UnitOffers and CounteroffersPPT课件

1、A Inquiry EnquiryB Replies to inquiryQuotation / offerA B Counter offeracceptanceDeclining拒绝询盘询盘发盘发盘还盘还盘接受接受A生产+B付款Production+Payment A Purchase OrderB Sales ConfirmationA 定购定购销售确认书销售确认书A订舱+报关Book Shipping Space +Customs Declaration清关 B Customs Clearance发运(投保)Shipment(insurance)第1页/共20页INTRODUCTION

2、An offer is a promise to supply on terms and conditions stated. In an offer the seller not only quotes the price of the goods but also indicates all necessary terms, just as: commodity name, quality, quantity, price, time of shipment, terms of payment and so on. Firm offer: to supply certain quantit

3、y of goods at a fixed price within a stated period of time1第2页/共20页NON-FIRM OFFERNon-firm offer: a few kinds of flexible offers1subject to being unsold2subject to approval of sample3subject to our final confirmation第3页/共20页Offerincludes4.The validity 有效期2.Non-firm offer虚盘2.Conditions of commodity商品情

4、况1.Thanks 感谢询盘 Offer 1.1.Firm offer 实盘 Two kinds of offer3.Conditions of fulfillment 执行条件 第4页/共20页Letter-2(Counter-offer)Useful expressions:Sales Confirmation- S/C销售确认书Sales Contract-S/C销售合同Retailing price零售价Place repeat order with you从你处续订2第5页/共20页 letter analysis of a COUNTER-OFFER step 1To give t

5、hanks to the offer.step 2To state the reason of bargaining .step 3To give the counter-offer conditions.step 4T o l o o k f o r w a r d t o t h e attention/consideration of the buyer.第6页/共20页Letter-3(Non-firm offer)虚盘Re: Cotton ShirtsIn compliance with your requestAs per your Request按你要求Subject to ou

6、r final confirmation以我方最后确认为准In polybag and packed in cartons塑料袋然后纸箱包装 CNY450/DOZ CIF SHANGHAI3第7页/共20页Letter-4(firm offer)实盘Re: Woolen blanketsLbsLibra磅2USD40/PC CIF MONTREALL/C 60DAYS4第8页/共20页OFFER SHEETSAND-WASHED SILK JACKETSITEMQNTY(DOZS)SIZEUNIT PRICE (FOB SHANGHAI)AMOUNT(USD)MENS 200SUSD120/D

7、OZ2400MENS 200MUSD130/DOZ2600MENS 200LUSD140/DOZ2800WOMENS200SUSD120/DOZ2400WOMENS200MUSD130/DOZ2600WOMENS200LUSD140/DOZ2800TOTAL1200DOZSUSD15,600第9页/共20页Firm Offer letterDear Stephen,Thanks for your enquiry. Heres our quotation:Commodity name: grade II rabbit skinsQuantity:5000pcsPrice:USD4.50/pc C

8、IF Montreal by seaPayment: L/C at sightShipment: one month after receipt of your L/CThis offer is valid within one monthAwaiting your earlier confirmationBest Regards,Yan第10页/共20页 letter analysis of an OFFER step 1To give thanks to the enquiry.step 2Commodity name,quality or specification,quantity,d

9、etails of price, discount,terms of payment,time of shipment.step 3To express your hope for an order第11页/共20页 Letter-6(Reply to Counter-offer)Useful expressionsQuality of other makes其它制造商的产品Measure up to that of our products符合我们产品的质量Meet you half way与你各让一半Meet with your approval得到你方认可4第12页/共20页 Lette

10、r-7（Counter-offer) Useful expressionsYour quotation is on the high side你方报价过高The current market is swollen up with various brands当前市场充斥着各种品牌Gain recognition of the local market得到当地市场的认同Open up a market开拓一个新市场The established brands知名品牌5第13页/共20页A Counter-offer letter Although we are interested in you

11、r products, we find your price is so high that our margin of profit would be very little. As you probably know, the socks available at present on the market manufactured by several Indonesian factories are of good quality and the price is 10%-15% lower than yours. We hope, therefore, you will reduce

12、 your price so as to stand up to the competition.第14页/共20页 Letter-8Useful expressionsOn the increase正在上涨中Theres a heavy demand for leather shoes皮鞋需求很盛At home and abroad国内外ATGBP9/PC CIFLONDONPayment : by L/C at sightShipment:30days after receipt of L/C6第15页/共20页 Letter-9(Non0firm offer) Useful expressionSubject to our final confirmation以我方最后确认为准ATUSD2000/MT CIFHAMBURGIn gunny bags麻袋包装Payment : by L/C at sight即期信用证付款7第16页/共20页 Letter-11（Reply from the Seller） Useful expressionWe appreciate your thinking of us whenever you plan to order new supply谢谢你每当订新货时总能想起我