Enquiry and Offer.ppt

Enquiry and Offer Negotiation Procedures An enquiry is a request for information; An offer is actually a proposal of certain trade terms; A counter-offer is an acceptance to an offer with additions or modifications. An acceptance is the concluding step of a contract. chief elements of business negotiation --the subject matter of the business transaction name—specification—quality—packing—delivery --the price and payment terms as per INCOTERMS 2000—plus payment mode --liabilities of the seller delivery—quality—documents --liabilities of the buyer payment—documents --possible trade dispute settlement commodity inspection—claim—arbitration Section 1 Enquiry An enquiry is a request for information concerning the availability of goods, prices, terms, catalogues, samples, and so on. General enquiry and specific enquiry General enquiry (also first enquiry) is an enquiry sent to a supplier with whom you have not yet done business, so it should begin by telling the supplier how you obtained his name and address. In a specific enquiry, the enquirer points out a certain product or commodity he intends to purchase, he may ask the supplier to make an offer or a quotation on this product. Specific enquiry regular customers: state only the name, quality, quantity price other customers: state clearly all necessary trade terms including the name , quality, quantity of commodity, price terms, shipment terms, payment terms, discount, etc. Replies to enquiries Enquiries Replies From an old customer → state firstly how much you appreciate it. From a new customer → state firstly you are glad to receive it/ express lastly your expectation of cooperation. Useful expressions 1) Your firm has been recommended (introduced) to us by ...... with whom we have done business for many years. 我们与……公司交往多年，承蒙该公司将贵公司推荐给我们。 2) Your immediate reply by cable will be highly appreciated. 如蒙立即回电，将不胜感激。 3) We are in the market for