外贸函电第单元优秀培训书.pptVIP

Revision and lead-in Question 1: what are the two forms of offer? A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withdrawn. Non-firm offer are usually made by means of sending catalogues, pricelist, and quotations. It can be considered as an inducement to business. Question Two: What is the structure of a counter offer? Open the letter by thanking the recipient for his offer. Decline the original offer by providing the recipient with detailed and reasonable reasons. Put forward the desired business conditions and try to persuade the recipient to accept them. Close the letter by expressing expectations for a favorable reply. Some terms in the business process Pro Forma Invoice (形式发票)：It is not bind either the seller or buyer. It may be used to serve as a formal quotation or as a price reference, to help the buyer to get import license, to inform the buyer of the amount payable for the goods. It is an advanced copy for the final invoice. Sales Confirmation (销售确认书): in our book, it is used to refer to the pro forma invoice. Commercial Invoice (商业发票): is a bill for the goods from the seller to the buyer, used by the government to determine the true value of goods to assess the customs duties. It is formal, and bind to two parties. Enquiry --- offer---counter-offer… order—acknowledgement (accept or decline) Sample letter: Dear Sirs Thank you for your offer of 12th July sending us patterns of cotton prints. We find both quality and prices satisfactory and are pleased to give you an order for the following items on the understanding that they will be supplied from current stock at the prices named: Quantity Pattern No. Prices 300 yards 72 33p per yard 450 yards 82 38p per yard 300 yards 84 44p per yard CIF Lagos Our usual terms of payment are cash against documents a