2. Unit 6 Offers and Counter-offers Points for Attention: 1. quotation: (1)A quotation is often taken by many Chinese business person to stand for a unit price with delivery conditions. e.g. USD324/PC CIF New York; An offer is considered to include more conditions such as shipment, payment, insurance and packing. (2)From the legal point of view a quotation is not an offer. It is only a promise on the part of the seller to supply goods on the terms stated.

3. 2. Firm offer 1) 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 can not revoke or amend it. It must be clear,definite, complete and final.

4. 2) A satisfactory offer will include the following : A. Name of commodity,quality,quantity B. Unit price and type of currency. C. Packing condition and date of delivery. D. terms of payment and discount E. the terms of validity of the offer

5. The firm offer can be implied in the following statements: (1)This offer is firm for orders …. (2)This offer remains firm for 3 days. (3)The firm offer is subject to your reply reaching us within 10 days. (4)The offer will be kept open until 15 th May.

6. 3. Non-firm offer Non-firm offer is a quotation subject to final confirmation and is not legally binding. The seller can withdraw it anytime before the buyer accepts it. Without engagement (obligation) Subject to prior sale 以提前售出为准的报盘 Subject to our final confirmation 以我方最后 确认为准的报盘

7. offer subject to our written acceptance offer subject to sample approval offer subject to export/import license 以获得出 口（进口）许可证为准的报价 offer subject to goods being unsold 以商品未售 出为准的报盘 offer subject to your reply reaching here 以你 方答复到达我地为准的报盘 offer subject to first available steamer 以装第 一艘轮船为准的报盘

8. __ Define these following are firm offers or non- firm offers Our offer is valid /open/ good /firm for three days. Subject to your reply by 6 p.m. our time Friday, November 20. Subject to our final confirmation. Subject to our prior sale. Subject to your acceptance within five days. Subject to your reply reaching here before the end of June. Subject to change without notice.

9. 4. Counteroffer A counter offer refuses a portion of an offer or a bid, but suggests a change or changes. “ Thank you for your letter of …. I appreciate the exceptional quality of your product and the way in which you have handled my inquiry, but your prices are too high even for this quality. ” It approximates a “ yes-but ” declaration.

10. A satisfactory offer will include the followings: 1)An expression of thanks for enquiry, if any. 2)Name of the goods, quality or specifications, quantity, details of prices, discounts, terms of payment, time of shipment, and packing conditions so as to enable the buyer to make a decision. 3)The period for which the offer is valid if it is a firm offer, otherwise, a remark to the effect that the offer is made without engagement. 4)Favorable comments on the goods themselves. 5)A supplementary short paragraph to draw the customer's attention to other products likely to interest the buyer. 6)An expression of hopes for an order.

11. Dear sir, Thank you for your letter of April 5, asking for a quotation for 100 mixers. We are pleased to make the Following offer, subject to your reply reaching us by May 20. Price: US ＄ 62.50 each CIF New York Packing: free Shipment: 7 days after receipt of order Payment: within 30 days on the receipt of the advice of shipment We look forward to receiving your order and assure you that it will receive our prompt attention.

12. When making a counter-offer, the offeree should 1)Thank the supplier for the offer 2)Express regret at inability to accept and state the reasons 3)Put forward amendments or new proposals (an alternative to another offer) 4)Suggest that there may be other opportunities to do business together

13. Letter 1 1. groundnut 花生 walnutmeat 胡桃肉 2. firm adj. 确定的, 有效的 e.g. The offer is firm (for) 3 days. firm adv. 确定地, 有效地 e.g. We offer firm as follows. We offer you firm subject to reply by 5 p.m. our time, Wednesday, October 3. firm offer 实盘 non-firm offer 虚盘 (offer without engagement / obligation 无约束力的报盘 ) 3. European Main Ports 常缩写成 EMP. 4. favourable adj. 有效的, 赞成的 e.g. We are favourable to your proposal. The time is not favorable for the disposal of the goods.

14. 5. entertain v. 考虑 ( 引申为接受 ) e.g. We shall be glad to entertain any constructive suggestion you make. We are too heavily committed to be able to entertain fresh orders. 6. parcel n. 小包 ; 一批货 e.g. We are sending you a parcel of samples. e.g. This is the only parcel left. 7. under offer 在出售中 e.g. We have only a parcel of 100 tons left, which is under (or : on) offer elsewhere. 8. bid n. & v. 递价, 出价 e.g. If we ask the buyers for a bid, probably they will name a low price. They made a bid at US$... for Walnut meat. Last week we bid US$... per ton for Green Tea. Now we can do a little better.

15. Letter 2 1. discontinued line 中断或停止（生产、使用、供应等）的货色 2. occur v. 发生, 想到 e.g. It has occurred to us that Type 32 might suit your purpose just as well. 3. sell off v. 卖掉（尤指廉价出售） e.g. ： It was sold off below prime cost. 4. discount n. 折扣, 贴现 e.g. The highest discount we can allow on this article is 10%. at a discount 按较低价格 ; 无销路的 ; 不受欢迎的 e.g. The goods are selling at a discount. Off-grade goods are now at a discount. Discount v. 贴现 ; 打折扣 e.g. Bills can be easily discounted in London.

16. 5. up to 达到, 多达 6. be prepared to 准备，打算 e.g. If you require additional, we shall be prepared to arrange. 7. put the offer out 普遍发出报盘 8. in the event of 如果发生，万一（ = in case of ） e.g. The seller may cancel the contract and reserve the right to claim in the event of buyer's breach of contract.

17. Letter 3 1. be in receipt of 已收到 ( =have received ) 2. as requested 按照要求 ( 或请求 ) 商业书信应对方要 求办某事后, 常用 as requested 于句首。 3. in due course 在适当的时候, 如期地 ( 有时用 duely) e.g. We trust the shipment will reach you in due course. We have duly noted the reason for the late delivery. 4. take pleasure in ( 某人 ) 高兴地 ( 做某事 ) e.g. : We take ( 或 have) pleasure in + 动名词 We take ( 或 have) the pleasure of + 动名词 We take ( 或 have) the pleasure to + 不定式

18. 5. option n. 选择 e.g. The destination on the B/L is to be written "London option Hamburg". at seller's option = up to the seller 6. instalment n. 分期 原指 " 分期付款 " e.g. How many instalments did it take to pay off the loan? three equal monthly instalments = three equal monthly shipments 7. be acceptable to sb. be accepted by sb. 8. with keen interest 殷切地

19. Exercises I.Translate the following 1. In return for 回报 2. Conditions of sales 销售条件

20. 3. Be in receipt of 收到 4. Quotation 报价 5. As per 按照

21. 6. Annual total purchase 每年总购买量 7. Similar products 类似产品 8. Make sb.an offer 向某人发盘

22. 9. Assure sb.of sth 使某人确信 10. Commission on a sliding-scale basis 递加佣金 11. Non-firm offer 虚盘

23. 12. Firm offer 实盘 13. Subject to our final confirmation 以我方最后确认为准 14. The minimum quantity for order 最低起订量

24. 15. A trial order 试订 16. After-sales service 售后服务 17. Make shipment in three equal monthly 分三个月每月平均装运

25. 18. At buyer ’ s option 由买方选择 19. Push the sales of new products 推销新产品 20. Art. No 货号

26. Translate the following terms and expressions 1. make sb. an offer for sth. 2. offer sb. sth. 3. as requested 4. agree to sth. 5. with the least possible delay 6. busy season 7. slack season 8. by separate mail/post 9. let us know... 10. let us have...

27. 1. 向某人报 …… 2. 向某人报 …… 3. 根据要求 4. 同意某事 5. 马上，立即 6. 旺季 7. 淡季 8. 另邮，另寄 9. 告诉我们 …… 10. 给我们 ……

28. Into English: 1. 报盘 2. 报价单 3. 即期装运 4. 最终确认 5. 以 …… 为准, 以 …… 为条件 6. 另封, 另寄 7. 立即 8. 销售季节 9. 虚盘 10. 在 …… 基础上

29. 1.offer 2. quotation sheet 3. prompt shipment 4. final confirmation 5. subject to 6. under separate cover 7. without any delay 8. selling season 9. non-firm offer 10. on the basis of...

30. Choose the best answer to complete each of the following sentences: 1. As requested _____ your E-mail of October 1, we are sending you _____ the required quotation sheet. A. in, herewith B. for, herewith C. for, in D. on, herewith 2. Please quote us your lowest prices _____ CIF Singapore basis for embroidered silk blouses _____ prompt shipment. A. on, for B. from, for C. on, on D. from, on 3. Please make serious efforts to get the 200 M/T tea ____. A. dispatch B. dispatched C. dispatching D. to dispatch 4. As requested, we are sending you _____ a full range of samples. A. under separate post B. by separate cover C. under separate cover D. under separate mail

31. 5. Should the production resume( 恢复 )in the future, we will let you know _____. A. without the least possible delay B. with any delay C. without any delay D. with possible delay 6. We are pleased make you an offer _____ 5,000 dozen Ladies Folding Auto Umbrellas _____ USD 35 per dozen ____ CIF London basis ____ prompt shipment. A. for, at, on, for B. for, on, at, for C. at, on, for, for D. on, for, at. for 7. This offer is subject _____ your reply _____ us before August 1. A. to, reach B. to, reaching C. for, reach D. for, reaching

32. 8. _____ our representative calls on you next week, he will make you an offer ____ we feel sure will meet with your approval. A. When, which B. Who, which C. When, with that D. Who, with that 9. The buyer agrees _____ a friendly settlement of the dispute. A. with B. on C. to D. for 10. We ____ herewith two copies of our illustrated catalogue. A. include B. enclose C. inquire D. exclude

33. 1.A 2.A 3.B 4.C 5.C 6.A 7.B 8.A 9.C 10.B

34. Fill in the blanks with the proper forms of the following expressions: as requested, subject to, under separate cover, without any delay, on the basis of, respective, prompt, offer, agree, let us know 1. We are sending you ____ our catalogue and the latest price list. 2. The above prices we quote are all ____ CIF London net. 3. ____, we are sending you our latest illustrated catalogues of our new products. 4. Our ____ quotations for Type A and Type B are USD 100 and USD 120. 5. We are offering 10,000 metric tons of first grade rice for ____ shipment.

35. Fill in the blanks with the proper forms of the following expressions: as requested, subject to, under separate cover, without any delay, on the basis of, respective, prompt, offer, agree, let us know 6. As soon as we can supply you with the goods you required, we will inform you ____. 7. We have received your E-mail of July 6 ____ us 2,000 metric tons of iron nails at USD300 per metric ton for September shipment. 8. Please ____ immediately if there is anything we can do for you. 9. When you see our counter-sample, you will certainly ____ that we have the ability to produce the goods you require. 10. This offer is ____ your reply reaching us within 5 days.

36. 1. under separate cover 2. on the basis of 3. As requested 4. respective 5. prompt 6. without any delay 7. offering 8. let us know 9. agree 10.subject to

37. 1. We confirm having cabled you a firm offer for the following goods, subject to your reply reaching us by September 20. 2. We have learned 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. 3. In reply to your cable of June 3, which asked us to make an offer for our Blanket No.33, We wish to confirm our cable dispatched on June 6 offering you without engagement the following. 4. While we thank you for your letter dated July 9, 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 export.

38. 5. All the prices quoted are on CIF basis without commission. 6. Our offer is subject to the goods being unsold. 7. We can offer 5,000 tons of Snowflake Brand 97% Zinc Ingots( 锌锭 ) on CIFC5% London basis for September shipment subject to our final confirmation. 8. We have received your offer for T-shirts, but find your price rather high. 9. We shall be obliged if you will give our enquiry careful attention. 10. We are sorry to inform you that we do not have air conditioners available for.