INITIAL QUOTATIONS

INITIAL QUOTATIONS

Initial quotes begin with a "request for quotation" (RFP) sent by the importer to the exporter or with an unsolicited offer from the exporter. A simple letter or telex can be a request for a quotation. Figure 2-1 shows a sample letter of inquiry.
A pro forma invoice is often the document you would use to respond to a request for pricing information. The pro forma invoice, a normal invoice document visibly marked "Pro Forma", is the method you would use most often to initiate negotiations. Its purpose is to describe in advance certain items and details. Once accepted by the purchaser, it becomes a binding sales agreement or legal contract, and the seller is bound to the terms stated. Carefully think through any terms entered on this document. Figure 2-2 is an example of a pro forma invoice.
Pro forma Invoice A provisional invoice forwarded by the seller of goods prior to a contemplated shipment advising the buyer of the kinds and quantities of goods to be sent, their value, and important specifications (weight, size, etc.).

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