第三单元enquiry--offer-and-counter-offer

UnitThreeEnquiry,OfferandCounter-offerWhatisanenquiry?Whenabusinessintendstoimport,hemaysendoutanenquirytoanexporter,invitingaquotationoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods.Theexporter,onreceivingtheenquiry,willmakeareplytoit.Inthisway,thenegotiationisgettingstarted.Enquiringaboutprice--Whatisyourpriceperdozenforthisproduct?--Couldyougiveussomeidea/anindicationofyourprices?--Couldyougiveusindicativepricesforyourproducts?$40perdozenFOBGuangzhouEnquiringabouttradeterms--Onwhatbasisdoyouusuallyexportproducts?--Whatareyournormalexportterms?--WeusuallyofferonCIFbasis.--PleaseofferyourlowestpriceonCIFSanFrancisco.Enquiringaboutdiscount--Doyouofferquantitydiscount?--Wegiveafivepercentdiscountforordersof1000dozenormore.--Whatdiscountcanyougrantusifweplacelong-termregularorders?Enquiringaboutquantity--Howmanycottonsheetsareyougoingtoorder?--Wouldyoupleasetellmethequantityyourequire?--Whatisyourminimumquantityforthisproduct?--Whynotplaceatrialorderfirst?--Thisisourbestsellingline/best-seller.WritingSkillsofEnquiry说明如何获得对方信息、自我介绍、提供资信证明希望对方提供资料，如产品目录、价格单、样品和交易条件等盼早日回复ReplytoEnquiry感谢对方的询盘答复对方的询问，告知附件或另寄的资料，如目录、价格单、样品等希望提供的信息有用，欢迎再次来信汇票draft/billofexchange出票人签发，付款人见票付款本票promissorynote出票人签发，自己见票付款支票check出票人签发，银行见票付款DearSirs,WehavenoticedfromyourwebsitethatyouexportlargequantitiesoftyrestoAmericanmarket.Atpresent,weareinthemarketforcartyresoffinequality.WewillhighlyappreciateitifyoucouldquoteusyourlowestCIFDetroitpricefor30,000piecesofDIQ709tyres,statingtheearliestdateofshipment.Meanwhile,pleasesendussomecataloguesandpricelist.Shouldyourgoodsprovesatisfactoryandpricebefoundcompetitive,weintendtoplaceregularorderswithyou.Astoourcreditstanding,pleaserefertoourbank,BankofDetroit.Welookforwardtoestablishingbusinessrelationshipwithyouatanearlydate.Yourssincerely,ReplyDearSirs,ThankyouforyourenquiryofMarch20andyourinterestinourtyres.Weareenclosingourproductbrochuresandpricelistgivingthedetailsyouaskedfor.Wefeelconfidentthatyouwillfindthegoodsbothexcellentinqualityandreasonableinprice.Inaddition,forordersof50,000piecesormore,wecanofferafurther5%discount.Wearelookingforwardtoyourpromptreply.Yourssincerely,(signature)ChapterFourOffersandCounteroffers在国际贸易中，发盘（Offer）又称发价，在法律上又称“要约”，是指买方或卖方向对方提出的各项交易条件。发盘通常是卖方收到买方的询盘之后所提出的，但也可不经过买方询盘而主动向对方提出。whatisanoffer?实盘(firmoffer)又称为“有约束力的发盘”。报实盘时必须注意以下三点：（1）发盘必须注明是实盘，不可使用“大约”、“参考价格”等模糊字眼。（2）发盘必须明确、清楚、完整，注明质量、数量、包装、价格、装运、支付及有效期等条件。（3）发盘不可有保留条件。Thisofferissubjecttoyourreplyreachinghereonorbefore19thOctober.Thisofferremainsfirm(valid,open,effective)within5days.Thisofferissubjecttoyouracceptancewithintwoweeks.虚盘(non-firmoffer)，也称不受约束的发价(offerwithoutengagement/freeoffer)。虚盘是发盘人有保留地表示愿意按一定条件达成交易。一般都注明“仅供参考”或“以我方最后确认为准”等字样。因此，虚盘是不受约束的、试探性的报价，其目的在于了解顾客，了解市场。Theofferissubjecttoourfinalconfirmation.Theofferissubjecttogoodsbeingunsold.Theofferissubjecttoourwrittenacceptance.Theofferissubjecttoshippingspaceavailable.SampleLettersFOBC3=(实际采购成本+国内费用)/(1-佣金率-利润率)CFRC3＝(实际采购成本+国内费用+出口运费)/(1-佣金率-利润率)CIFC3=(实际采购成本+国内费用+出口运费)/(1-110%×保险费率-佣金率-利润率)加成insurethegoodsat30%abovetheinvoicevalueinsurethegoodsat130%oftheinvoicevaluebonusrateis30%.由。。。承担bebornebyusatourcostbeforouraccountPricespreferential/favorable/specialprices--Yourpricehasincreased20%comparedwiththatoflastyear.--Yourpricehassoared!Itis20%higherthanlastyear.--Youhavemarkedupyourpriceby20%.--Thereissuchahugejumpinpriceforyourproducts.DiscountWeofferyoua10%discount.Wetake5%offthelistedprice.Wereducethepriceby10%to$100perMT.Requestingfordiscounts--Wouldyougiveusadiscountforrepeat/bulkorders?--Isitpossibleforyoutoreducethepriceby10%?--bringyourpricedownby10%--decreaseyourpriceby10%Refusingapricereduction--There’snoroomforanydiscountintheprice.--Thisisthebestpricewecanoffer/provide/comeupwith.--Thisisalreadyourrock-bottom/bottomprice,wewon’tmakeanyprofit.--A10%discountisthebestwecando.Makingconcessions--Allright,let’smeeteachotherhalfway.--Ontheprice,weshouldeachmakeconcessions.--Let’ssplitthedifferencefiftyfifty.--Youdriveahardbargain.--It’squiteabargain.Itleavesusverylittleprofit.Strikeadealwithsb.--Ok,let’scallitadeal.--Franklyspeaking/Tobehonest/Tobefrank,thispriceleavesuswithlittleprofitmargin.--Inthelightof/Forthesakeofourlong-termcooperation,we’llacceptyourprice.--I’mgladthatwecancometotermstoday.Review1.参考价格2.本报价四天有效。3.最低价/底价/跳楼价4.保兑的、不可撤销的、凭即期汇票支付的信用证5.这一商品的价格偏高。6.我方决定先下100吨的试订单。7.额外的费用由我方承担。8.由于市场疲软，你方的价格显然与现行价格不符。9.我公司手头上有库存，所以可以保证立即发货。10.如果我方与贵公司订立定期订单，你方可以提供给我们数量折扣吗？1.Referenceprice/indicativeprice2.Thisofferisvalid/open/firmwithinfourdays.orThevalidityofthisofferisfourdays.3.rock-bottomprice4.ConfirmedirrevocableL/Cpayablebydraftatsight5.Yourpriceisonthehighside.6.Wedecidedtoplaceatrialorderof100tonsfirst.7.Theextraexpenseswillbeforouraccount/atourcost/bebornebyus.8.Owingtothestagnantmarket,yourpriceisobviouslyoutoflinewiththeruling/prevailingpriceinthemarket.9.Wehavesomestockonhand,sowecanensurepromptshipment.10.Ifweplaceregularorderswithyourcompany,canyouofferusquanti