1、Unit 2 Inquiries and Offers ObjectivesTo analyze the customers needs based on inquiries.1To learn about the quotation,firm-offer and non-firm offer.23To learn to write an offer and a quotation.Activities Inquiries and replies01Firm offers and non-firm offers02Writing an offer 03Language practice04Ac
2、tivity 1 Inquiries and replies A potential customer usually writes an inquiry to ask for information about the target product or the company.As an exporter,you may receive many inquiries every day.Some might come from potential customers;some only want to collect information at present and some migh
3、t come from your competitors.If you treat each inquiry with equal attention,it is exhausting and ineffective as well.So it is very important to(1)analyze the sincerity and(2)the urgency of the inquiries and(3)the needs of the customer,then classify and handle them differently.Activity 1 Inquiries an
4、d replies010203I.Guess the possible sender of each inquiry Senders of the inquiriesA.a potential customer with buying needs for specific itemsB.a potential customer who wants to collect product information for the time beingC.a potential customer who is more interested in asking for samplesI.Guess t
5、he possible sender of each inquiry From:To:Subject:Inquiry about swimming trunksDear Sir,Our company,Crystal Trade Co.,Ltd.is a wholesaler for swimming suits in Italy.We are interested in your swimming trunks,so please send us a catalogue and a price list for them.Can you send us some samples?So we
6、can test them.If they pass our test,we will place regular orders.Best regards,Allen JohnsC.a potential customer who is more interested in asking for samples01I.Guess the possible sender of each inquiry From:To:Subject:Interest in your productsDear Sir,We are interested in your products.Please send u
7、s details of your product specifications and price terms for CFR New York.We look forward to hearing from you soon.Mr.Andy Winn EFG CompanyAddress:1110 White Oak Drive,New York,NY,USA 10024 Email:andywinnEFG.comPhone:001-917 7788010Fax:001-917 7788011B.a potential customer who wants to collect produ
8、ct information for the time being02I.Guess the possible sender of each inquiry From:JTo:Subject:Quote for Bluetooth Wearable Devices Sport Heart Rate Watch(MT-102)Dear Mr.Wang,Please quote for:Bluetooth Wearable Devices Sport Heart Rate Watch(MT102)Quantity:2,000 PCSShipment:CFR Los Angeles by air P
9、ayment:100%T/T before shipment Does this device support both IOS and Android system?Is it water-proof?Thanks in advance and best regards.Mr.James Smith ABC CompanyAddress:42 Shatto Place,Los Angeles,CA,USA,90020 Email:JamessABC.comPhone:001-213 7782 361Fax:001-213 7782 360A.a potential customer with
10、 buying needs for specific items03II.Complete the form of customers analysis Inquiry 1From:To:Subject:Visit China next monthDear Michael,We are going to expand our market in South America and are interested in your ladies boots,work boots&sport boots.I will come to Shenzhen next month.In the meantim
11、e,I would like to collect as much information as possible on prices and specifications.Please advise us at your earliest convenience.Best regards,WaterII.Complete the form of customers analysis Inquiry 2From:To:Subject:P&T Corp.,from the USDear Crystal,I hope you are doing well.My name is Mark.I rep
12、resent P&T Corp.,from Georgia,the US.We met each other at the Canton Fair this November.At that time,we talked about your products.Actually,we are SAMs traders,relating to different kinds of fishing tools.I remembered that during our meeting,you informed me about some prices suitable for us.So,at th
13、is moment,Id like to know your quotations of pricesFOB China of the following articles,for SAMs the US.300M 8STRANDS Braided Fishing Line 12LB-200LB 100-300g fiberglass telescopic fishing rods This request is for SAMs order,which will be around 3,000 pcs for each item.Ill appreciate it if you will s
14、end me your products details and prices.Please answer me as soon as possible.Hoping to hear from you soon.Best regards,MarkII.Complete the form of customers analysis Inquiry 3From:To:Subject:Interested in your bootsDear Sirs,You are recommended to us by London Chamber of Commerce as one of the leadi
15、ng boots exporters.We are interested in your ladies boots,work boots&sport boots.We would like you to send us details of your various ranges including sizes,colors and prices,and also samples of the different qualities of materials used.When replying,please state a trade discount for companies that
16、buy in large quantities.If the prices prove reasonable,we will place large orders with you.Yours faithfully,Eric SmithLondon Boots Imp&Exp.Co.Ltd Purchase ManagerII.Complete the form of customers analysis Inquiry 4From:.usTo:Subject:Par 38Hi,We are a lighting company with more than 15 years lighting
17、 history in California.Would like to know if you make 60W PAR38 3000K 96 CRI with OSRAM LEDs?Our target price is$14.00,need 5 years warranty.Thanks.Larry Logan1.PAR38:灯具的最大灯具的最大外径尺寸外径尺寸 38 毫米。毫米。2.K:表示颜色的温度表示颜色的温度单位。单位。3000K：暖白光暖白光4000K：自然白自然白6000K：冷白光冷白光3.CRI：显色指数显色指数II.Complete the form of custome
18、rs analysis Inquiry 1Inquiry 2Inquiry 3Inquiry 4Customers information WaterMarkRepresent P&T Corp.SAMs US tradersMet at Canton FairEric SmithPurchase managerof London Boots Imp&Exp Co.,Ltd.Got our informationfrom London Chamber of CommerceLarry LoganA lighting company with 15 years history in Califo
19、rniaOld or new customerOld customerNew customerNew customerOld customerTarget productsladies boots,work boots&sport boots.300M 8STRANDSBraided Fishing Line 12LB-200LB100-300g fiberglasstelescopic fishing rodsladies boots,work boots&sport boots60W PAR38Specific needsCollectinformation on prices and s
20、pecificationsa visit toShenzhen next monthquotations of prices-FOB China-in quantities of 3,000 pics for each send me productsdetails and prices send us details ofvarious ranges including sizes,colors and prices,and also samples of the different qualities of materials used.state a trade discountWoul
21、d like toknow if the company makes 60W PAR38 3000K 96 CRI with OSRAM LEDs?The target priceis$14.00Need 5 year warranty.Writing styleA.FormalB.InformalC.Casual A.FormalB.InformalC.Casual A.FormalB.InformalC.CasualA.FormalB.InformalC.Casual III.Choose a suitable reply to each inquiry Key Inquiry 1Inqu
22、iry 2Inquiry 3Inquiry 4Reply AReply BReply CReply DIII.Choose a suitable reply to each inquiry Reply A From:1.To:2.Subject:3.Dear 4.Thank you for your inquiry.We enclose our illustrated catalogue and price list giving the details you asked for.Samples of our products for which you asked are being se
23、nt to you today.On regular purchase in quantities of no less than 1,000 dozen of each item,we would allow you a discount of 2%.Payment is to be made by irrevocable L/C at sight.If your order is no later than September 5th,we can ensure prompt shipment.We are looking forward to receiving your first o
24、rder.Yours faithfully,Eric Smith,Re.Interested in your boots students nameIII.Choose a suitable reply to each inquiry Reply B From:1.To:2.Subject:3.Dear 4.We are glad to know that you will expand your market in the South America.Believe we can serve you better and better in the future.First,please r
25、efer to the attachments for your reference.It is great that you will come to Shenzhen for business.Please kindly arrange your schedule to visit our factory.We hope we can have a face-to-face talk.Then we could show you our production lines and sample room.When your visit schedule is available,please
26、 kindly let me know.Best regards,Re.your visit China next monthWater,MichaelEisenIII.Choose a suitable reply to each inquiry Reply C From:1.To:2.Subject:3.Dear 4.Thank you very much for your kind inquiry to us.Your detailed company and market information impressed us deeply.Glad to see that there is
27、 a chance for both P&T Corp and Polaris Combined Supply Co.,Ltd.in entering into some project cooperation in the near future.Further to the inquiry,we would like to make you the offer as below.Product details are attached.300M 8STRANDS Braided Fishing Line 12LB-200LB US$4.9/piece100300g fiberglass t
28、elescopic fishing rodsUS$4.99/bagThe above offer is upon FOB Shenzhen price and based on your potential quantity of 3,000 pcs per item.Wish they could meet your request.If you have any questions,please feel free to ask me.Best regards,.Re.S&T Corp.,from ArgentinaMark,CrystalEisenIII.Choose a suitabl
29、e reply to each inquiry Reply D From:1.To:2.Subject:3.Dear 4.Thanks for your inquiry,this is Eisen from VAKESUN.Quite sorry we cannot make this 60W PAR38 according to your request.Pls check below:1.96 CRI:Just checked with OSRAM LED,their highest CRI for 3000K is 70(usually70 CRI is quite good for 3
30、000K.)2.Price$14:No offense,this price is even lower than our 20W PAR30.The best price we can offer is$22.00(Pretty sure no one can beat this.)3.5 Year Warranty:As you already know,present warranty on the market is 2 years mostly,we can offer 3 years if you buy bulk QTY.Thank you.Best regards,.usRe.
31、Par 38Mr.Larry,EisenEisenActivity 2 Firm offers and non-firm offers010102020303A list of terms for an offerA firm offer or a non-firm offer?Conditions for firm offers or non-firm offers?I.A list of terms for an offerFrom:To:Subject:Inquiry about LED lightsDear Lily,I hope you are doing well.My name
32、is Michael.I represent Pacific Export from Brazil.We met each other at the Canton Fair last October.Actually we are one of the leading dealers in Brazil relating to LED lights.I remember that during our meeting,you informed me about some of your products that were suitable for us.Id like to know you
33、r quotation for the following articles.3/6/9/12/15/18/20/23/28W LED Panel light LED panel lamp 59.5cm59.5cm 45W Panel Surface Mounted The prices should be FOB China main port.If the quality and price prove to be suitable,the order size will be around 20,000 pcs of each article.When replying,please s
34、tate your terms of payment and earliest delivery date.Await your early reply.Best regards,MichaelI.A list of terms for an offercataloguepricecertificatepackingquantitycommoditydiscountinsuranceterms ofpaymentdelivery II.A firm offer or a non-firm offer?From:JTo:Subject:Firm offer for your inquiry of
35、 Mar.4thDear Ms.Smith,Thank you for your inquiry of March 4th,2017.We take pleasure in making you a special offer as follows:3/6/9/12/15/18/20/23/28W LED Panel light USD 5.00/PC LED panel lamp 59.5cm59.5cm 45W Panel Surface Mounted USD 6.00/PCThe above prices are based on FOB Shenzhen for quantity o
36、f 20,000 pcs.Time of shipment:before April 30th,2017Payment terms:30%in advance,the balance before shipment Packing:in export cartonsValidity:7 days from the date thereofWe are looking forward to your favorable reply.Best regards,James WangSales ManagerA.Firm offerB.Non-firm offer II.A firm offer or
37、 a non-firm offer?From:JTo:Subject:Offer for your inquiry of Mar.4thDear Ms.Smith,Thank you for your inquiry of March 4th,2017.We take pleasure in making you a special offer as follows:3/6/9/12/15/18/20/23/28W LED Panel light USD 5.00/PC LED panel lamp 59.5cm59.5cm 45W Panel Surface Mounted USD 6.00
38、/PCThe above prices are based on FOB Shenzhen for quantity of 20,000 pcs.Time of shipment:before April 30th,2017Payment terms:30%in advance,the balance before shipment Packing:in export cartonsWe are looking forward to your favorable reply.Best regards,James WangSales ManagerA.Firm offerB.Non-firm o
39、ffer III.Conditions for firm offers or non-firm offers?Group 1:for firm offersGroup 2:for non-firm offersB.Validity:5 days from the date thereof.D.Subject to the receipt of your reply by May 31,2014.A.Subject to prior sale.C.Subject to the goods being unsold.E.Subject to our final confirmation.F.Sub
40、ject to the goods being in stock on receipt of orders.G.Subject to change without notice.Activity 3 Writing an offer IIIWrite a firm offer based on the following information.Underline and correct mistakes in a firm offerI.Underline and correct mistakes in a firm offer From:To:Subject:Quotation for N
41、o.822 Pure Silk FabricsDear Mr.Anderson,We take pleasure in making you a special offer,subject to our final confirmation as follows:Article:No.822 Pure Silk Fabrics Design:No.3345-2xMOQ:2,000 yardsPackaging:In bales or in wooden cases,at sellers option Price:US$5456,based on MOQLead time:30 days aft
42、er deposit and all artwork confirmed.Payment:30%in advance,the balance before shipment.Validity:7 days from the date thereof.Please note that there has been a heavy demand for this kind of product.Please place your order as soon as possible.Yours faithfully,John LiFirm offerDelete this part.US$54-56
43、 per yard FOB ShenzhenYours faithfully,John Li I.Write a firm offer based on the following information.III.Write a firm offer based on the following information.Sample letterFrom:To:SmithSubject:Firm Offer for Sewing Machine,Qingdao BrandDear Mr.Smith,Thanks for your inquiry of February 4th.We take
44、pleasure in making a firm offer as follows:Sewing Machine,Qingdao Brand Art No.BYD212 USD370/PC FOB ShenzhenQTY:1000 pcsArt No.BYD176 USD400/PC FOB ShenzhenQTY:500 pcsArt No.BYD219 USD500/PC FOB ShenzhenQTY:300 pcsTime of shipment:March 10th,2014Packaging:At buyers option Payment terms:By irrevocabl
45、e letter of credit payable by draft at sightValidity:7 days from the date thereofPlease note that there has been a heavy demand for this kind of product.Our stock has been quiet low,please place your order as soon as possible.Yours sincerely,Sales Manager 3001Matching the following Chinese expressio
46、ns with English ones.02Translate the following expressions for offers.Keys to language practice0304Translate the following sentences for offers.Read the following inquiries and fill out the form.I.matching the expressions1.2.3.4.5.ombil6.7.8.9.10.ejfgd11.12.13.14.15.knchaII.expression translation 实盘
47、：firm offer 虚盘:non-firm offer 报价:quotation 品名:commodity 证书:certificate 最低订单量:MOQ 保险:insurance 折扣:discount 装运期:shipment/delivery 付款方式:terms of paymentIII.sentence translation1、价格：每打120美金，新加坡到岸价Price:USD 120 per dozen,CIF Singapore2、有效期：自即日起7日内有效Validity:7 days from the date thereof3、包装：由买方决定Packaging
48、:at buyers optionIII.sentence translation 4、感谢贵方3月12日的询盘。Thank you for your inquiry of March 12th.5、我方报实盘如下，以4月5日前收到你方回复为准。We offer firm as follows,subject to the receipt of your reply by April 5th.6、我方报盘如下，以货物未售出为准。We offer as follows,subject to the goods being unsold./subject to prior sales.IV.Fil
49、l out the formSamplesOld clientNew clientThe information needed by the clients1have your quotation for one container of each product with the best FOB priceTechnical Specifications Sheet Quantity that can be loaded per container to the products available to the attached listyour availability to rece
50、ive us by July and first quarter of August for a factory visit2Another 1000L XXX in 200L neutral drumsBest FOB China seaport D/A 90 B/L with delivery dateDrums to be in UN Proper hazard labels3Want payment by T/T 90 B/L for some orders with a credit limit of$200,000 by SinosureConfirm the very stron
