Offer
1,Offer and quotation:
(1)A quotation is often taken by many Chinese
business person to stand for a unit price with
delivery conditions,e.g,USD324/PC CIF New York;
An offer is considered to include more conditions
such as shipment,payment,insurance and
packing.
(2)From the legal point of view a quotation is not an
offer,It is only a promise on the part of the seller
to supply goods on the terms stated,
Unit 3 Offer and Trade Promotion
2,Firm offer/Non-firm offer
----A firm offer is a promise to sell goods on the
main transaction conditions such as, description
of goods,quantity,packing,price term,shipment
/insurance,payment term and validity.
The promise can be implied in the following
qualifying statements:
(1)This offer is firm for orders…,
(2)This offer remains firm for 3 days.
(3)The firm offer is subject to your reply reaching
us within 10 days.
(4)The offer will be kept open until 15th May.
It must be clear,definite,complete and final,If the
buyer accepts,then it is a contractual obligation.
---Non-firm offer is a quotation subject to final
confirmation and is not legally binding,The
seller can withdraw it anytime before the buyer
accepts it.
An example of making a firm offer and
explanation.OHP9
3,Counteroffer
A counter offer refuses a portion of an offer
or a bid,but suggests a change or changes,
“Thank you for your letter of …, I appreciate
the exceptional quality of your product and
the way in which you have handled my
inquiry,but your prices are too high even
for this quality.”
It approximates a,yes-but” declaration.
Trade Promotion
1.arouse interest;
To picture your product in two ways,physical
description and psychological description;
2.create desire;
To include various types of evidence to support
description of the product,and establish a basis
for reader confidence and belief until it becomes
desire for your product;
3.carry conviction;
4.induce action
Induce action such as:
---Buy while present prices are still in effect;
---Buy while the present supply lasts;
---Examine for twenty days on approval;
---Enjoy a special discount;
---Send your order on the enclosed easy-order
blank
Unsolicited sales letter
----to gather facts about your product or
service;
----to identify several selling features that will
fulfill specific customer needs;
Solicited sales letter
---an answer to an inquiry
Specimen letter
Dear Mr,Hamilton,
Thanks for your recent letter,and your
interest in our Great Wall Computers.
More than 100,000 people around the world
own a Great Wall System,We’re betting
that you’ll join them once you discover
what a Great Wall personal computer can
do.
You may be in business,and need a way
to monitor your accounts
receivable.Great Wall has a solution,You
may be a professional and need a better
way to do editing,forecast trends,or file
and search information,Great Wall will
help you do all this and more.
It won’t cost you an arm and a leg either,
A Great Wall computer can be yours
today for under USD1,000.
To help you learn more about personal computers,
we’ve enclosed a pamphlet about the complete
Great Wall personal computer family.
There is also a prepaid questionnaire enclosed,
Please complete it and,if possible,return it before
this weekend,The information we receive from it
is valuable in designing future Great Wall products
and services.
Welcome to the world of Great Wall.
Unit 4 Order and Replies
ORDER
As an Offer,is a request to supply specific goods
and see it as the buyer’s offer,It is not legally
binding until the seller has accepted it.
----Order Letter
Orders are the requests of one business organization
for the goods or services of another business
organization.
----Orders Acknowledgement
an order letter or an order form or a memorandum by
fax message to another party to confirm all the
terms and conditions negotiated on desired goods,
and asked for their signature.
1,Main terms
----Description of Goods,include the name of
article,quality,pattern,size,color,item,model,
grade,etc.
----Quantity,
(a)Number (piece,dozen,gross)
(b)Packing (box,case,bale,bag,bundle,etc.)
(c) Length (kilometer,meter,centimeter,foot,inch,
yard,etc.)
(d)Measurement (cubic
meter/cm/foot/inch/liter/gallon)
Measurement ton = 40 cubic meter
(e)Weight (kilogram,gram,milligram,pound,
ounce,metric ton,etc)
Long ton
Short ton
Metric ton
----Price (Incoterms 2000)
----Time and Place of Delivery
----Term of Payment
C.W.O.(Cash with Order) 随定单付现；
C.O.D,(Cash on Delivery) 交货时付现
Remittance,T/T,M/T,D/D
Collections,D/P,D/A
Letter of Credit (L/C)
2.Forms of Order
---- Pro forma Invoice
---- S/C,Sales Confirmation (by sellers)
---- P/O,Purchase Order (by buyer)
Example,sales confirmation:
Dear Sirs,
We have great pleasure in enclosing copies of faxes
exchanged between us resulting in the conclusion of
business for 400 Roadstar bicycles.
We enclose our sales confirmation No,864 in duplicate,
Please sign the bottom copy and return it to us for our
files,We look forward to receiving your future enquires
and orders.
Enclosed,copies of faxes
Sales Confirmation No.864
1,Offer and quotation:
(1)A quotation is often taken by many Chinese
business person to stand for a unit price with
delivery conditions,e.g,USD324/PC CIF New York;
An offer is considered to include more conditions
such as shipment,payment,insurance and
packing.
(2)From the legal point of view a quotation is not an
offer,It is only a promise on the part of the seller
to supply goods on the terms stated,
Unit 3 Offer and Trade Promotion
2,Firm offer/Non-firm offer
----A firm offer is a promise to sell goods on the
main transaction conditions such as, description
of goods,quantity,packing,price term,shipment
/insurance,payment term and validity.
The promise can be implied in the following
qualifying statements:
(1)This offer is firm for orders…,
(2)This offer remains firm for 3 days.
(3)The firm offer is subject to your reply reaching
us within 10 days.
(4)The offer will be kept open until 15th May.
It must be clear,definite,complete and final,If the
buyer accepts,then it is a contractual obligation.
---Non-firm offer is a quotation subject to final
confirmation and is not legally binding,The
seller can withdraw it anytime before the buyer
accepts it.
An example of making a firm offer and
explanation.OHP9
3,Counteroffer
A counter offer refuses a portion of an offer
or a bid,but suggests a change or changes,
“Thank you for your letter of …, I appreciate
the exceptional quality of your product and
the way in which you have handled my
inquiry,but your prices are too high even
for this quality.”
It approximates a,yes-but” declaration.
Trade Promotion
1.arouse interest;
To picture your product in two ways,physical
description and psychological description;
2.create desire;
To include various types of evidence to support
description of the product,and establish a basis
for reader confidence and belief until it becomes
desire for your product;
3.carry conviction;
4.induce action
Induce action such as:
---Buy while present prices are still in effect;
---Buy while the present supply lasts;
---Examine for twenty days on approval;
---Enjoy a special discount;
---Send your order on the enclosed easy-order
blank
Unsolicited sales letter
----to gather facts about your product or
service;
----to identify several selling features that will
fulfill specific customer needs;
Solicited sales letter
---an answer to an inquiry
Specimen letter
Dear Mr,Hamilton,
Thanks for your recent letter,and your
interest in our Great Wall Computers.
More than 100,000 people around the world
own a Great Wall System,We’re betting
that you’ll join them once you discover
what a Great Wall personal computer can
do.
You may be in business,and need a way
to monitor your accounts
receivable.Great Wall has a solution,You
may be a professional and need a better
way to do editing,forecast trends,or file
and search information,Great Wall will
help you do all this and more.
It won’t cost you an arm and a leg either,
A Great Wall computer can be yours
today for under USD1,000.
To help you learn more about personal computers,
we’ve enclosed a pamphlet about the complete
Great Wall personal computer family.
There is also a prepaid questionnaire enclosed,
Please complete it and,if possible,return it before
this weekend,The information we receive from it
is valuable in designing future Great Wall products
and services.
Welcome to the world of Great Wall.
Unit 4 Order and Replies
ORDER
As an Offer,is a request to supply specific goods
and see it as the buyer’s offer,It is not legally
binding until the seller has accepted it.
----Order Letter
Orders are the requests of one business organization
for the goods or services of another business
organization.
----Orders Acknowledgement
an order letter or an order form or a memorandum by
fax message to another party to confirm all the
terms and conditions negotiated on desired goods,
and asked for their signature.
1,Main terms
----Description of Goods,include the name of
article,quality,pattern,size,color,item,model,
grade,etc.
----Quantity,
(a)Number (piece,dozen,gross)
(b)Packing (box,case,bale,bag,bundle,etc.)
(c) Length (kilometer,meter,centimeter,foot,inch,
yard,etc.)
(d)Measurement (cubic
meter/cm/foot/inch/liter/gallon)
Measurement ton = 40 cubic meter
(e)Weight (kilogram,gram,milligram,pound,
ounce,metric ton,etc)
Long ton
Short ton
Metric ton
----Price (Incoterms 2000)
----Time and Place of Delivery
----Term of Payment
C.W.O.(Cash with Order) 随定单付现；
C.O.D,(Cash on Delivery) 交货时付现
Remittance,T/T,M/T,D/D
Collections,D/P,D/A
Letter of Credit (L/C)
2.Forms of Order
---- Pro forma Invoice
---- S/C,Sales Confirmation (by sellers)
---- P/O,Purchase Order (by buyer)
Example,sales confirmation:
Dear Sirs,
We have great pleasure in enclosing copies of faxes
exchanged between us resulting in the conclusion of
business for 400 Roadstar bicycles.
We enclose our sales confirmation No,864 in duplicate,
Please sign the bottom copy and return it to us for our
files,We look forward to receiving your future enquires
and orders.
Enclosed,copies of faxes
Sales Confirmation No.864
