外贸函电第二版-Unit 06 还盘和接受
商务信函还盘
商务信函还盘篇一：外贸函电实例：询盘发盘还盘接受1. 永康盛辉公司的Frank Luo收到美国Sunshine Trading Co., Ltd. 经理Adam初次询盘并按其要求及时寄出商品目录和价目单Dear Adam,We thank you for your letter asking for our new catalogues and shall be glad to enter into business relations with your firm.Complying with your request, we are sending you under separate cover our latestcatalogues and pricelist covering our exports available at present and hope that youwill find many items in it whichinterest you.We look forward to receiving your inquiries soon.Sincerely,Frank2. 美国客商在收到材料后，表示对其中三款角磨机感兴趣并寻问Frank Luo能否报FOB价，最惠价，最低订货量等问题。
Dear Frank,Thanks for your information. We are interested to buy large quantities of Angle Grinder and shall appreciate it if you would give us the best FOB Ningbo price.I havenow listed below the models that are of interest:AG105L, AG203S, AG880HPlease send us some samples for testing. We will pay the sample fees.How about MOQ?We are waiting for your reply.Best Regards,Adam3. 收到询盘后，Frank Luo给美国客商做了回复。
《外贸英语函电》(第二版)习题答案
《外贸英语函电》（第二版）习题答案Chapter 1 key to exercises1. Translate the following terms.（1）inside address 封内地址（2）salutation 称呼（3）complimentary close 结尾敬语（4）Ref. No. 参考编号（5）enclosure 附件（6）P.O.Box 邮箱（7）postscript 附言（8）full block style 齐头式2. Answer the following questions.（1）How many formats of business letters do we use today? What are they?Three formats are used in writing business letter. They are full block style, modified block style and indented style.（2）What are the standard parts of a business letter?There are seven standard parts which includes letterhead, date, inside address, salutation, body of the letter, complimentary close and signature.（3）What kinds of information should be written on an envelop? And what are their positions?The information of the sender and the receiver should be written on an envelop. The information of the sender is at the top-left corner, while the information of the receiver is almost in the middle of the envelop.3. Complete the structure of the following business letter which is with full block style and write down the names of the missing parts in the boxes.Date Body of the letter Complimentary closeChapter 2key to exercises1.Translate the following terms.(1) 传真信号; (2) 传真机储存器已满; (3) 电子邮件; (4) 通信错误，传输信号不好;(5) 接收方传真机忙，传真机重拨2.Translate the following sentences into English.(1)We have to apologize to you for not answering your letter in time.(2)Please confirm the order and e-mail a shipping schedule.(3)As soon as the goods are available, we’ll inform you by fax.(4)If you find our offer acceptable, please fax us for confirmation.(5)We are e-mailing you to enquire whether you’d be willing to establish business relation s with us.3.Translate the following sentences into Chinese.(1)如果存取文件有任何问题请和我联系。
徐美荣外贸英语函电第二版课后练习参考答案详解完整版
外贸英语函电课后练习参考答案（中英文对照版）名词解释二、Establish business relations建立商务关系Import进口Export出口Importer进口商Exporter出口商Commercial counsellor’s office商务参赞处Chamber of commerce商会Credit standing资讯状况三、Inquiries询价First inquiry初次询价General inquiry一般询价Specific inquiry具体询价Commission佣金Delivery交货Effect delivery装运All necessary information所有必要的信息Delivery date装运期四、Quote报价Offer报盘Voluntary offer主动报盘Free offer虚盘（自由报盘）Firm offer实盘Pro forma invoice形式发票Import licence进口许可证Catalogue目录Under cover随函附上Supply from stock供现货五、Counteroffer还盘Be on the high side偏高Regret遗憾Be in line with与。
相符Reduce减少、降低Make a reduction ofThe prevailing market行市六、Accept接受Acceptance接受Confirmation of order订单的确认Sales contract销售合同Purchase contract购买合同Sales confirmation销售确认书Purchase confirmation供货确认书Sign签名Signature签名Counter-signature会签七、Payment terms支付条款Modes of payment支付方式Remittance汇付Telegraphic transfer (T/T)电汇Mail transfer (M/T)信汇Demand draft (D/D)票汇Collection托收Documents against payment (D/P)付款交单Documents against acceptance (D/A)承兑交单八、Kinds of L/C信用证种类Sight L/C即期信用证Term L/C远期信用证Establish L/C开立信用证Amendment to the L/C修改信用证Extension of the L/C展延信用证Check the L/C检查信用证With the terms of contract按合同九、Pack包装Packing requirements包装要求Shipping instructions装运指示Shipping marks唛头Shipping advice装运通知Modes of transportation运输方式Time of shipment装运期Destination目的地Partial shipment分批装运Transshipment转运十、Insurance保险Risk风险Average海损Cover投保Coverage承保范围Open policy预约保单Premium保险费翻译：Chapter Two1.我们从中国驻东京大使馆商务参赞处得知贵公司的行名和地址，并了解贵公司是经营家用电器产品有经验的出口商We obtained your name and address from commercial counsellor’s office of the Chinese embassy in Tokyo. They have informed us that you are experienced exporter in the market for home electrical appliances.2.我们的一个客户对你们的新产品感兴趣One of our customers is interested in your new production.3.我们的一个日本客户想要购买中国红茶One of our customers in Japan wants to be in the market for black tea.4.如你所知，我们的外贸政策是在平等互利的基础上与各国人民做生意As you know, our policy is to trade with merchants of various countries on the basis of equality and mutual benefit.5.我们希望你方尽最大努力促进业务又增进友谊。
外贸函电买方价格还盘范文
外贸函电买方价格还盘范文英文回答：Dear Sir/Madam,。
I am writing to respond to your recent offer and negotiate the price for the products we are interested in purchasing. After careful consideration, we find that the price you quoted is slightly higher than our budget. Therefore, we would like to propose a counteroffer.Firstly, I would like to express our appreciation for the quality and features of the products you offer. They meet our requirements and are highly competitive in the market. However, in order to proceed with the purchase, we need to negotiate a more favorable price.Considering the current market conditions and our purchasing volume, we believe that a price reduction of 5% would be reasonable and acceptable for both parties. Thisreduction would enable us to maintain our profit margin while ensuring a competitive price for our customers. We hope you understand our position and are willing to consider our counteroffer.Furthermore, we would like to emphasize that we have been a long-term and loyal customer of your company. We have always valued the business relationship we have built over the years and have consistently chosen your products due to their quality and reliability. Therefore, we hope that you can take our request into serious consideration and provide us with a revised offer that meets our expectations.In conclusion, we appreciate the quality and features of your products, but the price quoted is slightly higher than our budget. We propose a 5% price reduction to ensure a mutually beneficial agreement. We hope you understand our position as a long-term customer and consider our request. We look forward to your prompt response and a successful negotiation.中文回答：尊敬的先生/女士，。
函电还盘后接受范文(热门3篇)
函电还盘后接受范文(热门3篇)（经典版）编制人：__________________审核人：__________________审批人：__________________编制单位：__________________编制时间：____年____月____日序言下载提示：该文档是本店铺精心编制而成的，希望大家下载后，能够帮助大家解决实际问题。
文档下载后可定制修改，请根据实际需要进行调整和使用，谢谢!并且，本店铺为大家提供各种类型的经典范文，如工作总结、工作计划、合同协议、条据文书、策划方案、句子大全、作文大全、诗词歌赋、教案资料、其他范文等等，想了解不同范文格式和写法，敬请关注!Download tips: This document is carefully compiled by this editor. I hope that after you download it, it can help you solve practical problems. The document can be customized and modified after downloading, please adjust and use it according to actual needs, thank you!Moreover, our store provides various types of classic sample essays for everyone, such as work summaries, work plans, contract agreements, doctrinal documents, planning plans, complete sentences, complete compositions, poems, songs, teaching materials, and other sample essays. If you want to learn about different sample formats and writing methods, please stay tuned!函电还盘后接受范文(热门3篇)函电还盘后接受范文第1篇Dear sir， thank you for your letter in January， learning that the price of our flame lighters is too high for you to complete your work.You mentioned that the quotation of Japanese products is about lower than ours.We accept what you said， but although we would like to do business with you， we dont think the quality of other products can reach the quality of our products.We regret that we cant accept your counter-offer or even give up halfway with you.We can only reduce our previous offer，which we believe will be approved by you.We look forward to your approval.Your loyal Tony Smith is the lead seller.中文翻译：January Kee&Co Ltd Regent Street London，亲爱的先生，感谢您XX月份的来信，得知我方火焰打火机的太高，您无法完成工作。
外贸函电课程重点_外贸函电Unit 6
Unit 6 Counter-Offer第六章还盘Leading-in Tasks （任务导入）Try to finish the following tasks and predict the objectives and focus of this unit.Task 1.假设你是英国威娜贸易公司（Wella Trading Co. Ltd.，联系地址：15 Newell Street, London, Britain，Tel：0044-20-76712345 Fax：0044-20-76767890 E-mail: wella@）进口部的经理。
最近，你公司收到广州金叶鞋业公司（Guangzhou Jinye Shoes Company，联系地址：138 Yanjiang Road, Guangzhou, China，Tel：86-20-88888888 Fax：86-20-88888889 E-mail：jinye8899@）发来的关于AMI牌鞋子的实盘。
你们对该公司的报价不满意，打算就价格方面的问题与其磋商。
现在，请代表公司拟一封还盘函。
注意信中务必包含以下内容。
1) 感谢贵公司9月1日给予我方100双AMI牌鞋子成本加保险费、运费至利物浦(Liverpool)每双40欧元的报价。
2) 很遗憾我们不能考虑按贵方价格成交，因为贵方价格与市场不一致。
同等品质的鞋子，本地的百货公司零售价格低很多。
3) 鉴于我们之间长期的贸易关系，我们愿意给你们一个还盘，希望贵方可以将价格降低10欧元。
4) 如果贵方能接受我们的还盘，我们将会考虑订购200双5) 希望贵方对我们的还盘给予认真的考虑并在北京时间2010年9月10日下午5 点前答复我方。
6) 盼佳音。
Part One Basic Knowledge Concerned1．T he Significance and Effect of Counter-offersIn international trade, when the offeree accepts the terms and conditions stated in the offer, the transaction is concluded. However, in most cases, the offeree would reject the terms and conditions or state his own terms and conditions by return. The rejection or partial rejection of the offeree to the offer is called counter-offer. A counter-offer is virtually a counter proposal initiated by the original offeree. In a counter-offer, the buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. Once the counter-offer is made, the original offer is no longer valid, and the offeree now becomes the offeror as the counter-offer becomes the new offer.Counter-offer constitutes the main part of business negotiations. During the negotiation, many issues (such as quality, quantity and packing of the goods, price, shipment, insurance, payment terms, commodity inspection, disputes and settlement of disputes, force majeure, and arbitration, etc.) will be talked about by the sellers and the buyers. So counter-offers are usually time consuming and may go many rounds before business is concluded or dropped.2. Main Contents of a Letter for Counter-OfferA satisfactory letter for counter offer generally includes the following:1) Thank the offeror for his offer, mentioning briefly the contents of the offer.2) Express regret at inability to accept the offer, giving reasons for non-acceptance.3) Make an appropriate counter-offer.4) Hope the counter-offer will be accepted and there may be an opportunity to dobusiness together.Part Two Letter-writing GuidePart Three Other Commonly Used Expressions and Sentences Expressions:1. make (sb.) a counter-offer (as follows) （向某人）还盘（如下）2. (price) on the high/ low side （价格）偏高/低3. current price / ruling price / prevailing price/the present price/ the going price 现行价格4. long-standing business relation 长期业务关系5. be in (out of) line with the market 与市场(不)一致keep with the current market 与现行市场一致6. (price) is rising/advancing/going up. (价格)在持续上扬(price) is falling/dropping/going down. (价格)在持续下降7. to entertain business at … price 按……价格成交8. give/ allow/ make/ grant a discount 给折扣9. leave …with only a small profit 使得……获利低微10. at a price …% lower than …价格比……低……%11. meet sb. half way 各让一半；折中处理12. previous quotation 先前的报价13. market is weak；market is declining 市场疲弱；市场正在下滑14. make any further reduction 再次降价，作进一步的降价15. (price) fixed at a reasonable level 定价合理16. (products) moderately/ too highly priced (产品)定价适中/过高17. (the price) has advanced …% / considerably (价格)已上涨…% /明显上涨18. a jump/slump (in price) 价格飞涨/暴跌Typical Sentences:1. Expressing regret at inability to accept the offer and giving reasons for that. (表达不能接受报盘的遗憾并说明理由)1) Unfortunately we cannot accept your offer for steel furniture. The prices you quoted are much higher than those of other manufacturers.2) We regret that your counter-offer is unacceptable to us since your counter-offerleaves us with only a small profit. We believe that the price we quoted is quite realistic.3) We have cut the price to the limit. We regret, therefore, being unable to complywith your request for any further reduction.4). Although we are anxious to open up business with you, we very much regret thatwe cannot reduce our price to the level you indicated.5) The price we quoted is quite reasonable. It has been accepted by the other buyers atyour end.6) Our price has been narrowly calculated and it is impossible to make any furtherreduction.7) I’m afraid there is no much room for further reduction. You know, the price isadvancing considerably recently.8) Your price is reasonable, but the listed payment conditions are not customary inour trade.9) Owing to heavy bookings, we can not accept fresh orders at present.10) Owing to a shortage of stock, we regret that we are unable to accept your repeatorder.11) As this is an order of substantial size, we cannot safely undertake to complete itsmanufacture in a month.2. Making a counter-offer concretely (给出一个具体的还盘)1) We would suggest that you make some allowance, say 10%, on your quoted pricesso as to enable us to introduce your products to our customers.2) You must reduce your price by 2% otherwise business is impossible.3) We are sorry that the difference/gap between our price and your counter-offer is toowide. The best we can do is 5% off.4) Our counter-offer is well founded and workable. We can also offer a 10% discountfor orders over 10,000 pieces.5) We do not see any advantage in your quotation, and would like to know whetheryou have any better price to offer.6) May we suggest that you could make some allowance on your quoted prices thatwould help to introduce your goods to this market.7) I regret that your terms are unsatisfactory and unless you can amend those termswe will have to place our order elsewhere.8) It is in view of our long-standing business relations that we make you such acounter-offer.Part Four Sample LettersSample 1: Buyer’s Counter-offerNotes:1. figure 这里指数字，即价格2. say 8% 这里是Let’s say 8%的简化，意思相当于for example，即“比方说8%”。
英文函电 Unit 06 还盘和接受
We hope you will consider our counter-offer most favorable, and fax us acceptance at your early convenience.（希望你方考虑我方的还盘，并尽早 发传真表示接受。）
（1）对发 盘人的报价 Thank you for the samples you sent in response to 表示感谢 our enquiry of 8 June.（感谢您对我方6月8日询价的 答复并寄来样品。） We are sorry to tell you that we cannot take you up （2）表示 on the offer as the price you are asking is above the 无法接受发 market level here for the quality in question.（很遗憾 盘并说明原 地通知你方，我方不能接受你方报价，因为你方所要 求的价格高于本地同等质量产品的市场价格水平。） 因
I should like to point out that your choice in color and pattern is very limited and that the shades that are now fashionable are missing.（我想指出，你方产品在颜色和 样品方面选择性有限，并缺少目前流行的色调。） May we suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods on this market.（我们建议，如果你 方在所报价格的基础上给予优惠，也许会有助于你方产品 的市场推介。） I regret that your terms are unsatisfactory and unless you can amend those terms we shall have to place our order elsewhere.（很抱歉，你方条件不能让人满意，如 果不能改变条件的话，我方只好另转订单。）
外贸函电还盘信范文(必备3篇)
外贸函电还盘信范文(必备3篇)（经典版）编制人：__________________审核人：__________________审批人：__________________编制单位：__________________编制时间：____年____月____日序言下载提示：该文档是本店铺精心编制而成的，希望大家下载后，能够帮助大家解决实际问题。
文档下载后可定制修改，请根据实际需要进行调整和使用，谢谢!并且，本店铺为大家提供各种类型的经典范文，如工作总结、工作计划、合同协议、条据文书、策划方案、句子大全、作文大全、诗词歌赋、教案资料、其他范文等等，想了解不同范文格式和写法，敬请关注!Download tips: This document is carefully compiled by this editor. I hope that after you download it, it can help you solve practical problems. The document can be customized and modified after downloading, please adjust and use it according to actual needs, thank you!Moreover, our store provides various types of classic sample essays for everyone, such as work summaries, work plans, contract agreements, doctrinal documents, planning plans, complete sentences, complete compositions, poems, songs, teaching materials, and other sample essays. If you want to learn about different sample formats and writing methods, please stay tuned!外贸函电还盘信范文(必备3篇)外贸函电还盘信范文第1篇外贸函电的规范与否直接影响到客户对公司的印象，对于外贸人员来说，每天写外贸函电，回复函电。
外贸函电第二版-Unit-06-还盘和接受
写信的要点
报盘信函收悉 抱怨价格太高 还盘建议 结束
8
常用句型
句型1：对价格的抱怨 （1）我们很遗憾告知你方，尽管我们很满意你 方产品的质量，但我们认为你方价格偏高。 We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products.
6
Terms
13、品质以卖方样品为准 Quality as per Seller’s Sample 14、品质以买方样品为准 Quality as per Buyer’s Sample 15、公吨 Metric Ton 16、长吨 Long Ton 17、短吨 Short Ton 18、净重 Net Weight 19、毛重Gross Weight 20、以毛作净 Gross for Net 21、皮重 Tare Weight 22、竞争性价格 Competitive Price 23、批发价 Wholesale Price 24、零售价 Retail Price
常用句型
句型2 与其他供货商价格相比 （1）印度产的商品以大约低于你方10%的价格在本地 出售 Indian makes have been sold here at a level about 10% lower than yours. （2）与其他货源的价格相比，你方的价格比他们的报 价几乎高出10%。 When comparing with the other suppliers’ prices , your price is almost 10% higher than theirs.
外贸函电-还盘
外贸函电-还盘第六章C o u n t e r-O f f e r s还盘第一节C o u n t e r-O f f e r s L e t t e r s还盘信一、T h e S t e p s o f W r i t i n g C o u n t e r-o f f e r L e t t e r s还盘信的写作步骤还盘（C o u n t e r O f f e r）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，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；（T h a n k i n g t h e r e a d e r f o r t h e i r q u o t a t i o n）情景搭配用语：[U s e f u l e x p r e s s i o n s]●W e w i s h t o t h a n k y o u f o r y o u r l e t t e r o f…（感谢你方……的来信）●T h a n k y o u f o r…（感谢……）●I n r e p l y t o…（回复……）●W e t h a n k y o u f o r…（感谢……）2．对不能接受报盘表示歉意；（S h o w i n g y o u r r e g r e t f o r n o t b e i n g a b l e t o a c c e p t t h e o f f e r）情景搭配用语：[U s e f u l e x p r e s s i o n s]●W e r e g r e t t o s a y…（很遗憾……）●W h i l e w e t h a n k y o u f o r…（感谢……但是……）●R e g r e t f u l l y…（很遗憾……）3．说明自己不能接受报盘的理由；（S t a t i n g t h e r e a s o n s f o r n o t b e i n g a b l e t o a c c e p t t h e o f f e r）情景搭配用语：[U s e f u l e x p r e s s i o n s]●A s t h e m a r k e t i s d e c l i n i n g…（由于市场下跌……）●O u r c u s t o m e r s f i n d i t t o o h i g h t o a c c e p t.（我方客户认为太高无法接受。
外贸英语函电 发盘还盘
•
make sb an firm offer
• 表示有效期的方法如：
• 1)The offer is firm(valid, good,open) for two weeks.
• 此报盘两周内有效。
•
×
The offer is firm(valid, good,open)until Sepember,18th.
2020/3/30
• 2）v.开发票 • The shipment was over-invoiced(short-invioced) by US $560.
这批货发票多（少）开了560美元。 9.effect 1）v. 实现，完成
We hope you will effect shipment at your earliest convenience. 希望你方尽早装运货物。
• 关于报盘，发盘的短语： • accept offer confirm offer decline offer • 接受报盘 确认报盘 拒绝报盘 • entertain offer extend offer withdraw offer
考虑报盘 延长报盘 撤回报盘 cancel offer renew offer 撤回报盘 恢复报盘
销售发盘
购货发盘或递盘
Selling Offer
Buying Offer (or ) Bid
make sb an offer for(on) sth
Please make us an offer CIF London for (on) 20 metric tons groundnuts. 请给我们一个20公吨花生伦敦到岸价格的报盘。 2）v. 作动词，
2020/3/30
发盘、还盘、接受范文详细_中英实训4
1. InquiryDear sir,I need your quotation for 425g canned mushroom including packaging/deliverytime/price term is CIF/port of destination: Denmark. Thanks in advance.Best regards1.询问先生您好，我需要你的425克罐装蘑菇，含包装、交货时间、报价、贸易术语是CIF、目的港丹麦、提前感谢!2. 发盘先生您好，上个月20号我们也收到了蘑菇罐头的询问。
按您的要求，我们的价格如下：项目名称：蘑菇罐头包装：正常的出口与采购商的品牌棕色纸箱数量：1700箱/集装箱价格：$ 7.80 CIF丹麦付款条件：即期信用证交货日期：不迟于30/12/2013有效期：27/10/2014如有任何疑问，请随时联系我。
2.OfferDear sir,We well received your inquiry in canned mushroom dated on 20th last month. According to your requirement, we quote the price as below:Name of item: canned mushroomPackaging: normal exp ort brown carton box with buyer’s brandQuantity: 1700 ctn /containerPrice: us$7.80 CIF DenmarkPayment terms: L/C at sightDelivery date: no later than 30/12/2013Term of validity: 27/10/2014If any question, please feel free to let me know.3. Counter OfferThank you so much for your offer, but after we carefully studied, we found your price is too high. We know that your goods are in high quality in comparison with the same items produced in Europe. However, your price is 5%-10% higher. So we do hope you kindly reduce the price approximately 5%, say $7.30/ctn. I believe this concession should be acceptable by you.Best regards3. 还盘谢谢你提供的发盘，但经过我们仔细研究，我们发现你方价格太高，我们知道您的商品质量高，与欧洲同类型产品价格相比，你的价格高出5％-10％。
外贸商务英文函电例文询盘,报盘和还盘
Enquiry,Offer and Counter-offer(询盘，报盘和还盘)General Enquiry（一般询盘）Dear Sirs,We learn from your adertisement in China Trade Directory that you are producing Chinese toys for are quite interested in your products.Would you please send us as soon as possible yourt illustrated catalogue and the lastest price list,together with any samples you can let us have.We are given to understand that you are able to supply large quantities at attractive your infromation,there is a steady demand here for Chinese toys of high are not particularly high,but good prices can be obtained for fashionable designs.We are looking forward to receiving your immediate reply. Your trulyReply to the aboveDear Sirs,Thanks for your enquiry dated October 10, and your interst in our products as well.We are enclosing some copies of out illustrated catalogue and a price list giving the details you ask under separate cover,we are sending you samples of various fashions which show you clearly the quality and trust that when you see them you will agree that our products appeal to the most selective buyer.We are willing to allow a 5% discount for all orders over 1,000 can rely on us to give your order at immediat attention.Yours sincerelySpecific Enquiry（具体询盘）Dear Sirs,Thank you for your letter dated August 25th. We are pleased to know that you are producing different kinds of shoes. We are intrested in your various casual shoes recommended in your letter,particulaly embroidered slippers and cotton you kindly send us a copy of your illustrated catalogue and some samples with further information? We shall be abliged if you could also quote your lowest prices CIF Liverpool,stating earliest date of shipment.Casual shoes of high quality are believe there is a promising market in our area for moderately priced goods of the type your price is competitve, we will considerplacing an order for 5,000 pairs with are looking forward to your urgent reply.Yours faithfully,Reply to the aboveDear Sirs,Thank you for your specific enquiry of September 1.The enclosed illustrated catalogue and samples will give you details of the two sorts of shoes in which you are especially illustrations will also give you information about other casual shoes we are to our terms and conditions,please see page 8 of the cover,we are sending you our offer on CIF Liverpool, for shipment in we require an irrevocable L/C by draft at sight.Embroidered slippers and cotton shoes are our products of latest of their excellent quality and low prices, you can be sure that our products will help you expand your market. We are looking forward to your trial order.Yours sincerely,Firm Offer（具有约束力的发盘）Dear Sirs,This is to conform your telex of May 2006, asking us to make you a firm offer for rice and soybeans CFR Cairo.We telexed you this morning offering 30 metric tons of polished rice at US$2,400 per metric ton, CFR Cairo, for shipment during July-August 2006. This offer is valid, subject to the receipt of your reply before 10 June 2006.Please note that we have quoted our most favorable price and are unable to entertain any counter-offer. It is likely that the market price will would be your advantage to place orders without delay.We are anticipating your early reply.Yours faithfully,Counter-offer（还盘）Dear Sirs,Thank you for your letter of May 20 quoting for the rice and soybeans.We appreciate the good quality of your products,but unfortunately your prices appear to be on the high side even for goods of this accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range.We like the way in which you have handled our enquiry and would welcome the opportunity to do business with you. Information indicates that the Japanese goods are being sold at a priceapproximately 10% lower that what you wonder if you could reduce your prices to that level.We shall appreciate your favorable reply.Yours sincerely,Reply to the aboveDear Sirs,While we thank you for your letter of 22 May 2006,we are disappointed to hear that our price for rice and soybeans is too high for you work on,because Japanese goods are being offered at a price approximately 10% lower than ours.We do not deny what you say,but we would like to invite your attention to the superior quality of our products. We have to point out that our quotation is quite realistic and have been accepted by buyers of other sources.Although we are keen to do business with you, we regret that we cannot accept your counter-offer or even meet you half best we can do is to reduce our previous quotation by 2%. We trust that this will meet your approval and look forward to your early reply.Yours faithfully.。
外贸函电之询盘报盘与还盘讲课文档
10. counter-offer 还盘，是外贸业务用语，指受盘人对收到的报盘提出修改条件 。该词可作动词或名词。
If our offer is not acceptable, please fax your best counter-offer.
3. End the letter by expressing the expectation for an early reply.
第4页，共21页。
A satisfactory letter concerning an offer or quotation can be written in the following way:
*We regret that our customers have places their orders elsewhere.
很遗憾我方的客户在其他地方已经订货了。
4. offer n. 报盘，报价
make (or: give, send) sb. an offer for(or: on) sth. 报给某人某种商品 *
simply asking for some general information about these goods.
第2页，共21页。
An offer is a formal presentation of the goods to be supplied on the terms specified therein for the buyer’s acceptance. The difference between an offer and a quotation: A quotation is not an “offer” in the legal sense. It is just an indication of price without contractual obligation and subject to change without previous notice. A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer.
外贸英语函电发盘还盘范文
外贸英语函电发盘还盘范文Title: Inquiry for Product InformationDear Sir/Madam,We hope this letter finds you well. We have recently learned about your reputable company from various reliable sources and are impressed by your quality products. As a leading import-export company in our region, we are interested in establishing a long-term business relationship with your esteemed organization.After carefully reviewing your product catalog, we are particularly interested in your range of electronic appliances. We would appreciate it if you could provide us with detailed information and specifications for the following products:1. Model XYZ123 - Microwave Oven:- Capacity- Dimensions- Weight- Warranty information- Price per unit and bulk order discounts 2. Model ABC456 - Smart Television:- Screen size- Resolution- Connectivity options- Energy efficiency rating- Warranty information- Price per unit and bulk order discounts 3. Model DEF789 - Bluetooth Speaker:- Battery life- Connectivity range- Dimensions- Weight- Warranty information- Price per unit and bulk order discountsAdditionally, please provide us with your company's terms and conditions, including payment methods, delivery timeframes, and any specific packaging requirements. We would also appreciate details on any certifications or quality control processes your products undergo.In order to acquaint ourselves with your products'quality, we request samples of the aforementioned items, if possible. We are happy to cover all associated shipping costs.Furthermore, we are keen to learn about your minimum order quantities and whether you offer customization options for products, such as branding or packaging modifications.If the quality and pricing meet our expectations, we look forward to placing a substantial order with your company. As we deal with numerous clients in our region, there is a significant potential for ongoing business if the initial transactions proceed smoothly.Kindly provide us with a comprehensive quotation, including the requested product information and anyadditional related costs that may arise, such as shipping, insurance, and taxes. Please indicate any available payment terms, including any applicable discounts. It would be highly appreciated if you could send us an electronic version of your catalog for our reference.We would like to emphasize that timely responses to our inquiries are essential in order for us to make well-informeddecisions. We appreciate your dedication to customer service and we look forward to receiving your prompt reply. Should you have any questions or require further information, please do not hesitate to contact us.Thank you for your attention to this matter.Yours faithfully,[Your Name][Your Company Name][Your Contact Information]。
外贸函电unit 6
你们七月十七日的来信已收悉。尽管我们很高兴地 得知你们希望成交的愿望，但很遗憾不能考虑你们 鹿特丹成本保险加运费每公吨255美元的还盘。 供你们参考，你们相邻地区的其他买主都在以我们 的报价购买，我们不得不指出你们的递价明显与现 行市场不符。市场有上扬的趋势，并且这一趋势近 期内没有改变的可能性。 鉴于上述情况,建议你们立刻接受我们每公吨270美 元的报价。
We will keep your inquiry and as soon as we are in a position to accept new orders, we will contact you by cable. 我们将记住你们的询价，一旦能接受新订单，定与 你方电报联系。 Please be assured of our continued cooperation. 请相信我方将继续合作。
Dear sirs, Thank you very much for you letter of July 17. While we appreciate your good wish to push the sales of our shirts, we are regretful to say that we are unable to entertain your counter - offer of US $ 255 per metric ton CIF Rotterdam. As our goods are ordered at our quoted price in your neighboring districts,we have to point out that your counteroffer is out of line with the ruling price. For your information, the market is on an upward trend, which will not be changed recently. Under such circumstance, we hope you will reconsider our offer of US $270 per metric ton CIF Rotterdam, and cable us as soon as possible.
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：[usefulexpressions]●wewishtothankyouforyourletterof...（感谢你方......的来信）●Thankyoufor...（感谢......）●Inreplyto...（回复......）●wethankyoufor...（感谢......）2〃对不能接受报盘表示歉意；（showingyourregretfornotbeingabletoaccepttheoffer）情景搭配用语：[usefulexpressions]●weregrettosay...（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：[usefulexpressions]●Asthemarketisdeclining…（由于市场下跌……）●ourcustomersfindittoohightoaccept.（我方客户认为太高无法接受。
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常用句型
（2）我们很遗憾你方价格与现行价格不符。 We very much regret that your price is out of line with the prevailing market.
out of line (with)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。
7
写信的要点
报盘信函收悉 抱怨价格太高 还盘建议 结束
8
常用句型
句型1：对价格的抱怨 （1）我们很遗憾告知你方，尽管我们很满意你 方产品的质量，但我们认为你方价格偏高。 We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products.
还盘信函的写作应十分小心，双方要本着珍视友 谊和未来交易机会的态度。还盘信函应包含以下 内容：
（1）对发盘人的发盘表示感谢。 （2）对由于某种原因无法接受发盘表示遗憾，同时解释原因。 （3）对还盘的内容也就是己方所希望的交易条件提出建议。 （4）希望对方能够接受己方所提出的还盘建议。
如果受盘人认为能够接受发盘的全部内容和条件， 那么就可向发盘人订购商品。这种买方或卖方同意 对方在发盘中提出的各项交易条件，并愿意按照这 些条件达成交易、订立合同的表示被称为接受 （Acceptance），即法律上所称的“承诺”。作为 一项有效接受，必须具备以下四项条件：
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常用句型
句型4 希望对方能够接受你所提出的还盘的 建议 It is hoped that you would seriously take it into consideration and let us have your reply very soon. 希望你方能认真考虑我方的建议并尽快回复。 take sth into consideration 考虑
on the high side （价格）偏高 The new quotation，I think，is still on the high side.
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ቤተ መጻሕፍቲ ባይዱ
常用句型
Your price is too high. 你方价格太高。
类似的表达方式还有： Your price is a bit high. 你方价格有点高。 Your price is excessive. 你方价格过高。 Your price is rather stiff. 你方价格相当高。 Your price is prohibitive.你方价格令人望而却 步。
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6.3 Specimen Letters（样函）
Letter 1：Offer
Dear Sirs, We acknowledge with thanks the receipt of your inquiry of Sep 5, and are pleased to make you an offer regarding our Changhong color TV sets in the size you required. All sizes can be supplied by the beginning of next month subject to our receiving your order. The price for Changhong Brand color TV set inch 34 is USD450 each at CIF Copenhagen. Our price is very competitive for1 other good quality TV sets. We look forward to receiving your large number of order2. Truly yours, Fred Jackson
Unit 6
Counter offer and Acceptance
1
6.1 Introduction（简介）
目的：掌握在接到发盘后，如何撰写还盘和接受的 相关信函。
在接到发盘后，受盘人必须对报盘内容进行认真研究。如 果发盘人认为发盘价格难以接受或对其他条件不满意，既 可以拒绝接受，也可以向发盘人提出建议，要求对发盘内 容进行修改。这种受盘人对发盘内容进行变更的表示被称 为还盘（Counter-offer），也被称为还价。事实上，还盘 既是受盘人对发盘的拒绝，又是受盘人以发盘人的地位提 出的新发盘。
regret that regret to do sth regret being unable to sb. be regretful that sth. be regrettable that with regret 遗憾地 e.g. 目前，我们不能介绍新的订单，为此表示遗憾。 At present, we cannot accept new orders, for which we express our regret. 使我们遗憾的是，我们认为你方价格不实际。 Much to our regret, we found your price not to be realistic.
be competitive for 和…相比具有竞争力的
bulk order 大宗订单 大批订货
Letter 2：Counter-offer
Dear Sirs, We are glad to have received your letter of Sep18 offering us Changhong Brand color TV sets inch 34 at CIF Copenhagen USD450 per set. In reply, we regret to inform you that your price is too high. Market information tells us that some Japanese color TV sets have been sold here at a level about 30% lower than yours. We do not deny the quality of Changhong Brand color TV sets, but the difference in price is a wide gap3. To step up the trade4, we counter-offer you 10 thousand Changhong Brand color TV sets inch 34 at CIF Copenhagen USD300 per set. It is hoped that you would seriously take it into consideration5 and let us have your reply very soon. Sincerely yours, Xianjin Peng
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常用句型
（3）我们不否认你方产品的质量比印度产品好， 但差价绝不可能大于10%，我们还盘是每吨 900美元成本加保费运费汉堡。 We don’t deny the quality of your products is superior to that of Indian makes but the difference in price should in no case be as big as 10%.Our counter offer is USD 900 per ton CIF Hamburg.
12
常用句型
（3）尽管我们渴望与你方成交，但我们遗憾地 说你方价格不可接受。 Although we are desirous of doing business with you, we regret to say that your price is unacceptable to us.
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5
Terms
1、还盘 Counter Offer 2、 参考价 Reference Price 3、开盘价 Opening Price 4、收盘 Closing offer 5、现行价 Current Price, Ruling Price, Prevailing Price 6、合理价格 Reasonable Price 7、特殊价格 Special Price 8、大路货 FAQ 9、差价 Price Difference, Price Gap 10、凭等级买卖 Sale by Grade 11、凭规格买卖 Sale by Specification 12、凭标准买卖 Sale by Standard
常用句型
句型2 与其他供货商价格相比 （1）印度产的商品以大约低于你方10%的价格在本地 出售 Indian makes have been sold here at a level about 10% lower than yours. （2）与其他货源的价格相比，你方的价格比他们的报 价几乎高出10%。 When comparing with the other suppliers’ prices , your price is almost 10% higher than theirs.
（1）接受只能由受盘人做出。 （2）接受必须是无条件的，完全同意发盘中提出的各项交易 条件。 （3）接受的方式必须符合发盘的要求。 （4）接受必须在发盘规定的有效期内做出。