商务英语函电教程 Unit 4 [武汉理工].ppt

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1、枉陕形鼠辉分伶秽善萧瘸凶括镇笔绞腋冒茅泄躬邀乳杜垛患非涝厂斟彭佯商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Unit FourOffers and Counter-offers告坛弓刚茄尚抉洲栽汤丹菏样睬定躺糊汪秉担面踢析贩醇玄葱滩潞窘察啃商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Learning ObjectivesTo understand conditions than an offer and counter-offer shall possess.To understand conditions of acce

2、ptanceTo learn usual steps for making an offer and a counter-offer系古揣萨泪哑截锁晤或轰界赫狸蕊肘讲佑孰触唆侨式洋巧欧囊恭酉凑暑甲商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工1.Offers An offer is a reply made by a seller to the enquiry by a buyer.It has also been the practice that a seller voluntarily makes an offer to his regular cust

3、omers or new customers who may have interests in his products without waiting for an enquiry.In practical international business,there are two kinds of offers:firm offer non-firm offer摊伯摊狐谭纺钓滁逃凡讳讽侦砂手框脾诵广渡吨藕津正慨熏僧虎指个墨画商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工 A firm offer is a proposal for concluding a

4、 contract on the terms and conditions stated.Firm offers are made when a seller promises to sell goods at a stated price and within a stated period of time.Usually it is made by a seller upon receipt of an enquiry from a buyer.When a buyer initiates an offer to a seller,it is called a bid.An offer c

5、reates a power of acceptance permitting the offeree by accepting the offer,to transform the offerors promise into a contractual obligation.Thus,once it has been accepted it cannot be withdrawn.丫蝎肛廷捐变饿搂疫我秃谷歪毗母榨磺坤诧雾李务粗靴犀诧介雷称恳辨默商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工 A firm offer will include the foll

6、owing:a.An expression of thanks for the enquiry,if any;b.Name of commodities,quality,quantity,and specifications;c.Details of prices,terms of payment,commissions,or discounts,if any;d.Packing and date of delivery;e.The validity of the offer;f.An expression of hope that the offer will be accepted.(op

7、tional)妖凌蒙埃愈歹哪及严改珐诵梆洲粮梧架碍穿坡矗掌市层车嗽怒真圾洼妹寝商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工2.Counter-offersWhen an offeree does not agree to the terms and conditions of the offer completely and he wants to amend the offer,a counter offer can be made.A counter offer is virtually a partial rejection of the origin

8、al offer and also a counter proposal initiated by the offeree.The offeree may show disagreement to the price,or packing,shipment and state his own terms instead.Such alterations,no matter how slightly they may appear to be,signify that business has to be negotiated on a renewed basis.语纲瘸孔粤轿仆枷筐片珐总装氯诸

9、氧你袱涨罐趴凸欠窟求匀躁伸颜人忘泉商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工The original offerer or the seller now becomes the offeree and he has the full right of acceptance or refusal.In the latter case,he may make another counter offer of his own.This process can go on for many a round till business is finalized or

10、 called off.When an offeree rejects an offer,he should write to thank the offerer and explain the reason for the rejection.Not to do so would show a lack of courtesy.肥囚颈辩震喊都研细贫频挡嘶巡谨渝良傅园诀辐肉诣渠撤叶新锄计阀金愧商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Guidelines for Writing1.A letter of offer or quotation A lette

11、r of offer or quotation is usually composed of the following three parts:(1).An expression of thanks for the enquiry,if any;(2).Details of the goods,prices,discounts or commissions,terms of payment,the time of delivery,the time period in which the offer is valid;(3).An expression of the offer will b

12、e accepted.钟舔耻芹虞避仁鉴笋椽草冤饭砸只强馁汤卞运史奖继今彻课途挚溶薯苔哨商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工2.A letter of counter-offer A letter of counter-offer is to be written,which should include:1.An expression of thanks for the offer;2.Reason for inability to accept the offer;3.A counter-offer（your own idea including

13、terms and conditions acceptable,etc.）;4.A wish of the counter-offer will be accepted(urging the reader to accept early);5.A wish of other business opportunities in future if necessary.蹭础听欲蛰另肩湘驭龄营浅善糖勃唾卿簇嚼氮救弄赢膀养愚萨贴调揪和燥商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工3.A letter of re-counter offer A letter of r

14、e-counter offer,which should cover the following particulars:1.An expression of thanks for a counter offer;2.Stating what shall be amended;3.A wish of a favorable reply.氖醉夯掐撒求惧茶想雪郧揍财纺须哉誊彤阂烤槛玄烽连蔑戍笛斧鹿象巢缝商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Specimen Letter-1(An Offer based on Enquiry)SHENZHEN NEW CE

15、NTURY TRADING CO.,LTDRm 818,3 Building Ease,SEG Science&Technology Park Huajiang North Road,Shenzhen,China 518028 E-mail:H Tel:86-755-30113998 September 30,2007The NILE TRADEING CO.,LTD161 Pyramid StreetAlexandria.EgyptDear Sirs,Replying to your enquiry of May 13 for a supply of our crockery,we are

16、pleased to quote as follows:Teacups 56 per hundredTea Plates 40 per hundredTeapot,1-litre 3 each驻跺左暮姥锡渠偶吱欲迭莱鳞塔脱腑廷桩茹嫡脚袍偷潘拖浴欢剩鳃悸寡鹏商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工These prices include packing and delivery,but crates are charged for,with an allowance for their return in good condition.We can del

17、iver from stock and will allow you a discount of 5%,but only on terms ordered in quantities of 500 or more.In addition,there would be a cash discount of 2%on total cost if payment were made within two months from date of invoice.We hope you will find these terms satisfactory and look forward to the

18、pleasure of your order.Yours faithfully,Yao Da-ming 癣金湾港笆抡底哭限爬蒲午舌彻旋幼炽荷讲蔡材汇强炉勇憎骡房贺甫甥孝商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Specimen Letter-2（Non-firm Offer）Green Plants Co.,Ltd.Rm.2808 Kai Tak Comm.Centre,317 Des Voeux Road,Central Hong Kong Tel:00852-63108921 E-mail: August2008Foods Industrial Com

19、pany875-9865 ShireroadLondon,UKDear Sirs,In reply to your letter of May 5,we have pleasure in offering,subject to our final confirmation.Our main products are as follows:惠怪澳朔绽社岭麓撤憾堑研近呸篱巾艳将助铝朽阐泅秋莫糊咕花墟梗眩驯商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Commodity:Green Beans Guangdong Origin,2007 crop Quantity:

20、300 metric tonsPrice:USD930 per metric ton CIF LondonPacking:in ordinary second-hand gunny bagsShipment:in August,2008Payment:by irrevocable L/C,payable by draft at sight.We hope this offer will be of interest to you,and look forward to hearing from you soon.Yours faithfully,Rob Kennedy朋萌晋钾千槐功督各舅颤茨镍

21、风症些坪躲绚养笨狡愧巢丽唁敲兆为云险戎商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Specimen Letter-3(A Firm Offer for Plush Bear)March 5,2008Dear Mrs.Celia Clemens,Re:Plush Bear Item No.1003PWe thank you for your Email of March4,2008,enquiring for the captioned goods.As requested,we offer firm,subject to your reply reachin

22、g here by March18,as follows:Plush Bear Item No.1003P as per sample,each in a plastic bag and then in a box,30 boxes to a carton with white and brown equally assorted.邦躁铝巩削丽凋允库督牧怯靖环腿年阳骤绊警椰肪幽争嘘十右蔬姑恋炳烂商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Unit Price:USD10.59 per dozen,CIF SingaporePayment:by Irrevoc

23、able Letter of CreditQuantity:Minimum order 500 dozen,maximum present capacity 1,000 dozen a month.Delivery:within 30days after receipt of the relative L/C.We hope the above will be acceptable to you and await your early order.Yours faithfully,Paul Zhou 儡补辕林浸僚倒牲悸砾温跃菇能刊打田庸监边僵恤郴凝吞葬翘千丸壁伸凡商务英语函电教程 Unit

24、4 武汉理工商务英语函电教程 Unit 4 武汉理工Specimen Letter-4(A Counter-offer for Plush Bear)8 March 2008Dear Mr.Zhou,Re:Plush Bear Item No.1003PWeve received your E-mail offer of 5th March for Plush Bear Item No.1003P with thanks.All the terms contained in the offer are acceptable except the price.While appreciating

25、 the quality of your commodity,we find your price on the high side.Now in Europe,many suppliers,mainly from Asia,have come into the market with a much lower price than yours.The chief sellers,worrying about their 又司九受界青泞跟嫌憎股环癸旁嗜痹攒耙却攘虾绢吟匿浓血庸账簧灿耀遵商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工market share,ar

26、e again lowering their prices.Such being the case,to accept your quotation would mean little profit to us.However,we would like to place a trial order with you if you could make a 8%reduction in your price.Should this transaction prove to be successful,wed certainly place more substantial orders on

27、a regular basis.We hope you will reconsider this matter and send us a new offer.Yours sincerely,Mrs.Celia Clemens 翰塞蕴卤呈犁射窒瑶溅订贸阶甄等迪碎档拉畸拎券植栅等脐怪堪饲染匿编商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Specimen Letter-5(Exporters Reply to a Counter-offer)March 13,2008Dear Mrs.Celia Clemens，Re:Plush Bear Item No.100

28、3PThank you for your fax of March 13.We are indeed sorry that you found our price too high.Actually the prices we quoted you are narrowly calculated and are very realistic.As I am sure you know,we operate in a highly competitive market in which we have been forced to cut our prices to the minimum.If

29、 it were not for the regular orders we received from a number of our customers,we could胎析扳街灾谍蔡究检白区赊苏贡旦冕惶搭第甜凸防碟宽茬攻城茧垃甘帘令商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工not have quoted such low prices.We believe a fair comparison of quality between our products and those from other sources will convince you o

30、f the reasonableness of our quotation.However,in view of our future cooperation,we would exceptionally give you a 3%quantity discount if you order exceeds 8,000 dozen.We hope you will accept our proposal and look forward to your trial order.Yours sincerely,Paul Zhou 祸豺晴炽堂刃铝巩肾蠕颐涵君拧狞骆声姚胆履津绸瞩肆段速晨续慎秘辅锋商

31、务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Specimen Letter-6（A firm offer for Velvet）July 30,2007Dear Sirs,Re:VelvetWe are very pleased to receive your enquiry of July 28 and confirm our Fax of this morning,as follows:“Fifty-five pounds per thirty-six yard piece F.O.B Liverpool subject to your replying

32、here within one week”.We must stress that this offer is firm for one weekonly because of the heavy demand for the limited supply of velvet in stock.成粟驹封嘲牙尉溺渡磁沂求稻溃亢涝辛衡宏卵埔著泣报韧孩播州杨陇弹柬商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工The material is of the finest quality and we can assure you that so far as quali

33、ty goes you havenothing at all to fear from the similar materials of other manufacturers either in this country or abroad.We feel sure you will realize that our quoted price is very reasonable,but we are anxious to do what we can to help you to establish your new business and are prepared to allow y

34、ou a discount of 1%.If you decide to take advantage of our offer,kindly confirm your acceptance.Yours faithfully,Tony Liu 渭钠差闷重欣眠急焕厉芭瞄口疑既壳府逗萝伴最蓖管侗幕侮团忻墟八枝吃商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Specimen Letter-7（A Counter-offer for Velvet）August 10,2007Dear Sirs,Re:VelvetWe have received your offer

35、dated July 30 for the captioned goods.Though we appreciate the quality,the offers we have received from other suppliers are much lower than yours.We like the quality of your goods and also the way in which you have handled our enquiry and would 盖蠢盲梯驾窄健喷玲预寿曙届落戎绪闲喉蓬送偏漏拎膘泛凹单淤秃扳渠辩商务英语函电教程 Unit 4 武汉理工商务英

36、语函电教程 Unit 4 武汉理工welcome the opportunity to do business with you.May we suggest that you could perhaps make a 5%allowance on your quoted price that would help to introduce your goods to our customers?If you cannot do so,well have no alternative but turn to other suppliers.We hope you will consider o

37、ur counter-proposal and look forward to a more favorable offer.Yours faithfully,Black Smith 泽乙貌罢练傀黄吠徊眩火山带赖球陡柿炸卑妖卢恶诊筛廷唬拱璃棺恐侮肿商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工Specimen Letter-8（Reply to a Counter-offer)August 17,2007Dear Sirs,Re:VelvetWe are sorry to learn from your letter of August 10 that you

38、 find our prices too high.We do our best to keep price as low as possible without sacrificing quality and to this end are constantly enquiring into new methods of manufacture.Considering the quality of the goods offer we do not feel that the price we quoted are at all excessive,超鉴漏连金票岁炯话弥黔靶泽阉位羔抵项你陷票

39、似群舅斧悔计谤挫必哈茎商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工but bearing in mind the special character your trade,we have decided to offer you special discount of 5%on a first order for5000.We make this allowance because we should like to do business with you if possible,but we must stress that it is the further we can go to help you.At least we hope the revised offer will now enable you to place an order.Yours faithfully,Tony Liu 沈爆耙沃匡着邻攒钠惯字跨祁蹄顺孔休捂狗菱戒雇蕾男云绸吴菠没撇学颖商务英语函电教程 Unit 4 武汉理工商务英语函电教程 Unit 4 武汉理工