UNIT FOUR
QUOTATIONS, SALES LETTERS, FIRM OFFERS & COUNTER OFFERS
报价、推销信、实盘及还盘
Ⅰ. Quotations
报价
A quotation is a promise to supply goods on the terms stated. It, however, is not legally binding as a firm offer if the seller later decides not to sell.
Specimen Letters
1. Quotation and Reply
报价及回复
(Quotation)
Dear Sirs,
We thank you for your enquiry of August 22 and are pleased to send you our quotation for the goods you required as follows:
Commodity: "White Rabbit" Brand Woolen Mixed Blanket No.33.
Size: 74 × 84in
Weight: 4lbs.
Colour: yellow, brown, green assortment
Quantity: 1,000 pcs.
Price: US $40.00 per piece CIF Montreal
Shipment: October
You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.
We look forward to receiving your order.
Yours faithfully,
(Reply)
Dear Sirs,
("White Rabbit" Brand Woolen Mixed Blanket)
Thank you for your quotation of August 24 for 1,000 pieces of the captioned goods.
We immediately contacted our customers and they showed great interest because there is a growing demand for woolen blankets. The prices you quoted, however, are found too much on the high side. ABC Company, one of our customers, told us that they would possibly order 2,000 pieces of the goods, provided that you can reduce your price to US $38.00 per piece. ABC is one of the leading importers in our country, so there is a good chance of finalizing an order with them if the present price can be lowered to meet their requirement. We hope you will take advantage of this chance so that you will benefit from the expanding market.
We are most anxious that you will do your utmost to reduce the price and we await your reply with great interest.
Yours faithfully,
Notes
1. woolen mixed blanket 混纺毛毯
2. pcs. 是pieces的缩写；piece的缩写为pc.
3. We are anticipating a large order from the United States, … 我们预计美国方面将有一个大的订单到来， ……
anticipate v.t. 盼望、期望，后接名词、动名词或that引导的从句。
We anticipate your acceptance. 盼望你方接受。
We anticipate receiving your early reply. 盼你方早日回复。
We anticipate that fresh supplies will arrive next month. 我们预计新货将于下月来到。
anticipate与expect的区别：
这两个动词都表示预期某事将发生，但有所不同。在意思上，anticipate所预期的一般都指可喜的事，expect则不一定。
We anticipate (or: expect) our products will be a quick seller in your market.
The firm expects heavy losses this year. （一般不用anticipate）
在结构上，除两个动词都可以用名词及that从句为宾语外，anticipate后面可接动名词，不可接不定式，expect则可接不定式，不可接动名词。
We anticipate shipping the goods next week = We expect to ship the goods next week. 我们期望下周装货。
expect还可接"名词或代词+不定式"构成的复合宾语，anticipate则不可。
正：We expect the shipment to arrive in a few days. 我们预期装运的货物将于日内到达。
误：We anticipate the shipment to arrive in a few days.
4. a sharp rise in price 价格急剧上涨
5. the captioned goods 标题项下的货物（这里指"White Rabbit" Brand Woolen Mixed Blanket）
类似的表达法还有：
the subject article (goods)
the goods (article) mentioned in the subject line
6. growing demand 增长的需求
a large demand 大的需求
a great demand 很大的需求
latent demand 潜伏需求
overfull demand 过多需求
demand and supply 供与求；供求
7. on the high side （指价格）偏高
We regret to say that we cannot accept your offer, as your price is found (to be) on the high side. 歉告由于你方价格偏高，我们不能接受你方报盘。
类似的表达方式有：
Your price is a bit high. 你方价格有点高。
Your price is too high. 你方价格太高。
Your price is rather stiff. 你方价格相当高。
Your price is excessive. 你方价格过高。
Your price is prohibitive. 你方价格令人望而却步。
注意：out of line with the market （与市价不一致），unreasonable（不合理），unworkable（不可行），impracticable（行不通），infeasible（行不通），unrealistic（不现实）等如果出自买方之口，往往指价格偏高，如果出自卖方之口，则往往指价格偏低(on the low side)。
8. provided conj. 假若；倘使；假如；以……为条件（与that连用）
We will send you an order for 5,000 metric tons, provided that you can ship in May. 如果你方能在5月份装船，我们将订购5000吨。
9. finalize an order with them 接受他们的订单
2. Sending a Quotation
寄送报价
Dear Sirs:
We thank you for your Enquiry List No.303 and enclose our Quotation No.104 for the captioned goods.
We have sent you our latest illustrated catalogue today by parcel post. Their attractive designs and the reasonable prices at which we offer them will, we hope, convince you that our toys are really good value. Provided we receive your order by 15 May, we make you a firm offer for delivery by the end of June at the prices quoted.
On orders for 500 pieces or more we allow a special discount of 4% and look forward to receiving your order.
Yours faithfully,
Enc. Quotation No.104
3. Buyer Asks for Quotation and Seller Replies
买方要求报价及卖方回复
DEC. 4,1992
FAX TO: C.C. Corporation Ltd.
00852-4929189
ATTN: SALES DEPARTMENT
WE ARE A JOINT VENTURE COMPANY, REGISTERED IN SHENZHEN SPECIAL ECONOMIC ZONE, CHINA, SPECIALIZED IN SUPPLYING DRILLING EQUIPMENT FOR BOTH ONLAND AND OFFSHORE OILFIELD. WE ARE INTERESTED IN PURCHASING 8 SETS OF LINCOLN WELDING UNITS, DETAILED IN ATTACHMENT. WE WOULD LIKE TO GET YOUR QUOTATION FOR THESE UNITS.
YOUR PROMPT REPLY IS GREATLY APPRECIATED.
THANKS & REGARDS
Guang Li
MANAGER
Reply -- Sending a Quotation 回复--寄送报价
REF: 90/AF/KP/Q082
Date: 6th December 1998
To: SHENZHEN FAR EAST OIL TOOLS LTD.
Chiwan Petroleum Supply Base,
Chiwan, Shenzhen, China.
Attn: MANAGER
From: Lynn Kwok, C.C. Corporation Ltd.
QUOTATION
(1) 2 sets -- Lincoln DC1500 Power Source K1383
suitable for power of 380/3/50Hz
$ …/set … $ …
SUB-TOTAL: ($ …)
(2) 2 sets -- K356 NA5 Control… $ …
K346 NA5 HEAD… $ …
…
(3) Spares of DC1500
a. 5 units G1530-2 $ …/unit… $ …
b. 5 units G1587- $ …/unit… $ …
TOTAL: ($ …)
(4) Spares of NA5
…
Price: Ex-work U.S.A. in US Currency CIF Guangzhou
Delivery: To be effected by sea from U.S.A. in about 18 weeks to Guangzhou subject to the date of receipt of the acceptence irrevocable credit.
Payment term: 100% contract value at sight by irrevocable Letter of Credit in favour of ALL FIT ENGINEERING LIMITED to be issued either by the buyer or I/E corp authorized by the buyer within 30 days from the date of buyer's contract.
Machine warranty: 12 months from the date of cargo receipt, warranty will be null and void if Machine is subject to misuse, accidental damage or operator's errors.
Training: One technician will be sent to customer plant for six working days on free of charge basic. However, the buyer is required to provide accommodation, transportation, meals during the period.
Remarks:
(1) The buyer is required to pay US $120.00 as a daily labour charge; and the accommodation, meals, transportation as incurred if length of stay is exceeded than the agreed six working days.
(2) The US $120.00 is waived if it is the seller's fault.
(3) Installation guide and maintenance operation manuals and spare parts list of the purchased machine will be sent to the buyer along with the goods.
Price validity: 30 days from the date of this quotation.
Regards.
Lynn Kwok
Sales Manager
Notes
1. joint venture company 合资企业；合营企业公司
joint venture corporation 合伙公司；合营公司
joint capital 合资
joint stock 合资；合股
equity joint venture 合资经营；合作经营企业 (= joint venture)
cooperative venture = contractual joint venture （按合同规定进行的）合作经营企业、合作经营
wholly foreign venture 外国独资经营企业；外国独资经营
2. registered adj. 注册的；登记的；挂号的
registered capital 注册资本
registered trademark 注册商标
registered certificate of stock = registered stock 记名股票
registered check 记名支票
registered security 记名证券
registered bonds 记名债券
registered mail 挂号邮件
registered post 挂号邮件；挂号信
registration n. 注册，登记
place (country, district) of registration 注册地点（国家，地区）
registration fee 注册费；登记费
registration procedures 注册（登记）手续
register v. t. n. 注册，登记，挂号
3. drilling equipment 钻井设备
4. attachment n. 附件
5. ex-work 在工厂交货
ex prep. 从……（是拉丁语，与from意思相同，商业上用来表示"在……交货"和"由……轮卸下。"
The price is ￡90 per ton ex warehouse London. 价格为伦敦仓库交货每吨90英镑。
The goods ex S.S. Peace have been inspected. 由和平轮卸下的货已经验收。
ex stock = from stock 现货
ex factory (mill) 工厂交货
ex godown (or ex seller's godown) 卖方仓库交货
ex buyer's godown 买方仓库交货
ex store 仓库交货
ex ship 船上交货
ex pier 码头交货
6. effect v. 完成，实现
effect shipment = make shipment 装船；装运
effect payment = make payment 付款；支付
effect insurance 投保
effect n. 效果，影响
take effect from (or: on) 自（或在）……时开始生效
The new regulation will take effect from its date of promulgation. 此新规章自公布日起开始生效。
Come (or: go) into effect from (or: on) 自（或在）……时开始生效
The new agency agreement will go into effect from January 1,1998. 新代理协议自1998年1月1日起开始生效。
7. subject to 以……为条件的；以……为有效（subject是形容词，subject to引起的短语作表语）
This offer is subject to our final confirmation. 此报盘以我方最后确认为有效。
subject to 在……条件下（subject是副词，subject to引起的短语作状语）
Subject to your shipment in May, we will order 5,000 tons. 如果你方5月份装运，我们将订购5000吨。
8. irrevocable credit 不可撤消的信用证
credit = letter of credit 信用证
Letter of Credit 可数的普通名词，在商业书信中常用大写，单数为(a) Letter of Credit，复数为Letters of Credit，且常用大写缩写形式，即(an) L/C和Ls/C。当用credit表示信用证时，复数为credits。
9. at sight 即期
a draft at sight = a sight draft 即期汇票
(1) 信用证有即期和远期之分，即期信用证可以有如下表示：
a letter of credit available by draft at sight或a letter of credit payable against draft at sight, 也可以说a letter of credit available by (或payable against) sight draft,还可以说a letter of credit (or: an L/C) at sight或sight letter of credit (or: sight L/C).
(2) 远期（或迟期）信用证是usance L/C或time L/C或term L/C.常见的有见票后30天议付的信用证，见票后60天议付的信用证及见票后90天议付的信用证。见票后多少天议付的信用证表达法很多，下面以见票后30天议付的信用证为例，列举几种比较常见的说法：
L/C available by draft at 30 days after sight;
(usance/time/term) L/C at 30 days after sight;
(usance/time/term) L/C at 30 days;
30 days (usance/time/term) L/C.
(3) 有关信用证的部分常见词组：
confirmed L/C 保兑信用证
irrevocable L/C 不可撤消信用证
documentary L/C 跟单信用证
transferable and divisible L/C 可转让与可分割信用证
revolving L/C 循环信用证
back to back L/C 背对背信用证
reciprocal L/C 对开信用证
10. in favour of … (or: in sb's favour) 以……为抬头；以……为受益人。这是外贸业务术语，尤指把信用证开给某人名下。
We open an irrevocable Letter of Credit No.123 in favour of China National Metals And Minerals Import & Export Corporation, Beijing. 兹开立以北京中国五金矿产进出口公司为受益人的第123号不可撤消信用证。
We have made arrangements with Bank of Japan, Tokyo, to open a credit in your favour. 我们已安排由东京日本银行开立以你方为抬头的信用证。
in sb's favour 还作"对某人有利"解
The market situation is entirely in our favour. 市场情况完全对我们有利。
11. issue v.t. 开立，签发
issue an L/C 开立信用证，还可以说：open an L/C,和establish an L/C, 其中issue an L/C和establish an L/C较为正式。
12. I/E corp = Import & Export Corporation 进出口公司
13. cargo n. 船上所载的货物 (goods carried in a ship), 船货
与goods的用法区别：
在下面情况下或以互换：
The cargo (or: goods) ex S.S. "Merry Captain" has been inspected and found satisfactory。由"快乐船长"轮卸下的货物经过检验，认为满意。说与装运有关的货物时，可用cargo, 但不如goods普通。
We expect to ship the goods (or: cargo) in a few days. 我们预计几天后装运此货。说与装运无关的货物时，不能用cargo。
As soon as the goods are available, we will inform you by fax. 一俟此货可以供应，我们将传真通知你方。
14. warranty n. 保证（书），担保（书），保单
a one-year warranty on a television set 电视机保用一年的保单
15. null a. 无约束力的，无效的
16. void a. 无用的，无效的，可作废的，作废的
be null and void 无效
17. accommodation n. 居住设施，招待设备，照顾，通融
18. incur v.t. 招致，惹起，遭受危险
incur great expense 带来很大的花费
incur a heavy loss 招致重大损失
incur danger 遭受危险
19. waive v.t. 放弃，不坚持（权利，要求等）
20. installation guide manual 安装手册；
21. maintenance operation manual 维修手册
22. spare part 零部件
23. validity n. 有效期
the validity of an L/C 信用证有效期
the validity of an agreement (a contract) 协议（合同）的有效期
valid adj. 有效的
valid period 有效期限 |