外贸函电还盘.docx

1、外贸函电还盘第六章 Counter-Offers还盘第一节 Counter-Offers Letters还盘信 一、The Steps of Writing Counter-offer Letters还盘信的写作步骤 还盘（Counter Offer）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，继而提出自己的条件。对买方的提议卖方可以接受或拒绝。如果拒绝

2、，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；（Thanking the reader for their quotation）情景搭配用语：Useful expressions We wish to thank you for your letter of（感谢你方的来信） Thank you for （感谢） In reply to（回复） We

3、 thank you for（感谢）2对不能接受报盘表示歉意；（Showing your regret for not being able to accept the offer）情景搭配用语：Useful expressions We regret to say（很遗憾） While we thank you for（感谢但是） Regretfully（很遗憾）3说明自己不能接受报盘的理由；（Stating the reasons for not being able to accept the offer）情景搭配用语：Useful expressions As the market i

4、s declining （由于市场下跌） Our customers find it too high to accept.（我方客户认为太高无法接受。） Some other makes can be easily obtained at much lower prices.（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）；（Stating your own idea，including terms and conditions acceptable，etc.）情景搭配用语：Useful expressions If you reduce your pri

5、ce by（如果能降价的话） We suggest you reduce your price by （建议你方降价） A reduction of 3% will help us promote the product.（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。（Wishing the reader to accept your counter-offer, urging the reader to accept early, and mentioning the opportunities of doing business.）情景

6、搭配用语：Useful expressions We wish you will considerfavorably.（希望同意） We are anticipating your favorable（盼你方早日肯定答复） We are still interested in doing business（我们还希望与你方做生意）二、Text Explanation and Vocabulary课文分析和词汇1Dear Sirs, RE：COUNTER-OFFER FOR BICYCLES Thank you for your letter concerning the offer for t

7、he captioned1bicycles. Although we appreciate the quality of your bicycles, their price is too high for us to2accept. （提及上一封信，并直接表明自己的看法）Referring to3the Sales Confirmation4No.8965, you will find that we ordered 1000 bicycles of the same brand5at the terms and conditions6stipulated7in that Sales Con

8、firmation, but the price was 10% lower than your present price. （解释还盘的原因。）Since we placed the last order, price for raw materials8has been decreased considerably9. Retailing10price for your bicycles here has also been reduced11by 5%. Accepting your present price will mean great loss12to us, let alon

9、e13make profits14. （进一步说明理由。）We would like to place repeat orders15with you if you could reduce your price at least16by 1.5%. Otherwise17, we have to shift18to the other suppliers19for our similar request. （表明自己的立场。）We hope you take our suggestion into serious consideration20and give us your reply a

10、s soon as possible.（希望对方考虑还盘并早日回复。）Yours truly, 讲解：第一段：Thank you for your letter concerning the offer for the captioned1bicycles. Although we appreciate the quality of your bicycles, their price is too high for us to2accept.1captioned标题下的。还可以说subject，意为标题下的。2Tooto太而不能。例：（1）This price is too high for

11、 us to accept. （这个价格太高，我们不能接受。）（2）This seems too good to be true. （这看起来太好了不像真的。）讲解：第二段：Referring to3the Sales Confirmation4No.8965, you will find that we ordered 1000 bicycles of the same brand5at the terms and conditions6stipulated7in that Sales Confirmation, but the price was 10% lower than your p

12、resent price. Since we placed the last order, price for raw materials8has been decreased9considerably10. Retailing11price for your bicycles here has also been reduced12by 5%. Accepting your present price will mean great loss13to us, let alone14make profits15.3. referring to关于。意思同with reference to，wi

13、th regard to。例：Referring to your inquiry of May 5，we very much regret that（关于你方5月5日的询盘，很遗憾）4. Sales Confirmation销售确认书。confirmation确认，名词。例：If you accept our offer, please cable us for our confirmation.（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：We confirm having received your order No. 1234.（我们确认收到你方第

14、1234号订单。）5. brand品牌。6. terms and conditions条款。7. stipulate规定，动词。例：（1）The contract stipulate that shipment be made in June. （合同规定六月份装运。）（2）It is stipulated in our Sales Confirmation that payment be made by L/C. （我们的销售确认书规定用信用证付款。）（3）The seller must pack the goods as stipulated in the contract.（卖方必须按照

15、合同的规定包装。）8. raw materials 原材料。名词。例：The price for raw materials has gone up. （原料的价格已经上涨。）9. decrease ，下降，减少。动词。例：（1）The number of children in the school has decreased this year. （在校的儿童人数有所减少。）（2）Production has decreased this year. （今年生产下降了。）decrease 名词。减少，下降。例：There was a decrease in the number of ch

16、ildren in school. （在校的儿童人数有所减少。）10. considerably 大量地。意思同substantially。例：Sales have increased considerably. （销量大量增加。）11. retailing price 零售价。12. reduce降价，动词。reduction是其名词形式，后面接in。例：（1）In order to close this deal we shall further reduce（cut）our price.（为了达成交易，我方将再降价。）（2）A 5% reduction in your price is

17、necessary. （应该降价5% 。）reduceby减少13. loss 损失，名词。动词是lose。例：（1）Our loss was US$1200. （我们的损失是1200美元。）（2）We have lost US$1200. （我们损失了1200美元。）14. let alone 更不用说。例：（1）He can not afford a bicycle, let alone a car. （他连自行车都买不起，更不用说汽车了。）（2）He is not allowed to see it, let alone touch it. （都不允许他看，更不用说摸了。）15. mak

18、e profit 盈利。Profit 利润。例：We have made a lot of profits this year. （今年我们盈利不少。）讲解：第三段：We would like to place repeat orders16with you if you could reduce your price at least17by 1.5%. Otherwise18, we have to shift19to the other suppliers20for our similar request.16. repeat重复（续订），名词。例：We are very glad to

19、 be able to place with you a repeat order for Ammonium Sulphate. （能向你方续订硫铵我方很高兴。）repeat动词，再供应。例：We can repeat the goods. （我们可以再次供应这些货物。） repeat order续订货。例：Should this trial order prove satisfactory to our customers, we can assure you that repeat orders in increased quantities will be placed.（如果这次试订货

20、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. at least 至少。与之相反的是at most最多。例：We shall place orders to the amount of at least $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：Our supplier is pressing us for immediate shipment. （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supply s

21、b with sth。例：（1）We can supply you with all kinds of leather shoes. （我们能够给你们供应各种各样的皮鞋。）（2）Supply exceeds demand now. （现在供给大于需求。）讲解：第四段：We hope you take our suggestion into serious consideration21and give us your reply as soon as possible.21. take sth. into consideration 考虑。意思同consider。例：Please take o

22、ur proposal into consideration. （请考虑我们的建议。）consideration考虑。名词。例：Please give the above your best consideration.（请优先考虑上述问题。）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

23、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、Text Explanation and Vocabulary课文分析和词汇2 Dear SirsWe write to thank you for your quotation of 20th March and the samples cutting you enclosed. Having carefully examined1the samples, we feel quite satisfied with2the quality of

24、 your goods and the way in which you have handled3our inquiry. It would be profitable4for both sides5if a long-term6business relationship could be established. （感谢对方报盘）However, our marketing research7reveals8that the prices you quoted appear to9be on the high side even for goods of your quality. Goo

25、ds of similar quality10which are sold at the prevailing11levels are 3% cheaper than yours. Some of our clients12feel worried13that accepting such an offer would only leave them with14a small margin15of profit on their sales. （表示遗憾并解释原因）We suggest that you make some allowance16, say17, 2% off18your q

26、uoted prices? We feel confident19that the revised20ones would help introduce your products into our local markets. And you could also rely on21large volume22of orders from us if our customers see increasing benefits from their deals. （具体还盘）Please kindly inform us of your decision as soon as possible

27、 because we need your information to work out23our import schedule24by the end of this month. （希望对方接受并尽早通知他们）Yours faithfully讲解：第一段：We write to thank you for your quotation of 20th March and the samples cutting you enclosed. Having carefully examined1the samples, we feel quite satisfied with2the qua

28、lity of your goods and the way in which you have handled3our inquiry. It would be profitable4for both sides5if a long-term6business relationship could be established.1. examine 检查，动词。例：（1）The doctor examined her carefully. （医生给她作了仔细的检查。）（2）Yesterday the firemen examined the ground carefully, but wer

29、e not able to find any broken glass. （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. feel satisfied with同be satisfied with对满意，感到满意。主语是人。例：（1）We are quite satisfied with our order. （我们对我方订货很满意。）（2）He is satisfied with our service. （他对我们的服务感到满意。）satisfactory 令人满意的。主语是事物。例：Our goods are satisfactory to them. （我们的货物令他

30、们满意。）3. handle 经营。意思同deal in。动词。例：（1）We handle the import and export of textiles. （我方经营纺织品的进出口。）（2）This company handles textiles. （这个公司从事纺织品生意。）4. profitable 形容词，有利润的。例：（1）This business is profitable. （这种生意有利可图。）（2）The contract is profitable. （这个合同有利润。）5. both sides 双方side在这里指一方，同party。例：Satisfaction of both sides can lead to business. （双方满意能成交生意。）6. long-term长期的。短期的是short-term。例：（1）They have applied to the bank for a long-term loan. （他们向银行申请了长期贷款。）（2）Our long-term goal is to become the largest importer in this city. （我们的长期目标是成为这个城市的最大进口商。）讲解：第二段：However, our