商务英语函电实训unit 7 Counter Offer
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国际商务函电第七章Unit07 Counter-offers
Unit Seven Counter-offers (还盘)
New Words & Expressions
7. out of line 不合理的，不相符的 Should your price be found out of line, they may turn to others for their requirements. 如果你方的价格不合理，他们也许会向别人购 买。 out of line with 与…不相符，与…脱节 What you asked is quite out of line with the present market here. 你方的要求与此地的现行市场行情不符。
Unit Seven Counter-offers (还盘)
Introduction
Definition of a counter-offer:
还盘，又称还价，是受盘人对发盘内容不完全同 意而提出修改或变更的表示。 在还盘时，对双方已经同意的条件一般毋需重复 列出。 进行还盘时，可用“还盘”术语。
Unit Seven Counter-offers (还盘)
New Words & Expressions
8. acknowledge v.t. 承认；告知收到(信件、礼物 等) We acknowledge the receipt of your letter of October 1. 我方收到了你方10月1日的来信。 It is universally acknowledged that the quality of our products is of first-grade. 大家一致公认我方产品的质量是一流的。
Unit Seven Counter-offers (还盘)
商务英语函电unit 7 counter-offer letters
However, our marketing research reveals that the prices you quoted appear to be on the high side even for goods of your quality. Goods of similar quality which are sold at the prevailing levels are 3% cheaper than yours. Some of our clients feel worried that accepting such an offer would only leave them with a small margin of profit on their sales. （表示遗憾并解释原因）
Sample letter 1: Buyer making a counter-offer on price
Dear …,
RE: COUNTER-OFFER FOR BICYCLES Thank you for your letter concerning the offer for the captioned bicycles. Although we appreciate the quality of your bicycles, their price is too high for us to accept. （提及上 一封信，并直接表明自己 our suggestion into serious consideration and give us your reply as soon as possible.（希望对方考虑还盘并早日回复。）
Yours sincerely,
Sample letter 2: Buyer asking for a price reduction
Lesson 7 A Counter-offer
关于降价
This is our rock bottom price. We wouldn’t make any further concessions. 这已是我们的最低价，我们不能再让步了。 We wouldn’t make any profits at the price you offered. 以你方所报的价格，我们将无利可图。
Although its quality has already measured up to our customer’s requirement, it still needs price advantage in order to open up a market here. Otherwise it can hardly compete against the established brands. 尽管质量上虽然已经达到客户要求，但 要想在我地市场打开销路，必须还要具备价 格优势，否则是很难与一些老牌产品竞争的。
Language Points
measure up to 符合，达到 we think that the quality of other products does not measure up to that of ours. 我们认为其他产品的质量比不上我们的。
In view of this, our customers request you to reduce your original price by 10%. Please consider this and give us a prompt reply. 鉴于此，我方客户建议将原报价减10%。 请考虑并作及时答复。
关于降价
外贸函电unit7
expresses the hope
Business Correspondence
Unit 7
Letter-2 The seller’s acceptance
acknowledgment
Dear Sirs, We conform having your email of May 17, asking us to make a 10% reduction in our price for Men’s Shirts. Much to our regret, we find it intolerable to comply with your request because ours is the best possible price if you take the quality into consideration. However, in order to develop our market in your place, we have decided to accept your counter as an exceptional case. We hope we can conclude a contract before long and await your prompt reply. Yours truly
Business Correspondence
Unit 7
Letter-1 Seller’s Acceptance
acknowledgment
Dear Sirs, Thank you for your letter of May 18 for cotton shirts. We are pleased to inform you that we accept your counteroffer.
外贸函电 counter-offer counter-counter offer
Review of the previous classExercise: Fill in the blanks with the given words or expressions.1. offer subject decline accept validWe can ____ you bicycles at much lower prices.We can not see our way to ____ your offer.We regret having to____ your offer.This offer will remain ___ for ten days from March 3rd.Our offer is ____ to goods being unsold.Keys:offer accept decline valid subject2. place per effected price in offer subject toDear Sirs,We acknowledge receipt of your letter of March 15th, and confirm having faxed you today in reply, as ______ confirmation copy enclosed. You will note from our fax that, we are in a position to offer you 50 long tons of Tin Foil Sheets at the attractive________ of USD 135 per long ton CFR Shanghai for delivery within one month after you ________ an order with us. Payment of the purchase is to be ______ by an irrevocable letter of credit _______ our favor, payable by draft at sight in Pounds Sterling in London.This offer is firm _______ your immediate reply which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular ______ has lapsed.Yours faithfully, Answer：per, price, place, effected, in, subject to, offerAs per：按照as per confirmation copy enclosed：正如随函附上的确认副本Long ton：英吨；长吨（等于2240磅）Tin Foil Sheet：锡箔纸 tin 锡 foil 箔payable by draft at sight：凭即期汇票支付lapse：失效Unit 7 Counter-offer and counter-counter offerPart 1 introductionCounter-offer：还盘，指买方建议卖方修改报盘中的某些条款，并且向卖方陈述自己的条款。
Unit seven 外贸函电
Acknowledge a first order
“First orders”, that is orders from new customers, should most certainly be acknowledged by letter.(用信函确认） A reply to a first order should cover the following particulars: 1. you are much honored 2. The quality of your products and your service are assured 3. you also handle other similar products of the same high quality as the goods ordered 4. you hope to establish long-term business relations with him on the basis of equality and mutual benefit
E-mail 2
A letter to place an order + Order Form 1. To state the willingness to order 2. to indicate other conditions and terms 3. the Order Form a. name and address b. order No. and date c. quantity d. descriptions of goods e. article No. f. unit prices g. mode of packing h. date of shipment i. terms of payment
外贸函电 报价,报盘,还盘Unit7 Quotation,offer,counter-offer
批注本地保存成功开通会员云端永久保存去开通
Review---Enquiry
Dear Sirs, We refer to your advertisement in the latest issue of “The International Trade News” concerning cotton bed-sheets and pillowcases. We are one of the largest importers of textiles and have many branches in the States; we believe there is a promising market in our area for moderately priced goods of the kind mentioned. Please send us your catalogue and best terms for the products. When quoting, please state your earliest shipping time, terms of payment, and discounts for the items on the estimated sheet enclosed, giving your lowest possible C.I.F. San Francisco prices. If the prices are competitive, we are going to place a large initial order with you. Your prompt attention to this matter would be appreciated. Truly yours,
Review---Enquiry
Dear Sirs, We refer to your advertisement in the latest issue of “The International Trade News” concerning cotton bed-sheets and pillowcases. We are one of the largest importers of textiles and have many branches in the States; we believe there is a promising market in our area for moderately priced goods of the kind mentioned. Please send us your catalogue and best terms for the products. When quoting, please state your earliest shipping time, terms of payment, and discounts for the items on the estimated sheet enclosed, giving your lowest possible C.I.F. San Francisco prices. If the prices are competitive, we are going to place a large initial order with you. Your prompt attention to this matter would be appreciated. Truly yours,
unit seven Counter-Offers and Counter-Counter Offers
5. In view of , considering 鉴于
• 4. have a hard time : have the difficulty in doing sth • 5. Convince, to persuade, 说服 • 6. keen / cut－throat/ severe/ intense/ serious/ stiff/strong/ tough competition 激烈的竞争 • 7.reduce, reduction减少 ①表示减少百分比+by (increase, decrease) eg: we shall reduce our price by 5% ②说明在哪方面减少+in eg: buyers ask for a reduction in price ③ 如果把价格降低到一定水平可+to eg: business is impossible unless you reduce your price to 50$ per metric
Part two:
lines for writing counter-offer letters
When an offer is received, if should be answered quickly. If you are unable to make a Definite answer immediately, drop the seller a few lines telling him that you are studying the offer at moment and will reply to him soon. the purpose of your counter offer letter is to persuade the offerer into accepting your proposals. So you have to draft your counter offer letter carefully and tactfully
Unit 7Quotations, Offers and Counter-offers
品名 Co mmo di ty 规格 Spe ci fic at io n M od el N o . 8 901 M od el N o . TS 0 0 1 数量 Q uan ti ty M in im u m ord er 2 000 k g . 2 000 sets 单价 Uni t Pri ce C IF L iv erpo ol S tg. ￡ 15 per k ilo S tg. ￡ 15 per set
报 价 单
Commodity Specification
Q UO TAT IO N
To : G lob al Tea B a gs (P v t) L td
日期
D ate M a y 8 , 2 004
兹报供下列商品, 均以我方最后确认为准 The fo llo wing articles are quoted sub ject to o ur final confirmation:
实盘与虚盘的区别主要是： 实盘是 向特定的目标发送的；有明确的 价格、 报价有效期限、发运、支付条款等等； 有时还会承诺自己受本次发盘的约束。 而虚盘则与广告类似，或者规定不明确。 另外，当对方有足够的理由相信这是实 盘的话，法律上就认定这是实盘了。
Z h e jia n g C a iy u n jia n T e a C o ., L t d .
Specimen letter 7-1
We have recently received a number of enquiries for your light-weight raincoats and have good reason to believe that we could place regular orders with you provided your prices are competitive. ……
报 价 单
Commodity Specification
Q UO TAT IO N
To : G lob al Tea B a gs (P v t) L td
日期
D ate M a y 8 , 2 004
兹报供下列商品, 均以我方最后确认为准 The fo llo wing articles are quoted sub ject to o ur final confirmation:
实盘与虚盘的区别主要是： 实盘是 向特定的目标发送的；有明确的 价格、 报价有效期限、发运、支付条款等等； 有时还会承诺自己受本次发盘的约束。 而虚盘则与广告类似，或者规定不明确。 另外，当对方有足够的理由相信这是实 盘的话，法律上就认定这是实盘了。
Z h e jia n g C a iy u n jia n T e a C o ., L t d .
Specimen letter 7-1
We have recently received a number of enquiries for your light-weight raincoats and have good reason to believe that we could place regular orders with you provided your prices are competitive. ……
外贸函电 counter-offer
Could you reduce the price by, say 20%?
reduce
to/by
Please reduce the price by $20.
请将价格降低20美元。
Please reduce the price to $20.
请将价格降至20美元。
reduce
如果你方能将价格降至每个5美元，我们 将大量订购。
be out of line with
与…不一致
Your price is out of line with the prevailing international market.
你方的价格与现行市场价格不一致。
be in line with
与…一致
In order to enlarge the sales, our price should be in line with the world market.
Introduction
Definition of a counter-offer (还盘):
A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer.
Байду номын сангаас
The buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. The effect of a counteroffer is that the original offer is no longer valid, and the offeree now becomes the offeror as the counteroffer becomes the new offer.
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• Our offer is reasonable and realistic. It comes in line with the prevailing market. 我方的报价是合理的、现实的，符合当前市场的价格水平。
• If you insist on your price and refuse to make any concession, there will be not much point in further discussion. 如果你方坚持自己的价格，不作让步，我们没有必要再谈下去了。
Unit 7 Counter Offer
Useful Expressions
Unite think your offer is too high, which is difficult for us to accept. 我们认为你方的报价太高了，我方难以接受。
• Let's have your counteroffer. 请还个价。
Useful Expressions
Unit 7 Counter Offer
• We make a counter-offer to you of $150 per metric ton F.O.B. London. 我们还价为每公吨伦敦离岸价150美元。
• Your counteroffer is too low and we can‘t accept it. 你方还价太低了，我方无法接受。
• It‘s absolutely out of the question for us to reduce our price to your level. 我们不可能将价格降到你方所要求的那样低。
• We can't accept your offer unless the price is reduced by 5%. 除非你们减价5%，否则我们无法接受报盘。
The End
• If you insist on your price and refuse to make any concession, there will be not much point in further discussion. 如果你方坚持自己的价格，不作让步，我们没有必要再谈下去了。
Unit 7 Counter Offer
Useful Expressions
Unite think your offer is too high, which is difficult for us to accept. 我们认为你方的报价太高了，我方难以接受。
• Let's have your counteroffer. 请还个价。
Useful Expressions
Unit 7 Counter Offer
• We make a counter-offer to you of $150 per metric ton F.O.B. London. 我们还价为每公吨伦敦离岸价150美元。
• Your counteroffer is too low and we can‘t accept it. 你方还价太低了，我方无法接受。
• It‘s absolutely out of the question for us to reduce our price to your level. 我们不可能将价格降到你方所要求的那样低。
• We can't accept your offer unless the price is reduced by 5%. 除非你们减价5%，否则我们无法接受报盘。
The End