外贸英语函电 Unit 9 Offers and Counter offers.pptVIP

Unit 9 Offers and Counter-offers 1．【Text】课文 1．Offer An offer is a promise made by the seller to supply goods on the terms stated. Offers can be divided into two types: firm offer and non-firm offer. A firm offer is the irrevocable offer with engagement while a non-firm offer is the revocable offer without engagement. 2．Counter Offer In the course of international business negotiation, after receiving the offer made by the seller, if the buyer may not agree with the price, or packing, or shipment, or other important trade terms stated in the original offer and then put forward the counter-proposal on those trade terms unacceptable. And several counter-offers form the bargaining of the business just like the process of negotiating. 2．How to write an inquiry? 3．How to Make an Offer? ? An expression of thanks for the inquiry. ? An offer should include the major terms of the transaction: name of the goods, quality, quantity, specifications, details of prices, discounts, terms of payments, packing and date of delivery. ? Talk about the market and supply situation to induce an order. Introduce other products to increase the chance of business. ? End your letter by expecting the order. Do not make you letter too long.  4．How to Make a Counter Offer? ? Thanks for the original offer. ? The reasons for inability to accept the offer: point out the declining market; talk about offers from other suppliers. ? The counter-proposal. ? Expectation of acceptance . 5．How to Reply a Counter Offer? ? A reply to a counter offer, whether favorable or unfavorable, should be punctual, courteous and considerate. ? The reasons for inability to accept the counter offer in an unfavorable reply: talk about the cost of materials, the rising market, and the orders from other sources to show your price is reasonable. ? Your proposal: make a price concession on conditions. ? Expectation of acceptance. Example 1 A Firm Offer（实盘） Dear Sir, Re: “Panda” Brand Color TV Sets Thank you f