Unit 5 Offers & Counter-offers.ppt

*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,Copyright 2009 by Yankai LIANG.,Unit 5,Offers&Counter-offers,All rights reserved.Requests for permission to make copies of any part of thework should be mailed to:,LYKZQU.EDU.CN,1,5.1 Offers,（报盘）,Definition:,An offer is a promise made by the seller to supply goods on the terms stated.,报盘就是卖方就所供货物的各种买卖条件予以承诺。这些条件包括商品的品质（,quality,）、数量（,quantity,）、价格（,price,）、装运日期（,time of shipment,）、付款条件（,terms of payment,）等等。,2,The Sort of Offer,（种类）,确定报价：卖方提出的报价上，写明买方的承诺期限，限期一过，报价自动失效。（实盘）,有权先售报价：对于数量较少的商品，同时向多数的买主报价，按先来后到的顺序销售，随着货物售尽，报价的效力也告消失,经确认为有效的报价：卖方提出的报价虽经买方承诺，却不能算是成立契约，要卖方确认后才开始生效。（虚盘）,买方看货后再订的报价：买主可仔细研究商品内容，承认后才订购的报价,允许退货的报价：将商品送经买方，给予商讨的机会，若不要可以退货,3,The Sort of Offer,Offers can be divided into two types:firm offer and non-firm offer.,A firm offer is the irrevocable offer with engagement while a non-firm offer is the revocable offer without engagement.,1,、实盘（,Firm offer,）：收盘人在有效期内表示完全同意时，交易立即达成的报盘。,2,、虚盘（,Non-firm offer,）：发盘人没有肯定的订立合同的意旨的报盘，对发盘人无约束力（,without engagement,）。,4,How to Write a Letter of Offer,An expression of thanks for the inquiry.,An offer should include the major terms of the transaction:name of the goods,quality,quantity,specifications,details of prices,discounts,terms of payments,packing and date of delivery.,Talk about the market and supply situation to induce an order.Introduce other products to increase the chance of business.,End your letter by expecting the order.Do not make you letter too long.,5,How to Write a Letter of Offer,报盘一般包括以下内容：,开头部分：叙述以何种销售为条件，报某种物品的价格；说明报价的种类（,Firm offer,或,Non-firm Offer,）。如果为回复对方询问的报价，首先要表示感谢对方的询问,正文部分：告诉对方这项交易的好处，以吸引其购物，例如质优价廉，货物需求量大增，大量采购的折扣，等等。该部分可依情况变更适当内容，最好分成两段以上书写,结尾部分：叙述盼望对方订单或报价承诺函的意向,6,Specimen letter,（,P.P.56 example 1 A Firm Offer,实盘）,Dear Sir,Re:“Panda”Brand Color TV Sets,Thank you for your enquiry for“Panda”Brand Color TV Sets dated May 16.As requested,we are now making you,subject to your reply reaching us within 10 days,the following offer:,Commodity:“Panda”Brand Color TV Sets,Item No.:GB-8907,Quantity:1,500 sets,Price:USD450.00 per set CIF Alexandria,Payment:By confirmed irrevocable L/C payable by draft at sight,Shipment:to be effected within 28 days after receipt of L/C,Our products are selling fast because of their unique design and superior quality,which will appeal to discriminating buyers.,We have some regular orders at hand.If youre interested in our products,please place your order as soon as possible.,We are looking forward to hearing from you soon.,Yours faithfully,7,Important word or sentences:,1,、,Date v.,注明日期,The letter was dated February 8 at Alexandria.,We have received your letter dated/of July 13.,（用,dated,不如用,of,普遍）,2,、,As requested,we are now making you,subject to your reply reaching us within 10 days,the following offer:,如贵方所求，兹报实盘，以,10,日内你方复到为准。,8,Important word or sentences:,3,、,subject,1,）,adj.,（和介词,to,连用）易受,的；须经,的，有待于,的,Perishable goods are subject to damage in transit.,The above prices are subject to fluctuations of the market.,上述价格得随行就市。,9,Important word or sentences:,2,）,adv.,在,条件下，以,为条件，只要（和介词,to,连用引导状语短语）,We offer 100m/tons Bitter Apricot Kernels at RMB XXX CIF,prompt shipment,subject to our cable confirmation.,兹报盘即期装船苦杏仁,100,公吨，每公吨到岸价人民币,XXX,元，以我方电报确认为准。,Subject to your agreement,we will proceed.,10,Important word or sentences:,4,、,Reply n.,答复（后接介词,to,）,In reply,we would like to observe that we cannot do business on your conditions.,我们不能按你方条件进行交易，此复。,We anxiously await your reply to our enquiry/letter.,In reply to=in answer to,为答复,This is in reply to your letter of August 25.,兹复你方,8,月,25,日来函。,11,Important word or sentences:,5,、,Offer,1,）,n.,报盘（包括货名、数量、规格、价格、船期、有效期等，通常与介词,for,of,或,on,连用）,Please make us an offer CIF London for/on 20 metric tons groundnuts.,The offer is firm/valid/good/open/for effective/enforce for two weeks.,A Japanese seller has made us an offer at$120 per metric ton.,12,Important word or sentences:,2,）,v.,报盘，提供,If you can offer,please email us.,你方如能报盘，请电邮通知我方。,At present,we cannot offer more than 1000 short tons.,目前，我们不能提供多于,1000,短吨。,13,Important word or sentences:,*,Firm offer,实盘，收盘人在有效期内表示完全同意时，交易立即达成的报盘。表示有效期的方法如下：,We offer you firm subject to reply by 5 p.m.our time,Monday,12th December.,兹报实盘，以我方时间,12,月,12,日星期一下午,5,时前答复为有效。,We offer you firm subject to reply here by 10 a.m.,Tuesday our time.,兹报实盘，以我方时间星期二上午,10,点以前复到为准。,We offer you firm subject to your reply here within one week from today.,兹报实盘，以自本日起一周内你方复到为准。,14,Important word or sentences:,*,Non-firm offer,虚盘，发盘人没有肯定的订立合同的意旨的报盘，对发盘人无约束力（,without engagement,）。虚盘表示方法如：,We offer A,shipment July,CIF London sterling 500 per metric ton.,我方报盘,A,商品，,7,月份装船，每公吨,CIF,伦敦,500,英镑。,We offersubject to our final confirmation.,我方报盘,（各项交易条件）,以我方最后确认为有效。,We make you an offer subject to the goods being unsold.,我方向你方报盘，以未售出为准。,We submit you this offer subject to prior sale.,我方向你方报盘，以先售为条件。,15,Important word or sentences:,常与,offer,连用的动词,有：,send,give,make,cable,telex,forward,等。,To accept offer,接受报盘,To confirm offer,确认报盘,To decline offer,拒绝报盘,To entertain offer,考虑报盘,To extend offer,延长报盘,To withdraw/cancel offer,撤回报盘,To renew offer,恢复报盘,To reinstate offer,恢复报盘（恢复过期较久如,10,天前的报盘时用）,16,Important word or sentences:,辨析：,offer,与,quote,Offer,如上所述，是报盘，应包括价格在内的各种交易条件，而,quote,意为“报价”，只涉及价格。,The new crop is quoted on the Cotton Exchange at$30 per ton.,棉花交易所中新货报价为每吨,30,美元。,In case of offer,please quote us your lowest price in US dollars.,报盘时，请以美元开最低价。,17,Important word or sentences:,6,、,Quantity n.,数量，大量，多批（用复数）,We can supply any reasonable quantity of this merchandise.,This is the maximum quantity we can offer at present.,If you cannot arrange entire quantity,please offer us a least half.,Quantities of Green Tea have been exported.,18,Important word or sentences:,Additional quantity,追加数量,Considerable/large/substantial quantity,大数量,Corresponding quantity,相应的数量,Enormous/huge quantity,巨大的数量,Exact quantity,准确数量,Extra quantity,额外数量,Liberal quantity,充足的数量,Limited quantity,有限数量,Moderate quantity,中等数量,Reasonable quantity,相当数量,Sizable quantity,可观的数量,常用相关短语：,19,Important word or sentences:,7,、,USD450.00 per set CIF Alexandria,CIF=cost,insurance,freight,到岸价（价格包括成本、保险和运费）（具体内容可参看“国际贸易术语解释通则”）,20,Important word or sentences:,8,、,L/C=Letter of Credit,信用证，是可数的普通名词，有单复数之分，复数为,Letters of Credit,（,Ls/C,）,即期信用证的表达方式：,letter of credit available by draft at sight,letter of credit payable against draft at sight,letter of credit available by sight draft,letter of credit payable against sight draft.,商业书信中常简称为,sight L/C.,21,Important word or sentences:,远期信用证是,usance,L/C,或,term L/C,。常见表达方式为：,30 days L/C,见票后,30,天议付的信用证,见票后多少天议付的说法很多，以上例为例，下面是较常见的几种说法：,L/C available by draft at 30 days after sight;,(,usance,/time/term)L/C at 30 days after sight;,(,usance,/time/term)L/C at 30 days;,30 days(,usance,/time/term)L/C,22,Important word or sentences:,有关信用证的部分常见词组：,Confirmed L/C,保兑信用证,Irrevocable L/C,不可撤销信用证,Transferable and divisible L/C,可转让与可分割信用证,Documentary L/C,跟单信用证,Revolving L/C,循环信用证,Back to back L/C,背对背信用证,Reciprocal L/C,对开信用证,23,Important word or sentences:,9,、,Effect,1,）,v.,实现，完成，达到（目的等）,Insurance is to be effected by the buyer.,由买方投保。,We hope you will effect shipment at your earliest convenience.,希望你方尽早装运货物。,We hope you will effect improvement in your packing.,希望你方对包装加以改进。,Payment is to be effected by an irrevocable L/C.,货款须以不可撤销信用证支付。,24,Important word or sentences:,2,）,n.,结果，效应，效果，作用；（法规等）生效；意义，要旨；实施，实行,To come/go into effect,开始生效，开始实行,This agreement will come into effect as soon as it is signed.,In effect,有效，在实施中,These import regulations are still in effect.,This regulation will take effect beginning from May 1.,25,Important word or sentences:,To the effect that,大意为,，以便,We have received from our buyers a letter to the effect that he is still waiting for the import,licence,.,收到买主来信，大意称他仍在等待进口许可证。,We are enclosing our,proforma,invoice in triplicate to the effect that you may apply for the import,licence,.,随函附寄我方形式发票一式三份，以便你方申请进口许可证。,To bring/carry/put,sth,.into/to effect,实施某事，实行某事,To bring a plan into effect,实行一项计划,26,Important word or sentences:,10,、,Superior quality,上乘质量,Superior adj.,优良的，卓越的,This quality is superior/inferior to that.,这种质量比那种优（劣）。,We are interested only in superior grades.,我们只对优级货感兴趣。,This machine is superior to that in many respects.,这台机器在很多方面比那一台要好。,27,Important word or sentences:,Above/below the average quality,一般水平以上（以下）的质量,Choice/selected quality,精选的质量,Excellent quality,优良质量,Fair average quality(F.A.Q),大路货,First-rate/first-class quality,头等质量,High/low quality,高（低）质量,Inferior quality,次质量,Sound quality,完好的质量,Tip-top quality,第一流的质量,Top/top-notch quality,上等质量,常用与,quality,相关的短语：,28,Important word or sentences:,11,、,Appeal v.,1,）引起兴趣（后接介词,to,）,We trust this new product of ours will appeal to your market.,2,）,appeal to,sb,.to do,sth,.,呼吁某人做某事,They appealed to the public to help the distressed children.,29,Important word or sentences:,12,、,At hand,即将到来，在附近，近在手边,The question can be further discussed at Guangzhou as the autumn fair is at hand.,由于秋交会即将举行，这一问题可在广州进一步商谈。,ABC Co.is located close at hand.ABC,公司就在附近。,30,Important word or sentences:,On hand a.,手头上（现有）,b.,在场，到场，,As we still have a great number of back orders on hand we regret being unable to accept any fresh orders.,由于我方手头尚有大量未交货的订单，很抱歉我们不能接受任何新订单。,We invited your agent to be on hand at the time of inspection.,我公司曾请你方代理人检验时到场。,31,Important word or sentences:,By hand,用手，由（专）人,We will send the draft agreement to your hotel by hand.,我们会派人把协议草稿送到您的酒店。,In hand a.,手头上（现有）,b.,在进行中,c.,控制住，掌握住,Stock in hand is running low.,手中存货越来越少。,The work is in hand and can be completed in a few days.,工作正在进行中，不日即可完成。,They have had the situation well in hand.,他们已经完全控制了局势。,32,Important word or sentences:,13,、,Interest,1)n.,兴趣，感兴趣的事物，利益（常用复数），权利，所得的货物,We have(feel,take)no interest in this article.,Some of our friends who,profess,interest for your porcelain ware have approached us for offers on the following:,我们有些对你方瓷器,表示,兴趣的客户向我们联系下列货物的报盘：,We agree to 60 days time L/C provided you pay interest for the period intervening.,我们同意,60,天期的信用证，如果此期间的利息由你方负担的话。,33,Important word or sentences:,This suggestion is made in the interest of all parties concerned.,这个建议是照顾各有关方面的利益而提出的,sth,.be of interest to,sb,.,某人对,感兴趣,This article is of special(particular)interest to us.,我们对这种商品特别有兴趣。,34,Important word or sentences:,2)v.,引起兴趣,The offer(price,shipment,quality)dose not interest us.,这个报盘,(,价格，船期，质量,),引不起我们的兴趣。,Your price is too high to even interest buyers in counter-offer.,你的价格太高，买方连还盘都没有兴趣。,35,Example Sentences,（,Offers,）,开头部分,We thank you for your inquiry of May 10 and are pleased to offer you as follows subject to our final confirmation.,非常感谢您,5,月,10,日的询问，并很高兴以我方最后确认为条件，报价如下：,As we understand you are in the market for Mens Shirt,we are making you,subject to our final confirmation,the following offer.,获悉你方欲购男衬衫，特向你方报价如下，以我方最后确认为准。,36,Example Sentences,（,Offers,）,We have just cabled you the following firm offer subject to your reply reaching us by March 10.,我方刚刚拍发了以下确定报价（实盘），但以贵方答复于,3,月,10,日以前到达我方为条件。,From we have obtained your name and address and understand that you are experienced importers of We have pleasure in offering you ,of which we would appreciate your pushing the sale on your market.,从,得悉贵方的名称和地址，并知道贵公司是有经验的,的进口商。兹乐于向贵方报,价。如蒙贵方在当地市场推销我方产品，将不胜欣幸。,37,Example Sentences,（,Offers,）,正文部分,:,品质优良,Our products have met with wide endorsement.,我们的产品得到广泛的赞许。,We believe that the high quality of our products will induce you to place a trial order with us.,相信我公司高质量的产品将使贵方下试购订单给我们。,With respect to quality,nothing can be said against.,质量无可挑剔。,38,Example Sentences,（,Offers,）,价格合理、低廉,We believe these prices can compete well with those of other firms.,我们确信，这些价格与别家公司可以匹敌。,We have cut our price to the utmost limit.We regret,therefore,being unable to comply with your request for a further reduction.,我方的价格已降至最低点，因此无法按贵方要求再降。,We are clearing our stock now,so these prices are 20%percent lower than those of other manufacturers.,我公司现正在出清存货，所以这些价格要比其他厂商的低,20%,。,39,Example Sentences,（,Offers,）,需求激增,The demand for these goods is very strong here.,这里对该商品的需求很大（强烈）。,Large orders are now rushing in from your country and the market here is very strong.,目前有大量定单来自贵国，而且本地市场需求很旺。,Owing to the very brisk demand for the article,we can accept orders only for MayJune shipment.,由于该产品的需求很旺，我们只能接受船期在,56,月的订单。,40,Example Sentences,（,Offers,）,数量折扣,We are pleased to grant you a 10%discount from the list price because we believe that your initial order deserves such a concession.,我方深信对于第一次订购有让步的价值，所以乐于给予报价,10%,的折扣。,We are glad to make a 5%discount for an order for 100 dozen or more.,对于,100,打以上的订单，我方乐意给予,5%,的折扣。,41,Example Sentences,（,Offers,）,结尾部分,:,There is a heavy demand for these commodities and this will result in higher prices.So,take advantage of the strengthening market if you send an immediate reply.,近因该产品需求很旺，将令价格上涨。所以，请贵公司把握机会，尽早落实订单为盼。,We hope you will accept our offer and give us your order soon.,我方希望您接受我们的报价，并及早下订单给我们。,Your first order will be very much looked forward to.,我公司殷切期盼贵方的首次订购。,42,5.2 Counter-offers,（还盘）,In the course of international business negotiation,after receiving the offer made by the seller,if the buyer may not agree with the price,or packing,or shipment,or other important trade terms stated in the original offer and then put forward the counter-proposal on those trade terms unacceptable.And several counter-offers form the bargaining of the business just like the process of negotiating.,对于卖方报价单上所载的商品价格、包装、质量、数量、装船日期、付款条件，买方对其全部或部分提出修改要求的称为还盘（,counter offer,）。,43,How to Make a Counter Offer?,如何写还价函,Thanks for the original offer.,The reasons for inability to accept the offer:point out the declining market;talk about offers from other suppliers.,The counter-proposal.,Expectation of acceptance.,44,还盘包括以下内容：,开头部分：对报价表示谢意,正文部分：表明条件不当；提出本公司的希望条件,结尾部分：敬表期盼回单之忱。,45,Specimen letter,（,P.P.Example 2 A Counter Offer,回盘）,Dear Sir,Re:“Panda”Brand Color TV Sets,We acknowledge receipt of your offer for“Panda”Brand Color TV Sets dated May 18.,Regrettably,we are unable to accept your offer as your prices are too high.We also have similar offers from Korean make.Their prices are 10%lower than yours.,We appreciate the good quality 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 some allowance,say 10%,on your prices.Otherwise we have to decline your offer.,We shall appreciate it very much if you will make a concession and fax us your acceptance as soon as possible.,Yours faithfully,46,Important words&sentences:,1,、,Receipt n.,1,）收到，接到,We are in receipt of your letter of June 5.,（,be in receipt of=have received*,）,We acknowledge with thanks receipt of your letter of June 5.,We are in receipt of your letter of June 5 offering us 50 metric tons of the captioned goods at RMB,￥,2250 per metric ton on the usual terms.,你方,6,月,5,日来函收悉，向我方供应,50,公吨标题货物，惯常条例，每公吨,2250,元人民币。,The goods will be sent upon receipt of your remittance.,47,Important word