标准书号48-49 308-04891 Chapter 4 Quotations ，Offers and Counter-offers新.pptVIP

国际商务英语写作 作者：管春林 Chapter 4 　Quotations ，Offers and Counter-offers Chapter 4 　Quotations ，Offers and Counter-offers 4.1 Questions for discussion 4.2 Background information 4.3 Sample letters 4.4 Analysis and discussion 4.5 Points to remember 4.6 More useful patterns 4.1 Questions for discussion （1） How do you bargain before you decide to buy something ？ （2） What techniques do you apply if you are dissatisfied with a quotation you have received ？ 4.2 Background information A quotation is a promise to supply goods on the terms agreed upon by both parties. An offer is made when a seller promises to sell goods at a stated price within a stated period of time Offers can be classified into two groups ：non-firm offers and firm offers. In the course of business negotiation ，if the buyer finds any terms or conditions in the offer unacceptable ，he will state his own terms and conditions to renew the received offer ，negotiating with the seller. Question Can you differentiate a quotation from an offer now ？ 4.3 Sample letters Read the following letters to see how they are written to make offers and counter-offers ． 4.4 Analysis and discussion What are the common purposes and structures？ Is there anything in common in these letters ？ What are they？ Can you find any common elements in these letters？ What are they ？ 4.5 　Points to remember While writing a letter in reply to an inquiry for a quotation or offer ，the writer should pay attention to the following points ： （1） The writer should answer the inquiries immediately he receives them ．Any delay in reply may result in the loss of a would-be client ． （2） The writer should emphasize the special advantages of his products so that the reader may be more interested in the products or service ． （3） The writer might as well mention any inquiries he has received up to the time he is writing the letter ，so as to rush the reader into prompt response ． （4） The seller should tell the buyer the prices and