1、Module 4 Quotations&Offers （报盘）（报盘）l【learning objectives学习目标学习目标】l(1)Knowledge(知识目标知识目标)lUnderstand the definition of quotations and offerslMaster the words and phrases of quotations and offers in letterslMaster the contents and methods of writing quotations and offers in letterslSkills（能力目标）（能力目标）l
2、Be able to use skillfully the related language of making quotations and offers lBe able to be good command of writing quotations and offers in letterslPersonal quality（素质目标）（素质目标）lTo develop the ability of discovery or exploratory learning,trying to find out the rules and or the strategies for reach
3、ing the goal of the jobs in the projectlTo learn how to communicate and cooperate with your companions or coworkers.The situation and tasks 任务引入任务引入 lSituationlRetailorholesale Co.,Ltd receives an enquiry from France for its Outdoor Fishing Beach Chair,write a letter to the French customer to make a
4、n offer according to the following information.lProduct name:beach chairslPayment Terms:paypal,Western union,Money gram,Bank wire transfer.Packing Details:Generally winding onto with thick tube;plastic bags outside or customized.Minimum Order:200Delivery Time:Generally 3-8 days after receive 30%depo
5、sit.Because of busy production,lets contact to confirm.lTasks：l1.你认为一封报盘函应包含什么内容？l2.拟写一封报盘函Lead InlWhen the supplier receives an enquiry from the buyer,he will send an offer or quotation.It can be made by letter,fax,e-mail or face-to-face talk.lQuotation(quotation sheet)states the prices of goods an
6、d services.The one who sends quotation will provide goods and service at the prices on the terms and conditions set in it.The quotation receiver may accept the quotation,yet the sender may not sell goods according to prices and terms on the it.lOffer is a promise to supply goods on the stated terms,
7、it is usually made by the seller.The offeror is ready to conclude a transaction with an offeree on the terms and conditions mentioned therein during its valid period.Offers can be divided into two types:firm offer and non-firm offer.lIf the seller send a firm offer to the buyer,it means that he prom
8、ises to close the business with the buyer at the specified price,term of payment,mode of shipment,packing,insurance,etc.Once the buyer accept the firm offer within the time limit,the offerors promise transforms into a contractual obligation.Thus,once it has been accepted it cannot be withdrawn.lThe
9、non-firm offer may contain fewer items,but some terms must be reserved such as subject to our final confirmation.This must be made clearly to avoid possible disputes in the future.Sample Letters报盘常用信函报盘常用信函 Example-Letter 1 A non-firm offer replying customers inquiry 应客户询盘而发的虚盘应客户询盘而发的虚盘Dear Mr.Jone
10、s,We thank you for your letter dated June 14 inquiring about our wall clock.As requested,we take pleasure in offering you,subject to our final confirmation,5,000 pieces Wells-14832 at$200.00 per piece CIF Hamburg.Shipment will be effected within 20 days after receipt of the relevant L/C issued by yo
11、ur first class bank in our favor.We are manufacturing various kinds of clocks for exportation.Enclosed you may find a brochure of products for your reference.We hope some of them meet your taste and needs.If we can be of any further help,please feel free to let us know.Customers inquiries are always
12、 meet with our careful attention.Yours sincerely,Example-Letter2 l回复询盘并敦促买家在涨价前下订单回复询盘并敦促买家在涨价前下订单lDear Mr.Smith,lWe are writing to acknowledge your letter of August 9 for glove knitting machine.We are now sending our price-list and catalogue of the newest types that are under production and we can
13、supply from stock.lPlease see to it that prices of glove knitting machine 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 that the margin for keeping on going like this will not be long.Therefore,we sugg
14、est that you will let us have your order before further rises in costs,which will lead to a raise in prices very soon unavoidably.lWe await for your order soon.lYours sincerelyExample-Letter 3 lReply to an inquiry allowing a quantity discount回复询盘，量大折价回复询盘，量大折价 lDear Sirs,lWe are pleased to receive y
15、our letter of June 3 and herewith enclose our illustrated catalogue and price list for your reference.We are sending you the samples of our products by separate cover.lBy comparing,you may find our price competitive.For a total purchase of not less than 20,000 and not more than 30,000 American dolla
16、rs,we would allow a discount of 5%and for a purchase larger than 100,000 American dollars;we would allow a 15%special discount.lWe are looking forward to receiving your order as soon as possiblelYours faithfully Example-Letter 4l Make an firm offer to customer 给客户报实盘给客户报实盘lDear Sirs,lWe confirm havi
17、ng received your enquiry of March 8 for the Medicine Lady Janggeum.lComplying with your request,we are making you an offer for 2,000 pieces the Medicine Lady Janggeum at US$180.00 per piece CIFC2 Hamburg for shipment in April 20,2014.The goods are to be packed in boxes of one piece each,twenty boxes
18、 to a carton.Payment is to be made by confirmed,irrevocable L/C payable by draft at sight.lThe offer is firm,subject to your reply reaching us before 5 p.m.March 15,our time.Please e-mail us your confirmation as early as possible if you find the above acceptable.lWe are looking forward to your favor
19、able reply.llYours faithfullyExample-Letter 5l A Reply to Customers Inquiry 回复客户的询盘回复客户的询盘lDear Sirs,lIn reply to your letter of 6 April,we are giving you an offer,subject to our final confirmation,as follows:lProduct Name:GBL(gamma-Butyrolactone)lSpecifications:as per attached list.lPacking:in bott
20、le of 2 ml net each and 12 bottles to a wooden boxlQuantity:200 wooden boxeslPrice:USD24 per box CIF HamburglShipment:7 days after receipt of the relevant L/ClPayment:confirmed,irrevocable letter of credit payable by draft at sight.lIf you find the above acceptable,please let us know as soon as poss
21、ible.lYours faithfullyKnowledge Output知识导出知识导出 lTranslate the following letter to Chinese.lDear Mr.Jones,lWe are in receipt of your letter of June 10 inquiring about our genuine leather shoes.In compliance with,we are pleased to offer you,subject to our final confirmation,500 pairs genuine leather s
22、hoes at$223.00 per pair CIF Rotterdam.Shipment will be effected within 25 days after receipt of the relevant L/C.lIf we can be of any further help,please feel free to let us know.l Yours faithfullylSituational TraininglDear Sirs,l Thank you for your letter of June 28 inquiring our beach chair.As req
23、uested,we are sending you our quotation sheet for your reference.lOur beach chairs are stable,secure and of portable design,multifunctional usage.You may find them well received.In order to let you have a good idea of our products,wed like to send you free samples with express for your account.lThe
24、terms of payment can be pay pal,Western union,Money gram,Bank wire transfer.Delivery time is generally 3 to 8 days after receive 30%deposit.Because of busy production,lets contact to confirm.If you are interested in our products,please feel free to contact us,we will reply you within 1-10 hours!Any
25、other details please contact with us on line or E-mail.l Yours faithfullyExercises操作练习操作练习 l1.Put the following Chinese into English.l（1）报盘l（2）以我方最后确认为准l（3）相关信用证l（4）以你方为抬头l（5）满足需求l（6）现货供应l（7）在生产l（8）价格上涨l（9）给予特别折扣l（10）务必做到2、Fill in the blanks with the proper forms of the following words.lstable custo
26、mize deposit portable exportationlacknowledge component margin go up unavoidablyl (1)A 50 _ is required when ordering,and the balance is due upon delivery.l (2)We specialize in the _ of Chinese textile products.l (3)He believes food prices will _ in the future.l (4)The price of oil should remain _ f
27、or the rest of 1992.l (5)The new _ computers are going like hot cakes.l (6)Moreover,the manual practice will _generate great deal of noise l and garbage.l (7)Retailers can repackage combinations of components _ for the client.l (8)Each _ is carefully checked before assembly(装配).l (9)We allowed a _ o
28、f 20 minutes in catching the train.l (10)I wrote him a letter to _ the receipt of the book he sent me.3、Translate the following into Chinese.l(1)We assure you of our best services at all times.l(2)If there is anything we can do to help you,we shall be more than pleased l to do so.l(3)It would give u
29、s a great pleasure to render you a similar service should an l opportunity occur.(4)We spare no efforts in endeavoring to be of service to you.(5)We shall be very glad to handle for you at very low commission charges.l(6)We have always been able to supply these firms with their monthly requirements
30、without interruption.l(7)We take this opportunity to re-emphasize that we shall,at all times,do l everything possible to give you whatever information you desire.l(8)We are always in a position to quote you the most advantageous prices for higher quality merchandise.l(9)This places our dealers in a
31、highly competitive position and also enable them to enjoy a maximum profit.l(10)We solicit a continuance of your confidence and support.4、Translate the following into English.l (1)有劳贵方，不胜感激。l (2)不胜感激贵方对此事的关照。l (3)对贵方在此事中的慷慨之举，深表感谢。l (4)对贵方之盛情，不胜感谢。l (5)希望贵方能利用这次报价。l (6)如承试订货，不胜感激。l (7)如承赐示具体要求，不胜感激。l (8)如承惠寄样品，则不胜感激。l (9)如承优惠考虑报价，不胜感激。l (10)收到贵方大宗订货，不胜感激。
