外贸函电UnitQuotationsOffersandCounteroffersPPT课件.ppt

Unit7Quotations OffersandCounter offers IntroductionVocabularyExplanationConclusionHomework 1 PointsforAttention 发盘一般用通函 信件或者答复询价的方法来进行 在答复询价时 可寄送报价单 完整的发盘应包括下列几点 1 对询价表示感谢2 表明价格 折扣及付款条件的细节3 详细说明价格包含的内容 如运费 保费等 2 4 对交货期或装运期的承诺5 报价的有效期6 表达希望确盘是在一定的时限内按照所述的价格允诺出售货物 它必须是明确 确定和完整的 在报确盘时 必须说明装运期以及所要求的付款方式 此外 还必须对商品做正确的说明 如可能的话 应寄送样品 3 应当注意 确盘和报价不一样 它虽然不负契约性责任 但在其有效期内卖方不能将它撤回 唯有买方在确盘的有效期内选择接受 拒绝 还盘的权利 如果买方接受 该确盘即为合同义务 因此 一个有声望的卖主是不会冒牺牲自己声誉的风险在所规定的时间内撤回他的报盘 4 实盘有效期的表示 1 Subjecttoyourreplyreachingusby before 2 Subjecttoyourreply acceptance herewithin days3 Thisofferisfirm open valid Good for days 虚盘的表示 Withoutengagement obligation SubjecttopriorsaleSubjecttoourfinalconfirmation 5 拒绝接受发盘的信应包括以下几点 对发盘表示感谢对不能接受表示遗憾如适当可还盘提示一起做生意的其他机会 6 Vocabulary competitivemediumc i f mass producedrepeatordercondensationprofit 7 allowanceparcelcounter offerstockapproximateexceed 8 WordsandPhrases provideddeliverdeliverysupplydecline 9 Letter 7 1 ABDULLAHSAMIH CO Importers ExportersP O Box3472KuwaitTelegraphicAddress ABSAMIHYourref Ourref RC CH15thJune 19 ChinaNationalImport ExportCorp SHANGHAIChina 10 DearSirsWehaverecentlyreceivedanumberofenquiriesforyourlight weightraincoatsandhavegoodreasontobelievethatwecouldplaceregularorderswithyouprovidedyourpricesarecompetitive 11 Fromthedescriptioninyourcataloguewelearnthatyour D D rangeistheonemostsuitablefortheseclientsandshouldbegladifyouwouldsendusyourquotationsfortheseclientsandshouldbegladifyouwouldsendusyourquotationsformen sandwomen scoats inbothsmallandmediumsizes deliveredC I F Kuwait Providedpricesareright weshouldplaceafirstorderfor400raincoats namely100raincoatseachofthefourqualities Shipmentwouldrequiredwithinfourweeksoforder 12 Wewouldparticularlystresstheimportanceofpricesincetheprincipalmarkethereisformass producedgoodsatpopularprices YourssincerelyABDULLAHSAMIH Co Manager 13 Letter 7 2 CHINANATIONALIMPORT EXPORTCORPORATIONSHANGHAI CHINATelegraphicAddress CNIECShanghaiTelephoneNo 25thJune 19 Messrs AbdullahSamih Co P O BoxNo 3472Kuwait 14 DearSirs Thankyouforyouletterof15thJune Wearegladtolearnoftheenquiresyouhavehadfromyourcustomersforourraincoats Our D D rangeisparticularlysuitableforwarmclimates andduringthepastyearswehavesuppliedthisrangetodealersinseveraltropicalcountries Frommanyofthemwehavealreadyhadrepeatorders insomecasesmorethanone Thisrangeispopularnotonlybecauseitislightinweight butalsobecausethematerialusedhasbeenspeciallytreatedtopreventexcessivecondensationontheinsidesurface 15 Forthequantitiesyoumentionwearepleasedtoquoteasfollows D D Raincoats 16 17 NetC I F KuwaitTerms ByL CatsightShipment Within3 4weeksofreceivingtheL C Thisquotationissubjecttoourfinalconfirmation 18 Wefeelyoumaybeinterestedinsomeofourotherproductsandproductsanenclosesomedescriptivebookletsandasupplyofsaleliteratureforusewithyourcustomers Welookforwardtoreceivingyourorder YourssincerelyChinaNationalImport ExportCorp Manager 19 Letter 7 3 ABDULLSHSAMIH COMPANYImporters ExportersJuly1 19 ChinaNationalImport ExportCorpShanghaiChina 20 DearSirs D D RaincoatsThankyouforletterofJune25offeringusyour D D brandraincoats Tobecandidwithyou welikeyourraincoats butyourpricesappeartobeonthehighsideascomparedwiththoseofothermakes Itisunderstoodthattoacceptthepriceyouquotedwouldleaveuslittleornomarginofprofitonoursales AsyouknowKuwaitisadevelopingcountry itsprincipaldemandisforarticlesinthemediumpricerange 21 Weappreciateyourpromptresponsetoourenquiryandwouldliketotakethisopportunitytoconcludesometransactionswithyou Wewould therefore suggestthatyoumakesomeallowance say10 onyouquotedpricessoastoenableustointroduceyourproductstoourcustomers If however youcannotdoso thenweshallhavenoalternativebuttoleavethebusinessasitis 22 Foryourinformation someparcelsfromHongKonghavebeensoldhereatamuchlowerprice Wehopeyouwillconsiderourcounter offerfavorablyandletushaveyouracceptancebytelex Itmayinterestyoutoknowthanonceyouhaveopenedupamarkethere youwouldhaveeveryadvantageofdevelopingabeneficialtradeintheGulf Yourssincerely 23 Letter 7 4 CHINANATIONALIMPORT EXPORTCORPORATIONSHANGHAI CHINAMessrs August23 19 Lybia 24 DearsSirsWethankyouforyourenquiryofAugust10andarepleasedtosendyouourquotationforcottonandsilkblouses Wehaveindicatedthoseitemsthatareavailablefromstock Fortheremainingitemsthestateddatesofdeliveryareapproximate butinnocasewouldthesedatesbeexceededbymorethanafortnight 25 Alltheitemsquotedaremadeofthebestqualitymaterialsandcanbesuppliedinvariousdesignsandcolors Wecanalsoacceptordersforblousestobemadeaccordingtoinstructionsinordertomeettheindividualrequirementsofthemasses Pleaseavailyourselvesofthisadvantageousconditionandplaceyourorderswithusnow 26 Weencloseacopyofourlatestcatalogueaswefeelthatyoumaybeinterestedinsomeofourotherproducts suchasleathershoesandglovesasdescribedandillust