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1、Chapter 5Offer,Counter-offer and AcceptanceRevisionQuestion1:whatarethemaincategoriesofinquiries?Inquiriesfallintotwocategories:aGeneral InquiryandaSpecific Inquiry.InaGeneral Inquiry(一般询价),theimportermayaskonlyforcatalogues,pricelists,samples,samplebooks,orquotations,etc.,inordertogetageneralideaof
2、thebusinessscopeoftheexporter.InaSpecific Inquiry(具体具体询价询价),theimporterpointsoutwhatproductsheneedsandasksforaquotationoranofferforthisitem.Warm-upInresponsetoaninquiry,aquotationwillbesent.Aquotationmayinclude:An expression of thanks for the inquiry;Details of prices,discounts and terms of payment;
3、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 validWith an expression of hope that the quotation will be accepted.Business knowledgeThe Study of Letters Case 1 Case 2 Case
4、 3 Case 4Letter-writing GuideHomeworkAlso 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/obligation)Non-firm offer(offer without engagement/Obligation)OfferIntroduction of offers There are two kinds of off
5、ers: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a seller promises to sell goods at a stated price within a stated period of time.Once it has been accepted it cannot be withdrawn.Non-firm offer are usually made by means of sending catalogues,pricelist,and quotations.It can be considered a
6、s 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.(3)Price terms,discounts,commission and terms of payment.(4)Packing and date of delivery.(5)The validity of the offer(for firm off
7、er)OfferA firm offer can be developed in the following way:Express thanks for the inquiry,if any.Explain detailed business terms:supply all the information requested including name of commodities,quality,quantity,and specifications;commissions,or discounts,if any;indicate packing and date of deliver
8、y;state clearly the validity of the offer.End the letter by asking for an early reply or expressing willingness to do business.Introduction1.Open 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 f
9、or a favorable reply.A letter in which a non-firm offer is made can be written in the following structure:Introduction A counter-offer 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 usuall
10、y covers:(1)Thank the offeror for his offer.(2)Express regret at inability to accept the offerors offer.(3)State reasons for non-acceptance.(4)Make a counter-offer.(5)Urge the offeree to accept the counter-offer.Counter-offerThe last step in business negotiationAcceptanceCase 1在收到对方关于熊猫牌彩电的询盘信后,公司对该
11、彩电发出实盘报价。Key Points1.收到有关彩电的询盘信收到有关彩电的询盘信2.发出实盘报价发出实盘报价Useful Words and Expressions1.uniqueju:ni:k2.superiorsju:piri3.discriminatingdiskrimineiti4.firmoffer5.confirmedL/C6.besubjecttoa.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7.offer is valid for8.in the sellers favor9.time of shipment1
12、0.a rush of11.regular order12.appeal to l报盘有效期为l以卖方为受益人l装运时间l大量订单l长期订货l吸引Useful Words and ExpressionsUseful Sentences1InreplytoyourenquiryofMay24,wetakethepleasureofmakingyouthefollowingoffer.2.OurusualtermsofpaymentarebyconfirmedirrevocableL/Cavailablebydraftatsight.3.Thefirmofferissubjecttoyourrep
13、lyreachingherebefore4.Aswehavebeenreceivingarushofordersnow,wewouldadviseyoutoplaceyourorderassoonaspossible.5.Wemakeyouafirmofferforbrocadehandbags.6.Anyordersyouplacewithuswillbeprocessedpromptly.7.Thisofferremainsfirm/validuntilLetter 1 A Firm OfferDearSir,Thankyouforyourenquiryfor“Panda”BrandCol
14、orTVSetsdatedMay16.Asrequested,wearenowmakingyou,subjecttoourreplyreachinguswithin10days,thefollowingoffer:Commodity:“Panda”BrandColorTVSetsItemNo:Gb-8907Quantity:1,500setsPrice:USD450.00persetCIFAlexandriaPayment:ByconfirmedirrevocableL/CpayablebydraftatsightinthesellersfavorShipment:tobeeffectedwi
15、thin28daysafterreceiptofL/CLetter 1 A Firm OfferOur 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 products,please place your order as soon as possible.We ar
16、e looking forward to hearing from you soon.Yours faithfully,Notes to Letter One1.firm offer:“实盘实盘”,是指不可撤销的发盘;non-firm offer:“虚盘虚盘”,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 fromThis offer expires on August 8.This offer must be withdrawn if not accepted within 3
17、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.Notes to Letter One2.At your request2.At your request 应你方要求应你方要求 这是商业信函中的常用语,用作状语。这是商业信函中的常用语,用作状语。e.g.At your request,we have a
18、mended the L/C.e.g.At your request,we have amended the L/C.应贵公司要求,我们已经修改了信用证。应贵公司要求,我们已经修改了信用证。也可用:也可用:as requested,at the request of as requested,at the request of sbsb.应某人的要求应某人的要求Notes to Letter One3.subject to:以以为条件,以为条件,以为有效为有效这里subjectto是形容词,subjectto引起的短语做表语,在报盘中常用以说明盘的性质e.g.Theofferissubject
19、toourfinalconfirmation.该报价以我方确认为准。subjecttoyouracceptancewithintwoweeks以贵公司在两周之内接收为条件(说明此报盘为实盘)Notes to Letter One4.irrevocable documentary letter ofirrevocable documentary letter of credit credit 不可撤销的跟单信用证不可撤销的跟单信用证 letter of credit letter of credit 可数的普通名词,在商业书信可数的普通名词,在商业书信中常用大写,单数为(中常用大写,单数为(a
20、a)Letter of CreditLetter of Credit,复,复数为数为Letters of CreditLetters of Credit,且常用大写缩写形式,且常用大写缩写形式,即即L/CL/C和和Ls/CLs/C。当。当creditcredit表示信用证时,复数为表示信用证时,复数为 creditscredits。Notes to Letter One5.in sellers favor 以卖方为受益人还可以说in the favor of the seller,这是外贸业务术语,尤值把信用证开给某人名下。表示“以某人为受益人”“对有利”可以用:in ones favor,i
21、n the favor of sb.e.g.We have made arrangements with Bank of China to open a credit in your favor.我们已安排由中国银行开立以贵公司为抬头的信用证。Pointoutwhichofthefollowingexpressionsarefirmoffers:1.Wearemakingyou,subjecttoyouracceptancebeforetheendofthismonth,theunder-mentionedoffer:2.Ourofferissubjecttochangewithoutnoti
22、ce.3.Ourofferissubjecttogoodsbeingunsold.4.Ourofferissubjecttoyourconfirmationreach-inghereonorbeforethe25ththismonth.5.Weofferyou,subjecttoourfinalconfirmation,thefollowinggoods:6.Ourofferissubjecttopriorsale.7.OurofferissubjecttoyourreplyreachingherebyAugust14,Beijingtime.Case 2在收到对方关于熊猫牌彩电的询盘信后,公
23、司对该彩电发出虚盘报价。Key Points1.收到有关彩电的询盘信收到有关彩电的询盘信2.发出虚盘报价发出虚盘报价Useful Words and Expressions1.fluctuation2.non-firmoffer3.beinreceiptof4.withoutengagement5.withreferenceto6.takepleasureindoingsth.n.波动,起伏虚盘收到无约束力关于很高兴地做某事Useful Sentences1.Wearenowmakingyouthefollowingofferwithoutengagement.2.Weoffer,subjec
24、ttogoodsbeingunsold.3.Weoffer,subjecttopriorsale.4.WeareinreceiptofyourenquiryofMay24,andsendyousamplesofourvariousbrocadehandbags,forwhichwecanquoteyouasfollows.Useful Sentences5.Asthepricesquotedareexceptionallylowandlikelytobeadjusted,wewouldadviseyoutoplaceorderswithoutdelay.6.Wearenowmakingyoua
25、noffersubjecttoourfinalconfirmation.7.Theofferissubjecttochangewithoutnotice.(本报盘以随时更改而毋需另作通知为条件)5.Thesequotationsareallsubjecttothefluctuationofthemarket,andwehopetohaveyourdefiniteenquiriesshortly.Letter 2 A Non-firm OfferDearSir,WithreferencetoyourenquiryofMay16,wetakepleasureinmakingthefollowing
26、offer.“1,500setsofPandaBrandColorTVSets,atUSD450.00persetCIFAlexandriaforshipmenteffectedwithin28daysafterreceiptofL/CforpaymentbyconfirmedirrevocableL/Cpayablebydraftatsight,whichwehopeyouwillfindinorder.Pleasenotethatthisofferissubjecttogoodsbeingunsold.”Aswehavereceivedlargenumberofordersfromour
27、clients,it is quite probable that our present stock may soon run out.We would therefore suggest that you take advantage of this attractive offer.We look forward to receiving your order.Yours faithfully,Letter 2 A Non-firm OfferNotes to Letter Two1.With reference toWith reference to关于关于,就就而言而言(正式正式)表
28、示自己正在谈论或写的话题或主题表示自己正在谈论或写的话题或主题,还可还可说说 inreferencetoe.g.DearSir,withreferencetoyourletterof15e.g.DearSir,withreferencetoyourletterof15MayMay.先生先生,关于您五月十五日的来信关于您五月十五日的来信Notes to Letter Two2.2.We take pleasure in making theWe take pleasure in making the following offer following offer.我们很高兴地向贵公司报盘如下。我
29、们很高兴地向贵公司报盘如下。take pleasure in doing take pleasure in doing sthsth.很高兴地做某事很高兴地做某事 这是在较正式场合使用的客套用语,也可用以这是在较正式场合使用的客套用语,也可用以 下的句型表示:下的句型表示:We have/take the pleasure of doingWe have/take the pleasure of doingWe have/take the pleasure to doWe have/take the pleasure to doIts aIts a(greatgreat)pleasure fo
30、r us topleasure for us toWe are pleased toWe are pleased toNotes to Letter Two3.Please note that3.Please note that 请注意请注意 这是商业信函中的常用句型,用以提醒收这是商业信函中的常用句型,用以提醒收 信人对信中的某一内容给予特别关注。信人对信中的某一内容给予特别关注。e.g.Please note that the market for the goodse.g.Please note that the market for the goods is rising and ou
31、r price cannot remain is rising and our price cannot remain unchanged for long.unchanged for long.Exercise1.Please reply as soon as possible,说明最早装船期和付款条件。2.If you are interested,please cable us,说明所需数量。3.We cabled you yesterday,报你2000公斤核桃仁(walnutmeat),5月船期。4.Please reply as soon as possible,告知我们必要的详细
32、情况。5.We cabled you today,向你订购5000打自来水钢笔(fountain pen)。6.We wrote you last week,要求你们寄来你们最近的价目表。7.Please quote us your lowest price,说明支付条款和包装情况Key1.Please reply as soon as possible,stating the earliest date of shipment and the terms of payment.2.If you are interested,please cable us,indicating the qua
33、ntity you require.3.We cabled you yesterday,offering you 2,000 kilos walnutmeat for shipment during May.4.Please reply as soon as possible,giving us all necessary information.5.We cabled you today,placing with you an order for 5,000 dozen fountain pens.6.We wrote you last week,asking you to send us
34、your latest price list.7.Please quote us your lowest price,stating the terms of payment and packing condition.Case 3价格是贸易双方极为关注的交易条件。我方在收到有关彩电的报盘信后,认为其报价太高,于是对其价格进行了还盘。Key Points1.收到有关彩电的报盘信收到有关彩电的报盘信2.进行还盘进行还盘Useful Words and Expressions1.acknowledgeknlid2.makemeik3.justifydstifai4.allowancelauns5.
35、declinediklain6.makeaconcessiontosomebody7.makesomeallowance8.beonthehighside9.beoutofthelinewith10.inviewofa.确认,承认,答谢n.牌子v.证明是正当的n.津贴,宽容v.拒绝向某人做出让步打折扣偏高与不一致鉴于Useful Sentences1.Weappreciatethegoodqualityofthesebrocadehandbags,butunfortunatelyyourpricesappeartobeonthehighside.2.MayIsuggestthatyoucoul
36、dperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodstoourcustomers?3.Inviewoftheabove,wesuggestthatitistoyourinteresttoacceptourpricewithoutdelay.4.Yourbidisoutoflinewiththecurrentmarketprice.Useful Sentences5.Yourcompetitorsareofferingconsiderablylowerprices,andunlessyoucanr
37、educeyourquotations,weshallhavetobuyelsewhere.6.Wedonotseeanyadvantageinyourquotations,andwouldliketoknowwhetheryouhaveanybettervaluetooffer.7.Asthecompetitionhereisverykeen,weregretweareunabletoacceptyourprices,whichwillleaveusaverysmallmarginofprofit.Letter 3 A Counter OfferDearSir,Weacknowledgere
38、ceiptofyourofferfor“Panda”BrandColorTVSetsdatedMay18.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.WealsohavesimilaroffersfromKoreanmake.Theirpricesare5%lowerthanyours.Weappreciatethegoodqualityofyourproducts.Weacceptthatthequalityofyourproductsisbetter,but it does not justify such
39、a large difference in price.We might do business with you if you could make us some allowance,say 5%,on your prices.Otherwise we have to decline your offer.We shall appreciate it very much if you will make a concession and fax us your acceptance as soon as possible.Yours faithfully,Letter 3 A Counte
40、r OfferNotes to Letter Three1.1.acknowledgereceiptof:be in receipt of;have received be in receipt of;have received 收到收到收到收到 Notes to Letter Three2.declinev.下跌;拒绝e.g.Themarketisdeclining.行市下降(行市转疲)。注意下列形容词经常和market搭配使用:declining(行市)下跌;advancing上涨;strong十分坚挺(迅速上涨);firm坚挺(有上涨表现);weak疲软(有下跌趋势);brisk(act
41、ive)活跃等。Notes to Letter Three make a concession to somebody向某人做出让步e.g.Employersmadeaconcessiontotheemployeesinnegotiations Case 4在收到有关于彩电的还盘后,考虑到熊猫牌彩电在市场上推广的需要,便接受了其还盘。据此,双方交易即告成功。Key Points1.收到有关彩电的还盘收到有关彩电的还盘2.接受还盘接受还盘Useful Words and Expressions1.beappreciativeof2.concludethistransaction3.makeane
42、xception4.giveadiscountof%onsth5.fullcommitments对表示感谢达成交易破例给某物%的折扣任务已满Useful Sentences1.WeareappreciativeofyourletterofJune8,requestingtoallowyouan8%reductioninprice.2.Weacceptyourcounter-offerofJune8,andarepleasedtoconcludethetransactionofbrocadehandbagswithyou.3.However,inordertodevelopourmarketin
43、yourplace,wehavedecidedtoacceptyourcounter-offerasanexceptionalcase.4.Inviewofthelong-standingbusinessrelationsbetweenus,wehavedecidedtoacceptyourcounter-offer.5.Wehaveconcludedthebusinessthroughmutualeffortsandhopethisisagoodbeginningforthetradebetweenus.Useful Sentences6.Thereisnoroomtomakeanyfurt
44、herreductioninprices.7.Wevealreadycutdownourpricestocostlevel.8.Owingtofullcommitments,weregrethavingtodeclineyourorder.9.Wehavemanagedtoremainthepresentpricedespitetheincreasedcostofrawmaterials.10.Weregretthatwehaventhadanystockofthearticlerequiredbyyou.Letter 4 AcceptanceDearSir,Weareappreciative
45、ofyourletterofMay20whichrequesteda5%discount.Itisourcompanyspolicynottodiscountonourstandardprices.However,wearegladtomakeanexceptioninthiscaseasanintroductiontoour“Panda”BrandColorTVSets.Thus,weacceptyourcounter-offerfora5%discountbasedonapurchaseof1,500setsbyJuly15,asfollows:“Panda”Brand Color TV
46、Sets at USD427.50 per set CIF Alexandria for shipment effected within 28 days after receipt of L/CWe look forward to receiving your order,and to developing our continuing,profitable relationship.Yours faithfully,Letter 4 AcceptanceExercise:TranslatethefollowingintoEnglish1.你们在本月中国对外贸易(“China Foreign
47、 Trade”)上所刊登的广告,我们很感兴趣,现请告知该商品的详细情况。2.一旦收到你方具体询盘,我们将立即给你们报最优惠的拉格斯(Lagos)到岸价。3.如果你们第一笔运来的货令人满意,随后将有大批续订。4.按照你方要求,我们报50公吨大豆的实盘如下,以(自本日起)一周之内你方复到为准。5.我们可以从现货中供应你3000打“天坛”牌男衬衫。6.如果你公司能将9月3日的报价单的价格降低3%,则我公司将乐意接受你们的报价。Key1.We are very much interested in the advertisement in this month issue of“China Forei
48、gn Trade”.Please inform us of the details of this commodity.2.Upon receipt of your specific enquires,we will quote you the most favorable price,CIF Lagos.3.If your first order turns out to our satisfaction,large repeat orders will follow.4.At your request,we offer you firm,subject to your reply reac
49、hing here within one week,50 metric tons soybeans as follows:5.We can supply you with 3000 dozen“Tiantan”brand Mens Shirts from stock.6.If you reduce the price of quotation sheet dated eptember 3 by 3%,we are desirous of accepting your offer.Letter-writingGuideWhenwriting,itisadvisabletonotethefollowingpoints:1.Usefamiliar,conversationalwordsandexpressions2.Avoidambiguity(tomakeyourletterclear)3.Useactivevoice.Inmostcases,activevoiceshowsmorestrengththanpassivevoice.Thank you!
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