Chapter 3 Inquiries, Offers and Counter-offers（课件）《外贸英文函电》（电子工业出版社）

Chapter 3 Inquiries, Offers and Counter-offers Business Letters 主讲：XXX 1 Introduction 01. Specimen Letters 02. Useful Expressions 03. Content Exercises 04. 2 Chapter 3 Inquiries, Offers and Counter-Offers 3 Inquiries, Offers and Counter-offers In international trade, the transaction is of great importance. Companies should undergo the process of making inquiries, offers and counter-offers before reaching an agreement. This process is mostly completed with written business letters between two companies. Learning Objectives 1. To know the principles of making inquiries, offers, and counter-offers; 2. To be able to write business letters connected with inquiries, offers, counter-offers and replies; 3. To master the related useful expressions. Chapter 3 Inquiries, Offers and Counter-Offers 4 Step 01 Step 02 Step 03 An inquiry is made to inquire about the business terms and conditions regarding the goods. A counter-offer can be made to reject part or total of the terms and conditions of the offer. An offer is a proposal made to conclude business. 3.1 Introduction Chapter 3 Inquiries, Offers and Counter-Offers 5 Inquiries refer to a request for products’ information on prices, quantities and other related details. Inquiries are usually considered as the first step of a business negotiation. According to the content, inquires could be sorted into two kinds: general inquiries and specific inquiries. 3.1.1 Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 6 In general inquiries, importers usually ask for a price list, a catalogue, samples and other terms and want to have a general idea of the goods exporters could provide General Inquiries In specific inquiries, importers are just interested in a specific kind of goods and wants to get an offer for the goods. Specific Inquiries When making an inquiry, the inquirer should keep it brief, specific, courteous and reasonable. And a received inquiry should also be answered or acknowledged promptly and carefully, and the reply must supply definite and useful information, offer specific terms and show your sincerity. Tips for Making/Answering an Inquiry Chapter 3 Inquiries, Offers and Counter-Offers 7 Inquiries may include all or parts of the following contents: (1) source of information such as the approach of your getting the supplier’s name and address; (2) a brief self-introduction and introduction of market situation in your position; (3) asking for price list, catalogue, samples, etc.; (4) asking for trade terms such as a special discount, the terms of payment, package, insurance, etc.; (5) expressing your sincerity and desire to establish or continue a business relationship with the recipient. 3.1.1 Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 8 Offers refer to trading terms on which the exporters are willing to conclude business with the importers, including the name of the goods, specifications, price, quality, quantity, package, shipment and payment, etc. There are usually two kinds of offers: non-firm offers and firm offers. 3.1.2 Offers Chapter 3 Inquiries, Offers and Counter-Offers 9 Non-Firm Offers Non-firm offers include a reservation clause, which are made by means of sending catalogs, price lists, proforma invoices and quotations. In non-firm offers, no engagement is made and the offer is subject to exporters’ confirmation. Firm Offers In firm offers, the exporter often promises to supply certain quantity of goods at a fixed price within a stated period of time. And other terms such as specifications, packing, terms of payment should also be clear, definite and complete. Once accepted, a firm offer cannot be withdrawn or revised within the validity date. Chapter 3 Inquiries, Offers and Counter-Offers 10 A satisfactory offer, whether firm or non-firm, should be concise, clear and to the point. It often covers parts or all of the following points: (1) appreciation or thanks for the inquiry; (2) names of commodities, quality, quantity and specifications; (3) detailed and definite statements of trade terms such as prices, discounts, terms of payment, packing, insurance and shipment, etc.; (4) the validity period; (5) expectations for a favourable reply. 3.1.2 Offers Chapter 3 Inquiries, Offers and Counter-Offers 11 Counter-offers are made when importers and exporters cannot agree on trade terms in offers, which are actually a course of business negotiating. Importers are unwilling to accept all or part of the terms and conditions made by exporters, so they revise, restrict or add terms and conditions based on the original offer. Counter-offers may be made several times before an agreement is reached by both parties. If no compromise is reached, the negotiating ends up without any possibility of transaction. 3.1.3 Count-Offers Chapter 3 Inquiries, Offers and Counter-Offers 12 Counter offers often include the following parts: (1) thanks to exporters for the offer; (2) regret at importers’ inability to accept the offer; (3) specific modifications or suggestions to the original offer; (4) expectations for mutual beneficial cooperation. 3.1.3 Count-Offers Chapter 3 Inquiries, Offers and Counter-Offers 13 General Inquries Specific Inquiries Replies to Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 3.2 Specimen Letters Non-Firm Offers Acceptance of Counter-Offers Rejection of Counter-Offers Firm Offers 14 Letter 1 General Inquiry from an Old Customer 3.2.1 General Inquiries Chapter 3 Inquiries, Offers and Counter-Offers Dear Mr. Black, As we plan our fall inventory, we are again in the market to buy woolens. We are principally interested in the traditional sweater and would like to request a sample. Please also send information on any other knitwear that your company produces and a current price list. If you plan to have a representative at the Paris Trade Fair at the end of July, please advise us of your stand number so that we can contact you at that time. Thank you for your attention. Yours sincerely, (Signature) 15 Language points： 1. inventory n. 存货，库存 e.g. In our warehouse you’ll find a large inventory of new bicycles. 在我们的仓库里你会发现大量的新自行车存货。 2. be interested in 对某事感兴趣 e.g. The company is very interested in our new product. 这家公司对我们的新产品很感兴趣。 相关词语：interest n. 兴趣 3. representative n. 代表；销售代理 e.g. She had a stressful job as a sales representative. 作为一名销售代理，她的工作压力很大。 3.2.1 General Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 16 Language points： 4. trade fair 商品交易会 e.g. Hundreds of sweets manufacturers and distributors come to a Chicago trade fair.数以百计的糖果制造商和分销商前来参加芝加哥商品交易会。 5. stand n.（展示或推介物品的）桌，台，摊位 e.g. Our company has got a trade stand in this fair. 我们公司在这次交易会上得到了一个展销台。 3.2.1 General Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 17 Letter 2 Specific Inquiry by an Importer 3.2.2 Specific Inquiries Chapter 3 Inquiries, Offers and Counter-Offers Dear Sir, Thank you for your letter of 24 January and the catalogue enclosed. We are very much interested in your waterproof garments No. WGl45 and WG211. Please send us one sample each at your earliest convenience. Meanwhile please quote us your price on the basis of FOB London, stating discounts and the earliest date of shipment. If your prices are competitive, we shall place a large order with you. Your early reply will be appreciated. Yours faithfully, (Signature) 18 Language points： 1. waterproof adj. 防水的 e.g. The company has exported 5,000 waterproof garments. 这家公司已经出口了5000件防水服。 2. at your earliest convenience 尽早 e.g. We expect you to make an offer at your earliest convenience. 我方期待你方能够尽早报价。 3. quote v. 报价 e.g. This organizer quoted us $300 for providing a trade stand. 组织方向我方开价300美元提供一个展销台。 相关词语：quotation n. 报价，估价 3.2.2 Specific Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 19 Language points： 4. on the basis of 根据，基于 e.g. We do not try to enlarge our business scope on the basis of short-term predictions. 我们不会根据短期预测而试图扩大公司业务范围。 5. FOB London 伦敦离岸价格 (free on board) e.g. We make a counter-offer of $150 per metric ton FOB London. 我们的还价是每吨的伦敦离岸价为150美元。 6. discount n. 折扣 e.g. They’re offering a 10% discount on all sofas this month. 他们在本月给沙发售价统打九折。 3.2.2 Specific Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 20 Language points： 7. shipment n. 运输，装运 e.g. The goods are ready for shipment. 货物备妥待运。 相关词语：ship v. 船运，运输 常用搭配： 3.2.2 Specific Inquiries Chapter 3 Inquiries, Offers and Counter-Offers date of shipment 装船日期 shipment date 装船日期 time of shipment 装运时间 port of shipment 装货港 advice of shipment 装运通知 effect shipment 交货 advance shipment 提前装船 partial shipment 分批装运 prompt shipment 即期装船 immediate shipment 立即装船 late shipment 货物迟交 actual shipment 实际载货量 shipment value 货物价值 received for shipment 收货待运 21 Language points： 8. competitive adj. 有竞争力的 e.g. We are selling clothes at competitive prices. 我们的服装价格很有竞争力。 相关词语：compete v. 竞争，对抗 competition n. 竞争，角逐 3.2.2 Specific Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 22 Letter 3 Reply by a manufacturer 3.2.3 Replies to Inquiries Chapter 3 Inquiries, Offers and Counter-Offers Dear Sirs, We thank you for your inquiry of 9 January and are pleased to tell you that we manufacture and export different types of textiles machinery, in particular knitting machines. We can supply fabric setting machinery and printing equipment for cotton and polyester materials. Would you please supply us with more information concerning the fabrics to be processed so that we may send you the quotations for the most suitable types of knitting machines we are able to supply. We enclose some brochures to illustrate the types of machines we manufacture. We have already sold some of those machines to China and are now represented there by the Engineering Export Ltd., Beijing. May we suggest that you contact that company directly. We think the firm may be able to supply you with more quotations for a wider range of machines, including the knitting machines you requested. Truly yours, (Signature) 23 Language points： 1.manufacture v. 生产 e.g. The company manufacture the class of plastics known as thermoplastic materials. 这家公司生产称为热塑材料的塑料类制品。 相似词语：produce v. 生产，制造 yield v. 产生（收益、效益等）；出产（作物） 相关用法：manufacturer n. 生产商，制造者 2. export v. 出口，输出 e.g. The islands export sugar and fruit. 这些岛屿出口糖和水果。 相关词语：import v. 进口，输入，引进 3.2.3 Replies to Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 24 Language points： 3. supply v. 供应 e.g. We can supply adequate raw materials to meet the increasing demand of the market. 我们可以为日益增加的市场需求供应充足的原料。 4. process v. 加工，处理 e.g. The material will be processed into plastic pellets. 该原料将被加工成塑料颗粒。 5. firm n. 公司 e.g. The firm is expecting a large order from the regular customer. 这家公司正期待着这个老主顾下笔大订单。 相似词语：company n. 公司；商行；商号 corporation n. 大公司，企业；法人 3.2.3 Replies to Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 25 Letter 4 A Manufacturer Writes to an Importer 3.2.3 Replies to Inquiries Chapter 3 Inquiries, Offers and Counter-Offers Dear Sir, As requested in your enquiry of September 1, we enclose a copy of our latest illustrated leaflet of low wattage Microwave Ovens. We wish to inform you that at present we are able to supply 650W Microwave Oven only, the price of which is similar to that of 600W, i.e. at US$ 85 per set CIF Qingdao. As a matter of fact, it is better than the one you inquired about. We look forward to a trial order. And you will be able to see the high quality of the material and its efficiency of this model. We welcome your order and can assure you that shipment will be made within 20 days after receiving your L/C. We expect to have your decision at an early date. Yours faithfully, (Signature) 26 Language points： 1. copy n. 一本，一册，一份 e.g. The book sold 20,000 copies within two weeks. 这本书在两周内销售了2万册。 2. inform v. 通知，告知 e.g. Please inform us of any question about the product. 若对产品有任何问题，请随时通知我们。 3. CIF Qingdao 青岛到岸价格（cost, insurance and freight） e.g. I have to remind you that our terms are CIF Qingdao. 我不得不提醒你，我们的条款是青岛到岸价格。 4. as a matter of fact 事实上，实际上 e.g. As a matter of fact, the price of our new product is similar to the one you inquired about. 事实上，我们这款新产品的价格与你问询的那款相仿。 3.2.3 Replies to Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 27 Language points： 5. trial order 试订单 e.g. This is a trial order. If it sells well, we will place a large order. 这是一个试订单。如果卖得好，我们会下大量订单。 6. assure v. 保证 e.g. We can assure you that this is our lowest quotation. 我们向你保证这是我们的最低报价。 7. L/C 信用证（letter of credit） e.g. We didn’t provide the L/C in time because of some unexpected occasion. 由于不可预料的原因，我们未能及时提供信用证。 3.2.3 Replies to Inquiries Chapter 3 Inquiries, Offers and Counter-Offers 28 Letter 5 A Firm Offer from a Manufacturer 3.2.4 Firm Offers Chapter 3 Inquiries, Offers and Counter-Offers Dear Sirs, Thank you for your letter of June 16, 2020 and we are pleased to offer you as follows. Commodity: hand-made gloves, Yiwu Origin, 2020 Corp. Quantity: 250 pairs Price: at RMB￥3 per pair on CFR London Packing: in ordinary second-hand gunny bags Shipment: in September, 2020 Payment: by irrevocable L/C, payable by draft at sight This offer is firm, subject to your immediate reply that should reach us not later than the end of this month. If you find it acceptable, please let us have your reply as soon as possible. Yours faithfully, (Signature) 29 Language points： 1. as follows 如下 e.g. Our quotations are as follows. 我方报价如下。 2. CFR London 至伦敦成本加运费价 e.g. Please let us have your lowest quotation on the basis of CFR London. 请你方报成本加运费至伦敦最低价。 3. packing n. 包装 e.g. The price includes postage and packing. 本价格包括邮资和包装费。 4. payment n. 付款 e.g. There will be a penalty for late payment of bills. 账单拖延付款要收滞纳金。 3.2.4 Firm Offers Chapter 3 Inquiries, Offers and Counter-Offers 30 Language points： 5. payable adj. 应付，可偿付 e.g. A 10% deposit is payable in advance. 必须预付10%的押金。 6. draft n. 汇票 e.g. Payments must be made in U.S. dollars by a bank draft drawn to the order of the United Nations Postal Administration. 付款必须用开给联合国邮政管理处的银行汇票，并以美元支付。 7. at sight 即期 e.g. They request us to open L/C at sight. 他们要求我方开立即期信用证。 3.2.4 Firm Offers Chapter 3 Inquiries, Offers and Counter-Offers 31 Language points： 8. firm adj. 确定的；坚定的；坚决的 e.g. This is a firm offer. 这是个实盘。 其他用法：firm n. 公司 9. subject to 受……影响的；以……为条件 e.g. Prices may be subject to alteration. 价格可能会受变更影响。 10. acceptable adj. 可接受的 e.g. They failed to reach an agreement because the importer thought the price is not acceptable. 由于进口商无法接受这个价格，他们最终没能达成协议。 其他用法：accept v. 接受（建议、邀请等） 3.2.4 Firm Offers Chapter 3 Inquiries, Offers and Counter-Offers 32 Letter 6 A Manufacturer Makes a Firm Offer 3.2.4 Firm Offers Chapter 3 Inquiries, Offers and Counter-Offers Dear Sirs, Thank you for your inquiry of 15 July. As requested, we enclose samples of different qualities of woven fabric suitable for making shirts. We are pleased to quote as follows: A1 100% Cotton 43"US $1.00/YD A2 100% Linen 47"US $2.50/YD A3 100% Rayon 50"US $1.25/YD All prices C.I.F. Singapore Payment by L/C at sight Minimum: 3, 000 YDS/Colour 10, 000YDS/Order Delivery: Within 30 days after receipt of L/C Packing: Roll on tube, wrapped by poly-bag, carton packing Offer valid until 30 July 2021 We look forward to receiving your order, and meanwhile enclose a copy of our catalogue in which you will find details of our other products. If you have any queries, please do not hesitate to let us know. Yours sincerely, (Signature) 33 Language points： 1. as requested 按照要求 e.g. As requested, we are enclosing two sample products. 按照你方要求，我方随函附上两份样品。 2. be pleased to 高兴，乐于做某事 e.g. We are pleased to inform you that the machines you ordered have arrived. 谨此欣然奉告，你方所订的机器已到。 3. minimum n. 最小值，最低限度 e.g. Costs should be kept to a minimum. 成本应保持在最低限度。 相关词语：maximum n. 最大值，最大限度 3.2.4 Firm Offers Chapter 3 Inquiries, Offers and Counter-Offers 34 Language points： 4. delivery n. 传送，递送 e.g. Please allow 28 days for delivery. 请留出28天送货时间。 5. wrap v. 包裹 e.g. The goods should be carefully wrapped. 这批货物需要仔细包起来。 6. valid adj. （法律上）有效的，认可的 e.g. They have a valid claim to compensation. 他们有要求赔偿的合法权利。 3.2.4 Firm Offers Chapter 3 Inquiries, Offers and Counter-Offers 35 Letter 7 A Manufacturer Makes a Non-Firm Offer 3.2.5 Non-Firm Offers Chapter 3 Inquiries, Offers and Counter-Offers Dear Sirs, We are in receipt of your letter dated 22 March and, as requested, are airmailing you under separate cover, one catalogue and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you in making your selection. 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: 30x35 Quantity: 18,000 yards Packing: In bales or in wooden cases, at seller’s option Price: US $ XX per yard CIF Lagos Shipment: To be made in three equal monthly installments, beginning from June, 2020 Payment: By 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 with keen interest your trial order. Faithfully yours, (Signature) 36 Language points： 1. in receipt of 已收到 e.g. We are in receipt of your inquiry and airmailing you one sample product. 我方已收到你方的询价，正为你方空邮寄出样品。 2. in due course 在适当的时候，到一定的时候 e.g. Your request will be dealt with in due course. 你方的要求将在适当的时候予以处理。 3. transaction n. 交易，业务，买卖 e.g. The transaction is completed by payment of the fee. 交易在支付费用之后就完成了。 3.2.5 Non-Firm Offers Chapter 3 Inquiries, Offers and Counter-Offers 37 Language points： 4. pleasure n. 高兴，愉快 e.g. The new product can be sold at the inventor’s pleasure. 这款新产品可随发明者的意愿出售。 常用搭配：take pleasure in 高兴做某事 at one’s pleasure 根据某人的意愿 5. confirmation n. 确认书 e.g. We are expecting your confirmation. 我们期待收到你方的确认书。 常用搭配：sales/purchase confirmation 销售/购货确认书 3.2.5 Non-Firm Offers Chapter 3 Inquiries, Offers and Counter-Offers 38 Language points： 6. specification n. 规格；说明书 e.g. Here are the technical specifications of the new model. 这是新型号的技术规格。 7. installment n. （分期付款的）一期付款 e.g. They were unable to keep up the installments. 他们未能继续按时交付这批分期付款。 8. await v. 等候；期待 e.g. We await hearing from you. 我方期待能收到你方的来信。 3.2.5 Non-Firm Offers Chapter 3 Inquiries, Offers and Counter-Offers 39 Letter 8 A Manufacturer Accepts the Counter-Offer from Its Customer 3.2.6 Acceptance of Counter-Offers Chapter 3 Inquiries, Offers and Counter-Offers Dear Mr. Wood, We are in receipt of your counter-offer of 26 March. In reply, after careful calculating and in view of our longstanding business relations, we decide to accept your proposed price, that is $ 13.8/doz. But we must stress that this concession relates to our first transaction only. We cannot regard it as setting a precedent for future transaction. We wish to draw your attention to the fact that this favourable offer is valid to your reply before 2 June, 2021. Yours faithfully, (Signature) 40 Language points： 1. counter-offer n. 还价；还盘 e.g. Many companies would welcome a counter-offer from a foreign bidder. 许多公司都会欢迎一个外国竞标者的还价。 2. calculate v. 计算 e.g. From this you can calculate the total cost of the transaction. 据此，你可以计算出这次交易的总成本。 3. in view of 鉴于，考虑到 e.g. In view of the weather, the shipment of the goods would be delayed. 由于天气的缘故，这批货物将延迟装运。 3.2.6 Acceptance of Counter-Offers Chapter 3 Inquiries, Offers and Counter-Offers 41 Language points： 4. longstanding adj. 长期存在的，存在已久的 e.g. Our company is looking forward to a long and successful partnership with you. 我公司期待与你方建立长期和成功的伙伴合作关系。 5. concession n. 让步，妥协 e.g. The firm will be forced to make concessions if it wants to reach an agreement. 要想达成协议，公司将不得不做出一些让步。 6. set a precedent for 开创先例 e.g. The ruling set a precedent for future arbitrament. 这项裁决为今后的仲裁提供了判例。 3.2.6 Acceptance of Counter-Offers Chapter 3 Inquiries, Offers and Counter-Offers 42 Letter 9 The Counter-Offer Is Rejected by Manufacturer 3.2.7 Rejection of Counter-Offers Chapter 3 Inquiries, Offers and Counter-Offers Dear Sirs, We learn from your letter of 10 October that our price for the subject article is found to be on the high side. Much as we would like to cooperate with you in expanding sales, we are regretful that we just cannot see our way clear to entertain your counter-offer, as the price we quoted is quite realistic. As a matter of fact, we have received a lot of orders from various sources at our level. If you see any chance to do better, please let us know. On account of a limited supply available at present, we would ask you to act quickly. In the meantime, please keep us posted of developments at your end. We assure you that any further inquiries from you will receive our prompt attention. Yours faithfully, (Signature) 43 Language points： 1. on the high side 偏高 e.g. Your price is on the high side. 你方价格偏高。 2. cooperate v. 合作，协作 e.g. The two companies agreed to cooperate with each other. 这两家公司同意合作。 相关词语：cooperation n. 合作，协作 3. regretful adj. 遗憾的 e.g. We are regretful that the goods you inquired about run out of stock. 遗憾的是，你方问询的货物已售完。 相关词语：regret v. 感到遗憾，惋惜，懊悔 3.2.7 Rejection of Counter-Offers Chapter 3 Inquiries, Offers and Counter-Offers 44 Language points： 4. entertain v. 考虑（引申为接受） e.g. We cannot entertain your offer because the price is not competitive. 由于价格不具备竞争力，我们无法接受你方的报价。 5. realistic adj. 现实的，实际的 e.g. It is not realistic to expect the manufacturer to make the lowest quotation at the very beginning. 期望制造商最初就报出最低价是不切实际的。 6. on account of 由于，因为 e.g. This order cannot be fulfilled on account of the strike. 由于这次罢工，这批订单无法完成。 7. prompt adj. 迅速的，及时的 e.g. Prompt payment of the invoice would be appreciated. 见发票即付款，将不胜感激。 3.2.7 Rejection of Counter-Offers Chapter 3 Inquiries, Offers and Counter-Offers 45 Please quote as requested in our inquiry sheet your lowest prices and state the earliest delivery date. We have pleasure in sending you our catalogue, which gives full information about our various products. Thanks for your inquiry dated 18 May, and we are now sending you our latest price list for your reference. （1）Making/Replying Inquiries We make you the following offer, subject to our final confirmation. In reply to your enquiry of 20 April for glass vases, we quote at US$ 60 per dozen CIF Shanghai, subject to our final confirmation. This offer is subject to your reply reaching here before the end of this month. Our offer is RMB 300 per set of tape-recorder, FOB Tianjin. （2）Making Offers Please advance the delivery time to October because we have to catch the Christmas sale. We wouldn’t make any profits at the price you offered. This is our lowest price. We wouldn’t make any further concessions. In view of our longstanding business relations, we decide to reduce the price. The cost of raw materials has increased considerably, so we are not in a position to make any reduction. （3）Making/Replying Counter-Offers 3.3 Useful Expressions Chapter 3 Inquiries, Offers and Counter-Offers 3.4 Exercises I. Translate the following words and phrases. II. Fill in the blanks with the appropriate forms of the given words. III. Fill in each blank in the letter below with a word or phrase taken from the box. IV. Identify errors in the following sentences. There is only one error in each sentence. V. Translate the following sentences into English sentences using the given words or expressions in the brackets. VI. Writing. Chapter 3 Inquiries, Offers and Counter-Offers 47 1. in view of 2. on account of 3. minimum quantity 4. counter-offer 5. make some concession 6. set a precedent for 7. cooperate with 8. at your earliest convenience 9. in receipt of 10. in due course I. Translate the following words and phrases. 1. 鉴于 2. 根据 3. 最少量 4. 还盘 5. 作出让步 6. 开创先例 7. 合作 8. 尽早 9. 已收到 10.在合适的时候 Chapter 3 Inquiries, Offers and Counter-Offers A. From English to Chinese 48 1. 询盘 2. 虚盘 3. 实盘 4. 一般询盘 5. 具体询盘 6. 续订订单 7. 付款方式 8. 到岸价格 9. 离岸价格 10. 尽快 I. Translate the following words and phrases. 1. inquiry 2. non-firm offer 3. firm offer 4. general inquiry 5. specific inquiry 6. repeat order 7. payment 8. FOB 9. CIF 10. as soon as possible B. From Chinese to English Chapter 3 Inquiries, Offers and Counter-Offers 49 1. Thank you for sending us samples of leather shoes, but we are not ______________ at the present time. (interest) 2. After going carefully into the price again, we decide to make a further ________________. (concessive) 3. In order to start a transaction between us, we take ____________ in making you a special offer. (please) 4. We are pleased to inform you that the goods you ordered are ready for______________. (ship) 5. Since the price is quite _________________, we decide to accept your offer. (compete) II. Fill in the blanks with the appropriate forms of the given words. 用给出词的正确形式填空。 interested concession pleasure shipment competitive Chapter 3 Inquiries, Offers and Counter-Offers 50 6. We assure you of our full ________________ with you at all time. (cooperate) 7. It is not ______________ to expand our business since we are suffering from a shortage of raw materials. (real) 8. Please send us your lowest ______________ for this toothpaste. (quote) 9. If the time of delivery is ______________ to us, we shall place a large order with you. (accept) 10. We are ______________ that we are not in need of these goods. (regret) II. Fill in the blanks with the appropriate forms of the given words. 用给出词的正确形式填空。 cooperation realistic quotation acceptable regretful Chapter 3 Inquiries, Offers and Counter-Offers 51 Dear Sir, As 1._________________ in your enquiry of 16 September, we enclose a 2. __________ of our latest illustrated leaflet of low wattage Microwave Ovens. We wish to 3._____________ you that at present we are able to 4.________________ 650W Microwave Oven only, the price of which is 5.______________ to that of 600W, i.e. at US$ 85 per set CIF Qingdao. As a matter of 6.__________, it is better than the one you inquired about. We look forward to a 7.__________ order. This would enable you to see the high quality of the material and its efficiency of this model. We welcome your order and can 8.__________ you that 9._________________ will be made within 20 days after 10._______________ your L/C. We expect to have your decision at an early date. Yours faithfully, III. Fill in each blank in the letter below with a word or phrase taken from the box. 用方框中的词或短语填空。 requested copy inform supply similar fact trial assure shipment receiving Chapter 3 Inquiries, Offers and Counter-Offers 52 1. As request, we would send you a catalogue together with two sample books. 2. The firm is interested to our gloves. 3. On basis of the current economic situation, we decide to reduce our inventory. 4. We are pleased to informing you that the price you offer is workable. 5. We are sending you an order as following. 6. In a view of our longstanding relationship, we can give you an extra discount. 7. The firm changed its economic policies in account of the increasing demand for raw materials. 8. We are in receipt of your quotation and airmailed you our newest price list. 9. The manager still await for their reply. 10. Our company could supply a wide range of machine. IV. Identify errors in the following sentences. There is only one error in each sentence. 找出以下句子的错误，每个句子只有一个错误。 Chapter 3 Inquiries, Offers and Counter-Offers 53 1. As request, we would send you a catalogue together with two sample books. 2. The firm is interested to our gloves. 3. On basis of the current economic situation, we decide to reduce our inventory. 4. We are pleased to informing you that the price you offer is workable. 5. We are sending you an order as following. 6. In a view of our longstanding relationship, we can give you an extra discount. 7. The firm changed its economic policies in account of the increasing demand for raw materials. 8. We are in receipt of your quotation and airmailed you our newest price list. 9. The manager still await for their reply. 10. Our company could supply a wide range of machine. IV. Identify errors in the following sentences. There is only one error in each sentence. 找出以下句子的错误，每个句子只有一个错误。 Chapter 3 Inquiries, Offers and Counter-Offers requested in the inform follows on airmailing machines 54 1. 很遗憾，我们不能接受你方报盘。(regretful) 2. 我们已经收到了你们报的实盘。(firm offer) 3. 我们期待你方能尽快报价。(at your earliest convenience) 4. 该公司对你方产品很感兴趣。(be interested in) 5. 很多制造商前来参加上海商品交易会。(trade fair) V. Translate the following sentences into English sentences using the given words or expressions in the brackets. 用括号中给出的单词或短语翻译句子。 We are regretful that we cannot accept your offer. We have accepted your firm offer. We expect you to make an offer at your earliest convenience. The firm is interested in your products. Many manufacturers come to a Shanghai trade fair. Chapter 3 Inquiries, Offers and Counter-Offers 55 6. 我们的顾客无法接受你方报价。(acceptable) 7. 我们很高兴向你方发出特别报盘。(take pleasure in) 8. 我们的库存已经售完。(inventory) 9. 由于原产料缺乏，工厂被迫停止接受新的订单。(entertain) 10. 我方认为你方报价偏高。(on the high side) V. Translate the following sentences into English sentences using the given words or expressions in the brackets. 用括号中给出的单词或短语翻译句子。 Our customers find that your price is not acceptable. We take pleasure in making you a special offer. Our inventory has run out of stock. Owing to the lack of raw materials, the factory has to stop entertaining new orders. We feel that your quotation is on the high side. Chapter 3 Inquiries, Offers and Counter-Offers 56 1. Write a letter to a leather handbags buyer to tell them that you are willing to make a special offer; and include the following information. （1）我们很高兴收到你方12月8日的询盘来信，咨询我方皮革手袋的产品信息。 （2）我们可提供型号为No.MA190的鹿皮手包300打，报价为124美元CIF Hamburg每打。 （3）目前我们公司正在生产很多款式的皮革钱包和腰带，今天已另函航空邮递我们的产品手册。希望有些产品能够满足你方顾客的品位和需要。 VI. Writing. 写作。 Chapter 3 Inquiries, Offers and Counter-Offers 57 Sample 1: Dear Sirs, We thank you for your letter dated Dec. 8 inquiring for leather handbags. As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No. MA 190 at $ 124.00 per dozen CIF Hamburg. We are manufacturing various kinds of leather purses and waist belts for exportation, and under separate cover, a brochure of products has been sent to you by airmail today. We hope some of them would meet your customers’ tastes and needs. If you need any further information, please feel free to let us know. Customers’ inquiries always meet with our careful attention. Yours truly, VI. Writing. 写作。 Chapter 3 Inquiries, Offers and Counter-Offers 58 2. You are a sales manager and going to write a letter to make counteroffers with other company; the letter should include the following information. （1）你方的报价和样品已收到，十分感谢。 （2）我们十分欣赏你方产品的质量，但是你方报价有点偏高。其他几个欧洲制造商的价格比你方价格要低15%～20%，因此希望你方能够降价10%。 （3）我方订单价值约为30万美元，价格上的让步是值得的。 VI. Writing. 写作。 Chapter 3 Inquiries, Offers and Counter-Offers 59 Sample 2: Dear Sirs, We are in receipt of your offer and samples, and thank you for these. While appreciating the good quality of your products, we find your price is on the high side. We have also to point out that leather handbags are available in our market from several European manufacturers, all of which are at prices from 15% to 20% below yours. In such a situation, we have to ask you to consider if you can make reduction in your price, say 10%. As our order would be worth around $ 300,000, you may think it worthwhile to make a concession. We await with keen interest your immediate reply. Yours faithfully, VI. Writing. 写作。 Chapter 3 Inquiries, Offers and Counter-Offers 60 Your company needs to import some shirts from your cooperative companies. Please make inquiries about the specific information. Every company need keep the communication records and, in the meantime, submit them to the teacher. Practice-Group Task Three Chapter 3 Inquiries, Offers and Counter-Offers 61 感谢聆听 Business Letters 主讲：XXX Chapter 3 Inquiries, Offers and Counter-Offers 62 $$