商务写作写作课件 写作5.2 Microsoft PowerPoint 演示文稿

FirmOffersAfirmofferismadewhenasellerpromisestosellgoodsatastatedprice,usuallywithinastatedperiodoftime.Thepromisemaybeexpress,aswhenittakestheformofaletter;oritmaybeimplied,aswhenittakestheformofaquotationthatcontainsthewords”Foracceptancewithinsevendays”,orsimilarqualifyingwords.Likeaquotationwithoutqualifyingwords,afirmofferisnotlegallybinding,evenwhenmadeexpressly,butunlikesuchaquotationafirmofferiscapableofacceptanceandonceithasbeenaccepteditcannotbewithdrawn.Althoughafirmofferisnotbindinguntilaccepted,noreputablesellerwouldriskhisreputationbywithdrawinghisofferbeforethestatedoragreedtime.发盘（Offers）通常是以广告，传单，信件或回应询盘的方式发出的。发盘的定义为：交易的一方为了销售或购买一批商品，向对方提出有关的交易条件，并表示愿按这些条件达成一笔交易，这种意思表示的行为称作发盘。发盘可以分成两类：实盘（FirmOffer）和虚盘（Non-firmOffer）。二者的区别一定要清楚，因为不仅是它们的表达方式不同，更重要的是它们的法律效力是不一样的。实盘是发盘人（Offerer）按其提供的条件以达成交易目的的明确表示。实盘具有法律效力.受盘人(Offeree)一旦在有效期限内接受实盘上的条件和内容,发盘人就无权拒绝售货.一项实盘必须具备：1)发盘的内容和词句必须肯定，不能用‘大约（about）’，‘参考价（referenceprice）’等摸棱两可的词。2)发盘的内容明确完整，其内容应包括商品品质（Quality），数量（Quantity），包装（Packing），价格（Price），装运（Shipment），支付（Payment）,有效期(Validity)等。3)发盘中不能有保留条件如：以我方最后确认为准subjecttoourfinalconfirmation以货物的未售出为准subjecttogoodsbeingunsold虚盘是发盘人所作的不肯定交易的表示.凡不符合实盘所具备的上述三个条件的发盘,都是虚盘.虚盘无须详细的内容和具体条件,也不注明有效期.它仅表示交易的意向,不具有法律效力.出现下列一类的词句者,皆为虚盘:-Withoutengagement.不负任何责任.-subjecttopriorsale有权先售-Allquotationsaresubjecttoourfinalconfirmationunlessotherwisestated.所作报价,除特别注明外,须经我方确认后方能生效.-Ourofferissubjecttoapprovalofexportlicence.出口许可证准许签证,我方报价才有效.Atypicalfirmofferwillincludethefollowing:(1)Anexpressionofthanksfortheenquiry,ifany;(2)Nameofthegoods,quality,quantity,andspecifications,detailsofprices,discounts,termsofpayment,packinganddateofdelivery;(3)Thevalidityoftheoffer;(4)Favorablecommentsonthegoodsthemselves;(5)Anexpressionofhopesforanorder.Dearsir(AFirmOffer)WewereverypleasedtoreceiveyourenquiryofJuly2andnowconfirmourcabledofferofthismorning,asfollows:“Twohundredandfifty-sixpoundsperthirty-sixmeterpiecef.o.b.Manchester”.Wemuststressthatthisofferisfirmforthreedaysonlybecauseoftheheavydemandforthelimitedsuppliesofthisvelvetinstock.Thematerialisoftheveryfinestqualityandwecanassureyouthatsofarasqualitygoesyouhavenothingatalltofearfromthesimilarmaterialsofothermanufacturerseitherinthiscountryorabroad.Wefeelsureyouwillrealizethatourquotedpriceisveryreasonable,butweareanxioustodowhatwecantohelpyoutoestablishyournewbusinessandarepreparedtoallowyouaspecialfirst-orderdiscountof3%ifpaymentoftheaccountismadewithinonemonth.Ifyoudecidetoacceptouroffer,kindlycableyouracceptance.YoursfaithfullyCounter-OffersWhenabuyerrejectsaquotationorotheroffer,heshouldwriteandthankthesellerforhistrouble;explainforreasonforrejectionandstatehisowntermsandconditionstotheseller.Theletterofcounter-offershouldcoverthefollowingpoints.(1)thankthesellerforhisoffer,(2)expressregretatinabilitytoaccept,(3)statereasonsfornon-acceptance,(4)makeacounter-offerif,inthecircumstances,itisappropriate;(5)suggestthattheremaybeotheropportunitiestodobusinesstogether.(ACounter-offer)(answer)23August1999DearsirThankyouforyourletterofAugust18quotingforthecottonunderwear.Weappreciatethegoodqualityofthesegarments,butunfortunatelyyourpricesappeartobeonthehighsideevenforgarmentsofthisquality.Toacceptthepricesyouquotewouldleaveuswithonlyasmallprofitonoursalessincethisisanareainwhichtheprincipaldemandisforarticlesinthemediumpricerange.Welikethequalityofyourgoodsandalsothewayinwhichyouhavehandledourenquiryandwouldwelcometheopportunitytodobusinesswithyou.Maywesuggestthatyoucouldperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodstoourcustomers?Ifyoucannotdoso,thenwemustregretfullydeclineyourofferasitstands.YoursfaithfullyDearSirs(T)Weareverypleasedtoreceiveyourenquiryof2ndJulyandconfirmourfaxofthismorning,asfollows:“Fifty-fivepoundsthirty-sixyardpieceF.O.B.Liverpoolsubjecttoyourreplyherewithinoneweek”Wemuststressthatthisofferisfirmforoneweekonlybecauseoftheheavydemandforthelimitedsupplyofthisvelvetinstock.Thematerialisofthefinestqualityandwecanassureyouthatsofarasqualitygoesyouhavenothingatalltofearfromthesimilarmaterialsofothermanufacturerseitherinthiscountryorabroad.Wefeelsureyouwillrealizethatourquotedpriceisveryreasonable,butweareanxioustodowhatwecantohelpyoutoestablishyournewbusinessandarepreparedtoallowyouaspecialdiscountof3%ifyourorderexceeds￡5,000.Ifyoudecidetotakeadvantageofouroffer,kindlyfaxyouracceptance.Yoursfaithfully4.Pricesofrawmaterials______steeplysinceourofferofJuly30.A.roseB.haverisenC.haverosedD.tohaverisen5.Weareafraidthattherecentexceptionallyheavydemandforfur_____impossibletopromisedeliverywithinonemonthafterreceiptofletterofcreditA.isB.hasmadeC.makesitD.makes6.Weshalladviseyou_____weareabletosupplythegoodsagain.A.asB.whileC.assoonasD.until7.Asfurgarmentsareingreatdemand,wedonotusuallygrantanydiscount_____youcouldplaceanorderforanythan￡5,000.A.untilB.unlessC.besidesD.exceptI.Tickofftheonethatfitsintothefollowingsentencescorrectly:1.Ourshippingadvicewasmailedtoyoutendaysagoandyounodoubt_____bynow.A.receivedB.willreceiveC.willhavereceivedD.havehadreceived2.