国际商务函电_chapter__offers_and_counter_offers.pptVIP

Chapter 4Offers and Counter-offers Welcome to HKY’s Classes! Learning focus Understand Concepts of the offer and counter-offer Learn how to make offers or counter offers Clarify the identity of firm offers and non-firm offers Concepts Offer : also call quotation, is a reply to an enquiry usually made by the seller, giving relative information about the goods. Difference between offer发盘 and quotation报价单. Offeror and offeree Offeror : the person who make the offer Offeree: the person to whom the offer is made Bid (竞价）：sellers make different conditions to convince the buyer to buy their goods. Counter-offers(还盘）：contrary to an offer, made by a buyer to a seller expressing his disagreement on any item of the goods. Firm offer Firm offer:即指有约束力的发盘。是发盘人有肯定订立合同的意图。实盘一旦由交易的另一方（受盘人）有效接受，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。实盘所列的交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。 Firm offer 实盘的内容一般应有： 货物正确的品名、详细的品质规格、清楚的包装情 况、实在的数量、准确的装运时间和装运港口、完 备的价格条款和支付条件。 另外，需明确提出这个发盘是个实盘(firm offer or irrevocable).但即或有实盘或不可撤销字样，也不是构成实盘的必要条件。 Offer 的有效期 发盘的有效期： 根据各国法律规定和国际贸易惯例，实盘都有有效 期。有效期是对发盘人的约束，以便利受盘人凭以 进行研究交易的可能性。在有效期内，发盘人有必 须承担成交的义务，但是超过了有效期，既或受盘 人再行接受，发盘人有权拒绝成交。在规定具体的 有效期时，要根据不同的商品，在不同的市场、不 同的地理位置以及节假日等情况。明确规定此期限 的起止日期和地点以免误解。 Firm offer 失效情况 遇到下列情况之一，实盘立即失效： 1）受盘人在实盘有效期外表示接受，发盘人不受约束。 2）受盘人对实盘中的一项明确表示拒绝或修改，该项实盘立即失效。 3）一经受盘人作出还盘，原发盘也随之失效。 Non-firm offer (non-firm offer, offer without engagement) 也称不受约束的发价。即发盘人有保留地愿按照 一定条件达成交易的表示。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，如 参考价、数量视我供应可能、以我最后确认有效 (Subject to our final confirmation), 以我货未售出为准(subject to unsold),此发价……可按市价增减 (We offer…subject to market fluctuation)等。 Non-firm offer 在日常的业务中，外寄的报价单、价目单及形式发票等，一般都注明“仅供参考”或“以我方最后确认为准”。这就排除了接盘人只要接受就可以成交的权限。虚盘对发盘人来说，较为灵活，可以根据市场的变化，挑选成交时机和对手，以取得有利的交易条件。但是，受盘人有时把它看成一般的业务联系,而不利于达成交易 Points for an offer writing (1) an expression of thanks for the enquiry (2)details of trade terms according to buyer’s requests (3)an understanding as to date of delivery or time of shipment (4)the period for which the quotation is va