Unit 3 Quotation, offers and Counter Offers.ppt

Unit 3 Quotation, offers and Counter Offers Quotation includes 15 points: Seller’s and buyer’s names and address Buyer’s reference number and date of inquiry Listing of requested products and brief description Price of each item Appropriate gross and net shipping weight Appropriate total cubic volume and dimensions packed for export Trade discount Delivery point Terms of sale Terms of payment Insurance and shipping costs Validity period for quotation Total charges to be paid by customer Estimated shipping date Currency of sale to accept an offer接受报盘 to confirm an offer确认报盘 to decline an offer拒绝报盘 to entertain an offer考虑接受报盘 to extend an offer延长报盘 to withdraw an offer撤销报盘 to cancel an offer取消报盘 to renew an offer恢复报盘 a combined offer搭配报盘 How to Make an Offer? ? An expression of thanks for the inquiry. ? An offer should include the major terms of the transaction: name of the goods, quality, quantity, specifications, details of prices, discounts, terms of payments, packing and date of delivery. ? Talk about the market and supply situation to induce an order. Introduce other products to increase the chance of business. ? End your letter by expecting the order. Do not make you letter too long. How to Make a Counter Offer? ? Thanks for the original offer. ? The reasons for inability to accept the offer: point out the declining market; talk about offers from other suppliers. ? The counter-proposal. ? Expectation of acceptance . How to Reply a Counter Offer? ? A reply to a counter offer, whether favorable or unfavorable, should be punctual, courteous and considerate. ? The reasons for inability to accept the counter offer in an unfavorable reply: talk about the cost of materials, the rising market, and the orders from other sources to show your price is reasonable. ? Your proposal: make a price concession on conditions. ? Expectation of acceptance. Text A : A firm offer Dear Sirs, This is to confirm your fax of 23 May, asking us to make