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Chapter4QuotationandOffersLearningObjectives:Bystudyingthischapter,youwillbeableto:Knowwhatandhowtoquoteandofferforthegoodsanexporterintendstosell.Knowtheessentialcomponentsofalettertomakeaquotationandanoffer.Mastertypicalsentencesandexpressionsinwritingsuchletters.Anefficientquotationincludesthefollowingparts:1.Anexpressionofthanksfortheinquiry,ifthereispreviousinquiry.2.Nameofgoods,quality,quantityandspecifications.3.Detailsofprices,discountsandtermsofpayment.4.Clearindicationofwhatthepricescover,e.g.packing,transport,agents’commission,insurance.5.Anundertakingastopackinganddateofdelivery.6.Anexpressionofhopethatthequotationwillbeaccepted.Firmoffersshouldbeprovidedwiththetwomajorrequirements.1.Infirmoffersthewriterenclosescomplete,affirmative,specifictermsofbusiness.Themajorconditionsofthecontractarerequiredastotimeofdelivery,shippingandtermsofpaymentaswellasnamesofgoods,quality,specifications,prices,quantity,packingandinsurance.2.Thevalidityperiodisindispensabletoafirmoffer.Specifically,thebeginningandendingdateandplaceofthevaliditymustbegiven.Foranofferwillloseitsbindingforceifitgoesbeyondthevaliditydate.Aquotationoranofferoftencontainsthefollowingmainparts:1.Inthefirstpartofoneparagraph,youacknowledgetheenquiryandthankforthebuyer’sinterestinyourproducts,donotforgettoindicatethewritingdateofit.2.Inthemiddlepart,youtellthesituationofyourstockandstateallthetermsandconditionsinacomplete,clearanddefiniteway.Incaseofafirmoffer,thevaliditymustbeexactlystated.3.Inthelastpart,youexpressyourhopethatthequotationortheofferwillbetothecorrespondent’ssatisfactionandaccepted.Terms1、发盘Offer2、发盘人Offerer3、实盘FirmOffer4、虚盘Non-firmoffer5、有效期Validity6、确认Confirmation7、接受（承兑）Acceptance8、FOB9、FAS10、FCA11、CIF12、CPT13、CFR14、CIP15、DAF16、DES17、DEQ18、DDU19、DDP20、EXW21、需求Demand22、ArticleNo.ItemNo.货号Terms23、供给Supply24、单价UnitPrice25、总金额TotalAmount26、Import/ExportLicence进/出口许可证27、标题商品CaptionedGoods，SubjectsGoods写信的要点感谢对方的来信发盘（商品、数量、价格、支付条款、装运、有效期）盼早答复常用句型句型1：感谢对方的来函（1）5月2日函悉，按你方要求，我们作如下发盘，以我方最后确认为主。We’vereceivedyourletterofMay2,andasrequested,weareofferingyouthefollowingsubjectstoourfinalconfirmation.（2）感谢你方5月10号来函寻购500吨花生。WethankyouforyourenquiryofMay10for500tonsofGroundnuts.常用句型（3）为复你方500吨核桃的询盘，我们特向你方发盘如下：InreplytoyourenquiryforWalnuts,weofferyou500tonsofWalnutsasfollows:常用句型句型2报价（报盘）（1）我们向你方报5吨冻鱼，每吨500美元CIF欧洲主要港口。Weofferyou5tonsFrozenFishatUSD500pertonCIFEMP.（2）我们现向你方报500打男式衬衫，每打80美元，CIFC5旧金山，5月装运。Wearemakingyouanofferfor500dozenMen’sShirtatUSD80percentCIFC5SanFranciscoforshipmentinMay.常用句型（3）我们现向你方报500辆好孩子牌自行车，每辆35美元CIF纽约，7月装运，此报盘以你方5月5日前复到为有效。Weoffer,subjecttoyourreplyreachinghereonorbeforeMay5th,500GoodBabyBrandBicyclesatUSD35CIFNewYorkforshipmentinJuly.常用句型句型3支付条款（1）付款方式以不可撤销即期信用证支付，并以我方为受益人。PaymentistobemadebyirrevocableL/Catsighttobeopenedinourfavor.(2)我们要求以不可撤销信用证凭即期汇票支付，在装运前30天开出。WerequirepaymentbyirrvocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.常用句型（3）我们支付方式是保兑的，不可撤销即期信用证，凭全套装运单据支付。Ourtermsofpaymentarebyconfirmed,irrevocableletterofcreditpayableatsightagainstpresentationofshippingdocuments.常用句型句型4装运1、这笔订货在5月装运。Shipmentistobemade/effectedin/duringMay.2、我们将在收到你方信用证后30天内装运，但具体的时间要在收到你方的正式订单后再定。Wewilldeliverthegoodswithin30daysafter/uponreceiptofyourL/Cbutspecifictimeistobefixeduponreceiptofyourofficialorder.3、货物将在收到你方相关的信用证后3个月内装运。Thegoodswillbeshippedwithin3monthsuponreceiptofyourrelativeL/C.常用句型句型5：发盘有效期1、本盘有效期为3天。Thisofferisvalidfor3days.2、本发盘以我方最后确认为准。Theofferissubjecttoourfinalconfirmation.3、本发盘以你方5月23日前复到为有效。TheofferissubjecttothereplyreachingherebeforeofMay23.常见短语1、prevailingprice现行价2、upwardtendency上涨趋势3、captionedgoods标题商品4、asrequested按要求5、beinurgentneedof急需6、makeafirmoffer报实盘7、meetone’srequirement满足某人要求8、besubjectto以……为条件9、enjoyfastsales畅销10、finalconfirmation最后确认练习一、Fillintheblankswiththesuitableprepositions.1、Thequalityofyourgoodsshouldbeinnowayinferiorthatofoursample.2、Inthisconnection,weregretbeingunabletocomplyyourrequest.3、Ifyoureferourlastletter,youwillnoticethatweaskforbankreference.4、ourpart,weregretthedelayinthedispatchofyourorder.练习5、Acomparisonofyourofferthatofourregularsuppliesshowsthattheirfiguresaremorefavorable.6、Weofferfirmasfollows,subjectyourreplyreachingusbytheendofthismonth.7、Forordersoverthreehundredpiecesormore,weallowaspecialdiscount3%.练习8、WethankforyourenquiryofDec.14thandencloseourquotationcurtainmaterial.9、Werequirepaymentconfirmedirrevocableletterofcreditpayablebydraftatsight.10、Wetrustyouwillacceptourofferwithoutanydelayasthedemandourcottonshirtsisheavy.答案1、to2、with3、to4、on5、with6、to7、of8、for9、by10、for练习二、用适当的词填空。1.Welearnfromyourfaxthatourpriceforthesaidarticleisfoundtobeonthehigh.2.Aweekagoyouasubstantialordersforshirts.3.Itisregretfulthatwecan’tyourrequirement.4.Byacceptingyourcounteroffer,wehaveonlyalittleofprofit.练习5.Whileweyourcooperationingivingusanoffer,weregrettosaythatwearenotinthemarketforthiscommoditynow.6.Wetakeinmakingyouanofferasfollows.7.withwhatisquotedbyothersupplies,yourpriceisratheroutoflinewiththerulingmarket.8.Ifyourqualityisgoo