1、offer and counter-offerHollyrevisionWhat is an offer?An offer is a proposal to give or do something. An offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer. Features of a firm offer-Clear, definite, complete, finalLeave no room of ambiguit

2、y or uncertainty, avoid the use of such words as “perhaps ”, maybe, about.- Once accepted, it becomes a contractual obligation-Should not withdraw a firm offer within its validitypracticeDear sir, Thank you for your letters of June 28, 2009 and _ (我們現(xiàn)報盤）as follows:_(產(chǎn)品): Green Beans, Hebei origin, 2

3、009 cropQuantity: 200 metric tons_(價格): at RMB 2,500 per metric ton CFR AntwerpPacking: in ordinary second-hand gunny bags._(裝船): in September, 2009_(支付): by irrevocable I./C, payable by draft at sightwe were pleased to offer youCommodityPriceShipmentPaymentpractice This offer is firm, subject to yo

4、ur immediate reply that should _ (在這個月底之前送達我方）。There is little likelihood of the goods remaining unsold once this particular offer has lapsed. If you find it acceptable, _ (請盡快答復）。Yours faithfully,*reach us not later than the end of this monthPlease let us have your reply as soon as possibleNon-firm

5、 offerNon-firm offer is a quotation subject to final confirmation and is not legally binding. The offeror can withdraw it anytime before the offeree accepts it. 發(fā)盤人沒有肯定的訂立合同的意旨，例如反映在發(fā)盤內(nèi)容不明確（Not clear)，或者主要條件不完備(Not complete)，或者不是最后的（Not final)，這種發(fā)盤對發(fā)盤人無約束力(Without engagement),也稱邀請發(fā)盤。虛盤是發(fā)盤人有保留地表示愿意按一

6、定條件達成交易，不受發(fā)盤內(nèi)容的約束，也不做任何承諾，任何時候都可以改變、修改甚至取消。因此，虛盤是不受約束的、試探性的報價，其目的在于了解顧客、了解市場。虛盤的表達方式：1) The above offer is made without engagement. 以上報盤沒有任何約束力。2）.We offer sth subject to our final confirmation. 我方報盤 （各項交易條件） 以我方最后確認有效。3）.We submit you this offer subject to prior sale. 我方向你方報盤，以先售為條件。 4）. We make yo

7、u an offer subject to the goods being unsold. 我方向你方報盤，以未售出為準。5）We offer you subject to change without notice. 我方向你方報盤，此報盤如有變化不另行通知。situation 1: making a non-firm offerin reply to 作為的回復without engagement 無約束性的the following offer 以下報盤be agreeable to= agree with 同意Conclusion:how to make an offer?An exp

8、ression of thanks for the enquiryDetails of the goods and trade terms, includingName of goods, quality or specifications, quantity, unit price and price terms, discounts and their conditions,terms of payment, time of shipment/delivery, package Firm offer: the period for which the offer is validNon-f

9、irm offer: a remark to the effect that the offer is without engagementFavorable comments on the goods themselves, if appropriateAn expression of hope that the offer will be accepted完整的報盤應該包括以下內(nèi)容：（1）對詢價表示感謝（2）提供所要求的所有信息，如名稱、質(zhì)量、特征、價格、折扣、付款條件等。（3）對交貨期或者裝運期的承諾（4）如是實盤，注明有效期（5）希望對方接受報價定購貨物Counter-offer(還盤

10、)A counter-offer is an expression by the offeree of his disagreement, either in part or as a whole, to the offer made by the offeror.A reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter

11、-offer. 還盤 Counter-Offer 當賣方提出的offer ， 買方在收到后一般需做一定的表示。當他請求變更交易條件時，firm offer 失去效力，產(chǎn)生新的offer,這稱為還盤（counter-offer). 還盤一般是對價格的還盤，對最低起定量的還盤，對支付方式的還盤。出口商寫討價還價的方法：（一）賣方不同意見減價時1、貴公司覺得本公司的價錢太高，本公司實在抱歉。 2.拒絕減價的理由: （1）人工成本上升或人民幣升值造成出口成本上升。 （2）強調(diào)本公司的產(chǎn)品在品質(zhì)上絕對比同價位其他供應商的優(yōu)良。 （3）本公司的報價只含最少利潤。3、為了表示配合對方的需要，推薦對方買品質(zhì)、

12、款式及外形類似而價位低的產(chǎn)品當替代品。(二）賣方附帶條件的同意減價時1.本公司從貴公司某月某日來信得知貴公司覺得本公司的價錢太高，本公司自認報價比其他廠商的報價低。2如果貴公司的訂單超過了多少金額或多少數(shù)量，本公司將給予貴公司多少折扣。3.鼓勵買方在出貨前若先將貨款用電匯匯過來，將再給予多少現(xiàn)金折扣，而且買方愿意這么做的話，將跟對方分享匯率的好處。 4.提醒買方該報價單的有效期只有多少天，過了這段時間，我們將會漲價。所以請買主盡快下單不要遲疑。Which terms and conditions included in a counter-offer?Price, payment, quali

13、ty and quantity of the goodsPlace and time of deliveryExtent of one partys liability to the otherthe settlement of disputesHow to write a counter-offer?An expression of thanks for an offer.Regret to be unable to accept the offer and state reasons.Make a counter-offer or suggest other opportunity to

14、do business together.Hope for early reply.Useful expressionsWe regret to inform you that your price is rather on the high side though we appreciate the good quality of your products.我們很遺憾告知你方，盡管我們很滿意你方產(chǎn)品的質(zhì)量，但我們認為你方價格偏高。We are regretful that your price is out of line with the prevailing market.我們很遺憾你

15、方價格與現(xiàn)行市場價格不符。in line with符合Useful expressionsAlthough we are desirous of doing/keen on doing/keen to do business with you, we regret to say that your price is unacceptable to us.盡管我們渴望與你方成交，但我們遺憾地說你方價格不可接受。Much as we are interested in your products, we cannot place an order with you because of the h

16、igh price.盡管我方對貴公司產(chǎn)品很感興趣，但由于價格過高，我方不能訂貨。Useful expressionsWhen comparing with the other suppliers prices, your price is almost 10% higher than theirs.與其他貨源的價格相比，你方的價格比他們的報價幾乎高出10%。As the market of Walnuts is declining, there is no possibility of business unless you can reduce your price by 5%.由于核桃行市

17、下跌，除非你方能夠降價5%，否則無法成交。Useful expressionsTo step up trade, we counter offer as follows:500 tons of Walnuts at USD 600/ton CIF NewYork.為促進貿(mào)易，我方還盤為：500噸核桃 CIF紐約600美元/噸。We dont deny the quality of your products is superior to that of Indian makes but the difference in price should in no case be as big as

18、 10%. Our counter offer is USD 900 per ton CIF Hamburg.我們不否認你方產(chǎn)品質(zhì)量比印度產(chǎn)品好，但差價絕不可能大于10%，我們還盤是CIF漢堡900美元/噸。situation 3end-users 最終客戶out of line with 不符合the prevailing market lever 現(xiàn)行市價parcels of Japanese make 日本制造的幾批貨物such being the case 情況既然如此be prepared to do 準備并愿意做某事persuade sb. to do sth 說服某人做某事come to terms 達成交易in view of 鑒于reduce 降低cable 發(fā)電報figure 數(shù)字，數(shù)目Exercise II translation敬啟者： 您2009年7月18日關于200公噸2009年產(chǎn)河