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1、Unit 4 Quotations and Offers,A quotation is a statement of the price of a commodity sent by the seller to invite buyers offers and orders.,What is a quotation?,Introduction,An offer is the sellers promise to supply a certain commodity on some terms and conditions.,What is an offer?,The Differences b
2、etween Quotation and OfferQuotation 是报价，指某一商品的单价，一般没有详细条款。除非内容说明，一般在法律上没有约束力。 Offer 是报盘，除单价外，还包括数量，交货期，付款方式等详细条款和有效期，只要对方接受就有法律约束力。,The Expression for Validity,The offer is subject to our final confirmation. 以我方最后确认为准 The offer is subject to the goods being unsold. 以货物未被售出为准 The offer is subject to
3、prior sale. 以先售为准 (有权先售),subject to your reply within /not later than /before 以你方在回复为有效 The offer is valid for days 此报盘有效期为 The offer is open till 此报盘在日以前有效 The offer holds good until 此报盘在日以前有效,We make you the following offer subject to your reply within 10 days. 现报盘如下，以你方在10日之内回复为有效。 We make you an
4、 offer, subject to your reply reaching us not later than noon time October 21 Beijing time. 现报盘如下，以你方在北京时间10月21日中午前回复为有效。 The offer is valid for 3 days. 此报盘有效期为三天。 The offer is open till March 15. 此报盘在3月15日以前有效,Two Types of Offers,Firm Offer Non-firm offer,A firm offer is made when a seller promises
5、 to sell goods at a stated price within a stated period of time.,Definition of Firm Offer and Non-firm Offer,A non-firm offer is usually subject to confirmation by the seller after being accepted by the buyer.,Firm offer Its legally binding. Once it has been accepted it cannot be withdrawn. The sell
6、er is bound to sell the goods if a firm offer is being accepted by the buyer. Non-firm offer Its not legally binding. It can be changed and withdrawn. The seller is not bound to sell the goods.,Differences of Firm and non-firm offer,A firm offer is made subject to certain conditions of acceptance. E
7、g. for acceptance within 5 daysvalid for 31 daysA non-firm offer is usually subject to confirmation by the seller,Subject to your reply reaching us by (before) Subject to our final confirmation Subject to your reply (acceptance) here within days This offer is firm (open, valid. Good) for days. Subje
8、ct to prior sale The offer is without engagement 此报盘无约束力。,firm,Non-firm,firm,firm,Non-firm,Non-firm,Is it a firm offer?,1. Thank the buyer for the inquiry letter 2. （Say that you are sending to them, such as a catalogue, a price list, advertising literature etc.） 3. Quote 4. Validity of the offer 4.
9、 Promote your products /explain the stock amount and encourage the customer to order.,How to Write an Offer,1. 感谢对方的询价 2. 说明已寄出相关产品资料 3.进行报盘 4.表明此报盘的有效期 5.说明产品的需求情况，敦促对方早下订单。,1) 发盘的内容和词句必须肯定，不能用大约（about），参考价（reference price）等摸棱两可的词。 2) 发盘的内容明确完整，其内容应包括商品品质（Quality），数量（Quantity），包装（Packing），价格（Price）
10、，装运（Shipment），支付（Payment）,有效期(Validity )等。 3) 发盘中不能有保留条件如：以我方最后确认为准 subject to our final confirmation 以货物的未售出为准 subject to goods being unsold,Expressions,Read Sample Letter 1,2 and 4 and find out the useful expression for each writing step.,1. Thank the buyer for the inquiry letter 2. （Say that you
11、are sending to them, such as a catalogue, a price list, advertising literature etc.） 3. Quote 4. Validity of the offer 4. Promote your products /explain the stock amount and encourage the customer to order.,We thank you very much for your letter of June 30, asking for our (products) together with Th
12、ank you very much for your enquiry of June 10 and ,Acknowledging Receipt of the Letter,Sending,Being requested, we enclose our A very full range of (products) have been sent to you by sample post In compliance with your request, we included in this letter our quotation sheet for (product) We have fo
13、rwarded under separate cover a list of price reductions available As to the relative samples, we have dispatched them to you by separate airmail.,Quotation/ offer,we take pleasure in quoting the price as shown in the following firm offer We quote as follows The products are quoted on the basis of CF
14、R Copenhagen.,Firm offer: Subject to acceptance by (date) This offer is firm We are enable to entertain any counteroffer.Non-firm offer: This offer is subject to our confirmation.,Validity Date,Promotion,we are confident that, after examining them, you will see that the quality and the prices of the
15、 goods we offer you compare favorably with any others, for the same class of goods. We can assure you that these products are very popular in western markets Our products are made from very best quality material and can be supplied in a range of designs and colors wide enough to meet the requirement
16、s of The products are of good quality and have fine workmanship and look good. Moderately priced,Expressing good will,We hope that this will lead to an enduring connection with you favor us with an early reply Awaiting your esteemed favors and orders.,Dear Sirs,Thank you for your enquiry of 2 October 2009. In reply, we would like to make the following offer, subject to our final confirmation. Product: steel screws Specifications: As per the attached list Packing: In boxes of 5 kg net,
