Lesson Five Offers and counteroffers

1、 Lesson Five Offers and Counter-offers4/18/2022Offer An offer is a promise to supply goods on the terms and conditions stated. In an offer, the seller not only quotes the price of the goods, but also indicates all necessary terms, such as: description of the goods, quality, quantity, price, time of

2、shipment, terms of payment and so on.4/18/20221. Types of offerAn offer may either be firm-within a certain time-limit or non-firm-be made without engagement.1) Firm Offer: Firm Offer are made when a seller promises to sell goods at a stated price and within a stated period of time.2) Non-firm Offer

3、: (1) Offer subject to prior sale, Offer subject to being unsold. (有权先售报价） (2) Offer subject to confirmation. （经确认为有效的报价） (3) Offer on approval. （买方看货后再订的报价）4/18/2022 2.The structure of an offer1)Opening Paragraph: Express your thanks for the enquiry, give your conditions for offer.2)Transitional Pa

4、ragraph: (1) Name of the goods, quality or specifications, quantity, details of prices, discounts, terms of payment, time of shipment, and packing conditions so as to enable the buyer to make a decision. (2) A supplementary short paragraph to draw the customers attention to other products likely to

5、interest the buyer.3)Closing Paragraph: Express your hope for an order.4/18/2022Counter-offer A buyer does not agree with any or some of the transaction terms of a quotation or a firm offer, he sends a counter-offer. No matter how slight the alternation may appear to be, signify that business has to

6、 be negotiated on the renewed basis.4/18/20221.Several Kinds of Counter-offers 1) Counter-offer on price . 2) Asks for reduction of minimum quantity. 3) Counter-offer on payment terms. 4) Asks for earlier delivery. 5) Asks for changing the package. 6) Counter-offer on the discount of the goods. 7) A

7、sks for more commission.4/18/20222. The Key Structure of the letter1) Opening Paragraph: Express your thanks with a courteous sentence.2)Transitional Paragraph: (1) Express your difficulties to accept the offer and give your reasons. (2) Express your suggestions.3) Closing paragraph: Express your ho

8、pe for acceptance of the counter-offer.4/18/2022 Counter-counter Offers The seller receives the buyers counter-offer, he has the full right of acceptance or refusal. In the latter case, the seller may make another counter-offer of his own. This process can go on for many a round till the business is

9、 finalized or called off.4/18/2022The Key Structure of the counter-counter offer1) Opening Paragraph: Express your thanks with a courteous sentence.2) Transitional paragraph: (1) Express your difficulties to accept the buyers counter-offer. (2) Express your counter-counter offer.3) Closing paragraph

10、: Express your hope for acceptance of counter-counter offer4/18/2022Words and Expressions1. offer 1) to offer sb. sth. 向某人报盘Please offer us firm 20 M/T tons of wool FOB Sydney.2) to offer CFR (CIF, FOB) 报 CFR（CIF，FOB）价Please offer firm FOB Newyork for 2,000 garments Art. No. 437.3) to offer as follo

11、ws 报盘如下Thank you for your enquiry dated March 18, now we offer as follows.4) to make (give, send) sb. an offer for (on) sth. 向某人报盘Please make us an offer CIF Vancouver for 10 tons of cotton yarn.4/18/20222. to be firm for有效期为This offer is firm (valid, good, open, effective) for 5 days.3. out of line

12、 with 与 不一致eg: out of line with the prevailing market level in line with 与 一致.eg: Your price is quite in line with the prevailing market.4. in duplicate:4. in duplicate:一式两份一式两份in duplicate一式两份一式两份in triplicate一式三份一式三份in quadruplicate一式四份一式四份in quintuplicate一式五份一式五份in sextuplicate一式六份一式六份in septupli

13、cate一式七份一式七份in octuplicate一式八份一式八份in nonuplicate一式九份一式九份in decuplicate一式十份一式十份4/18/20224/18/2022 China National Import & Export Corporation Shanghai Branch Shanghai, China 19th November, 20. Abdulla Samih &.Co. 659 Saleem Road Karachi Pakistan4/18/2022 Dear Sirs， We thank you for your letter

14、 of 10th November, enquiring for Forever Brand Bicycles. We are exporting bicycles of various brands among which Forever Brand and Phoenix Brand are the most famous ones. They are in great demand abroad and our stocks are running down quickly. They are popular not only for their light weight, but al

15、so for the reasonable prices. We are confident that once you have tried our bikes you will place repeat orders with us in large quantities.4/18/2022 Based on your requirement, we are quoting as follows: Forever Brand Bicycles: 20 Men s Style at US $ 25 per set 20 Womens Style at US $ 27 per sot 26 M

16、en s Style at US $ 27 per set 26 Women s Style at US $ 28 per set Payment Terms: By L /C at sight to be opened through a bank to be approved by the sellers.4/18/2022 Shipment: January/February,20. provided the covering L/C reaches the sellers by the end of this year. The above prices are understood

17、to be on CIF Karachi basis net. Please note that we do not allow any commission on our bicycles, but a discount of 5% may be allowed if the quantity for each specification is more than 1,000 sets. The above quotation is made without engagement and is subject to our final confirmation.4/18/2022 Meanw

18、hiIe, we would like to take this opportunity of introducing to you our Phoenix Brand Bicycles which enjoy the same popularity as Forever Brand. Enclosed please find a copy of our illustrative catalogue which will give you all the details. We hope you will find them interesting and let us have your o

19、rders. We look forward to your early reply. Yours faithfully China National import & Export Corp. Encl. as stated4/18/20221. repeat order: 续订单续订单order的其他常用搭配有：的其他常用搭配有： initial/first order: 首笔订单首笔订单trial order: 试订单试订单fresh/new order: 新订单新订单duplicate order: 重复订单重复订单 sample order 样品订单样品订单 small or

20、der 小量订单小量订单 minimum order 最小订单最小订单 large/big/substantial order大订单大订单 formal/firm/official order正式订单正式订单regular order 定期采购订单定期采购订单4/18/2022 接受订货接受订货to accept an orderto entertain an order谢绝订货谢绝订货to decline an order执行订单执行订单to fulfill/execute/carry out an order取消订单取消订单 to cancel an order交付订货交付订货 to de

21、liver an order4/18/20222. 2. on the basis of: on the basis of: 在在基础上基础上也可以说也可以说on basison basis，视中间词语的长短而定，视中间词语的长短而定This price is calculated This price is calculated on FOB basison FOB basis. .We trade with people in all countries We trade with people in all countries on the basis ofon the basis of

22、 equality and mutual benefit.equality and mutual benefit.你来翻译：你来翻译：价格主要是根据供求状况确定的。价格主要是根据供求状况确定的。4/18/20223. 3. be subject to: be subject to: 以以为准为准/ /为条件，为条件，受受制约制约注意注意toto是介词，后接名词或名词性短语是介词，后接名词或名词性短语This offer is subject to our final confirmation.This offer is subject to our final confirmation.Thi

23、s offer is firm subject to your reply reaching us This offer is firm subject to your reply reaching us within one week.within one week. 4/18/2022 Sri Lanka Bicycles Co. P. O. B ox 686 Colombo, Sri Lanka 25 November,20. China National Impart & Export Corp. Shanghai Branch Shanghai, China4/18/2022

24、 Dear Sirs, Re: Forever Brand Bicycles We thank you for your letter of 19th November quoting us for the captioned Bicycles. While appreciating the quality of your bicycles, we find your prices are too high to be acceptable. May we refer you to S/C No. 89 SP-7542 against which we booked with you 1,00

25、0 Bicycles of the same brand at the prices about 10% lower than those you now quote us. 4/18/2022 Ever since then, the prices of raw materials have dropped considerably and the retail prices of your bicycles here have also fallen by 5%. To accept your present quotation would mean a heavy loss to us,

26、 not to speak of profit. We would, however, very much like to place further orders with you if you could bring down your prices at least by 15%. Otherwise we can only switch our requirements to other suppliers.4/18/2022 It is hoped that you would seriously take this matter into consideration and let

27、 us have your reply soon. Yours faithfully Sri Lanka Bicycles Co. 4/18/2022Explanation1. refer to: 1. refer to: (1) refer to sth/sb (1) refer to sth/sb 谈及，提到谈及，提到She referred to the subject several times during her She referred to the subject several times during her speech.speech.(2) refer to sth (

28、2) refer to sth 查询，联系查询，联系Please refer to our catalogue for details of our products.Please refer to our catalogue for details of our products. As to our financial status, please refer to Bank. As to our financial status, please refer to Bank. (3) refer sb to sb/sth (3) refer sb to sb/sth 向某人推荐向某人推荐，

29、把某人推荐，把某人推荐给给 The buyer was referred to another supplier. The buyer was referred to another supplier.4/18/20222. 2. againstagainst: prep. : prep. 凭借，对照，凭借，对照，项下的项下的 L/C No. 111 L/C No. 111 againstagainst S/C No. 123 S/C No. 123 S/C No. 123 S/C No. 123 againstagainst order No. 222. order No. 222. W e

30、 c o n t r o l o u r q u a l i t y a g a i n s t t h e W e c o n t r o l o u r q u a l i t y a g a i n s t t h e highest standards.highest standards.Delivery can be made against/under Bankers Delivery can be made against/under Bankers guarantee.guarantee.4/18/2022Useful Sentence 1.While thanking you

31、 for your offer of yesterday, we regret being unable to work on it as the time of delivery is too distant. In our letter of enquiry, we have stated that time of delivery is of utmost importance.4/18/2022 2. We regret to say that your offer is not in the least encouraging. There is a big difference b

32、etween your prices and those of your competitors. We have been doing business with you for many years and hope that you wiIl quote us your rock bottom price against our future enquiries; otherwise we can have no alternative but to place our orders elsewhere.4/18/2022 3. Referring to your enquiry of

33、1st May for Tiger Brand Combination Pliers 6, we are enclosing our quotation No. 123 in duplicate. As requested, we are also sending you separately a sample of the same for your use in pushing the sales among your customers.4/18/2022 4 .We are glad to receive your enquiry for our Flying Fish Brand T

34、ypewriter 9, but regret being unable to meet your requirements as our stock has been exhausted. If you could accept November shipment, we will try to meet your wishes but you must let us know by the end of the month; otherwise we are afraid that we shall have to decline your order.4/18/2022 5. Thank

35、 you for your letter of 1st May. As your request, we have sent you under separate cover a copy of our catalogue for your choice, and wish to inform you that the article indicated on page 5 therein is most suitable for your need. We quote it at $5 per set CIF Alexandria for June shipment.4/18/2022Spe

36、cimen Letter 1-以合同条款形式报盘以合同条款形式报盘 Dear Sirs， We thank you for your inquiry of May 1st and now have pleasure in offering you, without engagement, the following: Commodity: Ecru Cotton Tablecloth 7 pcs. Set Article Number: No. 300 Size: XX4/18/2022 Quantity: 1000 sets Price: XX per set FOB Shanghai Sh

37、ipment: Prompt shipment Payment: By irrevocable L/C, 100% invoice value We are dispatching the relative sample today by airmail and hope you will cable reply immediately after receipt of the sample. We trust that you will find our price and sample satisfactory and that they will enable you to send u

38、s your order.4/18/2022 We hope that this will be the beginning of a very pleasant business relationship between us. Yours faithfully, (Signature)4/18/2022Specimen Letters 2-因缺货用替代品报盘因缺货用替代品报盘 We thank you for you enquiry of 23rd September for Silk 6311. While we appreciate your efforts in pushing th

39、e sale of our products, we very much regret that we are not in a position to offer you the desired quality, owing to excessive demand. However, we should like to take this opportunity to offer without engagement the following material as a close substitute for your consideration:4/18/2022 500 pieces

40、 Silk 6103 at USD 4.80 per yard CIF Hamburg, including your commission of 3%. A sample cutting is enclosed for your reference. If you are able to close business as we propose here, please tell us as soon as possible.4/18/2022Specimen Letters 3-对多项产品的报盘对多项产品的报盘 Dear Sirs， From your letter of October

41、5, we learn with pleasure of your desire to import pure cotton Bed Sheet and Pillow Cases of different designs. We are enclosing Proforma Invoice No. 200504, based on our current prices for the different design, and would request you to note that all the terms and figures in the Proforma Invoice are

42、 subject to our final confirmation. 4/18/2022 We trust that this Proforma Invoice will suit your purpose of seeking orders from prospective buyers and applying for the necessary import license. As soon as you obtain orders and the import license, please let us know definite requirements for our fina

43、l confirmation. Yours faithfully, (Signature) Encl. Proforma Invoice4/18/2022Exercise 1Dear Sirs, Thank you for your fax of Oct 14. While appreciating your counter-offer, we find that you have driven the price too close to our cost of production. We agree with you when you say that our prices are higher, but please note that our materials are carefully se