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In this module, you are expected

Module 2: Offer and Counter-offer. j. In this module, you are expected. Objectives. to learn about the format and contents of offer and counter-offer;. to write the professional and effective offer and counter-offer. Your Try. 1. Task.

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In this module, you are expected

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  1. Module 2: Offer and Counter-offer j In this module, you are expected Objectives to learn about the format and contents of offer and counter-offer; to write the professional and effective offer and counter-offer.

  2. Your Try 1 Task Qiu Xiaoyun has just received an inquiry on Oct. 22 from Allen Johnson, Purchasing Manager of Coast Co., Ltd., Republic of Ireland, which is one of long-term partners. As there is a big demand for half-sleeved cashmere sweater, she is making a prompt offer. Could you read this offer carefully and make a counter offer?.

  3. An Inquiry Zhejiang Sunshine Cashmere Co., Ltd Address: No.25 Kangtai Road, Huzhou, Zhejiang Province China Nov.5,2008 11Emerald Drive Shannon Park Cork CO6 18TS Republic of Ireland Dear Mr. Johnson, Half-sleeved cashmere sweater

  4. An Inquiry We thank you for your letter of Nov. 3 enquiry for 2000 pieces of half-sleeved cashmere sweater for shipment to Dublin. Based on your demand of the items, we are making you, subject to your acceptance reaching us no later than Dec. 20, the following offer: Price: ￡198 per piece CIF Dublin Packing: In cartons Payment: Irrevocable letter of credit payable by sight draft. Delivery: 15 days receipt of the L/C As you will have realized from the catalogue we sent you in Oct, our half-sleeved cashmere sweater are a perfect combination of warmth, softness and easy care. We are confident that you can do some profitable business. I’m looking forward to receiving your order. Faithfully yours, Qiu Xiaoyun Qiu Xiaoyun Acknowledgement Main terms and conditions of business Promotion

  5. Communicative Activity 2 Notes: Discuss in a group of 4-8. Analyze and discuss the given inquiry, then, give own opinion on the each other’s reply. The candidate chosen from every group should make a summary and state opinion to the class. Before group discussing, you should think over the following questions. Is this offer a firm one or not? How can people judge it? When would a firm offer be made by seller? Why and when a counter offer is sent?

  6. Communicative Activity 2 • Is this offer a firm one or not? How can people judge it? To decide whether the offer is a firm offer or not, one can rely on the use of the sentences which show the confirmation meanings, such as, “This offer is subject to our confirmation”, “We make you a firm offer at the prices quoted”, “Firm offer: ￥3540 per ton”. 2. When would a firm offer be made by seller? A firm offer would be made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withdrawn.

  7. Communicative Activity 2 • Why and when a counter offer is sent? When the business terms and condition mentioned in the offer which can not meet the offeree’s needs, sometimes a counter offer may be send. But the offeree may not send if it is too far from offeree’s expectation.

  8. Sample Analysis Counter offer 11Emerald Drive Shannon Park Cork CO6 18TS Republic of Ireland Nov. 12, 2008 Sunshine Cashmere Co., Ltd No.288 Kangtai Road Zhili town, Huzhou Zhejiang Province China

  9. Sample Analysis Dear Ms. Qiu, Thank you for your letter of Nov. 5 and the samples you kindly send us. We do not deny the good quality of these products, but unfortunately your prices appear to be on the high side for half-sleeved cashmere sweater of this quality. May we suggest that you could perhaps make some allowance on your quoted prices, that is, 1000 pieces permit a special discount of 5%, will be appreciated. As the market is declining, we recommend your immediate acceptance. Sincerely yours, Allen Johnson Purchasing manager Acknowledgement Bargaining Suggestion

  10. Summary The definition of offer and counter offer • Offer is an expression of selling or purchasing products at a given price, generally put forth in writing. In the international trade practice, known as the price quotation, is the reply to the inquiry's requests, and sometime, directly to the other side without any inquiry. • Counter offer indicates that offeree has amended or changed trade conditions and the views offered by offerer.

  11. The format of the offer and the counter offer An offer basically includes three main sections：acknowledgement，terms and conditions of business and promotion. The counter offer is often made up of acknowledgement part, bargaining part (or other related business conditions differ from the original offer) and suggestion part. Sometimes additional items make your view more clearly, such as the desire of receiving the order and so on. Summary

  12. The main types of the offer According to the content, the offer can be divided into two main types: firm and non-firm offer. Firm offer is also called offer with engagement and non-firm offer is offer without engagement. Firm offer is the letter that offerer expresses definitely of doing business under the mentioned conditions and cannot be fallen off after being accepted. It is legally binding on the offerer in the stated period of validity. Usually, a non-firm is made by means of sending catalogues, pricelist, and quotations, so the main ideas about these points. It can be considered as an inducement to business. It is related some uncertain statement. Generally, a non-offer is in a very vague expression way, such as ‘middle’, ‘quantity may not too much’, etc. The main terms and conditions of business like delivery, quality, quantity and price terms and payment are not complete. Even if in some complete offers, the offerer may tell the offeree to receive the catalogues, pricelists, quotations or some pamphlets about products, such case like in the task part of this unit, also list quotation clearly in the offer, conditions such as ‘subject to our final confirmation’, ‘I shall not sell the goods before’ and ‘for reference only’, will be mentioned as the symbols of the non-firm. Summary

  13. Individual Study You are provided the following offer and counter offer to learn by yourself. You can compare these samples with the same kind samples which you have learned before in module 2 and summarize the mini difference. Tips Sample 1: the non-firm offer Sample 2: the buying offer or the bid

  14. Revising 1 Practices Directions: In part Ⅰ, you have written the offerin reply to the inquiry of Coast Co., Ltd., now you are required to revise your own work according to the 5-C principles in the table.

  15. Translating 2 Practices • This offer is subject to our confirmation. 此报价以我方确认为准。 2) Acceptance reaching us no later than Nov. 24. 你方的接受在11月24日前到达我方生效。 3) The payment by 100%, confirmed, irrevocable letter of credit payable, draft at 60 days sight. 以100%保兑的、不可撤销的60天远期信用证支付。

  16. Translating 2 Practices 4) No special allowance. 没有任何折扣。 5) We look forward to receiving your first order. 我们期待你们的第一份订单。 6) 我们公司专营编织机械。 Our company is specialized in the weaving machine. 7)我们很遗憾通知你方报价有些偏高。 We regret to advise that your price is little on the high side.

  17. Translating 2 Practices 8)我们不能够接受以上货物的报价。 We are unable to accept the quotation for the above-mentioned goods. 9)收到信用证15 天后发货。 Delivery within 15 days after receipt of the L/C. 10)应你方要求，我们很高兴报此实盘如下。 At your request, we are pleased to offer with engagement as follows.

  18. Writing 1 Practices Directions: Suppose you have received the following inquiry. Find a wool carpet company on the internet for reference and respond to this letter by yourself.

  19. Offer and Counter-offer • Dear Mr. Shen, One of our clients is making request for 2000 pieces wool carpets, we therefore would like to know your best possible firm offer on CIFC3%, Melbourne basis, stating terms of payment and the earliest date of shipment. You would be very appreciated that if you will arrange direct shipment to Melbourne. We thank a lot for your prompt attention in advance. Yours faithfully, Bob White

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