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1、1,Chapter Four Making Quotations and Offers,2,Points for attention,发盘(offer)一般用广告、通函、信件或者答复询价的方法来进行。 An offer of goods is usually made either by way of advertisements , circulars and letters or in reply to inquiries. This is the first step in business negotiation.,3,In response to an inquiry, quotat
2、ion may be sent. A satisfactory quotation will include the following: An expression of thanks for the inquiry. Details of price,discounts and terms of payment. A statement or clear indication of what the prices cover(e.g. freight and insurance , etc. ). An undertaking as to date of delivery or time
3、of shipment. The period for which the quotation is valid. Conclusion with an expression of hope that the quotation will be accepted.,4,An offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer. In the former situation it is called a sellers o
4、ffer and in the latter situation it is called a buyers offer. In any case, the person who makes the offer is an offeror（要约人） and the person to whom the offer is made is an offeree. （受要约人） A Volunteer Offer and A reply to an Inquiry A firm offer : Offer with engagement (formal offer/effective offer )
5、 A non-firm offer and Offer without engagement(free offer) A firm offer is a promise to sell goods at a stated price, usually within a stated period of time . It must be clear ,definite , complete and final.,5,How to make an offer,1.When making an offer in respond to an inquiry, begin by repeating t
6、he date and the commodity enquired for. 2.When making a voluntary offer, try to offer more attractive terms. 3.An offer should include the major terms of the transaction. 4.In a sales letter, say how your product differs from others. Provide necessary information. Tell your reader the page number to
7、 save his time. 5.Talk about the market and supply situation to induce an order. 6.Introduce other products to increase the chance of business. 7.Do not make you letter too long. 8.End your letter by expecting the order.,6,Letter 2 A reply to the specific inquiry (Making a Firm Offer),7,Language Poi
8、nts,1. We acknowledge receipt of your letter dated 10 this month, from which we noted that you wish to have our firm offer for both Mens Shirts and Mens Jackets CFR Rotterdam. 兹确认收到你方本月10日来信，获悉你方要求得到男式衬衫和男式夹克衫成本加运费鹿特丹的实盘。 1) date v. 加日期于；日期为；与介词of作用相同 We have received your letter dated Nov. 18.,8,2)
9、 acknowledge v. 承认或宣布收到acknowledgement n. 承认；收悉通知 acknowledge receipt of make acknowledgement to We acknowledge your letter of October 10.确认收到你方十月十日来函。 We acknowledge receipt of your letter of October 10. We make acknowledgement to your letter of October 10. We have for acknowledgement your letter o
10、f October 10.,9,3) offer n. 发盘；报盘,与动词make,send,give,cable等连用 offers may be classified into the following : firm offer 实盘 non-firm offer 虚盘 counter-offer 还盘 counter counter-offer 反还盘 p43,10,报实盘的句型： 实盘是有有效期的，一般用Subject to+ date 表示。 subject adj. 以为条件；以为准；取决于；后接介词to a. make sb a firm offer subject to yo
11、ur reply reaching us + date. We are now making you a firm offer subject to your reply reaching us before April 30, 2005. b. make sb a firm offer on CIF/FOB/CFRbasis, subject to your reply reaching us + date. We are making you a firm offer on CIF Vancouver basis subject to your reply reaching us befo
12、re September 30.,11,c. .的报盘: offer of/for/on sth May we have your offers for the items listed in your catalogue? d. offer of sth 数量的报盘；的报盘 We are working on your offer of 1,000 tons of chemical fertilizer. e. 表示报盘有天的有效期 The offer is firm/valid/open/good for days. This offer is firm/valid/open/good f
13、or 5 days.,12,一个实盘从法律角度上讲，必须符合三点要求才构成实盘： Clear 内容清楚确切不含糊其词，模棱两可。 Complete 交易条件完整（商品名称、规格、包装、数量、交货期、价格支付方式、装运期等）；对报盘有效期做出规定，这一点也很重要。 Final 无保留：发盘人愿意按照他所提出的交易条件同受盘人签订合同，除此之外，没有任何保留条件。,13,虚盘的表达法： The offer is subject to our final confirmation. 本报盘以我方最后确认为准。 The offer is subject to prior sale. 本报盘以货物先售出
14、为条件。 The offer is subject to the goods being unsold. 本报盘以货物未售出为条件。 The offer is subject to change without notice. 本报盘以随时更改而无须另作通知为条件。 We make you the offer without engagement. 本报盘为无约束力的报盘。 The agency agreement is made subject to your approval. 代理协议以你方认可条件。 Our plan may change subject to the weather.
15、 我们计划是否有变化取决于天气。,14,offer vt. 发盘；报盘 offer sb st atprice + the trade term (CIF/CFR/FOB) time of shipment, terms of payment by L/C, D/P, D/A,etc. We offer you 2,000 dozen Mens Shirts at US $ 54 per dozen, net, CIF New York, shipment August, terms of payment by an irrevocable L/C. offer sb firm sth atp
16、rice以的价格向某人报某物的实盘 We offer you firm 3,000 metric tons of chemical fertilizer. offer sb sth FOB ,CIF, etc. Please offer us 2000 dozen womens blouses FOB Dalian. quote sb (the lowest price) for sth FOB, CIF, etc. Please quote us (your lowest price) for 2000 dozen womens blouses FOB Dalian. offer vi. o
17、ffer firm fordays. 报实盘，有效期天,15,Offer 与quotation的区别： offer为报盘，也就是说除了针对某种商品的价格外，还应该包括数量、交货期、支付方式等交易条件。 quotation 为报价，即某种商品的价格。,16,2.We are making you an offer for 5 000 dozen of Mens Shirts at RMB98.00 net per piece CFR Rotterdam or any other European Main Port for shipment during March/ April, 2001. 现向你方开报男式衬衫5,000打，每件98美元成本加运费鹿特丹或其他欧洲主要港口净价，装运期为2001年3/4月份。 3.This offer is firm, subject to your reply reaching us on or before February 5, our time. 此报盘为实盘，以你方答复于2月5日前到达我方为有效。,
