Lection 5.
Коммерческое предложение или оферта (offer) отправляется продавцом или производителем потенциальному покупателю. В оферте указывается какой товар, какого качества, по какой цене и на каких условиях предлагается к продаже.
Отличительная черта твердой оферты (firm offer) состоит в том, что предложение делается только одному потенциальному покупателю, и товар не может быть предложен никому другому в течение указанного в оферте периода.
Оферта без обязательств (offer without engagement) или свободная оферта (free offer) рассылается сразу нескольким потенциальным покупателям. При этом продавец не связывает себя обязательствами и продает товар тому, кто первым акцептует оферту.
Следует отметить, что имеются существенные различия в законодательствах различных стран. В частности, в России продавец связан офертой или в течение указанного в ней срока, или, если время не оговорено, то в течение необходимого для акцепта разумного периода времени.
FOCUS 1
OFFER 1
London, 28th November 20...
United Textiles Inc.
55 Broad Street
New York 15, NY
USA
Dear Sirs
We thank you for your enquiry dated November 25th for Textiles of our manufacture.
We offer you printed cotton cloth[1] equal to any sample you might select. Besides, should you so desire, you can buy different kinds of woolen textiles, produced at our factory in Manchester.
As for prices as well as terms and conditions you will find them stated herein.
QUANTITY: up to 20,000 m of any fabric.
QUALITY: equal to sample, in full accordance with government safety standards.
PRICES: as per Price-List No. 3a enclosed herewith.
DISCOUNTS: if the quantity is over 20,000 m, the price is subject to 5 per cent discount. Further discounts are granted subject to special agreement.
TERMS OF PAYMENT: 5 per cent in advance; 60 per cent by a Letter of Credit; the balance of 35 per cent by drafts.
TERMS OF DELIVERY: within 4 weeks of the acceptance.
All other terms and conditions are stated in the enclosed copy of the General Conditions which form an integral part of our sales contracts. This offer is subject to the goods being unsold upon receipt of your reply.
We hope to hear from you soon. Please, acknowledge receipt.
Yours faithfully
John Wright
Sales Manager
OFFER 2
Moscow, September 8, 20...
Pilkington Bros. Ltd.
40 Cannon Street
London, EC, UK
Dear Sirs
Smith & Co., who have been doing business with us for at least 5 years past, have advised us that you will probably be replenishing your stocks of Caviar and tinned fish in the near future.
We have been in the business for 20 years and are proud of rich experience in producing delicious tinned products. At present we can offer you without obligation on our part 600 kg of Barrelled Caviar of Russian origin of 20... preparation.
We can supply you with Caviar in equal lots of 100 kg at regular intervals during the year. In addition to Barrelled Caviar, we offer Tinned Caviar with delivery during the year.
If you are interested in tinned fish, a wide range of which is produced by our company, please, let us know. Our full export price-list is enclosed herewith.
The grade of Caviar on the offer has always been sold very well in Britain, and the prices quoted for bulk purchase will enable you to sell it at highly competitive prices, while obtaining a good margin of profit.
We will be pleased to supply you with first order against settlement within 30 days of date of invoice, and with 2.5 % discount. Immediate shipment is guaranteed.
We advise you to place your order promptly, since we expect considerable response from other foreign customers to this special offer. This offer is subject to prior sale.
Yours faithfully
B.A.Novikov
Vice-President
Encl.
OFFER 3
April 9, 20...
CIECH
Marszalkowska 5
Warszawa, Poland
Dear Sirs
We thank you for your enquiry of April 3 and are pleased to inform you that our agents in Warsaw hold stocks of all our products.
Details of our export prices and terms of payment are attached hereto, and we have arranged for a copy of our catalogue to be sent to you today. We would be happy to discuss discounts with you if you would kindly let us know how large your orders are likely to be.
We highly appreciate your interest in our products and look forward to the opportunity of doing business with you.
Faithfully yours
D.Jones
Encl.
OFFER 4
August 14, 20...
15 High Street
Glasgow
Scotland
Dear Sirs
We acknowledge receipt of your enquiry of August 8. Please, accept our apologies for the delay in sending a reply to your letter as we were so overloaded with orders from most of our regular customers that we failed to keep pace with the demand.
Now we face a problem of overstocking as two weeks ago we were suddenly flooded with urgent last-minute orders. We must ask you, therefore, to give the enclosed special price-list your immediate attention. To encourage all customers to lay in a good stock we are prepared to offer a trade discount of 4 per cent. All orders over $500 received before 1st September are subject to the discount in question.
Faithfully yours
K.Robinson
Kate Robinson (Miss)
OFFER 5
New York, 4th January 20...
Finlay & Murrey Ltd.
4 Finsbury Square
London, EC2
England
Dear Sirs
As a result of the favourable supply situation we are able to offer you firm for immediate delivery our chemical products as per specification enclosed.
Prices are subject to variation without notice, in accordance with market fluctuations. If you buy over 5,000 packs, we can offer you a discount of 5 per cent on list prices.
Please let us have your order by 31st January, as the price concession will not apply after that date. Our terms of payment are against invoice.
We look forward with pleasure to serving you.
Faithfully yours
Peter Gordon
FOCUS 2. COMMENTARY AND VOCABULARY NOTES
При употреблении и переводе subject to часто возникают затруднения. Во-первых, грамматически subject to может быть частью составного сказуемого ("to be subject to"), а во-вторых, может быть предлогом со значением "при условии (если); при соблюдении условия; с сохранением в силе и пр."
Рассмотрим ряд часто встречающихся примеров:
| 1.This offer is subject to prior sale. 2.The orders received before 1st August are subject to discount. 3.The contract is subject to Russian law. 4.Prices are subject to variation without notice. |
и их перевод на русский язык:
| 1.Оферта действительна в случае, если товар не будет продан до получения Вашего ответа. 2.Скидка распространяется на заказы, полученные до 1го августа. 3.Контракт регулируется правом России. 4.Цены могут быть изменены без предварительного уведомления. |
Общее значение выражения to be subject to во всех приведенных примерах - "подчиняться чему-либо, быть в зависимости от какого-либо условия". Сложность при переводе вызывает частое структурное расхождение русского и английского вариантов, например:
The offer is subject to contract terms. Оферта действительна только при условии достижения договоренности об условиях контракта.
Очевидно, что при переводе на русский язык неoбходимо логически передавать то, что не отражено в структуре английского предложения.
¨ Предлог subject to переводится как "в том случае если; при условии (если)".
We offer you, subject to your immediate acceptance, 10,000 tons.
We accept your prices subject to our General Conditions.
Переведите на русский язык следующие предложения, обратив внимание на перевод subject to:
| 1.These prices are subject to 5 per cent discount. 2.This offer is made subject to the goods being unsold upon receipt of your reply. 3.We accept your prices subject to contract terms. 4.The offer is subject to new sanitary norms and requirements. 5.We accept your offer in full subject to trade discount. |
OFFER 1
| should you so desire | по Вашему желанию; если Вы (за)хотите |
| safety standards | стандарты безопасности |
| advance (payment) | аванс; предоплата ¨ to pay in advance – платить авансом |
| balance | остаток; сальдо ¨ balance of 40 per cent – остаток в 40% |
| draft | тратта; переводной вексель (безусловный приказ лицу, на которое выставлен вексель, выплатить предъяви-телю векселя определенную сумму) SYN: bill of exchange ¨ payment by draft – платеж траттой |
| acceptance | акцепт; принятие (предложения) ¨ to be open for acceptance – быть открытым для акцепта (о предложении) |
| General Conditions | Общие условия |
| to form an integral part of sth | составлять неотъемленую часть чего- либо SYN: to constitute an integral part of sth |
OFFER 2
| to do business with sb | торговать с кем-либо SYN: to conduct trade with sb |
| to replenish stocks with sth | пополнять (товарные) запасы чем-либо |
| without obligation | без (каких-либо) обязательств VARIANT: without engagement ¨ We offer you without obligation... – Мы предлагаем Вам без обязательств... |
| to be of 20... preparation | быть 20... г. приготовления; быть 20... г. выработки (о консервах) ¨ tinned fruit of 20... preparation – фруктовые консервы 20... года выработки |
| goods on the offer | предлагаемые или продаваемые товары |
| bulk purchase | массовая закупка; централизованная закуп-ка; закупка всего товарного запаса VARIANT: bulk buying |
| to enable sb to do sth | давать кому-либо возможность/ право сделать что-либо |
| competitive price | конкурентоспособная цена ¨ at highly competitive prices – по высококонкурентоспособным ценам |
| to obtain a good margin of profit | получать хорошую прибыль (при торговле в розницу) |
| to supply sb with sth | поставлять кому-либо что-либо VARIANT: to supply sth to sb SYN: to deliver sth to sb |
| to guarantee sth | гарантировать что-либо |
| response from sb to sth | реакция с чьей-либо стороны на что- либо; отклик ¨ response from our clients to this special offer – отклик клиентов на это специальное предложение |
OFFER 3
| agent | агент; представитель |
| to hold stocks of sth | иметь запас какого-либо товара VARIANT: to keep stocks of sth |
| to arrange for sth to be done | организовать, чтобы что-то было сделано |
OFFER 4
| to be overloaded with orders | быть перегруженным заказами SYN: to be flooded with orders; to be under pressure of orders |
| to keep pace with the demand | удовлетворять спрос в достоточном количестве; быть достаточным для удовлетворения спроса |
| overstocking | избыток товарных запасов; создание избыточных товарных запасов |
| to be flooded with orders | быть перегруженным заказами SYN: to be overloaded with orders to be under pressure of orders |
| to encourage sb to do sth | стимулировать или поощрять кого-либо делать что-либо SYN: to spur; to stimulate |
| to lay in stocks | создавать товарные запасы |
OFFER 5
| to offer sb sth firm | предлагать кому-либо что-либо на твердых условиях (о коммерческом предложении) |
| market fluctuations | изменения рыночной конъюнктуры |
| pack | пакет; пачка; кипа |
| to apply a price concession | делать скидку с цены |
| payment on invoice | оплата против счет-фактуры SYN: payment against invoice |