because the seller can withdraw it.
An offer is made when a seller promises to sell goods at a stated price within a stated period of time. It is usually a reply made by a buyer. It not only quotes the prices for products the exporter want to sell, but also makes clear all the necessary terms of sales for the buyer’s consideration and acceptance. An offer is unchangeable if the offeree accepts.
Offers can be classified into two groups: no-firm offers and firm offers. A non-firm offer, sometimes called offer without engagement, is usually indicated by means of sending catalogues, price-lists, proforma invoices and quotation. It has no binding force upon the offerer or offeree because the offer can be changed,revised and even withdrawn at any time. It is subject to confirmation by the seller after being accepted by the buyer. A firm offer, also called offer with engagement, is made when the exporter promises to sell goods at a stated price within a stated period of time known as validity period. A firm offer has two apparent features: 1)All the terms and conditions in the offer must be complete, clear and definite; 2)The validity must be clearly stated, otherwise is no biding force upon the offerer.
A firm offer creates a power of acceptance permitting the buyer to take it as the transformation of promise in to a contractual obligation. Therefore, it is capable of acceptance and once it has been accepted, it cannot be withdraw and revoked for a specific period of time.
In the course of business negotiation, if the buyer finds any terms or conditions in the offer unacceptable, he will state his own terms and conditions to renew the received offer, negotiation with the seller this renewed offer is called counter-offer. Likewise,if the seller rejects the buyer’s request, he can make a counter offer. A counter-offer is really a new offer, even though the buyer and seller might agree to some or even most of the terms of a purchase or sale offer, any and change effectively creates a counter-offer. In other words, all previous bets are off and the parties are back to square on in the negotiation process. This process can go on for many a round till business is concluded or called off.
国际商务英语写作（三）下
每天学一点，坚持一年后，你会发现你已经站在更高的一个台阶了。
Quotations,Offers and Counter-offers 报价、报盘、还盘
Useful patterns 模板
Giving a favorable response 给予积极有力的回应。
1、 We put forward for your consideration an offer for our new products, and hope you will take advantage of his opportunity.
2、 In compliance with your request ,we are now offering you 2000 dozen magnifiers at US$36.00 per dozen CIF San Francisco, September shipment.
3、 We much appreciate your inquiry of September 15, against which we have just sent you the following offer.
4、 We can allow a 2% discount on all orders of US $600 in value and over, and a 3% on orders exceeding US$20000.
5、 We may consider allowing you a 3% commission on condition that your minimum quantity for the first order reaches 300 dozens.
6、 In considering the keen competition in your market, we are prepared to offer you a special discount of 4%.
7、 We are interested in making you an offer on our hand-made carpets, which are well received on the overseas market.
8、 We are pleased to quote you for 1500 dozen Man’s shirts as per the sample sent you before, at the price of USD5.00 per piece CIF New York for prompt shipment. 9、 Upon checking your offer, we would like to say that your price seems a little higher than we had expected.
10、 However, in view of the long connection between us in this line of business, we have decided to reduce the price by 5%, which is the furthest we can go to help you. 11、 After going carefully into this transaction, though your price is on the high side, we accept it exceptionally with the view of expanding our business in future.
Giving an unfavorable response 不利、不积极的回应
1、Unfortunately we are not in a position to accept your offer since another supplier in your market offered us the similar article at a price 3% lower.
2、In reply, we very much regret to state that our users here find your price too high and out of line with the prevailing market level. Should you be prepared to reduce your limit by say 60%, we might come to terms.
3、Your price has gone up so rapidly. It would be impossible for us to push any sale at such a price.
4、We regret to learn from your letter of January 6th that you ask for a reduction of 5% off our original price, which is unacceptable to us as we have closely calculated our price.
5、While appreciating the quality of your motors, we find your price are too high to be acceptable.
6、It is to our regret that we can not make use of your kind offer at present as similar but well-established products of the same quality are available at much lower prices. 7、We are obliged to place our order elsewhere unless you manage to reduce your price so as to stand the competition.
8、After careful thought, we must say frankly that out price is moderately fixed and we are not in a position to grant the reduction you asked for.
9、Although we are desirous of meeting your requirements, we regret our in ability to accept your counter-offer which leaves us with little profit.
10、Your request for a reduction in price has been noted. However, we are of the opinion that if you could increase your order to 500 pieces we would allow a 5% discount.
Giving explanations for an unfavorable response 对于不利回应的解释
1、We must point out that the falling market here will leave us little or no margin of profit.We must ask you for a better price in respect of future supplies.
2、The chief difficulty in accepting your orders now is the heavy backlog of commitments, but you may rest assured that as soon as we are able to accept new orders we shall give priority or preference to yours.
Making additional requests 添加附件要求
1、The above prices are understood to be on CIF Karachi basis. Discount of 5% may be allowed if the quantity for each specification is more than 1000 sets.
2、We make you the following offer subject to your reply reaching us not later than noon time December 25th.
3、We offer you 30 metric tons walnut-meat, subject to your reply reaching us before October 10th Beijing time.
4、The material supplied must be absolutely waterproof, and we place our order subject to this guarantee.
5、This offer should be withdrawn if not accepted within 15 days.
6、We hope that you will quote us your rock-bottom price, otherwise we can have no alternative but to place our orders elsewhere.
7、Will you please make a reduction of 10%? If you can, we are thinking of placing are placing a ready order with you.
8、We would very much like to place further orders with you if you could bring down your price at least by 15%. Otherwise we can only switch our requirements to other suppliers.
商务英语写作（4）
每天学一点，坚持一年后，你会发现你已经站在更高的一个台阶了。
Sales Promotion and Follow-ups 促销、跟进
Useful patterns 有用的模板 Creating desires 激起欲望
1、We have shown some flexibility in price negotiation in order to make the conclusion of business possible.
2、According to our investigation, the market is now showing a decline, so we are expecting an adjustment of the price at the end of this month. 3、By virtue of its superior quality, this item has met with a warm reception in most European countries. We deem it to your advantage to buy this item for a conditional sale in your market.
4、Now we have only a limited stock of (in) cotton piece goods.
5、This term, being quite popular,will also command a ready sale in your market.
6、Since the article you require is not available for supply at present, we should like to recommend some similar ones as follows.
7、It is not our intention to rush you into a decision, but as this article is in great demand, we would adviseyou to avail yourselves of our offer in your own interest.
8、You would benefit by ordering now, as there is every indication that the prices are rising. 9、You will get a 30% increase in production upon using this machine and also it allows one person to perform the task ofthree people.
10、Would you like to reduce your rising production cost?
11、Would you be interested in a car which runs on neither conventional gas nor electric power?
Offering special business terms 提供特殊生意条款
1. We inform you that we are able to offer you a discount of 10% of our recent price. 2. As you have placed many orders with us in the past, we have decided to make you a special offer of…
3. Since this is our first transaction with you, we decide, as an exception, to cut the price by 2%. 4. Special terms are allowed to you if you place trial order before the end of the current month. 5. The price we quoted is accurately calculated, but in order to encourage business, we are prepared to allow you adiscount of 2%.
6. Special terms are allowed to youif you place trial order before the end of the current month.
Motivating actions 激励促销的活动
1. We have pleasure in recommending to you the following goods similar to the samples sent by you.
2. In order to promote business between us, we are airmailing to you samples, under separate cover, for yourinspection.
3. In view of the large demand for this commodity, we would advise you to work fast and place an order with us assoon as possible.
4. We take pleasure in enclosing the latest designs of our products, which are superior in quality and moderate inprice and are sure to be saleable in your market.
5. We are sending you a sample bookwith a price-list of our new products, the high quality of which, we, trust,will induce you to place trial order with us.
6. With a view to supporting your sales, we have specially prepared some samples of our new makes and are sending them to you, under separate cover, for your perusal.
国际商务英语写作（5）
Useful patterns 有用的例句模板
Giving decisions to place an order 确认订单
1、We are pleased to enclose an indent for 2000 pieces of XXX.
2、Enclosed is our confirmation of order in duplicate, of which please return us one copy duly sighed (正式签署).
3、We are pleased to give you an order for the following items with the under-standing that they will be supplied from stock at the prices named.
4、Thank you for your letter and the samples enclosed. We find both prices and quality satisfactory and we are sending you an order for the following.
5、Thank you for your offer of February 15th. Your prices and quality turned out to be satisfactory and we are sending you an order for the following.
6、We are pleased to place an order with you for the following XXX .
7、We are writing to confirm our telex this morning ordering the following items. 8、We enclose a trial order. If the quality is up to our expectations, we shall send further orders in the near future. Your prompt attention to this order will be appreciated.
Making requirements related to an order 提出和订单相关的要求
1、The material supplied must be absolutely waterproof, and we place our order subject to this guarantee.
2、We place the order on the condition that the goods are dispatched in time to reach us by 4th September. We would like to remind you that we reserve the right to cancel it and to refuse delivery after this date.
3、We need the goods urgently and it is imperative that the ordered goods reach us by the end of this month.
4、Please send us the ordered goods by the first available steamer sailing for Dalian next month.
5、It would be appreciated if you could arrange for the immediate shipment of our order.
6、Please deliver us the following by the first steamer sailing for London next month. 7、Would you be so kind as to deal with this order as one of special urgency?
Acknowledging receipt of an order 收到订单后的鸣谢
1、We are pleased to acknowledge your order No.1567.
2、We highly appreciate your letter of March 12 together with your order No XXX.
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