1. Unit 5 Quotation and Offer 报价和发盘

2. 目的：掌握报价和发盘的基本含义，以及如何进 行报价和发盘的信函书写。 5.1 Introduction （简介）

3. Quotation: means Giving a price! 报价或发价，是指买方或卖方向对方提出的各 项交易条件。没有法律效力。 It is usually sent by the seller, a quotation is just equal to a reply to the enquiry. But sometimes a quotation can be sent voluntarily without an enquiry. 通常为卖方根据买方的询盘发出的报价。有时 也可不经过对方询盘主动发出。

4. Offer ：发盘 向一个或一个以上特定的人提出订立合同的建议，如果十 分确定，并且表明发盘人在其发盘一旦得到接受就受其约 束的意思，即构成发盘。 卖方发盘： selling offer, offer to sell 买方发盘： buying offer, offer to buy 报盘又有实盘（ firm offer ）和虚盘（ non-firm offer ）两种 形式 实盘又称不可撤销的发盘，指由发盘人向收盘人提出完整、 明确、肯定的交易条件，并愿意在一定期限内按所提条件 与收盘人达成交易的一种肯定表示 虚盘：是买方所作出的非承诺性表示，往往附带有保留条 件，买方接收后卖方仍然可以改变主意。

5. Offeror （发盘人） Vs. Offeree （受盘人） Selling Offer （卖盘） Vs. Buying Offer/Bid （买盘） firm offer （实盘） Vs. non-firm offer （虚盘） firm offer (with engagement): formal offer/effective offer non-firm offer (without engagement): free offer

6. 在实际业务中，当发盘针对一个或几个特定的受盘人明示或 暗示发盘人在明确、完整和最终的条件下订立合同的明确意 图时，该盘就为实盘。受盘人一旦在发盘的有效期内有效地 表示接受，这个实盘就为不可撤销，并会对发盘人和受盘人 双方产生约束力。因此，实盘又称为 “ 有约束力的发盘 ” 。报 实盘时必须注意以下三点： （ 1 ）发盘必须注明是实盘。 firm （ 2 ）发盘必须明确、清楚、完整、具有最终效力并列出 所有的主要交易条件。 （ 3 ）发盘必须注明有效期 。

7. A firm offer letter should include: 1. an expression of thanks for the enquiry 2. details of prices, discounts, terms of payment 3. clear indication of term of price (CIF, FOB, etc.) 4. an undertaking as to date of delivery 5. the period for which the offer is valid 6. expression of hoping that the offer will be accepted and assuring the customer of good service

8. 完整的报价和发盘应包括以下内容： （ 1 ）对询价表示感谢。 （ 2 ）提供所要求的所有信息，如价格、折扣及付款 条件等细节。 （ 3 ）对交货期或装运期的承诺。 （ 4 ）如为实盘，应注明有效期。 （ 5 ）希望对方接受报价订购货物。

9. non-firm offer is a quotation subject to final confirmation and is not legally binding. reservation clause 保留条款 subject to our final confirmation subject to prior sale subject to the goods being unsold subject to change without notice subject to market fluctuation without engagement

10. 5.2 Writing Skills （写作技巧） 报价和发盘信函的写作步骤及常见表达方式： 写作步骤表达方式 （ 1 ） 对对方 的询价 表示感 谢 Many thanks for your inquiry of … （多谢您 于 …… 日的询价。） Thank you for your enquiry and for your interest in our products. （感谢您的询价以 及对我方产品的兴趣。） We thank you for your inquiry of …and are pleased to quote as follows. （我们对您 在 …… 日的询价表示感谢并愿意提供以下产 品。）

11. （ 2 ） 向对方 提供所 要求的 信息 Please note our standard terms and conditions on the reverse side of this quotation… （请注意我 们列在本报价后面的交易条件。） We can ship your order within 3 weeks upon receipt of your order. （我们能在收到订单后三周内 寄出货物。） It is our usual practice to supply new customers with our goods for payment within one month from date of invoice, in the first instance, and later to extend this term to three months. （我们通 常的做法是：新客户首次订购我们的货物从结算日起 一个月内付款交货。之后，则宽限至三个月。）

12. （ 3 ） 表明报价 的有效期 We must stress that this offer can remain open for three days only. （我们必须强调此报价只在 3 天内有 效。） Subject to being unsold to prior sale. （以未出售为 有效。） We cannot consider these prices firm for an indefinite period because of the situation on the coffee market. （鉴于咖啡市场的行情，我们无法长期 保持这一价格不变。）

13. （ 4 ） 表达希望对 方接受所报 价格早日订 货的愿望 We trust you will find our quotation satisfactory and look forward to receiving your order. （相信您会满意我们的报价，盼订 货。） We look forward to receiving your order soon. （盼尽早收到你方订单。） We look forward to the pleasure of serving you. （期盼能为您服务。）

14. 5.3 Specimen Letters （样函） Letter 1 ： Request for quotation for crockery Dear Sirs, You have previously supplied us with crockery and we should be obliged if you would now quote CIF San Francisco for the items named below. The pattern we require is listed in your 2004 catalogue as No.8. 500 Teacups and Saucers, 200 Tea Plates, 100 2-pint Tea-pots When replying, please state: (1)discounts allowable, (2) terms of payment, and (3) earliest possible date of delivery. Truly yours, Fred Jackson

15. Letter 2 ： Exporter’s quotation Dear Ms. Chen, Thank you for your letter of 5th April, requesting for a further supply of our crockery, we are pleased to quote as follows: Teacups……………USD500.00 per hundred Tea Saucers…………USD200.00 per hundred Tea Plates……………USD180.00 per hundred Tea-pots, 2-pint ………USD3.00 each Net CIF Francisco

16. The above quotation is subject to our final confirmation. You are allowed a discount of 5% for items ordered in quantities of 500 or more. The terms of payment are by letter of credit at sight to be opened through the Bank of China and the shipment is to be made within four weeks upon receipt of the covering letter of credit. We hope you will find these terms satisfactory and look forward to the pleasure of your order. Yours faithfully, Leon Allen

17. Letter 3 ： A firm offer from the seller Dear Sirs, As requested in your letter of April 18th, we offer you firm as follows, subject to your reply reaching us by the end of this month. 1 000 dozen cotton shirts at USD60 per dozen CIF New York. The shipment is to be made during June. We require payment by confirmed irrevocable letter of credit payable by draft at sight. This is the best offer we can make at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy. For your reference, we are sending you some samples separately. Yours very truly, Chun

18. Letter 4 ： A non-firm offer Dear Sirs, We welcome your inquiry of April 17th and thank you for your interest in our Wanlida DVD. Our products are super-thin. The voice quality is better and pictures are clearer than same sort of products. We are pleased to offer you USD150 per set at CIF New York. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight. Please note that there is no commission on our products, but a discount of 5% may be allowed if the quantity of your order is more than 1 000 sets. We hope you will agree to our offer and look forward to receiving your order. Thank you again for your inquiry. Yours faithfully, Manager

19. Letter 5 ： A special offer Dear Sirs, In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows. Art. No.: 81000 Printed Shirting Design No.: 72435-2A Specifications: 30×36×72×69, 35’’/ 36’’×42 yards Quantity: 12 600 yards Packing: in bales or in wooden cases, at seller’s option Price: USDXXX per yard CIFC 5% Vancouver

20. Shipment: to be made in three equal monthly installment; beginning from June 2002 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above will be acceptable to you and await your trial order with keen interest. Sincerely yours, John Leeds

21. 5.4 Focal Words （焦点词汇） advise vt. 通知，告知 We are studying your list of commodities and will advise you of our present interest. Please advise us when you will ship the goods. advisable: adj. 可取的，明智的 It is advisable that you should ship the goods by s.s. Red Star. advice: n. 通知，报告 We have duly received the advice of opening an L/C.

22. certify vt. 证明 This is to certify that we, the undersigned, have inspected the quality of the above-mentioned goods and found the result as follows. When contractor shall have completed the work, he shall certify in writing, completion of the work to the owner. certificate: n. 证明书 The Inspection Certificate of Quality, Quantity and Weight issued by the Shanghai Import and Export Commodity Inspection Bureau shall be final.

23. offer n. 报盘，报价 This offer will remain effective for another 10 days from 15th May. vt. 报盘 We offer you firm 50 long tons of Tin Foil Sheets at Stg.135 per long ton CIF Shanghai for delivery in June. vi. 给予，提供 For quantities of 10 tons and over, we can offer a discount of 15% on list prices.

24. price n. 价格 If prices are right, we should place a first order for 400 raincoats. vt. 定价 All our table-cloths are exquisitely made and moderately priced. Our low-priced tweeds have a great market in East African Areas. price list: n. 价格表，价目单 Will you please send us a price list of your portable transistor sets.

25. quote vt. 引用，复述 The buyer is always requested to quote the number of this Sales Confirmation in the L/C to be opened in favor of the seller. vt. 给 … 报价 Please quote us your lowest price. vi. 报价 Will you please quote for the supply of approximately 100 reams of good quality white poster paper.

26. 5.5 Useful Sentences （实用语句） 1. 发盘用语 to offer/ to make an offer/ to submit an offering to offer firm/ to make a firm offer to offer subject to goods being unsold to confirm an offer to entertain an offer to decline an offer to hold an offer open/ to keep an offer open to withdraw an offer/ to cancel an offer to alter an offer to renew an offer to extend an offer a combined offer lump offer package offer

27. 2. In our offer, we shall make it our business to charge you the lowest possible price for any quantity you may require, in order to give you an entire satisfaction and to retain your customers. 3. If your prices are most favorable than those of other suppliers we shall send you an order. 4. This offer is firm subject to your immediate reply, which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed.

28. 5. The offer will remain firm until 31st March, beyond which date the terms and prices should be discussed anew. 6. The stock on hand at present will be sold at a reduction of at least 50 percent, and purchasers are respectfully invited to avail themselves of this opportunity of providing themselves with articles in furniture and ironmongery at unprecedented low prices. 7. As recently the goods are in extremely short supply, we regret being unable to offer the price.

29. 8. The item is presently sold out. Therefore, we cannot send you an offer. 9. As requested, we are offering you the following subject to our final confirmation. 10. On the 17th May, I venture to invite you to have a look at my shop, and wish me success.

30. exercise acknowledge receipt of a trial order make sb. a firm offer 即期装运 由卖方选择 保兑信用证

31. 收到 试订， 试购 向某人报实盘 prompt shipment at seller’s option confirmed L/C

32. We offer 600 sets of radio cassette recorder at USD 70 per set at FOB C3% Dalian port, shipment during March/April. For regular purchase in quantities of not less than 20 gross of individual items, we would allow you a trade discount of 15%. Upon receipt of your L/C we shall undertake to effect shipment. No special allowance could be given on a total purchase below RMB 500,000.

33. 我们报大连港到岸价每台收录机 70 美元，含佣 金 3% ， 3 、 4 月份装船。 凡订购每一货目 20 件以上，我们将给予 15% 的 批发折扣。 收到贵方信用证后，我们即可着手装运。 对交易额在 50 万元人民币以下者，我公司不提 供优惠。

34. 1.We are ____ receipt ___ your fax and thank you for your interests in our products. A. in/at B. on/of C. in/of D. on/in 2. This offer is valid, subject ____ before Dec. 27. A. to your reply arriving at us B. to our receiving your reply C. for your reply reaching us D. for your reply reached us

35. 3. ___ orders of 300 cartons or more, we would allow a special discount __ 5%. A. Of/of B. Of/on C. On/in D. On/of 4. The offer is _____ your acceptance by cable before the end of this month. A. effective to B. effective for C. effect to D. effect for 5. We are awaiting your early reply ____ keen interest. A. in B. with C. to D. at

36. Dear Sir or Madam, We ___ receipt of your letter dated March 31, asking for our computer catalogue and pricelist. It is being ___ to you by ___, and we hope that you will find many items of interest to you. ___ your request, a Proforma Invoice in ___ for laptops is enclosed. As you know, you have to ___ an import license for your order, and we have made the invoice to expire on June 30. We should like to ___ to lots of specialties that are shown on page 11 of our catalogue, and we trust that these are what you ___ for the forthcoming season. As we receive a large number of orders every day, we have to execute them in strict rotation. ____ we suggest, therefore, that whenever you place orders with us, you send them to us ___. Yours sincerely, ××× dispatchas perapply forseparate postinvite sb’s attention mayrequirequadruplicateacknowledgeas soon as possible

37. in duplicate 一式两份 in triplicate 一式三份 in quadruplicate 一式四份 in quintuplicate 一式五份 in sextuplicate 一式六份 in septuplicate 一式七份 in octuplicate 一式八份 in nonuplicate 一式九份 in decuplicate 一式十份

38. homework: write a firm offer covering the following contents. 1. 永久自行车（ Forever Brand Bicycles ） 2. 式样新颖，结实耐用，有 50 余款，各种颜色 （详见目录） 3. 旧金山到岸价格，按照不同款式，每辆 50 美 元至 80 美元不等 4. 由装船前 30 天开立的保兑的、不可撤销的即 期信用证支付 5. 包装由买方决定 6. 船期 11 月