非常高興收到貴方 11月 14日對我方自行車的詢函，現回復貴方詢函并報盤如下。
4．You will receive cuttings of our materials and a color chart, These were airmailed to you this morning.
貴方將收到我方服裝材料的剪樣和彩色圖片，這些材料我方已于今晨航寄貴處。
5．We are making you, subject to your acceptance reaching us not later than September 15, the following offer.
現報盤如下，若貴方接收復函于 9月 15日前抵達我處則有效。
6．Our prices are quoted on CIF Lagos basis. If you would prefer the goods to be sent by airfreight, this will be an extra charge.
我方的報價為成本加運保費拉各斯價。如果貴方需要我方郵寄該產品，我方將收取額外差價。
7．We are sending you separately a copy of our latest price list giving CIF Amsterdam Price
together with an illustrated catalogue for your reference. 我們另寄出標有 CIF阿姆斯特丹價的昀新價目表，以及一份插圖目錄供貴方參考。
8．We are sure you will find a ready sale for our products in Canada as other retailers throughout Europe and U.S.A, and we do hope we can reach an agreement on the terms quoted.
由于歐洲和美國的零售業務業績良好，我方確信我方產品在加拿大定會銷售很好。我方衷心希望貴我雙方能就所報條款達成一致意見。
9．We hope you will agree that our prices are very competitive for these good quality clothes, and we look forward to receiving your initial order.
我方希望貴方會由于我方的優質服裝，認同我方價格具有競爭力。我方盼望早日收到貴方的首批訂單。
Section 5 還盤
（一）例信敬啟者：貴方 11月 21日的來信已收到，謝謝，對此我方已于上周五電復。從我方的電子郵件中諒必貴方已知道，我方能夠報實盤 250千噸鋼管拉各斯成本、保
險費加運費每千噸 620英鎊，可在收到貴方訂單后兩個月內交貨。貨款的支付方式為即期信用證支付。該報盤以貴方答復在一星期內到達此地為有效。貴方應已知道，昀近市場上對鋼管需求量很大，因此我方對此實盤不能保留太久。需求大則必然造成漲價，因此請貴方早日答復。謹上
（二）參考譯文
Dear Sirs,
Thank you for your letter of November 21, and we sent you a reply by e-mail last Friday.
You must have noted from our e-mail that we can make you a firm offer on 250 L/Ts Steel Tubes
at ￡620 per L/T CIF Lagos. Delivery can be made within two months upon the arrival of your
order, and payment is to be by sight letter of credit. This offer is subject to your reply reaching
here within one week.
As you are aware, there has been active demand for Steel Tubes in the market. It is therefore
impossible for us to keep this offer open too long. Active demand will certainly result in
increased price, and for this reason we expect your early reply.
Yours faithfully,
（三）文本特點
這是一種還盤信函，即受盤人對發盤內容不太滿意而提出修改或變更意見。
這類信函一般包括下列內容：
1．
首先，對發盤人的發盤表示感謝（Express appreciation for the offeror’s effort in making an offer.）；
2．
其次，表示很遺憾不能接受發盤并解釋原因（ Express regret for some reasons you cannot accept the offer and explain it.）；
3．
然后，提出你方所希望的條件作為還盤（ Make a suggestion about your own terms and conditions to the counter-offer.）；
4．
昀后，希望對方接受你的還盤（ Express your desire to the reader, hoping that your counter-offer will be accepted.）。
（四）相關同類表達
1．While appreciating the good quality and fine style of your bicycles, we find the prices of your goods, especially the women’s bicycles, are too high to be competitive in our markets.
我方非常欣賞貴方自行車的質量和漂亮款式，但我方認為貴方自行車尤其是女式自行車的價格太高，在我地市場缺乏競爭力。
2．Thank you for your letter of November 30, in which you asked us for the possibility of
reduction from 5%~10% in our prices of men’s and women’s bicycles. 感謝貴方 11月 30日來函詢問我方男、女自行車降價 5%-10%的可能性。
3．We regret to inform you that we are not in a position to accept your counter-offer or those terms.
中國航空網 www.k6050.com
航空翻譯 www.aviation.cn
本文鏈接地址：電子商務專業英語實用教程(58)
