国际商务信函写作（英文版）Unit 5 Quotations , Offers and Counter-offers.ppt

Review Questions: 1. What is an offer? 2. What the differences between a firm offer and a non-firm offer? An offer is the expression of the wish of the seller to sell particular goods under stated terms, including quantity, prices, shipment, terms of payment, etc. It usually follows an inquiry that is either written or oral. firm offer实盘: an offer, usu. in written form, which states it may not be withdrawn, revoked, or amended for a specific period of time. non-firm offer虚盘: an offer which is not binding upon the sellers and the details of the offer may change in certain situations. Translate the following phrases from English to Chinese or vice versa 1. acknowledge receipt of 2. as per 3. a trial order 4. final confirmation 5. make sb. a firm offer 6. margin of profits 7. 以…为准/为条件 8. 即期装运 9. 由卖方选择 10. 保兑信用证 New Lecture: Counter-Offer Objectives: After this lesson you will: Understand different kinds of counter- offers. Be able to translate and make counter- offers. Be able to utilize useful words & expressions. What is a counter-offer? Definition: Counter offer is also called a new offer. Namely, When an offeree has received an offer, he disagrees or does not agree totally the conditions put formed in the offer. In order to consult farther, the offeree proposes the suggestions to amend or alter some terms of the offer. 在接到发盘后，受盘人必须对报盘内容进行认真研究。如果发盘人认为发盘价格难以接受或对其他条件不满意，既可以拒绝接受，也可以向发盘人提出建议，要求对发盘内容进行修改。这种受盘人对发盘内容进行变更的表示被称为还盘（Counter-offer），也被称为还价。一方在接到另一方报盘以后，对报盘提出更改的内容可包括：降低价格、改变购货数量、改变支付方式、 改变交货期等。 Therefore, a counter-offer is defined as “A new offer made as a reply to an offer received from another party in a negotiation”. In this case, the original offer is invalid, and the counter-offer becomes a new offer now. 事实上，还盘既是受盘人对发盘的某种拒绝，又是受盘人以发盘人的地位提出的新发盘。 三类还盘 　在所有交易条件中，价格可以说是进出口双方都最为密切关注的。大多数还盘都是针对价格过高所作的还盘。在发价人（offeror)发盘后，往往被发价人（offeree）会就价格进行还盘。这时被发价人（