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1、Unit 5 Quotations, Offers and Counter-offersPoints for Attention: 发盘一般用通函，信件或者答复询价的方法来进行。在答复询价时，可寄送报价单。完整的发盘应包括下列几点： 1. 对询价表示感谢 2. 表明价格，折扣及付款条件的细节 3. 详细说明价格包含的内容（如运费，保费等） 4. 对交货期或装运期的承诺 5. 报价的有效期 6. 表达希望实盘有效期的表示： 1. Subject to your reply reaching us by (before) 2. Subject to your reply(acceptance)he
2、re within days 3. This offer is firm(open, valid. Good) for days.虚盘的表示：1.Without engagement (obligation)2.Subject to prior sale3.Subject to our final confirmation拒绝接受发盘的信应包括以下几点：1.对发盘表示感谢2.对不能接受表示遗憾3.如适当可还盘4.提示一起做生意的其他机会东南大学远程教育外贸函电第第 十六讲十六讲主讲教师：任凤慧主讲教师：任凤慧Letter 1We have examined your proposal to p
3、lace an order for a guaranteed minimum number of our new products in return for a special allowance,but after considering it carefully, we feel it would be better to offer you a special allowance on the following sliding scale basis Letter 21. We are pleased to make you a special offer, subject to o
4、ur final confirmation, as follows: 2. Make sb an offer for sth.3. Shipment is to be made in three equal monthly installments beginning from December, 2001. Payment is by L/C at sight.Letter 31.In reply, we are making you, subject to your reply reaching us by April 15, the following offer:2.Our colou
5、r TV sets are of top quality and reasonable price3.Take advantage of : 利用Letter 41.Your prices appear to be on rather high side 2.We will appreciate it very much if you will consider our counter-offer most favourably and fax us your acceptance as soon as possible.东南大学远程教育外贸函电第第 十七十七 讲讲主讲教师：任凤慧主讲教师：任
6、凤慧Letter 51.In reply to your letter of April 6 requesting a 10% reduction in price, we regret we find it very difficult to comply with.2.Convince sth. 使某人确信Word studyOfferDraftPriceExercisesI.Translate the followingII. 1. In return forIII. 回报IV. 2. Conditions of salesV. 销售条件3. Be in receipt of 收到4.
7、Quotation 报价5. As per 按照6. Annual total purchase 每年总购买量7. Similar products 类似产品8. Make offer 向某人发盘9. Assure sth 使某人确信10. Commission on a sliding-scale basis 递加佣金11. Non-firm offer 虚盘12. Firm offer 实盘13. Subject to our final confirmation 以我方最后确认为准14. The minimum quantity for order 最低起订量15. A trial or
8、der 试订16. After-sales service 售后服务17. Make shipment in three equal monthly 分三个月每月平均装运18. At buyers option 由买方选择19. Push the sales of new products 推销新产品20. Art. No 货号东南大学远程教育外贸函电第第 十八十八 讲讲主讲教师：任凤慧主讲教师：任凤慧III. 1.Must: 去掉2.Declined: invalid3.Offer: offering4.Item: intems5.In : 去掉6.At: of7. As: as per 8
9、. With : at 9. For: to10. Result from : result inTranslate the following sentences1.我们确认已向电报下列商品实盘，以9月20日前复到有效。2. We confirm having cabled you a firm offer for the following goods, subject to your reply reaching us by September 20.2. 获悉你地市场对核桃有很大需求，兹附上第6868号报价单供参考。 We have learned that there is a go
10、od demand for walnuts in your market,and take this opportunity of enclosing our Quotation Sheet No.6868 for your consideration.东南大学远程教育外贸函电第第 十九十九 讲讲主讲教师：任凤慧主讲教师：任凤慧3. 你方6月3日来电要求我们报第33号毯子。现确认我方于6月6日电报向你方报盘如下，该盘不受约束。 In reply to your cable of June 3, which asked us to make an offer for our Blanket No
11、.33, We wish to confirm our cable despatched on June 6 offering you without engagement the following.4. 你方7月9日来函收悉，谢谢，很遗憾，你方价格偏高，无法成交。 While we thank you for your letter dated July 9, we find it very regrettable to point out that your prices appear to be on the high side and that there is no possibi
12、lity of businessWriting Write a letter for a curtain material manufacturer, with a quotation enclosed therein, giving favourable comments on the goods offered and recommending their clients acceptance.Dear sirs, We thank you for your enquiry of 30th November and enclose our quotation for curtain mat
13、erials. We have made a good selection of patterns and sent them to you today by post. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value. There is a heavy demand for our goods from house furnishers in various districts and regions, which we are finding it difficult to meet , but provided that we receive your order within the next ten days, we will give priority to it for prompt delivery. Your early reply will be appreciated. Yours faithfully
