ch4ch5ch6讲义.docx

1、ch4ch5ch6讲义Chapter FourQuotations & Offers An offer of goods is usually made either by ways of advertisements, circulars and letters or in reply to enquiries. Offers can be classified into two categories: firm offers and non-firm offers. A firm offer is a promise to sell goods at a stated price, usu

2、ally within a stated period of time, while a non-firm offer is made without engagement. A quotation is not an “offer” in the legal sense. It is merely a notice of the price at which the offerer is willing to sell a product. But when the quotation contains the words “for acceptance within days” or si

3、milar qualifying words, it amounts to an offer. A satisfactory offer or quotation will include the following:1. An expression of thanks for the enquiry, if any.2. A statement or clear indication of what the prices cover, e.g. freight, insurance and commission.3. An undertaking as to the date of the

4、delivery or time of shipment.4. The period for which the offer or quotation is valid. 5. Favourable comments on the goods being offered.6. A supplementary short paragraph to draw the customers attention to the other products available for supply.7. An expression of hope that the offer or quotation w

5、ill be accepted.Specimen lettersLetter-1Dear Mr.TarachandRe: your letter of August1We well acknowledge the receipt of your captioned letter, enquiring for our “Dear Sir” Brand Mens Shirts, for which we thank you.After checking your size chart, we are pleased to inform you that we are now in a positi

6、on to make you a firm offer, which requires arrival of your acceptance within this month here in Guangzhou. Description: “Dear Sir” brand, mens long sleeve shirts, collar stand up, garment stone washed Fabrication: 100% cotton, 6-oz denim vertical stripes for shell 3030/6868 printed sheeting for lin

7、ing Quantity: 2800dozen, colour and size assortments are as per the said letter. Unit price: USD8.55 per piece, CIFC3% Genoa Italy, including quota. Payment: by confirmed, irrevocable L/C payable against drafts at sight. The relative L/C must reach us 30 days ahead of the stipulated time of shipment

8、. Shipment: not later than 30th November, 1997 Packing: 1-pc in a polybag, 4-pc in a paper box, 6 boxes to a carton. The carton to be used should stand well in the long distance ocean transportation.To ensure punctual shipment, please kindly understand that all of the details from you, including the

9、 fabric cutting samples and shirt samples, must reach us before the end of this month so that we will accordingly be able to make the fabric lab dips, one piece of counter shirt sample, and then send them to you by speedpost for your comments. But in no case should your comments come to our hands la

10、ter than 10th September.The production will be proceeding upon receipt of your approvals. All the accessories, which are to be supplied by you, free of charge, should arrive here before the production starts.We sincerely hope you will find the above offer acceptable, and await with keen interest you

11、r formal orders.Yours sincerelyMark ChenLetter-2Dear SirsWe thank you very much for your letter of November 1, enquiring for our Forever Brand Bicycles.We are exporting bicycles of various brands among which Forever Brand and Phoenix Brand are the most famous ones. They are in great demand abroad an

12、d our stocks are running down quickly.Thanks to the light weight and fashionable design, our bicycles have won high popularity in the world markets, and we are confident that once you have tried our bikes you will place repeat orders with us in large quantities.Based on your requirement, we are maki

13、ng you an offer, subject to our final confirmation, as follows: Forever Brand Bicycles 20” Men Style USD25.00 per set 20” Women Style USD27.00 per set 26” Men Style USD28.00 per set 26” Women Style USD30.00 per set Payment Terms: by L/C at sight to be opened through a bank to be approved by the sell

14、ers. Shipment: January/February, 1995 provided the covering L/C reaches the sellers by the end of this year.The above prices are quoted on the basis of CIF Karachi net. Please kindly note that we do not allow any commission on our bikes, but a discount of 5% may be allowed if the quantity for each s

15、pecification is more than 1000 sets.Meanwhile, we would like to take this opportunity of introducing to you our Phoenix Brand Bicycles which enjoy the same popularity as Forever Brand.Enclosed please find a copy of our illustrative catalogue which will give you all the details. We hope you will find

16、 them interesting and let us have your orders.We look forward to your early reply.Yours faithfullyEncl: as statedLetter-3Dear Sirs,We learn from your high commissioner in London that you are looking for new ideas in toys and we feel sure we may be able to help you.We have recently bought on very fav

17、ourable terms the entire bankrupt stock of plastic toys of the company whose catalogue is enclosed, and are therefore able to offer a wide range of this companys toys at very low prices.Most of the items listed are in stock and we are prepared to offer them to you at the special discount rate of 15%

18、 off the catalogue prices on orders received by the end of this month for items then in stock. We think you would also be interested in our own manufactured mechanical toys, for which a copy of our latest catalogue with prices is enclosed. We would allow you a special discount of 8%, which is far ov

19、er and above our normal trade discount of 5%. We would, however, stress that these special terms, like those for unsold stock of plastic toys, are open only till 30th July. For all orders received after that date prices will be 10% higher than those we are now offering. All prices are quoted on the

20、basis of DEQ huangpu, Guangzhou.The above offer will, we hope, be of interest to you and we should be very glad to welcome you as one of our customers.We look forward to the pleasure of a first order from you. Yours faithfully,Letter-4Gentlemen:We take pleasure in offering, without obligation, the m

21、aterials described below:Payment is to be made by confirmed irrevocable letter of credit available against drafts at sight and remains valid for negotiation in China till the 15th day after the last date of shipment, The letter of credit shall be opened in our favour by telex as soon as business is

22、confirmed by us for the full invoice value plus 5% to take care of permissible overshipments.If the material is of interest to you, we suggest that you cable us your enquiries or formal orders. Shipment will be within 2/3 months after receipt of order.Please kindly note that the prices shown are FOB

23、 Huangpu, Guangzhou. If you want a CIF price, we shall be able to quote upon request.Item No. Description Quantity FOB HuangpuD-4210 Acetic Acid, Glacial 99.5% 40# demijohns USD11/100lbsD-4203 Caustic Soda 700#drums USD2.7/100lbsD-4207 Rosin, Gum, Grade M 517#drums USD7.15/100lbsWe look forward to r

24、eceiving your order.Yours faithfully Letter-5Gentlemen:Re: Bitter Apricot Kernels, 1997 CropWe acknowledge receipt of your letter dated 22nd July, from which we note that you wish to have an offer from us for 50 metric tons of the captioned goods, for shipment to Odense.In reply, we are making you,

25、subject to your reply reaching us by August 10, Beijing time, the following offer:“50 metric tons of Bitter Apricot kernels, F.A.Q. 1997 crop, at USD28 per metric ton CIFC2 Odense, shipment per steamer during August/September with transhipment at Copenhagen. Other terms and conditions remain unchang

26、ed, with the exception of insurance which will cover W.P.A. and War Risk for 110% of the total invoice value.”As no direct steamer is available from here to Odense, the parcel will have to be transhipped at Copenhagen. Please note that the additional cost from Copenhagen to Odense is included in the

27、 quoted price.We look forward to your early reply.Yours faithfullyLetter-6Dear Sirs,Our Commercial Counsellors Office in your country has referred to us your enquiry for Hand Tools as they fall within the scope of our business.Enclosed is our Proforma Invoice No. ST-8821 in triplicate for 1000 dozen

28、 Double Offset Ring Spanners, which we hope you will find in order.As we have received large number of orders from our clients, it is quite probable that we may run short of supply. We would therefore suggest that you place your order with us at early date.We look forward to your prompt reply. Yours

29、 faithfully,Letter-7Dear Mr. Wood,Thank you for your enquiry of 12 September asking for the latest edition of our catalogue.We are pleased to enclose our latest brochure. We would also like to inform you that it is possible to make purchases online at .We look forward to welcoming you as our custome

30、r. Yours sincerelyExercisesI. Write out the word with the first letter given in each blank space:1. We r_ to the discussions held during the last Guangzhou Fair r_ the above-mentioned commodity.2. We believe that through our m_ efforts business will m_ to the satisfaction of both our parties.3. It i

31、s obvious that such a growing d_ will result in a price i_.4. We are sorry to inform you that owing to h_ demands, we are not in a position to e_ fresh bookings for the time being.5. We trust that this proforma invoice will s_ your purpose of s_ orders from prospective buyers.6. You will no d_ find that the price contained in the proforma invoice is very f_ to you.7. We wish to c_ our telex despatched on June 9 offering you without e_ the following.8. We offer CFR s_ to our final c_.9. We strongly r_ your acceptance as the market is a_.10. For all orders