国际商务函电信函写法Unit 5 Quotations, Offers and Counter-offers.ppt

Unit 5 Offers and Counter-offers Points for Attention: 发盘一般用通函，信件或者答复询价的方法来进行。在答复询价时，可寄送报价单。 完整的发盘应包括下列几点： 1. 对询价表示感谢 2. 表明价格，折扣及付款条件的细节 3. 详细说明价格包含的内容（如运费，保费等） 4. 对交货期或装运期的承诺 5. 报价的有效期 6. 表达希望 A firm offer: A promise to sell goods at a stated price, usually within a stated period of time It must be clear, definite, complete and final Mention time of shipment and mode of payment desired; An exact description of the goods should be given A firm offer not a contractual obligation Can not be withdrawn by the seller within its validity It is the buyer’s option to accept or reject or counter-offer during the validity period. If accept, it is a contractual obligation 实盘有效期的表示： 1. Subject to your reply reaching us by (before)… 2. Subject to your reply (acceptance) here  within …days 3. This offer is firm(open, valid. Good) for … days. 虚盘的表示： Without engagement (obligation) Subject to prior sale Subject to our final confirmation Non-firm offer 1.We make you the following offer without engagement. 2.We offer you the following goods, subject to our final confirmation. 3.Our above offer is subject to prior sale. 4.Our offer is subject to change without notice. 5.Our offer is subject to goods being unsold. 拒绝接受发盘的信应包括以下几点： 对发盘表示感谢 对不能接受表示遗憾 如适当可还盘 提示一起做生意的其他机会 Specimen Letters 1.Offers based on enquiry a. b. ---P42 2.Request for lower price—p46 3.Request for price increase—P47 4.Request for lower price rejected a. b. c.-p47 5.Request for better terms granted --p49 6.A firm offer—p50 7.A voluntary offer—p51 Specimen letter Dear Sirs, We are in receipt of your letter of July 17, asking us to offer 10,000 metric tons of superior White Sugar on FAS shanghai basis and appreciate very much your interest in our product. To comply with your request, we are quoting you as follows: Word study Offer draft place an order for offer you a special allowance Make sb. an offer for sth. Make shipment Word study in three equal monthly installments Paymen