ch4ch5ch6讲义.docx
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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
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