《商务英语》课程PPT教学课件（英文版）Unit 3 Offer and Trade Promotion

Unit 3 Offer and trade promotion ◆ Offer 1. Offer and quotation (1)A quotation is often taken by many Chinese business person to stand for a unit price with delivery conditions. e.g. USD324/PC CIF New York An offer is considered to include more conditions such as shipment, payment, insurance and pacKing (2)From the legal point of view a quotation is not an offer. It is only a promise on the part of the seller to supply goods on the terms stated

Offer 1. Offer and quotation: (1)A quotation is often taken by many Chinese business person to stand for a unit price with delivery conditions. e.g. USD324/PC CIF New York; An offer is considered to include more conditions such as shipment, payment, insurance and packing. (2)From the legal point of view a quotation is not an offer. It is only a promise on the part of the seller to supply goods on the terms stated. Unit 3 Offer and Trade Promotion

2. Firm offer/Non-firm offer ----a firm offer is a promise to sell goods on the main transaction conditions such as description of goods, quantity, packing, price term, shipment /insurance, payment term and validity The promise can be implied in the following qualifying statements (1)This offer is firm for orders., (2)This offer remains firm for 3 days The firm offer is subject to your reply reaching us within 10 days (4)The offer will be kept open until 15th may

2. Firm offer/Non-firm offer ----A firm offer is a promise to sell goods on the main transaction conditions such as : description of goods, quantity,packing, price term, shipment /insurance,payment term and validity. The promise can be implied in the following qualifying statements: (1)This offer is firm for orders…. (2)This offer remains firm for 3 days. (3)The firm offer is subject to your reply reaching us within 10 days. (4)The offer will be kept open until 15th May

It must be clear, definite, complete and final. If the buyer accepts, then it is a contractual obligation ---Non-firm offer is a quotation subject to final confirmation and is not legally binding. The seller can withdraw it anytime before the buyer accepts it An example of making a firm offer and explanation. OHP9

It must be clear,definite, complete and final. If the buyer accepts, then it is a contractual obligation. ---Non-firm offer is a quotation subject to final confirmation and is not legally binding. The seller can withdraw it anytime before the buyer accepts it. An example of making a firm offer and explanation.OHP9

3. Counteroffer A counter offer refuses a portion of an offer or a bid, but suggests a change or changes "Thank you for your letter of.. I appreciate the exceptional quality of your product and the way in which you have handled my inquiry, but your prices are too high even for this quality It approximates a yes-but declaration

3. Counteroffer A counter offer refuses a portion of an offer or a bid, but suggests a change or changes. “Thank you for your letter of … . I appreciate the exceptional quality of your product and the way in which you have handled my inquiry, but your prices are too high even for this quality.” It approximates a “yes-but” declaration

◆ Trade promotion 1, arouse interest To picture your product in two ways: physical description and psychological description 2, create desirer To include various types of evidence to support description of the product, and establish a basis for reader confidence and belief until it becomes desire for your product 3. carry conviction 4,induce action

Trade Promotion 1.arouse interest; To picture your product in two ways: physical description and psychological description; 2.create desire; To include various types of evidence to support description of the product, and establish a basis for reader confidence and belief until it becomes desire for your product; 3.carry conviction; 4.induce action

Induce action such as Buy while present prices are still in effect Buy while the present supply lasts --Examine for twenty days on approval Enjoy a special discount ---Send your order on the enclosed easy-order blank

Induce action such as: ---Buy while present prices are still in effect; ---Buy while the present supply lasts; ---Examine for twenty days on approval; ---Enjoy a special discount; ---Send your order on the enclosed easy-order blank

uNsolicited sales letter ---to gather facts about your product or servicer to identify several selling features that will fulfill specific customer needs, Solicited sales letter an answer to an inquiry

Unsolicited sales letter ----to gather facts about your product or service; ----to identify several selling features that will fulfill specific customer needs; Solicited sales letter ---an answer to an inquiry

Specimen letter &Dear Mr Hamilton Thanks for your recent letter, and your interest in our great Wall Computers More than 100,000 people around the world own a Great Wall System Were betting that you'll join them once you discover what a Great Wall personal computer can do

Specimen letter Dear Mr. Hamilton, Thanks for your recent letter, and your interest in our Great Wall Computers. More than 100,000 people around the world own a Great Wall System. We’re betting that you’ll join them once you discover what a Great Wall personal computer can do

You may be in business, and need a way to monitor your accounts t receivable. Great Wall has a solution. You may be a professional and need a better way to do editing forecast trends or file and search information great wall will help you do all this and more It won't cost you an arm and a leg either. A Great Wall computer can be yours today for under USD1,000

You may be in business, and need a way to monitor your accounts receivable.Great Wall has a solution. You may be a professional and need a better way to do editing, forecast trends, or file and search information. Great Wall will help you do all this and more. It won’t cost you an arm and a leg either. A Great Wall computer can be yours today for under USD1,000

To help you learn more about personal computers We've enclosed a pamphlet about the complete Great Wall personal computer family There is also a prepaid questionnaire enclosed this weekend. The information we receive from co Please complete it and, if possible, return it befo is valuable in designing future Great Wall products and services Welcome to the world of great wall

To help you learn more about personal computers, we’ve enclosed a pamphlet about the complete Great Wall personal computer family. There is also a prepaid questionnaire enclosed. Please complete it and, if possible, return it before this weekend. The information we receive from it is valuable in designing future Great Wall products and services. Welcome to the world of Great Wall