（高职）Chapter 10：《外贸英语》ppt课件.pptx

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1、（高职）Chapter 10：外贸英语ppt课件外贸英语外贸英语目录CONTENT010302040709081011050612 Enquiry Sales contract Offer Preamble Counter offer Body Acceptance Witness clause 1.describe steps of signing the contract. 2.explain what offer and counter offer are. 3.understand the conditions that an offer shall possess. 4.unders

2、tand conditions of acceptance. 5.describe the form and contents of the contract.NegativePositiveKey termsKey termsObjectivesObjectivesThe steps of signing a contract1010. .1 1n Business negotiation is an essential procedure of reaching a trade contract for the seller and the buyer. It is the process

3、 of discussing the transaction terms and conditions between the buyer and the seller to reach an agreement. The transaction terms and conditions include price，quantity，quality，packing，shipment，payment，insurance，inspection，claims，arbitration，force majeure and other terms or conditions of a sale.n Bus

4、iness negotiation may be conducted through letters，faxes，e mails and face to face communication etc. Whatever is chosen，it generally involves four steps：enquiry，offer，counter offer and acceptance. It is not necessary to have the four steps taken for every transaction，but offer and acceptance are two

5、 indispensable steps to reach an agreement and conclude a contract. 10.1.1Enquiry means the seller or the buyer requests for business information to each other. The content of enquiry involves quality，quantity，price，packing，shipment，asking for samples and catalogue etc. Either buyer or seller can ma

6、ke enquiry by oral or written form. The enquiry made by the seller is called invitation to bid and the enquiry made by the buyer is called invitation to offer. But it is not liable for the seller or the buyer bound to sell or purchase the goods after the enquiry. An enquiry can be made not only to o

7、ne party but also to several clients. In this way the enquirer can make a comparison between the terms of transaction stated in the different replies and choose the client who quotes the most beneficial terms to trade with. The steps of signing a contract1010. .1 110.1.1Enquiry The steps of signing

8、a contract1010. .1 1Please advise.Please advise.Interested Interested in.please.in.please.Please quote.Please quote.Please offer.Please offer.We can supply.We can supply.We can offer.We can offer.10.1.2Offer is a proposal of terms and conditions for concluding a contract by one party，called the offe

9、ror，to another party，called the offeree. Like an enquiry，an offer can be made either by a seller or by a buyer. An offer made by the seller is called “selling offer”；while an offer made by the buyer is called “buying offer”，which is also called “bid”. The buyer and the seller must explicitly express

10、 his willingness to do the business according to the terms offered.The steps of signing a contract1010. .1 110.1.2OfferThe steps of signing a contract1010. .1 110.1.3Counter offermeans that the offeree doesnt accept the offer wholly and puts forward some additions，modifications，limitations，etc. as t

11、o the basic terms and conditions contained in the offer. Once a counter offer is made by the offeree，the original offer made by the offeror loses its effectiveness. The counter offer will be a new offer and the original offeror will be the new offeree.The steps of signing a contract1010. .1 110.1.3C

12、ounter offer （1）A reply that purports to be an acceptance but contains additions，modifications or limitations for the terms of the original offer is a rejection of the offer and constitutes a counter offer. （2）A reply to an offer that purports to be an acceptance but contains additional or different

13、 terms which do not materially alter the terms of the offer constitutes an acceptance，unless the offeror，without undue delay，objects to the discrepancy orally or by a written notice. （3）Additions or modifications relating to basic terms of transaction such as the price，quality and quantity of the go

14、ods，place and time of delivery，payment，extent of one partys liability to the other or the settlement of disputes are considered to alter the terms of the offer materially.The steps of signing a contract1010. .1 110.1.4Acceptancen An acceptance is a statement or other conduct made by the offeree indi

15、cating assent to an offer. Usually，a contract is formed at the moment the acceptance reaches the offeror.The steps of signing a contract1010. .1 1The form and contents of a contract1010. .2 2n Once an acceptance is effective，there is a deal between the seller and the buyer. In practice，a contract is

16、 made to further stipulate the rights and obligations of both parties. The form and contents of a contract1010. .2 210.2.1The form of contractn A contract is an agreement enforceable by law，by which two parties mutually promise to buy or sell some particular goods，or to do a certain work. It should

17、include the obligations and rights，which is sanction for two parties. n There are no standard forms of trade contracts in practice. Sometimes it may be just a one page document and sometimes a very complicated 10 page booklet including several appendices，additional conditions，etc. In some cases a co

18、ntract can even be formed based on oral alone. It really depends on the goods and the relationship between the seller and the buyer. The form and contents of a contract1010. .2 210.2.2The contents of contract n Signing a written contract is general practice in international trade for the parties. The contract must be secured and preserve the parties intents and purposes.n A written contract mainly includes three parts：谢 谢 聆 听T H A N K S F O R Y O U R A T T E N T I O N