外贸函电 unit 4 inquiries replies offers and counteroffers.ppt

Unit four inquiries,offers&counteroffers,Business negotiation is the process in which the seller and the buyer negotiate about the trade terms in order to reach an agreement about the sales of goods.,the subject matter of the contract the price of the goods the liabilities of the sellerthe liabilities of the buyerthe methods to prevent the occurrence of disputes and methods to settle disputes in case there is any,inquiry offer counteroffer acceptanceBusiness negotiation commences with inquiry.General inquiry Specific inquiry,Inquiry,General inquiry,A businessman states clearly all the information he needs-general information,a catalogue,or pricelist,a sample or sample book etc.,A general inquiry,Gentlemen:We learn from ABC&Co.Ltd,New York that you are a leading exporter in your in importing your goods and appreciated your sending us catalogue,sample books or even samples if possible.Please give us detailed information on CIF Guangzhou prices,discounts and terms of payment.We hope this will be a good start for a long and profitable business relations.Truly yours,In a specific inquiry,a businessman points out what product(s)he wants.He may ask for a catalogue,a pricelist,samples,etc,or ask for an offer.,Specific inquiry,Specific inquiry,List the name and description of the commodities inquiried for;give a brief introduction of your market situationask whether there is any possibility of allowing special discount or offering some certain percent of commission;D.Indicate your demand or hope in terms of payment and time of shipment or delivery;E.Stating the possibility of placing an order with the exporter of the mentioned type of commodity.,note,Inquiries should be made concisely and clearly to the point;as is the general practice in international trade,the receiver of an inquiry will respond without delay with an offer,quotation,booklet or order.,Specimen letter1(an inquiry),Dear Sirs,Messrs.Brown&Clark of this city inform us that you are exporters of all cotton bed-sheets and pillowcases.We would like to send us details of your various ranges,including sizes,colours and prices,and also samples of the different quanlities of material used.,We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of the kind mentioned.When replying,please state your terms of payment and discount you would allow on purchase of quantities of not less than 100 dozen of individual items.Prices quoted should include insurance and freight to Liverpool.yours faithfully,Inquiry replying,Quotation sheet/price list Quotation-making letter Proforma invoice An offer Proforma invoice To serve as a formal quotation or as a price reference To enable the buyer to apply for an import license,offer,An offer from one individual or firm to another is a declaration that he is willing to sell a certain amount of specified goods,at specified price,under specified terms.“We offer firm for reply here within one week,100 metric tons of handpicked and selected groundnuts for July shipment at US$450 per ton CIF London.Payment by irrevocable sight L/C opened at a first class London bank.”,The requirements for an offer,The offeree must be specified,The offeror must show his intention to conclude a contract and abide by the contract,The offer must be definite(quality,quantity,package,price,delivery and payment)The offer must reach the offeree.,Reply to letter1(a firm offer),Dear Sirs,We are very pleased to receive your enquiry of 15th January and enclose our illustrated catalogue and price list giving the details you ask for.Also by separate post we are sending you some samples and feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price.On regular purchases in quantities of not less than 100 dozen of individual items we would allow you a discount of 2%.Payment is to be made by irrevocable L/C at sight.,Because of their softness and durability,our all cotton bed-sheets and pillowcases are rapidly becoming popular and after studying our prices you will learn that we are finding it difficult to meet the demand.But if you place your order not later than the end of this month,we would assure you of prompt shipment.We invite your attention to our other products such as table-cloth and table napkins,details of which you will find in the catalogue,and look forward to receiving your first order.Yours Faithfully,a non-frim offer,Gentlemen:Dried Apricot Without Pit In reply to your letter of August 15th,we are making you an offer,subject to our final confirmation,as follows:Commodity:Dried Apricot Without Pit of 2000 crop Specification:As per attached brochure Packing:250g to a plastic bag,100 bags to a carton Quantity:400 cartons,Price:US$75 net per carton CFR JiddaShipment:September/October,2000Payment:by confirmed irrevocable letter of credit payable by draft at sight to be opened in our favour,30 days before the time of shipment.Under separate cover,we have sent you samples of our various kinds of canned food and other dried fruits.If you have any other questions please do not hesitate to write us.If you find the above acceptable,please cable us for confirmation.Yours Faithfully,Specimen letter(a counteroffer),Dear Sirs,“D.D”RainroatsThank you for your letter of June 25 offering us your“D.D”brand raincoats.To be candid with you,we like your raincoats,but your prices appear to be on the high side as compared with those of other makes.It is understood that to accept the prices you quoted would leave us little or no margin of profit on our sales.As you know Kuwait is a developing country;its principal demand is for articles in the medium price range.,We appreciate your prompt response to our enquiry and would like to take this opportunity to conclude some transactions with you.We would therefore,suggest that you make some allowance,say 10%on your quoted prices so as to enable us to introduce your products to our customers.If,however,you cannot do so,then we shall have no alternative but to leave the business as it is.for your information,some parcels form HongKong have been sold here at a much lower price.We hope you will consider our counteroffer favourably and let us have your acceptance by fax.It may interest you to know that once you have opened up a market here,you would have every advantage of developing a beneficial trade in the Gulf.Yours sincerely,Relevant knowledge:trade terms,WarsawOxford Rules 1932Revised American Foreign Trade Definition1941International Rules for the Interpretation of Trade Terms ICC Publication NO.560(Incoterms2000),FOB CFR CIF,FOB(named port of loading)Followed by“port of shipment”instead of“port of destination”The buyer should send the ship just in timeCFR(named port of destination)The seller pays the cost and freight necessary to bring the goods to the named port of destinationCIF(named port of destination)The seller has the same obligations as under CFR but with the addition that he has to procure marine insurance against the buyers risk of loss of or damage to the goods during the carriage,Translate the following into English,我们确认已向你方报下列商品实盘，以8月20日复到有效。We confirm having made you a firm offer for the following goods,subject to your reply reaching us by August 20.得悉你地市场对核桃有很大需求，兹附上第6868号报价单供参考。We have learnt that there is a good demand for walnuts in your market,and take this opportunity of enclosing our quotation sheet No.6868 for your consideration.,你方7月3日来电要求我们报第33号毯子，现确认我方于7月6日传真向你方报盘如下，该盘不受约束。In reply to your letter of 3,July,which asked us to make an offer for our Blanket No.33,we wish to confirm our fax despatched on July 6 offering you without engagement the following:你方7月9日来电收悉，谢谢。很遗憾，你方价格偏高，无法成交。While we thank you for your letter dated July9,we find it very regrettable to point out that your prices appear to be on the high side and that there is no possibility of business.,从纽约ABC公司获悉,你公司出口全棉床单和枕套。对上述品质优良价格公道的商品，本地区常有需求。we learn from ABC Co.of New York that you are exporting all-cotton bed-sheets and pillowcases.There is a steady demand here for the above mentioned commodities of high quality and moderate price.我们另邮寄样品一批，深信一旦你们有机会察看样品之后，定会承认该或品质优良，价格公道。Under separate cover,we are sending you a range of samples and when you have a chance to examine them,we feel confident that you will agree that the goods are both excellent in quality and reasonable in price.,收到拟公司5月12日询价，得细你对我们手工制人造革手套感兴趣，现将你所需的详细资料，具有插图的目录和价格单附寄给你。We have received your enquiry of 2nd May and learn that you are interested in our handmade artificial leather gloves.we are enclosing our illustrated catalogue an pricelist giving details you ask for.所附价格单和图解目录将给你方提供有关你放感兴趣的型号的具体情况。The enclosed pricelist and illustrated catalogue will give you details of the model which you are specially interested in.,Dear Sirs,Re:Table-ClothsWe have received your letter_ February 7 and are pleased to note your desire to enter into business relations with us._ compliance _ your requested,we now offer you 1000 dozen table cloths,Art No.121_ prompt shipment_ RMB 25.00 per dozen CIF Port Sudan.This offer is subject _ reply reaching us _ March 12,2000.,Fill in the blanks with suitable words,The price offered above is reasonable.As the selling season is approaching,we have received many enquiries _ clients _ other districts.To acquaint you _ some _ _ the commodities we handle,we are sending you _ _ airmail _ separate cover a commodity list and several pamphlets _ your reference.Should you find any other items listed_ interest,please let us know and we will make you offers _ receipt _ your specific enquiries.,事由:花生 从你方7月5日函高兴地得知你方要我们报20公吨花生，货运奥登色。现报盘如下，以你方的接受复函与7月30日前到达我处为条件：“20公吨手拣的不分级的山东花生，成本加保险费、运费到奥登色每公吨人民币800元，2000年10月/11月装运。其他条款与往常一样。由于此地无直达轮到奥登色，货物需在哥本哈根转船。请注意，从哥本哈根到奥登色的额外费用已包括在所报价格之内。顺便奉告，近来对花生的需求甚大，结果必导致价格上涨。不过，要是你方立即接受，就可能从行市的上涨中得到好处。,