1、Module 5:Offers and Counter-offers,發(fā)盤及還盤,Company Logo,Essential Factors of consultations on foreign trade,提供網站： ,Company Logo,貿易磋商的基本環(huán)節(jié),詢盤,發(fā)盤,還盤,接受,詢盤是指交易 的一方有意購 買或出售某一 種商品，向對 方詢問買賣該 商品的有關交 易條件。,發(fā)盤是買賣雙 方中的一方向 對方提出各項 交易條件，并 愿意按這些條 件達成交易、 訂立合同的一 種肯定表示。,還盤是指受盤 人在接到發(fā)盤 后，不同意或 不完全同意發(fā) 盤人在發(fā)盤中 提出的條件， 并提出修改意

2、見。,接受是買方或 賣方同意對方 在發(fā)盤中提出 的各項交易條 件，并愿按這 些條件與對方 達成交易、訂 立合同的一種 肯定的表示。,Company Logo,函電例文（1）,Dear Sirs, Oolong Tea We have received your letter of Aug. 1. As requested, we are sending you herewith our quotation sheet for oolong tea Art. Nos. 206 and 208. The respective quantities available for prompt ship

3、ment are indicated therein, and the prices are quoted on the basis of CIFC2% New York. This offer is subject to our final confirmation. As to the relative samples, we have dispatched them to you under separate cover.,提供網站： ,Company Logo,函電例文（2）,It is known to all that Chinese teas are of best qualit

4、y and moderate price. You will certainly agree to that when you have examined our samples and quotation sheet. As the season is approaching, it is hoped that you will send us your orders as early as possible. If you have any other requirements, please let us know without any delay. Your prompt reply

5、 will be appreciated. Yours truly,Company Logo,講解,1. as requested: 根據要求 As requested, we have immediately instructed our bankers to open the relative L/C. 根據要求,我們已立即指示我們的銀行開立信用證。 We regret we can not bring down the prices as requested. 很遺憾不能滿足你們的降價要求。 “根據某人要求”還可以說at ones request. At your request, we

6、 are going to modify the color of the sample. 根據你們要求，我們將更改樣品的顏色。 根據你們要求，我們已經檢驗了食品的樣品，但沒有發(fā)現(xiàn)任何問題。 At your request, we have examined the sample of the food, but found everything was in order.,提供網站： ,Company Logo,As + 動詞過去分詞是一個特殊的語法結構。As requested原形應該是As is requested，as在這兒其實是一個關系代詞，作用相當于which，但同時又有“正如”的

7、意思。再如： As known by all 眾所周知 As shown in the letter 正如信中顯示 As instructed 根據指示 奇跡并沒有如人們期待的那樣出現(xiàn)。 Miracle didnt occur as expected. 這筆交易按計劃順利進行。 The deal went smoothly as planned.,提供網站： ,Company Logo,2. herewith: = with this在此 是商業(yè)信件、公文等正式文件中常用的副詞，做狀語。類似結構的詞有很多，各有不同的意思，如下所示： herein = in thistherein = in t

8、hat hereby = by thisthereby = by that hereof = of thisthereof = of that hereafter=after thisthereafter=afterthat hereto = to thisthereto = to that herefrom=from thistherefrom=from that hereinafter = in this and after this 你沒必要都去記，只明白其含義即可。其中hereby較常用，要學會使用。 3. quotation sheet: 報價單 quotation: n. 報價，來

9、自于動詞quote。 quote的完整用法是quote sb. a price for sth.,可以靈活拆開使用。 Please quote your lowest price CIF Singapore. 請報成本加運費加保費新加坡最低價。,提供網站： ,Company Logo,Please quote us your lowest price CIF Liverpool. 請向我方報成本加運費加保費利物浦最低價。 Please quote us for Snowhite Neutron Gel Pens. 請報我“白雪”中性筆。 Please quote us the price fo

10、r 34” color TV sets. 請向我報34英寸彩電價。 你來翻譯： 請報你們木漿制品(woodpulp products)的最好價格。 Please quote your best price for woodpulp products. Quotation的基本用法是make sb a quotation for sth,提供網站： ,Company Logo,你來翻譯: 能否就你們最新款式的眼鏡報價？ Can you make us a quotation for your eyeglasses of latest style? 我們很高興向你們報醫(yī)療儀器價格如下： We ar

11、e glad to make you the following quotation for medical instruments. 4. Art. Nos. 206 and 208: 貨號206和208 Art.是Article的縮寫，Nos.是Numbers的縮寫（復數） 以前講過，article是指目錄、表格等書面材料里列出的帶編號的商品。,提供網站： ,Company Logo,5. respective: adj. 分別的 Types 22 and 32 have their respective merits. 22型和32型各有優(yōu)點。 respectively: adv.分別地

12、 In the 200 metres, Lizzy and Sarah came first and third respectively. 在200米比賽中，Lizzy和Sarah分獲第一和第三 6. prompt shipment: 即期裝運 7. on the basis of: 在基礎上 也可以說on basis，視中間詞語的長短而定 This price is calculated on FOB basis. 該價格是按FOB計算的。 We trade with people in all countries on the basis of equality and mutual b

13、enefit. 我們在平等互利的基礎上和各國人民進行交易。 你來翻譯： 價格主要是根據供求狀況確定的。 Price is determined mainly on the basis of supply and demand.,Company Logo,8. CIFC2% New York: CIF紐約加2%傭金 第二個C是commission(傭金)的縮寫 9. offer: n. v. 報盤 名詞offer的基本用法是make sb an offer for sth. We are pleased to make you an offer for infrared equipment as

14、 follows. 很榮幸向你們就紅外線設備報盤如下。 你來翻譯： 請向我們報外科用品(surgical products)。 Please make us an offer for surgical products. “對的報盤”可以翻譯成offer for/of/on sth,Company Logo,動詞的offer基本用法是to offer sb a pricefor sth 或 to offer sb sth。 Now we are offering you 50 metric tons of premixed concrete. 我們現(xiàn)在向你們報50公噸預拌混凝土。 你來翻譯：

15、能否向我們報服飾配件(garment accessories)價格？ Can you offer us your prices for garment accessories? 報盤中的價格必須有四個要素：貨幣、單價、計價單位和貿易術語。用at連接價格： We are glad to offer you 5000 yards of printed shirting at US$0.5 per yard CIF San Francisco. 我們很高興向你們報5000碼印花細布，每碼0.5美元，CIF舊金山。 你來翻譯： 現(xiàn)報2200箱魚罐頭，每箱50美元，F(xiàn)OB青島價。 We are now

16、offering you 2200 cartons of canned fish at US$50 per carton FOB Qingdao.,提供網站： ,Company Logo,10. be subject to: 以為準/為條件，受制約 注意to是介詞，后接名詞或名詞性短語 This offer is subject to our final confirmation. 本報盤以我發(fā)最后確認為準。 This offer is firm subject to your reply reaching us within one week. 本報盤以你方一周之內復到有效。 你來翻譯： 錢

17、已準備好轉賬，只等你同意。 The money is ready to transfer, subject to your approval.,提供網站： ,Company Logo,11. under separate cover: 另行郵寄 還可說by separate mail/post We will send you our sample cuttings by separate mail. 將另封寄去樣品剪樣。 是函電套話，可以簡單說成separately。 12. agree: v. 同意（另有“一致”的意思） agree to sth, agree with sb Every

18、delegate agreed with the chairman. 代表們都同意主席的意見。 The buyers do not agree to the rise in price. 買方不同意漲價。,Company Logo,13. season: n. = selling season 銷售季節(jié) peak/hot/busy season 旺季 off/dead/slack season 淡季 14. let us know: = tell us 類似的有l(wèi)et us have = give us 15. without (any) delay: 毫不遲疑地, 立刻 還可說with the least possible delay Should new supplies come up, we will contact you without delay. 一旦有新貨，我們將馬上聯(lián)系你們。 我們希望立即得到你們的答復。 We hope to receive your reply with the least possible delay.,Company Logo,小結,重要語言點 as requested quote/quota