1、Chapter 4 offers,Contents,Basic information Definition Categories Case 1a firm offer Case study Typical sentences Case 2a non-firm offer Case study Typical sentences Writing points Case 4 Exercises,What is an offer?,The sellers promise to supply goods on terms and conditions A promise The sellers pr
2、omise Promise to do what It covers two people Offeror:发盘人 the person making the offer发盘人 Offeree：受盘人 the person to whom the offer is made受盘人 Quotation VS offer A quotation is merely a notice of the price In an offer, the seller not only quotes the prices but also indicates all necessary terms,Catego
3、ries,Firm offer：实盘 It is the offer with a time limit and engagement. Once it is accepted by the buyer, both the seller and buyer have no right to revoke, alter or amend Non firm offer虚盘 The offer without engagement. It is usually subject to the buyers confirmation Difference,Whats the difference bet
4、ween a firm offer and non-firm offer?,A firm offer is the offer with a certain time limit while a non-firm offer is the offer without engagement.,A firm offer must satisfy the following conditions It must be sent to one or more specific person The contents must be definite and the conditions must be
5、 complete ,clear and final. A firm offer should include at least three specific conditions: name of commodity, quantity of commodity, price. It must indicate that once it has been unconditionally accepted by the offeree within its validity, the offer is binding on both sides It takes effect only aft
6、er the offer reaches the offeree .,Questions,Can price lists and catalogues published by the seller for purposes of advertisement and promotion be regarded as firm offers?,Case 1-firm,Enquiry for sth Copenhagen the capital of Denmark哥本哈根 Dated 加日期于，日期为 of Offer Vi: offer for sth we offer firm Vt: of
7、fer sb/sth/sb sth at a price We can offer you We can offer various shoes We can offer you various shoes N.: make (submit, send, give, forward) sb an offer for sth 如买方说到卖方的报盘时，有时用of Your offer of oil is too high,Offer for sth at用at连接价格 报盘中价格必须要有四要素 货币、单价、计价单位和贸易术语 We are glad to offer you 5000 yards
8、of printed shirting at US$0.5 per yard CIF San Francisco. 我们很高兴向你们报5000码印花细布，每码0.5美元，CIF旧金山。 你来翻译： 现报2200箱鱼罐头(canned fish)，每箱50美元，FOB青岛价。 We are now offering you 2200 cartons of canned fish at US$50 per carton FOB Qingdao.,On or before 在某天或之前 Groundnut 花生 Groundnut in shell带壳花生 Groundnut shelled去壳花生
9、,Subject to 只要 subject to your agreement 以为准 subject to your final confirmation Subject to your reply reaching us . 以你方时间复到有效 翻译 此复，我们报实盘，以你方时间9月30日复到为有效，250公吨花生，手捡，去壳，不分等级，每公吨人民币2000元，成本加运费哥本哈根和其他欧洲主要港口,Language Points,European Main Ports 欧洲主要港口,缩写为EMP，按照航运公会统一规定欧洲主要港口有： 英国 London 伦敦 法国 Marseilles
10、马赛 意大利 Genoa 热那亚 德国 Hamburg 汉堡 荷兰 Rotterdam 鹿特丹 比利时 Antwerp 安特卫普 丹麦 Copenhagen 歌本哈根,Metric tons 公吨 Order payment 订单货款,即期信用证,L/C Payable (available) by sight draft L/C Payable (available) against sight draft L/C Payable (available) against draft at sight L/C sight draft L/C at sight,We are not in a p
11、osition to entertain any fresh orders on account of the uncertainty of raw materials.,entertain v. 考虑接受,由于原材料的不稳定，所以不能考虑接受任何新订单。,As we have quoted our most favorable prices and any counteroffers will not be entertained.,我方所报价格已是最优惠的，因此不能考虑接受任何还盘。,counteroffer n. v. 还盘；还价,Your counteroffer is not in
12、line with the international market price.,你方还盘与国际市场价格不符。,3) We cannot entertain your suggestion because it does not seem workable.,我们不能考虑接受你方的建议，因为此建议似乎不可行。,4) They would not entertain any price lower than $150 per ton.,他们不会考虑任何低于每吨一百五十美元的价格。,Language Points,. demand n. v. 需求，后接介词for,in large demand
13、 for 大量需求 in good demand for 大量需求 in heavy demand for 大量需求 in brisk demand for 需求活跃 in regular demand for 常年需求 in small demand for 需求不大,They made the demand that you deliver the goods in the fourth quarter.,他们要求你们在第四季度交货。,We demand immediate delivery.,我们要求立即交货。,The buyer demands of the seller to shi
14、p the goods within a month.,买方要求卖方在一个月内发货。,“商品”,goods: 在商务英语中泛指货物items: 指前面所提到的商品或货物article: 指某一种商品而且有不同的规格cargo: 指已装上运输工具、准备运走的货物commodity: 比较正式用语，尤其指一个国家的主要商品consignment: 指定单或合同项下的一批货物merchandise: 泛指商品，不特指某一商品，不可加不定冠词，没有复数形式,Result Result in结果 Result for原因 Market is strong/firm/steady/strengthenin
15、g 行市上涨 declining 行市下跌 weak /easy 行市疲软 uncertain/ irregular 涨落不定,Summarize,Offer的用法 与quote区别 报价的四要素（如何报价） At Market 的相关表达,Typical sentences of a firm offer,This offer expires on August 8 The offer is effective /open/valid/firm/good for 10days(till Oct.10) 兹报实盘如下：有效期天/直到 We offer firm as follows, subj
16、ect to your reply reaching us by/before 此盘前收到你方答复为有效 The validity is for 10 days/till Oct.10,The offer must be withdrawn if not accepted within 3days We make /submit/forward /send you a firm offer,Case 2-non firm,As requested =at ones request take pleasure in doing sth 高兴地做某事 have pleasure in doing
17、sth 高兴地做某事 take the pleasure of doing sth 高兴地做某事 have the pleasure of doing sth 高兴地做某事 We take the pleasure of informing you that we have effected your shipment on board S.S (steamship )“Blue Bird”. 欣然通知你方,我们已将你的货物装上“蓝鸟”轮,Subject to our final confirmation 以我方最后确认为准 CIF Hamburg 汉堡到岸价 Effect 完成，实现，使发生
18、 Effect shipment/payment/insurance Exportation 出口的动作 Export 出口的东西 Meet Vt.满足（需求），适应（市场） Meet ones taste and need Vi. meet with 遭遇，经历，得到 Meet with our attention 得到注意 Meet with your approval得到你们的认可,Typical sentences of a non-firm offer,Subject to Our final confirmation以我方最终确认为准 The goods being unsold以
19、货物 未售出为准 Prior sale以现售为条件 Change without notice以随时更改而无需另作通知为条件 Our approval以我方认可为准 Our written acceptance以我方书面接受为准 Offer without engagement,How to write an offer?,Thanks for the enquiry Details of an offer, which are Names of commodities, quality, quantity and specifications Details of price, discou
20、nts and terms of payment A statement of what the prices cover Packing and date of delivery The period for which the offer is valid Persuading the buyer to order early Closing : Hope of acceptance , reply and order,Persuading the buyer to order early,There is a large demand for sth Active/growing dem
21、and will certainly result in increased prices With the approach of the season, there has been lately an increasing demand for sth We have not much stock on hand Our stocks are low and the demand is heavy. Your early order is absolutely essential,closing,If you need any further information , please d
22、o not hesitate to let us know. We hope this offer will be of interest to you and look forward to hearing from you soon You may avail yourselves of the strengthing market if you will send us an immediate reply,Case 4,Printed shirting 印花细布 In due course及时 Make a special offer 报特价 At ones option 由某人任选
23、In one lot 一次装出 In installments分批装运 In three installments 分三批装运 In equal installments分几批等量装运 In three equal monthly instalments分三个月，每个月平均装运 With keen interest 殷切地 Trial order 试订,Exercises,翻译 介词填空 判断实虚盘,Translations,此报盘为实盘，以你方在本月底前复到有效 现按你方请求报盘如下，以我方最后确认为准 上述报盘无约束力 我方报盘如有变更不另通知 我们很高兴给你方报自行车伦敦成本保险加运费的
24、实盘 我们的钢笔价格是每打6美元哥本哈根成本加运费价 现报500台空调，每台250美元，成本加运费旧金山价，5月装运,此报盘为实盘，以你方在本月底前复到有效 This firm is offer, subject to your reply reaching us by the end of this month 现按你方请求报盘如下，以我方最后确认为准 We are making you an offer at your request as follows, subject to out final confirmation 上述报盘无约束力 The above offer is a fr
25、ee offer/without engagement,我方报盘如有变更不另通知 Our offer is subject to change without notice 我们很高兴给你方报自行车伦敦成本保险加运费的实盘 we are pleased to make you a firm offer CIF London for bicycles 我们的钢笔价格是每打6美元哥本哈根成本加运费价 The price of our pen is US$6.00 per dozen CFR Copenhagen,现报500台空调，每台250美元，成本加运费旧金山价，5月装运 We are offe
26、ring you 500 sets of air-conditioners at USD$250 per set CFR San Francisco for May shipment,练习,一、Fill in the blanks with the suitable prepositions. 1、The quality of your goods should be in no way inferior to that of our sample. 2、In this connection, we regret being unable to comply your request. 3、I
27、f you refer our last letter, you will notice that we ask for bank reference.,练习,4、A comparison of your offer that of our regular supplies shows that their figures are more favorable . 5、We offer firm as follows, subject your reply reaching us by the end of this month. 6、For orders over three hundred
28、 pieces or more, we allow a special discount 3% .,练习,7、We thank for your enquiry of Dec. 14th and enclose our quotation curtain material. 8、We require payment confirmed irrevocable letter of credit payable by draft at sight. 9、We trust you will accept our offer without any delay as the demand our co
29、tton shirts is heavy.,答案,1、to 2、with 3、to 4、with 5、to 6、of 7、for 8、by 9、for,Exercise: point out the types of offers as following expressions. As requested, we are pleased to offer you without engagement the following: Our offer is subject to change without notice. Our offer is subject to goods being
30、 unsold. Our offer is subject to your confirmation reaching here on or before the 25th this month. We offer you, subject to our final confirmation, the following goods: Our offer is subject to prior sales. Our offer is subject to your reply reaching here by August 15, Beijing time. We are making you an offer for the desktop computers as follows, valid for 3 days:,
