Chapter 4 Inquiry, Quotation and Counter-offer Learning Objectives: Master the ways of making inquiry. Identify the difference between a firm offer and a non-firm offer. Know the ways of making counter-offer. Understand the importance of weighing advantages and disadvantages in business world.

Ⅰ. Inquiry Dear Sirs, Re: Inquiry about the Price of Cotton Embroidered Dresses Your Chinese textiles have won great popularity in the world, especially cotton embroidered dresses, for which there has always been active demand in Europe. We are now very glad to inform you that we are as well in the market for these commodities. We would very much appreciate it if you can make us your best offer on CIF London basis for XX dozen Cotton Embroidered Dresses. It is necessary to emphasize that the cloth you will use for making these dresses must be specially treated to prevent shrinkage and the color of the cloth must not fade. For your information, if your price is competitive and the quality of the commodities and the delivery date can meet our requirements, we believe that we would place regular orders with you. We wish to receive your dress samples and your offer as soon as possible. Sincerely yours,

Ⅱ. Firm offer Dear Sirs, Re: Firm Offer for Cotton Embroidered Dresses Thank you very much for your inquiry dated May 15. We were very glad to receive your inquiry for embroidered dresses and to give you the following reply. Recently we have received a lot of orders from the customers of various parts of the world. These heavy commitments have made us burdened with production tasks. But since you are a famous reliable corporation in North Europe, we would like very much to deal with you for expanding our trade businesses in the North European areas. As requested, we are airmailing you tomorrow a parcel of dress samples and a sample book of our materials used for making the clothes, from which you will get an understanding of the high quality of our materials and our excellent workmanship. We believe these dress samples and cloth sample book will help you in making both your selection and your decision. Now we would like to give you our firm offer as follows, subject to your reply reaching us by the end of this month.

Ⅱ. Firm offer Name of Commodity Style No. Size Quantity(Dozen) Unit Price (per Dozen) CIF London Cotton Embroidered Dresses XX Small US $ XXX Medium Large Packing: Each piece to a pole bag, half dozen to a carton and 10 dozen to a wooden case. Shipment: 2 months after receiving the order. Payment: By confirmed, irrevocable letter of credit in our favor by draft at sight to reach us one month before shipment and remain valid for negotiation in China till the 15th day after shipment. Your early order will be appreciated. Sincerely yours,

Ⅲ. Non-firm Offer Dear Sirs, Re: Non-firm Offer for Know-how Transferring In reply to your letter of August 8, we are pleased to know that you are taking great interest in our Preliminary Proposal on the transfer of our know-how for manufacturing cables with an indication price of US $ XXX. In case of your careful study of the terms and conditions of this proposal, you will find that our charges for engineering design and technical assistance in the supervision of installation, performance test and etc. are rather low, especially lower than the quotations from Japan and America. On request, a detailed offer with separate prices for the know-how, the training of your technical personnel and as well terms of payment, etc. will be available. This offer is non-firm, without engagement, and price negotiating is still remaining within the bounds of possibility. We look forward to hearing from you soon. Truly yours,

Ⅳ. Counter-offer Dear Sirs, Re: Counter-offer for 5000m/t Steel Plates Type XXX We are in receipt of your letter April 10, offering us 5000 metric tons of Steel Plates Type XXX at US $ XXX per m/t, CIF EMP. In reply, we feel regrettable to inform you that our end-users have found your price too high and out of line with the prevailing market level. Such being the case, it is impossible for us to persuade them to accept your price, as the goods of similar quality is easily obtainable here at a lower price. Some dealers from the European market are lowering their prices to about US $ XXX per m/t. No doubt there is keen competition in the international market. We do not deny that the quality of your steel plates is slightly higher, but the difference in price should, in no case, be as big as 3%. To develop our trade, we, on behalf of our end-users, make counter-offer as follows: 5000 metric tons of Steel Plates Type XXX at US $ XXX per metric ton, CIF EMP with other terms as per your letter April 10. We are anticipating your early acceptance of our counter-offer. Sincerely yours，

Ⅴ. Declining the Counter-offer Dear Sirs, Re: Declining the Counter-offer for 5000 m/t Steel Plates Type XX We are appreciative of your letter of May 5, which requested a reduction of 3% in the price of 5000 m/t Steel Plates Type XX, i.e., a price reduction from US $ XXX per m/t to US $ XXX per m/t. We are regrettable to say that there is no possibility to cut down our price to the extent you indicated. You know the price of materials has increased substantially to a certain extent and recently we have received a crowd of inquires from buyers in other directions and expected to conclude business with us at something near our level. So, at present, we cannot see our way clear to accept your counter-offer. But in view of our long lasting and friendly business relations, should you agree to meet each other halfway in prices, we think a price reduction of 2% would make this deal clinched, that is, US $ XXX per m/t. Looking forward to hearing from you soon. Sincerely yours，

Sentences for Doing English-Chinese and Chinese-English Translating Practices: 1. As requested, we shall submit our quotation in triplicate and shall appreciate your placing the order with us as early as possible. 按你方请求，我方将提交我方一式三份的报价，如蒙早日向我方订货，我方将不胜感激。 2. All quotations, except firm offers, are subject to the Sellers’ final confirmation and all prices are net, without any discount. 所有报价，除实盘报盘者以外，都以卖方的最后确认为准，所有价格都是净价，没有任何折扣。 3. Our price has already been very reasonable, but, in order to encourage business between us, we are prepared to allow you a discount of 2%. 我方价格一直是很合理的，但为了鼓励贵我双方之间的贸易，我方准备给予你方2％的折扣。 4. Due to the rising cost of raw materials, we are compelled to raise our price by 2%. 由于原料价格上涨，我方不得不提价2％。 5. This offer will expire on March 30. Your immediate reply by fax will be appreciated. 此报盘3月30日到期，如蒙贵方传真回复，我方不胜感激。

Sentences for Doing English-Chinese and Chinese-English Translating Practices: 6. Especially important are the price per unit, total price, marks and numbers on each package, total quantity of packages and weight and measurements. 特别重要的是单价、总价、唛头、件号、总件数以及重量和尺码。 7. Your enquiry of June 5 for XX and XX has been passed on to us for our attention. 你方6月5日对XX及XX 的询盘已转交由我方处理。 8. We think the colors will be just what you want for the fashionable trade, and the beauty and elegance of our designs, coupled with the superb workmanship and reasonable prices should appeal to the discriminating buyers. 我们认为这些色彩恰好是你们时装业所需要的，而且，美丽而优雅的款式，配上一流的工艺及合理的价格，对挑剔的买主都是具有吸引力的。 9. At your request, we are now making you a firm offer for 2000 color TV sets of XX Brand, Type XX. 按你方要求，我方现在给你方2000台XX牌XX型彩电的实盘报价。 10. Our offer is firm until 15 next month. 我方报盘为实盘，有效期至下月15日。

Sentences for Doing English-Chinese and Chinese-English Translating Practices: 11. As our buyers are unwilling to make a bid, you’d better make an offer as soon as possible. 因我方买主不愿递盘(出价)，你方最好尽快发盘。 12. If you can supply goods of the type and quality according to the requirements, please make us a firm offer and quote your lowest unit prices. 如果你方能根据要求的型号及质地供应货物，请给我方报实盘，并报你方最低单价。 13. To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand for articles is to be in the medium price range. 接受你方所报的价格会给我们只留下很小的销售利润，因为此地对商品的主要要求是价格适中。 14. We would like to suggest that you allow us a discount of , say, 5% on your quoted prices. This would help to introduce your goods to our customers. 我们想建议你们给我们打个折扣，比如说，所报价格的5％，这将有助于向我们的客户介绍你们的产品。 15. It is in view of our long-standing business relations that we make you such a counter-offer. 正是考虑到贵我双方的长期贸易关系，我们才给你们这一还盘。

Exercises I. Translate the following sentences from English into Chinese. 1. Although we would like to help you, we do not think there is room for any further allowance in our quotation, because we have cut our price to the minimum. 2. We would like to ask if you can grant us a discount of 5% for an order of 1000 dozen. 3. In order to obtain the needed information, the inquirer must make out his inquiry sheet simply and clearly. 4. From the enclosed invoice you will see that our price is well within the maximum figure you stated. 5. We faxed you our offer yesterday and you must have received it by now.

Exercises II. Translate the following sentences from Chinese into English. 1.我方很高兴收到你方八月二日对我方皮鞋的询价。 2.我们确认已接受你方报盘。 3.如果你方能降价3%，我们愿意向你方订货。 4.我们将空邮你方一包样衣，收到后请即传真告知我方。 5.此报盘为实盘，以我方最后确认为准。