外贸英语函电Chapter 5 Counteroffers

• We'd like to ask for reduction of … • Can you give us a special discount?
Case 5-a reply
• Case study
– Make a reduction – Much to our regret – Comply with
Reasons for refusal
• The price we quoted is quite low/realistic/reasonable/the best possible/most favorable • We have done a lot of business at this price • Business has been extensively done in your market
• Writing points
how to write a reply to a counteroffer
• Thanks the offeror for his offer • Refusal/acceptance
– Express at inability to accept the offeror,s offer – State the reason for non-acceptance – Reasons for acceptance
Chapter 5
Counteroffers
What is a counter-offer?
• A rejection or refusal of the offer
– In the counteroffer, the buyer may show his disagreement to the certain terms and conditions and state his own ideas instead – E.g. your offer of 15th is acceptable if the shipment time is changed from June to July this year
Reasons for reduction
• Material is easily obtainable at a much lower figure • The price for such material is on the decline • We can obtain a price of…with a local firm • Goods of the same quality are easily obtainable at a lower price
– There is nothing worthy of mention
• Worthwhile 值得的，有意义的
– 表语， worthwhile to do sth – 定语， a worthwhile activity
• 区别
– Worth 只能做表语 worth sth /doing sth – Worthy 作表语时，worthy of sth/being done, worthy 还可以做定语 – Worthwhile作表语时，后面跟不定式， worthwhile to do sth
• 尽管很欣赏衬衫的良好品质，我们发现你 们的价格对我们所要供货的市场而言有些 偏高 • 我们还要指出的是我方市场有许多欧洲生 产厂家提供的男士衬衫，所有这些产品的 价格都比你方价格低15%到20% • 由于我方订货价值将约值5万英镑，你方定 会认为是值得做出让步的
Writing points
• Thanks foLeabharlann his offer • Body
– 作表语，值得…的
• worthy of sth/being done
– e.g this is worthy of notice
• Worthy to be done
– This film is worthy to be seen again
– 作定语，有价值的，值得尊敬的，应受到赏识的
• 前置定语 a worthy article • 后置定语 worthy of worthy young people
Worth, worthy and worthwhile
• Worth只能作表语，值…钱，值得…
– Worth sth
• e.g the watch is worth 2000
– Worth doing
• e.g it is not worth getting angry with him
• Worthy可作表语，定语
• 与其他供应商相比，你方价格过高
– Your prices are much higher than other manufactures – There is a big difference between your price and those of your competitors – We can obtain the same quality through another channel at much lower price than that you quoted us
• Such alternation , no matter how slight they may be, signify that business has to be negotiated on the renewed basis.
• Case 1-counter-offer
– Case study – Writing points
– 在我方市场有许多欧洲生产厂商提供的男士衬衫
• find your price too high 认为你方价格偏高
– – – – find our prices too low 认为我方价格偏低 find our prices reasonable 认为我方价格合理 find our prices competitive 认为我方价格具有竞争性 find our prices in line with the market 认为我方价格与 市价一致 – find our prices workable 认为我方价格可行 – find our prices acceptable 认为我方价格可接受
– – – – – – – – – the present market the current market the ruling market the present price 现行的价格 the ruling price 现行的价格 the going price 现行的价格 the prevailing price 现行的价格 the current price 现行的价格 the prevalent price 现行的价格
Rejection
• 我们不能接受你的报盘
– We cannot /are unable to/not in a position to accept… – We regret (to say) that… – Your price is not acceptable to us
• 你方价格太高
– Your price is excessive/too high for us to accept – Your price is on the high side – Your price is out of line with the prevailing market level
• Urge the offeree to accept the counter
常用例句 refusal
• It is regrettable that we have to decline your counter-offer • We cannot make any discounts/concessions • We cannot see our way clear to entertain/accept your counteroffer/proposal • We are not in the position to meet your special requirement • Any further reduction is out of the
• On the high side偏高
– – – – A bit/too high 有点/太高 Excessive /prohibitive过高、令人望而却步 Rather stiff价格坚挺 On the rise 上涨
• • • • •
Much as 虽然，尽管 We are regretful that It is regrettable that See one's way clear to do/doing sth Entertain one's counter-offer
• Expectation of the acceptance
– Urge the offeree to accept the counter-offer
Case 3
• • • • • • Offer sb sth at Usual terms Regret End-user最终用户，用户（指以使用或消费为目的的消费者 Out of line with与…不一致 Prevailing market level现行市场，现行行市
– Rejection and reasons: express regret at inability to accept the offer and state reasons for non-acceptance – The counter proposal
• Ask for favor on price