unit-5-quotations--offers-and-counter-offers.ppt

Chapter5Quotations OffersandCounteroffers Section1 HowtoWriteLettersforMakingQuotations OffersandCounter offers Togiveabriefintroductiontowhatisaquotation offerandcounter offerToenableSstobecomeawareofmaincontentoflettersforquotation offerandcounter offerToenableSstofamiliarizethemselveswiththesamplesgivenToreadandpracticeusingsomeoftheimportantwordsandexpressionsforbusinesswritingTodoexercises Objectives I WhatIsaQuotationandanOffer Aquotationisareplytoaninquiry whichisanofferinsimpleformincludinganoticeofthepriceofcertaingoodsbeingsold butinnolegalsense Anofferreferstoapromisetosupplygoodsonthetermsandconditionsinwhichthesellernotonlyquotesthetermsofpricebutalsoindicatesallnecessarytermsofsalesforthebuyer sconsiderationandacceptance Inaddition anoffermaybeclassifiedintoafirmofferandanon firmoffer CommoditySpecificationQuantityUnitPricePackingShipmentPaymentInsurance Afirmoffer ismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime Onceithasbeenaccepteditcannotbewithdrawn Anon firmofferisusuallymadebymeansofsendingcatalogues pricelist proformainvoicesandquotations Itcanbeconsideredasaninducementtobusiness FirmOffer Non firmOffer Firmoffer 1 Wearenowmakingyouafirmofferfor10metrictonsofrice 2 Wearenowofferingyoufirmasfollows 现为你方报10公吨大米实盘 现为你方报实盘如下 Firmoffer svalidity 1 Wemakeyouthefollowingoffersubjecttoyourreplywithin10days 现报盘如下 以你方在10日之内回复为有效 2 Wemakeyouanoffer subjecttoyourreplyreachingusnotlaterthannoontimeOctober21Beijingtime 现报盘如下 以你方在北京时间10月21日中午前回复为有效 3 Theofferisvalidfor3days 4 TheofferisvalidtillMarch15 此报盘有效期为三天 此报盘在3月15日以前有效 Non firmOffer subjecttoourfinalconfirmationWearenowmakingyouanoffersubjecttoourfinalconfirmation withoutengagementWearenowmakingyouthefollowingofferwithoutengagement 现报盘如下 以我方确认为有效 以我方最后确认为准 此报盘无约束力 现报盘如下 此报盘无约束力 subjecttothegoodsbeingunsoldWearenowmakingyouaspecialoffersubjecttothegoodsbeingunsold subjecttopriorsaleWearenowmakinganofferforair conditionersasfollows subjecttopriorsale 我方向你方报特惠盘 以货物未被售出为准 以货物未被售出为准 以未出售为有效 我方现报空调盘如下 以未出售为准 Pointoutwhichofthefollowingexpressionsarefirmoffer 3 Ourofferissubjecttogoodsbeingunsold 2 Ourofferissubjecttoyourconfirmationreachinghereonorbeforethe25ththismonth Wearemakingyou subjecttoyouracceptancebeforetheendofthismonth theundermentionedoffer 7 OurofferissubjecttoyourreplyreachingherebyAugust15 Beijingtime 6 Ourofferissubjecttopriorsale 5 Weofferyou subjecttoourfinalconfirmation thefollowinggoods 4 Ourofferissubjecttochangewithoutnotice Thepersonmakingtheofferiscalledtheofferor Thepersontowhomtheofferismadeiscalledtheofferee Anofferreferstotradingtermsputforwardbyofferorstoofferees onwhichtheofferorsarewillingtoconcludebusinesswiththeofferees Offeror Offeree II TheMainContentofanOfferLetters ExpressingpleasureorthanksforreceivinginquiryMakinganofferbystatingthetradetermsExpressingtheofferer shopeforanorderfromtheofferee ReadandExplainSampleLetters Sample1 AQuotationforStationery DearSir Inreplytoyourinquiryofyesterday wehavepleasureinsubmittingourquotationaslistedbelow 1 10doz Ballpens Black 10 00perdoz 2 5doz Pencils Red 5 00perdoz 3 5doz Erasers 12 00perdoz 4 5doz Sharpeners 9 00perdoz 5 5doz Ballpens Blue 4 00perdoz 6 10doz ExerciseBooks 15 00perdoz Samplesofthegoodscanbeinspectedatouraboveaddress oralternativelyitcanbearrangedbysendingourrepresentativetoyourofficewithsamplesforyourinspectionatourexpense Theratesquotedabovearenet andthedeliveryofgoodswillbemadeatyourofficeasdesiredatourexpense Thepaymentofthebillsintwomonths timefromthedateofdeliveryofgoodsisacceptabletous Thequotationsaretobeopenforaperiodofonemonthfromthisdate Assuringyouofourbestservice Yoursfaithfully AnswertheFollowingQuestions 1 Whatdoesthewriterdointheopeningoftheletter 2 Whatdoesthequotationinclude WordsandPhrases 1 quotationstatementofthecurrentpriceandconditionsuponwhichasupplieriswillingtosellorservicesmaybeperformed e g Hereisthequotationforsupplyofthecaptionedgoods e g Hehadhisbookprintedathisownexpense 2 atone sexpensewiththeexpensepaidbysb withsbpayingthecost Refertosample 3 rateschargeorpaymentfixedaccordingtoastandardscale e g Nighttelephoneratesarecheaperthandayrates e g Thebookis 4net nobookshopwillsellitforless price rate notallowedtobemadelower 5 billalistofthingsboughtandtheirprice e g I llpaythebilltoday Refertosample Sample2 ANon FirmOfferforChinesePrintedShirting January10 2000 DearSirs Re ChinesePrintedShirtingWeareinreceiptofyourletterdatedFebruary15andgladtonotethatthereareverybriskdemandsforthecaptionedgoodsinyourcity Wetakepleasureinmakingyou asperyourrequest thefollowingspecialoffer subjecttoourfinalconfirmation Packing Inbalesorinwoodencases atyouroptionPrice US 3 5permetreCIF NewYorkShipment Tobemadeinthreeequalmonthlyinstallments beginningfromDecember 1999Payment Byconfirmed irrevocableL Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment Wehavemadeagoodsselectionofsamplessuitedtoyourcountry andsendthemtoyoutodaybyparcelpost Theirfinequality attractivedesignsandthereasonablepriceswillconvinceyouthatthesegoodsareofgoodvalue Weareexpectingtoreceiveyourorder Yoursverytruly AnswertheFollowingQuestions 1 Whatdoesanofferinclude 2 Whatdoesthewritertriestodointhelastparagraphbutone WordsandPhrases 1 Re Subj Regarding Subject e g Re CottonPiece goods e g Weareinreceiptofyourletterofthe17th e g Thereisabriskdemandforengineeringshares 2 beinreceiptofhavereceived 3 briskdemandactivedemand Refertosample 4 thecaptionedgoodsthegoodsputasthetitleorheadingofaletter e g Herewe llmaketheofferforthecaptionedgoods e g Thecheapmachinelooksgoodbutitisofverybaddesignanddoesnotworkwell 5 designthearrangementsofpartsthatgointohumanproduction Refertosample Inthecourseofinternationalbusinessnegotiation afterreceivingtheoffermadebytheseller ifthebuyerdonotagreewithtermsstatedintheoriginalofferandthenputforwardthecounter proposalonthosetradetermsunacceptable whicharecalledcounter offers III Counter offer Iftheoffereeofthecounter offeralsodisagreeswiththerelativetermsinthecounter offer hemaysendacounter counter offertothebuyer Soadealisusuallyconcludedonlyafterseveralcyclesofbargaining Inotherwords veryoften itisonlyaftertheexchangeofanumberoflettersand orfaxesthatthetwopartiescomeentirelytoterms Themeaningofcounter offersandcounter counter offers Counter offer partialrejectionoftheoriginalofferCounter counter offer partialrejectionofcounter offerandcounterproposal Insuchacasethebuyer whenfinallyplacinghisformalorder wouldacceptthetermsandconditionsagreeduponfortheseller sconfirmation whichwillbefollowedbythesignatureoftherelativeSalesConfirmationorContract Sequenceofbusinessnegotiation Buyer1 Inquiry Arequestfortradeterms 3 Counter offer Afteranalyzingtheoffer 5 Acceptance Seller 2 Offer Statementabouttradeterms 4 Counter counter offer Afteranalyzingthecounter offer IV TheMainContentofaCounter offerLetter ThankingthesellerforhisofferExpressingregretatinabilitytoacceptMakingacounter offerif inthecircumstances itisappropriateSuggestingotheropportunitiestodobusinesstogether ReadandExplainSampleLetters Sample3 ACounter offerforChemicalFertilizer DearSirs ChemicalFertilizerWethankyouforyourletterof15thJuneofferingus500metrictonsofthesubjectgoodsatUS 500permetrictonCFRTianjinusualterms Inreply weverymuchregrettostatethatourendusersherefindyourpricetoohighandoutoflinewiththeprevailingmarketlevel InformationindicatesthatsomeparcelsofJapanesemakehavebeensoldatthelevelofUS 450permetricton Suchbeingthecase itisimpossibleforustopersuadeourend userstoacceptyourprice asmaterialofsimilarqualityiseasilyobtainableatamuchlowerfigure Shouldyoubepreparedtoreduceyourlimitby say10 wemightcometoterms Itisinviewofourlong standingbusinessrelationshipthatwemakeyousuchacounter offer Asthemarketisdeclining wehopeyouwillconsiderourcounter offermostfavorablyandcableusacceptanceatyourearliestconvenience Weareanticipatingyourearlyreply Yoursfaithfully AnswertheFollowingQuestions 1 Whydoesthewritermakeacounter offer 2 Whatisthepricecounter offeredbythewriter WordsandPhrases 1 usualtermson underusualterms e g Wecannotacceptyouroffermadeonusualterms forthepriceisoutoflinewiththeprevailingmarketlevel e g Weverymuchregrettosaythatthematterhasslippedourattention e g Pleasemakeusafirmoffer indicatingthebestpossibleshipment 2 regretbesorry 3 indicateshow demonstrate Refertosample WordsandPhrases 4 makeproduct especiallyindustrialproducts e g TheyareinterestedinthingsofChinesemake e g Wecannotdobusinessatyourfigure 5 figureprice Refertosample Exercise TranslatethefollowingletterintoChinese DearSirs WethankyouforyourenquiryofAugustl0andarepleasedtosendyouourquotationforcottonandsilkblouses Wehaveindicatedthoseitemsthatareavailablefromstock Fortheremainingitemsthestateddatesofdeliveryareapproximate butinnocasewouldthesedatesbeexceededbymorethanafortnight Alltheitemsquotedaremadeofthebestqualitymaterialsandcanbesuppliedinvariousdesignsandcolors Wecanalsoacceptordersforblousestobemadeaccordingtoinstructionsinordertomeettheindividualrequirementsofthemasses Pleaseavailyourselvesofthisadvantageousconditionandplaceyourorderswithusnow Return 敬启者 感谢你方8月10日询价 并且很高兴寄上棉制及丝制女衬衫的报价 我们已经标明那些可立即供应的现货商品 对其余的商品 所报的交货期只是大约的 但无论如何不会超过两周 我们所报的商品都是用最优质的材料制造的 并且可以供应多种式样及颜色 我们也可接受按照要求定制女衬衫的定单 以满足群众特有的需要 请利用这一优势 现在就向我们订购 Assignment TranslatethefollowingintoEnglish 尊敬的先生 事由 5 000长吨黄麻报盘8月15日来函收到 谢谢 应贵方要求 现报盘如上 1 商品名称 孟加拉国黄麻 2001年出产 2 数量 5 000长吨 装运重量 3 质量和规格 一级品 质量应不低于我黄麻商会制定的标准 回潮率应不大于19 04 4 单价 成本加保险费 运费到广州每长吨450美元 5 装运期限 2001年10月一批 6 付款条件 保兑的 不可撤销的 可转让的可分割的即期信用证 以上报盘以我方最后确认为准 请即电复 DearSir Re Offering5 000longtonsJuteYourletterofAugust15hasbeenreceivedwiththanks Accordingtoyourrequest weoffer 1 Commodity BangladeshJute 2001crop 2 Quantity 5 000longtons shippingweight 3 QualityandSpecifications Firstgrade QualityshouldnotbelowerthantheestablishedstandardofourJuteBoard Moistureregainshouldnotbemorethan19 04 4 UnitPrice US 450perlongtonCIFGuangzhou 5 TimeofShipment NolaterthanOctober20 2001inonelot 6 TermsofPayment Byconfirmed irrevocable transferableanddivisibleL Cbydraftatsight Theaboveofferissubjecttoourfinalconfirmation Pleasereplybycableimmediately Section2 SkillsforWritingLettersforQuotations OffersandCounter offers Objectives Togiveabriefintroductiontohowtowritequotations offersandcounter offersToenableSstobecomeawareofdifferentconventionalitiesusedforwritingquotations offersandcounter offersTopracticeusingdifferentconventionalitiesusedforwritingquotations offersandcounter offersTodoexercises I HowtoWriteQuotationsandOffers Generallyspeaking aquotationincludes acknowledgementoftheinquiryreceivedpreviously descriptionofthequalityandquantityofthegoods pricesofthegoods Makeclearwhetherornotthequotedpricesaretoincludedelivery forfailuretodothismayleadtosubsequentdisagreementwiththebuyer termsofpayment dateofdeliveryandpercentageofdiscount thecoverageoftheprice etc periodofvalidity Acounter offerlettercoversthefollowing Thanktheofferors offer Expressregretatinabilitytoacceptandstatereasonsfornon acceptance Makeacounter offerif inthecircumstances itisappropriate Urgetheoffereetoacceptthecounter offer Suggestotheropportunitiestodobusinesstogether Areplytothecounter offercoversthefollowing Tellthereaderthatyouhaveknownhisinterestandshowyourregret Expressyouracceptanceorregretthatcounter offerisnotacceptable Explainthereasonforacceptingordecliningthecounter offer Wishtoestablishlongbusinessrelations Conventionalities 1 ThankyouforyourrecentfaxtellingusthatthereisagooddemandforourPandatelevisionsinyourmarket Wearepleasedtoofferthemasfollows 2 WeacknowledgewiththanksreceiptofyourletterofJanuary19 Inreply wehavepleasureinmakingthefollowingoffer subjecttoourfinalconfirmation 3 WethankyouforyourinquiryofDec 20 andcanofferyouthesoybeansyourequired Thisofferwillremainopenuntilthereceiptofyourwirebyreturn 4 WeobtainedyournameandaddressfromMessrs whogaveustounderstandthatyouareexperiencedimportersof Wehavenowpleasureinofferingyou ofwhichwewouldappreciateyourpushingthesaleonyourmarket 5 WehavepleasureinofferingyouthegoodslistedontheattachedoffersheetNo andhopethattheywillbeofinteresttoyou 6 Ourpricesareinforceonlyifyouorderbyreturnmail 7 Thepricesarevalidonlyifthecurrentpricesofrawmaterialsdonotchange 8 Theaboveofferisvalidonlyforthecourseofonemonth 9 Wethankyouforyourinquiryandhavepleasureingivingyouthefollowingoffer subjecttopriorsale 10 Thisoffermustbewithdrawnifnotacceptedwithinfivedays TranslateintoChinese 1 Wehavebeenholdingtheofferopenforyouforoneweek 2 Theauthoritieshaveapprovedourapplicationforimportlicense 3 IncompliancewithyourrequestinyourletterofMay25 wearemakingyouanofferasfollows 我们为你方保留此盘有效一周 当局已批准了我们申请的进口许可证 按照你方五月二十五日来函的要求 我们现在给你方报盘如下 4 Weregrettosayourofferhaslapsedunaccepted 很遗憾 我们的报盘在失效前未被接受 6 Itisinviewofourlong standingbusinessrelationshipthatwemakeyousuchacounter offer 5 Maywesuggestthatyoumakesomeallowance say8 onyourquotedpricesthatwouldhelptointroduceyourgoodstoourcustomers 我们建议你做出折扣 比方说 在你方报价的基础上折让8 这样有助于向顾客介绍你方产品 只是鉴于双方长期的业务关系 我们才给予上述还盘 7 Inviewofthefactthatwehavedonealotofbusinesswithbuyersatthisprice wecannotreduceourpriceanyfurther 8 Ithinkitunwiseforeitherofustoinsistonhisprice 9 Webelievewe llhaveahardtimeconvincingourclientsatyourprice 鉴于我们已按这个价格做了许多业务 我们也就不可能再减价了 我认为哪一方坚持自己的价格都是不明智的 我们认为很难说我们的客户们接受你方的价格 Exercise 1 Fillintheblankswiththegivenwordsorexpressions Placing per price effected offer in subjectto DearSirs WeacknowledgereceiptofyourletterofMarch15th andconfirmhavingcabledyoutodayinreply asconfirmationcopyenclosed Youwillnotefromourcablethat weareinapositiontoofferyou50longtonsofTinFoilSheetsattheattractiveofStg 135perlongtonC FShanghaifordeliverywithinonemonthafteryouranorderwithus Paymentofthepurchaseistobebyanirrevocableletterofcreditourfavor payablebydraftatsightin