Unit Four Quotations, offers and counter-offers by Cherry Lu Objectives: To be able to write quotation letters to the importers To be able to distinguish firm offer from non-firm offer To be able to write letters to make offer to exporters To be able to write letters to make offer to exporters To be able to make counter offer when you received an offer To be able to write sales promotion letters to point out the characteristic and advantages of your products

Objectives: Objectives: To be able to write quotation letters to the importers To be able to write quotation letters to the importers To be able to distinguish firm offer from non-firm offer To be able to distinguish firm offer from non-firm offer To be able to write letters to make offer to importers/ exporters To be able to write letters to make offer to importers/ exporters Task One: Making Quotation, Offer and Counter-offer

I. Task : make a quotation or a firm offer to reply to the following enquiry: I. Task : make a quotation or a firm offer to reply to the following enquiry: October 18, 2010 Dear sir, We are glad to note from your letter of October 17, 2010 that you want to enter into business relations with us. At present, we are interested in your air conditioners and could place a large order with you if your prices are competitive. Please quote us your best price, CIF Vancouver, stating the earlist date of shipment. We look forward to your reply. Yours faithfully, Candy Brainstorm: how to write letters of making quotations and offers

II. Specimen letters II. Specimen letters Dear Sirs, We have recently received a number of enquiries for your light- weight raincoats and have good reason to believe that we could place regular orders with you provided your prices are competitive. From the description in your catalogue we learn that your “D.D.” range is the one most suitable of these clients and should be glad if you would send us your quotations for men’s and women’s coats, in both small and medium sizes, delivered C.I.F. Kuwait. Provided prices are right, we should place a first order for 400 raincoats, namely 100 raincoats each of the four qualities. Shipment would be required with four weeks of order. We would particularly stress the importance of price since the principal market here is for mass-produced goods at popular prices. Yours sincerely ABDULLAH SAMIH & Co. Manager 1. Letter 1 Enquiry for Quotation /Offer

Useful Expressions and difficult points of Letter 1 1) provided: on condition (that), if. 1) provided: on condition (that), if. e.g. We will place an order for the household electric appliances, provided that you can make shipment in May. e.g. We will place an order for the household electric appliances, provided that you can make shipment in May. 2) We have good reason to believe that we could place regular orders with you provided your prices are competitive. 2) We have good reason to believe that we could place regular orders with you provided your prices are competitive. 假如你们的价格具有竞争性的话，我们 有理由相信能经常向你下订单。 假如你们的价格具有竞争性的话，我们 有理由相信能经常向你下订单。 3) deliver: v. 3) deliver: v. e.g. Your order No.4 is receiving our immediate attention and will be delivered within this month. e.g. Your order No.4 is receiving our immediate attention and will be delivered within this month.

delivery: n. delivery: n. make delivery=deliver make delivery=deliver 3) place an order 3) place an order place an order with sb. for sth. place an order with sb. for sth. accept an order accept an order cancel an order cancel an order confirm an order confirm an order 4) since the principal market here is for mass- produced goods at popular prices 4) since the principal market here is for mass- produced goods at popular prices 这里主要的市场是哪些大批量生产而价格又 是大众化的产品 这里主要的市场是哪些大批量生产而价格又 是大众化的产品 delivery date/time date/time of delivery shipment date/time date/time of shipment

2. Letter 2 Quotation/Offer Dear Sirs Thank you for your letter of 15th June. We are glad to learn of the enquiries you have had from your customers for our raincoats. Our “D.D.” range is particularly suitable for warm climates, and during the past years we have supplied this range to dealers in several tropical countries. From many of them we have already had repeat orders, in some cases more than one. This range is popular not only because it is light in weight, but also because the material used has been specially treated to prevent excessive condensation on the inside surface.

For the quantities you mention we are pleased to quote as follows: “D.D.” Raincoats 100 men’s medium USD13.00 each USD1, men’s small each 1, women’s medium each 1, women’s small each 1, _______________________ Net C.I.F. Kuwait USD5, Payment Terms: By L/C at sight. Shipment: Within 3-4 weeks of receiving the L/C. This quotation is subject to our final confirmation. We feel you may be interested in some of our other products and enclose some descriptive booklets and a supply of sales literature for use with your customers. We look forward to receiving your order. Yours sincerely China National Import & Export Corp. Manager

Useful Expressions and difficult points: Useful Expressions and difficult points: 1) repeat orders 1) repeat orders 2) the material used has been specially treated to prevent excessive condensation on the inside surface 2) the material used has been specially treated to prevent excessive condensation on the inside surface 2) This quotation is subject to our final confirmation. 2) This quotation is subject to our final confirmation. subject to ： conditional upon, on the assumption of 由 … 决定的，取决于 … 的 subject to ： conditional upon, on the assumption of 由 … 决定的，取决于 … 的 e.g. 这报盘以我方最后确认为准。 e.g. 这报盘以我方最后确认为准。 This offer is subject to our final confirmation. This offer is subject to our final confirmation.

Discuss: according to letter 2, how to write a satisfactory quotation? Discuss: according to letter 2, how to write a satisfactory quotation?

Dear Sirs Dear Sirs Thank you for your letter of 15th June. We are glad to learn of the enquiries you have had from your customers for our raincoats. Our “D.D.” range is particularly suitable for warm climates, and during the past years we have supplied this range to dealers in several tropical countries. From many of them we have already had repeat orders, in some cases more than one. This range is popular not only because it is light in weight, but also because the material used has been specially treated to prevent excessive condensation on the inside surface. Thank you for your letter of 15th June. We are glad to learn of the enquiries you have had from your customers for our raincoats. Our “D.D.” range is particularly suitable for warm climates, and during the past years we have supplied this range to dealers in several tropical countries. From many of them we have already had repeat orders, in some cases more than one. This range is popular not only because it is light in weight, but also because the material used has been specially treated to prevent excessive condensation on the inside surface. For the quantities you mention we are pleased to quote as follows: For the quantities you mention we are pleased to quote as follows: “D.D.” Raincoats “D.D.” Raincoats 100 men’s USD13.00 each USD1, men’s USD13.00 each USD1, men’s small each 1, men’s small each 1, women’s medium each 1, women’s medium each 1, women’s small each 1, women’s small each 1, ­­­­­­­­­­­­­­_______________________ ­­­­­­­­­­­­­­_______________________ USD5, Net C.I.F. Kuwait USD5, Payment Terms: By L/C at sight. Payment Terms: By L/C at sight. Shipment: Within 3-4 weeks of receiving the L/C. Shipment: Within 3-4 weeks of receiving the L/C. This quotation is subject to our final confirmation. This quotation is subject to our final confirmation. We feel you may be interested in some of our other products and enclose some descriptive booklets and a supply of sales literature for use with your customers. We feel you may be interested in some of our other products and enclose some descriptive booklets and a supply of sales literature for use with your customers. We look forward to receiving your order. We look forward to receiving your order. Yours sincerely Yours sincerely China National Import & Export Corp. China National Import & Export Corp. Manager Manager Expressions of thanks Name of goods, specification, quantity, unit price, total amount Trade terms Delivery/shipment date validity Expression of hope terms of payment

3. Firm Offer and Non-firm Offer 3. Firm Offer and Non-firm Offer What is an offer? What is an offer? An offer is a communication by an offerer of a present intention to enter a contract. An offer is made when a seller/buyer promises to sell/buy goods at a stated price. An offer is a communication by an offerer of a present intention to enter a contract. An offer is made when a seller/buyer promises to sell/buy goods at a stated price. firm offer and non-firm offer firm offer and non-firm offer A firm offer is an offer made to a person or entity agreeing to do any action or non-action on the acceptance of such offer, which cannot be revoked or withdrawn within the period specified in the offer. It is the buyer’s option to accept or reject or counter-offer during the validity period. If the buyer accepts, then it is a contractual obligation. A firm offer is an offer made to a person or entity agreeing to do any action or non-action on the acceptance of such offer, which cannot be revoked or withdrawn within the period specified in the offer. It is the buyer’s option to accept or reject or counter-offer during the validity period. If the buyer accepts, then it is a contractual obligation. In making an firm offer, mention should be made of the validity of the offer, the item of shipment and the mode of payment desired; in addition, an exact description of the goods should be given and, if possible, pattern or sample sent. In making an firm offer, mention should be made of the validity of the offer, the item of shipment and the mode of payment desired; in addition, an exact description of the goods should be given and, if possible, pattern or sample sent.

Task: distinguish firm offers from non-firm offer Point out which of the following expressions are firm offers: 1) 1)We are making you the undermentioned offer, subject to your acceptance before the end of this month. 2) Our offer is subject to change without notice. 3) Our offer is subject to goods being unsold. 4) Our offer is subject to your confirmation reaching here on or before December 3, ) We offer you, subject to our final confirmation, the following goods. 6) Our offer is subject to prior sale. 7) Our offer is subject to your reply, reaching here by April 30.

Conlusion: Conlusion: A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withdrawn. A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withdrawn. Non-firm offer are usually made by means of sending catalogues, pricelist, and quotations without validity. It can be considered as an inducement to business. Non-firm offer are usually made by means of sending catalogues, pricelist, and quotations without validity. It can be considered as an inducement to business. State clearly the validity, for example: 1. Subject to your reply reaching us by (before)… 2. Subject to your reply(acceptance)here within …days

Task: Judge the following letters are firm offer or non-firm offer Letter 3 Letter 3 Dear Sirs, Dear Sirs, Thank you for your enquiry of 15th October for our refrigerators. Our refrigerators are quite popular because they are superior in quality and moderate in price. And they are popular for their durability and energy- saving property. Thank you for your enquiry of 15th October for our refrigerators. Our refrigerators are quite popular because they are superior in quality and moderate in price. And they are popular for their durability and energy- saving property. In reply to your enquiry, we take pleasure in making you an offer as follows, provided your reply reaches us within 7 days from today: In reply to your enquiry, we take pleasure in making you an offer as follows, provided your reply reaches us within 7 days from today: Specification Quantity (set) Price (US$) Specification Quantity (set) Price (US$) HLDA 1,000 5, HLDA 1,000 5, HLDB 1,500 7, HLDB 1,500 7, DNLB 1,000 4, DNLB 1,000 4, JLWE 2,000 9, JLWE 2,000 9, Net USD25, Net USD25, Price terms: FOB Shenzhen Price terms: FOB Shenzhen Payment Terms: 100% contract value at sight by irrevocable letter of credit... Payment Terms: 100% contract value at sight by irrevocable letter of credit... Delivery: To be effected by sea after receiving the L/C. Delivery: To be effected by sea after receiving the L/C. We feel you may be interested in some of our other products and enclose some descriptive booklets for your reference. We feel you may be interested in some of our other products and enclose some descriptive booklets for your reference. We look forward to receiving your order. We look forward to receiving your order. Yours faithfully, Yours faithfully, Shunde Import & Export Shunde Import & Export Albert Albert Firm offer

Letter 6 Letter 6 Dear Sirs, Dear Sirs, This is to confirm your enquiry of 16 January 2008, asking us to make you firm offers for rice and soybeans CIF Singapore. We ed you this morning offering you 300 metric tons of polished rice at AUD$2,400 per metric ton, CIF Singapore, for shipment during March/April This offer will remain effective until 10 February Please note that we have quoted our most favorable price and are unable to entertain any counter offer. With regard to soybeans, we advise you that the few lots we have at present are under offer elsewhere. If, however, you were to make us a suitable offer, there is a possibility of our supplying them. As you know, of late, it has been a heavy demand for these commodities and this has resulted in increased prices. You may, however, take advantage of the strengthening market if you send an immediate reply. This is to confirm your enquiry of 16 January 2008, asking us to make you firm offers for rice and soybeans CIF Singapore. We ed you this morning offering you 300 metric tons of polished rice at AUD$2,400 per metric ton, CIF Singapore, for shipment during March/April This offer will remain effective until 10 February Please note that we have quoted our most favorable price and are unable to entertain any counter offer. With regard to soybeans, we advise you that the few lots we have at present are under offer elsewhere. If, however, you were to make us a suitable offer, there is a possibility of our supplying them. As you know, of late, it has been a heavy demand for these commodities and this has resulted in increased prices. You may, however, take advantage of the strengthening market if you send an immediate reply. Firm offer

Dear Sirs, Dear Sirs, Re: Hog Casings Re: Hog Casings We are in receipt of your letter dated June 6 and very pleased to be told that there are extremely brisk demands for captioned goods in Tokyo. We are in receipt of your letter dated June 6 and very pleased to be told that there are extremely brisk demands for captioned goods in Tokyo. 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: 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: Commodity: Salted Hog Casings Commodity: Salted Hog Casings Specification (cm.): 28/30 30/32 32/34 34/36 36/38 38/up Specification (cm.): 28/30 30/32 32/34 34/36 36/38 38/up Quantity (Barrel): Quantity (Barrel): Price: US$__________CIF% Tokyo Price: US$__________CIF% Tokyo Shipment: September/October, 1997 Shipment: September/October, 1997 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. Certificate: certificate of quality to be issued by the China Commodity Inspection Bureau, certificate of origin to be issued by the China Council for the Promotion of International Trade. Certificate: certificate of quality to be issued by the China Commodity Inspection Bureau, certificate of origin to be issued by the China Council for the Promotion of International Trade. We trust the above will be acceptable to you and await with keen interest your trial order. We trust the above will be acceptable to you and await with keen interest your trial order. Non-firm offer

4. letter 3 Dear Sirs, Dear Sirs, Thank you for your enquiry of 15th October for our refrigerators. Our refrigerators are quite popular because they are superior in quality and moderate in price. And they are popular for their durability and energy-saving property. Thank you for your enquiry of 15th October for our refrigerators. Our refrigerators are quite popular because they are superior in quality and moderate in price. And they are popular for their durability and energy-saving property. In reply to your enquiry, we take pleasure in making you an offer as follows, provided your reply reaches us within 7 days from today: In reply to your enquiry, we take pleasure in making you an offer as follows, provided your reply reaches us within 7 days from today: Specification Quantity (set) Price (US$) Specification Quantity (set) Price (US$) HLDA 1,000 5, HLDA 1,000 5, HLDB 1,500 7, HLDB 1,500 7, DNLB 1,000 4, DNLB 1,000 4, JLWE 2,000 9, JLWE 2,000 9, Net USD25, Net USD25, Price terms: FOB Shenzhen Price terms: FOB Shenzhen Payment Terms: 100% contract value at sight by irrevocable letter of credit... Payment Terms: 100% contract value at sight by irrevocable letter of credit... Delivery: To be effected by sea after receiving the L/C. Delivery: To be effected by sea after receiving the L/C. We feel you may be interested in some of our other products and enclose some descriptive booklets for your reference. We feel you may be interested in some of our other products and enclose some descriptive booklets for your reference. We look forward to receiving your order. We look forward to receiving your order. Yours faithfully, Yours faithfully, Shunde Import & Export Shunde Import & Export Albert Albert

Useful Expressions Useful Expressions 1) superior in quality and moderate in price 1) superior in quality and moderate in price high quality at moderate prices high quality at moderate prices excellent in quality and reasonable in pice excellent in quality and reasonable in pice 2) offer n./v. 2) offer n./v. make/ send/ give an offer for/of make/ send/ give an offer for/of e.g. 请报 2 吨红茶伦敦到岸价盘。 e.g. 请报 2 吨红茶伦敦到岸价盘。 Please make/ send/ give us an offer CIF London for 2 tons Black Tea. Please make/ send/ give us an offer CIF London for 2 tons Black Tea. 你方 2 吨红茶的报盘收悉。 你方 2 吨红茶的报盘收悉。 We confirm your offer of 2 tons Black Tea. We confirm your offer of 2 tons Black Tea.

3) We take pleasure in making you an offer as follows, provided your reply reaches us within 7 days from today. 3) We take pleasure in making you an offer as follows, provided your reply reaches us within 7 days from today. 表达有效期 : 表达有效期 : A. This offer will remain effective/ valid/ firm/ open/ available until… A. This offer will remain effective/ valid/ firm/ open/ available until… 该盘有效期到 … 为止。 该盘有效期到 … 为止。 B. We are making an offer as follows, subject to your reply reaching us by …. B. We are making an offer as follows, subject to your reply reaching us by …. 现报盘如下， 以 … 前复为有效。 现报盘如下， 以 … 前复为有效。 C. This offer is open for a week from today. C. This offer is open for a week from today. 此报盘从今天起一周内有效。 此报盘从今天起一周内有效。 D. This offer must be withdrawn if not accepted within five days. D. This offer must be withdrawn if not accepted within five days. 此盘五天内不接受，就作撤消论。 此盘五天内不接受，就作撤消论。

5. Conclusion: how to write a letter of making quotation/offer 5. Conclusion: how to write a letter of making quotation/offer A satisfactory quotation/offer should include the following: An expressions of thanks for the enquiry An expressions of thanks for the enquiry Name of commodities, quality, quantity, and specification Name of commodities, quality, quantity, and specification Details of prices, discounts and terms of payment Details of prices, discounts and terms of payment A statement or clear indication of what the prices cover A statement or clear indication of what the prices cover Date of delivery or time of shipment Date of delivery or time of shipment The period for which the quotation is valid The period for which the quotation is valid An expression of hope for the order An expression of hope for the order

6. Letter 4 6. Letter 4 Dear Sirs, Dear Sirs, Refrigerators Refrigerators Thank you for your letter of October 25 offering us your refrigerators. Thank you for your letter of October 25 offering us your refrigerators. To be candid with you, we like your refrigerators, but your prices appear to be on the high side. 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 information indicates that some kinds of the articles made in other countries have been sold here at a level about 10% lower than that of yours. To be candid with you, we like your refrigerators, but your prices appear to be on the high side. 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 information indicates that some kinds of the articles made in other countries have been sold here at a level about 10% lower than that of yours. 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. If, however, you cannot do so, then we shall have no alternative but to leave the business as it is. 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. If, however, you cannot do so, then we shall have no alternative but to leave the business as it is. We hope you will consider our counter-offer favorably and let us have your order soon. 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 our country. We hope you will consider our counter-offer favorably and let us have your order soon. 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 our country. Yours sincerely, Yours sincerely, Abdullah Sam &Company Abdullah Sam &Company Manager Manager

Useful Expressions Useful Expressions 1) on the high side 价格偏高 1) on the high side 价格偏高 e.g. 歉告由于你方价格偏高。我们不能接受你方报 盘。 e.g. 歉告由于你方价格偏高。我们不能接受你方报 盘。 We regret to say that we cannot accept your offer, as your price is found to be on the high side We regret to say that we cannot accept your offer, as your price is found to be on the high side Your price is a bit high. 你方价格有点高 Your price is a bit high. 你方价格有点高 Your price is too high. 你方价格太高 Your price is too high. 你方价格太高 2) quote 2) quote quote sb. a price for sth quote sb. a price for sth 请向我方报核桃的最低价。 请向我方报核桃的最低价。 Please quote us your best price for walnuts. Please quote us your best price for walnuts. 3) conclude some transactions 3) conclude some transactions make a deal make a deal close a deal close a deal 4) make some allowance: make some discount 4) make some allowance: make some discount

7. How to reject an offer The letter of rejection should cover the following points. 1) Thank the seller for his offer. 1) Thank the seller for his offer. 2) Express regret at inability to accept. 2) Express regret at inability to accept. 3) Make a counter-offer if, in the circumstances, it is appropriate. 3) Make a counter-offer if, in the circumstances, it is appropriate. 4) Suggest other opportunities to do business together. 4) Suggest other opportunities to do business together.

8. letter 5 Letter 5 Letter 5 Dear Sirs, Dear Sirs, Refrigerators Refrigerators Thank you for your letter of October 27. We are disappointed to hear that our price for refrigerators is too high for you to work on. You mention that some kinds of the articles made in other countries have been sold at a level about 10% lower than that of ours. Thank you for your letter of October 27. We are disappointed to hear that our price for refrigerators is too high for you to work on. You mention that some kinds of the articles made in other countries have been sold at a level about 10% lower than that of ours. We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products. We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products. Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way. The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way. The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. We look forward to hearing from you. We look forward to hearing from you. Yours faithfully, Yours faithfully, Shunde Import & Export Shunde Import & Export Albert Albert

Useful Expressions Useful Expressions 1) be of the opinion 1) be of the opinion 2) measure up 2) measure up We are of the opinion that the quality of the other makes does not measure up to that of our products. We are of the opinion that the quality of the other makes does not measure up to that of our products. 3) be keen to 3) be keen to 4) We regret that we cannot accept your counter offer or even meet you half way. 4) We regret that we cannot accept your counter offer or even meet you half way.

The relationship between letter 3, 4,5 The relationship between letter 3, 4,5 Letter 3 (offer) Letter 4 (counter offer to letter3 ) Letter 5 (counter offer to letter 4)

Section B Sales Promotion Letter-6 Letter-6 1. stock 1. stock A limited stock of furniture A limited stock of furniture a large stock a large stock out of stock out of stock 2. All the items quoted are made of the best quality materials and be supplied in various designs and colors. 2. All the items quoted are made of the best quality materials and be supplied in various designs and colors. 3. We can also accept orders for blouses to be made according to instructions in order to meet the individual requirements of the masses. Please avail yourselves of this advantageous condition and place your orders with us now. 3. We can also accept orders for blouses to be made according to instructions in order to meet the individual requirements of the masses. Please avail yourselves of this advantageous condition and place your orders with us now. 4. Please do not hesitate to ask us for quotations and offers 4. Please do not hesitate to ask us for quotations and offers

Exercise Exercise Translate the following into English Translate the following into English 我方报价的所有商品都是由最好质量的皮革 制作的， 并且可以提供多种式样及颜色。 我方报价的所有商品都是由最好质量的皮革 制作的， 并且可以提供多种式样及颜色。 All the items quoted are made of the best quality leather and can be supplied in various designs and colours. All the items quoted are made of the best quality leather and can be supplied in various designs and colours.

Letter 7 Letter 7 1. look through 1. look through 2. have the pleasure of 2. have the pleasure of 3. residue stock 3. residue stock 4. current price 4. current price market price market price floor price floor price favourable price favourable price best price best price 5. This offer is subject to your reply reaching here on or before 20th June. 5. This offer is subject to your reply reaching here on or before 20th June.

6. take advantage of: make use of and profit from a favourable circumstance. 6. take advantage of: make use of and profit from a favourable circumstance. e.g. 我们很高兴利用这个机会向你方介绍我方可提 供的各种产品。 e.g. 我们很高兴利用这个机会向你方介绍我方可提 供的各种产品。 We are glad to take advantage of this opportunity to introduce our various products available to you. We are glad to take advantage of this opportunity to introduce our various products available to you. Take advantage of the special discount. Take advantage of the special discount.

Letter 8 Letter 8 1. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value. 1. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value. 2. there is heavy demand for…. 2. there is heavy demand for….

Exercises 1 1. place an order with sb. 1. place an order with sb. 2. repeat order 2. repeat order 3. durability/durable 3. durability/durable 4. price is on the high side 4. price is on the high side 5. conclude some transactions 5. conclude some transactions 6. offer 6. offer 7. counter-offer 7. counter-offer 8. clear the stock 8. clear the stock 9.current price 9.current price 10. firm offer 10. firm offer 11. a heavy demand 11. a heavy demand 12. final confirmation 12. final confirmation

Task: Fill in the following blanks with suitable preposition: Fill in the following blanks with suitable preposition: Dear Sir, Dear Sir, We have received your letter 1___________ February 5 and are pleased to note your desire to enter into business relations 2_____________ us. We have received your letter 1___________ February 5 and are pleased to note your desire to enter into business relations 2_____________ us. 3_____________ compliance 4____________ your request, we now offer you 2500 dozen Table Cloth, Art.No.152 5___________ prompt shipment 6__________ RMB ￥ per dozen CIF Port Sudan. This offer is subject 7__________ your reply reaching us 8__________ March 22, _____________ compliance 4____________ your request, we now offer you 2500 dozen Table Cloth, Art.No.152 5___________ prompt shipment 6__________ RMB ￥ per dozen CIF Port Sudan. This offer is subject 7__________ your reply reaching us 8__________ March 22, The price offered above is reasonable. As the selling season is approaching, we have received many enquiries 9___________ clients 10___________ other districts. The price offered above is reasonable. As the selling season is approaching, we have received many enquiries 9___________ clients 10___________ other districts. To acquaint you 11___________ some 12_________ the commodities we handle, we are sending you 13_________ airmail 14_________ separate cover a commodities list and several pamphlets 15________ your reference, should you find any other items listed of interest, please let us know and we will make you offers 16__________ receipt 17_______ your specific enquiries. To acquaint you 11___________ some 12_________ the commodities we handle, we are sending you 13_________ airmail 14_________ separate cover a commodities list and several pamphlets 15________ your reference, should you find any other items listed of interest, please let us know and we will make you offers 16__________ receipt 17_______ your specific enquiries. We look forward to your early reply. We look forward to your early reply. Yours sincerely, Yours sincerely, Selina Selina

Key to exercise 1. 我们确认已向你方电报下列商品实盘，以 10 月 2 日前回复有效。 1. 我们确认已向你方电报下列商品实盘，以 10 月 2 日前回复有效。 We confirm having cabled you a firm offer for the following goods, subject to your reply reaching us by October 2. We confirm having cabled you a firm offer for the following goods, subject to your reply reaching us by October 获悉你方市场对此产品有很大的需求，兹 附上第 2563 号报价单以供参考 2. 获悉你方市场对此产品有很大的需求，兹 附上第 2563 号报价单以供参考 We have learnt that there is a good demand for the goods in your market, and enclose our price list No.2563 for your reference. We have learnt that there is a good demand for the goods in your market, and enclose our price list No.2563 for your reference.

3. All the items quoted are made of the best quality leather and can be supplied in a range of designs and colour wide enough to meet your client’s requirement. 3. All the items quoted are made of the best quality leather and can be supplied in a range of designs and colour wide enough to meet your client’s requirement. 4. We could place regular orders with you provided your prices are competitive. 4. We could place regular orders with you provided your prices are competitive. 5. This quotation is subject to our final confirmation. 5. This quotation is subject to our final confirmation.

Back to the task Task : make a a firm offer to reply to the following enquiry: Task : make a a firm offer to reply to the following enquiry: October 18, 2010 Dear sir, We are glad to note from your letter of October 17, 2010 that you want to enter into business relations with us. At present, we are interested in your computers No.HD23, No.DH24, No. GR6. If your prices are competitive, we could place an order with you for 900 sets, namely 300 sets each of the three qualities. Please quote us your best price, CIF Sydney, stating the earlist date of shipment, terms of payment. We look forward to your reply. Yours faithfully, Candy

Your letter should include An expressions of thanks for the enquiry An expressions of thanks for the enquiry Sale promotion of your products Sale promotion of your products Name of goods, article No., quantity, and specification Name of goods, article No., quantity, and specification Details of prices, discounts and terms of payment Details of prices, discounts and terms of payment Trade terms Trade terms Time of shipment Time of shipment The period for which the quotation is valid The period for which the quotation is valid An expression of hope for the order An expression of hope for the order

Correct the mistakes you made in your letters 1.Our computer are quite popular because they are excellent in quantity and reasonable in price. 1.Our computer are quite popular because they are excellent in quantity and reasonable in price. 2. We take pleasure in make you an offer as follows, provided your reply reach us within 5 days from today. 2. We take pleasure in make you an offer as follows, provided your reply reach us within 5 days from today. 3. This three model are really of good value, it is efficient and durable. 3. This three model are really of good value, it is efficient and durable. 4. They are popular for their durability, efficient and practical in use. 4. They are popular for their durability, efficient and practical in use. What are the disadvantages of the following letters?

March 12,2011 March 12,2011 Dear sirs, Dear sirs, Thank you for you enquiry of Thank you for you enquiry of October 18, We are glad to learn of the enquiries you have had for our computers. Our computers are quite popular because they are superior in quality and moderate in price. And they arepopular for their durability and energy-saving property. We take pleasure in making you an offer as follows, provided your reply reaches us within 7 days from today. Specification Quantity (set) Unit Price (CNY ) Total value Specification Quantity (set) Unit Price (CNY ) Total value 1, ,000 HD23 1, ,000 1, ,000 DH24 1, ,000 1, ,000 GR6 1, ,000 Net CNY 350,000 Net CNY 350,000 Price terms: Price terms: FOB Shenzhen This quotation is subject to our final confirmation. This quotation is subject to our final confirmation. We feel you may be interested in some of our other products and enclose some descriptive booklets for your reference. We feel you may be interested in some of our other products and enclose some descriptive booklets for your reference. We look forward to receiving your order. We look forward to receiving your order. Yours faithfully, Yours faithfully, Shunde Import & Export Shunde Import & Export David David CIF Sydney Terms of Payment : irrevocable letter of credit. Shipment: Two months after receiving the L/C. October 18, 2010