世纪商务英语——外贸函电课件unit

Unit4Offer发盘世纪商务英语外贸函电ContentsBasicKnowledgeConcernedLetter-writingGuideOtherCommonlyUsedExpressionsandSentencesSampleLettersPracticalTrainingPartOnePartTwoPartThreePartFourPartFivePartOneAnofferisapromisetosupplyorbuygoodsonthetermsandconditionsstated.Inanoffer,theofferornotonlyquotesthepriceofthegoodshewishestosellortobuybutalsoindicatesallnecessarytermsoftransactionsfortheofferee’sconsiderationandacceptance.Aquotationisnotan“offer”inthelegalsense.Aquotationismerelyanoticeofthepriceofcertaingoodsatwhichthesellersarewillingtosell.Itisnotlegallybindingasafirmofferifthesellerslaterdecidenottosell.Thepriceissubjecttochangewithoutpreviousnotice.However,ifaquotationismadetogetherwithallnecessarytermsandconditionsofsales,itamountstoanoffer.So,thesetwowordsaresometimesconfusinginuse.1.OfferandQuotation(1)(2)PartOne(1)Anofferisaresponsemadeinreplytoaninquiryoranexpressionmadevoluntarilywithaviewtoexpandingbusiness.Anoffermaybemadebyasellerorabuyer.(2)Abidreferstotheoffermadebythebuyer.Ithasthesamefeaturesasanyoffersmadebytheseller.2.OfferandBidPartOne(1)Afirmofferisapromisetosellatastatedpriceandconditionwithinastatedperiodoftime(acertaintimelimit).Itusuallycontainssuchexpressionsas“foracceptancewithin...days”,“firmoffer”,“bevalidbefore...”,etc.Thefirmoffercreatesapowerofacceptancepermittingtheoffereebyacceptingtheoffertotransformtheofferor’spromiseintoacontractualobligation.Thus,onceithasbeenaccepteditcannotbewithdrawn.(2)Anon-firmofferisanoffermadewithoutengagement.Itissubjecttoconfirmationbythesellerafterbeingacceptedbythebuyer.Itusuallycontainsthewords“subjecttoourfinalconfirmation”,orsimilarqualifyingwords.Nowadays,anon-firmofferisusuallytakenasaninducementtoofferratherthananoffer.3.FirmOfferandNon-firmOfferPartOneAsatisfactoryofferusuallyincludesthefollowing:(1)anexpressionofthanksfortheinquiry,ifany(2)thenameofcommodities,quality,quantity,packingandspecifications(3)thedetailsofprices,discountsandtermsofpayment(4)astatementorclearindicationofwhatthepricescover(5)thedateofdelivery(6)theperiodforwhichtheofferisvalid4.TheContentsofanOfferPartTwoPartTwoPartTwoPartTwoPartTwoPartTwoPartTwoPartThreeExpressions(1)1.(makean)offer,submitanoffering发盘2.firmoffer实盘3.subjectto...以……为准4.holdanofferopen,keepanofferopen留盘5.withdrawanoffer撤回一项发盘;cancelanoffer撤销一项发盘6.alteranoffer变更发盘7.extendanoffer延长发盘有效期8.complywithone’srequest按照某人的要求9.asrequested按照要求;asstated如所述;asagreed如约定10.specifications规格PartThreeExpressions(2)11.offeringperiod发盘有效期12.underseparatecover,byseparatemail另封;另邮;另寄13.currentprice现价;marketprice市价;buyingprice买价;sellingprice卖价;netprice净价;retailprice零售价;wholesaleprice批发价14.netpricewithoutcommission不含佣净价15.offerfromstock供现货;havegoodsinstock有现货16.makedelivery交货17.withoutengagement无约束18.inviewof...鉴于……;考虑到……19.quotationsheet报价单20.asperattachedlist见附页PartThreeTypicalSentences(1)1.Itisourusualpracticetosupplynewcustomerswithourgoodsforpaymentwithinonemonthfromdateofinvoice,inthefirstinstance,andlatertoextendthistermtothreemonths.2.Wecannotconsiderthesepricesfirmforanindefiniteperiodbecauseofthesituationonthecoffeemarket.3.Thisofferisfirmsubjecttoyourimmediatereply,whichshouldreachusnotlaterthantheendofthismonth.Thereislittlelikelihoodofthegoodsremainingunsoldoncethisparticularofferhaslapsed.4.TheofferwillremainfirmuntilMarch31,2007beyondwhichdatethetermsandpricesshouldbediscussedanew.5.Asrequested,weareofferingyouthefollowing,subjecttoourfinalconfirmation.6.Asourmarketisnowsomewhatslowandpricesaregenerallylow,youareveryfortunateinmakingpurchaseatthistime.PartThreeTypicalSentences(2)7.Wearepleasedtoinformyouthatthereare50tonsofwalnutsnowavailableforexport.8.Wearepleasedtonotifyyouthatthewholeofourextensivestockofsilks,velvets,ribbons,mantles,shawls,woolenandcottongoods,isnowonsaleatprimecost.9.ReferringtoyourletterdatedJuly10inwhichyouinquiredforplastictoys,wehavepleasureincablingyouanofferasfollows.10.WearegladtohavereceivedyourletterdatedNovember14forourbicycles.Inreplytoyourinquiry,wearepleasedinmakingyouthefollowingoffer.11.Wearemakingyou,subjecttoyouracceptancereachingusnotlaterthanSeptember15,2007,thefollowingoffer.12.WehaveherecabledyouafirmofferuntilMay31,2007.13.Werecommendthatyoutakepromptadvantageofthisoffer,whichisfirmforthreedaysuntilJuly31,2007.PartThreeTypicalSentences(3)14.Wearemakingyouafirmofferof30metrictonsWalnutmeatatEuro￠2500permetrictonCIFEuropeanmainportsforNovembershipment.15.Inreplytoyourinquiryofyesterday,March5,2007,wehavepleasureinofferingyoutheseattheverylowpriceofHK$11000perM/TCIFStockholm,packedinordinarygunnybags.16.Weregrettoinformyouthatwedonothaveinstockthegoodsinthedesiredquality.17.Owingtotheincreaseddemandforthistypeofcar,ourstockshaverunverylow.18.Aspricesaresteadilyrisingwewouldadviseyoutoplaceyourorderwithoutdelay.19.ThankyouforyourinquiryofSeptember4informingusthatyoufindourcannedmeatsatisfactoryandthatyouareconsideringplacingatrialorderwithus.20.FurthertoourletterofDecember12,wenowofferyou,withoutengagement,ourvariousitemsasfollows.PartFourSample1ANon-firmOfferDearSirs,WearepleasedtoreceiveyourinquirydatedMay27,2007andasrequested1,wearesendingyouunderseparatecover,acopyofourcatalogue,latestpricelist,togetherwithoursamplebooks.Detailsofourconditionsofsalesandtermsofpaymentarestatedtherein2.Ourcottontable-clothsareenjoyingfastsalesintheUnitedStatesandEuropebecausetheyarebothexcellentinqualityandreasonableinprice.Wearelookingforwardtoyourorder.Yourssincerely,PartFourDearSirs,Re:CopperWeacknowledgereceiptofyourletterofApril15,andconfirmhavingfaxedyoutodayinreply,asperconfirmationcopyenclosed1.Youwillnotefromourfaxthatweareinapositiontoofferyou50tonsofcopperattheattractivepriceofStg.2￡600pertonCFR3Shanghaifordeliverywithinonemonthafteryourplacinganorderwithus.PaymentistobeeffectedbyanirrevocableL/Cinourfavour,payablebydraftatsight4inPoundsSterlinginLondon.Thisofferisfirm,subjectto5yourimmediatereply,whichshouldreachusnotlaterthantheendofthismonth.Thereislittlelikelihoodofthegoodsremainingunsoldoncethisparticularofferhaslapsed.Yoursfaithfully,AFirmOfferSample2PartFourDearSirs,Inreplyto1yourinquiryofMay2,2007askingustomakeanofferforourprintedshirting2,wewishtoconfirmourcabledispatchedonMay15,2007offeringwithoutengagement3thefollowing:Article:No.9001PrintedShirtingDesign:No.72435-2ASpecification:30*36MinimumQuantity:20000yardsPacking:inbalesorinwoodencases,atseller’soptionPrice:US$___peryardCIFC5%VancouverShipment:tobemadeinthreeequalmonthlyinstallments,beginningfromAugust,2007Payment:byconfirmed,irrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment4Wetrusttheabovewillbeacceptabletoyouandawaitwithkeeninterestyourtrialorder.Yourssincerely,Sample3ALetterConfirmingNon-firmOfferbyCablePartFourDearSir,WearegladtonotefromyourletterofMay1,2007,thatyou,asanexporterofChinesecomputers,arewillingtoestablishadirectbusinessrelationshipwithus.Thishappenstocoincidewithourdesire.Atpresent,weareinterestedinChanghongComputer,Art.No.CH-0731,andwouldbepleasedtotaketheinitiativeinmakingabid1.OurbidforthisitemisUS$400persetCIFLagos,inclusiveofour5%commission2.ShipmentshouldbeinJune,2007.Shouldthepricebefoundworkable,anddeliverydateacceptable,weintendtoplacealargeorder3withyou.Yourearlyreplywouldbehighlyappreciated.Yoursfaithfully,Sample4ABuyer’sBidNotesSample1Sample21.“asrequested”意思是“按照要求､请求”,是外贸函电的常用语,可以看作是“asitisrequested”的省略句｡在外贸函电中这种类型的达很多｡e.g.asstated(如所述)､asagreed(如所约)､asstipulated(如所规定)､asabove-mentioned(如上所述)等｡2.“therein”ad.指“在那里;在那时;在那点上”等,是很正式的合同或公函用语｡1.asperconfirmationcopyenclosed正如随函附上的确认副本2.Stg.=Sterling英镑学习外贸函电要掌握一些常用的货币符号｡e.g.US$(USD)美元Can.$(CAD)加元Stg.￡(GBP)英镑Euro￠(ED)欧元A$(AUD)澳元HK$(HKD)港元J￥(JPY)日元RMB￥(RMB)人民币(括号内的大写字母代表其符号)3.“CFR”指“CostandFreight”,“成本加运费”｡4.byanirrevocableL/Cinourfavour,payablebydraftatsight凭以我方为受益人的､不可撤销的信用证以即期汇票支付5.subjectto...须经……的,有待于……的,以……为有效的e.g.subjecttoourconfirmation以我方确认为准subjecttothegoodsbeingunsold以我方货物未售出为有效NotesSample3Sample41.inreplyto...作为对……的答复2.printedshirting印花细布3.“withoutengagement”意思是“无约束力的”,这个表达可用作判断虚盘的一个依据｡4.byconfirmed,irrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment凭在装运日期前30天开立的､保兑的､不可撤销的信用证以即期汇票支付1.taketheinitiativeinmakingabid主动递盘2.“inclusiveof”相当于“including”｡该表达译为“含我方5%的佣金”｡3.largeorder大(额)订单PartFive1.PutthefollowingEnglishintoChinese.(1)BeginningTraining以……为准(1)subjectto...(2)holdanofferopen,keepanofferopen留盘(3)complywithone’srequest按照某人的要求(4)specifications规格PartFive1.PutthefollowingEnglishintoChinese.(2)供现货；有现货(5)offerfromstock,havegoodsinstock(6)withoutengagement无约束(7)inviewof...鉴于……;考虑到……(8)quotationsheet报价单(9)firmoffer实盘PartFive1.PutthefollowingEnglishintoChinese.(3)如所述(10)asstated(11)Yourinquiryisreceivingourimmediateattentionandwehopetomakeyouanacceptableofferinafewdays.贵方询盘收到，我方正在处理当中，希望不日即可给你们发出可接受的报盘。(12)WethankyouforyourinquiryofJuly6andwearesendingyou,underseparatecover,asampleoftheproductyourequestedtogetherwithourpricelist.谢谢贵方7月6日的询盘。我们特此另封寄出你们所要产品的样品及我方的价目表。PartFive1.PutthefollowingEnglishintoChinese.(4)关于贵方10月15日询问女士牛仔裤事宜，我们随函附上第213号报价单供你方考虑。希望贵公司认为我方价格是可以接受的。(13)WithreferencetoyourletterofOctober15,inquiringforwomen’sjeans,weencloseourquotationNo.213foryourconsiderationandtrustyouwillfindourpricesacceptable.(14)Ourbestofferisgivenbelowsubjecttoourfinalconfirmation.以下是我方最优惠报盘，此盘以我方最后确认为准。(15)Wemuststressthatthisofferisgoodfortwodaysonlybecauseoftheheavydemandforthelimitedsuppliesofthesegoodsinstock.我方必须强调：由于本商品存货有限，需求较大，此盘有限期仅为两天。PartFive1.PutthefollowingEnglishintoChinese.(5)如果在三天内不接受，本报盘将会被撤回。(16)Thisoffermustbewithdrawnifnotacceptedwithinthreedays.(17)Wehavetakenduenoteofyourrequirementsforsugarbutregretbeingunabletosupplyatthispresenttime.Wewillcertainlye-mailyouassoonasthereisanystockavailable.我们很了解贵方对白糖的需求，但很遗憾目前不能供货。将来能供货时，我方一定通过电子邮件和贵方联系。(18)ThisofferexpiresonAugust20,2007.Yourimmediatereplybye-mailwouldbeappreciated.本报盘有效期至2007年8月20日。如贵方能立即以电子邮件答复，我们将不胜感激。PartFive1.PutthefollowingEnglishintoChinese.(6)我们要指出的是，我方的报价还可能会在不通知贵方的情况下作调整。最后价格以贵方下订单时我们的确认为准。(19)Wewishtostatethatourquotationsaresubjecttoalterationwithoutnoticeandtoourconfirmationatthetimeofplacingyourorder.(20)Weregrettosaythatthegoodsrequestedbyyouareunavailableforthetimebeing,andforthisreasonwerefrainfrommakingyouanoffer.很遗憾贵方所要的货物目前还没有，因此我们只好收回我方的报盘。PartFive2.Readthefollowinglettersandchoosethebestonefromthegivenanswersforthemissingprepositions.to;at;of;with;in;on;for;from;onto;into;byLetter1DearSirs,WeconfirmhavingreceivedyourinquiryofAugust20(1)ourgoldpensCIFLondon.Complying(2)yourrequest,wearemakingyouafirmofferasfollows:Commodity:SeagullBrandGoldPensSpecification:asperattachedlistQuantity:1000dozenPacking:incartonsof100dozeneachPrice:(3)￡24perdozenCIFC5LondonShipment:duringOctober/November,2007Payment:(4)confirmed,irrevocableL/Cat______by______with______for_______PartFiveto;at;of;with;in;on;for;from;onto;into;byLetter1Thisofferisfirm,subject(5)yourreplyreachingusbeforeSeptember1.Pleasenotethatwehaveofferedyouourmostfavorablepriceandthusweareunabletoentertainanycounter-offer.Wearehopingthatyouwillacceptourofferassoonaspossible.Yoursfaithfully,to_______PartFiveto;at;of;with;in;on;for;from;onto;into;byLetter2DearSirs,ThankyouforyourletterofSeptember15,2007,andtheinquiryenclosedforourWhiteRabbitpajamas.Atyourrequest,wearemakingyouafirmoffer(1)20000dozenwomen’spajamasatUS$48.5perdz.CFRC5%Lagos(2)shipmentinMarch,2008.Paymentistobemadebyconfirmed,irrevocableL/Cpayable(3)draft(4)sight.Thisofferisfirmsubjecttoyourreplyreachinguswithinoneweek.Therelativesampleandcataloguehavebeensent(5)separatemail.Pleasenoteallthepricesquotedarebottompricesandnocounter-offerwillbeaccepted.Ifyouagreetotheabove,pleasemakeconfirmationassoonaspossiblesoastoenableustomakethenecessaryarrangements.Wearelookingforwardtoyourearlyreply.Yourssincerely,for_______for_______at______by_______by_______PartFiveIntermediateTraining1.PutthefollowingChineseintoEnglish.(1)asperattachedlist(1)见附页(2)不含佣净价netpricewithoutcommission(3)另封;另邮;另寄underseparatecover,byseparatemail(4)报实盘make/submitafirmofferPartFive1.PutthefollowingChineseintoEnglish.(2)makedelivery(5)交货(6)按照约定asagreed(7)凭保兑的､不可撤销的信用证以即期汇票支付byconfirmed,irrevocableL/Cpayablebydraftatsight(8)撤销一项发盘withdraw/cancelanoffer(9)现价current/marketpricePartFive1.PutthefollowingChineseintoEnglish.(3)goodsinstock(10)现货(11)谢谢贵公司的询盘｡我们有大量的男士皮鞋现货供应,很高兴向贵方报盘如下｡(12)此报盘以我方在收到贵公司答复时货物未售出为有效｡Thankyouforyourinquiry.Wehavealargequantityofmen’sleathershoesinstock,andarepleasedtoofferthemasfollows.Thisofferissubjecttothegoodsbeingunsoldonreceiptofyourreply.(13)此报盘有效期仅为三天｡Thisofferisopenforthreedaysonly.PartFive1.PutthefollowingChineseintoEnglish.(4)Thisofferisfirm,subjecttoyourcablereplyreachingherebeforeNovember6.(14)这是实盘,以贵方11月6日前电复到此有效｡(15)如对我方报价感兴趣,请于10月底前用电报接受｡Ifourofferisofinteresttoyou,pleasecableyouracceptancebeforetheendofOctober.(16)该批花生系用普通旧麻袋包装,每袋净重约50公斤｡Thepeanutsarepackedinordinarysecond-handgunnybagsofabout50kgneteach.PartFive1.PutthefollowingChineseintoEnglish.(5)InyourletteryourequestedustoquoteyouCIFKuwaitprice,includingyourcommissionof3%,whichhasreceivedourimmediateattention.(17)来信要求我方报CIF科威特价,包括贵方佣金3%,我方已立即办理｡(18)我们现有绿豆供应,如有兴趣,请告所需数量,我方将报最优惠价格｡Wehavesomestocksofgreenbeansonhand.Iftheyareofinteresttoyou,pleaseinformusofthequantityrequiredsothatwemaymakeyouthebestprice.PartFive1.PutthefollowingChineseintoEnglish.(5)Wetrustthisproductwillfindareadymarketatyourend.(19)我们相信,该产品在你处会有现成的市场(会有销路)｡(20)兹确认我方给您的电报发盘,提供20公吨核桃,每吨人民币3500元CIF欧洲主要口岸价,8月装运｡Weconfirmhavingcabledyouanofferfor20M/TofWalnutsatRMB¥3500perM/TCIFEuropeanMainPortsforshipmentinAugust.PartFive2.Supplythemissingwordsintheblanksofthefollowingletter.Thefirstlettersaregiven.DearSirs,ThankyouforyourletterofMarch6,2007,(1)iforourtaperecordersandyourdesiretoenterintodirectbusinessrelationswithus.Asrequested,wearesendingyouour(2)qsheetcoveringthetypesinwhichyouareinterested.Unlessotherwisestated,alltheproductscanbesuppliedwithinfourweeksafter(3)rofyourorder.Thepriceslistedare(4)stoourfinal(5)c.Onanorderexceeding10000sets,weusuallyallowa3%quantity(6)d.Somelatest(7)cand(8)bhavealsobeensenttoyouunder(9)scoverforyourreference.Shouldanyoftheitemsbesuitableforyourmarket,pleaseletusknow.Assoonasyourspecificinquiryisreceived,wewillmakeyouanofferimmediately.Yourearlyreplywillbemuch(10)a.onfirmation______________nquiring___________uotation___________eceipt_________ubject__________iscount___________atalogue___________eparate__________rochures____________ppreciated______________PartFiveAdvancedTraining1.LetterComposing(1)Onbehalfoftheaddresser,composealetteraccordingtothegiveninformationandmessage.Remembertoarrangethenecessarypartsinproperformastheyshouldbesetoutinabusinessletter.Information:(1)Sender’sName:GuangdongForeignTradeDevelopmentCorp.(exporter)(2)Sender’sAddress:779EastDongfengRoad,Guangzhou,China(3)Sender’sCableAddress:5527GFTDC(4)Sender’sTelex:44388GFTDCCN(5)Sender’sFaxNumber:86-20-83328156(6)Date:September20,2007(7)Receiver’sName:H.J.Wilkinson&Co.Ltd.(importer)(8)Receiver’sAddress:245LombartStreet,Lagos,NigeriaPartFive1.LetterComposing(2)Message:(1)告诉对方你收到其2007年9月18日关于葵瓜子的询盘函｡(2)去函目的是向对方报实盘｡说明各项销售条件和支付条件｡(3)随函附上目录和价格表并另封邮寄样品｡(4)表示希望能尽早收到对方的答复｡PartFive2.LetterReplyingDearSirs,WelearnedwithpleasurefromyourletterofApril12,2007thatyouareanexporterofChineseblanketcoversandthatyouarewillingtoestablishbusinessrelationswithus.Atpresent,weareinterestedinblanketcoversandwouldbepleasedifyouwouldsendusbyairmailsamplebooksandallnecessaryinformationonblanketcovers,toacquaintuswiththematerialsandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commissionandprovideuswiththeearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yoursfaithfully,LeonAllenReadthefollowingletterandthencomposealetterinreplytoit.