国际商务函电课件2009 Chapter 4 Quotation & Offers

Chapter4QuotationandOfferThedifferencebetweenQuotationsandoffers1.Aquotationisastatementofthecurrentpriceofanarticlethatyouintendtosell.Anofferreferstoapromisetosupplygoodsonthetermsandconditionsstated.2.Unlikeanoffer,aquotationisusuallynotlegallybindingupontheseller.Neitherhasitafixedtimeofvalidity.Inafirmoffer,theexporteroftenpromisestosupplycertainquantityofgoodsatafixedpricewithinastatedperiodoftime.Othertermsmustbesufficientlyclearanddefiniteaswell.Afirmofferisbindingupontheexporter.Chapter4QuotationsandOffersMain&DifficultPoints•TypesofOffer1.从报盘人的身份来分，有买方报盘，卖方报盘。买方报盘:bid/buying-offer卖方报盘:selling-offer2.从报盘形式来分，可分为口头报盘和书面报盘两种3.从报盘先后顺序来分，又可分为主动报盘AVolunteerOffer和对询盘信的答复AReplytoanInquiry4.报盘从法律责任上来分，又可分为有约束力的报盘Offerwithengagement和无约束力的报盘offerwithoutengagementOfferwithengagement---formaloffer/effectiveoffer/firmofferOfferwithoutengagement----freeoffer/non-firmofferWritingSteps1.Anexpressionofthanksfortheenquiry,ifany;2.Nameofcommodities,qualityandspecification;3.Detailsofprices,discountsandtermsofpayments;4.Astatementorclearindicationofwhatthepricescover;5.Packinganddateofdelivery;6.Theperiodforwhichtheofferisvalid.Asatisfactoryofferwillincludefollowing:SpecimenLetter1DearSirs,Men’sShirtsandMen’sJacketsWeacknowledgereceiptofyourletterdated10thismonth,fromwhichwenotethatyouwishtohaveourfirmofferforbothMen’sShirtsandMen’sJacketsCFRRotterdam.Wearemakingyouanofferfor5,000dozenofMen’sShirtsatRMB98.00netperpieceCFRRotterdamoranyotherEuropeanMainPortsforshipmentduringMarch/April,2001.Thisofferisfirm,subjecttoyourreplyreachingusonorbeforeFebruary5,ourtime.SpecimenLetter1Pleasenotethatwehavequotedourmostfavorablepriceandareunabletoentertainanycounteroffer.InrespectofMen’sJacket,wewouldinformyouthatthefewparcelsinstockareunderofferelsewhere.However,ifyoushouldmakeusanacceptablebid,thereisapossibilityofyourobtainingthem.Foryourinformation,recentlythereisalargedemandfortheabovegoods,suchagrowingdemandcanonlyresultinincreasedprice.However,youmaybenefitfromtheadvancingmarketifyousendusyourimmediateacceptance.Yoursfaithfully,LanguagePoints1.acknowledgev.承认或宣布收到acknowledgereceiptofmakeacknowledgementtoPractice确认收到某人来信用acknowledge确认收到某人来电报用confirmWeacknowledgeyourletterofOct10.WeacknowledgereceiptofyourletterofOct10WemakeacknowledgementtoyourletterofOct10.WehaveforacknowledgementyourletterofOct10.acknowledgementn.承认；收悉通知1)确认收到你方十月十日来函。LanguagePoints2.datev.加日期于；日期为；与介词of作用相同你方十一月十八日来函收悉。3.offerv.n.报盘offersbsthataprice以…价格向某人报盘offersbfirm给某人报实盘makesbafirmofferforsthataprice向…报实盘WehavereceivedyourletterofNov.18.WehavereceivedyourletterdatedNov.18.1)Wehopetobeabletooffernextweek.我们希望下周能报盘。2)WecanofferyouMen’sShirtsatcompetitiveprices.我们能以竞争性的价格向你方开报男式衬衫的报盘。3)Wewillmakeyouafirmofferassoonaspossible.我们能尽快向你方报实盘。Usefulexpressions:todeclineanoffer拒绝报盘toentertainanoffer考虑接受报盘toextendanoffer延长报盘towithdrawanoffer撤销报盘tocancelanoffer取消报盘torenewanoffer恢复报盘acombinedoffer搭配报盘lumpoffer综合报盘，复合报盘packageoffer一揽子报盘LanguagePointsafirmoffer实盘anon-firmoffer虚盘toacceptanoffer接受报盘toconfirmanoffer确认报盘LanguagePoints4.EuropeanMainPorts欧洲主要港口缩写为EMP，按照航运公会统一规定欧洲主要港口有：英国London伦敦法国Marseilles马赛意大利Genoa热那亚德国Hamburg汉堡荷兰Rotterdam鹿特丹比利时Antwerp安特卫普丹麦Copenhagen哥本哈根LanguagePoints1)Ourofferisfirmforthreedays.5.firmadj.确定的；有效的我方报盘有效期为三天。2)We’repleasedtomakeyouafirmoffer.欣然向你方报实盘。一个实盘从法律角度上讲，必须符合三点要求才构成实盘：1)Clear内容清楚确切不含糊其词，模棱两可。2)Complete交易条件完整（货物正确的品名、详细的品质规格、清楚的包装情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支付条件）；另外，实盘还有两个内容：一个是明确提出这个发盘是个实盘,另一个是对报盘有效期做出规定，在规定具体的有效期时，明确规定此期限的起止日期和地点以免误解,这一点也很重要。3)Final无保留。发盘人愿意按照他所提出的交易条件同受盘人签订合同，除此之外，没有任何保留条件。Caution-firmofferremainvalidSimilarexpressionsbeopen/firm/valid/good/effective/enforcefortokeep/hold/remaintheofferopen/valid/firm/good1)Thisofferisvaliduptothe28October.该报盘有效期到十月二十八日。2)Wehavebeenholdingtheofferopenforyouforoneweek.我们为你方保留此盘有效一周。表示有效期的方法：Weofferyoufirmsubjecttoreplyby5p.m.ourtime.Wednesday,3October.兹报实盘，以我方时间10月3日星期日下午5日以前答复为有效。•besubjecttoWeofferyoufirmsubjecttoyourreply(reaching)herewithinoneweekfromtoday.兹报实盘，以自本日起一周之内你方复到为准。LanguagePoints1)We’remakingyouafirmofferasfollows,subjecttoyourreplyreachingusbytheendofthisweek.6.subjectadj.以…为条件；以…为准；取决于；后接介词to现向你方报实盘如下，以你方答复于本周末前到达为有效。2)Theofferissubjecttoourfinalconfirmation.本报盘以我方最后确认为准。这个表达法是典型的虚盘，即无约束力的报盘。类似的表达法：本报盘以货物先售出为条件。2)Theofferissubjecttochangewithoutnotice.本报盘以随时更改而勿需另作通知为条件。3)Theofferissubjecttogoodsbeingunsold.本报盘以货物未售出为条件。1)Theofferissubjecttopriorsale.LanguagePoints4)Wemakeyoutheofferwithoutengagement.此报盘为无约束力的报盘。一般保留条款(reservationclause)有以下表达法：1)subjecttoourfinalconfirmation.2)subjecttopriorsale.3)subjecttothegoodsbeingunsold.4)subjecttochangewithoutnotice5)withoutengagementExercise:pointoutthetypesofoffersasfollowingexpressions.1.Asrequested,wearepleasedtoofferyouwithoutengagementthefollowing:2.Ourofferissubjecttochangewithoutnotes.3.Ourofferissubjecttogoodsbeingunsold.4.Ourofferissubjecttoyourconfirmationreachinghereonorbeforethe25ththismonth.5.Weofferyou,subjecttoourfinalconfirmation,thefollowinggoods:6.Ouro