第七章 报 盘 Quotations and Offers

第七章 报 盘 Quotations and Offers

1. 报盘函电的作用

报盘就是承诺按照合同中规定的条款及条件来供应货物，是向一个或一个以上的特定的人提出的订立合同的建议。报盘又称发价或报价，在法律上成为要约。报盘有报实盘（在某一时间限制内报某一指定价格且受其约束）和虚盘（报盘不受约束）之分。 2. 报盘函电的内容

第一部分：确认收到询函，并对客户对自己的产品感兴趣表示真诚的感谢，

并指明询函发出时间。

第二部分：说明货物目前的供应情况，并明确的陈述所有交易条件。如支付

方式 折扣及佣金的规定，包装及交货日期，报盘的有效日期(实盘)。

第三部分：表示希望买方对报价满意并接受所给报价。 3. 报盘函电的注意问题

在书写报盘函电时，要注意使用友好的语气，切记不要强迫客户接受，礼貌的语言和言简意赅的措辞，巧妙的表达技巧有益于促使客户对其它产品产生兴趣。另外，报盘时，应确保询盘来函中的所有问题得以答复。 Sample 1 报实盘 Dear Sirs,

We acknowledge with thanks receipt of your letter of March 11 enquiring about Colored Hats and we offer as follows, Art No: N46 Colored Hats Quantity: 600 Design Number: 7689-45 Packing: in boxes Price: ＄160 per number

Shipment: to be made from August to October Payment: by cash

For more information about our goods, you may refer to our catalogue and price list enclosed. We must point out that this offer is firm for two weeks only because of

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the heavy demands.

We can assure you that these goods are very popular in your market. If you compare our products with others?, it will be found that ours are of high quality. Moreover, in case of an order for more than 500 pieces we would grant a special discount of 5%.

We await with great interest your prompt answer.

Yours faithfully,

Sample2 报虚盘 Dear Sirs,

Thank you for your enquiry of July 22 for our Canned Beef and as requested, we are sending you, under separate cover, one catalogue and two samples. We hope they will reach you in due course and will help you in making your selection.

In order to establish new business between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Quantity: 500 cases

Price: CIF net Copenhagen per case in US$ 36.2 Packing: By standard export case of 120 cans each Shipment: November, 2007

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 with keen interest your order.

Yours faithfully,

Sample3 对虚盘的确认 Dear Sirs,

Upon receipt of your letter of May 5 asking us to send an offer of our printed Shirting, we would like to confirm our letter dispatched on May 10 offering without engagement the following:

Art No: 96000 printed Shirting Design No: 62435-2A

Specifications: 32×38×70×60 35/6〞×42 yards Quantity: 23,000yards

Packing: in boxes or in wooden cases, at seller?s option Price: RMB 15 per yard CIF C.5% Callao

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Shipment: to be made in three equal monthly installments beginning from July, 2007.

Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened

40 days before the time of shipment.

We wish to point out that this is the best price we can quote and that we are unable to entertain any counter-offer. We hope that you can take advantage of our offer of this time. We trust you will find our quotation satisfactory and look forward to receiving your order.

Please be assured that your order will receive our careful attention.

Yours faithfully,

Proper names:

Colored Hats 花边帽子 Canned Beef 罐装牛肉 printed Shirting 彩色布料

Callao 喀劳俄港 [秘鲁西部港市] Notes:

1. offer n../v.发盘；报盘；提供报盘

make an offer for /on….对…报价 ， 类似的表达还有: send offer，give offer， fax offer, 后接介词for或on，例如： Please make （send ，fax）us an offer for walnuts. 请给我们报核桃的盘。

I have had an offer of $30 each for the radio sets. 我方发盘这批收音机每台30美元。

We are making an offer of a reduction of seven cents in the price to all customers who place an order before October.

对于凡在10月之前订货的顾客，我们都减价7美分。

For large orders of more than $6.000, we can offer a discount of 4% on list prices. 对于金额在6,000美元以上的大订单，我们可以按价目单给予4%的折扣。 2. We offer you firm as follows我们以以下形式给您报实盘

as follows = as what follows，是习语。“as”是关系代词，不论句子的主语是单数还是复数只可用“as follows”不可用“as follow”,例如： Our recommendations are as follows. 我们提议如下。

Subject to our final confirmation we will send you our offer as follows. 在我们最

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终确认以后，就将实盘报给你们。 We quote as follows. 我方报价如下。

3. If you compare our products with others?, it will be found that ours are of high

quality.

如果你方将我们的产品与其他公司的产品进行比较，就会发现我们的产品质量优越。

compare v. 比较

compare… with…把....与….进行比较 compare…to…把....比做....

Comparing with theirs, you will agree that our price is not on the high side. 与他们的价格进行比较后，你将会同意我们的价格并不高。 The quality of our goods is high compared with that of others?. 与其他公司的商品相比，我们的产品质量是高的。

4. Moreover, in case of an order for more than 500 pieces we would grant a special

discount of 5%.另外，若你方能订购多于500件，我们会给予特殊折扣。 in case of sth 若发生某事；假如 例如：

In case of delay of your shipment, we will inform you at once. 若要将你方订货推迟装运，我们将立刻告知。 discount n. 折扣

grant a special discount 给予特殊折扣，还可以表达为，make / give a special discount例如：

We give you the same goods at a discount of 5% off our last prices. 我们报给你方同样的货物，按我方上次价格打5%的折扣。 We are prepared to grant you a discount of 8% on the original price. 我们愿意给你方在原来价格的基础上打8%的折扣。 If your order is large enough, we will increase the discount. 如果贵方所订购货物数量很大，我们愿意提高折扣力度。

5．Under separate cover另封，另邮。也可以说by separate cover 或by separate mail/post。如：

We have sent you our latest sample and catalogue by separate mail.我们已将最

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新样品及产品目录另邮给贵公司。

We shall be pleased to send you our latest catalogue under separate cover. 我方很乐意另封寄上我们的最新产品目录。 6．

in due course 商业信函中的套语，“在适当的时候，如期地 及时地” ,有时也可用副词duly。例如：

Your samples have （duly）arrived （in due course）. 你们的样品会如期寄到。

We have duly noted the reasons for the late delivery .在此句中，用duly 较好，适时地注意到（得悉）迟交的理由 7．

subject to … 以…..为条件，以….为有效，以……为准

subject to our final confirmation 以我方最后确认为准

subject to your immediate acceptance 以你方立即接受为条件（在外贸业务中，所谓立即接受，大约是三天时间，为了避免误解，还是指明确切日子为好） 2) dispatch v/n 发送；派遣 / 发运的货物

We shall have the right to claim compensation for our losses, if you fail to dispatch the ship in time.

如果你方未能及时发货，我们有权对造成的损失提出索赔。 Has the dispatch been prepared? 要发出的货物准备好了吗？

If you have interest in these goods, we shall be in a position to offer you for limited quantities for dispatch during July.

如果你方对这些产品有兴趣，我们可以报价，货物数量有限，六月份发货。 7．without engagement ＝ without obligation不受约束的，这是虚盘的一种表达

方式。是firm offer 的反义词

An offer without engagement 虚盘(不受法律约束的发盘) ， 例如： The offer is without engagement. 该报盘无约束力。

Unless otherwise stated, our quotation on this offer sheet is given without engagement.

除另有说明者外，该报价单上的报盘是不受约束的。

Further to our letter of October 2nd, we now offer you without engagement our

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various items as follows.

续我方10月2日函，现报不具约束力的各种货物价格如下。

1．Art No: article number商品号码，指在目录本和样本里某一商品的编号，在报价时应写明编号，以免误解。

2．specifications 规格 （商品规格32×38是指经纬线的用纱支数，70×60是经纬线的寸密，35/6〞是布幅宽度

3．We wish to point out that this is the best price we can quote and that we are unable to entertain any counter-offer.

我们想向你方指出,这是我们报的最实惠的价格,因此我们不能接受任何还盘。

entertain v. 款待；接受；愿意考虑

We are not in the position to entertain your counter offer, which is beyond our reach.

我们不能接受你方的还盘，它超出了我们的接受范围。

If you would meet us halfway, we can see our way clear to entertain the business.

如果你方愿意作些让步，我们可以考虑成交。

4．We hope that you can take advantage of our offer of this time.

我们希望贵公司能利用我们的这次发盘。

take advantage of 利用，take full advantage of 充分利用，例如：

We are regretful that we can not take advantage of your offer of this time. 我们感到很遗憾不能利用你们的这次发盘。 You should take full advantage of it. 你应该好好利用这个机会。 Useful Sentences:

1. 认收询盘，并向买方报盘

1) We acknowledge with thanks receipt of your letter of Marth 11 enquiring about

peanuts and we will offer as follows.

收到你方三月11日对花生的询盘，我方不胜感激，现报盘如下。 2) We are in receipt of your letter dated April 4 and, as requested ,are offering you

as follows.

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我方于四月四日收到你方的来信，并按要求进行如下报盘。

3) In reply to your letter of March 20, we are making you the following offer. 作

为对你方三月二十日来信的回复，我方现向你做以下报盘。

4) With reference to your enquiry of July 11,we shall be glad to supply Women?s

Boots with our offer as follows

因你方七月11日询盘，我方十分乐意供应女式靴子，我们向你放做以下报盘。

5) We acknowledge receipt of your letter dated March 24.We take pleasure in

making you , as per you request , the following offer.

我们向你方确认已收到你方3月24日的询盘,并按你方要求报以下实盘。 6) We thank you for your inquiry of May 7 and take pleasure in making you an

offer as follows.

感谢你方5月7日的询盘并向你方报以下实盘。 2. 报实盘常用句型

1) This offer is firm for orders.

此次报盘为实盘。

2) This offer remains firm for 3 days.

此次实盘将持续3天有效。

3) This offer is subject to your reply reaching us within 10 days.

我方报盘将以你方十日内回复为准。 4) This offer will be kept open until 15th May.

我们的报盘将于五月十五日前有效。 5) We offer you firm , as follows.

我们向你方报以下实盘。

6) This offer is firm, subject to your reply reaching us within one week.

此报盘为实盘，以你方一周之内的回复为准。 7) We will adhere to(保持) this offer two weeks

我们将保持此次报盘2周。

8) This offer will remain effective (valid firm open) for a week from June 23rd.此

次报盘将于六月23日起一周内有效。

9) We are in a position to make you a firm offer for T-shirt.

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我们现向你方报T恤的实盘。 3. 报虚盘常用的句型

1) All quotations are subject to our final confirmation. 所有的报价都以我们最终的确认为准。

2) Please note that our offer is subject to your confirmation reaching here on or before March17.请注意我方的报盘将以你方3月17日或之前的确认为准。 3) If you find the above offer acceptable, please cable us immediately for our final confirmation.

如果你方可以接受我方报盘,请及时发电报给我们以最终确认。

4) In reply , we make you the following offer , subject to our final confirmation. 作为回复,我们向你方报盘如下,以你方最终确认为准。 4. 报盘中对产品的描述

1) We trust you will find our price reasonable and the quality of our products

excellent.

我们相信你会发现我们的产品物美价廉。

2) The prices of our products are in line with the prevailing market level.

我们产品的价格与现行的行市水平相一致。

3) We feel sure you will realize that our quoted price is very reasonable.

我们确信你们会发现我们的报价十分合理。 4) The material is of the finest quality.

料子品质上乘。

5) Our blanket is a perfect combination of durability, warmth, softness and easy

care.

我们的毛毯经久耐用,柔软温和,使用方便。

6) All these papers are of good quality and quite suitable for work.

所有这些纸张质量上乘且十分适合工作用途。

7) Please note that we have given you our most favorable price and we trust that

the above will be acceptable to you.

请注意我们的报价是最合理的,我们相信以上报价将在你们的接受范围之内。

8) The quality of our products is well-known and universally acknowledged.

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我们产品的质量是众所周知,为人称道的。

9) The goods we are offering are excellent value for money.

我们提供的产品货真价实。

10) There is always a ready market here for men-shirts, provided they are of good

quality and competitive in price.

假如男士衬衣物美价廉,它们在市场上是会十分畅销的。

5. 表达卖方良好的愿望，并督促买方及早下订单

1) We trust you will find our quotation satisfactory and look forward to receiving

your order.我们相信你方会十分满意我方报价,盼望收到你方定货。 2) As our stocks of these goods are limited, we would advise you to place your

order without delay.

由于我方存货有限,我们建议你方尽早订货。

3) Because of the heavy demands for the limited supply of this velvet in stock，we

would advise you to place your order without delay. 由于丝绒需求量大且库存有限,我们建议你方及早订货。

4) We trust the above will be acceptable to you and await with keen interest your

trial order.

我们相信我方报价可以接受,我们热切期待你方订单。

5) We can promise delivery within one week from receiving order and hope you

will find both samples and price satisfactory.

我方保证收到定单后一周内发货,并希望你方对我方提供的样品及价格满意。

6) As for the above offer, it is extremely probable that the price will rise still more

and it would therefore be to your interest to place your orders without delay.对于以上报盘,产品价格极有可能上升,因此,从你方利益考虑,应及早订货。 7) If you decide to take advantage of our offer, kindly fax your acceptance.

如果你方想好好利用我方报盘,请发传真确认接受。 8) We are expecting your early order.

我们期待你方早些订货。

9) In view of the fact that our stock on hand has been quite low owing to heavy

commitment, your early order is absolutely essential.

考虑到因大量订货我们库存有限,所以你方及早订货是十分有必要的。

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10) We highly appreciate your early reply.

我方会对你方的及时回复万分感激。 6. 回复虚盘常用的句型

1) We have pleasure in confirming that we have booked your order of shoes

according to the specifications given in your letter under reply.

我们很荣幸地告知你方,我们已向你方定购了一批鞋子，规格依照你方回复函中的介绍。

2) We have decided to accept your offer for 200 tons of edible oil at ＄56 CIF

US per ton.

我们决定接受你方关于200吨食用油的报盘，单价每吨56美元CIF。 3) We are pleased to have booked with you an order for 3000 yards cloth.

我们很荣幸向你方定购三千码的布匹。

4) It is likely they might want to duplicate their order before the month is out.

他们很可能在月底重复订货。

5) Our buyers have agreed to allow partial shipment for this order.

我们买方已经同意分期装运。 7. 确认虚盘常用的句子

1) We want to tell you how pleased we are with your order, because it represents

our first deal with you.

我们很荣幸能收到你方的定单，这标志着我们的首次合作。 2) We are pleased to accept your order for 1,000 tons of Groundnuts in shell.

我们很高兴收到你们1000吨花生的定单。

3) Thank you for your letter of June 3 and your Order No2 attached here.

感谢你方六月三日的来函以及二号定单。

4) We confirm with thanks having received your kind order dated May 9 for

“Apple” brand MP3.

我们很荣幸确认收到你方五月九日“苹果”牌MP3的定单。

5) We are obliged for your order March 19, for 200 dozen Printed Shirting.感谢你

方三月十九日200套花衬衫的定单。

6) In confirming your order, we now enclose our Sales Confirmation in triplicate,

one copy of which please sign and return to us for our file.

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为确认你方订单，我们随函寄去一式三份的成交确认书，请签订后向我方寄回一份，以便存档。

7) Although the current market price is a little bit high, we accept the order on the

same terms as before with a view to encouraging business.

尽管现时市价偏高，为了促进双方之间的长期合作，我们还是按原先的条款接受定单。 Exercise

Ⅰ.Fill in each of the blanks with a word from the list below. for of with in at from to as to per on than off within without as

1 ._____ orders _____ 500 pieces or more , we give a special discount ____ 2%.

2. We shall be glad to send you the necessary information about our machine tools _____ request.

3. In reply, we wish to inform you that we well connected _____ major dealers _____ the line of textiles.

4. We have _________ present only 50M/Ts Bitter Apricot Kernels _________ stock .

5. I'd like to direct your attention ______ the quality ______ the goods which is superior_____ that of other makes.

6. We offer you 300 cartons ____ candle ___ US$3 ____ carton _____ the usual terms.

7. Your immediate reply should reach us not later ____ the end of this month 8. We offer you 200 cartons __ Candle __ US$7 __ carton __ the usual terms. 9. This offer is firm subject _____ your reply here before 10 a.m.our time. 10. Your price is _____ high side.

Ⅱ. Choose the best answer to complete each of the following sentences

1. We look forward to _____ a trial order．

A．receiving B. receive from you C．receipt D．receipt your 2. We _____some brochures ______ to illustrate the products we manufactured． A．enclose, to you B．enclose you,\\ C．enclose,\\ D．enclose, you 3. This is our best price, _____ which we have concluded many orders with other buyers in your city.

A. on B. for C. by D. at 4. You can find_____ for black tea at our end.

A． a ready market B．most popular C．great popularity D．selling fast

5. we would make you the following offer，subject to your reply _____us not later than November 25.

A．reach B． reaching C．reaches D. being reached

6. We have pleasure in offering you the goods _____ in our cable of today?s date. A. inquired for B. inquired of C. inquiring for D. inquiring of 7. We are ________ a copy of our catalogue for your reference.

A. send B. covering C. closed D. enclosing

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8. We can _____ men?s shirts in stock.

A. suppose B. supply C. suggest D. support

9. This offer is firm, subject to your immediate reply _____ should reach us not later than the end of this month.

A. it B. they C. what D. which

10. _____ you like other items, kindly let us know and we shall be only too pleased to make you offers directly.

A. In case B. In the case C. In this case D. In that case 11. Our products enjoy _______ in world market.

A. most popular B. great popularity C. good seller D. selling fas

12. If any of the item ______ you, please let us know.

A. arises B. rises C. arouses D. raises 13. We trust that you will find our goods______.

A. attracting B. to be attractive C. attract your attention D. attractive

14. Such a growing demand can only result _____ increased price. A. in B. at C. to D. for 15. This chemical is made _____ a special formula. A. from B. according to C. of D. in

16. We should be pleased to send you some samples of our new typewriter on approval, _____ our own expense.

A. at B. on C. for D. in

17. If you are interested, we will send you a sample lot _____ charge. A. within B. with C. for D. free of

18. ______ your Enquiry No.123, we are sending you a catalogue and a sample book for your reference.

A. According B. As per C. As D. About 19. This price is ____ of your 5% commission.

A. includes B. covering C. inclusive D. including 20. The price for the Bed Sheet is _____

A. as following B. follows C. as follows D. as follow

21. If you order 200 ____, we will grant you 5% commission.

A. dozen B. dozens C. set D. less

22. Our cotton piece goods are very popular in the Far Eastern markets,____ we have had some experience.

A. that B. which C. of which D. of that

23. This offer is ___,which has not any changes of terms and conditions in a certain time limit.

A. firm B. non-firm offer C. bid D. counter-offer

24. In order to start a concrete transaction between us , we take pleasure in making you a special offer , ___our final confirmation.

A. under the condition B. in respect to C. subject to D. with reference to 25. ______, we are airmailing you our latest quotation-sheet.

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A. As request B. At request C. As requested D. At requested

26. We have received your letter of September 12, ______ we are glad to know that you are interested in our electric heaters. A. which B. at which C. from which D. in which

27. Everyone knows that China?s Bristles are of superior quality ______ those from other countries.

A. with B. to C. for D. than

28. We ______ your letter of Nov. 3 asking us to make a quotation. A. go over B. have read C. refer to D. check up

29. We cannot see any possibility of business _______ your price is too high.

A．since B .while C．thought D．that 30. If you should _____ able to reduce your price by 3%,we could probably come into business.

A. be B. been C. being D. are Ⅲ Translate the following sentences into Chinese：

1. There is little likelihood of the goods remaining unsold once this particular offer has lapsed.

2. We confirm having cabled you an offer of 30 metric tons Walnutmeat at RMB 21,860 yuan per metric ton CIF European Main Ports for November shipment.

3. You may notice that the price for this commodity has gone up a lot in the last few months.

4. We confirm having cabled you an offer of 30 metric tons walnut meat at RMB 21,860 Yuan per metric ton CIF European Main Ports for November shipment. 5. We might add here that，owing to heavy demand，our offer remains firm until December 20 .

6. We are obliged for your order September 2 , for 50 ton bitter apricot kernels. 7. We have decided to accept your offer for 200 dozen of straight Hawaii bottom at ＄56 FOB US per dozen.

8. This offer will remain effective (valid firm open) for a week from June 23rd. 9. For large orders of more than $6000, we can offer a discount of 4% on list prices. 10. As per your Enquiry No.123, we are sending you a catalogue and a sample book for your reference.

Ⅳ Translate the following into English

1. 按照你方要求，兹另邮寄中国棉布的样本二份。 2. 如果贵方愿意降价6％，我们可以成交。 3. 你们的价格比我们从别处得到的报价要高。 4. 我们将给你公司提供大量的带有插图的商品目录。

5. 兹报实盘，以北京时间7月10日星期二下午5时以前复到为有效。 6. 你们的价格上涨了，比去年上涨了10%，这样的价格使我们无法销售。 7. 为我们能够开展具体的交易，我们很乐意报上详盘。 8. 我们已按要求寄出男式衬衫的样品，希望贵方满意。

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9需求如此增长只会导致价格上涨。

10. 我们很荣幸确认收到你方五月九日“苹果”牌MP3的定单。 Ⅴ写一封确认报盘信

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