1、offer1 Aims to obtainUpon completion of this unit, the students will:be aware of the difference between firm offer and non-firm offer and grasp their relative expressionsbe familiar with the terms and conditions frequently used in an offerknow some basic principles as to how to name prices.be able t

2、o make an offer in the form of quotation外外 貿(mào)貿(mào) 函函 電電2Leading InOffer An offer is the expression of the wishes of the seller to sell particular goods under stated terms (including quality, prices, time of shipment, terms of payment etc.). The person making the offer is called “offeror”報盤人, while the p

3、erson receiving the offer is called “offeree受盤人” In international business, offers can be divided into two kinds: firm offer and non-firm offer.外外 貿(mào)貿(mào) 函函 電電3 Structure of an offer An expression of thanks for the inquiry you have receivedInforming them of the detailed terms and conditions about the su

4、pplied commodities, such as names, quality, quantity, specifications, price terms, discounts, terms of payment, packing and delivery date etc.Informing them of the validity of the offer (for firm offer)Expressing your sincere expectation of receiving their orders 外外 貿(mào)貿(mào) 函函 電電4Expressions used to indi

5、cate a Non-firm Offersubject to our final confirmation以我方最后確認為準We are now making you an offer subject to our final confirmation.現(xiàn)報盤，以我方最后確認為有效。外外 貿(mào)貿(mào) 函函 電電5without engagement 此報盤無約束力We are now making you the following offer without engagement.現(xiàn)報盤如下，此報盤無約束力。外外 貿(mào)貿(mào) 函函 電電6subject to the goods being unsol

6、d 以貨物未被售出為準We are now making you a special offer subject to the goods being unsold.我方向你方報特惠盤，以貨物未被售出為準。外外 貿(mào)貿(mào) 函函 電電7subject to prior sale 以先售為準We are now making an offer for air-conditioners as follows, subject to prior sale.我方現(xiàn)報空調(diào)盤如下，以先售為準。外外 貿(mào)貿(mào) 函函 電電8現(xiàn)為你方報10公噸大米實盤。We are now making you a firm offer

7、 for 10 metric tons of rice.現(xiàn)為你方報實盤如下。We are now offering you firm as follows,91.We make you the following offer subject to your reply within 10 days.2. We make you an offer, subject to your reply reaching us not later than noon time October 21 Beijing time. 3. The offer is valid for 3 days.4. The o

8、ffer is valid till March 15. 外外 貿(mào)貿(mào) 函函 電電Firm offers validity10Warm-up expressionscounter-offer offerer offeree offer list/book offering period Lump塊狀 offer bid 投標出價還盤，還價 報盤人 受盤人 報價單 報價日 綜合報盤（針對兩種以上商品）遞價；出價；遞盤（由買方發(fā)出） 外外 貿(mào)貿(mào) 函函 電電11 發(fā)盤就是發(fā)價或報價， 在法律上稱為要約。“凡向一個或一個以上的特定的人提出的訂立合同的建議， 如果其內(nèi)容十分確定并且表明發(fā)盤人有在其發(fā)盤一旦

9、得到接受就受其約束的意思， 即構(gòu)成發(fā)盤。” 發(fā)盤可由賣方提出，也可由買方提出， 因此，有賣方發(fā)盤和買方發(fā)盤之分。 后者習慣上稱為遞盤。(bid) 12Sample letterDear Mr. Brown,Wearegladtoknowthatyou,oneofthebiggestsuppliersofteaintheUK,areinterestedinourproducts.Inordertoestablishalongfriendlybusinessrelationwithyou,wearenowmaking you a special offer.Fordetails,pleasesee

10、quotation sheet.外外 貿(mào)貿(mào) 函函 電電13Wearesendingyouunder separate cover(在另函中在另函中)thesamplesofGreenTeaExtractandPorcelainTeaSetfor your reference.Weareconfidentthatyouwillbesatisfiedwithboththequalityofourproductsandtheircompetitiveprices.Weawaityourfavorablenews. Yoursverysincerely,外外 貿(mào)貿(mào) 函函 電電14Language Po

11、ints 報盤、還盤是貿(mào)易中價格交鋒的重點。各種不同的報盤表達法: 1. Were willing to make you an offer at this price.我們愿意以此價格為你報實盤。2. We can offer you a quotation based on the international market. 我們可以按國際市場價格給您報價。 外外 貿(mào)貿(mào) 函函 電電153. Well give you the official offer next Monday.下星期就給您正式報盤。4. I came to hear about your fertilizer offer

12、. 我來聽聽你們有關(guān)化肥的報盤。 5. My offer was based on reasonable profit, not on wild胡亂地 speculations.投機買賣我的報價以合理利潤為依據(jù)，不是漫天要價。外外 貿(mào)貿(mào) 函函 電電16 6. Let me make you a special offer. 我給你一個特別優(yōu)惠價。7. This offer is competitive and based on an expanding market 此報盤著眼于擴大銷路而且很有競爭性。 8. The offer is good until 5 oclock p.m. June

13、 23, 2005, Beijing time. 報價有效期到2005年6月23日下午5點，北京時間。外外 貿(mào)貿(mào) 函函 電電179. All prices on the price lists are subject to our approval.報價單中所有價格以我方確認為準。10.Our offers are for 3 days. 我們的報盤三天有效。11. We prefer to withhold quotation at this time.我們寧愿暫停報盤。外外 貿(mào)貿(mào) 函函 電電18CommoditySpecificationQuantityUnit PricePackingS

14、hipmentPaymentInsurance外外 貿(mào)貿(mào) 函函 電電 Zhejiang Caiyunjian Tea Co., Ltd. 報報 價價 單單 QUOTATIONTo: Global Tea 日 期 Bags (Pvt) Ltd Date M ay 8, 2004 茲 報 供 下 列 商 品 , 均 以 我 方 最 后 確 認 為 準 Thefollowingarticlesarequotedsubjecttoourfinalconfirmation:品 名 Commodity 規(guī) 格 Specification 數(shù) 量 Quantity 單 價 Unit Price G reen

15、 Tea Extract Porcelain Tea Set Model No. 8901 Model No.TS001 M inimum order 2000kg. 2000 sets CIF Liverpool Stg.15 per kilo Stg.15 per set 包 裝 PACKING: aluminum-foil-lined cartons, pumped off air and filled up with nitrogen, bulk be packed in cartons fixed with foamed plastic padding 25kg/carton, 22

16、kg/carton, 20kg/carton, 18kg/carton 裝 船 期 SHIPMENT: can be shipped within one month after receipt of the L/C 付 款 方 式 PAYMEN T: by confirmed irrevocable L/C payable by draft at sight保 險 IN SURAN CE: for 110% of the invoice value 有 錯 當 查 E.& .O.E.19Quantity (1) (1) 重量重量(weight)(weight)公斤公斤 ( (kilo

17、gram ) )公噸公噸 ( (metric ton ) ) 長噸長噸 (long ton)(long ton)(1016kg) 1016kg) （英國常用）（英國常用） 短噸短噸(short ton)(short ton)(907kg)907kg)（美國常用）（美國常用）(2) (2) 數(shù)量數(shù)量(number)(number)件件 ( (piece ) ) 雙雙( (pair ) ) 套套 ( (set ) ) 打打(dozen(dozen）外外 貿(mào)貿(mào) 函函 電電20Price TermsUS$300 per metric ton CIF Seattle 每公噸300美元CIF西雅圖每短噸5

18、600日元FOB橫濱 Yokohama JPY 5600 per short ton FOB Yokohama每打20美分舊金山到岸價 USD 0.2 per dozen CIF San Francisco外外 貿(mào)貿(mào) 函函 電電21Price TermsUS$300 per metric ton CIF Seattle 每公噸300美元CIF西雅圖每短噸5600日元FOB橫濱 Yokohama JPY 5600 per short ton FOB Yokohama每打20美分舊金山到岸價 USD 0.2 per dozen CIF San Francisco外外 貿(mào)貿(mào) 函函 電電22Packi

19、ng木箱（木箱（wooden case） 板條箱（板條箱（crate） 紙箱（紙箱（carton）麻袋（麻袋（gunny bag)布袋（sack）（）（cloth bag） 塑料袋（塑料袋（plastic bag)牛皮紙袋（kraftpaper bag） 外外 貿(mào)貿(mào) 函函 電電23Packing鐵桶（鐵桶（iron drum） 塑料桶（塑料桶（plastic drum） 木桶（木桶（cask）捆（捆（bundle）包（包（bale）外外 貿(mào)貿(mào) 函函 電電24Packing(1) Cigarettes are to be packed in tin-lined paper box. 香煙要用襯錫

20、紙盒包裝。(2) Pens are to be packed in paper boxes, 10 pieces to one box. 鋼筆要用紙盒包裝，每盒裝十支。(3) Pens are packed 12 pieces to a box and 200 boxes to a wooden case. 每12支鋼筆裝在一個紙盒里，每200個紙盒裝在一個木箱里。 外外 貿(mào)貿(mào) 函函 電電25Payment 支付工具支付工具: :匯票匯票(bill of exchange ,draft)(bill of exchange ,draft)本票(promissory note)支票支票(chequ

21、e/check ) 外外 貿(mào)貿(mào) 函函 電電26Payment 支付方式支付方式: :匯付:信匯(M/T mail transfer) 電匯電匯( (T/T telegraphic transfer) ) 票匯(D/D demand draft)托收:付款交單付款交單( (D/P document against payment ) ) 承兌交單承兌交單( (D/A Documents against Acceptance )信用證信用證( (letter of credit ,L/C) )外外 貿(mào)貿(mào) 函函 電電匯票國際貿(mào)易結(jié)算，基本上是非現(xiàn)金結(jié)算。使用以支付金錢為目的并且可以流通轉(zhuǎn)讓的債權(quán)憑證

22、票據(jù)為主要的結(jié)算工具。是由一人向另一人簽發(fā)的書面無條件支付命令，要求對方（接受命令的人）即期或定期或在可以確定的將來時間，向某人或指定人或持票來人支付一定金額。 匯票匯票匯票（Bill of Exchange，Draft）是出票人簽發(fā)的，委托付款人在見票時或者在指定日期無條件支付確定的金額給某人或其指定的人或持票人的票據(jù) 。 從以上定義可知，匯票是一種無條件支付的委托，有三個當事人：出票人、付款人和受款人。 出票人（Drawer）：又叫“收款人”，指簽發(fā)匯票的人，一般為賣方或債權(quán)人。在進出口業(yè)務(wù)中，通常為出口人或銀行。 受票人（Drawee/Payer）：就是“付款人”，即接受支付命令的人。進

23、出口業(yè)務(wù)中，通常為進口人或銀行。在托收支付方式下，付款人一般為買方或債務(wù)人；在信用證支付方式下，一般為開證行或其指定的銀行。 受款人（Payee）；又叫“匯票的抬頭人，是指受領(lǐng)匯票所規(guī)定的金額的人。進出口業(yè)務(wù)中，一般填寫出票人提交單據(jù)的銀行。 28Payment by confirmed irrevocable L/C payable by draft at sight 用保兌的不可撤銷信用證付款用保兌的不可撤銷信用證付款 請用.方式付款。Please pay by.Please make the payment by 外外 貿(mào)貿(mào) 函函 電電29Summary Offer Non-firm o

24、fferFirm offerStructure of an offer letterQuotation sheetLanguage pointsExpressions used to indicate Non-firm offersExpressions used to indicate validity of offersLanguages used for an offer外外 貿(mào)貿(mào) 函函 電電請用信用證付款。Please make the payment by L/C.Please pay by L/C.我們要求付款方式為保兌的不撤銷的信用證。 We request the paymen

25、t to be made by confirmed irrevocable L/C.外外 貿(mào)貿(mào) 函函 電電31Summary Offer Non-firm offerFirm offerStructure of an offer letterQuotation sheetLanguage pointsExpressions used to indicate Non-firm offersExpressions used to indicate validity of offersLanguages used for an offer外外 貿(mào)貿(mào) 函函 電電32 AnswersV. Transla

26、te the following terms and phrase:（B）From Chinese into English: 1、替代品 substitute 2、暢銷 enjoy fast/excellent sales 3、通過航空郵遞By air mail4、為找到銷路Find a ready market for 5、最新商品目錄The latest catalog6、詳細規(guī)劃Detailed planning7、商品名稱The name of goods8、生產(chǎn)商Manufacturer；producer9、虛盤Non-firm offer10、遠期信用證Usance L/C33

27、、Translate the following sentences into English 1、We have modified the color of the sample as requested. 2、Our cotton piece goods are enjoying fast sales because of their reasonable prices and quality. 3. Our customers are very interested in the quality, but not satisfied with the price of your prod

28、ucts. 344. As the production of this article has been discontinued ,we are unable to supply it from stock for the moment (time being), but we will contact you again in a month. 5. If you are interested in our quotation, please let us know 6. We are interested in your bicycles, and would like to know

29、 what the price for each set is. 7. We assure you that we will certainly find a ready sale for your sunglasses. 358. As requested, we have sent you by express mail the latest sample and catalogue regarding the products available for export at present. 9. As we cannot supply nylon covers in red from

30、stock, can we substitute nylon covers in green?10.This is an ideal substitute for wool.36、 Translate the following letter into English Sir / Madam（ Mr./Miss ） It is glad（ grateful ） to receive the letter from your company of May 1st, to ask whether my company can provide 5000 air conditioner (item number: TW2000). I regret to inform that the goods