OfferandCounterofferPPT课件

1、How to organize an offer? Step 1: statement/appretiation for the enquiry Step 2: details onQuantity/quality/price/discount/payment/packing/time of shipment/validity (in the case of a firm offer)lStep 3: hope for a favorable reply第1页/共30页收到你方来信：收到你方来信： We are in receipt of/have received your letter W

2、e acknowledge (receipt of) your letter We have for acknowledgment your letter We have the pleasure of acknowledging receipt of your letter (fml.)第2页/共30页A Firm OfferA Firm Offer第3页/共30页 september 6, 2009 Messrs Healy & Co. 73 Hyde Road, Antwerp, Belgium Dear sirs,Mens Leather Shoes Thank you for you

3、r enquiry of September 5 for the captioned goods. As requested, we are offering you 7500 pairs of “Hero” Brand Mens Leather Shoes at US$12.5 per pair CFR Antwerp for shipment in November, 2002. payment is to be made by an irrevocable, confirmed L/C payable by draft at sight. The offer is firm, subje

4、ct to your reply reaching here before September 15, 2009. We have airmailed you under separate cover some of our illustrated catalogues showing exactly sizes, designs and workmanship of our goods. There is every indicaiton that the market is tending upwards. It is in view of our long and friendly re

5、lations that we have quoted you the most favourable price and no counter-offer will be entertained. Your early fax confirmation of our effort is anticipated. Yours faithfully, Shun Da Import&Export Corporation 第4页/共30页Entertain: Entertain: 准备考虑，考虑接收（订货等） If the terms offered are agreeable, we may en

6、tertain your order. They would not entertain any price lower than RMB2330 yuan per ton. 第5页/共30页Gentlemen:We acknowledge receipt of your letter dated March 14.We take pleasure in making you, as per you request, thefollowing offer:Art. No. : W71-72 Canvas Wooden Folding Chairs.Unit Price: US $ 12.00

7、per pc. CFR San Francisco.Quantity: 1000 pcs.Shipment: during May/June, 2009Packing: in cartons two pcs. to a cartonpayment: by confirmed, irrevocable letter of credit which should be opened through a third country bank in the U.S.A acceptable to the sellers. The above offer is subject to our final

8、confirmation. Weare awaiting your prompt reply.Yours truly, 第6页/共30页Take pleasure in doingTake pleasure in doing Have pleasure in doing Have the pleasure of doing Have the pleasure to do第7页/共30页Two pieces to a cartonTwo pieces to a carton 12 dozen to a gross 100 pieces to a box第8页/共30页A Non-Firm Off

9、erA Non-Firm Offer第9页/共30页 July 3, 2009James Brown &Sons# 304-310 Jalan Street, Toronto, CanadaDear Sirs,We confirm having receiving your enquiry of July 2 for our bicyles.In compliance with your request, we are making you an offer, subject toour final confirmation as follows:Commodity: “Eagle” Bran

10、d BicyclesSpecifications: FSE-26, black and gray colors, equally assortedQuantity: 5000 piecesPrice: US$ 37.50 per piece CFR VancouverShipment: in two equal lots of 2500 pieces each, beginning from August, 2002Packing: in wooden casesPayment: by an irrevocable, confirmed L/C payable by draft at sigh

11、t.On an order for more than 10 000 pieces, a 5% discount is allowed.Please fax us without delay if you find the above satisfactory. Yours faithfully,China Trading Company第10页/共30页Dear Sirs, We are in receipt of you letter of November 18 informingus that you are in the market for folding fans.In repl

12、y, we are sending you herewith our quotation CIFVancouver for the three designs you require, from which youwill find that all ur prices are quite realistic and cant beobtainable elsewhere. Besides, we are preprared to allowa special discount of 10% on all orders received beforethe end fo this month.

13、To acquaint you with the quality of our products, somesamples have been airmailed to you under separatecover.As the selling season is approaching, we have receivedmany enquiries from our customers. It will be highlyappreciated if you will send us an early reply.Yours faithfully,第11页/共30页Counter offe

14、r/bidCounter offer/bid第12页/共30页To organize a counter-offer: Step 1: expressions of thanks for an offer or bid; Step 2: regret being unable to accpet what has been offered and state the reasons; Step 3: make a counter-offer or suggest other opportunities to do business together.第13页/共30页 July 26, 200

15、1 Combined Bicycle Co., Ltd. 27 Jinshan Road, Ningbo, Zhejiang, China Dear Sirs, Thank you for your offer of July 23 for 50000 pieces of scooters. We regret to say that, compared with the offers from other scources, your price is too high and obviously out of line with the prevailing market here. As

16、 far as we know, price of similar goods has declined by aboout 15% since last December. Some suppliers even offer a special discount of as high as 20% on orders exceedings US $ 500000. much as we would like to do more business with you, its rather difficult for us to accept your price of US $18.5 pe

17、r piece FOB Shanghai. Unless you can see your way clear to reduce your price by 10%, we will have no choice but to cover our requirements elsewhere. It is in view of the long and friendly business relations between us that we have made you this counter-offer, which we hope you will consider carefull

18、y and accept without any delay. Yours faithfully, Abdul Razak Trading Co.第14页/共30页Regret: vt. Regret: vt. 抱歉，遗憾 We regret our inability to supply the goods at the price indicated in your letter We regret having to remind you of We very much regret to say thatare not up tp our expectations. We regret

19、 that we cant accept owing to We note with regret that Much to our regret, the price you quoted is prohibitive.第15页/共30页Cover: Cover: 购进，包括，支付，弥补 We often cover our requirement from neighboring countries. Reference is made to the goods covered by your Order No. 100. A check for US $ 184 900 is enclo

20、sed to cover the 100 m/ts of SWC Sugar. To cover your loss caused by our oversight, we agree to give you a 5% discount off the price. Please see to it that the covering L/C is opened without delay.第16页/共30页 Part 2: “the price is too high” 1. all the terms and conditions are satisfactory except the p

21、rice, which is about 20% higher than from others. 2. we regret to say that, compared with the offers from other source, your prices is too high and obviously out of line with the prevailing market here. 3. we have to point out that as comparing with other similar products, you are requested to reduc

22、e your price to 4. we regret to inform you that our buyers in Odense find your price much too high. 第17页/共30页Part 3: reduction/negotiationreason/comparison/offerCase 1:we dont deny that the quality of Chinese kernels is slightly better, but the difference in price should, in no case, be as big as te

23、n percent.To step up trade, we, on behalf of our buyers, counteroffer as follows, subject to your reply being received here by“50 metric tons Bitter Apricot Kernels,2009 Crop at US$1325 per m/t CIFC 2% Odense with shipment at Copenhagen, other terms as per your letter dated 2, August,2008”第18页/共30页

24、Case 2:There is no doubt that the quality and design of your goods are fine. But owing to keener competition in our market from other makes, we have to purchase at a price which is low enough to increase our sales. Under such circumstances, we make a counter-offer as follows:第19页/共30页 Case 3: We reg

25、ret your price, as indicated in your fax dated , of US$36.30 per m/s FOB Vancouver stowed and strimmed is still not attractive enough to induce our acceptance, but in order to bring the present transaction to a successful conclusion, we have offered as a frindly gusture, a final counterbid of US$36.

26、00 per m/t, which is subject to your accptance before july 20 第20页/共30页Part 4: ask for prompt replyAs we need the goods urgently to deliver to our customers, we shall be obliged if you will confirm the above at your earliest convenience.It is in view of the long and friendly business relations betwe

27、en us that we have made you this counter-offer, which we hope you will consider carefully and accept without any delay.As the market is declining, we recommand your immediate acceptance.第21页/共30页Declining a Counter - OfferDeclining a Counter - Offer June 14, 2009 Dear Sirs, We have duly noted your l

28、etter of June 13, in which you informed us that our price for Art No. YT-3820 is too high to be accetable. We regret having to point it out that there is no possibility of our reducing the price to your indicated level as the costs of raw materials have risen a lot since April and we have to adjust

29、our prices accordingly. But even with the increase, our prices are still lower than those from other competitors in the same line. Furthermore, we would like to draw your attention to the fact that the price will go up further owing to a large demand and suggest in your interest that you accept our

30、offer with the least possible delay. Otherwise, you may not be able to obtain the goods needed even at a higher price if you miss the chance. Please take the above into careful consideration and fax us your order as early as possible. Yours faithfully,第22页/共30页An Optional ExampleAn Optional Example

31、Dear Sirs, We regret very much having to decline your counter-offer of Octber 12, as it is far below our cost. Its our usual practice to quote 5% above the cost. More important, we always lay emphasis on the quality of our products and have so far never sent what is not up to the standard requested

32、by our customers. Considering our long and friendly business relations, we will keep the offer open for you until October 20, after which date we cant ensure that the goods will still be available. We hope you will avail yourselves of this opportunity and send us your order as early as possible. You

33、rs faithfully,第23页/共30页Keep the offer open: Keep the offer open: 留盘，指实盘的有效期继续延长留盘，指实盘的有效期继续延长 To keep/hold an offer open At your request, we now keep this offer open for a further ten days from . Considering our we will keep this offer open until第24页/共30页Exercises:Exercises: translate the following

34、sentences into translate the following sentences into EnglishEnglish如果你方报价具有竞争力，交割期（如果你方报价具有竞争力，交割期（date of date of deliverydelivery）可接受的话，我们愿向你方订货。）可接受的话，我们愿向你方订货。请报你方请报你方2 2号和号和5 5号货各号货各800800打和打和9 9号和号和1111号货号货各各10001000打离岸价上海的最低价。打离岸价上海的最低价。谨向你方报两万台谨向你方报两万台“灵通灵通”牌电脑，每台成牌电脑，每台成本加运费到迪拜（本加运费到迪拜（Dub

35、aiDubai）价）价259259美元，以你美元，以你方答复于北京时间八月十五日到达这儿为条方答复于北京时间八月十五日到达这儿为条件。件。有些中国出产的苦杏仁（有些中国出产的苦杏仁（bitter apricot bitter apricot kernelskernels）售价比西班牙货的价格高出一成。）售价比西班牙货的价格高出一成。兹复你1111月2 2日有关童装的报盘，我们现还盘成本加运、保费悉尼价每打2828美元。第25页/共30页Exercise:Exercise: Translate the following sentences into English:如果你方报价具有竞争力，交割

36、期（date of delivery）可接受的话，我们愿向你方订货。If your quotation is competitive and the date of delivery is acceptable, we would like to place an order.请报你方请报你方2 2号和号和5 5号货各号货各800800打和打和9 9号和号和1111号货号货各各10001000打离岸价上海的最低价。打离岸价上海的最低价。please give us your best quotation FOB Shanghai for 800 dozens each of Art. Nos.

37、 2 and 5 and 1000 dozens each of Art. Nos. 9 and 11.第26页/共30页l谨向你方报两万台谨向你方报两万台“灵通灵通”牌电脑，每台成本牌电脑，每台成本加运费到迪拜（加运费到迪拜（DubaiDubai）价）价259259美元，以你方答美元，以你方答复于北京时间八月十五日到达这儿为条件。复于北京时间八月十五日到达这儿为条件。 lWe are making you an offer for We are making you an offer for 20,000 20,000 “Lingtong” Brand Computer at US$ 259

38、 per “Lingtong” Brand Computer at US$ 259 per set CFR DUBAI,set CFR DUBAI,subject to your reply subject to your reply (acceptance, confirmation) reaching (acceptance, confirmation) reaching here by August 15, Beijing time. here by August 15, Beijing time. 有些中国出产的苦杏仁（有些中国出产的苦杏仁（bitter apricot bitter apricot kernelskernels）售价比西班牙货的价格高出一成。）售价比西班牙货的价格高出一成。 Some parcels of chinese bAK have been Some parcels of chinese