UnitOffers and CounteroffersPPT課件

1、A Inquiry EnquiryB Replies to inquiryQuotation / offerA B Counter offeracceptanceDeclining拒絕詢盤詢盤發(fā)盤發(fā)盤還盤還盤接受接受A生產(chǎn)+B付款Production+Payment A Purchase OrderB Sales ConfirmationA 定購定購銷售確認書銷售確認書A訂艙+報關(guān)Book Shipping Space +Customs Declaration清關(guān) B Customs Clearance發(fā)運(投保)Shipment(insurance)第1頁/共20頁INTRODUCTION

2、An offer is a promise to supply on terms and conditions stated. In an offer the seller not only quotes the price of the goods but also indicates all necessary terms, just as: commodity name, quality, quantity, price, time of shipment, terms of payment and so on. Firm offer: to supply certain quantit

3、y of goods at a fixed price within a stated period of time1第2頁/共20頁NON-FIRM OFFERNon-firm offer: a few kinds of flexible offers1subject to being unsold2subject to approval of sample3subject to our final confirmation第3頁/共20頁Offerincludes4.The validity 有效期2.Non-firm offer虛盤2.Conditions of commodity商品情

4、況1.Thanks 感謝詢盤 Offer 1.1.Firm offer 實盤 Two kinds of offer3.Conditions of fulfillment 執(zhí)行條件 第4頁/共20頁Letter-2(Counter-offer)Useful expressions:Sales Confirmation- S/C銷售確認書Sales Contract-S/C銷售合同Retailing price零售價Place repeat order with you從你處續(xù)訂2第5頁/共20頁 letter analysis of a COUNTER-OFFER step 1To give t

5、hanks to the offer.step 2To state the reason of bargaining .step 3To give the counter-offer conditions.step 4T o l o o k f o r w a r d t o t h e attention/consideration of the buyer.第6頁/共20頁Letter-3(Non-firm offer)虛盤Re: Cotton ShirtsIn compliance with your requestAs per your Request按你要求Subject to ou

6、r final confirmation以我方最后確認為準(zhǔn)In polybag and packed in cartons塑料袋然后紙箱包裝 CNY450/DOZ CIF SHANGHAI3第7頁/共20頁Letter-4(firm offer)實盤Re: Woolen blanketsLbsLibra磅2USD40/PC CIF MONTREALL/C 60DAYS4第8頁/共20頁OFFER SHEETSAND-WASHED SILK JACKETSITEMQNTY(DOZS)SIZEUNIT PRICE (FOB SHANGHAI)AMOUNT(USD)MENS 200SUSD120/D

7、OZ2400MENS 200MUSD130/DOZ2600MENS 200LUSD140/DOZ2800WOMENS200SUSD120/DOZ2400WOMENS200MUSD130/DOZ2600WOMENS200LUSD140/DOZ2800TOTAL1200DOZSUSD15,600第9頁/共20頁Firm Offer letterDear Stephen,Thanks for your enquiry. Heres our quotation:Commodity name: grade II rabbit skinsQuantity:5000pcsPrice:USD4.50/pc C

8、IF Montreal by seaPayment: L/C at sightShipment: one month after receipt of your L/CThis offer is valid within one monthAwaiting your earlier confirmationBest Regards,Yan第10頁/共20頁 letter analysis of an OFFER step 1To give thanks to the enquiry.step 2Commodity name,quality or specification,quantity,d

9、etails of price, discount,terms of payment,time of shipment.step 3To express your hope for an order第11頁/共20頁 Letter-6(Reply to Counter-offer)Useful expressionsQuality of other makes其它制造商的產(chǎn)品Measure up to that of our products符合我們產(chǎn)品的質(zhì)量Meet you half way與你各讓一半Meet with your approval得到你方認可4第12頁/共20頁 Lette

10、r-7（Counter-offer) Useful expressionsYour quotation is on the high side你方報價過高The current market is swollen up with various brands當(dāng)前市場充斥著各種品牌Gain recognition of the local market得到當(dāng)?shù)厥袌龅恼J同Open up a market開拓一個新市場The established brands知名品牌5第13頁/共20頁A Counter-offer letter Although we are interested in you

11、r products, we find your price is so high that our margin of profit would be very little. As you probably know, the socks available at present on the market manufactured by several Indonesian factories are of good quality and the price is 10%-15% lower than yours. We hope, therefore, you will reduce

12、 your price so as to stand up to the competition.第14頁/共20頁 Letter-8Useful expressionsOn the increase正在上漲中Theres a heavy demand for leather shoes皮鞋需求很盛At home and abroad國內(nèi)外ATGBP9/PC CIFLONDONPayment : by L/C at sightShipment:30days after receipt of L/C6第15頁/共20頁 Letter-9(Non0firm offer) Useful expressionSubject to our final confirmation以我方最后確認為準(zhǔn)ATUSD2000/MT CIFHAMBURGIn gunny bags麻袋包裝Payment : by L/C at sight即期信用證付款7第16頁/共20頁 Letter-11（Reply from the Seller） Useful expressionWe appreciate your thinking of us whenever you plan to order new supply謝謝你每當(dāng)訂新貨時總能想起我