国际商务英语函电课件吴雯 ISBN9787566301062 PPTPPT5.ppt

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1、CHAPTERVOFFERSANDCOUNTER-OFFERS1.understandthedifferencebetweenfirmofferandnon-firmofferandgrasptheirrelativeexpressions.2.Befamiliarwiththeterms&conditionsinvolvedinanofferandbeabletowritethemindependently.3.Beabletomakeanofferintheformofquotation.4.Beabletomakeconc

2、essionsandattackspolitelyandreasonablewhenwritingcounter-offers.Afterlearningthischapter,youwillLesson10(A)FirmOfferLesson11(A)ACounteroffer(B)ReplytotheAboveLesson12(A)NewPriceforRepeatorder(B)ReplytotheAboveRepliestoinquiriesconcerningthepricesofproductsorservicesa

3、reoftencalledoffers,alsoknownasquotations.Anofferisanexpressionofwillfromtheexportertosellparticulargoodsunderthetermsandconditionsstated.Itnotonlyquotesthepriceofproductsyouwanttosellbutalsomakesclearallthenecessarytermsofsalesforthebuyer’sconsiderationandacceptance

4、.Thepersonmakingtheofferiscalledtheofferor.Thepersontowhomtheofferismadeiscalledtheofferee.Anofferisaproposalmadebysellerstobuyersinordertoenterintoacontract.Inotherwords,anofferreferstotradingtermsputforwardbyofferorstoofferees,onwhichtheoffersarewillingtoconcludebu

5、sinesswiththeofferees.Therearetwokindsofoffers.Oneisfirmofferandtheotherisnon-firmoffer.Afirmofferismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Onceithasbeenaccepteditcannotbewithdrawn.Anon-firmofferisusuallymadebymeansofsendingcatalogue

6、s,pricelist,proformainvoicesandquotations.Itcanbeconsideredasaninducementtobusiness.Ifthebuyerfindsanytermsorconditionsintheofferunacceptable,hecanmakeacounter-offertorenewtheterms,negotiatingwiththeseller.Acounter-offerisvirtuallyapartialrejectionoftheoriginaloffera

7、ndalsoacounterproposalinitiatedbythebuyerortheofferee.Thebuyermayshowdisagreementtotheprice,orpacking,orshipmentandstatehis/herowntermsinstead.Theeffectofacounter-offeristhattheoriginalofferisnolonervalid,andtheoffereenowbecomestheofferorasthecounter-offeristhattheor

8、iginalofferisnolongervalid,andtheoffereenowbecomestheofferorasthecounter-offerbecomesthenewoffer.Thisprocesscangoonformanyroundsunt