Lesson 5 Offers and Promotion
I. Definition of the offer
An offer is a promise to supply goods on the terms and conditions stated. It must be made and accepted before a contract can exist. Offers, however, should be made with accuracy, because once duly accepted they are binding legally.
1) 发盘分为实盘(firm offer)和虚盘(non-firm offer)。实盘是指规定了有效期的发盘,在该期限内发盘人不得予以撤销或变更其内容。实盘在其有效期内,一经对方接受,合同即告成立。虚盘没有法律约束力。如果主要交易条件不具备,发盘虽经买方接受也不能达成交易。 即指有约束力的发盘。是发盘人有肯定订立合同的意图。实盘一旦由交易的另一方(受盘人)有效接受,发盘人对其发盘的内容,在有效期内不得随意变更或撤销,否则发盘人将承受违约的法律后果。实盘所列的交易条件必须肯定、明确,不能含糊和模棱两可;也不应有任何保留。
实盘的内容一般应有:货物正确的品名、详细的品质规格、清楚的包装情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支付条件。另外,实盘还有两个内容:一个是明确提出这个发盘是个实盘(firm offer or irrevocable).但即或有实盘或不可撤销字样,也不是构成实盘的必要条件。如果具备构成实盘的上述必要条件,没有实盘字样也是实盘。
另一个是发盘的有效期。根据各国法律规定和国际贸易惯例,实盘都有有效期。有效期是对发盘人的约束,以便利受盘人凭以进行研究交易的可能性。在有效期内,发盘人有必须承担成交的义务,但是超过了有效期,既或受盘人再行接受,发盘人有权拒绝成交。在规定具体的有效期时,要根据不同的商品,在不同的市场、不同的地理位置以及节假日等情况。明确规定此期限的起止日期和地点以免误解。 ? ?
在当前的国家贸易中,使用实盘报价较多。但遇到下列情况之一,实盘立即失效: 1)受盘人在实盘有效期外表示接受,发盘人不受约束。
? 2)受盘人对实盘中的一项明确表示拒绝或修改,该项实盘立即失效。 ? 3)一经受盘人作出还盘,原发盘也随之失效。 2) 虚盘(non-firm offer, offer without engagement)
也称不受约束的发价。即发盘人有保留地愿按照一定条件达成交易的表示。虚盘不必有完整的内容,没有时限的规定,而且也不明确不肯定,如参考价、数量视我供应可能、以我最后确认有效(Subject to our final confirmation), 以我货未售出为准(subject to unsold),此发价……可按市价增减 (We offer…subject to market fluctuation)等。在日常的业务中,外寄的报价单、价目单及形式发票等,一般都注明“仅供参考”或“以我方最后确认为准”。这就排除了接盘人只要接受就可以成交的权限。虚盘对发盘人来说,较为灵活,可以根据市场的变化,挑选成交时机和对手,以取得有利的交易条件。但是,受盘人有时把它看成一般的业务联系,而不利于达成交易。
3) 还盘。在交易磋商中,一方发盘后,对方对于发盘的条件如不完全同意而提出修正,叫做还盘。还盘是对发盘的拒绝,构一个新的发盘,原发盘随之失效。还盘可以由买方发出,也可以由卖方发出,通常有多个回合.
II. The strategy of writing enquires 发盘
Guideline Main ides Explanation Ending ? ? ? ? ? ? ? Offers of products or service Acknowledge the receipt of enquiry Show appreciation Show our attitude to the enquiry Explain your advantages and experience offer cataloguers, pricelists, prices, terns of payment, samples, discounts, etc. take action, for example, sending brochures wish the information you give is correct and having a further
cooperation
Example: p.42 1. offers based on enquiry, p.47 and p 507. A firm offer 发一个实盘
III. Specimen Letters p.42
IV. Useful sentences
1) We acknowledge with thanks receipt of your letter of March 12. In reply, we have pleasure in marketing the following offer, subject to our final confirmation. 欣悉贵方3月12日来函,兹报价如下,以我方最后确认为准。
2) We can offer you a quotation based upon the international market. 我们可以按国际市场价格给您报价。
3) We are in a position t offer tea from stock. 我们现在可以包茶叶现货。
4) This offer is based on an expanding market and is competitive. 此报盘着眼于扩大销路而且很有竞争性。
5) Please make an offer for the bamboo shoots of the quality as that in the last contract. 请把上次合同中订的那种质量的竹笋向我们报个
价。
6) We can’t accept your offer unless the price is reduced by 5%. 除非你方减价5%,否则我们无法接受报盘。
7) You will see that our offer compares favorably with the quotations you can get elsewhere; therefore, we regret that we have to decline your offer. 你会发现我们的报价比别处要便宜,很抱歉,我们不得不拒绝你方报盘。
8) If you can supply goods of the type and quality according to the requirements, ;ease make us a firm offer and quote your lowest unit prices. 如果贵方能根据要求的型号机智地供应货物,请给我方报实盘,并报贵方最低价。
9) All quotations, except firm offer, are subject to the sellers’ final confirmation and all prices are net, without any discount. 所有报价,除实盘报盘者以外,都以卖方的最后确认为准,所有价格都是净价,没有任何折扣。
10) Our price has already been very reasonable, but, in order to encourage business between us, we are prepared to allow you a discount of 2%. 我方价格一直是很合理的,但为了鼓励贵我双方之间的贸易,我方准备给予贵方2%的折扣。
11) We require sandals in large quantity. Please let us know whether you supply these and quote best term CFR Shanghai. 我方与大量购买拖鞋,请告知能否供货,并报成本加运费价的上海最惠价。
12) Owing to sharp fierce competitions, it is important that your quotation should reach us before Jan. 1st so as not to miss the opportunity. 由于竞争激烈,为避免错失良机,贵方报价必须与1月1日前抵达我方。 V. exercise
敬启者,事由:花生
我们已收到贵公司6月2日发来的要求报一批花生实盘的E-mail,要求报价以上海离岸价为基础。我们今天早上给贵方回复了E-mail,愿意提供给贵方250公吨的花生,价格为手拣去壳高级花生上海离岸价每公吨人民币2500元。这项报盘是实盘价,回复日期截至6月25日。// 我们所报的价格已经是最优惠的价格,因此不再考虑还盘。 盼复!谨上!
Dear Sirs, Sub: Groundnuts We confirm your E-mail of 2nd June asking us to make you firm offer for groundnuts FOB Shanghai. We E-mailed back this morning, offering you 250 metric tons of groundnuts. Hand-picked shelled and upgraded of RMB¥2500 net per metric ton FOB Shanghai. This offer is firm, subject to the receipt of reply by us before 25th June.
Please note that we have quoted our most favorable price and unable to entertain any counter offer. An early reply will be appreciated. Yours
faithfully. 1.报价
a. 你公司3月8日询价和样品已收到,谢谢。经研究样品,可以保证按照同样型号的质量生产鞋类。现按照贵公司的年需求量报价如下:。。。我公司所报皮鞋,用料均系极为优良的皮革,并能供应多种式样和颜色,可以满足像你们这样的时装商店的要求。盼望能收到贵公司的订单。
b. 1999年3月4日第MN/01号询价已收到,谢谢!现报价如下:203 号白色棉涤纶混纺男衬衫(见样品),35-44各号,每件塑料袋装,每1000件装一箱,每种尺寸不少50件,每1000件衬衫装出口板条箱。Richmond 纺织大楼仓库交货价每件5美元。付款:请向Rualia商业银行工业区分行开立以我公司为受益人的不可撤销信用证。:数量:最低订货量为1000件。目前最大供应量为每月1万件。交货:收到信用证通知后三个月内交货。报价有效期:本报价对1999年8月1日前发出的订单有效。希望能接受本报接,如需了解进一步情况或样品请电告。 4。要求加价
近几年来,价格不断上涨已是普遍现象,我公司成本也随时增加。截至目前,我方一直在其他方面节省开支以保持价格不变,但是现在已无可能,迫使我方不得不提高价格,自7月1日起我方将改按新价。现在正准备新的价格表,备妥后即将通知所有买主。但是我公司可以保证价格增长平均不超过5%,而自我公司上次报价以来,一般价格
Lesson 5 offer
![](/skin/haowen/images/icon_star.png)
![](/skin/haowen/images/icon_star.png)
![](/skin/haowen/images/icon_star.png)
![](/skin/haowen/images/icon_star.png)