国际商务信函写作(英文版)Unit 5 Quotations , Offers and Counter-offers

Summary
Glossary Exercises
Review
• Questions:
• 1. What is an offer? • 2. What the differences between a firm offer and a non-firm offer?
• An offer is the expression of the wish of the seller to sell particular goods under stated terms, including quantity, prices, shipment, terms of payment, etc. It usually follows an inquiry that is either written or oral.
• 还盘可以在双方之间反复进行，还盘 的内容通常仅陈述需变更或增添的条 件，对双方同意的交易条件毋需重复.
• 在国际贸易中，往往经过多次的还盘 、反还盘，才最终达成协议。
• A letter of a counter-offer usually covers the following points:
3.Be able to utilize useful words & expressions.
What is a counter-offer?
• Definition:
• Counter offer is also called a new offer. Namely, When an offeree has received an offer, he disagrees or does not agree totally the conditions put formed in the offer. In order to consult farther, the offeree proposes the suggestions to amend or alter some terms of the offer.
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。
Writing Skills（还盘写作技巧）
Acknowledge the receipt of the offer and express thanks Express regret at the offeree’s inability to accept Forward new concrete terms and conditions Express hopes for a mutually beneficial cooperation
firm offer实盘: an offer, usu. in written form, which states it may not be withdrawn, revoked, or amended for a specific period of time. non-firm offer虚盘: an offer which is not binding upon the sellers and the details of the offer may change in certain situations.
UHale Waihona Puke it 5Quotations , Offers and Counter-offers
Main Contents
Review Quetions Phrases New Lecture
Declining an Offer Conditional Acceptance of An Offer Entire Acceptance
Catagories:
Counter-offer
Decline an Offer(完全拒 绝)
Conditional Acceptance of An Offer（部分 拒绝、还价）
Entire Acceptance （完全接受 [承诺]）
交易可以多次还盘与反还盘
• Counter-offers may be made more than once before a transaction is concluded. There is no time limit for the counter-offer and this bargain process could go on until a contract is concluded. If no promise can be reached, the negotiation is dropped when one of the parties gives it up.
Section 1 Declining an Offer
• 受盘人明确表示拒绝接受一项报盘，即该 报盘失效。 • 如果拒绝对方的报盘，应写信回复，首先 感谢卖方的报盘，其次对不能接受报盘表 示遗憾，并称述不能接受的理由，最后提 出将来合作的机会，以示礼貌。
Sample Letter 1
Dear Sir or Madam， Many thanks for your offer of March 8 for 3000 pieces of cotton underwear, but we regret we find it very difficult to comply with. As your prices appear to be on the high side, we are sorry to being unable to promote the sales of your products in our region. We have to point out that manufacturers in other countries, like Indonesia, are actually lowering their prices according to a market survey carried out by us recently.
还盘信函的写作步骤及常见表达方式：
表达方式 Thank you for your prompt reply and detailed （1）对发 quotation.（我们感谢您的及时答复和详细报 盘人的报 价。） 价表示感 Thank you for the samples you sent in 谢 response to 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 （2）表示 you up on the offer as the price you are 无法接受 asking is above the market level here for the 发盘并说 quality in question.（很遗憾地通知你方，我 方不能接受你方报价，因为你方所要求的价格 写作步骤
• 事实上，还盘既是受盘人对发盘的某 种拒绝，又是受盘人以发盘人的地位 提出的新发盘。
三类还盘
在所有交易条件中，价格可以说是进出口双 方都最为密切关注的。大多数还盘都是针对 价格过高所作的还盘。在发价人（offeror)发 盘后，往往被发价人（offeree）会就价格进 行还盘。这时被发价人（offeree）通常有着 三种态度：一是坚持自己的原定价格，即拒 绝对方提的价格；二是针对对方的价格进行 还价，或是有条件地接受对方的价格；三是 完全接受对方的价格，合同即告成立。
New Lecture: Counter-Offer
• Objectives: After this lesson you will:
1.Understand different kinds of counter- offers. 2.Be able to translate and make counter- offers.
Translate the following phrases from English to Chinese or vice versa
• • • • • • • • • • 1. acknowledge receipt of 2. as per 3. a trial order 4. final confirmation 5. make sb. a firm offer 6. margin of profits 7. 以…为准/为条件 8. 即期装运 9. 由卖方选择 10. 保兑信用证
• 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。一方在接到另一方报 盘以后，对报盘提出更改的内容可包 括：降低价格、改变购货数量、改变 支付方式、 改变交货期等。
It is hoped that you would seriously take it into consideration and let us have your （4）希望 reply very soon.（希望你方能认真考虑我方 的建议并尽快回复。） 对 方能够接 受 We hope you will consider our counter-offer 你所提出 most favorable, and fax us acceptance at your early convenience.（希望你方考虑我 的 方的还盘，并尽早发传真表示接受。） 还盘的建 议
（3 ） 对所希 望的交 易条件 提出建 议
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，
We suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers. If you cannot do so, then we have to regretfully decline your offer. Yours faithfully, XXX
• Therefore, a counter-offer is defined as “A new offer made as a reply to an offer received from another party in a negotiation”. In this case, the original offer is invalid, and the counter-offer becomes a new offer now.