非常高兴收到贵方 11月 14日对我方自行车的询函，现回复贵方询函并报盘如下。
4．You will receive cuttings of our materials and a color chart, These were airmailed to you this morning.
贵方将收到我方服装材料的剪样和彩色图片，这些材料我方已于今晨航寄贵处。
5．We are making you, subject to your acceptance reaching us not later than September 15, the following offer.
现报盘如下，若贵方接收复函于 9月 15日前抵达我处则有效。
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.
我方的报价为成本加运保费拉各斯价。如果贵方需要我方邮寄该产品，我方将收取额外差价。
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. 我们另寄出标有 CIF阿姆斯特丹价的昀新价目表，以及一份插图目录供贵方参考。
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.
由于欧洲和美国的零售业务业绩良好，我方确信我方产品在加拿大定会销售很好。我方衷心希望贵我双方能就所报条款达成一致意见。
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.
我方希望贵方会由于我方的优质服装，认同我方价格具有竞争力。我方盼望早日收到贵方的首批订单。
Section 5 还盘
（一）例信敬启者：贵方 11月 21日的来信已收到，谢谢，对此我方已于上周五电复。从我方的电子邮件中谅必贵方已知道，我方能够报实盘 250千吨钢管拉各斯成本、保
险费加运费每千吨 620英镑，可在收到贵方订单后两个月内交货。货款的支付方式为即期信用证支付。该报盘以贵方答复在一星期内到达此地为有效。贵方应已知道，昀近市场上对钢管需求量很大，因此我方对此实盘不能保留太久。需求大则必然造成涨价，因此请贵方早日答复。谨上
（二）参考译文
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）文本特点
这是一种还盘信函，即受盘人对发盘内容不太满意而提出修改或变更意见。
这类信函一般包括下列内容：
1．
首先，对发盘人的发盘表示感谢（Express appreciation for the offeror’s effort in making an offer.）；
2．
其次，表示很遗憾不能接受发盘并解释原因（ Express regret for some reasons you cannot accept the offer and explain it.）；
3．
然后，提出你方所希望的条件作为还盘（ Make a suggestion about your own terms and conditions to the counter-offer.）；
4．
昀后，希望对方接受你的还盘（ Express your desire to the reader, hoping that your counter-offer will be accepted.）。
（四）相关同类表达
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.
我方非常欣赏贵方自行车的质量和漂亮款式，但我方认为贵方自行车尤其是女式自行车的价格太高，在我地市场缺乏竞争力。
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. 感谢贵方 11月 30日来函询问我方男、女自行车降价 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.
中国航空网 www.aero.cn
航空翻译 www.aviation.cn
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