外贸函电第二版-Unit-06-还盘和接受

12Biblioteka Baidu
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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Unit 6
Counter offer and Acceptance
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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。

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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

on the high side （价格）偏高 The new quotation，I think，is still on the high side.
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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。
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.
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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。
（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。
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. 如果不能接受我方报盘，请发传真告知你方最好的 还盘。 The price you counter-offered is unreasonable. 你方还盘价格不合理。
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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
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常用句型
（3）你方的价格比我们从其他货源得到的价格 高得多。 Your price compares much higher than that we can get from elsewhere.
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常用句型
句型3 还盘建议 （1）为了促进贸易，我们还盘如下：500吨苹果，每吨 600美元成本加保费欧洲主要港口。 To step up trade, we counter offer as follows:500 tons of Apples at USD 600/ton CIF EMP. (2)由于苹果行市下跌，除非你方能够降价5%，否则无 法成交。 As the market of Apples is declining, there is no possibility of business unless you can reduce your price by 5% .
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.
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写信的要点

报盘信函收悉 抱怨价格太高 还盘建议 结束
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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.
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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
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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.
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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
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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to be in line with 和……一致, 和……相符合 to keep in line with 与……保持一致 The terms in the L/C should keep in line with those in the contract. 信用证中的条款必须和合同中的条款保持一致。
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