Offer-and-quotation.pptx

Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Offers and Quotations,Introduction,A firm offer,(,实盘,),A firm offer is a definite promise to sell goods at the stated prices,usually within a stated period of time.The terms stated in a firm offer is binding on the sellers if they are accepted by the buyers within its validity.In a firm offer,an exact description of the goods,the time of shipment and the mode of payment should be included.,A non-firm offer(,虚盘,)Unlike a firm offer,a non-firm offer is not binding upon the sellersIn other words,a non-firm offer can be withdrawn or changed by the sellers.,In the international business,offers can be divided into two kinds:,A quotation is not an“offer”in the legal sense.It is just an indication of price without contractual obligation and subject to change without previous notice.,The difference between an offer and a quotation:,An offer is a formal presentation of the goods,to be supplied on the terms specified therein for the buyers acceptance.,1.Open the letter by expressing thanks for the inquiry,if any.,2.Explain the details of business conditions,such as name of commodities,quality,quantity,specifications,unit price,type of currency,packing condition,date of delivery,terms of payment,discount,ect.,3.End the letter in the way that encourages the inquirers to place an order or give an early reply.,A satisfactory letter concerning an offer or quotation can be written in the following way:,Warming-up,There are two kinds of offers:,Firm offer and non-firm offer,A firm offer,is made when a seller promises to sell goods at a stated price within a stated period of time.Once it has been accepted it cannot be withdrawn.,Warming-up,Non-firm offer,are usually made by means of sending catalogues,pricelist,and quotations.It can be considered as an inducement to business.,Non-firm Offer,subject to our final confirmation,以我方最后确认为准,We are now making you an offer subject to our final confirmation.,虚盘常用表达方式,(4),现报盘如下，以我方确认为有效。,Non-firm Offer,without engagement,此报盘无约束力,We are now making you the following offer without engagement.,现报盘如下，,此报盘无约束力,。,Non-firm Offer,subject to the goods being unsold,以货物未被售出为准,We are now making you a special offer subject to the goods being unsold.,我方向你方报特惠盘，,以货物未被售出为准。,Non-firm Offer,subject to prior sale,以先售为准,We are now making an offer for air-conditioners as follows,subject to prior sale.,我方现报空调盘如下，,以先售为准。,Firm offer,1.,We are now making you a firm offer for 10 metric tons of rice.,2.,We are now offering you firm as follows,现为你方报,10,公吨大米实盘。,现为你方报实盘如下。,Firm offers validity,1.We make you the following offer,subject to your reply within,10 days.,现报盘如下，以你方在,10,日之内回复为有效。,Firm offers validity,2.,We make you an offer,subject to your reply reaching us not later than,noon time October 21 Beijing time.,现报盘如下，以你方在北京时间,10,月,21,日中午前回复为有效。,Firm offers validity,3.The offer is valid for 3 days.,4.The offer is valid till March 15.,此报盘有效期为三天。,此报盘在,3,月,15,日以前有效。,Translation,现报,1000,打毛巾,(towel),如下,以我方最后确认为准。,上述报盘以我方最后确认为有效。,We make the following offer for 1000 dozen towels subject to our final confirmation.,The above offer is subject to our final confirmation.,Translation,按你方要求现报盘如下，以你方在北京时间,3,月,14,日下午,2,点以前回复为有效。,我方茶杯报盘的有效期为,5,天。,As requested,we are now making an offer,subject to your reply before 2 p.m.on March 14 Beijing time.,Our offer for teacups is valid for 5 days.,Sample Letter,Dear Mr.Brown,We are glad to know that you,one of the biggest suppliers of tea in the UK,are interested in our products.In order to establish a long friendly business relation with you,we are now making you a special offer.,For details,please see quotation sheet.,We are,send,ing you,under separate cover,the samples of Green Tea Extract and Porcelain Tea Set,for your reference.,We are confident that you will be satisfied with both the quality of our products and their competitive prices.,We await your,favorable news.,Yours very sincerely,Commodity,Specification,Quantity,Unit Price,Packing,Shipment,Payment,Insurance,Quantity,(1),重量,(weight),公斤,(),公吨,(),长吨,(long ton)(,1016kg),短吨,(short ton)(,907kg),(2),数量,(number),件,(),双,(),套,(),kilogram,metric ton,piece,pair,set,Quantity,(3),长度,(length),米,(),英尺,(),英寸,(),码,(),(4),面积,(area),平方米,(square meter,m,2,),meter,yard,foot,inch,Quantity,(5),体积,(cubic),立方米,(cubic meter,m3),(6),容积,(capacity),公升,(liter),加仑（,gallon,）,蒲式耳,(bushel),dollar,(,美国,),元,US$,(,加拿大,),元,Can$,(,香港,),元,HK$,(,澳大利亚,),元,$,A(,新加坡,),元,S$(,新西兰,),元,NZ$,pound,(,英国,),镑,(,或,Stg),pound(,埃及,),镑,LE pound(,以色列,),镑,I,pound(,黎巴嫩,),镑,LL pound(,叙利亚,),镑,LS,rouble,(,俄罗斯,),卢布,R(,或,Rub,Rbl),Major World Currencies,Renminbi Yuan,(,中国,),人民币，元,RMB,￥,new Taiwan dollar,(,中国台湾,),新台币,NT$,yen,(,日本,),日元￥,won,(,朝鲜、韩国,),元,W,euro,（欧盟国家）元,peso,(,墨西哥,),比索Mex$,Unit Price,USD 300 per metric ton CIF Seatle,价格条款的内容,商品的单价通常由四个部分组成，即包括计价货币（如美元）、单位价格金额（如,300,）、计量单位（如公吨）和贸易术语（如,CIF,西雅图）,例如：每短吨,5600,日元,FOB,横滨,Yokohama,RMB5600 per short ton FOB Yokohama,Unit Price,这批大豆,(soybean),的价格为惠灵顿（,Wellington,）成本加运费每长吨,260,美 元。,The price of the soybean is US$260 per long ton CFR Wellington.,美国货币,美国货币由美元,dollar,和美分,cent,组成，,one dollar,等于,100 cents,。其纸币,bill,有一、二、五、十、二十、五十和一百美元等面值；硬币（,coin,）有一美分（或,a,penny,）、五美分（或,a,nickel,）、十美分（或,a,dime,）和二十五美分（或,a,quarter,）等。在数字前加,$,表示美元，如：,$500,表示五百美元；在数字后加,C,表示美分，如：,50C,表示,50,美分；表示由美元和美分组成的钱数时，常用,$,表示，如：,$6.50,。,英国货币,英国货币由英镑（,pound,）和便士（,pence,）组成，也分为纸币,notes,和硬币,coins,。纸币有面值五镑、十镑、二十镑和五十镑；而硬币，即金属货币有一便士、二便士、五便士、十便士、二十便士、五十便士和一镑等。,100 pence,等于,1 pound,。在数字前加表示多少英镑，如：,800,为,800,英镑；在数字后加,P,表示多少便士，如：,5P,表示五便士（,penny,的复数）；表示由英镑和便士组成的钱数时通常不说出,pence,，如,3,镑,50,便士可说成,3,50,或,three pounds and fifty,。,Trade Terms,Packing,木箱（,wooden case,）,板条箱（,crate,）,纸箱（,carton,）,麻袋（,gunny bag),布袋（,sack,）（,cloth bag,）,塑料袋（,plastic bag),牛皮纸袋（,kraftpaper bag,）,Packing,铁桶（,iron drum,）,塑料桶（,plastic drum,）,木桶（,cask,）,捆（,bundle,）,包（,bale,）,Packing,aluminum-foil-lined cartons,pumped off air and filled up with nitrogen,bulk,be packed in cartons fixed with foamed plastic padding,25kg/carton,22kg/carton,20kg/carton,18kg/carton,Packing,Cigarettes are to be packed in,tin-lined,paper box.,Pens are packed in paper boxes,10 pieces to one box.,香烟要用衬锡纸盒包装。,钢笔用纸盒包装，每盒装十支。,Packing,Walnuts are to be packed in double gunny bags,each containing 50 kilos.,Walnuts are to be packed in double gunny bags of 50 kilos each.,核桃要用双层麻袋包装，每袋装,50,公斤。,Packing,Pens are packed 12 pieces to a box and 200 boxes to a wooden case.,每,12,支钢笔装在一个纸盒里，每,200,个纸盒装在一个木箱里。,Packing,砂糖,(granulated sugar),要用塑料袋包装每袋重,2.5,公斤。,所有纸箱都内衬塑料纸，保证绝对防水。,The granulated sugar should be packed in plastic bags,each containing 2.5 kilos.,All the cartons are lined with plastic sheets,so they are absolutely water-proof.,Packing,每件衬衫要用塑料袋包装，每一打装一纸箱，每,4,个纸箱装,1,板条箱。,Each shirt should be packed in plastic bag,one dozen to a carton,4 carton to a wooden case.,Shipment,can be shipped within one month after receipt of the L/C,These goods should be shipped within one month.,请在一周之内装运。,能在收到信用证的一个月内装运。,这些货应在一个月内装运。,Please ship(the goods)within one week.,Payment,支付工具,:,汇票,(bill of exchange,draft),本票,(promissory note),支票,(),支付方式,:,汇付,:,信汇,(M/T),电汇,(),票汇,(D/D),托收,:,付款交单,(),承兑交单,(),信用证,(),cheque/check,T/T,D/P,D/A,letter of credit,L/C,Payment,by confirmed irrevocable L/C payable by draft at sight,请用,.,方式付款。,Please pay by.,Please make the payment by,Payment,请用信用证付款。,我们要求付款方式为保兑的不撤销的信用证。,We request the payment to be made by confirmed irrevocable L/C.,Please make the payment by L/C.,Please pay by L/C.,Insurance,for 110%of the invoice value,按发票金额的,110%,投保。,key words and expressions,在外经贸英语中表示“商品”，“货物”的词较多，要注意几个常用词的用法与区别：,merchandise,商品（总称，无复数形式）,The merchandise is being strictly examined.,商品正在严格检验。,goods,货物（永远为复数，较普通用语）,The goods enquired for are out of stock for the moment.,所询货物暂脱销。,article,商品；货物,(,尤指某种具体商品。在报盘与销售合同中常以,“,Art.No.,。,”,形式出现,。,Offer,n.,报盘（包括货名、规格、价格、船期、有效期等，通常和介词,for,of,或,on,连用）,Please make us an offer CIF London for 20 metric tons groundnuts.,请给我们一个,20,公吨花生伦敦到岸价格的报盘。,The offer is firm(valid,good,open,for effective,enforce)for two weeks.,此报盘两周内有效。,If you can offer,please telex us.,你方如能报盘，请电传通知我们。,We offer you firm subject to reply here by 10 a.m.,Tuesday our time.,兹报实盘，以我方时间星期二上午,10,时以前复到为准。,We offersubject to our final confirmation.,我方报盘,以我方最后确认有效。,To accept offer,接受报盘,To confirm offer,确认报盘,To entertain offer,考虑报盘,To extent offer,延长报盘,To withdraw offer,撤回报盘,Package offer,一揽子报盘,stock,n.,1.,存货；现货,These are the only stocks available,。,这些是仅有的存货。,We don,t have any stock of the,bicycles,as you required.,我们没有你要的那种自行车现货。,2.,股票；证券,She owns some stock in that company.,在那个公司她有些股份。,Is there any stock exchange in your area?,你们那儿有没有证券交易所？,American stock has been going down since the attack of the World Trade Center.,自世贸中心被袭以来，美国股市一直在下跌,。,3.,常用搭配,supply,from stock,供。现货,We can supply this quantity from stock.,我们可供这个数量的现货,。,have,in stock,有。现货,We,d like to place repeat orders if you have a large quantity of rice in stock.,如大米存货丰实，我想续订。,out of stock,脱销,Black tea,first grade,is out of stock at present.,一级红茶现已脱销。,Reply,n.,答复（后接介词,to,）,In reply,we would like to observe that we cannot do business on your conditions.,我们不能按你们的条件进行交易，此复。,We expect to give you a definite reply this week.,我们预计在本周内的后几天给你一个确切的答复。,in reply to=in answer to,This is in reply to your letter of August 25.,兹复,8,月,25,日来函。,In reply to your enquiry of 22,nd,August,we are sending you today a copy of price list.,兹答复你方,8,月,22,日的询价，我方今天已寄出价目单一份。,reference,n.,.,谈及；关于,with reference to,。,;in reference to,。,;Reference is made to,。常置于句首，,表示“关于”。如：,With reference to our usual payment terms,we can do otherwise than L/C at sight.,关于通常的支付条件，我们除即期信用证外也接受其他做法。,for your reference,供你方参考,We attach hereto our enquiry list for your reference.,兹附询价单一纸供你方参考。,We shall appreciate it if you will send some up-to-date patterns for our reference.,如能寄一些最新的款式作参考，将甚为感激。,Effect,1)v.,完成，实现，达到（目的等）,Insurance is to be effected by the buyer.,由买方投保。,We hope you will effect shipment at your earliest convenience.,希望你方尽早装运货物。,2,）,n.,结果，效应，效果，作用；法规等生效；意义，要旨；实施,This agreement will come into effect as soon as it is signed.,本协议已经签字立即生效。,This regulation will take effect beginning from May 1.,本条例自,5,月,1,日开始生效。,We have received from our buyer a letter,to the effect that,he is still waiting for the import licence.,收到买主来信，大意称他仍在等待进口许可证。,Entertain,v.,1),接受,We are too heavily committed to be able to entertain fresh orders.,我们承担太重，不能再接受新订单。,2,）考虑,We shall be glad to entertain any constructive suggestion you may make.,我方将乐于考虑你方可能提出的任何建设性的建议Subject,1)adj.,（和介词,to,连用）,A.,易受,的，使遭,.,的,Perishable goods are subject to damage in transit.,易腐烂的货物在运输途中容易损坏。,B.,须经,的，有待于,的,The above prices are subject to fluctuations of the market.,上述价格得随行就市。,2)adv.,在,条件下，以,为条件，只要（和介词,to,连用引导状语短语）,We offer 100 m/tons Bitter Apricot Kernels at RMB100 CIF,prompt shipment,subject to our cable confirmation.,兹报盘即其装船苦杏仁,100,公吨，每公吨到岸价人民币,100,元，以我方电报确认为有效。,3,）,n.,主题,While on the subject of agency,we would ask you to give us an approximate estimate of the volume of business you expect to do annually.,在谈代理问题时，请告知你们预期每年可成的交易额的约计数。,4,）,a.,交出，提出,We will subject your proposal to the consideration of our Head Office.,我们将把你们的建议报我总公司考虑。,b.,使遭受,This oversight on your part has subjected us to a great deal of trouble.,你方的疏忽给我们带来了很大麻烦。,Invoice,1)n.,发票,At what price can you repeat Invoice No.335 of May 10.,你们可以按设么价格找,5,月,10,日第,335,号发票再卖给我们一次货。,2)v.,开发票,You may invoice the goods at contract price less commission.,你可以按合同价格除去佣金开发票。,in compliance with,in compliance with,按照，依照,In compliance with your request of,we have amended the relative L/C to allow transshipment.,按照你方,的要求，我方已修改有关信用证允许转船。,In compliance with our terms of payment in the Sales Contract No.088,please send us your L/C one month preceding the date of shipment.,按照我们第,No.088,号销售合同的支付条款，请在装运日期前一个月寄来信用证。,常用表达句型,(1),We thank you for your quotation of May 20 and now place an order with you for the following items.,谢谢你方,5,月,20,日的报价，现向你方订购下列商品。,(2),We are pleased to place the following orders with you if you can guarantee shipment from Shanghai to Singapore by October 9.,若你方能保证在,10,月,9,日以前将货物由上海运至新加坡，则我方乐于向你方订购下列货物。,(3),In reply to your letter of May 10 quoting us the prices of soy beans,we place a trial order as mentioned in the enclosed sheet.,现回复你方,5,月,10,日大豆报价函，试订购如所附订单。,(4)We are pleased to find that your materials appear to be of fine quality.as a trial,we are delighted to send you a small order for 2,500 dozen Rubber Shoes.,我们对你方的产品质量和价格均感满意，现寄去试订单，请供应现货。,(5)We are glad to confirm our fax order dispatched this morning as follows:,我们很乐意确认今天早上传真订单如下：,(6)We have received your catalogue and price list,and now we order the following goods at the prices named.,一收到你方目录和价格单，现按所示价格订购下列货物。,(7)Thank you for your quotation for bicycles,but we regret that we have to place our order elsewhere as your prices are too high for this market.,谢谢你方自行车报价，但遗憾的是，你方价格对此市场来说过高，我们不得不向别处订购。,执行订单,Fulfillment of orders,(1)We have received your order No.751 and it will be executed to your satisfaction.,我们已收到你方,751,号订单，订单的执行将使你方满意。,(2)Pleased be assured that the order will be punctually fulfilled.,请放心，我们将准时运交你方所订的货物。,(3)Your order is receiving our immediate attention and we will keep you informed of the progress.,我们正在迅速处理你方订单，并将随时告知你方进展情况。,确认与合同,Confirmation and Contract,(1)We cannot but cancel the contract since you have failed time and again to fulfill your part of the contract.,由于你方未能及时地履行合同，并且部分重复履行合同，我方只能取消合同。,(2)We do hope the successful result of this contract will lead to further cooperation and business between us.,我们真的希望这次合同的圆满执行能给我们带来进一步的合作和业务。,(3)Please see to it that the stipulations in the relevant credit are strictly in accordance with the terms stated in the contract.,请注意信用证中的规定一定要完全和合同中的条款相一致,。,(4)We hope you will take your commercial reputation into account and execute the contract,.,我们希望你方要考虑一下商誉，并去执行合同。,(5)Im very glad that through our mutual efforts,our negotiation has come to a successful conclusion.,我们非常高兴经过我们双方的努力，我们的谈判终于有了一个圆满的结果。,Sample 1,Dear Sir or Madam:,We have just received your email about contract terms dated July 3.All the other terms are accepted except arbitration terms.,We think that its better to submit our arbitration case to an organization in a third country if any disputes arise.Of course,it is not necessary to submit a case to arbitration as long as our two parties can discuss the matter in a friendly manner.But it is better to make the stipulations complete before we sign the contract.,We look forward to your prompt reply.,Best wishes,我们已经收到你方,7,月,3,日关于合同条款的邮件。除了仲裁条款，其他的条款都能接受。,我方认为如果发生任何纠纷，向第三国的机构提交我们的仲裁案例会比较好些。当然，只有我们双方能友好协商解决这些纠纷，就没必要申请仲裁了。但在我们双方签合同之前，还是将规定说完全会更好。,期待你方的及时回复。,Specimen letter 2,Dear sirs,Re,：,SWC sugar,We are in receipt of your letter of July 17,2006 asking us to offer 10,000metric tons of the subject sugar for shipment to Japan and appreciate very much your interest in our product.,To comply with your request,we are offering you as follows:,1.Commodity:Dalian superior White Crystal Sugar.,2.Packing:To be packed