Unit 4Offers and Counter-offers

1、Unit 4,Offers and Counter-offers,Introduction：,A quotation or an offer is a proposal to give or do something. An offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer. In the former situation it is called a sellers offer and in the latter si

2、tuation it is called a buyers offer. In any case, the person who makes the offer is an offeror要约人 and the person to whom the offer is made is an offeree. 受要约人,How to make an offer: 1.When making an offer in respond to an enquiry, begin by repeating the date and the commodity enquired for. 2.When mak

3、ing a voluntary offer, try to offer more attractive terms. 3.An offer should include the major terms of the transaction. 4. Talk about the market and supply situation to induce an order. 5. Introduce other products to increase the chance of business. 6. Do not make you letter too long. 7. End your l

4、etter by expecting the order.,Specimen Letter 1: An offer Dear Sirs We are in receipt of your letter dated March 21 and, as requested, are ailmailing you, under separate cover, one catalogue and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you ma

5、ke your selection.,In order to start a concret transaction beween us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Art. No. 81000 Printed Shirting Design No. 72435-2A Specifications:3036 7269 35/642yds. Quantity: 18,000 yards Packing: In bales or in

6、wooden cases,at sellers option Price:RMB 20 per yard CIFC5% Lagos,Shipment: To be made in three equal monthly instalments,beginning from June,2007 Payment:By confirmed,irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above will be acceptable to

7、 you and await with keen interest your trial order. Yours faithfully,in due course 及时、适时 。有时用副词 duly 例： We have (duly) received your Sales Contract No.123 (in due course). Your samples have (duly) arrived (in due course) . 以上两例用in due course 或duly都可以。 We have duly noted the reasons for the late deli

8、very. 此句用duly较好。,take pleasure in 高兴地，在较正式场合的客套用语 相似句型： We have(take) the pleasure of doing We have(take) the pleasure to do,offer: vt. 1.offer somebody something atprice + the trade term (CIF/CFR/FOB) time of shipment, terms of payment by L/C, D/P, D/A,etc. We offer you 2,000 dozen Mens Shirts at U

9、S $ 54 per dozen, net, CIF New York, shipment August, terms of payment by an irrevocable L/C. 2. Offer somebody firm something atprice以的价格向某人报某物的实盘 We offer you firm 3,000 metric tons of chemical fertilizer. 3. offer somebody something FOB ,CIF, etc. Please offer us 2000 dozen womens blouses FOB Dal

10、ian. quote somebody (the lowest price) for something FOB, CIF, etc. Please quote us (your lowest price) for 2000 dozen womens blouses FOB Dalian.,offer: vi. Offer firm fordays. 报实盘，有效期天,实盘与虚盘,实盘(firm offer) 发盘人有肯定订立合同的意思，一经受盘人在有效期内接受，发盘人便受其约束，不得变更或反悔，否则将承担违约的法律责任 虚盘(non-firm offer) 一种内容不肯定，交易条件不完善、不

11、明确、附有保留条件的发盘 实际上是要约邀请 虚盘对发盘人没有约束力，情况变化时可以修改内容，即使受盘人表示接受，仍需发盘人确认后才发生效力，合同才算成立。,在出口业务中，区分一项发盘属于实盘还是虚盘，通常表现在文句上,实盘一般应明确有效期限. subject to your reply here within five days subject to your reply here by 6 p.m. our time Friday, November 20,虚盘一般应加上“已我方最后确认为准”或“以我货未售出为准”。 subject to our final confirmation sub

12、ject to goods being unsold an offer without engagement,firm offer: 实盘 (1)Subject to your reply reaching us by(before) (2)Subject to your reply (acceptance) here within days (3)This offer will be kept open (valid/firm/ good) for days. (4)subject to your reply here by 6 p.m. our time Friday,November 2

13、0,non-firm offer: 虚盘 (1)free offer 自由报盘；(随时可以撤回的报盘) (2)offer without engagement/obligation 无约束的报盘； (3)offer subject to goods being unsold/free 以货物未出售为有效的报盘； (4)offer subject to prior sale 有权先售报盘 (5)offer subject to change without any notice 如有变化无须另外通知的报盘,offer: n. 1.报实盘的句型：实盘是有有效期的，一般用Subject to+ da

14、te 表示。 1) n. make somebody a firm offer subject to your reply reaching us+ date. We are now making you a firm offer subject to your reply reaching us before April 30, 2005. 2) n. make somebody a firm offer on CIF/FOB/CFRbasis, subject to your reply reaching us + date. We are making you a firm offer

15、on CIF Vancouver basis subject to your reply reaching us before September 30.,2.offer of/for/on something .的报盘: May we have your offers for the items listed in your catalogue? 3.Offer of something: 数量的报盘；的报盘 We are working on your offer of 1,000 tons of chemical fertilizer. 4. The offer is firm/vali

16、d/open/good for days. 表示报盘有效期 This offer is firm/valid/open/good for 5 days. 5. make/send/give/cable an offer Please make us an offer for electric shavers.,quotation: n. 报价 Strictly speaking it is a statement of price. It is different from an offer（报盘）.An offer may cover other terms such as payment,

17、 delivery, etc. make/submit/send a quotation make somebody the lowest quotation for/on sth. Please make us your lowest quotation for/on 500 pieces of bicycles. Please send us quotation for 1,000 tons of chemical fertilizer for November shipment. We enclose our quotation for the commodities now avail

18、able for export. a quotation made by the seller, a quotation of something. Your quotation of bicycles is too high to be acceptable.,as follows =as what follows 习语 无论句子的主语是单数还是复数只用as follows. 例： Our price are as follows. Our price is as follows.,acceptable adj.可接受的， accept v.t. 接受 acceptance n. 接受 例：

19、 We have accepted) your offer of 2,000 kilos black tea. We confirm our acceptance of your offer of 以上两例表示接受报盘的全部条款，达成交易。 例： Your offer is acceptable. We are accepting your offer. 以上两例不表示业务成交。,Specimen Letter 2: A non firm offer Dear Sirs Tiantan Brand Mens Shirts In reply to your letter of March 20,

20、 we are making you, without engagement, the following offer: Commodity: Tiantan Brand Mens Shirts Specifications: Dryed trueran（棉涤纶 ）long sleeves, made of 65% polyester pliest(r)（涤纶） and 35% cotton, 13372 style PMC9-71332 with long sleeve, long collar, full open front（全开襟 ）, one chest pocket, straig

21、ht Hawaii bottom （底部剪齐 ）. Packing: Each piece in a polybag, half dozen to a box and 10 dozen to a wooden case.,Quantity: 1,000 dozen Price: 7.50 per dozen CFRC5% Kuwait Shipment: October/November 2007 Payment: By 100% confirmed, irrevocable letter of credit in our favor available by draft at sight t

22、o reach the Sellers one month before shipment and remain valid for negotiation in China till the 15th day after shipment. Under separate cover, we have already sent you samples of various sizes. If you find the above agreeable, please e-mail us acceptance for our confirmation. Yours faithfully,agree

23、able adj. 人作主语时，作“同意”解，和介词to连用或接动 词不定式。 例： They are agreeable to your proposal. We are agreeable to our views. We are agreeable to ship the goods immediately. 物作主语时，作“可答应的”或“合适的”解，接介 词to Your proposal is agreeable to us. The designs are agreeable to the taste of this market.,agree v. 同意。后接介词to 或 wit

24、h agree to 接“建议、办法、条款、计划” Agree with 接人或表示意见 We agree to your proposal. We agree with you on this point. We agree with what you say.,agreement n.商定、协定、协议书等 We are glad that we have come to an agreement on this matter. The duration of this agreement is to be three years.,货币的写法 1、人民币 人民币的表述方式是Renminbi

25、 Yuan，缩写形式是RMB￥。 规范的写法： RMB￥2345.00 (1)CNY2345.00; (2)RMB2345.00 yuan,2、美元 国际贸易中普遍用美元结算。美元的单位是dollar，常用缩写符号为。美元的表达方法主要有US $、USD两种。 规范的写法： (1)US$270.00; (2)USD270.00,3、其他外币,Specimen Letter 3 ：A firm offer Dear Sirs Subject: 100% Cashmere Sweaters Thank you very much for your enquiry of April 1 for ou

26、r 100% Cashmere Sweaters. We are now making you a firm offer subject to your reply reaching us before April 30, 2005:,Mens large US $ 50.00 per piece dittomedium US $ 48.00 per piece dittosmall US $ 45.00 per piece Womenslarge US $ 47.00 per piece dittomedium US $ 45.00 per piece dittosmall US $ 43.

27、00 per piece The above prices are based on CIF Vancouver basis net. Payment: By confirmed irrevocable L/C payable by draft at sight. Shipment: June/July, 2005 provided the L/C reaches the seller one month before the time of shipment.,We are glad to inform you that our products are selling fast becau

28、se of their unique design and superior quality. They are just what you want for the fashionable trade like yours. They will appeal to discriminating buyers. We have received some repeat orders. Our factories are fully committed for months ahead. We suggest you place your order as soon as possible. W

29、e are looking forward to hearing from you soon. Yours faithfully, China Import and Export Corporation.,provided/provided that( = providing) We can ensure the supply of goods in May providing you open your L/C on time. Shipment: June/July, 2005 provided the L/C reaches the seller one month before the

30、 time of shipment.,delivery n. 在远洋贸易中表示装运期时delivery 和shipment有时可以互相换用。 如:June delivery=June shipment 但用于take delivery和make delivery表示提货和交货时不能用shipment代替,sell: vi. No commodities, however attractive, can sell in large quantities if their prices are too high. something sells at/for price Our leather s

31、hoes are selling at ￥200 per pair. sell out: something has been sold out We can accept your order if the goods have not been sold out. sell off:廉价出售 The store is selling off their old television sets to make room for the latest models. sell yourself:自我宣传，自荐 Youve got to sell yourself in the intervie

32、w.,Specimen Letter 4 ：A firm offer Dear sirs Re:Groundnuts 2.Express regret at inability to accept and state reason; 3.Put forward amendment or new proposals(an alternative to another offer); 4.Suggest that there may be other opportunities to do business together.,Specimen Letter 1 A Counter Offer D

33、ear Sirs We thank you for your fax offer of 1st June for 25,000 yards of rayon/woolen mixed fabric and 23,000 yards of dyed cotton shirting. We immmediately contacted our customers and they showed a great interest because there is a growing demand for cotton textiles. The prices you quoted, however,

34、 are found too much on the high side. ABC Company, one of our customers,told us that they would possibly take up your entire stock of dyed cotton shirting, provided that the material is offered lower than 95p a yard. ABC is one of the leading garment manufacturers in our country, so there is a good

35、chance of finalizing an order with them if the present price can be lowered to meet their requirement. We hope you will take advantage of this chance so that you will benefit from the expanding market.,As for the rayon/woolen mixed fabric, our customers hold a fairly large stock at present because o

36、f large shipments recently received from Hongkong. You will, however, receive orders from us soon because we are sure the recent brisk demand will deplete our stock before long. In these circumstances, we are most anxious that you will do your utmost to reduce the price for dyed cotton shirting and

37、we await your reply with great interest. Yours faithfully,growing demand for growing = increasing 增加的、扩大的 growing problem 越来越大的问题 growing market 扩大的市场 demand for sth. 对的需求 例： Demand for fish this month exceeds supply.,take up your entire stock take up = accept 例：I d like to take up your offer.,final

38、izing an order finalize = complete 达成、确定、完成 finalize ones plan finalize ones arrangement,brisk demand will deplete our stock brisk demand 需求活跃 相应的搭配： growing demand, high demand, great demand, increasing demand, low demand, poor demand deplete = reduce,exhaust 消耗、耗尽 例： Our stock of food is greatly d

39、epleted.,stock vt. 储存，备货 We have a large tailoring department and would like to stock a new type of material. vi.备货 We advise you to stock up while supplies are available. 在供货充足时备足货 adj. 库存的 Stock offers are a touch-and-go kind of things. 现货报盘成交快，一有买主就可立即脱手。 n. 现货，存货 These are the only stocks availa

40、ble. 这是仅有的存货 in stock 库存中 out of stock 缺货,Specimen Letter 2 A Counter Offer Dear Sirs Re: Your offer of 100% Cashmere Sweaters Thank you for your letter of April 7, in which you offered us 100% Cashmere Sweaters. Regrettably, we are unable to accept your offer as your prices are too high. We operate

41、 on small margins. It means heavy loss to us to accept your prices. We also have similar offers from Korean make. They are 25% lower than yours.,We like the quality and design of your products. We accept that the quality of your products is better, but it does not justify such a large difference in

42、price. We might do business with you if you could make us some allowance, say 20%, on your prices. Otherwise we have to decline your offer. We hope you will consider our counter offer most favorably and let us have your reply soon. Yours faithfully A & D Supermarket,margin:盈余，毛利 gross margin毛利； a na

43、rrow margin of profit 微利 make: n. 制造, 牌子，类型，式样,Specimen Letter 3 A Price concession Dear Sirs Subject: Your Counter Offer of our 100% Cashmere Sweaters We are sorry to learn from your letter of April 14 that you find our offer of 100% Cashmere Sweaters too high to be acceptable. We always do our bes

44、t to make our customers satisfied. However, there is not much room to make further reduction on our prices. The fact that other buyers are buying freely at our prices is the evidence that they are not excessive. Besides, we are sure that our competitors cannot match our price and quality.,However, i

45、n order to make the business possible, we are prepared to offer you a special discount of 5% if your order exceeds US $ 10,000. This is the best we can do. We hope this new offer will enable you to place an order with us. We are looking forward to your early reply. Yours faithfully China National Im

46、port and Export Corporation,Specimen Letter 4 Dear Sirs In reply to your fax dated April2, we are enclosing this order, No. SX/0014. We accept US$15.40 for Model A and US$19.60 for Model B, but must offer US$35.50 for Model C. The market is flooded with cheaper models so even this price is too high.

47、 Payment will be made by irrevocable L/C at sight. Please advise us when the goods are ready for shipment. Your early reply is appreciated. Sincerely,In reply to your fax dated April2, we are enclosing this order, No. SX/0014. 现答复贵方4月2日传真，随函附上第SX10012号订单。,In reply to 现答复（用于书信的开头句）； 对的回复。 It is very

48、difficult to understand why we have not heard from you in reply to our two letters of June 8 and 20. 很难理解，为何迄今尚未收到贵方关于6月8日及20日去函的回复。 In reply to your quotation of July 14,we regret to say that our endusers find your price too high. 现回复贵方7月14日报价，很遗憾我方用户认为贵方价格太高。,We accept US$15.40 for Model A and US$

49、19.60 for Model B, but must offer US$35.50 for Model C. The market is flooded with cheaper models so even this price is too high. 我方接受Model A 15.4美元价及Model B 19.6美元价，但对Model C我方报价为35.5美元。市场上充斥着廉价品，所以甚至这种价格仍然太高。,be flooded with充斥着 The market is flooded with the cheap products. flood v. 泛滥，涌进 Orders f

50、or this item have flooded in and the demand for it is going to exceed its supply. 该类产品的定单大量涌进，求将大于供。,Payment will be made by irrevocable L/C at sight. Please advise us when the goods are ready for shipment. Your early reply is appreciated. 付款方式为见票即付的不可撤销的信用证。货物备妥待运时请通知我方。 如能早复，将不胜感激。,advise v. 通知，告知

51、 Please advise us when you will ship the goods. 请告知我方何时贵方装运此货。 We advised you in our letter of March 2 that we would like to place a trial order with you for 500 Forever Bicycles. 3月2日已函告贵方，我方愿试购500辆永久牌自行车。,be ready for shipment 备妥待运 We hope that by the time you receive the letter, you will have the

52、 goods ready for shipment. 希望贵方接到此信时已将货物备妥待运,How to justify your price: If you are a seller, 1.make a price concession on conditions. 2.talk about the cost of materials, the rising market, the orders from other sources to show your price is reasonable. If you are a buyer and want to ask for price re

53、duction: 1.point out the declining market 2.offers from other suppliers Both the buyer and the seller should be persuasive and flexible in their negotiation. They need to find a common ground. Sometimes a substitute may be a way out.,Talking about price: 1.We have cut the prices to the minimum and o

54、ur goods are unobtainable elsewhere at our rates. 2.Our prices are far more competitive than those of our rival companies. 3.We have managed to maintain the present price despite the increased cost of raw materials. 4.Though prices have gone up steadily since January we have managed to keep our quot

55、ation down. 5.There is no room to make any further reduction in prices as we have already cut them to absolute minimum. 6.Your bid is out of line with the current market price. 7.We regret to say there is no possibility to cut the price to the extent you indicated，i.e. %. 8.If you cannot bring down

56、the price to the market level, we shall have to switch our requirements to other suppliers.,Fill in blanks: 1.If you _ _ to reduce the price _ 5%, we shall place an order_ you. (are prepared/are able, by, with) 2.Our offer is _ for 10 days, _ _ your replay reaching us before April 20. (valid/good/op

57、en, subject to) 3.While we appreciate your intention to do business with us, we regret that we cannot _ any fresh orders. (entertain/accept) 4.There is a heavy demand _ bicycles now and we are _ _ _ stock. (for, running out of),Translate the following sentences into Chinese: 1.As you will see in our

58、 price-list,we have offered very competitive prices,supplying you our best quality goods.We solicit that you will favor us with your orders, which shall always have our best attention. 2.As umbrella prices in our last order were much higher than those prevailing in our market, we expect a correspond

59、ing reduction of your price to around US$30 per dozen and would be interested to hear whether you can accept our order of 3,000 dozen.,Translate the following sentences into English: 1.我们给你们报的是最低价格，以这个价格我们已经与其他客户做了许多交易。 We have quoted you our lowest price, at which we have done business with a lot of other customers. 2.我们昨天给你们发了传真，报2000公斤花生，10月份装船。 We faxed you yesterday offering you 2,000 kilos of groundnuts, for October shipment.,3.我们向你们报1000台彩色电视机的实盘，以你方的答复3月10日