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Unit 2(函电与单证 大连理工出版社)
BUSINESS LETTERS商务函电Unit 2 CounterEnquiry, Offer and Counter-offer 询盘，报盘和还盘大连理工大学出版社 大连理工大学电子音像出版社Unit 2 Enquiry, Offer and Counter-offer 询盘，报盘和还盘0 1 2 3 4 5 introduction Lesson 4 General Enquiry Lesson 5 Specific Enquiry Lesson 6 Firm Offer Lesson 7 Counter-offer Sum―up背景介绍询盘是商务洽谈中真正的第一步。往往由买方做出， 询盘是商务洽谈中真正的第一步。往往由买方做出， 做出 向卖方询问具体商品的信息，如价格、 向卖方询问具体商品的信息，如价格、规格等基本交易条 也可以只是打听对方最新价格及目录， 件，也可以只是打听对方最新价格及目录，但由于询盘不 局限于买方向卖方询盘，因此，卖方也可写询盘信， 局限于买方向卖方询盘，因此，卖方也可写询盘信，主动 询问对方对什么商品感兴趣，交易条件如何； 询问对方对什么商品感兴趣，交易条件如何；报盘也称报 是卖方将某种商品按一定的交易条件，包括名称、 价，是卖方将某种商品按一定的交易条件，包括名称、数 价格、装运、包装、 量、价格、装运、包装、付款方式等向买方表达成交的愿 报盘有一个重要内容，就是有无报盘有效期， 望。报盘有一个重要内容，就是有无报盘有效期，据此报 盘可分为实盘和虚盘，也称为有效发盘和无约束力发盘； 盘可分为实盘和虚盘，也称为有效发盘和无约束力发盘； 还盘是在双方为签订合同而进行的谈判期间， 还盘是在双方为签订合同而进行的谈判期间，一方对另一 方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘， 方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘， 这个拒绝既可以是全部拒绝， 这个拒绝既可以是全部拒绝，也可以是对其中一项或几项 不甚满意，提出自己的意见，交易中将之视为新的报盘。 不甚满意，提出自己的意见，交易中将之视为新的报盘。询盘要点： 询盘要点： 开头：1）说明写信的目的，消息来源和感兴趣的商品。 正文：2) 具体说明想了解的商品的有关细节，如商品的目录、价格 价格、 交易条件等； 3) 介绍本地对商品的需求情况等； 结尾：4) 期望；希望尽快收到报盘。 报盘要点： 报盘要点： 开头：1）感谢对方的询盘； 正文：2) 具体介绍商品：名称、质量、数量和规格； 3) 进一步介绍商品的价格、优惠条件、贸易术语和装运等； 4) 如果是实盘，说明报盘的有效期； 结尾：5) 期望；希望报盘能得到对方接受。 还盘要点： 还盘要点： 开头：1) 感谢对方的报盘； 正文：2) 全部或部分拒绝对方报盘的态度及原因； 3) 向卖方提出建议，说明自己能接受价格、优惠条件等； 结尾：4) 期望；希望还盘能得到接受，表达合作的希望等。 每封信件的具体内容会有变化，需要根据实际情况加以调整。Unit 2 Enquiry, Offer and Counter-offer 询盘，报盘和还盘0 1 2 3 4 5 introduction Lesson 4 General Enquiry Lesson 5 Specific Enquiry Lesson 6 Firm Offer Lesson 7 Counter-offer Sum―upLesson 4 General Enquiry 一般询盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled1.TEXTSpecimen 1 General enquirySpecimen 2Reply to the AboveLesson 4 General Enquiry 一般询盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled2.Arm yourself1. learn from…that be given to understand…that 从…得知, 获悉 e.g. 从贵方6月21日信中得悉，贵方对我们的盒式磁带录音机感兴趣。 We learned from your letter of June 21 that you are interested in our tape recorder. similar expressions: note that , be informed that, get to know that, get information from…that e.g.从你处10月3日来信获悉这项业务属于你方经营范围。 We learn from your telegram of October 7 that the goods lie within the scope of your business. 2. for export 供出口的 e.g. 获悉你方有一批待出口的纺织产品。 We are informed that you have a stock of textile products for export. similar expressions: for sale，for shipment e.g. 我们有许多货物待售。 We have a lot of goods for sale. 我们已经准备好了待装运的货物。 We have already got the goods ready for shipment.3. illustratedadj. with explanatory or decorative features 有插图的， 插图的， 有说明的 e.g. 随附的插图商品目录里，有我公司的最新几类产品。 e.g.There are the latest types of products mentioned in the enclosed 目前我们对中国的工艺品感兴趣，很向获得你方关于这些产品的 插图目录和报价。 illustrated catalogue. At present, n. illustration we are interested in Chinese arts and crafts, we 插图，说明，说明书 would appreciate your illustrated catalogues and quotations v. illustrate 说明 about these products.产品的包装里都有说明书。 There are illustrations in the package of the products.4.for your information 消息供你方参考 e.g. 消息供你方参考，最近我方以此条件和日本的出口商成交了一笔 贸易。 similar expressions： for your consideration a For your information, we have recently concluded with e.g. 现寄一些样品供你方参考，并期待你方的试订。 Japanese exporter a transaction on the terms.We are now sending some samples for your reference and looking forward to your trial order.5. a steady demandn.稳定需求e.g. 我方市场对这样的产品有稳定的需求。demand 需求 Therehasa steady demand for such kind of products in our sth. is a great demand sth is in great demand market. e.g. 对中国茶叶的需求很大. Chinese tea is in great demand. 目前对这种商品没有需求。 Chinese tea. Or: There is a great demand for Demand demand for the goods. There is nofor Chinese tea is great. 句式：The demand for…is rising /going up /growing /increasing /brisk /active /steady /strong/great /large /big/ high /heavy /important. 对...的需求上升，增加，活跃 The demand for…is going down/low/lessening/Soft/declining/down/weak/small…etc. 对…需求下降，减少 v. demand 要求 句式:demand for demand that demand of sb. to do sth.6. of high quality优质的high 可以由good, fine, superior, better取代(反义词:bad, low, inferior, worse) e.g. 我们可供应优质的羊毛。 We can supply wools of high quality. 我们可供应的羊毛质量很好。 Wools we supplied are of high quality. ** sale n. 销售 7.trial sale to appeal 试销 attract，be attractive or interesting to sb. 吸引，有吸引 push sales 推销 力，引起兴趣 expand sales with sb., expand business 与…扩大业务 enjoy fast sale畅销 e.g. 商品包装应既吸引顾客的钱包又能吸引顾客的眼睛. enjoy good sale The package of the goods should e.g. 感谢你方在推销我方产品方面所做的努力。 appeal to not only the Thank you for your efforts in pushing the sale of our products. purse but also the eyes. 由于价格合理，质地优良，我们的棉布销售很好。 e.g. 相信我们的新产品对贵方市场具有吸引力。 Our Cotton enjoys fast sales for reasonable price and fine quality. 我们商品在你方市场上很畅销。 We trust our new products will appeal to your market. Our goods are enjoying fast sale in your market.这种产品的靓丽色彩吸引了我。 The bright color of the goods appeals to me.8.discount n. a reduction on the selling price of something 折扣 allow/give/ provide/ grant a 5% discount 给予5%的折扣 quantity discount 数量折扣 e.g. 对于金额超过1000美元的订货，我们给予20%的折扣. We’ll give a 20% discount on the order of over 句式：sell at a 折价出售 USD$1,000. discountget/offer a discount 得到折扣 cash discount 现金折扣 value discount 价值折扣 e.g. 如你方订购超过5，000美元，我们愿意给你方3%的特殊折扣。 We would like to allow you a special discount of 3% if your order exceeds USD$5,000. 现金付款，我们给予九折优惠。 We give 10% discount for cash payment.9. rely on rest assured 放心 e.g. 你尽可放心，我们对于以后的询价予以即时处理的。 You can rely on our prompt attention to your future enquiry.rely on sb. 信赖 e.g. 你尽可放心，我们有能力供货给你方。 You can rely on our ability to supply you. 你尽可放心，我们会及时装船。 You can rely on the fact that we will ship the goods in time.Lesson 4 General Enquiry 一般询盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled3.Main pointsSpecimen 1 a. source of information and interest in the goods b. detailed requirements (catalogue, price, samples) c. introduction of market and price d. expectation of early reply Specimen 2 a. receipt of the enquiry b. details of meeting requirements (sending catalogue, price, samples) c. favorable terms and best attentionChinese Version信件一 太平洋贸易有限公司 英国伦敦皇后大道32号 上海阳光纤维制品有限公司 中国上海淮海路20号 敬启者: 事由:中国玩具 我们从中国贸易指南上的广告获悉贵方生产供出口的中国玩具。我 们对贵方的产品非常感兴趣。 请尽快惠寄附有图片的商品目录和最新的价目表，顺带惠赐样品。 我们获悉贵方能够以吸引人的价格供应大量的产品。供你方参考， 本地区对高品质的中国玩具有稳定的需求。销量不会特别高，但是款式 新颖的设计会获得好价格。 等候即复 (Signature) 爱伦.格兰仕(女士) 谨上 日 抄送: 经理信件二 上海阳光纤维制品有限公司 中国上海淮海路20号 太平洋贸易有限公司 英国伦敦皇后大道32号 敬启者: 事由:中国玩具 感谢你方10月10日的询盘以及你方对我公司产品的关注。 随函附上几本带插图的商品目录和一份有关你方询问的细节的价目表。 另邮一些各种款式的样品，清晰地展示我们产品的质量和精湛的工艺。相信 当你方看到产品的时候，会认为我公司的产品能引起最挑剔的买主的兴趣。 对于1000件以上的订单，我们会给予5%的折扣。请尽可放心，我们会 即时处理你方的订单的。 上海阳光纤维制品有限公司 (签名) 查理 销售经理 谨上 日 谨上Lesson 4 General Enquiry 一般询盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled4. Make yourself skilledI Basic Training 1. Translate the following expressions into Chinese: illustrated catalogue a steady demand selective buyer general enquiry high quality fashionable designs craftsmanship quantity discount有插图的商品目录 稳定的需求 挑剔的买主 一般询盘 优质 款式新颖的设计 精湛的工艺 数量折扣Choose the best answer: 1) Also under separate cover we are sending you a full range b of goods _________. a. of export b. for export c. export to d. export d 2) We would like to _________ you a discount _________ 5%, if your order exceeds USD$1,000. a. give/ to b. give/of c. allow/ to d. allow/of b 3) Our products will appeal _________ your market. a. for b. to c. on d. in b 4) We _________ Mr. Smiths that you are in the market of woolen mixed blanket. a. get information about b. learn from c. inform d. are given to understand b 5) We are offering you goods _________ very high quality. a. at b. of c. with d. forc 6) You can _________ our best attention to your specific requirements.a. relyb. replay onc. rely ond. lie onb 7) Please send us your _________ catalogue, together with samples you can let us have.a. illustrate a. inviting a. great needb. illustrated b. expectingc. illustrating c. enquiringd. illustration d. askingc 8) Thank you for your letter of October 20, _________ for Oilseeds. c 9) There is a _________ for Chinese cotton in our market.b. increasing need c. steady demand d. risen demandd 10) _________, we are interested in building suitable and lasting trade relations throughout the world.a. As you informed c. You informedb. For your confirmation d. For your informationII. Improving TrainingTranslate the following sentences into English: 1) 我公司对贵公司的款式新颖的待出口的棉布很感兴趣。(be interested in, for export)We are interested in your fashionable cotton piece goods which are for export.2) 从你方8月30日信中得悉，你方对我方的新产品感兴趣。(learn from…that)We learned from your letter of August 30 that you are interested in our new products.3）现随函寄去我方的最新商品插图目录，以及你方想要的一些样品。 (illustrated catalogue)We are enclosing our latest illustrated catalogue and pricelist, together with some samples you ask for.4）我们有一批优质的羊毛衫待售。( of high quality, for sale)We have a stock of woolen sweaters of high quality for sale.5）应你方要求，现另寄我方冬季价目表一份以供参考。(as requested, for your information)As requested, we are now sending under separate cover our winter pricelist for your information.6）我们要求的货物应经久耐用、色彩鲜艳，这样才能吸引顾客。 (appeal to)The goods we require should be durable in quality, bright in color so as to appeal to the customers.7）你方尽可放心，我方的产品能够满足你方市场的需要。(rely on, meet the need of)You can rely on the fact that our product will meet the need of your market.8）供你方参考，如订购超过5,000美元，我们愿意给你方3%的特殊 折扣。 (for your information, allow a special discount)For your information, we would like to allow you a special discount of 3% on the order of over USD$5,000.III. Letter-writing practice:Translate the following letter into English: 先生: 从纽约的托马斯?H?P公司处，获悉贵公司生产各类手工制人造皮 革手套，我公司是中国专营这类产品的进口商之一,我公司对你们的产 品很感兴趣。本地区对高品质手套有稳定的需求, 尤其是款式新颖、 色彩鲜艳的产品。如贵公司所报价格有竞争性的话，我公司打算订购 5,000套。 请惠寄贵公司的手套插图目录一份，详述有关价目与付款条件。 如蒙早日回信，不胜感激。 谨上Dear Sirs, We learn from Thomas H. P. of New York that you are producing hand-made gloves in a variety of artificial leathers. We are one of the importers in China dealing with this type of goods, and we are quite interested in your products. There is a steady demand here for gloves of high quality, especially those in the brighter colors and of fashionable designs. If you can give us a competitive quotation, we will consider an order of 5,000 pieces. Will you please send me a copy of your glove catalogue, with details of your prices and terms of payment. We will appreciate your early reply. Yours faithfully,IV. More exercises1. Fill in the blanks with proper forms of given words: interest attractive illustrate enquiry appeal export demand discount rely saleattractive 1) We would like to mention that if your price is _________ and deliverydate acceptable, we shall place our order with you immediately.interested 2) We are _________ in your cotton piece goods, and are in the marketfor it. We hope to receive your enquiry at an early date. 3) While thank you for your letter of March 5, we regret to inform youenquired that the item you are _________ for is in short supply. exporting 4) We are mainly _________ Chinese electronics. We have recentlyconcluded a transaction of $10,000 on the terms of D/P at sight.5) We have to do a lot of advertising with your goods to push thesales _________. appealing 6) The product _________ to your market is our latest one. rely 7) Thank you for you repeat order, as usual, you can _________ on usto effect the shipment well before your required schedule. 8) Your quotation is too high and out of line with the prevailing marketdiscount level, we ask you for a 5% _________.9) The pamphlet enclosed not only provides you with the necessaryillustrates information about the machine, but also __________ the ways ofoperating them.demands 10) In order to comply with the _________ of their buyers, manysuppliers have been doing business on D/P or D/A basis.2. Correct the mistakes in the following sentences:1) We shall place a large order for Lady’s blouse from you, if the time of delivery is acceptable to us. from 改为withenclosing 改为sending2) We are enclosing you our catalogue under separate cover. 3) Regarding walnut meats, we would inform you that the few parcels we have at present are under short supply elsewhere. under 改为in 4) Through the courtesy of Mr. Smiths, we are giving to understand that your are leading importer of electronic goods in your area.giving 改为given5) We are interested in your rice and do not find your offer of beans interested. 句末的interested 改为interesting6) Should your price be found competitive and delivery date accepting, we intend to place a large order with you.accepting 改为acceptable7) Please rely on us that we will give prompt attention in your enquiry.in 改为to8) At request, we are enclosing you our latest price list for your reference. At request 改为As requested 9) We are informed that you are able to supply large quantities of this product on attractive prices.on 改为at10) We have quoted our prices so low that they should appeal in your market.in 改为to3. Complete the following sentences in English:1) We should be obliged if you would ______________. a.立即给我们寄样品 b. 告知我方你处市场行情 c. 报女式衬衫的最低价 a.随函附有插图的商品目录 b 有兴趣购买我公司的茶叶 c 介绍你公司的其他产品 a.你方询盘的样品a. send us samples immediately b. inform us of your market c. give us the lowest price for ladies’ blouse2) We should appreciated it if you will ______________.a. enclose an illustrated catalogue b. be interested to purchase our tea c. introduce your other products3) We are sending you under separate cover _____________.a. samples you enquired for b 两本关于我们产品的小册子 b. two pamphlets about our products c. the pricelist for relative commoditiesc 有关商品的价目单Unit 2 Enquiry, Offer and Counter-offer 询盘，报盘和还盘0 1 2 3 4 5 introduction Lesson 4 General Enquiry Lesson 5 Specific Enquiry Lesson 6 Firm Offer Lesson 7 Counter-offer Sum―upLesson 5 Specific Enquiry 具体询盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled1.TEXTSpecimen 1 Specific enquirySpecimen 2 Reply to the aboveLesson 5 Specific Enquiry 具体询盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled2. Arm yourself1. recommend v. suggest 推荐，建议 n. recommendation 推荐，建 推荐，建议 e.g. 由托马斯先生推荐，我们很高兴地获悉你方经营这一业务。 On the recommendation of Mr. Thomas, we are glad to learn that you handle this line. 我们将史密斯先生，我们销售部经理，推荐给你方. 句式： recommend sth to sb. We recommend you Mr. Smith, our sales manager. recommend sb. to do sth.recommend doing sth recommend that e.g. 史密斯先生建议我们就轻工业产品建立业务关系。 Mr. Smith recommended that we enter into business relations for the supply of light industrial products. 由于我们不生产这个产品，我们向你们推荐101型. As we do not produce this type anymore, we recommend type No. 101 to you.2. quote v. give price for 报价 e.g. 我们希望你方给我们报棉布的最低价。 We hope that you could quote us the lowest price for cotton. 请报100 公吨成本加运费价 Please quote us 100 metric tons CFR price. 句式：quote sb. a price for sth. n. quotation 报价，报价单 quote sth.quote a price for sth. quotation sheet 报价单 make a quotation for sth. make a quotation of a price e.g. 请立即报我拉各斯到岸价. Please give me the lowest quotation CIF Lagos. Or: Please quote me the most favorable price CIF Lagos. 报价的写法： currency +unit price +unit +price terms e.g. USD$1,000 per ton CIF London3. CIFCost, Insurance and Freight 成本，保险费加运费（俗称“到 岸价”） 指在装运港当货物越过船舷时卖方即完成交货卖方必须支付将货物运 至指定的目的港所需的运费和费用，但交货后货物灭失或损坏的风险 FOB Free on board 装运港船上交货（俗称“离岸价”） 及由于各种事件造成的任何额外费用即由卖方转移到买方。但是，在 CFR Cost and Freight 成本加运费 CIF条件下，卖方还必须办理买方货物在运输途中灭失或损坏风险的海运保险。该术语仅适用于海运和内河运输。 FOB Free on board 装运港船上交货 指当货物在指定的装运港越过船舷，卖方即完成交货。这意味着买方 必须从该点起承当货物灭失或损坏的一切风险。该术语仅适用于海运 或内河运输。 CFR Cost and Freight 成本加运费 指在装运港货物越过船舷卖方即完成交货，卖方必须支付将货物运至 指定的目的港所需的运费和费用。但交货后货物灭失或损坏的风险， 以及由于各种事件造成的任何额外费用，即由卖方转移到买方。4. shipment 运期n. dispatch ( of goods) 装运，装船，装运的货物，装e.g. 请尽快装运。 of shipment 装运期 shipment date time 有关搭配： make shipment 装运 soon as possible. Please expedite shipment aseffect shipment 装运 我们已收到由“东方轮”运来的货物。 expedite shipment 加快装运 v. We have received the shipment ex s.s. “Dong Fang”. ship 装运，装船 e.g. 由于船期延误，我们只能在下月初装运。 n. shipping 装运 Owing to the delay in shipment, we have to ship the goods at shipping advice of next month. 装船通知 the beginning n. shipperagents 发货人 shipping 托运人, 装运代理 n. shipping 装运 shipping marks shipping company 唛头 轮船公司 shipping container 舱位 集装箱船 shipping space shipping order 下货纸 shipping instruction 装船指示5. urgent reply急复 急需be in urgent need ofe.g. 我方市场急需一批高品质的食品加工机。 Our market is in urgent need of a stock of food processors of high class.adj. urgent adv. urgently an urgent cable 加急电报 urgent dispatch 急件 be urgently in need of/ be needed urgently/ be urgently required 急需 e.g. 我们急需此货， 请你们尽力将我们所订货物于十月底前按期出运。 We're urgently in need of the goods, please do your utmost to ship the goods we ordered duly before the end of October. .6. give you information about 详细说明，提供信息，让…详细了解 e.g. 在我们的报价单里，详细地向你方提供我方各类产品的优惠价格。 In our price list, we give you information about the favorable prices of similar expression: give you details of variety of our products. e.g. 能否让我方详细了解一下你方国家的这类计算机的市场价格。 Will you kindly give us information about the market price of computers of this type in your country? 7. as to about, as for 关于 e.g. 对于金额超过500美元的交易，我们会给予2%的折扣。 500 2% As to the transaction with an amount exceeding $500,we will give a 2% discount. 关于采取分装，对我们双方都有好处。 As to partial shipment, it would be to our mutual benefit. similar expressions: regarding, with regard to, concerning, etc. e.g. 关于你方在5月5日来函提到的付款条件，我们会照办的。 As to the terms of payment mentioned in your letter of May 5, we will do it as you required.8. be sure believe 对…相信、肯定 be sure that… be sure of … e.g. 请你方相信我方的货物会十一月前装运完毕。 You can be sure that our goods should be shipped before the end of November. 请相信我们与你们的密切合作。 You may be sure of our close cooperation with you.句式：be sure that be sure to do sth. be sure of sth. e.g. 请相信，我们会调查事实，澄清你方所抱怨的事由。 You may be sure that we will look into the matter to make clear your complaints.9. expand v. spread out, extend 扩大 expand sales 扩大业务 e.g. 我们希望我们双方在将来不断扩大的贸易中 继续合作。 We hope we two could continue our expand business with sb. 扩大与某人的贸易 cooperation in the expanding business in the future. e.g. 你不知道我们是多么渴望与你方扩大贸易。 You don’t n. expansion know how desirous we are to expand business with you. 扩大 我们愿意与你方建立合作以便扩大贸易。 expansion of business 扩大贸易We’d like to cooperate with you to expand the business. adj. expanding 扩大的10. trial adj. attempted or advanced on a provisional or experimental basis 尝试的，试验的；临时的 trial order 试订 for trial 试一试 trial sale 试销 e.g.你们这批试订将于下月中旬运出。 e.g. 我们可以考虑向你们试订货500打男式衬衫。 Your trial order is scheduled to be shipped in the middle of next We can consider booking with you a trial order for 500 month. dozen Men's shirts.Lesson 5 Specific Enquiry 具体询盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled3.Main pointsSpecimen 1 a. receipt of letter b. detailed requirements (catalogue, price, terms, shipment) c. introduction of market and request for competitive price d. expectation of early reply Specimen 2 a. receipt of the enquiry b. details of meeting requirements (sending catalogue and samples etc.) c. more information about goods d. expectation of trial orderChinese Version信件一 (和第一课的信件二连接) 敬启者: 感谢你公司8月25日的来函，很高兴获悉你方生产各类鞋子。 我们对你公司在信里推荐的休闲鞋，尤其是刺绣拖鞋和棉布鞋感 兴趣。请惠寄一份有插图的商品目录和样品，进一步提供有关的信息， 并给我们报CIF利物浦最低价,说明最早的船期。 优质的休闲鞋很受欢迎。相信提到的几类价格适中的产品在我地 销路良好。如你们的报价有竞争力，我方将考虑5,000双鞋的订货。 盼急复 谨上信件二 敬启者: 感谢你方9月1日的询盘。 随函附上的带插图的商品目录和样品详述你方特别感兴趣的两类 鞋。图片可以让你方详细了解我们正在出口的其他休闲鞋。关于我方 的贸易条件，请参考商品目录的第8页，随函给你方报利物浦成本、 保险加运费价，船期10月，我们通常要求不可撤消的即期信用证。 刺绣拖鞋和棉布鞋是我们的最新产品。由于它们质优价廉，请相 信我们的产品能够帮你方扩大市场。 期待你方的试订。谨上Lesson 5 Specific Enquiry 具体询盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled4. Make yourself SkilledI Basic Training 1. Fill in the blanks with proper forms of the given words: quotequote 1) We should be grateful if you would _________ us for walnuts. quoted 2) As the prices _________ are low and likely to rise, we would advise you to place your order without delay.3) We should be pleased if you would send us the quotation lowest _________ for the following items.expandexpanded 1) There is a possibility that the production will be _________ on large scale in the second quarter next year. expanding 2) We are looking forward to _________ business with you. expansion 3) We are in hope of continuing our cooperation for further _________ of our business.recommendrecommendation 1) On the _______________ of Mr. Smiths, we are glad to learn that you handle this line. recommended 2) Your are _____________ to us by Thomas Jackson, and we are interested in your digital watch. recommend 3) We now _____________ that you buy a small quantity for trial.statestate 1) We are a _________-operated corporation handling exclusively theexport and import of chemicals. 2) We are sending you our list of price and a pamphlet of samples,stating _________ the high quantity of our products. stated 3) As __________ in our letter of July 5, we will arrange shipment onreceipt of your L/C. ship 1) Please quote us competitive price for 3 tons of bitter apricot forshipment _________ in September.2) We invite your attention to the fact that the goods should beshipped _________ before the end of November. shipped 3) We have received the goods _________ by motor vessel.2. Choose the best answer: c 1) We shall appreciate it if you send us a catalogue _________ thedetails of your product. a. asking b. being asked c. stating d. being stated a 2) _________ your order of August 10, we are working on it. a. As to b. So as to c. As d. To b 3) In our quotation dated June 15, we _________ the favorable prices of our products. a. gave you information on b. gave you information about c. informed you for d. informed you with a 4) We will appreciate it very much, if you will ________ shipment before June 25. a. effect b. provide c. give d. bring5) Because of their excellent quality and low prices, you can be sure a that our products will no doubt help you _________ you market. a. expand b. expanding c. extended d. extendingb 6) As the matter is _________, we should like to have the information by the end of this week.a. urgentlyb. urgentc. promptlyd. prompt7) It is the newest product made by our company, and we recommend c _________ a small quantity for trial. a. being bought c. buying b. buy d. boughtd 8) When _________, please let us have your price on CIF 3%, stating the earliest shipment since the season is coming soon.a. being quotedb. quotedc. is quotingd. quotingII. Improving TrainingTranslate the following sentences into English: 1) 我们愿意与你方建立合作以便扩大市场。(cooperate, expand)We’d like to cooperate with you to expand the market2）我们很高兴地向你方试订以下家用电器。(place a trial order for)We are pleased to place a trial order with you for the following household electric appliance.3) 插图目录将提供给你方我们正在出口的其他产品情况。 (illustrated catalogue, give …information about)The illustrated catalogue will give you information about other items we are exporting4) 关于我方的贸易条件，见目录的第5页。(as to)As to our terms and conditions, please see page 5 of the catalogue.5）请报给我方最低FOB伦敦价。(quote)Please quote me the most favorable price FOB London.6) 请推荐我方市场急需的产品并提供相关的信息。(recommend, be in urgent need of)Please recommend the product which we are in urgent need of in our market and give relative information about that.7) 感谢10月18日的询盘来信，请相信我方将尽快寄给你方价目表和样品。 (be sure)Thank you for your enquiry of October 18, You may be sure that we will send you list of price and samples as soon as possible.8）由约翰逊先生推荐，很高兴地获悉你方生产并出口高品质的电子产品。 (on the recommendation of, of high quality)On the recommendation of Mr. Johnson, we are glad to learn that you producing electrical products of high quality .III. Letter-writing practice Please write a specific enquiry according to the following: 1) Name of commodity : CD player 2) On the basis of CIF Shanghai, you ask for: a. illustrated catalogue b. samples c. the lowest price d. delivery dateDear Sirs, We learn you from your website, we are very glad to be given to understand that you are producing CD player for export. We are interested in your products. We would appreciate it if you send us a copy of your illustrated catalogue, together with some samples. Please let us have your lowest quotation on CIF Shanghai, stating the earliest delivery date and your terms and condition on the transaction. We are looking forward to your urgent reply. Yours faithfully,IV. More exercises 1. Fill in the blanks with proper forms of given words:ship as to expand urgent detail enclose quote trial recommend illustrationAs to 1) _________ the models of your products, please send their samplestogether with your offer.illustrated 2) The price list is _________ with excellent picture. recommended 3) Your firm has been ___________ to us by the Italian CommercialCounselor’s Office in Beijing.urgently 4) We _________ require a large quantity of shoes and gloves ofdifferent sizes. 5) It would be very much appreciated if you could confirm theshipment _________ as soon as possible.6) We wish to get from you more information about the item, pleasedetailed send us the _________ illustration. quotation 7) We trust you will find our _________ satisfactory and look forward toreceiving your initial order.enclosing 8) We are _________ two copies of our sales contract. expanding 9) We are looking forward to _________ the business with you. trial 10) Your_________ order has been handled with great care, pleaseopen the covering L/C, which should reach us before October 10.2. Complete the following letter in English:Dear Sir, Our market is in need of handicraft articles in Canada. As 有稳定的需求there is a steady demandhere for high quality Chinese handicrafts, We would like you to send us as soon as possible your catalogues,样品以及有关产品的所有必要信息。samples and all necessary information about the goods.Meanwhile please quote us your温哥华CIF到岸的最低价，并说明最早的船 期。lowest price CIF Vancouver, stating the earliest date of shipment.Should your quality be suitable and the price competitive,我们将至少向贵公 司订购5,000件。we ‘ll be ready to place an order for at least 5,000 pieces with you.及时关注此事will be much appreciated。Your prompt attention to this letterYours faithfully3. Dictation:Dear Sirs, We are very pleased to receive your letter of September 1, showing your interest in our digital watches and extending the wish to place orders with us. As requested, we are enclosing a copy of our latest catalogue. As to our terms and conditions, please see page 3 of the catalogue. Under separate cover, we are sending you samples of various sizes and the brochure required. Because of the excellent quality and favorable price, you may be assured that our products will no doubt help you expand your market. We look forward to a trial order. Yours faithfully,Unit 2 Enquiry, Offer and Counter-offer 询盘，报盘和还盘0 1 2 3 4 5 introduction Lesson 4 General Enquiry Lesson 5 Specific Enquiry Lesson 6 Firm Offer Lesson 7 Counter-offer Sum―upLesson 6 Firm Offer 具有约束力的发盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled1.TEXTSpecimen 1 Firm offerSpecimen 2 Voluntary offerLesson 6 Firm Offer 具有约束力的发盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain points Make yourself skilledmake an offer , send an offer, give an offer 报盘 on offer 出售 put the offer out 向别处报盘 e.g. 我们按照你方的要求报盘各种袜子如下。 per your request, we on you terms and of socks as in a 1. offer Asv. an expressionoffer the various kinds conditionsfollows. 请报红茶实盘。 supply for black tea. Please offer us firm 报盘;供应，提供； offer n. 报盘 Or: Please make us an offer for black tea. 现向你方报1000支彩色工艺蜡烛的实盘。 e.g. 我们能以很具吸引力的价格给你方报盘大量今年产的花生。 We make you a firm offer for 1,000 color art candles. Or: We offer you you for 1,000 color art candles. year’s groundnuts at We can offer firm large quantities of this 此实盘是以你方6月6日前复到有效。 attractiveoffer is valid , subject to your reply arriving here before June 6. This price. Or: This firm offer is subject to your reply arriving here before June 6. counter offer 还盘 已收到你方3月3日的还盘，我们发现你们的价格是不现实的。 We have received your counter-offer of March 3, in which we found that your quotation was quite unrealistic. 对比quote 和 offer 用法: quote 报价，指报价格，不包括数量、交易、交货等。 offer 报盘，指的是交易的各种条件，如：货名、规格、数量、价格及答复期限等。 句式：quote sb. a price for sth. offer sb. sth. at (the price of) e.g.请给我方报500打真丝围巾的价格。 Please quote us for 500 dozen of silk scarves. Or: Please offer us 500 dozen of silk scarves.2. Arm yourself2. confirmv.verify, strengthen or make more firm 确认e.g. 兹确认昨天寄给你方的电报089号。句式：confirm with sb. a transaction of Now we confirm the sth./having 089 sent yesterday. confirm sth./ doing cable No. done sth. confirm that e.g. 我们确认已向你方电报下列商品实盘，以8月10日回复有效。 We confirm our offer, by cable, for the following commodities, subject to your reply reaching us by August 10 兹确认与你方的200箱铁钉的订货. We confirm the order of 200 cases of Iron nails. n. confirmation 确认，确认书 confirmation of sth. sales confirmation 销售确认书 e.g. 请电复以便我方确认。 Please cable us for confirmation3. for shipment during…装运期为……e.g. 五月装运 for shipment in May Or: for May shipment 或以“，”与前面相连，然后接 4. subject to May, or May shipment shipment in 以……为准，以……为条件e.g. 这批货物很易受天气影响。 e.g. 现给你方报盘，以先售为准。 We are giving you an offer, subject to our prior sale. The consignments are subject to weather 现报以下盘，以你方在8月20日前接受为有效。 change. We now make you an offer subject to your acceptance before Aug. 20. 这项发盘以我方最后确认为准。 subject to可用来表示实盘, 这里用“以收到你方来信为准”“ 以你方来信 到达 This offer is subject to our final confirmation . 我处为准”，举例： subject to the receipt of reply by us before… the arrival of your letter at our end before… receiving your reply before… the reply reaching us before… the reply before…5. notev. learn, know, understand注意，得悉，获知e.g. 请注意我方价格已降为每打2700美元。note that notice that Please note thatlearnprice has been reduced to USD$2,700 per note from…that our from…that e.g. dozen. 从报纸上得知贵公司正在生产各类手工棉布鞋，我们对此很感 兴趣。 We note from newspaper that you are producing various hand-made cotton shoes and we are quite interested in them.6. entertainv. consider, accept考虑，接受e.g. 我们的要处理的订单太多，很难再接受新的订货。e.g. 如果你方能提供有力证明，我们可以考虑接受你方索赔。 We are too heavily committed to be able to entertain fresh orders. If you can provide strong evidence, we can entertain your claim. 我们抱歉不能考虑你方3天前发来的报盘。 entertain counter offer 考虑接受还盘 entertain a proposal 考虑此建议 We regret being unable to entertain your offer sent 3 days ago. entertain a claim 接受索赔 entertain an order 接受定货7. without delaywith no delay , as soon as possible毫不耽搁的 不耽搁的e.g. 由于开立信用证延误了， 不能按合同装运。 Owing to the delay in opening the L/C, shipment cannot be made as contracted. 由于所报价格很低，有可能上升，我们建议你方立即订购。 As the prices quoted are low and likely to rise, we would advise you to place your order without delay. n. delay 耽误，耽搁 8. anticipate v. expect, look 期待 delay in sth. 在...方面的延误 forward to e.g. 装运延误会导致很大的损失。 e.g. 我们期待你方采取必要措施控制价格上涨。 Delay in shipment will result in great losses. We anticipate that you will e.g. 我们预计新货将于下月运到。 take necessary steps to control the We anticipate increasing price. that fresh supplies will arrive next month. anticipate 和 expect 的用法区别： anticipate sth./doing sth./that expect to do sth./sb. to do sth./that9. It occurs to us that 突然想起 e.g. v. occur 发生，想到 我们突然想起型号B可能会合适你们的要求。 It occurs that… It has occurred to us that Type B might suit your purpose as well.Sth. occurs prevent sth. from its occurrence e.g. 卖方应对运输途中出现的损失负责。 The seller should be responsible for the losses occurred in transaction. 一批……货 10. a stock offrom stock 可供现货 (supply sht. From stock) in n. stock有现货 (have sth. In stock) stock 存货 in stock 有现货 out of stock / no stock 无货 the complete stock 现货商品,整批货 e.g. 缝纫机现在没有货。 Sewing machine is e .g. 我们有50吨的现货。 out of stock now. Or: We’re out of stock of sewing machine. We have 50 tons in stock。我们可以供应这些商品的现货。 We can supply these goods from stock.11. sell off 卖出 e.g. 行市看涨，我们可利用此机会大量售出。 The market is strengthening, and we could avail ourselves of this sell out 卖完 opportunity 畅销 sell fast/ well to sell off.e.g. 货物以低于成本价售出。 The goods are sold off below prime cost.12. up to 达到，符合 e.g. 你方产品质量必须达到我们要求。 The quality of your goods must be up to our requirements.up to now 直到现在 up to your standard 达到你方标准 e.g. 质量不符合合同规定的标准。 The quality doesn’t measure up to the contracted standard.13. be prepared to readily 乐意，打算，准备好做… e.g. If your price is reasonable, we’re prepared to give you a large similar expressions: be prepared for sth. /be ready to （do sth.） order. e.g. 如你方同意我们要求，我们打算订购。 如你方价格合理，我们打算大量订购。If you agree to our requirements, we are prepared to place orders. 如你方价格合理，我们打算大量订购。 If your price is reasonable, we’re prepared to give you a large order. 14. in view of because of 鉴于，考虑到e.g. 鉴于你我之间长期的业务关系，我们给你们优先。 in view of our In view of sth. long friendly relation, we’ll give you the first chance.in view of the fact that + (sentence) e.g. 鉴于市场上价格波动频繁，我们愿意从中国购进杏仁。 In view of the fact that the price in the market fluctuated frequently, we’d prefer to purchase apricot from China. 鉴于你们是非洲国家的客户，我们将给你们优惠条件。 In view of the fact that you’re the customer from Africa, we’ll give you favorable terms.15. in the event of in case of 万一，以免 e.g. 我们应做好一切准备，以免遇到不可预见的困难。 We must make everything ready in the event of unforeseeable difficulties.句式： in the event that ，in case that e.g. 万一你方不感兴趣，我方将取消报盘。 we will put the offer out in the event that you are not interested.Lesson 6 Firm Offer 具有约束力的发盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain points Make yourself skilled3.Main pointsSpecimen 1 a. confirming the telex b. stating the details of the offer (name, price, quality, shipment, valid period) c. suggestion of acceptance d. expectation---early reply Specimen 2 a. reason for the offer b. stating the details of offer c. hope for a prompt replyChinese Version信件一 (和第五课的补充阅读一连接) 敬启者: 兹确认你方日电传，有关要求我方报大米和大豆开 罗成本加运费价的实盘。 今日上午电传报价：精白米三十公吨，每公吨成本加运费开罗到 岸价为2400美元，大豆二十公吨，每公吨成本加运费价开罗为2,800 美元。2006年七、八月份装运。以上报价为实盘，以日 前复到为有效。 该报价为最优惠价，恕不能还价。 近来该类产品市场价格上涨。 请贵公司把握机会，尽早下单为盼。 盼早复 谨上信件二 敬启者: 去年此时贵公司订购BS362型号12伏密封电池，当时已停止生产。 现有同类型产品CN233，我们突然想起贵公司可能会感兴趣，随 附简介说明。 现有存货共五百九十件，特惠价每件30英镑。大批订购可获八五 折优惠，整批购入则可享八折特惠。为感谢贵公司以往惠顾，特此给 予订购优惠。 极盼立即回复，如贵公司未欲订购，本公司亦能尽早向别处报盘。谨上Lesson 6 Firm Offer 具有约束力的发盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain points Make yourself skilled4. Make yourself skilledI Basic Training 1.Translate the following expressions into Chinese:CFR Singapore previous order favorable price voluntary offer descriptive leaflet the complete stock. firm offer a discontinued line新加坡成本加运费价 上次的订货 优惠价格 主动报价 简介(描述性传单 简介 描述性传单) 描述性传单 整批货有效发盘停止生产的货色2. Choose the best answer:b 1) Could you make us a firm offer_________ shoes?a. ofb. forc. offd. at2) The seller may cancel the contract and reserve the right toc claim _________buyer’s breach of contract.a. in case about b. in casec. in event ofd. in event3) In reply, we are making you the following offer: 10,000c pieces of T-shirt _________US$ 5 per piece, CFR 2%Copenhagen. a. about a. without b. to b. on c. at c. in d. in d. accordinga 4) The above offer is _________ engagement.5) We shall appreciate it if you will see to it that amendment isd cabled _________ delay.a. inb. out ofc. withind. withoutd 6) We offer these goods subject _________ their being unsold on receipt of your order. a. in b. with c. on d. to d 7) _________ the above, we would suggest that you accept our original offer without any delay.a. Becauseb. Asc. In case ofd. In view ofb 8) We hope you will quote us competitive _________ Liverpool _________ Printed Shirting.a. of CIF , forb. CIF ,forc. of CIF , ond. of CIF ,on9) We are pleased to inform you that the item you requested can be a supplied _________. a. from stock b. in stock c. out of stock d. of stockd 10) Shipment is to be made _________ 3 months on receipt of the relative L/C.a. inb. byc. duringd. withinII. Improving TrainingTranslate the following sentences into English: 1) 我方不能接受你方的条件，因为我方的报盘是很合理的。(acceptable, offer)Your terms and conditions suggested is not acceptable to us as the offer we made is quite reasonable.2) 我们的产品质量符合国际水平。(be up to)The quality of our goods measures (is) up to the international level.3) 价格要依据你们打算订购的数量而定。(subject to, purchase)The price of the goods is subject to the quantity you intend to purchase.4) 在你方订购之前，我们很乐意提供样本以便你们熟悉产品的质地和工 艺。(be prepared to, acquaint…with)Before you place an order, we are prepared to provide some samples to acquaint you with the material and workmanship.5) 鉴于你我之间友好的业务关系，我们这次就让步了，给你们5%的折扣。 5%的折扣 (in view of, make concession, allow a discount of)In view of our friendly business relations between us, we’d make concessions this time and allow you a discount of 5%.6) 兹确认我方已报你方核桃仁20公吨，每公吨伦敦CIF价2，500美元， 10月船期。(confirm, offer for… at)This is to confirm our offer for 20 M/T walnut meats at USD$2,500 per metric ton CIF London, and shipment will be made in October.7) 万一你方不能按要求装运，我们将撤消订单。 (in the event of, cancel the order, make shipment)We will cancel the order in the event that you can’t make shipment as requested.8) 我们突然想起要通知你方，由于需求量大，该盘有效期到2月10日截 止。(It occurs that…, great demand, remain firm)It occurs that we shall advise to you, because of great demand, our offer remains firm until February 10.III. Letter-writing practice:Please write a firm offer covering the following contents: a. b. c. d. Commodity: Sweaters in different colors Size: Large (L) Medium (M) Small (S)Package: Sweaters are wrapped in plastic bags and packed in standard export cardboard cartons Price: CIF 5% London per dozen in US$ L: 180 M: 160 S: 140e. f. g.Shipment: October Payment: By confirmed irrevocable L/C payable by draft at sight. Validity: before June 5, 2006.Dear Sirs, We are very pleased to have received your letter of enquiry dated April 9, showing your interest in our sweaters in different colors. In reply, we would like to make you, subject to your reply reaching us by June 5,the following offer: Commodity: Sweaters in different colors Size: Large (L) Medium (M) Small (S) Price: CIF 5% London per dozen in US$ L: 180 M: 160 S: 140 Shipment: October Payment: By confirmed irrevocable L/C payable by draft at sight. Package: Sweaters are wrapped in plastic bags and packed in standard export cardboard cartons. We are willing to allow a 5% discount for all orders over 1,000 pieces. You can rely on us to give your order immediately attention. Yours faithfully,IV. More exercises1. Choose the proper words given below to fill in the blanks: delay offer subject to take acceptableoccurred anticipating confirmation1.take If you decide to _________ advantage of our offer, kindly sendus your acceptance.2.We confirm your enquiry of July 3, asking us to make you aoffer (an) _________for our products.3.In reply to your previous fax, we are making you an offer asconfirmation ___________ . subject to We are making you the offer, _________ your acceptance4.before may 5.5.acceptable We trust the offer will be _________ to you and wait for yourorder with keen interest.6.occurred It has _________ to us that Type 32 might suit your purposejust as well.7.As the market is declining, we advise you to place an orderdelay without _________ .8.anticipating We are ___________ that you will place a trial order in thenear future.2.Translate the following sentences into English:1) 行市上涨，如你们立即确认订货，我们愿意给你方优惠价格。 (confirm, give favorable terms)The market price will rise. If you confirm order immediately, we’d give you favorable terms.2) 我们得知你方是生产铁钉的厂商，想知道你方能否供应圆形铁钉。 (note, supply)We note that you are manufacturer of Iron Nails and should like to know whether you can supply round Iron Nails.3) 我们一位顾客对你方产品感兴趣，想得到你方关于下述货物的报价。 (offer for)One of our clients takes interest in your products and wishes to have your CIF quotations for the items specified below.4) 请向我方发盘，说明包装，规格，可供应的数量及最早的装运期。 (indicate, the earliest date of shipment)Please send us your offer indicating packing, specification, quantity available and the earliest time of shipment.5) 我们期待你方价格优惠，否则没有成交的可能。(anticipate, favorable, get business done)We are anticipating your price is favorable, otherwise there is no possibility of getting business done.6) 由于库存的丝绒有限，需求却很大，此发盘有效期只为一个星期。 (firm, heavy demand, limited supply)This offer is firm for one week only because of the heavy demand for the limited supply of this velvet in stock.7) 我们渴望尽一切所能帮助你方开拓新的业务，并很乐意给你方优惠的 价格。(establish new business, be prepared to)We are anxious to do what we can to help you to establish your new business and are prepared to quote you a favorable price.8) 我们的报盘以报盘当日汇率为准。(subject to, foreign exchange rate)Our offer is subject to the foreign exchange rate at the date of offer.3.Translate the following letter into English:先生： 感谢贵公司5月4日的询盘， 应你方要求，报盘如下，以贵公司的答复于6月3 日前到达有效。 商品：数码相机 价格：每台 500美元，上海到岸价 500 数量：200台 装运期：2006年6月 包装方式：纸箱，每箱10台 付款条件：凭以卖方为受益人的不可撤消的跟单信用证支付 希望以上条件能为贵公司接受，期盼您的订单。 谨上Dear Sirs, Thank you for your enquiry dated May 4. As requested, we are making you the following offer subject to your reply arriving here before June 3. Commodity: digital cameras Price: US $ 500/pc CIF Shanghai Quantity: 200 pcs Shipment: June, 2006 Packing: 10 to a carton Terms of payment: By irrevocable documentary L/C in the seller’s favor We hope that the offer will be acceptable to you, and look forward to your order. Yours faithfully4. Translate the following offer into English:云杉牌男式衬衫，65%涤纶，35%棉，长袖，长领，一个胸口袋，各种颜色，各种尺寸，每件用塑料袋装，6件装一个盒子，每10打装一个木箱，共1000打，每打7.5英镑，含佣价5%，科威特成本、保险费加运费价，装船期10-11月，付款凭保兑的不可撤消信用证，装船前一个月内到达卖方，有效期至装船后15天。“Spruce” brand Men’s shirts of different colors and sizes, 65%decron, 35%cotton, long sleeves, long collar, one chest pocket. Every shirt is packed in plastics, six to a carton, ten dozens to a wooden box, 1,000 dozens in total, at price of GBP7.5 per dozen, CIF Kuwait 5%. Shipment will be effected in October-November, and it requires payment by confirm, irrevocable L/C, which will arrive at seller one month before shipment and is valid until 15 days after shipment.Unit 2 Enquiry, Offer and Counter-offer 询盘，报盘和还盘0 1 2 3 4 5 introduction Lesson 4 General Enquiry Lesson 5 Specific Enquiry Lesson 6 Firm Offer Lesson 7 Counter-offer Sum―upLesson 7 Counter-offer 还盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled1.TEXTSpecimen 1 Asking for price reductionSpecimen 2 Reply to the aboveLesson 7 Counter-offer 还盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled2.Arm yourself1. on the high side 偏高too high to work on …太高，无法进行下去(接受) be slightly higher 稍高 be 20% higher 高20% e.g. 很遗憾，你方所报价格太高，与现行的行市水平不一致。 We regret to say that the price you quoted is too high and out of line with the prevailing market level. 虽然我们很感谢你方对询盘的注意，但很抱歉的说你方报盘太高。 Though we thank you for your prompt attention to our enquiry, we are sorry to say that your offer is on the high side.2. leave …with only a small profit无利可图，获利很低n. profit 利益；收入；贷款 e.g. 接受你方当前的报价意味着亏损，更别说获利了。 Acceptance of your current price means lose, not to say profit.3. information indicates that消息表明, 迹象表明e.g. 有消息表明，美元的价值受到金融市场的影响而下跌。similar expressions: sources that the value of the dollar decline because Information indicates indicate information states that of the influence ofindication shows that the financial market. there is indication that v. indicate to show, to point out 指出，显示,说明，指示 e.g. 迹象表明，其他竞争者正以比你方价格低10%的价格出售同类产品。 Information indicates that other competitors are selling similar goods at a price 10% lower than yours. 请电报我方说明所有条件。 Please cable us soon indicating all the terms. n. indication 迹象，表明 indication shows that 迹象表明 there is indication that4. at a price 10% lower than…比……低10%的价格e.g. 我们希望能按比你们现在所报价格低10%的价格成交。 We sincerely hope to conclude the business at a price 10% lower than your quotation.5. reduce v. cut down 降低，减少句式： reduce by 幅度 reduce close this deal we shall further reduce (cut) our price. In order toto 从...降至 reduce…from …to…从……降至 这是我方的最低价格，我们不能再让了。 make a reduction of 降价幅度 make a reduction to 降价至 This is our reduction in 在……方面降价 make further reduction. make a rock-bottom price, we can’t e.g. 如你方能在报价上减少2%，我们将立即接受。 reduction n. 降价 If you can reduce your offer by 2%, we’ll accept it. Or: If you can make a reduction of 2% in price, we’ll accept it.e.g. 为了成交，我们将价格降得更低。6. leveln.price水平，情况e.g. 我们已与你地其他买主按我们的价格成交了业务。to…level concluded business with other buyers in your area at our 达到……水平(情况) We’ve market level 市场行情 level. e.g. 我们遗憾的说，你方报来的铁钉价格完全与我地市场行情不一致。 We regret to say that the price of iron nails you offer is completely out of line with our market level.7. whilethough，although，whereas虽然，但，而e.g. 虽然我方很想和你方交易，但还是不能接受你们的提议。 While we would like to do business with you, we cannot agree to your proposal. 虽然我们很感谢你方在推销我方产品方面所做的努力，但是我们仍不能 接受还盘。 While we thank you for your efforts in pushing the sale of our goods, we cannot accept your counteroffer.8.work onworkable开展，进行下去e.g. 我们正在处理你方的报盘并尽快给予答复。 We are working on that the price will reply as soon as high to We regret to say your offer and you quoted is too possible. 区别：work out 解决、做出、算出 e.g.work on 请尽快写一封还盘信。 Please work out a counter-offer letter as soon as possible.e.g. 很遗憾，你方所报价格太高，无法进行下去。9. We do not deny我们不否认e.g. 不否认我方的报价偏高，但是请注意我们的产品比同类的其他产品要 好得多。 We do not deny that our price is on the high side, but please note that our products are much better than other products of this type. 我们不否认你们的建议，但是要我们在8月5日之前安排装运确实是不 可能的了。 We do not deny what you suggested, but in fact, it is impossible for us to arrange shipment before August 5.10. invite your attention to 请注意 e.g. 我们请你方注意合同上规定的条款。 We’d like to invite your attention to the stipulated terms in the contract. pay/ give/ draw/ bring/ direct/ attract one’s attention to sth. e.g. 请贵方注意我们产品的质量，比你地区市场上的同类产品要好。 We invite your attention to the quality of our products, they are superior to other products of this kind in your district. 11. point out notice, remark 指出 e.g. 我们不得不指出，运来的货物品质与合同规定的不符合。 We have to point out that the quality of the goods shipped is note.g.up to the contract. 如在合同中指出的，在信用证中不能加入任何未经双方同意的条款。 As pointed out in the contract, you can’t insert in the L/C any terms not agreed upon by the two parties.12. be keen to adj. acute 敏捷的, 热心的，激烈的 e.g.be keen to do sth. 我们必须面对市场上的激烈竞争。 热切地想做…… with keen interest the 殷切 competition in the market. We should face keen keen 激烈竞争 13.regret competitionfeel sorry, disappointed, or distressed about 遗憾， v. to 惋惜 句式：regret that regret to do sth e.g. 很遗憾的是， 你们的货晚到了3个月。 regret being unable to Much to our regret, your goods were late for 3 months. sb. be regretful that sth. be regrettable that 我们感到很遗憾，你方报价与本地市场价格不相符合。 Difference between regretful and regrettable, 对比： We regret that your offer is not in line We are regretful that you can’t accept our offer. with the market price at It is regrettable that you can accept our offer. our end. with regret 遗憾地 n. regret e.g. 目前，我们不能介绍新的订单，为此表示遗憾。 At present, we 使我们遗憾的是 orders, for which we express our to our regret cannot accept newregret. 使我们遗憾的是，我们认为你方价格不实际。 Much to our regret, we found your price not to be realistic.14. meet sb. half way各让一半，折中处理e.g. 我们折中处理好吗？ e.g. 鉴于双方的友好关系，我们折中处理作为让步。 In view of our friendly relations, we would meet you half way as a Shall we meet each other half way? accommodation. 15.approval n. agreement 批准，同意obtain one’s approval of sth. e.g. 我们会尽力取得当局的进口许可证批准的。 v. approve 批准，同意 We will do our approve of sth. best to obtain the approval of the import license approve sth agree to sth. from the authority. e.g. 你的要求已被批准。 Your request has been approved of. 我们同意你方建议。 We approved your suggestion. 真诚的希望我方的要求得到你方的同意。 We sincerely hope that our request will meet with your approval.Lesson 7 Counter-offer 还盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain points Make yourself skilled3. Main pointsSpecimen 1 a. thanks for the offer b. declining the offer and giving the reasons c. counter-offer d. expectation of reply Specimen 2 a. thanks for the counter-offer b. rejection of price reduction and reasons c. offering the lowest price d. expectation of early replyChinese Version信件一 敬启者: 感谢你方5月20日来函，获悉有关大米和大豆的报价。 非常欣赏你方产品的优良品质，但遗憾的是你方的报价太高，即 使是相对质量的产品也偏高了。接受你方的报价便无利可图，因为本 地的主要需求是对于中等价位的产品的。 欣赏你方处理我方询盘的方式，希望有机会同你方达成交易。消 息表明，正在销售的同类日本产品比你方的报价低将近10%。想知道 你方是否能将价格降到此水平。 等候佳音，不胜感激。 谨上信件二 敬启者: 感谢你方日的来函，然而我们很遗憾地获悉大米和 大豆的报价对你方而言偏高，使交易无法进行，因为正在销售的同类 日本产品的价格比我们的低将近10%。 不否认你方所言，但是请注意我们产品的优良品质。不得不指出 的是我们的报价是相当现实的，而且其他的买主也能接受。 虽然我们很想和你方达成交易，但遗憾的是不能接受你方的还盘， 甚至不能各让一半。我们能做的最低价就是将先前的报价降2%。 相信能与你方达成一致，盼早复。 谨上Lesson 7 Counter-offer 还盘TEXT Arm yourself Main points Make yourself skilledTEXTArm yourselfMain pointsMake yourself skilled4.Make yourself skilledI Basic Training 1. Complete the following sentences by turning the Chinese into English:1) We do not不否认你方说的 不否认你方说的，but the price you offered is not 不否认你方说的 realistic.deny what you say2) Because of the 市场竞争激烈 we advise you place the initial 市场竞争激烈, order with us immediately.keen competition in the market3) Your 先前的报价 too high to work on. 先前的报价isprevious quotation4)We can not reduce the price to your level even to 折中处理 折中处理。meet you half way5)We write the letter asking for 降价 降价。price reduction6)Your quotation is 大约高出 大约高出10% than the European goods.approximately 10% higher7)We 提醒你方注意 提醒你方注意that the season is coming.invite your attention to the fact8)We 不得不指出 that in view of the unusual circumstances, we can’t reduce the price.have to point out that2. Choose the best answer:c 1) If you could make a reduction _________ 5% in quotation, please let us know. a. to b. by c. of d. at b 2) Much to our regret, we are unable to _________ the price to your level. a. change b. reduce c. decline d. lower d 3) It is _________ that the matter should still be hanging unsettled. a. regretful b. with regret c. regretted d. regrettable b 4) We think it advisable for you to make a _________ if you wish to remain competitive. a. reducing in price b. price reduction c. cutting price d. price cutting 5) We will place an order without delay if you would reduce your price c _________ 5% _________ your cotton shoes. a. of/to b. of/to c. by/in d. by/at6) You may be aware that some Indian dealers are lowering theirc prices. prices No doubt there is _________ competition in the market.a. high b. sharp c. keen d. large c 7) What we can do best is to _________ you half way. a. reduce b. come c. meet d. bring 8) Information indicates that some parcels of similar quality from other a sources are being sold _________ a level about 8% lower than yours. a. at b. of c. by d. with b 9) If you could see any chance to reduce the price to our _________ , there is a possibility to conclude the business. a. approval b. level c. request d. market a 10) Information _________ that the market is declining, so we recommend your acceptance. a. indicates b. demands c. makes d. bringsII. Improving TrainingTranslate the following sentences into English: 1) 我们认为你方价格不合适，我们各让一半好吗？(meet sb. half way)We note that your price is not reasonable, shall we meet us half way?2) 虽然我们很想和你方交易，但把价格降到你们所说的水平是不可能的， 因为我们将无利可图。(conclude business with, reduce price to, leave sb. with no profit)While we would like to conclude the transaction with you, we can’t reduce the price to the level you suggested because it will leave us with no profit.3) 我们希望能按比美国同类产品低10%的价格成交。(conclude the business, at a price ..lower than)We sincerely hope to conclude the business at a price 10% lower than those of similar products in America.4) 感谢你方3月14日的报盘，我们十分遗憾的指出你们的报价偏高。 (point out, on the high side)While we thank you for your offer of March 14, we point out with regret that your price is on the high side.5）虽然你方能在报价上减少2%，我们仍然不能接受。 (while, reduce, acceptable)While you can reduce your offer by 2%, it is not acceptable to us.6）有消息表明，此地销售的别国生产的产品的价格水平比贵方低3%左 右。(information indicate that…)Information indicates that some kinds of the said articles made in other countries have been sold here at a level about 3% lower than that of yours.7）如你方愿意降价，譬如说，降10%，也许能达成交易。 (reduce, conclude the deal)If you would reduce your price by, say 10%, we might conclude the deal.8）感谢贵方3月20日的报盘，但我们不得不告知贵方，夹克衫的价格过 高，不太符合本地市场的要求。(on the high side for the market)We are in receipt of your offer, however, we regret to inform you that the price of the jackets is on the high side for the market.III. Letter-writing practice:Translate the following letter into Chinese: 敬启者： 感谢你方4月5日对衬衫的报盘。 由于市场竞争激烈，我方遗憾告知不能接受你方的报价，因为获 利的空间不大。事实上，我们接到你地区的另一供货商的报盘，比你 方价格低10%。 鉴于我们长期的友好的贸易关系，建议你方至少降价8%。 盼佳音。 谨上Dear Sirs, We thank you for your offer dated April 5. Because of the keen competition in the market, we regret to inform you that we can not accept your quotation. It would leave us with only a small profit. Actually, we are receiving an offer from another seller, their price is 10% lower than yours. In view of our long friendly business relationship, we suggest that you reduce your price at least by 8%. We are looking forward to your favorable reply. Yours sincerely,V. More exercises 1. Fill in the blanks with proper forms of given words:reducereduction 1) Buyers ask for a _________ in price. reduce 2) In order to close this deal we shall further _________ our price. reduced 3) Our closely calculated price cannot be further _________.regretregrettable 1) It is _________ to decline your counter offer, however, we can not but do so. regretful 2) We are _________ that we did not advise you earlier. regret 3) We _________ to say that the quality does not measure up to the contracted standard.approvalapproval 1) We have tried our best to meet with your _________ in this business. approved 2) Your request has been _________of after our discussion. approve 3) We __________ of the fact that the price of raw material is declining,our quotation will be slightly reduced. handle 1) To give you a general idea of our products, we enclose a completehandled set of leaflets showing various products being _________ by thiscorporation.handle 2) What items do you mainly _________ ?3) We are the leading importer of electronics in Lagos, mainlyhandling _________ the import of the electronic goods.2 Translate the following sentences into English: 1) 我们希望能按比你们现在所报价格低10%的价格成交。 (conclude business, price … lower than)We sincerely hope to conclude the business at a price 10% lower than your quotation.2) 虽然我们尽力说服买主，但他们仍未接受。 (while)While we are desirous to persuade the buyer, they still do not accept.3) 如你方能在报价上减少2%，我们将立即接受。(reduce)If you can reduce your offer by 2%, we’ll accept it immediately.4) 由于所报价格很低，我们不可能再让步，否则我们无利可图。( make concession, leave sb. with a small profit)As the offer is low, we can’t make concession anymore or it will leave us with a small profit.5) 我们同意将价格从原来的每公吨1000美元降至现在的每公吨 990美元。( reduce from…to)We agree to reduce our price from USD$1000 per m/t to USD$990 per m/t.6) 从目前迹象来看,行市将继续下降. (present indications)From the present indications, the market will continue to be weak.7) 如你方能设法减价,比方说3%,我们准备再向你订购500台蝴蝶牌缝纫机,即 期装运。(reduce, be prepared to, place another order, prompt shipment)If you can see your way to reduce the price, say 3%, we’re prepared to place another order with you for 500 sets Butterfly Sewing machines for prompt shipment.8) 虽然我们很乐意利用你方所报的盘,但我方认为不能接受,因为你方价格比 一般价格高10%。 ( price…higher)Much as we’d like to avail ourselves of the offer made to us, we find it impossible to accept owing to your price being about 10% higher than the average.3. Translate the following letter into Chinese:Dear Sirs: We are in receipt of your letter of May 10 offering us 200 cameras at US $ 500/pc CIF Shanghai. In reply, we regret to inform you that our customers here find your price too high and out if line with the prevailing market level. You may be aware that some Japanese dealers are lowering their prices. No doubt there is keen competition in the market. We do not deny that the quality of your digital cameras is slightly better, but the difference in price should, in no case, be as much as 5%. On behalf of our customers, we make counter―offer as follows: “200 cameras at US $ 480/pc CIF Shanghai, other terms as per your letter of May 10” As the market is declining, we recommend your acceptance. Yours faithfully,先生： 贵公司5月10日函悉，报盘200台数码相机，单价为500美元，上 海到岸价。 兹复，很遗憾，我处客户认为你方价格过高，且与现行行市不一 致。贵公司可能了解，一些日本商人正在削价销售，毋庸置疑，市场 竞争激烈。 我们不否认贵公司的数码相机质量稍好，但差价决不至于高达5%。 我们谨代表客户还价如下： “200台数码相机，每台480美元上海到岸价，其他条件按你方5 月10函办理。” 由于行情下跌，建议你方早日接受。 盼早复。 谨上Unit 2 Enquiry, Offer and Counter-offer 询盘，报盘和还盘0 1 2 3 4 5 introduction Lesson 4 General Enquiry Lesson 5 Specific Enquiry Lesson 6 Firm Offer Lesson 7 Counter-offer Sum―upSum-up1) M typical expressions such as： ： You are recommended by…and we are interested in…； 承蒙……推荐你方给我们，我们对……感兴趣； We’re interested in …, we will be glad if you give us th 我们对……感兴趣，如你方能给我方关于这项商品的条件，我们将不胜 感激； We’re interested in …, we hope you could send us the latest pri 我们对……感兴趣，希望你方能给我们寄最新的价目表和目录； We are glad to establish business relations with you and hope you can give us a firm offer for …; 很高兴与你方建立业务关系，希望}