UnitTwoPage261)AUD100perdozenEXWGuangzhou2)CAD200perkilogramFCAGuangzhou3)EUR137persetFOBShanghai4)JPY597perunitFASShanghai5)HKD167perpieceCFRHongKong6)SGD463permetrictonCIFSingapore7)USD800persetCPTGeneva8)SFr2629perkilogramCIPGeneva9)USD325persetdeliveredatSino-Mongolianfrontier10)EUR317perpieceDESMarseilles11)GBP500perunitDEQLondon12)EUR386permetrictonDeliveredat5MapleRoad,Bonn,DutyPaid13)EUR1000permetrictondeliveredat5MapleRoad,Bonn,DutyUnpaidListentoapassageandfillintheblanks1.Anofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmofferwhichapromisetosellgoodsatasatedprice,usuallywithinastatedperiodoftimeoranon-firmofferwhichismadewithoutengagementandissubjecttotheseller’sconfirmation.Usuallyanofferwillincludethefollowing:1)nameofthegoods,2)qualityorspecifications,3)quantity,4)detailsofprices,5)discounts,6)termsofpayment,7)timeofshipment,and8)packingsoastoenablethebuyertomakeadecision.Abuyermayrejectthetermsandconditionsinthenon-firmofferandcounter-offerhisowntermsandconditions.Thisprocessofoffer--counter-offer--counter-counter-offeristheprocessofbargaining.Page26-282.offer/goods/firmoffer/non-firmoffer/qualityorspecification/detailsofprices/termsofpayment/packing/buyer/counter-offer/offer-counter-offer/counter-counter-offer/exporting/revenue/appropriatepricing/establishrelevantmarketdata/aparticularmarketarea/adjustprices/supplyanddemand/risingorfalling/profitmargin/thequalityandquantityofproducts/fluctuation3.quotesaprice/taxes/grossprices/netprices/legallybiding/whenpricestendto/aresubjecttochange/handthegoodsforcertaintime/toprotecttheirreputation/discounts/atradediscount/aquantitydiscount/adiscount/aloyaltydiscountPartIIIPages35~381.100cases/5kilograms/USD25/CFREuropeanmainports/September,2002/fivedays/2.50,000tons/USD2253.200kilograms/USD120/FOBShanghai4.subjecttoourfinalconfirmation/8111PureSilkFabrics/382913-AB/30*36/50,000yards/inwoodencases/USD3.7peryardCIFLondon/inthreeequalmonthlyinstallments/March23,2002/beopened30daysbeforethetimeofshipment5.letter/reply/June1/offer/80metrictons/2002Crop/USD765permetricton/June/transshipment/termsandconditions/insurance/130%Listentothreeparagraphsandfillinthebanks1.counter-offer/offer/sellers/consider/2.buyers/bid/price/commodity/made3.anintermediary/themoney/twopercentofcommission/pricereduction/specialdiscount/promotingandexpandingsales/excludedfromtheexportpriceTranslation1）A：这是我方1000箱茉莉花茶的报盘。A：Hereisourofferfor1000casesofjasminetea.B：你方报价实在是太高了，我方很难销售。B：Well,yourpriceistoohigh.It’llbeverydifficultforustomakeanysales.A：可你得知道近来茉莉花茶的价格看涨。A：Youmustbeawarethatthepriceofjasmineteahasbeenincreasing.B：可是越南供货商的价格比你方的要低些。B：ButVietnamesesuppliersgivealowerpricethanyours.A：同行公认中国茉莉花茶质量上乘。A：EveryoneinthetradeknowsthatChinesejasmineteaisfarmoresuperior.B：我不否认中国茉莉花茶的质量，但市场竞争很激烈，许多供应商实际上还在削价，以获得更大的市场份额。B：Idon’tdenythequalityofyourjasminetea.Butcompetitioniskeen.Manysuppliersareinfactcuttingtheirpricestotrytogetalargemarketshare.A：迄今为止，我方的商品能够应付这种竞争，我们手头已有很多订单，还会有客户向我们下订单。这一点可以说明我公司的产品具有竞争力，我方的报价是有吸引力的。A：Sofar,ourproductcanhandlethecompetitionwell.We’vehadmanyordersandmorearecoming.Itjustshowsthato...
