发盘实训第二次--讲稿.ppt

Section II Offer and Counter-offer,Business knowledge The Study of Letters Case 1 Case 2 Case 3 Case 4 Letter-writing Guide Homework,Also known as quotation Offeror: 报盘人(The person making the offer). Offeree: 受盘人 (The person to whom the offer is made) Firm offer (offer with engagement / obligation) Non-firm offer (offer without engagement/ Obligation),Offer,An offer letter usually includes : （1） An expression of thanks for the enquiry, if any. （2） Name of commodities, quality, quantity, and specifications. （3） Price terms, discounts, commission and terms of payment. （4） Packing and date of delivery. （5） The validity of the offer（for firm offer）,Offer,A Counter-offer usually covers : （1）Thank the offeror for his offer. （2）Express regret at inability to accept the offerors offer. （3）State reasons for non-acceptance. （4）Make a counter-offer. （5）Urge the offeree to accept the counter- offer.,Counter-offer,The last step in business negotiation,Acceptance,Case 1,在收到对方关于熊猫牌彩电的询盘信后，公司对该彩电发出实盘报价。,Key Points,1.收到有关彩电的询盘信 2.发出实盘报价,Useful Words and Expressions,unique ju:ni:k superior sju:piri discriminating diskrimineiti firm offer confirmed L/C be subject to,a.唯一的，独特的 n.长者，高手，上级 a.较高的，上好的 a.识货的，有鉴赏力的 实盘 保兑的信用证 以为条件，以为有效,offer is valid for in the sellers favor time of shipment a rush of regular order appeal to,报盘有效期为 以卖方为受益人 装运时间 大量订单 长期订货 吸引,Useful Words and Expressions,Useful Sentences,1In reply to your enquiry of May 24, we take the pleasure of making you the following offer. 2. Our usual terms of payment are by confirmed irrevocable L/C available by draft at sight. 3. The firm offer is subject to your reply reaching here before 4. As we have been receiving a rush of orders now, we would advise you to place your order as soon as possible. 5. We make you a firm offer for brocade handbags. 6. Any orders you place with us will be processed promptly. 7. This offer remains firm/valid until ,Point out which of the following expressions are firm offers:,We are making you, subject to your acceptance before the end of this month, the under- mentioned offer: 2. Our offer is subject to change without notice. 3. Our offer is subject to goods being unsold. 4. Our offer is subject to your confirmation reach- ing here on or before the 25th this month. 5. We offer you, subject to our final confirmation, the following goods: 6. Our offer is subject to prior sale. 7. Our offer is subject to your reply reaching here by August 14, Beijing time.,Case 2,在收到对方关于熊猫牌彩电的询盘信后，公司对该彩电发出虚盘报价。,Key Points,1.收到有关彩电的询盘信 2.发出虚盘报价,Useful Words and Expressions,fluctuation non-firm offer be in receipt of without engagement with reference to take pleasure in doing sth.,n.波动，起伏 虚盘 收到 无约束力 关于 很高兴地做某事,Useful Sentences,We are now making you the following offer without engagement. We offer, subject to goods being unsold. We offer, subject to prior sale. We are in receipt of your enquiry of May 24, and send you samples of our various brocade handbags, for which we can quote you as follows.,Useful Sentences,As the prices quoted are exceptionally low and likely to be adjusted, we would advise you to place orders without delay. We are now making you an offer subject to our final confirmation. The offer is subject to change without notice. These quotations are all subject to the fluctuation of the market, and we hope to have your definite enquiries shortly.,Exercise,1. Please reply as soon as possible, 说明最早装船期和付款条件。 2. If you are interested, please cable us, 说明所需数量。 3. We cabled you yesterday, 报你2000公斤核桃仁(walnutmeat)，5月船期。 4. Please reply as soon as possible ,告知我们必要的详细情况。 5. We cabled you today, 向你订购5000打自来水钢笔(fountain pen)。 6. We wrote you last week, 要求你们寄来你们最近的价目表。 7. Please quote us your lowest price, 说明支付条款和包装情况,Key,1. Please reply as soon as possible, stating the earliest date of shipment and the terms of payment. 2. If you are interested, please cable us, indicating the quantity you require. 3. We cabled you yesterday, offering you 2,000 kilos walnutmeat for shipment during May. 4. Please reply as soon as possible, giving us all necessary information. 5. We cabled you today, placing with you an order for 5,000 dozen fountain pens. 6. We wrote you last week, asking you to send us your latest price list. 7. Please quote us your lowest price, stating the terms of payment and packing condition.,Case 3,价格是贸易双方极为关注的交易条件。我方在收到有关彩电的报盘信后，认为其报价太高，于是对其价格进行了还盘。,Key Points,1.收到有关彩电的报盘信 2.进行还盘,Useful Words and Expressions,acknowledge knlid make meik justify dstifai allowance launs decline diklain make a concession to somebody make some allowance be on the high side be out of the line with in view of,a.确认，承认，答谢 n.牌子 v.证明是正当的 n.津贴，宽容 v.拒绝 向某人做出让步 打折扣 偏高 与不一致 鉴于,Useful Sentences,We appreciate the good quality of these brocade handbags, but unfortunately your prices appear to be on the high side. May I suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers? In view of the above, we suggest that it is to your interest to accept our price without delay. Your bid is out of line with the current market price.,Useful Sentences,Your competitors are offering considerably lower prices, and unless you can reduce your quotations, we shall have to buy elsewhere. We do not see any advantage in your quotations, and would like to know whether you have any better value to offer. As the competition here is very keen, we regret we are unable to accept your prices, which will leave us a very small margin of profit.,Case 4,在收到有关于彩电的还盘后，考虑到熊猫牌彩电在市场上推广的需要，便接受了其还盘。据此，双方交易即告成功。,Key Points,1.收到有关彩电的还盘 2.接受还盘,Useful Words and Expressions,be appreciative of conclude this transaction make an exception give a discount of % on sth full commitments,对表示感谢 达成交易 破例 给某物%的折扣 任务已满,Useful Sentences,We are appreciative of your letter of June 8, requesting to allow you an 8% reduction in price. We accept your counter-offer of June 8, and are pleased to conclude the transaction of brocade handbags with you. However, in order to develop our market in your place, we have decided to accept your counter-offer as an exceptional case. In view of the long-standing business relations between us, we have decided to accept your counter-offer. We have concluded the business through mutual efforts and hope this is a good beginning for the trade between us.,Useful Sentences,There is no room to make any further reduction in prices. Weve already cut down our