外贸函电,FOREIGN BUSINESS CORRESPONDENCE,Unit 5 Quotation and Offer 报价和发盘,目的：掌握发盘的基本约束，以及如何进行报价和发盘的信函书写 在国际贸易中，发盘（Offer）又称发价，在法律上又称“要约”，是指买方或卖方向对方提出的各项交易条件发盘通常是一方收到对方的询盘之后所提出的，但也可不经过对方询盘而主动向对方提出5.1 Introduction（简介）,在实际业务中，当发盘针对一个或几个特定的受盘人明示或暗示发盘人在明确、完整和最终的条件下订立合同的明确意图时，，该盘就为实盘受盘人一旦在发盘的有效期内有效地表示接受，这个实盘就为不可撤销，并会对发盘人和受盘人双方产生约束力因此，实盘又称为“有约束力的发盘”报实盘时必须注意以下三点： （1）发盘必须注明是实盘 （2）发盘必须明确、清楚、完整、具有最终效力并列出所有的主要交易条件 （3）发盘必须注明有效期完整的报价和发盘应包括以下内容： （1）对询价表示感谢 （2）提供所要求的所有信息，如价格、折扣及付款条件等细节 （3）对交货期或装运期的承诺 （4）如为实盘，应注明有效期 （5）希望对方接受报价订购货物。
5.2 Writing Skills（写作技巧）,报价和发盘信函的写作步骤及常见表达方式：,5.3 Specimen Letters（样函）,Letter 1：Request for quotation for crockery Dear Sirs, You have previously supplied us with crockery and we should be obliged1 if you would now quote CIF San Francisco for the items named below. The pattern we require is listed in your 2004 catalogue as No.8. 500 Teacups and Saucers, 200 Tea Plates, 100 2-pint Tea-pots When replying, please state: (1)discounts2 allowable, (2) terms of payment, and (3) earliest possible date of delivery3. Truly yours, Fred Jackson,Letter 2：Exporter’s quotation Dear Ms. Chen, Thank you for your letter of 5th April, requesting for a further supply of our crockery4, we are pleased to quote as follows: Teacups……………….USD500.00 per hundred Tea Saucers………….USD200.00 per hundred Tea Plates……………USD180.00 per hundred Tea-pots, 2-pint ………USD3.00 each Net CIF Francisco,The above quotation is subject to our final confirmation5. You are allowed a discount of 5% for items ordered in quantities of 500 or more. The terms of payment are by letter of credit at sight to be opened through the Bank of China and the shipment is to be made within four weeks upon receipt of the covering letter of credit. We hope you will find these terms satisfactory and look forward to the pleasure of your order. Yours faithfully, Leon Allen,Letter 3：A firm offer from the seller Dear Sirs, As requested in your letter of April 18th, we offer you firm as follows, subject to your reply reaching us by the end of this month. 1,000 dozen cotton shirts at USD60 per dozen CIF New York. The shipment is to be made during June. We require payment by confirmed irrevocable letter of credit6 payable by draft at sight7. This is the best offer we can make8 at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy. For your reference, we are sending you some samples separately. Yours very truly, Chun,Letter 4：A non-firm offer Dear Sirs, We welcome your inquiry of April 17th and thank you for your interest in our Wanlida DVD. Our products are super-thin. The voice quality is better and pictures are clearer than same sort of products. We are pleased to offer you USD150 per set at CIF New York. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight. Please note that there is no commission9 on our products, but a discount of 5% may be allowed if the quantity of your order is more than 1,000 sets. We hope you will agree to our offer and look forward to receiving your order. Thank you again for your inquiry. Yours faithfully, Manager,Letter 5：A special offer Dear Sirs, In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows. Art. No.: 81000 Printed Shirting Design No.: 72435-2A Specifications: 30×36×72×69, 35’’/ 36’’×42 yards Quantity: 12 600 yards Packing: in bales or in wooden cases, at seller’s option10 Price: USDXXX per yard CIFC5% Vancouver,Shipment: to be made in three equal monthly installment11; beginning from June 2002 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above will be acceptable to you and await your trial order with keen interest. Sincerely yours, John Leeds,Letter 6：Exporter’s quotation Dear Sirs, We thank you for your enquiry of 23rd September for Silk 6311. While we appreciate your efforts in pushing the sale12 of our products, we very much regret that we not in a position to13 offer you the desired quality, owing to excessive demand. However, we should like to take this opportunity to offer without engagement14 the following material as a close substitute for your consideration: 500 pieces Silk 6103 at $4.8 per yard. CIF Hamburg, including your commission of 3%. If you are able to close business as we propose here, please tell us as soon as possible. Yours faithfully, Kevin James,Letter 7：A special offer Dear Mr. Martin, Thank you for inquiry of June 16 for your bicycles. At your request15, we are making you the following offer subject to your reply reaching here before July 15. Unit Price: $ 250 Payment: by irrevocable Letter of Credit in seller’s favor16. Delivery Date17: within 90 days after receipt of your order. The above prices are on a CIF San Francisco basis.,We manufacture and export 10 models of bicycles which are well-known for their solid frame18, reaso。