Unit2　Enquiries and Offers　询盘与报盘

Part I．Sample Dialogue示范对话

In this dialogue，the exporter makes a quotation to the importer．The quotation includes the unit price，the quantity，the trade terms，the shipment date，etc．You should learn how to make a proper quotation through dialogue．

本对话中，出口方向进口方进行报价，报价包括单价、数量、贸易术语、装船日期等内容。通过本对话学习，你应当掌握如何做一个合理的报价。

A—Importer　B—Exporter

A　Can you show us your catalogue?

可以看一下你们的产品目录吗?

B　Certainly．Here's a catalogue for some of our popular items．

当然可以。这是我们一些畅销货的目录。

A　Thank you．Do you quote FOB or CIF?

你们报FOB价，还是CIF价?

B　We usually quote on CIF basis．

通常我们报CIF价。

A　The market at our end has become pretty competitive．In order to sell successfully there，your goods will have to be competitive in price as well．

我地市场竞争很激烈。为了成功地销售，你们的报价必须极具竞争力。

B　I can assure you the prices we offer you will be very favorable．

我可以保证，我方报价会很优惠的。

A　Would you give us an offer for Art．No．17 CIFC 5% London now?

现在请给我们报17号货，成本加运保费到伦敦价，包括5%佣金。

B　What's the quantity you want?

你们的订货量是多少?

A　We'd like to start with 10 000 pieces．It's an attractive quantity，isn't it?

先订10 000件。这个数量很可观，是吗?

B　When do you want the goods to be delivered?

你们要求何时交货?

A　Could you make it for May?

五月份可以吗?

B　Well，so long as your order is placed within the next three days，we can guarantee shipment in May．What about the payment terms?

只要你们三天之内下订单，我们可以保证五月份交货。关于支付方式呢?

A　We pay by letter of credit．

我们用信用证付款。

B　OK．So now we can offer you 10 000 pieces of Art．No．17 at US$80 per piece CIFC 5%London for shipment in May．

好吧，现在我们向你们报价17号货10 000件，每件成本加运保费到伦敦价80美元，含佣5%，五月份装运。

A　Thank you．How long will this offer be open?

谢谢。这个报价的有效期多长?

B　It's valid for three days．

三天。

A　I will study your offer with my colleagues and give you a definite reply in three days．

我将跟同事们研究一下，三天后给您答复。

B　I'll be waiting for your good news．

我将等候您的好消息。

Part II．Useful Sentences常用句子

1．Here's an enquiry sheet we've drawn up．

这是我们拟定的一份询价单。

2．We have been thinking of placing an order if they're the type we're looking for．

我们在考虑，如果型号是我们所需的，我们就订货。

3．Please let us know what discount you may grant us if we place an order for 10 000 tons．

如果订购一万吨，你方会给多少折扣。

4．May I know what particular items you are interested in?

你们对哪种商品感兴趣?

5．We want to find out if Article No．16 is available．

我们想了解十六号商品是否有货。

6．Please let us have your lowest quotation on the basis of CFR London．

请你方报成本加运费到伦敦最低价。

7．I'll check how much we have in stock．

我去查查我们还有多少库存。

8．We'll place a big order if your price is acceptable．

如果你方价格可接受，我们将下一个大订单。

9．We're working on your quotation and will contact you further．

我们正在研究你方报盘，并将进一步与你方联系。

10．We will keep our offer open/valid/firm/effective/good for three days．

我们的报价有效期为三天。

11．Here's a list of our requirements．

这儿有一份我们的需求清单。

12．If your order is big enough，we may consider adjusting our prices a little．

如果你们的订单足够大，我们可以考虑稍微调整一下我们的价格。

13．All of the quotations are subject to our final confirmation．

所有报价均以我方最后确认为准。

Part III．New Words and Expressions单词和短语

catalogue商品目录

popular items畅销货

quote报价

at our end在我处

competitive有竞争力的

favorable优惠的

Art．No．货号

place an order订购，下订单

guarantee保证，担保

payment terms支付方式

letter of credit信用证

enquiry sheet询价单

draw up草拟，起草

to grant给予

have．．．in stock有……现货

to contact与……联系

to be subject to以……为条件

final confirmation最终确认

Part IV．Compose a conversation based on the following situation．情景对话

You are at the Canton Fair．A foreign businessman is interested in the baby's wear you have shown him and asks for an offer．You offer him FOB prices，quantity，delivery time and payment terms．