Chapter-4-Offter-and-Counter---offer[2].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,*,*,*,Introduction,：,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 situation 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,Offers and counters are important stages in doing business because once they are accepted there will be contracts.Specimen Letter 1,：,A firm offer,实盘,Dear Sirs,Subject:100%Cashmere Sweaters,Thank you very much for your enquiry of April 1 for our 100%Cashmere Sweaters.We are now making you a firm offer subject to your reply reaching us before April 30,2005:,Mens largeUS$50.00 per piecedittomedium US$48.00 per piecedittosmallUS$45.00 per pieceWomenslargeUS$47.00 per piecedittomedium US$45.00 per piecedittosmallUS$43.00 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 because 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.We are looking forward to hearing from you soon.Yours faithfully,China Import and Export Corporation.,Explanation,：,A.,Thank you very much for your,enquiry,of April 1 for our 100%,Cashmere,Sweaters.,B.,We are now making you,a firm offer,subject to,your reply reaching us before April 30,2005:1.Offers may be classified into the following:,1).firm offer:,实盘,2).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,3).counter-offer:,还盘,4).counter counter-offer:,反还盘,offer:n.1.,报实盘的句型：实盘是有有效期的，一般用,Subject to+date,表示。,offer:,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 CIF 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/valid/open/good for days.,This offer is firm/valid/open/good for 5 days.B.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 US$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,Talian,.,quote somebody(the lowest price)for something FOB,CIF,etc.,Please quote us(your lowest price)for 2000 dozen womens blouses FOB Dalian.,C.offer:vi.,Offer firm fordays.,报实盘，有效期,天,2.subject to,：,The plan may change subject to the weather.The offer is subject to our final confirmation.,C.,Mens,largeUS$50.00 per piece,ditto,mediumUS$48.00 per piece,D.,The,above prices are based on,CIF,Vancouver basis,net,.1.(CIF)Cost,Insurance&Freight“,成本、保险费加运费”是指在装运港当货物越过船舷时卖方即完成交货。卖方必须支付将货物运至指定的目的港所需的运费和费用，但交货后货物灭失或损坏的风险及由于各种事件造成的任何额外,费用即由卖方转移到买方。但是，在,CIF,条件下卖方还必须办理买方货物在运输途中灭失或损坏风险的海运保险。,:,净价，实价,E.,Payment,:By,confirmed,irrevocable,L/C,payable by draft at sight.1.L/C,：,letter of credit,信用证,2.Confirmed:,保兑的,confirmed L/C,保兑的信用证,:,3.irrevocable:,不可撤消的,irrevocable L/C,不可撤消的信用证,:,F.,Shipment:June/July,2005,provided,the L/C reaches the seller one month before the time of shipment.provided/provided that(=providing)We can ensure the supply of goods in May providing you open your L/C on time.,G.,We are glad to inform you that our products are,sell,ing fast because of their unique design and superior quality.1.sell:vi.No commodities,however attractive,can sell in large quantities if their prices are too high.2.something sells at/for price Our leather shoes are selling at,￥,200 per pair.,3.sell out:something has been sold out We can accept your order if the goods have not been sold out.4.sell off:,廉价出售,The store is selling off their old television sets to make room for the latest models.5.sell yourself:,自我宣传，自荐,Youve got to sell yourself in the interview.,H.,They are just what you want for the fashionable trade like yours.They should appeal to,discriminating,buyers.Discriminating:a.,识货的，有鉴赏能力的,I.,We have received some repeat,order,s.order:,订货，订单，订购（的货物）,J.,Our factories are fully,commit,ted for months mit:,vt,.,承担，承诺义务,We shall do our best to advance shipment but we cant commit ourselves.,K.,We suggest you,place your order,as soon as possible.place an order:,订货,place an order with somebody for something.,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 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 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,Explanation,：,A.,We operate on small,margins.,margin:,盈余，毛利,gross margin,毛利；,a narrow margin of profit,微利,B.,We also have similar offers from Korean,make,.They are 25%lower than yours.make:n.,制造,牌子，类型，式样,a machine of Chinese make This watch has gone wrong.I should have bought a better make.,C.,We,accept,that the quality of your products is better,but it does not,justify,such a large difference in price.accept:,vt,.,相信，承认，同意,accept something;,accept that;accept doing or to do something.I accept that the aircraft has no choice but to crash into the sea.,D.,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,.,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 best 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,in 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 faithfullyChina National Import and Export Corporation,Explanation,：,A.,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.find+,宾语,+,宾补,We find your price too high.,B.,We always do our best to make our customers satisfied.However,there is not much,room,to,make further,reduction on our prices.,1.room:u.n.+for:,余地，理由,There is no room for doubt.There seems some room for negotiation.2.reduction:,减少，降低,a reduction in/on the price of something,某物价格的下降,price reduction,减价,C.,The fact that other buyers are,buy,ing,freely,at our prices is the,evidence,that they are not,excessive,.1.buy at price:,以,价格购买,buy on credit:,赊购,buy off:,向,行贿，收买,The authority tried to buy him off by offering him the leadership of the trade union.n.,：,purchase,2.freely:,大量的,perspire freely,大汗淋淋,3.evidence:u.n.1),证据；证明,produce evidence of corruption 2),显示,There are evidences that somebody has been living here.4.excessive:a.,过度的，极端的,The prices at this hotel are excessive.,D.,Besides,we are sure that our,competitors,cannot,match,our price and quality.match:v.You cannot match his knowledge.,E.,However,in order to make the business possible,we,are prepared to,offer you a special,discount,of 5%,if your order,exceed,s US$10,000.This is the best we can do.,F.,We hope this new offer will,enable,you to,place an order with us,.1.enable:To open the L/C on time will enable us to make the shipment promptly.2.place an order with somebody for something,Specimen Letter 4 Declining a counter offer,Dear Sirs,Re:Your counter offer of our 100%Cashmere Sweaters,Thank you for your letter 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 that 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 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 order from you.Yours faithfullyChina National Import and Export Corporation,Explanation,：,A.,Thank you for your letter of April 22.We are sorry to learn you,find,our prices too high.,B.,Although we would like to do business with you,we are very sorry that we are unable to,entertain your counter offer.,entertain ones offer:,打算考虑某人的报盘,C.,Our prices are carefully calculated.We have even,taken quantity orders into consideration.,1.quantity order:,大量订货,2.take(something)into consideration:,考虑到，顾及,Ive already taken everything into consideration,D.,At present,the,market,for 100%Cashmere Sweaters is strong with upward tendency.market:n.1.,市场，行情,The market is strong.The market is advancing/rising.2.c.n.,（交易）市场，销售地，销路，,the cotton/stock market,棉花,/,股票市场；,put the goods on the market,销售商品,3.be on the market=come on(into)the market:,出售,Its been on the market for 3 years.,E.,It is,in your interest,to place an order with us as soon as you can.in ones interest/in the interest of somebody,It is in your interest to accept our price now.,F.,We are enclosing our,price list for,such sweaters.If you are interested,please let us know.price list for something:,的价目表,price list for bed-sheets,床单的价目表,Language 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.We can introduce them to the market at a cost price.,5.This is a must for every household.6.The quality of other makes does not measure up to that of our products.,Talking about price:,1.We have cut the prices to the minimum and our 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 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 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.,Supply position:,1.We can supply from stock,but only limited quantities are available.2.We can guarantee supply by the end of May.3.We shall contact you again once the supply improves/fresh supplies are available.,4.We are sorry to say that our stocks are running low and the maximum we can supply is,Encouraging orders:,1.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 order form and drop it into a mailbox/fax us immediately.,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 making a voluntary offer,try to offer more attractive terms.3.An offer should include the major terms of the transaction.,4.In a sales letter,say how your product differs from others.Provide necessary information.Tell your reader the page number to save his time.5.Talk about the market and supply situation to induce an order.6.Introduce other products to increase the chance of business.7.Do not make you letter too long.8.End your letter by expecting the order.,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 reduction: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.,Exercises:,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.,你方必须降价,5%,，否则没有成交的可能。,There is no possibility to do business unless you reduce your price by 5%.,4.,我们认为你们的价格与我地的市场行情不符。,We find you price out of line with our market level.,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。,We offer you firm 1000 color TV sets,subject to your replay reaching us before March 10.,6.,行情上涨，我们建议你们立即订货。,The market is advancing.We suggest you place an order with us at once.,Fill in blanks:,1.I