国际商务函电双语教程chapter4.pptVIP

BACKGROUND INFORMATION In international business practice, companies always go through the process of “quotation---offer---counter-offer---acceptance”. This process can be oral, face-to-face or telephone communication. However, written forms such as letter and e-mail are often used. By quotation sheet which includes all necessary information requested, the seller replies the buyer’s inquiry of supply. BACKGROUND INFORMATION Quotation is a promise based on conditions agreed, always considered as a non-firm offer. After quoting, potential buyer has no obligation to buy. Besides, if the seller would not like to sell, he has also no obligation to sell the quoted commodities. Quotation has no legal enforcement, although it also uses accurate language like firm offer. If commodities are too many, quotation can be made in form of sheet. BACKGROUND INFORMATION When we send quotation, we always use letter to tell the buyer that there is a quotation attached in the letter, show thanks for their inquiry, or introduce quoted commodities and hope to get the reply of them. Letter of quotation generally includes the following parts: Thank for the former inquiry; The name, quality, quantity and specifications of commodities; The details of price, discount and term of payment; Clearly introduce price involved, such as packing, freight premium, etc.; Packing and delivering; Express the hope of accepting quotation. BACKGROUND INFORMATION Offer is the reply of the seller to the inquiry of buyer. In order to sell their commodities, the seller may directly make an offer rather than waiting for the inquiry. The offer must have specific receiver, and clear content. Because quotation does not mean promising sell, it is not an offer but inviting buyer to inquiry or send an order. If quotation promises to sell, includes key conditions as price, quantity and so on, and claims that these terms need to be clarified in the contract, the quotation can be considered as an operative