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1、Unit4Quotations,OffersandCounter-offers报盘与还盘ObjectivesUponcompletionofthischapter,thestudentsshould:understandthedifferencesbetweenfirmofferandnon-firmofferandgrasptheirrelativeexpressions.befamiliarwiththeterms&conditionsinvolvedinanofferandbeabletowritethem
2、independently.UnitFourQuotations,offersandcounter-offers—ZMCI.Businessknowledgeoffer"ationII.Offer/QuotationUsefulwordsandexpressionsIII.Counter-offersUsefulwordsandexpressionsUnitFourQuotations,offersandcounter-offers—ZMCDifferencesbetweenaquotationandan
3、offerAquotationisawrittenformresponsetoanenquiry,tellingtheenquirerthepriceandothertermsoftransaction.Inthissense,theterm“offer”isoftenusedas“quotation”ininternationaltrade,today.Howevertherearestillsomedifferencesbetweenthem.BusinessknowledgeUnitFourQuotatio
4、ns,offersandcounter-offers—ZMCDifferencebetweenaquotationandanofferInpractice,anofferisusuallya“firmoffer”whichhasthefollowingcharacteristics:Ithasavaliditytime,withinwhichallitstermsmustbeclear,definite,complete,andfinalandcannotbealteredorchanged.Afirmoffer
5、cannotbewithdrawnorrevokedwithinitsvaliditytime.Afirmofferusuallystatesthequantityofgoodstobetransacted.Aquotationdoesnotpossessallthesecharacteristics,itismoreorlessflexible.BusinessknowledgeUnitFourQuotations,offersandcounter-offers—ZMC严格讲quote/quotation与of
6、fer不同，quote/quotation是报价，指某一商品的单价，offer是报盘，除单价外，还包括数量，交货期，付款方式等等。另外，offer比较固定，卖方价格报出后，一般不能轻易变动，而quote/quotation则不同，卖方报价后，不受约束，可以根据情况略加调整。尽管有区别，但各国商人则往往把这两个词混用。这一点要特别注意。BusinessknowledgeUnitFourQuotations,offersandcounter-offers—ZMCofferor:报盘人(Thepersonmakingt
7、heoffer).offeree:受盘人(Thepersontowhomtheofferismade)firmoffer:实盘(offerwithengagement/obligation)non-firmoffer：虚盘(offerwithoutengagement/obligation)Tips：afirmofferisusuallywithinastatedperiodoftime/validinaspecifictimeperiod.(区别实盘与虚盘的标准之一：看是否有有效期)Businessknowle
8、dgeUnitFourQuotations,offersandcounter-offers—ZMCfirmoffer:“实盘”，是指不可撤销的发盘；non-firmoffer:“虚盘”，是指在有效期之前可以撤销的报盘报实盘：Thisoffer(willremain)effective/open/valid/firmforaweekfrom…Thisofferexpires
