Enquiry and Offer 商务英语函电课件

Enquiry and OfferNegotiation Proceduresn nAnenquiryisarequestforinformation;n nAnofferisactuallyaproposalofcertaintradeterms;n nAAcounter-offercounter-offerisanisan acceptancetoanofferacceptancetoanofferwithadditionsorwithadditionsormodifications.modifications.n nAnAnacceptanceacceptanceistheistheconcludingstepofaconcludingstepofacontract.contract.offerenquiryCounter-offeracceptancechief elements of business negotiation n n-thesubjectmatterofthebusiness-thesubjectmatterofthebusinesstransactiontransactionnamespecificationqualitypackingnamespecificationqualitypackingdeliverydeliveryn n-thepriceandpaymentterms-thepriceandpaymenttermsasperINCOTERMS2000pluspaymentmodeasperINCOTERMS2000pluspaymentmoden n-liabilitiesoftheseller-liabilitiesofthesellerdeliveryqualitydocumentsdeliveryqualitydocumentsn n-liabilitiesofthebuyer-liabilitiesofthebuyerpaymentdocumentspaymentdocumentsn n-possibletradedisputesettlement-possibletradedisputesettlementcommodityinspectionclaimarbitrationcommodityinspectionclaimarbitrationSection 1 Enquiryn nAnenquiryisarequestforinformationconcerningtheavailabilityofgoods,prices,terms,catalogues,samples,andsoon.General enquiry and specific enquiryn nG Generalenquiry(alsofirstenquiry)isaneneralenquiry(alsofirstenquiry)isanenquirysenttoasupplierwithwhomenquirysenttoasupplierwithwhomyouhavenotyetdonebusiness,soityouhavenotyetdonebusiness,soitshouldbeginbytellingthesupplierhowshouldbeginbytellingthesupplierhowyouobtainedhisnameandaddress.youobtainedhisnameandaddress.n nInaspecificenquiry,theenquirerInaspecificenquiry,theenquirerpointsoutacertainproductorpointsoutacertainproductorcommodityheintendstopurchase,hecommodityheintendstopurchase,hemayaskthesuppliertomakeanofferormayaskthesuppliertomakeanofferoraquotationonthisproduct.aquotationonthisproduct.Specific enquiryn nregularcustomers:stateonlythename,quality,quantity&pricen nothercustomers:stateclearlyallnecessarytradetermsincludingthename,quality,quantityofcommodity,priceterms,shipmentterms,paymentterms,discount,etc.Replies to enquiriesn nEnquiriesRepliesFromanoldcustomerstatefirstlyhowmuchyouappreciateit.Fromanewcustomerstatefirstlyyouaregladtoreceiveit/expresslastlyyourexpectationofcooperation.Useful expressions1)1)Yourfirmhasbeenrecommended(introduced)Yourfirmhasbeenrecommended(introduced)tousby.withwhomwehavedonebusinesstousby.withwhomwehavedonebusinessformanyyears.formanyyears.我们与我们与我们与我们与公司交往多年，承蒙该公司将贵公司推荐给公司交往多年，承蒙该公司将贵公司推荐给公司交往多年，承蒙该公司将贵公司推荐给公司交往多年，承蒙该公司将贵公司推荐给我们。我们。我们。我们。2)2)YourimmediatereplybycablewillbehighlyYourimmediatereplybycablewillbehighlyappreciated.appreciated.如蒙立即回电，将不胜感激。如蒙立即回电，将不胜感激。如蒙立即回电，将不胜感激。如蒙立即回电，将不胜感激。3)3)Weareinthemarketfor.andshallbegladtoWeareinthemarketfor.andshallbegladtoreceiveyourbestpossiblequotation,indicatingreceiveyourbestpossiblequotation,indicatingorigin,detailedspecifications,packingandorigin,detailedspecifications,packingandquantityavailable,etc.quantityavailable,etc.我方意欲购买我方意欲购买我方意欲购买我方意欲购买如果贵方寄来最优价格，注明产地、如果贵方寄来最优价格，注明产地、如果贵方寄来最优价格，注明产地、如果贵方寄来最优价格，注明产地、详细规格、包装、可供数量等，将不胜感激。详细规格、包装、可供数量等，将不胜感激。详细规格、包装、可供数量等，将不胜感激。详细规格、包装、可供数量等，将不胜感激。4)4)Wedliketohaveyourlowestquotations,Wedliketohaveyourlowestquotations,F.O.B.F.O.B.HongkongHongkong.我们想知道贵方香港离岸价的最低报价。我们想知道贵方香港离岸价的最低报价。我们想知道贵方香港离岸价的最低报价。我们想知道贵方香港离岸价的最低报价。5)5)WethinksomeoftheitemswillfindareadyWethinksomeoftheitemswillfindareadymarketinU.S.A.marketinU.S.A.我们认为有些商品会在美国畅销。我们认为有些商品会在美国畅销。我们认为有些商品会在美国畅销。我们认为有些商品会在美国畅销。6)Wewouldalsoliketoknowtheminimum6)Wewouldalsoliketoknowtheminimumexportquantitiespercolorandperdesign.exportquantitiespercolorandperdesign.我方还想了解该产品每种颜色和图案的最低出口量。我方还想了解该产品每种颜色和图案的最低出口量。我方还想了解该产品每种颜色和图案的最低出口量。我方还想了解该产品每种颜色和图案的最低出口量。7)EnclosedpleasefindsamplesofourNylon7)EnclosedpleasefindsamplesofourNylonSocks.Ifyouareabletosupplyuswith5000Socks.Ifyouareabletosupplyuswith5000dozen,wewouldbepleasedtohaveyouquotedozen,wewouldbepleasedtohaveyouquotethefavorablepriceC.I.F.HongKong.thefavorablepriceC.I.F.HongKong.兹附上尼龙袜样品，如能供给我方兹附上尼龙袜样品，如能供给我方兹附上尼龙袜样品，如能供给我方兹附上尼龙袜样品，如能供给我方50005000打，请报我打，请报我打，请报我打，请报我本加运费加保险费到香港的最低价。本加运费加保险费到香港的最低价。本加运费加保险费到香港的最低价。本加运费加保险费到香港的最低价。8)WeareinthemarketfortheMen8)WeareinthemarketfortheMenshirtsillustratedinyourcatalogueshirtsillustratedinyourcatalogueNo.4,pleasequoteusyourlowestpriceNo.4,pleasequoteusyourlowestpricewiththebestdiscountandthedateofwiththebestdiscountandthedateofdelivery.delivery.Menshirts=MensshirtsMenshirts=Mensshirts我们想买在你方我们想买在你方我们想买在你方我们想买在你方4 4号目录表上所列的男士衬衫。号目录表上所列的男士衬衫。号目录表上所列的男士衬衫。号目录表上所列的男士衬衫。请报你方最低价，最低折扣以及交货期。请报你方最低价，最低折扣以及交货期。请报你方最低价，最低折扣以及交货期。请报你方最低价，最低折扣以及交货期。9)Wehavepleasureinenclosingour9)WehavepleasureinenclosingourEnquiryNo.345-9againstwhichyouEnquiryNo.345-9againstwhichyouarerequestedtomakeusanofferonarerequestedtomakeusanofferonFOBbasis.FOBbasis.*onFOBbasis=onthebasisofFOB*onFOBbasis=onthebasisofFOB=priceFOB*=priceFOB*=FOBFOB*price*price很高兴附寄我方很高兴附寄我方很高兴附寄我方很高兴附寄我方345-9345-9号询盘，请报号询盘，请报号询盘，请报号询盘，请报FOBFOB价。价。价。价。SpecimenDearSirs,WelearnfromABCLtd.thatyouarealeadingexporterofartsandcraftsinyourcountry.Wehavegreatinterestinimportingyourgoodsandwouldappreciateyoursendinguscatalogues,samplebooksorevensamplesifpossible.WillyoupleasegiveusdetailedinformationofCIFprices,discounts,andtermsofpayment.Wehopethiswillbeagoodstartforalongandprofitablebusinessrelations.Yoursfaithfully,Words and expressions1)Quote1)Quotev.quote:quotev.quote:quotesbsb.thelowestpricefor.thelowestpriceforsthsth.给某人报某种产品的最低价给某人报某种产品的最低价给某人报某种产品的最低价给某人报某种产品的最低价PleasequoteusthelowestpriceforIronNails.PleasequoteusthelowestpriceforIronNails.2)Indebtadj.2)Indebtadj.感激的感激的感激的感激的beindebtedtobeindebtedtosbsb.3)Potentialsuppliers=leadingsuppliers=major3)Potentialsuppliers=leadingsuppliers=majorsuppliers=largesupplierssuppliers=largesuppliersstationaryn.stationaryn.stationaryadj.stationaryadj.固定的固定的固定的固定的5)Popularitems=5)Popularitems=itemsitemswhichenjoygreatwhichenjoygreatpopularitypopularity6)variousranges=variouslines=awiderangeof6)variousranges=variouslines=awiderangeof7)promising=prospective7)promising=prospective8)byseparatepost=byseparatecover8)byseparatepost=byseparatecover9)irrevocableL/C:9)irrevocableL/C:信用证一经开出，在有效信用证一经开出，在有效信用证一经开出，在有效信用证一经开出，在有效期内才经出口商及有关当事人同意，开证行不期内才经出口商及有关当事人同意，开证行不期内才经出口商及有关当事人同意，开证行不期内才经出口商及有关当事人同意，开证行不得片面撤销或修改信用证。这对出口商提供了得片面撤销或修改信用证。这对出口商提供了得片面撤销或修改信用证。这对出口商提供了得片面撤销或修改信用证。这对出口商提供了比较可靠的收款保证，所以在进出口业务中使比较可靠的收款保证，所以在进出口业务中使比较可靠的收款保证，所以在进出口业务中使比较可靠的收款保证，所以在进出口业务中使用最广。用最广。用最广。用最广。RevocableL/C:RevocableL/C:开证行可以不事先征得出开证行可以不事先征得出开证行可以不事先征得出开证行可以不事先征得出口方同意，有权随时修改或撤销信用证。口方同意，有权随时修改或撤销信用证。口方同意，有权随时修改或撤销信用证。口方同意，有权随时修改或撤销信用证。1010）discountdiscount折扣折扣折扣折扣打折扣打折扣打折扣打折扣：Make/give/grantMake/give/grantsthsth.%.%discountdiscount这件雨衣打这件雨衣打这件雨衣打这件雨衣打9 9折折折折ThiswaterproofgarmentwasgivenThiswaterproofgarmentwasgiven10%discount.10%discount.11)Inclusiveadj.Inclusiveof=including11)Inclusiveadj.Inclusiveof=includingVocabulary and Notes n nWillyoupleasegiveusdetailedWillyoupleasegiveusdetailedinformationofCIFprices,discounts,informationofCIFprices,discounts,andtermsofpayment.andtermsofpayment.请告知我方成本加保险加运费价、折扣以及付请告知我方成本加保险加运费价、折扣以及付请告知我方成本加保险加运费价、折扣以及付请告知我方成本加保险加运费价、折扣以及付款条件的详情。款条件的详情。款条件的详情。款条件的详情。CIFabbr.forCost,Insurance&FreightCIFabbr.forCost,Insurance&Freight成本加保险加运费价（成本、保险费加运费）成本加保险加运费价（成本、保险费加运费）成本加保险加运费价（成本、保险费加运费）成本加保险加运费价（成本、保险费加运费）ThetwosideshavecometoanThetwosideshavecometoanagreementonCIFbasis.agreementonCIFbasis.WewouldbepleasedtohaveyouquoteWewouldbepleasedtohaveyouquotethefavorablepriceCIFthefavorablepriceCIFHongkongHongkong.n ntermsn.(契约、谈判等的）条件，条款契约、谈判等的）条件，条款Wewillnotacceptthesetermsofthecontract.Pleaseletusknowonwhattermsyoucansupplyuswiththiscommodity.Useful Sentences n nWeareinterestedinyourproductsandshallbepleasedtohaveacataloguewithapricelist.n nWeshallappreciateitverymuchifyouwillsendusacopyofthepricelistofyournewproducts.n nWeshouldbeobligedifyouwouldkindlysendussomesamplesforourinspection.Exercises n n.Complete the following sentences by.Complete the following sentences by translating the part in Chinese into translating the part in Chinese into English:English:1.Weareoneofthelargestdepartment1.Weareoneofthelargestdepartmentstoreshereandbelievestoreshereandbelieve（市场（市场（市场（市场前景广阔）前景广阔）前景广阔）前景广阔）inourareaformoderatelyinourareaformoderatelypricedgoodsofthekindmentioned.pricedgoodsofthekindmentioned.2.Weareinterestedinthemechanical2.WeareinterestedinthemechanicaltoysdemonstratedattherecenttoysdemonstratedattherecentGuangzhouCommoditiesFairandGuangzhouCommoditiesFairandshouldbegladtohaveshouldbegladtohave（你方（你方（你方（你方的详细出口条件）的详细出口条件）的详细出口条件）的详细出口条件）.3.(本公司请贵方告知本公司请贵方告知这项产品的价格这项产品的价格)shippingdateandothertermsofbusinessforthisarticle.4.Wewouldbepleasedtoreceive(一份贵公司产品的目录和一份贵公司产品的目录和价目表价目表).5.Weshallappreciate(贵方报贵方报CIF伦敦价）伦敦价）.n n.Fill in each blank with the proper forms of the given expressions:inform,steady,send,detail,concern,term,manufacture,variety,appreciate,illustrateWearethatyouareandexportingaoftextilemachines.Asthereisademandhereforhighqualityknittingmachines,wewillyourusacopyofyourcatalogue,withofyourpricesandofpayment.Itwouldbemosthelpfulifyoucouldalsosupplyinformationthetypesoffabrictobeprocessedandthetypeofyarn.Translation：A)Translate the following sentences A)Translate the following sentences into English:into English:1.1.我们得知贵公司专门经营多种轻工业产品的我们得知贵公司专门经营多种轻工业产品的我们得知贵公司专门经营多种轻工业产品的我们得知贵公司专门经营多种轻工业产品的出口。出口。出口。出口。2.2.请将贵方登在请将贵方登在请将贵方登在请将贵方登在晚报晚报晚报晚报广告中的办公用具的广告中的办公用具的广告中的办公用具的广告中的办公用具的详细资料寄来。详细资料寄来。详细资料寄来。详细资料寄来。3 3 我方从林肯公司获悉，贵方正在用上好原我方从林肯公司获悉，贵方正在用上好原我方从林肯公司获悉，贵方正在用上好原我方从林肯公司获悉，贵方正在用上好原料生产一种供出口的手工地毯。料生产一种供出口的手工地毯。料生产一种供出口的手工地毯。料生产一种供出口的手工地毯。4 4 我方十分渴望与贵公司建立贸易关系，因我方十分渴望与贵公司建立贸易关系，因我方十分渴望与贵公司建立贸易关系，因我方十分渴望与贵公司建立贸易关系，因此希望能寄来贵方产品的价目表。此希望能寄来贵方产品的价目表。此希望能寄来贵方产品的价目表。此希望能寄来贵方产品的价目表。B)Translate the following sentences into Chinese：1.Weshallbeverygladtoplaceourorderwithyouifyourquotationiscompetitive.2.WehaveseenyouradvertisementinMay5“FinancialTimes”andshouldbegladtohavepricelistsanddetailsofyourterms.3.Fullinformationastoprices,quality,quantityavailableandotherrelativeparticularswouldbeappreciated.4.BerlinTradeCo.hasrecommendedyoutousandwewishtoknowthedetailsofyourexportterms.n n.Translate the following letter into.Translate the following letter into English:English:敬启者：敬启者：敬启者：敬启者：我方在我方在我方在我方在“国际交易会国际交易会国际交易会国际交易会”上看到了贵方的产品，上看到了贵方的产品，上看到了贵方的产品，上看到了贵方的产品，并对贵方的金属箱以及各类刀具颇感兴趣。并对贵方的金属箱以及各类刀具颇感兴趣。并对贵方的金属箱以及各类刀具颇感兴趣。并对贵方的金属箱以及各类刀具颇感兴趣。请贵方按随函附上的清单中的项目向我方报来请贵方按随函附上的清单中的项目向我方报来请贵方按随函附上的清单中的项目向我方报来请贵方按随函附上的清单中的项目向我方报来贵方的最低价，并同时告知最早交货日期、付贵方的最低价，并同时告知最早交货日期、付贵方的最低价，并同时告知最早交货日期、付贵方的最低价，并同时告知最早交货日期、付款方式以及定期购买折扣。款方式以及定期购买折扣。款方式以及定期购买折扣。款方式以及定期购买折扣。早日赐复，不胜感激。早日赐复，不胜感激。早日赐复，不胜感激。早日赐复，不胜感激。谨上谨上谨上谨上 Section 2 Offern nCISGarticle14(1)CISGarticle14(1)“aproposalfor“aproposalforconcludingacontractaddressedtooneconcludingacontractaddressedtooneormorespecificpersonsconstitutesanormorespecificpersonsconstitutesanofferifitissufficientlydefiniteandofferifitissufficientlydefiniteandindicatestheintentionoftheindicatestheintentionoftheofferorofferortotobeboundincaseofacceptance.Abeboundincaseofacceptance.Aproposalissufficientlydefiniteifitproposalissufficientlydefiniteifitindicatesthegoodsandexpresslyorindicatesthegoodsandexpresslyorimplicitlyfixesormakesprovisionforimplicitlyfixesormakesprovisionfordeterminingthequantityandtheprice.”determiningthequantityandtheprice.”Quotation and Offern nAquotationisastatementoftheAquotationisastatementofthecurrentpriceofanarticlethatyoucurrentpriceofanarticlethatyouintendtosell.intendtosell.n nAnofferreferstoapromisetosupplyAnofferreferstoapromisetosupplygoodsonthetermsandconditionsgoodsonthetermsandconditionsstated,inwhichthesellernotonlystated,inwhichthesellernotonlyquotesthetermsofpricebutalsoquotesthetermsofpricebutalsoindicatesallnecessarytermsofsalesforindicatesallnecessarytermsofsalesforthebuyersconsiderationandthebuyersconsiderationandacceptance.acceptance.The four provisions for an offern nIndicatethecontractualintent;Indicatethecontractualintent;n nItcanbemadetooneormorespecificItcanbemadetooneormorespecificpersons;“Specificpersons”refertothepersons;“Specificpersons”refertotheoffereeoffereewhosenameisindicatedinanwhosenameisindicatedinanoffer;offer;n nThecontentissufficientlydefinite;Thecontentissufficientlydefinite;CISGarticle14(1)CISGarticle14(1)“A proposal is“A proposal is sufficiently definite if it indicates the sufficiently definite if it indicates the goods and expressly or implicitly fixes goods and expressly or implicitly fixes or makes provision for determining the or makes provision for determining the quantity and the price.”quantity and the price.”n nItmustbecommunicatedtotheItmustbecommunicatedtotheoffereeofferee.Whenwritingafirmoffer,weshould1)Pointouttheletteryoumentionedinthefirstparagraphclearly,correctlyandsimplywithdecentwordstocauseyourpartnersattention;2)Ifyouarenotfamiliarwiththereceiveroryouarenotreadyforyourproducts,trynottomakeanfirmoffer.Specimen Dearsir,Dearsir,ThankyouforyourletterofApril5,askingforThankyouforyourletterofApril5,askingforaquotationfor100mixers.Wearepleasedtoaquotationfor100mixers.WearepleasedtomaketheFollowingoffer,subjecttoyourreplymaketheFollowingoffer,subjecttoyourreplyreachingusbyMay20.reachingusbyMay20.Price:US Price:US62.50 each CIF New York 62.50 each CIF New York Packing:free Packing:free Shipment:7 days after receipt of order Shipment:7 days after receipt of order Payment:within 30 days on the receipt of the Payment:within 30 days on the receipt of the advice of shipment advice of shipment WelookforwardtoreceivingyourorderandWelookforwardtoreceivingyourorderandassureyouthatitwillreceiveourpromptassureyouthatitwillreceiveourpromptattention.attention.Vocabulary and notes 1)1)报盘有效期的表达方式为：报盘有效期的表达方式为：报盘有效期的表达方式为：报盘有效期的表达方式为：Theofferisfirm(open;valid;good)Theofferisfirm(open;valid;good)until(for).until(for).此报盘有效期到（为）此报盘有效期到（为）此报盘有效期到（为）此报盘有效期到（为）toofferfirmsubjecttoyourreplyby6toofferfirmsubjecttoyourreplyby6p.m.,ourtime,Wednesday,March2p.m.,ourtime,Wednesday,March2此此此此报盘有效期以报盘有效期以报盘有效期以报盘有效期以3 3月月月月2 2日星期三我方时间下午日星期三我方时间下午日星期三我方时间下午日星期三我方时间下午6 6点点点点复到为准。复到为准。复到为准。复到为准。同样的表达方式还有同样的表达方式还有同样的表达方式还有同样的表达方式还有 tooffertoofferfirmsubjecttoyourreplyreachingherefirmsubjecttoyourreplyreachinghereby6p.m.,Wednesday,March2,ourby6p.m.,Wednesday,March2,ourtime.time.toofferfirmsubjecttoyourreplyheretoofferfirmsubjecttoyourreplyherewithinoneweekfromtodaywithinoneweekfromtoday此报盘有效期此报盘有效期此报盘有效期此报盘有效期以一周内复到为准以一周内复到为准以一周内复到为准以一周内复到为准 此外，报盘中常使用保留条件，以表示谦虚，此外，报盘中常使用保留条件，以表示谦虚，此外，报盘中常使用保留条件，以表示谦虚，此外，报盘中常使用保留条件，以表示谦虚，例如例如例如例如:tooffersubjecttosellers:tooffersubjecttosellersconfirmationconfirmation以卖方确认为准以卖方确认为准以卖方确认为准以卖方确认为准tooffersubjecttoourapprovaltooffersubjecttoourapproval以我以我以我以我方认可为准方认可为准方认可为准方认可为准tooffersubjecttopriorsale;tooffertooffersubjecttopriorsale;tooffersubjecttobeingunsoldsubjecttobeingunsold有权先售，以未售有权先售，以未售有权先售，以未售有权先售，以未售出为准出为准出为准出为准toofferwithoutengagementtoofferwithoutengagement(obligation)(obligation)发盘无约束性，发虚盘，与发盘无约束性，发虚盘，与发盘无约束性，发虚盘，与发盘无约束性，发虚盘，与totoofferfirmofferfirm反义反义反义反义 Non-firm offern nthenon-firmofferhastwofeatures:n n1)Ithasthereservedconditions,suchas“subjecttoourfinalconfirmation”or“justforreference”.n n2)lackofthemaintradingterms,suchas“price,quantity,andthedateofdelivery”.2)subject,adj.2)subject,adj.由由由由决定，取决于决定，取决于决定，取决于决定，取决于的（的（的（的（to)to)EgEg:OurplansmaychangesubjecttoOurplansmaychangesubjecttotheweather.theweather.3)Payment:within30daysonthereceipt3)Payment:within30daysonthereceiptoftheadviceofshipmentoftheadviceofshipmentEgEg:IacknowledgereceiptofyourIacknowledgereceiptofyourletterofJune29.letterofJune29.Receipt:n.Receipt:n.收到，接到收到，接到收到，接到收到，接到On/uponreceiptofOn/uponreceiptof（书面用语）一收到（书面用语）一收到（书面用语）一收到（书面用语）一收到EgEg:GoodswillbesentonreceiptofGoodswillbesentonreceiptofremittance.remittance.WeofferthesegoodssubjecttoWeofferthesegoodssubjecttotheirbeingunsoldonreceiptofyourtheirbeingunsoldonreceiptofyourorder.order.Useful Sentences 1)Wetakepleasureinofferingyouthe1)Wetakepleasureinofferingyoutheunder-mentionedgoods,subjecttoyourunder-mentionedgoods,subjecttoyourreplybynoonJuly6.replybynoonJuly6.我们乐于就下列商品报价，以我们乐于就下列商品报价，以我们乐于就下列商品报价，以我们乐于就下列商品报价，以7 7月月月月66日中午前日中午前日中午前日中午前答复有效。答复有效。答复有效。答复有效。2)Asfortheaboveoffer,itisextremely2)Asfortheaboveoffer,itisextremelyprobablethatthepriceswillrisestillprobablethatthepriceswillrisestillmore,anditwouldthereforebetoyourmore,anditwouldthereforebetoyourinteresttoplaceyourorderswithoutinteresttoplaceyourorderswithoutdelay.delay.由以上报价看，行市继续上涨，所以及早订货由以上报价看，行市继续上涨，所以及早订货由以上报价看，行市继续上涨，所以及早订货由以上报价看，行市继续上涨，所以及早订货对你方有利。对你方有利。对你方有利。对你方有利。3)Inreplytoyourrequest,wearewilling3)Inreplytoyourrequest,wearewillingtoallowyouanextradiscountof20%toallowyouanextradiscountof20%onthisorder.onthisorder.兹答复你方要求，我们愿对此批订货给予兹答复你方要求，我们愿对此批订货给予兹答复你方要求，我们愿对此批订货给予兹答复你方要求，我们愿对此批订货给予20%20%的额外折扣。的额外折扣。的额外折扣。的额外折扣。4)Weshallbepleasedtogivethisour4)Weshallbepleasedtogivethisourearliestattentionifourquotationwillearliestattentionifourquotationwillsuityou.suityou.如能接受我们的报价，我们愿立即着手为您办如能接受我们的报价，我们愿立即着手为您办如能接受我们的报价，我们愿立即着手为您办如能接受我们的报价，我们愿立即着手为您办理。理。理。理。Exercises(Translations)1.Weofferyoufirm1,000tonsofiron&1.Weofferyoufirm1,000tonsofiron&steelsubjecttoyourreplyreachingheresteelsubjecttoyourreplyreachingherebyJuly20.byJuly20.我们向贵公司报我们向贵公司报我们向贵公司报我们向贵公司报10001000吨钢铁的实盘，以您的吨钢铁的实盘，以您的吨钢铁的实盘，以您的吨钢铁的实盘，以您的答复于答复于答复于答复于7 7月月月月2020日寄达为条件。日寄达为条件。日寄达为条件。日寄达为条件。2.Wearepleasedtoofferyoufirm1002.Wearepleasedtoofferyoufirm100setsofourvideorecorderatUS$50,000setsofourvideorecorderatUS$50,000CIFCIFGaoxiongGaoxiong.本公司十分乐意向贵公司报本公司十分乐意向贵公司报本公司十分乐意向贵公司报本公司十分乐意向贵公司报100100台录像机的实台录像机的实台录像机的实台录像机的实盘，成本、保险费、加运费高雄价。盘，成本、保险费、加运费高雄价。盘，成本、保险费、加运费高雄价。盘，成本、保险费、加运费高雄价。3.Weofferyoufirmournewproduce3.WeofferyoufirmournewproducesubjecttoyourreplybeingreceivedbysubjecttoyourreplybeingreceivedbyMay10.May10.本公司提供新产品的确定报价给贵公司，但以本公司提供新产品的确定报价给贵公司，但以本公司提供新产品的确定报价给贵公司，但以本公司提供新产品的确定报价给贵公司，但以5 5月月月月1010日前收到您的答复为条件。日前收到您的答复为条件。日前收到您的答复为条件。日前收到您的答复为条件。4.Referringtoyourinquiryof4.ReferringtoyourinquiryofSeptember20.WearepleasedtomakeSeptember20.Wearepleasedtomakethefollowingofferforournewthefollowingofferforournewproducts.products.就贵公司就贵公司就贵公司就贵公司9 9月月月月2020日的询价，本公司很乐意提供日的询价，本公司很乐意提供日的询价，本公司很乐意提供日的询价，本公司很乐意提供新产品报价如下新产品报价如下新产品报价如下新产品报价如下.5.5.鉴于我们长期的贸易关系，特报此盘。鉴于我们长期的贸易关系，特报此盘。鉴于我们长期的贸易关系，特报此盘。鉴于我们长期的贸易关系，特报此盘。ItisviewofourlongstandingbusinessItisviewofourlongstandingbusinessrelationshipthatwemakeyousuchanrelationshipthatwemakeyousuchanoffer.offer.6.WeleaveouroffervaliduntilOctober6.WeleaveouroffervaliduntilOctober31.31.本公司保留报价直到本公司保留报价直到本公司保留报价直到本公司保留报价直到1010月月月月3131日都有效。日都有效。日都有效。日都有效。Write a letter according to the following Chinese:敬启者：敬启者：敬启者：敬启者：事由：棉运动杉事由：棉运动杉事由：棉运动杉事由：棉运动杉 感谢贵方感谢贵方感谢贵方感谢贵方1919月月月月1515日来信，要求我们报日来信，要求我们报日来信，要求我们报日来信，要求我们报1800018000打棉运动杉实盘。打棉运动杉实盘。打棉运动杉实盘。打棉运动杉实盘。应贵方要求，现报盘如下：应贵方要求，现报盘如下：应贵方要求，现报盘如下：应贵方要求，现报盘如下：商品：棉运动杉（各种花色，款式）商品：棉运动杉（各种花色，款式）商品：棉运动杉（各种花色，款式）商品：棉运动杉（各种花色，款式）尺码：大号（）中号（）小号（）尺码：大号（）中号（）小号（）尺码：大号（）中号（）小号（）尺码：大号（）中号（）小号（）大号：大号：大号：大号：70007000打打打打 中号：中号：中号：中号：65006500打打打打 小号：小号：小号：小号：45004500打打打打 包装：包装：包装：包装：CIFCIF旧金山价含佣金旧金山价含佣金旧金山价含佣金旧金山价含佣金5%5%。每打。每打。每打。每打1212元元元元 装运：收到信用证后即装运装运：收到信用证后即装运装运：收到信用证后即装运装运：收到信用证后即装运 付款：保兑的、不可撤消的即期信用证付款：保兑的、不可撤消的即期信用证付款：保兑的、不可撤消的即期信用证付款：保兑的、不可撤消的即期信用证 此报盘为实盘，以贵方回复于北京时间此报盘为实盘，以贵方回复于北京时间此报盘为实盘，以贵方回复于北京时间此报盘为实盘，以贵方回复于北京时间1111月月月月2525日下午日下午日下午日下午6 6点前到达为准。该报盘一失效，货源亦告罄。点前到达为准。该报盘一失效，货源亦告罄。点前到达为准。该报盘一失效，货源亦告罄。点前到达为准。该报盘一失效，货源亦告罄。至盼此复。至盼此复。至盼此复。至盼此复。谨上谨上谨上谨上 October25,2001October25,2001Dearsirs,Dearsirs,WewishtothankyouforyourletterofOctoberWewishtothankyouforyourletterofOctober15,askingustomakeyouafirmofferfor15,askingustomakeyouafirmofferfor18,000dozensofthecaptionedgoods.In18,000dozensofthecaptionedgoods.Incompliancewithyourrequest,wearequotingcompliancewithyourrequest,wearequotingthereforeforyourdecision:thereforeforyourdecision:Commodity:CottonSportsSweatersindifferentCommodity:CottonSportsSweatersindifferentcolors/patternassortments.colors/patternassortments.Size:Large(L),Medium(M),Small(S)Size:Large(L),Medium(M),Small(S)Packing:SweaterarewrappedinplasticbagsPacking:Sweaterarewrappedinplasticbagsandpackedinstandardexportcardboardandpacked