询盘（Inquiry）是交易的一方向对方探询交易条件，表示交易愿望的一种行为。询盘多由买方作出，也可由卖方作出、内容可详可略。如买方询盘：“有兴趣东北大豆，请发盘”，或者“有兴趣东北大豆，11月装运，请报价”。询盘对交易双方无约束力。

报盘（Offer） ，也叫报价，是卖方主动向买方提供商品信息，或者是对询盘的答复，是卖方根据买方的来信，向买方报盘，其内容可包括商品名称、规格、数量、包装条件、价格、付款方式和交货期限等。报盘有两种：

虚盘（non-firm offers）, 即无约束力的报盘。一般情况下，多数报盘均为虚盘，虚盘不规定报盘的有效日期，并且附有保留条件，如：The offer is subject to our final confirmation/prior sale. 该报盘以我方最后确认/事先售出为准。

实盘（firm offers）则规定有效日期，而且卖盘一旦被接受，报盘人就不能撤回。

还盘，(Counter-offer)受盘人不同意发盘中的交易条件而提出修改或变更的意见，称为还盘。在法律上叫反要约。 还盘实际上是受盘人以发盘人的地位发出的一个新盘。原发盘人

成为新盘的受盘人。还盘又是受盘人对发盘的拒绝，发盘因对方还盘而失效，原发盘人不再受其约束。 还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复。

接受在法律上称为“承诺”，接受一经送达发盘人，合同即告成立。双方均应履行合同所规定的义务并拥有相应的权利。

简单的说,比如去菜市场买菜:

"大爷,这白菜怎么买?" (寻盘,也就是询价)

"5毛一斤" (发盘)

"不行,太贵,便宜一些,我要10斤" (还盘)

"那最低4毛5一斤,不能再低了"

"行,就4毛5一斤,我要10斤,你给我称吧!" (接受):

"好的"

报盘的典型句型如下：

（1）As requested, we are offering you the following subject to our final confirmation。

根据要求，现我方就如下货物向贵方报盘，以我方最后确认为准。

（2）As recently the goods are in extremely short supply, we regret being unable to offer.

因近期货源紧张，很抱歉不能报盘。

（3）It’s a pleasure for us to offer you the goods as follows:

非常荣幸地向你方报盘如下：

（4）Refering to your E-mail dated July 10 in which you inquired for shirts, we have pleasure in giving you an offer as follows:

关于贵方7月10日对衬衫的询盘，现报盘如下：

（5）We will keep in mind your requirement for shirts and shall contact you once it is available.

我方会留心你方对衬衫的要求，一旦有货，将立即同你方联

系。

（6）We regret being unable to quote on FOB basis, as it is our general practice to do business with all our clients on CIF terms.

很遗憾，我方不能以船上交货报价，因为按照惯例我方与客户做生意通常报到岸价

(7)

主题：报盘

亲爱的先生：

20xx年7月2日有关查询大米和大豆新加坡到岸价的电子邮件也收悉。

今日上午电子邮件报价：精白米300公吨，每公吨成本加运费新加坡到岸价为2400澳元。于20xx年8或9月装运。以上实价需由贵公司于20xx年7月16日前回复确实。

该报价为最优惠价，恕不能还价。

本公司与客户正洽售一批大豆，若贵公司愿意报以适当买

价， 本公司乐意出售。近来该类产品需求量大，令价格上涨。请贵公司把握机会，尽早落实订单为盼。

你真诚的，

xxx

Subject: Offers

Dear Sirs,

This is to confirm your E-mail of 2 July, 2002, asking us to make your firm offers for rice and soybeans C&F Singapore.

We E-mail you this morning offering you 300 metric tons of polished rice at A$2400 per metric ton, CIF Singapore, for shipment during August/September 2002. This offer is firm, subject to the receipt of your reply before 16 July 2002.

Please note that we have quoted our most favourable price and are unable to entertain any counter offer.

With regard to soybeans, we advise you that the few lots we have at present are under offer. If, however, you were to make us a suitable offer, there is possibility of our supplying them.

As you know, of late it has been a heavy demand for these commodities and this has resulted in increased prices. You may, however, take advantage of the strengthening market if you send an immediate reply.

Sincerely yours,

Xxxx

Dear Zhang Ying,

We acknowledge receipt of your shipment.Upon examination,we found that one carton is wet.Since 30 pieces were damaged, they cannot be sold. We are returning these 30 pieces,and request immediate replacement of the damaged goods.

Yours sincerely,

Benjamin

Activity 9

Dear sirs,

I am sorry for the delivery delay.

The reason is the US dock strike.

AS to the compensation, I am afraid we cannot pay it.

Sincerely yours,

Helen

第二篇：2询盘与报盘

询盘与报盘

通常，交易磋商由四个环节构成：询盘、报盘、还盘和接受，其中报盘和接

受是导致交易达成的两个关键性的环节。

一、询盘

询盘通常是买方为获取所购商品的信息如价格、规格、质量、数量、包装、装运和其它贸易条件而作出的，询盘不具约束力。当商人拟购买商品时，就会作出询盘。以下是询盘时应注意的要点：

1.

2. 询盘要具体，并清楚地说明你所要的信息：所需的商品、目录、价格单、样品、报询盘应简洁、抓住要点。 价 或报盘等，以便使卖方能提供你所需要的信息。

3. 若是第一次询盘，即发给从未交易过的公司的询盘，开头要告知你是如何获悉对方姓名和地址的。如能同时提供关于业务范围、所需数量、通常的贸易条件以及任何能使卖方提供你所需的服务的信息，都是有利的。

4. 促使卖方提供较优惠条件的策略是给卖方一些诸如你会大量订购或常期订购的希望，可以说"如果价格有竞争力，我们将订购……"或"如果报价优惠，我们将常期向你方订购"。

询盘信函一般由三部分组成：

1. 开头段/句，提及如何获悉对方的姓名和地址、感兴趣的商品、本公司的

简单介绍(如需要）、初步意向或写信目的。

2. 第二部分/信息部分，具体陈述你的要求。

3.结尾部分，预致谢意并表达对对方早日回复的期望。

询盘的回复信通常由以下三部分组成：

1. 开头段/句，确认收到询盘并表示感谢。

2. 第二部分/信息部分，具体陈述所要的信息。如由需要.也可对商品作些有利的评价。

3. 结尾部分，表达与对方做生意的希望。

二、报盘

报盘是卖方对买方所作的询盘的回复。为了销售自己的商品，在没有询盘的 情况下，对于老客户或可能会对自己商品感兴趣的新客户主动作出报盘.这也是

一种常见的做法。在实际国际贸易业务中，有两种报盘：实盘和虚盘。实盘是

在指定时间、按照指定条款、以指定价格供应货物的一种承诺。实盘一经报出， 即构成要约，卖方不能在其有效期内撤回，由买方来决定是否接受还是拒绝。包含 所有询购信息的报价是按照指定条款供应货物的承诺，它可视为是虚盘。虚盘

在法律上不具约束力，也没有有效期。

报盘时以下几点是必要的：

1. 感谢买方的询盘和对你产品表示的兴趣。

2. 提供所有所需信息，包括品名、质量、数量、规格、价格、折扣、支付方式、包装、交货期等。

3. 明确说明价格所包含的费用。

4. 表达报盘被接受的希望，并向顾客保证优良的品质、服务和即时交货等。

实盘还应明确说明报盘的有效期。

报盘信通常由以下三部分组成：

1. 开头段/句，感谢对方的询盘。

2. 第二部分/信息部分，完整、清楚、明确地陈述所报的条款。如果是实盘，说明有效期。

3. 结尾部分，作出保证，并表达报盘被接受的希望。

Letter 1 First Enquiry

Messrs. Smith & Co.

153 Third Avenue, New York NY 10017,U. S. A

February 3， 2007

Wang Fang

Sales Executive

Fuji an Provincial Arts and Crafts I/E Corporation

12—11/F, Zhongshan Mansion

123 Hudong Road

Fuzhou, China

Dear Mr. Wang

We have seen your advertisement at http://www. Made-in-China.com and are particularly interested in your bamboo and straw articles. We would like to have details of your various types, including sizes, materials and prices.

We are large dealers in arts and crafts, having over 15 years experience in this particular line of business. Provided quality and prices are satisfactory, there are prospects of good sales in our market.

When replying, please state terms of payment and discounts you would allow on purchases of quantities of over 100 dozen of individual items.

We look forward to your early reply.

Sincerely yours

Mr. Henry Purchase

Manager

Notes to the Text

1. enquiry n.询盘，又作inquiry,是指交易的一方为购买或出售某种商品，向对方 口头或书面发出的探询交易条件的过程，又称询价。

When an importer intends to make purchases of some goods, he sends a letter of enquiry to an exporter.

当进口商拟购买货物时，会向出口商寄去询盘信。

A customer of ours has made an enquiry for quartz clock.

我们的一位顾客对石英钟作了询盘。

We thank you very much for your enquiry of April 5 and are glad to send you one copy of our latest catalogue and pricelist.

感谢你方四月五日的询盘，并很高兴寄上我方最新目录和价格单一份。

enquire v,询盘，询购

A lot of customers have contacted us to enquire for our camera.

许多顾客跟我们联系询购我们的相机。

2. http：//www. Made-in-China 中国制造网，是一个面向全球提供中国产品信息的电子商务服务网站，旨在利用互联网将中国制造的产品介绍给全球采购商。它的信息平台和优质商业服务为中国对内对外贸易的发展提供了强有力的支持。

3. Provided quality and prices are satisfactory, there are prospects of good sales in our market. 如果质量和价格令人满意，在我市场将有很好的销售前景。

provided conj.假如，以……为条件，与if的用法相同，但主要表示说话人所希望的假设条件，如：

Provided you take the quantity we offer, we will give you a 3% quantity discount.

假如你方购买我们所报的数量，我们将给予3%的数量折扣。

Provided you fulfill the terms of the L/C, we will accept the draft drawn under this credit. 假如你方履行信用证的条款，我方将承兑该信用证下开立的汇票。

4. When replying, please state terms of payment and discounts you would allow on pur- chases of quantities of over 100 dozen of individual items.

回复时，请说明支付条款和对各品种超过100打的购买量所能给予的折扣。

state说明，也可用indicate。

另外请注意term常以复数形式（terms)出现，因为条款中常会包含多种要素。

discount n.折扣，它指卖方给予买方的价格优惠折扣。与allowance同义。quanti-

ty discount数量折扣，指订购货物达到一定数量时卖方给予买方的优惠折扣。

to allow (give, offer, grant) sb. a discount on... 对 （货物）给某人一个折扣

We are prepared to allow you a 10% quantity discount if your order exceeds 200 cartons. 如果你方订单超过200箱，拟予以10%的数量折扣。

Letter 2 Reply to the Above Enquiry

Fujian Provincial Arts and Crafts l/E Corporation

12 — ll/F, Zhongshan Mansion, 123 Hudong Road, Fuzhou, China

Tel:86-591-66664444 Fax: 86 —591 — 66664433

February 4， 2007

John Henry

Purchase Manager

Messrs. Smith &- Co.

153 Third Avenue

New York NY 10017,

U. S. A

Dear Mr. Henry

We are very glad to receive your enquiry of February 3 and thank you for your interest in our products.

We are sending you our quotation sheet and a copy of our latest catalogue giving the details you asked for, and hope that some of our products will be suitable for your market.

On regular purchases of over 100 dozen of individual items, we would give a discount of 3%. As to payment, we usually accept payment by sight L/C. We assure our clients of delivery within 20 days after receipt of L/C.

In addition to bamboo and straw articles, we also deal in carvings, porcelains, wooden products and a wide range of Christmas gift items, details of which you will find in the catalogue. If you need any further information, please let us know.

We look forward to welcoming you as our customer

Yours sincerely

Mr. Wang

Sales Manager

Notes to the Text

I quotation n.报价（单）；估价（单）

to make /send /give sb. a quotation for sth.向某人报某货的价

We shall appreciate it if you will send (make, give) us your best quotation for 1000 kilogram Green Tea.

如能报1000公斤绿茶的最低价，将不胜感激。

Your quotations are not in line with the ruling market at our end.

你方报价与我处的现行行市不符。

quote v.报价

常用短语有：

to quote sb. a price for sth.

Please quote your lowest price.

Please quote us your best price.

Please quote us for electric typewriter.

Please quote us your best price for electric typewriter.

We now quote you for 2000 dozen of silk blouses at USD 120 per dozen CIF New York. 现报2000打真丝女衬衣，CIF纽约价，每打120美元。

Would you quote us your lowest price CFR London for 200 tons of peanuts?

能否报我200吨花生最低价，CFR伦敦价？

2. catalogue商品目录，美式拼法为：catalog，介绍商品的名称、详细规格、商品编号等， 带插图的称为illustrated catalogue。类似的还有：brochure, pamphlet, booklet (宣传商品的）小册子；leaflet ， folder为介绍商品的广告单、宣传单、折页；sample book或sample-cutting book样品本，通常把面料、纸张等商品的各种花样、图案的小块剪样(sample-cutting)装订成一本，注明商品号码，寄给客户选购；instruction book ， operation (operating) manual(机器等的）使用说明书，操作指南。

3- as to至于，关于。可用于句首，或句子中间，相当于about，可接名词或名词从句。 As to the packing requirements, please refer to our S/C

No. 2358. 至于包装要求，请?嗽牡?358号售货确认书。

There's no doubt as to their financial standing.

至于他们的资信状况，是勿庸置疑的。

We would appreciate your prompt decision as to what can be done.

如能即时决定应采取的措施，将不胜感激。

函电中常用的表示"关于"的词还有：as to; as regards； regarding; with regard to。

4. sight L/C L/C是letter of credit的缩写，信用证是一种银行开立的有条件的承诺付款的书面文件。在进出口业务活动中，一般是开证行根据进口人（即开证申请人）的请求和指示向出口人开立的一定金额的，并在一定期限内凭规定的单据承诺付款的书面文件。sight L/C(即期信用证）是开证行或付款行收到符合信用证条款的跟单(即期）汇票或装运单据后立即履行付款义务的信用证。

L/C的复数为Ls/C或letters of credit，也可用credit —词表示信用证，复数为credits 。 即期信用证的说法：L/C available by sight draft; L/C payable by sight draft; L/C payable against sight draft,简称sight L/C。

远期信用证的说法：usance L/C； time L/C； term L/C。

见票三十天议付的信用证-

A. 30 days L/C

B. L/C at 30 days

C. L/C available by draft at 30 days after sight.

5. We assure our clients of delivery within 20 days after receipt of L/C. 我们向客户保证在收到信用证后的20天内交货。

assure使某人确信，向某人保证。它有以下几个用法：

(1) assure sb. ofsth.

We can assure you of our close cooperation.

请相信我们会给以密切合作。

(2) assure sb. that从句

We can assure you that payment will be made in due time.

我们可以向你保证及时付款。

(3) rest/ be assured that从句

Please rest assured that we will give priority to orders from you. 请尽管放心，我们会优先考虑你们的订单。

(4) rest/ be assured of sth.

You may rest assured of our sincerity to do long-term business with you. 请相信我们想跟你们长期做生意的诚意。

6. a wide range of 多种多样的

blouses in a wide range of colors 各种颜色的女衬衣

a range of samples 一批样品

a full range of samples 全套样品

Letter 3 An E-mail Enquiry for Radio-controlled Toy Car

Brizier & Co. ， Ltd

4 Oxford St. ，London SW6 6DB, U. K.

Tel: (44) 456 3333 Fax: (44) 456 2222

February 12, 2007

Huang Yan

Sales Executive

Shanghai Import &. Export Corporation

1830 Central Boulevard,

Pudong 201206, China

Dear Miss Huang

As for the radio-controlled toy car with musical IC that you advertised at http:// www. Made-in-China, com ， could you please send me a copy of your latest catalogue? I would also like to know your monthly production capacity and earliest delivery

Yours sincerely

Fred John

Import Manager

Notes to the Text

1. radio-controlled toy car with musical IC 带音乐智能卡的无线电遥控玩具车

2. I would also like to know your monthly production capacity and earliest delivery. 同时也请告知月生产能力和最早的交货期。

capacity 生产量；容量；能力

"我们每月能生产10000台"，可以用以下表达：

Our monthly production capacity is 10,000 sets.

We can produce 10,000 sets per month.

We are capable of producing 10,000 sets each month.

to capacity/at capacity全力生产，满负荷生产

We are working to capacity to ensure timely shipment.

为保证及时装运，我们在满负荷地生产。

After studying our prices and our liberal terms, you will understand why we are working at capacity to meet the demand.

在仔细?丝次曳降募鄹窈陀呕莸奶蹩詈螅?惴蕉ɑ崦靼孜曳轿??阈枨蠖??汉缮??脑?颉?/p>

Letter 4 Reply to the Above

Shanghai Import & Export Corporation

1830 Central Boulevard, Pudong 201206,China

Tel: 86 — 021 —56782233 Fax:86 — 021 — 56782211

February 13, 2007

Fred John

Import Manager

Brizier & Co. ， Ltd

4 Oxford St. London SW6 6DB

U. K.

Dear Mr. John

Thank you for your E-mail of February 12 inquiring about our radio-controlled toy car.

Enclosed is our latest catalogue which we hope will give the details you want.

We are a specialized manufacturer and exporter of radio-controlled toy cars and have been in this line for more than 10 years with ISO 9002 ( 1994) approved. Compared with similar products in the international market, our toy cars are of competitive prices and high quality.

Our factory produces 30,000 pes each month and delivery can be made within 30 days after receipt of payment for order. Meanwhile, we can accept orders on OEM basis.

We look forward to doing business with you.

Best regards

Miss Huang Sales

Executive

Notes to the Text

1. inquire about 询问

One of our Italian customers is inquiring about the supply of this item.

我们的一个意大利顾客正询问该商品的供应情况。

We have received your letter of July 4 inquiring about new developments in our market. 我们已收到你方7月4日的来信，信中询问我市的最新行情。

2. with ISO 9002(1994) approved 通过了 ISO9002(1994)质量体系认证。ISO9002:1994

质量体系是ISO9000族标准之一，是质量体系生产、安装和服务的质量保证模式。 approve vt.批准，同意，后接名词或动名词作宾语。

The authorities concerned have approved our application for import license.

有关当局批准了我们进口许可证的申请。

They approved our adjusting the price in order to push the sale of our products.

他们同意我们调整价格以促进产品的销售。

3. Compared with similar products in the international market, our toy cars are of competitive prices and high quality.

与国际市场上的同类产品相比，我们的玩具车价格有竞争力、品质优良。

compared with 与 相比

Compared with those of our rivals' ， our products are easier to operate.

与竞争对手的产品相比，我们的更易于操作。

Compared with those similar products available in the market, our products are better in quality and lower in price.

与市面上的同类产品相比，我们的产品品质更优，价位更低。

compare favorably with 比 好

The quality and prices of our products compare favorably with those of Japanese makes. 我们产品的质量比日本货的质量要好，价格也便宜。

be of...表示具有某种属性、特征，在外贸业务中描述产品时常用到此表达-

Our table fans are of superior quality and moderate prices.

我们的台扇价廉物美。

We deal in decorative fabrics of different varieties.

我们经营不同种类的装饰材料。

We are in the market for ladies’ bag of different materials and styles.

我们求购不同面料和款式的女士包。

外贸英语中也常用"力'.+in+".句型来描述商品的特点，如：

moderate in price 价格公道superior in quality 质量上乘excellent in craftsmanship 工艺精港novel in designs 设计新颖unique in style式样独特

4. we can accept orders on OEM basis.

我们可以按照贴牌生产的方式接受订单。

OEM, Original Equipment Manufacturer,原始设备制造商，指一家厂家根据另一家厂商的要求，为其生产产品和产品配件，亦称为定牌生产或授权贴牌生产，即可代表外委加工，也可代表转包合同加工，国内习惯称为协作生产，三来加工，俗称加工贸易。

on... basis ，或on the basis of... 在……基础上；以……为条件；按照。在函电中 很常用，如：

Please send us your offer for 500 set Dell laptop computers on CIF Shanghai basis.

请报500台戴尔手提电脑盘，以CIF上海作价。

We do business with foreign clients on the basis of equality and mutual benefit.

我们在平等互利的基础上与国外客户做生意。

Most of our business has been done on L/C basis.

我们大多数的业务是以信用证付款的。

5. Best regards用在信结尾的敬语，是习惯用法，可用在正式或非正式场合。商务电子邮件结尾常用此表达，也可用B/regards， With best regards,With best wisheS。

Letter 5 An Offer Based on Enquiry

Overseas Trading Co

1250 Changan St. ,Beijingl00710, China

Tel: 86-010-33992233 Fax: 86 —010 — 33992211

December 12, 2006

Tony Brown

Import Director

C &. A Realty

246 Dover Drive

New South Wales 2030

Australia

Dear Mr. Brown

Thank you for your enquiry of December 10. We confirm having received your sample.

We have carefully examined the sample and can assure you that we are able to produce articles of identical type and quality.

Based on your annual requirements, we are making you the following offer：

Plastic Zipper 5# ： 2,000 dozen USD 0. 6 /dz

Metal Zipper 8# ： 3,000 dozen USD 0. 9/dz

Net price, FOB Shanghai

The above items for which we have quoted are made of very best quality material and can be supplied in a range of designs and colors.

We look forward to receiving your order.

Yours sincerely

Miss Chou

Sales Representative

Notes to the Text

1. offer n. /v.报盘，是指当事人的一方愿按其所标明条件与他方订约的意思表示。一项交易条件完整的报盘通常应包含货物的品名、品质、数量、包装、价格、交货和支付等主要交易条件。quotation是报价，通常仅就价格表示意思而已，可以说明其他交易条件，也可以不明确说明。offer也可作报价解，此时和quotation同义。

Please make us an offer FOB Nanjing for (on) 1,000 sets of Legend PC.

请报1000台联想个人电脑，FOB南京价。

We offer firm CIF New York 5 metric tons of Walnut meat subject to your reply reaching here by Friday our time.

现报5公吨核桃仁实盘，CIF纽约价，该报盘以你方于周五我方时间前复到有效。

2. We confirm having received your sample.

我们确认已收到你方的样品。

confirm vt.

① 证实(prove to be true)

Latest developments have confirmed our prediction in regard to the trend of the market. 最新行情证实了我们对市场发展趋势的预测。

② 确认；保兑

We now confirm our acceptance of your quotation.

现确认接受你方报价。

confirmed letter of credit

保兑的信用证

confirmation n. 证实；确认

We offer as follows, subject to our final confirmation.

现报价如下，以我方最后确认为准。

Please fax your confirmation immediately.

请速来电确认。

3. Based on your annual requirements

根据你方每年的需求量

requirements 需求，需要的东西或货物

We shall be glad to make you our best offer upon receipt of your detailed

requirements.

一收到你方具体的需求，我方即报最好的盘。

Under such circumstances, we，11 have to switch our requirements to other suppliers. 在这种情况下，我们只能转向其他供应商购买所需之物。

4. FOB Shanghai FOB上海价，也可译作离岸价，离岸港上海。FOB是外贸业务中的价格术语，FOB是Free on Board的缩略语，译作"装运港船上交货"或"离岸价"，后面接指定装运港（named port of shipment),此信中指定装运港是上海。

5. The above items for which we have quoted are made of very best quality material and can be supplied in a range of designs and colors.

以上所报商品选用上乘面料制成，有多种式样和颜色可供应。

be made of... 由 制造、构成

Our bags are made of superior genuine leather and are very popular with young ladies. 我们的包是用上好的真皮制作的，很受年轻女士的欢迎。

Letter 6 A Firm Offer for Plush Bear

Shanghai Shen Tong Toy Co. , Ltd

120 Liansheng Town, Qingpu, Shanghai

Tel: 86-021-33332222 Fax: 86 — 021 — 33332211

January 14， 2007

John O. Clark

Purchase Manager

Benton Toy Company

344 Maple Drive

Columbia, SC 29205

Dear Mr. Clark

Re: Plush Bear Item No. 1008A

We thank you for your fax of January 12，enquiring for the captioned goods.

As requested, we offer firm, subject to your reply reaching here by January 25，as follows ：

Plush Bear Item No. 1008A as per sample, each in a plastic bag and then in a box, 50 boxes to a carton with white and yellow equally assorted.

Unit Price: USD 9. 80 per dozen CIF New York

Payment ： by Irrevocable Letter of Credit

Quantity; minimum order 500 dozen, maximum present capacity 5,000 dozen a month. Delivery; within 30 days after receipt of notification of L/C.

We hope the above will meet with your approval. If you require any further information, please let us know.

We look forward to your first order.

Yours sincerely

Lee Bon

Sales Executive

Notes to the Text

1. captioned goods 标题货物，也可说goods under the caption, subject goods。

caption既可作动词也可名词，作名词时与subject同义。

2. As requested, we offer firm, subject to your reply reaching here by May 12， as follows. 按贵方要求，报实盘如下，以你方回复5月12日前到达此地为有效。

as requested可以理解为as is requested的省略形式，外贸函电中这种结构用的很多， 如： as mentioned above, as compared with, as stipulated in the contract, as agreed upon by both parties, as certified in the inspection report等。

offer firm报实盘，发实盘时一般均用firm字，并附上有效期限，在此期限内不可撤回报盘，也不可变更发盘条件，只要受盘人（offeree)在此有效期内接受发盘，交易即告成立。

subject to... 以……为准的，以……为条件的；要经受……的。to是介词，后面要接名词或名词性短语。

We offer you, subject to our final confirmation, the following goods：

我们向贵方作下列商品报盘，以我方最后确认为准：

We are making you the following firm offer, subject to your acceptance before 7 pm April 4 Beijing time.

我们向贵方报下列实盘，以你方在4月4日北京时间下午7时前接受为有效。

Our offer is subject to goods being unsold.

我们的报盘以货物未售出为有效。

as follows 如下，注意这是习惯用法，不可改写为：as it follows, as following, as

follow 等。

3. as per the sample 按样(品)

as per 按照。又如：

as per the conditions specified in the contract 按照合同中规定的条件

Details as per the attached list 详见附单

4.... with white and yellow equally assorted.

……白色和黄色平均搭配。

assorted adj.搭配的；混合的

We can supply this article in assorted designs and colors.

我方可供应该货，款式和颜色混合搭配。

assortment n. 搭配

Please inform us of color assortments.

请告知颜色搭配。

Can you supply 2,000 piece Item No. 5 with equal assortment of blue, yellow and red?

能否供应2,000件5号货，颜色蓝、黄、红平均搭配？

5. USD 9. 80 per dozen CIF New York. CIF纽约价每打9. 8美元。

这是外贸英语中报价时常用的固定句式，即：单价（含货币、价格、单位数量） +价格术语。CIF是价格术语Cost, Insurance and Freight的缩略语，译作"成本、

保费加运费"或"到岸价"，后接指定目的港（named port of destination)。

Letter 7 A Counter-offer Asking for a Reduction in Price

Benton Toy Company

344 Maple Drive, Columbia, SC 29205

January 16, 2007

Tony Lee

Sales Executive

Shanghai Shen Tong Toy Co. , Ltd

120 Liansheng Town

Qingpu, Shanghai

Dear Mr. Lee

Re: Plush Bear Item No. 1008A

We've received your fax offer of January' 14 for Plush Bear Item No. 1008A with thanks.

All the terms contained in the offer are acceptable except the price. While appreciating the quality of your commodity, we find your price on the high side. Now in Europe, many suppliers, mainly from Asia, have come into the market with a much lower price than yours. The chief sellers, worrying about their market shares, are again lowering their prices. Such being the case, to accept your quotation would mean little profit to us.

However, we would like to place a trial order with you if you could make a 5% reduction in your price. Should this transaction prove to be successful, we'd certainly place more substantial orders on a regular basis.

We hope you will reconsider this matter and send us a new offer.

Yours sincerely

Mr. John O. Clark

Purchase Manger

Notes to the Text

1. counter-offer还盘，受盘人在接到发盘后，不能完全同意发盘的内容，为了进一步磋商交易，对发盘提出修改意见，用口头或书面形式表示出来，就构成还盘。函电中有时虽未明确使用counter-offer字样，但在内容中表示出对发盘的修改，也构成还盘。

counter-offer可作动词或名词。

The price you counter-offered is a little bit low.

你方所还价格有点低。

If our offer is not acceptable, please fax your best counter-offer.

如我方报盘无法接受，请电告最好的还盘。

counter-在这里作prefix(前缀）用，意为"对应"，它还可作"反"、"对等"，如：

counter-bid 还价，还盘

counteract 抵消

countervailing duty 反补贴税

counter-sample 复样

counter-trade 对等贸易

2. While appreciating the quality of your commodity, we find your price on the high side. 我方虽然满意你方的商品质量，但发现你方价格偏高。

while appreciating是while we are appreciating的省略形式。

appreciate v.感谢，理解，赏识，后接名词或动名词作宾语。

We appreciate your cooperation in this aspect.

感谢你方在这方面给予的合作。

We appreciate your difficulty in coping with the keen competition in your local market. 我们理解你们在应付当地市场的激烈竞争时所面临的困难。

Our customers appreciate the quality of your products, however, they insist that the price is a bit too high.

我们的顾客认可你们产品的质量，但他们坚持认为你方价格偏高。

on the high side (价格）偏高

out of line with the market 与市场不~"致

on the low side (价格）偏低

3. come into the market上市；进入市场

When fresh supplies come into the market, we will inform you immediately.

等新货上市时，我们会立即通知你方。

4. Such being the case事实既然如此。分词独立结构作状语，再如：

Your L/C calls for an insurance amount for 130% of the invoice value instead of 110%。 Such being the case, we have to ask you to amend the insurance clause.

你方信用证要求按#5@p金额的130%而不是110%投保，既然这样，我们不得不要求你们修改保险条款。

5. Should this transaction prove to be successful, we'd certainly place more substantial orders on a regular basis.

如果此次交易成功，我们定会常期大量订购。

should置于主语前引出一个表示条件的从句，其动词要用原形，表示虚拟语气，含有 "此事发生的可能性不一定很大"之意。又如：

Should shipping space be available, we would certainly ship the goods this month.

如果能订到舱位，我们定会在本月装运货物。to place an order with sb. 给某人下订单 We’d like to place an order for 1,000 dozen Men，s Shirts with you.

我方愿向贵方订购1000打男式衬衣。

on a regular basis经常地，不间断地，也可说：

on a quarterly basis每季度的

on a yearly basis每年的

6. lower vt.降低，减少

We shall be glad to place a large order with you if you lower your price by 3%. 如能降价3%，我们将大量订购。

表示降价还可以说-

to cut/reduce/bring down the price by. . ?(或to)

to make a ... % reduction in the price

提价则可以说：

to raise/increase the price by. ?.

Letter 8 Exporter's Reply to the Above

Shanghai Shen Tong Toy Co., Ltd

120 Liansheng Town, Qingpu, Shanghai Tel:

86-021-33332222 Fax: 86 — 021 — 33332211

January 18， 2007

John O. Clark

Purchase Manager

Benton Toy Company

344 Maple Drive

Columbia, SC 29205

Dear Mr. Clark

Re: Plush Bear Item No. 1008A

Thank you for your fax of January 16. We are indeed sorry that you found our prices too high.

Actually the prices we quoted you are narrowly calculated and are very realistic. As I am sure you know, we operate in a highly competitive market in which we have been forced to cut our prices to the minimum. If it were not for the regular orders we receive from a number of our customers, we could not have quoted such low prices. We believe a fair comparison of quality between our products and those from other sources will convince you of the reasonableness of our quotation.

However, in view of our future cooperation, we would exceptionally give you a 3% quantity discount if your order exceeds 8,000 dozen.

We hope you will accept our proposal and look forward to your trial order.

Yours sincerely

Lee Bon

Sales Executive

Notes to the Text

1. We operate in a highly competitive market in which we have been forced to cut our prices to the minimum.

我们面对的市场竞争激烈，因此被迫将价格降至最低。

2. If it were not for the regular orders we receive from a number of our customers, we could not have quoted such low prices.

如果不是因为我们有来自很多顾客的稳定的单子，我们不可能报这么低的价格。

If it were not for...引导虚拟条件句，表示"要不是……，如果不是……"，主句用could/would + have done,表示与过去事实相反。如：

If it were not for the good quality and good service we provide, we couldn? t have won so many foreign clients.

如果不是我们提供的优良品质和服务，我们不可能赢得这么多的国外客户。

If it were not for the congestion of the port, the shipment of goods couldn? t have been delayed till today.

要不是港口拥挤，货物的装运不会延期至今。

3. We believe a fair comparison of quality between our products and those from other sources will convince you of the reasonableness of our quotation.

我们相信：公正地比较我方产品和其他供应商的产品会使你相信我方报价的合理性。convince v.使确信，使信服，说服

可用convince sb. of sth.，也可用convince sb. that.…句型，如：

The buyer has finally managed to convince the seller of the importance of timely delivery. 买方最后说服卖方及时交货的重要性。

The annual turnovers have convinced our agents that our products are far superior to Japanese makes.年营业额使我们的代理相信 ，我们的产品远远优于日本货。

source(1) ".源头；来源；根源

For an exporter, it is very important to obtain steady sources of supply.

对出口商来说，获得稳定的货源是非常重要的。

Since our buyer thinks your price too high, we are going to purchase from other sources. 既然我们的买主认为你方价格太高，我们将从其他货源进货。

(2) ".提供消息者;供货厂商

We learn from reliable sources that the price of oil will go up next month.

我们从可靠消息获悉，下个月的油价将会上涨。

We have received from a source(厂家)in China an offer which is around 10% below your price. 我们收到了来自中国的一家厂家的报盘，其报价比你方低10%。

(3) 获取；获得

Since our regular supplier has gone bankrupt, we are trying to source the materials elsewhere. 既然我们常期的供应商破产了，我们正试着从别的地方进料。

outsourcing n.外部采购；外部采办 in-house sourcing n.内部采购；内部采办 ，

4. in view of考虑到，鉴于，也可用in consideration of,如：

In view of future development of business, we are considering appointing an agent.

鉴于今后的业务发展，我们正考虑委任一代理。

In view of our long friendly business relations, we will make another reduction of 3 % ， but this is the best we can do.

鉴于我们之间长期友好的业务关系，我们会再降3%,但这是我们所能报的最低的价格。

Letter 9 Exporter's Reply to a Counter-offer

Jiangsu Hongye Arts & Crafts Import & export Co.

50 Zhonghua Road, Nanjing 100111， China Tel:

86-25-57683455 Fax: 86 — 25 — 57682234

November 21， 2006

Francis J. Gable

Import Director

Benton Toy Company

344 Maple Drive

Columbia, SC 29205

Dear Mr. Gable

We have received your fax of November 23 asking for a reduction of 5% in the price. We have carefully considered your proposal, but very much regret that we cannot accept it.

The prices we quoted leave us with only the smallest margins, they are in fact' lower than those of our competitors. The fact that we are one of the largest suppliers of plush toys in Nanjing is in itself evidence of the good value of our products.

Therefore* we hope you will give further thought to the matter. But if you still feel you cannot accept our offer, we hope it will not prevent you from approaching us on some future occasion. We shall always be happy to consider carefully any proposals likely to lead to business between us.

We look forward to your reply.

Sincerely yours

Xia Tao

Sales Representative

Notes to the Text

1. The fact that we are one of the largest suppliers of plush toys in Nanjing fe in itself evidence of the good value of our products.

我们是南京最大的长毛缄玩具供应商，这个事实本身就说明我们的产品是物有所值的。

2. approach v, 与 接洽，联系

As for packing requirements, please approach our manufacturer directly.

至于包装要求，请直接与我们的厂家联系。

approach sb. for sth.与某人联系某事，就某事与某人联系

Several Italian buyers have approached us for the supply of wheeled suitcases.

几家意大利买主已与我们联系带轮行李箱的供应事宜。

3. margin即profit margin或margin of profit ，盈余，利润幅度，指成本（cost)与销售 价 (selling price)的差额。

4. lead to导致，通向（此处to为介词）

We hope this initial order will lead to more business between us.

我们希望这笔首次订单会带来我们之间更多的业务。

We believe that this accommodation will lead to more orders from you

我们相信这个通融会带来贵方更多的订单。

F. Translate the following sentences into English ：

1. 兹报即期装船运动休闲包（sports bag) 1000只实盘，每只FOB价X X美元，以 我方最后（传真）确认为有效。

2. 收到你方4月5日询价，得悉你对我们玩具汽车感兴趣。现随函附寄最新目 录和价格单一份。

3. 请报最好的CIF上海价格，注明最早交货期。

4. 如果你方价格有竞.争力，我方愿首次订购2000打，即每个型号各500打。

5. 对于年订购量不少于10,000美金的订单，我们可给予5%的数量折扣。

6. 很高兴收到你方8月7日的询盘，按照要求，现报盘如下，以你方答复于2006 年9月20号前到达此地为有效。

7. 如果你方能降价5% ，我们将非常愿意向你方订购3,000打，否则我们只有转向其他 供应商订购。

8. 我方所报价格是非常实际的，事实上，在这个价位我们已收到很多来自国外客户的订 单。

9. 感谢你方5月10日对女士皮包的报价，但很遗憾，我方买主认为你方价格偏高。

10. 你方价格比我??同类商品价格高10%左右。

1 Compose an English letter according to the given details:

敬启者

很高兴收到你方9月15日询价。根据你方要求，今寄上价目单和产品目录 一份， 相信你们看到上述资料后，一定会同意我方的产品品质优良而且价格

合理。

由于质量好而且价格合理，我们的服装倍受海外市场欢迎。若你方在本月 底前下订单，我方可保证在收到订单后两个月内交货。对每种产品不少于100

打的订单，我公"] 可给予5%的折扣。

请注意价目单上的我方其他产品，并盼早来首次订单。