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1、Unit4OffersandCounter-offersI.IntroductionOffersAnofferisapromisetosupplygoodsonthetermsandconditionsstated.Inanoffer,thesellernotonlyquotesthepriceofthegoods,butalsoindicatesallnecessaryterms,justas:Thenameofthegoods,Quality,Quantity,Price,TimeofShipment,TermsofPaymentandsoon.1.Typesofoffe
2、rAnoffermayeitherbefirmwithinacertaintime-limit(firmoffer)orbemadewithoutengagement(non-firmoffer).1)FirmOffer:FirmOfferaremadewhenasellerpromisestosellgoodsatastatedpriceandwithinastatedperiodoftime.2)Non-firmOffer:Therearefourkindsofflexibleoffer.(1)Offersubjecttopriorsale,Offersubjecttob
3、eingunsold.(有权先售报价）(2)Offersubjecttoconfirmation.（经确认为有效的报价）(3)Offeronapproval.（买方看货后再订的报价）(4)Offeronsaleorreturn.（允许退货的报价）2.Inthefollowingcasesyoumaygiveflexibleoffer1)Newcustomerwiththefirstinquiry.2)Oldcustomerwiththefirstinquiryforannewproducts.3)Onthefairorshow.3.Thestructureofasatisfa
4、ctoryoffer1)OpeningParagraph:Expressyourthanksfortheenquiry,giveyourconditionsforoffer(firmofferornon-firmoffer).2)TransitionalParagraph:(1)Nameofthegoods,qualityorspecifications,quantity,detailsofprices,discounts,termsofpayment,timeofshipment,andpackingconditionssoastoenablethebuyertomakea
5、decision.(2)Asupplementaryshortparagraphtodrawthecustomer’sattentiontootherproductslikelytointerestthebuyer.3)ClosingParagraph:Expressyourhopeforanorder.Counter-offer1.Counter-offers:Abuyerdoesnotagreewithanyorsomeofthetransactiontermsofaquotationorafirmoffer,hesendsacounter-offer.Inthecoun
6、ter-offer,thebuyermayshowhisdisagreementtothecertaintermandconditionsandstatehisownideainstead.Suchalterations,nomatterhowslighttheymayappeartobe,signifythatbusinesshastobenegotiatedontherenewedbasis.2.SeveralKindsofCounter-offers:1)Counter-offeronprice.2)Asksforreductionofminimumquantity.3
7、)Counter-offeronpaymentterms.4)Asksforearlierdelivery.5)Asksforchangingthepackage.6)Counter-offeronthediscountofthegoods.7)Asksformorecommission.3.TheKeyStructureoftheletter.1)OpeningParagraph:Expressyourthankswithacourteoussentence.2)TransitionalParagra
