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1、Unit Four Offer 第4章 发盘,Four Steps in Business Negotiation,inquiry,offer,counter-offer,acceptance,一、Offer 发盘,发盘是交易一方欲购买或出售某种商品而向对方提出交易条件，并表示愿意按此达成交易的行为。发盘可应询盘要求发出，也可在没有询盘情况下直接发出。发盘一般由卖方发出。,5,Seller,Buyer,Offer 发盘,Bid 递盘,Inquiry询盘,二、发盘的种类（重点）,6,1、实盘 firm offer2、虚盘 non-firm offer,1、实盘 firm offer,即指有约束力
2、的发盘。是发盘人有确定的订立合同的意图。实盘一旦由交易的另一方（受盘人）有效接受（acceptance），发盘人对其发盘的内容，在有效期内不得随意变更或撤销，否则发盘人将承受违约的法律后果。,一个完整的实盘包括明确肯定的交易条件，还应明确有效期限，并表明发盘为实盘。例如：This offer is subject to your reply reaching us within seven days. 此盘以7天内回复为有效。Our offer is firm (valid, good, open) for five days. 我方报盘有效期为5天。,8,Tips：,发盘的有效期通常和以下因
3、素相关1、通讯工具2、商品种类3、交易量4、市场状况,9,2、虚盘 Non-firm offer,虚盘是发盘人有保留地表示愿意按一定条件达成交易，虚盘不必有完整的内容，没有时限的规定，而且也不明确不肯定，通常使用“须经我方最后确认方才有效”等语句，以示保留。,保留条件举例：,1、subject to our final confirmation 以我方最后确认为准2、subject to goods being unsold 以货物尚未售出为有效 3、subject to prior sale 以先售为条件4、We are now making you an offer subject to
4、our final confirmation. 现报盘，以我方最后确认为有效。,11,三、有效的发盘(实盘)需要具备四个条件：,1、发盘是向一个或几个特定受盘人提出的订立合同的建议。广告是不是发盘呢？2、发盘内容必须十分确定，一旦受盘人接受，合同即成立。We offer you as usual.,3、一个有效的发盘一般包含商品的主要交易条件。品质、数量、包装、价格、交货、付款公约中规定：名称、数量、价格4、发盘必须送达受盘人。,13,四、 Sample Letter,14,Dear Sirs,We are in receipt of your letter of May 21 inquiri
5、ng us the captioned goods, for which we thank you.In reply, we are now in a position to make you a firm offer on 280 long tons Steel Tubes at $620,00 per L/T CIF New York, and payment is to be made by confirmed irrevocable L/C. This offer is subject to your reply reaching here within one week.,15,（告
6、知收到来信并表示感谢）,（提出交易条件并告知有效期）,As you are aware, there has been a heavy demand for Steel Tubes in the market. Therefore, it is impossible for us to keep this offer open too long. We hope you will pay attention to it , and meanwhile we look forward to receiving your first order.Yours faithfully,16,（期待对方的
7、回复）,发盘信函的主要写作内容（重点）,1、对询盘表示感谢2、报出价格以及其他具体交易条件价格、数量、质量、规格、付款方式、包装、装运、交货、保险、折扣、佣金3、 告知发盘有效期4、期待回复（期待对方接受自己的发盘、期待对方的订单）,本节要点回顾,1、发盘的概念2、发盘的分类3、发盘有效的条件4、发盘（实盘）的写作内容预习：如何表述交易条件？,18,谢谢！,19,发盘信函中常用句型,一、感谢对方来信，表示现在可以发盘。1、We thank you for your inquiry dated July 10 for the captioned goods. Enclosed you will
8、find details of our conditions of sales and terms of payment.感谢贵方7月10日对上述产品的询盘。在随函附件中，您会看到我们的销售和付款条件。2、Its our pleasure to offer you the goods as follows.非常荣幸地向你方报盘如下。,二、表示报价与其他交易条件的句子1、Were willing to make you a firm offer at this price.我们愿意以此价格为你报实盘。2、Our offer is RMB 300 per set of tape-recorder,
9、 FOB Tianjin.我们的报价是每台收录机300元人民币，天津离岸价。,3、We offer, subject to your reply reaching us here by May 20, 500 captioned computers at $1000 per set CIF Calcutta for shipment in July.兹报盘：500 台标题所示计算机；成本加保险法、运费到加尔各答每台1000美元；7月份装运；以你方5月20日复到有效。,4、We are able to offer you the goods at a discount of 4% of our
10、recent prices, but we can only hold open this advantage offer for three weeks.我们可以在现在价格的基础上给予4%的折扣，但如此优惠的价格只在3周内有效。5、We believe that the quality and the price of the goods we offer you compare favorably with any others, for the same class of goods.我们相信，我们所报产品的品质、价格与其他同类商品相比都要优越。,三、告知报盘有效期的句子1、We off
11、er firm for reply 11a.m. tomorrow.我们报实盘，以明天上午11点答复为有效。2、The offer is subject to your reply received by us before 6p.m. May 17,2012,our time.本报盘以我方时间2012年5月17日下午6点前收到你方答复为有效。3、The offer is made subject to the goods being unsold.本报盘以货物未被售出为准。,4、We trust that you will be able to accept our offer, which shall be kept open against your reply.我们相信贵公司会接受我方的报盘，本报盘至你方回复为止都有效。5、In accordance with your request, we now quote you subject to our confirmation for the following.按照您的要求，我方发盘如下，以我方最后确认为准。,
