《商务英语函电教程》Unit 4发出要求与拒绝邀请剖析.pptVIP

Unit Four Offers and Counter-offers Learning Objectives To understand conditions than an offer and counter-offer shall possess. To understand conditions of acceptance To learn usual steps for making an offer and a counter-offer 1. Offers An offer is a reply made by a seller to the enquiry by a buyer. It has also been the practice that a seller voluntarily makes an offer to his regular customers or new customers who may have interests in his products without waiting for an enquiry. In practical international business, there are two kinds of offers: firm offer non-firm offer A firm offer is a proposal for concluding a contract on the terms and conditions stated. Firm offers are made when a seller promises to sell goods at a stated price and within a stated period of time. Usually it is made by a seller upon receipt of an enquiry from a buyer. When a buyer initiates an offer to a seller, it is called a bid. An offer creates a power of acceptance permitting the offeree by accepting the offer, to transform the offeror’s promise into a contractual obligation. Thus, once it has been accepted it cannot be withdrawn. A firm offer will include the following: An expression of thanks for the enquiry, if any; Name of commodities, quality, quantity, and specifications; Details of prices, terms of payment, commissions, or discounts, if any; Packing and date of delivery; The validity of the offer; An expression of hope that the offer will be accepted. (optional) 2.Counter-offers When an offeree does not agree to the terms and conditions of the offer completely and he wants to amend the offer, a counter offer can be made. A counter offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the offeree. The offeree may show disagreement to the price, or packing, shipment and state his own terms instead. Such alterations, no matter how slightly they may appear to be, sig