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1、课程名称:商务英语教案(1)QUOTATIONS,OFFERSANDCOUNTER-OFFERSLearningObjectivesAfterlearningthischapter,thestudentsshouldbefamiliarwith1.Howtomakeoffersandcounter-offers2.Howtowritebusinessmessagesinaproperway3.MakingsuggestionsofotheropportunitiestodobusinessGeneralideasAnofferofgoods
2、isusuallymadeeitherbywayofadvertisements,circularsandlettersorinreplytoenquiries.Thisisthefirststepinbusinessnegotiation.Inresponsetoanenquiry,quotationsmaybesent.Asatisfactoryquotationwillincludethefollowing:a.Anexpressionofthanksfortheenquiry.b.Detailsofprices,discountsa
3、ndtermsofpaymentc.Astatementorclearindicationofwhatthepricescover(e.g.freightandinsurance,etc.).d.Anundertakingastodateofdeliveryortimeofshipment.e.Theperiodforwhichthequotationisvalid.Itwillconcludewithanexpressionofhopethatthequotationwillbeaccepted.Afirmofferisapromiset
4、osellgoodsatastatedprice,16usuallywithinastatedperiodoftime.Itmustbeclear,definite,completeandfinal.Inmakingafirmoffer,mentionshouldbemadeofthetimeofshipmentandthemodeofpaymentdesired;inaddition,anexactdescriptionofthegoodsshouldbegivenand,ifpossible,patternorsamplesent.It
5、istobenotedthatunlikeaquotation,afirmoffer,althoughnota,contractualobligationcannotbewithdrawnbythesellerwithinitsvalidity.Itisthebuyer’soptiontoacceptorrejectorcounter-offerduringthevalidityperiod.Ifthebuyeraccepts,thenitisacontractualobligation.Sonoreputablesellerwouldri
6、skhisreputationbywithdrawinghisofferbeforethestatedoragreedtime.Whenabuyerrejectsaquotationorotheroffer,heshouldwriteandthankthesellerforhistroubleandexplainthereasonforrejection.Nottodosowouldshowalackofcourtesy.Theletterofrejectionshouldcoverthefollowingpoints.Itshould:a
7、.Thankthesellerforhisoffer.b.Expressregretatinabilitytoaccept.c.Makeacounter-offerif,inthecircumstances,itisappropriate.d.Suggestotheropportunitiestodobusinesstogether.16Businessterms1.specificenquiry具体询盘2.firmoffer实盘3.contractualobligation合同规定的义务4.validityperiod有效期5.finan
8、cialstanding资信状况6.businessstatus业务状况7.allowance折扣，限额8.specializein9.incompliancewith10.co
