Module 2 Task Two Offers and Counteroffers（课件）-《外贸函电》同步教学（中国石油大学出版社）

Module Two Business Negotiation Task Two Offers and Counteroffers Objectives After completing this part, you will be able to: 1. Distinguish the difference between a fi rm offer and a non-firm offer; 2. Know the structure of the fi rm offers and non-fi rm offers; 3. Write letters of fi rm offers and non-fi rm offers; 4. Master the useful words, expressions and sentences I Introduction An offer is a formal presentation of the goods to be supplied on the terms specified for the buyer’s acceptance. There are two kinds of offers: A firm offer ( 实盘)—A firm offer is a definite promise to sell goods at the stated prices,usually within a stated period of time. The terms stated in a firm offer is binding on the sellers if they are accepted by the buyers within its validity. In a firm offer, an exact description of the goods, the time of shipment and the mode of payment should be included. A non-firm offer ( 虚盘)—Unlike a firm offer, a non-firm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers. The buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. The effect of a counteroffer is that the original offer is no longer valid, and the offeree now becomes the offeror as the counteroffer becomes the new offer. I Introduction The structure of offers: An expression of thanks for the inquiry; The business terms and conditions, for example, name of the goods, quality or specifications, quantity, details of prices, terms of payment, time of shipment and packing so as to enable the buyers to make a decision; An expression of hopes for an order. The structure of counteroffers: Thanks for offer, mention briefl y the content of the offer; Express regret at inability to accept (give the reasons for non-acceptance); Make a counteroffer if, under the circumstances, it is appropriate; Hope the counteroffer will be accepted and there may be an op