外贸英语函电Lesson 4

Lesson 4

Offers

一、含义

报盘又称发盘，

是商业交易磋商中买 卖双方必经的过程。

通常是一方先向另一方提出某

种交易条件（ 如：上平名称、数量

]

规格、交货期以及付款条件等），而另一 方愿意接受此

条件，

即交易合同成立。

在国际业务中，

报盘分实盘和虚盘两种。

实盘是卖方按其所提供 的

条件达成交易目的的肯定承诺，

一旦买方在规定的答复期限内 接受了报盘，

卖方将不得对盘

中任何条款作任何修改。

虚盘则对卖方没有这种约束力，

在某些情况下，

报盘中的具体条款

仍可修改。

一般来讲，

quotation and offer

都当报价讲，但是

quotation

是指报价，没有实盘和虚盘

之说；而

o ffer

可以是

firm offer or non- firm offer.

Firm offer

是发盘人按其提供的条件已达成交易目 的地明确表示，具有法律效力。受盘

人（

offeree

）一旦在有效期限内接受实盘中的内容和条件，发盘人就无权拒绝售货。一项实

盘必须具备以下内容：

发盘的内容和词句必须肯定，

不能用

a bout, reference price

（参考价）

等模棱两可的词。

发盘的内容明确完整，

其内容应该包 括

quality, quantity, packing, price, shipment, payment

and validity, etc.

发盘中不能有保留条件，如：以我 方最后确认为准（

subject to our final confirmati on

）或

以货物的未售出为准

（

subject to goods being unsold

）

。

虚盘是发盘人所作的不肯定交易的表示。凡不符合实盘所具备的上述三个条件的发票，

都是虚盘。

虚盘无须详细的内容和具体条件，

也不注明有效期。它仅表示交易的意向，

不具

有法律效力。出现 下列一类，皆视为虚盘：

Without engagement.

（不符任何责任）

Subject to prior sale.

（有权先售）

All quotations are subject to our final confirmation unless otherwise.

（所作报价，

除特别注

明外，须经我方确认后才能生效）

Our offer is subject to approval of export license.

（出口许可证准许签证， 我方报价才有

效）

报价一定清楚、完整、具体。报价属于中性信息，布局采用平 铺直叙法。

例

1

：实盘

Dear Mr. Ali

；

Thank you for your letter of April 8, inquiring about our lithium rechargeable batteries for

mobile

phones.

We

are

glad

to

offer

you

5000

pieces

lithium

rechargeable

batteries,

style

190

at

US

3.40

per

piece

FOB

China.

Shipment

will

be

effected

within

20

days

after

receipt of the relevant sight L/C in our favor issued by a bank acceptable to us.

This offer is valid for 10 days.

We are manufacturing various models of lithium batteries for mobile phone, and for many

other

applications.

Please

refer

to

the

catalog

enclosed

for

complete

list

of

models

and

their

specifications.

As you can see, prices from other makers are at least 20% higher than ours. We hope you can

take advantage of this introductory price and send us your acceptance immediately.

If

we

can be

of

any

further

help,

please

let

us know.

We

are

only

too

happy

to

be of

any

service to you.

例

2

：虚盘

Dear Jones,

We offer 300 metric tons of polished long grain rice, 2005 crop, 15% broken, at USD220 per

metric ton FOB Huangpu, for shipment during October/November 2005. Payment is to be effected

by irrevocable sight L/C.

This offer is subject to goods being unsold.

Since the market is advancing, you will surely find our price competitive and we are looking

forward to your immediate acceptance.

Yours truly,

二、

Effective writing: Using common words

三、完整报价函的写作步骤

1. Thank the reader for his enquiry.

Thank you for your letter of

We have received your letter of

Your letter of has been received with thanks

We are in receipt of your letter

2. Show detailed information regarding price, discounts and payment terms

We will allow you 5% discounts

We can offer you

3. Show promise of shipment or delivery

We can assume you of our prompt shipment.

Shipment is to be effected

Delivery date is

4. Show validity of the offer

The offer is valid for

The offer is subject to

5. Express the wish that the offer can be accepted

We are awaiting your order.

We look forward to receiving your favorable reply.

Your early reply is appreciated.

四、

Exerciles

the best answer:

1. __c__we would like to close the business with you, we find your bid unacceptable.

a. Much

b. However much

c. Much as

d. Despite

2. __a__ your counteroffer

，

we regret that we can’t accept it.

a. As regards

b. In regards to

c. With regards

d. In regards

3. the firm offer creates a power of acceptance

，

permitting the __b__by accepting the offer to

transform the offer

or’s promise into a contractual obligation.

a. offer

b. offeree

c. firm offer

d. non-firm offer

4.__b__I in your position

，

I would decline this offer.

a. Was

b. Were

c. Be

d. Am

5.__a__the low stock of such goods

，

we would advise you to accept our offer immediately.

a. Owing to

b. Because

c. Since

d. As

6. __a___you like other items

，

please let us know and we shall be only too pleased to make

you offers direct.

a. In case

b. In the case

c. In this case

d. In that case

7. __a__our representative calls on you next week

，

he will make you an offer ____we feel

sure will meet with your approval.

a. When…which

b. Who…which

c. When…with that

d. Whom…with it

8. Although the articles you require are __b___

，

we can offer you a substitute.

a. dropped

b. out of stock

c. sold out

d. heavily committed

9. As our stocks are rapidly ___c___

，

the maximum quantity we can supply is 100 tons.

a. running

b. shortage

c. diminishing

d. stopping

10. As requested, we are pleased to quote you without engagement as ___a___.

a. follows

b. follow

c. following

d. followed

11. We are sending you by separate airmail a complete set of samples ___b___you will find

them satisfactory.