外语系
纺织商务英语
Textile Business English
Module Seven
Contract and Order
Task 2
Offer and Counter-offer
Learning Objectives
1.
To master the basic terms of offer and counteroffer
2.
To make an offer in reply to an enquiry.
3.
To show disagreement to some contents
about the offer.
4.
To understand the importance of offer
and counter-offer.
Lead-in—Group discussion
1.
How can we make an acceptable offer?
2.
What is a counter-offer? How to make a
reasonable counter-offer?
Useful expressions and patterns
1. Your enquiry is having our immediate
attention and we hope to make you an
acceptable offer in a few days.
 2. We thank you for enquiry of July 6 and are
sending you, under separate cover, a
specimen of … together with our price list.
 3. With reference to your letter of …,
enquiring for …, we enclose our Quotation
No… for your consideration and trust you will
find your prices acceptable.
 5. Our best offer is given below subject to
our final confirmation.

Useful expressions and patterns
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6. This offer must be withdrawn if not accepted within
three days.
7. We wish to state that our quotation is subject to
alternation without notice and to our confirmation at the time
of placing your order.
8. In case you are not interested, we shall thank you if you
will pass on this information to those who are engaged in
this trade.
9. We very much regret that we are unable to supply you
the small quantity you require.
10. This is our rock-bottom price, we can’t make any further
concessions.
11. Your price is so high that we can hardly make a counteroffer.
Useful expressions and patterns
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12. We are unable to accept your offer as other
suppliers have offered us more favorable terms.
13. Our counter-offer is in line with the
international market.
14. Let’s meet each other halfway.
15. As a token of friendship, we accept your
counter-offer.
16. Considerable quantities have been sold at
this price, it is impossible to make may further
reduction.
17. As the market is weak at present, your
quotation is unworkable.
Listening
Dialogue 1
Notes to the dialogue
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1. Shanghai Textile and Apparel Corporation 上海纺织服装公司
2. best selling lines 畅销货
3. marvelous 好的，棒的
4. CIF (Cost, Insurance & Freight) 成本加保险费运费价
The seller must pay the costs and freight necessary to bring the
goods to the named destination. The seller has to procure marine
insurance against the risk of loss of or damage to the goods
during the carriage. The seller contracts with the insurer and pays
the insurance premium.
Listening
Dialogue 1
Notes to the dialogue
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5. FOB (Free on Board) 船上交货价 （离岸价）
The goods are placed on board a ship by the seller at a port of
shipment named in the sale contract. The risk of loss of or
damage to the goods is transferred from the seller to the buyer
when the goods pass the ship’s rail.
6. commission佣金, 代理人或经纪人代委托人进行交易而收取的报
酬
commission agent 佣金代理人
commission house 代办行，佣金行
commission merchant 代办商
Listening
Dialogue 1
Notes to the dialogue
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7. firm offer实盘，不能撤销的发价
e.g. We are making you this offer subject to your reply reaching
here before the 25th this month. 兹报实盘以你方在本月25日前回
复到有效。
We offer firm the following subject to your acceptance within 5
days. 兹报实盘以你方5日内接受为准。
8. non-firm offer 虚盘, 无约束性的报盘( offers without
engagement or without obligation)
e.g. We are making an offer for the following, subject to our final
confirmation.兹开下述报盘以我方最后确认为准。
This offer is made subject to the goods being unsold. 此报盘以
货物尚未出售为条件。
Listening
Dialogue 2
Notes to the dialogue
1. embroidered tablecloth 刺绣桌布
 2. rock-bottom price 最低价格
 3. terms of payment 支付方式

Listening
Listen to dialogue 2 and complete the
following answers:
1. What product do they talk about? They talk
about
.
2. How large is A’s order?
3. How about the discount?
4. Do they have any specific request for packing?
Reading and Analyzing
Offer and Counter-offer
Reading and Analyzing
Brainstorming Question
What makes an effective offer and
counter-offer?
Offer and Counter-offer
Sending the Sample Books and Offering
Dear Sir,
We thank you for your enquiry of May 2nd. As requested,
we are airmailing you, under separate cover, one
catalogue and two sample books for you Shanghai
printed pure silk fabrics. We hope they will reach you in
due course and will help you in making you selection.
In order to start a concrete transaction between us, we
take pleasure in making you special offer, subject to our
final confirmation, as follows:
Offer and Counter-offer
Article: No. 9001 Shanghai Printed Pure Silk
Fabrics.
Design: No. 72435-2A.
Specification: 30×36.
Minimum: 20,000 yards.
Packing: In bales or in wooden cases, at seller’s
option.
Price: US Dollars…….per yard C.I.F. Lisbon.
Shipment: To be made in three equal monthly
installments, beginning from July, 2002.
Offer and Counter-offer
Payment: By confirmed, irrevocable L/C payable
by draft at sight to be opened 30 days before the
time of shipment.
We trust the above will be acceptable to you and
await with keen interest you trial order.
Yours faithfully,
…
Offer and Counter-offer
The Buyer’s Counter-Offer and Request to Reduction of
the Price
Dear Sirs,
Thank you for your letter of the 20th May, offering us 1000 sets of the
woolen underwear at C&F Shanghai, usual terms.
In reply, we very much regret to state that our users here find your
price too high and out of line with the prevailing market level.
Information indicates that some parcels of Japan goods have been
sold at lower price compared with yours.
Offer and Counter-offer
Such being the case, it is impossible for us to persuade our users to
accept your price, as material of similar quality is easily obtainable at
a much lower figure. Should you be prepared to reduce your limit by,
say, 20%, we might come to terms.
It is in view of our long-standing business relationship that we make
you such a counter-offer. As the market is declining, we hope you
will consider our counter-offer most favorably and cable us
acceptance at your earliest convenience.
We are anticipating your early reply.
Yours faithfully,
…….
New Words and Expressions
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1. under separate cover 另封，另函
2. in due course 及时地，在适当的时候
3. a concrete transaction 具体业务
4. in making you a special offer 优惠报盘
5. by irrevocable L/C, payable by draft at
sight 凭不可撤销信用证即期汇票支付
Group Discussion
Read the letters and discuss the
following questions.
1. What is offer and counter-offer?
2. Do you think the counter-offer a good
one? Why?
3. If you are the seller, what will you state
in your reply against the counter-offer?
Assignment
Compose a dialogue on the following
situation:
Commodity: Chinese silk
Price: US $ 150 per yard CFR Shanghai
Quantity: 2500 yards
Payment: by irrevocable L/C at sight
Counteroffer: US $ 135 per yard
The buyer asks for a 8% reduction in the price. The
seller refuses to consider any reduction, but
gives a 2% commission. Finally they conclude
the business.
Reference
For more topic-related information , Pease
refer to the following websites:
http://legaldictionary.thefreedictionary.com/counter+offer
http://www.ebigear.com/news-32-34210.html
http://homebuying.about.com/od/offersnegotiations/qt/
CounterOffers.htm