《函电报价和发盘》PPT课件.ppt

Communicating in International Business,国际商务函电,Chapter Quotation and offer,5.1 IntroductionQuotationA suggestion to supply goods on the terms and conditions stated.OfferA promise to supply/buy goods on the terms stated.It must be made and accepted before a contract can exist.Keynotes：Offers should be made with accuracy.Once accepted they are binding legally.,OfferAn offer by an exporter(common practice)The exporter sends out information about what he is ready to sell,the exact price,quality and quantity.An offer by an importer(uncommon practice)The importer sends out information about what he isgoing to buy,and the trade terms.,Offer Firm offer:irrevocable The offeror cannot refuse to conduct the business if the offer is accepted by the offeree.The firm offer has legal binding force.Non-firm offer:revocableThe offeror can take back a non-firm offer at will.,Non-firm offer:revocable虚盘的表示：Without engagement(obligation)Subject to prior saleSubject to our final confirmation,Offer Offer based on enquiry Pertinent to a definite object(针对某一具体商品)Voluntary offer Complete and attractive,5.2 Writing skills,How to describe your products:1.Our design is elegant and workmanship is superior.2.Because of fine quality and attractive/unique designs of our products,they are a good value for the money/price.3.They are selling well/very popular in the North American markets.4.We can introduce them to the market at a cost price.5.This is a must for every household.6.The quality of other makes does not measure up to that of our products.,Supply position:1.We can supply from stock,but only limited quantities are available.2.We can guarantee supply by the end of May.3.We shall contact you again once the supply improves/fresh supplies are available.4.We are sorry to say that our stocks are running low and the maximum we can supply is,Encouraging orders:1.We hope you will let us have your order before further rises in costs make price increases unavoidable.2.All you need to do is to fill in the order form and drop it into a mailbox/fax us immediately,How to make an offer:1.When making an offer in respond to an enquiry,begin by repeating the date and the commodity enquired for.2.When making a voluntary offer,try to offer more attractive terms.3.An offer should include the major terms of the transaction.,1.For the fancy brand AGT-4 Garment sewing machine,The best price is USD78.00 per set FOB Shanghai 2.The minimum quantity is one 20FCL and with the purchase of two or more containers,the price is reduced by 2%.3.All these blankets are packed in plastic bags with zip of 1 piece each,20 pieces to a carton.4.Delivery is to be made within 45 days after receipt of order.5.Our usual terms of payment are by confirmed irrevocable L/C available by draft at sight.6.The insurance shall be effected by the seller covering the invoice value plus 10%against Institute Cargo Clause.,Trade terms:,1.This offer is valid for ten days.2.For acceptance within two weeks.3.This quotation is effective while stock last.4.This offer is subject to our final confirmation.5.This quotation is firm for orders dispatched/replying here before 1 August 2001,Validity and other conditions:,How to make an offer:4.In a sales letter,say how your product differs from others.Provide necessary information.Tell your reader the page number to save his time.5.Talk about the market and supply situation to induce an order.6.Introduce other products to increase the chance of business.7.Do not make you letter too long.8.End your letter by expecting the order,1.We hope you will agree that our prices are very competitive for these good quality clothes,and we look forward to receiving your initial order.2.As we have been receiving a rush of orders now,we would advise you to place your order as soon as possible.3.This favorite offer will not be repeated for some time,and we accordingly look forward to an early order from you.4.Any orders you place with us will be processed promptly.,Optimistic ending,Chapter Quotation and offer,5.3 Sample letters 5.4 Accuracy&Clarity use of forms5.5 Words and expressions5.6 Language summary,5.3 Sample letters,An offer based on enquiryFirm offer Non-firm offerA voluntary offer,Dear Sirs,We have received your letter dated March 21 and,as requested,are airmailing you under separate cover,one catalogue and two sample books for our printed shirting(印花衬衫衣料).We hope they will reach you in due course and will help you in making your selection.In order to start a concrete transaction between us,we take pleasure in making you a special offer,subject to our final confirmation,as follows:Art.No.81000 Printed Shirting Design No.72435-2A Specifications:30*36*72*69 Quantity:Packing:Price:Shipment:Payment:,We trust the above will be acceptable to you and await your trial order with keen interest.Yours faithfully,August 13,2001 Dear Sir:Re:Electric Saws We are in the market for electric saws.Please provide us with quotes for the goods listed on the enclosed inquiry sheet,giving your prices CFR Jakarta.Please also state your earliest delivery date,your terms of payment and discounts for regular purchase.Kindly mail us your catalog and details of your specifications.We look forward to your early reply.Sincerely Joseph Ng Commercial Manager Encl.:inquiry sheet,Enquiry,August 25,2001Dear Commercial Manager:Re:Electric Saws We thank you for your letter of August 13th and are pleased to quote as follows:,Please open the L/C telegraphically without delay,so as to enable us to effect shipment during October/November.We await your acceptance.SincerelyChen Hua,800 pieces of TIGER BRAND Electric Saw at US$25 each CFR Jakarta.The shipment is to be made during October/November.We require payment by irrevocable L/C payable at sight against presentation of shipping documents.,Offer based on enquiry,Words and expressions,confirm 证实、确认/confirmationPlease confirm your telegraph message by letter.against Documents against Payment D/PPayment against Documentsthe presentation of 提交open the L/C telegraphically 电开信用证Open by airmailOpen by telecommunication,Dear Sirs,A year ago you placed a substantial order for Type CB555 Rechargeable Battery,a discontinued line that we had on offer at the time.As we have a similar line on offer,i.e.Type AP303,it occurs to us that you may be interested.We have a stock of 1,200 dozen of Type AP303(seen enclosed leaflet)which we are selling off at US100 per dozen with a quantity discount of up to 15%if the order is more than 800 dozen,though we are prepared to give 20%for an offer to buy the complete stock.We are giving you the first chance in view of your previous order,but we should appreciate a prompt reply so that we can put the offer out in the event of your not being interested.Yours faithfully.Encl.,Words and expressions,discontinued line 中断或停止（生产、使用、供应等）的货色sell off 卖掉、廉价出售discount at a discount(of*%)up to达到，多达put the offer out 普遍发出发盘In the event of 如果发生，万一Eg.The seller may cancel the contract and reserve the right to claim in the event of buyers breach of contract.,We are pleased to make you an firm offer regarding our HX series chinaware.For 35-Piece Dinnerware and Tea Set Art No.HX1115,The prices are USD20.99 per set FOBC5 Shanghai,USD24.79 CFRC5 Toronto.It is to be packed as 1 set to a carton,542 cartons to a 20 FCL,paid by sight L/C and shipped within 6 weeks of receipt of the relevant L/C.The insurance shall cover W.P.A,Clash&breakage,and war risk for 110%invoice value.For 15-Piece Tea Set Art No.HX1128,The prices are USD13.78 per set FOBC5 Shanghai,USD16.31 CFRC5 Toronto.It is to be packed as 1 set to a case,2 cases to a carton,437 cartons to a 20 FCL,paid by sight L/C and delivered earliest at the end of May.The insurance terms are the same as the above.For 20-Piece Dinnerware Set Art No.HX2018,The prices are USD18.04 per set FOBC5 Shanghai,USD20.62 CFRC5 Toronto.It is to be packed as 1 set to a case or a gift case,2 cases to a carton,400 cartons to a 20 FCL,paid by sight L/C and shipped within 6 weeks of receipt of the relevant L/C.The insurance terms are the same as the above.For 47-Piece Dinnerware Set Art No.HX4405,.the same as the aboveFor 95-Piece Dinnerware Set Art No.HX4005,the same as the aboveYou will readily understand that this offer remains good only for 7 days.In compliance with your request,we have airmailed to you some samples.We are looking forward to your initial order.,We are pleased to receive your enquiry of March 13 and to hear that you are interested in our HX series.We would like to make you an firm offer as follows:Packing:As to HX1115,HX4005,HX4510,one set per carton As to HX1128,two set per carton;As to HX2012,one set to a caseShipment:.Payment:By L/C at sightInsurance:.,offer:n.1.报实盘的句型：实盘是有有效期的，一般用Subject to+date 表示。offer:1)n.make somebody a firm offer subject to your reply reaching us+date.We are now making you a firm offer subject to your reply reaching us before April 30,2005.,Words and expressions,2)n.make somebody a firm offer on CIF/FOB/CFRbasis,subject to your reply reaching us+date.We are making you a firm offer on CIF Vancouver basis subject to your reply reaching us before September 30.2.的报盘:offer of/for/on somethingMay we have your offers for the items listed in your catalogue?,3.Offer of something:数量的报盘；的报盘We are working on your offer of 1,000 tons of chemical fertilizer.4.表示报盘有天的有效期The offer is firm/valid/open/good for days.This offer is firm/valid/open/good for 5 days.,offer:vt 1.offer somebody something atprice+the trade term(CIF/CFR/FOB)time of shipment,terms of payment by L/C,D/P,D/A,etc.We offer you 2,000 dozen Mens Shirts at US$54 per dozen,net CIF New York,shipment during August,terms of payment by an irrevocable L/C.2.Offer somebody firm something atprice以的价格向某人报某物的实盘,offer:vi.Offer firm fordays.报实盘，有效期天,Dialogue,A talk on trade fair when can I get a firm offer?,Jones,a hardware dealer,is visiting the Guangzhou Trade Fair 您好！女士我是巴巴拉.琼斯很高兴见到您。琼斯女士。我叫孙丽丽。请坐。谢谢。孙小姐。这是您第一次来广交会吗？是的。您游览过整个展厅(exhibition halls)了没有？是的，我前天已经四处看过。展厅真是大(spacious)，我迷路了好几次呢。,Dialogue(1),when can I get a firm offer?,是吗？您可以看指示牌(follow the sign)的。我是这么做的。但是，你知道的，展会真是规模巨大.我明白。噢！您这儿的品种还真多。很高兴您这么讲。不过事实上我们的产品可能还没有达到国际最先进水平。我得说你们近年来确实干得不错。谢谢。我要购买一些五金器具(hardware)。这是我列的清单。我希望您能给我最好的报价。我会尽力的。,Dialogue(1),when can I get a firm offer?,谢谢。如果你们的报价好，我又能够拿到我要的佣金，我可以立即下订单。我确信您发现会我们的报价非常有竞争力。近年来，五金器具价格上涨了不少，但我们的价格仍然没有多大变化那很好。我什么时候能获得报价？我们今晚会把报价单做好，您明天上午可以拿到。你明天有空再来吗？好的。我明天上午九点会过来，怎样？那太好了。明天见再见。,when can I get a firm offer?,Exercises,.Translate Since the competition of textiles is very keen in our market,it is necessary that you quote us rock-bottom prices.由于纺织品在我方市场竞争激烈，你方有必要报最低价。,Exercises,2.We shall place substantial orders with you provided your new products are excellent in quality and competitive in price.只要你方产品质量优良，价格有竞争性，我们将向你们大量订购。,Exercises,3.There is a steady demand here for bicycles of high quality,as cycling is popular in our country.由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求。,Exercises,4.Will you please grant us a special allowance on annual total purchases above USD 20,000?This would enable us to maintain the low selling prices that will be an important reason for the growth of our business.,Exercises,如果每年总购买量在2万美元以上，请能给予我方特别折扣。这样可使我们保持较低的销售价，这将是我们贸易发展的一个重要因素。,Exercises,6.请报最好的CIF上海价格，注明最早装运期。Please quote us your best CIF Shanghai prices,stating the earliest date of shipment.,Exercises,7.如果你方价格有竞争力，我们愿首次订购1200打，即每种型号各400打。If your prices are competitive,we are willing to place our first order for 1200 dozen,ie,400 dozen of each type.,Exercises,8.请放心，贵公司给我们的任何订单都将得到我们迅速和仔细的处理.Please rest assured that any orders you may place with us will have our prompt and careful attention.,Exercises,9.收到贵公司8月2日询价，得悉你们对我们MP208型号的真空吸尘机感兴趣，现将你们所需的插图目录单和价格表寄给你们,Exercises,We have received your enquiry of August 2 and learn of your interest in our Vacuum Cleaners MP208.We are now enclosing our illustrated catalogues and price list you asked for.,Exercises,10.对于定期购买单项商品数量不少于800打，我们可给予3的折扣，用保兑的、不可撤销的即期信用证付款。,Exercises,On regular purchases in quantities of not less than 800 dozen of individual items,we would allow you a discount of 3%.Payment is to be made by confirmed,irrevocable L/C at sight.,