UNIT TWOINQUIRY，OFFER AND COUNTER-OFFER第二单元询盘、报盘、还盘询盘是指进口商欲购某商品而向出口商询问购买该商品的各项交易条件。

报盘是指出口商对其所销售商品报各项交易条件，并愿意按照这条件达成交易订立合同。

在出口商报价之后，进口商如果认为不满意，需要向对方提出自己的还盘意见。

Words and Expression1.inquire (vt.) 打听，询问to inquire sth. Of sb. 向某人打听某事inquier(vi.) 询盘to inquire for sth. 对…….（货物）询盘inquiry(n.) 询盘To make an inquiry for sth. 对….的询盘a.我来此的目的是想打听你方能供应的数量。

I’m here to inquire of you the quantity you can supply to us.b.你要的货，我们已无货存。

The goods you’re inquiring for are out of stock..2.require (vt.) 需要，要求To require sb.to do sth.要求某人做某事.requirement (n) 需要，需求，要求to meet one’s requirement/need 满足某人的要求a.这是我们所需的目录。

不知你方是否可供。

Here’s a list of my requierments. I wonder if you can meet our needs.This is a list of what we require. Please let us know whether it is available to supply.b.请将你放所需要的数量告知我方，以便我方报价。

Would you tell us the quantity you required,so that we can make the offer?3.request(vt) 请求To request sb. To do sth. 请求某人做某事Request(n) 请求，要求A request for sth. 对某事的请求A request for doing sth. 请求做某事At one’s request 按某人的要求做某事As requested 按某人的要求做某事a.你须先提供你所要的数量You are requestde to offer the quantity you need first.b.按你方要求，我们现报给你们500吨小麦的CIF伦敦价如下：As requested,we’re offering you 500 tons of wheat CIF London as follows:c.上星期我们发函给你，要求你方报CIF5%最低价，不知你们算好了没有？We have sent a letter to you last week,requesting you to quote us the lowest price CIF5%.Have you worked it out?4.quote(vt) 报价To quote sb.(a price) 向某人报价quotation(n)to make a quotation(for sth.) 对…..报价a.这是我们所能提供的最低价格。

This is the lowest price we can quote you.b.请报CIF旧金山最低价。

I’d like to have your lowest quotation CIF San Franciscoc.我想还是你方先报价吧。

I think you’d better make a quotation first.5.offer (vt) 报盘To offer sb. Sth. 向某人就某货报价Offer(n) 报盘To make an offer for sth. 就某货物报价a.我们只报净价We offer on net basis only.b.请报200长吨钢管CIF温哥华实盘。

Please make a firm offer for 200L/T Steel Tubes CIF Vancouver.c.这是我方对你所询购的2000打鹰牌衬衫的报盘。

Here is our offer for 2000 dozen “Eagle” Brand Shirts you inquired for.d.我们愿意以每台30美元的价格向你方提供200辆虹牌自行车的报盘。

We’d like to offer you 200 “Rainbow” Brand bicycles at $30 per set.6.catalogue 商品目录Item,article 货样Sample 样品a.可以看看你们的商品目录吗？May I have a look at your catalogue?b.这里有样品吗？Do you have any samples here?c.我们已经研究过你方的目录，认为其中某些商品有可能在我方市场打开销路。

I’ve studied your catalogue and some of the items will find a ready market in our country.d.我想你们已经看过了我们的目录了，有合适的吗？I think you’re gone through our catalogue.Is there any items you’re interested in?Dialogue 1 Asking for QuotationA：早上好，李先生。

B:早上好，史密斯先生。

A:我以仔细看过了你们的商品目录，对一些品种很感兴趣，例如，……B：你的确有眼光。

这些样式都是今年最流行的。

在大多数欧洲国家十分畅销。

我相信在你方市场也会有销路。

A：希望如此。

顺便问一下，我可以看看样品吗？B：当然可以。

这是样品。

A：啊！它们确实很吸引人。

如果价格合理，我想订购一些。

B：这是我们产品的价目表。

A：太好了。

让我保留几天以作决定。

B:请便。

但我们的产品最近需求很大，你最好尽快订购。

A：好的。

A:Good morning,Mr.Lee.B:Good morning,Mr.Smith.A:We’ve gone through your catalague and feel interested in some of the items,such as,……B:You have agood judgement indeed.These designs are the most popular ones this year.They are selling well in most European countries.I’m sure they will also find a ready market at youor end.A:I hope so.By the way,may I see some samples?B:Certainly.Here you are.A:Oh,they are attractive.If the prices are reasonable,we’d like to place some orders.B:Here is a price list of our products.A:Thank you.Let me have some days to make our decisions.B:Please take your time.But since the products are in great demand recently,I’m afraid you’d better place your order at an early day.A:I see.词汇：1.go through the catalogue 研究商品目录2.feel interested in….对……感兴趣3.design 款式4.popular 流行5.find a ready market 畅销6.at your end 你方市场7.attractive 有吸引力的8.place orders 订货9.make decision 作出决定10.in great demend 需求量很大译文：注释：1.从对话中，我们看到，当史密斯先生看过了对方的商品目录后，对其中的某些产品感兴趣时，说：“We’ve gone through your catalogue and feel interested in some of the items,sucn,....”这里，看过了商品目录，可以说：To have gone throughTo have seenTo have studied2.当进口商对出口商的产品感兴趣时，或者出口商询问进口商是否对其中一些产品感兴趣时，可以用“be interested in”的句型，例如：a.We’ve konwm the products you handle from your commercial advertisement andfeel interested in some of the items there.从你们的商业广告，我们注意到了你们所经营的产品，并对其发生了兴趣。

b.I suppose you’re gone through our catalogue.What particular products are you interested in?我想你已经看过了我们的目录，有哪些产品你们特别感兴趣的？b.Have studied our catalogue,do you have anything in mind you’re interestedin?看了我们的目录后，觉得有合适的吗？3.在谈判价格时，用来修饰价格的形容词有：A reasonable price 合理的价格A workable price 可行的价格A competitive price 有竞争力的价格A favorable price 优惠的价格A satisfying price 令人满意的价格An attractive price 具吸引力的价格An acceptable price 可接受的价格4.在介绍产品在市场上的销路时，我们可以用：To sell well,to sell fast,to enjoy fast sales,to enjoy popular sale,to be welcome,to enjoy popular sales,to become popular,to find a ready market,to have a good market,to get a foot standing,to enjoy a high reputation,………例如：a.Our products have been sulling well in your neighboring markets.我们的产品在你邻国市场一直很畅销。