商务英语函电教程 Unit 4 [武汉理工]
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国际商务函电第四章Unit04 Offers
Unit Four Offers & Quotations (报盘和报价)
Introduction
In the international business, offers can be divided into two kinds:
A firm offer (实盘)— A firm offer is a definite promise to sell goods at the stated prices, usually within a stated period of time. The terms stated in a firm offer is binding on the sellers if they are accepted by the buyers within its validity. In a firm offer, an exact description of the goods, the time of shipment and the mode of payment should be included. A non-firm offer (虚盘)— Unlike a firm offer, a nonfirm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers.
Most quotation are used by people as non-firm offers, though some with the wording “The quotation is subject to your reply here within a week” and so on function as firm offer.
实用商务英语函电课件-Unit 4
A brief introduction to offers and counter-offers—A counter-offer
Writing tips: 1. The letter begins by thanking the recipient for his offer. 2. The letter should express regret at inability to accept the statements and provide the recipient with detailed and reasonable reasons for nonacceptance.
A brief introduction to offers and counter-offers—An offer
An offer, a clear indication of the seller’s willingness to enter into an agreement under specified terms, normally includes a closing date. Definite contents and full details of the commodity are also preferred in an offer, and words like about, and reference price are not recommended accordingly. What’s more, terms and conditions under which an offer is made include items like commodity, specifications, quantity, quality, price, discounts, delivery date, shipping costs, and payment terms.
国际商务函电：Chapter 4
Yours faithfully,
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
Example: an enquiry from a seller
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditions of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs, Thank you for your catalogue and pricelist, which we received last week. After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience.
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
Example: an enquiry from a seller
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditions of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs, Thank you for your catalogue and pricelist, which we received last week. After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience.
商务函电Unit 4
Letter 6
Reply to an Importer
4.urge “竭力推荐或力陈某事物” 竭力推荐或力陈某事物” 竭力推荐或力陈某事物
urge sb. to do sth. 劝告某人做某事
5.as… as possible —asap
“尽可能 地” 尽可能…地 尽可能
e.g. You must finish your work as soon as possible.
Letter 1
An Enquiry for IBM-Compatible PCs
3. terms of payment “支付条款，支付方 支付条款， 支付条款
式”
4. Should your computers be of good quality and…
Should用于 / in case 后 ， 可以省略 / in 用于if 可以省略if 用于 case，将主语与动词倒置，表示“万一” ，将主语与动词倒置，表示“万一” e.g. If you should change your mind, do let me know. =Should you change your mind, do let me know.
书”
7. in advance “提前，预先” 提前， 提前 预先” e.g. The rent must be paid in advance.
Letter 5
Reply to the Enquiry from a Customer Abroad
1.enclosed please find… “随信附上 随信附上…” 随信附上 = We enclose… e.g. Enclosed please find three copies of our latest catalog. 2.draw one’s attention to “让某人注意 让某人注意…” 让某人注意 e.g. She drew my attention to an error in the report.
商务英语函电 U4 AFTER
5) There is no doubt that our team has qualified for the final.
Cloze
1) C
2) A 3) C
4) B
5) A
6) B
7) BCK
After-reading Activity
Translate the following expressions.
BACK
Answers to Exercises
Vocabulary 1.
1) extremely 4) positive 7) former 10) competed
2) factor 5) career 8) ranked
3) in particular 6) effect 9) success
Structure
1.
1) Betty earns as much money as Mike. 2) My sister walks as quickly as my brother. 3) His classmate is as beautiful as his girlfriend. 4) The little boy is as clever as the little girl. 5) Helen studies as hard as I.
Translation
1) 他现在就像刚从事竞技的时候一样，对体育充满热情 。
2) 他的信心不仅现于他灿烂的笑容或纹身，更体现在他 的思想中。
3) 一个人要想成功，仅有信心还不够。格林对待训练的 态度也是他获得成功非常重要的因素之一。
4) In spite of all her efforts, she failed to accomplish the task.
Cloze
1) C
2) A 3) C
4) B
5) A
6) B
7) BCK
After-reading Activity
Translate the following expressions.
BACK
Answers to Exercises
Vocabulary 1.
1) extremely 4) positive 7) former 10) competed
2) factor 5) career 8) ranked
3) in particular 6) effect 9) success
Structure
1.
1) Betty earns as much money as Mike. 2) My sister walks as quickly as my brother. 3) His classmate is as beautiful as his girlfriend. 4) The little boy is as clever as the little girl. 5) Helen studies as hard as I.
Translation
1) 他现在就像刚从事竞技的时候一样，对体育充满热情 。
2) 他的信心不仅现于他灿烂的笑容或纹身，更体现在他 的思想中。
3) 一个人要想成功，仅有信心还不够。格林对待训练的 态度也是他获得成功非常重要的因素之一。
4) In spite of all her efforts, she failed to accomplish the task.
商务英语函电第四章PPT课件
force majeure events.
As to terms of payment, we accept TT (30%eposit balance against copy B/L)
or LC at sight.
2I0t2i1s/3O/12K to send you a sample for test first. I will check the samples
2021/3/blanks with appropriate propositions
1.Our quotation __fo_r____ 30 tons of Shandong groundnuts is
valid __f_o_r_/i_n_ 10 days. 2.You can rest assured that the sample will prove _t_o____
2,000pcs cotton pillow cases,.
7.Our clients are interested _i_n______ your sample. 8.Most products at the fair are __o__f _____ no interest ____t_o____ us.
5
But we can provide the similar slipper for you, you can evaluate the quality. If you accept it, please tell us your Express account and the detailed address so that we can send the sample as soon as possible.
《商务英语函电》第四章
首次订单 新订单
trial order
试订单
repeat order
续订单
duplicate order
重复订单
place an order with sb. for sth.
carry out /execute /fill /fulfil an order
accept an order
向某人订购某物 执行订单 接受订单
An order or a letter
placing an order
Article Number Specifications
Quantity Quality Unit Price & Total Value Shipment Packing Payment Insurance Order Number and Date Names and Addresses of Both Parties Other Specific Conditions
Practice
I. Translate the following expressions from English into Chinese:
1. first order 首次订单
3. Item No. 货号，产品标号
5. be up to 符合，达到
2. proforma invoice 形式发票
• Dear Sirs, • Tennis Rackets • Thank you for your quotation of December 20 for the ___s_u_b_j_e_ct___
goods. Both the quality and the prices you offered are __a_c_c_e_p_ta_b_l_e_ and we decide to order 3,000 pieces ____f_r_o_m____ you as per the particulars ___e_n_c_lo_s_e_d__.
《商务英语函电教程》Unit 4发出要求与拒绝邀请
Guidelines for Writing
1. A letter of offer or quotation
A letter 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 be accepted.
A firm offer will include the following:
a. An expression of thanks for the endities, 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. (optional)
In practical international business, there are two kinds of offers:
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In practical international business, there are two kinds of offers:
firm offer non-firm offer
A firm offer is a proposal for concluding a
contract on the terms and conditions stated. Firm offers are mo 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 creates a power of acceptance permitting the offeree by accepting the offer, to transform the offeror’s promise into a contractual obligation. Thus, once it has been accepted it cannot be withdrawn.
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 customers or new customers who may have interests in his products without waiting for an enquiry.
Guidelines for Writing
1. A letter of offer or quotation
A letter 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 be accepted.
3. A letter of re-counter offer
A letter of re-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.
Specimen Letter-1 (An Offer based on Enquiry) SHENZHEN NEW CENTURY TRADING CO., LTD
Rm 818, 3 Building Ease, SEG Science & Technology Park
Huajiang North Road, Shenzhen, China 518028 E-mail:Helen@ Tel: 86-755-30113998 September 30, 2007 The NILE TRADEING CO., LTD 161 Pyramid Street Alexandria.Egypt Dear Sirs, Replying to your enquiry of May 13 for a supply of our crockery, we are pleased to quote as follows: Teacups ＄56 per hundred Tea Plates ＄40 per hundred Teapot, 1-litre ＄3 each
Unit Four
Offers and Counter-offers
Learning Objectives
To understand conditions than an offer and counter-offer shall possess. To understand conditions of acceptance To learn usual steps for making an offer and a counter-offer
A firm offer will include the following:
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. (optional)
Commodity: Green Beans Guangdong Origin, 2007 crop Quantity: 300 metric tons Price: USD930 per metric ton CIF London Packing: in ordinary second-hand gunny bags Shipment: in August, 2008 Payment: 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
These prices include packing and delivery, but crates are charged for, with an allowance for their return in good condition. We can deliver 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 pleasure of your order. Yours faithfully, Yao Da-ming
August2008 Foods Industrial Company 875-9865 Shireroad London, UK
Dear 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:
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 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.
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 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.
firm offer non-firm offer
A firm offer is a proposal for concluding a
contract on the terms and conditions stated. Firm offers are mo 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 creates a power of acceptance permitting the offeree by accepting the offer, to transform the offeror’s promise into a contractual obligation. Thus, once it has been accepted it cannot be withdrawn.
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 customers or new customers who may have interests in his products without waiting for an enquiry.
Guidelines for Writing
1. A letter of offer or quotation
A letter 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 be accepted.
3. A letter of re-counter offer
A letter of re-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.
Specimen Letter-1 (An Offer based on Enquiry) SHENZHEN NEW CENTURY TRADING CO., LTD
Rm 818, 3 Building Ease, SEG Science & Technology Park
Huajiang North Road, Shenzhen, China 518028 E-mail:Helen@ Tel: 86-755-30113998 September 30, 2007 The NILE TRADEING CO., LTD 161 Pyramid Street Alexandria.Egypt Dear Sirs, Replying to your enquiry of May 13 for a supply of our crockery, we are pleased to quote as follows: Teacups ＄56 per hundred Tea Plates ＄40 per hundred Teapot, 1-litre ＄3 each
Unit Four
Offers and Counter-offers
Learning Objectives
To understand conditions than an offer and counter-offer shall possess. To understand conditions of acceptance To learn usual steps for making an offer and a counter-offer
A firm offer will include the following:
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. (optional)
Commodity: Green Beans Guangdong Origin, 2007 crop Quantity: 300 metric tons Price: USD930 per metric ton CIF London Packing: in ordinary second-hand gunny bags Shipment: in August, 2008 Payment: 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
These prices include packing and delivery, but crates are charged for, with an allowance for their return in good condition. We can deliver 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 pleasure of your order. Yours faithfully, Yao Da-ming
August2008 Foods Industrial Company 875-9865 Shireroad London, UK
Dear 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:
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 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.
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 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.