商务与英语函电第五章.pptVIP

;1. understand the difference between firm offer and non-firm offer and grasp their relative expressions.; ; Replies to inquiries concerning the prices of products or services are often called offers, also known as quotations. An offer is an expression of will from the exporter to sell particular goods under the terms and conditions stated. It not only quotes the price of products you want to sell but also makes clear all the necessary terms of sales for the buyer’s consideration and acceptance. The person making the offer is called the offeror. The person to whom the offer is made is called the offeree. An offer is a proposal made by sellers to buyers in order to enter into a contract. In other words, an offer refers to trading terms put forward by offerors to offerees, on which the offers are willing to conclude business with the offerees. There are two kinds of offers. One is firm offer and the other is non-firm 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 Once it has been accepted it cannot be withdrawn. A non-firm offer is usually made by means of sending catalogues, pricelist, pro forma invoices and quotations. It can be considered as an inducement to business. If the buyer finds any terms or conditions in the offer unacceptable, he can make a counter-offer to renew the terms, negotiating with the seller. A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree. The buyer may show disagreement to the price, or packing, or shipment and state his/her own terms instead. The effect of a counter-offer is that the original offer is no loner valid, and the offeree now becomes the offeror as the counter-offer is that the original offer is no longer valid, and the offeree now becomes the offeror as the counter-offer becomes the new offer. This process can go on for many rounds until business is finalized or