报价、推销信、实盘及还盘

UNIT FOUR
QUOTATIONS², SALES LETTERS, FIRM OFFERS & COUNTER OFFERS
     报价、推销信、实盘及还盘

Ⅰ. Quotations
     报价

     A quotation¹ is a promise to supply goods on the terms stated. It, however, is not legally binding³ as a firm offer if the seller later decides not to sell.

     Specimen⁴ 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 Woolen⁵ Mixed Blanket No.33.
     Size: 74 × 84in
     Weight: 4lbs.
     Colour: yellow, brown, green assortment⁶
     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 captioned⁷ 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 finalizing⁸ 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 shipping⁹ 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. finalize¹⁰ 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 illustrated¹¹ 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 JOINT¹² VENTURE COMPANY, REGISTERED IN SHENZHEN SPECIAL ECONOMIC ZONE, CHINA, SPECIALIZED¹³ IN SUPPLYING DRILLING EQUIPMENT FOR BOTH ONLAND AND OFFSHORE¹⁴ OILFIELD. WE ARE INTERESTED IN PURCHASING 8 SETS OF LINCOLN WELDING UNITS, DETAILED¹⁵ IN ATTACHMENT¹⁶. 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 Petroleum¹⁷ 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 authorized¹⁸ by the buyer within 30 days from the date of buyer's contract.

     Machine warranty¹⁹: 12 months from the date of cargo²⁰ receipt, warranty will be null and void if Machine is subject to misuse²¹, 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 incurred²³ if length of stay is exceeded than the agreed six working days.
     (2) The US $120.00 is waived²⁵ 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
     equity²⁷ 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 trademark²⁸ 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
     registration²⁹ 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 warehouse³⁰ 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 pier³¹ 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 promulgation³². 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 confirmation³³. 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 payable³⁴ 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
     revolving³⁵ 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 entirely³⁶ 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. incur²² 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. waive²⁴ 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
     valid²⁶ adj. 有效的
     valid period 有效期限

1 quotation   

n.引文，引语，语录；报价，牌价，行情

参考例句：

• He finished his speech with a quotation from Shakespeare.他讲话结束时引用了莎士比亚的语录。
• The quotation is omitted here.此处引文从略。

2 quotations   

n.引用( quotation的名词复数 )；[商业]行情（报告）；（货物或股票的）市价；时价

参考例句：

• The insurance company requires three quotations for repairs to the car. 保险公司要修理这辆汽车的三家修理厂的报价单。 来自《简明英汉词典》
• These quotations cannot readily be traced to their sources. 这些引语很难查出出自何处。 来自《现代汉英综合大词典》

3 binding   

有约束力的，有效的，应遵守的

参考例句：

• The contract was not signed and has no binding force. 合同没有签署因而没有约束力。
• Both sides have agreed that the arbitration will be binding. 双方都赞同仲裁具有约束力。

4 specimen   

n.样本，标本

参考例句：

• You'll need tweezers to hold up the specimen.你要用镊子来夹这标本。
• This specimen is richly variegated in colour.这件标本上有很多颜色。

5 woolen   

adj.羊毛(制)的；毛纺的

参考例句：

• She likes to wear woolen socks in winter.冬天她喜欢穿羊毛袜。
• There is one bar of woolen blanket on that bed.那张床上有一条毛毯。

6 assortment   

n.分类，各色俱备之物，聚集

参考例句：

• This shop has a good assortment of goods to choose from.该店各色货物俱全，任君选择。
• She was wearing an odd assortment of clothes.她穿着奇装异服。

7 captioned   

a.标题项下的； 标题所说的

参考例句：

• This paper reviews the production, development and nationalization of the captioned materials. 本文就铜系合金引线框架材料的生产、发展和国产化进程作一论述。
• Please advise other considerable hotels for this captioned group. 请推荐其它一些高级的旅馆给这一群打标语的人。

8 finalizing   

vt.完成（finalize的现在分词形式）

参考例句：

• You may edit registered information any time during the finalizing period. 您可以在规定期限内随时编辑修改注册资料。 来自互联网
• Natsun Trimming & Ironing, Finalizing the Perfection. 40南山整烫，完美在此定格。 来自互联网

9 shipping   

n.船运（发货，运输，乘船）

参考例句：

• We struck a bargain with an American shipping firm.我们和一家美国船运公司谈成了一笔生意。
• There's a shipping charge of ￡5 added to the price.价格之外另加五英镑运输费。

10 finalize   

v.落实，定下来

参考例句：

• Let us finalize tonight.让我们今天晚上干完
• 。At the same time,industrial designers work with engineers to finalize components and assembly.同时，工业设计师和工程师一道来完成部件和组装部分的工作。

11 illustrated   

adj. 有插图的，列举的 动词illustrate的过去式和过去分词

参考例句：

• His lecture was illustrated with slides taken during the expedition. 他在讲演中使用了探险时拍摄到的幻灯片。
• The manufacturing Methods: Will be illustrated in the next chapter. 制作方法将在下一章说明。

12 joint   

adj.联合的，共同的；n.关节，接合处；v.连接，贴合

参考例句：

• I had a bad fall,which put my shoulder out of joint.我重重地摔了一跤，肩膀脫臼了。
• We wrote a letter in joint names.我们联名写了封信。

13 specialized   

adj.专门的，专业化的

参考例句：

• There are many specialized agencies in the United Nations.联合国有许多专门机构。
• These tools are very specialized.这些是专用工具。

14 offshore   

adj.海面的，吹向海面的；adv.向海面

参考例句：

• A big program of oil exploration has begun offshore.一个大规模的石油勘探计划正在近海展开。
• A gentle current carried them slowly offshore.和缓的潮流慢慢地把他们带离了海岸。

15 detailed   

adj.详细的，详尽的，极注意细节的，完全的

参考例句：

• He had made a detailed study of the terrain.他对地形作了缜密的研究。
• A detailed list of our publications is available on request.我们的出版物有一份详细的目录备索。

16 attachment   

n.附属物，附件；依恋；依附

参考例句：

• She has a great attachment to her sister.她十分依恋她的姐姐。
• She's on attachment to the Ministry of Defense.她现在隶属于国防部。

17 petroleum   

n.原油，石油

参考例句：

• The Government of Iran advanced the price of petroleum last week.上星期伊朗政府提高了石油价格。
• The purpose of oil refinery is to refine crude petroleum.炼油厂的主要工作是提炼原油。

18 authorized   

a.委任的，许可的

参考例句：

• An administrative order is valid if authorized by a statute.如果一个行政命令得到一个法规的认可那么这个命令就是有效的。

19 warranty   

n.担保书，证书，保单

参考例句：

• This warranty is good for one year after the date of the purchase of the product.本保证书自购置此产品之日起有效期为一年。
• As your guarantor,we have signed a warranty to the bank.作为你们的担保人，我们已经向银行开出了担保书。

20 cargo   

n.(一只船或一架飞机运载的)货物

参考例句：

• The ship has a cargo of about 200 ton.这条船大约有200吨的货物。
• A lot of people discharged the cargo from a ship.许多人从船上卸下货物。

21 misuse   

n.误用，滥用；vt.误用，滥用

参考例句：

• It disturbs me profoundly that you so misuse your talents.你如此滥用自己的才能，使我深感不安。
• He was sacked for computer misuse.他因滥用计算机而被解雇了。

22 incur   

vt.招致，蒙受，遭遇

参考例句：

• Any costs that you incur will be reimbursed in full.你的所有花费都将全额付还。
• An enterprise has to incur certain costs and expenses in order to stay in business.一个企业为了维持营业,就不得不承担一定的费用和开支。

23 incurred   

[医]招致的，遭受的； incur的过去式

参考例句：

• She had incurred the wrath of her father by marrying without his consent 她未经父亲同意就结婚，使父亲震怒。
• We will reimburse any expenses incurred. 我们将付还所有相关费用。

24 waive   

vt.放弃，不坚持(规定、要求、权力等)

参考例句：

• I'll record to our habitat office waive our claim immediately.我立即写信给咱们的总公司提出放弃索赔。
• In view of the unusual circumstances,they agree to waive their requirement.鉴于特殊情况，他们同意放弃他们的要求。

25 waived   

v.宣布放弃( waive的过去式和过去分词 )；搁置；推迟；放弃（权利、要求等）

参考例句：

• He has waived all claim to the money. 他放弃了索取这笔钱的权利。 来自《简明英汉词典》
• I waived the discourse, and began to talk of my business. 我撇开了这个话题，开始讲我的事情。 来自辞典例句

26 valid   

adj.有确实根据的；有效的；正当的，合法的

参考例句：

• His claim to own the house is valid.他主张对此屋的所有权有效。
• Do you have valid reasons for your absence?你的缺席有正当理由吗？

27 equity   

n.公正，公平，（无固定利息的）股票

参考例句：

• They shared the work of the house with equity.他们公平地分担家务。
• To capture his equity,Murphy must either sell or refinance.要获得资产净值，墨菲必须出售或者重新融资。

28 trademark   

n.商标；特征；vt.注册的…商标

参考例句：

• The trademark is registered on the book of the Patent Office.该商标已在专利局登记注册。
• The trademark of the pen was changed.这钢笔的商标改了。

29 registration   

n.登记，注册，挂号

参考例句：

• Marriage without registration is not recognized by law.法律不承认未登记的婚姻。
• What's your registration number?你挂的是几号？

30 warehouse   

n.仓库；vt.存入仓库

参考例句：

• We freighted the goods to the warehouse by truck.我们用卡车把货物运到仓库。
• The manager wants to clear off the old stocks in the warehouse.经理想把仓库里积压的存货处理掉。

31 pier   

n.码头；桥墩，桥柱；[建]窗间壁，支柱

参考例句：

• The pier of the bridge has been so badly damaged that experts worry it is unable to bear weight.这座桥的桥桩破损厉害，专家担心它已不能负重。
• The ship was making towards the pier.船正驶向码头。

32 promulgation   

n.颁布

参考例句：

• The new law comes into force from the day of its promulgation. 新法律自公布之日起生效。 来自《简明英汉词典》
• Article 118 These Regulations shall come into effect from the day of their promulgation. 第一百一十八条本条例自公布之日起实施。 来自经济法规部分

33 confirmation   

n.证实，确认，批准

参考例句：

• We are waiting for confirmation of the news.我们正在等待证实那个消息。
• We need confirmation in writing before we can send your order out.给你们发送订购的货物之前，我们需要书面确认。

34 payable   

adj.可付的，应付的，有利益的

参考例句：

• This check is payable on demand.这是一张见票即付的支票。
• No tax is payable on these earnings.这些收入不须交税。

35 revolving   

adj.旋转的，轮转式的；循环的v.（使）旋转( revolve的现在分词 )；细想

参考例句：

• The theatre has a revolving stage. 剧院有一个旋转舞台。
• The company became a revolving-door workplace. 这家公司成了工作的中转站。

36 entirely   

ad.全部地，完整地；完全地，彻底地

参考例句：

• The fire was entirely caused by their neglect of duty. 那场火灾完全是由于他们失职而引起的。
• His life was entirely given up to the educational work. 他的一生统统献给了教育工作。