New 100 U.S. Dollars in 1996 by using “New EP—POM ”.•DBC—3 型验钞机使用了新的芯片后可以识别型验钞机使用了新的芯片后可以识别1996年新版美元年新版美元.•DBC—3 display total bills and amount and indicates denomination of recognized bank note.•DBC---3 型验钞机可显示所识别的钞票的总张数型验钞机可显示所识别的钞票的总张数,总金额和票面值总金额和票面值.•Specifications Applicable bank notes适用钞票适用钞票U.S. dollars 美元美元denominations: 1,2,5,10 applicable to all bank notes面值面值:1,2,5,10元适用所有钞票元适用所有钞票denominations:20,50,100 applicable to bank notes issued on and after 1988,(1988,1990,1993)面值面值:20,50,100适用适用1988年后年后(即即1988,1990,1993)发行的钞票发行的钞票New 1996 U.S. 100 Dollar is available适用适用1996年新版年新版Checking speed 验测速验测速度度60bills/min 60张张/分钟分钟 Front 正面正面Display 显示器显示器 Top 上部上部Denominations of recognized bank note 识别后的钞票面值识别后的钞票面值Total bills and amount of recognized bank notes识别后的钞票总张数和总面额识别后的钞票总张数和总面额Clear button 清除键清除键Clears display of total bills and amount 清楚钞票总张数和总面值的显示清楚钞票总张数和总面值的显示Inserton direction钞票放入方式钞票放入方式Only the direction 只有一种方式只有一种方式 face up 正面向上正面向上 length ways 横向放入横向放入 Treasury seal in front 财政印章在前部财政印章在前部 Alarm 警示警示Out-of-recognition bank notes are returned to front side with sounding of alarm buzzer and error-code displays.检验有问题的钞票退至前面并伴有警示声及错误代码显示检验有问题的钞票退至前面并伴有警示声及错误代码显示Power requirement 电源要求电源要求AC 100—120V , 200—240V, 50/60 Hz交流电交流电 100—120V,200—240V,50/60HZPower consumption耗电量耗电量50V﹒﹒ADimension 体积体积145(W)X176(H)X298(D)mmWeight 重量重量3.5kg (7.8lbs) 3.5公斤公斤(7.8磅磅) • Specifications subject to change without notice.• 规格以变更为准规格以变更为准,恕不通知恕不通知•How about letting us bring our machine in for a demonstration? I will call your secretary and see if I can make an appointment with you.•能否允许我方带上验钞机前来演示能否允许我方带上验钞机前来演示,我方将于贵方秘书预约我方将于贵方秘书预约.•Yours sincerely,•谨上谨上 Notes•1. bank note checker 验钞机•2. Supper Dollars 超级美元(一种美钞)•3. counterfeit a. 伪造的,假冒的 n. 伪造品•4. EP—POM 芯片•5. denomination n. (钱币等的)单位,面值•6. face up 正面朝上•7. length ways 竖向放入•8. error—code 错误代码 Ⅲ.Offer 报盘• 1.Offer an Electronic Calculators 电子计算器报盘电子计算器报盘•Dear sirs,•敬启者：敬启者：•In reply to your letter of July 14, we are giving you an offer, subject to your reply here by 5 p.m. our time, Tuesday, August 5, as follows:•兹答复贵方兹答复贵方7月月14日来函日来函,现报盘如下现报盘如下,此报盘以我方时间此报盘以我方时间8月月15 日星期二下午日星期二下午5时前收到答复为有效时前收到答复为有效• Commodity: Electronic Calculators • 商品商品:电子计算器电子计算器• Specifications: As per attached list • 规格规格:参阅附件参阅附件• Packing: As per the buyers option • 包装包装:由买方选择由买方选择• Quantity: 3,000 pieces • 数量数量:3000件件• Price: US$ 9.00 net per CIF Lagos • 价格价格: 成本成本,保险保险,运费拉各斯价每件运费拉各斯价每件9美元净价美元净价• Shipment: September/October, 2004 • 装船日期装船日期:2004年年9月或月或10月月• Payment: Confirmed, Irrevocable Letter of Credit payable by draft at sight to be opened 30 • days before the time of shipment.• 支付条件支付条件:由装船前由装船前30天开立保兑的不可撤销的即期信用证付款天开立保兑的不可撤销的即期信用证付款•Under separate cover, we have sent you sample books of various brands as per your request.• 另函中另函中,我方已按贵方要求寄出各种品牌的样品目录表我方已按贵方要求寄出各种品牌的样品目录表.•We are expecting your early order.• 期盼早日收到贵方的订单期盼早日收到贵方的订单•Yours faithfully,• 谨上谨上 Notes•1. offer n. V. 报盘报盘• 名词名词offer 常与动词常与动词make, send, give, 等联用等联用,后接介词后接介词for 或或in或或of ,接接for• 较普遍较普遍,接接on较少较少,买方提及卖方的报盘时买方提及卖方的报盘时,接接of 为好为好• Please make/send/give us an offer CIF London for (or: on) 20 metric tons • Brown Cashmere. 请按伦敦到岸价报给我方请按伦敦到岸价报给我方20吨棕色山羊绒的价格吨棕色山羊绒的价格.• We confirm your offer of 2,000lilos Black Tea.• 你方你方2000公斤红茶的报盘收悉公斤红茶的报盘收悉.•2. as per 按照按照(仅用于商业书信仅用于商业书信)• We handle a wide range of light industrial products as per list enclosed.• 我们经营多种轻工业品我们经营多种轻工业品,详见附表详见附表.• As per your request, we have marked the cases with gross, tare and net weights.• 我们已按你方要求在箱上注明毛重我们已按你方要求在箱上注明毛重,皮重及净重皮重及净重.•3. net adj. 净的净的 (英国习惯写作英国习惯写作nett)• net price 实价实价,净价净价(不含佣金或折扣不含佣金或折扣)• net weight 净重净重 (不包括皮重不包括皮重)• net profit 净利净利,纯益纯益 2.Offer of Refrigerators 电冰箱报盘电冰箱报盘•Dear sirs,•敬启者：敬启者：•Haier REFRIGERATOR •海尔电冰箱海尔电冰箱•Your fax of February 10 asking us to offer you the subject article has received our immediate attention. We are pleased to know that you are interested in our products.•贵方贵方2月月10日要求我方发盘标题项下商品的立刻受到我方关注日要求我方发盘标题项下商品的立刻受到我方关注,非常高兴贵方对我方产品感兴趣非常高兴贵方对我方产品感兴趣.•In reply to your inquiry, we take pleasure in making you an offer as follows, provided your reply reaches us within 7 days from today:•兹答复贵方询盘兹答复贵方询盘,我方报盘如下我方报盘如下,以贵方回复以贵方回复7日内送达我方为有效日内送达我方为有效.• Specification: 规格规格 Quantity (set):数量数量 Price: (US$)价格价格• BYD212 1,000 410.00• BYD175 1,000 380.00• BYD219 500 395.00• The price is on the basis of CIF Alexandria• 此价格为亚历山大成本此价格为亚历山大成本,保费加运费价保费加运费价.• Packing: at buyer’s option.• 包装包装:由买方决定由买方决定• Shipment: Total quantity to be delivered by 3 equal monthly shipments, March through May, 2004.• 装船日期装船日期:从从2004年年3月至月至5月所有货物分三个月三次平均装运月所有货物分三个月三次平均装运.• Payment: 100% by irrevocable, revolving letter of credit.• 支付条件支付条件:100%不可撤销不可撤销,循环信用证循环信用证.•In view of the fact that our stock on hand has been quite low owing to heavy commitment, your early order is absolutely essential.•鉴于我方库存极少鉴于我方库存极少,而且大量承约而且大量承约,你方早日发出订单十分必要你方早日发出订单十分必要.•Yours faithfully,• 谨上谨上 3. Offer of Personal Computers 计算机商报盘计算机商报盘•Dear sirs,•敬启者：敬启者：•DELL PC •dell 个人电脑个人电脑•We confirm your fax of 10th august, asking us to make you an offer for the captioned personal computers, FOB Xingang. Now we are making you an offer as follows:•兹确认贵方兹确认贵方8月月10日来函要求日来函要求,我方报上述个人电脑新港离岸价我方报上述个人电脑新港离岸价,现报盘如下现报盘如下:• Commodity: DELL Personal Computer • 商品名称商品名称: Dell个人电脑个人电脑• Specification: CPU Inter Pentium ⅣⅣ 2.8G • 英特尔奔腾英特尔奔腾4处理器处理器2.8G• Quantity: 2,000 sets 数量数量:2000台台• Packing: Each set is wrapped in a polybag and packed in a standard export cardboard carton lined with foam.• 包装包装:每台电脑包在塑料袋内每台电脑包在塑料袋内,然后装入标准出口纸箱然后装入标准出口纸箱,箱内四周填充塑料泡沫箱内四周填充塑料泡沫.• Price: US$ 730.00 per set FOB Xingang, China.• 价格价格:每台中国新港离岸价每台中国新港离岸价730美元美元.• Shipment: September/October, 2004• 装船日期装船日期: 2004年年9月或月或10月月.• Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the date of • shipment.• 支付条件支付条件:装船日期前装船日期前30天开立的保兑的和不可撤销的即期信用证天开立的保兑的和不可撤销的即期信用证.•This offer is subject to your reply here on or before 25th August.•此报盘以此报盘以8月月5日或日或5日前贵方答复为有效日前贵方答复为有效.•Please note that we have given you our most favourable price and we trust that the above will be acceptable to you .•请注意我方已给贵方报出最优惠的价格请注意我方已给贵方报出最优惠的价格,并相信贵方会接受上述各项条款并相信贵方会接受上述各项条款.•We highly appreciate your early reply.•如蒙早复将不胜感激如蒙早复将不胜感激.•Yours faithfully, •谨上谨上 ⅣⅣ. Counter Offers 还盘还盘• 1. Counter-offer on Price of Refrigerator 对电冰箱的还盘对电冰箱的还盘•Dear sirs,•敬启者：敬启者：•Your Offer No. 146 for Haier Refrigerators•你方第你方第146好关于海尔电冰箱的报盘好关于海尔电冰箱的报盘•We have received your offer NO.146 offering us 2,500 sets for three designs of the subject goods.• 我方已收到贵方第我方已收到贵方第146号提供号提供2500台三种规格上述电冰箱的报盘台三种规格上述电冰箱的报盘.•In reply, we regret to inform you that our clients find your price much too high. Information indicates that some kinds of the said articles made in other countries have been sold here at a level about 5%lower than that of yours.• 很抱歉通知贵方很抱歉通知贵方,我方用户发现贵方价格偏高我方用户发现贵方价格偏高,有信息显示此地销售和别国生产的电冰箱的价格比贵方低有信息显示此地销售和别国生产的电冰箱的价格比贵方低5%左右左右.•We do not deny that the quality of your products is slightly better, but the difference in price should,•in no case, be so big. To step up the trade, we counter offer as follows, subject to your reply here by 5 p.m. our time, February 18: • 我方不否认贵方产品的质量比较好我方不否认贵方产品的质量比较好,然而然而,不论怎样不论怎样,价格也不能差异太大价格也不能差异太大.为促进交易为促进交易,我方还盘如下我方还盘如下,以贵方于我方时以贵方于我方时间间2月月18日下午日下午5时前复到为有效时前复到为有效.• US$ 240.00 for BYD212 (BYD212, 240.00美元美元)• US$ 235.00 for BYD157 (BYD157, 235.00美元美元)• US$ 245.00 for BYD219 (BYD219, 245.00美元美元)•As the market is of keen competition, we recommend your immediate acceptance.• 由于市场竞争激烈由于市场竞争激烈,建议贵方立即接受建议贵方立即接受•Yours faithfully, • 谨上谨上 Notes•1. in no case 绝不绝不•2. to step up the trade 为促进贸易为促进贸易•3. counter offer v. n. 还盘还盘,还价还价• 也可写作也可写作counter-offer或或counteroffer • The price you counteroffered is not in line with the prevailing market.• 你方还盘价格与市场价不符你方还盘价格与市场价不符• We are sorry to tell you that we can not accept your counter-offer.• 非常抱歉的告诉你方非常抱歉的告诉你方,我方不能接受你方还价我方不能接受你方还价•4. keen competition 激烈的竞争激烈的竞争• keen 用于商业书信中用于商业书信中,常见的词组有常见的词组有:• keen interest 强烈的兴趣强烈的兴趣• keen price 薄利的价格薄利的价格:低价低价• 2. Counter-offer on Price of Hand-embroidered Silk Scarf 对手绣丝围巾价格的还价对手绣丝围巾价格的还价•Dear sirs,•敬启者：敬启者：• Hand-embroidered Silk Scarfs •We thank you for your offer by telex of September 3 for 5,000 pieces of the captioned goods at ￡￡9.50 per piece CIF Hamburg.• 感谢贵方感谢贵方9月月3日电传所发标题项下货物日电传所发标题项下货物5000件的报盘件的报盘.每件价格为汉堡到岸价每件价格为汉堡到岸价9.50英磅英磅•We immediately contacted our customers and they showed great interest in the quality and designs of your products. However they said that your price is 10%higher than the average. They told us if you can reduce your price to ￡￡8.55 per price, they will increase 1,000 pieces to the quantity . So there is a good chance of concluding a bigger transaction with them if you can meet their requirement. We hope you will take advantage of this opportunity so that you will benefit from the expanding market.• 我方立即与客户取得了联系我方立即与客户取得了联系,他们对贵方产品的质量和设计表现出了极大兴趣他们对贵方产品的质量和设计表现出了极大兴趣.然而然而,他们认为贵方他们认为贵方价格偏高价格偏高,也就是说比平均价高出也就是说比平均价高出10%.他们表示他们表示,若贵方每件价格降低到若贵方每件价格降低到8.5英磅英磅,将再增加将再增加1000件的件的订单订单.因此因此,如果能满足他们的要求如果能满足他们的要求,这将是达成一大笔交易的有利时机这将是达成一大笔交易的有利时机.我方希望贵方能利用此机会我方希望贵方能利用此机会,并从不断扩大的市场中受益并从不断扩大的市场中受益.•We await your favorable reply with great interest.• 期盼贵方有利的答复期盼贵方有利的答复.•Yours faithfully,• 谨上谨上• Notes •1. embroider vt. 绣绣(花纹花纹); vi. 绣花绣花,刺绣刺绣•2. take advantage of this opportunity 利用这一有利时机利用这一有利时机• We are glad to take advantage of this opportunity to introduce our• various products available to you. 我们很高兴利用这个机会向我们很高兴利用这个机会向你方你方• 介绍我方可提供的各种产品介绍我方可提供的各种产品.•3. benefit n. 利益利益,好处好处; vi. 获益获益,受益受益• benefit from (or: by) … 从从……获益获益• You will benefit from investing in China.• 你们将从在中国投资中受益你们将从在中国投资中受益. 3. Counter-offer on Price of Medical Apparatus and Instruments 对医疗器械价格的还价对医疗器械价格的还价 •Gentlemen:•敬启者：敬启者：•We thank you for your Quotation No.134 for your NVR-FM790 Medical Apparatus and Instruments, and we have given it very careful consideration. We don’t deny that we are interested with your products, as you know. However, we find that we can obtain from another firm a price of 5% lower than that of yours. If you would reduce your price to that extent, we will be pleased to place with you an order that will carry us for the rest of this year.• 贵方关于贵方关于NVR-FM790型医疗器械的型医疗器械的134号报价已收悉号报价已收悉.我方给与了认真的考虑我方给与了认真的考虑.我方不我方不否认对贵方的产品感兴趣否认对贵方的产品感兴趣,但是我们也发现我们从其他商号获得的报价比你方低但是我们也发现我们从其他商号获得的报价比你方低5%.如如果贵方能降低到那个价的话果贵方能降低到那个价的话,我方会在年内继续向贵公司订货我方会在年内继续向贵公司订货.•Hope to hear from you soon .• 盼早复盼早复.•Yours truly,• 谨上谨上 4. Buyer Asks for Reduction of Minimum Quantity 买方要求降低起订量买方要求降低起订量•Dear sirs,•敬启者：敬启者：•Your Offer No.123•贵方第贵方第123号报价号报价•We thank you for your fax of April 4 offering us 6 designs of Ornamental Cloth. However we regret to inform you that the minimum of 10,000 yards per design is too big for this market.• 感谢贵方感谢贵方4月月4日发来日发来6种图样的装饰布的报盘种图样的装饰布的报盘,然而然而,很遗憾的告知贵方很遗憾的告知贵方10000码的码的最低订购量对于该市场来说太多最低订购量对于该市场来说太多.•In case you can reduce the minimum to 7,000 yards per design, there is a possibility of placing orders with you, because a considerable quantity of this material is required on this market for manufacturing curtains, bed sheets, etc.• 如果贵方把每件花色的最低订购量降到如果贵方把每件花色的最低订购量降到7000码码,将有可能向贵方订货将有可能向贵方订货.因为该市场需要因为该市场需要一定数量的这种布料来做窗帘一定数量的这种布料来做窗帘,床单等床单等.•Your early reply will be highly appreciated.• 如蒙早复将不胜感激如蒙早复将不胜感激•Yours faithfully,•谨上谨上• Notes•1. design n. 设计设计,图样图样,花样花样; vt. 设计设计• We have now various designs of Machine Printed Rayon Sateen available for • exporting. • 我方目前有多种图样的人丝贡缎可供出口我方目前有多种图样的人丝贡缎可供出口.•2. place an order with sb. 或或 place with sb. an order 向某人买进向某人买进(=book with sb. sth.)• order n. 订单订单 vt. 订购订购(用作名词时可与动词用作名词时可与动词send, give, make, etc.搭配搭配)• If you reduce your price by 3%,we will send you an order immediately.• 如果你方能将价格降低如果你方能将价格降低3%,我们将立即发送订单我们将立即发送订单.•3. considerable quantity of … 相当数量的相当数量的……• We can offer you considerable quantity of first-grade walnut meat from stock at• present.• 我方目前可现货提供你方相当数量的一级核桃仁我方目前可现货提供你方相当数量的一级核桃仁. 5. Counter-offer on Payment Terms 对支付方式的还盘对支付方式的还盘•Dears sirs,•敬启者：敬启者：•We thank you for your quotation of February 3 for 1,000 sets of Panosonic 2188 Colour TV. We find your price as well as delivery date satisfactory, however we would give our suggestion of an alteration of your payment terms.• 感谢贵方感谢贵方2月月3日对日对1000台松下台松下2188彩色电视机的报价彩色电视机的报价,我方对贵方的价格及交货日期感到满意我方对贵方的价格及交货日期感到满意,但但是是,我方建议贵方对付款方式做一改动我方建议贵方对付款方式做一改动.•Our past purchase of other household electrical appliances from you has been paid as a rule by confirmed, irrevocable letter of credit at sight. On this basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us ,the tie-up of our funds lasts about four months. Under the present circumstances, this question is particularly taxing owing to the tight money condition and unprecedentedly high bank interest.• 按照惯例我方以往从贵方购买家用电器的支付方式为保兑的不可撤销的即期信用证按照惯例我方以往从贵方购买家用电器的支付方式为保兑的不可撤销的即期信用证,在此基础上在此基础上,我我方确实花了很多资金方确实花了很多资金,从开立信用证到用户支付我方货款从开立信用证到用户支付我方货款,占用资金持续四个月左右占用资金持续四个月左右.目前目前, 由于银根由于银根紧急银行空前高的利率等问题确实使我方感到十分棘手紧急银行空前高的利率等问题确实使我方感到十分棘手.•In view of our long business relations and our amicable cooperation prospects, we suggest that you accept either” Cash against Documents on arrival of goods” or” Drawing on us at 60 day’s sight”• 鉴于我们长期的业务关系及友好的合作前景鉴于我们长期的业务关系及友好的合作前景,我方建议贵方接受我方建议贵方接受”货到后凭单付款货到后凭单付款”或或”开出见票开出见票60天付款的汇票向我方收款天付款的汇票向我方收款”的条件的条件.•Your first priority to the consideration of the above request and an early favourable reply will be highly appreciate.• 若贵方能考虑上述要求并早日给与有利回复我房间不胜感激若贵方能考虑上述要求并早日给与有利回复我房间不胜感激.•Yours faithfully,•谨上谨上 Notes•1. alteration n. 改变改变;改动改动•2. household electrical appliances 家用电器家用电器•3. as a rule=usually 通常通常•4. taxing adj. 难以负担的难以负担的,使人感到有压力的使人感到有压力的•5. tight adj. (钱钱,商品等商品等)紧的紧的,难得到的难得到的• tight money 银根紧银根紧; tight-up of funds 占用资金占用资金•6. unprecedentedly adv. 空前的空前的•7. against documents on arrival of goods 货到后凭单付款货到后凭单付款,简称简称CAD (Cash Against • Documents)•8. drawing on us at 60 day’s sight 开出见票开出见票60天付款的汇票向我方收款天付款的汇票向我方收款•9. priority n. 优先优先• top priority 最优先考虑的事最优先考虑的事• first priority 最优先考虑的事最优先考虑的事• give priority to 给给……以优先权以优先权;优先考虑优先考虑…… 6. Buyer Asks for Earlier Delivery 买方要求提前交货买方要求提前交货•Dear sirs,•敬启者：敬启者：•COMPRESSORS•压缩机压缩机•We refer to your offer of March 13 for 2,000 pieces of the subject articles.• 兹谈及贵方兹谈及贵方3月月13日对标题项下货物日对标题项下货物2000件的报盘件的报盘•As our customers urgently need goods, they request us to fax you to shift your delivery time from” the end of July” to” on or before June 15”, or they will get the goods from other resources.• 因我方客户急需此货因我方客户急需此货,他们要求通知贵方把交货日期由他们要求通知贵方把交货日期由”7月底月底”改为改为”6月月15日以前日以前”,否则他们将从别处补进此货否则他们将从别处补进此货.•In order to promote your business, please accept this unharsh condition.• 为促进贵方贸易为促进贵方贸易,请接受此并不苛刻的条件请接受此并不苛刻的条件•We await your pleasant reply.• 期盼贵方有利的答复期盼贵方有利的答复.•Yours faithfully,• 谨上谨上 。