《外贸函电 第5单元》由会员分享，可在线阅读，更多相关《外贸函电 第5单元（55页珍藏版）》请在金锄头文库上搜索。
1、Chapter 5 Offer, Counter-offer and Acceptance,Revision,Question 1: what are the main categories of inquiries? Inquiries fall into two categories: a General Inquiry and a Specific Inquiry. In a General Inquiry (一般询价), the importer may ask only for catalogues, price lists, samples, sample books, or qu
2、otations, etc., in order to get a general idea of the business scope of the exporter. In a Specific Inquiry(具体询价), the importer points out what products he needs and asks for a quotation or an offer for this item.,Warm-up,In response to an inquiry, a quotation will be sent. A quotation may include:
3、An expression of thanks for the inquiry; Details of prices, discounts and terms of payment; A statement or clear indication of what the prices cover (freight and insurance) An undertaking as to date of delivery or time of shipment The period for which the quotation is valid With an expression of hop
4、e that the quotation will be accepted.,Business knowledge The Study of Letters Case 1 Case 2 Case 3 Case 4 Letter-writing Guide Homework,Also known as quotation Offeror: 报盘人(The person making the offer). Offeree: 受盘人 (The person to whom the offer is made) Firm offer (offer with engagement / obligati
5、on) Non-firm offer (offer without engagement/ Obligation),Offer,Introduction of offers,There are two kinds of offers: Firm offer and non-firm offer A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withd
6、rawn.,Non-firm offer are usually made by means of sending catalogues, pricelist, and quotations. It can be considered as an inducement to business.,An offer letter usually includes : （1） An expression of thanks for the enquiry, if any. （2） Name of commodities, quality, quantity, and specifications.
7、（3） Price terms, discounts, commission and terms of payment. （4） Packing and date of delivery. （5） The validity of the offer（for firm offer）,Offer,A firm offer can be developed in the following way:,Express thanks for the inquiry, if any. Explain detailed business terms: supply all the information r
8、equested including name of commodities, quality, quantity, and specifications; commissions, or discounts, if any; indicate packing and date of delivery; state clearly the validity of the offer. End the letter by asking for an early reply or expressing willingness to do business.,Introduction,1. Open
9、 the letter by expressing thanks for the inquiry, if any. 2. Provide details of quantity, quality, price, discount, payment, packing and so on. 3. Express the hope for a favorable reply.,A letter in which a non-firm offer is made can be written in the following structure:,Introduction,A counter-offe
10、r is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer.,Definition of a counter-offer:,A Counter-offer usually covers : （1）Thank the offeror for his offer. （2）Express regret at inability to accept the offerors offer. （3）State reasons for n
11、on-acceptance. （4）Make a counter-offer. （5）Urge the offeree to accept the counter- offer.,Counter-offer,The last step in business negotiation,Acceptance,Case 1,在收到对方关于熊猫牌彩电的询盘信后，公司对该彩电发出实盘报价。,Key Points,1.收到有关彩电的询盘信 2.发出实盘报价,Useful Words and Expressions,unique ju:ni:k superior sju:piri discriminatin
12、g diskrimineiti firm offer confirmed L/C be subject to,a.唯一的，独特的 n.长者，高手，上级 a.较高的，上好的 a.识货的，有鉴赏力的 实盘 保兑的信用证 以为条件，以为有效,offer is valid for in the sellers favor time of shipment a rush of regular order appeal to,报盘有效期为 以卖方为受益人 装运时间 大量订单 长期订货 吸引,Useful Words and Expressions,Useful Sentences,1In reply to
13、 your enquiry of May 24, we take the pleasure of making you the following offer. 2. Our usual terms of payment are by confirmed irrevocable L/C available by draft at sight. 3. The firm offer is subject to your reply reaching here before 4. As we have been receiving a rush of orders now, we would adv
14、ise you to place your order as soon as possible. 5. We make you a firm offer for brocade handbags. 6. Any orders you place with us will be processed promptly. 7. This offer remains firm/valid until ,Letter 1 A Firm Offer,Dear Sir, Thank you for your enquiry for “Panda” Brand Color TV Sets dated May
15、16. As requested, we are now making you, subject to our reply reaching us within 10 days, the following offer: Commodity: “Panda” Brand Color TV Sets Item No: Gb-8907 Quantity: 1,500 sets Price: USD450.00 per set CIF Alexandria Payment: By confirmed irrevocable L/C payable by draft at sight in the s
16、ellers favor Shipment: to be effected within 28 days after receipt of L/C,Letter 1 A Firm Offer,Our products are selling fast because of their unique design and superior quality, while which will appeal to discriminating buyers. We have some regular orders at hand. If youre interested in our product
17、s, please place your order as soon as possible. We are looking forward to hearing from you soon. Yours faithfully,Notes to Letter One,1.firm offer: “实盘”，是指不可撤销的发盘； non-firm offer:“虚盘”，是指在有效期之前可以撤销的报盘 报实盘： This offer (will remain) effective/open/valid/firm for a week from This offer expires on August 8. This offer must be withdrawn if not accepted within 3 days. This offer is firm subject to your reply reaching here before /reaching by 报虚盘： This offer is subject to the sellers confirmation. This offer is made without engagement.,
