1、电子商务英语,Teacher: 邹莉 Students ：09商务1，2，3班,Unit 11,Review 1. Words and expressions of unit 10 2. making dialogue,3. layout of a business letter,The differences between a firm offer and a non-firm offer,实盘是报盘人（Offer Firm）有肯定的订立合同的意图，所发的实盘内容必须清楚确切，没有含糊和摸棱两可的词句，买卖商品的主要交易条件是完整的，肯定的。一般应有：商品的名称、品质、规格、包装、数量、交
2、货期、价格、支付方式等主要交易条件。报盘人没有任何其他保留条件，只要受盘人（Offeree）在有效期内或合理的时间内表示完全同意，交易即达成。报盘人发盘时，既可以明确提出这是一个实盘（常用术语为“报实盘”字样）， 也可以不加注明。另外，我们报盘一般应规定有效期。在有效期内，报盘人在法律上受约束，但有效期并不是报盘的必不可少的条件。,offer: firm offer (offer with engagement)不能撤销的发盘这是规定了有效期的报价，在该期限内报价人不得撤销或变更其内容。在我国进出口业务中，这种报价被称为“实盘”或“确盘”。实盘的表达方式有：We are making you
3、this offer subject to your reply reaching here before the 15th this month.We offer firm the following subject to your acceptance within 5 days.,虚盘是报盘人所作的非承诺性的表示，报盘人不受约束。虚盘不必有完备的内容和完备的交易条件，并常有保留条件，如“以我方最后确认为准（Subject to our final confirmation ）”，或“以我货未售出为准（Subject to Goods Being unsold）”等。,non-firm o
4、ffer (offer without engagement or without obligation)虚盘。这里指无约束性报盘。虚盘的表达方式有：We are making an offer for the following, subject to our final confirmation.This offer is made subject to the goods being unsold.We submit you this offer subject to prior sale.The price quoted is subject to changes without no
5、tice.This offer is subject to export license being available.,A letter of making an offer,开头部分:如是回复询盘，应首先感谢对方的询价：再介绍销售条件和价格；说明报价发的是实盘还是虚盘。承接部分:讲述此项交易的好处，对商品和价 格给予的评价，如商品质量优良，价格优惠等；也可补充介绍公司里的其他商品以吸引买方的注意。结尾部分:表达希望收到买方定单的意愿。,Specimen Letter 1,Dear Sirs,We have received your letter dated August 1 , fro
6、m which we note that you wish to have an offer from us for 2,000 dozens /sets of No.208 ladies pajamas , for shipment to San Francisco.,We are making you ,subject to your reply reaching us by August 20 our time , the following offer :”2,000 dozens/sets No208ladies pajamas , at $26.00 per dozen /set
7、CIFC2 % San Francisco.,Other terms and conditions are same as usual, with the exception of insurance which will cover All Risks and War Risk for 110$ of the total invoice value.”We look forward to your early reply.Yours truly,(Signature),Specimen Letter 2,Dear Sirs,We thank you for your letter of 10
8、 November , enquiring for Forever Brand Bicycles.We are exporting bicycles of various brands among which Forever Brand and Phoenix Brand are the most famous ones. They are in great demand abroad and our stocks are running down quickly.,They are popular not only for their light weight , but also for
9、the reasonable prices . we are confident that once you have tried our tried our bikes you will place repeat orders with us in large quantities.,Based on your requirement ,we are quoting as follows:Forever Brand Bicycles:20 Mens Style at US$25 per set20 Womens Style at US$27per set Payment Terms :by
10、L/C at sight to be opened through a bank acceptable to us Shipment : January /February ,2003, provided the covering L/C reaches us by the end of this year.,The above prices are understood to be on CIF New York basis net. Please note that we do not allow any commission on our bicycles, but a discount
11、 of 5% may be allowed if the quantity for each specification is more than 1,000 sets.,The above quotation is made without engagement and is subject to our final confirmation.We look forward to your early reply.Yours faithfully,(Signature ),Useful sentences,Replying to your enquiry of the 8th May, we
12、 have the pleasure of quoting our sateen as follows.贵公司5月8日询盘收悉，现对我公司横贡缎报价如下：,We thank you for your inquiry of copper sheet, for which we quote you as below, and hope to be favored with your orders.感谢贵公司对铜板的询盘，现报盘如下，敬请惠顾订货为盼。,This offer is subject to the goods being unsold on receipt of your reply.此
13、报盘以我方货物未售出前，收到贵方回函接受为准。These quotations are all subject to the fluctuations of the market, and we hope to have your definite inquiries shortly.这些报价是依照市价的浮动而定的，希望早日得到贵方确切的询盘。Could you keep the offer open for 5 days.报价能否给五天的有效期？,We have the offer ready for you.我们已经为你准备好报盘了。I come to hear about your of
14、fer for fertilizers.我来听听你们有关化肥的报盘。Please make us a cable offer.请来电报盘。,Please make an offer for the bamboo shoots of the quality as that in the last contract.请把上次合同中订的那种质量的竹笋向我们报个价。 We are in a position to offer tea from stock.我们现在可以报茶叶现货。,We are in a position to offer tea from stock.我们现在可以报茶叶现货。Well
15、 try our best to get a bid from the buyers.我们一定尽力获得买主的递价。Well let you have the official offer next Monday.下星期就给您正式报盘。Im waiting for your offer.我正等您的报价。,We can offer you a quotation based upon the international market.我们可以按国际市场价格给您报价。We have accepted your firm offer.我们已收到了你们报的实盘。We offer firm for rep
16、ly 11 a.m. tomorrow.我们报实盘，以明天上午11点答复为有效。,Well let you have our firm offer next Sunday.下星期天我们就向你们发实盘。 Were willing to make you a firm offer at this price.我们愿意以此价格为你报实盘。Could you offer us F.O.B. prices.能想我们报离岸价格吗？,All your prices are on C.I.F. basis.你们所有价格都是成本加运费保险费价格。 Can you make an offer， C & F Lon
17、don， at your earliest convenience？您能尽快报一个伦敦港成本加运费价格吗？ Id like to have your lowest quotations， C.I.F. Vancouver.请报温哥华到岸价的最低价格。 Please make us a cable offer for 5 metric tons of walnut.请电报5吨核桃仁的价格。,Our offer is RMB300 per set of tape-recorder， F.O.B. Tianjin.我们的报价是每台收录机300元人民币，天津离岸价。We quote this arti
18、cle at $250 per M/T C&F.我们报成本加运费价每吨250美元。,Words and Phrasesto offer for 对报价to make an offer for 对报盘（报价）to forward an offer （or to send an offer） 寄送报盘to get an offer（or to obtain offer） 获得报盘to cable an offer （or to telegraph an offer） 电报（进行）报价offer and acceptance by post 通过邮政报价及接受,to get an offer（or
19、to obtain an offer） 获得报盘to cable an offer （or to telegraph an offer） 电报（进行）报价offer and acceptance by post 通过邮政报价及接受to accept an offer 接受报盘to entertain an offer 考虑报盘to give an offer 给报盘to submit an offer 提交报盘official offer 正式报价（报盘）,My offer was based on reasonable profit， not on wild speculations.我的报
20、价以合理利润为依据，不是漫天要价。We have received offers recently， most of which are below 100 U.S. dollars.我们最近的报价大多数都在100美圆以下。Moreover， Weve kept the price close to the costs of production.再说，这已经把价格压到生产费用的边缘了。,I think the price we offered you last week is the best one.相信我上周的报价是最好的。No other buyers have bid higher
21、than this price.没有别的买主的出价高于此价。The price you offered is above previous prices.你方报价高于上次。,It was a higher price than we offered to other suppliers.此价格比我们给其他供货人的出价要高。We cant accept your offer unless the price is reduced by 5%.除非你们减价5%，否则我们无法接受报盘。Im afraid I dont find your price competitive at all.我看你们的报
22、价毫无任何竞争性。,Let me make you a special offer.好吧，我给你一个特别优惠价。Well give you the preference of our offer.我们将优先向你们报盘。I should have thought my offer was reasonable.我本以为我的报价是合理的。,Youll see that our offer compares favorably with the quotations you can get elsewhere.你会发现我们的报价比别处要便宜。 This offer is based on an ex
23、panding market and is competitive.此报盘着眼于扩大销路而且很有竞争性。,Words and Phrasesquotation 价格preferential offer 优先报盘cost of production 生产费用reasonable 合理的competitive 有竞争性的the preference of ones offer 优先报盘wild speculation 漫天要价,Our offers are for 3 days.我们的报盘三天有效。 We have extended the offer as per as your request
24、.我们已按你方要求将报盘延期。 The offer holds good until 5 oclock p.m. 23nd of June， 1997， Beijing time. 报价有效期到1997年6月22日下午5点，北京时间。,All prices in the price lists are subject to our confirmation. 报价单中所有价格以我方确认为准。 This offer is subject to your reply reaching here before the end of this month. 该报盘以你方本月底前到达我地为有效。 Thi
25、s offer is subject to the goods being unsold. 该报盘以商品未售出为准。,subject to 以为条件，以为准offer subject to our written acceptance 以我方书面接受为准的报盘offer subject to sample approval 以样品确定后生效为准的报盘 offer subject to our final confirmation 以我方最后确认为准的报盘offer subject to e xport/import license 以获得出口（进口）许可证为准的报价,offer subject
26、 to prior sale 以提前售出为准的报盘offer subject to goods being unsold 以商品未售出为准的报盘offer subject to your reply reaching here 以你方答复到达我地为准的报盘offer subject to first available steamer 以装第一艘轮船为准的报盘,Im afraid the offer is unacceptable.恐怕你方的报价不能接受。The offer is not workable.报盘不可行。The offer is given without engagement.
27、报盘没有约束力。It is difficult to quote without full details.未说明详尽细节难以报价。,Buyers do not welcome offers made at wide intervals. 买主不欢迎报盘间隔太久。 We cannot make any headway with your offer. 你们的报盘未得任何进展。 Please renew your offer for two days further. 请将报盘延期两天。 Please renew your offer on the same terms and conditio
28、ns.请按同样条件恢复报盘。,We regret we have to decline your offer.很抱歉，我们不得不拒绝你方报盘。The offer is withdrawn.该报盘已经撤回。We prefer to withhold offers for a time.我们宁愿暂停报盘。Buyers are worried at the lack of offer.买主因无报盘而苦恼。,Words and Phrasesto extend an offer 延长报盘to renew an offer 或 to reinstate an offer 恢复报盘to withdraw
29、an offer 撤回报盘to decline an offer 或 to turn down an offer 谢绝报盘,unacceptable 不可接受的workable 可行的at wide intervals 间隔时间太长make headway 有进展be worried at sth. 对苦恼,Lets have you counter-offer请还个价。Do you want to make a counter-offer？您是否还个价？I appreciate your counter-offer but find it too low.谢谢您的还价，可我觉得太低了。Now
30、 we look forward to replying to our offer in the form of counter-offer.现在我们希望你们能以还盘的形式对我方报盘予以答复。,Your price is too high to interest buyers in counter-offer.你的价格太高，买方没有兴趣还盘。Your counter-offer is much more modest than mine.你们的还盘比我的要保守得多。We make a counter-offer to you of $150 per metric ton F.O.B. Lond
31、on.我们还价为每公吨伦敦离岸价150美圆。Ill respond to your counter-offer by reducing our price by three dollars.我同意你们的还价，减价3元。,Words and Phrasesofferor 发价（盘）人offerer 发价人，报盘人offeree 被发价人offering 出售物offer letter 报价书offer sheet 出售货物单,offer list/book 报价单offer price 售价offering date 报价有效期限offering period 报价日concentration
32、of offers 集中报盘combined offer 联盘，搭配报盘,We are making you, subject to your reply reaching us by August 20 our time, following offer: 我方先报盘如下，以你方答复在我方时间8月20日前到达为准：这是实盘的一种表述方式 per prep.每,lump offer 综合报盘（针对两种以上商品） bid n. 递价；出价；递盘（由买方发出）v. 递盘 to make a bid 递价 to get a bid 得到递价 to be outbidding 高于的价,in grea
33、t demand abroad在国外需求很大与demand大批的词语有：increasing / growing demand增长的需求popular /high /great demand非常大的需求brisk demand需求活跃poor / low demand较小的需求Our stocks are running down quickly.我们的存货在迅速减少run down减少,popular not only for their light weight, but also for the reasonable prices 既因轻便又因价格合理而深受喜爱place repeat
34、orders with us in large quantities会向我们大量续订的net adj.净的用预计量词语后，如500 dollars net（净价500美元），10 grams net（净重10克）net price 净价net weight净重net earning 净收益net profit净利,L/C: 信用证是可数普通名词，单数为（a）letter of credit, 复数为 letters of credit； 但在商业书信中常作大写，单数为（a）Letter of Credit, 复数为 Letters of Credit；且常用大写缩写，单数为（an）L/C，复数
35、为Ls/C。此外，,商业书信有时也用credit一个词表示信用证，复数为credits. 开立信用证，最普通的是open an L/C，比较正式的说法是establish an L/C，从银行的角度可以说issue an L/C。改证是 amend an L/C。展证是extend an L/C。,即期信用证：letter of credit available by draft at sight, letter of credit payable against draft at sight, letter of credit available by sight draft, letter
36、 of credit payable against sight draft, sight L/C (在商业书信中常用)； 见票后多少天支付的说法很多, 常见的有: L/C available by draft at 30 days after sight 见票后30天付款;,confirmed L/C 保兑信用证，irrevocable L/C 不可撤消信用证，documentary L/C 跟单信用证，transferable and divisible L/C 可转让与可分割信用证，revolving L/C 循环信用证，back to back L/C 背对背信用证，reciproca
37、l L/C 对开信用证。,confirmed L/C “保兑信用证”，是专业术语，其含义是：进口商所在国家的银行，通过出口商所在国家的银行，通知给予出口商货款，如果后者银行加上其本行的确认，即构成“保兑信用证”，此时，不仅出证银行负有向出口商支付货款的义务，而且保兑银行承担承兑任何向它开出的汇票；当然保兑银行可以向出证银行商量额外手续费的问题。,不保兑信用证(unconfirmed L/C; Unconfirmed Letter of Credit ) 不保兑信用证是指开证银行开出的信用证没有经另一家银行保兑。即便开证行要求另一家银行加保，如果该银行不愿意在信用证上加具保兑，则被通知的信用证仍
38、然只是一份未加保的不可撤销信用证。当开证银行资信好和成交金额不大时，一般使用这种不保兑的信用证。,可撤销信用证与不可撤销信用证 可撤销信用证(REVOCABLE L/C)在议付行议付之前，开证行可以随时修改或撤销，无须事先通知受益人或其他有关当事人，也无须征得他们的同意。因此，这种信用证对受益人的保障较小。我国不接受这种信用证。 不可撤销信用证一经开出，在有效期内，未经受益人或其他有关当事人的同意，开证行不得自行撤销或修改。只要受益人按照信用证的有关规定提供单证，开证行必须承担付款责任。,跟单信用证是与光票信用证相对应的一种信用证。 这是从信用证项下是否随附货运单据划分的。 （1）跟单信用证(
39、Documentary Credit)是凭跟单汇票或仅凭单据付款的信用证。此处的单据指代表货物所有权的单据（如海运提单等），或证明货物已交运的单据（如铁路运单、航空运单、邮包收据）。 （2）光票信用证(Clean Credit)是凭不随附货运单据的光票(Clean Draft)付款的信用证。银行凭光票信用证付款，也可要求受益人附交一此非货运单据，如发票、垫款清单等。 在国际贸易的货款结算中，绝大部分使用跟单信用证。,即期信用证: 开证行收到单据,马上付款.(一般在5个银行工作日内付钱) 远期信用证: 一般分为30天,60天,90天远期.以30天为例,开证行收到单据之后 的第30天付款. 假远期
40、信用证: 汇票为远期，按即期付款.简单说就是,应该N天后付款的,但是 为了方便收益人资金周转,银行按即期付款,先把钱给收益人了. 但这N天产生的利息由开证申请人承担.,可转让信用证（Transferable Letter of Credit）系指经出口商请求,进口商同意， 由开证银行开立可转让信用证，并载明授权受益人（即原信用证受益人）有权将信用证所列金额的全部或部分转让给出口商以外的第三者，即第二受益人（Second Beneficiary）有权使用转让后的权力。这种转让称一次转让， 但第二受益人不得再作转让。,合同中的价格条款包括单价(price)和总值(amount)。表示单价用介词at
41、. 合同中的单价条款包括4个部分：计价货币、计量单位、贸易术语、单位价格金额。报价时，这4个部分一定要完整，缺一不可。 凡价格中不包括佣金或折扣的，即是净价。有时为了明确说明成交的价格是净价，在价格术语后可加注“净价”（NET）字样。例如：US$ 35 per dozen F.O.B net Shanghai 每打F.O.B.净价上海35美元。,reply 和answer这两个词都是既可以作名词，又可以作动词。 在商业函电中，常用reply，不常用answer。 作为名词 answer和 reply 都接介词to，如：an answer to a letter, a reply to a le
42、tter。 作为动词，answer既可以用作及物动词，又可以用作不及物动词。因此，to answer a letter 和 to answer to a letter都可以说，当然前者比较普遍。 Reply用作“答复”解释时，只可以作为不及物动词用。因此，可以说to reply to a letter, 不可以说reply a letter。,Consolidation Do Exercise Writing:Ask students to take out a piece of paper and write this letter on it in 10 minutes. When the
43、 time is up, ask a group of them to hand it,Summary,In this lesson, we have learned the differences between a firm offer and a non-firm offer. You should know how to write a letter of making an offer. Do not forget to go through the useful sentences and exercises again in this lesson because it is r
44、eally very important to recite them when you want to express better in the business field.,谢谢你方3月25日询价，现报盘如下，以你方10日内复到为条件：4000打工作手套，每打Stg._ Singapore到岸价，船期8、9月。支付条件是凭即期汇票支付的保兑得的不可撤销的信用证付款。 相信上述报盘为你方所能接受，我们殷切地等待好消息。,Homework,1. Review the useful sentences and expressions; 2. Recite the two letters. 3. Work in pairs to make a offer. 4. Preview Unit 12,The end,
