Unit 6 Counter-offer and Acceptance
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外贸函电-Unit 06 还盘和接受
望的交
易条件
提出建 议 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
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。）
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。）
6.3 Specimen Letters（样函）
Sincerely yours, Ping Wang
Letter 4：A firm offer
Dear Sirs, We thank you for your letter dated June 25 covering our Jinling Brand automatic washing machine inquiry. Jinling Brand is one of the best known trade marks in China. It can run 15 000 times continuously without any breakdown. It first passed through the recognition6 of America’s UL and the qualities have kept the first for 5 years in succession7.
外贸英语函电Unit6Confirmation﹠Acceptance.ppt
Hong Kong is 10% lower than that of yours. We
在展出on display 形式发票pro-forma invoice 银行划拨banker’s transfer 与…不一致out of line with 给…折扣 allow /give/grant sb a discount 有迹象表明information indicates/ indications show 考虑到（鉴于）in view of 畅销sell well/ sell like hotcakes 续订repeat order
3. We have cut our price to the limit. We regret, therefore, being unable to comply with your request for further reduction.
我方价格已降至极限，很遗憾不能满足你方要求 作进一步降价。
❖ Re: Tablecloth
❖
Reference is made to your quotation for
the captioned goods and the samples and
catalogue enclosed. After we contacted our
customers, they found both the quality and
Your price is on the high side and we have to counter-offer as follows, subject to your reply reaching us before this Friday.
6.我们不能考虑按你方价格成交，因为你 方价格与市价不符。
外贸英语函电Unit 6 Confirmation﹠ Acceptance范本.ppt
time of shipment acceptable, but the difference
between your quoted price and at which we
have got the goods from other suppliers is too
great to accept. The price of same goods of
见到他我颇为吃惊。
With the view of =with a view to 以…为目的，为了 （后面接名词或动名词）.....12
Encourage: [ in‘kʌridʒ ] v. 鼓励,激励,支持
discourage vt. 使灰心; 阻碍 discouragement:[ dis’kʌridʒmənt ]
As our customers find the quality of your products satisfactory, we are now placing our trial order with you for prompt delivery.
.....
8
❖ Re: Tablecloth
Countersign v.会签，副署
协议、契约、文本等涉及到双方（或多方） 各执一份时，需要双方（或多方）在所有文 本上会签，然后各执一份。
.....
16
A letter of credit = L/C In our favor 以我方为受誉人 In one`s favor 对…有利，以…为受益人
.....
1
在展出on display 形式发票pro-forma invoice 银行划拨banker’s transfer 与…不一致out of line with 给…折扣 allow /give/grant sb a discount 有迹象表明information indicates/ indications show 考虑到（鉴于）in view of 畅销sell well/ sell like hotcakes 续订repeat order
外贸英语函电Unit 6：counter_offers
Letter 2 Reply to a Counter Offer(P125)(1)
June 14, 2010 Re: New price of silk underwear(真丝内衣） Dear Sirs,
Thank you for your letter of June 12. Considering the fact
Notes on Letter 2
• • • • 4.excluding the subsequent orders.不包括以 后的订单（不适用于以后的订单） A: excluding 不计； 不包括； 除外； 扣除 e.g. Excluding water, half of the body's weight is protein.
will carry us for the rest of this year.That order is likely one of the largest that we have ever placed with you.
•
Please inform us of acceptance at your earliest convenience.
probably rise in the near future. Thus, at the end of this July you
will have to go back to the previous price list.
•
Your wholehearted cooperation is very much appreciated.
?除非你设法进一步降低价格除非你设法进比如说在最新的报价的基础上再降步降低价格比如说在最新的报价的基础上再降?10否则我们将不得不终止我们之间的合作
unit 6 counter-offer
The foreign minister外交部长 is the counterpart 对应的人of the secretary of state国务卿.
The seller can ask a sky-high price.
The buyer can make a down-to-earth offer.
A counter offer, in fact, is a rejection of the offer. Hence, it is a new offer and at the same time, the original offer lapses. In a counter offer a new price as well as other new terms is suggested. When used, it is often simply worded用言辞表达 with only the new suggested terms stated. In order to make certain that the other terms embodied in the original offer remain unchanged, the date and/or reference number of the original offer is usually so referred to in the counter offer as to be no mistaking what it is aimed at.
compete: vi. 竞争 Suppliers are competing strongly for customers. 供货商为争夺客户而激烈竞争。 He competed with a number of other candidates. 他与其他数名候选人竞争。 Small independent suppliers can‟t compete against the large ones. 小型独立供货商无法与大供货商竞争。
The seller can ask a sky-high price.
The buyer can make a down-to-earth offer.
A counter offer, in fact, is a rejection of the offer. Hence, it is a new offer and at the same time, the original offer lapses. In a counter offer a new price as well as other new terms is suggested. When used, it is often simply worded用言辞表达 with only the new suggested terms stated. In order to make certain that the other terms embodied in the original offer remain unchanged, the date and/or reference number of the original offer is usually so referred to in the counter offer as to be no mistaking what it is aimed at.
compete: vi. 竞争 Suppliers are competing strongly for customers. 供货商为争夺客户而激烈竞争。 He competed with a number of other candidates. 他与其他数名候选人竞争。 Small independent suppliers can‟t compete against the large ones. 小型独立供货商无法与大供货商竞争。
英文函电 Unit 06 还盘和接受
ቤተ መጻሕፍቲ ባይዱ
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。）
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。）
国际贸易Enquiry,offer,counter-offerand acceptance
向客户进行询盘1. 文体介绍在对外贸易中，询盘，也叫询价（inquiry或enquiry）是买方或买方对于所要购买或出售的商品向另一方作出的询问。
询盘是交易的起点，可以分为：普通询盘（a general inquiry）:索取普通资料，诸如：目录（a catalogue）、价目表或报价单（a price-list or quotation sheets）、样品（a sample）、图片（illustrated photo prints）等。
具体询盘（a specific inquiry）: 具体询问商品名称（the name of the commodity）、规格（the specifications）、数量（the quantity）、单价（the unit price FOB…CIF…）,装船期（the time of shipment）、付款方式（the terms of payment）等。
询盘一般多为买方向卖方发出，买方通过询盘信，简明扼要的向卖方了解一般的商品信息。
利用E-mail 写询盘信，无须写的过分客气，只需具体、简洁、措词得体。
有的询盘信开门见山，直截了当说明订购打算，希望对方给予一定优惠条件；有的询盘信则以征询信息的方式，不许下订货诺言，以避免结果未订购可能形成的日后交易中的障碍。
2．实用范例Subject: EnquiryDear Sir,We are interested in buying large quantities of steel screws in all sizes.We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. It would also be appreciated if you could forward samples and your price-list to us.We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.We look forward to hearing from you by return E-mail.Sincerely,Xxx3、参考译文主题：询盘亲爱的先生：本公司有意大量购买各型号钢螺钉，欲知每公斤运抵英国利物浦的成本价运费价格。
外贸函电 5 Counter-offer and Acceptance
the offeror’s offer. (3)State reasons for non-acceptance. (4)Make a counter-offer. (5)Urge the offeree to accept the counter-
offer
Introduction
What is an acceptance ?
Counter-offer and Acceptance
Introduction What is a counter-offer? A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree.
Making a counter-offer automatically rejects the prior offer.
Introduction
Usually, a counter-offer covers the following points:
(1)Thank the offeror for his offer. (2)Express regret at inability to accept
Language Points
5 prevailing（adj.）现行的 Prevailing price 现价 a prevailing practice 流行惯例
6 such being the case 事实既然如此 7 in a position to 能够
We are in a position to accept a special order. 我们可以接受特 殊订货。 We are not in a position to entertain your claim.我们不能接受 你们提出的索赔要求。
offer
Introduction
What is an acceptance ?
Counter-offer and Acceptance
Introduction What is a counter-offer? A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree.
Making a counter-offer automatically rejects the prior offer.
Introduction
Usually, a counter-offer covers the following points:
(1)Thank the offeror for his offer. (2)Express regret at inability to accept
Language Points
5 prevailing（adj.）现行的 Prevailing price 现价 a prevailing practice 流行惯例
6 such being the case 事实既然如此 7 in a position to 能够
We are in a position to accept a special order. 我们可以接受特 殊订货。 We are not in a position to entertain your claim.我们不能接受 你们提出的索赔要求。
外贸英语函电Unit 6 Confirmation﹠ Acceptance
4. 你方价格偏高，我们不得不作如下还盘， 以我方在本周五前收到你方答复为准。 Your price is on the high side and we have to counter-offer as follows, subject to your reply reaching us before this Friday.
1. 鉴于我们之间的长期贸易关系，特向你方 作此还盘。 In view of our long-standing business relations we make you such a counter-offer. 3. 感谢贵方2月20日的报价，随函附上关于 标题项下货物的111号订单。 We thank you for your quotation of February 20 and enclose here with our order No.111 for the captioned goods.
6. The minimum quantity required is 500 kg. But we would accept up to a maximum of 800 kg if the quality is high. 我们最少需要500千克，但如果质量上乘，我们至 多可接受800千克。 7. we agree to your price, but should like to know if you are prepared to grant us a discount of 5% for a quantity of 2,000. 我们同意你方价格，但想知道如果购买数量在2000 以上时，你方是否打算给5%的折扣。
Re: Tablecloth Reference is made to your quotation for the captioned goods and the samples and catalogue enclosed. After we contacted our customers, they found both the quality and time of shipment acceptable, but the difference between your quoted price and at which we have got the goods from other suppliers is too great to accept. The price of same goods of Hong Kong is 10% lower than that of yours. We would therefore suggest that you reduce your price to the level which is in line with the prevailing price, then we would place a large order with you. It is in view of your being our old customer that we make this counter-offer. Should the above be agreeable to you, please fax us so as to enable us to opform to =comply with /accord with In conformity to (with) 与…相一致 In order to 为了;以便 Avoid v. 避免 subsequent ['sʌbsikwənt] a. 后来的; 随后的 amendments n. 修订
unit6 counter-offer and acceptance
对还盘的内容也就是己方所希望的交易条件提出建议。
希望对方能够接受己方所提出的还盘建议。
3
“ 有效接受”的四项条件：
只能由受盘人做出。
必须是无条件，完全同意发盘中提出的各项交易条件 的方式必须符合发盘的要求。 必须在发盘规定的有效期内做出。
4
6.2 Writing Skills 对发盘人的报价表示感谢
61introductioncounteroffer如果发盘人认为发盘价格难以接受或其他条件不满意既可以拒绝接受也可以向发盘人提出意见要求对发盘内容进行修改
Unit 6 Counter-offers and Acceptance 还盘和接受
1
6.1 Introduction
Counter-offer 还盘 如果发盘人认为发盘价格难以接受或其他条件不 满意，既可以拒绝接受，也可以向发盘人提出意见， 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。也被称为还价。
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。）
6
对所希望的交易条件提出建议
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。）
unit6 counter-offer and acceptance分析
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。）
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.
Thank you for the samples you sent in 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。）
5
表示无法接受发盘并说明原因
We are sorry to tell you that we cannot take you up on the offer as the price you are asking is above the market level here for the 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 要求的价格高于本地同等质量产品的市场价格水平。）
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.
Thank you for the samples you sent in 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。）
5
表示无法接受发盘并说明原因
We are sorry to tell you that we cannot take you up on the offer as the price you are asking is above the market level here for the 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 要求的价格高于本地同等质量产品的市场价格水平。）
英语外贸函电
Unit 2 Establishing Business Relations 建立业务关系1、On the recommendation of···由···推荐2、Establish business relations coincides with ones/enter into business relations with sb.与···建立业务关系3、Catalogue and pricelist 目录和价格表4、Enclose（v.）把···封上；随函附寄enclosure ( n.)附件；装入物eg: Enclosed please findour Sales Confirmation in duplicate.随函附上我方售货确认书一式两份，请查收。
5、我们得悉贵公司名称，特此致函希望与贵方建立贸易关系。
（establish relations with）We have come to know the name of your corporation and are pleased to write to you in the hope of establishing business relations with you.6、本公司是专营出口中国工艺品的公司。
（specialize in）We specialize in the export of Chinese arts and crafts.7、贵方如能合作，我方不胜感激。
（appreciate）It will be appreciated if you can give us your cooperation.8、随函附上我方价目表两份。
（enclose）Enclosed are two copies of our price list.9、我公司欲扩大和中国的商务联系。
商务英语写作 Unit 6 counter-offer
Unit 6
Counter-offer
Definition
A counteroffer is a partial or full rejection of the original offer of the seller.In counteroffer letters,the buyer may show his disagreement to certain terms of the offer.To convice the seller of his position,the buyer should give proper reasons to support himself and then state his own proposals.பைடு நூலகம் 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。
Definition
The seller has the right of acceptance or refusal.In the latter case,he may make another counter-offer of his own.This process can go on for many a round till a business is concluded or called off. 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。这个往来过程 可能有很多轮，直至最后成交或交易谈判 失败。
Unit 5 Counter-Offer and Acceptance
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.
(4)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
Key Expressions(课后巩固)
⊙Stating the reasons for expressing regret at inability to accept the offers/ orders • a. Much to our regret, as your offer is out of line with the market level, it is difficult for us to accept it. • b. We regret to say that we cannot accept your offer, as your price is unworkable. • c. We would much more appreciate it if there is a discount. • d. We find the rice you quoted is much higher than other suppliers’ of the similar products. Could you please lower it down to …?
• • • • •
返回
Counter offer: ①n. 还盘(或counter-offer)
Offer_ Counter Offer and Acceptance--A-X
Unit 4Offer，Counter Offer & Acceptance发盘，还盘与接受I. Business knowledge 商务知识发盘(offer)，又称报价，在法律上称为“要约”，是指买方或卖方向对方提出的各项交易条件，并愿意按照这些条件成交的表示。
在发盘人(offerer)发盘之后，在受盘人(offered)接受之前，发盘人能否撤回或更改发盘内容，各国法律对此有不同规定；为避免误解，于是把发盘分为实盘(Firm offer)和虚盘Non-Firm offer)两种：实盘是指对发盘人有约束力的发盘，受盘人收到后，在合同有效期内不经受盘人的同意不得随意撤销或修改其中的贸易条件。
而虚盘是指发盘人可以根据情况和需要随时修改或撤销的发盘。
与实盘不同，虚盘不受法律的约束。
还盘(counter offer)，又称还价，是指受盘人对发盘内容所做的变更的表示。
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，在交易磋商中，买卖双方在不断的还盘过程中逐步在贸易条件上协调一致，直到最后完成交易。
接受(Acceptance)在法律上称为“承诺”，是指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。
作为一项有效接受，必须具备以上四项条件：1．接受只能由受盘人作出；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作出。
II. Business conversation 商务会话1. Asking for a firm quotationC: Hello, Ms …..F: I 'm Anne Lo.C: Nice to see you, Ms Lo. I' m John Liu. Please have a seat!F Thanks, Mr. John.C: Is this your first time to the fair?F :Yes.C: Have you had a look round the exhibition halls?F: Yeah. I took a round the day before yesterday. The halls are so spacious that I lost my way several times.C: Really? You should follow the signs.F: I did, but you know, the exhibits are so spectacular.C: I see.F: And there' s such a wide variety.C: It's very nice of you to say so. As a matter of fact, many of our products have not yet caught up with advanced world levels.F: I must say you've done a marvelous job in recent years.C: Thank you.F: I'd like to find out about hardware. Here' s my list. I hope you' 11 give me your best offer.C: I'll try my hardest,F: Thanks. If your prices are good and if I can get the commission I want, I can place the order with you right away.C: I' m sure you' 11 find our prices are very competitive. Hardware has gone up a lot in recent years, but our prices haven' t changed much.F: Glad to hear that. When can I get a firm offer?C: I' 11 have it worked out by this evening and let you have it tomorrow morning. Would you be free to come round then?F: Fine. I'11 be here tomorrow morning at nine. How's that?C: Perfect. See you tomorrow then.F: Bye!译文：要求报实盘C：你好，您是……?F：我是卢安妮。
Unit 6 Counter-offer and Acceptance
g Skills
• Render thanks for the offer • Express the inability to accept the offer and explain it • Put forward suggestions on the trade terms • State the hope that the counter-offer will be accepted
4
Introduction
• The original offer or the seller now becomes the offeree, and he has the full right of acceptance or refusal. • In the latter case, he may make another counter offer of his own. • This process can go on for many rounds till business is finalized or called off.
• 如果你方愿意降低价格，比如说5%，我们 会考虑向你方试订。 • Should you be prepared to lower your price by say, 5%, we would place a trial order with you.
21
• 鉴于我们可按此价与买主大量成交，我们 不可能再降价了。 • In view of the fact that we have done a lot of business with buyers at this price, we cannot reduce our price any further.
• Render thanks for the offer • Express the inability to accept the offer and explain it • Put forward suggestions on the trade terms • State the hope that the counter-offer will be accepted
4
Introduction
• The original offer or the seller now becomes the offeree, and he has the full right of acceptance or refusal. • In the latter case, he may make another counter offer of his own. • This process can go on for many rounds till business is finalized or called off.
• 如果你方愿意降低价格，比如说5%，我们 会考虑向你方试订。 • Should you be prepared to lower your price by say, 5%, we would place a trial order with you.
21
• 鉴于我们可按此价与买主大量成交，我们 不可能再降价了。 • In view of the fact that we have done a lot of business with buyers at this price, we cannot reduce our price any further.
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5
Introduction
A (seller) B (buyer) A make an offer to B offeror offeree 1. accept 2. make a counter offer offeree 1. accept 2. make a counter-offer offeror
Answer
• 我们对这种商品最多只能打九折。 • 我们已按你方要求在箱上注明毛重，皮重 及净重。 • 如果你方能做出让步，比如降价10%，我 们就可以达成交易。 • 我们希望你方能接受9月份装货。 • 如果你放不能接受我们的报价，请递出最 有可能的还盘。
27
Writing a letter according to the following situation. Your letter should include the terms listed below.
11
• We very much regret that your price is out of line with the prevailing (present/current) market.
12
• Although we are desirous of doing business with you, we regret to say that your price is unacceptable to us.
29
Fill in the blanks with prorate prep. or conj.
• 感谢对方6月1日给予我方100双ABC牌第五 号鞋子基隆船上交货价，每双30美元的报 价。 • 感谢对方善意报价，认为每双30美元似乎 太贵。理由是同等品质的鞋子，本地的百 货公司都以低许多的价格零售。 • 提出的条件：将价格降低到每双20美元， 如能降价到此种程度，可能会订购300打。
28
Gentlemen: Thank you for your offer of June 1 for 100 pairs of ABC Brand shoes No.5 at US$ 30 a pair FOB Keelung. While appreciating your kind offer, we have to say that US$ 30 a pair seems to be too high. Shoes of similar quality to yours are being retailed at department stores here at much lower prices. We wonder if you would kindly consider reducing the price to $20 a pair. If you could come down to this price level, we might be able to order 300 dozen. Your consideration of this matter and immediate reply would be appreciated. Yours truly
CIF EMP European Main Port
17
• As the market of walnuts is declining, there is no possibility of business unless you can reduce your price by 5%.
18
• 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 Humburg.
19
Practice
• 如果你方愿意降低价格，比如说5%，我们 会考虑向你方试订。 • 鉴于我们可按此价与买主大量成交，我们 不可能再降价了。 • 我们建议你们再次考虑报价，使之与国际 市场一致。 • 我方决定再做2%的让步，希望能有助于你 方推销产品。 • 有迹象表明市场进一步看涨。
20
Practice
……
6
Main contents of counter-offer
• • • • deliver appreciation to the offer show your regret and explain it state your own suggestions express your expectation
15
• Your price compares much higher with those we can get from elsewhere.
16
State the new terms • To set up trade, we counter offer as follows, 50 tons of Walnuts at USD 600/ton CIF EMP.
10
Your price is so high… • • • • • Your price is a bit high. Your price is too high. Your price is rather stiff. Your price is excessive. Your price is prohibitive. 有点高 太高 相当高 过高 令人望而却步
8
Writing Skills
• Render thanks for the offer • Express the inability to accept the offer and explain it • Put forward suggestions on the trade terms • State the hope that the counter-offer will be accepted
22
• 我们建议你们再次考虑报价，使之与国际 市场一致。 • We suggest that you consider your price, and bring it in line with the international market price.
23
• 我方决定再做2%的让步，希望能有助于你 方推销产品。 • We have decided to make further concession of 2% in the hope that this will help you push sales of your products.
24
• 有迹象表明市场进一步看涨。 • Information shows that the market will advance / gain / rise further. • Every sign show that the market will advance further. • … decline / fall / lose
4
Introduction
• The original offer or the seller now becomes the offeree, and he has the full right of acceptance or refusal. • In the latter case, he may make another counter offer of his own. • This process can go on for many rounds till business is finalized or called off.
9
Recommended Statements
Your price is …high • We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products.
25
Translate the following sentences into Chinese
1. The highest discount we can allow on this article is 10%. 2. As per your request, we have marked the cases with gross, tare and net weights. 3. If you could make some concessions, say a reduction of 10%, we may conclude the transaction. 4. We hope you will see your way to accept September shipment. 5. If you cannot accept our offer, please make the best possible counter-offer. 26
3
Introduction
• A counter-offer is an attempt to bargin for a lower price. • A counter-offer is made when an offeree does’t agree to the terms and conditions of the offer.
7
Acceptance
• An offeree’s agreement to the terms set by the offerer is called an “Acceptance”. - made by the offeree - accepted unconditionally - comform to the requirement - be within the validity
Introduction
A (seller) B (buyer) A make an offer to B offeror offeree 1. accept 2. make a counter offer offeree 1. accept 2. make a counter-offer offeror
Answer
• 我们对这种商品最多只能打九折。 • 我们已按你方要求在箱上注明毛重，皮重 及净重。 • 如果你方能做出让步，比如降价10%，我 们就可以达成交易。 • 我们希望你方能接受9月份装货。 • 如果你放不能接受我们的报价，请递出最 有可能的还盘。
27
Writing a letter according to the following situation. Your letter should include the terms listed below.
11
• We very much regret that your price is out of line with the prevailing (present/current) market.
12
• Although we are desirous of doing business with you, we regret to say that your price is unacceptable to us.
29
Fill in the blanks with prorate prep. or conj.
• 感谢对方6月1日给予我方100双ABC牌第五 号鞋子基隆船上交货价，每双30美元的报 价。 • 感谢对方善意报价，认为每双30美元似乎 太贵。理由是同等品质的鞋子，本地的百 货公司都以低许多的价格零售。 • 提出的条件：将价格降低到每双20美元， 如能降价到此种程度，可能会订购300打。
28
Gentlemen: Thank you for your offer of June 1 for 100 pairs of ABC Brand shoes No.5 at US$ 30 a pair FOB Keelung. While appreciating your kind offer, we have to say that US$ 30 a pair seems to be too high. Shoes of similar quality to yours are being retailed at department stores here at much lower prices. We wonder if you would kindly consider reducing the price to $20 a pair. If you could come down to this price level, we might be able to order 300 dozen. Your consideration of this matter and immediate reply would be appreciated. Yours truly
CIF EMP European Main Port
17
• As the market of walnuts is declining, there is no possibility of business unless you can reduce your price by 5%.
18
• 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 Humburg.
19
Practice
• 如果你方愿意降低价格，比如说5%，我们 会考虑向你方试订。 • 鉴于我们可按此价与买主大量成交，我们 不可能再降价了。 • 我们建议你们再次考虑报价，使之与国际 市场一致。 • 我方决定再做2%的让步，希望能有助于你 方推销产品。 • 有迹象表明市场进一步看涨。
20
Practice
……
6
Main contents of counter-offer
• • • • deliver appreciation to the offer show your regret and explain it state your own suggestions express your expectation
15
• Your price compares much higher with those we can get from elsewhere.
16
State the new terms • To set up trade, we counter offer as follows, 50 tons of Walnuts at USD 600/ton CIF EMP.
10
Your price is so high… • • • • • Your price is a bit high. Your price is too high. Your price is rather stiff. Your price is excessive. Your price is prohibitive. 有点高 太高 相当高 过高 令人望而却步
8
Writing Skills
• Render thanks for the offer • Express the inability to accept the offer and explain it • Put forward suggestions on the trade terms • State the hope that the counter-offer will be accepted
22
• 我们建议你们再次考虑报价，使之与国际 市场一致。 • We suggest that you consider your price, and bring it in line with the international market price.
23
• 我方决定再做2%的让步，希望能有助于你 方推销产品。 • We have decided to make further concession of 2% in the hope that this will help you push sales of your products.
24
• 有迹象表明市场进一步看涨。 • Information shows that the market will advance / gain / rise further. • Every sign show that the market will advance further. • … decline / fall / lose
4
Introduction
• The original offer or the seller now becomes the offeree, and he has the full right of acceptance or refusal. • In the latter case, he may make another counter offer of his own. • This process can go on for many rounds till business is finalized or called off.
9
Recommended Statements
Your price is …high • We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products.
25
Translate the following sentences into Chinese
1. The highest discount we can allow on this article is 10%. 2. As per your request, we have marked the cases with gross, tare and net weights. 3. If you could make some concessions, say a reduction of 10%, we may conclude the transaction. 4. We hope you will see your way to accept September shipment. 5. If you cannot accept our offer, please make the best possible counter-offer. 26
3
Introduction
• A counter-offer is an attempt to bargin for a lower price. • A counter-offer is made when an offeree does’t agree to the terms and conditions of the offer.
7
Acceptance
• An offeree’s agreement to the terms set by the offerer is called an “Acceptance”. - made by the offeree - accepted unconditionally - comform to the requirement - be within the validity