Enquiry and Offer 商务英语函电课件

1、Enquiry and Offer,Negotiation Procedures,An enquiry is a request for information; An offer is actually a proposal of certain trade terms; A counter-offer is an acceptance to an offer with additions or modifications. An acceptance is the concluding step of a contract.,offer,enquiry,Counter-offer,acce

2、ptance,chief elements of business negotiation,-the subject matter of the business transaction namespecificationqualitypackingdelivery -the price and payment terms as per INCOTERMS 2000plus payment mode -liabilities of the seller deliveryqualitydocuments -liabilities of the buyer paymentdocuments -po

3、ssible trade dispute settlement commodity inspectionclaimarbitration,Section 1 Enquiry,An enquiry is a request for information concerning the availability of goods, prices, terms, catalogues, samples, and so on.,General enquiry and specific enquiry,General enquiry (also first enquiry) is an enquiry

4、sent to a supplier with whom you have not yet done business, so it should begin by telling the supplier how you obtained his name and address. In a specific enquiry, the enquirer points out a certain product or commodity he intends to purchase, he may ask the supplier to make an offer or a quotation

5、 on this product.,Specific enquiry,regular customers: state only the name, quality, quantity It can be made to one or more specific persons; “Specific persons” refer to the offeree whose name is indicated in an offer; The content is sufficiently definite; CISG article 14(1) “A proposal is sufficient

6、ly definite if it indicates the goods and expressly or implicitly fixes or makes provision for determining the quantity and the price.” It must be communicated to the offeree.,When writing a firm offer, we should 1)Point out the letter you mentioned in the first paragraph clearly, correctly and simp

7、ly with decent words to cause your partners attention; 2) If you are not familiar with the receiver or you are not ready for your products, try not to make an firm offer.,Specimen,Dear sir, Thank you for your letter of April 5, asking for a quotation for 100 mixers. We are pleased to make the Follow

8、ing offer, subject to your reply reaching us by May 20. Price: US62.50 each CIF New York Packing: free 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 prompt atten

9、tion.,Vocabulary and notes,1)报盘有效期的表达方式为： The offer is firm (open ; valid; good) until (for) . 此报盘有效期到（为） to offer firm subject to your reply by 6 p.m. ,our time , Wednesday, March2 此报盘有效期以3月2日星期三我方时间下午6点复到为准。 同样的表达方式还有 to offer firm subject to your reply reaching here by 6 p.m., Wednesday, March 2,

10、 our time ., to offer firm subject to your reply here within one week from today此报盘有效期以一周内复到为准 此外，报盘中常使用保留条件，以表示谦虚， 例如: to offer subject to sellers confirmation 以卖方确认为准 to offer subject to our approval 以我方认可为准 to offer subject to prior sale; to offer subject to being unsold 有权先售，以未售出为准 to offer with

11、out engagement (obligation) 发盘无约束性，发虚盘，与to offer firm 反义,Non-firm offer,the non-firm offer has two features: 1) It has the reserved conditions, such as “subject to our final confirmation” or “just for reference”. 2)lack of the main trading terms ,such as “price, quantity, and the date of delivery”.,

12、2) subject, adj. 由决定，取决于的（to) Eg: Our plans may change subject to the weather. 3) Payment: within 30 days on the receipt of the advice of shipment Eg: I acknowledge receipt of your letter of June29. Receipt: n.收到，接到 On/upon receipt of （书面用语）一收到 Eg: Goods will be sent on receipt of remittance. We off

13、er these goods subject to their being unsold on receipt of your order.,Useful Sentences,1)We take pleasure in offering you the under-mentioned goods, subject to your reply by noon July 6. 我们乐于就下列商品报价，以7月6 日中午前答复有效。 2)As for the above offer ,it is extremely probable that the prices will rise still mo

14、re, and it would therefore be to your interest to place your orders without delay. 由以上报价看，行市继续上涨，所以及早订货对你方有利。,3)In reply to your request, we are willing to allow you an extra discount of 20% on this order. 兹答复你方要求，我们愿对此批订货给予20%的额外折扣。 4)We shall be pleased to give this our earliest attention if our q

15、uotation will suit you. 如能接受我们的报价，我们愿立即着手为您办理。,Exercises (Translations),1. We offer you firm 1,000 tons of iron & steel subject to your reply reaching here by July 20. 我们向贵公司报1000吨钢铁的实盘，以您的答复于7月20日寄达为条件。 2. We are pleased to offer you firm 100 sets of our video recorder at US$50,000 CIF Gaoxiong. 本公

16、司十分乐意向贵公司报100台录像机的实盘，成本、保险费、加运费高雄价。 3.We offer you firm our new produce subject to your reply being received by May 10. 本公司提供新产品的确定报价给贵公司，但以5月10日前收到您的答复为条件。,4.Referring to your inquiry of September20. We are pleased to make the following offer for our new products. 就贵公司9月20日的询价，本公司很乐意提供新产品报价如下. 5.鉴于

17、我们长期的贸易关系，特报此盘。 It is view of our longstanding business relationship that we make you such an offer. 6.We leave our offer valid until October 31. 本公司保留报价直到10月31日都有效。,Write a letter according to the following Chinese:,敬启者： 事由：棉运动杉 感谢贵方19月15日来信，要求我们报18000打棉运动杉实盘。 应贵方要求，现报盘如下： 商品：棉运动杉（各种花色，款式） 尺码：大号（）中

18、号（）小号（） 大号：7000打 中号：6500打 小号：4500打 包装：CIF旧金山价含佣金5%。每打12元 装运：收到信用证后即装运 付款：保兑的、不可撤消的即期信用证 此报盘为实盘，以贵方回复于北京时间11月25日下午6点前到达为准。该报盘一失效，货源亦告罄。 至盼此复。 谨上,October 25, 2001 Dear sirs, We wish to thank you for your letter of October 15, asking us to make you a firm offer for 18,000 dozens of the captioned goods.

19、 In compliance with your request, we are quoting therefore for your decision: Commodity: Cotton Sports Sweaters in different colors/pattern assortments. Size: Large (L), Medium (M), Small (S) Packing: Sweater are wrapped in plastic bags and packed in standard export cardboard cartons.,Prices: CIF5% San Francisco per d