外贸函电Unit 5.ppt

1、Unit 5,OFFERS AND COUNTER-OFFERS,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 any case, the person who makes the offer is an offeror（要约人） and the person to whom the offer is mad

2、e is an offeree.（受要约人）,An offer of goods is usually made either by way of advertisements, circulars and letters or in reply to enquiries.,Offers and counters are important stages in doing business because once they are accepted there will be contracts.,offer:,1.报实盘的句型：实盘是有有效期的，一般用Subject to+ date 表示

3、。 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 on CI

4、F Vancouver basis subject to your reply reaching us before September 30.,2.的报盘: offer of/for/on something 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.表示报盘有天的有效期The offer is firm/v

5、alid/open/good for days. This offer is firm/valid/open/good for 5 days.,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 US $ 54 per dozen, net, CIF New York, shipment August, terms

6、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 Dalian.,Vi. Offer firm fordays. 报实盘，有效期天 We offer firm for ten da

7、ys.,Specimen letters 1,Dear sirswe have recently received a number of enquiries for your light-weight raincoats and have good reason to believe that we could place regular orders with you provided your prices are competitive.,From the description in your catalogue we learn that your “D.D.” range is

8、the one most suitable for these clients and should be glad if you would send us your quotations for mens and womens coats, in both small and medium sizes, delivered C.I.F. Kuwait.,Provided prices are right, we should place a first order for 400 raincoats, namely 100 raincoats each of the four qualit

9、ies. Shipment would be required within four weeks of order. We would particularly stress the importance of price since the principal market here is for mass-produced goods at popular prices.,Provided (that) ( = providing) : on condition (that),if We can place an order with you provided you allow us

10、5% discount.We accept your offer provided (that) shipment is made in the first half of the year. We can ensure the supply of goods in May providing you open your L/C on time.,Specimen letters 2,Dear sirsThank you for your letter of 15th June. We are glad to learn of the enquiries you have had from y

11、our customers for our raincoats. Our D.D. range is particularly suitable for warm climates, and during the past years we have supplied this range to dealers in several tropical countries. From many of them we,have already had repeat orders, in some cases more than one. This range is popular not only

12、 because it is light in weight, but also because the material used has been specially treated to prevent excessive condensation on the inside surface.,For the quantities you mention we are pleased to quote as follows: “D.D.” Raincoats 100 mens medium USD13.00 each USD1300.00 100 mens small 12.75 eac

13、h 1275.00 100 womens medium 12.75 each 1250.00 100 womens small 12.25 each 1225.00Net C.I.F. Kuwait USD5050.00 Terms: By L/C at sight,Shipment: within 3-4 weeks of receiving the L/C This quotation is subject to our final confirmation. We feel you may be interested in some of our other products and e

14、nclose some descriptive booklets and a supply of sales literature for use with your customers. We look forward to receiving your order.,Subject to: 以为准The plan may change subject to the weather. Any change to the order is subject to our final confirmation. The offer is subject to our final confirmat

15、ion.,Specimen letters 3,Dear sirs Thank you for your letter of June 25 offering us your D.D.” brand raincoats. To be candid with you, we like your raincoats, but your prices appear to be on the high side as compared with those of other,makes. It is understood that to accept the prices you quoted wou

16、ld leave us little or no margin of profit on our sales. As you know Kuwait is a developing country; its principal demand is for articles in the medium price range. We appreciate your prompt response to our enquiry and would like to take this,opportunity to conclude some transactions with you. We wou

17、ld , therefore, suggest that you make some allowance , say 10% on your quoted prices so as to enable us to introduce your products to our customers. If, however, you cannot do so, then we shall have no alternative but to leave the business as it is.,For your information, some parcels from Hongkong h

18、ave been sold here at a much lower price. We hope you will consider our counter-offer favourably and let us have your acceptance by telex. It may interest you to know that once you have opened up a market here, you would have every advantage of developing a beneficial trade in the Gulf.,make: n. 制造,

19、 牌子，类型，式样 a machine of Chinese make This watch has gone wrong. I should have bought a better make. We also have similar offers from Korean make. They are 25% lower than yours.,margin:盈余，毛利 gross margin毛利； We operate on small margins. margin of profit 利润空间 a narrow margin of profit 微利 Our margin of p

20、rofit is very limited, therefore we are unable to give you further discount. leave sb little margin If we give you another 5 percent discount, it will leave us little margin on our sales.,Specimen Letter 4,Dear Sirs , Thank you very much for your enquiry of April 1 for our 100% Cashmere Sweaters. We

21、 are now making you a firm offer subject to your reply reaching us before April 30, 2005: Mens large US $ 50.00 per piece ditto medium US $ 48.00 per piece ditto small US $ 45.00 per piece Womens large US $ 47.00 per piece ditto medium US $ 45.00 per piece ditto small US $ 43.00 per piece,The above

22、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 because of their unique desi

23、gn 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 an order as soon as possible. We are looking forward to

24、hearing from you soon. Yours faithfully,commit: vt. 承担，承诺义务 commit oneself 使.承担（某种义务) to be heavily committed=to be fully booked 订货已满 We shall do our best to advance shipment but we cant commit ourselves. For the time being, we cannot commit ourselves to any new orders. As we are heavily committed,

25、we are not in a position to take any new orders. The World Bank is committed to help develop the national economy of developing countries.,place an order: 订货 place an order with somebody for something They have placed an order with us for bicycles. repeat order 续订货物 initial/first order 首批订货 purchase

26、 order 定货单 quantity/large order 大量订货,Specimen Letter 5,Dear Sirs, 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 on small margins. It means heavy loss to us to accept your p

27、rices. 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 price. We might do business with you if you could make us som

28、e allowance, say 20%, on your prices. Otherwise we have to decline your offer. We hope you will consider our counter offer most favourably and let us have your reply soon.Yours faithfully A & D Supermarket,accept: vt.相信，承认，同意 accept something; accept that; accept doing or to do something. I accept t

29、hat the aircraft has no choice but to crash into the sea.,Specimen letters 6 A Price concession,Dear Sirs 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 best to make our customers satisfied. However, th

30、ere 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, in order to make the business possible, we are

31、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 Import and Export Corporation,room: u. n. + for: 余

32、地，理由 There is no room for doubt. There seems some room for negotiation. Theres room for improvement in his work. They have given me no bargaining room.,reduction:减少，降低 a reduction in/on the price of something 某物价格的下降 price reduction 减价 There was a slight reduction in the price of oil. There is a 10%

33、 reduction on the price of spring clothes.,exceed: be greater than 比大，超过 Supply exceeds demand. 供大于求 exceed ones authority 越权 Export exceeds import by 3 million dollars.,Specimen Letter 7 Declining a counter offer,Dear SirsRe: Your counter offer of our 100% Cashmere Sweaters Thank you for your lette

34、r of April 22. We are sorry to learn you find our prices too high.,Although we would like to do business with you, we are very sorry that we are unable to entertain your counter offer. Our prices are carefully calculated. We have even taken quantity orders into consideration. We have to point out th

35、at we have received a lot of orders from other buyers, which shows that our prices are reasonable.,At present, the market for 100% Cashmere Sweaters is strong with upward tendency. It is not likely that any significant change will take place in the foreseeable future. It is in your interest to place

36、 an order with us as soon as you can. We also have Cashmere Sweaters, 50% cashmere/50% wool. They are of the same design but much cheaper than 100% Cashmere Sweaters.,We are enclosing our price list for such sweaters. If you are interested, please let us know. We are looking forward to receiving an

37、order from you.Yours faithfully China National Import and Export Corporation,entertain ones offer:打算考虑某人的报盘 entertain v. 准备考虑 We cannot entertain your suggestion because it does not seem workable. They would not entertain any price lower than RMB ￥1200 per ton.,take (something) into consideration:考虑

38、到，顾及 Ive already taken everything into consideration. in ones interest/in the interest of somebody 为了.的利益 It is in your interest to accept our price now. It is in your interest to settle the difference in payment terms as soon as possible. It is to our interest to close the deal as soon as we can.,L

39、anguage summary,How to describe your products 1.Our design is elegant and workmanship is superior. 2. Because of fine quality and attractive/unique designs of our products they are a good value for the money/price. 3. They are selling well/very popular in the North American markets.,4. This is a mus

40、t for every household. 5. The quality of other makes does not measure up to that of our products.,Talking about price We have cut the prices to the minimum and our goods are unobtainable elsewhere at our rates. Our prices are far more competitive than those of our rival companies. 3. We have managed

41、 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 quotation 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

42、 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 the price to the market level, we shall have to switch our requirements to other suppliers.,How to justify your price,If you are a seller: m

43、ake 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 reduction: Point out the declining market 2. offers from other suppliersBoth the buyer and the se

44、ller should be persuasive and flexible in their negotiation. They need to find a common ground. Sometimes a substitute may be a way out.,Encouraging orders: We hope you will let us have your order before further rises in costs make price increases unavoidable. 2. All you need to do is to fill in the

45、 order form and drop it into a mailbox/fax us immediately.,How to make an offer,1. When making an offer in response to an enquiry, begin by showing appreciation for and making summary of the enquiry including the necessary details such as the date of the enquiry and the commodity enquired for. 2. Gi

46、ve details of the offer including prices, trade terms, terms of payment, shipment, discount on bulk purchase, etc. The firm offer should have validity.,3. You may encourage the buyer to make a quick decision by talking about the market and the supply situation, the quality of the product, and a poss

47、ible increase of the price in the near future. 4. End the letter with the hope for an order or a reply.,Making voluntary offer,1. The voluntary offer should come to the point directly. Therefore, you may begin by telling your reader why you make the offer. As the offer is made to an old customer, yo

48、u should make your letter sound warm and human. It is a good idea to refer to previous business.,2. Make the offer attractive. You may offer some favourable terms that are hard to obtain: larger discount; guaranteed shipment; better after-sales service, etc. 3. End the letter by urging the buyer to

49、place an order.,Translation exercise,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。2.我们昨天给你们发了传真，报2000公斤花生，10月份装船。 3.你方必须降价5%，否则没有成交的可能。 4.我们认为你们的价格与我地的市场行情不符。 5.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日前到达我方为准。 6.行情上涨，我们建议你们立即订货。,We have quoted you our lowest price, at which we have done business with a lot of other customers. We faxed you yesterday offering you 2,000 kilos of groundnuts, for October shipment. There is no possibility to do business unless you reduce your price by 5%.,