Concetti Chiave
- Transactions are based on a contract of sale, involving stages like enquiry, offer, order, confirmation, execution, and payment.
- Enquiries are the first step in a transaction, requesting information and quotations, and can be made through various channels like letters or trade exhibitions.
- Offers, which can be solicited or unsolicited, provide potential customers with detailed information about goods in response to enquiries.
- Quotations encompass price lists and additional costs such as transport and insurance, often guided by internationally recognized Incoterms.
- Incoterms define delivery terms and obligations, detailing responsibilities for cost and risk between sellers and buyers.
Transaction
Transactions take place on the basis of contract of sale. This is the selling and buying of goods between firms. Between seller and buyer are the terms. The principal stage of a transaction are: Enquiry, offer, order, confirmation of the order, execution of the order and payment.Enquiries
First stage of a transaction is an enquiry. The enquiry is a request for general information and quotations.
Enquiries can be made by letter, by specially printed form, or verbally ti a sales representative over the telephone or at a trade exhibition. The names and addresses of suppliers may be obtained from: directories, catalogues, specialized magazines, Chambers of Commerce, ecc...Offers
Offers can be solicited or unsolicited. They are solicited when they consist in replies to enquiries. They are ansolicited when they consist in promotional or sales letters. Companies generally pay prompt attention to enquiries, supplying potential costumers with offers containing full information about goods.Quotations
Quotations include the price-list and other cost such as transport, freight, insurance and duties. The terms related to delivery are codified in an agreement recognized worldwide and called Incoterms.Incoterms: ex works, free carrier, free alongside ship, free on board, cost and freight; cost, insurance and freight, carriage paid to, carriage and insurance paid to, delivered at frontier, delivered ex ship, delivered ex quay, delivered duty unpaid, delivered duty paid.
Ex works: the quoted price simply covers the cost of the goods at the seller’s premises. The buyer bears all costs and risks.
Free carrier: It means that the seller must hand over the goods, cleared for export.
Free alongside ship: it means that the seller must place the goods alongside the vessel on the quay or in lighters at the named port of shipment.
Carriage paid to: It means that seller pays the freight for the carriage of the goods to the named destination.
Delivered at frontier: It means that the seller must make the goods available to the buyer , cleared for export, at the named point and place at the frontier.
Delivered ex ship: It means that the seller has the obligation to make the goods available to the buyer on board the ship at the named port of destination.
Delivered ex quay: It means that the seller has the obligation to make the goods available to the buyer on the quay at the named port of destination, cleared for import.
Delivered duty paid: the seller must deliver the goods at the named place in the country of importation. The seller bears all the risks and costs including import duties or taxes.
Domande da interrogazione
- What are the main stages of a commercial transaction?
- How can enquiries be made in a commercial transaction?
- What distinguishes solicited offers from unsolicited offers?
- What are Incoterms and why are they important in quotations?
A commercial transaction typically involves several key stages: enquiry, offer, order, confirmation of the order, execution of the order, and payment.
Enquiries, the first stage of a transaction, can be made through letters, specially printed forms, or verbally to a sales representative over the phone or at trade exhibitions.
Solicited offers are responses to enquiries, while unsolicited offers are promotional or sales letters sent without a prior request.
Incoterms are internationally recognized terms that define the responsibilities of buyers and sellers in the delivery of goods, covering aspects like transport, freight, insurance, and duties. They are crucial for clarity in quotations.
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