商务英语函电05Counter-offer
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原创商务函电 课件总结 Chapter 5 Counteroffers
Chapter 5 CounteroffersAttention Points:•国际贸易中，由于进出口双方的立场不同，对于一方的发盘，另一方不会立即接受，而是会进行还盘。
而对于还盘，很有可能出现再还盘，周而复始就构成了交易磋商的主要过程。
交易磋商的主题很多，可以是前面提到的价格，也可以是装运期，包装，支付条件，检验等等。
因此一封交易磋商函，开头（确认收到对方来函）和结尾（劝说对方接受的结尾）是一样的，主体部分还是有很大不同。
•一般而言，双方都需要让步，并尽量说服对方，出口方可以以优惠的付款方式来维持高价，或者以较早的交货期来争取较大的订单。
当然，强调产品的品质以及活跃的市场情况也是比较常见的方法。
总之，写交易磋商函的关键在于以适当的理由，从适当的角度，提出各种条件，来促进早日成交，毫无理由的拒绝和接受都是不可取的。
Specimen Letter 1To step up the trade, on behalf of our end-users, we counteroffer as follows, subject to your confirmation reaching us before the end of this month: At $26.00 per piece CFR2% Vancouver, other terms as per your letter of June 10.It is in view of our long-standing business relationship that we make you such a counter-offer. As the market is declining, we hope you will consider our counter-offer most favorable and fax us acceptance at your earliest convenience.Yours faithfully,Chinese version of the letter执事先生：真丝女衬衫感谢贵公司6月10日来函，按惯常条款向我方报盘3000打上述货物，每件35.00美元温哥华CFR价。
《外贸英语函电》Unit 5 Counter
Your price compares much higher than that we can get from elsewhere.
常用句型
句型3 还盘建议
（1）为了促进贸易，我们还盘如下：500吨核桃， 每吨600美元成本加保费欧洲主要港口。
To step up trade, we counter offer asfollows:500 tons of Walnuts at USD 600/ton CIF EMP.
Counter offer: ②v. 还盘，用法同offer 我们愿还盘100,000打挂锁(padlock)， 每打20美元CFR洛杉矶价。
We counteroffer 100,000 dozen padlocks at USD$20 per dozen CFR Los Angeles.
常用句型
5.3 Letters for example
1
A. B. Greenwood & CO., LTD 315 Lens Road
London, England
June. 4, 2007 China National Import & Export corp. Tianjin China
Dear sirs,
We thank you for your offer of 1st June for 25,000 yards of rayon / woolen mixed fabric and 23,000 yards of dyed cotton shirting.
When the receiver disagree with the offer sent to him or her and makes some changes, the changed one is called a “counter-offer”, while the original one, when expired, will be replaced by the counter offer.
常用句型
句型3 还盘建议
（1）为了促进贸易，我们还盘如下：500吨核桃， 每吨600美元成本加保费欧洲主要港口。
To step up trade, we counter offer asfollows:500 tons of Walnuts at USD 600/ton CIF EMP.
Counter offer: ②v. 还盘，用法同offer 我们愿还盘100,000打挂锁(padlock)， 每打20美元CFR洛杉矶价。
We counteroffer 100,000 dozen padlocks at USD$20 per dozen CFR Los Angeles.
常用句型
5.3 Letters for example
1
A. B. Greenwood & CO., LTD 315 Lens Road
London, England
June. 4, 2007 China National Import & Export corp. Tianjin China
Dear sirs,
We thank you for your offer of 1st June for 25,000 yards of rayon / woolen mixed fabric and 23,000 yards of dyed cotton shirting.
When the receiver disagree with the offer sent to him or her and makes some changes, the changed one is called a “counter-offer”, while the original one, when expired, will be replaced by the counter offer.
商务英语函电 还盘
Read over the letter for details :
1.
Sample Letter 1:
GRPW 1) G: Thank you for your offer of June 29 for HK brand raincoats. 2) R: a. Price To be frank with you, we like your raincoats, but your prices appear to be on the high side（价格偏高）, which would leave us little or no margin of profit （无利润空间）. b. Payment terms Besides, payment by L/C would increase our cost.
Practice（练习）
W: We hope you will be glad to confirm the above terms by email early. (Revise it into the sentence using Noun. Form)
4.
We are anticipating your early confirmation （确认）of the above terms by email.
Buyer
Inquiry (SIIW) Offer (GOVW) Counter-offer
Seller
Counter-offer
letters
GRPW Rules
1. 2. 3.
Gratitude
Your quotation letter dated--- has been received with thanks. Thank you for your quotation letter of --We do very appreciate your quotation letter of ---
外贸英语函电Chapter 5 Counteroffers
• We'd like to ask for reduction of … • Can you give us a special discount?
Case 5-a reply
• Case study
– Make a reduction – Much to our regret – Comply with
Reasons for refusal
• The price we quoted is quite low/realistic/reasonable/the best possible/most favorable • We have done a lot of business at this price • Business has been extensively done in your market
• Writing points
how to write a reply to a counteroffer
• Thanks the offeror for his offer • Refusal/acceptance
– Express at inability to accept the offeror,s offer – State the reason for non-acceptance – Reasons for acceptance
Chapter 5
Counteroffers
What is a counter-offer?
• A rejection or refusal of the offer
– In the counteroffer, the buyer may show his disagreement to the certain terms and conditions and state his own ideas instead – E.g. your offer of 15th is acceptable if the shipment time is changed from June to July this year
商务英语函电05Counter-offer
《商务英语函电》 Unit 5 Counter-offer
Specimen Letters
Knowledge Objective
Skill Objective
Warm Up
1. Buyer’s counteroffer on price of DV
Sample
Business Situational Design
3．Know the letter structures of counter-offers and counter-counter-offers
《商务英语函电》 Unit 5 Counter-offer
Knowledge Objective
Warm Up
Business Situational Design
Specimen Letters
Notes
Trade Terms and Typical Sentences
Practice Training
Skill Training
Summary of Project
Skill Objective
Skill Objective
1．Can duly deal with your clients’ offers effectively 2．Know how to deal with the counter-offers you received 3．Skilled at the tact in price negotiations
We are anticipating your early acceptance.
Yours faithfully,
《商务英语函电》 Unit 5 Counter-offer
新编商务英语函电第五单元 Counter-Offers and Replies
Company Logo
Recipient’s information:
Recipient’s name: Mr. Rashid Suzan (Manager of purchase department) Company: Sun Group Incorporation Address: No.1 Industry Road, Jakarta, Indonesia 500195 Telephone: 0031-47-26507331 Fax: 0031-47-26507332 E-mail: rashidsu@ Status: “Sun Group” is considering to place the purchase order with “Yong Ming” due to its reputation and the quality of product while still looking for a further price cut as there are many other candidates offering a much lower price.
We are glad to receive your letter of July 3, 2008 offering us six sets of water turbines at USD35,000/set CFR Sedan. However, your price is at least 10% higher than
downturn. After studying your experience and quality carefully, we would like to suggest you to reduce your price by 5%. Your acceptance to the price cut will help us greatly to finalize the order.
外贸函电 5 Counter-offer and Acceptance
the offeror’s offer. (3)State reasons for non-acceptance. (4)Make a counter-offer. (5)Urge the offeree to accept the counter-
offer
Introduction
What is an acceptance ?
Counter-offer and Acceptance
Introduction What is a counter-offer? A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree.
Making a counter-offer automatically rejects the prior offer.
Introduction
Usually, a counter-offer covers the following points:
(1)Thank the offeror for his offer. (2)Express regret at inability to accept
Language Points
5 prevailing（adj.）现行的 Prevailing price 现价 a prevailing practice 流行惯例
6 such being the case 事实既然如此 7 in a position to 能够
We are in a position to accept a special order. 我们可以接受特 殊订货。 We are not in a position to entertain your claim.我们不能接受 你们提出的索赔要求。
offer
Introduction
What is an acceptance ?
Counter-offer and Acceptance
Introduction What is a counter-offer? A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree.
Making a counter-offer automatically rejects the prior offer.
Introduction
Usually, a counter-offer covers the following points:
(1)Thank the offeror for his offer. (2)Express regret at inability to accept
Language Points
5 prevailing（adj.）现行的 Prevailing price 现价 a prevailing practice 流行惯例
6 such being the case 事实既然如此 7 in a position to 能够
We are in a position to accept a special order. 我们可以接受特 殊订货。 We are not in a position to entertain your claim.我们不能接受 你们提出的索赔要求。
外贸英语函电第五章
Counter-counter-offer :
1.We regret that we can not make any headway with your
counter-offer.
2. In view of the fact that we have done a lot of business with
5.After carefully studying your suggestion we find to our
regret that we cannot see our way clear to entertain
your counter offer, as the price we quoted leave us little margin of profit.
Encouragement :
5.We shall be pleased to receive your order, which will have our prompt and careful attention.
6.The quality is the best at the price available we offered to
6. We can assure you that we have quoted the most
favorable price and we are unable to entertain
any counter-offer . As you know that many
dealers have been pressing us repeat orders.
• Chapter Ⅴ Counter-offers
• Learning focus：
Counter offer 英语函电
4.Counter-offerDear Sirs,Thank you for your letter of March 31 offering us your “Hummer” brand vehicles.To be candid with you, we like your vehicles, but your prices appear to be on the high side as compared with those of other makes. It is understood that to accept the prices you quoted would leave us little or no margin of profit on our sales. As you know German is a developed country; its principal demand is for articles in the medium price range.We appreciate your prompt response to our enquiry and would like to take this opportunity to conclude some transactions with you we would, therefore, suggest that you make some allowance say 10% on your quoted prices so as to enable us to introduce your products to your customers. If, however, you cannot do so, then we shall have no alternative but to leave the business as it is.For your information, some parcels from Taiwan have been sold here at a much lower price. We hope you will consider our counter-offer favorably and let us have your acceptance by telex. It may interest you to know thatonce you have opened up a market here, you would have every advantage of developing a beneficial trade in the England.Yours sincerely。
外贸英语函电课件unit5
还盘信函的种类 一、买方要求降价的还盘信函
要求降价就是对价格条件的还盘,这样的 还盘信要注意表明降价的理由，例如： 报价高于当地市价；可以用较低的价格 获得类似质量的商品；可以从别的供应 商处以较低的价格购进该商品；该商品 的市场疲软等。并提出降价的幅度。
示例3
Dear Sirs,
Thank you for your letter of August 2 quoting for black tea at $1000 per case of cartons, but we regret that at this price we cannot place an order. We are working to a number of long term contracts under which it is impossible for us to revise our prices //and had your own
示例1
Dear Sirs,
We are in receipt of your letter dated on July 12, offering us 100 cases of liquor at US $400 per case on the usual terms. In reply, we regret to inform you that we find your price too high.
We regret to ..that …
We regret to say that we no longer manufacture the article you enquired about We regret to inform you that due to problems with our supplier, Item No. 10-14-71, ABC company, is not yet available.
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circumstances, if a buyer does not agree with any or some of the trade terms of a
quotation or an offer, he sends a counteroffer.
In the counter-offer, the buyer may show his disagreement to the price, or quantity, or shipment, or terms of payment and state his own terms instead. Such alternations, no matter how slight they may appear to be, signify that the original offer becomes invalid and business has to be negotiated on the renewed basis. The original offerer or the seller now becomes the offeree and he had the full right of acceptance or refusal. In the latter case, he may make another counter-offer of his own. This process can go on for many rounds till business is finalized or called off.
4．Can write a counter-offer or counter-counteroffer on price
《商务英语函电》 Unit 5 Counter-offer
Warm Up
Knowledge Objective
Skill Objective
Business Situational Design
《商务英语函电》 Unit 5 Counter-offer
Specimen Letters
Knowledge Objective
Skill Objective
Warm Up
1. Buyer’s counteroffer on price of DV
Sample
Business Situat-offer
《商务英语函电》
Knowledge Objective
Warm Up
Business Situational Design
Specimen Letters
Notes
Trade Terms and Typical Sentences
Practice Training
Specimen Letters
Notes
Trade Terms and Typical Sentences
Practice Training
Skill Training
Summary of Project
Warm Up
Making counter-offers is also an important step in business negotiations. In most
Specimen Letters Notes
Trade Terms and Typical Sentences
Practice Training
Skill Training
Summary of Project
Business Situational Design
Situation 1: You represent Mr. Adafie Abdin. You find everything in the quotation is to your satisfaction except the price. Task 1: Please make Ms. Zhao a counteroffer to ask her to reduce the price by 5%.
A counter-offer must be made clearly and concisely.
《商务英语函电》 Unit 5 Counter-offer
Business Situational Design
Knowledge Objective Skill Objective
Warm Up
Skill Training
Summary of Project
Skill Objective
Skill Objective
1．Can duly deal with your clients’ offers effectively 2．Know how to deal with the counter-offers you received 3．Skilled at the tact in price negotiations
Notes Trade Terms and Typical Sentences
Specimen Letters
Dear Sirs,
Canon Digital Videos
We have received your E-mail of June 11 offering us 1,032 sets of the subject goods at US$ 420 net per set CIF London.
Situation 2: You are Lily Zhao. You cannot entertain the counter-price for the high quality of your products. In order to step up the trade, you are willing to make a concession, i.e. to reduce your price to RMB3,100 per piece. Task 2: Try to persuade Mr. Adafie Abdin to accept your suggestion by writing him a counter- counter-offer.