Unit 5 Quotations, Offers and

Counter-offers
Points for Attention:
发盘一般用通函，信件或者答复询价的方法来
进行。在答复询价时，可寄送报价单。完整的
发盘应包括下列几点：
1. 对询价表示感谢
2. 表明价格，折扣及付款条件的细节
3. 详细说明价格包含的内容（如运费，保费等）
4. 对交货期或装运期的承诺
5. 报价的有效期
6. 表达希望
实盘有效期的表示：
1. Subject to your reply reaching us by
(before)…
2. Subject to your reply(acceptance)here
within …days
3. This offer is firm(open, valid. Good) for
… days.
虚盘的表示：
1. Without engagement (obligation)
2. Subject to prior sale
3. Subject to our final confirmation
拒绝接受发盘的信应包括以下几点：
1. 对发盘表示感谢
2. 对不能接受表示遗憾
3. 如适当可还盘
4. 提示一起做生意的其他机会
东南大学远程教育

外贸函电
第 十六讲

主讲教师：任凤慧
Letter 1
We have examined your proposal to place
an order for a guaranteed minimum
number of our new products in return
for a special allowance,but after
considering it carefully, we feel it would
be better to offer you a special
allowance on the following sliding scale
basis
Letter 2
1. We are pleased to make you a special
offer, subject to our final confirmation,
as follows:
2. Make sb an offer for sth.
3. Shipment is to be made in three equal
monthly installments beginning from
December, 2001. Payment is by L/C at
sight.
Letter 3
1. In reply, we are making you, subject
to your reply reaching us by April 15,
the following offer:
2. Our colour TV sets are of top quality
and reasonable price
3. Take advantage of : 利用
Letter 4
1. Your prices appear to be on rather
high side
2. We will appreciate it very much if you
will consider our counter-offer most
favourably and fax us your acceptance
as soon as possible.
东南大学远程教育

外贸函电
第 十七 讲

主讲教师：任凤慧
Letter 5
1. In reply to your letter of April 6
requesting a 10% reduction in price,
we regret we find it very difficult to
comply with.
2. Convince sb.of sth. 使某人确信
Word study
Offer
Draft
Price
Exercises

I. Translate the following

1. In return for
回报
2. Conditions of sales
销售条件
3. Be in receipt of
收到
4. Quotation
报价
5. As per
按照
6. Annual total purchase
每年总购买量
7. Similar products
类似产品
8. Make sb.an offer
向某人发盘
9. Assure sb.of sth
使某人确信
10. Commission on a sliding-scale basis
递加佣金
11. Non-firm offer
虚盘
12. Firm offer
实盘
13. Subject to our final confirmation
以我方最后确认为准
14. The minimum quantity for order
最低起订量
15. A trial order
试订
16. After-sales service
售后服务
17. Make shipment in three equal monthly
分三个月每月平均装运
18. At buyer’s option
由买方选择
19. Push the sales of new products
推销新产品
20. Art. No
货号
东南大学远程教育

外贸函电
第 十八 讲

主讲教师：任凤慧
III.
1. Must: 去掉
2. Declined: invalid
3. Offer: offering
4. Item: intems
5. In : 去掉
6. At: of
7. As: as per
8. With : at
9. For: to
10. Result from : result in
Translate the following sentences
1. 我们确认已向电报下列商品实盘，以9
月20日前复到有效。
We confirm having cabled you a firm
offer for the following goods, subject
to your reply reaching us by
September 20.
2. 获悉你地市场对核桃有很大需求，兹附
上第6868号报价单供参考。
We have learned that there is a good
demand for walnuts in your market,and
take this opportunity of enclosing our
Quotation Sheet No.6868 for your
consideration.
东南大学远程教育

外贸函电
第 十九 讲

主讲教师：任凤慧
3. 你方6月3日来电要求我们报第33号毯子。
现确认我方于6月6日电报向你方报盘如
下，该盘不受约束。
In reply to your cable of June 3, which
asked us to make an offer for our
Blanket No.33, We wish to confirm our
cable despatched on June 6 offering
you without engagement the following.
4. 你方7月9日来函收悉，谢谢，很遗憾，
你方价格偏高，无法成交。
While we thank you for your letter
dated July 9, we find it very regrettable
to point out that your prices appear to
be on the high side and that there is no
possibility of business
Writing
Write a letter for a curtain material
manufacturer, with a quotation enclosed
therein, giving favourable comments on
the goods offered and recommending
their client’s acceptance.
Dear sirs,
We thank you for your enquiry of 30th
November and enclose our quotation
for curtain materials.
We have made a good selection of
patterns and sent them to you today by
post. Their fine quality, attractive
designs and the reasonable prices
at which we offer them will convince you
that these materials are really of good
value. There is a heavy demand for our
goods from house furnishers in various
districts and regions, which we are
finding it difficult to meet , but provided
that we receive your order within the next
ten days, we will give priority to it for
prompt delivery.

Your early reply will be appreciated.

Yours faithfully