函电课件2.ppt

Unit 3 Offer and Trade Promotion 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. 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: