商务英语还盘信函.docx

1、商务英语还盘信函竭诚为您提供优质文档/双击可除商务英语还盘信函篇一：外贸函电-还盘第六章counter-offers还盘第一节counter-offersLetters还盘信 一、Thestepsofwritingcounter-offerLetters还盘信的写作步骤 还盘（counteroffer）又称还价。指交易一方收到对方报盘后，不同意或不完全同意报盘中的内容，但又有意达成交易，为进一步洽商，便向对方提出新的条件，修改条件或其他要求，均称为还盘。还盘是对卖方的原报盘的部分或全部拒绝。在还盘信中，买方可对报盘的某些条款提出不同意见。为了向卖方表明自己的立场，买方应阐明适当的理由，继而提出

2、自己的条件。对买方的提议卖方可以接受或拒绝。如果拒绝，卖方可提出反还盘。这个过程可能有很多轮，直至最后成交或交易谈判失败。还盘是对发盘的拒绝。还盘一经做出，原发盘即失去效力，发盘人不再受其约束。还盘可以有很多轮直至成交或取消交易。在还盘时，重要的是清楚地陈述自己的观点，认真选词避免误解，这里可以参考报盘的规则。还盘信结构如下：1感谢对方的报盘；（Thankingthereaderfortheirquotation）情景搭配用语：usefulexpressionswewishtothankyouforyourletterof（感谢你方的来信）Thankyoufor（感谢）Inreplyto（回复

3、）wethankyoufor（感谢）2对不能接受报盘表示歉意；（showingyourregretfornotbeingabletoaccepttheoffer）情景搭配用语：usefulexpressionsweregrettosay（很遗憾）whilewethankyoufor（感谢但是）Regretfully（很遗憾）3说明自己不能接受报盘的理由；（statingthereasonsfornotbeingabletoaccepttheoffer）情景搭配用语：usefulexpressionsAsthemarketisdeclining（由于市场下跌）ourcustomersfindit

4、toohightoaccept.（我方客户认为太高无法接受。）someothermakescanbeeasilyobtainedatmuchlowerprices.（可以低价得到其他产品。）4阐述自己的观点，包括可以接受的条款、价格等（做具体还盘）；（statingyourownidea，includingtermsandconditionsacceptable，etc.）情景搭配用语：usefulexpressionsIfyoureduceyourpriceby（如果能降价的话）wesuggestyoureduceyourpriceby（建议你方降价）Areductionof3%willhe

5、lpuspromotetheproduct.（降价3%会帮助我方促销。）5表示希望对方考虑自己的还盘，敦促对方尽早接受，并提示一起做生意的机会。（wishingthereadertoacceptyourcounter-offer,urgingthereadertoacceptearly,andmentioningtheopportunitiesofdoingbusiness.）情景搭配用语：usefulexpressionswewishyouwillconsiderfavorably.（希望同意）weareanticipatingyourfavorable（盼你方早日肯定答复）wearesti

6、llinterestedindoingbusiness（我们还希望与你方做生意）二、TextexplanationandVocabulary课文分析和词汇1 Dearsirs,Re：counTeR-oFFeRFoRbIcYcLesThankyouforyourletterconcerningtheofferforthecaptioned1bicycles.Althoughweappreciatethequalityofyourbicycles,theirpriceistoohighforusto2accept.（提及上一封信，并直接表明自己的看法）Referringto3thesalescon

7、firmation4no.8965,youwillfindthatweordered1000bicyclesofthesamebrand5atthetermsandconditions6stipulated7inthatsalesconfirmation,butthepricewas10%lowerthanyourpresentprice.（解释还盘的原因。）sinceweplacedthelastorder,priceforrawmaterials8hasbeendecreasedconsiderably9.Retailing10priceforyourbicyclesherehasalso

8、beenreduced11by5%.Acceptingyourpresentpricewillmeangreatloss12tous,letalone13makeprofits14.（进一步说明理由。）wewouldliketoplacerepeatorders15withyouifyoucouldreduceyourpriceatleast16by1.5%.otherwise17,wehavetoshift18totheothersuppliers19foroursimilarrequest.（表明自己的立场。）wehopeyoutakeoursuggestionintoseriouscon

9、sideration20andgiveusyourreplyassoonaspossible.（希望对方考虑还盘并早日回复。）Yourstruly,讲解：第一段：Thankyouforyourletterconcerningtheofferforthecaptioned1bicycles.Althoughweappreciatethequalityofyourbicycles,theirpriceistoohighforusto2accept.1captioned标题下的。还可以说subject，意为标题下的。2Tooto太而不能。例：（1）Thispriceistoohighforustoa

10、ccept.（这个价格太高，我们不能接受。）（2）Thisseemstoogoodtobetrue.（这看起来太好了不像真的。）讲解：第二段：Referringto3thesalesconfirmation4no.8965,youwillfindthatweordered1000bicyclesofthesamebrand5atthetermsandconditions6stipulated7inthatsalesconfirmation,butthepricewas10%lowerthanyourpresentprice.sinceweplacedthelastorder,priceforr

11、awmaterials8hasbeendecreased9considerably10.Retailing11priceforyourbicyclesherehasalsobeenreduced12by5%.Acceptingyourpresentpricewillmeangreatloss13tous,letalone14makeprofits15.3.referringto关于。意思同withreferenceto，withregardto。例：Referringtoyourinquiryofmay5，weverymuchregretthat（关于你方5月5日的询盘，很遗憾）4.sales

12、confirmation销售确认书。confirmation确认，名词。例：Ifyouacceptouroffer,pleasecableusforourconfirmation.（如你能接受我方报价，请来电确认。）confirm确认，动词。后面接名词或动名词。例：weconfirmhavingreceivedyourorderno.1234.（我们确认收到你方第1234号订单。）5.brand品牌。6.termsandconditions条款。7.stipulate规定，动词。例：（1）ThecontractstipulatethatshipmentbemadeinJune.（合同规定六月份

13、装运。）（2）ItisstipulatedinoursalesconfirmationthatpaymentbemadebyL/c.（我们的销售确认书规定用信用证付款。）（3）Thesellermustpackthegoodsasstipulatedinthecontract.（卖方必须按照合同的规定包装。）8.rawmaterials原材料。名词。例：Thepriceforrawmaterialshasgoneup.（原料的价格已经上涨。）9.decrease，下降，减少。动词。例：（1）Thenumberofchildrenintheschoolhasdecreasedthisyear.（

14、在校的儿童人数有所减少。）（2）productionhasdecreasedthisyear.（今年生产下降了。）decrease名词。减少，下降。例：Therewasadecreaseinthenumberofchildreninschool.（在校的儿童人数有所减少。）10.considerably大量地。意思同substantially。例：saleshaveincreasedconsiderably.（销量大量增加。）11.retailingprice零售价。12.reduce降价，动词。reduction是其名词形式，后面接in。例：（1）Inordertoclosethisdeal

15、weshallfurtherreduce（cut）ourprice.（为了达成交易，我方将再降价。）（2）A5%reductioninyourpriceisnecessary.（应该降价5%。）reduceby减少13.loss损失，名词。动词是lose。例：（1）ourlosswasus$1200.（我们的损失是1200美元。）（2）wehavelostus$1200.（我们损失了1200美元。）14.letalone更不用说。例：（1）hecannotaffordabicycle,letaloneacar.（他连自行车都买不起，更不用说汽车了。）（2）heisnotallowedtosee

16、it,letalonetouchit.（都不允许他看，更不用说摸了。）15.makeprofit盈利。profit利润。例：wehavemadealotofprofitsthisyear.（今年我们盈利不少。）讲解：第三段：wewouldliketoplacerepeatorders16withyouifyoucouldreduceyourpriceatleast17by1.5%.otherwise18,wehavetoshift19totheothersuppliers20foroursimilarrequest.16.repeat重复（续订），名词。例：weareverygladtobea

17、bletoplacewithyouarepeatorderforAmmoniumsulphate.（能向你方续订硫铵我方很高兴。）repeat动词，再供应。例：wecanrepeatthegoods.（我们可以再次供应这些货物。）repeatorder续订货。例：shouldthistrialorderprovesatisfactorytoourcustomers,wecanassureyouthatrepeatordersinincreasedquantitieswillbeplaced.（如果这次试订货使我们客户满意的话，我们可以向你们保证将有更大数量的续订货。）17.atleast至少。

18、与之相反的是atmost最多。例：weshallplaceorderstotheamountofatleast$10,000.（我们将订购价值至少一万美元的货。）18.otherwise否则，副词。19.shift转向，动词。20.supplier供应商。例：oursupplierispressingusforimmediateshipment.（我们的供应商正在督促我们立即交货。）supply提供、供应、供货。可以是名词或动词。词组有supplysbwithsth。例：（1）wecansupplyyouwithallkindsofleathershoes.（我们能够给你们供应各种各样的皮鞋。

19、）（2）supplyexceedsdemandnow.（现在供给大于需求。）讲解：第四段：wehopeyoutakeoursuggestionintoseriousconsideration21andgiveusyourreplyassoonaspossible.21.takesth.intoconsideration考虑。意思同consider。例：pleasetakeourproposalintoconsideration.（请考虑我们的建议。）consideration考虑。名词。例：pleasegivetheaboveyourbestconsideration.（请优先考虑上述问题。）

20、译文：事由：们对标题下的自谢谢你们对标题下的自行车报价的来信。我们虽然赞赏你们自行车的质量，但价格太高不能接受。请参阅8965号销售确认书，按此销售书我方订购了相同牌号的自行车1000辆，但价格比你方现报价格低10%。自从上次订购以来，原材料价格跌落很多，这里你们自行车的零售价也下跌了5%。接受你方现时的报价意味着我们将有巨大亏损，更不用谈利润了。然而如果你们至少降价1.5%，我们非常愿意向你方续订货。否则，我们只能转向其他供应商提出类似需求。我们希望你们认真考虑我方建议，并及早答复我方。您诚挚的，三、TextexplanationandVocabulary课文分析和词汇2 Dearsirsw

21、ewritetothankyouforyourquotationof20thmarchandthesamplescuttingyouenclosed.havingcarefullyexamined1thesamples,wefeelquitesatisfiedwith2thequalityofyourgoodsandthewayinwhichyouhavehandled3ourinquiry.Itwouldbeprofitable4forbothsides5ifalong-term6businessrelationshipcouldbeestablished.（感谢对方报盘）however,o

22、urmarketingresearch7reveals8thatthepricesyouquotedappearto9beonthehighsideevenforgoodsofyourquality.goodsofsimilarquality10whicharesoldattheprevailing11levelsare3%cheaperthanyours.someofourclients12feelworried13thatacceptingsuchanofferwouldonlyleavethemwith14asmallmargin15ofprofitontheirsales.（表示遗憾并

23、解释原因）wesuggestthatyoumakesomeallowance16,say17,2%off18yourquotedprices?wefeelconfident19thattherevised20oneswouldhelpintroduceyourproductsintoourlocalmarkets.Andyoucouldalsorelyon21largevolume22ofordersfromusifourcustomersseeincreasingbenefitsfromtheirdeals.（具体还盘）pleasekindlyinformusofyourdecisionas

24、soonaspossiblebecauseweneedyourinformationtoworkout23ourimportschedule24bytheendofthismonth.（希望对方接受并尽早通知他们）Yoursfaithfully讲解：第一段：wewritetothankyouforyourquotationof20thmarchandthesamplescuttingyouenclosed.havingcarefullyexamined1thesamples,wefeelquitesatisfiedwith2thequalityofyourgoodsandthewayinwhi

25、chyouhavehandled3ourinquiry.Itwouldbeprofitable4forbothsides5ifalong-term6businessrelationshipcouldbeestablished.1.examine检查，动词。例：（1）Thedoctorexaminedhercarefully.（医生给她作了仔细的检查。）（2）Yesterdaythefiremenexaminedthegroundcarefully,butwerenotabletofindanybrokenglass.（昨天，消防队员们仔细地检查了地面，但未能找到任何碎玻璃。）2.feelsat

26、isfiedwith同besatisfiedwith对满意，感到满意。主语是人。例：（1）wearequitesatisfiedwithourorder.（我们对我方订货很满意。）（2）heissatisfiedwithourservice.（他对我们的服务感到满意。）satisfactory令人满意的。主语是事物。例：ourgoodsaresatisfactorytothem.（我们的货物令他们满意。）3.handle经营。意思同dealin。动词。例：（1）wehandletheimportandexportoftextiles.（我方经营纺织品的进出口。）（2）Thiscompanyha

27、ndlestextiles.（这个公司从事纺织品生意。）篇二：商务信函翻译(还盘)敬启者：贵方5月20日来信已收到。信中要求我们提供更优惠的条款。很遗憾，目前我们还不能提供比去年我们双方达成的条款更优惠的条款。原因在于我们的利润空间已经很小，而且我们还要保持零售价具有竞争力。尽管如此，如果贵方愿意增加少量订货，我们也愿意对某些类型的商品稍微降价。现随函附上有关商品清单，清单上说明了每种商品的合适折扣。我方承诺只要贵方订货量大，我们就会提供所列的优惠折扣。盼复。xxx敬上Dearsirormadam,Thankyouforyourletterofmay20th,requestingustopro

28、videyouamorefavorabletermforthegoods.muchaswefullyappreciateyourposition,weregrettosaythatthepricewequotedhavereflectedthefurthestwecouldgo,anditcouldbenolessthanthatwaslastyearforthereasonthatweneedtomaintainacompetitiveretailpricewhileourprofitsisquitesmall.nevertheless,wearewillingtoofferyouamore

29、profitablepriceifyoucanincreasetheorder.Atyourrequest,acatalogueofthegoodsandquotationsisattached;youwillseedetailinformationaboutthediscountsthatcouldbegiven.wepromisethatwewillprovideyouwithourmostfavorabletermsforlargerorders.Yourpromptreplyisappreciated.sincerely,xxx篇三：常用英文商务信函模板及实例目录chapter1外贸函

30、电1.资信调查creditInformation2.推销salesmanship3.建立贸易关系establishingbusinessRelations4.询盘Inquiry5.报盘offer6.还盘counter-offer7.下订单order8.接受订单Acceptingtheorder9.拒绝订单Decliningtheorder10.支付方式Termsofpayment11.催款Reminder12.更改信用证AmendingtheL/c13.理赔settlementofclaims14.代理Agencychapter2商务报告1.建议报告proposalReport2.工作进度报告

31、progressReport3.述职报告workReport4.说明报告IntroductionReport5.总结报告FinalReport6.可行性报告FeasibilityReport7.评估报告AppraisalReport8.市场调查报告InvestigationReportchapter3行政文书1.便条note2.启事Announcement3.简报briefing4.广告Advertisement5.备忘录memorandum6.介绍信LetterofIntroduction7.会议日程表Agendaofthemeeting8.会议记录minutes9.公司决议Directors?Resolutionchapter4申请函1.请假申请ApplicationforLeave2.加薪申请ApplicationforsalaryRevisi