5.1.1 实盘和虚盘的英文表达(课件）《外贸英文函电第3版》（电子工业出版社）

外贸英文函电 李辉 白丹 主编 第3版 1 Quotation and Offer 专业知识简介 学习目标 学习内容 本章小结 Chapter 5 复习思考题 2 专业知识简介 在业务交往中，报价（quotation）或报盘（offer）都是很重要的一个步骤。报盘又称发盘，是买方或卖方向对方提出主要交易条件并愿意按此条件达成交易的表示。严格意义上讲，报价与报盘的含义不同。报价只是卖方愿意按什么价格供应某一种商品，而报盘，卖方不仅要给出所要出售商品的价格，还要说明其他条款，如包装、装运、支付和保险等交易要件。因此，如果报价单里包含其他交易条款，那么，这个报价单自然称为报盘。实际业务中，常见由买方询盘后，卖方发盘，但也可以不经过询盘，主动向对方报盘。 3 专业知识简介 根据报盘时有无规定期限，报盘可以分为实盘（firm offer）和虚盘（offer without engagement/non-firm offer）。实盘是指发盘人(offerer)对接受人所提出的是一项内容完整、明确、肯定的交易条件，一旦送达受盘人(offeree)之后，则对发盘人产生拘束力，发盘人在实盘规定的有效期内不得将其撤销或变更。如果受盘人在有效期内无条件地接受，就可以达成交易，成为对买卖双方都有约束力的合同。实盘必须同时具备三个条件才能成立：第一，发盘的内容明确完整，其内容应包括商品品质（quality）、数量（quantity）、包装（packing）、价格（price）、装运（shipment）、支付（payment）、有效期(validity) 等。第二，发盘的内容和词句必须肯定，不能用“大约（about）”、“参考价（reference price）”等摸棱两可的词。发盘中不能有保留条件，例如：以我方最后确认为准（subject to our final confirmation）。 虚盘是发盘人所作的不肯定交易的表示，凡不符合实盘所具备的上述三个条件的发盘，都是虚盘。虚盘无须详细的内容和具体条件，也不注明有效期，它仅表示交易的意向，不具有法律效力。出现下列一类的词句，皆为虚盘。例如:不负任何责任（without engagement）。 另外，报盘也分为主动报盘和非主动报盘。主动报盘是不经买方询价卖方主动提出的交易愿望和条件；而非主动报盘则相反，大部分的报盘都属于这一类，是应买方询价要求而做出的回应。 4 学习目标 了解报价和报盘的英文表达； 掌握虚盘和实盘的词汇和常用表达； 掌握各项交易条件的常用表达； 掌握报盘信函的写作。 5 学习内容 写作指南 5.1 样函解析 实用句子 5.2 5.3 常用表达 5.4 6 5.1 写作指南 5.1.1 实盘和虚盘的英文表达 实盘规定有效期，而且发盘一旦被接受，报盘人就不能撤回。为了防止日后的争议或者敦促对方早下订单，我们通常会在发盘函中明示该报价的有效期，或者指出其有效条件。 实盘的常用表达： （1）This offer is valid for ten days. 此盘有效期为10天。 （2）For acceptance within two weeks. 在两周内接受有效。 （3）We are making you, subject to your acceptance reaching us not later than January 30. 现报盘如下，以贵方接受于不晚于1月30日到达我方为有效。 （4）The offer is subject to your reply being accepted by us before March 3, 2018. 此盘以我方在2018年3月3日前收到你方回复为准。 虚盘的常用表达： （1）The offer is subject to our final confirmation. 此盘以我方最后确认为准。 （2）The offer is subject to prior sale. 此盘以是否事先售出为准。 （3）The offer is subject to goods being unsold. 此盘以货物的未售出为准。 （4）All quotations are subject to our final confirmation unless otherwise stated. 所作报价，除特别注明外，须经我方确认后方能生效。 （5）Our offer is subject to approval of export license. 出口许可证准许签证，我方报价才有效。 7 5.1 写作指南 5.1.2 价格条款的组成 （1）合同中的价格条款包括单价（unit price）和总价（amount/total value）。 （2）合同中的单价包括4个部分：计价货币、单位价格金额、计量单位、贸易术语。报价时，这4个部分一定要完整，缺一不可。 （3）单价可以用净价表示，也可以用含佣价表示。净价的表述：USD35 per dozen FOB Shanghai（每打35美元FOB上海价）；含佣价的表述：USD35 per dozen FOBC5 Shanghai（每打35美元FOB上海价，含5%的佣金）。 （4）总价由两部分构成：货币名称和具体金额。在合同中，为了防止篡改，最好给出大小写两种写法，即先用数字，后用文字。 例如：USD22,500 (Say US Dollars Twenty Two Thousand Five Hundred Only) 8 5.1 写作指南 5.1.3 报盘信函的写作要点 通常会在两种情形下拟写报盘函：一是直接向客户发盘；二是收到客户询盘后做出答复。由于场景不同，两者的写作技巧也有所不同。前者要多考虑发盘的完整性和吸引力；后者则要注重针对性，必须以对方感兴趣或符合对方要求的商品为中心，做到有的放矢。一般而言，报盘的内容必须明确，发盘提出的重要交易条件必须完备，报盘所表明的态度必须是终局的。如果涉及价格条件，一般是做好报价核算后再进行报价。 一封规范的报盘函应包括下列几项内容： （1）确定收到对方询盘或感谢对方来函。尤其要提到对方来函的日期和主要内容。若是主动发盘，此步骤则略。 （2）做出报盘，准确阐明主要交易条件。准确陈述己方可以提供或接受的交易条件，包括商品品名、规格、价格、数量、包装、支付、装运、保险等。 （3）声明发盘的有效期及其他约束条件和事项（报实盘时）。 （4）敦请对方尽早订货。一般会陈述市场状况或宣传产品，表明产品在市场上的竞争力、受欢迎程度、可供货情况，促使对方早下订单。 另外，有时除了询盘人所感兴趣的商品之外，报盘人也会主动介绍公司的其他相关产品，提供信息以期望达成更多交易。 9 5.2 样函解析 5.2.1 样函1：基于询盘的报价 Dear Sirs, Your fax of 17th June, 2018 enqiuring for our Spring Brand Sport Bottle has been received. In compliance with your request, we are enclosing a copy of our quotation sheet for the said goods. Please note that all the prices are net without commission and subject to our final confirmation. Some catalogues and samples have been sent to you by DHL this morning to show exactly the sizes, designs and styles of our goods. The document number is 122220. If you find any of them interesting, please let us have your specific requirement. We are awaiting your prompt reply. Yours faithfully, Encl. :As stated 10 5.2 样函解析 5.2.2 样函2：基于询价报实盘 Dear Sirs, Re : Groundnuts We confirm your E-mail enquiry for Groundnuts CFR Copenhagen dated February 21. In reply, we offer firm you 250 metric tons of Groundnuts, handpicked, shelled and ungraded at CNY2,000 per metric ton CFR Copenhagen or any other European Main Ports, for shipment during July/August, 2018. This offer is firm, subject to your reply reaching us on or before February 26. Please note that we have quoted our most favorable price and are unable to entertain any counter offer. As you know, there has lately been a large demand for the above commodity and such a growing demand will likely result in increased prices. However, you may avail yourselves of the advantage of this strengthening market if you send us an immediate reply. We are expecting your order. Yours sincerely, 11 5.2 样函解析 5.2.3 样函3：根据询盘报虚盘 Dear Mr. Jones, We thank you for your letter dated Oct.15, inquiring about our Hisense Brand TV sets. As requested, we take pleasure in offering you, subject to our final confirmation, 2000 sets inch 46 Model No.WT at USD800 per set CIF New York. Shipment will be made within 15 days after receipt of the relevant L/C issued by the opening bank in our favor upon signinng Sales Contract. We are manufacturing various kinds of home appliances for export, and we have enclosed a brochure for your reference. If we can be of any further help, please feel free to let us know. Customers’ inquiries always meet with our careful attention. Sincerely yours, 12 5.2 样函解析 5.2.4 样函4：基于询价报实盘 Dear Sirs, Re:100% Cashmere Sweater Thank you very much for your inquiry of April 13 for our 100% cashmere sweater. We are now making you a firm offer subject to your reply reaching us before April 23, 2019, as follows : Men’s large USD50.00 per piece Men’s medium USD48.00 per piece Men’s small USD45.00 per piece Women’s large USD47.00 per piece Women’s medium USD45.00 per piece Women’s small USD43.00 per piece The above prices are on CIF Vancouver basis net. Payment: By confirmed, irrevocable letter of credit payable by draft at sight. Shipment: June/July, 2019 provided the L/C reaches the seller one month before the time of shipment. We are glad to inform you that our products are selling fast because of their unique design and superior quality, They will appeal to discriminating buyers, We have received some repeat orders, our factories are fully committed for months ahead. We suggest you place your order as soon as possible. We are awaiting your early reply. Yours faithfully, 13 5.2 样函解析 5.2.5 样函5：买方询盘 From : John Crown@thoms.com.cn To : Mary Gao @Sigma.com.cn Subject : Inquiry for Cosmetic Bags Dear Mrs. Gao, We are one of the leading importers of handbags in Canada and I got your catalugue and name card at the 11th Canton Fair(this April). We are interested in your cosmetic bags very much, especially in the Item No. AD 0011 and Item No. AD 0012. We would like to quote your best FOB price for the above-mentioned two articles for each Item No. 4000 pcs, stating packing, quantity availabe and the earliest time of shipment. Meanwhile, please send two samples of each item to the following address before May 15th. If your offer meets our interest, we will place an order with you winthin one week. Yours sincerely, John Crown Purchasing manager Thomas Co., Ltd. E-mail: John Crown@thoms.com.cn Website: www. thomas.com.cn 14 5.2 样函解析 5.2.6 样函6：卖方基于卖方询盘发实盘（对样函5的回复） From : Mary Gao @Sigma.com.cn To：John Crown@thoms.com.cn Subject：Re : Inquiry for Cosmetic Bags Attachment : Quotation Sheet Dear Mr. Crown, Thank you for your enquiry of May 2. At your request, we are making you the enclosed offer, subject to your reply reaching here before May 10, 2018. Meanwhile, four samples would be sent to you today by FEDEX, hoping they can turn out to your satisfaction. We desire to call your attention to our special offer. You will find it both good in quality and reasonable in price. Awaiting with keen interest your formal orders. Best regards, Mary Gao 15 5.3 实用句子 5.3.1 报盘的表达 （1）All prices in the price list are subject to our confirmation. 报价单中所有价格以我方确认为准。 （2）As we are interested in “Butterfly” Brand Sewing Machines, please make us a firm offer for 50 sets. 我们对“蝴蝶”牌缝纫机有兴趣，请报50台的实盘。 （3）This offer is firm (valid, good, open, effective) for 5 days. 此报盘有效期为5天。 （4）Please make us an offer CIF Kobe for 10 metric tons of Frozen Fish. 请报10公吨冻鱼CIF神户价。 （5）We are willing to make you a firm offer at this price. 我们愿意以此价格为你报实盘。 （6）The best price is USD123 per carton CIF Liverpool. 最好的价格是每箱123美元成本、运费加保险费目的港为利物浦。 （7）As requested, we make you an offer for 300 “Flying Pigeon” Brand Bicycles as follows，subject to your reply reaching us within ten days. 按照请求，现电传报盘三百辆“飞鸽”牌自行车如下，以你方十日内复到有效。 （8）We offer firm 50 M/T soybeans at USD120 per M/T FOB Hong Kong, for shipment in May, 2019, subject to our final confirmation. 兹报2019年5月份装船的大豆50公吨实盘，每公吨120美元，FOB香港价，以我方最后确认为有效。 （9）We make you the following offer, subject to your reply reaching here within 3 days (by 5 p.m. March 21 our time). 我方做出如下报盘，以贵方3日内复到为有效（我方时间3月21日下午5时前）。 （10）In reply to your inquiry of July 21, we have the pleasure of offering you Children’s Bicycles as follows: 此复贵方7月21日询价，现报儿童自行车盘如下： 16 5.3 实用句子 （11）We offer you 1,500 Forever Brand bicycles at USD32 per piece CIF Lagos for delivery in May. 我方向贵方报盘1 500辆永久牌自行车，CIF拉各斯价，每辆32美元，5月交货。 （12）Please offer us firm 20 M/T tons of wool FOB Sydney. 请报20公吨羊毛实盘，FOB悉尼价。 （13）Thank you for your inquiry No.123 for leather Suitcases, we are pleased to offer them as follows: 感谢贵方123号有关皮箱的询价，现非常高兴向贵方报盘如下： （14）We are making an offer as follows, subject to your reply received here by 5:00 p.m., our time, September 15. 现报盘如下，以我方时间9月15日下午5时前复到为有效。 （15）As requested, we are offering you the following, subject to our final confirmation: 根据要求，现我方就如下货物向贵方报盘，以我方最后确认为准： （16）We offer you 2,000 dozen Men’s Shirts at USD54 per piece, net, CIF New York, for shipment in August, and terms of payment is by an irrevocable L/C. 现向贵方报男士衬衫2 000打，每件54美元CIF纽约净价，装运期为8月，用不可撤销信用证支付。 （17）We will allow you a discount of 2% if the order exceeds 100 items. 如果订单超过100件，我们愿意给你2%的折扣。 （18）Please quote us your lowest price for the goods. 请对该商品报最低价。 （19）We take pleasure in sending you an offer for 50 sets of Milling Machines Type 70 as follows. 我方高兴地向贵方发出50台70型铣床的报盘如下。 （20）Of course, these quotations are all subject to the fluctuation of the market. 上述报价，无疑将随市场变化而变动。 （21）We have learnt that there is a good demand for walnut meat in your market, and take this opportunity to enclose our Quotation Sheet No.3456 for your consideration. 获悉你地市场对核桃仁有较大需求，现寄上第3456号报价单供参考。 17 5.3 实用句子 5.3.2 拒绝或催促对方接受报盘的表达 （1）We regret being unable to quote on FOB basis, as it is our general practice to do business with all our clients on CIF terms. 很遗憾，我方不能以船上交货报价，因为按照惯例我方与客户做生意通常报到岸价。 （2）As the prices quoted are exceptionally low and likely to rise, we would advise you to accept the offer without delay. 由于所报价格特低，并可能上涨，我方劝贵方立即接受此报盘。 （3）As the market is firm with an upward tendency, we would suggest in your interest that you accept our quoted price. 由于市场坚挺，行情看涨，为了贵方利益我方建议贵方接受报价。 （4）As the goods are in extremely short supply recently, we regret being unable to offer. 因近期货源紧张，很抱歉不能报盘。 （5）As the goods are in heavy demand, we would advise you to accept our offer without any delay. 由于此货需求量很大，我们建议你方从速接受我方报盘。 （6）As the prices quoted are exceptionally low and likely to be adjusted, we would advise you to place orders without delay. 因为所报价格特低，可能要调整，所以我们建议你们尽快下订单。 18 5.4 常用表达 （1）向某人就某种商品报价 send sb. a quotation for sth. （2）向某人就某种商品报盘offer sb. sth. （3）向某人就某种商品报实盘make sb. a firm offer for sth. （4）报价有效期到 offer is valid/firm until （5）虚盘non-firm offer （6）装运港为上海的离岸价FOBShanghai （7）成本加运费目的港为新加坡价CFRSingapore （8）成本、运费加保险费目的港为伦敦的价格CIFLondon （9）以我方最终确认为有效 subject to our final confirmation （10）根据你方要求as requested （11）请注意…… please note that… （12）虚盘non firm offer （13）给予某人2%的折扣 give sb. a 2% discount （14）报最低价 quote the lowest price （15）内容如下 as follows 19 从严格意义上讲，报价与报盘的含义不同。报价只是卖方愿意按什么价格供应某一种商品。在报盘中，卖方不仅要给出所要卖的商品的价格，还要说明其他所有条款，以便买方考虑或接受。报盘可以分为实盘和虚盘，实盘有完整、肯定、明确的交易条件，而且必须规定有效期限，所以撰写时，必须注意准确性和完整性，用词谨慎精确，表达清楚和明白。而虚盘在买方接受后必须由卖方最后确认才能有效。报盘时这一点必须说清楚，以避免以后的纠纷。报盘也分为主动报盘和非主动报盘。大部分的报盘是应买方询价要求而做出的回应。 报盘函一般包括三部分，开头部分报盘人对对方的询盘表示感谢，通常提及询盘的确切日期。正文部分报盘人列出询盘人所要求知道的各项交易条件，包括商品单价、商品数量、付款方式、装运日期以及优惠条件等等。结尾部分报盘人表示希望对方能接受报盘并进行订货，并强调其报盘的优势及商品的质量，以努力促成交易。另外，有时除了询盘人所感兴趣的商品之外，报盘人也主动介绍公司的其他相关产品，提供信息以期望达成更多交易。 本章小结 20 Write a letter with the information given below. 商品：真皮手套 报价：（伦敦到岸价）按每款200副报价 男式中号每副3美元 男式小号每副2.8美元 女式中号每副2.6美元 女式小号每副2.5美元 包装要求：用塑料带包装 付款要求：付款要求以不可撤销的信用证凭即期汇票支付，在装船前30天开出。 装运时间：2019年7月 以报盘方最后确认为准。 另外，询盘方要求报盘方邮寄一份目录及做手套用的各种材质样品。 复习思考题 21 PPT模板下载：/moban/ 行业PPT模板：/hangye/ 节日PPT模板：/jieri/ PPT素材下载：/sucai/ PPT背景图片：/beijing/ PPT图表下载：/tubiao/ 优秀PPT下载：/xiazai/ PPT教程： /powerpoint/ Word教程： /word/ Excel教程：/excel/ 资料下载：/ziliao/ PPT课件下载：/kejian/ 范文下载：/fanwen/ 试卷下载：/shiti/ 教案下载：/jiaoan/ 字体下载：/ziti/ Thank you! 22 $$