1. Unit Four Unit Four Offers and Counter-offers 2014.03.20

2. In this unit ， you will learn ： 1. The difference between a firm offer& Non-firm offer. 2. The structure of a satisfactory quotation. 3. How to write a satisfactory counter- offer. 4. some useful words. phrases and sentences.

3. 1. Firm offer: This offer is subject to your reply here by 5 p.m. our time, Friday, Nov. 20 th,2012. This offer is subject to your reply/acceptance reaching us by…. This offer is subject to your reply here /reaching us within 5 days. This offer is firm/valid/good/open for five days. This offer remains valid till 10 a.m. our time, May 1, 2012.

4. 2. No-firm offer /Quotation This offer is subject to our final confirmation. This offer is subject to change without notice. This offer is subject to prior sale. This offer is subject to goods being unsold. This is an offer without engagement.

5. 3. Structure of a satisfactory quotation: An expression of thanks for the enquiry. Details of prices, discounts and terms of payment. A statement or clear indication of what the prices cover. An undertaking as to date of delivery or time of shipment. The period for which the quotation is valid An expression of hope that the quotation will be accepted.

6. 4. Structure of a counter-offer: Thank the seller for its offer; Express regret at your inability to accept the offer State your reasons for non-acceptance Suggest your own terms, make a counter-offer Wish for a favorable reply.

7. Letter 1 ( a firm offer) Dear Hawking Forever Brand Bicycles Thank you for your letter of 3 August, inquiring about our Forever Brand bicycles. We are exporting a wide range of bicycles among which the Forever Brand is the most famous. They are very popular in the world market and enjoy quick sales for their light weight, good quality and reasonable price.

8. As requested, we are quoting as follows: 20″ Men ’ s Style @ US $27/unit 20″ Women ’ s Style @ US $29/unit 26″ Men ’ s Style @ US $30/unit 26″ Women ’ s Style @ US $32/unit Payment: by confirmed, irrevocable L/C payable by draft at sight. Shipment: within four weeks of receiving the L/C

9. The above prices are on CIF Karachi basis. Please note that we do not allow any commission, but a discount of 4% will be granted if the quantity for each specification is more than 1 000 units. The above offer is firm, subject to your reply reaching us by 15 August, 2012. We look forward to receiving your order. Yours sincerely Qingdao Bicycles Imp & Exp Co (signature)

10. Letter 2 ( a counter offer) Dear Mr Chen Thank you for your offer for Forever Brand bicycles. Though the quality of your products is satisfactory, we find the price rather on the high side. The present quotation is 10% higher than that of last year ’ s order of 1000 bicycles from you.

11. Though we understand that the cost of raw materials has increased recently, the price gap should not be so large. Accepting your present price will mean a great reduction in our own profit margins. If you could reduce the unit price by 2% at least and increase the quantity discount to 5%, we would be willing to place repeat orders with you. In consideration of our lasting friendly relationship, we hope you can consider our suggestion and give us a positive reply. We look forward to your order. Truly yours

12.  Useful words and phrases 1.order 订购，订单  Place an order with sb for sth.  Place a first order  Place a large order  Place regular orders  Place further orders

13. 2. enjoy quick sales 畅销，卖得好 = enjoy a quick sale 3. subject to 以 … 为准，以 … 为条件 E.g. Our offer is subject to our final confirmation. 4. confirm 确认，保兑 We confirm having received your order No.223. a confirmed L/C

14. 5. refer 的不同含义 1.He has shown no reaction to our proposal though we have referred to it several times.( 提 及、提到） 2. As to our usual terms of payment, please refer to our letter of 20 Oct. （参考、参阅） 3.Your enquiry for hand tools has been referred to us for attention as the goods your enquire about fall within the scope of.. （转交）

15. 6. With a view to = in the hope of.. E.g. (to + 动名词或名词） With a view to promoting the business between us, we are sending you our latest our catalogue and price-list. In view of = owing to / due to e.g. In view of the friendly cooperation between us, we shall grant you a discount of 5%.

16. Exercises Ⅳ Exercises Ⅴ Additional Exercises Exercises

17. Translate the following into English: 敬启者 感谢贵方 6 月 16 日询盘，现很高兴报实盘如下， 以贵方 6 月 20 日前复到有效： 1000 打男衬衫，每打 CIF 香港价 300 美元， 6/7 月 份装运，不可撤销即期信用证付款。 10 件样品已经另外邮寄。 我方产品物美价廉，在国际市场需求量很大。我 们相信见到样品后，贵方会满意的。 盼望早日收到贵方订单。