Module5

InquiryandReplyTextileGarmentEnglishCorrespondence紡織服裝英語函電化學工業出版社ContentsIntroduction1WritingSkills2SpecimenLetters3UsefulExpressions4SimulationPractice5IntroductionQuotationsandoffersareimportantstepsofbusinessnegotiation.Whenasellerpreparestoexport,hequotesthepotentialbuyerthepriceofthegoodsconcernedonreceiptoftheenquiry.InChinese,quotationsandoffersenjoythesameversion,buttheyarenotcompletelythesameinEnglish.Aquotationismerelyanoticeofcertaingoodsatwhichtheselleriswillingtosell.Thatis,itonlyinvolvesinthepricetermsofthegoodsbeingtransacted.Quotationsareoftentreatedasnon-firmoffers,whichdonotlegallybindbothparties.Thatis,thesellerisnotboundtosellwhathasbeenpreviouslyquoted.Inpractice,thetwowordsarenotsoclearlydistinguished.An“offer”isthetermsandconditionsgivenbythesellerinresponsetoaninquirymadebythebuyerforacceptanceinordertoconcludeadeal.Thepersonmakingtheofferiscalledtheofferor.Thepersontowhomtheofferismadeiscalledtheofferee.Inabusinesstransactionanoffercanbea“firmoffer”ora“non-firmoffer”.Theformerhaslegaleffectandisbindingontheofferorwithinitsvalidity.Thelatterhasnolegaleffect.Inmostcases,thecontentsofthenon-firmofferarenotclearanddefinite,andthemaintermsandconditionsarenotcomplete.Afirmofferisawrittenofferthatisnottobewithdrawn,revoked,oramendedduringthevalidity,whichisaspecifiedperiodoftime.Iftheofferisacceptedbybothpartiesduringtheperiod,itwillbeanenforceablecontract.

Otherwise,theofferexpires.

Inmakingafirmoffer,mentionshouldbemadeofthetimeofshipmentandthemodeofpaymentdesired;inaddition,anexactdescriptionofthegoodsshouldbegivenand,ifpossible,apatternorsampleshouldbesenttotheoffereeforexamination.Afirmoffermustsatisfythefollowingconditions:(1)Itmustbesenttooneormorespecificpersons;(2)Thecontentsoftheoffermustbedefinite,thatis,theconditionsgivenmustbecomplete,clearandfinal.Afirmoffershouldincludeatleastthreespecificconditions:nameofcommodity,quantityofcommodity,andpriceofcommodity.3)Itmustindicatethatonceithasbeenunconditionallyacceptedbytheoffereewithinitsvalidity,theofferisbindingonboththetwoparties.4)Ittakeseffectonlyaftertheofferreachestheofferee.Itisalwaysnecessarytostatethespecifictimezonewhenspecifyingthetimeofarrival.Inanon-firmofferthetermsandconditionscanbechanged,oramended.Anon-firmofferisanofferwhichisnotbindinguponthesellersandthedetailsoftheoffersmaychangeincertainsituations.Thisformisgenerallyusedwhenthereisstillmuchtodiscussandmanytermsarenotyetagreedupon.Forthisreason,thephrases“subjecttoourfinalconfirmation”,“subjecttogoodsbeingunsold”,“subjecttopriorsale”,“subjecttoapprovalofexportlicense”,“withoutengagement”,etc.arealwaysincludedinanon-firmoffer.Anon-firmofferoftenplaystheroleasaquotation.Anon-firmofferallowssellerstohavemoretimeandflexibilityinchoosingbusinessopportunitiesandmakingdecisionsonpricessothatitismorefavorabletotheminachangeablemarket.However,anon-firmofferwilleventuallybemadeintoafirmofferinordertobeeffectiveinatransaction.WritingStrategyWhenoffering,thewritermustmakeitclearwhetheritisanofferwithengagementorwithoutengagementtoavoidpossibledisputes.Aletterofsatisfactoryofferwillincludethefollowingpoints:(1)anexpressionofthanksfortheenquiry;(2)alltheinformationrequested,includingnameofthecommodity,quality,quantity,specifications,detailsofprices,discounts,termsofpayment,timeofshipment,andpackingconditions;(3)thetimeperiodinwhichtheofferisvalid(forfirmoffer);(4)anexpressionofhopethattheoffercanbeacceptedororderswillbeplaced.SpecimenLetters信函樣例Letter1ANon-firmOfferforleatherHandbagsDearSirs,WeareinreceiptofyourletterofDec12thinquiringforleatherhandbagsandasrequested,areairmailingyouonecatalogueandtwosamplebooks.Wehopetheywillreachyouinduecourseandwillhelpyouinmakingsomeselection.Inordertostartaconcretetransaction,wearepleasedtoofferyou,subjecttoourfinalconfirmation,300dozenofdeerskinhandbagsstyleNo.MS167at$145.00perdozenCIFHamburg.Shipmentwillbeeffectedwithin25daysafterreceiptoftherelevantL/CissuedbyyourfirstclassbankinourfavoruponsigningSalesContract.SpecimenLetters信函樣例Wearemanufacturingvariouskindsofleatherpursesandwaist-beltsforexport,andunderseparatecover,abrochureofproductsandsampleshavebeensenttoyoubyairmailtoday.Wehopesomeofthemwouldmeetyourcustomers’tasteandneed.Ifwecanbeofanyfurtherhelp,pleasefeelfreetoletusknow.Customersinquiriesalwaysmeetwithourcarefulattention.Weawaitwithkeeninterestyourorder.Yoursfaithfully,(signature)Name

SpecimenLetters信函樣例Letter2

ANon-firmOfferforVariousShoesDearSirs,Re:YourRequestforQuotationWehavereceivedyourrequestforquotationdatedJanuary2,2012andwearepleasetopresentyouwiththefollowingnon-firmofferforourvariousshoes.SpecimenLetters信函樣例OurpricesareonFOBSanFranciscobasis,andtermsofpaymentareD/A.Discountsareavailableforordersover$100.00at5%.However,pricingmaychangedependingontheprevailingpriceofvariousshoesatthetimeoftheorder.SpecimenLetters信函樣例Asyousee,therearethreestylesofpackagingavailable.Thenumberofunitseachcartoncontainsdependsonyourchoiceofpackaging.Deliverydependsonthequantityorderedandavailabilityatthetime.Thisofferis,ofcourse,withoutengagementandmustbeconfirmedatthetimeyouplaceyourorderduetothepricefluctuationofthematerial.Welookforwardtohearingfromyouassoonaspossiblewithyourorder.Yoursfaithfully,(signature)Name

SpecimenLetters信函樣例Letter3

Seller’sOfferforWomen’sCashmereSweatersDearSirs,WewelcomeyourinquirydatedJune16thandthankyouforyourinterestinour“Erdors”BrandWomen’scashmeresweaters.Inaccordancewiththeinstructiongiveninyourlastletter,weherebyencloseourillustratedcatalogueandpricelistgivingthedetailsyouaskedfor.Alsobyseparatepost,wearesendingyousomesamples.Weareconfidentthatyouwouldbesatisfiedwiththedesignandquality.Inreplytoyourinquiry,wetakepleasureinmakingyouanofferasfollows,providedyourreplyreachesuswithin10daysfromtoday:SpecimenLetters信函樣例Commodity:“Erdors”BrandWomen’scashmeresweatersQuantity:10,000piecesPrice:US$20netperpieceCIFDalianShipment:July2012Payment:irrevocableL/CatsightOnconsideringthefactthatthisisourfirsttransactionandthevolumeyouorderedisnotsmall,wewouldallowyouadiscountof5%.Weareexpectingyourearlyorder.Yoursfaithfully,(signature)Name

SpecimenLetters信函樣例Letter4

AfirmOfferforMen’s&Women’sSandalsDearSirs,WehavereceivedyourfaxofSept.8,2011requestingustomakeyouanofferwithengagementforthecaptionedgoods.Wenowofferyou6,000pairsofMen’s&Women’ssandalsatUSD20perpairCFREuropeanMainPortsforshipmentinthreeequalmonthlyinstallment,startingfromOct.2011.Paymentismadebyaconfirmed,irrevocableL/Cpayablebydraftatsight.Thisisfirmoffer,subjecttoyourreplyreachingusbeforeOct.30,2011.Wecanassureyouthatwehavequotedyouthemostfavorablepriceandweareunabletoentertainanycounter-offer.SpecimenLetters信函樣例Asyoualreadynotedthatinthepastfewyearsmanydealershaveplacedsubstantialorderswithusandsomehaveevenpressedusforrepeatorders.Wehaveconfidencethatourproductsaresalableinyourmarketandwillbringprofittoyourfirm.Wehopeyoumaytakeadvantageoftheapproachingseasonandsendusapromptreply.Yoursfaithfully,(signature)Name

Notes1.offervt.發盤，報價；給與，提供offersb.sth.(ataprice)以…價格向某人報盤某種商品offersb.firm給某人報實盤Pleaseofferus2,000yardseachofthefollowingdesignFOBShanghai.請報以下花樣各兩千碼的上海船上交貨價。Thankyouforthesupportyouhaveofferedinthistransaction.感謝你方在這筆交易中給予的合作。n.發盤，報價make/give/sendsb.anofferfororonsth.

(ataprice)(以…價格)向某人報盤NotesWearemakingyouafirmofferfor500setsoftailoredsuitatStg￡3.1pergrossCIFLondon.現報五百套女式西服實盤，每羅成本加運、保費倫敦價三點一英鎊。Pleasemake/sendusanofferforgoldandsilverthreadembroideredarticles.

請報金銀繡品價格。 YourofferdatedJan2thforMen’sdouble-breastedsuit

hasbeenreceivedwiththanks.你一月二日有關男式雙排扣外衣的報盤已收到，此謝。Notes2.firmoffer實盤，是指不可撤銷的發盤；non-firmoffer虛盤，是指在有效期之前可以撤銷的報盤報實盤：Thisoffer(willremain)effective/open/valid/firmforaweekfrom…ThisofferexpiresonAugust8.Thisoffermustbewithdrawnifnotacceptedwithin3days.Thisofferisfirmsubjecttoyourreplyreachingherebefore…/reachingby…報虛盤：Thisofferissubjecttotheseller’sconfirmation.Thisofferismadewithoutengagement.Nvidedconj.假若，倘使Thegoodswillbedeliverednextweekprovidedthedriversarenotonstrike.倘若司機們不罷工的話，下周會準時發貨.4.asrequested按照你方要求e.g.Asrequested,wehaveimmediatelyinstructedourbankerstoopentherelativeL/C.根據要求，我們已立即指示我們的銀行開立信用證。Asrequested,wearegivingyouanestimateofapproximaterequirementsfornextyear.應你方要求，寄上一份明年所需貨物的預估表。“根據某人要求”還可以說atone’srequestorattherequestofsb.NotesAtyourrequest,wearegoingtomodifythecolorofthesample.根據你們要求，我們將更改樣品的顏色。Atyourrequest,wehaveexaminedthesampleofthenylontaffeta,butfoundeverythingwasinorder.根據你們要求，我們已經檢驗了尼絲紡的樣品，但沒有發現任何問題。Wearesendingthecountersampleattherequestofyouragent.應貴公司代理商要求，寄上對等貨樣。類似表達：atone’srequest;asperone’srequest/requirement;incompliance/accordancewithone’srequest

Notes5.FOB(FreeOnBoard)船上交貨OtherForeignTradeTerms:ExWorks(namedplace)工廠交貨FCA:FreeCarrier(namedplace)貨交承運人FAS:FreeAlongsideShip船邊交貨FOB:FreeOnBoard船上交貨CFR:Cost&Freight成本加運費CIF:Cost,InsuranceandFreight成本，保險加運費CPT:CarriagePaidTo運費付至CIP:CarriageandInsurancePaidTo運費保險費付至DAF:DeliveredatFrontier邊境交貨DES:DeliveredexShip船上交貨DEQ:DeliveredexQuay碼頭交貨DDU:DeliveredDutyUnpaid未完稅交貨DDP:DeliveredDutyPaid完稅后交貨Notes6.slipper便鞋7.canvasshoes帆布鞋8.irrevocableL/Catsight不可撤銷即期信用證9.besubjectto以…..為條件，以……為準，受…制約注意to是介詞，后接名詞或名詞性短語Theofferissubjecttoyourreplyreceivedbyusbefore6p.m.May16,2011,ourtime.本報盤以我方時間2011年5月16日下午6點錢收到你方答復為有效。Themoneyisreadytotransfer,subjecttoyourapproval.錢已準備好轉賬，只等你同意。Thepriceofthegoodsissubjecttothequantityyouintendtopurchase.Notes10.inone’sfavor以…為受益人；以…為抬頭人PleaseopenthroughBankofChinaanirrevocabledocumentarycreditforUS$1,010,000.00,infavorofABCcompany.請通過中國銀行開立以ABC公司為抬頭，金額為1010000美元的不可撤消跟單信用證。類似表達：favoringyourselves以你本人為受益人11.sandal涼鞋12.confirmationn.確認，證實Yourearlyconfirmationwillbenefitbothofus.早日確認將對你我雙方都有利。confirmvt.確認，證實Pleaseconfirmthesuppliesof1,000m/tscocoabeenimmediately.請立即確認一千公噸可可豆的供貨。Weconfirmhavingacceptedyourofferonthefollowingtermsandconditions.茲確認已按下列條款接受你方的報盤。13.effectv.實現，完成，達到Wehopeyouwilleffecttheshipmentatyourearliestconvenience.希望你方盡早裝運貨物。Insuranceistobeeffectedbythebuyer.由買方投保。PaymentistobeeffectedbyanirrevocableL/C.貨款須以不可撤銷的信用證支付。NotesNotes14.attentionn.關注；引申為“處理”ThisletterisforattentionofMr.Jones.這封信是由Jones先生處理的。Thankyouforbringingthisproblemtoourattention.謝謝你把這個問題向我們提出來。Allyourfutureinquirieswillreceiveourpromptattention.你方今后的一切詢盤都會得到我方迅速辦理。上句英語可以改為：Wewillgiveallyourfutureinquiriesourpromptattention.15.quotationn.報價，makesbaquotationforsthCanyoumakeusaquotationforyourmoccasinoflateststyle?能否就你們最新款式的鹿皮鞋報價？NotesWearegladtomakeyouthefollowingquotationforvariouscolorsoflaces。我們很高興向你們報各種顏色的鞋帶價格如下：quotev.報價quotesb.apriceforsth.,PleasequoteyourlowestpriceCIFSingapore.請報成本加運費加保費新加坡最低價。PleasequoteusyourlowestpriceCIFLiverpool.請向我方報成本加運費加保費利物浦最低價。PleasequoteusforSnowhiteNeutronGelPens.請報我“白雪”中性筆。Pleasequoteusthepricefor34”colorTVsets.請向我報34英寸彩電價。Notes16.D/A:(abbr.)DocumentagainstAcceptance承兌交單，也就是提貨方只要對出口方的匯票承諾在一定的期限內付款（簽字承諾），就可以向銀行取得提單以提取貨物。17.engagementn.約定，保證，承諾anofferwithengagement有約束力的發盤，實盤anofferwithoutengagement無約束力的發盤，虛盤18.installmentn.分期（付款）；部分Paymentbyinstallmentcanbearranged.可以安排我們分期付款。inthreeequalmonthlyinstallment分三個月等量裝運（每月一批）We’llmakeshipmentinsixequalmonthlyinstallmentsbeginningfromnextmonth.我們從下月起分6批等量發貨，每月一批。Notes19.entertainvt.考慮接受（訂貨等）Ifthetermsofferedareagreeable,wemayentertainyourorder.如果同意所報條款，我們就可以考慮接受你方訂單。Wearetooheavilycommittedtobeabletoentertainfreshorders.我們擠壓的訂單太多，無法接受新的訂單了。20.substantial

adj.大量的，多的WehavereceivedsubstantialenquiriesforBicycleModel18.我們受到了對18型號自行車的大量詢盤Substantialimprovementhasbeenmadeinthedesignoftheirhandbags他們的手提包在款式商有了很大改進UsefulExpressions1.3UsefulExpressionsforQoutationsandOffers.

報價與報盤實用語句1.Weofferyou1,500ForeverBicyclesatUSD32perpieceCIFLagosfordeliveryinMay.2.WithreferencetoyourenquiryofJune3rd,weshallbepleasedtosupply50setsofironingboardsatthepriceofUSD110each.3.InreplytoyourletterofDecember2,wearemakingyouafirmoffer,subjecttoyourreplyreceivedbyusbeforeDecember10,asfollows.4.PleasequoteusyourbestpriceFOBTianjinfor1,000m/tsportlanddriersforshipmentinJuly,2012.Continued5.Ourofferisreasonableandrealistic.Itcomesinlinewiththeprevailingmarket.6.Itisabsolutelyoutofthequestionforustoreduceourpricetoyourlevel.7.Asthebrochuresyousentuswerebadlydamagedinthemail,wewouldlikeyoutomailussomemore.8.AclientofoursisinterestedinsecuringacertainquantityofChineseCottonPieceGoods,asspecifiedbelow,forwhichyouarerequestedtomakeanoffer.9.WearepleasetoinformyouthatweshallholdanexhibitionofChineseTextileEquipmentinLondon.Nowwesendyouacomprehensiverangeofsamplesforyourselection.Continued10.Theofferholdsgooduntil5o’clockpm10thofOctober,2012,Beijingtime.11.Weenclosedacopyoftheseason’scatalogue,introducingmanynoveltiesandsomevariationson