课程名称∶商务英语.docVIP

课程名称:商务英语 教案(1) QUOTATIONS, OFFERS AND COUNTER-OFFERS Learning Objectives After learning this chapter, the students should be familiar with How to make offers and counter-offers How to write business messages in a proper way Making suggestions of other opportunities to do business General ideas An offer of goods is usually made either by way of advertisements, circulars and letters or in reply to enquiries. This is the first step in business negotiation. In response to an enquiry, quotations may be sent. A satisfactory quotation will include the following: a. An expression of thanks for the enquiry. b. Details of prices, discounts and terms of payment c. A statement or clear indication of what the prices cover(e.g. freight and insurance, etc.). d. An undertaking as to date of delivery or time of shipment. e. The period for which the quotation is valid. It will conclude with an expression of hope that the quotation will be accepted. A firm offer is a promise to sell goods at a stated price, usually within a stated period of time. It must be clear, definite, complete and final. In making a firm offer, mention should be made of the time of shipment and the mode of payment desired; in addition, an exact description of the goods should be given and, if possible, pattern or sample sent. It is to be noted that unlike a quotation, a firm offer , although not a, contractual obligation cannot be withdrawn by the seller within its validity.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 the buyer accepts, then it is a contractual obligation. So no reputable seller would risk his reputation by withdrawing his offer before the stated or agreed time. When a buyer rejects a quotation or other offer, he should write and thank the seller for his trouble and explain the reason for rejection. Not to do so would show a lack of courtesy. The letter of rejection should cover the following points. It should: a. Thank the seller