国际商务英语Unit 5 Quotations, offer and counter-offer
offer and counteroffer
Offer and Counter Offer 报价和还价Dialogue 1A: Mr. Li, I’d like to know your quotation.B: Well, Mr. Smith. Here is the price list. 500 cases of black tea, at 20 pounds per kilogram, CIF(cost insurance and freight) Liverpool. We’ll make shipment in October.A: Your price is high. It would be difficult for us to make any sales.B: I’m very surprise to hear you say that. As you know, the price of black tea has gone up since last year. Our price is more favorable than those in other places.A: I’m afraid that I can’t agree with you there. India has just come into the market with a lower price.B: But our tea is of high quality. Considering quality, our price is reasonable.A: No doubt your black tea is of high quality, but there is keen competition in tea market. Some countries are lowering their prices.B: So far, our black tea has stood the competition well. Our clients keep on buying our tea because ours is better in flavor or color than other tea.A: We’ll have difficulty persuading our clients to accept the price.B: To be frank with you, if it weren’t for our good relations, we wouldn’t offer you such a price.A: Can’t you make any concessions? If that’s the case, we might as well call the deal off.B: What’s your proposal?A: Your unit price is 5 pounds higher than we can accept.B: Do you mean we lower our price to 15 pounds? That’s impossible! A: In order to close the deal, let’s meet each other half way. What about 17 pounds？B: 18 pounds. This is our lowest price. We can’t make any concessions. A: All right. I accept it.B: I’m glad that we’ve settled the price. Now let’s go on to the other terms.2.生词短语quotation offer counter-offer CIF favorable quality considering reasonable competition persuade frank concessionproposal settle terms respond absolutely realistic prepare compromise discount acceptable feasible prohibitive stiff skyrocket spiral advance make an exception call off firm offer make shipment make any sales3.实用句型报价We are pleased to offer you……As requested, we are pleased to make you a firm offer.一个实盘从法律上讲，必须符合三点要求才能构成实盘。
Unit5
• Our Cotton Tablecloths are enjoying fast sales in the United
States and Europe because they are b__o_t4h___ excellent in
qauanldity ___5___ reasonable in price. • We are looking _fo__r6w_a__rdto your order.
• Whether or not to accept your recommendation is subject to my superior.
• 是否接受贵方建议取决于我的上司。
key Points
• 3. Regrettably, we are unable to accept your offer as your prices are too high.
a copy sample
of our catalogue, books. Details of
latespt r_ic__e2___
our condition
olifsts,atloegaenthdetrewrmpithsayoomfurent
___3___ are stated therein.
• 很遗憾我们不能接受贵方的发盘因为你们的报价太高。
• 请看类似的表达方法：
•
We might not do business with you unless you co
uld make us some discount, say 20%, on your prices.
• 除非贵方可以提供价格优惠，如20%，不然我方难以与你 方做生意。
Quotations, Offers and Counter-offers 报价 发盘 还盘
Write the letter of offer generally bases on following points:
1. Reply in time; 2. Clearly and correctly reply; 3. Include all terms of trade; 4. Clarify it is firm offer or non-firm offer; 5. Introduce the advantages of commodities.
Write the letter of counter-offer always based on the following principles:
1. Be polite but directly tell the subject; 2. List what you disagree; 3. Clearly make your suggestions.
包装、数量、交货期、价格支付方式、装运期等）对 报盘有效期做出规定，这一点也很重要。
Final ：无保留：发盘人愿意按照他所提出的交易条件 同受盘人签订合同，除此之外，没有任何保留条件。
subject to our final confirmation. subject to prior sale. subject to the goods being unsold. subject to change without notice without engagement
Letters about offer generally bases on the following steps:
商务英语函电05Counter-offer
《商务英语函电》 Unit 5 Counter-offer
Specimen Letters
Knowledge Objective
Skill Objective
Warm Up
1. Buyer’s counteroffer on price of DV
Sample
Business Situational Design
3．Know the letter structures of counter-offers and counter-counter-offers
《商务英语函电》 Unit 5 Counter-offer
Knowledge Objective
Warm Up
Business Situational Design
Specimen Letters
Notes
Trade Terms and Typical Sentences
Practice Training
Skill Training
Summary of Project
Skill Objective
Skill Objective
1．Can duly deal with your clients’ offers effectively 2．Know how to deal with the counter-offers you received 3．Skilled at the tact in price negotiations
We are anticipating your early acceptance.
Yours faithfully,
《商务英语函电》 Unit 5 Counter-offer
Chapter 5 Offer & Counter-offer
Chapter 5 Offer & Counter-offerBusiness knowledgeIn response to an enquiry, an offer or quotation may be sent.Distinction b/w offer and quotation严格讲quote/quotation与offer不同，quote/quotation是报价，指某一商品的单价，offer是报盘，除单价外，还包括数量，交货期，付款方式等等。
另外，offer一般比较固定，卖方价格报出后，一般不能轻易变动，而quote/quotation则不同，卖方报价后，不受约束，可以根据情况略加调整。
尽管有区别，但各国商人则往往把这两个词混用。
Replies as quotation1. An expression of thanks for the inquiry2. Details of prices and discount3. A clear indication of the terms of payment4. An understanding as to the delivery date5. An expression of hope that quotation will be accepted.Practice1. 确认我今天早上的电话谈话如下。
本公司提供给贵公司400磅稻米，特别廉价，每磅80元CIF温哥华confirming our telephone conversation this morning, we can offer you the rice of 400 lbs, at the special low price of 80 per lb. CIF Vancouver2. 如订购2000台以上，准备特价报盘，每台9.1美元，即给5%的折扣。
On condition that you take more than 2 000 Sets, we are prepared to offer this special price of $9.1 per set with a 5% discount3. Terms of paymentThe payment is to be effected against bill of exchange at 60 days.We are pleased to say that we can guarantee delivery of garments within 8 weeks of your order.Practice1.确认你当订单后一个月内可装运.confirmi ng that you are guaranteed delivery of … within four weeks of your order.OfferAn offer is a proposal of certain trade terms by the seller or the buyer and an expression of willingness to make a contract or agreement according to the terms proposed. The one who volunteers to give conditions is called offeror. The one who accepts the condition is called offeree.报盘, 交易的一方向另一方提出买或卖某项商品的各种交易条件并愿意按所提出的条件与对方达成交易，这种口头的或书面的表示称之为报盘(报价、发盘)。
商务英语函电第五章
From: alicia0618@ To: Jeremy Weiner @ Sent: November13, 2010 10:07 AM Subject: Flip Flop Attachment: PI Dear Jeremy, Thank you ery much for your order inquiry. At your request, we are pleased to make you an offer, subject to your reply reaching us by November 20,2010 as follows： “Fail Fascia” Brand Flip Flops ( EVA style) Unit price: HC13097 USD0.75 /piece FOB C2 Fuzhou. HC808B301 USD0.85/piece FOB C2 Fuzhou Size range: 35/41 Color: navy blue, black Quantity: 31,200pairs Packaging: Each pair in a poly bag, 24pairs/CTN Leading time: within 45 days upon receipt of L/C or 30% deposit payment Payment: Western union, Money gram, papal. Or 30% deposit T/T in advance, 70% balance by irrevocable L/C at sight. Please kindly check our attached PI for your reference. As there has been a large demand for the items, such a growing demand can result in an increase in price. We advise you to place an order ASAP. We look forward to your feedback. Best regards, Alicia China Oriental Footwear Import & Export Corp.
Quotation Firm Offers &Counter Offers
III. Firm offers
Eg: 我方现报盘．报盘的有效期自５月２８ 日起１０天内有效． We are giving you an offer,…….. 4. packing ① in… of … each eg: 男士衬衫用木箱装，每箱２０打． Men’s Shirts are packaged in wooden cases of 20 dozen each. ② at buyer’s /seller’s option 5.促单：We are expecting your early reply. ……………………your first order( trial order).
II.
Offers
Types ( firm offers and non-firm offers) Non-firm offer 特点：有条件的定约建议．（不具有法律约束力） 条件：a. This offer is subject to our final confirmation. b. This offer is subject to the goods being unsold. Firm offer 1. definition :是指卖方向买方发出的在一定的价格 条件下， 一定期限内出售货物的承诺． ２．特点：①有法定的约束力．﹙effective in law﹚ ②有效期﹙validity﹚ ③有确定的交易条件﹙terms of
II. Offers
Writing 1. request :准确．凝练 2.structure: 开头（确认来信） ↓ 内容 ↓ 补充 ↓ 促单 ＊注意实盘和虚盘的写作区别
III. Firm offers）(example letter P83) １．给某人报盘(give sb an offer for/of……) eg: ①现报２０吨红茶的盘． We are giving you an offer for 20 tons Black Tea. ②贵方１０００斤红茶的盘已收悉． We confirm your offer of 1,000 Kilos Black Tea. 2. Validity ① ….. subject to your reply here by…. ②…….keep our offer open/ good/ effective/ valid/ firm for…. ③…… provided your reply reaches us within ….days from today.
国际商务函电：Chapter 5
Brain storm: a quotation? an offer?
Express promise to sell Detailed elements: price, packing, shipment,payment terms, etc. Our price is FOB Shanghai $100 M/T, subject to your reply 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 don’t intend to be bound by anything if you accept.
the definition of an offer and counter-offer; the difference between firm offers and non-firm offers; the legal binding effect of a firm offer; how to structure a letter to make an offer and a counter-offer; how to use the common expressions in this type of letter.
We trust that the above offer will be acceptable to you and await with keen interest your first order.
Yours sincerely, Wang Hao Sales Manager
外贸函电Unit-5PPT优秀课件
For the quantities you mention we are pleased to quote as follows:
“D.D.” Raincoats
100 men’s medium USD13.00 each USD1300.00
100 men’s small现方式做保护处理对用户上传分享的文档内容本身不做任何修改或编辑并不能对任何下载内容负责
Unit 5
OFFERS AND COUNTER-OFFERS
1
• An offer is a proposal to give or do something. An offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer.
2.Offer somebody firm something at…price 以…的价格向某人报某物的实盘
We offer you firm 3,000 metric tons of chemical fertilizer.
3.offer somebody something FOB ,CIF, etc.
The offer is subject to our final confirmation.
17
Specimen letters 3
Dear sirs Thank you for your letter of June
25 offering us your ‘D.D.” brand raincoats. To be candid with you, we like your raincoats, but your prices appear to be on the high side as compared with those of other
quotation offer and counter offer
Sample letter
• Read letter 4.3.1 and analyzed how the letter is structured.
• Dear Sirs, • Seeing your advertisement in the American Trade Directory, will you kindly send us as soon as possible your latest price list of Man’s coat, and synthetic fiber goods, with the lowest quotations, together with an illustrated catalogue. • We shall be pleased to have you inform us of your best terms and conditions, and also your references, ours is the American Citi Bank, Hong Kong. • Your early reply will be appreciated.
Reply a letter requesting for quotation
• An enquiry received from foreign countries must be answered fully and promptly. • If the enquiry is from an old customer, say how much you appreciate it. • If the enquiry is from a new customer, say you are glad to receive it. • The reply to an enquiry should be prompt, courteous and cover all the information asked for.
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E. &. O. E.
INSURANCE:
Categories of Offer
Firm offer 实盘 It is an offer with a time limit and engagement. Once it is accepted by the buyer, both the selleter or amend. Non –firm offer 虚盘 It is an offer without engagement. It is usually subject to the buyer's confirmation.
Useful Sentences
3. Your competitors are offering considerably lower prices, and unless you can reduce your quotations, we shall have to buy elsewhere.
Yours faithfully,
Unit Four Quotations, offers and counter-offers—ZMC
II. Counter-offer 还盘
Definition of a counter-offer:
A counter-offer is virtually a partial or total rejection of the original offer. It also means a new proposal put forward by the buyer.
Specification
Quantity
兹报供下列商品, 均以我方最后确认为准 The following articles are quoted subject to our final confirmation:
品名 Commodity 规格 Specification Model No. 8901 Model No. TS001 数量 Quantity Minimum order 2000kg. 2000 sets 单价 Unit Price CIF Liverpool Stg. ￡15 per kilo Stg. ￡15 per set
Unit Four Quotations, offers and counter-offers—ZMC
Useful Sentences
1. May I suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers?
装船期
Shipment
Payment Insurance
SHIPMENT: can be shipped within one month after receipt of the L/C
付款方式
PAYMENT:
保险
by confirmed irrevocable L/C payable by draft at sight for 110% of the invoice value
We have some regular orders at hand. If you’re interested in our products, please place your order as soon as possible. We are looking forward to hearing from you soon.
Unit Four Quotations, offers and counter-offers—ZMC
Zhejiang Caiyunjian Tea Co., Ltd.
报 价 单
Commodity
日期
Date May 8, 2004
QUOTATION
To : Global Tea Bags (Pvt) Ltd
price. In an offer, the seller not only quotes the prices but also indicates all necessary terms.
Business knowledge
严格讲quote/quotation 与 offer不同， quote/quotation是报价，指某一商品的单价， offer是报盘，除单价外，还包括数量，交货 期，付款方式等等。 另外，offer比较固定， 卖方价格报出后，一般不能轻易变动，而 quote/quotation则不同，卖方报价后，不受 约束，可以根据情况略加调整。尽管有区别， 但各国商人则往往把这两个词混用。这一点要 特别注意。
你们的竞争者提供了相对较低的价格，如果你们不降价，我们将 在别处购买。
4. As the competition here is very keen, we regret we are unable to accept your prices, which will leave us a very small margin of profit.
Business knowledge
报实盘 Firm Offer：
This offer remains effective/firm/open/valid/good for a week. This offer expires on August 8. This offer is subject to your reply here within five days. 报虚盘 Non-firm Offer ： This offer is subject to our final confirmation. This offer is made without engagement (不具有约 束力).
It covers two parts
Offerer: the person making the offer发盘人 Offeree: the person to whom the offer is made 受盘人
Offer and Quotation
A quotation is merely a notice of the
Letter 1 A Firm Offer
Dear Sir, Thank you for your enquiry for “Panda” Brand Color TV Sets dated May 16. As requested, we are now making you, subject to your reply reaching us within 10 days, the following offer: Commodity: “Panda” Brand Color TV Sets Item No: Gb-8907 Quantity: 1,500 sets Price: USD450.00 per set CIF Alexandria Payment: By confirmed irrevocable L/C payable by draft at sight in the seller’s favor. Shipment: to be effected within 28 days after receipt of L/C
Green Tea Extract Porcelain Tea Set
Unit Price
Packing
包
装
PACKING: aluminum-foil-lined cartons, pumped off air and filled up
with nitrogen, bulk be packed in cartons fixed with foamed plastic padding 25kg/carton, 22kg/carton, 20kg/carton, 18kg/carton
我能否建议贵公司对所报价格有所优惠，从而方便我们将贵公司产 品向顾客推广。
2. Your bid is out of line with the current market price.
你们所报价格与市场行情不符。
Unit Four Quotations, offers and counter-offers—ZMC
Unit Four Quotations, offers and counter-offers—ZMC
The steps for writing counter-offer letter
1) Thank the supplier for the offer 2) Express regret at inability to accept and state
Unit Four Quotations, offers and counter-offers—ZMC
Our products are selling fast because of their unique design and superior quality, which will appeal to discriminating buyers.
Structure of an offer letter
Express thanks for the enquiry Give details in an offer, which are Names of commodities, quality, quantity and specifications Details of price, discounts and terms of payment Packing and date of delivery The period for which the offer is valid Persuading the buyer to order early Closing Hope of acceptance , reply and order