外贸函电 counteroffercountercounter offer.docx
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外贸函电counteroffercountercounteroffer
Reviewofthepreviousclass
Exercise:
Fillintheblankswiththegivenwordsorexpressions.
1.offersubjectdeclineacceptvalid
Wecan____youbicyclesatmuchlowerprices.
Wecannotseeourwayto____youroffer.
Weregrethavingto____youroffer.
Thisofferwillremain___fortendaysfromMarch3rd.
Ourofferis____togoodsbeingunsold.
Keys:
offeracceptdeclinevalidsubject
2.placepereffectedpriceinoffersubjectto
DearSirs,
WeacknowledgereceiptofyourletterofMarch15th,andconfirmhavingfaxedyoutodayinreply,as______confirmationcopyenclosed.Youwillnotefromourfaxthat,weareinapositiontoofferyou50longtonsofTinFoilSheetsattheattractive________ofUSD135perlongtonCFRShanghaifordeliverywithinonemonthafteryou________anorderwithus.Paymentofthepurchaseistobe______byanirrevocableletterofcredit_______ourfavor,payablebydraftatsightinPoundsSterlinginLondon.
Thisofferisfirm_______yourimmediatereplywhichshouldreachusnotlaterthantheendofthismonth.Thereislittlelikelihoodofthegoodsremainingunsoldoncethisparticular______haslapsed.
Yoursfaithfully,
Answer:
per,price,place,effected,in,subjectto,offer
Asper:
按照
asperconfirmationcopyenclosed:
正如随函附上的确认副本
Longton:
英吨;长吨(等于2240磅)
TinFoilSheet:
锡箔纸tin锡foil箔
payablebydraftatsight:
凭即期汇票支付
lapse:
失效
Unit7Counter-offerandcounter-counteroffer
Part1introduction
Counter-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。
还盘实质上是对原来报盘的部分拒绝。
Counter-offerconstitutesthemainpartofbusinessnegotiations.Duringthenegotiation,manyissueswillbetalkedaboutbythesellersandthebuyers.Socounter-offersareusuallytimeconsumingandmaygomanyroundsbeforebusinessisconcludedordropped.
该词可作动词,也可作名词。
Ifourofferisnotacceptable,pleasefaxyourbestcounter-offer.
如果不能接受我方报盘,请发传真告知你方最好的还盘。
Thepriceyoucounter-offeredisunreasonable.
你方还盘价格不合理。
Counter-counteroffer:
Anegativeoruncertainreplytoacounter-offerisactuallyanothercounter-offer.Typicalexpressions:
Itisimpossibleforustoentertainyourcounter-offer.
我们不能考虑接受贵方的还盘。(entertainvt.
款待
使……有兴趣
考虑)
Thepriceyoucounter-offeredisnotinlinewiththeprevailingmarket.
贵方还盘与现行市场价格不符。(beinlinewith…符合;prevailing占优势的,普遍的,盛行的)
Thisisourrock-bottomprice;wecan’tmakeanyfurtherreduction.
这是我方的最低报价,我们不能再降价了。(rock-bottom底层的,最低的)
Weappreciateyourcounter-offerbutfindittoolowtoaccept.
谢谢贵方还盘但我方觉得太低无法接受。
Weregrettolearnthatyouhaveturneddownourcounter-offer.
遗憾得知贵方已拒绝了我方的还盘。
Part2Letter-writingGuide
1.还盘的内容
Acounter-offercanbewritteninthefollowingstructure:
1)Opentheletterbythankingtherecipientforhisoffer.
2)Declinetheoriginalofferbyprovidingtherecipientwithdetailedandreasonablereasons.
3)Putforwardthedesiredbusinessconditionsandtrytopersuadetherecipienttoacceptthem.
4)Closetheletterbyexpressingexpectationsforafavorablereply.
2.还盘信中常用的词汇及表达方式
1)Opentheletterbythankingtherecipientforhisoffer.
Thankyouforyourofferof...谢谢贵方……的发盘。
Manythanksforyourreplytoourinquiryforsteelfurniture.
很感谢贵公司对我方关于钢家具询盘的答复。
Thankyouforyourpromptreplyanddetailedquotation.感谢您的及时答复和详细报价。
ThankyouforthesamplesyousentinresponsetoourinquiryofJune8,2012.
谢谢贵公司对我方2012年6月8日询盘的答复并寄来样品。
SeealsoUnit2,3,4forotherexpressions.
2)Expressingregretatinabilitytoaccepttheofferandgivingreasonsfornon-acceptance
Muchtoourregret,wecannotentertainbusinessatyourprice,sinceitisoutoflinewiththeprevailingmarket,being20%lowerthantheaverage.
很遗憾我们不能考虑按贵方价格成交,因为贵方价格与现时市场不一致……
Wearesorrytotellyouthatwecannottakeyouupontheoffersincethepriceyouaremakingisabovethemarketlevelhereforthequalityinquestion.
很遗憾地通知贵方,我方不能接受贵方报盘,因为贵方所要求的价格高于本地同等质量产品的市场价格水平。(takeyouupon…接受你的……;sth./sb.inquestion被谈论着的……)
Weregrettoinformyouthatyourofferisunworkable,assomeparcelsofJapanesemakeshavebeensoldhereatamuchlowerprice.
很遗憾贵方报盘无法接受,因为这里有几批日本货以低得多的价格出售。(unworkable不可行的,行不通的)
Weregrettosaythatthepriceyouquotedistoohightoworkon.
很遗憾,贵方所报价格太高,无法进行下去。
3)Makingacounter-offer
Inviewofourlong-standingbusinessrelationship,wemakeyouthefollowingcounter-offer.
鉴于我们之间长期的贸易关系,特向贵方作如下还盘。
Yourpriceisonthehighsideandwehavetocounter-offerasfollows,subjecttoyourreplyreceivedbyusonorbeforeApril8,2013.
贵方价格偏高,我们不得不作如下还盘,以我方在2013年4月8日或以前收到你方答复为有效。
Yourcompetitorsareofferingconsiderablylowerpricesandunlessyoucanreduceyourquotations,weshallhavetobuyelsewhere.
你们竞争对手的报价要低很多。除非你们降价,否则我们得从他处购买。
Pleasemakeusabestpossiblecounter-offer.请给我们一个最好的还盘。
4)Hopingthecounter-offerwillbeacceptedandtheremaybeanopportunitytodobusinesstogether
Ifyouacceptourcounter-offer,wewilladviseourcustomerstobuyfromyou.
如贵方能接受我们的还盘,我们将劝用户向贵方购买。
Wehopethatyouwilltakeourcounter-offerintoseriousconsiderationandreplyverysoon.
希望贵方对我们的还盘给予认真的考虑并很快地答复我方。
Wehopeyouwillconsiderourcounter-offermostfavorablyandfaxusyouracceptanceassoonaspossible.
希望你们很好地考虑我方还盘并尽快用传真接受。
Pleasekeepusinformedofthesupplypositioninyourplace.
请随时告知你处市场的供货情况。
Exercise:
1.Choosethecorrectwordinthefollowingsentences.
1)Asweare____urgentneedofArt.No.5609,pleaseshipourorderwithoutdelay.
a.onb.ofc.ind.to
2)Ourcompanyhas30years’experience___themachineryline.
a.Onb.inc.aboutd.of
3)Youhavedelayedindispatchingustheshipping____aftershipment.
a.adviseb.instruction
c.informationd.data
4)_____yourEnquiryNo.123,wearesendingyouacatalogandasamplebookforyour reference.
a.Accordingb.Asper
c.Asd.About
2.SupplythemissingwordsintheblanksandtranslatetheletterintoChinese.
DearSirs,
Youwillbei___toknowthatwehaverecentlybroughtoutanewp___,ElectronicFaceCleaner,w____isspeciallydesignedfortheEuropeanm____.
Weares___oursamples,pricelistandfullsalespromotionalliteratureforyoutoexamine.Weares___thatitisthebestproductandsuppliedtoyouattheverylowp___.Besides,sinceyouareoneofouroldc___,wewillo___youaspeciald___of3%offthelistedpriceo___forthisthing.Pleaset___thischanceandplaceano___soon.
Yoursfaithfully
Keys:
interested;product;which;market; sending;literature;sure;price;clients;offer;discount;offered;take;order
3.Fillinthefollowingblankswithsuitablewords:
DearSirs,
Wethankyouforyourenquiry___10thSeptember___Bikes.
Enclosedpleasefindouroffer___ourForeverBrandBikesandwehopethatyouwillfindourproducts____.
_____separatecoverwearesendingyouforyourreferenceacopyofourcatalogue,inwhichareshownthevariousstylesandspecificationsoftheBikesavailable___export.
Shouldyoufindanyitemslisted__thecatalogue___interestwewouldmakeyoufurtheroffers.
Welookforwardtoyour___.
Yoursfaithfully
Keys:
of;for;for;interesting;under/by;for;in;of;reply
课本P105Exercise2,3.
课本P111Letter4,Letter6,Exercise1,2,4.
商务知识拓展:
如何对价格进行谈判
卖方说明价格上涨原因
有时价格的上升是因为国际市场行情上涨、通货膨胀或是原材料价格的上升。
•1.在过去的几个月里,世界市场铜的价格大幅度上升。
•Thepriceofcopperontheworldmarkethasgoneupconsiderablyinthepastfewmonths.
•2.价格上升是因为生产成本的上升。
•Thepriceisgoingupbecauseoftheriseincostof production.
•3.在过去的几个月中,原材料的价格几乎上升了30%,而我们的价格几乎保持不变。
Thepriceofrawmaterialshasincreasedbyalmost30%duringthepastfewmonthswhileourpricehasremainedalmostthesame.
•4.这一商品的行情一直在不断地上涨,估计价格还会进一步地上涨。
•Themarketforthisarticlehaskeptsteadilyadvancingandonemayexpectafurtherincreaseinpriceinthefuture.
•5.这一商品的国际行情呈上升趋势。
种种迹象表明,在不久的将来价格还会进一步上涨。
•Theworldmarketforthisitemshowsanupwardtrend.Thereiseveryindicationofafurtherriseinpriceinthenearfuture.
•6.正如你所知道的,全球的通货膨胀率在3%-9%之间,而我们的价格与去年相比只上升了5%。
•Asyouknow,therateofinflationaroundtheworldisfrom3%to9%whiletheriseinourpriceisonly5%comparedwithlastyear’s.
买方施加压力
取消谈判、制造和利用竞争是逼迫对方让步的两个有效的武器和策略。
•1.除非你能降价,不然成交的希望十分渺茫。
•Unlessyoucanreducetheprice,chancesforbusinessareremote.
•2.要是你坚持的话,我们就没有必要在谈下去了。
我们还不如取消这笔生意算了。
•Ifyoustandfirm,there’snopointinfurtherdiscussions.Wemightaswellcallthewholedealoff.
•3.要是你坚持原来的报价的话,我们看不出有成交的希望。
•Ifyouhangontotheoriginaloffer,wecanseenoprospectofbusiness.
•4.你们的报价没有其他的卖主所提供的报价有竞争力。
•Yourpriceisnotsocompetitiveasthoseofferedbyothersellers.
•5.我们已收到了比你方报价低得多的报价。
因此,这笔生意能否成交主要取决于你们的价格。
•Wehavereceivedoffersmuchlowerthanyours.Sobusinessdependsverymuchonyourprice.
•6.坦率地说,你们的报价比荷兰卖主的报价高出10%,比日本卖主的报价高出7%。
要是你们的报价没有竞争力的话,我们可能从荷兰或日本进口。
•Tobefrank,yourpriceis10%higherthanthatfromHollandand7%higherthanthatfromJapan.Ifyourpriceisnotsocompetitive,wemaybuyfromHollandorJapan.
打破僵局
在谈判中,如果双方都坚持自己的价格,会使谈判陷入僵局。
若要打破僵局,使谈判继续下去,可以说:
•1.为了打破僵局,我们准备降价5%。
•Tobreakthedeadlock,wearereadytoreducethepriceby5%.
•2.我建议我们大家折中一下,这样就能做成生意了。
•Isuggestwemeeteachotherhalfwaysothatthebusinesscanbeconcluded.
•3.老实说,你如果坚持自己的价格,我们是不可能成交的。
难道我们就找不到一个对双方都有利的价格吗?
•Tobehonest,ifyouinsistontheprice,wewon’tbeabletomakeadeal.Can’twefindapricethatisgoodforbothsides?
•4.为了做成这笔生意,我建议我们在价格上大家各让一半。
(折中成交、互相让步)
•Togetthebusinessdone,Isuggestwesplitthedifferenceinprice.
运用权限
在谈判中,让步是必须的。
没有适当的让步,谈判