国际商务函电：Chapter 5.ppt

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1、R the definition of an offer and counter-offer;R the difference between firm offers and non-firm offers;R the legal binding effect of a firm offer;R how to structure a letter to make an offer and a counter-offer;R how to use the common expressions in this type of letter.Discuss the following questio

2、ns1)What is an offer?2)What is a counter offer?3)What is a firm offer?4)What is a non-firm offer?5)What is a quotation?6)What are the differences between the above terms?1Offer An offer means submitting or furnishing details including prices,conditions and other related items needed for a contract.O

3、r,according to the United Nations Convention on Contracts for the International Sales of Goods,a proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of the offeror to be bound in case of acceptan

4、ce.Example:an offer/a reply to an enquiry Dear Mr.Brown,In reply to your letter of May 15th,we take pleasure in making you a special offer,subject to our final confirmation,as follows:Art.No.81000 Printed Shirting Design No.72435-2A Specifications:30 x36x72x60 35/6”x42 yds Quantity:18 000 yds Packin

5、g:In bales or in wooden cases,at sellers option Price:USD per yard CIF3 Hamburg Shipment:To be made in two equal monthly installments,beginning from October,2009.Payment:By confirmed,irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.We trust that the above of

6、fer will be acceptable to you and await with keen interest your first order.Yours sincerely,Wang HaoSales ManagerFirm offer/non-firm offer period of validity;all terms and conditions complete,clear and definite non-firm offers cannot be accepted,just an inducement to business,usually made by sending

7、 catalogues,pricelists,proforma invoice and quotations and so on.Example:a firm offerDear Sir,Shaping MachinesWe were pleased to receive your enquiry of 12 July for our shaping machines.As requested,we offer firm,subject to your reply reaching here by 22 July,as follows:Name of commodity:OX brand sh

8、aping machine SL-035Quantity:50 setsUnit price:USD 100 000 per set CIF Los Angeles Date of shipment:On or before October 15,2009 Terms of payment:By confirmed,irrevocable L/C payable by draft at sight Our shaping machines are reasonable in price and excellent in quality.All the machines can be guara

9、nteed for one year,and we also provide spare parts and components and after-sale services to overseas customers.We hope this offer will turn out to your satisfaction and look forward to receiving your initial order soon.Yours faithfully,Firm offer indicatorExample:a non-firm offerDear Sirs,We are in

10、 receipt of your letter of August 5,2009,and we are willing toenter into direct business relations with you on the basis of equality and mutual benefit.As requested,we are enclosing our latest illustrated catalogue and quotation sheet covering all our products available for export,subject to our fin

11、al confirmation.Having specialized in spices business for about 20 years,we are well connected with leading suppliers in China and our commodities are very marketable in America,Canada,Japan,Korea and most of the European countries.Now we are desirous of opening up the market in your country and are

12、 seeking an experienced agent in this field.If you are interested in any of our items,you may contact us directly.We can assure you of our most favorable prices and the finest quality.We are looking forward to your early reply.Yours faithfully,Non-firm offer indicatorQuotation A promise to supply go

13、ods on the price and trade terms agreed upon by both parties.Note:Note:price and trade terms only,without other terms or conditions.Brain storm:a quotation?an offer?Express promise to sellDetailed elements:price,packing,shipment,payment terms,etc.Our price is FOB Shanghai$100 M/T,subject to your rep

14、ly within one week.Please refer to the pricelist attached for our price.I might be prepared to sell my dog to you for$10.I offer you this but I dont intend to be bound by anything if you accept.Acceptancea mirror model,which means,unconditional acceptance,without any discrepancies between what is of

15、fered and what is accepted,otherwise it is a counter offer.non material alterations are allowed nowadays by legal experts.Counter Offeran alteration Partial rejection to the original offerCounter proposal Ends the original offerExample:a counter-offerDear Sirs,Re:Cowhide BeltsWe have received your o

16、ffer dated May 9 for the captioned goods.While we appreciate the fine quality of your products,we regret to inform you that our clients find your price much too high.Reliable information indicates that some manufactures in China can supply the similar products and theirs prices are fairly reasonable

17、 and competitive as compared with yours.May we suggest that you make some allowance,say 10%on your quoted prices?We believe your reduction in prices would help us to push sales of your belts in our market.We have been engaged in the leather products business for over 30 years and enjoy high prestige

18、 in this field.If you can grant us the discount,we trust this will be the beginning of our long and stable cooperation partnership.Wed highly appreciate your prompt reply.Yours faithfully,Writing a QuotationAn expression of thanks for the enquiry;Details of prices,discounts and terms of payment;A st

19、atement or clear indication of what the prices cover(trade terms);An undertaking as to date of delivery or time of shipment;The period for which the quotation is valid,with an expression of hope that the quotation will be accepted.Writing an Offer An expression of thanks for the enquiry;Name of comm

20、odities,quality,quantity and specifications;Details of prices,discounts and terms of payment;A statement or clear indication of what the prices cover;Packing and date of delivery;The period for which the offer is valid.Writing a Counter offerThank the seller for his offer.Express regret at inability

21、 to accept.State reasons for non-acceptance;Make a counter-offer,if appropriate,or suggest other opportunities to do business together.Bargain 1.1.卖方不论利润高低，总是要坚称自己的报卖方不论利润高低，总是要坚称自己的报价利润很低，没利润，甚至低于成本价利润很低，没利润，甚至低于成本(under under the cost)the cost)。2.2.买方的原则刚好相反，不论卖方价钱再低，买方的原则刚好相反，不论卖方价钱再低，总是还要嫌贵，或假称其

22、它竞争者报价更低，总是还要嫌贵，或假称其它竞争者报价更低，或预算有限。或预算有限。3.3.出了议价以外，买方也可能要求卖方在付出了议价以外，买方也可能要求卖方在付款条件方面做让步，例如改用款条件方面做让步，例如改用D/AD/A等方式，或等方式，或要求缩短交货期。要求缩短交货期。4.4.卖方在回复时，有四个选择卖方在回复时，有四个选择（1 1）不接受。原因例如：）不接受。原因例如：品质较好，材料成本高，品质较好，材料成本高，good quality,good quality,costly materialcostly material原料涨价，原料涨价，raw material cost has

23、 been raw material cost has been raisedraised人工上涨，人工上涨，labor cost has been labor cost has been increasedincreased货币升值，货币升值，RMB appreciation/RMB has RMB appreciation/RMB has been appreciated been appreciated 汇率浮动，汇率浮动，fluctuation of the exchange fluctuation of the exchange raterate买方价格低于成本买方价格低于成本（2

24、2）接受接受无论价钱是否有很大利润，不要答应得太爽无论价钱是否有很大利润，不要答应得太爽快。快。（3 3）条件式接受）条件式接受表示愿意接受对方的还价，但有条件，比如表示愿意接受对方的还价，但有条件，比如增加订购数量，或改变付款条件等增加订购数量，或改变付款条件等（4 4）折中还价）折中还价为表示诚意（为表示诚意（to show our good faith)to show our good faith)，只只象征性降一点价，如象征性降一点价，如 要求降要求降10%10%，愿意接受，愿意接受3%3%买方还价函的写法买方还价函的写法主题：主题：先感谢卖方的报价及提供的相关信息，先感谢卖方的报价及

25、提供的相关信息，但很抱歉其价钱偏高，或比同行的报价高许但很抱歉其价钱偏高，或比同行的报价高许多。多。说明：说明：举出嫌贵的原因，例如经济不景气，举出嫌贵的原因，例如经济不景气，市场竞争激烈，欲购买数量很大，预算有限市场竞争激烈，欲购买数量很大，预算有限等等或直接告之目标价位。或直接告之目标价位。结论：结论：请卖方在考虑是否接受买方开价，或请卖方在考虑是否接受买方开价，或重新报较好的价格条件。重新报较好的价格条件。卖方回复还价函的写法卖方回复还价函的写法主题：主题：先表示很遗憾或很抱歉听到买方不满意自己先表示很遗憾或很抱歉听到买方不满意自己的价钱，或认为自己的价钱偏高的价钱，或认为自己的价钱偏高

26、说明说明：（1 1）先表示自己已报最好的价钱，此报价几乎已无）先表示自己已报最好的价钱，此报价几乎已无利润利润（2 2）在表示自己经过仔细考虑后，愿意特别接受）在表示自己经过仔细考虑后，愿意特别接受/无法接受无法接受/条件式接受条件式接受/折中还价，原因及条件。折中还价，原因及条件。结论：结论：（1 1）如接受，请买方尽快确认定单）如接受，请买方尽快确认定单（2 2）如不接受，向其道歉，并表示下次有机会能再）如不接受，向其道歉，并表示下次有机会能再合作。合作。（3 3）如条件式接受或折中还价，请其考虑，尽快告）如条件式接受或折中还价，请其考虑，尽快告之意见。之意见。Expressions:ma

27、king an offer(1)We take pleasure in making you an offer for our goods.(2)Our offer is CIF New York with a commission of five percent for you.(3)We usually quote on CIF/C&F/FOB basis.(4)We usually quote on the basis of CIF terms without commission.(5)All the prices on the list are firm offers.(6)In r

28、eply,we are sending you a firm offer,subject to your reply reaching us before February 26.(7)As requested,we take pleasure in offering you 300 dozen deerskin handbags.(8)This is our offer for 10 000 pieces of table cloth at US$CIF New York.(9)We are prepared to offer 100 metric tons of groundnuts at

29、 the market price for immediate shipment.(10)We now offer l00 metric tons of bitter apricot kernels at US$1000 M/T CIF London.Expressions:validity of an offer(1)These quotations will remain valid until further notice.(2)We offer firm the following product subject to your acceptance within 5 days.(3)

30、This price is subject to change without notice.(4)The offer is subject to withdrawal without notice.(5)The offer is without engagement.(6)The offer is subject to prior sale.(7)The offer is subject to the goods being unsold.(8)The prices are subject to our final confirmation.(9)Our offer is valid/goo

31、d/available/open/firm/effective for 3days.Expressions:disagreement to an offer(1)Our marketing research reveals that the prices you quoted appear to be on the high side even for tools of your quality.(2)We do not deny that the quality of your TV sets is slightly better than that of other brands,but

32、the difference in price should,in no case,be so big.(3)With your price Im afraid youll stand very little chance of obtaining the business.(4)While appreciating the good quality of your goods,we find your price is rather too high to be acceptable.(5)Much as we would like to cooperate with you in expa

33、nding sales,we very much regret that we just cannot see our way clear to entertain your counter-offer.(6)The packing mentioned in your offer is of the old mode we accepted in our last order.(7)After careful consideration,we decide to accept all your terms and conditions except packing/payment/shipme

34、nt.(8)While we find both the prices and quality satisfactory,we cannot comply with your payment terms.Expressions:persuasion(1)We also point out that very good quality Canned Mushrooms is available in our market from several European manufacturers and their prices are about 5%-10%lower than yours.(2

35、)After you have examined them you can know the goods are both excellent in quality and very reasonable in price.(3)In order to promote our business,please accept the above terms.(4)We are considering placing even larger orders if you can grant us 10%discount.(5)In view of our long term business rela

36、tions,we suggest you accept our counter-offer.(6)Please kindly trust us that our price is quite realistic.In fact,we have received lots of orders from various sources at our level.Expressions:new proposal(1)To have this business concluded,Im afraid you need to lower your price at least by 10 percent

37、.(2)We have to ask you to consider if you can make a reduction in your price about 5%.(3)May we suggest that you perhaps make some allowance,say,two percent off your quoted prices?(4)On outer packing please mark our initial CAB,under which our order number and port of destination should be stenciled

38、.(5)As our clients urgently need the goods,may we request you to shift your delivery time from“in May”to“in March”?(6)As per our usual practice,we prefer to receive quotations on CIF basis.(7)We are prepared to accept your offer provided that you can meet our usual requirement on packing/payment/shi

39、pment as given below.Practice makes perfect1 Fill in the blanks with the words and phrases given in the box.Change the forms where petitive examine reduce essential to in response toassure effect call off marketable desirous of submit handling guarantee as per compared withsupposing owing to run low

40、 turn out without any delayExercises(1)We are looking forward to your early reply and you may _ that it will receive our prompt attention.(2)Should your products prove satisfactory and price be found _,you may expect substantial orders from us.(3)Ill respond to your counter-offer by _our price by th

41、ree dollars.(4)In reply,we have the pleasure of _to you firm offer on the following terms and conditions subject to your reply here by October 21,2009.(5)After you _the samples you can know the goods are not only excellent in quality but also very reasonable in price.(6)The packing should be suitabl

42、e for a long voyage and well protect the goods from dampness,shock and rough _.(7)When we offered the seafood,it was stated that shipment would _in August.(8)Optimism is _ achievement and it is also the foundation of courage and true progress.(9)We have to _ the deal if you cant reduce the price.(10

43、)As exporters,we always see to it that our customers _ economical and seaworthy packing.be assuredcompetitivereducingsubmittinghave examinedhandlingbe effectedessential tocall offare guaranteed(11)If this initial order _ satisfactory,we shall be able to place a large order with you in the future.(12

44、)Please let us have your specific enquiry if you find any item in our catalogue _ in your market.(13)Any party _ resolving its commercial disputes expeditiously and economically may use this service.(14)We have sent you samples and illustrated catalogue by airmail _ your enquiry of September 20.(15)

45、Owing to the increasing demand for this type of our products,our stocks _.(16)Imports in the first three months have increased by 10 per cent _ the corresponding period last year.(17)_ you can promise prompt delivery,we may place bulk orders with you.(18)Our trading connection has broken off _ a dis

46、agreement over prices.(19)As our stocks are getting low,you are kindly requested to forward the ordered goods _.(20)_ your suggestions in your letter of May 18,our manufacturer has made some improvements in the packing of auto spare parts.turns out marketable desirous ofas perrun lowcompared withSup

47、posingowing towithout any delayIn response to2.Translate the following sentences into English1）我方的报价是合理的、现实的，符合当前市场的价格水平。）我方的报价是合理的、现实的，符合当前市场的价格水平。(1)Our offer is reasonable and realistic.It comes in line with the prevailing market.2）兹报实盘，以自本日起一周之内你方回复到达我方为准。）兹报实盘，以自本日起一周之内你方回复到达我方为准。(2)We offer yo

48、u firm subject to your reply reaching us within one week from today.(3)由于我方这些产品的存货有限，请立即订货，切勿拖延。由于我方这些产品的存货有限，请立即订货，切勿拖延。(3)As our stocks of these goods are limited,we would advise you to place your order without delay.(4)假若贵方能将价格降至与你们的竞争对手类似的价格，我们将下大假若贵方能将价格降至与你们的竞争对手类似的价格，我们将下大定单。定单。(4)We could pl

49、ace large orders if you could reduce your price to a level comparable with that of your competitors in this market.5)5)这里所报价格是成本加运费含这里所报价格是成本加运费含3%3%佣金纽约价。佣金纽约价。(5)The price quoted hereis based on C&F New York inclusive of(5)The price quoted hereis based on C&F New York inclusive of 3%commission.3%c

50、ommission.6)6)根据请求，我们将报价有效期延至根据请求，我们将报价有效期延至1212月月1515日。因此你方必须在这日期前日。因此你方必须在这日期前回复；否则，我方将把货物卖至别处。回复；否则，我方将把货物卖至别处。(6)As requested,we will extend the offer to December 15.(6)As requested,we will extend the offer to December 15.Therefore you must give us your reply before that date;Therefore you must