Step3课件和作业

OfferFirm offer: an offer with engagement, which promises to sell the offeree goods at a stated price and within a stated period of time known as validity period.Free or Non-firm offer: an offer without engagement, which has reservation or limitation and is subject to the offeror’s confirmation after being accepted by the buyer.Determination of the Validity Date in a Firm Offer1. Fixing the latest date for acceptancee.g. The offer -is validstays firmholds goodremains effectivekeeps open/ available- till June 10 our/ Beijing time.2. Fixing a period of timeOur offer is for … days.Our offer be+ adj. for … daysThe offer should be withdrawn if not accepted within 15 days.Reservation of a Non-firm OfferThe offer is subject to …our final confirmation.goods being unsold.prior sale.market fluctuation.Basic elements of an offerBeginning: Expressing thanks for enquiry or invitation for the offerBody:1. Name of the goods, quality or specifications, quantity, price terms, discount, commission, and terms of payment, date of delivery, time of shipment, packing conditions, etc2. Validity period for firm offer or a no-engagement statement for non-firm offerClosing: Expressing hope for acceptance and orderDear Alice,The samples of the travel charger 6002-2PS you sent has reached us and proven satisfactory in quality after tests. Now please kindly make your offer for 500 pcs of the items together with our 2% commission, and remember if your price is competitive, we shall pass you the order for these items immediately.Your prompt reply will be appreciated.Thanks and regardsSandraU.M.A. PARMA ITAL YDear Sandra,We are pleased that our samples have passed your test and thank you very much for your request for us to offer you for the TRA VEL CHARGER 6002-2PS.In reply, we submit our firm offer on the following terms and conditions subject to your reply reaching us by August 16, 2008.Commodity: Travel Charger 6002-2PS.Quality: as per samples submitted to you on July 10, 2008.Quantity: 500 pcs.Price: at US$ 2.04 per piece CIF C2% Venice.Packing: in export standard packing.Payment: against confirmed, irrevocable letter of credit payable by draft at sight in our favor. Shipment: during September, 2008, subject to L/C reaching us by the end of August, 2008.We trust you will find our price very competitive. Please take advantage of this favorable offer and send us your acceptance at an early date.We await your purchase orders, which will receive our most careful and prompt attention.Sentence patterns commonly used in an offerThank you for your enquiry/ request dated …for…We acknowledge receipt of your enquiry/ request of …for…, against which we are enclosing herewith an offer list/ book/ letter/sheet.We forward an offer, subject to your reply/ acceptance reaching us before/ by/ not later than…, as follows:As requested, we are pleased to offer you without engagement for the following…In order to start a concrete transaction between us, we submit to you a special offer subject to prior sale.We can effect/ make shipment within …after receipt of…We shall make delivery during…, subject to …We are able to accept orders for… shipment.We have quoted you our lowest/ keenest/ rock bottom prices, which we hope you will find satisfactory.You'll see that our offer compares favorably with the quotations you can get elsewhere.We hope the offer will be of interest to you, and look forward to hearing from you soon.We trust the above offer will be acceptable to you and await with keen interest your trial order. We are confident that you will take the advantage of this favorable offer and send us your acceptance at an early date.We shall be pleased to receive your order, which will have our prompt and careful attention.Counter-offerDefinition：an offer made by the offeree in response to a previous offer by the offeror, which suggests some changes and alterations as well as acting as a rejection.Basic Elements of a Counter-offer1. Thanks for or acknowledgement of the previous offer2. Expression of regret over and reason for inability to accept it3. Making a counter-offer by changing any terms or conditions in the previous offer4. urging the counter-offeree to accept the counter-offerDear Sandra,Thank you very much for your comment on our samples and request for us to offer you for the TRA VEL CHARGER 6002-2PS.In reply, we have the pleasure of submitting to you firm offer on the following terms and conditions subject to your reply reaching us by August 16, 2006.Commodity: Travel Charger 6002-2PS.Quality: as per samples submitted to you on July 10, 2006.Quantity: 500 pcs.Price: at US$ 2.04 per piece CIF C2% Venice.Packing: in export standard packing.Payment: by confirmed, irrevocable letter of credit payable by draft at sight in our favor. Shipment: during September, 2006, subject to L/C reaching us by the end of August, 2006.We trust you will find our price very competitive. Please take advantage of this favorable offer and send us your acceptance at an early date.We await your purchase orders, which will receive our most careful and prompt attention.Days passed without any response…Dear Sandra，The attachment is our quotation for you as requested, which we have sent you days ago. I was wondering about your comment on the prices, which have been cut as keen as the Gillette blade. However, supposing you still have problem accepting them please let us know and let's work together to find a solution satisfactory to both sides.Looking forward to your reply.Thanks and regardsAliceDear Alice,Thank you for your email of July 25 offering us your Travel Charger 6002-2PS.To be candid with you, we like your chargers, but your prices appear to be on the high side as compared with those of other makers. To accept the prices you quoted would leave us nomargin of profit on our sales.We would therefore suggest that you make some allowance, say 20% on your quoted price 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 find other suppliers. As far as payment is concerned ,we would suggest a 30 d/s draft under D/A.We hope you will consider our suggestion favorably and let us have your acceptance online. 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 Italy.Common expressions in counter-offerWe are appreciative of your offer of… for… at …Your price is too high/ too severe / unrealistic / unworkable / impractical / prohibitive / on the high side / higher than we had expected / not in line (/keeping) with the prevailing market.We are not in a position to accept your offer since similar but well-established products of the same quality are available at much lower prices / another supplier in your market offered us the similar article at a price … lower / other suppliers are unde rquoting us for the same articles.Will you please make a reduction of…grant a …commission / make a … discount/ allowance? If you can, we are thinking of placing a trial order with you.We could send large orders if you could bring down your price to … / grant us a … discount/ allowance/ commission.May we suggest that you make some discount/ allowance, say …., on the price you quoted us, which would help to push the sale of your products in our market?If you fail to take this matter seriously, your products may probably be squeezed out of the market. We are obliged to place our order elsewhere unless you manage to reduce your prices so as to stand the competition.Counter-counter-offerBasic Elements of a Counter-counter-offer1. acknowledging receipt of the counter-offer by quoting the comment2. expressing regret over and reasons for the inability to accept it3. refusing the counter-offer and making counter-proposals4. urging the offeree to accept the counter-counter-offer / original offer and place ordersThe previous counter-offer ——Dear Alice,Thank you for your email of July 25 offering us your Travel Charger 6002-2PS.To be candid with you, we like your chargers, but your prices appear to be on the high side as compared with those of other makers. To accept the prices you quoted would leave us no margin of profit on our sales.We would therefore suggest that you make some allowance, say 20% 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 find other suppliers. As far as payment is concerned ,we would suggest a 30 d/s draft under D/A.We hope you will consider our suggestion favorably and let us have your acceptance online. 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 Italy.Dear Sandra,We have carefully studied your counter offer and regret to note that our offer is found to be on the high side.Considering your intent of introducing our products in Italy , we should like to grant your request to make the 20% allowance on our Travel Charger 6002-2PS. But there are difficulties. Our cost of raw materials has risen sharply in the past three months and to lower the prices you mentioned could not be done without considerably lowering our standards of quality. This is something we are not prepared to do. Instead of 20% allowance, we suggest a 10% allowance, the usual practice for orders of this size, which we could manage without lowering our product quality standard.Since this is our first practical business cooperation, we do think L/C at sight necessary. If this is difficult for you to accept, then we have the following two suggestions at your option:1. We do L/C at sight this first time, and DP at sight from the second time.2. You pay 50% T/T in advance, with the remaining by DP at sight.We hope you will understand our situation and agree to this counter-suggestion.Looking forward to receiving orders from you without any further delay, which will receive our prompt and careful attention.IV 让步1 让步的意义与原则1．让步的意义：让步，也称“妥协”，是谈判的一种策略，是通过主动满足对方的需要，来换取自身需要满足的利益交换方式，也是谈判双方为达成协议而必须承担的义务。