国际商务函电课件(7个共)(英文版)1.ppt

1、Offer1. Offer and quotation:(1)A quotation is often taken by many Chinese business person to stand for a unit price with delivery conditions. e.g. USD324/PC CIF New York; An offer is considered to include more conditions such as shipment, payment, insurance and packing.(2)From the legal point of vie

2、w a quotation is not an offer. It is only a promise on the part of the seller to supply goods on the terms stated. Unit 3 Offer and Trade Promotion2. Firm offer/Non-firm offer -A firm offer is a promise to sell goods on the main transaction conditions such as : description of goods, quantity,packing

3、, price term, shipment /insurance,payment term and validity. The promise can be implied in the following qualifying statements: (1)This offer is firm for orders. (2)This offer remains firm for 3 days. (3)The firm offer is subject to your reply reaching us within 10 days. (4)The offer will be kept op

4、en until 15th May.It must be clear,definite, complete and final. If the buyer accepts, then it is a contractual obligation.-Non-firm offer is a quotation subject to final confirmation and is not legally binding. The seller can withdraw it anytime before the buyer accepts it. 3. CounterofferA counter

5、 offer refuses a portion of an offer or a bid, but suggests a change or changes. “Thank you for your letter of . I appreciate the exceptional quality of your product and the way in which you have handled my inquiry, but your prices are too high even for this quality.” It approximates a “yes-but” dec

6、laration.Trade Promotion1.arouse interest;To picture your product in two ways: physical description and psychological description;2.create desire;To include various types of evidence to support description of the product, and establish a basis for reader confidence and belief until it becomes desire

7、 for your product;3.carry conviction;4.induce actionInduce action such as:-Buy while present prices are still in effect;-Buy while the present supply lasts;-Examine for twenty days on approval;-Enjoy a special discount;-Send your order on the enclosed easy-order blank Unsolicited sales letter-to gat

8、her facts about your product or service;-to identify several selling features that will fulfill specific customer needs;Solicited sales letter-an answer to an inquirySpecimen letterDear Mr. Hamilton,Thanks for your recent letter, and your interest in our Great Wall Computers. More than 100,000 peopl

9、e around the world own a Great Wall System. Were betting that youll join them once you discover what a Great Wall personal computer can do.You may be in business, and need a way to monitor your accounts receivable.Great Wall has a solution. You may be a professional and need a better way to do editi

10、ng, forecast trends, or file and search information. Great Wall will help you do all this and more.It wont cost you an arm and a leg either. A Great Wall computer can be yours today for under USD1,000.To help you learn more about personal computers, weve enclosed a pamphlet about the complete Great

11、Wall personal computer family.There is also a prepaid questionnaire enclosed. Please complete it and, if possible, return it before this weekend. The information we receive from it is valuable in designing future Great Wall products and services.Welcome to the world of Great Wall.Unit 4 Order and Re

12、pliesORDERAs an Offer: is a request to supply specific goods and see it as the buyers offer. It is not legally binding until the seller has accepted it.-Order LetterOrders are the requests of one business organization for the goods or services of another business organization.-Orders Acknowledgement

13、an order letter or an order form or a memorandum by fax message to another party to confirm all the terms and conditions negotiated on desired goods, and asked for their signature. 1. Main terms-Description of Goods, include the name of article, quality, pattern, size, color, item, model, grade, etc

14、.-Quantity, (a)Number (piece, dozen,gross) (b)Packing (box, case, bale,bag,bundle,etc.) (c) Length (kilometer,meter, centimeter, foot, inch, yard, etc.) (d)Measurement (cubic meter/cm/foot/inch/liter/gallon) Measurement ton = 40 cubic meter(e)Weight (kilogram, gram, milligram,pound, ounce, metric to

15、n, etc)Long ton Short tonMetric ton-Price (Incoterms 2000)-Time and Place of Delivery-Term of Payment C.W.O.(Cash with Order) 随定单付现； C.O.D. (Cash on Delivery) 交货时付现 Remittance: T/T,M/T,D/D Collections: D/P, D/A Letter of Credit (L/C)2.Forms of Order- Pro forma Invoice- S/C: Sales Confirmation (by sellers)- P/O: Purchase Order (by buyer)Example: sales confirmation:Dear Sirs,We have great pleasure in enclosing copies of faxes exchanged between us resulting in the conclusi