国际贸易操作流程专业英语SectionIBusinessNegotiationUnit2QuotationsandOffers 22页

国际贸易操作流程专业英语InternationalBusinessOperation SectionIBusinessNegotiationUnit2QuotationsandOffers LearningObjectivesFollowingarethegoalsforthisunit.Readthemandconsideryourpersonalgoals.1.Tolearntomakequotationsandoffers.2.Tolearnaboutthedifferencesbetweenofferwithengagementandofferwithoutengagement.3.Tolearnaboutthemaincontentsofquotationsandoffers.4.Tolearntoexpressvalidityofoffers.5.Tounderstandandbeabletousewordsandexpressionsrelatedtothetopicofquotationsandoffers.6.Topracticewritinglettersmakingquotationsoroffers. NotesonUsefulTerms1.offerv.&n.报盘Pleasemake/send/giveusanofferCIFLondonfor/on20metrictonsBrownCashmere.Weareworkingonyourofferof2,000kilosBlackTea.Wehopetobeabletoofferyousometimenextweek.2.withoutanydelay=withtheleastpossibledelay立即勿误同义词有immediately,promptly,atanearlydate(早日),assoonaspossible,asurgentaspossible,soon,etc.3.subjectto以……为条件的，以……为有效Thearrangementismadesubjecttoyourapproval.Thepriceofthegoodsissubjecttothequantityyouintendtopurchase.Subjecttoyourquotation,weclosethedeal. 4.CIFC3CIFpriceincluding3%commissionCIF含佣价3%5.draftatsight/sightdraft即期汇票6.guaranteen.&v.担保，保证Bankguaranteeisrequired.Itisnotpossibleforustoguaranteethetimeofarrival.7.atanearlydate早日8.regretv.抱歉，惋惜，遗憾Weverymuchregretourinabilitytocomplywithyourrequest.=Weregretbeingunabletocomplywithyourrequest.=Weregretthatweareunabletocomplywithyourrequest.Weregretthatbusinesshasfallenthrough.regretn.抱歉，遗憾Muchtoourregret,wearenotinapositiontosupplyyourrequirementsatpresent.Atpresent,wecannotacceptneworders,forwhichweexpressourregret. 9.stockn.存货(后接介词in/of再接商品)Atpresent,wehaveonlyalimitedstockin/oflinengoods.Therearenostocksavailableatpresent.Ourstocksarerunningshort/low.OnlyType15isinstock.Type18isoutofstock.Wehaverunoutofstock.Ourembroideredgoodsareoutofstocknow.Wecansupplythisquantityfromstock.stockv.有存货；置备It’sdifficulttosellthisarticleatpresentbecausethetradeisabundantlystocked.storagen.贮藏，贮藏仓Storagechargesaretobeforyouraccount. 10.refervi.谈到(后接介词to )vt.参考，提交，接洽Werefertoour/yourletterofAugust30.Wereferyoutoour/yourletterofAugust30.Wereferthemattertoyou.Wehavereferredthemtoyou.11.deliveryn.交货Weshouldbeobligedifyouwouldtreatthisorderasurgentandarrangeforimmediatedelivery.WeshallmakedeliveryofyourorderuponreceiptofyourL/C.Whenwetookdeliveryofthegoods,wefoundsomeofthecaseshadbeenbadlydamaged.12.asrequested按照要求(或请求)Asrequested,wehavepleasureinenclosingourquotationNo.04-8andarrangingthesamplestobesenttoyouinacoupleofdays. 13.lb:libra(Latin)磅14.confirmv.证实Weconfirmourfaxofthe5regardingDriedEggProducts.Weconfirm(receiptof)yourletterofthe5.confirm也可解释为“确认”。如买方对报盘条件不是全部接受而提出某些变更，则须由卖方再次确认才算成交。15.terms/conditions条款，条件onusualterms按惯常条款Wecannotdobusinessonyourterms.Wesellgarmentsonreasonableterms.Wefindyourpricetermsunacceptable.termsandconditions条款和条件，这两字常常连用，terms常指大的条款，如termsofpayment.conditions常指小的条件，如packingconditions.Pleaserenewyourofferonthesametermsandconditions. 16.captionedadj.标题的captionedgoods标题商品17.certificaten.证明书InspectionCertificate(ofQuality)(品质)检验证CertificateofOrigin产地证明书18.theChinaCouncilforthePromotionofInternationalTrade(CCPIT)中国国际贸易促进会 LanguageFocusTradeTerms1.quote报价2.quotation行市；报价3.offer报盘4.termsandconditions条款条件5.offeror发盘人6.offeree受盘人7.purchase购买8.usualpractice惯例9.firmoffer实盘10.non-firmoffer虚盘 LanguageFocusTradeTerms11.invitationtooffer邀盘12.offerwithengagement有约束力的报盘13.offerwithoutengagement无约束力的报盘14.EuropeanMainPorts欧洲主要口岸15.underoffer在出售中16.puttheofferout发出报盘17.bid递价，出价18.atseller’soption由卖方选择19.atbuyer’soption由买方选择20.subjecttoourconfirmation以我方确认为准 II.FunctionalSentencesYourenquiryisnowhavingourattentionandwewillletyouhaveourquotationinafewdays.We’dliketoknowifyouhaveanyspecificrequirementsinmind.Asrequested,weshallsubmitourquotationintriplicateandshallappreciateyourplacingtheorderwithusasearlyaspossible.Allquotations,exceptfirmoffers,aresubjecttothesellers’finalconfirmationandallpricesarenet,withoutanydiscount.Ourpricehasalreadybeenveryreasonable,but,inordertoencouragebusinessbetweenus,wearepreparedtoallowyouadiscountof2%. Ourpricesareusuallydecidedonthesizeoforders.Thankyouforyourenquiry.I’msureyouwillfindourofferthemostfavorable.Atyourrequest,weareofferingyouthefollowingitems.Thisofferwillremainopenfor3days.Wecansupplyfromstockandwillhavenotroubleinmeetingyourdeliverydate.Wecanofferyou500piecesatGBP55perpieceCIFLondonforshipmentinMay. We’dliketoremindyouthatourofferremainsvalidfor5days.Wehavetheofferreadyforyou,5,000setsofMicrowaveOvensKF100at€66perset.Ourofferissubjecttoyourreplywithin3days.Thisofferissubjecttoourfinalconfirmation.Theofferismadewithoutengagement.Allorderswillbesubjecttoourconfirmation. Thisofferisvalidonlyfor5dayscountingfromtoday.Ourofferwillbewithdrawnifnotacceptedwithin5days.WeofferyoufirmthefollowingsubjecttoyourreplyreachingusbeforeMay30,Beijingtime.Thisofferwillremaineffective/valid/firm/opentill…Wearemakingyouthefirmoffer,subjecttoyouracceptancewithin3daysHereareourlatestpricelists.Youwillseethatourpriceisthemostcompetitive.Webelievethatthepriceweofferyoucancompetewellwiththoseofotherfirms. ExercisesBasicTrainingI.Choosethebestanswer.1.Please_____usyourlowestpricesforbothmen’sandwomen’swinterjackets.A.offerB.quoteC.supplyD.make2.Please_____us500glassvasesCIFQingdao,China.A.offerB.quoteC.supplyD.make3.Thisisourbestprice,_____whichwehavealreadyconcludedseveraltransactionswithyourcompetitors.A.inB.ofC.atD.with4.Enclosedpleasefindourquotationsheet_____differentsizesandcolorsofourbanners.A.coveringB.coveredC.coversD.cover5.Sellersprefertowaittillthepricegoes_____.A.downB.stablyC.upD./BACAC ExercisesBasicTrainingI.Choosethebestanswer.6.Theofferistobe_____ifnotacceptedbytheendofthismonth.A.withdrawB.withdrewC.withdrawnD.withdrawing7.Themarketisstrengthening,soitis_____thatwewillnotbeabletoquotethesamepricenexttime.A.sureB.certainC.certainlyD.sure8.Yourfriendlycooperationisverymuch_____.A.appreciatedB.appreciationC.appreciateD.appreciating9.Pleasequoteusyourlowestpriceandtelluswhenyoucouldmakeshipmentifanordershould_____withyourfirm.A.beplacedB.beputC.besentD.bemade10.Pleaseletusknow_____thelowestpricesatwhichyoucanexecutethisorder,CIFBoston.A.inreturnB.byreturnC.onreturnD.atreturnAAAAA ExercisesII.TranslatethefollowingsentencesintoChinese.1.Foryourinformation,ouroffersusuallyremainopenforaboutaweek.Wewouldliketomakethefollowingoffer,subjecttoyouracceptancewithin10days.3.Asdemandforourteahasbeenincreasingsincelastyear,weareunabletomakeyoutheofferasrequested.请注意，我们的报价有效期通常为一周。我方愿意做如下报价，但以你方10天之内接受有效。由于自去年以来对我们茶叶的需求量不断增加，所以我们无法按贵方的要求报价。 ExercisesII.TranslatethefollowingsentencesintoChinese.4.Themaximumwecansupplyisonlyhalfofyourorderbecauseourstocksarelowatpresent.5.Wehavequotedourmostfavorablepricessothatwecannotbeabletoentertainanycounteroffer.6.Theseproductsareinheavydemandandthesupplyislimited,westronglyrecommendyoutoacceptthisofferassoonasyoucan.因为现在存货不多，只能供应所订货量的一半。该报价为最优惠价，恕不还价。此产品需求量很大，且供应有限，建议尽快接受该发盘。 ExercisesII.TranslatethefollowingsentencesintoChinese.Inordertoenabletheproductscompetitive,youshouldquoteusthelowestpossibleprice.Weofferyoufirmsubjecttoreplyherewithinoneweekfromtoday.Wearefavorabletoyourproposal.Atyourrequestwemakeyouanofferasfollows.为了使产品具有竞争力，你方应报尽可能低的价格。兹报实盘，以自本日起一周之内你方回复为准。。我们同意你方的建议。应你方要求，我们现报盘如下。 ExercisesIII.TranslatethefollowingsentencesintoEnglish.1.感谢你方3月10日来函。从信中我们获悉你方希望得到我方梅林牌罐头食品的报盘。2.我们从贵公司8月20日来函中得知你方打算向我方订购2万公吨化肥，我们很高兴地报价如下。3.兹复你方7月8日函，我们现向你方做如下报盘，以我方最后确认为准。ThankyouforyourletterofMarch10,fromwhichwehavelearnedthatyouhopetoreceiveourofferfor“Meilin”Brandcannedgoods.WehavelearnedfromyourletterdatedAugust20thatyouaregoingtoplaceanorderwithusfor20,000metrictonsofchemicalfertilizers.Wearepleasedtoquoteasfollows.InreplytoyourletterofJuly8,wearenowmakingyouthefollowingoffer,subjecttoourfinalconfirmation. ExercisesIII.TranslatethefollowingsentencesintoEnglish.4.供你方参考，我方价格合理，中东地区许多客户已经接受该价格。5.复你方9月10日信，我们乐意向你方报盘如下，以北京时间10月15日前复到为有效。6.请贵公司对以下商品以美元报CIF香港最低价。Foryourreference,ourpriceisreasonableandalotofcustomersintheMiddleEasthaveacceptedtheprice.InreplytoyourletterofSeptember10,wearepleasedtomakeyouanofferasfollows,subjecttoyourreplyreachingherebeforeOctober15,Beijingtime.WeshallbeobligedtohaveyourquotationwiththelowestpossiblepricesCIFHongKong,inUSdollar.