外贸英语函电04Unit Four Offer and Counter-offer.docx

《外贸英语函电04Unit Four Offer and Counter-offer.docx》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。

1、UnitFourOfferandCounter-offer【基本要求】本单元主要介绍发盘和还盘的基本知识和技巧。掌握常用礼貌套语，注意不同情况的处理方式和方法。【重点难点】1.分清实盘与虚盘，掌握两者关键性区别2.还盘的技巧【讲授学时】2学时【课程内容】Ⅰ.BriefIntroduction1.FirmOfferLetterAfirmofferismadewhenasellerpromisestosellatastatedpriceandwithinastatedperiodoftime.Thefirmoffercreatesapowerofa

2、cceptancepermittingtheoffereebyacceptingtheoffertotransformtheofferer’spromiseintoacontractualobligation.Thus，onceithasbeenaccepteditcannotbewithdrawn.Asatisfactoryofferwillincludethefollowing:1）anexpressionofthanksfortheinquiry，ifany2）thenameofcommodities，quality，quantityan

3、dspecifications3）detailsofprices，discountsandtermsofpayment4）astatementorclearindicationofwhatthepricescover5）packinganddateofdelivery6）theperiodforwhichtheofferisvalid7）anexpressionofhopethattheofferwillbeacceptedWithoutthelastpoint，youturnafirmofferintoanon-firmoffer，which

4、mightcontainevenfeweritems.Anon-firmoffercannotbeacceptedbutwillratherbeconsideredaninducementtobusiness.（结合课本示例1-3巩固实盘知识）2.Non-firmOfferAnon-firmofferismadewhenasellerdoesn’tpromisetosellatastatedpriceandwithinastatedperiodoftime.Inotherwords，theexportercandrawbackanon-firm

5、offerifhepleases.Itmayinvolvefeweritemsthanafirmoffer，butsometermsshouldberetainedsuchas“subjecttoourfinalconfirmation”.Inordertoavoidfuturedisputes，thismustbemadeclearinanon-firmoffer.（结合课本示例4-6巩固虚盘知识）3.Counter-offerLetterAcounterofferisvirtuallyapartialrejectionoftheorigin

6、alofferandalsoacounterproposalinitiatedbythebuyerortheofferee.Thebuyermayshowdisagreementtotheprice，orpacking，orshipmentandstatehisowntermsinstead.Suchalterations，nomatterhowslighttheymayappeartobe，signifythatbusinesshastobenegotiatedontherenewedbasis.Acounter-offerusuallyco

7、versthefollowingpoints:1）Thankthesellerforhisofferorquotation.　　2）Expressregretatinabilitytoaccepttheseller’sofferorquotation.3）Makeabidorcounter-offerif，inthecircumstances，itisappropriate.4）Suggestotheropportunitytodobusinesstogether.（结合课本示例7-9巩固还盘知识）4.CounterSuggestionLett

8、erCounter-offersmaybemademorethanoncebeforeatransactionisconcluded.Acounter