函电chapter3.ppt

  Chapter 3 Enquiry, Offer and Counter-offer An enquiry is a request for information. First real step in business negotiation Two categories: A general enquiry(一般询盘) and a specific enquiry(具体询盘) Guidelines for writing Enquiry Letters 1）Begin your letter by telling the source 2）Be courteous, concise and to the point, but do not use over-polite, humble wording. 3）Be specific about what you want. Also known as quotation Offeror: 报盘人(The person making the offer). Offeree: 受盘人 (The person to whom the offer is made) Firm offer (offer with engagement / obligation) Non-firm offer (offer without engagement/ obligation) An offer letter usually includes : (1）An expression of thanks for the enquiry, if any. (2）Name of commodities, quality, quantity, and specifications. (3）Price terms, discounts, commission and terms of payment. (4）Packing and date of delivery. (5）The validity of the offer（for firm offer） A Counter-offer usually covers : （1）Thank the offeror for his offer. （2）Express regret at inability to accept the offerors’ offer. （3）State reasons for non-acceptance. （4）Make a counter-offer. （5）Urge the offeree to accept the counter- offer. ? The last step in business negotiation Point out which of the following expressions are firm offers: We are making you, subject to your acceptance before the end of this month, the under- mentioned offer: 2. Our offer is subject to change without notice. 3. Our offer is subject to goods being unsold. 4. Our offer is subject to your confirmation reach- ing here on or before the 25th this month. 5. We offer you, subject to our final confirmation, the following goods: 6. Our offer is subject to prior sale. 7. Our offer is subject to your reply reaching here by August 14, Beijing time. Useful Sentences 1. We learn from the Commercial Counselor’s Office of our Embassy in your country that you … 2. We have obtained your name and address