外贸阅读与函电.docx

外贸阅读与函电.docx

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外贸阅读与函电

ChapterFour

Offers

Aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanofferifitissufficientlydefiniteandindicatestheintentionoftheofferortobeboundincaseofacceptance.Aproposalissufficientlydefiniteifitindicatesthegoodsandexpresslyorimplicitlyfixesormakesprovisionsfordeterminingthequantityandtheprice.SuchaproposalisusuallyreferredtoasafirmofferinChina’sforeigntradepractice.Conversely,ifaproposalforconcludingacontractismadewithreserveandcontainssuchqualifyingphrasesas“subjecttopriorsale”or“subjecttoourfinalconfirmation”or“withoutengagement”,thentheproposaldoesnotconstituteafirmoffer.ItiscalledfreeofferinChina.

Anoffercanbemadebyeitherthebuyerortheseller.Inmakinganoffertheselleruseswordssuchas“offer”,“quote”and“supply”whilethebuyeruses“book”,“order”or“bid”.

Whenwritingaletterformakinganoffertheofferorshould

1expressthanksfortheenquiry;

2providedetailsaboutprice,discountandtermsofpayment;

3statedateofdeliveryortimeofshipment;

4expresshopethattheofferwillbeacceptedandassuretheoffereeofgoodservice.

I

DearSirs,

WethankyouforyourfaxenquiryforGroundnutsCFRCopenhagendatedSeptember25.

Inreply,weofferfirm,subjecttoyourreplyreachingusonorbeforeSeptember30,250metrictonsofGroundnuts,Handpicked,ShelledandUngradedatUSD250.00CFRpermetrictonCopenhagenoranyotherEuropeanMainPort.Shipmentistobemadewithintwomonthsafterreceiptofyourorder.PaymentisbyL/Cpayablebysightdraft.

Pleasenotethatwehavequotedourmostfavorablepriceandareunabletoentertainanycounteroffer.

Asyoumaybeawarethattherehasbeenlatelyalargedemandfortheabovecommodity.Suchagrowingdemandhasdoubtlesslyresultedinincreasedprices.Howeveryoumayavailyourselvesofthestrengtheningmarketifyouplaceanorderwithuswithoutdelay.

Yoursfaithfully,

WordsandExpressions

groundnutn.花生

shelledn.去壳的

entertainvt.接受，愿意考虑

counteroffer还盘

II

DearSirs,

WethankyouforyourletterdatedApril8inquiringforleatherbags.

Asrequested,wetakepleasureinoffering,subjecttoourfinalconfirmation,300dozendeerskinhandbagsStyleNo.MA190atUSD134.00perdozenCIFHamburg.Shipmentwillbeeffectedwithin30daysafterreceiptoftherelevantL/CtobeissuedbyaprimebankinourfavoruponsigningSalesContract.

Wearemanufacturingvariouskindsofleatherpursesandwaistbeltsforexportandunderseparatecoverabrochureofproductshasbeenmailedtoyoubyairmailtoday.Wehopesomeofthemwouldmeetyourcustomers’tastesandneeds.

Ifwecanbeofanyfurtherhelp,pleasefeelfreetoletusknow.Customers’enquiriesalwaysmeetwithourcarefulattention.

Yourstruly,

WordsandExpressions

leathern.皮革

deerskinn.鹿皮

primeadj.最好的，一流的

pursen.钱包

waistbelt腰带，裤带

brochuren.小册子

III

DearSirs,

WeareinreceiptofyourletterdatedMarch21and,asrequested,areairmailingyou,underseparatecover,onecatalogandtwosamplebooksforourprintedshirting.Wehopetheywillreachyouinduecourseandwillhelpyouinmakingyourselection.

Inordertostartaconcretetransactionbetweenus,wetakepleasureinmakingyouaspecialoffer,subjecttoourfinalconfirmation,asfollows:

Art.No.81000PrintedShirting

DesignNo.72435-2A

Specifications:

30X36X72X6935/6〃X42yds

Quantity:

18,000yards

Packing:

Inbalesorinwoodencases,attheseller’soption.

Price:

USD1.15peryardCIFC5%Lagos

Shipment:

Tobemadeinthreeequalmonthlyinstallments,beginningfromJune2002

Payment:

Byconfirmed,irrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.

Wetrustthattheabovetermswillbeacceptabletoyouandawaitwithkeeninterestyourtrialorder.

Yoursfaithfully,

WordsandExpressions

printedshirting印花细布

concreteadj.具体的

packingn.包装

balen.大包，大捆

option选择

installmentn.分期付款

IV

DearSirs,

ThankyouforyourenquirydatedJune15forourraincoats.

Our“A.D.K.”rangeisparticularlysuitableforwarmclimates.Duringthepastfewyearswehavebeensupplyingthisrangetodealersinseveraltropicalcountries.Frommanyofthemwehavealreadyhadrepeatorders.Thisrangeispopularnotonlybecauseitislightinweight,butalsobecausethematerialusedhasbeenspeciallytreatedtopreventexcessivecondensationontheinsidesurface.

Forthequantityyoustatewearepleasedtoquoteasfollows:

“A.D.K.”Raincoats

DescriptionSizeQuantityUnitPriceAmount

Men’sM1000USD3.00/PCUSD3000.00

Men’sS1000USD2.75/PCUSD2750.00

Women’sM1000USD2.50/PCUSD2500.00

Women’sS1000USD2.25/PCUSD2250.00

TotalAmountUSD10500.00

NetCIFAlexandria,Egypt

Payment:

ByL/Catsight.

Shipment:

Within30daysafterreceiptoftheL/C.

Thisquotationissubjecttoourfinalconfirmation.

Wefeelyoumaybeinterestedinsomeofourotherproductsandencloseoursalesliterature.

Welookforwardtoyourorder.

Yourstruly,

WordsandExpressions

raincoatn.雨衣

dealern.商人

tropicadj.热带的

excessiveadj.过多的,极度的

condensationn.冷凝（作用）

UsefulSentences:

1Theirfinequality,attractivedesignsandthereasonablepricesatwhichweofferthemwillconvinceyouthatthesematerialsaregoodvalueformoney.

2Wetakepleasureinofferingyouthegoodsat…USDpermetrictonCIFVancouver,subjecttoyourreplyreachingusnotlaterthanMay1,2002.

3Wetrustthatyouwillfindourofferacceptable,whichshallbekeptopenagainstyourcablereply.

4Wemuststressthatthisofferisfirmforthreedaysonlybecauseoftheheavydemandforthelimitedstock.

5Thisoffershallremainopenuntiltheendofthismonth.

6Unlessotherwisestatedoragreedupon,allpricesarewithoutdiscount.

7Weofferfirmthefollowingonthesametermsandconditionsasthepreviouscontract,subjecttoyourreplyherewithinoneweekfromtoday.

8WecansupplyGroundnutfromstock.

Exercises

ITranslatethefollowingsentencesintoChinese:

1Wearemakingyouthefollowingoffer,subjecttoyourreplyreachingherewithinfivedaysfromtoday.

2Theaboveofferissubjecttoourfinalconfirmation.

3Wewillappreciatereceivingattheearliestpossibledayyourofferforwalnutmeatofthenewseason.

4WeregrettosaythatfirstgradeBlackTeaisoutofstockforthetimebeing.

5Youmayavailyourselvesofthestrengtheningmarketifyoucableyouracceptancewithoutdelay.

6InreplytoyourletterofMarch20,wearemakingyouthefollowingofferwithoutengagement.

7Pleasebeinformedthatthisofferisopenforonlyoneweekbecauseoffrequentmarketfluctuations.

IITranslatethefollowingsentencesintoEnglish:

1本报盘五日内有效。

2本报盘以收到你方订单时，货物未售出为有效。

3按照你方要求，我们报50公吨大豆的实盘如下,以一周内你方复到为准.

4我们可以从现货中供应你方3000打“天坛”牌男衬衫.

5我们确认卖给你方50公吨花生.

6我们相信我们所报的价格会得到你方认可.

7我方存货日减少,建议你方及时下达订单.

8兹复你方三月二日询盘,我方乐于报最优惠价格.

IIITranslatethefollowingletterintoChinese:

DearSirs,

ThankyouforyourenquiryofNovember20.Wearegladtoofferyou1000dozensteeltapesoftwometersatUSD5.00perdozenCIFKarachi.ShipmentcanbemadeinDecemberafterreceiptofyourL/C.

WemuststressthatthisofferisfirmforfivedaysbecausethepriceofsteelisrisingrapidlyandweshallhavetoadjustourpricefromUSD5.00toUSD7.00perdozenCIFKarachifromthebeginningofnextmonth.

Oursteeltapesaremadeofqualitymaterialandcancomparefavorablywiththosemadebyothermanufacturers.

Totakeadvantageofthepresentspecialofferitisadvisableforyoutobookyourorderwithoutdelay.

Yourstruly,

IVSupposeyouareacurtainmaterialmanufacturer.Youhavejustreceivedanenquiry.Youaresupposedtowritealetter,givingfavorablecommentsonthegoodsandrecommendingtheclient’sacceptance.

ChapterFive

Counter-offers

Whentheoffereehasstudiedtheoffer,hemayfindsomeofthetermsorevenallthetermsunacceptable.Inthiscasetheoffereemakesacounter-offerbyputtingforwardhisowntermsandconditions.Thecounter-offerconstitutesanewoffer.Thisprocessofmakingoffersandcounter-offerscontinuesuntilagreementisreachedandbusinessconcluded.

Whenwritingalettermakingacounter-offer,thewritershould:

1thanktheofferorfortheoffer;

2expressregretatinabilitytoaccept;

3makeacounter-offerifpossible;

4suggestotheropportunitiesfordoingbusiness.

I

DearSirs,

WeacknowledgereceiptofbothyourofferofMay5andthesamplesofMen’sShirts,andthankyouforthese.

Whileweappreciatethegoodqualityofyourshirtswefindyourpriceisrathertoohighforthemarketwewishtosupply.

Wealsohavetopointoutthatmen’sshirtsareavailableinourmarketsfromseveralEuropeanmanufacturers.Allofthemareatpricesfrom15%to20%belowyours.

Suchbeingthecase,wehavetoaskyoutoconsiderifyoucanmakeareductioninyourprice,say,10%.AsourorderwouldbewortharoundStg.50,000.00,youmaythinkitworthwhiletomakeaconcession.

Weawaitwithkeeninterestyourimmediatereply.

Yoursfaithfully,

WordsandExpressions

manufacturern.制造商

suchbeingthecase在此情形下

reductionn.缩减,减少

concession.n.让步

II

DearSirs,

CottonPrintedShirting2345

WeareinreceiptofyourfaxdatedJuly26fromwhichwenoteyourofferforthecaptionedgoodsatStg….peryard.KindlybeinformedthatallourcompetitorsarebookinglocallyatStg….InordertocopewiththeprevailingheavycompetitionwehavetobookatStg….Weearnestlyaskyoutoacceptthisprice.

Withregardtotheminimumquanti