外貿(mào)英語函電Chapter-4-Offers第一頁，共38頁。Chapter4

offers

第二頁，共38頁。ContentsBasicinformationDefinitionCategoriesCase1—afirmofferCasestudyTypicalsentencesCase2—anon-firmofferCasestudyTypicalsentencesWritingpointsCase4Exercises

第三頁，共38頁。Whatisanoffer?Theseller'spromisetosupplygoodsontermsandconditionsApromiseTheseller'spromisePromisetodowhatItcoverstwopeopleOfferor:發(fā)盤人thepersonmakingtheoffer發(fā)盤人Offeree：受盤人thepersontowhomtheofferismade受盤人QuotationVSofferAquotationismerelyanoticeofthepriceInanoffer,thesellernotonlyquotesthepricesbutalsoindicatesallnecessaryterms第四頁，共38頁。CategoriesFirmoffer：實盤Itistheofferwithatimelimitandengagement.Onceitisacceptedbythebuyer,boththesellerandbuyerhavenorighttorevoke,alteroramendNon–firmoffer虛盤Theofferwithoutengagement.Itisusuallysubjecttothebuyer'sconfirmationDifference

第五頁，共38頁。What’sthedifferencebetweenafirmofferandnon-firmoffer?Afirmofferistheofferwithacertaintimelimitwhileanon-firmofferistheofferwithoutengagement.第六頁，共38頁。AfirmoffermustsatisfythefollowingconditionsItmustbesenttooneormorespecificpersonThecontentsmustbedefiniteandtheconditionsmustbecomplete,clearandfinal.Afirmoffershouldincludeatleastthreespecificconditions:nameofcommodity,quantityofcommodity,price.Itmustindicatethatonceithasbeenunconditionallyacceptedbytheoffereewithinitsvalidity,theofferisbindingonbothsidesIttakeseffectonlyaftertheofferreachestheofferee.第七頁，共38頁。QuestionsCanpricelistsandcataloguespublishedbythesellerforpurposesofadvertisementandpromotionberegardedasfirmoffers?第八頁，共38頁。Case1-firmEnquiryforsthCopenhagenthecapitalofDenmark哥本哈根Dated加日期于，日期為ofOffer

Vi:offerforsthweofferfirmVt:offersb/sth/sbsthatapriceWecanofferyouWecanoffervariousshoesWecanofferyouvariousshoesN.:make(submit,send,give,forward)sbanofferforsth如買方說到賣方的報盤時，有時用ofYourofferofoilistoohigh第九頁，共38頁。Offerforsthat…用at連接價格報盤中價格必須要有四要素貨幣、單價、計價單位和貿(mào)易術(shù)語Wearegladtoofferyou5000yardsofprintedshirtingat

US$0.5

peryard

CIFSanFrancisco.我們很高興向你們報5000碼印花細(xì)布，每碼0.5美元，CIF舊金山。你來翻譯：現(xiàn)報2200箱魚罐頭(cannedfish)，每箱50美元，F(xiàn)OB青島價。Wearenowofferingyou2200cartonsofcannedfishatUS$50percartonFOBQingdao.第十頁，共38頁。Onorbefore在某天或之前Groundnut花生Groundnutinshell帶殼花生Groundnutshelled去殼花生第十一頁，共38頁。Subjectto只要subjecttoyouragreement以…為準(zhǔn)subjecttoyourfinalconfirmationSubjecttoyourreplyreachingus….以你方…時間復(fù)到有效翻譯此復(fù)，我們報實盤，以你方時間9月30日復(fù)到為有效，250公噸花生，手撿，去殼，不分等級，每公噸人民幣2000元，成本加運費哥本哈根和其他歐洲主要港口第十二頁，共38頁。

LanguagePointsEuropeanMainPorts歐洲主要港口縮寫為EMP，按照航運公會統(tǒng)一規(guī)定歐洲主要港口有：英國London倫敦法國Marseilles馬賽意大利Genoa熱那亞德國Hamburg漢堡荷蘭Rotterdam鹿特丹比利時Antwerp安特衛(wèi)普丹麥Copenhagen歌本哈根Metrictons公噸Orderpayment訂單貨款第十三頁，共38頁。即期信用證L/CPayable(available)bysightdraftL/CPayable(available)againstsightdraftL/CPayable(available)againstdraftatsightL/CsightdraftL/Catsight第十四頁，共38頁。Wearenotinapositiontoentertainanyfreshordersonaccountoftheuncertaintyofrawmaterials.entertainv.考慮接受由于原材料的不穩(wěn)定，所以不能考慮接受任何新訂單。Aswehavequotedourmostfavorablepricesandanycounterofferswillnotbeentertained.我方所報價格已是最優(yōu)惠的，因此不能考慮接受任何還盤。counteroffern.v.還盤；還價Yourcounterofferisnotinlinewiththeinternationalmarketprice.你方還盤與國際市場價格不符。3)Wecannotentertainyoursuggestionbecauseitdoesnotseemworkable.我們不能考慮接受你方的建議，因為此建議似乎不可行。4)Theywouldnotentertainanypricelowerthan$150perton.他們不會考慮任何低于每噸一百五十美元的價格。第十五頁，共38頁。

LanguagePoints.demandn.v.需求，后接介詞forinlargedemandfor大量需求ingooddemandfor大量需求inheavydemandfor大量需求inbriskdemandfor需求活躍inregulardemandfor常年需求insmalldemandfor需求不大Theymadethedemandthatyoudeliverthegoodsinthefourthquarter.他們要求你們在第四季度交貨。Wedemandimmediatedelivery.我們要求立即交貨。Thebuyerdemandsofthesellertoshipthegoodswithinamonth.買方要求賣方在一個月內(nèi)發(fā)貨。第十六頁，共38頁。“商品”

goods:在商務(wù)英語中泛指貨物items:指前面所提到的商品或貨物article:指某一種商品而且有不同的規(guī)格cargo:指已裝上運輸工具、準(zhǔn)備運走的貨物commodity:比較正式用語，尤其指一個國家的主要商品consignment:指定單或合同項下的一批貨物merchandise:泛指商品，不特指某一商品，不可加不定冠詞，沒有復(fù)數(shù)形式第十七頁，共38頁。ResultResultin…結(jié)果Resultfor…原因Marketisstrong/firm/steady/strengthening行市上漲declining行市下跌weak/easy行市疲軟uncertain/irregular漲落不定第十八頁，共38頁。SummarizeOffer的用法與quote區(qū)別報價的四要素（如何報價）At…Market的相關(guān)表達(dá)第十九頁，共38頁。TypicalsentencesofafirmofferThisofferexpiresonAugust8Theofferiseffective/open/valid/firm/goodfor10days(tillOct.10)茲報實盤如下：有效期…天/直到…Weofferfirmasfollows,subjecttoyourreplyreachingusby/before…此盤…前收到你方答復(fù)為有效Thevalidityisfor10days/tillOct.10第二十頁，共38頁。Theoffermustbewithdrawnifnotacceptedwithin3daysWemake/submit/forward/sendyouafirmoffer第二十一頁，共38頁。Case2-nonfirmAsrequested=atone'srequesttakepleasureindoingsth高興地做某事havepleasureindoingsth高興地做某事takethepleasureofdoingsth高興地做某事havethepleasureofdoingsth高興地做某事WetakethepleasureofinformingyouthatwehaveeffectedyourshipmentonboardS.S(steamship)“BlueBird”.欣然通知你方,我們已將你的貨物裝上“藍(lán)鳥”輪第二十二頁，共38頁。

Subjecttoourfinalconfirmation以我方最后確認(rèn)為準(zhǔn)CIFHamburg漢堡到岸價Effect完成，實現(xiàn)，使發(fā)生Effectshipment/payment/insuranceExportation出口的動作Export出口的東西MeetVt.滿足（需求），適應(yīng)（市場）Meetone'stasteandneedVi.meetwith遭遇，經(jīng)歷，得到Meetwithourattention得到注意Meetwithyourapproval得到你們的認(rèn)可第二十三頁，共38頁。Typicalsentencesof

anon-firmofferSubjecttoOurfinalconfirmation以我方最終確認(rèn)為準(zhǔn)Thegoodsbeingunsold以貨物未售出為準(zhǔn)Priorsale以現(xiàn)售為條件Changewithoutnotice以隨時更改而無需另作通知為條件Ourapproval以我方認(rèn)可為準(zhǔn)Ourwrittenacceptance以我方書面接受為準(zhǔn)Offerwithoutengagement第二十四頁，共38頁。Howtowriteanoffer?ThanksfortheenquiryDetailsofanoffer,whichareNamesofcommodities,quality,quantityandspecificationsDetailsofprice,discountsandtermsofpaymentAstatementofwhatthepricescoverPackinganddateofdeliveryTheperiodforwhichtheofferisvalidPersuadingthebuyertoorderearlyClosing :Hopeofacceptance,replyandorder第二十五頁，共38頁。PersuadingthebuyertoorderearlyThereisalargedemandforsthActive/growingdemandwillcertainlyresultinincreasedpricesWiththeapproachoftheseason,therehasbeenlatelyanincreasingdemandforsthWehavenotmuchstockonhandOurstocksarelowandthedemandisheavy.Yourearlyorderisabsolutelyessential第二十六頁，共38頁。closingIfyouneedanyfurtherinformation,pleasedonothesitatetoletusknow.WehopethisofferwillbeofinteresttoyouandlookforwardtohearingfromyousoonYoumayavailyourselvesofthestrengthingmarketifyouwillsendusanimmediatereply第二十七頁，共38頁。Case4Printedshirting印花細(xì)布Induecourse及時Makeaspecialoffer報特價Atone'soption由某人任選Inonelot一次裝出Ininstallments分批裝運Inthreeinstallments分三批裝運Inequalinstallments分幾批等量裝運Inthreeequalmonthlyinstalments分三個月，每個月平均裝運Withkeeninterest殷切地Trialorder試訂第二十八頁，共38頁。Exercises翻譯介詞填空判斷實虛盤第二十九頁，共38頁。Translations此報盤為實盤，以你方在本月底前復(fù)到有效現(xiàn)按你方請求報盤如下，以我方最后確認(rèn)為準(zhǔn)上述報盤無約束力我方報盤如有變更不另通知我們很高興給你方報自行車倫敦成本保險加運費的實盤我們的鋼筆價格是每打6美元哥本哈根成本加運費價現(xiàn)報500臺空調(diào)，每臺250美元，成本加運費舊金山價，5月裝運第三十頁，共38頁。此報盤為實盤，以你方在本月底前復(fù)到有效Thisfirmisoffer,subjecttoyourreplyreachingusbytheendofthismonth現(xiàn)按你方請求報盤如下，以我方最后確認(rèn)為準(zhǔn)Wearemakingyouanofferatyourrequestasfollows,subjecttooutfinalconfirmation上述報盤無約束力Theaboveofferisafreeoffer/withoutengagement第三十一頁，共38頁。我方報盤如有變更不另通知Ourofferissubjecttochangewithoutnotice我們很高興給你方報自行車倫敦成本保險加運費的實盤wearepleasedtomakeyouafirmofferCIFLondonforbicycles我們的鋼筆價格是每打6美元哥本哈根成本加運費價ThepriceofourpenisUS$6.00perdozenCFRCopenhagen第三十二頁，共38頁。現(xiàn)報500臺空調(diào)，每臺250美元，成本加運費舊金山價，5月裝運Weareofferingyou500setsofair-conditionersatUSD$250persetCFRSanFranciscoforMayshipment第三十三頁，共38頁。練習(xí)一、Fillintheblankswiththesuitableprepositions.1、Thequalityofyourgoodsshouldbeinnowayinfer