Lesson 4 Offers
一、含义
报盘又称发盘，是商业交易磋商中买卖双方必经的过程。通常是一方先向另一方提出某种交易条件（如：上平名称、数量]规格、交货期以及付款条件等），而另一方愿意接受此条件，即交易合同成立。在国际业务中，报盘分实盘和虚盘两种。实盘是卖方按其所提供的条件达成交易目的的肯定承诺，一旦买方在规定的答复期限内接受了报盘，卖方将不得对盘中任何条款作任何修改。虚盘则对卖方没有这种约束力，在某些情况下，报盘中的具体条款仍可修改。
一般来讲，quotation and offer 都当报价讲，但是quotation 是指报价，没有实盘和虚盘之说；而offer 可以是firm offer or non-firm offer.
Firm offer 是发盘人按其提供的条件已达成交易目的地明确表示，具有法律效力。受盘人（offeree）一旦在有效期限内接受实盘中的内容和条件，发盘人就无权拒绝售货。一项实盘必须具备以下内容：
发盘的内容和词句必须肯定，不能用about, reference price（参考价） 等模棱两可的词。 发盘的内容明确完整，其内容应该包括quality, quantity, packing, price, shipment, payment and validity, etc.
发盘中不能有保留条件，如：以我方最后确认为准（subject to our final confirmation）或以货物的未售出为准 （subject to goods being unsold） 。
虚盘是发盘人所作的不肯定交易的表示。凡不符合实盘所具备的上述三个条件的发票，都是虚盘。虚盘无须详细的内容和具体条件，也不注明有效期。它仅表示交易的意向，不具有法律效力。出现下列一类，皆视为虚盘：
Without engagement.（不符任何责任）
Subject to prior sale. （有权先售）
All quotations are subject to our final confirmation unless otherwise. （所作报价，除特别注明外，须经我方确认后才能生效）
Our offer is subject to approval of export license. （出口许可证准许签证，我方报价才有效）
报价一定清楚、完整、具体。报价属于中性信息，布局采用平铺直叙法。
例1：实盘
Dear Mr. Ali；
Thank you for your letter of April 8, inquiring about our lithium rechargeable batteries for mobile phones. We are glad to offer you 5000 pieces lithium rechargeable batteries, style No.MTA190 at US 3.40 per piece FOB China. Shipment will be effected within 20 days after receipt of the relevant sight L/C in our favor issued by a bank acceptable to us.
This offer is valid for 10 days.
We are manufacturing various models of lithium batteries for mobile phone, and for many other applications. Please refer to the catalog enclosed for complete list of models and their specifications.
As you can see, prices from other makers are at least 20% higher than ours. We hope you can take advantage of this introductory price and send us your acceptance immediately.
If we can be of any further help, please let us know. We are only too happy to be of any service to you.
例2：虚盘
Dear Jones,
We offer 300 metric tons of polished long grain rice, 2005 crop, 15% broken, at USD220 per metric ton FOB Huangpu, for shipment during October/November 2005. Payment is to be effected by irrevocable sight L/C.
This offer is subject to goods being unsold.
Since the market is advancing, you will surely find our price competitive and we are looking forward to your immediate acceptance.
Yours truly,
二、Effective writing: Using common words
三、完整报价函的写作步骤
1. Thank the reader for his enquiry.
Thank you for your letter of
We have received your letter of
Your letter of has been received with thanks
We are in receipt of your letter
2. Show detailed information regarding price, discounts and payment terms
We will allow you 5% discounts
We can offer you
3. Show promise of shipment or delivery
We can assume you of our prompt shipment.
Shipment is to be effected
Delivery date is
4. Show validity of the offer
The offer is valid for
The offer is subject to
5. Express the wish that the offer can be accepted
We are awaiting your order.
We look forward to receiving your favorable reply.
Your early reply is appreciated.
四、Exerciles
I.Choose the best answer:
1. __c__we would like to close the business with you, we find your bid unacceptable. a. Much
b. However much
c. Much as
d. Despite
2. __a__ your counteroffer，we regret that we can’t accept it.
a. As regards
b. In regards to
c. With regards
d. In regards
3. the firm offer creates a power of acceptance，permitting the __b__by accepting the offer to
transform the offeror’s promise into a contractual obligation.
a. offer
b. offeree
c. firm offer
d. non-firm offer
4.__b__I in your position，I would decline this offer.
a. Was
b. Were
c. Be
d. Am
5.__a__the low stock of such goods，we would advise you to accept our offer immediately. a. Owing to
b. Because
c. Since
d. As
6. __a___you like other items，please let us know and we shall be only too pleased to make you offers direct.
a. In case
b. In the case
c. In this case
d. In that case
7. __a__our representative calls on you next week，he will make you an offer ____we feel sure will meet with your approval.
a. When…which
b. Who…which
c. When…with that
d. Whom…with it
8. Although the articles you require are __b___，we can offer you a substitute.
a. dropped
b. out of stock
c. sold out
d. heavily committed
9. As our stocks are rapidly ___c___，the maximum quantity we can supply is 100 tons. a. running
b. shortage
c. diminishing
d. stopping
10. As requested, we are pleased to quote you without engagement as ___a___.
a. follows
b. follow
c. following
d. followed
11. We are sending you by separate airmail a complete set of samples ___b___you will find them satisfactory.
a. to hope
b. hoping
c. hopefully
d. to hoping
12. As soon as we have ___a___your catalog，we shall contact you by fax.
a. studied
b. inspected
c. examined
d. researched
13. As soon as we resume___b___，we shall give priority to your orders.
a. supply
b. supplying
c. to supply
d. supplied
14. Our offer __c___ firm till August 31，that is，two weeks from today.
a. could be
b. for
c. will remain
d. is to
15. Please __b___to make your offer as soon as possible.
a. do the best
b. do your best
c. make the best
d. make your best
II. put the following into English:
1.如你方以竞争性价格报盘，我们能保证在当地大量销量。
If you make us an offer at competitive prices we can sell a large quantity in our district.
2.作为对你们还价的回应，我将降低3美元。
I’ll respond to your counter-offer by reducing our price by three dollars.
3.考虑到我们的长期业务关系，我们接受你们的还盘。
It is in view of our long-standing business relationship that we accept your counter offer.
4.希望早日报给我们机床的实盘，我们将不胜感激。
It will be appreciated if you will immediately let us have your firm offer for machine tools.
5.我的报价是以合理利润率为依据。
My offer was based on reasonable profit margin.
6.现在我们希望你们对我方报盘予以答复。
Now we look forward to your replying to our offer.
7.如果你们有意经营我公司其它产品，请告知你方要求。
If you are interested in dealing with us in other products, please inform us of your requirements.
8. 如果您对这些样品没兴趣，请告诉我们。我们乐于寄上其它适合贵地市场的样品 If you are not interested in any of these samples, let us know. We will be pleased to send you others which might better suit your market.
9.如果您认识某人对我们的产品感兴趣，请告诉我们，我们将乐于以公道的价格寄去样品。
If you know anybody who might be interested in our products, please let us know. We will be pleased to send samples with the best prices.
10.不少贸易商表示对投资也有兴趣。
Many traders showed their interest in investment.
III. Put the following into Chinese
1. Thank you for your interest in our products. We are now sending you our latest catalog and price list by courier service.
感谢你们对我方产品的兴趣，现以特快邮递寄去最新的商品目录和价目表。
2. They are not interested in small quantities.
他们对小数量不感兴趣。
3. We are now interested in purchasing substantial quantity of polyester cotton blended fabrics of the following specifications. Please quote your rock bottom prices.
本公司有意大量购买以下规格的混纺人造纤维，请贵公司报出最低价格。
4. We are now in need of the following specialties of your corporation:
我们现在需要贵公司以下特色产品：
5. We have recently extended our radio and television department and are now thinking of adding new ranges to our present stocks. We are particularly interested in your “panda”radio and “Rainbow”television receivers. Please send us your firm offer.
本公司新近扩大了收音机和电视机销售部门，如今有意将日前的货色，增加新式样。对于贵公司的“熊猫牌”收音机和“长虹牌”电视机，本店极为感兴趣，请报实盘。
6. We will let you know which item （s） we are interested in as soon as we receive the reference materials.
当我们收到参考资料，便即刻通知贵公司我们所感兴趣的货项。
7.Will you please send me a copy of your current typewriter catalog and price-list? I am particularly interested in portables，but require a machine suitable for fairly heavy duty, including stencil-cutting.
恳请贵公司寄来一份最新打字机目录表和价目单。我们对于手提式尤其感兴趣，但需要能胜任如刻打蜡纸等繁重工作的那一种。
8. One of our clients wishes to buy Chinese black tea. Please offer firm CIF EMP prices. 我们的一个客户想要购买中国红茶。请报欧洲主要港口到岸价实盘。
9. We are very much interested in your products advertised on China Foreign Trade. Please give us more detailed information about specifications，price and packing etc.
我们已看到贵公司在最近一期《中国对外贸易》上所做的广告，很感兴趣。请详细介绍你们产品的规格、价格、包装等情况。
10.Please note that the prices you quote should be on an FOB Hong Kong basis. Please send us additional detailed information and also a few pound of samples for our examination.
请注意，贵公司务必报香港离岸价。并请寄给我们详细的资料和几磅这两个品种的样品，供我们检测分析。
IV. Replace each of the following words with a more common word:
1. ascertain _____find out
2. commence _____ begin
3. considerable _____ much
4. interrupt _____ hinder
5. minimal _____ smallest
6. modification _____ change
7. proceed _____ go
8. supersede _____ replace
9. ultimate_____ last
10. verification _____ proof
Lesson 4 Offers
一、含义
报盘又称发盘，是商业交易磋商中买卖双方必经的过程。通常是一方先向另一方提出某种交易条件（如：上平名称、数量]规格、交货期以及付款条件等），而另一方愿意接受此条件，即交易合同成立。在国际业务中，报盘分实盘和虚盘两种。实盘是卖方按其所提供的条件达成交易目的的肯定承诺，一旦买方在规定的答复期限内接受了报盘，卖方将不得对盘中任何条款作任何修改。虚盘则对卖方没有这种约束力，在某些情况下，报盘中的具体条款仍可修改。
一般来讲，quotation and offer 都当报价讲，但是quotation 是指报价，没有实盘和虚盘之说；而offer 可以是firm offer or non-firm offer.
Firm offer 是发盘人按其提供的条件已达成交易目的地明确表示，具有法律效力。受盘人（offeree）一旦在有效期限内接受实盘中的内容和条件，发盘人就无权拒绝售货。一项实盘必须具备以下内容：
发盘的内容和词句必须肯定，不能用about, reference price（参考价） 等模棱两可的词。 发盘的内容明确完整，其内容应该包括quality, quantity, packing, price, shipment, payment and validity, etc.
发盘中不能有保留条件，如：以我方最后确认为准（subject to our final confirmation）或以货物的未售出为准 （subject to goods being unsold） 。
虚盘是发盘人所作的不肯定交易的表示。凡不符合实盘所具备的上述三个条件的发票，都是虚盘。虚盘无须详细的内容和具体条件，也不注明有效期。它仅表示交易的意向，不具有法律效力。出现下列一类，皆视为虚盘：
Without engagement.（不符任何责任）
Subject to prior sale. （有权先售）
All quotations are subject to our final confirmation unless otherwise. （所作报价，除特别注明外，须经我方确认后才能生效）
Our offer is subject to approval of export license. （出口许可证准许签证，我方报价才有效）
报价一定清楚、完整、具体。报价属于中性信息，布局采用平铺直叙法。
例1：实盘
Dear Mr. Ali；
Thank you for your letter of April 8, inquiring about our lithium rechargeable batteries for mobile phones. We are glad to offer you 5000 pieces lithium rechargeable batteries, style No.MTA190 at US 3.40 per piece FOB China. Shipment will be effected within 20 days after receipt of the relevant sight L/C in our favor issued by a bank acceptable to us.
This offer is valid for 10 days.
We are manufacturing various models of lithium batteries for mobile phone, and for many other applications. Please refer to the catalog enclosed for complete list of models and their specifications.
As you can see, prices from other makers are at least 20% higher than ours. We hope you can take advantage of this introductory price and send us your acceptance immediately.
If we can be of any further help, please let us know. We are only too happy to be of any service to you.
例2：虚盘
Dear Jones,
We offer 300 metric tons of polished long grain rice, 2005 crop, 15% broken, at USD220 per metric ton FOB Huangpu, for shipment during October/November 2005. Payment is to be effected by irrevocable sight L/C.
This offer is subject to goods being unsold.
Since the market is advancing, you will surely find our price competitive and we are looking forward to your immediate acceptance.
Yours truly,
二、Effective writing: Using common words
三、完整报价函的写作步骤
1. Thank the reader for his enquiry.
Thank you for your letter of
We have received your letter of
Your letter of has been received with thanks
We are in receipt of your letter
2. Show detailed information regarding price, discounts and payment terms
We will allow you 5% discounts
We can offer you
3. Show promise of shipment or delivery
We can assume you of our prompt shipment.
Shipment is to be effected
Delivery date is
4. Show validity of the offer
The offer is valid for
The offer is subject to
5. Express the wish that the offer can be accepted
We are awaiting your order.
We look forward to receiving your favorable reply.
Your early reply is appreciated.
四、Exerciles
I.Choose the best answer:
1. __c__we would like to close the business with you, we find your bid unacceptable. a. Much
b. However much
c. Much as
d. Despite
2. __a__ your counteroffer，we regret that we can’t accept it.
a. As regards
b. In regards to
c. With regards
d. In regards
3. the firm offer creates a power of acceptance，permitting the __b__by accepting the offer to
transform the offeror’s promise into a contractual obligation.
a. offer
b. offeree
c. firm offer
d. non-firm offer
4.__b__I in your position，I would decline this offer.
a. Was
b. Were
c. Be
d. Am
5.__a__the low stock of such goods，we would advise you to accept our offer immediately. a. Owing to
b. Because
c. Since
d. As
6. __a___you like other items，please let us know and we shall be only too pleased to make you offers direct.
a. In case
b. In the case
c. In this case
d. In that case
7. __a__our representative calls on you next week，he will make you an offer ____we feel sure will meet with your approval.
a. When…which
b. Who…which
c. When…with that
d. Whom…with it
8. Although the articles you require are __b___，we can offer you a substitute.
a. dropped
b. out of stock
c. sold out
d. heavily committed
9. As our stocks are rapidly ___c___，the maximum quantity we can supply is 100 tons. a. running
b. shortage
c. diminishing
d. stopping
10. As requested, we are pleased to quote you without engagement as ___a___.
a. follows
b. follow
c. following
d. followed
11. We are sending you by separate airmail a complete set of samples ___b___you will find them satisfactory.
a. to hope
b. hoping
c. hopefully
d. to hoping
12. As soon as we have ___a___your catalog，we shall contact you by fax.
a. studied
b. inspected
c. examined
d. researched
13. As soon as we resume___b___，we shall give priority to your orders.
a. supply
b. supplying
c. to supply
d. supplied
14. Our offer __c___ firm till August 31，that is，two weeks from today.
a. could be
b. for
c. will remain
d. is to
15. Please __b___to make your offer as soon as possible.
a. do the best
b. do your best
c. make the best
d. make your best
II. put the following into English:
1.如你方以竞争性价格报盘，我们能保证在当地大量销量。
If you make us an offer at competitive prices we can sell a large quantity in our district.
2.作为对你们还价的回应，我将降低3美元。
I’ll respond to your counter-offer by reducing our price by three dollars.
3.考虑到我们的长期业务关系，我们接受你们的还盘。
It is in view of our long-standing business relationship that we accept your counter offer.
4.希望早日报给我们机床的实盘，我们将不胜感激。
It will be appreciated if you will immediately let us have your firm offer for machine tools.
5.我的报价是以合理利润率为依据。
My offer was based on reasonable profit margin.
6.现在我们希望你们对我方报盘予以答复。
Now we look forward to your replying to our offer.
7.如果你们有意经营我公司其它产品，请告知你方要求。
If you are interested in dealing with us in other products, please inform us of your requirements.
8. 如果您对这些样品没兴趣，请告诉我们。我们乐于寄上其它适合贵地市场的样品 If you are not interested in any of these samples, let us know. We will be pleased to send you others which might better suit your market.
9.如果您认识某人对我们的产品感兴趣，请告诉我们，我们将乐于以公道的价格寄去样品。
If you know anybody who might be interested in our products, please let us know. We will be pleased to send samples with the best prices.
10.不少贸易商表示对投资也有兴趣。
Many traders showed their interest in investment.
III. Put the following into Chinese
1. Thank you for your interest in our products. We are now sending you our latest catalog and price list by courier service.
感谢你们对我方产品的兴趣，现以特快邮递寄去最新的商品目录和价目表。
2. They are not interested in small quantities.
他们对小数量不感兴趣。
3. We are now interested in purchasing substantial quantity of polyester cotton blended fabrics of the following specifications. Please quote your rock bottom prices.
本公司有意大量购买以下规格的混纺人造纤维，请贵公司报出最低价格。
4. We are now in need of the following specialties of your corporation:
我们现在需要贵公司以下特色产品：
5. We have recently extended our radio and television department and are now thinking of adding new ranges to our present stocks. We are particularly interested in your “panda”radio and “Rainbow”television receivers. Please send us your firm offer.
本公司新近扩大了收音机和电视机销售部门，如今有意将日前的货色，增加新式样。对于贵公司的“熊猫牌”收音机和“长虹牌”电视机，本店极为感兴趣，请报实盘。
6. We will let you know which item （s） we are interested in as soon as we receive the reference materials.
当我们收到参考资料，便即刻通知贵公司我们所感兴趣的货项。
7.Will you please send me a copy of your current typewriter catalog and price-list? I am particularly interested in portables，but require a machine suitable for fairly heavy duty, including stencil-cutting.
恳请贵公司寄来一份最新打字机目录表和价目单。我们对于手提式尤其感兴趣，但需要能胜任如刻打蜡纸等繁重工作的那一种。
8. One of our clients wishes to buy Chinese black tea. Please offer firm CIF EMP prices. 我们的一个客户想要购买中国红茶。请报欧洲主要港口到岸价实盘。
9. We are very much interested in your products advertised on China Foreign Trade. Please give us more detailed information about specifications，price and packing etc.
我们已看到贵公司在最近一期《中国对外贸易》上所做的广告，很感兴趣。请详细介绍你们产品的规格、价格、包装等情况。
10.Please note that the prices you quote should be on an FOB Hong Kong basis. Please send us additional detailed information and also a few pound of samples for our examination.
请注意，贵公司务必报香港离岸价。并请寄给我们详细的资料和几磅这两个品种的样品，供我们检测分析。
IV. Replace each of the following words with a more common word:
1. ascertain _____find out
2. commence _____ begin
3. considerable _____ much
4. interrupt _____ hinder
5. minimal _____ smallest
6. modification _____ change
7. proceed _____ go
8. supersede _____ replace
9. ultimate_____ last
10. verification _____ proof