5国际商务函电 4

CHAPTERFOUROFFERSCopyrightbyFanQibingI.INTRODUCTIONOffer+Acceptance=ContractII.TheDefinitionofOffer•Anofferisapromisetosupplygoodsonthetermsandconditionsstated.•Offerrefersthatthebuyerorthesellergivessomesalestermsandconditionstotheothersideforconfirmationandexpressestosignalegalandeffectivecontractbasedonthesetermsandconditions.III.TheImportanceofOffer•Ifthereisnoofferinthefirstplacethentherecanbenocontract.•Offerwillbeprovidedbyeitherthesellerwithasalesofferorthebuyerwithapurchaseoffer.IV.TheClassificationofOffer•Therearetwokindsofoffer.•Oneisfirmoffer,orofferwithengagement;theotherisnon-firmoffer,orofferwithoutengagement.•Afirmoffer(实盘)—Afirmofferisadefinitepromisetosellgoodsatthestatedprices,usuallywithinastatedperiodoftime.Thetermsstatedinafirmofferisbindingonthesellersiftheyareacceptedbythebuyerswithinitsvalidity.Inafirmoffer,anexactdescriptionofthegoods,thetimeofshipmentandthemodeofpaymentshouldbeincluded.•Anon-firmoffer(虚盘)—Unlikeafirmoffer,anon-firmofferisnotbindinguponthesellers.Inotherwords,anon-firmoffercanbewithdrawnorchangedbythesellers.V.USEFULEXPRESSIONS•Ouroffersarefor3days.•我们的报盘三天有效。•Wehaveextendedtheofferasperasyourrequest.•我们已按你方要求将报盘延期。•Theofferholdswelluntil5o‘clockp.m.23rdofJune,1997,Beijingtime.•报价有效期到1997年6月22日下午5点，北京时间。•Allpricesinthepricelistsaresubjecttoourconfirmation.•报价单中所有价格以我方确认为准。•Thisofferissubjecttoyourreplyreachingherebeforetheendofthismonth.•该报盘以你方本月底前到达我地为有效。•Thisofferissubjecttothegoodsbeingunsold.•该报盘以商品未售出为准。•Wehavereceivedoffersrecently,mostofwhicharebelow100U.S.dollars.•我们最近的报价大多数都在100美圆以下。•Moreover,we‘vekeptthepriceclosetothecostsofproduction.•再说，这已经把价格压到生产费用的边缘了。•Ithinkthepriceweofferedyoulastweekisthebestone.•相信我上周的报价是最好的。•Nootherbuyershavebidhigherthanthisprice.•没有别的买主的出价高于此价。•Thepriceyouofferedisabovepreviousprices.•你方报价高于上次。•Itwasahigherpricethanweofferedtoothersuppliers.此价格比我们给其他供货人的出价要高。•Wecan‘tacceptyourofferunlessthepriceisreducedby5%.•除非你们减价5%，否则我们无法接受报盘。•I‘mafraidIdon‘tfindyourpricecompetitiveatall.•我看你们的报价毫无任何竞争性。•Letmemakeyouaspecialoffer.•好吧，我给你一个特别优惠价。•We‘llgiveyouthepreferenceofouroffer.•我们将优先向你们报盘。•Ishouldhavethoughtmyofferwasreasonable.•我本以为我的报价是合理的。•You‘llseethatouroffercomparesfavorablywiththequotationsyoucangetelsewhere.•你会发现我们的报价比别处要便宜。•Thisofferisbasedonanexpandingmarketandiscompetitive.此报盘着眼于扩大销路而且很有竞争性。•Wehavetheofferreadyforyou.•我们已经为你准备好报盘了。•Pleasemakeusacableoffer.•请来电报盘。•Pleasemakeanofferforthebambooshootsofthequalityasthatinthelastcontract.•请把上次合同中订的那种质量的竹笋向我们报个价。•We’lltryourbesttogetabidfromthebuyers.•我们一定尽力获得买主的递价。•We’llletyouhavetheofficialoffernextMonday.•下星期就给您正式报盘。•Wecanofferyouaquotationbasedupontheinternationalmarket.•我们可以按国际市场价格给您报价。•Weofferfirmforreply11a.m.tomorrow.•我们报实盘，以明天上午11点答复为有效。•We’llletyouhaveourfirmoffernextSunday.•下星期天我们就向你们发实盘。•We’rewillingtomakeyouafirmofferatthisprice.•我们愿意以此价格为你报实盘。•AllyourpricesareonC.I.F.basis.•你们所有价格都是成本加运费保险费价格。•Canyoumakeanoffer,C&FLondon,atyourearliestconvenience?•您能尽快报一个伦敦港成本加运费价格吗？•I’dliketohaveyourlowestquotations,C.I.F.Vancouver.•请报温哥华到岸价的最低价格。VI.WritingSkills1.Expressthanksfortheinquiry,ifany.2.Explaindetailedbusinessterms:Itsupplyalltheinformationrequestedincludingnameofcommodities,quality,quantity,andspecifications;commissions,ordiscounts,ifany;indicatepackinganddateofdelivery;stateclearlythevalidityoftheoffer.3.Endtheletterbyaskingforanearlyreplyorexpressingwillingnesstodobusiness.PointsforAttention: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.Subjecttoyourreplyreachingusby(before)…2.Subjecttoyourreply(acceptance)herewithin…days3.Thisofferisfirm(open,valid.Good)for…days.虚盘的表示：1.Withoutengagement(obligation)2.Subjecttopriorsale3.Subjecttoourfinalconfirmation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SpecimenLettersDearSirs,WethankyouforyourtelexenquiryforbothGroundnutsandWalnutmeatCFRCopenhagendatedSept.25.Inreply,weofferfirm,subjecttoyourreplyreachingusonorbeforeSept.30for250metrictonsofGroundnuts,Handpicked,ShelledandUngradedatRMB¥2000netpermetrictonCFRCopenhagenandanyotherEuropeanMainPorts.ShipmenttobemadewithintwomonthafterreceiptofyourorderpaymentbyL/Cpayablebysightdraft.Pleasenotethatwehavequotedourmostfavorablepriceandunabletoentertainanycounteroffer.Asyouareawarethattherehasbeenlatelyalargedemandfortheabovecommodities,suchgrowingdemandhasdoubtlesslyresultedinincreasedprices.HoweveryoumayavailyourselvesofthestrengtheningmarketifyouwillsendusaimmediatereplyYoursfaithfully,敬启者：我们已收到贵方9月25日关于花生和核桃仁的哥本哈根的成本加运费电传询价。此复，我们报实盘，以贵方时间9月30日复到为有效，250公吨花生、手捡、去壳、不分等级，每公吨人民币2000元，成本加运费哥本哈根和其他欧洲主要港口。装运在收到贵方用即期信用证支付的订单货款后，两个月内进行。请贵方注意，我们已报了最优惠价格并且不能考虑接受其他任何的还盘。正如贵方所知，这种商品目前需求很大，这样的需求毫无疑问将导致价格的上涨。然而，如果贵方立即答复，就应可以利用坚挺的市场。谨上•offer报盘，报价toofferfor对...报价tomakeanofferfor对...报盘（报价）firmoffer实盘non-firmoffer虚盘toforwardanoffer(ortosendanoffer)寄送报盘togetanoffer(ortoobtainanoffer)获得...报盘tocableanoffer(ortotelegraphanoffer)电报（进行）报价offerandacceptancebypost通过邮政报价及接受toacceptanoffer接受报盘toentertainanoffe