表明报价
的有效期 We cannot consider these prices firm for an
indefinite period because of the situation on the coffee market.（鉴于咖啡市场的行情，我们无法 长期保持这一价格不变。）
（4）
We trust you will find our quotation satisfactory and look forward to receiving your order.（相信您会满 意我们的报价，盼订货。）
表达希望 对方接受 We look forward to receiving your order soon.（盼 所报价格 尽早收到你方订单。）
早日订货
的愿望 We look forward to the pleasure of serving you.（期 盼能为您服务。）
5.3 Specimen Letters（样函）
Shipment: to be made in three equal monthly installment11; beginning from June 2002 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.
1,000 dozen cotton shirts at USD60 per dozen CIF New York. The shipment is to be made during June. We require payment by confirmed irrevocable letter of credit6 payable by draft at sight7. This is the best offer we can make8 at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy.
款交货。之后，则宽限至三个月。）
We must stress that this offer can remain open for three days only.（我们必须强调此报价只在3天内 有效。）
（3）
Subject to being unsold to prior sale.（以未出售为 有效。）
We trust the above will be acceptable to you and await your trial order with keen interest.
Letter 2：Exporter’s quotation
Dear Ms. Chen, Thank you for your letter of 5th April, requesting for a further supply of our crockery4, we are pleased to quote as follows:
We can ship your order within 3 weeks upon receipt （2） of your order.（我们能在收到订单后三周内寄出货
向对方提 物。）al practice to supply new customers with
Yours faithfully,
Manager
Letter 5：A special offer
Dear Sirs, In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows.
5.2 Writing Skills（写作技巧）
报价和发盘信函的写作步骤及常见表达方式：
写作步骤
表达方式
Many thanks for your inquiry of …（多谢您于…… 日的询价。）
（1） Thank you for your enquiry and for your interest in 对对方的 our products.（感谢您的询价以及对我方产品的兴 询价表示 趣。）
感谢 We thank you for your inquiry of …and are pleased
to quote as follows.（我们对您在……日的询价表
示感谢并愿意提供以下产品。）
Please note our standard terms and conditions on the reverse side of this quotation…（请注意我们列在 本报价后面的交易条件。）
Please note that there is no commission9 on our products, but a discount of 5% may be allowed if the quantity of your order is more than 1,000 sets.
We hope you will agree to our offer and look forward to receiving your order. Thank you again for your inquiry.
For your reference, we are sending you some samples separately.
Yours very truly,
Chun
Letter 4：A non-firm offer
Dear Sirs,
We welcome your inquiry of April 17th and thank you for your interest in our Wanlida DVD. Our products are super-thin. The voice quality is better and pictures are clearer than same sort of products. We are pleased to offer you USD150 per set at CIF New York. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight.
Teacups……………….USD500.00 per hundred Tea Saucers…………D200.00 per hundred Tea Plates……………D180.00 per hundred Tea-pots, 2-pint ………USD3.00 each Net CIF Francisco
不经过对方询盘而主动向对方提出。
在实际业务中，当发盘针对一个或几个特定的受 盘人明示或暗示发盘人在明确、完整和最终的条 件下订立合同的明确意图时，，该盘就为实盘。 受盘人一旦在发盘的有效期内有效地表示接受， 这个实盘就为不可撤销，并会对发盘人和受盘人 双方产生约束力。因此，实盘又称为“有约束力 的发盘”。报实盘时必须注意以下三点：
FOREIGN BUSINESS CORRESPONDENCE
Unit 5 Quotation and Offer 报价和发盘
5.1 Introduction（简介）
目的：掌握发盘的基本约束，以及如何进行报 价和发盘的信函书写。
在国际贸易中，发盘（Offer）又称发价，在法律上又称 “要约”，是指买方或卖方向对方提出的各项交易条件。 发盘通常是一方收到对方的询盘之后所提出的，但也可
The above quotation is subject to our final confirmation5. You are allowed a discount of 5% for items ordered in quantities of 500 or more. The terms of payment are by letter of credit at sight to be opened through the Bank of China and the shipment is to be made within four weeks upon receipt of the covering letter of credit. We hope you will find these terms satisfactory and look forward to the pleasure of your order.
Yours faithfully, Leon Allen
Letter 3：A firm offer from the seller
Dear Sirs,
As requested in your letter of April 18th, we offer you firm as follows, subject to your reply reaching us by the end of this month.
our goods for payment within one month from date
of invoice, in the first instance, and later to extend
this term to three months.（我们通常的做法是：新
客户首次订购我们的货物从结算日起一个月内付