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詢盤和答復(fù)EnquiriesandReplies,詢盤是指交易的一方欲購(gòu)買或售出某種商品,向?qū)Ψ皆儐栙u該種商品的各項(xiàng)交易條件(如商品的品質(zhì),規(guī)格,價(jià)格,裝運(yùn)等).詢盤實(shí)質(zhì)上是邀請(qǐng)對(duì)方發(fā)盤(invitationofoffers),在商法上屬于邀請(qǐng)要約.,詢盤,又稱為詢價(jià),可以分成兩種.一種只詢問價(jià)格,索取商品目錄或樣品,被稱為一般詢盤(GeneralEnquiries);另一種詢盤則包括特定商品的各項(xiàng)交易條件,被稱為具體詢盤(SpecificEnquiries).,KeyWords,enquirev.詢購(gòu)；詢價(jià)；詢問1.enquirefor詢購(gòu)某物Thegoodsyouenquireforareoutofstock.所詢之貨已脫銷。,2.enquireabout打聽某事Theyhaveenquiredaboutthepossibilityofthesaleoftheirproducts.他們?cè)蚵犨^有無可能銷售他們的產(chǎn)品Iwanttoenquireaboutthequantityyourequirefornextquarter.我想打聽一下你們下季度所需要的數(shù)量,3.enquireinto調(diào)查；了解It’sourdutytoenquireintothismatter.我們將負(fù)責(zé)調(diào)查此事。Thewholematterhastobeenquiredinto.整個(gè)事情必須查清。,enquiryn.交易(=transaction)（可數(shù)名詞）Atthemoment,thereareonlysmallenquiresforsuchgoods.目前對(duì)這類商品只有小數(shù)量的詢盤。,Wehaveanenquiryfor5000pairsofsilksocks.我們現(xiàn)有5000雙絲襪的詢價(jià)單一份。Ijustwanttomakeenquiriesaboutthetrainschedule.我只是想打聽以一下火車的時(shí)刻表。Theenquiryintothewhereaboutsofthedocumentstookalmosthalfayear.調(diào)查那些文件的下落花了幾乎半年的時(shí)間,常用表達(dá),1.Wedliketoknowwhatyoucanofferaswellasyoursalesconditions.我們想了解你們能供應(yīng)什么，以及你們的銷售條件。2.Couldyoupleasesendusacatalogofyourrubberbootstogetherwithtermsofpayment?你能給我們寄來一份膠靴的目錄，連同告訴我們付款方式嗎？3.Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods.請(qǐng)告知你們有關(guān)商品的最低價(jià)。,(4)Wetakeinterestinyourcannedgoodsandwishtohavethecatalogues.我們對(duì)你方的罐頭食品有興趣，希望能收到目錄。(5)Weareinterestedinbicyclesinvarioussizesandpleasesendusacopyofyourillustratedcataloguewithdetailsofthepricesandtermsofpayment.我們對(duì)不同尺寸的自行車感興趣，請(qǐng)寄一份帶插圖的目錄并詳告價(jià)格和付款條件。,(6)We’llfaxyouassoonasweareinthemarket.一旦我方要貨就會(huì)發(fā)傳真給你們。(7)Wearedesirousofyourlowestquotationsforfrozenrabbit.我們想要你方凍兔肉的最低報(bào)價(jià)。Canyougivemeanindicationofprice?你能給我一個(gè)估價(jià)嗎？,回復(fù)詢盤注意問題：,1.回復(fù)的格式、語氣、語法是否標(biāo)準(zhǔn)，合乎商業(yè)慣例。2.回復(fù)的內(nèi)容是否正確，包括貿(mào)易慣例，術(shù)語等。3.對(duì)產(chǎn)品的描述是否正確，包括數(shù)量、質(zhì)量、包裝等。4.回復(fù)的條件是否苛刻，超出市場(chǎng)的平均值。,常用表達(dá),Replies(1)ThisisinreplytoyourenquiryofOctober8.西安答復(fù)你方10月8日的詢盤。(2)Withregardtoyourenquiryfortypewriters,wewishtogivethefollowinginreply.關(guān)于你方關(guān)于打印機(jī)的詢盤，我們?cè)缸魅缦碌拇饛?fù)。,(3)WewelcomeyourenquiryofMay26th,2007andthankyouforyourinterestinourproducts.Wespecializeinthislineofbusiness.歡迎你們2007年5月26日的詢盤，并感謝你們對(duì)我們產(chǎn)品的興趣。我們專門經(jīng)營(yíng)此業(yè)務(wù)。(4)Weencloseourlatestcatalogueandapricelistgivingdetailsyouaskfor.西安附寄最新目錄和價(jià)格單，上面有你們要求了解的詳細(xì)情況。,Sample,EnquiryDearSirs,WelearnfromtheBritishEmbassythatyouareproducingforexporthand-madeshoesandglovesinpurehideandothernaturalmaterials.Thereisasteadydemandhereforhigh-classgoodsofthistype,especiallyinthebrightercolors.Salesarenothigh,butagoodpricecanbeobtainedforfashionabledesigns.Willyoupleasesendusyourcatalogandfulldetailsofyourexportpricesandtermsofpayment,togetherwithanysamplesyoucanletushave?Welookforwardtohearingfromyousoon.Yoursfaithfully,ReplyDearSirs,YourenquiryofOctober10isreceivingourattention,andwethankyouforyourinterestinourproducts.Acopyofourillustratedexportcatalogwillbesenttoyoutoday,togetherwitharangeofsamplesofthevariousskinsusedinthemanufactureofourglovesandshoes.Wethinkthecolorswillbejustwhatyouwantforthefashionabletrade,andthebeautyandeleganceofourdesigns,coupledwiththesuperbworkmanship,shouldappealtothediscriminatingbuyers.Ourrepresentative,Mr.J.Needham,willbeinParisnextweekandwillbepleasedtocallonyouwithafullrangeofsamplesofourhand-madelines.Heisauthorizedtodiscussthetermsofanorderwithyouortonegotiateacontract.Welookforwardtoreceivinganorderfromyou.Faithfullyyours,,發(fā)盤，還盤和返還盤Offer,CounterOfferandRe-counterOffer,在國(guó)際貿(mào)易實(shí)務(wù)中，發(fā)盤也稱報(bào)盤、發(fā)價(jià)、報(bào)價(jià)。法律上稱之為“要約”。發(fā)盤可以是應(yīng)對(duì)方詢盤的要求發(fā)出，也可以是在沒有詢盤的情況下，直接向?qū)Ψ桨l(fā)出。發(fā)盤一般是由賣方發(fā)出的。,KeyWords,offerv.1.出價(jià)；報(bào)盤Othersuppliersareofferingamuchbetterprice.其他供貨商報(bào)的價(jià)格要優(yōu)惠得多。Wecannotoffermorethan50tonsofsugaratpresent.目前我們最多只能報(bào)50噸糖。,2.（主動(dòng)）提供；給予Ihopeyoucouldofferusyourmostfavorableterms.希望能給我們最優(yōu)惠的條件。Ifyourorderislargeenough,wecanofferyouadiscountof10%.如果訂數(shù)很大，我們可給10%的折扣。,,n.報(bào)盤1.常用句型A)makeSbanofferfor…給某人報(bào)。。。（商品）B)Sthbeunderoffer某商品在出售中C)theofferisfirm(valid,good,open)for…(oruntil…)此報(bào)盤有效期為。。。（到。。。為止）,,2.常用搭配toacceptoffer接受報(bào)盤todeclineoffer謝絕報(bào)盤toentertainoffer考慮報(bào)盤torenewoffer恢復(fù)報(bào)盤towithdrawoffer撤銷報(bào)盤,bidn.遞價(jià)；遞盤（常指買方發(fā)給賣方的報(bào)盤）We’lltrytogetabidfromthebuyers.我們?cè)噲D從買主那里獲得遞價(jià)。WemadeabidatRMB￥1,500perM/Tforthegroundnuts.花生，我們出價(jià)每公噸人民幣1，500元。,v.遞價(jià)（后接價(jià)格）Wedon’tthinkbuyerswillbidahigherprice.我們認(rèn)為買主不會(huì)出更高的價(jià)格。Theyhavebidaprice,whichwethinkwillbeacceptabletoyou.他們遞了一個(gè)價(jià)，我們認(rèn)為你方可接受。,currentprice現(xiàn)價(jià)marketprice市價(jià)buyingprice買價(jià)sellingprice賣價(jià)netprice凈價(jià)grossprice毛價(jià)maximumprice最高價(jià)minimumprice最低價(jià)retailprice零售價(jià)wholesaleprice批發(fā)價(jià),”buy”是一般用語，對(duì)于較正式或規(guī)模較大的業(yè)務(wù)往往用”purchase”一詞。如：Weareinterestedinpurchasing15,000tonsofwheat.我們想購(gòu)買15000噸小麥。在市場(chǎng)上尋購(gòu)大宗商品還可說“beinthemarketfor“。如：FromtheInternetweknowthatyouarenowinthemarketforvariouskindsofpaints.從英特網(wǎng)上我們了解到你們正詢購(gòu)各種油漆。,selloff拍賣，賤賣Therestofthegoodswillbesoldoffatreducedprices.剩下的商品將降價(jià)出售。sellout賣完Wevesoldoutallourstocks.存貨已售完。,表示“處理”（出售）商品時(shí)，常用“dispose”。如：Wearedisposingourstocksatlowpriesbecausedullreasoniscoming.因淡季來臨，我們正在低價(jià)拋售庫(kù)存。Thesweepingswereeventuallydisposedof.地腳貨終于處理了。,常用表達(dá),(1)Weofferyou1,500ForeverBicyclesatUS$32perpiecefordeliveryinMay.我們向你方報(bào)盤，1500輛永久牌自行車，CIF拉各斯價(jià)，每輛32美元，5月份交貨。(2)ThankyouforyourenquirydatedMarch18andnow,weofferasfollows.謝謝你方3月18日詢價(jià)，現(xiàn)報(bào)盤如下。(3)Wetakepleasureinsendingyouanofferfor50setsofMillingMachineType70asfollows.我們高興地向你方作出50臺(tái)銑床的如下報(bào)盤。(4)Wemakeyouthefollowingoffer,subjecttoyourreplyreachingherewithin3days.我們做出如下報(bào)盤，以你方答復(fù)在3日內(nèi)到達(dá)此地為有效。(5)Thisofferissubjecttogoodsbeingunsold.本報(bào)價(jià)以貨物未售出為有效。,(6)Thisofferisfirmfor5days.此報(bào)盤的有效期為5天。(7)Asthepricesquotedareexceptionallylowandlikelytorise,wewouldadviseyoutoaccepttheofferwithoutdelay.由于所報(bào)價(jià)格特別低，并可能上漲，我們建議你方立即接受此報(bào)盤。(8)Asthemarketisfirmwithanupwardtendency,wewouldsuggestinyourinterestthatyouacceptourofferedprice.由于市場(chǎng)堅(jiān)挺，行情看漲，為了你方的利益我們建議你方接受報(bào)價(jià)。(9)Wetrustyouwillfindouroffersatisfactoryandlookforwardtoreceivingyourorder.我們相信你方會(huì)對(duì)我們報(bào)盤感到滿意，期望收到你方訂單。(10)Weinviteyourattentiontoourotherproducts,detailsofwhichyouwillfindinthecatalogue.請(qǐng)注意我們的其他產(chǎn)品，詳細(xì)信息見目錄。,還盤Counter-offers,(1)Ifyoucannotacceptit,pleasemakebestpossiblecounter-offer.如不能接受，請(qǐng)盡力給一個(gè)最好的還盤。(2)Yourofferisunworkable,assomeparcelsofJapanesemakeshavebeensoldhereatamuchlowerprice.However,inviewofour-standingbusinessrelationshipwemakeyousuchacounter-offer.你方的報(bào)盤無法讓人接受，因?yàn)檫@里有幾批日本貨以低得多的價(jià)格出售，但是，鑒于我們之間的長(zhǎng)期貿(mào)易關(guān)系，特向你方作此還盤。(3)Yourpriceisonthehighsideandwehavetocounter-offerasfollows,subjecttoyourreplyreceivedbyusonorbeforeApril8.你方價(jià)格偏高，我們不得不作如下還盤，以我方在4月8日或以前收到你方的答復(fù)為有效。(4)Thepriceyoucounter-offerisoutoflinewiththemarket,soitisbeyondwhatisacceptabletous.你方還價(jià)與市場(chǎng)不一致，故我方無法接受。(5)Wecannotentertainbusinessatyourprice,sinceitisoutoflinewiththeprevailingmarket,being20%lowerthantheaverage.我們不能考慮按你方價(jià)格成交，因?yàn)槟惴絻r(jià)格與現(xiàn)時(shí)市場(chǎng)不一致，要比一般價(jià)格低20%。,（6）Myofferwasbasedonreasonableprofit,notonwildspeculations.我的報(bào)價(jià)以合理利潤(rùn)為依據(jù)，不是漫天要價(jià)。（7）Moreover,Wevekeptthepriceclosetothecostsofproduction.再說，這已經(jīng)把價(jià)格壓到生產(chǎn)費(fèi)用的邊緣了。（8）Wecantacceptyourofferunlessthepriceisreducedby5%.除非你們減價(jià)5%，否則我們無法接受報(bào)盤。（9）ImafraidIdontfindyourpricecompetitiveatall.我看你們的報(bào)價(jià)毫無任何競(jìng)爭(zhēng)性。,訂單及執(zhí)行keywords,在外經(jīng)貿(mào)英語中表示“商品”，“貨物”的詞較多，要注意幾個(gè)常用詞的用法與區(qū)別：merchandise商品（總稱，無復(fù)數(shù)形式）Themerchandiseisbeingstrictlyexamined.商品正在嚴(yán)格檢驗(yàn)。,goods貨物（永遠(yuǎn)為復(fù)數(shù)，較普通用語）Thegoodsenquiredforareoutofstockforthemoment.所詢貨物暫脫銷。article商品；貨物(尤指某種具體商品。在報(bào)盤與銷售合同中常以“Art.No.。。?！毙问匠霈F(xiàn)。,stockn。1.存貨；現(xiàn)貨Thesearetheonlystocksavailable。這些是僅有的存貨。Wedon’thaveanystockofthebicyclesasyourequired.我們沒有你要的那種自行車現(xiàn)貨。2.股票；證券Sheownssomestockinthatcompany.在那個(gè)公司她有些股份。Isthereanystockexchangeinyourarea?你們那兒有沒有證券交易所？AmericanstockhasbeengoingdownsincetheattackoftheWorldTradeCenter.自世貿(mào)中心被襲以來，美國(guó)股市一直在下跌。,3.常用搭配supply…fromstock供。?！，F(xiàn)貨Wecansupplythisquantityfromstock.我們可供這個(gè)數(shù)量的現(xiàn)貨。,have…instock有。?！，F(xiàn)貨We’dliketoplacerepeatordersifyouhavealargequantityofriceinstock.如大米存貨豐實(shí)，我想續(xù)訂。outofstock脫銷Blacktea,firstgrade,isoutofstockatpresent.一級(jí)紅茶現(xiàn)已脫銷。,referv.1.談及；提到（與to搭配）WerefertoourletterdatedMay20.茲談及我方5月20日函。ReferringtoyourenquiryofMay22,weverymuchregretthatwehavenosupplyinstock.關(guān)于貴方5月22日詢盤，非常抱歉我們手頭無現(xiàn)貨。,2.參照；參閱（與to搭配）PleaserefertoourfaxofMay15.請(qǐng)參閱我方5月15日傳真。Wereferredtoourrecordsandfoundthatthesaidcommissionhadalreadybeenpaid.我們參閱了我方記錄，查明該筆傭金已付。,3.提交；交付WehavereferredthismattertoourfactoryinDalian.我們已將此事提交我在大連的廠家處理。Ifthearbitratorscannotagree,pleaserefertotheumpire.如果仲裁員的意見不一致，請(qǐng)交裁定人裁定。,4．指示；接洽Wehavereferredthemtoyoufortheirrequirements.我們已請(qǐng)他們向你們洽購(gòu)所需貨物。YourCommercialCounselor’sOfficehasreferredustoyouforestablishingbusinessrelationswithyourcorporation.貴國(guó)商務(wù)處讓我們與您聯(lián)系有關(guān)與貴公司建立業(yè)務(wù)關(guān)系事宜。,referencen..談及；關(guān)于withreferenceto。。。;inreferenceto。。。;Referenceismadeto。。。常置于句首，表示“關(guān)于”。如：Withreferencetoourusualpaymentterms,wecandootherwisethanL/Catsight.關(guān)于通常的支付條件，我們除即期信用證外也接受其他做法。,foryourreference供你方參考Weattachheretoourenquirylistforyourreference.茲附詢價(jià)單一紙供你方參考。Weshallappreciateitifyouwillsendsomeup-to-datepatternsforourreference.如能寄一些最新的款式作參考，將甚為感激。,訂單及執(zhí)行,常用表達(dá)句型(1)WethankyouforyourquotationofMay20andnowplaceanorderwithyouforthefollowingitems.謝謝你方5月20日的報(bào)價(jià)，現(xiàn)向你方訂購(gòu)下列商品。(2)WearepleasedtoplacethefollowingorderswithyouifyoucanguaranteeshipmentfromShanghaitoSingaporebyOctober9.若你方能保證在10月9日以前將貨物由上海運(yùn)至新加坡，則我方樂于向你方訂購(gòu)下列貨物。(3)InreplytoyourletterofMay10quotingusthepricesofsoybeans,weplaceatrialorderasmentionedintheenclosedsheet.現(xiàn)回復(fù)你方5月10日大豆報(bào)價(jià)函，試訂購(gòu)如所附訂單。,(4)Wearepleasedtofindthatyourmaterialsappeartobeoffinequality.asatrial,wearedelightedtosendyouasmallorderfor2,500dozenRubberShoes.我們對(duì)你方的產(chǎn)品質(zhì)量和價(jià)格均感滿意，現(xiàn)寄去試訂單，請(qǐng)供應(yīng)現(xiàn)貨。(5)Wearegladtoconfirmourfaxorderdispatchedthismorningasfollows:我們很樂意確認(rèn)今天早上傳真訂單如下：(6)Wehavereceivedyourcatalogueandpricelist,andnowweorderthefollowinggoodsatthepricesnamed.一收到你方目錄和價(jià)格單，現(xiàn)按所示價(jià)格訂購(gòu)下列貨物。(7)Thankyouforyourquotationforbicycles,butweregretthatwehavetoplaceourorderelsewhereasyourpricesaretoohighforthismarket.謝謝你方自行車報(bào)價(jià)，但遺憾的是，你方價(jià)格對(duì)此市場(chǎng)來說過高，我們不得不向別處訂購(gòu)。,執(zhí)行訂單Fulfillmentoforders(1)WehavereceivedyourorderNo.751anditwillbeexecutedtoyoursatisfaction.我們已收到你方751號(hào)訂單，訂單的執(zhí)行將使你方滿意。(2)Pleasedbeassuredthattheorderwillbepunctuallyfulfilled.請(qǐng)放心，我們將準(zhǔn)時(shí)運(yùn)交你方所訂的貨物。(3)Yourorderisreceivingourimmediateattentionandwewillkeepyouinformedoftheprogress.我們正在迅速處理你方訂單，并將隨時(shí)告知你方進(jìn)展情況。,確認(rèn)與合同ConfirmationandContract,(1)Wecannotbutcancelthecontractsinceyouhavefailedtimeandagaintofulfillyourpartofthecontract.由于你方未能及時(shí)地履行合同，并且部分重復(fù)履行合同，我方只能取消合同。(2)Wedohopethesuccessfulresultofthiscontractwillleadtofurthercooperationandbusinessbetweenus.我們真的希望這次合同的圓滿執(zhí)行能給我們帶來進(jìn)一步的合作和業(yè)務(wù)。(3)Pleaseseetoitthatthestipulationsintherelevantcreditarestrictlyinaccordancewiththetermsstatedinthecontract.請(qǐng)注意信用證中的規(guī)定一定要完全和合同中的條款相一致。,(4)Wehopeyouwilltakeyourcommercialreputationintoaccountandexecutethecontract.我們希望你方要考慮一下商譽(yù)，并去執(zhí)行合同。(5)I’mverygladthatthroughourmutualefforts,ournegotiationhascometoasuccessfulconclusion.我們非常高興經(jīng)過我們雙方的努力，我們的談判終于有了一個(gè)圓滿的結(jié)果。,SampleDearSirorMadam:WehavejustreceivedyouremailaboutcontracttermsdatedJuly3.Alltheothertermsareacceptedexceptarbitrationterms.Wethinkthatit’sbettertosubmitourarbitrationcasetoanorganizationinathirdcountryifanydisputesarise.Ofcourse,itisnotnecessarytosubmitacasetoarbitrationaslongasourtwopartiescandiscussthematterinafriendlymanner.Butitisbettertomakethestipulationscompletebeforewesignthecontract.Welookforwardtoyourpromptreply.Bestwishes,我們已經(jīng)收到你方7月3日關(guān)于合同條款的郵件。除了仲裁條款，其他的條款都能接受。我方認(rèn)為如果發(fā)生任何糾紛，向第三國(guó)的機(jī)構(gòu)提交我們的仲裁案例會(huì)比較好些。當(dāng)然，只有我們雙方能友好協(xié)商解決這些糾紛，就沒必要申請(qǐng)仲裁了。但在我們雙方簽合同之前，還是將規(guī)定說完全比較好些。期待你方的及時(shí)回復(fù)。,支付Payment,（注）：“費(fèi)用”一詞是日常生活中極常用的詞。請(qǐng)注意比較英語中諸多表示費(fèi)用的詞：expense（費(fèi)用；花費(fèi)）,fee（費(fèi)用）,cost（成本；費(fèi)用）,price（價(jià)格；代價(jià)）,payment（支付）,value（價(jià)值；金額）,expenditure（開支；花費(fèi)）,toll（服務(wù)費(fèi)；代價(jià)）,declinev.1.謝絕；婉辭（后面可接名詞，不定式，動(dòng)名詞等）Weverymuchregretwehavetodeclineyouroffer.很抱歉，不得不謝絕你方訂單。2.下降；下跌Sharesdeclinedinaweakmarket.市價(jià)疲軟，股票下跌。,（注）：refuse表示“拒絕”是普通用語；decline是較正式的客套語，語氣較委婉；reject也可表示“拒絕”，在外經(jīng)貿(mào)業(yè)務(wù)中常用來表示“拒收”，“駁回”，語氣最強(qiáng)烈。如：Thebuyerrejectedalltheexcusesthatthesellermadeforthedelayeddelivery。買方駁回賣方提出的關(guān)于延遲交貨的一切托詞。Werejectthegoodsbecausetheyaremuchmoreinferiortothesample.我們拒收這批貨，因其質(zhì)量比樣品差多了。,