外贸函电之询盘报盘与还盘.pptxVIP

外贸函电之询盘报盘与还盘会计学Introduction: Definition of an enquiry,offer,counter-offer:第1页/共22页An enquiry is a request for information. In the international business the importer may send an inquiry to an exporter, inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods. 第2页/共22页An offer is a formal presentation of the goods to be supplied on the terms specified therein for the buyer’s acceptance.The difference between an offer and a quotation:A quotation is not an “offer” in the legal sense. It is just an indication of price without contractual obligation and subject to change without previous notice.A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer. The following structure may be referred to in writing an enquiry:第3页/共22页1. State the source of the information and make a self-introduction at the beginning of the letter.2. State the purpose of writing the letter. For example, the writer may explain to the recipient what he wants, give a description or specification of the goods he requires or express his willingness to enter into business relations with the recipient, etc..3. End the letter by expressing the expectation for an early reply.A satisfactory letter concerning an offer or quotation can be written in the following way:第4页/共22页1. Open the letter by expressing thanks for the enquiry, if any.2. Explain the details of business conditions, such as name of commodities, quality, quantity, specifications, unit price, type of currency, packing condition, date of delivery, terms of payment, discount, ect..3. End the letter in the way that encourages the enquirers to place an order or give an early reply.Letters including a counter-offer can be written in the following structure: 第5页/共22页Open the letter by thanking the recipient for his offer.2.Decline the original offer by providing the recipient with detailed and rea