第五章Q u o t a t i o n s a n d O f f e r s报盘
第一节T h e S t e p s o f W r i t i n g Q u o t a t i o n L e t t e r s报盘信的写作步骤
报盘是买方将某种产品按一定的交易条件（包括数量、价格、交货期、付款条件等）向买方表达成交的愿望。在国际业务中，报盘分实盘（f i r m o f f e r）和虚盘（n o n-f i r m o f f e r）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。
实盘是发盘人（O f f e r e r）按其提供的条件以达成交易目的的明确表示。实盘具有法律效力。受盘人（O f f e r e e）一旦在有效期限内接受实盘上的条件和内容，发盘人
就无权拒绝售货。一项实盘必须具备：
1〃发盘的内容和词句必须肯定，不能用…大约（a b o u t）?，…参考价（r e f e r e n c e p r i c e）?等摸棱两可的词。
2〃发盘的内容明确完整，其内容应包括商品品质（Q u a l i t y），数量（Q u a n t i t y），包装（P a c k i n g），价格（P r i c e），装运（S h i p m e n t），支付（P a y m e n t），有效期（V a l i d i t y）等。
3〃发盘中不能有保留条件如：以我方最后确认为准s u b j e c t t o o u r f i n a l
c o n f i r m a t i o n；以货物的未售出为准s u b j e c t t o g o o
d s b
e i n g u n s o l d
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盘，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。出现下列一类的词句者，皆为虚盘：
-W i t h o u t e n g a g e m e n t.
不负任何责任。
-s u b j e c t t o p r i o r s a l e
有权先售。
-A l l q u o t a t i o n s a r e s u b j e c t t o o u r f i n a l c o n f i r m a t i o n u n l e s s o t h e r w i s e s t a t e d.
所作报价，除特别注明外，须经我方确认后方能生效。
-O u r o f f e r i s s u b j e c t t o a p p r o v a l o f e x p o r t l i c e n s e.
出口许可证准许签证，我方报价才有效。
完整的报价应包括下列要点：
1〃对询价表示感谢；（T h a n k t h e r e a d e r f o r t h e i r e n q u i r y）
情景搭配用语：（U s e f u l E x p r e s s i o n s）
●T h a n k y o u f o r y o u r l e t t e r o f（d a t e d）…（感谢你方……的来信。）
●W e h a v e r e c e i v e d y o u r l e t t e r o f（d a t e d）…（收到你方……的来信。）
●Y o u r l e t t e r o f…h a s b e e n r e c e i v e d w i t h t h a n k s.（感谢收到你方……的来信。）
●W e a r e i n r e c e i p t o f y o u r l e t t e r…（收到你方……来信。）
●W e a c k n o w l e d g e r e c e i p t o f y o u r l e t t e r d a t e d…（感谢收到你方……的来信。）
2〃表明价格、折扣及付款条款的细节；（D e t a i l e d i n f o r m a t i o n r e g a r d i n g p r i c e, d i s c o u n t,a n d p a y m e n t t e r m s）
情景搭配用语：（U s e f u l E x p r e s s i o n s）
●W e w i l l a l l o w y o u5%d i s c o u n t…（我们会给你方5%的折扣。）
●W e c a n o f f e r y o u…（我们可以报……）
●W e a r e e n c l o s i n g o u r c a t a l o g u e…（寄上我方报价单……）
3〃对交货期或装运期的承诺；（P r o m i s e o f s h i p m e n t o r d e l i v e r y）
情景搭配用语：（U s e f u l E x p r e s s i o n s）
●W e c a n a s s u r e y o u o f o u r p r o m p t s h i p m e n t…（我们保证会立即装运。）
●S h i p m e n t i s t o b e m a d e…（装运在……）
●D e l i v e r y d a t e…（装运期……）
4〃报价的有效期；（V a l i d i t y o f t h e o f f e r）
情景搭配用语：（U s e f u l E x p r e s s i o n s）
●T h e o f f e r i s v a l i d f o r…（此报价有效期……）
●T h e o f f e r i s s u b j e c t t o…（此报价以……为准。）
●T h e o f f e r r e m a i n s o p e n f o r…（此报价有效期……）
5〃在结束时，应表示希望该报价能被接受。（W i s h i n g t h a t t h e o f f e r c a n b e
a c c e p t e d）
情景搭配用语：（U s e f u l E x p r e s s i o n s）
●W e a r e a w a i t i n g y o u r o r d e r.（希望收到你方订单。）
●W e l o o k f o r w a r d t o r e c e i v i n g y o u r f a v o r a b l e r e p l y.（希望收到你方肯定答复。）
●Y o u r e a r l y r e p l y i s a p p r e c i a t e d.（感谢你方早日回复。）
第二节T h e P r i n c i p l e s o f Q u o t a t i o n L e t t e r s报盘信的写作原则
许多公司通过目录、手册、以及附有短信或卡片的相关材料感谢询盘。在大多数情况下，卡片或短信不太人性化。但是，有时用简单的信函表示感谢还是一种合适的方式。
收到询价信时，尽可能简洁清楚地回答问题。如果你不能回答询问中的问题，应解释原因并提供可能的其他解决方式。
重要的是在回复前在客户的询价时要留下良好的印象。当然，最好的印象会通过你所提供给对方的材料或信息而留下。
报价时一定要完整、清楚、具体。
第三节T e x t E x p l a n a t i o n a n d V o c a b u l a r yⅠ课文分析和词汇1
D e a r S i r s,
W e t h a n k y o u f o r y o u r e n q u i r y o f23r d S e p t e m b e r f o r S i l k6311.W h i l e w e
a p p r e c i a t e y o u r e f f o r t s i n p u s h i n g t h e s a l e1o f o u r p r o d u c t s, w e v e r y m u c h r e g r e t2t h a t w e a r e n o t i n a p o s i t i o n t o3o f f e r4y o u t h e d e s i r e d q u a l i t y, o w i n g t o5e x c e s s i v e6d e m a n d7.（对询盘的感谢，并表示对询盘的态度）
H o w e v e r,w e s h o u l d l i k e t o t a k e t h i s o p p o r t u n i t y t o8o f f e r w i t h o u t e n g a g e m e n t9t h e f o l l o w i n g10m a t e r i a l a s a c l o s e s u b s t i t u t e f o r11y o u r c o n s i d e r a t i o n12:（具体报价）
500p i e c e s S i l k6103a t D M4.8013p e r y a r d14
C I F H a m b u r g,i n c l u d i n g y o u r c o m m i s s i o n o f3%
A s a m p l e c u t t i n g i s e n c l o s e d15f o r y o u r r e f e r e n c e.I f y o u a r e a b l e t o16c l o s e b u s i n e s s a s w e p r o p o s e17h e r e,p l e a s e t e l l u s a s s o o n a s p o s s i b l e18.（希望与对方做生意）
Y o u r s f a i t h f u l l y,
E n c.
讲解：
第一段：
W e t h a n k y o u f o r y o u r e n q u i r y o f23r d S e p t e m b e r f o r S i l k6311.W h i l e w e
a p p r e c i a t e y o u r e f f o r t s i n p u s h i n g t h e s a l e1o f o u r p r o d u c t s, w e v e r y m u c h r e g r e t2t h a t w e a r e n o t i n a p o s i t i o n t o3o f f e r4y o u t h e d e s i r e d q u a l i t y,o w i n g t o5e x c e s s i v e6d e m a n d7.
1〃P u s h t h e s a l e o f推销。
例：T h a n k y o u f o r h e l p i n g u s p u s h t h e s a l e o f s l i p p e r s.（感谢你们为我方推销拖鞋。）
2〃r e g r e t遗憾。R e g r e t t o d o s t h,或r e g r e t d o i n g s t h。
例：
（1）W e r e g r e t t o s a y y o u r p r i c e i s r a t h e r o n t h e h i g h s i d e.（很遗憾你方价格偏高。）（遗憾将要发生的事。）
（2）W e r e g r e t n o t b e i n g a b l e t o a c c e p t i t.（很遗憾不能接受你方价格。）（遗憾已经发生的事。）
3〃B e i n a p o s i t i o n t o能够。强调客观上允许做某事。B e i n a p o s i t i o n t o通常不与条件从句连用。
例：
（1）W e a r e n o t i n a p o s i t i o n t o p r o m i s e y o u t h a t w e w i l l m a n u f a c t u r e i t i n t h e n e a r f u t u r e.（我们不能承诺不久就可以生产这种商品。）
（2）W e a r e n o t i n a p o s i t i o n t o t a k e o n n e w b u s i n e s s a t p r e s e n t.（我们目前不能
接受新订货。）
4〃O f f e r报价，报盘。可以用作动词或名词。用法如下：
o f f e r s b a p r i c e，m a k e（s e n d）s b a n o f f e r f o r s t h
（1）P l e a s e m a k e u s a n o f f e r f o r100m e t r i c t o n s o f w a l n u t s.
请给我们报盘100公吨核桃。
（2）W e c a n o f f e r y o u v a r i o u s k i n d s o f i r o n n a i l s.
我们可以给你们报盘各种铁钉。
（3）W e c a n o f f e r y o u l a r g e q u a n t i t i e s o f t h i s y e a r?s p e a n u t s a t a t t r a c t i v e p r i c e.
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。
名词o f f e r常与动词m a k e/s e n d/g i v e/c a b l e等连用。后接介词f o r或o n/o f，接f o r 最普通，买方提及卖方的报盘时，接o f较好。
例：P l e a s e s e n d u s a f i r m o f f e r f o r20m e t r i c t o n s w a l n u t m e a t.（请给我报20公吨核桃仁的实盘。）
动词o f f e r可以及物，也可以不及物。及物时可以用双宾语。
例：W e f a x e d b a c k t h i s m o r n i n g，o f f e r i n g y o u 250 m e t r i c t o n s G r o u n d n u t s a t￥500 p e r m e t r i c t o n C N F C o p e n h a g e n f o r s h i p m e n t d u r i n g O c t o b e r/N o v e m b e r.（我方今晨传真回复，报你250公吨花生每公吨500元哥本哈根成本加运费价十月/十一月装运。）5〃o w i n g t o由于。
o w i n g t o与d u e t o，o n a c c o u n t o f，b e c a u s e o f都当因为、由于解。用作表语时，一般用d u e t o；用作状语时可通用。
例：T h e m a r k e t h a s d e c l i n e d o w i n g t o t h e d e c r e a s e i n d e m a n d.（行情跌落是由于需求减少所致。）
6〃E x c e s s i v e过多的。
例：T h e r e i s a n e x c e s s i v e s u p p l y o f J a p a n e s e T V s e t s.（日本产的电视机供应过剩。）
7〃D e m a n d名词，需求。动词，需要。
例：
（1）S u p p l y e x c e e d s d e m a n d.（供大于求。）
（2）T h e y d e m a n d l a r g e q u a n t i t i e s o f t e x t i l e s.（他们需要大量的纺织品。）讲解：
第二段：
H o w e v e r,w e s h o u l d l i k e t o t a k e t h i s o p p o r t u n i t y t o8o f f e r w i t h o u t e n g a g e m e n t9t h e f o l l o w i n g10m a t e r i a l a s a c l o s e s u b s t i t u t e11f o r y o u r c o n s i d e r a t i o n12:
500p i e c e s S i l k6103a t D M4.8013p e r y a r d14
C I F H a m b u r g,i n c l u d i n g y o u r c o m m i s s i o n o f3%
8〃t a k e t h i s o p p o r t u n i t y t o利用这个机会……
例：W e t a k e t h i s o p p o r t u n i t y t o i n t r o d u c e u s a s a l e a d i n g i m p o r t e r o f t e x t i l e s i n
t h i s c i t y.（作为这个城市最大的纺织品进口商，我们利用此机会介绍自己。）9〃w i t h o u t e n g a g e m e n t不受约束的。
例：T h i s o f f e r i s m a d e w i t h o u t e n g a g e m e n t.（此报盘是虚盘。）o f f e r报盘。
10〃t h e f o l l o w i n g下面的，后面接名词。
例：W e o f f e r t h e f o l l o w i n g p r i c e w i t h o u t e n g a g e m e n t.（我们报出下列价格，不受约束。）
11〃s u b s t i t u t e名词，替代品
12〃f o r y o u r c o n s i d e r a t i o n供你考虑。类似的还有：f o r y o u r r e f e r e n c e等。
例：S a m p l e s a r e s e n t f o r y o u r c o n s i d e r a t i o n.（样品寄给你方供你考虑。）
13〃D M4.80，D M意思是德国马克。
14〃p e r y a r d每码。P e r每个，Y a r d一种基本长度单位，码。
讲解：
第三段：
A s a m p l e c u t t i n g i s e n c l o s e d15f o r y o u r r e f e r e n c e. I f y o u a r e a b l e t o16c l o s e b u s i n e s s a s w e p r o p o s e17h e r e,p l e a s e t e l l u s a s s o o n a s p o s s i b l e18.
15〃e n c l o s e封入，附寄。用法为e n c l o s e d i s…或复数形式e n c l o s e d a r e…有时也可用下列句型:w e e n c l o s e…
例：
（1）E n c l o s e d i s a c o p y o f E x p o r t L i s t.（兹附寄一份出口目录。）
（2）E n c l o s e d p l e a s e f i n d t h r e e c o p i e s o f c a t a l o g u e.（附寄三本目录。）
（3）W e e n c l o s e a s a m p l e c u t t i n g.（随信附寄一个剪样。）
16〃a r e a b l e t o能够。
例：W e a r e a b l e t o s h i p t h e g o o d s b e f o r e J u l y.（我们能够在七月前装运。）17〃P r o p o s e动词，建议，提议。名词，建议p r o p o s a l。意思是（所建议的）价格。
例：
（1）H e p r o p o s e s t h a t w e o r d e r l e s s t h a n u s u a l.（他建议我们订比平常少的货。）（2）W e f i n d y o u r p r o p o s a l i s h a r d t o a c c e p t.（我们发现你方提议的价格难以
接受。）
18〃a s s o o n a s p o s s i b l e尽快地。
例：P l e a s e p l a c e a n o r d e r a s s o o n a s p o s s i b l e.（请尽快订货。）
译文：
敬启者，
感谢你方9月23号关于6311号丝绸的询盘。虽然感谢你方推销我方产品的努力，但是很遗憾地告诉你方，由于需求过多，我们不能报给你方所说质量的产品。
但是，我们希望借此机会就下列最接近你方材料的产品进行报价，此报盘没有约
束力。
500件6103号丝绸每码 4.80马克
C I F汉堡价，包括你方3%的佣金
附寄剪样一份供你参考。如果你方能够接受我方报价，请尽快告知。
您诚挚的，
x x x
附件
第四节T e x t E x p l a n a t i o n a n d V o c a b u l a r yⅡ课文分析和词汇2
D e a r M r.P o o s e:
T h a n k y o u f o r y o u r i n q u i r y o f J u n e16f o r o u r F l y i n g P i g e o n b r a n d1b i c y c l e s.A t
y o u r r e q u e s t2,w e a r e m a k i n g y o u t h e f o l l o w i n g o f f e r s u b j e c t t o3y o u r r e p l y
r e a c h i n g4h e r e b e f o r e J u l y15.（感谢对方询价）
I t e m5#U n i t P r i c e6
（略）
P a y m e n t7:B y i r r e v o c a b l e L e t t e r o f C r e d i t8i n s e l l e r?s f a v o r9.
D e l i v e r y D a t e10:W i t h i n90d a y s a f t e r r e c e i p t o f11y o u r o r d e r12.
T h e a b o v e p r i c e s a r e o n a C I F S a n F r a n c i s c o b a s i s.（具体报盘）
W e m a n u f a c t u r e13a n d e x p o r t10m o d e l s o f b i c y c l e s w h i c h a r e w e l l-k n o w n f o r t h e i r s o l i d f r a m e14, r e a s o n a b l e p r i c e s15, a n d a t t r a c t i v e d e s i g n16. I f y o u a r e i n t e r e s t e d i n o t h e r m o d e l s,p l e a s e s e e t h e e n c l o s e d c a t a l o g u e.（给客户提供更多的产品信息）
A s y o u k n o w17,t h e m a r k e t18i s a d v a n c i n g r e c e n t l y.P l e a s e t a k e a d v a n t a g e o f19t h e p r e s e n t s i t u a t i o n20a n d s e n d u s a n o r d e r e a r l y.（希望对方尽快订货）S i n c e r e l y,
讲解：
第一段：
T h a n k y o u f o r y o u r i n q u i r y o f J u n e16f o r o u r F l y i n g P i g e o n b r a n d1b i c y c l e s.A t
y o u r r e q u e s t2,w e a r e m a k i n g y o u t h e f o l l o w i n g o f f e r s u b j e c t t o3y o u r r e p l y
r e a c h i n g4h e r e b e f o r e J u l y15.
1〃B r a n d品牌。
例：C o c o-c o l a i s a f a m o u s b r a n d.（可口可乐是一个著名的品牌）
2〃A t y o u r r e q u e s t按照你方要求。
3〃S u b j e c t t o以……为准，以……为条件。
一般实盘要说明报盘的有效期，一般用s u b j e c t t o。
例：S u b j e c t t o y o u r r e p l y r e a c h i n g h e r e b e f o r e J u l y15。（以你方的答复于7月15日之前到达此地为准。）
这是实盘中的常用语句，说明报盘的有效期。S u b j e c t t o：以……为条件（为准），在报盘信中常用以说明盘的性质。例如：
（1）S u b j e c t t o a c c e p t a n c e以我方接受为准（表示此盘为虚盘。）
（2）s u b j e c t t o y o u r a c c e p t a n c e w i t h i n t w o w e e k s以你方在两周内接受为条件（表示此报盘为实盘。）
4〃r e a c h到达某处。后面接某人或某地。
例：O u r o f f e r i s f i r m s u b j e c t t o y o u r r e p l y r e a c h i n g u s b e f o r e t h e e n d o f t h i s m o n t h.（我方报盘是实盘,以你方月底之前复到有效。）
讲解：
第二段：
I t e m5#U n i t P r i c e6
（略）
P a y m e n t7:B y i r r e v o c a b l e L e t t e r o f C r e d i t8i n s e l l e r?s f a v o r9.
D e l i v e r y D a t e10:W i t h i n90d a y s a f t e r r e c e i p t o f11y o u r o r d e r12.
T h e a b o v e p r i c e s a r e o n a C I F S a n F r a n c i s c o b a s i s.（具体报盘）
5〃i t e m本文中作具体的商品解。
例：T h e s e a r e t h e m a i n i t e m s w e e x p o r t.（这些是我们出口的主要商品。）
6〃U n i t P r i c e单价。
7〃P a y m e n t付款。
8〃i r r e v o c a b l e L e t t e r o f C r e d i t不可撤消的信用证。
9〃I n o n e?s f a v o r以某人为受益人的。也可以说i n f a v o r o f o n e。
例：P l e a s e o p e n a L/C i n o u r f a v o r b e f o r e J u n e 5.（请在6月5号之前开立以我
方为受益人的信用证。）
10〃D e l i v e r y D a t e交货日期。
11〃a f t e r r e c e i p t o f一收到……
例：W e w i l l e f f e c t s h i p m e n t a f t e r r e c e i p t o f y o u r L/C.（一收到你方信用证我们就发货。）
12〃O r d e r订货。名词或动词。词组有：p l a c e a n o r d e r w i t h s b.f o r s t h.
例：W e p l a c e a n o r d e r w i t h A B C C o m p a n y f o r500d o z e n T-s h i r t s.
讲解：
第三段：
W e m a n u f a c t u r e13a n d e x p o r t10m o d e l s o f b i c y c l e s w h i c h a r e w e l l-k n o w n f o r t h e i r s o l i d f r a m e14, r e a s o n a b l e p r i c e s15, a n d a t t r a c t i v e d e s i g n16. I f y o u a r e i n t e r e s t e d i n o t h e r m o d e l s,p l e a s e s e e t h e e n c l o s e d c a t a l o g u e.
13〃M a n u f a c t u r e动词，生产。
例：W e m a n u f a c t u r e v a r i o u s k i n d s o f p e n s.（我们生产各种各样的钢笔。）
14〃s o l i d f r a m e结实的框架。
15〃r e a s o n a b l e p r i c e s合理的价格。
16〃a t t r a c t i v e d e s i g n吸引人的设计。
讲解：
第四段：
A s y o u k n o w17,t h e m a r k e t18i s a d v a n c i n g r e c e n t l y.P l e a s e t a k e a d v a n t a g e o f19t h e p r e s e n t s i t u a t i o n20a n d s e n d u s a n o r d e r e a r l y.
17〃A s y o u k n o w你知道。说明对方清楚地事实。
18〃m a r k e t市场，行市。
例：
（1）T h e m a r k e t i s a d v a n c i n g.（市场价格上涨。）
（2）T h e m a r k e t i s w e a k.（市场疲软。）
（3）T h e m a r k e t i s a c t i v e.（市场活跃。）
（4）T h e m a r k e t i s s t r e n g t h e n i n g.（市场行情看涨。）
19〃t a k e a d v a n t a g e o f利用。a d v a n t a g e名词，好处。词组有：t a k e a d v a n t a g e o f （利用），t o s b?s a d v a n t a g e。
例：W e a d v i s e t h a t y o u t a k e a d v a n t a g e o f t h e m a r k e t s i t u a t i o n a n d a c c e p t o u r o f f e r.（我方建议你方利用市场情况接受我方报盘。）
20〃p r e s e n t s i t u a t i o n目前的形势。
译文：
感谢你方6月16号对我方飞鸽牌自行车的询价。根据你方要求，我们给你方做出如下报价，此报价以你方7月15日之前回复到有效。
产品单价
（略）
付款：以卖方为受益人的不可撤消的信用证。
交货日期：收到订单后的90天之内。
以上价格为旧金山到岸价。
我们生产并出口10种型号的自行车，他们都以结实的框架、合理的价格、以及吸引人的设计而著名。如果你们对其他型号感兴趣，请参阅附寄的目录。
如你所知，最近市场行情上涨。请利用现在的形势，尽早订货。
您诚挚的，
第五节U s e f u l L a n g u a g e报盘信的常用句式
1〃W e t h a n k y o u f o r y o u r l e t t e r o f30N o v e m b e r,a s k i n g f o r…（感谢你方11月30号的来信，询问……）
2〃I h a v e p l e a s u r e i n e n c l o s i n g t h e c a t a l o g u e o f w o r d p r o c e s s o r w h i c h y o u
r e q u e s t e d i n y o u r l e t t e r o f4M a y.（很高兴附寄你方5月4日询问的文字处理器的目录。）
3〃Y o u w i l l f i n d d e t a i l s o f o u r t e r m s i n t h e p r i c e l i s t p r i n t e d o n t h e s e c o n d p a g e o f t h e c a t a l o g u e.（在目录第二页的价格表上你会找到我们详细的条款。）
4〃W e l o o k f o r w a r d t o t h e p l e a s u r e o f r e c e i v i n g a n o r d e r f r o m y o u s o o n.（盼望早日收到你方订单。）
5〃O u r p r i c e l i s t i s e n c l o s e d a n d w e h o p e i t w i l l b e o f u s e w h e n y o u p l a c e a n o r d e r.（附寄上我们的价格表，希望你方订货时会有所帮助。）
6〃W e h o p e y o u w i l l t a k e a d v a n t a g e o f o u r o f f e r.（希望你方能利用这次报价。）7〃W e l o o k f o r w a r d l o r e c e i v i n g a t r i a l o r d e r f r o m y o u.（希望收到你方的试订货。）
8〃W e a r e p l e a s e d t o l e a r n f r o m y o u r l e t t e r…t h a t y o u a r e i n t e r e s t e d i n o u r…（很高兴从你方信中得知，你方对我们的……感兴趣。）
9〃W e s h a l l b e p l e a s e d t o s e n d y o u a n y f u r t h e r i n f o r m a t i o n y o u m a y n e e d.（我
们将很高兴给你方寄去更多信息。）
10〃W e s h a l l d e a l p r o m p t l y w i t h a n y o r d e r y o u s e n d u s.（你方的任何订货都会得到我方的迅速处理。）
11〃W e t h a n k y o u f o r y o u r i n q u i r y o f 4t h S e p t e m b e r a n d w e a r e p l e a s e d t o e n c l o s e o u r q u o t a t i o n f o r“G r e a t W a l l”i n k.（感谢你方9月4日的询盘，很高兴随信附寄长城牌墨水的报价。）
12〃Y o u r i n q u i r y o f7t h D e c e m b e r i s n o w h a v i n g o u r a t t e n t i o n a n d w e w i l l l e t y o u h a v e o u r o f f e r i n a f e w d a y s.（你方12月7日的询盘已引起我方注意，我们几天内就会作出报价。）
13〃W e h a v e p l e a s u r e i n q u o t i n g y o u a s f o l l o w s…（很高兴报价如下。）
14〃W e a r e p l e a s e d t o m a k e a n o f f e r f o r10,000t o n s o f C h i n e s e G r e e n B e a n a t t h e p r i c e o f U S$720p e r M/T C I F E M P.（很高兴报价10，000吨中国绿豆，每公吨720美元，欧洲主要港口到岸价。）
15〃W e m a k e y o u a f i r m o f f e r f o r t h e c a p t i o n e d g o o d s,s u b j e c t t o y o u r a c c e p t a n c e r e a c h i n g h e r e b e f o r e A u g u s t25.（我们给你方就上述货物报实盘，以你方8月25日前接受为准。）
16〃P l e a s e n o t e t h a t t h i s o f f e r w i l l r e m a i n e f f e c t i v e/v a l i d/o p e n f o r t e n d a y s f r o m A p r i l15.（请注意此报盘从4月15起有效10天。）
贸函电的构成部分如下： 现在的电子邮件时代的函电的形式比较简洁，主要包括： 第一行：主题（事由）。 第二行：对收信人的称谓。 第三行：寒暄语，主要是感谢词和为何而感谢。 第四行：以下为正文。 第五行：结束语，一般内容为：祝福的词语，并期待很快收到回音。 最后为：发函人签字。 外贸函电常用范文如下： 1.Dear Mr. Li, Your firm has been recommended 1 to us by the Dickson Electrics Company, with whom we have done business for many years. We are interested in your Electric Typewriters for use in offices and shall be glad if you will send us a copy of your illustrated catalogue 2 and current price list. Yours sincerely,
Susan Block Manager A Reply Dear Ms Block, We welcome you for your enquiry of Fed. 1 and thank you for your interest in our commodities. We are enclosing 3 some copies of our illustrated catalogues and a price list giving the details you asked for. We trust that you will agree that our products and price appeal to 4 the most selective buyer. And we also allow a proper discount 5 according to the quantity ordered. Thank you again for your interest in our products. We are looking forward to your order and you may be assured 6 that it will receive our prompt and careful attention. Yours truly 2.Dear Mr. Lu,
一、询盘例文 敬启者： 我们是最大的家具进口商之一，现对转椅（Swivel Chairs）感兴趣。 盼望贵公司早日报来温哥华CIF最低价，说明支付条件、最早交货期及可供数量。如有产 品目录，也请寄来两份。如果报价合理，我们将大量订购 如蒙早日回复，将不胜感激。 此致 北京长城进出口公司 加拿大温哥华东方贸易公司经理 John Smith 2010年5月 Orient Trading Co. Vancouver, Canada May 10,2010 Beijing Great Wall Imp.& Exp. Corp. Dear Sirs, Re: Swivel Chairs We are one of the largest importers of furniture. At present we are interested in Swivel Chairs and would appreciate your giving us the lowest price CIF Vancouver, the earliest time of delivery and quantities available. Please also send us two catalogues if available. If your price is reasonable, we will place a large order. We are looking forward to your early reply. Best regards, John Smith Orient Trading Co. Vancouver, Canada 一、报盘例文 敬启者： 感谢您5月21日的询盘。我方现报盘如下，此报盘须经本公司最后确认方为 效。 品名：110号， 111号转椅 颜色：黑色、棕色和金色 价格：货号110,每把100美金，CIF旧金山价 货号111,每把95美金，CIF旧金山价 装运：2007年8月19日 付款：电汇
目录Chapter 1 外贸函电 1. 资信调查Credit Information 2. 推销Salesmanship 3. 建立贸易关系Establishing Business Relations 4. 询盘Inquiry 5. 报盘Offer 6. 还盘Counter-offer 7. 下订单Order 8. 接受订单Accepting the Order 9. 拒绝订单Declining the Order 10. 支付方式Terms of Payment 11. 催款Reminder 12. 更改信用证Amending the L/C 13. 理赔Settlement of Claims 14. 代理Agency Chapter 2 商务报告 1. 建议报告Proposal Report 2. 工作进度报告Progress Report 3. 述职报告Work Report 4. 说明报告Introduction Report 5. 总结报告Final Report 6. 可行性报告Feasibility Report 7. 评估报告Appraisal Report 8. 市场调查报告Investigation Report Chapter3 行政文书 1. 便条Note 2. 启事Announcement 3. 简报Briefing 4. 广告Advertisement 5. 备忘录Memorandum 6. 介绍信Letter of Introduction 7. 会议日程表Agenda of the Meeting 8. 会议记录Minutes 9. 公司决议Directors’ Resolution Chapter 4 申请函
本文档由实惠网（https://www.doczj.com/doc/4412301403.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/4412301403.html,） 外贸函电常用范文Set new business relationship 建立贸易关系，可以通过多种途径，比如通过驻外机构、国外商会、同业商行、银行、出国访问、商品交易会、报纸广告、市场调查等等。建立贸易关系的信函，要写得诚恳、热情、礼貌、得体，并将写信人的意图清楚地叙述完整，给对方留下深刻地印象，使其愿意与你交往。 Dear Mr. Jones: We understand from your information posted on https://www.doczj.com/doc/4412301403.html, that you are in the market for textiles. We 本文档由实惠网（https://www.doczj.com/doc/4412301403.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/4412301403.html,）
would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our website https://www.doczj.com/doc/4412301403.html,,which includes our latest product line. Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Sincerely, John Roberts 本文档由实惠网（https://www.doczj.com/doc/4412301403.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/4412301403.html,）
1.永康盛辉公司的Frank Luo收到美国Sunshine Trading Co., Ltd.经理Adam 初次询盘并按其要求及时寄出商品目录和价目单 Dear Adam, We thank you for your letter asking for our new catalogues and shall be glad toenter into business relations with your firm. Complying with your request, we are sending you under separate cover our latestcatalogues and pricelist covering our exports available at present and hope thatyouwill find many items in it which interest you. We look forward to receiving your inquiries soon. Sincerely, Frank 2.美国客商在收到材料后，表示对其中三款角磨机感兴趣并寻问Frank Luo 能否报FOB价，最惠价，最低订货量等问题。 Dear Frank, Thanks foryour information. We are interested to buy large quanties of AngleGrinder and shall appreciate it if you would give us the best FOB Ningbo price. I havenow listed below the models that are of interest: AG105L, AG203S, AG880H Please send us some samples for testing. We will pay the sample fees. How about MOQ? We are waiting for your reply. Best Regards, Adam
Letters for Establishing Business Relations （建立业务关系的信函） Letter 1 (Importer to Exporter)进口商写给出口商的信 Through the courtesy of the Commercial Counselor' s Office of your Embassy in London, we come to know your name and shall be glad 承蒙贵国驻伦敦大使馆to enter into business relations with your firm.
商务参赞处的介绍，我方获得贵公司名称，并且很开心能与贵方建交。 We are a leading importer of tablecloth from London. We have excellent connections here of the goods and feel sure we can sell large quantities of your goods if we can get your offers at competitive prices. We will appreciate it highly if you airmail the catalogue and price list of the goods available at present我.方是伦敦经营桌布的重大进口商，对 此产品，我方在此地有良好的人脉，并且确信若我方能以低价获得贵方产品，我方定能销售大量贵方商品。若蒙贵方空邮产品目录和目前可供产品的价格表，我方将不胜感激。
经典外贸函电范文汇总 外贸函电是一种商务信件，英文foreign correspondence。写外贸函电是外贸业务员的日常工作之一，然而，能写好外贸函电的外贸业务员却不多，为了有助于大家写好外贸函电，本文总结了几个经典外贸函电范文，可供参考。 外贸函电就是有着国际贸易关系的双方由于彼此的业务往来而产生的信件，但在信息化高度发达的今天，该信件并不局限于纸质信件，也可以是电子邮件、传真或MSN。 外贸函电最常用的内容：建立业务关系、询盘、发盘、回复、销售合同、包装、保险、赔偿、仲裁等。 外贸函电基本要求：主题明确，内容简洁，语言精炼，表述完整。 外贸函电的格式：有固定的语言、习惯用法和常用句型。 外贸函电的语气：各部分语气。开发信、询盘回复一般要客气，表达感谢;平常业务联系要细心、信任;催促付款要紧急而不失礼貌;客户索赔要理解、给予足够的解释和说明。 外贸函电范文： 一、如何表达在涨价前订货 Thank you for your letter of October 10 for business copiers. We are now sending you our price-list and catalog of the newest types that are under production and we can supply at once from stock. We want to notice you that prices of copier parts and components have gone up steadily since the second half of the year. Though we have tried hard to keep our quotations down, we are afraid the margin for keeping on going like this will not long. Therefore, we suggest that you will let us have your order before further rises in costs, which will lead to a raise in prices very soon unavoidably. 感谢贵方10月10日关于商用复印机的询函。现随函奉送本公司正在生产的、并有现货供应的最新型号的产品清单和价目表。 我方想告诉贵方，自下半年以来，复印机的零、部件价格一直不断增长。尽管我方尽量压低报价，但恐怕有此余地的时间不会太久。因此，建议贵方在零、部件再次涨价，并不可避免地引起成品涨价之前便向我方订货。
不可不知的国际贸易英语世界通用绝对标准 国际贸易的价格表示方法，除了具体金额外，还要包括贸易术语，交货地点及所使用的货币。如：USD150 FOB Hongkong, STG2000 CIF Liverpool，其中USD指的是以美金作价，而STG为英镑；Hongkong香港和Liverpool利物浦为交货地点；FOB与CIF 则为两个较为常用的贸易术语。 以下是国际商会出版的《2000年国际贸易术语解释通则》中规定的全部贸易术语的分类。 第一组：E组（卖方在其所在地点把货物交给买方） Ex Works (named place) 工厂交货（指定地点） 第二组：F组（卖方须将货物交至买方指定的承运人） FCA : Free Carrier (named place) 货交承运人（指定地点） FAS : Free Alongside Ship (named port of shipment) 船边交货（指定装运港） FOB : Free On Board (named port of shipment) 船上交货（指定装运港） 第三组：C组（卖方必须签定运输合同，但对货物灭失或损坏的风险以及装船和启运后发生事件所产生的额外费用不承担责任）
CFR : Cost & Freight (named port of destination) 成本加运费（指定目的港） CIF : Cost, Insurance and Freight (named port of destination) 成本，保险加运费（指定目的港） CPT : Carriage Paid To (named place of destination) 运费付至（指定目的地） CIP : Carriage and Insurance Paid To (named place of estination)
英语商务信函格式范文 篇一：英语商务信函范文 建立办事处Establishment of new branch Dear Mr. / Ms, Owing to the large increase in the volume of our trade with this country we have decided to open a branch here, with Mr. Wang Lo as manager. The new branch will open on 1st March and from that date all orders and inquiries should be sent to Mr. Wang Lo at the above address, instead of to our London office. We take this opportunity to express our thanks for your cooperation in the past. We hope the new arrangements will lead to even better results. Yours faithfully 歇业Discontinuation of business
Dear Mr/Ms, With the demolition of our premises at the above address under a redevelopment scheme, the part of our business carried on there will be discontinued after the end of October. On Monday, 1st October, we are holding a closing-out sale. Stock on hand will be cleared regardless of cost. There will be substantial reductions in all departments and in some cases, prices will be marked down by as much as one half. Stock to be cleared is uivaled in both variety and quality. As the sale is likely to be well attended, we hope you make a point of visiting the store as early as possible during the opening days. Yours faithfully 更改名称和地址Change of name and address Dear Mr. / Ms,
第五章Q u o t a t i o n s a n d O f f e r s报盘 第一节T h e S t e p s o f W r i t i n g Q u o t a t i o n L e t t e r s报盘信的写作步骤 报盘是买方将某种产品按一定的交易条件（包括数量、价格、交货期、付款条件等）向买方表达成交的愿望。在国际业务中，报盘分实盘（f i r m o f f e r）和虚盘（n o n-f i r m o f f e r）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。 实盘是发盘人（O f f e r e r）按其提供的条件以达成交易目的的明确表示。实盘具有法律效力。受盘人（O f f e r e e）一旦在有效期限内接受实盘上的条件和内容，发盘人 就无权拒绝售货。一项实盘必须具备： 1〃发盘的内容和词句必须肯定，不能用…大约（a b o u t）?，…参考价（r e f e r e n c e p r i c e）?等摸棱两可的词。 2〃发盘的内容明确完整，其内容应包括商品品质（Q u a l i t y），数量（Q u a n t i t y），包装（P a c k i n g），价格（P r i c e），装运（S h i p m e n t），支付（P a y m e n t），有效期（V a l i d i t y）等。 3〃发盘中不能有保留条件如：以我方最后确认为准s u b j e c t t o o u r f i n a l c o n f i r m a t i o n；以货物的未售出为准s u b j e c t t o g o o d s b e i n g u n s o l d 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盘，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。出现下列一类的词句者，皆为虚盘： -W i t h o u t e n g a g e m e n t. 不负任何责任。 -s u b j e c t t o p r i o r s a l e 有权先售。 -A l l q u o t a t i o n s a r e s u b j e c t t o o u r f i n a l c o n f i r m a t i o n u n l e s s o t h e r w i s e s t a t e d. 所作报价，除特别注明外，须经我方确认后方能生效。 -O u r o f f e r i s s u b j e c t t o a p p r o v a l o f e x p o r t l i c e n s e. 出口许可证准许签证，我方报价才有效。 完整的报价应包括下列要点： 1〃对询价表示感谢；（T h a n k t h e r e a d e r f o r t h e i r e n q u i r y） 情景搭配用语：（U s e f u l E x p r e s s i o n s） ●T h a n k y o u f o r y o u r l e t t e r o f（d a t e d）…（感谢你方……的来信。） ●W e h a v e r e c e i v e d y o u r l e t t e r o f（d a t e d）…（收到你方……的来信。） ●Y o u r l e t t e r o f…h a s b e e n r e c e i v e d w i t h t h a n k s.（感谢收到你方……的来信。） ●W e a r e i n r e c e i p t o f y o u r l e t t e r…（收到你方……来信。） ●W e a c k n o w l e d g e r e c e i p t o f y o u r l e t t e r d a t e d…（感谢收到你方……的来信。） 2〃表明价格、折扣及付款条款的细节；（D e t a i l e d i n f o r m a t i o n r e g a r d i n g p r i c e, d i s c o u n t,a n d p a y m e n t t e r m s）
1. 永康盛辉公司的Frank Luo收到美国Sunshine Trading Co., Ltd. 经理Adam 初次询盘并按其要求及时寄出商品目录和价目单 Dear Adam, We thank you for your letter asking for our new catalogues and shall be glad to enter into business relations with your firm. Complying with your request, we are sending you under separate cover our latest catalogues and pricelist covering our exports available at present and hope that you will find many items in it which interest you. We look forward to receiving your inquiries soon. Sincerely, Frank 2. 美国客商在收到材料后，表示对其中三款角磨机感兴趣并寻问Frank Luo能否报FOB价，最惠价，最低订货量等问题。 Dear Frank, Thanks for your information. We are interested to buy large quantities of Angle Grinder and shall appreciate it if you would give us the best FOB Ningbo price. I have now listed below the models that are of interest: AG105L, AG203S, AG880H Please send us some samples for testing. We will pay the sample fees. How about MOQ? We are waiting for your reply. Best Regards, Adam 3. 收到询盘后，Frank Luo给美国客商做了回复。 Dear Adam, With reference to your last inquiry, we have already forwarded you the samples and take pleasure in making the following offer: Art No. AG105L: USD25.30/PC FOB Ningbo, Art No. AG203S: USD30.50/PC FOB Ningbo, Art No. AG880H: USD13.00/PC FOB Ningbo” Please note the prices we have quoted above are based on our MOQ600PCS for each item. Please feel free to contact us if you have any question. Sincerely, Frank
外贸函电询盘范文 本文档由实惠网外贸平台提供， 仅供外贸学习交流，欢迎加入外贸交流QQ 群： （一起学习外贸知识，分享外贸 经验）。外贸博客人 实惠网外贸论坛招版主需要的请联系 写好催对方下单的英语传真 1. 鼓励订货，保证交货 Owing to the increase of demand, you will probably make an order. If we are right in thinking this, would you care to place your order now? We can ensure immediate dispatch from our stock. 2. 提供各项资料，劝诱订货 We trust that you have received our catalogs and price-list. Now that you have had a chance to examine what we have sent to you, we are enclosing an order form for you to make an order easily. 3. 通知对方广告活动将引起抢购，希望尽早订购 Our advertising campaign is due to begin next month. Experience shows that many orders follow these advertisements, and sales are certain to result. We strongly advise you to lay in at least a small stock. 4. 鼓励在产品涨价前订货 From April 1st the prices of all our products will be raised by 10%. Even with this increase the prices of our products are still slightly lower than those of our competitors. Concerning the business you are negotiating, we will charge you old prices on all orders received here up to and including April 30. We look forward to your orders. For example: Dear xx, How are you those days, hope everything goes well with you. We would like to know your opinion about my quotation. Owing to the increase of demand, you will probably make a prompt order. If we are right in thinking this, would you care to place your order now? We can ensure provide immediate dispatch from our stock. We trust that our experience in doing this products and reliable quality will entitle us to win your confidence. Expecting your kind reply. Regards! 回复对方要来访的商务信件 Dear Mr. / Ms, Thank you for your letter informing us of Mr. Green's visit during June 2-7. Unfortunately, Mr. Edwards, our manager, is now in Cairo and will not be back until the second half of Ju ne. He would, however, be pleased to see Mr. Green any time after his return. We look forward to hearing from you.
外贸函电范文包括询盘、发盘、换盘、接受 1. Dear Mr. Li, Your firm has been recommended 1 to us by the Dickson Electrics Company, with whom we have done business for many years. We are interested in your Electric Typewriters for use in offices and shall be glad if you will send us a copy of your illustrated catalogue 2 and current price list. Yours sincerely, Susan Block Manager A Reply Dear Ms Block, We welcome you for your enquiry of Fed. 1 and thank you for your interest in our commodities. We are enclosing 3 some copies of our illustrated catalogues and a price list giving the details you asked for. We trust that you will agree that our products and price appeal to 4 the most selective buyer. And we also allow a proper discount 5 according to the quantity ordered. Thank you again for your interest in our products. We are looking forward to your order and you may be assured 6 that it will receive our prompt and careful attention. Yours truly 2. Dear Mr. Lu, We have noticed from your advertisement 1 in https://www.doczj.com/doc/4412301403.html, 2 that you export large quantities of cushions 3 to European market. Being specialized in this line for a long time, we are well connected with 4 many customers in our country. At present, we are interested in back cushion fine in quality and low in price. It will be highly appreciated if you could send us some brochures and samples for our reference and quote 5 your lowest price on CIF basis including our 3% commission 6 . Should your goods prove satisfactory and price be found competitive 7 , you may expect substantial 8 orders from us. We are looking forward to your early reply. Yours faithfully
外贸函电常用范文 一、开发新客户 Dear XXX, We have learned from our old client that you are one of the leading XXX importers in Italy. Therefore, we do hope there is a chance for us to cooperate with each other in the near future. （表明合作意向） We are one of the biggest XXX manufactures in China.（介绍自己的身份）All our products are manufactured strictly and provided to over 30 countries already. Attached please find our latest catalogue and quotation.（直接给出报价单） We look forward to your trial order. Yours faithfully, XXX 二、样品寄送通知 Dear XXX, I’m now writing to inform you that the samples that you
requested were sent by Federal Express today. （告知客户寄送时间及方式） In the mail, I’ve also enclosed a quotation.（附上最新的报价单）Please let me know at your earliest conveniences as soon as they arrive. Thanks a lot! I’m looking forward to your earliest response. Yours sincerely, XXX 三、拒绝临时取消订单 Dear Sir, Thank you for your letter of March 12th. We’re very sorry that we can’t accept cancelling the order at the last moment.（表明自己的态度） Since your products are ready for shipment, it will be a huge loss for us if you cancel the order.（说明理由）So we have difficulties in accepting your request. Best regards, XXX
1询盘 Dear Mr. Li, Your firm has been recommended 1 to us by the Dickson Electrics Company, with whom we have done business for many years. We are interested in your Electric Typewriters for use in offices and shall be glad if you will send us a copy of your illustrated catalogue 2 and current price list. Yours sincerely, Susan Block Manager A Reply Dear Ms Block, We welcome you for your enquiry of Fed. 1 and thank you for your interest in our commodities. We are enclosing 3 some copies of our illustrated catalogues and a price list giving the details you asked for. We trust that you will agree that our products and price appeal to 4 the most selective buyer. And we also allow a proper discount 5 according to the quantity ordered. Thank you again for your interest in our products. We are looking forward to your order and you may be assured 6 that it will receive our prompt and careful attention. Yours truly 2. Dear Mr. Lu, We have noticed from your advertisement 1 in https://www.doczj.com/doc/4412301403.html, 2 that you export large quantities of cushions 3 to European market. Being specialized in this line for a long time, we are well connected with 4 many customers in our country. At present, we are interested in back cushion fine in quality and low in price. It will be highly appreciated if you could send us some brochures and samples for our reference and quote 5 your lowest price on CIF basis including our 3% commission 6 . Should your goods prove satisfactory and price be found competitive 7 , you may expect substantial 8 orders from us. We are looking forward to your early reply. Yours faithfully A Reply Dear Mr. Bean, We warmly welcome your enquiry of April 4 and thank you for your interest in our cushions.