外贸函电课件unit

Unit 5 Quotation and Offer5.1 IntroductionAn offer is a proposal of terms and conditions presented in a potntial contrct by one party,called the offeror,to another party,called the offeree.In order for the agreement to be binding,the offeree must first accept the offer,otherwise there is no legal contract.5.1 Introduction发盘：又称发价，在法律上又称“要约”，是指买方或卖方向对方提出的各项交易条件。发盘通常是一方收到对方的询盘之后所提出的，但也可不经过对方询盘而主动向对方提出There are two kinds of offer:offer with engagement(firm offer),offer without engagement(non-firm offer).A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time.It can develop into a contractual obligation.Thus,once it is accepted by a buyer,the seller cannot revoke ar amend it.构成发盘的条件：向一个或一个以上特定的人提出订立合同的建议能表明发盘人在得到接受时随的意旨实盘：当发盘针对一个或几个特定的受盘人明示或暗示发盘人在一明确、完整和最终的条件下订立合同的明确意图时，该盘就为实盘A satisfactory offer will include the following:Name of commodities,quality,quantity and specificationUnit price and type of currencyPacking condition and date of deliveryTerms of payment and discountThe terms of validity of the offerIndication of what the price covers报实盘须注意：发盘必须注明是实盘发盘必须明确、清楚、完整，具有最终效力并列出所有的主要交易条件发盘须注明有效期完整的报价和发盘应包括的内容：对询价表示感谢提供所要求的所有信息，如价格、折扣及从付款条件等细节对交货期或装运期的承诺如为实盘，应注明有效期希望对方接受报价订购货物5.2 Writing Skills报价和发盘的写作步骤对对方的询价表示感谢向对方提供所要求的信息表明报价的有效期表达希望对方接受所报价格早日订货的愿望5.3 Specimen LettersDear sirs,You have previously supplied us with crockery and we should be obliged if you would now quote CIF San Francisco for the items named below.The pattern we require is listed in your 2004 catalogue as No.8.500 Tea cups and Saucers 200 Tea Plates 100 2-pint Tea-pots When replying,please state:(1)discount allowable,(2)terms of payment,and(3)earliest possible date of delivery.Truly yours Fred JacksonLetter 2:Exporters quotationDear Ms.Chen,Thank you for your letter of 5th April,requesting for a further supply of our crockery,we are pleased to quoter as follow:Tea cups USD 500.00 per hundred Tea Saucers USD200.00 per hundred Tea Plates USD180.00 per hundred Tea-pots,2-pint USD3.00 per hundred Net CIF Francisco The above quotation is subject to our final confirmaton.You are allowed a discount of 5%for items ordered in quantities of 500 or more.The terms of payment are by letter of credit at sight to be opened through the Bank of China and the shipment is to be made within four weeks upon receipt of the covering letter of credit.We hope you will find these terms satisfactory and look forward to the pleasure of your order.Yours faithfully,Leon AllenLetter 3:A firm offer from the sellerDear Sirs,As requested in your letter of April 18th,we offer you firm as follows,subject to your reply reaching us by the end of this month.1,000 dozen cotton shirts at USD60 per dozen CIF New York.The shipment is to be made during June.We require paymwnt by confirmed irrevocable letter of credit payable by draft at sight.This is the best offer we can make at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy.For your reference,we are sending you some samples separately.Yours very truly ChunLetter 4:A non-firm offerDear Sirs,We welcome your inquiry of April 17th and thank you for your interest in our Wandila DVD.Our products are super-thin.The voice quality is better and pictures are clearer than same sort of products.We are pleased to offer you USD150 per set at CIF New York.Payment is to be made by confirmed,irrevocable L/C payable by draft at sight.Please note that there is no commission on our products,but a discount of 5%may be allowed if the quanity of your order is more than 1,000 sets.We hope you will agree to our offer and look forward to receiving your order.Thank you again for your inquiry.Yours faithfully ManagerLetter 5:A special offerDear Sirs,In order to start a concrete transaction between us,we take pleasure in making you a special offer,subject to our final confirmation,as follows.Art.No.:81000 Printed Shirting Design No.:72435-2A Specifications:30367269,35/36 42 yards Quantity:12,600 yards Packing:in bales or in wooden cases,at sellers option Price:USDXXX per yard CIFC 5%Vancouver Shipment:to be made in three equal monthly installment;beginning from June 2002 Payment:by confirmed,irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.We trust the above all will be acceptable to you and await your trial order with keen interest.Sincerely yours,John Leeds