QUOTATION，OFFER AND COUNTER-OFFER报价、报盘和还盘

Replies to inquiries concerning the prices of products or services are often called quotations or offers．An offer is usually regarded as a promise to supply goods on the terms and conditions stated．It not only quotes the price of products you want to sell，but also makes clear all the necessary terms of sales for the buyer's consideration and acceptance．

An offer can be classified into a non-firm offer and firm offer1．The former is usually indicated by means of sending catalogues，price lists，proforma invoices2 and quotations，while the latter is made when you promise to sell goods at a stated price within a stated period of time．In legal sense，non-firm offers sometimes play the function of quotations．It is subject to3 confirmation by the seller after being accepted by the buyer．But the firm offer creates a power of acceptance permitting the buyer to take it as the transformation of a promise into a contractual obligation．Therefore，once it has been accepted，it cannot be withdrawn．

If the buyer finds any terms or conditions in the offer unacceptable，he can make a counter-offer to renew the terms，negotiating with the seller．Likewise，if the seller rejects the buyer's request，he can make a counter-counter offer to discuss with the buyer．The letter of rejection should cover the expression of either thanks for the offer or quotation，or the reason and regret not being able to accept．Make your counter-offer in the reasonable and appropriate way．Finally suggest other opportunities to cooperate with a view to goodwill4 and to encoring business．The following suggestions should be borne in mind while writing letters of offers．

Writing Suggestions

Opening:an expression of thanks for the inquiry

Body:　details of prices，discounts，terms of payment，time of delivery，etc．;favorable comments on the goods

Closing:　an expression of hopes for an order

Sample Letters

a．Firm Offer for Colour TV Sets

Dear Sirs，

We acknowledge the receipt of your letter dated March 8，from which we note that you wish to have an offer from us for 2，000 colour TV sets，for shipment to Rotterdam．

In reply，we are making you，subject to your reply reaching us by April 15，the following offer:

Commodity:Beijing Brand Colour TV Set，24 inches

Quantity:2，000 sets

Quality:as per attached specification sheets

Price:as US $ 510 per set CIF C 2%5 Rotterdam

Shipment:during April/May

Payment:by confirmed，irrevocable L/C6 payable by draft7 at sight

Our colour TV sets are of top quality and reasonable price．They give users a clear and stable picture，natural vivid colour and sweet sound．We can also provide spare components and after-sales service to the customers．All our TV sets are guaranteed for one year．We trust you will take the advantage of this favourable offer and send us your acceptance at an early date．

Sincerely yours，

b．Non-firm Offer for Green Beans

Dear Sirs，

Green Beans

In reply to your letter of June 5，we have pleasure in offering，subject to our final confirmation，the captioned goods as follows:

Commodity:Green Beans

Guangdong Origin，2014 Crop

Quantity:300 metric tons

Price:at US $ 500 per metric ton FOB8 Hamburg

Packing:in ordinary second-hand gunny bags

Shipment:in August，2014

Payment:By documentary L/C9，payable by draft after 30 days．

We hope this offer will be of interest to you，and look forward to hearing from you soon．

Yours faithfully，

c．Quotation with Discounts

Dear Sirs，

In reply to your letter of 28th October，we have pleasure in enclosing a detailed quotation for office machines．Besides those advertised in Builder's Journal，our catalogue also enclosed various types of fittings and spare parts．Most types can be supplied from stock10．Two months should be allowed for their delivery．

Customers all over Europe have found our equipment easy to install and attractive in appearance．Naturally all parts replaceable，and the quotation includes prices of spare parts．We can allow a 3% discount on all orders over $ 1，000 in value．Orders exceeding $ 2，000 are subject to a 4% discount．

Any orders you placed with us will be processed promptly．

Yours sincerely，

d．Counter-offer for Prices of Shoes

Gentlemen，

Thank you for your offer of June 1 for 200 pairs of ABC Brand shoes No．15 at US $20 a pair FOQ11 Dalian．

While appreciating your kind offer，we have to say that US $ 20 a pair seems to be too high．Shoes of a similar quality to yours are being retailed at department stores here at much lower prices．

We wonder if you would kindly consider reducing the price to $ 10 a pair．If you could come down to this price level，we might be able to order 500 dozen．

Your consideration of this matter and immediate reply would be appreciated．

Yours truly，

e．Seller's Counter-counter-offer

Gentlemen，

Working Gloves

We thank you for your telegram of October 1，in which you made a counter-offer at US$ 10 per dozen CIF E12 for our Working Gloves．

We understand that the quantity you require is only 200 dozen．If you can increase it to 400 dozen，we may consider allowing you a 5% commission．

We trust you will be glad to accept the above terms，and we are expecting your acceptance before October 15．

We await your purchase orders13，which will receive our most careful and prompt attention．

Yours faithfully，