Unit Seven Quotations, offers and counter-offers
Unit 7 Quotations, Offers and
1. We confirm having cabled you a firm offer for the following goods, subject to your reply reaching us by September 20. 2. We have learnt that there is a good demand for walnuts in your market, and take this opportunity of enclosing our Quotation Sheet No. 6868 for
While making an offer, quotations may be sent. A quotation should include the following: 1. An expression of thanks for the enquiry. 2. Details of prices, discounts and terms of payment. 3.A statement of what the prices
4. While we thank you for your letter dated July 9, we find it very regrettable to point out that your prices appear to be on the high side and that there is no possibility of business.
your consideration. 3. In reply to your cable of 3rd June, which asked us to make an offer for our blanket No. 33, we wish to confirm our cable dispatched on June 6 offering you without engagement the following:
unit 7 Quatations_ offers
Objectives
Upon completion of this chapter, the students will: Understand the differencefirm offer and grasp their relative expressions. Learn how to make an offer
without engagement 此报盘无约束力 We are now making you the following offer without engagement.
现报盘如下，此报盘无约束力。
Non-firm Offer
subject to the goods being unsold 以货物未被售出为准 We are now making you a special offer subject to the goods being unsold. 我方向你方报特惠盘，以货物未 被售出为准。
Firm offer（实盘常用表达方式）
1. We are now making you a firm offer for 10 metric tons of rice. 现为你方报10公吨大米实盘。
2. We are now offering you firm as follows, 现为你方报实盘如下。
An offer is a proposal made by sellers to buyers in order to enter into a contract. There are two kinds offers: firm and non-firm offers.
外贸函电
Unit Two Establishing business relations•与…建立业务往来enter into trade relations / business with …•享有盛誉Enjoy high reputation / great popularity •受欢迎Be well received•以…出名Be noted for / be known for / be famous for •作为参考For reference / information/consideration•Write a letter to Denman & Sons at 45 Cannon Street, London, E.C.4, telling them that you wish to enter into business relations with them, with the following particulars:•Introduced by Mr. A.G. Topworth of Swanson & Bros., of Hamburg•The main line of your business is exporting chinaware•Illustrated catalogue and price-list will be provided against their specific enquiries.3 February 2007Messrs. Denman & Sons45 Cannon StreetLondon E.C.4Dear SirsWe have learned from Mr. A.G. Topworth of Swanson & Bros., of Hamburg a long-time business partner of us, that your company is the leading importer of chinaware in U.K. Since our company specializes in exporting high-quality chinaware, we would like to enter into business relations with you.Should you require our latest catalogue and price list, we would be pleased to supply.We look forward to hearing from you soon.Yours sincerelyWang MingSales ManagerChina Handicrafts Imp & Exp Co.ltdUnit Three Status EnquiriesFinancial standing 财务状况Bring an action against sb. 向…提起诉讼Unit Four Enquiries and RepliesExcellent in quality and reasonable in price 物美价廉Irrevocable L/C at sight 即期不可撤销信用证Supply fails to meet the demand供不应求Arthur Grey & Son write to China National Import & Export Corporation, stating that they have an order to supply a hotel with table-cloths. They request samples in handsome designs of medium and best quality linen suitable for the purpose.20 March 2007China National Imp. & Exp. Corp.80th floor Jingmao PlazaShanghaiDear Sir or MadamWe are in the market for table-cloths as we have received an order to supply a hotel.We wonder if you can provide us some samples of handsomely designed table-cloths of medium and best quality linen suitable for the purpose.We should be very much appreciated if you would reply to us as soon as possible.Y ours sincerelyDavid SmithManagerMessrs. Arthur Grey & SonUnit Seven Quotations, Offers and Counter-offersCurrent price 现价Unit Eight Sales promotionEconomical and practical 经济实惠Write a letter according to the instruction•Your firm has put a new product on the market. Write a letter offering to supply this new product to your buyers abroad.Dear SirBy today’s post w e have sent you sample of a pair of sweater- the latest product of our factory’s winter-collection.We can offer these sweaters in all the popular sizes at the prices shown on the attached list. You will note that we are making you a special introductory reduction in prices owing to your support in the past. We can maintain this reduction only for a short time, so we recommend your early orders.The sweaters are available from stock, and delivery can be made within two weeks from receipt of order and the letter of credit.We look forward to hearing from you in due course.Yours truly Unit Nine Orders and their fulfillmentWrite a letter according to the instruction•You are writing a letter to your customer, acknowledge receipt of his order, but regret being unable to accept it at the prices quoted previously. Quote your current prices and ask for your customer’s opinion.Dear SirsWe thank you for your order No. 6223.We regret, however, that we cannot book the order atthe prices we quoted six weeks ago. As you know, freightand the cost of materials have risen substantially in themeantime, and we were compelled to adjust our prices inorder to cover at least part of this increase.The lowest prices we can quote today are asfollows: …………………………………………The above prices are on CIF Singapore basis. Pleaseinform us by return whether we may book our order atthese revised prices.Yours faithfullyUnit Ten Terms of paymentThe disadvantages of using an L/C•Complicated procedure of applying for a L/C•Banks will charge service fee for issuing a L/C, therefore it add more cost to the buyer.The advantages of using an L/C•It is reliable and safe for both sellers and buyers.•Because the issuing bank use its own credit to guarantee the payment of orders.•The procedures for issuing an L/CBuyer & seller reach a Sales contract and agree to use L/C as payment term.Buyer asks its bank to Issue an L/C with the seller As the beneficiaryThe advising bank or Confirming bank informs the Seller that L/C has been issued.The issuing bank asks another Bank (in the seller’s country) to be the advising bank Or confirming bank.The advantages & disadvantages of using D/P or D/AAdvantage: Simple procedures Lower costDisadvantage:High risks Banks only collect & remit without providing its guaranteeclean ~~ bill of lading 清洁已装船提单WPA with particular average 水渍险被授权作…Be authorized to do汇票draft 提单Bill of lading商业发票Commercial invoice跟单信用证统一惯Uniform Customs & Practice for Documentary credit国际商会International Chamber of CommerceWrite a letter according to the instruction•Answer an enquiry from E.G. Alexander & Co., who wants to know what method of payment your firm is prepared to accept.Dear SirsThanks for your letter of 14th August,2006.As for the payment terms you inquire for, we wish to inform you that we only acceptpayment by confirmed, irrevocable L/C available by draft at sight and that it should be opened in our favor and reach us one month ahead of shipment, remaining valid for negotiation in China for another 21 days after the prescribed time of shipment and allowing transshipment and partial shipments.We hope that you will effect payment in this way for all the transactions concluded between us.Yours sincerelyUnit Eleven Packing•Write a letter to your customer, telling him that you have improved your packing and that from now on all garments are to be packed in cartons instead of wooden cases.Dear SirsPlease be informed that for your future orders we shallpack our garments in cartons instead of in wooden cases.The improved packing has the following advantages:1.It will prevent pilferage.2.It is quite fit for ocean transportation.3.Our cartons are well protected against moisture.4.Cartons are light and compact, so they are more convenient to handle in loading andunloading.We hope you will accept our carton packing and assure you of our continued cooperation.Yours sincerelyUnit Twelve InsuranceFPA (Free from particular average)平安险WPA (With particular average) 水渍险All Risks 一切险General Average 共同海损Particular Average 单独海损General Additional Risks 一般附加险Special Additional Risks 特殊附加险PICC (The People’s Insurance Company of China)中国人民保险公司CIC (China Insurance Clauses)中国保险条款Ocean Marine Cargo Clauses of PICC 中国人民保险公司海洋运输货物保险条款中国商检局China Commodity Inspection Bureau上海商检局Shanghai Commodity Inspection BureauUnit Thirteen ShipmentRoad TransportAdvantages: 1. cheaper 2. more direct (door to door)Disadvantages: 1. slower 2. smaller loading capacity 3. limited to landRail TransportAdvantages: 1. faster 2. greater loading capacityDisadvantages: 1. more expensive 2. less directAir TransportAdvantages: 1. fastest (over long distance) 2. time savingDisadvantages: 1. most expensive 2. loading capacity limited3. unsuitable for inexpensive goodsSea/Ocean TransportAdvantages: 1. cheapest 2. greatest loading capacityDisadvantages: 1. slowest 2. unsuitable for urgently needed goodsSteps in making a shipment;1.Get rate of shipment From carrier 承运人2.Shipper托运人accept the rate quoted3.Goods are delivered to Dock, and shipping permit Is exchanged for a dock receipt ora mate’s receipt4.Carrier reserves the Space and provide a Shipping permit(order) 装运单Write a letter to your customer informing him what arrangements you have made for the transport of a consignments of chemicals.Dear SirsPlease be informed that the chemicals you ordered have been ready for shipment. They are packed in plastic bags, which are strong and durable. We are quite sure that they will arrive at your port in good condition.The shipment will be effected by s.s. “Calchas”, which is scheduled to leave here on 16th May and expected to arrive at your port around 10th June.The shipping documents will be sent to you in due course.Yours sincerely。
函电7
competitive/acceptable/reasonable/attractive price 有竞争力/可接受/合理的/有吸引力的价格 unreasonable/unworkable/impracticable/infeasible price 不合理/不可行的价格 price in line (out of line) with the market 价格和市场价格相一致（不一致） 谈论价格高： Your price is a bit high. 你方价格有点高。 Your price is on the high side. 你方价格偏高。 Your price is excessive. 你方价格过高。 Your price is rather high. 你方价格相当高。 Your price is too high. 你方价格太高。 Your price is prohibitive. 你方价格高得令人望而却步。
we would particularly stress the importance of price since the principal market here is for mass-produced goods at popular prices.
Your sincerely ABDULLAH SAMIH & Co. Manager
Point out which of the following expressions are firm offers: 1.We are making you,subject to your acceptance before the end of this month,the undermentioned offer: 2.Our offer is subject to change without notice. 3.Our offer is subject to the goods being unsold. 4.Our offer is subject to your confirmation reaching here on or before the 25th this month. 5.We offer you, subject to our final confirmation,the following goods: 6.Our offer is subject to prior sale. 7.Our offer is subject to your reply reaching here by August 15,Beijing time.
《商务英语函电教程》Unit 4发出要求与拒绝邀请
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)
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: greenplants@
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.
外贸英语函电第七章
We make you the following offer, subject to your reply reaching here within 3 days (by 5 p.m. March 21 our time). 我方作出如下报盘，以贵方3日内复到为有效（我方时间3月 21日下午5时前）
判断下面函电是虚盘还是实盘：
Dear Sirs, Re: Hog Casings We are in receipt of your letter dated June 6 and very pleased to be told that there are extremely brisk demands for captioned goods in Tokyo. In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Commodity: Salted Hog Casings Specification (cm.): 28/30 30/32 32/34 34/36 36/38 38/up Quantity (Barrel): 1 2 7 10 10 20 Price: US$__________CIF% Tokyo Shipment: September/October, 1997 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. Certificate: certificate of quality to be issued by the China Commodity Inspection Bureau, certificate of origin to be issued by the China Council for the Promotion of International Trade. We trust the above will be acceptable to you and await with keen interest your trial order.
Unit7Quotations-Offers-And-Counteroffers3PPT课件
How to get in touch with customer after quotation
Sometimes you may encounter the following problem when trading. You received an inquiry and replied, but you got no replies. The following is the advice on how to handle such problem.
❖ 发盘的定义为：交易的一方为了销售或购买 一批商品，向对方提出有关的交易条件，并 表示愿按这些条件达成一笔交易，这种意思 表示的行为称作发盘。
4
1. Offer and quotation: ❖ 1）A quotation is often taken by many Chinese
business person to stand for a unit price with delivery conditions. ❖ e.g. USD324/PC CIF New York; ❖ An offer is considered to include more conditions such as shipment, payment, insurance and packing. ❖ (2)From the legal point of view，a quotation is not an offer. It is only a promise on the part of the seller to supply goods on the terms stated.
❖be familiar with the terms & conditions involved in an offer and be able to write them independently.
Unit seven 外贸函电
Acknowledge a first order
“First orders”, that is orders from new customers, should most certainly be acknowledged by letter.(用信函确认） A reply to a first order should cover the following particulars: 1. you are much honored 2. The quality of your products and your service are assured 3. you also handle other similar products of the same high quality as the goods ordered 4. you hope to establish long-term business relations with him on the basis of equality and mutual benefit
E-mail 2
A letter to place an order + Order Form 1. To state the willingness to order 2. to indicate other conditions and terms 3. the Order Form a. name and address b. order No. and date c. quantity d. descriptions of goods e. article No. f. unit prices g. mode of packing h. date of shipment i. terms of payment
并希望不久的将来可以跟你们成功地达成交易此致敬礼Sample
Unit One Introduction to Business Letters Unit Two Establishing Business Relations Unit Three Inquiries Unit Four Offers & Quotations Unit Five Firm Offers Unit Six Non-firm Offers Unit Seven Counter-offers Unit Eight Placing & Confirming an Order Unit Nine Declining an Order Unit Ten Placing Repeat Orders 下一页 Unit Eleven Terms of Payment
上一页
Unit One Introduction to Business Letters (商务信函概论)
Functions of Business Letters
to inform, which refers to conveying the vast amount of information needed to dayto-day operations of the business; to influence, which means that messages included in a business letter should also influence the reader’s attitudes and functions.
Unit One Introduction to Business Letters (商务信函概论)
The General Procedures for Business Letter Writing:
Unit_Seven(正式版)
Price: Ex-work USA IN US Currency CIF Guangzhou ExDelivery: To be effected by sea from USA in about 18 weeks to Guangzhou subject to the date of receipt of your sight irrevocable credit. Payment terms: 100% contract value payable by sight irrevocable Letter of Credit at sight it in favor of ALL FIT ENGINEERING LIMITED to be issued either by the buyer or an I/E Corp. authorized by the buyer within 30 days from the date of buyer’s contract. buyer’ Machinery Warranty: 12 months from the date of cargo receipt. Warranty will be null and void if damage is caused by misuse, accident or error operation. Training: One technician will be sent to the buyer’s plant buyer’ for six working days free of charge. However, the buyer is required to provided accommodation, transportation and meals during the period.
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How to make an offer?
An offer of goods is usually made through: • Advertisements • Circulars （邮件，信函） • Reply to enquires It is the first step in business negotiation!
利润空间 中档价格
有现货供应
有存货/无存货
More Words and phrases
Ceiling- price Rock-bottom price Wholesale price Retail price Gross price Net price 最高价 最低价 批发价 零售价
总价，毛价
净价 现价
Difference between a quotation & an offer
A firm offer although not a contractual obligation (合约规定的义务), cannot be withdrawn by the seller within its validity. It is the buyer’s option to accept or reject or counter-offer (还盘) during the validity period. If the buyer accepts, then it is a contractual obligation(合同义务).
What is an offer?
An offer（报盘）, especially a firm offer (实 盘), is a promise to sell goods at a stated price, usually within a certain period of time. It must be: • Clear • Definite • Complete • Final
Current price
good
Durable
Fancy goods
耐用品 花哨商品（如：女式鞋，帽， 手套，饰物等）
Exercise I:
Turn to page 118
Exercise II Fill in the following blanks with suitable prepositions
Some other information included in an offer • An exact description of the goods • Patterns or samples
How to reject an offer?
The letter of rejection should cover the following points: 1. Thank the letter for his offer 2. Express regret at inability to accept 3. Make a counter-offer if, in the circumstances, it is appropriate 4. Suggest other opportunities to do business together
3. 你方6月3日来电要求我们报第33号毯子。 现确认我方于6月6日电报向你方报盘如下， 该盘不受约束。
In reply to your cable of 3rd June, which asked us to make an offer for our blanket No.33,we wish to confirm our cable despatched on June 6 offering you the following without engagement,
1. 我们确认已向你方发出下列商品的实盘， 以九月二十日前复到有效。 • We confirm that we have made you a firm offer for the following goods, which is subject to your reply reaching us before September 20.
Let’s read the four sample letters on page 112-115 in details.
Sample letters
Words and phห้องสมุดไป่ตู้ases
Light-weight Mass-produced 轻便
大批量生产的
廉价/大众价 定期订单 / 重复订购 经特别处理 销售资料
Exercise II:
Key:
of, with, in, with, for, at，To, before, from, in, with，Of, by, under, for, of, upon, of
Exercise :
Translate these sentences from Chinese to English.
4.你方7月9日来函收到，谢谢。很遗憾，你方 价格偏高，无法成交。 While we thank you for your letter dated July 9,we find it very regrettable to poingt out that your prices appear to be on the high side and that there is no possibility of business.
Popular price
Regular order / repeat order Be specially treated Sales literature / sales brochures Profit margin price range from stock In stock / out of stock Medium Available
Unit Five Quotations, Offers and Counter-offers
Quotation
A satisfactory quotation usually includes: 1. An expression of thanks for the enquiry 2. Details of prices, discounts and terms of payment 3. A statement or clear indication of what the prices cover (e.g. freight and insurance, etc.) 4. A promise to the date of delivery or time of shipment 5. The period for which the quotation is valid / validity period It will conclude with an expression of hope that the quotation will be accepted.
2.获悉你地市场对核桃有很大需求，兹附上第 6868号报价单供参考。 • We have learned that there is a strong demand for walnut in your market, we hereby enclose our quotation list No.6868 for your reference.