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1、Lecture 5 OfferLecture 5 OfferObjectives:After this section you will:Objectives:After this section you will:1.be able to translate and make firm offer.be able to translate and make firm offer.2.be able to translate and make a non-firm be able to translate and make a non-firm offer.offer.An offer/quo
2、tation is the expression of the wish of the seller to sell particular goods under stated terms,including quantity,prices,shipment,terms of payment,etc.It usually follows an inquiry that is either written or oral.firm offer:an offer,usu.in written form,which states it may not be withdrawn,revoked,or
3、amended for a specific period of time.实盘non-firm offer:an offer which is not binding upon the sellers and,the details of the offer may change in certain situations.虚盘LanguagePoints1.acknowledge v.to let someone know thatyouhavereceivedsomethingfromthem:承承认认或宣布收到或宣布收到acknowledgereceiptofmakeacknowled
4、gementto确认收到某人来信用确认收到某人来信用acknowledge确认收到某人来电报用确认收到某人来电报用confirmacknowledgementn.承认；收悉通知承认；收悉通知1)1)确认收到你方十月十日来函。确认收到你方十月十日来函。WeacknowledgeyourletterofOct.10.WeacknowledgereceiptofyourletterofOct.10WemakeacknowledgementtoyourletterofOct.10.WehaveforacknowledgementyourletterofOct.10.LanguagePoints2.da
5、tev.加日期于；日期为；与介词加日期于；日期为；与介词of作用相同作用相同 1)1)你方十一月十八日来函收悉。你方十一月十八日来函收悉。WehavereceivedyourletterofNov.18.WehavereceivedyourletterdatedNov.18.LanguagePoints3.offer:a promise made by the seller to supply goods on terms stated.v.n.报盘报盘 offer sb sth at a price 以以价价格格向向某某人人报报盘盘offer sb firm 给某人报实盘给某人报实盘make
6、 sb a firm offer for sth at a price 以以价格向价格向报实盘报实盘a firm offer 实盘实盘a non-firm offer 虚盘虚盘to accept an offer 接受报盘接受报盘to confirm an offer 确认报盘确认报盘 a firm offer 实盘实盘a non-firm offer 虚盘虚盘to accept an offer 接受报盘接受报盘to confirm an offer 确认报盘确认报盘 to decline an offer 拒绝报盘拒绝报盘to entertain an offer 考虑接受报盘考虑接受报盘
7、to extend an offer 延长报盘延长报盘to withdraw an offer 撤销报盘撤销报盘to cancel an offer 取消报盘取消报盘to renew an offer 恢复报盘恢复报盘LanguagePoints LanguagePointsLanguagePointsWe hope to be able to offer next week.我们希望下周能报盘。我们希望下周能报盘。We can offer for Mens Shirts at competitive prices.We will make you a firm offer as soon a
8、s possible.我们能尽快向你方报实盘。我们能尽快向你方报实盘。offer 与与quotation的区别：的区别：Offer为为报报盘盘，也也就就是是说说除除了了针针对对某某种种商商品品的的价价格格外外，还还应应该该包包括括数数量量、交交货货期期、支支付付方方式式等等交易条件。交易条件。Quotation为为报报价价，即即某某种种商商品品的的价价格格。An indication of the price at which a seller might be willing to offer goods for sale.我们能以竞争性的价格开报男式衬衫的报盘。我们能以竞争性的价格开报男式
9、衬衫的报盘。Our offer is firm for three days.4.firm adj.not subject to change,definite 确定的；有效的确定的；有效的Were pleased to make you a firm offer.我方报盘有效期为三天。我方报盘有效期为三天。欣然向你方报实盘。欣然向你方报实盘。LanguagePoints LanguagePoints2)Were making you a firm offer as follows,subject to your reply reaching us by the end of this wee
10、k.5.subject adj.depending on sth as a condition 以以为条件；以为条件；以为准；取决于；为准；取决于；现现向向你你方方报报实实盘盘如如下下，以以你你方方答复于本周末前到达为有效。答复于本周末前到达为有效。1)The plan is subject to the directors approval.该计该计该计该计划划划划须经须经须经须经主管批准。主管批准。主管批准。主管批准。LanguagePointsThe offer is subject to.本报盘以本报盘以为准。为准。q这个表达法是典型的虚盘，即无约束力的报盘。类似的这个表达法是典型的虚
11、盘，即无约束力的报盘。类似的表达法：表达法：The offer is subject to prior sale.本报盘以货物先售出为条件。本报盘以货物先售出为条件。The offer is subject to change without notice.本报盘以随时更改而勿需另作通知为条件。本报盘以随时更改而勿需另作通知为条件。The offer is subject to goods being unsold.本报盘以货物未售出为条件。本报盘以货物未售出为条件。We make you the offer without engagement.此报盘为无约束力的报盘。此报盘为无约束力的报盘
12、。qCaution：一个实盘从法律角度上讲，必须符合三点要求才构成实一个实盘从法律角度上讲，必须符合三点要求才构成实盘：盘：Clear内容清楚确切不含糊其词，模棱两可。内容清楚确切不含糊其词，模棱两可。Complete交易条件完整（商品名称、规格、包装、交易条件完整（商品名称、规格、包装、数量、交货期、价格支付方式、装运期数量、交货期、价格支付方式、装运期等）；对报盘有效期做出规定，这一点也很等）；对报盘有效期做出规定，这一点也很重要。重要。Final无保留：发盘人愿意按照他所提出的交易条件无保留：发盘人愿意按照他所提出的交易条件 受盘人签订合同，除此之外，没有任何保留条件。受盘人签订合同，除
13、此之外，没有任何保留条件。LanguagePoints1)subject to our final confirmation2)subject to prior sale3)subject to the goods being unsold4)subject to change without notice5)without engagement q一般保留条件有以下表达法：一般保留条件有以下表达法：LanguagePointsAs we have quoted our most favorable prices and any counteroffers will not be entert
14、ained.我我方方所所报报价价格格已已是是最最优优惠惠的的，因此不能考虑接受任何还盘。因此不能考虑接受任何还盘。6.entertain v.(fml)be ready and wiling to consider 考虑接受考虑接受 We are not in a position to entertain any fresh orders on account of the uncertainty of raw materials.由于原材料的不稳定，所以不能考虑接受任何新订单。由于原材料的不稳定，所以不能考虑接受任何新订单。LanguagePoints LanguagePoints7.co
15、unteroffern.v.还盘；还价还盘；还价1)Yourcounterofferisnotinlinewiththeinternationalmarketprice.你方还盘与国际市场价格不符。你方还盘与国际市场价格不符。2)We cannot entertain your suggestionbecauseitdoesnotseemworkable.我们不能考虑接受你方的建议，因为此建议似乎不可行我们不能考虑接受你方的建议，因为此建议似乎不可行.3)Theywouldnotentertainanypricelowerthan$150perton.他们不会考虑任何低于每吨一百五十美元的价格
16、。他们不会考虑任何低于每吨一百五十美元的价格。LanguagePointsin respect to 关于；就关于；就来说来说；with respect to 关于；就关于；就来说；至来说；至于；于；in this respect 在这方面在这方面1)Inrespecttothepriceisworkable,butthedeliverydateisnotacceptable.就价格而言还做得开，但交货期不能接受。就价格而言还做得开，但交货期不能接受。8.inrespecttoph.就就而言而言asto2)Withrespecttothoseletters，Ithinkthebestthing
17、istoburnthem.关于这些信件，我认为最好把它们烧掉。关于这些信件，我认为最好把它们烧掉。3)Ourcompanygavehim$200inrespectoftheworkhehaddone.对于他所干的工作，我公司支付他二百美元。对于他所干的工作，我公司支付他二百美元。4)Hisworkisgoodinrespectofqualitybutbadinrespectofquantity.他工作的质量还行，但数量不行。他工作的质量还行，但数量不行。LanguagePoints9.parcel/lotn.Aparcelofthingsorpeopleisaquantityofthem一批货
18、一批货q部部分分货货物物、小小宗宗货货物物。其其概概念念是是这这样样的的：在在国国际际贸贸易易中中，某某些些商商品品除除了了大大宗宗买买卖卖需需要要用用整整整整一一条条船船来来装装运运之之外外，还还有有一一些些数数量量较较小小的的交交易易和和少少量量货货物物的的托托运运，用用不不着着整整条条船船，非非整整船船或或整整船船货货物物的一部分，通常就称为小宗货物，或部分货。的一部分，通常就称为小宗货物，或部分货。LanguagePoints10.beunderoffer正在报盘中；正在出售中正在报盘中；正在出售中Thegoodsareunderofferelsewhereandwecannotoff
19、eryouatpresent.11.bidn.v.递递价价 to offer to do work or provide services for a specific price,in competition with other offerstomakesbabidforsthataprice以价格向某人递价tobidapriceforsth就向某人递价1)They bid$1780 per metric ton butsomecompetitorsoutbidthem.2)Nootherbuyerhasbidhigherthanyourbid.他们递价每公吨1780美元，但一些竞争者出价
20、更高。没有哪个买主做出比你方更高的递价没有哪个买主做出比你方更高的递价。LanguagePoints12.obtainv.获获得得；得得到到to get something that you want,especially through your own effort,skill,or work=get1)Our products have obtainedunanimousapproval.我们的产品得到一致的认可。我们的产品得到一致的认可。LanguagePointsObtain：get it or achieve it为为一一般般用用语语，Secure：If you secure so
21、mething that youwantorneed,youobtainit,oftenafteralotofeffortqDifferencebetweenobtainandsecure13.foryourinformation仅供参考；仅供参考；顺便告知；顺致奉告顺便告知；顺致奉告foryourreference供你方参考供你方参考foryourperusal供你方斟酌（详细阅读）供你方斟酌（详细阅读）foryoutostudy供你方研究供你方研究 LanguagePoints14.14.demanddemand n.n.v.v.the need or desire that people
22、 have for particular goods and services 需求，后接介词需求，后接介词需求，后接介词需求，后接介词forforbe in large demand for 大量需求be in good demand for 大量需求be in heavy demand for 大量需求be in brisk demand for 需求活跃be in regular demand for 常年需求be in small demand for 需求不大LanguagePointsThey made the demand that you deliver the goods i
23、n the fourth quarter.他们要求你们在第四季度交货。他们要求你们在第四季度交货。We demand immediate delivery.我们要求立即交货。我们要求立即交货。The buyer demands of the seller to ship the goods within a month.买方要求卖方在一个月内发货。买方要求卖方在一个月内发货。4)We are sorry to be unable to meetyourdemands.LanguagePoints很抱歉，我们不能满足你方的要求。很抱歉，我们不能满足你方的要求。15.resultv.结果结果res
24、ultin导致某种后果导致某种后果resultfrom产生某种结果产生某种结果1)It is obviously that the damage to thecaptioned goods result from roughhandling.显显而而易易见见，标标题题项项下下货货物物的的破破损损是由野蛮装运所致。是由野蛮装运所致。LanguagePoints2)We appreciate your efforts in pushingthe sale of our products that haveresultedinsometransactionswithus.我我们们十十分分感感激激您您
25、在在推推销销我我产产品品方方面面所所做做出出的的努力，并促使数笔交易的达成。努力，并促使数笔交易的达成。3)IfyoufailtoestablishtheL/Cintime,youwillbeheldresponsibleforanylossresultingfromthedelay.倘倘若若你你方方不不能能按按时时开开立立信信用用证证，你你方方须须负负责责因此而造成的一切损失。因此而造成的一切损失。16.benefitn.利利益益；好好处处；救救济济金金；v.(by/from)有有益益于于；使使受受益益 if you benefit from something or it benefits
26、 you,it gives you an advantage,improves your life,or helps you in some way.benefitgreatly/enormously/considerablyetc.LanguagePoints1)Wedevelopedtradewiththemformutualbenefit.为为了了双双方方的的利利益益，我我们们发发展展同同他们的贸易。他们的贸易。2)The new factory will be a greatbenefittothetown.这家新工厂对该镇的发展很有利这家新工厂对该镇的发展很有利。3)Webenefi
27、tgreatlybythisfranktalk.我们从这场坦率的谈话中受益。我们从这场坦率的谈话中受益。LanguagePoints4)Hedoesnotseemtohavebenefitedfromthetreatment.这种治疗方法对他的疾病似乎没有多大效果。这种治疗方法对他的疾病似乎没有多大效果。5)Oursuggestionwillbeofbenefittobothyourfirmandours.我们的建议对我们双方都有利。我们的建议对我们双方都有利。6)There is no doubt that we both partiesshallbenefitbythisarrangeme
28、nt.毫无疑问，这一安排对我们双方都有利毫无疑问，这一安排对我们双方都有利。LanguagePoints17.the strengthening market 行市坚挺行市坚挺The market advances.行市上涨The market rises.行市上涨The market stiffens.行市坚挺The market hardens.行市坚挺The market soars.行市上涨Market is strong.行市坚挺Market is firm.行市坚挺Market is brisk.行市活跃Market is advancing.行市上涨 Market is decl
29、ining.行市下跌 Market is weak.行市疲软LanguagePoints18.acceptance n.接接 受受 to take something that someone offers you,or to agree to do something that someone asks you to dorefuse:Wearelookingforwardtoreceivingyourearlyacceptance.期待早日收到你方的接受。期待早日收到你方的接受。Your early acceptance will behighlyappreciated.LanguageP
30、oints19.Request:apoliteorformaldemandforsomethingv.n.要求要求1)Werequestyourpromptattentiontothismatter.2)Werequestthatyoushouldcarefullyconsiderourproposal.请求你方对此事予以迅速办理。请求你方对此事予以迅速办理。请对我方的提议予以认真考虑。请对我方的提议予以认真考虑。atonesrequest=attherequestof应某人的请求应某人的请求byrequest依照请求依照请求/asrequestedonrequest一经要求就，承索即寄一经要
31、求就，承索即寄inrequest需要需要LanguagePoints应你方代表要求现将所需之件随函寄去应你方代表要求现将所需之件随函寄去。4)Wearesendingyoutheenclosedattherequestofyourrepresentative.应你方请求，我们给你一个明年大概需要量的估计数。应你方请求，我们给你一个明年大概需要量的估计数。3)Atyourrequest,wegaveyouanestimateof approximate requirements for nextyear.5)Wegaveyourrepresentative,byrequest,acopyofou
32、rlatestcatalogue.我们依照要求给你方代表一份最新的目录册。我们依照要求给你方代表一份最新的目录册。LanguagePoints需求此货的用户很普遍。需求此货的用户很普遍。20.takepleasureindoingsth高兴地做某事高兴地做某事6)Ourlatestcataloguewillbesentonrequest.最新目录册承索即寄。最新目录册承索即寄。7)Thiscommodityisnowinpopularrequest.havepleasureindoingsth高兴地做某事高兴地做某事takethepleasureofdoingsth高兴地做某事高兴地做某事ha
33、vethepleasureofdoingsth高兴地做某事高兴地做某事 1)We take the pleasure of informing youthatwehaveeffectedyourshipmentonboardS.S“BlueBird”.欣欣然然通通知知你你方方,我我们们已已将将你你的的货货物物装装上上“蓝蓝鸟鸟”轮。轮。LanguagePoints21.Valid:a valid ticket,document,oragreementislegallyorofficiallyacceptableinvalid:adj.有有效效的的；正正当的当的remainvalid有效有效1)
34、Weregrettolearnthatyouhavenotbeenabletomakevalidefforttopushthisline.遗憾得知你方推销此类货物未能生效。遗憾得知你方推销此类货物未能生效。2)TheygavenovalidreasonforfailuretoopentheL/C.他们对未能开出信用证没有举出正当理由。他们对未能开出信用证没有举出正当理由。3)Ourfirmofferremainsvalidonlyforfivedays.本确盘有效期仅保留五天。本确盘有效期仅保留五天。我们将开立以你方为受益人的有关信用证。我们将开立以你方为受益人的有关信用证。1)Wewillo
35、pentherelativeletterofcreditinyourfavor.23.inourfavor以以为受益人；以为受益人；以为抬头的为抬头的22.profitablebusiness赚钱的生意赚钱的生意LanguagePoints24.Negotiable:achequethatisnegotiablecanbeexchangedformoney25.honoracheque:ifyourbankhonorsachequethatyouhavegivensomeone,itpaysthemoneytothatpersonnegotiatev.议付议付negotiableadj.可谈判
36、的；可转让的可谈判的；可转让的LanguagePoints1)Pleaseamendthecreditaccordinglytoenablenegotiationofthedraft.请对信用证作出相应的修改以便能议付汇票。请对信用证作出相应的修改以便能议付汇票。2)PleaseamendtheL/Casrequested,otherwisewecannotnegotiateourdraft.请按要求修改信用证，否则我方无法议付汇票。请按要求修改信用证，否则我方无法议付汇票。3)Sincethedisputeisnotnegotiable,itmaybenecessarytoresorttoa
37、rbitration.由于争议无法谈判解决，只能诉诸仲裁。由于争议无法谈判解决，只能诉诸仲裁。4)Orderbillsofladingarenegotiable.指示提单可以转让。指示提单可以转让。PartTwoLanguagePointsqproforma invoice又又称称预预开开发发票票，进进口口方方有有时时要要求求出出口口方方将将打打算算出出售售的的商商品品的的名名称称、规规格格、单单价价等等条条件件开开立立一一种种非非正正式式的的参参考考性性的的发发票票用用以以向向本本国国当当局局申申请请进进口口或批准外汇之用，这种发票称为形式发票。或批准外汇之用，这种发票称为形式发票。q形式发
38、票的用途：形式发票的用途：P65P65proformainvoice形式发票；又称预开发票形式发票；又称预开发票Apreliminarybillofsalesenttobuyersinadvanceofashipmentordeliveryofgoods.Typically,itgivesadescriptionofthepurchaseditems,notesthecost,aswellasotherimportantinformationlikeshippingweightandtransportcharges.Proformainvoicesareoftenusedforcustomsp
39、urposesonimports.4.thesaid（前面）所说的；所谈及的前面）所说的；所谈及的3.authoritiesn.当局；当局；noquestionaboutdoingsth.做做某某事事没没有有任任何问题何问题2.noquestionaboutsth.做某事没有任何问题做某事没有任何问题LanguagePoints5.importlicense进口许可证进口许可证exportlicense出口许可证出口许可证businesslicense营业执照营业执照drivinglicense驾驶执照驾驶执照LanguagePoints6.approvev.批准；通过；赞成；称许批准；通过；
40、赞成；称许qapproval:when a plan,decision,orpersonisofficiallyacceptedgive/grant your approval receive/obtain approval with/without somebodys approval submit/send something for approval subject to somebodys approval(=ifitisacceptedbysomeone)pending somebodys approval(=waiting to be accepted by someone)som
41、ebody gives their seal of approval(=an important person,organization etc says officially that they agree with something and will allow it)formal/official approval Congressional/parliamentary etc approval LanguagePoints预期我们的申请不久即可获得批准。预期我们的申请不久即可获得批准。3)We expect that our application willsoonbeapprove
42、d.4)The authorities have approved ourapplicationforimportlicense.当局已批准了我们申请的进口许可证。当局已批准了我们申请的进口许可证。2)Your proposal has met with generalapproval.你的建议得到一致同意。你的建议得到一致同意。1)Yourproposalhasbeenapprovedbyourmanager.你的提议已得到我方经理的批准你的提议已得到我方经理的批准。LanguagePointstowin/earnsbsapproval得到赞许得到赞许inapproval用某种方式表示赞许用
43、某种方式表示赞许Bydoingwellatschoolhehopedtowinhisparentsapproval.他在学校表现不错，希望以此得到父母的赞许。他在学校表现不错，希望以此得到父母的赞许。Theparentssmiledinapproval.父母笑着表示赞许。父母笑着表示赞许。meetwithgeneral/wideapprovalLanguagePpliance:whensomeoneobeysarule,agreement,ordemand complyincompliancewithIncompliancewithyourrequest,wearesendingyouourl
44、atestpricelist.应您方要求，现寄上我们最新的价格表。应您方要求，现寄上我们最新的价格表。8.article:particularorseparatething,esponeofaset货物，商品货物，商品articlesofclothing,e.g.shirts,socks,hats,coatstoiletarticles,e.g.soap,toothpaste,shaving-creamitem:usedtointroduceeachofseveralarticlesinalistLanguagePoints3.beofservicetosb.为某人为某人服务服务Sheisre
45、tiringafter30yearsofloyalservicetoherschool.她为学校忠心耿耿地效力她为学校忠心耿耿地效力30年后就要退休了。年后就要退休了。9.onaccountof由于由于LanguagePoints10.theEuropeanmarket欧洲市场11.qualityn.质量质量howgoodorbadsomethingissalesbysample凭样品买卖凭样品买卖qualityaspersellerssample凭卖方样品买卖凭卖方样品买卖qualityasperbuyerssample凭买方样品买卖凭买方样品买卖3.beautifulindesign设计美
46、观设计美观LanguagePoints12.substantialadj.大大量量的的 large in amount or number=considerable:onasubstantialscale大规模大规模Weshallbeabletodealinthesegoodsonasubstantialscale.我们能大量（大规模）经营该商品。我们能大量（大规模）经营该商品。Forsuchasubstantialfirstorderwewouldhope that you could offer us a moreattractiveprice.对于这样大量的首批订货我们希望你方能报给对于
47、这样大量的首批订货我们希望你方能报给我们一个更具有吸引力的价格。我们一个更具有吸引力的价格。onalargescale大规模大规模LanguagePoints13.press:totryhardtopersuadesomeonetodosomething,especiallybyaskingthemmanytimes:v.催促；紧迫，敦促催促；紧迫，敦促Pleasepressthemforpunctualshipment.ThesellerpressedthebuyertoopentheL/Cimmediately.他们催促我们要续订单。他们催促我们要续订单。Theypressusforrep
48、eatorder.请催促他们按时装运。请催促他们按时装运。14.repeatorder续续订订单单：指指与与原原订订单单除除了了装装运运期期不同外，价格、数量等其它交易条件也不完全相同不同外，价格、数量等其它交易条件也不完全相同。LanguagePoints15.saleable=salable可销的；适销的可销的；适销的saleability16.asfollows如下如下现向你方报实盘如下：现向你方报实盘如下：Wearemakingyouafirmofferasfollows:他们的提议如下他们的提议如下:Theirproposalsareasfollows:17.meetwithafav
49、orablereception深受欢迎深受欢迎类似的表达法：类似的表达法：toenjoypopularitytoenjoyfastsalestomeetwithgreatfavorLanguagePointsOurhandicraftshaveenjoyedgeneralpopularityintheEuropeanmarket.我们的工艺品在欧洲市场普遍受欢迎。我们的工艺品在欧洲市场普遍受欢迎。Oursilkareknownforgoodquality.Theyare one of our traditional exports.Silkblousesarebrightlycoloredan
50、dbeautifullydesigned.Theyve met with great favoroverseasandarealwaysingreatdemand.LanguagePoints我们的丝绸是以质量出名的。丝绸是我们的传统我们的丝绸是以质量出名的。丝绸是我们的传统出口项目之一。丝绸女衬衫色彩鲜艳，设计美观，出口项目之一。丝绸女衬衫色彩鲜艳，设计美观，在国外很受欢迎，需求量很大。在国外很受欢迎，需求量很大。underseparatecover另邮，另寄另邮，另寄byseparatemail另邮，另寄另邮，另寄We are in receipt of your letter dated