外贸函电Unit7-Quotation-offer-counter-offer(两次课)PPT课件

1、2021/7/241Quotation, Offer, Counter-offer2021/7/242Quotationreply to an inquiryan offer in simple formnotice of price in no legal sense. 2021/7/243Content of a Quotation1. An expression of thanks for the enquiry2. Details of prices, discounts and terms of payment3. A statement or clear indication of

2、 what the prices cover4. An undertaking as to date of delivery or time of shipment5. The period for which the quotation is valid2021/7/244OfferDefinitionAn offer is a proposal made by an offerer to the offeree for concluding a contract. Once a firm offer is drawn, it cant be withdrawn in valid time.

3、-terms of price-all necessary terms of sales2021/7/245Quotation VS. OfferQuotationwritten form response to an enquiry the price and other termsOffer:validity timequantity A firm offer can not be altered, withdrawn or revoked within its validity time.2021/7/246A satisfactory offer will include: a. Na

4、me of commodity, quality, quantity b. Unit price and type of currency c. packing condition and date of delivery d. terms of payment and discount e. terms of validity of the offer f. Indication of what the price coversg. insurance2021/7/247Useful SentencesOfferWe are pleased to quote you for 1,500 do

5、zen Mens Shirts as per the sample sent to you before, at the price of USD 5.00 per piece CIF New York for prompt shipment.In compliance with your request, we are now offering you 2,000 dozen magnifiers at USD 36.00 per dozen CIF San Francisco, September shipment.You will note from our fax that we ar

6、e in a position to offer you 50 long tons long tons of Tin Foil Sheets at the attractive price of 135 per long ton CIF Shanghai for delivery within one month after your placing an order with us.2021/7/248Conditions of an offerThe above prices are understood to be on CIF Karachi basis. Discount of 5%

7、 may be allowed if the quantity for each specification is more than 1,000 sets.Our quotation is subject to 5 % commission.This offer is firm (open, valid) for 5 days.We take pleasure to enclose our offer No. UE-1109 for your consideration. The price we quoted is on FOB Shanghai basis instead of on e

8、ither EXW Shanghai or CIF Hong Kong basis and that our offer will be valid until August 31,2004.2021/7/249Payment of the purchase is to be effected by an irrevocable letter of credit in our favor, payable by draft at sight.We desire to call your attention to our special offer. You will readily under

9、stand that this offer is good only for acceptance reaching us before the end of January. In view of the heavy demand for this line, we advise you to send orders as soon as possible. 2021/7/2410Dear SirsThank you for your letter of April 5, asking for a quotation for 100 mixers.We are pleased to make

10、 the following offer, subject to your reply reaching us by May 20. Price: US62.5 each CIF New York Packing: Carton Shipment: 7 days after receipt of order Payment: within 30 days on the receipt of the advice of shipment We look forward to receiving your order and assure you that it will receive our

11、prompt attention. Yours sincerely C.C.Manager Offer2021/7/2411Non-firm offer - Offer Without Engagement -“about”，reference price”-Without engagement. 不负任何责任. -subject to prior sale 有权先售 -All quotations are subject to our final confirmation unless otherwise stated. -Our offer is subject to approval o

12、f export license. 2021/7/2412Dear Sir/Madam,Thank you for your interest in our Garment displayed at the Southeast International Trade Fair. We are sending you illustrated catalogues about those patterns you are most interested in. We are able to supply most of them from stock.If our prices are accep

13、table, we trust that you will place us orders immediately. We look forward to your early confirmation. Yours faithfully,An Offer Without Engagement2021/7/2413 A firm offer is a clear indication of the offerer to conclude business transactions according to the stipulated terms and conditions within a

14、 fixed period of time. The offer, once sent out, cannot be withdrawn or changed at all within the period of its validity. If the offer is accepted by the buyer before its expiry date, business will be established. The parties concerned will be bound by it. Firm Offer2021/7/2414Firm OfferDefinitiona

15、promise to sell goods at stated price, within a stated period of time. Features of a firm offerClearDefiniteCompletefinal2021/7/2415Content of a firm offerQualityQuantityPackingPriceShipmentPaymentValidity2021/7/2416Dear Sir/Madam,We are pleased to know from your fax of Oct. 15 that you are interest

16、ed in our medicine, especially vitamin E. We make you the following firm offer:Commodity: Vitamin E Price: USD7.00 per KG CIF HamburgQuantity: 5000 KGSPacking: 25 KG/Drum Shipping Marks: At sellers optionDate of shipment: In November 2005, allowing transshipment and partial shipmentPayment: By Irrev

17、ocable L/C at sight to reach us one month before shipment,.Insurance: To be effected by sellers for 110% of full invoice value covering All Risks.Looking forward to your earliest confirmation. Yours faithfully,A Firm Offer2021/7/2417 entire acceptanceLetter of acceptance usually repeats the followin

18、g items so as to avoid misunderstanding on either side：commodity, specifications, quality, quantity, price, shipment, terms of payment, etc.We accept (have accepted) your offer of We confirm our acceptance of your offer of *Your offer is acceptable.”Responses to an offer2021/7/2418Dear Sir/Madam,Tha

19、nk you for your fax of Oct. 18th offering 5000 KGs Vitamin E at USD 7.00 per KG CIF Hamburg for immediate shipment, which is paid by irrevocable L/C at sight and effected by you for 110% of full invoice value covering All Risks.We are pleased to inform you that all the terms and conditions are accep

20、table to us. So we confirm your offer and place an order with you. Please send us a copy of your Sales Confirmation for our counter-signature, and we will have our relative L/C established through ABC Bank once receive it. Please note that the goods must be shipped within the validity of the L/C. Yo

21、urs faithfully,Entire Acceptance2021/7/2419Conditional acceptance/counter offerPRICEPAYMENT TERMSSHIPMENTPACKINGVALIDITY2021/7/2420Counter-offerHow to say “No”“We have different ideas on”2021/7/2421Counter-offer should include:-Appreciation for the incoming offer-Say “no” politely, providing good re

22、asons: -New proposal-Persuade them to make concessions.-Positive closing2021/7/2422Say “no” politely: -appear, seem, sound-be on the high side/ be a bit high-seem to be unworkable/ be out of line/ not in line with the prevailing market price-Your price does not impress us favorably2021/7/2423New pro

23、posal(from mild to harder) SuggestDemandRequestInsist2021/7/2424Persuade them to make concessions-There is a large demand in our market/at our end-Once you open up the market here, you will find it gives advantages to you.-future opportunity for cooperation2021/7/2425Useful expressions for Counter-o

24、ffersWe find your prices are too high to be acceptable. We would very much like to place further orders with you if you could bring down your prices at least by 15%. Otherwise we can only switch our requirements to other suppliers.We regret to say that your offer is not in the least encouraging. The

25、re is a big difference between your price and those of your competitors. We have been doing business with you for many years and hope that you will quote us your rock-bottom price, otherwise we can have no alternative but to place our order elsewhere.We regret to say that your price is on the high s

26、ide. We do not think there is any possibility of business unless you cut your price by 20%.2021/7/2426In reply, we very much regret to state that our users here find your price too high and out of line with the prevailing market level. Should you be prepared to reduce your limit by, say 68%, we migh

27、t come to terms. We wish you will reconsider your price and give a new bid, so that there can be a possibility for us to meet halfway.Your price does not impress us very favorably.2021/7/2427 Your quoted price is out of line with the prevailing level. That is why we feel confident that our suggestio

28、n of three percent off your present one is workable. Should you revise your price, say, one point five percent lower than the quoted one, we might persuade end users to conclude a deal.2021/7/2428An Offer for SWC SugarDear Sirs, We are in receipt of your letter of July 17, 2004 asking us to offer 50

29、 long tons of the subject sugar for shipment to India and appreciate very much your interest in our product. To comply with your request, we are quoting you as followsCommodity: Japan Superior White Crystal Sugar.Packing: To be packed in new gunny bag of 100 kgs. each.Quantity: Fifty long tons.Price

30、: U.S. dollars One Hundred and Five per long ton, CIF Calcutta. Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in New York and to be drawn at sight.Shipment: Three to four weeks after receipt of letter of credit by the first available boat saili

31、ng to Calcutta direct. Your attention is drawn to the fact that we have not much ready stock on hand. Therefore, it is imperative that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval. We are awaiting your immediate

32、 reply. Faithfully Yours2021/7/2429A Counter-offer for SWC SugarDear Sirs,We wish to thank you for your letter of the 29th Oct. offering us 50 long tons of the captioned goods at USD 105.00 per long ton CIF Calcutta, usual terms. In reply, we very much regret to state that our end-users here find yo

33、ur price too high and out of line with the prevailing market level. Information indicates that the sugar of French make have been sold at the level of USD 98.00 per long ton. Such being the case, it is impossible for us to persuade our end-users to accept your price, as goods of similar quality is e

34、asily obtainable at a much lower figure. Should you be prepared to reduce your limit by, say 8%, we might come to terms. It is in view of our long-standing business relationship that we make you such a counter-offer. As the market is declining, we hope you will consider our counter-offer most favora

35、bly and fax us acceptance at your earliest convenience. We are anticipating your early reply. Yours faithfully,2021/7/2430Responses to counter-offersI dare say that the prices we offer compare favorably with any quotations you can obtain elsewhere. Im afraid you wont find another company who will gi

36、ve you cheaper price than ours.The difference between our price and your counterbid is wider than we can consider. Your counter-offer is much too low, especially considering the small amount of your order.I dont think I am in the right position to cut our price to that extent as required. Shall I su

37、ggest that we meet each other half way?2021/7/2431Making concessions Wed like to decline the original offer slightly as a compromise. In view of our good co-operation over the past few years, we are prepared to accept your price. To please you as our new client, we may consider making some concessio

38、ns in our price. In order to encourage business, we are prepared to make a reduction. To get business under way, we agree to take this as an exceptional case.2021/7/2432Offer Declined2021/7/2433Dear Sir/Madam, We thank you very much for your letter of June 9 quoting for your air-conditioners. As our

39、 customers are not familiar with the brand name of your products and the price you have quoted is far higher than that of other firms, it is difficult for the items to attract our customers. If we are in need in future, please kindly reduce the price as best as you can so as to facilitate our sales.

40、 Thank you for your attention to this reply.Yours faithfully,Offer Declined2021/7/2434Exercise. Fill in the blanks with the given words or expressions. Place per effected price in offer subject to Dear Sirs, We acknowledge receipt of your letter of March 15th, and confirm having cabled you today in

41、reply, as _ confirmation copy enclosed. You will note from our cable that, we are in a position to offer you 50 long tons of Tin Foil Sheets at the attractive _ of USD 135 per long ton CFR Shanghai for delivery within one month after you _ an order with us. Payment of the purchase is to be _ by an irrevocable letter of credit _ our favor, payable by draft at sight in Pounds Sterling in London. T