发盘实训第二次-讲稿.ppt

SectionIIOfferandCounter-offer,BusinessknowledgeTheStudyofLettersCase1Case2Case3Case4Letter-writingGuideHomework,AlsoknownasquotationOfferor:报盘人(Thepersonmakingtheoffer).Offeree:受盘人(Thepersontowhomtheofferismade)Firmoffer(offerwithengagement/obligation)Non-firmoffer(offerwithoutengagement/Obligation),Offer,Anofferletterusuallyincludes:（1）Anexpressionofthanksfortheenquiry,ifany.（2）Nameofcommodities,quality,quantity,andspecifications.（3）Priceterms,discounts,commissionandtermsofpayment.（4）Packinganddateofdelivery.（5）Thevalidityoftheoffer（forfirmoffer）,Offer,ACounter-offerusuallycovers:（1）Thanktheofferorforhisoffer.（2）Expressregretatinabilitytoaccepttheofferorsoffer.（3）Statereasonsfornon-acceptance.（4）Makeacounter-offer.（5）Urgetheoffereetoacceptthecounter-offer.,Counter-offer,Thelaststepinbusinessnegotiation,Acceptance,Case1,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。,KeyPoints,1.收到有关彩电的询盘信2.发出实盘报价,UsefulWordsandExpressions,uniqueju:ni:ksuperiorsju:piridiscriminatingdiskrimineitifirmofferconfirmedL/Cbesubjectto,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,offerisvalidforinthesellersfavortimeofshipmentarushofregularorderappealto,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,UsefulWordsandExpressions,UsefulSentences,1InreplytoyourenquiryofMay24,wetakethepleasureofmakingyouthefollowingoffer.2.OurusualtermsofpaymentarebyconfirmedirrevocableL/Cavailablebydraftatsight.3.Thefirmofferissubjecttoyourreplyreachingherebefore4.Aswehavebeenreceivingarushofordersnow,wewouldadviseyoutoplaceyourorderassoonaspossible.5.Wemakeyouafirmofferforbrocadehandbags.6.Anyordersyouplacewithuswillbeprocessedpromptly.7.Thisofferremainsfirm/validuntil,Pointoutwhichofthefollowingexpressionsarefirmoffers:,Wearemakingyou,subjecttoyouracceptancebeforetheendofthismonth,theunder-mentionedoffer:2.Ourofferissubjecttochangewithoutnotice.3.Ourofferissubjecttogoodsbeingunsold.4.Ourofferissubjecttoyourconfirmationreach-inghereonorbeforethe25ththismonth.5.Weofferyou,subjecttoourfinalconfirmation,thefollowinggoods:6.Ourofferissubjecttopriorsale.7.OurofferissubjecttoyourreplyreachingherebyAugust14,Beijingtime.,Case2,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。,KeyPoints,1.收到有关彩电的询盘信2.发出虚盘报价,UsefulWordsandExpressions,fluctuationnon-firmofferbeinreceiptofwithoutengagementwithreferencetotakepleasureindoingsth.,n.波动，起伏虚盘收到无约束力关于很高兴地做某事,UsefulSentences,Wearenowmakingyouthefollowingofferwithoutengagement.Weoffer,subjecttogoodsbeingunsold.Weoffer,subjecttopriorsale.WeareinreceiptofyourenquiryofMay24,andsendyousamplesofourvariousbrocadehandbags,forwhichwecanquoteyouasfollows.,UsefulSentences,Asthepricesquotedareexceptionallylowandlikelytobeadjusted,wewouldadviseyoutoplaceorderswithoutdelay.Wearenowmakingyouanoffersubjecttoourfinalconfirmation.Theofferissubjecttochangewithoutnotice.Thesequotationsareallsubjecttothefluctuationofthemarket,andwehopetohaveyourdefiniteenquiriesshortly.,Exercise,1.Pleasereplyassoonaspossible,说明最早装船期和付款条件。2.Ifyouareinterested,pleasecableus,说明所需数量。3.Wecabledyouyesterday,报你2000公斤核桃仁(walnutmeat)，5月船期。4.Pleasereplyassoonaspossible,告知我们必要的详细情况。5.Wecabledyoutoday,向你订购5000打自来水钢笔(fountainpen)。6.Wewroteyoulastweek,要求你们寄来你们最近的价目表。7.Pleasequoteusyourlowestprice,说明支付条款和包装情况,Key,1.Pleasereplyassoonaspossible,statingtheearliestdateofshipmentandthetermsofpayment.2.Ifyouareinterested,pleasecableus,indicatingthequantityyourequire.3.Wecabledyouyesterday,offeringyou2,000kiloswalnutmeatforshipmentduringMay.4.Pleasereplyassoonaspossible,givingusallnecessaryinformation.5.Wecabledyoutoday,placingwithyouanorderfor5,000dozenfountainpens.6.Wewroteyoulastweek,askingyoutosendusyourlatestpricelist.7.Pleasequoteusyourlowestprice,statingthetermsofpaymentandpackingcondition.,Case3,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。,KeyPoints,1.收到有关彩电的报盘信2.进行还盘,UsefulWordsandExpressions,acknowledgeknlidmakemeikjustifydstifaiallowancelaunsdeclinediklainmakeaconcessiontosomebodymakesomeallowancebeonthehighsidebeoutofthelinewithinviewof,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,UsefulSentences,Weappreciatethegoodqualityofthesebrocadehandbags,butunfortunatelyyourpricesappeartobeonthehighside.MayIsuggestthatyoucouldperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodstoourcustomers?Inviewoftheabove,wesuggestthatitistoyourinteresttoacceptourpricewithoutdelay.Yourbidisoutoflinewiththecurrentmarketprice.,UsefulSentences,Yourcompetitorsareofferingconsiderablylowerprices,andunlessyoucanreduceyourquotations,weshallhavetobuyelsewhere.Wedonotseeanyadvantageinyourquotations,andwouldliketoknowwhetheryouhaveanybettervaluetooffer.Asthecompetitionhereisverykeen,weregretweareunabletoacceptyourprices,whichwillleaveusaverysmallmarginofprofit.,Case4,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。,KeyPoints,1.收到有关彩电的还盘2.接受还盘,UsefulWordsandExpressions,beappreciativeofconcludethistransactionmakeanexceptiongiveadiscountof%onsthfullcommitments,对表示感谢达成交易破例给某物%的折扣任务已满,UsefulSentences,WeareappreciativeofyourletterofJune8,requestingtoallowyouan8%reductioninprice.Weacceptyourcounter-offerofJune8,andarepleasedtoconcludethetransactionofbrocadehandbagswithyou.However,inordertodevelopourmarketinyourplace,wehavedecidedtoacceptyourcounter-offerasanexceptionalcase.Inviewofthelong-standingbusinessrelationsbetweenus,wehavedecidedtoacceptyourcounter-offer.Wehaveconcludedthebusinessthroughmutualeffortsandhopethisisagoodbeginningforthetradebetweenus.,UsefulSentences,Thereisnoroomtomakeanyfurtherreductioninprices.Wevealreadycutdownourpr