外贸函电chapter 4

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1、ChapterFourMakingQuotationsandOffers1Pointsforattention发盘(offer)一般用广告、通函、信件或者答复询价的方法来进行。Anofferofgoodsisusuallymadeeitherbywayofadvertisements,circularsandlettersorinreplytoinquiries.Thisisthefirststepinbusinessnegotiation.2Inresponsetoaninquiry,quotationmaybesent.

2、Asatisfactoryquotationwillincludethefollowing:Anexpressionofthanksfortheinquiry.Detailsofprice,discountsandtermsofpayment.Astatementorclearindicationofwhatthepricescover(e.g.freightandinsurance,etc.).Anundertakingastodateofdeliveryortimeofshipment.Theperiodforwhich

3、thequotationisvalid.Conclusionwithanexpressionofhopethatthequotationwillbeaccepted.3Anofferofgoodsisapromisetosupplyorbuythegoodsonthetermsandconditionsstatedbyasellerorabuyer.Intheformersituationitiscalledaseller’sofferandinthelattersituationitiscalledabuyer’soffe

4、r.Inanycase,thepersonwhomakestheofferisanofferor（要约人）andthepersontowhomtheofferismadeisanofferee.（受要约人）AVolunteerOfferandAreplytoanInquiryAfirmoffer:Offerwithengagement(formaloffer/effectiveoffer)Anon-firmofferandOfferwithoutengagement(freeoffer)Afirmofferisapromis

5、etosellgoodsatastatedprice,usuallywithinastatedperiodoftime.Itmustbeclear,definite,completeandfinal.4Howtomakeanoffer1.Whenmakinganofferinrespondtoaninquiry,beginbyrepeatingthedateandthecommodityenquiredfor.2.Whenmakingavoluntaryoffer,trytooffermoreattractiveterms.

6、3.Anoffershouldincludethemajortermsofthetransaction.4.Inasalesletter,sayhowyourproductdiffersfromothers.Providenecessaryinformation.Tellyourreaderthepagenumbertosavehistime.5.Talkaboutthemarketandsupplysituationtoinduceanorder.6.Introduceotherproductstoincreasethec

7、hanceofbusiness.7.Donotmakeyoulettertoolong.8.Endyourletterbyexpectingtheorder.5Letter2Areplytothespecificinquiry(MakingaFirmOffer)6LanguagePoints1.Weacknowledgereceiptofyourletterdated10thismonth,fromwhichwenotedthatyouwishtohaveourfirmofferforbothMen’sShirtsandM

8、en’sJacketsCFRRotterdam.兹确认收到你方本月10日来信，获悉你方要求得到男式衬衫和男式夹克衫成本加运费鹿特丹的实盘。1)datev.加日期于；日期为；与介词of作用相同WehavereceivedyourletterdatedNov.18.72)acknowledge