国际商务函电课件(7个p(000001).ppt

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1、Offer1.Offerandquotation:(1)AquotationisoftentakenbymanyChinesebusinesspersontostandforaunitpricewithdeliveryconditions.e.g.USD324/PCCIFNewYork;Anofferisconsideredtoincludemoreconditionssuchasshipment,payment,insuranceandpacking.(2)Fromthelegalpointofviewaquotationisnotanoffer.Itisonlyapromi

2、seonthepartofthesellertosupplygoodsonthetermsstated.Unit3OfferandTradePromotion2.Firmoffer/Non-firmoffer----Afirmofferisapromisetosellgoodsonthemaintransactionconditionssuchas:descriptionofgoods,quantity,packing,priceterm,shipment/insurance,paymenttermandvalidity.Thepromisecanbeimpliedinthef

3、ollowingqualifyingstatements:(1)Thisofferisfirmfororders….(2)Thisofferremainsfirmfor3days.(3)Thefirmofferissubjecttoyourreplyreachinguswithin10days.(4)Theofferwillbekeptopenuntil15thMay.Itmustbeclear,definite,completeandfinal.Ifthebuyeraccepts,thenitisacontractualobligation.---Non-firmofferi

4、saquotationsubjecttofinalconfirmationandisnotlegallybinding.Thesellercanwithdrawitanytimebeforethebuyeracceptsit.Anexampleofmakingafirmofferandexplanation.OHP93.CounterofferAcounterofferrefusesaportionofanofferorabid,butsuggestsachangeorchanges.“Thankyouforyourletterof….Iappreciatetheexcepti

5、onalqualityofyourproductandthewayinwhichyouhavehandledmyinquiry,butyourpricesaretoohighevenforthisquality.”Itapproximatesa“yes-but”declaration.TradePromotion1.arouseinterest;Topictureyourproductintwoways:physicaldescriptionandpsychologicaldescription;2.createdesire;Toincludevarioustypesofevi

6、dencetosupportdescriptionoftheproduct,andestablishabasisforreaderconfidenceandbeliefuntilitbecomesdesireforyourproduct;3.carryconviction;4.induceactionInduceactionsuchas:---Buywhilepresentpricesarestillineffect;---Buywhilethepresentsupplylasts;---Examinefortwentydaysonapproval;---Enjoyaspeci

7、aldiscount;---Sendyourorderontheenclosedeasy-orderblankUnsolicitedsalesletter----togatherfactsaboutyourproductorservice;----toidentifyseveralsellingfeaturesthatwillfulfillspecificcustomerneeds;Solicitedsalesletter---ananswertoaninquirySpecimenlette