外贸函电Unit5市公开课一等奖省赛课微课金奖课件

Unit5OFFERSANDCOUNTER-OFFERS1/62Anofferisaproposaltogiveordosomething.Anofferofgoodsisapromisetosupplyorbuythegoodsonthetermsandconditionsstatedbyasellerorabuyer.Inanycase,thepersonwhomakestheofferisanofferor（要约人）andthepersontowhomtheofferismadeisanofferee.（受要约人）2/62Anofferofgoodsisusuallymadeeitherbywayofadvertisements,circularsandlettersorinreplytoenquiries.3/62Offersandcountersareimportantstagesindoingbusinessbecauseoncetheyareacceptedtherewillbecontracts.4/62offer:

1.报实盘句型：实盘是有使用期，普通用Subjectto…+date表示。1)n.makesomebodyafirmoffersubjecttoyourreplyreachingus+date.

WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30,.2)n.makesomebodyafirmofferonCIF/FOB/CFR…basis,subjecttoyourreplyreachingus+date.

WearemakingyouafirmofferonCIFVancouverbasissubjecttoyourreplyreachingusbeforeSeptember30.5/622.…报盘:offerof/for/onsomethingMaywehaveyouroffersfortheitemslistedinyourcatalogue?3.Offerofsomething:…数量报盘；…报盘Weareworkingonyourofferof1,000tonsofchemicalfertilizer.4.表示报盘有…天使用期Theofferisfirm/valid/open/goodfor…days.Thisofferisfirm/valid/open/goodfor5days.6/62Vt.1.offersomebodysomethingat…price+thetradeterm(CIF/CFR/FOB…)timeofshipment,termsofpaymentbyL/C,D/P,D/A,etc.Weofferyou2,000dozenMen’sShirtsatUS$54perdozen,net,CIFNewYork,shipmentAugust,termsofpaymentbyanirrevocableL/C.2.Offersomebodyfirmsomethingat…price以…价格向某人报某物实盘Weofferyoufirm3,000metrictonsofchemicalfertilizer.3.offersomebodysomethingFOB,CIF,etc.Pleaseofferusdozenwomen’sblousesFOBDalian.7/62Vi.Offerfirmfor…days.报实盘，使用期…天Weofferfirmfortendays.8/62Specimenletters1Dearsirs

wehaverecentlyreceivedanumberofenquiriesforyourlight-weightraincoatsandhavegoodreasontobelievethatwecouldplaceregularorderswithyouprovidedyourpricesarecompetitive.9/62Fromthedescriptioninyourcataloguewelearnthatyour“D.D.”rangeistheonemostsuitablefortheseclientsandshouldbegladifyouwouldsendusyourquotationsformen’sandwomen’scoats,inbothsmallandmediumsizes,deliveredC.I.F.Kuwait.

10/62Providedpricesareright,weshouldplaceafirstorderfor400raincoats,namely100raincoatseachofthefourqualities.Shipmentwouldberequiredwithinfourweeksoforder.Wewouldparticularlystresstheimportanceofpricesincetheprincipalmarkethereisformass-producedgoodsatpopularprices.11/62Provided(that)(=providing)

:oncondition(that),ifWecanplaceanorderwithyouprovidedyouallowus5%discount.Weacceptyourofferprovided(that)shipmentismadeinthefirsthalfoftheyear.WecanensurethesupplyofgoodsinMayprovidingyouopenyourL/Contime.12/62Specimenletters2Dearsirs

Thankyouforyourletterof15thJune.Wearegladtolearnoftheenquiriesyouhavehadfromyourcustomersforourraincoats.Our‘D.D.’rangeisparticularlysuitableforwarmclimates,andduringthepastyearswehavesuppliedthisrangetodealersinseveraltropicalcountries.Frommanyofthemwe13/62havealreadyhadrepeatorders,insomecasesmorethanone.Thisrangeispopularnotonlybecauseitislightinweight,butalsobecausethematerialusedhasbeenspeciallytreatedtopreventexcessivecondensationontheinsidesurface.14/62Forthequantitiesyoumentionwearepleasedtoquoteasfollows:“D.D.”Raincoats100men’smediumUSD13.00eachUSD1300.00100men’ssmall12.75each1275.00100women’smedium12.75each1250.00100women’ssmall12.25each1225.00NetC.I.F.KuwaitUSD5050.00Terms:ByL/Catsight15/62Shipment:

within3-4weeksofreceivingtheL/CThisquotationissubjecttoourfinalconfirmation.Wefeelyoumaybeinterestedinsomeofourotherproductsandenclosesomedescriptivebookletsandasupplyofsalesliteratureforusewithyourcustomers.Welookforwardtoreceivingyourorder.16/62Subjectto:

以……为准Theplanmaychangesubjecttotheweather.Anychangetotheorderissubjecttoourfinalconfirmation.Theofferissubjecttoourfinalconfirmation.17/62Specimenletters3DearsirsThankyouforyourletterofJune25offeringusyour‘D.D.”brandraincoats.Tobecandidwithyou,welikeyourraincoats,butyourpricesappeartobeonthehighsideascomparedwiththoseofother18/62makes.Itisunderstoodthattoacceptthepricesyouquotedwouldleaveuslittleornomarginofprofitonoursales.AsyouknowKuwaitisadevelopingcountry;itsprincipaldemandisforarticlesinthemediumpricerange.Weappreciateyourpromptresponsetoourenquiryandwouldliketotakethis19/62opportunitytoconcludesometransactionswithyou.Wewould,therefore,suggestthatyoumakesomeallowance,say10%onyourquotedpricessoastoenableustointroduceyourproductstoourcustomers.If,however,youcannotdoso,thenweshallhavenoalternativebuttoleavethebusinessasitis.20/62Foryourinformation,someparcelsfromHongkonghavebeensoldhereatamuchlowerprice.Wehopeyouwillconsiderourcounter-offerfavourablyandletushaveyouracceptancebytelex.Itmayinterestyoutoknowthatonceyouhaveopenedupamarkethere,youwouldhaveeveryadvantageofdevelopingabeneficialtradeintheGulf.21/62make:n.制造,牌子，类型，式样amachineofChinesemakeThiswatchhasgonewrong.Ishouldhaveboughtabettermake.WealsohavesimilaroffersfromKoreanmake.Theyare25%lowerthanyours.

22/62margin:盈余，毛利

grossmargin毛利；Weoperateonsmallmargins.marginofprofit利润空间anarrowmarginofprofit微利Ourmarginofprofitisverylimited,thereforeweareunabletogiveyoufurtherdiscount.leavesblittlemarginIfwegiveyouanother5percentdiscount,itwillleaveuslittlemarginonoursales.23/62SpecimenLetter4DearSirs

,ThankyouverymuchforyourenquiryofApril1forour100%CashmereSweaters.

WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30,:Men’s large US$50.00perpieceditto medium US$48.00perpieceditto small US$45.00perpieceWomen’s large US$47.00perpieceditto medium US$45.00perpieceditto small US$43.00perpiece24/62TheabovepricesarebasedonCIFVancouverbasisnet.Payment:ByconfirmedirrevocableL/Cpayablebydraftatsight.

Shipment:June/July,providedtheL/Creachestheselleronemonthbeforethetimeofshipment.Wearegladtoinformyouthatourproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality.Theyarejustwhatyouwantforthefashionabletradelikeyours.Theywillappealtodiscriminatingbuyers.25/62Wehavereceivedsomerepeatorders.Ourfactoriesarefullycommittedformonthsahead.Wesuggestyouplaceanorderassoonaspossible.Wearelookingforwardtohearingfromyousoon.Yoursfaithfully,26/62commit:vt.负担，承诺义务

commitoneself使….负担（某种义务)tobeheavilycommitted=tobefullybooked订货已满Weshalldoourbesttoadvanceshipmentbutwecan’tcommitourselves.Forthetimebeing,wecannotcommitourselvestoanyneworders.Asweareheavilycommitted,wearenotinapositiontotakeanyneworders.TheWorldBankiscommittedtohelpdevelopthenationaleconomyofdevelopingcountries.27/62placeanorder:订货

placeanorderwithsomebodyforsomethingTheyhaveplacedanorderwithusforbicycles.repeatorder续订货物initial/firstorder首批订货purchaseorder定货单quantity/largeorder大量订货28/62SpecimenLetter5DearSirs,ThankyouforyourletterofApril7,inwhichyouofferedus100%CashmereSweaters.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.Weoperateonsmallmargins.Itmeansheavylosstoustoacceptyourprices.WealsohavesimilaroffersfromKoreanmake.Theyare25%lowerthanyours.Welike29/62

thequalityanddesignofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say20%,onyourprices.Otherwisewehavetodeclineyouroffer.Wehopeyouwillconsiderourcounteroffermostfavourablyandletushaveyourreplysoon.

YoursfaithfullyA&DSupermarket

30/62accept:vt.相信，认可，同意acceptsomething;acceptthat;acceptdoingortodosomething.Iacceptthattheaircrafthasnochoicebuttocrashintothesea.31/62Specimenletters6

APriceconcession

DearSirs

WearesorrytolearnfromyourletterofApril14thatyoufindourofferof100%CashmereSweaterstoohightobeacceptable.Wealwaysdoourbesttomakeourcustomerssatisfied.However,thereisnotmuchroomtomakefurtherreductiononourprices.Thefactthatotherbuyersarebuyingfreelyatourpricesistheevidencethattheyarenotexcessive.Besides,wearesurethatourcompetitorscannotmatchourpriceandquality.32/62However,inordertomakethebusinesspossible,wearepreparedtoofferyouaspecialdiscountof5%ifyourorderexceedsUS$10,000.Thisisthebestwecando.Wehopethisnewofferwillenableyoutoplaceanorderwithus.

Wearelookingforwardtoyourearlyreply.

YoursfaithfullyChinaNationalImportandExportCorporation33/62room:u.n.+for:余地，理由

Thereisnoroomfordoubt.Thereseemssomeroomfornegotiation.There’sroomforimprovementinhiswork.Theyhavegivenmenobargainingroom.34/62reduction:降低，降低

areductionin/onthepriceofsomething某物价格下降

pricereduction减价Therewasaslightreductioninthepriceofoil.Thereisa10%reductiononthepriceofspringclothes.35/62exceed:begreaterthan比…大，超出

Supplyexceedsdemand.供大于求

exceedone’sauthority越权

Exportexceedsimportby3milliondollars.36/62SpecimenLetter7

Decliningacounteroffer

DearSirs

Re:Yourcounterofferofour100%CashmereSweatersThankyouforyourletterofApril22.Wearesorrytolearnyoufindourpricestoohigh.37/62Althoughwewouldliketodobusinesswithyou,weareverysorrythatweareunabletoentertainyourcounteroffer.Ourpricesarecarefullycalculated.Wehaveeventakenquantityordersintoconsideration.Wehavetopointoutthatwehavereceivedalotofordersfromotherbuyers,whichshowsthatourpricesarereasonable.38/62Atpresent,themarketfor100%CashmereSweatersisstrongwithupwardtendency.Itisnotlikelythatanysignificantchangewilltakeplaceintheforeseeablefuture.Itisinyourinteresttoplaceanorderwithusassoonasyoucan.WealsohaveCashmereSweaters,50%cashmere/50%wool.Theyareofthesamedesignbutmuchcheaperthan100%CashmereSweaters.39/62Weareenclosingourpricelistforsuchsweaters.Ifyouareinterested,pleaseletusknow.Wearelookingforwardtoreceivinganorderfromyou.

YoursfaithfullyChinaNationalImportandExportCorporation40/62entertainone’soffer:打算考虑某人报盘

entertainv.准备考虑Wecannotentertainyoursuggestionbecauseitdoesnotseemworkable.TheywouldnotentertainanypricelowerthanRMB￥1200perton.41/62take(something)intoconsideration:考虑到，顾及

I’vealreadytakeneverythingintoconsideration.inone’sinterest/intheinterestofsomebody为了….利益Itisinyourinteresttoacceptourpricenow.Itisinyourinteresttosettlethedifferenceinpaymenttermsassoonaspossible.Itistoourinteresttoclosethedealassoonaswecan.42/62LanguagesummaryHowtodescribeyourproducts1.Ourdesigniselegantandworkmanshipissuperior.2.Becauseoffinequalityandattractive/uniquedesignsofourproductstheyareagoodvalueforthemoney/price.3.Theyaresellingwell/verypopularintheNorthAmericanmarkets.43/624.Thisisamustforeveryhousehold.5.Thequalityofothermakesdoesnotmeasureuptothatofourproducts.44/62TalkingaboutpriceWehavecutthepricestotheminimumandourgoodsareunobtainableelsewhereatourrates.Ourpricesarefarmorecompetitivethanthoseofourrivalcompanies.3.Wehavemanagedtomaintainthepresentpricedespitetheincreasedcostofrawmaterials.45/624.ThoughpriceshavegoneupsteadilysinceJanuarywehavemanagedtokeepourquotationdown.5.Thereisnoroomtomakeanyfurtherreductioninpricesaswehavealreadycutthemtoabsoluteminimum.6.Yourbidisoutoflinewiththecurrentmarketprice.46/627.Weregrettosaythereisnopossibilitytocutthepricetotheextentyouindicated，i.e.…%.8.Ifyoucannotbringdownthepricetothemarketlevel,weshallhavetoswitchourrequirementstoothersuppliers.47/62HowtojustifyyourpriceIfyouareaseller:makeapriceconcessiononconditions2.talkaboutthecostofmaterials,therisingmarket,theordersfromothersourcestoshowyourpriceisreasonable.48/62Ifyouareabuyerandwanttoaskforpricereduction:Pointoutthedecliningmarket2.offersfromothersuppliersBoththebuyerandthesellershouldbepersuasiveandflexibleintheirnegotiation.Theyneedtofindacommonground.Sometimesasubstitutemaybeawayout.49/62Encouragingorders:Wehopeyouwillletushaveyourorderbeforefurtherrisesincostsmakepriceincreasesunavoidable.2.Allyouneedtodoistofillintheorderformanddropitintoamailbox/faxusimmediately.50/62Howtomakeanoffer1.Whenmakinganofferinresponsetoanenquiry,beginbyshowingappreciationforandmakingsummaryoftheenquiryincludingthenecessarydetailssuchasthedateoftheenquiryandthecommodityenquiredfor.2.Givedetailsoftheofferincludingprices,tradeterms,termsofpayment,shipment,discountonbulkpurchase,etc.Thefirmoffershouldhavevalidity.51/623.Youmayencouragethebuyertomakeaquickdecisionbytalkingaboutthemarketandthesupplysituation,thequalityoftheproduct,andapossibleincreaseofthepriceinthenearfuture.4.Endtheletterwiththehopeforanorderorareply.52/62Makingvoluntaryoffer1.Thevoluntaryoffershouldcometothepointdirectly.Therefore,youmaybeginbytellingyourreaderwhyyoumaketheoffer.Astheofferismadetoanoldcustomer,youshouldmakeyourlettersoundwarmandhuman.Itisagoodideatorefertopreviousbusiness.53/622.Maketheofferattractive.Youmayoffersomefavourabletermsthatarehardtoobtain:largerdiscount;guaranteedshipment;betterafter-salesservice,etc.3.Endtheletterbyurgingthebuyertoplaceanorder.54/62Translationexercise1.我们给你们报是最低价格，以这个价格我们已经与其它客户做了许多交易。2.我们昨天给你们发了传真，报千克花生，10月份装船。3.你方必须降价5%，不然没有成交可能。

4.我们认为你们价格与我地市场行情不符。

5.我们向你们报1000台彩色电视机实盘，以你方回复3月10日前抵达我方为准。6.行情上涨，我们提议你们马上订货。

55/62Wehavequotedyouourlowestprice,atwhichwehavedonebusinesswithalotofothercustomers.