现代商务英语第5章发盘与还盘(Offer and Counter offer)
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第5章 发盘与还盘
(Offer and Counter offer) 在国际贸易中，发盘，又称报盘、报价。发盘通 常是卖方收到买方的询盘信后，向买方就商品所做的 具体报价。发盘应包含以下要素： ①The name of articles； ②The quantity of articles ； ③The specification of articles； ④The price of articles； ⑤The date of delivery， the time of shipment； ⑥Payment terms； 1 ⑦The period for which the quotation is valid.
Sincerely yours， (signature)
5
5.4 Asking for Discount
November 21， 2006 Dear Sirs， We have carefully examined the quality of the samples of your Kanka Brand color TV sets sent to us November 15.We are very pleased to inform you that your products have given us a favorable impression， but it is regretful that the price offered by you is a little too high.Our manager has instructed us that if you can give us 5% discount， we may be able to persuade him to place an order for 15，000 sets.It must be understood that we shall have the right to reject them， if any goods do not tally with the samples submitted by your firm. Payment terms are as usual.We anticipate your prompt reply. Yours faithfully， (signature) 6
5.3 Acceptance
November 21， 2006 Dear Sirs， We have received your letter of October 2.It is regr etful for us to see that you cut down the price of our Chan ghong Brand color TV sets too sharp， but regarding our l ong term of business relationship， we decide to accept y our counteroffer on condition that cash must be paid wit hin three months of delivery， or subject to 5% discount if paid within one month.
还盘是受盘人对发盘有不同意见，对发盘的价 格或其他条款提出自己的看法，实质上，就是讨价 还价。一方的发盘经对方还盘以后即不可更改。除 非得到发盘人的同意，受盘人不得在还盘后反悔。
2
5.1 Offer
September 18，2006 Dear Sirs， We acknowledge with thanks the receipt of your inquiry of September 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 sets inch 34 is US ﹩ 450 each at CIF Copenhagen.Our price is very competitive for other good quality TV sets. We look forward to receiving your large numbers of order. Very truly yours， 3 (signature)
5.2 Counter offer
October 2，2006 Dear Sirs， We are glad to have received your letter of Septembe r 18 offering us Changhong Brand color TV sets inch 34 at CIF Copenhagen US ﹩ 450 per set.In reply， we regret to inform y ou that your price is too high. Market information tells us that so me Japanese color TV sets have been sold here at a level abo ut 30% lower than yours.We do not deny the quality of Changh ong Brand color TV sets， but the difference in price is a wide gap.To step up the trade， we counteroffer you 10 thousand Changhong Brand color TV sets inch 34 at CIF Copenhagen U S ﹩ 300 per set.It is hLeabharlann Baiduped that you would seriously take it into consideration and let us have your reply very soon. Yours faithfully， 4 (signature)
(Offer and Counter offer) 在国际贸易中，发盘，又称报盘、报价。发盘通 常是卖方收到买方的询盘信后，向买方就商品所做的 具体报价。发盘应包含以下要素： ①The name of articles； ②The quantity of articles ； ③The specification of articles； ④The price of articles； ⑤The date of delivery， the time of shipment； ⑥Payment terms； 1 ⑦The period for which the quotation is valid.
Sincerely yours， (signature)
5
5.4 Asking for Discount
November 21， 2006 Dear Sirs， We have carefully examined the quality of the samples of your Kanka Brand color TV sets sent to us November 15.We are very pleased to inform you that your products have given us a favorable impression， but it is regretful that the price offered by you is a little too high.Our manager has instructed us that if you can give us 5% discount， we may be able to persuade him to place an order for 15，000 sets.It must be understood that we shall have the right to reject them， if any goods do not tally with the samples submitted by your firm. Payment terms are as usual.We anticipate your prompt reply. Yours faithfully， (signature) 6
5.3 Acceptance
November 21， 2006 Dear Sirs， We have received your letter of October 2.It is regr etful for us to see that you cut down the price of our Chan ghong Brand color TV sets too sharp， but regarding our l ong term of business relationship， we decide to accept y our counteroffer on condition that cash must be paid wit hin three months of delivery， or subject to 5% discount if paid within one month.
还盘是受盘人对发盘有不同意见，对发盘的价 格或其他条款提出自己的看法，实质上，就是讨价 还价。一方的发盘经对方还盘以后即不可更改。除 非得到发盘人的同意，受盘人不得在还盘后反悔。
2
5.1 Offer
September 18，2006 Dear Sirs， We acknowledge with thanks the receipt of your inquiry of September 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 sets inch 34 is US ﹩ 450 each at CIF Copenhagen.Our price is very competitive for other good quality TV sets. We look forward to receiving your large numbers of order. Very truly yours， 3 (signature)
5.2 Counter offer
October 2，2006 Dear Sirs， We are glad to have received your letter of Septembe r 18 offering us Changhong Brand color TV sets inch 34 at CIF Copenhagen US ﹩ 450 per set.In reply， we regret to inform y ou that your price is too high. Market information tells us that so me Japanese color TV sets have been sold here at a level abo ut 30% lower than yours.We do not deny the quality of Changh ong Brand color TV sets， but the difference in price is a wide gap.To step up the trade， we counteroffer you 10 thousand Changhong Brand color TV sets inch 34 at CIF Copenhagen U S ﹩ 300 per set.It is hLeabharlann Baiduped that you would seriously take it into consideration and let us have your reply very soon. Yours faithfully， 4 (signature)