1. Unit 2 Make an offer

2. Introduction As soon as the enquiry is completed ， a quotation or an offer follows ． It usually takes a very short time to make a quotation or an offer ， yet making a proper quotation or offer means a lot to the sellers and buyers ． In this unit ， you are required to understand the difference between an offer and a quotation as well as the skills and tactics of making an offer or a quotation ． Unit 2 Make an offer

3. Objectives  Know the factors that form an offer ．  Understand the differences between offer and quotation ．  Understand the differences between firm and non-firm offer ．  Learn how to make an offer, a counter-offer and the related tactics.  Have a good command of words and expressions related to offers and counter-offers. Unit 2 Make an offer

4. Briefing  Relative knowledge  Special terms  useful expressions  Skills Unit 2 Make an offer

5. Let’s see how you have prepared: Task 3  Firm offer 发盘人  Non-firm offer 法律承诺  Original offer 反还盘  Offerer 接受  Offeree 实盘  Counter-offer 受盘人  Legal promise 原发盘  Acceptance 虚盘 Unit 2 Make an offer

6. Key Knowledge  offer 报盘，报价  firm offer 实盘  non-firm offer 虚盘  to offer for 对... 报价  to give an offer 给... 报盘  to submit an offer 提交报盘  to accept an offer 接受报盘  to make an offer for 对... 报盘（报价） Unit 2 Make an offer

7. More Terms  to entertain an offer 考虑报盘  to extend an offer 延长报盘  to renew an offer 恢复报盘  to withdraw an offer 撤回报盘  to decline an offer 谢绝报盘 Unit 2 Make an offer

8.  offering 出售物  offer letter 报价书  offer sheet 出售货物单  offer list/book 报价单  offer price 售价  offering date 报价有效期限  offering period 报价日  to make a bid 递价  to get a bid 得到递价 Unit 2 Make an offer

9. Let’s learn some knowledge  What is an offer? What is an offer?  The factors that form an offer The factors that form an offer  What is a quotation? What is a quotation?  Firm offer vs Non—firm offer Firm offer vs Non—firm offer  How to make a proper offer or quotation? How to make a proper offer or quotation? Unit 2 Make an offer

10. What is an offer?  Offer is the expression of the seller’s wish to sell particular goods under stated terms including quantity, price, time of shipment, terms of payment, etc. An offer is usually 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. Once an offer is accepted by a buyer, the seller cannot revoke it.  Sometimes a buyer may make a buying offer, which can be called a bid. Unit 2 Make an offer

11. The factors that form an offer 1. name of commodity 2. specifications 3. quantity 4. price 5. terms of payment 6. time of shipment Unit 2 Make an offer

12.  What is a quotation? To make a quotation is to offer a unit price ． Unit 2 Make an offer

13.  Firm offer vs Non—firm offer In business negotiation ， the sellers can make an offer and the buyers can make a bid ． An offer with engagement is called a firm offer ， while an offer without engagement is called a non—firm offer ． Unit 2 Make an offer

14.  How to make a proper offer or quotation? Here are some points we should consider in advance ． 1 ． Cost of purchase of goods ． 2 ． Other export charges ． 3 ． Market situation ． 4. Customers. 5 ． Characteristics of the product itself ． 6 ． Proper price terms ． 7 ． Other terms and conditions that may affect the price Unit 2 Make an offer

15. Negotiation tips ： 1. It is not always favorable for you to make an offer first ． 2 ． Usually ， the higher the price you offer ， the more profit you can get ． (Monday work) 3 ． Try to make a non-firm offer when the market is unstable ． Even you are forced to make a firm offer, try to make the validity of your offer as short as possible ． Unit 2 Make an offer

16. Let’s learn some sample dialogues  Refer to the textbook Unit 2 Make an offer

17. Let’s practice  Practice in groups  Practice with: cue card. doccue card. doc  Show what you have practiced  Students’ comment  Teacher’s comment Unit 2 Make an offer

18. Let’s conclude  Relative knowledge Introduction. docIntroduction. doc  Special terms Terms. docTerms. doc  useful expressions useful expressions for talks. docuseful expressions for talks. doc  Skills Negotiation tips.docNegotiation tips.doc  Assignment: Practice with the cue card.doccue card.doc Unit 2 Make an offer