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1、Unit 5 offer 教学重点和难点v重点:v1.offer,receipt 等单词和subject to,as follows等短语在函电中的用法;v2.与发盘相关的专业术语;v3.实盘和虚盘的区别;v4.发盘的内容,即如何写有关发盘的函电.v难点:v1.实盘和虚盘的表示方法,即如何表明你的发盘是实盘还是虚盘?v2.发盘中主要交易条款的表示方法,即如何写好发盘?Business negotiations(关于交易磋商的函电关于交易磋商的函电)vClassification(交易磋商函电的分类):Offer(发盘)Counter-offer(还盘)Order(接受)Enquiry(询盘)发
2、盘又称报盘，发价或报价，在法律上叫要约。一般是卖方向特定的人(Specific Person)提出的;内容十分确定(Sufficiently Definite)的，即列明了主要交易条件;并表明只要受盘人在有效期内接受,发盘人即受其约束的交易条款和交易条件.Establishment of Business Relations(建立贸易关系的函电建立贸易关系的函电)vYancheng Jingwei International Group Co.,Ltd.(盐城经纬国际集团有限公司)vTo extend American market(进一步开拓美国市场)vCatalogue(商品目录)and
3、sample book(样本)vVictory Trade Corp.,Ltd.(美国维多利亚贸易有限公司)v81000 printed shirting(81000号印花细布)vWe are very pleased to receive your enquiry of 22nd May,which enquired about our 81000 printed shirting.(很高兴收到你方5月22日关于我方81000号印花细布的询盘.)vWe acknowledge with thanks receipt of your enquiry dated 22nd May.(感谢你方5月
4、22日的询盘.)vReceipt n.v(1)收到 We are in receipt of your letter of June.v(2)收据,收条 Cargo Receipt 货运收据;Deposit Receipt 存款收据;Freight Receipt 运费收据;Mates Receipt 大副收据;Parcel Post Receipt 邮包收据Offer(1)与offer搭配的动词和介词 make/send/give/fax an offer for/on/of 发盘Eg.1.Please make us an offer on 20 metric tons groundnut
5、s.请给我们一个20公吨花生的发盘.2.Were pleased to fax you an offer for the printed shirting.很高兴向你方传真印花细布的发盘.其他与offer 连用的动词:Accept offer 接受发盘;Confirm offer 确认发盘;Extend offer 延长发盘;Renew/Reinstate offer 恢复发盘;Decline offer 拒绝发盘;Entertain offer考虑发盘;Withdraw offer 撤回发盘;Combined offer搭配发盘;Lump offer 综合发盘offer(2)实盘(Firm
6、Offer)和虚盘(Non-Firm Offer)的区别:与实盘相比,虚盘的内容不确定,有保留条件,不受约束，其表示方法主要有两种A.Subject to 以为条件,在条件下eg.We make you a special offer,subject to our final confirmation.兹报特别盘,以我方最后确认为准.Subject to your reply reaching here before以你方答复在前到达为准Subject to your immediate acceptance以你方立即接受为条件Subject to our cable confirmation
7、以我方电报确认为准B.Without engagement/obligation 不受此盘约束 We take pleasure in making you a special offer,subject to our final confirmation,as follows:US0.986 per yard CIF New York(很高兴向你方报特别发盘如下:CIF纽约价每码0.986美元,以我方最后确认为准)v1.Offer的其他种类：的其他种类：vgood/best offer(优惠发盘优惠发盘);special offer(特别发盘特别发盘);favorable offer(优惠盘
8、优惠盘);package offer(一揽子发盘一揽子发盘)vAs follows:如下=as what follows.这是一个习惯用语,所以Follows后面的s不能丢vE.g.Its as follows:如下:v The telegrams reads as follows:电文如下:v The items as follows:项目列举如下:v We state as follows:兹陈述如下:vOur products is competitive in price and good in quality.(我们的产品,价廉物美.)vThough our price is low
9、er than other suppliers,weve never lowed our production standards.(价格虽然比别人低,但产品的质量标准并没有降低.)vWe offer you such low price totally because we hope it will be a good start of our long business relation.(我们之所以报这么低的价格,完全是由于我们希望这笔业务能够成为双方长期合作关系的良好开端.)vAs it is the first transaction between us,we here make
10、you a favorable offer.(因为这是我们的第一笔生意,所以特报优惠发盘.)vWe suggest you place the order immediately because of its large demand.(鉴于此类货物需求很大，建议立即定货.)vYou may avail yourselves of the advantage of this strengthening market because of late there has been brisk demand for textile,especially the value of our money
11、has increased all along.(近来纺织品行市上涨,而且人民币持续升值,请抓住这个好机会.)vWe suggest you place a trial order to have a try.We feel confident it would have a ready market.(如果你们不放心,可以先试定,我们相信市场前景一定会看好的.)Dear Sirs,vWe are very pleased to receive your enquiry of 22nd May,which enquired about our 81000 printed shirting.vW
12、e take pleasure in making you a special offer,subject to our final confirmation,as follows:Article:81000 printed shirting Specification:3636 Price:US0.986 per yard CIF New York.Our product is competitive in price and good in quality.We offer you such low price totally because we hope it will be a go
13、od start of our long business relation.You may avail yourselves of the advantage of this strengthening market because of late there has been brisk demand for textile;especially the value of our money has increased all along.vIm looking forward to your soon reply.v Yours Faithfully,Principal terms an
14、d conditionsvQuality:NamevIncluding brandSpecification,grade and standardvQuantity Measuring Method vLength,weight,piece and so onMeasuring UnitInternational system,metric system and so onvPackage Packing methodPacking material vPrice Unit pricevMoney,measuring unit,unit amount and trade terms(with
15、commission)vEg.Us&500 per yard CIFC5%New YorkTotal pricevPayment Payment method and documentsvShipment MethodvIf partial shipment is allowed？Time Lesson 19 OfferTake pleasure in doing sth.Make you an offerAs followsPer yardBe competitive in priceBe good in qualityA good startAvail yourself of the ad
16、vantage of The strengthening marketOf lateBrisk demand vIn receipt ofvMetric tonvSubject sugarvComply with your requestvConfirmed letter of creditvThe first available boat sailing to sp.vYour attention is drawn to the fact thatvReady stockvEnable us to effect early shipmentvMeet your approvalExercis
17、es vEnclosed please find our quotation sheet and notice that the offer is valid during 2 weeks.vThis best price is valid subject to your order reach us before 31 Jan.or it will lose its validity.vWe also take pleasure in arranging to produce the items according to the specifications listed in your g
18、oods list.vI assure that you would be satisfied with our quotation.vYoud better place the order as soon as possible because the market/going/prevailing/present/current price is expected to rise in the future.vThis is a favorable offer which wont be repeated any longer.vWe hope the quotation will urg
19、e you to place an order.vWe suggest you place an order at once because there is popular demand for this article.Non-firm offervIf a specific price is agreed upon or guaranteed by the exporter,the precise period during which the offer remains valid should be specified.vUsually,the exporter will send
20、the offer with some conditions,which make the offer a non-firm offer.Lesson 20 Non-firm offervWe thank you for vTelex enquiryvIn replyvEuropean Main Ports=EMPvSight draftvLatelyvGrowing demand for sth.Growing/increasing/popular demandHigh/great/large/heavy/brisk demandLow/poor demandvDoubtlessly vAv
21、ail yourself of the strengthening marketInquiry forRelevant L/C issued byYour first class bankIn our favourUpon signing Sales ContractMeet your customers taste and needFeel free to do sth.Meet with our careful attentionLesson 21 Confirming a Non-firm Offer1.In reply to2.Confirm our fax dispatched on
22、3.Offering without engagement4.Woolen mixed blanket5.1bs=pounds6.Pcs=piece7.Draft after 60 days8.Cordially9.Take advantage of this attractive offer10.Cause a sharp rise in price11.A perfect combination of durability,warmth,softness and easy careHow to write a counter-offer?vRarely is an exporter abl
23、e to offer a product to all customer at the same price.Therefore price bargaining is common in exporting.vHowever,a few large importers are willing to provide a counter-offer,unless the product is unique or new and there is little or on competition.vIf the importer has a buying agent in the exporter
24、s country,it would be better to contact the agent.vThe letter of rejection should cover the following points:Thank the seller for the offer;Express regret at inability to accept;Make a counter-offer,in the circumstance,it is appropriate;Suggest other opportunities to do business together.Lesson 22 C
25、ounter-offervAppreciating the good quality of your shirtsvPrice is rather too high On the high/large/big/small side 偏高/大/小Too much on the high side 太高vPoint outvMake reduction in your pricevSay That is to sayNamely vMake a concessionvKindly note thatvCope withvThe prevailing heavy competitionvWith r
26、egard tovThe minimum quantityvCable confirmationvAt your earliest convenienceExercises:vWe acknowledge receipt of your letter of March 20,in which you told us that our price didnt accord with your market.vWe thank you for your letter of April 26,in which you told us that our quotation was in accorda
27、nce with your market and prepared to place an order for 500 units sewing machines soon.vIn reply to your letter of June 10,we find that your quotation was too much on the high side and we couldnt accept it.vAs you didnt agree to lower/decrease/fall/reduce the price,we have to place/book our order el
28、sewhere.vAs we can obtain goods of the same quality from Japan at a much lower figure,we are very sorry that we would not consider your offer made three days ago.How to reply a counter-offer?vThe seller should states briefly but clearly that whether he can accept the counter-offer and gives the reas
29、ons why.vAt last of the letter,he usually should politely make it clear that the bargaining is at an end.The buyer must now accept the offer or withdraw from the transaction.Lesson 23 Reply to a Counter-offerv1.Grant your requestGrant=Agree to Grant a favorGrant sb.permission to do sth.v2.Lower the
30、pricev3.Raw materialv4.Rise sharplyv5.Reduce price by 15%Decrease/reduce/go down/lower/drop/decline price 降低价格v6.Considerablyv7.On all lines=All typesWe will place an order for those lines.v8.Order for US3,000v9.Manage to v10.Counter-suggestionv11.Regular orderRegular customer/visitor 固定顾客/常客Regular
31、 doctor 固定医生Lesson 24 Requesting a Bid from the Buyerv1.Make you firm offerv2.Walnut meatv3.the few parcelsv4.Under offer elsewherev5.Make us an acceptable bidv6.Of late=latelyv7.Result in increased pricev8.Avail yourself ofv9.Strengthening market=the market advance/rises/stiffens/hardens/soars总总 结结
32、v1.要掌握的单词和短语要掌握的单词和短语:vtransaction,receipt,offer,as follows,trial order v2.要掌握的专业术语要掌握的专业术语:Accept offer;Confirm offer;Extend offer;Renew offer;Lump offer;Good/best offer;Favorable offer;Special offer;Package offer;Catalogue;Sample books;Cargo receipt;Deposit receipt;Freight receipt;Mates receipt;Pa
33、rcel post receiptv3.实盘和虚盘的区别实盘和虚盘的区别,特别是虚盘的的表示特别是虚盘的的表示方法方法v4.发盘的写作发盘的写作,注意写作的技巧注意写作的技巧你能翻译下列短语吗vIn receipt ofvAs requestedvUnder separate covervBy separate postvOne cataloguevTwo sample books vIn due course vIn making your selectionvA concrete transaction vTake/Have pleasure in/of doing sth.vMaking
34、 you a special offervSubject to our final confirmationvAs follows:vConfirmed,irrevocable L/C payable by draft at sight vBe acceptable vWith keen interestvTrial ordervAcknowledge with thanksvMates ReceiptvAccept/Entertain offervExtend offervDecline offervWithdraw offervRenew/Reinstate offervA good st
35、artvThe first transactionvLong business relationvSubject to our final confirmationvSubject to your reply reaching here beforevSubject to our cable confirmationvWithout engagement/obligationvA special offervPackage offervGood/best/favorable offervAs followsvAvail yourselves of the advantagevStrengthe
36、ning marketvMake you a favorable offervCompetitive in pricevGood in qualityvCargo ReceiptvOf latevBrisk demandvPlace a trial ordervCause a sharp rise in pricevThe market/going/prevailing/present/current pricevNot be repeated any longervPopular demandvRush us samples by airmailvGive this enquiry your
37、 prompt attentionvRemain valid for negotiationvWoolen mixed blanketvFeel confidentvArticle numbervDraft at sightvWith keen interestvTake the liberty of doing sth.vExcellent/good/better/more value for moneyvLose its validityvGrowing demand for sth.vOn the high sidevFinalize an ordervBenefit from the expanding marketvAccord with your marketvlower/decrease/fall/reduce the pricevOrder elsewherevGrant your requestvLower the price by 15%vCounter-suggestionvRegular ordervUnder offer elsewherevMake us an acceptable bidvPoint outvLimited supplyvPlease do some exercises on page 128-130.Thank you!