Internationaltradepractice04.pptx
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1、ContentLaunching a Profitable TransactionBusiness Negotiation and Establishment of ContractImplementing the ContractLaunching a Profitable TransactionMarket ResearchSourcing ContactsBusiness Negotiation and Establishment of ContractEnquiryOfferValidation,Withdrawal and Revocation of an Offer Counter
2、-OfferAcceptanceConclusion of a ContractEnquiryInquiry upon the terms of trade Can be made by either the seller or the buyer Not binding upon either party Can be made to more than one client A sales opportunity to foster a potential long-term relationshipEnquiryAn enquiry includes the commoditys nam
3、e,quality,mode,the desired quantity and delivery date etc.e.g.:One of our clients in Odense is in the market for a parcel of 50 metric tons Bitter Apricot Kernels of 2002 crop and we,therefore,would ask you to make us your best possible firm offer on CIFC2%Odense basis,stating terms of payment and t
4、he earliest date of shipment.OfferA proposal of terms and conditions presented in a potential contract by one party called the offeror,to another party,called the offeree.Can be made by either party.Buying offer;book;order;bid Offer with engagement and offer without engagementOffer with EngagementTh
5、e kind of offer in which the offerors intention of making a contract is definitely indicated,and under which the offeror cannot revoke or amend when he has offered during the validity of the offer.Once unconditionally accepted by the offeree within its validity,it is binding upon both parties.Also c
6、alled“firm offer”,“irrevocable offer”An offer with engagement must be clear,complete and final.It should include:A detailed description of the item Price,currency Packaging Minimum or maximum quantity Quality Shipping date,mode Terms of payment A timeframe during which the offer is available.Offer w
7、ithout EngagementAn offer which is unclear,incomplete or with reservations.It is not binding upon both parities.Indicative expressions:“reference price”,“subject to our final confirmation”,“subject to being unsold”,“subject to change without notice”,etc.Validation,Withdrawal and Revocation of an Off
8、er According to CISG:An offer becomes effective when it reaches the offeree.An offer,even if it is irrevocable,may be withdrawn if the withdrawal reaches the offeree before or at the same time as the offer.Until a contract is concluded an offer may be revoked if the revocation reaches the offeree be
9、fore he has dispatched an acceptance.However,an offer cannot be revoked:(a)if it indicates,whether by stating a fixed time for acceptance or otherwise,that it is irrevocable;or(b)if it was reasonable for the offeree to rely on the offer as being irrevocable and the offeree has acted in reliance on t
10、he offer.An offer,even if it is irrevocable,is terminated when a rejection reaches the offeror.Counter-offerAn offer made by an offeree to an offeror,accepting some terms and changing other terms.Can be made verbally or in writing Virtually a rejection of the offer and a new offer A reply to an offe
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