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从ABC公司处得知你公司现能供应水果和干果。
22. Once (Upon) receipt of your specific enquiry, we will immediately quote you the most favorable CIF Lagos. 一旦收到你方具体询盘，我们将立即给你们报最优惠的拉格斯到岸价。
23. About the payment terms, we need to pay by draft at sight of irrevocable letter of credit.
关于支付条件，我们需要不可撤销的凭即期汇票支付的信用证。
24. Enclosed is quotation according to your inquiry of No.16; we look forward to receiving your confirmation soon. 随函附上根据你方第16号询价单所开的报价单，期待你方确认。
Chapter 4Quotations, Offers and Counter-offers（报价、发盘及还盘）
Types of Offer
a. 从报盘人的身份来分，有买方报盘，卖方报盘。
买方报盘: Bid/buying- offer 卖方报盘: selling-offer
b. 从报盘形式来分，可分为口头报盘和书面报盘两种
c. 从报盘先后顺序来分，又可分为主动报盘A Volunteer Offer和对询盘信的答复A Reply to an Inquiry d. 报盘从法律责任上来分，又可分为：
有约束力的报盘Offer with engagement无约束力的报盘Offer without engagement Offer with engagement: formal offer/ effective offer/firm offer Offer without engagement: free offer/ non-firm offer
In practice, offers can be divided into two main types: firm offers and non-firm offers. 1).firm offer: 实盘是一种契约义务，一旦在其有效期内被无条件地接受就不可以撤回。
Firm offers are made when sellers promise to sell goods at a stated price within a stated period of time.
2).non-firm offer: 虚盘仅表示交易的意向,不具有法律效力，可更改。
Non-firm offers are usually indicated by means of sending catalogues, price-lists and quotations. 5.Counter-offer and counter-counter-offer 反还盘
Quotation:
1. Thank for the former inquiry;2. The name, quality, quantity and specifications of commodities; 3. The details of price, discount and term of payment;
4. Clearly introduce price involved, such as Packing, freight premium, etc.; 5. Packing and delivering; 6. Express the hope of accepting quotation. Offer:
Firstly, express thanks for the inquiry, show what date or which one of inquiry you are answering; Make clear the nature of the offer. If it is a firm offer, state the period of validity. If not, state that the offer without engagement;
State clearly the name of the commodity, quality, specification, quantity, details of prices, time of shipment, and terms of payment;
Provide information as much as possible;
In the final part, hope the buyer will be satisfied with the offer and accept it.此即为主要的交易条件：品名规格、数量、包装、价格、装运、付款、保险七大交易条件。 一项还盘是对原发盘的拒绝，一经受盘人做出还盘，原发盘也随之失效。 *还需注意的是：
还盘与受盘人提出的某种希望和请求是有严格区别的，作为受盘人针对一项发盘提出的某种希望和请求，由于在法律上并不构成还盘，因而也就不导致原发盘失效。只要原发盘人在原发盘规定的有效期内，对原发盘表示接受，合同仍然有效成立。
Letter about counter-offer
Writing the letter of counter-offer always bases on the following steps: Firstly, express thanks for the offer;
In the second part, clearly apologize and show your reasons of disagreement to certain term(s); Put forward concrete suggestions or amendments to the former offer; In the end, express hopes of reply earlier and make a deal;
例子 Letter1: 贵公司收到对方关于澳洲皇家羊毛毯的询盘来信，回复一封信。
1感谢之前的询盘；2商品的名称、质量、有关价格、折扣等方面3表示希望接受所给报价。 Dear sirs,
“Australian Royal” wool blanket
We thank you very much for your Inquiry List No.234 and enclose our Quotation No.452 for the captioned goods.
Being requested, we enclose our latest price list and catalogue of this month by air. A very full range of the blankets have been sent to you by sample post today, and we are confident that, after examining that, you will see the quality and the prices of the goods we offer you compare favorably with any others, for the same class of goods. We are continually issuing new designs and we are delighted submit further samples to you if there are orders from you in succession from now on.
On order for 600 pieces or more we allow a special discount of 6% and look forward to receiving your order.
Yours faithfully, M&N COMPANY (SIGNATURE) Bruce Lee
President
例子 Letter 2 针对买方关于澳洲皇家羊毛毯的询盘进行发盘。
1.感谢对方的询盘，表明是对方哪一天或哪一次的询盘 2.明确有效期
3.明确商品的名称，质量，规格，数量，价目明细，装运时间和付款方式等 4.望买方对发盘感到满意并接受 Dear sirs,
Thank you for your inquiry of July 17, as requested, we are airmailing you, under separate cover, one catalogue and three sample books for our Australian Royal wool blankets. We hope they will reach you in due course and will help you in making your selection.
We are pleasure of making the following offer, subject to your reply reaching us by 5 p.m. our time, Tuesday, August 16, as follows:
Article : Australian Royal wool blanket Art. No. : 123445
Quantity: 6,000 pieces
Packing: standard export wooden case
Price: US $79 per piece CIFC 3% Singapore Shipment: 7 days after receipt of order
Payment: By confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.
We look forward to receiving your trial order and assure that it will receive our prompt attention. Yours faithfully,
M&N COMPANY (SIGNATURE) Bruce Lee President
例子 Letter 3: 针对买方关于澳洲皇家羊毛毯的询盘进行发盘.
1.感谢对方的询盘，表明是对方哪一天或哪一次的询盘2. 明确发盘的类型
3. 明确商品的名称，数量，规格，装运时间和付款方式等；4.希望买方对发盘感到满意并接受 Dear sirs, We have received your kind inquiry dated May 23th, 2010. In compliance with your request, we included in this letter our quotation sheet for Australian Royal wool blankets Art No. 132 .
The respective quantities are quoted on the basis of CFR Port New York. This offer is subject to our final confirmation. The price quotes including packing and delivery terms and are subject to 6% trade discount for purchase larger than 6,000 items. As usual, we require payment to be made by a confirmed and irrevocable Letter of Credit, payable at sight against presentation of documents. We can guarantee delivery within 15 days after we receive the L/C. If you need any further information about our products, please do not hesitate to let us know by return.
What you mentioned in your letter in connection with the question of agency has been taken into our account. We shall revert to the matter later on. Awaiting your esteemed favors and orders. Yours faithfully,
例子 Letter 4: 针对对方发盘来信，贵公司对于价格不是很满意，发出信件。 1.对发盘表示感谢2. 明确的表达对发盘中价格表示不赞同，并说明原因 3. 发盘作出明确的修改建议4. 希望早日回复并做成交易 Dear sirs,
We thank you for your offer No. 12344 for your Australian Royal wool blankets, and we have given it very careful consideration.
We regret to say that we find your price rather high and we believe we will have a hard time convincing our clients at your price. Besides, there is keen competition from supplier in Japan and China. You cannot ignore that. We find that we can obtain from another firm in China a price of 10% lower than that of yours.
If you would reduce your price to that extent, we will be pleased to place with you an order that will carry us for the rest of this year. Hope to hear from you soon. Yours faithfully,
Useful Expressions:
1. We have pleasure in offering (quoting) you the following goods. 我们很高兴就如下产品向你方报价。 2. We have learned that there is a good demand for walnut in your market, and take this opportunity of enclosing your Quotation Sheet No. 1234 for your consideration. 获悉你地市场对核桃有较大需求，现寄上1234号报价单供参考。
3. Thank you for your letter of December 23 asking us to offer you 10,000 metric tons of the subject
wheat for shipment to Singapore and appreciate very much your interest in. 感谢你方12月23日的来信，要求我方报盘运往新加坡的10,000 公吨标题小麦， 十分感谢你对我们产品的兴趣。
1长吨=1.016公吨;1短吨=0.9072公吨
4. These quotations are all subject to the fluctuations of the market.这些报价是随市场波动而变动的。 5. This offer is to be withdrawn if not accepted by May 10. 如果您没有在5月10日前接受该报盘的话，它将无效。
6. This offer will remain effective (valid, firm, open, available, good) until?该盘有效期到?为止。 7. On condition that you take more than 2,000 sets, we are prepared to offer this special price of $9.15 per set, 5% discount.如订购2000台以上可给予特别报盘，每台9.15 美元，5%折扣。
8. Thank you for your kind cooperation in meeting our demand. We hope you will furnish us with further mutually profitable offers in the future.
感谢贵方合作，满足我们的要求。希望将来能以更优惠的报盘提供给本公司。 9. We have accepted your firm offer. I am afraid the offer is unacceptable.
我们已经收到了你们报的实盘，恐怕你方的报价不能接受。
10. Your offer is unacceptable unless the price is reduced by 5%.
除非你们减价5%，否则我们无法接受报盘。
11. You could benefit from higher sale with a little concession, say a 2% reduction.
只要稍做让步，比方说降价2%，就可得到一大笔交易。 12. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value.
它们的良好品质、诱人的花样以及我们所报的合理价格将会使你方相信，这些料子是货真价实的。
13. We trust that you will be able to accept our offer, which shall be kept open against reply by fax.
我们确信，你公司会接受我方价格。此报盘至复传真为止都有效。
14. We were very pleased to receive your enquiry of 2nd July and now confirm our fax offer of this morning, as follows:谢谢7月2日来函。兹确认今天早晨的传真报价如下：
15. We must stress that this offer is firm for three days only because of the heavy demand for the limited supplies of this velvet in stock.
本公司必须强调，此报价仅有效3天。此乃因为天鹅绒的存货有限，而需求不断。
16. We thank you very much for your kind order of February 25, being accompanied by your check, value $2,000, which we received today.
今已收到贵方2月25日订单及随附价值2，000美元支票一张，非常感谢。
17. We are arranging for dispatch next month, we feel sure that you will be satisfied with the goods.
我们正在安排下个月的装运，并相信贵方会对我们的商品感到满意。
18. We assure you that this order and further orders shall have our immediate attention.
我们保证此次订单和以后的订单均会立即得到我方重视。
19. We are glad to confirm your order which we have accepted on the terms.
我方很高兴确认贵方的订单并已接受贵方的条件。
20. Please note that goods supplied on approval must be returned, carriage paid, within 7 days if not required.请注意，试销货物，如不需要，必须在7天内退回，运费先付。
1.If you reduce the price of quotation sheet dated September 3 by 3%, we are desirous of accepting your offer.如果你公司将 9月3日的报价单的价格降低3%，则我公司将乐意接受你们的报价。
2. Although we are not in a position to satisfy your special requirements, we still send you another copy of our price list.尽管我公司无法满足你的特殊要求，但我们仍寄送另一份报价单给你。
3.We make a firm offer subject to your reply reaching us by 10 a.m. our time, Thursday, October 5.
兹报实盘，以我方时间10月5日星期四上午10时以前答复为有效。
4.In order to start concrete business between us, we are glad to make you a special offer, subject to our final confirmation.为了开展双方间具体的业务，我们很高兴向你方报盘，以我方最后确认为有效。 5. This offer is without engagement for us.此报价对我方无约束力。
6.If you think this offer is acceptable, please cable us in order that we can confirm.
如果你方认为这一报盘可以接受，请即来电，以便我方确认。 翻译：
We have carefully studied your letter of 18th September. As our two firms have done business with each other for so many years, we should like to grant your request to lower the prices of our products. But there are difficulties. Our cost of raw materials has risen sharply in the past four months and to reduce prices by 20% you mention could not be done without considerably lowering our standards of quality. This is something we are not prepared to do. Instead of 20% reduction on underwear, we suggest a reduction of 15% on all lines on order for $5,000 or more. On order of this size we could manage to make the reduction without lowering our standards.
我们已经仔细研究了贵公司9月18日的来信。由于我们两家公司彼此做业务多年，我方同意应你公司要求，降低我方产品价格。但也存在困难。在过去的四个月里，我方原材料成本急剧上升，不能做到按照你方提到的降价20%且不大大降低产品的质量标准。这是我方不准备做的事。如果不针对内衣降价20%，我方建议对所有达到或超过5000美元的产品订单降价15%。针对如此规模的订单，我方可以设法降价而不降低我们的标准。
CHAPTER 7：Packing and Marks(包装与标志)
一般有两部分：
1.Inner packing /small packing: packing for sales(内包装/小包装：销售包装 )
2.Outer packing /large packing: packing for transportation(外包装/大包装：运输包装 )
Usually packing varies with the nature of the contents. The most commonly used packing containers are cartons（硬纸盒或塑料盒）, cases（纸箱）, crates（板条箱）, drums（圆桶）, barrels（桶）, bales（包）, tins（罐头盒）, and carboys（广口玻璃瓶） and so on. Nude packing
Brand designated by the buyer No brand packing
Marks mainly include shipping marks, indicative marks and warning marks. Shipping marks (联合国欧洲经济委员会） 1. Consignee’s code name;
2. Number of the contract or L/C; 3. Port of destination;
4. Numbers of the packed goods.
按照国际惯例，运输标志一般由卖方设计确定，当买方要求指定运输标志时，买卖双方必须在包装条款中对买方提供运输标志的时间做出规定。若买方逾期尚未指定，则卖方可以自行决定。
Indicative marks are eye-catching figures and concise instructions concerning manner of proper handing, storing, loading and unloading of packed goods like “USE NO HOOKS, THIS SIDE UP, HANDLE WITH