询价与报盘

第二十三课　询价与报盘

参考译文

◎背景简介

询价的目的就是买方想要寻求货源、服务及有关信息。谈判进行的第二天，会议比预料的要长一些，因为谈判开始接触到实质性的问题了。

◎情景会话

1.促销

Z：早上好，布朗先生，今天上午会谈开始时，我想询问一下，你是否对我们的纺织品感兴趣。

B：是感兴趣，张先生。我们正在考虑订货。如果你们的价格合理，我们希望和你们做成几笔买卖。

Z：布朗先生，很高兴听到你提供的这个信息，你已经看了交易会上的展品，能让我知道你对哪几种具体的商品感兴趣吗？

B：除丝绸外，我几乎对所有的棉织品都感兴趣，如T恤衫、男女衬衫、运动衫、男装和女装，甚至乳罩、浴衣和睡衣等。我们准备和你们谈谈这方面的生意。

Z：你觉得这些产品在美国有销路吗？

B：我觉得有销路，我们推销这些商品是不会有什么困难的。正如你所知道的，欧美人对合成纤维织物已厌倦了。现在有个倾向，越来越多的人喜欢买棉织品和丝织品。

Z：正如许多人说的那样，时间已经证明，自然界的东西比人造的好。穿丝织品和棉织品使你感到很舒服。

B：这是购货单，如果贵方出口的货物质量和所陈列的样品一样好，且价格合理，我们打算经常向贵公司订购相当数量的货物。

Z：布朗先生，我可以向你担保，我们的产品质量优良，价格合理。这是我们最近的价格表，你会发现我们的价格极有竞争性。

2.询价与报盘

B：张先生，关于这些产品，你能先提出一个估价吗？

Z：谢谢你的询盘，按离岸价，还是按到岸价？

B：希望你们报成本加保险费、运费到旧金山的最低价。

Z：为便于我方报价，可以告诉我你方所需要的数量吗？

B：如果你方向我方报最低价，我们想每一种订购20 000打。

Z：T血衫、男女衬衫、运动衫、男式常服和女式常服是旧金山到岸价打80美元。乳罩、浴衣和睡衣每打30美元。其他棉织品和丝绸详见我们最近的目录单和价格表。

3.询问目录单与价格表

B：张先生，我想买湘绣，你们有这方面的目录单和价格表吗？

Z：我们当然有，给你，这是我们的湘绣和其他丝织品的目录单和价格表。不知你喜欢什么样的花色品种？

B：让我看看。我觉得这几个品种的花色不错。你们的旧金山的到岸价是……。哦，你们的价格都是离岸价，而我们却希望你报到岸价。

Z：那容易办到，我可以让我们的装运部算出到岸价。

B：什么时候可以得到你们的到岸价的实盘？

Z：我们在今天下午可以算出来，明天上午交给你方。

4.报到岸价

B：你们算出来了吗，张先生？

Z：算出来了，这是我们的到岸价格表，请仔细过目。

B：表中的价格都是实盘吗？

Z：在有效期内，表中所列价格都是实盘。有效期过后，表中所有的报价以我方最后确认为准。

B：不知你们的价格有没有变化？

Z：这些产品都是我们的畅销货，因为这些产品的花色品种是目前国际市场上比较流行的，所以我们产品的价格将按照国际市场的价格而变化。

B：那就意味着你方的价格有上涨的可能。

Z：是的，有这种趋势。

B：你方的目前的报价几天内有效？

Z：我们的报价三天内有效。

B：如果你方价格优惠，我们可以马上订货。

Z：如果你们订货量大，价格我们还可以考虑。

◎参考答案

I.Comprehension questions on situational conversation：

1.Because the negotiations get down to brass tacks.

2.He opens the morning’s talks by asking if Mr.Brown is interested in the textiles of the Changsha Foreign Trade Import ＆ Export Company.

3.Yes, he is.He is thinking of placing an order.If the price is reasonable, he hopes to conclude substantial business.

4.Beside silks, Mr.Brown is interested in nearly all of the cotton piece goods, such as T-shirts, men’s shirts, blouses, sport shirts, lounge suits, women’s suits, even bras, bathrobes, pajamas and so on.

5.Because wearing silks and cotton piece foods makes people comfortable.People in Europe and America have been tired of wearing synthetic fabrics.More and more people like to wear natural goods.

6.Yes.If the quality of the goods is as good as that of the samples displayed at the Export Commodities Fair, and the prices are reasonable, Mr.Brown would expect to place regular orders for fairly large numbers.

7.They are two kinds of prices in international business.The first one, CIF, means the price including the Cost, Insurance and Freight.The second means the price including all the seller’s cost until the goods are sent on the board for transportation, that is Free on Board.

8.When we inquire about the price, we can express our ideas in many ways, for example, we can say, “Can you give us an indication of your prices?” “I’d like to have your lowest quotation CIF Shanghai?” or “If you can quote us your lowest prices, we’d like to place a large order.” and so on.

9.He would like to order 20,000 dozen on each item if he could get the lowest quotation.

10.Because the patterns of Mr.Zhang’s products are relatively popular in the international market and all the products are best selling lines.By this estimate, Mr.Brown says that means your price will increase possibly.

II.Complete the following dialogues：

1.B：It’s a great pleasure, Mr.B, to have the opportunity of meeting you.I believe you have seen the exhibit at the Export Commodities Fair.I’d like to know what particular items are you interested in.

2.B：Ihave seen the exhibits and studied your catalogues.I think some of the items will find a ready market in Canada.Here is a list of my requirements, for which I’d like to have your lowest quotations CIF Vancouver.

3.B：Yes.We are thinking of placing an order, and we’d like to know what you can offer along this line as well as your sales conditions.

4.B：Certainly.I’ll make an appointment for you with Mr.Wang of Changsha Branch of China National Animal By-products Corporation.

5.B：Yes, I will.I am interested in your hardware.If your prices are favorable, and if I can get the commission I want, I can place the order right, away.

6.B：The price for copper is ＄200,000 per ton FOB Chilean Port.

7.B：In order to conclude business, we may make some concessions.We can do more than a 2％ reduction.

8.B：Yes, this is the price list, but it serves as a guide line only.All the quotations on the list are subject to our final confirmation.

9.B：We have the offer ready for you.You see, here is 1,000 tons of cotton, at 650 pounds sterling per ton, CIF European Main Ports, for shipment in July, 1999.The offer holds good for 3 days.

10.B：Taking everything on consideration, you’ll find that our prices are favorable when compared with the quotations you may get elsewhere.

III.Make sentences with the following：

1.Now, let’s get down to the matter of our current transaction.

2.The minister of our foreign affairs is authorized to issue the following statement to the government of the U.S.A.

3.Nowadays the young women in China are tired wearing the hair type of past time.

4.We can assure you of our best attention about the problem establishing business relations between our two corporations.

5.Please send us various samples of your Shanghai Printed Pure Silk Fabrics so that to help us decide how many we should order.

6.Would you please work out the discount about this lot so that we can make settlement of accounts in time?

7.This offer is subject to immediate acceptance by fax.

8.① The term of this loan is fifteen years.

② During his term of office as chairman, the company made very good profits.

IV.Translate the Chinese in the brackets into English, then use them to replace the italicized parts in the sentences：

1.① your electronic computers

② various kinds of hardware in your company

③ your cameras and photographic goods

④ inquiring about possibility of establishing long-term trade relations with your company

⑤ importing your oil-drilling equipment

2.① you have any difficulties in promoting the sales of our products

② whether it is necessary for us to arrange for further discussion

③ how is the fur market

④ our price can be acceptable

⑤ when you will get your new supply

3.① our prices are favourable compared with those offered by other manufactures either in Europe or anywhere else

② taking the quality into consideration, our prices are most reasonable

③ although elsewhere prices for hardware have gone up tremendously in recent years, our prices haven’t changed much

④ our prices are in line with the international market

⑤ the price of this product has changed a bit compared with that we offered last year

4.① to conclude some substantial business with you

② to do business on the principles of equality and mutual benefit

③ to have your FOB.quotation sheet

④ to have your firm offer of CIF Sidney

⑤ to have your favourable firm offer of 600 metric tons of cotton

5.① The quality can stand competition; or The quality is most competitive

② The colours and patterns of our products are relatively popular in the international market

③ The property is popular to the endusers

④ The demands are much more than we expect

⑤ The lowest CIF quotation Los Angeles is 200,000 per metric ton

6.① firm offer

② non-firm offer

③ CIF firm offer

④ subject to acceptance by telex within 3 days

⑤ firm for 7 days

V.Read and translate the following mini dialogues：

1.接待新顾客（1）

A：早上好，我叫A，加拿大人。这是我的名片。

B：哟，从名片看来，你专营粮油食品。

A：是的，这生意我们已做了十多年了。贵国在伦敦的商务处的刘先生介绍我来找你们的。

B：我们很乐意帮忙。并能保证全力合作。

2.接待新顾客（2）

A：你是做什么生意的？

B：我们供应各种类型和尺寸的机床。

A：现在我们想进口一些中国制造的机床—如果你们的价格优惠的话。

B：我们希望能很好合作。

A：我们可以仔细看看你们的样品吗？

B：欢迎参观。那边的那位C先生将带你去样品间。

3.询价（1）

A：我是A，美国人。我是第一次访问贵公司。

B：欢迎你，A先生。很高兴有机会见到你。你对什么产品感兴趣？

A：我对你们的生丝感兴趣，希望你报成本加保险费、运费到温哥华的最低价。

B：谢谢你方的询价，这是我们的CIF价格表，所有的价格都以我的确认为准。

4.询价（2）

A：十分高兴有机会拜访贵公司，但愿能同你们做成几笔大买卖。

B：A先生，相信你在展销会上已看到了展品，你对哪几种产品感兴趣。

A：我对你们的棉织品很感兴趣。我看有些东西在澳大利亚好销，供应情况怎么样？

B：目录中大部分商品货源充足。

A：这是我们的询价单。希望你们报成本加保险运费到悉尼价。

B：行，我们可以立即替你把这价格算出来。

5.询价（3）

A：B先生，我们什么时候可以得到你们的成本加保险费、运费的实盘？

B：我们今晚算出来，明天上午让你知道。

A：我来这里，这对你来说适合吗？

B：适合。明天上午十点见。

A：明天上午十点见。

6.询价（4）

A：请介绍一下你方的价格，好吗？

B：这是我们的最新价格表。

A：表中的价格都是实盘吗？

B：表中所有的价格以我们的最后确认为准。

7.报盘（1）

A：请报目录中所列商品的价好吗？

B：这是报价单。但是这些价格是以我方最后确认为准。如果你有具体询价，我们可以报实盘。

A：9908号商品看来我可以试试。

B：你想要多少数量？

A：做100万码开个头。

B：什么时候要货？

A：九月初。

8.报盘（2）

A：B先生，我今天上午能拿到报价单吗？

B：当然能。根据你方要求，我们向你方报盘如下：1 000打大、中、小不同型号不同颜色的天鹅牌男式衬衫。

B：对，对。价格呢？

天鹅牌男式衬衫的旧金山到岸价格如下：

大号：192.24美元/打

中号：168.12美元/打

小号：144.00美元/打

关于装运与支付，如我们所达成的协议，也就是 2013年九、十月间，以保兑的、不可撤销的、即期汇票信用证支付。这一报盘有效期十天。

A：哟，你方的报盘比我预期的可是高得多呀，这我们恐难接受。

B：怎么，难道你们不知道市场情况吗？真的不知道市价正上涨吗？近几年世界范围的棉花减产，不可避免地要影响棉纺织品的价格。

A：如果情况真的是这样，恐怕我就不得不接受了，就怕我们难以说服我们的顾客按这个价格购买。