外贸函电课件unit 5.ppt

Unit 5  Quotation and Offer 5.1 Introduction An offer is a proposal of terms and conditions presented in a potntial contrct by one party,called the offeror, to another party,called the offeree. In order for the agreement to be binding,the offeree must first accept the offer, otherwise there is no legal contract. 5.1 Introduction 发盘： 又称发价，在法律上又称“要约”， 是指买方或卖方向对方提出的各项交易条件。发盘通常是一方收到对方的询盘之后所提出的，但也可不经过对方询盘而主动向对方提出 There are two kinds of offer: offer with engagement(firm offer), offer without engagement(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. It can develop into a contractual obligation. Thus ,once it is accepted by a buyer,the seller cannot revoke ar amend it. 构成发盘的条件： 向一个或一个以上特定的人提出订立合同的建议 能表明发盘人在得到接受时随的意旨 实盘： 当发盘针对一个或几个特定的受盘人明示或暗示发盘人在一明确、完整和最终的条件下订立合同的明确意图时，该盘就为实盘 A satisfactory offer will include the following: Name of commodities,quality,quantity and specification Unit price and type of currency Packing condition and date of delivery Terms of payment and discount The terms of validity of the offer Indication of what the price covers 报实盘须注意： 发盘必须注明是实盘 发盘必须明确、清楚、完整，具有最终效力并列出所有的主要交易条件 发盘须注明有效期 完整的报价和发盘应包括的内容： 对询价表示感谢 提供所要求的所有信息，如价格、折扣及从付款条件等细节 对交货期或装运期的承诺 如为实盘，应注明有效期 希望对方接受报价订购货物 5.2 Writing Skills 报价和发盘的写作步骤 对对方的询价表示感谢 向对方提供所要求的信息 表明报价的有效期 表达希望对方接受所报价格早日订货的愿望 5.3 Specimen Letters Dear sirs, You have previously supplied us with crockery and we should be obliged if you would now quote CIF San Francisco for the items named below. The pattern we require is listed in your 2004 catalogue as No.8. 500 Tea cups and Saucers 200 Tea Plates 100 2-pint Tea-pots When replying, please state: (1) discount allowable,(2)terms of payment, and (3) earliest possible date of delivery. Truly yours Fred Jackson Letter 2: Exporter’s quotation Letter 3: A firm offer from the