Unit 5Offers and Counter-offers

1、Unit 5 Offers and Counter-offersBusiness KnowledgeMany Steps in Business Negotiation enquiryoffercounter-offeracceptance询盘报盘还盘接受Also known as quotation Offeror/ offerer: 报盘人报盘人 (The person making the offer).Offeree: 受盘人受盘人 (The person to whom the offer is made)Firm offer:实盘实盘 (offer with engagement

2、/obligation) Non-firm offer: 虚盘虚盘 (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

3、 and date of delivery. (5) The validity of the offer（for firm offer）OfferA 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 c

4、ounter-offer. Counter-offerThe difference between firm offer and non-firm offerNext page Next page 1.We are making you, subject to your acceptance before the end of this month, 2. Our offer is subject to change without notice.3. Our offer is subject to goods being unsold.4. Our offer is subject to y

5、our confirmation reaching 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.Point out which of the following expressions ar

6、e firm offers:Case 1上海上海ABCABC贸易公司主要经营工艺品，其产品远销美国、贸易公司主要经营工艺品，其产品远销美国、澳大利亚、英国、等国家。收到澳大利亚、英国、等国家。收到William SmithWilliam Smith先生的先生的询盘信后，该公司工艺品部的王先生与询盘信后，该公司工艺品部的王先生与William SmithWilliam Smith先生进行了接洽，并对锦缎手袋发出实盘报价（此报先生进行了接洽，并对锦缎手袋发出实盘报价（此报盘有效期为盘有效期为1 1个月）。个月）。1.具有进出口经营权具有进出口经营权2.收到询盘信收到询盘信3.对锦缎手袋发出实盘报价

7、对锦缎手袋发出实盘报价Key points Useful Expressions1. make sb. an offer for sth. 2. offer sb. sth. 3. send sb. ones quotation for 4. be subject to 5. offer is valid for 向某人就某物报盘向某人就某物报盘 向某人就某物报盘向某人就某物报盘向某人就某物报价向某人就某物报价以以为条件，为条件，以以为有效为有效报盘有效期为报盘有效期为 Useful Expressions1.offer remains firm（valid) until 2. terms o

8、f payment 3. time of shipment 4. packing and delivery date 5. price terms 报价有效期到报价有效期到付款条件付款条件装运时间装运时间包装及交货日期包装及交货日期价格条件价格条件 Useful SentencesWe thank you for your enquiry of May 24 for brocade handbags.2. In reply to your enquiry of May 24, we take the pleasure of making you the following offer 3. W

9、e make you a firm offer for brocade handbags. 4. This offer is firm, subject to your reply reaching here before Useful Sentences5. This firm offer is subject to your reply reaching here before 6. The best price is per piece CIF 7. All brocade handbags are packed in PE bags, pieces to a carton. 8. Ou

10、r usual terms of payment are by confirmed irrevocable L/C available by draft at sight. Letter OneDear Mr. Smith,Thank you for your enquiry of May 24. , we are making you the following Letter OneArticle: Brocade HandbagsPrice: US$12.00 /pc, CIF Vancouver Quantity: 5,000 pcsShipment: August, 2013Packi

11、ng: twenty pieces to a carton: By Letter OneWe hope that the above will be to you, . Yours Sincerely,David WangNotes to Letter One Notes to Letter OneNotes to Letter OneNotes to Letter OneNotes to Letter OneNotes to Letter OneNotes to Letter OneNotes to Letter OneNotes to Letter OneNotes to Letter T

12、woBack Exercise1. As soon as we receive your specific enquiry a. 我们将立即给你们报最优惠的拉哥斯我们将立即给你们报最优惠的拉哥斯(Lagos)到岸价到岸价2. To acquaint you with the cotton piece goods we export now, a. 我们给你们航空邮寄样品三份我们给你们航空邮寄样品三份 b. 我们寄了样本五本我们寄了样本五本 c. 三本目录本已航邮寄出三本目录本已航邮寄出3. If your quotation is competitive, a. 我们打算订购蝴蝶牌缝纫机我们打

13、算订购蝴蝶牌缝纫机(sewing machine)300台台 b. 我们将大量订购男式衬衫我们将大量订购男式衬衫 c. 我们有把握订购大量的花布我们有把握订购大量的花布(printed shirting)1. As soon as we receive your specific enquiry, We will quote you the most favorable price CIF Lagos immediately. We will quote you the lowest price CIF Lagos immediately.2. To acquaint you with the

14、 cotton piece goods we export now, a. We have sent you 3 copies of sample books by airmail. b. We sent you 5 copies of sample books. c. 3 copies of sample books have been sent by airmail.keys3. If your quotation is competitive,a. We intend to place an order for 300 Butterfly Brand Sewing Machines.b.

15、 We will place a large order of Mens Shirts with you. c. We are sure that we can place a large order of printed shirting.keysNext page Case 2宁波钱湖贸易有限公司成立于宁波钱湖贸易有限公司成立于19861986年，是原外经贸部年，是原外经贸部批准的具有进出口经营权的综合性贸易公司。该公司批准的具有进出口经营权的综合性贸易公司。该公司经营产品主要包括工艺品、蔺草制品、木制礼品、抽经营产品主要包括工艺品、蔺草制品、木制礼品、抽纱制品、纺织品、箱包等。其产品远销

16、美国、澳大利纱制品、纺织品、箱包等。其产品远销美国、澳大利亚、英国、日本、韩国等国家。收到亚、英国、日本、韩国等国家。收到Martin CrownMartin Crown先生的询盘信后，该公司工艺品部的陈先生与先生的询盘信后，该公司工艺品部的陈先生与Martin Martin CrownCrown先生进行了接洽，并对锦缎手袋发出虚盘报价。先生进行了接洽，并对锦缎手袋发出虚盘报价。 1.具有进出口经营权具有进出口经营权2.收到询盘信收到询盘信3.对锦缎手袋发出虚盘报价对锦缎手袋发出虚盘报价Key points Useful Sentences1. With reference to your e

17、nquiry of May 24, we make you the following offer, which is subject to our final confirmation.2. Replying to your enquiry of May 8, we have the pleasure of quoting our brocade handbags as follows.3. We are in receipt of your enquiry of May 24, and send you samples of our various brocade handbags, fo

18、r which we can quote you as follows.4. These quotations are all subject to the fluctuation of the market, and we hope to have your definite enquiries shortly.Next page Useful Sentences5. We offer, subject to goods being unsold.6. We offer, subject to prior sale. 7. We hope you will agree that our pr

19、ices are very competitive for these good quality brocade handbags, and we look forward to your initial order. 8. This favourable offer will not be repeated for some time, and we accordingly look forward to an early order from you. Nextpage 9. As for the above offer, it is extremely probable that the

20、 prices will rise still more, and it would therefore be to your interest to place your orders without delay.10. As the prices quoted are exceptionally low and likely to be adjusted, we would advise you to place orders without delay. Useful Sentences Letter TwoNingbo Qianhu Trading Co., Ltd. 101 Lian

21、feng Road, Ningbo 315000,China June 1, 2013 Thomas Co., Ltd.120 Garden StreetVancouver V5Z3G7, CanadaDear Mr. Crown, your enquiry of May 24, :Nextpage “5,000 pieces of brocade handbags, at US$12.00/pc CIF Vancouver for shipment in August, 2006 for payment by irrevocable documentary L/C insellers fav

22、or, which we hope you will find in order. this offer is subject to goodsbeing unsold.” Letter TwoNextpage As we have received large number of orders from our clients, it is quite probable that our present may soon . We would therefore suggest that you this attractive offer.We look forward to receivi

23、ng your order.Yours Sincerely,David Chen Letter TwoNotes to Letter TwoNotes to Letter TwoNext page Notes to Letter TwoNotes to Letter TwoNotes to Letter TwoNotes to Letter TwoNotes to Letter TwoNotes to Letter TwoBackExercise1. Please reply as soon as possible, 说明最早装船期和付款条件说明最早装船期和付款条件2. If you are

24、interested, please cable us, 说明所需数量说明所需数量。3. We cabled you yesterday, 报你报你2000公斤核桃仁公斤核桃仁(walnut meat)，5月船期。月船期。4. Please reply as soon as possible ,告知我们必要的详细情况告知我们必要的详细情况。5. We cabled you today, 向你订购向你订购5000打自来水钢笔打自来水钢笔( fountain pen)。6. We wrote you last week, 要求你们寄来你们最近的价目表要求你们寄来你们最近的价目表。7. Please

25、 quote us your lowest price, 说明支付条款和包装情况说明支付条款和包装情况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 walnut meat for s

26、hipment during May. 4. Please reply as soon as possible, giving us all necessary information.The keyThe key5. 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, sta

27、ting the terms of payment and packing condition.Case 2 收到收到Martin CrownMartin Crown先生的先生的还盘后还盘后, ,王先生考虑到锦缎手王先生考虑到锦缎手袋在加拿大推广的需要，便接袋在加拿大推广的需要，便接受了其还盘。据此，双方交易受了其还盘。据此，双方交易即告达成。即告达成。Key points1.1.收到还盘收到还盘2.2.推广的需要推广的需要3.3.接受还盘接受还盘 Useful Expressions 1.be appreciative of 2.make an exception 3. give a dis

28、count of %（on）sth. 4. in view of 对对表示感谢表示感谢 破例破例 给某物给某物% %的折的折扣扣 鉴于鉴于 Useful Sentences1. We are appreciative of your letter of June 8, requesting to allow you an 8% reduction in price.2. In reply to your counter-offer of June 8, 2006, we are sending you this letter, accepting all you have counter-of

29、fered as follows.3. We accept your counter-offer of June 8, and are pleased to conclude the transaction of brocade handbags with you. Useful Sentences4. However, in order to develop our market in your place, we have decided to accept your counter-offer as an exceptional case.5. In order to assist yo

30、u to compete with other dealers in the market, we have decided to accept your counter-offer, if your order reaches 5,000 pieces at one time.6. In view of the long-standing business relations between us, we have decided to accept your counter-offer. Letter ThreeNingbo Qianhu Trading Co., Ltd.101 Lian

31、geng Road,Ningbo 315000,ChinaJune 15, 2006Thomas Co., Ltd.120 Garden StreetVancouver V5Z3G7, Canada Dear Mr. Crown,We are appreciative of your letter of June 8 which requested a 5% .It is our companys policy not to discount on our standard prices. However, we are glad to in this case as an introduct

32、ion toour brocade handbags. Thus, we accept yourcounter-offer for a 5% discount based on a of 5,000 pieces by July 15, as follows: Letter Three“Brocade handbag at US$11.40 per piece CIF Vancouver for shipment in August.”We look forward to receiving your order, and to developing our continuing, profi

33、table relationship.Yours Sincerely,David Wang Letter ThreeNotes to Letter ThreeNextpage Notes to Letter Three Notes to Letter ThreeNextpage Notes to Letter ThreeExercise1. We (offer, quote) you for 500 sets Sewing (Machine, Machines) (at, on) USD 50 (on, at, of) CIF Lagos basis (for, in) June/July s

34、hipment.2. There is (not, no) possibility (of doing, to do) business at this price.3. We confirm (having sent, sending, to send) you a cable this morning.Nextpage 4. Should you (prepared, be prepared) to reduce the price by 5%, we (will, would, shall) place our trial order (on, upon, with) you.5. We

35、 write you today (with, in) the hope of entering into (business, business relations, business relation) with you. Exercise1. We (offer, quote) you for 500 sets Sewing (Machine, Machines) (at, on) USD 50 (on, at, of) CIF Lagos basis (for, in) June/July shipment.2. There is (not, no) possibility (of d

36、oing, to do) business at this price.3. We confirm (having sent, sending, to send) you a cable this morning.keysNextpage 4. Should you (prepared, be prepared) to reduce the price by 5%, we (will, would, shall) place our trial order (on, upon, with) you.5. We write you today (with, in) the hope of ent

37、ering into (business, business relations, business relation) with you.keysLetter-writing Guide1. Use familiar, conversational words and expressions 2. Avoid ambiguity (to make your letter clear) Only I borrowed five yuan from him. 只是我向他借5元（是我而不是别人） I only borrowed five yuan from him. 我向他只是借5元（是借，不是别

38、的） I borrowed only five yuan from him. 我向他借只是5元（仅为5元） I borrowed five yuan only from him. 我只是向他借5元（是向他借，不是向别人借）Nextpage Letter-writing GuideOther examples:a. Those who ordered more soon became rich at an opportune time. 那些订购较多的人不久在适当的时候变得富裕起来。 It is intended to modify “order” b. We take pleasure in making you the following offer for shirts as requested by you some time ago which is subject to our final confirmation.