Unit 5Offers and Counter-offers

1、Unit 5 Offers and Counter-offersOffer Counter-offerBusiness KnowledgeMany Steps in Business Negotiation enquiryoffercounter-offeracceptance詢盤報盤還盤接受Also known as quotation Offeror/ offerer: 報盤人報盤人 (The person making the offer).Offeree: 受盤人受盤人 (The person to whom the offer is made)Firm offer:實盤實盤 (off

2、er with engagement /obligation) Non-firm offer: 虛盤虛盤 (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 p

3、ayment. (4) Packing 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 offe

4、ree to accept the counter-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 of

5、fer is subject to your 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 follo

6、wing expressions are firm offers:Case 1上海上海ABCABC貿(mào)易公司主要經(jīng)營工藝品，其產(chǎn)品遠銷美國、貿(mào)易公司主要經(jīng)營工藝品，其產(chǎn)品遠銷美國、澳大利亞、英國、等國家。收到澳大利亞、英國、等國家。收到William SmithWilliam Smith先生的先生的詢盤信后，該公司工藝品部的王先生與詢盤信后，該公司工藝品部的王先生與William SmithWilliam Smith先生進行了接洽，并對錦緞手袋發(fā)出實盤報價（此報先生進行了接洽，并對錦緞手袋發(fā)出實盤報價（此報盤有效期為盤有效期為1 1個月）。個月）。1.具有進出口經(jīng)營權(quán)具有進出口經(jīng)營權(quán)2.收到詢盤

7、信收到詢盤信3.對錦緞手袋發(fā)出實盤報價對錦緞手袋發(fā)出實盤報價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 向某人就某物報盤向某人就某物報盤 向某人就某物報盤向某人就某物報盤向某人就某物報價向某人就某物報價以以為條件，為條件，以以為有效為有效報盤有效期為報盤有效期為 Useful Expressions1.offer remains firm（vali

8、d) until 2. terms of payment 3. time of shipment 4. packing and delivery date 5. price terms 報價有效期到報價有效期到付款條件付款條件裝運時間裝運時間包裝及交貨日期包裝及交貨日期價格條件價格條件 Useful Sentences1. We 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 th

9、e following offer 3. We 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, pie

10、ces to a carton. 8. Our 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 pcsShipm

11、ent: August, 2013Packing: 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 Lette

12、r OneNotes to Letter TwoBack Exercise1. As soon as we receive your specific enquiry a. 我們將立即給你們報最優(yōu)惠的拉哥斯我們將立即給你們報最優(yōu)惠的拉哥斯(Lagos)到岸價到岸價2. To acquaint you with the cotton piece goods we export now, a. 我們給你們航空郵寄樣品三份我們給你們航空郵寄樣品三份 b. 我們寄了樣本五本我們寄了樣本五本 c. 三本目錄本已航郵寄出三本目錄本已航郵寄出3. If your quotation is competiti

13、ve, a. 我們打算訂購蝴蝶牌縫紉機我們打算訂購蝴蝶牌縫紉機(sewing machine)300臺臺 b. 我們將大量訂購男式襯衫我們將大量訂購男式襯衫 c. 我們有把握訂購大量的花布我們有把握訂購大量的花布(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

14、 acquaint you with the 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 Br

15、and Sewing Machines.b. 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寧波錢湖貿(mào)易有限公司成立于寧波錢湖貿(mào)易有限公司成立于19861986年，是原外經(jīng)貿(mào)部年，是原外經(jīng)貿(mào)部批準(zhǔn)的具有進出口經(jīng)營權(quán)的綜合性貿(mào)易公司。該公司批準(zhǔn)的具有進出口經(jīng)營權(quán)的綜合性貿(mào)易公司。該公司經(jīng)營產(chǎn)品主要包括工藝品、藺草制品、木制禮品、抽經(jīng)營產(chǎn)品主要包括工藝品、藺草制品、木

16、制禮品、抽紗制品、紡織品、箱包等。其產(chǎn)品遠銷美國、澳大利紗制品、紡織品、箱包等。其產(chǎn)品遠銷美國、澳大利亞、英國、日本、韓國等國家。收到亞、英國、日本、韓國等國家。收到Martin CrownMartin Crown先生的詢盤信后，該公司工藝品部的陳先生與先生的詢盤信后，該公司工藝品部的陳先生與Martin Martin CrownCrown先生進行了接洽，并對錦緞手袋發(fā)出虛盤報價。先生進行了接洽，并對錦緞手袋發(fā)出虛盤報價。 1.具有進出口經(jīng)營權(quán)具有進出口經(jīng)營權(quán)2.收到詢盤信收到詢盤信3.對錦緞手袋發(fā)出虛盤報價對錦緞手袋發(fā)出虛盤報價Key points Useful Sentences1. Wi

17、th reference to your enquiry 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 variou

18、s brocade handbags, for 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

19、will agree that our prices 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 extre

20、mely probable that the 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 Trad

21、ing Co., Ltd. 101 Lianfeng 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 documen

22、tary L/C insellers favor, 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 l

23、ook forward to receiving 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, 說明最早裝船期和付款條件說明最早

24、裝船期和付款條件2. If you are interested, please cable us, 說明所需數(shù)量說明所需數(shù)量。3. We cabled you yesterday, 報你報你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 ,告知我們必要的詳細情況告知我們必要的詳細情況。5. We cabled you today, 向你訂購向你訂購5000打自來水鋼筆打自來水鋼筆( fountain pen)。6. We wrote you last week, 要求你們寄來你們最近的價目表要求

25、你們寄來你們最近的價目表。7. Please quote us your lowest price, 說明支付條款和包裝情況說明支付條款和包裝情況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 k

26、ilos walnut meat for shipment 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

27、your lowest price, stating the terms of payment and packing condition.Case 2 收到收到Martin CrownMartin Crown先生的先生的還盤后還盤后, ,王先生考慮到錦緞手王先生考慮到錦緞手袋在加拿大推廣的需要，便接袋在加拿大推廣的需要，便接受了其還盤。據(jù)此，雙方交易受了其還盤。據(jù)此，雙方交易即告達成。即告達成。Key points1.1.收到還盤收到還盤2.2.推廣的需要推廣的需要3.3.接受還盤接受還盤 Useful Expressions 1.be appreciative of 2.make an e

28、xception 3. give a discount of %（on）sth. 4. in view of 對對表示感謝表示感謝 破例破例 給某物給某物% %的折的折扣扣 鑒于鑒于 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 a

29、ll you have counter-offered 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.

30、 In order to assist you 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 Tra

31、ding Co., Ltd.101 Liangeng 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 thi

32、s case as an introduction 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

33、 our continuing, profitable 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

34、 (for, in) June/July shipment.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,

35、 upon, with) you.5. We 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,

36、 no) possibility (of doing, 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 (wit

37、h, in) the hope of entering 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（是我而不是別人） I only borrowed five yuan fro

38、m him. 我向他只是借5元（是借，不是別的） I borrowed only five yuan from him. 我向他借只是5元（僅為5元） I borrowed five yuan only from him. 我只是向他借5元（是向他借，不是向別人借）Nextpage Letter-writing GuideOther examples:a. Those who ordered more soon became rich at an opportune time. 那些訂購較多的人不久在適當(dāng)?shù)臅r候變得富裕起來。 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 confirmatio