1、询盘和答复 Enquiries and Replies,询盘是指交易的一方欲购买或售出某种商品,向对方询问卖 该种商品的各项交易条件(如商品的品质,规格,价格,装运等).询 盘实质上是邀请对方发盘(invitation of offers),在商法上属于邀 请要约.,询盘,又称为询价,可以分成两种.一种只询问价格,索取商品目录或样品,被称为一般询盘(General Enquiries);另一种询盘则包括特定商品的各项交易条件,被称为具体询盘(Specific Enquiries).,Key Words,enquire v. 询购；询价；询问 1.enquire for 询购某物 The goo
2、ds you enquire for are out of stock. 所询之货已脱销。,2. enquire about 打听某事 They have enquired about the possibility of the sale of their products.他们曾打听过有无可能销售他们的产品 I want to enquire about the quantity you require for next quarter.我想打听一下你们下季度所需要的数量,3. enquire into 调查；了解 Its our duty to enquire into this mat
3、ter.我们将负责调查此事。 The whole matter has to be enquired into.整个事情必须查清。,enquiry n. 交易 (=transaction)（可数名词） At the moment, there are only small enquires for such goods.目前对这类商品只有小数量的询盘。,We have an enquiry for 5000 pairs of silk socks.我们现有5000双丝袜的询价单一份。 I just want to make enquiries about the train schedule.
4、我只是想打听以一下火车的时刻表。 The enquiry into the whereabouts of the documents took almost half a year.调查那些文件的下落花了几乎半年的时间,常用表达,1. Wed like to know what you can offer as well as your sales conditions. 我们想了解你们能供应什么，以及你们的销售条件。 2. Could you please send us a catalog of your rubber boots together with terms of paymen
5、t? 你能给我们寄来一份胶靴的目录，连同告诉我们付款方式吗？ 3. Please let us know your lowest possible prices for the relevant goods. 请告知你们有关商品的最低价。,(4) We take interest in your canned goods and wish to have the catalogues. 我们对你方的罐头食品有兴趣，希望能收到目录。(5) We are interested in bicycles in various sizes and please send us a copy of you
6、r illustrated catalogue with details of the prices and terms of payment. 我们对不同尺寸的自行车感兴趣，请寄一份带插图的目录并详告价格和付款条件。,(6) Well fax you as soon as we are in the market. 一旦我方要货就会发传真给你们。(7) We are desirous of your lowest quotations for frozen rabbit. 我们想要你方冻兔肉的最低报价。Can you give me an indication of price? 你能给我一
7、个估价吗？,回复询盘注意问题：,1.回复的格式、语气、语法是否标准，合乎商业惯例。 2.回复的内容是否正确，包括贸易惯例，术语等。 3.对产品的描述是否正确，包括数量、质量、包装等。 4.回复的条件是否苛刻，超出市场的平均值。,常用表达,Replies(1) This is in reply to your enquiry of October 8. 西安答复你方10月8日的询盘。(2) With regard to your enquiry for typewriters, we wish to give the following in reply. 关于你方关于打印机的询盘，我们愿作如下
8、的答复。,(3) We welcome your enquiry of May 26th, 2007 and thank you for your interest in our products. We specialize in this line of business. 欢迎你们2007年5月26日的询盘，并感谢你们对我们产品的兴趣。我们专门经营此业务。(4) We enclose our latest catalogue and a price list giving details you ask for. 西安附寄最新目录和价格单，上面有你们要求了解的详细情况。,Sample,E
9、nquiry Dear Sirs, We learn from the British Embassy that you are producing for export hand-made shoes and gloves in pure hide and other natural materials.There is a steady demand here for high-class goods of this type, especially in the brighter colors. Sales are not high, but a good price can be ob
10、tained for fashionable designs. Will you please send us your catalog and full details of your export prices and terms of payment, together with any samples you can let us have?We look forward to hearing from you soon.Yours faithfully,ReplyDear Sirs, Your enquiry of October 10 is receiving our attent
11、ion, and we thank you for your interest in our products.A copy of our illustrated export catalog will be sent to you today, together with a range of samples of the various skins used in the manufacture of our gloves and shoes. We think the colors will be just what you want for the fashionable trade,
12、 and the beauty and elegance of our designs, coupled with the superb workmanship, should appeal to the discriminating buyers. Our representative, Mr. J. Needham, will be in Paris next week and will be pleased to call on you with a full range of samples of our hand-made lines. He is authorized to dis
13、cuss the terms of an order with you or to negotiate a contract.We look forward to receiving an order from you.Faithfully yours,发盘，还盘和返还盘 Offer, Counter Offer and Re-counter Offer,在国际贸易实务中，发盘也称报盘、发价、报价。法律上称之 为“要约”。发盘可以是应对方询盘的要求发出，也可以是在 没有询盘的情况下，直接向对方发出。发盘一般是由卖方发出 的。,Key Words,offer v. 1. 出价；报盘 Other
14、suppliers are offering a much better price.其他供货商报的价格要优惠得多。 We cannot offer more than 50 tons of sugar at present.目前我们最多只能报50吨糖。,2. （主动）提供；给予 I hope you could offer us your most favorable terms.希望能给我们最优惠的条件。 If your order is large enough, we can offer you a discount of 10%.如果订数很大，我们可给10%的折扣。,n. 报盘 1.
15、 常用句型 A) make Sb an offer for 给某人报。（商品） B) Sth be under offer 某商品在出售中 C) the offer is firm (valid, good, open) for ( or until ) 此报盘有效期为。（到。为止）,2.常用搭配to accept offer 接受报盘to decline offer 谢绝报盘to entertain offer 考虑报盘to renew offer 恢复报盘to withdraw offer 撤销报盘,bid n.递价；递盘（常指买方发给卖方的报盘） Well try to get a bi
16、d from the buyers.我们试图从买主那里获得递价。 We made a bid at RMB ￥1,500 per M/T for the groundnuts.花生，我们出价每公吨人民币1，500元。,v. 递价（后接价格） We dont think buyers will bid a higher price.我们认为买主不会出更高的价格。 They have bid a price, which we think will be acceptable to you. 他们递了一个价，我们认为你方可接受。,current price 现价 market price 市价 b
17、uying price 买价 selling price 卖价 net price 净价 gross price 毛价 maximum price 最高价 minimum price 最低价 retail price 零售价wholesale price 批发价,”buy” 是一般用语，对于较正式或规模较大的业务往往用”purchase”一词。如：We are interested in purchasing 15,000 tons of wheat.我们想购买15000 吨小麦。在市场上寻购大宗商品还可说 “be in the market for “。 如：From the Interne
18、t we know that you are now in the market for various kinds of paints.从英特网上我们了解到你们正询购各种油漆。,sell off拍卖，贱卖 The rest of the goods will be sold off at reduced prices. 剩下的商品将降价出售。sell out卖完 Weve sold out all our stocks.存货已售完。,表示“处理”（出售）商品时，常用“dispose”。如： We are disposing our stocks at low pries because du
19、ll reason is coming.因淡季来临，我们正在低价抛售库存。The sweepings were eventually disposed of.地脚货终于处理了。,常用表达,(1) We offer you 1,500 Forever Bicycles at US$ 32 per piece for delivery in May. 我们向你方报盘，1500辆永久牌自行车，CIF拉各斯价，每辆32美元，5月份交货。 (2) Thank you for your enquiry dated March 18 and now, we offer as follows. 谢谢你方3月1
20、8日询价，现报盘如下。 (3) We take pleasure in sending you an offer for 50 sets of Milling Machine Type 70 as follows. 我们高兴地向你方作出50台铣床的如下报盘。(4) We make you the following offer, subject to your reply reaching here within 3 days. 我们做出如下报盘，以你方答复在3日内到达此地为有效。 (5) This offer is subject to goods being unsold. 本报价以货物未
21、售出为有效。,(6) This offer is firm for 5 days. 此报盘的有效期为5天。 (7) As the prices quoted are exceptionally low and likely to rise, we would advise you to accept the offer without delay. 由于所报价格特别低，并可能上涨，我们建议你方立即接受此报盘。 (8) As the market is firm with an upward tendency, we would suggest in your interest that you
22、 accept our offered price. 由于市场坚挺，行情看涨，为了你方的利益我们建议你方接受报价。 (9) We trust you will find our offer satisfactory and look forward to receiving your order. 我们相信你方会对我们报盘感到满意，期望收到你方订单。 (10) We invite your attention to our other products, details of which you will find in the catalogue. 请注意我们的其他产品，详细信息见目录。,还
23、盘Counter-offers,(1) If you cannot accept it, please make best possible counter-offer. 如不能接受，请尽力给一个最好的还盘。(2) Your offer is unworkable, as some parcels of Japanese makes have been sold here at a much lower price. However, in view of our-standing business relationship we make you such a counter-offer.
24、你方的报盘无法让人接受，因为这里有几批日本货以低得多的价格出售，但是，鉴于我们之间的长期贸易关系，特向你方作此还盘。(3) Your price is on the high side and we have to counter-offer as follows, subject to your reply received by us on or before April 8. 你方价格偏高，我们不得不作如下还盘，以我方在4月8日或以前收到你方的答复为有效。 (4) The price you counter-offer is out of line with the market, so
25、 it is beyond what is acceptable to us. 你方还价与市场不一致，故我方无法接受。 (5) We cannot entertain business at your price, since it is out of line with the prevailing market, being 20% lower than the average. 我们不能考虑按你方价格成交，因为你方价格与现时市场不一致，要比一般价格低20%。,（6）My offer was based on reasonable profit, not on wild speculati
26、ons. 我的报价以合理利润为依据，不是漫天要价。 （7）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。 （8）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。 （9） Im afraid I dont find your price competitive at all. 我看你们的报价毫无任何竞争性。,订单及执行 key words,在外经贸英语中表示“商品
27、”，“货物”的词较多，要注意几个常用词的用法与区别： merchandise 商品（总称，无复数形式） The merchandise is being strictly examined.商品正在严格检验。,goods 货物 （永远为复数，较普通用语） The goods enquired for are out of stock for the moment.所询货物暂脱销。 article 商品；货物 (尤指某种具体商品。在报盘与销售合同中常以 “Art. No. 。”形式出现。,stock n。 1. 存货；现货 These are the only stocks available。
28、这些是仅有的存货。 We dont have any stock of the bicycles as you required.我们没有你要的那种自行车现货。 2. 股票；证券 She owns some stock in that company.在那个公司她有些股份。 Is there any stock exchange in your area?你们那儿有没有证券交易所？ American stock has been going down since the attack of the World Trade Center. 自世贸中心被袭以来，美国股市一直在下跌。,3. 常用搭配
29、supply from stock 供。现货We can supply this quantity from stock.我们可供这个数量的现货。,have in stock 有。现货Wed like to place repeat orders if you have a large quantity of rice in stock. 如大米存货丰实，我想续订。out of stock 脱销Black tea, first grade, is out of stock at present.一级红茶现已脱销。,refer v. 1.谈及；提到 （与to搭配） We refer to our
30、 letter dated May 20.兹谈及我方5月20日函。 Referring to your enquiry of May 22, we very much regret that we have no supply in stock.关于贵方5月22日询盘，非常抱歉我们手头无现货。,2.参照；参阅 （与to搭配） Please refer to our fax of May 15.请参阅我方5月15日传真。 We referred to our records and found that the said commission had already been paid. 我们参
31、阅了我方记录，查明该笔佣金已付。,3.提交；交付 We have referred this matter to our factory in Dalian. 我们已将此事提交我在大连的厂家处理。 If the arbitrators cannot agree, please refer to the umpire.如果仲裁员的意见不一致，请交裁定人裁定。,4 指示；接洽 We have referred them to you for their requirements.我们已请他们向你们洽购所需货物。 Your Commercial Counselors Office has refer
32、red us to you for establishing business relations with your corporation.贵国商务处让我们与您联系有关与贵公司建立业务关系事宜。,reference n谈及；关于 with reference to 。; in reference to 。; Reference is made to 。 常置于句首， 表示“关于”。 如： With reference to our usual payment terms, we can do otherwise than L/C at sight.关于通常的支付条件，我们除即期信用证外也接
33、受其他做法。,for your reference 供你方参考 We attach hereto our enquiry list for your reference.兹附询价单一纸供你方参考。 We shall appreciate it if you will send some up-to-date patterns for our reference.如能寄一些最新的款式作参考，将甚为感激。,订单及执行,常用表达句型(1) We thank you for your quotation of May 20 and now place an order with you for the
34、 following items. 谢谢你方5月20日的报价，现向你方订购下列商品。 (2) We are pleased to place the following orders with you if you can guarantee shipment from Shanghai to Singapore by October 9. 若你方能保证在10月9日以前将货物由上海运至新加坡，则我方乐于向你方订购下列货物。 (3) In reply to your letter of May 10 quoting us the prices of soy beans, we place a t
35、rial order as mentioned in the enclosed sheet. 现回复你方5月10日大豆报价函，试订购如所附订单。,(4) We are pleased to find that your materials appear to be of fine quality. as a trial, we are delighted to send you a small order for 2,500 dozen Rubber Shoes. 我们对你方的产品质量和价格均感满意，现寄去试订单，请供应现货。 (5) We are glad to confirm our fa
36、x order dispatched this morning as follows: 我们很乐意确认今天早上传真订单如下： (6) We have received your catalogue and price list, and now we order the following goods at the prices named. 一收到你方目录和价格单，现按所示价格订购下列货物。 (7) Thank you for your quotation for bicycles, but we regret that we have to place our order elsewher
37、e as your prices are too high for this market. 谢谢你方自行车报价，但遗憾的是，你方价格对此市场来说过高，我们不得不向别处订购。,执行订单Fulfillment of orders (1) We have received your order No.751 and it will be executed to your satisfaction. 我们已收到你方751号订单，订单的执行将使你方满意。 (2) Pleased be assured that the order will be punctually fulfilled. 请放心，我们
38、将准时运交你方所订的货物。 (3) Your order is receiving our immediate attention and we will keep you informed of the progress. 我们正在迅速处理你方订单，并将随时告知你方进展情况。,确认与合同 Confirmation and Contract,(1) We cannot but cancel the contract since you have failed time and again to fulfill your part of the contract. 由于你方未能及时地履行合同，并
39、且部分重复履行合同，我方只能取消合同。 (2) We do hope the successful result of this contract will lead to further cooperation and business between us. 我们真的希望这次合同的圆满执行能给我们带来进一步的合作和业务。 (3) Please see to it that the stipulations in the relevant credit are strictly in accordance with the terms stated in the contract. 请注意信
40、用证中的规定一定要完全和合同中的条款相一致。,(4) We hope you will take your commercial reputation into account and execute the contract. 我们希望你方要考虑一下商誉，并去执行合同。(5) Im very glad that through our mutual efforts, our negotiation has come to a successful conclusion. 我们非常高兴经过我们双方的努力，我们的谈判终于有了一个圆满的结果。,Sample Dear Sir or Madam: W
41、e have just received your email about contract terms dated July 3. All the other terms are accepted except arbitration terms. We think that its better to submit our arbitration case to an organization in a third country if any disputes arise. Of course, it is not necessary to submit a case to arbitr
42、ation as long as our two parties can discuss the matter in a friendly manner. But it is better to make the stipulations complete before we sign the contract. We look forward to your prompt reply. Best wishes,我们已经收到你方7月3日关于合同条款的邮件。除了仲裁条款，其他的条款都能接受。 我方认为如果发生任何纠纷，向第三国的机构提交我们的仲裁案例会比较好 些。当然，只有我们双方能友好协商解决
43、这些纠纷，就没必要申请仲裁了。但在我们双方签合同之前，还是将规定说完全比较好些。 期待你方的及时回复。,支付 Payment,（注）： “费用”一词是日常生活中极常用的词。请注意比较英语中诸多表示费用的词： expense（费用；花费）, fee（费用）, cost（成本；费用）, price（价格；代价）, payment（支付）, value（价值；金额）, expenditure（开支；花费）, toll（服务费；代价）,decline v. 1. 谢绝；婉辞 （后面可接名词，不定式，动名词等 ）We very much regret we have to decline your of
44、fer.很抱歉，不得不谢绝你方订单。2. 下降；下跌 Shares declined in a weak market. 市价疲软，股票下跌。,（注）： refuse 表示“拒绝”是普通用语； decline是较正式的客套语，语气较委婉；reject也可表示“拒绝”，在外经贸业务中常用来表示“拒收”，“驳回”，语气最强烈。如： The buyer rejected all the excuses that the seller made for the delayed delivery。买方驳回卖方提出的关于延迟交货的一切托词。We reject the goods because they are much more inferior to the sample.我们拒收这批货，因其质量比样品差多了。,
