ch4ch5ch6讲义.docx

ch4ch5ch6讲义.docx

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ch4ch5ch6讲义

ChapterFour

Quotations&Offers

Anofferofgoodsisusuallymadeeitherbywaysofadvertisements,circularsandlettersorinreplytoenquiries.Offerscanbeclassifiedintotwocategories:

firmoffersandnon-firmoffers.Afirmofferisapromisetosellgoodsatastatedprice,usuallywithinastatedperiodoftime,whileanon-firmofferismadewithoutengagement.Aquotationisnotan“offer”inthelegalsense.Itismerelyanoticeofthepriceatwhichtheoffereriswillingtosellaproduct.Butwhenthequotationcontainsthewords“foracceptancewithin…days”orsimilarqualifyingwords,itamountstoanoffer.

Asatisfactoryofferorquotationwillincludethefollowing:

1.Anexpressionofthanksfortheenquiry,ifany.

2.Astatementorclearindicationofwhatthepricescover,e.g.freight,insuranceandcommission.

3.Anundertakingastothedateofthedeliveryortimeofshipment.

4.Theperiodforwhichtheofferorquotationisvalid.

5.Favourablecommentsonthegoodsbeingoffered.

6.Asupplementaryshortparagraphtodrawthecustomer’sattentiontotheotherproductsavailableforsupply.

7.Anexpressionofhopethattheofferorquotationwillbeaccepted.

Specimenletters

Letter-1

DearMr.Tarachand

Re:

yourletterofAugust1

Wewellacknowledgethereceiptofyourcaptionedletter,enquiringforour“DearSir”BrandMen’sShirts,forwhichwethankyou.

Aftercheckingyoursizechart,wearepleasedtoinformyouthatwearenowinapositiontomakeyouafirmoffer,whichrequiresarrivalofyouracceptancewithinthismonthhereinGuangzhou.

●Description:

“DearSir”brand,men’slongsleeveshirts,collarstandup,garmentstonewashed

●Fabrication:

100%cotton,6-ozdenimverticalstripesforshell30╳30/68╳68printedsheetingforlining

●Quantity:

2800dozen,colourandsizeassortmentsareasperthesaidletter.

●Unitprice:

USD8.55perpiece,CIFC3%GenoaItaly,includingquota.

●Payment:

byconfirmed,irrevocableL/Cpayableagainstdraftsatsight.TherelativeL/Cmustreachus30daysaheadofthestipulatedtimeofshipment.

●Shipment:

notlaterthan30thNovember,1997

●Packing:

1-pcinapolybag,4-pcinapaperbox,6boxestoacarton.Thecartontobeusedshouldstandwellinthelongdistanceoceantransportation.

Toensurepunctualshipment,pleasekindlyunderstandthatallofthedetailsfromyou,includingthefabriccuttingsamplesandshirtsamples,mustreachusbeforetheendofthismonthsothatwewillaccordinglybeabletomakethefabriclabdips,onepieceofcountershirtsample,andthensendthemtoyoubyspeedpostforyourcomments.Butinnocaseshouldyourcommentscometoourhandslaterthan10thSeptember.

Theproductionwillbeproceedinguponreceiptofyourapprovals.Alltheaccessories,whicharetobesuppliedbyyou,freeofcharge,shouldarriveherebeforetheproductionstarts.

Wesincerelyhopeyouwillfindtheaboveofferacceptable,andawaitwithkeeninterestyourformalorders.

Yourssincerely

MarkChen

Letter-2

DearSirs

WethankyouverymuchforyourletterofNovember1,enquiringforourForeverBrandBicycles.

WeareexportingbicyclesofvariousbrandsamongwhichForeverBrandandPhoenixBrandarethemostfamousones.Theyareingreatdemandabroadandourstocksarerunningdownquickly.

Thankstothelightweightandfashionabledesign,ourbicycleshavewonhighpopularityintheworldmarkets,andweareconfidentthatonceyouhavetriedourbikesyouwillplacerepeatorderswithusinlargequantities.

Basedonyourrequirement,wearemakingyouanoffer,subjecttoourfinalconfirmation,asfollows:

●ForeverBrandBicycles

20”Men’StyleUSD25.00perset

20”Women’StyleUSD27.00perset

26”Men’StyleUSD28.00perset

26”Women’StyleUSD30.00perset

●PaymentTerms:

byL/Catsighttobeopenedthroughabanktobeapprovedbythesellers.

●Shipment:

January/February,1995providedthecoveringL/Creachesthesellersbytheendofthisyear.

TheabovepricesarequotedonthebasisofCIFKarachinet.Pleasekindlynotethatwedonotallowanycommissiononourbikes,butadiscountof5%maybeallowedifthequantityforeachspecificationismorethan1000sets.

Meanwhile,wewouldliketotakethisopportunityofintroducingtoyouourPhoenixBrandBicycleswhichenjoythesamepopularityasForeverBrand.

Enclosedpleasefindacopyofourillustrativecataloguewhichwillgiveyouallthedetails.Wehopeyouwillfindtheminterestingandletushaveyourorders.

Welookforwardtoyourearlyreply.

Yoursfaithfully

Encl:

asstated

Letter-3

DearSirs,

WelearnfromyourhighcommissionerinLondonthatyouarelookingfornewideasintoysandwefeelsurewemaybeabletohelpyou.

Wehaverecentlyboughtonveryfavourabletermstheentirebankruptstockofplastictoysofthecompanywhosecatalogueisenclosed,andarethereforeabletoofferawiderangeofthiscompany’stoysatverylowprices.

Mostoftheitemslistedareinstockandwearepreparedtoofferthemtoyouatthespecialdiscountrateof15%offthecataloguepricesonordersreceivedbytheendofthismonthforitemstheninstock.Wethinkyouwouldalsobeinterestedinourownmanufacturedmechanicaltoys,forwhichacopyofourlatestcataloguewithpricesisenclosed.Wewouldallowyouaspecialdiscountof8%,whichisfaroverandaboveournormaltradediscountof5%.Wewould,however,stressthatthesespecialterms,likethoseforunsoldstockofplastictoys,areopenonlytill30thJuly.Forallordersreceivedafterthatdatepriceswillbe10%higherthanthosewearenowoffering.AllpricesarequotedonthebasisofDEQhuangpu,Guangzhou.

Theaboveofferwill,wehope,beofinteresttoyouandweshouldbeverygladtowelcomeyouasoneofourcustomers.

Welookforwardtothepleasureofafirstorderfromyou.

Yoursfaithfully,

Letter-4

Gentlemen:

Wetakepleasureinoffering,withoutobligation,thematerialsdescribedbelow:

PaymentistobemadebyconfirmedirrevocableletterofcreditavailableagainstdraftsatsightandremainsvalidfornegotiationinChinatillthe15thdayafterthelastdateofshipment,Theletterofcreditshallbeopenedinourfavourbytelexassoonasbusinessisconfirmedbyusforthefullinvoicevalueplus5%totakecareofpermissibleovershipments.

Ifthematerialisofinteresttoyou,wesuggestthatyoucableusyourenquiriesorformalorders.Shipmentwillbewithin2/3monthsafterreceiptoforder.

PleasekindlynotethatthepricesshownareFOBHuangpu,Guangzhou.IfyouwantaCIFprice,weshallbeabletoquoteuponrequest.

ItemNo.DescriptionQuantityFOBHuangpu

D-4210AceticAcid,Glacial99.5%40#demijohnsUSD11/100lbs

D-4203CausticSoda700#drumsUSD2.7/100lbs

D-4207Rosin,Gum,GradeM517#drumsUSD7.15/100lbs

Welookforwardtoreceivingyourorder.

Yoursfaithfully

Letter-5

Gentlemen:

Re:

BitterApricotKernels,1997Crop

Weacknowledgereceiptofyourletterdated22ndJuly,fromwhichwenotethatyouwishtohaveanofferfromusfor50metrictonsofthecaptionedgoods,forshipmenttoOdense.

Inreply,wearemakingyou,subjecttoyourreplyreachingusbyAugust10,Beijingtime,thefollowingoffer:

“50metrictonsofBitterApricotkernels,F.A.Q.1997crop,atUSD28permetrictonCIFC2Odense,shipmentpersteamerduringAugust/SeptemberwithtranshipmentatCopenhagen.Othertermsandconditionsremainunchanged,withtheexceptionofinsurancewhichwillcoverW.P.A.andWarRiskfor110%ofthetotalinvoicevalue.”

AsnodirectsteamerisavailablefromheretoOdense,theparcelwillhavetobetranshippedatCopenhagen.PleasenotethattheadditionalcostfromCopenhagentoOdenseisincludedinthequotedprice.

Welookforwardtoyourearlyreply.

Yoursfaithfully

Letter-6

DearSirs,

OurCommercialCounsellor’sOfficeinyourcountryhasreferredtousyourenquiryforHandToolsastheyfallwithinthescopeofourbusiness.

EnclosedisourProformaInvoiceNo.ST-8821intriplicatefor1000dozenDoubleOffsetRingSpanners,whichwehopeyouwillfindinorder.

Aswehavereceivedlargenumberofordersfromourclients,itisquiteprobablethatwemayrunshortofsupply.Wewouldthereforesuggestthatyouplaceyourorderwithusatearlydate.

Welookforwardtoyourpromptreply.

Yoursfaithfully,

Letter-7

DearMr.Wood,

Thankyouforyourenquiryof12Septemberaskingforthelatesteditionofourcatalogue.

Wearepleasedtoencloseourlatestbrochure.Wewouldalsoliketoinformyouthatitispossibletomakepurchasesonlineat.

Welookforwardtowelcomingyouasourcustomer.

Yourssincerely

Exercises

I.Writeoutthewordwiththefirstlettergivenineachblankspace:

1.Wer___________tothediscussionsheldduringthelastGuangzhouFairr___________theabove-mentionedcommodity.

2.Webelievethatthroughourm___________effortsbusinesswillm___________tothesatisfactionofbothourparties.

3.Itisobviousthatsuchagrowingd___________willresultinapricei___________.

4.Wearesorrytoinformyouthatowingtoh___________demands,wearenotinapositiontoe___________freshbookingsforthetimebeing.

5.Wetrustthatthisproformainvoicewills___________yourpurposeofs___________ordersfromprospectivebuyers.

6.Youwillnod___________findthatthepricecontainedintheproformainvoiceisveryf___________toyou.

7.Wewishtoc___________ourtelexdespatchedonJune9offeringyouwithoute___________thefollowing.

8.WeofferCFRs___________toourfinalc___________.

9.Westronglyr___________youracceptanceasthemarketisa___________.

10.Forallorders