Unit TwoPage 261) AUD 100 per dozen EXW Guangzhou2) CAD 200 per kilogram FCA Guangzhou3) EUR 137 per set FOB Shanghai4) JPY 597 per unit FAS Shanghai5) HKD167 per piece CFR Hong Kong6) SGD463 per metric ton CIF Singapore7) USD 800 per set CPT Geneva8) SFr 2 629 per kilogram CIP Geneva9) USD 325 per set delivered at Sino-Mongolian frontier10) EUR 317 per piece DES Marseilles11) GBP 500 per unit DEQ London12) EUR 386 per metric ton Delivered at 5 Maple Road, Bonn, Duty Paid13) EUR 1 000 per metric ton delivered at 5 Maple Road, Bonn, Duty UnpaidListen to a passage and fill in the blanks1. An offer is a promise to supply goods on the term s and conditions stated. It can be a firm offer which a promise to sell goods at a sated price, usually within a stated period of time or a non-firm offer which is made without engagement and is subject to the seller’s confirmation. Usually an offer will include the following: 1) name of the goods, 2) quality or specifications, 3) quantity, 4) details of prices, 5) discounts, 6) terms of payment, 7) time of shipment, and 8) packing so as to enable the buyer to make a decision. A buyer may reject the terms and conditions in the non-firm offer and counter-offer his own terms and conditions. This process of offer--counter-offer--counter-counter-offer is the process of bargaining.Page 26-282. offer /goods / firm offer / non-firm offer/ quality or specification/ details of prices/ terms of payment/ packing/ buyer / counter-offer/ offer-counter-offer/ counter-counter-offer/ exporting/ revenue/ appropriate pricing / establish relevant market data/ a particular market area/ adjust prices/ supply and demand/ rising or falling/ profit margin/ the quality and quantity of products/ fluctuation3. quotes a price/ taxes/ gross prices/ net prices/ legally biding/ when prices tend to / are subject to change/ hand the goods for certain time/ to protect their reputation/ discounts/ a trade discount/ a quantity discount/ a discount/ a loyalty discountPart IIIPages 35~381.100 cases / 5 kilograms/ USD 25/ CFR European main ports/ September,2002/ five days/2.50,000 tons/ USD 2253.200 kilograms/ USD 120/ FOB Shanghai4.subject to our final confirmation/ 8111 Pure Silk Fabrics/ 382913-AB/ 30*36/ 50,000 yards/ inwooden cases/ USD 3.7 per yard CIF London/ in three equal monthly installments/ March 23,2002/ be opened 30 days before the time of shipment5.letter/ reply/ June 1/ offer/ 80 metric tons/ 2002 Crop/ USD 765 per metric ton/ June/ transshipment/ terms and conditions/ insurance/ 130%Listen to three paragraphs and fill in the banks1.counter-offer/ offer/ sellers/ consider/2.buyers/ bid/ price/ commodity/ made3.an intermediary/ the money/ two percent of commission/ price reduction/ special discount/promoting and expanding sales/ excluded from the export priceTranslation1）A：这是我方1000箱茉莉花茶的报盘。
A：Here is our offer for 1000 cases of jasmine tea.B：你方报价实在是太高了，我方很难销售。
B：Well, your price is too high. It’ll be very difficult for us to make any sales.A：可你得知道近来茉莉花茶的价格看涨。
A：You must be aware that the price of jasmine tea has been increasing.B：可是越南供货商的价格比你方的要低些。
B：But Vietnamese suppliers give a lower price than yours.A：同行公认中国茉莉花茶质量上乘。
A：Every one in the trade knows that Chinese jasmine tea is far more superior.B：我不否认中国茉莉花茶的质量，但市场竞争很激烈，许多供应商实际上还在削价，以获得更大的市场份额。
B：I don’t deny the qu ality of your jasmine tea. But competition is keen. Many suppliers are in fact cutting their prices to try to get a large market share.A：迄今为止，我方的商品能够应付这种竞争，我们手头已有很多订单，还会有客户向我们下订单。
这一点可以说明我公司的产品具有竞争力，我方的报价是有吸引力的。
A：So far, our product can handle the competi tion well. We’ve had many orders and more are coming. It just shows that our product is competitive and our price is attractive.2）A：这是我公司的报价单，所有的价格以我方最后确认为准。
A：Here is our price list. All the prices are subject to our final confirmation.B：顺便问一下，你们给佣金吗？B：By the way, do you allow any commission?A：我们报的是离岸价净价，按照惯例是不给佣金的。
A：Well, our prices are quoted on an FOB net basis. As a rule, we don’t allow any commission. B：可是你知道我们是佣金商，我们是靠获取佣金来做买卖的。
给予我们一定的佣金将有助于推销你方的产品。
B：But you know, we’re a commissioned agent. W e do business on a commission basis. Commission transactions will surely help to push the sales of your products.A：可你方的订购数目不大。
A：Yet your order is really not large enough.B：那么在你们眼里订购多少才算大额订单呢？B：What quantity would you consider to be a large order?A：至少总额达到50万美元。
A：USD 500 000 or above.B：噢，这可是一大笔。
陈先生，这是我们头一次做买卖，能否灵活一点给我们更优惠的条件？这样我们或许能建立长期的贸易关系。