外经贸英语函电Unit 4课件.ppt

Unit 4 Quotations, Offers and Counter-offers
报盘与还盘
Objectives
pletion of this chapter, the students should:
understand the differences between firm offer and non-firm offer and grasp their relative expressions.
be familiar with the terms & conditions involved in an offer and be able to write them independently.
Unit Four Quotations, offers and counter-offers—ZMC
I. Business knowledge
offer & quotation
II. Offer/Quotation
Useful words and expressions
III. Counter-offers
Useful words and expressions
Unit Four Quotations, offers and counter-offers—ZMC
Differences between a quotation and an offer
A quotation is a written form response to an enquiry, telling the enquirer the price and other terms of transaction. In this sense, the term “offer” is often used as “quotation” in international trade, today. However there are still some differences between them.
Business knowledge
Unit Four Quotations, offers and counter-offers—ZMC
Difference between a quotation and an offer
In practice, an offer is usually a “firm offer” which has the following characteristics:
It has a validity time, within which all its terms must be clear, definite, complete, and final and can not be altered or changed.
A firm offer can not be withdrawn or revoked within its validity time.
A firm offer usually states the quantity of goods to be transacted.
A quotation does not possess all these characteristics, it is more or less flexible.
Business knowledge
Unit Four Quotations, offers and counter-offers—ZMC
严格讲quote/quotation 与 offer不同,quote/quotation是报价,指某一商品的单价,offer是报盘,除单价外,还包括数量,交货期,付款方式等等。另外,offer比较固定,卖方价格报出后,一般不能轻易变动,而quote/quotation则不同,卖方报价后,不受约束,可以根据情况略加调整。尽管有区别,但各国商人则往往把这两个词混用。这一点要特别注意。
Business knowledge
Unit Four Quotations, offers and counter-offers—ZMC
offeror: 报盘人(The person making the offer).
offeree: 受盘人(The person to whom the offer is made)
firm offer: 实盘(offer with engagement /
obligation)
non-firm offer:虚盘(offer without engagement /obligation)
Tips:a firm off