Unit 3Quotations,Offers Counter-offers 商务函电课件PPT.pptVIP

English for International Business Communication Unit Three Quotations, Offers Counter-offers Teaching aims and requirements What is a quotation and what is an offer? Types of offer: firm offer and non-firm offer The difference between firm offer and non-firm offer What should be included in an offer, a firm offer, and a counter-offer? Useful words and expressions in quotations, offers and counter-offers Study of the Background Knowledge The difference between a quotation and an offer Ways of making an offer Definition of “firm offer” and “non-firm offer”; the difference between a firm offer and a non-firm offer Key points in writing an offer and a firm offer Key points in making a counter-offer, esp. how to reject an offer Study of the Background Knowledge 1. Quotation and Offer In international trade, an offer or a quotation of goods is usually made either by way of advertisements, circulars and letters or in reply to enquiries. This is the second step in business negotiation. Quotation is not an “Offer” in the legal sense. An offer is a promise to supply goods on the terms and conditions stated, while a quotation is merely a notice of the price of certain goods at which the seller is willing to sell. In an offer, the seller not only quotes the price of the goods he wishes to sell but also indicates all necessary terms of sales for the buyer’s consideration and acceptance. However, if a quotation is made together with all necessary terms and conditions of sales, it amounts to an offer. Study of the Background Knowledge 2. Types of offer There are two kinds of offers: Firm Offer (实盘/确盘) and Non-firm Offer (虚盘). 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. A firm offer cannot be withdrawn by the seller within its validity. Once a firm offer is accepted, it cannot be withdrawn. In making a firm offer, mention should be made of the time of s