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单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Chapter 10,Business Letters,Different types of business letters,Establishing Business Relations,Inquiry Letter,Offers,Counter-Offers and Declining Offers,Order and Order Acceptance,Complaints and Claims,Establishing Business Relations,function:to enlarge business scope and turnover,Merchants abroad may be approached through some of the following channels:communication in writing;attendance at the export commodities fairs;contact at exhibitions held at home or abroad;mutual visits by trade delegations and groups.Of all these channels,the first one is the most constantly used in business activities.,But by what means can a writer of business letters secure all the necessary information about a new customer?He may do so by referring to or with the help of:the bank,the periodicals,the advertisements in newspaper,the introduction from his business connections,the market investigation,the Commercial Counselors office,the chamber of commerce both at home and abroad and self-introduction by merchants themselves.,a successful business letter of establishing business relations should contain the following:,The source of his information.,His intention.,The business scope of his firm and also its,branches and liaison offices,if any.,The reference as to his firms financial position and integrity.,Inquiry Letter,When making an inquiry,begin with the question or questions you want to ask.,Keep your inquiry short and to the point;say what needs to be said and then stop.,One paragraph should only concern one question.,Sometimes,inquiries follow the wish to establish business relations,thus there may be no individual inquiry letters.,Offers,Counter-Offers and Declining Offers,two types of offers:the non-firm offers and the firm offers.,Non-firm offers are usually indicated by means of sending catalogues,price-lists,proforma invoices and quotations;though quotations with certain qualifying words sometimes play the function of firm offers.,A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time.The promise may be expressed(i.e.clearly stated in words),as when it takes the form of a letter;or it may be implied(i.e.understood),as when it takes the form of a quotation that contains the words for acceptance within seven days,or similar qualifying words.,The firm offer creates a power of acceptance permitting the offeree by accepting the offer,to transform the offerors promise into a contractual obligation.Thus,once it has been accepted it cannot be withdrawn.,A satisfactory offer will include the following:,1)an expression of thanks for the inquiry,if any;,2)names of commodities,quality,quantity and specifications;,3)details of prices,discounts and terms of payment;,4)a statement or clear indication of what the prices cover(e.g.packing,freight and insurance);,5)packing and date of delivery;,6)the period for which the offer is valid.,Without the last point,a firm offer can be turned into a non-firm offer.,Example 1:(offer),Dear Sirs,We confirm your mail of 2nd Sep.asking us to make you firm offers for both Groundnuts and Walnut-meat CFR Copenhagen.We mailed back this morning,offering you 250 metric tons of groundnuts,hand-picked,shelled and ungraded at RMB￥2,800 net per metric ton CFR Copenhagen or any other European Main Port for shipment during October/November,1995.This offer is firm,subject to the receipt of reply by us before 25th Sep.,Please note that we have quoted our most favorable price and are unable to entertain any counteroffer.,As regards Walnut-meat,we should inform you that the few parcels we have at present are under offer elsewhere.However,if you should make us an acceptable bid,there is a possibility of your obtaining them.,However you may avail yourselves of the advantage of this strengthening market if you will send us an immediate reply.,Yours faithfully,Example 2(offer),Dear Sirs,We are in receipt of your letter dated March 21 and,as requested,are airmailed you,under separated cover,one catalogue and two sample books for our Printed Shirting.We hope they will reach you in due course and will help you in making your selection.,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.17780 Printed Shirting,Design No.1234-2A,Specifications:30*36*71*69,Quantity:12,400 yards,Packing:in bales or in wooden cases,at sellers option,Price:US$.per yard CIFC5%Vancouver,Shipment:to be made in three equal monthly installments,beginning from June.19,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 will be acceptable to you and await your trial order with keen interest.,Yours faithfully,Buyers make counter-offers when they find any terms or conditions in the offer unacceptable.A counter-offer is virtually a partial rejection of the original offer and also a
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