Unit 5 Quotation and Offer在线视频

第五单元 报价和发盘

第五单元 报价和发盘
Unit 5 Quotation and Offer

学习目标
Learning Objectives

这是本单元的学习目标

这是本单元的学习目标
Here are the learning objectives in this unit

这是本单元的学习目标

Introduction of quotation and offer

报价和发盘的介绍
Introduction of quotation and offer

报价和发盘的介绍

掌握本单元写信的基本原则
Principles of writing letters in this unit

Case Study

案例学习
Case Study

Introduction

介绍
Introduction

Introduction

报价和发盘的定义
Definitions of quotation and offer

报价和发盘的定义

首先
Firstly

首先

let’s learn the definitions of quotation and offer

让我们学习一下报价和发盘的定义
let’s learn the definitions of quotation and offer

让我们学习一下报价和发盘的定义

如果买方有兴趣购买商品

如果买方有兴趣购买商品
If the buyer has an interest in buying good

通常会发出报价要求

通常会发出报价要求
a request for quotation usually will be sent

a request for quotation usually will be sent

A quotation contains details of the price

报价单包含了特定商品的详细价格
A quotation contains details of the price

报价单包含了特定商品的详细价格
at which a certain goods are available

报价单包含了特定商品的详细价格

It also contains a description of the goods

它还包含了货物的描述
It also contains a description of the goods

它还包含了货物的描述

需要支付的保险
the insurance to be paid

需要支付的保险

and the freight terms are also mentioned in a quotation

以及在报价中也提到的运费条款
and the freight terms are also mentioned in a quotation

以及在报价中也提到的运费条款

因此它是一封用来解答买方关于价格

因此它是一封用来解答买方关于价格
So it is one kind of letter

因此它是一封用来解答买方关于价格
which explain about buyer’s requirement about price

数量、付款条件的疑问
quantity

数量、付款条件的疑问
payment terms

有时还描述售后服务的内容(担保或保证)
sometimes with description after sales service

有时还描述售后服务的内容(担保或保证)
For example warranty

但是
However

报价不是法律意义上的“发盘”

报价不是法律意义上的“发盘”
a quotation is not an “offer” in the legal sense

报价不是法律意义上的“发盘”

which means that an offer

而这表明“发盘”是象征着带有履行合同义务的报价
which means that an offer

而这表明“发盘”是象征着带有履行合同义务的报价
is an indication about the price

而这表明“发盘”是象征着带有履行合同义务的报价
with the contractual obligation

with the contractual obligation

从这个角度来看

从这个角度来看
From this point of view

From this point of view

一个报价可以不需事先通知而改变

一个报价可以不需事先通知而改变
a quotation is subject

一个报价可以不需事先通知而改变
to change without previous notice

to change without previous notice

在现实的商业世界中
In the practical business world

在现实的商业世界中

买方在收到各种报价后

买方在收到各种报价后
after receiving various quotation

买方在收到各种报价后

会对报价的各个方面和情况进行比较

会对报价的各个方面和情况进行比较
the buyer will make a comparative statement

会对报价的各个方面和情况进行比较
with considering all points & condition of quotations. Afterward

Afterward

之后
Afterward

买方将选择其中一方发出接受要约

买方将选择其中一方发出接受要约
the buyer will select one of the parties

买方将选择其中一方发出接受要约
to place his offer for acceptance

买方将选择其中一方发出接受要约

一旦本发盘被接受
Once this offer letter is accepted

then both party entered into a contract agreement

双方即签订合同协议
then both party entered into a contract agreement

双方即签订合同协议

Quotation Letter

报价信
Quotation Letter

报价信

介绍

介绍
Introduction

如果卖方提供了一个报价

如果卖方提供了一个报价
If the seller provided a quotation

如果卖方提供了一个报价

后来决定不出售
and later decides not to sell

后来决定不出售

the buyer has no legal remedy

则买方没有法律上的补偿
the buyer has no legal remedy

则买方没有法律上的补偿

但在现实生活中

但在现实生活中
But in real life situations

But in real life situations

a supplier will not risk

供应商不会冒着声誉受损的风险提供报价后又取消
a supplier will not risk

供应商不会冒着声誉受损的风险提供报价后又取消
his reputation by providing a quotation

供应商不会冒着声誉受损的风险提供报价后又取消
and then eventually abolish it

供应商不会冒着声誉受损的风险提供报价后又取消

当买方要求报价时

当买方要求报价时
When a buyer request for a quotation

he must be careful

供应商必须注意保护自己
he must be careful

供应商必须注意保护自己
to protect himself by clarifying

to protect himself by clarifying

whether the prices placed in the quotation

明确报价中所列的价格是否包括运费和保险费等额外费用
whether the prices placed in the quotation

明确报价中所列的价格是否包括运费和保险费等额外费用
are to include additional charges as carriage and insurance

are to include additional charges as carriage and insurance

如果不澄清这个问题

如果不澄清这个问题
Failure to clarify this matter

Failure to clarify this matter

may lead to serious disagreement

可能会导致严重的争议
may lead to serious disagreement

可能会导致严重的争议

特别是在额外费用非常高的情况下

特别是在额外费用非常高的情况下
especially when the other charges

特别是在额外费用非常高的情况下
are extremely high to pay

are extremely high to pay

下面是一封报价信：

下面是一封报价信：
Here is an example of a letter requesting for a quotation

亲爱的先生们:

亲爱的先生们:
Dear Sirs

亲爱的先生们:

我想要一份关于电源线的报价

我想要一份关于电源线的报价
I would like to request

我想要一份关于电源线的报价

我想要一份关于电源线的报价
for a quotation for power cord

要求如下
with the following requirements

We require the power cord

我们要求电源线适用于加拿大的家用电器
We require the power cord

我们要求电源线适用于加拿大的家用电器
be appropriate to use

我们要求电源线适用于加拿大的家用电器
for home appliances in Canada

我们要求电源线适用于加拿大的家用电器

请告知您价格 包括到我方工厂的运费

请告知您价格 包括到我方工厂的运费
It is appreciated if you could state your prices

请告知您价格 包括到我方工厂的运费
including delivery costs to our works

并请提供样品
and give us samples

Delivery would be required

从订购之日起三周内发货
Delivery would be required

从订购之日起三周内发货
within three weeks from order date

从订购之日起三周内发货

谢谢您
Thank you.

谢谢您

Yours sincerely

您真诚的伙伴
Yours sincerely

您真诚的伙伴

对应回复

对应回复
Corresponding Reply

Corresponding Reply

一个好的答复应该是及时的

一个好的答复应该是及时的
A good reply for request of quotation

一个好的答复应该是及时的
is to send it promptly

对于一些公司

对于一些公司
For some firms

对于一些公司

他们会在询价当天回复报价

他们会在询价当天回复报价
they reply quotation on the day of inquiry itself

他们会在询价当天回复报价

以下是对上封申请信的回覆

以下是对上封申请信的回覆
Here is a reply for the above sample request letter

以下是对上封申请信的回覆

亲爱的先生们

亲爱的先生们
Dear Sirs

亲爱的先生们

谢谢您的询价
Thank you for your inquiry

Thank you for your inquiry

按照要求

按照要求
As requested

As requested

here is the quotation and enclosed are samples

这是报价
here is the quotation and enclosed are samples

here is the quotation and enclosed are samples

并附上样品
here is the quotation and enclosed are samples

here is the quotation and enclosed are samples

这些电源线质量好

这些电源线质量好
These power cords are of good quality

这些电源线质量好

and quite suitable for home appliances in Canada.

非常适合加拿大的家用电器
and quite suitable for home appliances in Canada.

非常适合加拿大的家用电器

我们承诺收到订单后一周内交货
We can promise delivery within one week

我们承诺收到订单后一周内交货
from receiving order and hope you will find both samples

希望您对样品和价格都满意
from receiving order and hope you will find both samples

希望您对样品和价格都满意
and prices satisfactory

and prices satisfactory

您衷心的伙伴

您衷心的伙伴
Very truly yours

您衷心的伙伴

发盘信

发盘信
Offer Letter

由于报盘中的所有条款都有合同义务

由于报盘中的所有条款都有合同义务
Since all terms in the offer

由于报盘中的所有条款都有合同义务
are with the contractual obligation

由于报盘中的所有条款都有合同义务

所以应尽量避免使用诸如“大约”和“参考价格”

所以应尽量避免使用诸如“大约”和“参考价格”
any ambiguous words such as

所以应尽量避免使用诸如“大约”和“参考价格”
"approximately" and "reference price"

等含糊不清的词语
"approximately" and "reference price"

等含糊不清的词语
should be avoided as much as possible

等含糊不清的词语

发盘的内容必须清楚、完整

发盘的内容必须清楚、完整
The contents of the offer must be clear and complete

The contents of the offer must be clear and complete

信中不应有任何保留条件

信中不应有任何保留条件
There should be no reservation conditions in the letter

信中不应有任何保留条件

如

如
such as

如

Subject to our final confirmation

以我方最后确认为准
Subject to our final confirmation

以我方最后确认为准

以预售条件为准

以预售条件为准
Subject to pre-sale condition

以预售条件为准

以前期销售为准

以前期销售为准
Subject to prior sale

以前期销售为准

以非卖品为准

以非卖品为准
Subject to good not sold

发盘信的框架
Framework of the offer letter

在这里我们将讨论报价函的框架
Here we are going to Framework of the offer letter

感谢读者的来信
1) Express your gratitude to the readers for their inquiry letters

感谢读者的来信

已收到您某月某日函电

已收到您某月某日函电
Your letter of MM/DD has been received with thanks

Your letter of MM/DD has been received with thanks

非常感谢
Thank you for your inquiry letter of

Thank you for your inquiry letter of

感谢您某月某日的询价函
We do very appreciate your letter of

感谢您某月某日的询价函

concerning the inquiry for…

非常感谢您某日某月关于……的询价函
concerning the inquiry for…

非常感谢您某日某月关于……的询价函

陈述询盘人所问询产品的价格

陈述询盘人所问询产品的价格
2) State the detailed information of the products

陈述询盘人所问询产品的价格
inquired by the inquirers

陈述询盘人所问询产品的价格
like prices

数量、规格、付款方式等详细情况
quantities

数量、规格、付款方式等详细情况
specification

数量、规格、付款方式等详细情况
payment terms

数量、规格、付款方式等详细情况
and so on

我们愿意为您提供……

我们愿意为您提供……
We would offer you for…

我们愿意为您提供……

我们……的质量是全国最好的

我们……的质量是全国最好的
The quality of our…

我们……的质量是全国最好的
is of the best in our country

is of the best in our country

我们希望您们用不可撤销的信用证付款
We prefer you pay for…

我们希望您们用不可撤销的信用证付款
by irrevocable L/C.

如果……我们会给您10%的折扣

如果……我们会给您10%的折扣
We would allow you a 10% discount if…

如果……我们会给您10%的折扣

3) Make promises of shipment or delivery date

承诺发货或交货期
3) Make promises of shipment or delivery date

我们将在收到您的订单后安排发货
We would arrange shipment on receipt of your orders

Please be assured our shipment would be prompt

请放心我们将及时发货准时交货
Please be assured our shipment would be prompt

请放心我们将及时发货准时交货
and the delivery date would be punctual

Please note that the shipment will be arranged…

请注意我们将安排发货……
Please note that the shipment will be arranged…

请注意我们将安排发货……

明确发盘的有效性

明确发盘的有效性
4) Clarify the validity of the offer

4) Clarify the validity of the offer

Our offer for… would be valid for...

我方对……的报价有效期为……
Our offer for… would be valid for...

我方对……的报价有效期为……

该发盘在……期间有效
The offer remains open for

该发盘在……期间有效

我方对……的报盘以……为准

我方对……的报盘以……为准
Our offer for… is subject to…

5) Show your hope

表明您希望您的报价能被对方接受
5) Show your hope

表明您希望您的报价能被对方接受
that the offer could be accepted by the readers

表明您希望您的报价能被对方接受

We hope to serve you soon

我们希望不久后为您服务
We hope to serve you soon

我们希望不久后为您服务

我们期待您的好消息

我们期待您的好消息
We are anticipating your favorable reply

我们期待您的好消息

We are awaiting your order for…

我们正在等待您的……订单
We are awaiting your order for…

我们正在等待您的……订单

案例学习

案例学习
Case Study

案例学习

发函背景

发函背景
Letter Writing Background

发函背景

As Smith UK eagerly wants to enter the field

由于史密斯英国公司
As Smith UK eagerly wants to enter the field

渴望进入个人及家居护理产品领域
As Smith UK eagerly wants to enter the field

渴望进入个人及家居护理产品领域
of personal & household care products

在仔细阅读了来自中国东方的目录和价格表后
and after carefully examining the catalogue and pricelist

在仔细阅读了来自中国东方的目录和价格表后
from China Oriental

在仔细阅读了来自中国东方的目录和价格表后

他们对产品的质量和价格感到非常满意

他们对产品的质量和价格感到非常满意
they feel quite satisfied with the quality

他们对产品的质量和价格感到非常满意
and prices of the products

他们对产品的质量和价格感到非常满意

因此
Therefore

Therefore

史密斯英国公司对洗发水机械设备进行了询价
Smith UK made an inquiry for the shampoo machines

and is currently waiting for the offer by China Oriental

目前正在等待中国东方集团的报价
and is currently waiting for the offer by China Oriental

目前正在等待中国东方集团的报价

中国东方集团已收到史密斯英国公司的询价信
China Oriental has received the inquiry letter

中国东方集团已收到史密斯英国公司的询价信
from Smith UK

并将提供洗发水机械设备的报价

并将提供洗发水机械设备的报价
and will make offers for the shampoo machines

and will make offers for the shampoo machines

由于中国东方集团希望与史密斯英国公司建立业务关系
As China Oriental would like to conclude

由于中国东方集团希望与史密斯英国公司建立业务关系
business with Smith UK

business with Smith UK

they would meet the requirement of Smith UK

他们将在最大程度上满足史密斯英国公司的要求
they would meet the requirement of Smith UK

他们将在最大程度上满足史密斯英国公司的要求
to full extent

to full extent

中国东方集团的发盘信

中国东方集团的发盘信
An offer letter from China Oriental

亲爱的先生们
Dear Sirs

亲爱的先生们

您方2020年1月8日的询价函已收到

您方2020年1月8日的询价函已收到
Your inquiry letter of Jan. 8th

您方2020年1月8日的询价函已收到

您方2020年1月8日的询价函已收到
2020

谢谢
has been received with thanks

has been received with thanks

在仔细检查了您376号询价单后
After carefully examining your inquiry note No. 376

we are pleased to make an offer for the machines

我们很高兴就您所询机器报盘如下
we are pleased to make an offer for the machines

我们很高兴就您所询机器报盘如下
you inquired as follows

you inquired as follows

这个价格是在伦敦到岸价的基础上给出的

这个价格是在伦敦到岸价的基础上给出的
The price is on the basis of CIF London

这个价格是在伦敦到岸价的基础上给出的

最早的船期在9月份
The earliest shipment will be arranged in April

The earliest shipment will be arranged in April

我们的库存可满足您的数量要求

我们的库存可满足您的数量要求
and the quantity you require are entirely available

随着市场的繁荣

随着市场的繁荣
As the market is thriving

机器的价格将会上涨

机器的价格将会上涨
the price of the machine would rise

the price of the machine would rise

这是我们所能提供的最大让步的价格

这是我们所能提供的最大让步的价格
and this is the most reasonable price we could offer

这是我们所能提供的最大让步的价格

we hope you could take advantage of it

希望您能好好把握这个机会
we hope you could take advantage of it

希望您能好好把握这个机会

该发盘以您的答复于7月31日前到达我方为有效

该发盘以您的答复于7月31日前到达我方为有效
This offer is subject

该发盘以您的答复于7月31日前到达我方为有效
to your reply reaching us before February 31

我们期待着您的早日答复

我们期待着您的早日答复
We are anticipating your early reply

您真诚的伙伴

您真诚的伙伴
Yours sincerely

Yours sincerely

Here are Execise for you

小练习:
Here are Execise for you

小练习:

假设您对下面发盘的报价不满意

假设您对下面发盘的报价不满意
Suppose you are not satisfied with the prices

假设您对下面发盘的报价不满意
quoted in the offer below

quoted in the offer below

请回复以下报价单

请回复以下报价单
Please reply to the following quotation letter

请回复以下报价单

You may add any information necessary

您可以添加任何必要的信息
You may add any information necessary

您可以添加任何必要的信息

日期:2020年1月15日

日期:2020年1月15日
Date

日期:2020年1月15日
Jan 15

日期:2020年1月15日
2020

亲爱的先生们

亲爱的先生们
Dear Sirs

亲爱的先生们

This is a reply to your fax of Jan. 11 .2020

这是对贵方2020年1月11日传真的回复
This is a reply to your fax of Jan. 11 .2020

This is a reply to your fax of Jan. 11 .2020

传真中要求我们向您提供精米新加坡到岸价
asking us to make you an offer for polished rice CIF Singapore.

今天上午我们发邮件给您
We emailed you this morning

We emailed you this morning

报了精米300吨
offering you 300 metric tons of polished rice at a $2.60per M/T

每吨2,600澳元的新加坡到岸价
offering you 300 metric tons of polished rice at a $2.60per M/T

每吨2,600澳元的新加坡到岸价
CIF Singapore

于2020年3月/ 4月装运
for shipment during March/April 2020

for shipment during March/April 2020

此报盘为虚盘
This offer is non-firm

此报盘为虚盘

此报盘为虚盘
subject to the receipt of your early reply

以您在2020年2月15日前回复为有效
before Feb. 15

以您在2020年2月15日前回复为有效
2020.

该商品的需求量很大
As you know that

该商品的需求量很大
there has been a heavy demand for this commodity

这就导致了价格的上涨
and this has resulted in increased prices

如您所知
You may

但是

但是
however

如果您立即答复的话
however

如果您立即答复的话

如果您立即答复的话
take advantage of the market

如果您立即答复的话
if you send us an immediate reply

if you send us an immediate reply

就可以享有市场优势
if you send us an immediate reply

您忠实的伙伴

您忠实的伙伴
Yours faithfully

Yours faithfully