报价发盘

2023年12月23日发(作者：10万左右的新能源车排行榜)

Quotation and Offer

报价和发盘

目的：掌握发盘的基本约束，以及如何进行报价和发盘的信函书写。

在国际贸易中，发盘（Offer）又称发价，在法律上又称“要约”，是指买方或卖方向对方提出的各项交易条件。发盘通常是一方收到对方的询盘之后所提出的，但也可不经过对方询盘而主动向对方提出 。

在实际业务中，当发盘针对一个或几个特定的受盘人明示或暗示发盘人在明确、完整和最终的条件下订立合同的明确意图时，，该盘就为实盘。受盘人一旦在发盘的有效期内有效地表示接受，这个实盘就为不可撤销，并会对发盘人和受盘人双方产生约束力。因此，实盘又称为“有约束力的发盘”。报实盘时必须注意以下三点：

（1）发盘必须注明是实盘。

（2）发盘必须明确、清楚、完整、具有最终效力并列出所有的主要交易条件。

（3）发盘必须注明有效期 。

完整的报价和发盘应包括以下内容：

（1 ）对询价表示感谢。

（2 ）提供所要求的所有信息，如价格、折扣及付款条件等细节。

（3 ）对交货期或装运期的承诺。

（4 ）如为实盘，应注明有效期。

（5 ）希望对方接受报价订购货物。

Letter 1：Request for quotation for crockery

Dear Sirs,

You have previously supplied us with crockery and we should be obliged if you would now quote CIF

San Francisco for the items named below. The pattern we require is listed in your 2004 catalogue as No.8.

500 Teacups and Saucers,

200 Tea Plates,

100 2-pint Tea-pots

When replying, please state: (1)discounts allowable, (2) terms of payment, and (3) earliest possible date

of delivery.

Truly yours,

Fred Jackson

Letter 2：Exporter’s quotation

Dear Ms. Chen,

Thank you for your letter of 5th April, requesting for a further supply of our crockery, we are pleased to

quote as follows:

Teacups……………USD500.00 per hundred

Tea Saucers…………USD200.00 per hundred

Tea Plates……………USD180.00 per hundred

Tea-pots, 2-pint ………USD3.00 each

Net CIF Francisco

The above quotation is subject to our final confirmation. You are allowed a discount of 5% for items

ordered in quantities of 500 or more. The terms of payment are by letter of credit at sight to be opened through the

Bank of China and the shipment is to be made within four weeks upon receipt of the covering letter of credit.

We hope you will find these terms satisfactory and look forward to the pleasure of your order.

Yours faithfully,

Leon Allen

Letter 3：A firm offer from the seller

Dear Sirs,

As requested in your letter of April 18th, we offer you firm as follows, subject to your reply reaching us

by the end of this month.

1 000 dozen cotton shirts at USD60 per dozen CIF New York. The shipment is to be made during June.

We require payment by confirmed irrevocable letter of credit payable by draft at sight.

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This is the best offer we can make at present and we trust that you will accept this offer without loss of

time as the demand for our cotton shirts is heavy.

For your reference, we are sending you some samples separately.

Yours very truly,

Chun

Letter 4：A non-firm offer

Dear Sirs,

We welcome your inquiry of April 17th and thank you for your interest in our Wanlida DVD. Our products

are super-thin. The voice quality is better and pictures are clearer than same sort of products. We are pleased to offer

you USD150 per set at CIF New York. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight.

Please note that there is no commission on our products, but a discount of 5% may be allowed if the

quantity of your order is more than 1 000 sets.

We hope you will agree to our offer and look forward to receiving your order. Thank you again for your

inquiry.

Yours faithfully,

Manager

Letter 5：A special offer

Dear Sirs,

In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject

to our final confirmation, as follows.

Art. No.: 81000 Printed Shirting

Design No.: 72435-2A

Specifications: 30×36×72×69, 35’’/ 36’’×42 yards

Quantity: 12 600 yards

Packing: in bales or in wooden cases, at seller’s option

Price: USDXXX per yard CIFC 5% Vancouver

Shipment: to be made in three equal monthly installment; beginning from June 2002

Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of

shipment.

We trust the above will be acceptable to you and await your trial order with keen interest.

Sincerely yours,

John Leeds

5.4 Focal Words（焦点词汇）

advise

vt. 通知，告知

We are studying your list of commodities and will advise you of our present interest.

Please advise us when you will ship the goods.

advisable: adj. 可取的，明智的

It is advisable that you should ship the goods by s.s. Red Star.

advice: n. 通知，报告

We have duly received the advice of opening an L/C.

certify

vt. 证明

This is to certify that we, the undersigned, have inspected the quality of the above-mentioned goods and found the

result as follows.

When contractor shall have completed the work, he shall certify in writing, completion of the work to the owner.

certificate: n. 证明书

The Inspection Certificate of Quality, Quantity and Weight issued by the Shanghai Import and Export Commodity

Inspection Bureau shall be final.

offer

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n. 报盘，报价

This offer will remain effective for another 10 days from 15th May.

vt. 报盘

We offer you firm 50 long tons of Tin Foil Sheets at Stg.135 per long ton CIF Shanghai for delivery in June.

vi. 给予，提供

For quantities of 10 tons and over, we can offer a discount of 15% on list prices.

price

n. 价格

If prices are right, we should place a first order for 400 raincoats.

vt. 定价

All our table-cloths are exquisitely made and moderately priced.

Our low-priced tweeds have a great market in East African Areas.

price list: n. 价格表，价目单

Will you please send us a price list of your portable transistor sets.

quote

vt. 引用，复述

The buyer is always requested to quote the number of this Sales Confirmation in the L/C to be opened in favor of the

seller.

vt. 给…报价

Please quote us your lowest price.

vi. 报价

Will you please quote for the supply of approximately 100 reams of good quality white poster paper.

5.5 Useful Sentences（实用语句）

1. 发盘用语

to offer/ to make an offer/ to submit an offering

to offer firm/ to make a firm offer

to offer subject to goods being unsold

to hold an offer open/ to keep an offer open

to withdraw an offer/ to cancel an offer

to alter an offer

to extend an offer

2. In our offer, we shall make it our business to charge you the lowest possible price for any quantity you may

require, in order to give you an entire satisfaction and to retain your customers.

3. If your prices are most favorable than those of other suppliers we shall send you an order.

4. This offer is firm subject to your immediate reply, which should reach us not later than the end of this month.

There is little likelihood of the goods remaining unsold once this particular offer has lapsed.

5. The offer will remain firm until 31st March, beyond which date the terms and prices should be discussed

anew.

6. The stock on hand at present will be sold at a reduction of at least 50 percent, and purchasers are

respectfully invited to avail themselves of this opportunity of providing themselves with articles in furniture

and ironmongery at unprecedented low prices.

7. As recently the goods are in extremely short supply, we regret being unable to offer the price.

8. The item is presently sold out. Therefore, we cannot send you an offer.

9. As requested, we are offering you the following subject to our final confirmation.

10. On the 17th May, I venture to invite you to have a look at my shop, and wish me success.

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Counter-offers and Acceptance

还盘和接受

6.1 Introduction（简介）

目的：掌握在接到发盘后，如何撰写还盘和接受的相关信函。

在接到发盘后，受盘人必须对报盘内容进行认真研究。如果发盘人认为发盘价格难以接受或对其他条件不满意，既可以拒绝接受，也可以向发盘人提出建议，要求对发盘内容进行修改。这种受盘人对发盘内容进行变更的表示被称为还盘（Counter-offer），也被称为还价。事实上，还盘既是受盘人对发盘的拒绝，又是受盘人以发盘人的地位提出的新发盘。

还盘信函的写作应十分小心，双方要本着珍视友谊和未来交易机会的态度。还盘信函应包含以下内容：

（1）对发盘人的发盘表示感谢。

（2）对由于某种原因无法接受发盘表示遗憾，同时解释原因。

（3）对还盘的内容也就是己方所希望的交易条件提出建议。

（4）希望对方能够接受己方所提出的还盘建议。

如果受盘人认为能够接受发盘的全部内容和条件，那么就可向发盘人订购商品。这种买方或卖方同意对方在发盘中提出的各项交易条件，并愿意按照这些条件达成交易、订立合同的表示被称为接受（Acceptance ），即法律上所称的“ 承诺” 。作为一项有效接受，必须具备以下四项条件：

（1）接受只能由受盘人做出。

（2）接受必须是无条件的，完全同意发盘中提出的各项交易条件。

（3）接受的方式必须符合发盘的要求。

（4）接受必须在发盘规定的有效期内做出。

6.2 Writing Skills（写作技巧）

还盘信函的写作步骤及常见表达方式：

6.3 Specimen Letters（样函）

Letter 1：Offer

Dear Sirs,

We acknowledge with thanks the receipt of your inquiry of Sep 5, and are pleased to make you an offer

regarding our Changhong color TV sets in the size you required.

All sizes can be supplied by the beginning of next month subject to our receiving your order. The price for

Changhong Brand color TV set inch 34 is USD450 each at CIF Copenhagen.

Our price is very competitive for other good quality TV sets. We look forward to receiving your large

number of order.

Truly yours,

Fred Jackson

Letter 2：Counter-offer

Dear Sirs,

We are glad to have received your letter of Sep18 offering us Changhong Brand color TV sets inch 34 at

CIF Copenhagen USD450 per set.

In reply, we regret to inform you that your price is too high. Market information tells us that some

Japanese color TV sets have been sold here at a level about 30% lower than yours.

We do not deny the quality of Changhong Brand color TV sets, but the difference in price is a wide gap.

To step up the trade, we counter-offer you 10 thousand Changhong Brand color TV sets inch 34 at CIF Copenhagen

USD300 per set.

It is hoped that you would seriously take it into consideration and let us have your reply very soon.

Sincerely yours,

Xianjin Peng

Letter 3：Acceptance

Dear Sirs,

We have received your letter of October 2. It is regretful for us to see that you cut down the price of our

Changhong Brand color TV sets too sharp, but regarding our long term of business relationship, we decide to accept

your counter-offer on condition that cash must be paid within three months of date of delivery, or subject to 5%

discount if paid within one month.

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Sincerely yours,

Ping Wang

Letter 4：A firm offer

Dear Sirs,

We thank you for your letter dated June 25 covering our Jinling Brand automatic washing machine inquiry.

Jinling Brand is one of the best known trade marks in China. It can run 15 000 times continuously without

any breakdown. It first passed through the recognition of America’s UL and the qualities have kept the first for 5 years

in succession.

Complying with your request, we take a pleasure to make you a firm offer Jinling Brand automatic

washing machine USD120 per machine FOB Guangzhou, inclusive of your 5% commission. Your reply must reach us

before July 25 our time and subject to our final confirmation.

For detailed specification, please refer to the catalogue enclosed. We hope that you will be glad to place a

trial order with us.

We anticipate your early reply.

Truly yours,

John Smith

Letter 5：A counter-offer

Dear Sirs,

We are in possession of your letter July 5 offering us Jinling Brand automatic washing machine USD120 per

machine FOB Guangzhou inclusive of our 5% commission.

While appreciating the quality of your lines, we made a careful study of your offer. We find your prices are

too high to be acceptable. In fact, the cost of raw materials has not soared in the past three months.

In order to make your products more competitive in our market, we suggest that you reduce prices by

10%. If you will agree to our counter-suggestion, regular orders for large numbers will be placed. Otherwise, we will

conduct our business elsewhere.

Please let us have your E-mail confirmation at your earliest convenience.

Yours faithfully,

Leon Allen

6.4 Focal Words（焦点词汇）

accept

vt. 接受（邀请、报价等）；承认，同意；承兑（票据）

We cannot accept your price.

We accept that we have no alternative but to replace the damaged parts.

We request you to accept the draft drawn on you.

acceptable: adj. 可接受的，合意的

The quality is acceptable, but the time of shipment is not.

We shall place a large order for men’s shirts with you, if the time of delivery is acceptable to us.

acceptance: n. 接受；(票据等的)承兑，经承兑的汇票

This time we allow you a big discount, and recommend your immediate acceptance.

We shall present the draft for acceptance.

contribute

vi. 有助于，促进

You know that the appearance of the package contributes greatly to the sale of consumer goods.

These measures contributed greatly to raising the quality and output of our products.

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execute

vt. 执行；签署(单证，契约等)

We always do our best to execute our contracts to the full.

In witness whereof, the parties hereto have caused this contract to be executed in duplicate by their duly authorized

representatives.

execution: n. 执行；签署

We hope that you will promptly accept our order and make your usual careful execution.

Party A shall, within 30 days of the execution of this agreement, provide Party B with the list mentioned below.

order

n. 订单，订货，定购；命令；汇票；定购(货物)

We hope you can give us an order soon.

We shall immediately give orders to the factory for the consignment to be prepared.

We suggest that for this trial order, you let us have a demand draft or a postal money order.

vt. 贮存，备货

We have a large tailoring department and would like to stock a new type of material.

stock

vi. 备货

We advise you to stock up while supplies are available.

adj. 库存的

Stock offers are a touch-and-go kind of things.

n. 现货，存货

in stock

out of stock

These are the only stocks available.

6.5 Useful Sentences（实用语句）

1. We would very much like to place orders with you if you could bring down your price at least by 20%.

Otherwise we shall switch our requirements to other suppliers.

2. You will be interested to hear that we can offer a further supply of the best quality products at the lowest

price.

3. We regret being unable to make use of these goods as the price you offer is above the market level here.

4. Our requirements are now fully covered for some time to come, and we therefore greatly regret that we have

to cancel our order with you.

5. If a substantial reduction can be expected, we could reconsider your revised quotation.

6. We would remind you that the firm offer made by us last week is valid for one month from the date of our

last letter.

7. This is a firm offer, subject to the receipt of reply by us before 5th April.

8. We have here cabled to you a firm offer until May 31.

9. We offer you best CIF Paris price, subject to our confirmation upon receipt of your reply here by Friday

morning our time.

10. We have none of this particular make in stock at the moment, and, owing to the great pressure at the mills,

we are afraid we cannot guarantee delivery within less than three months of receipt of orders.

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