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Unit5OffersandCounter-offersPointsforAttention:发盘(offer)一般用通函，信件或者答复询价的方法来进行。在答复询价(enquiry)时，可寄送报价单(quotation)。完整的发盘应包括下列几点：实盘(firmoffer)有效期的表示：1.Subjecttoyourreplyreachingusby(before)…2.Subjecttoyourreply(acceptance)herewithin…days3.Thisofferisfirm(open,valid,good)for…days.以…..前复到有效以在……天内复到有效此报盘在……天内有效虚盘(non-firmoffer)的表示：1.Withoutengagement(obligation)不受约束2.Subjecttopriorsale以先买为准3.Subjecttoourfinalconfirmation以我方最后确认为准拒绝接受发盘的信应包括以下几点1.对发盘表示感谢2.对不能接受表示遗憾3.如适当可还盘4.提示一起做生意的其他机会Letter1enquirefor:询价，询问stock1)n.存货Ourstocksarerunningdown（short，low）.我们的存货正在减少。（我们的存货不多。）Ourstockhavebeenexhausted。我们的存货已用完。instock有存货outofstock缺货exstock有存货,可供现货Wehavepleasureinofferingyou20metrictonsofIronNails,11/2”atUS$500permetrictonCIFNagasakiexstock.今报上11/2英寸铁钉20公吨,每公吨500美元成本加保险费加运费到长崎价.可供现货.2)V.储存，存货Wedonotstockthesegoods.我们没有储存这些商品。placeanorderwithsb.向……下订单,定购placerepeatedorders持续定购quotev.报价quotesb.forsth报给某人某物的价格Pleasequote（us）forthetable-clothes.请报给我们桌布的价格。WequoteUS$500pertonCIFShanghaiforthesegoods.我们对这些货物的报价是上海CIF价每吨500美元。quotationn.报价make(submit)aquotationforsth.sendaquotationonCIFKarachibasisnetCIF卡拉奇净价quoteapriceonCIFbasis报CIF价commission佣金discount:折扣Theabovequotationismadewithoutengagementandissubjecttoourfinalconfirmation.上述报价无约束力，以我方最后确认为准。takethisopportunity:availoneselfofthisopportunity，利用此机会Enclosedpleasefindacopyofourillustrativecataloguewhichwillgiveyouallthedetails.随函附上有带插图的目录一份，请查收。Letter21.Wearegladtoreceiveyourletterof10thNovemberincollectionwithyourenquiryforForeverBrandBicycles.很高兴收到贵方11月10日关于永久牌自行车的询价函。incollectionwith关于，有关2.Inreply,wewouldliketooffer,subjecttoyourreplyreachingusbeforetheendofthismonth,thefollowing:兹复贵方询盘，我方报价如下，该报价以我方在本月底之前收到贵方答复为准。3.Ifthequantitytobeorderedforeachindividualitemexceeds1,000sets,wemaygrantyoua5%discount.如果每单项商品的订货量超过1000辆，我方将给予5％的折扣。4.Pleaedbeinformedthatwerequirethepayment…兹告知贵方，我方要求用即期信用证付款，该信用证应在我方认可的银行开立。5.ShipmentwillbemadeinJanuary,nextyear.装运期为明年1月份。Owingtothedurabilityandcompetitiveprices,ourForeverBrandBicycleshavewonpopularityallovertheworld.winpopularity受欢迎因为，由于guarantee1）v.保证，担保WeguaranteepunctualshipmentofthegoodsunderS/CNo.10034.我们保证准时装运第10034号销售确认书项下的货物。2）n.担保，保证，保证书letterofguarantee保证书3)guarantorn.担保人，保证人WesupposeyouarealsointerestedinourPhoenixBicycleswhichareofthesameexcellentqualityasForever.估计，猜想Fordetailedspecifications,pleaserefertothecatalogueenclosed.referto参考，参阅placeatrialorder试订Letter31.MaywereferyoutoS/CNo.89SP-7542againstwhichwebookedwithyou1,000Bicyclesofthesamebrandatthepricesabout10%lowerthanyounowquoteus.请参阅against按照，依据bookv.预定，定购bookanorderwithsb.下订单bookshippingspace租船，定船请贵方参阅89SP-7542号销售确认书，我们曾据此向贵方定购过相同牌号的自行车1000辆，当时的价格要比现在你们的报价低10％左右。2.Toacceptyourpresentquotationwouldmeanaheavylosstous,nottospeakofprofit.更不用说盈利了3.Otherwisewecanswitchourrequirementstoothersuppliers.switchto改变到，转向至……否则，我们只能向其他供货商订货了。4.takesthintoconsideration考虑到……，把……考虑进去takeintoconsiderationsth当接的宾语很长时如：1）Ifyoutakethequalityintoconsideration,youwillseethatourpriceisreasonable.如果你把质量考虑进去，你将发现我们的价格是合理的。2）Pleasetakeintoconsiderationoursinceredesiretoconcludethisfirsttransactionwithyou.我们是真诚希望达成与你方的第一次交易，请考虑到这点。ExercisesI.Translatethefollowing1.Quotation报价2.Asper按照3.Makesb.anoffer向某人发盘4.Assuresb.ofsth使某人确信5.Non-firmoffer虚盘6.Firmoffer实盘7.Subjecttoourfinalconfirmation以我方最后确认为准8.Atrialorder试订9.After-salesservice售后服务10.Makeshipmentinthreeequalmonthly分三个月每月平均装运Fillinthefollowingblankswithsuitablewords:Dearssirs,Wethankyouforyourenquiry()10thSeptember()Bikes.Enclosedpleasedfindouroffer()ourForeverBrandBikesandwehopethatyouwillfindourproducts().offorforinteresting()separatecoverwearesendingyouforyourreferenceacopyofourcatalogue,inwhichareshownthevariousstylesandspecificationsofthebikesavailable()export.shouldyoufindanyitemslisted()thecatalogue()interestwewouldmakeyoufurtheroffers.Under/ByforinofWelookforwardtoyour().Encl:Yoursfaithfully,reply/answerCorrectthefollowingsentences:1.Couldyousupplyusthegoodsaspertheattachedorderinonemonth?2.Wethankyouforyouroffer,butfindwearebuyingonalowerprice.on改为at插入with3.WewillquotephoenixBrandBikes,28’’atthemostfavorableprice.4.WewilldealwithyouinthislineonthebaseofCIFLondon.插入forbase改为basis5.ThecoveringL/CyouaskedforwasestablishedyesterdaybytheBankofChina.6.Ourquotationismadesubjectedtoyouracceptancebefore9thOctober.by改为throughsubjected改为subject7.ThemanufacturessuggestthattheL/CcoveredbyS/CNo.2689istobeopenednotlaterthantheendofthismonth.8.Weshouldbeappreciatedifyourenderanyassistancetous.istobe改为shouldbeWeshouldappreciateit(beobliged)ifyourenderanyassistancetous.9.Pleasetakeintoconsiderationofoursinceredesiretoconcludethisfirsttransactionwithyou.10.OurofferNo.468covered4,000BalanceswillbewithdrawnifyoufailtoopenthecoveringL/Cby10thJanuary.去掉ofcovered改为coveringTranslatethefollowingsentences1.Weregretverymuchtoinformyouthatwecannotavailourselvesofyourofferbecauseourusershavetemporarilysuspendedthepurchase.However,ifthereisanydemandforyourproductswewillnothesitatetoreverttothematter.我们很遗憾地告诉你们，你方报价不能接受，因为我们的用户暂停购货。但如果对你方产品有需要，我们将会毫不犹豫地再