商务英语基础Unit12OffersandCounteroffers报盘与还盘
商务英语：Counteroffer
商务英语：Counteroffer商务英语：Counteroffer商务英语是以适应职场生活的语言要求为目的，内容涉及到商务活动的方方面面。
今日就我和大家一起来共享商务英语：Counteroffer，盼望能帮到大家。
商务英语：CounterofferBasic Expressions1. Our counteroffer is as follows.我们还盘如下。
2. Our counteroffer is well founded.我们的还价是很合理的。
3. Your counteroffer is not up to the present market level.你的还价是不符合目前市场价格。
4. Please make us your best possible counteroffer.请给我们你们最好的还盘。
5. The price you offer is not in line with the prevailing market.你方报价与现行市场价不合。
6. Its impossible for us to entertain your counteroffer.我们不能接受你方的还价。
7. Im sorry. The difference between our price and your counteroffer is too wide.很圆满，我们的价格与你方还盘之间的差距太大。
8. This is our rock - bottom price, we cant make any further reduction.这是我方的最低价格，我们不能再让了。
9. How about meeting each other halfway?能不能相互做出让步?10. If you accept our counteroffer, well advise our users to buy from you.如您能接受我们的还盘，我们就劝用户向你方购买。
offer and counteroffer
Offer and Counter Offer 报价和还价Dialogue 1A: Mr. Li, I’d like to know your quotation.B: Well, Mr. Smith. Here is the price list. 500 cases of black tea, at 20 pounds per kilogram, CIF(cost insurance and freight) Liverpool. We’ll make shipment in October.A: Your price is high. It would be difficult for us to make any sales.B: I’m very surprise to hear you say that. As you know, the price of black tea has gone up since last year. Our price is more favorable than those in other places.A: I’m afraid that I can’t agree with you there. India has just come into the market with a lower price.B: But our tea is of high quality. Considering quality, our price is reasonable.A: No doubt your black tea is of high quality, but there is keen competition in tea market. Some countries are lowering their prices.B: So far, our black tea has stood the competition well. Our clients keep on buying our tea because ours is better in flavor or color than other tea.A: We’ll have difficulty persuading our clients to accept the price.B: To be frank with you, if it weren’t for our good relations, we wouldn’t offer you such a price.A: Can’t you make any concessions? If that’s the case, we might as well call the deal off.B: What’s your proposal?A: Your unit price is 5 pounds higher than we can accept.B: Do you mean we lower our price to 15 pounds? That’s impossible! A: In order to close the deal, let’s meet each other half way. What about 17 pounds？B: 18 pounds. This is our lowest price. We can’t make any concessions. A: All right. I accept it.B: I’m glad that we’ve settled the price. Now let’s go on to the other terms.2.生词短语quotation offer counter-offer CIF favorable quality considering reasonable competition persuade frank concessionproposal settle terms respond absolutely realistic prepare compromise discount acceptable feasible prohibitive stiff skyrocket spiral advance make an exception call off firm offer make shipment make any sales3.实用句型报价We are pleased to offer you……As requested, we are pleased to make you a firm offer.一个实盘从法律上讲，必须符合三点要求才能构成实盘。
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。
Quotations, Offers and Counter-offers 报价 发盘 还盘
Write the letter of offer generally bases on following points:
1. Reply in time; 2. Clearly and correctly reply; 3. Include all terms of trade; 4. Clarify it is firm offer or non-firm offer; 5. Introduce the advantages of commodities.
Write the letter of counter-offer always based on the following principles:
1. Be polite but directly tell the subject; 2. List what you disagree; 3. Clearly make your suggestions.
包装、数量、交货期、价格支付方式、装运期等）对 报盘有效期做出规定，这一点也很重要。
Final ：无保留：发盘人愿意按照他所提出的交易条件 同受盘人签订合同，除此之外，没有任何保留条件。
subject to our final confirmation. subject to prior sale. subject to the goods being unsold. subject to change without notice without engagement
Letters about offer generally bases on the following steps:
询盘Inquiry报盘Offer和还盘Counter-Offer常用句
Heavy enquiries witness the quality of our products.大量询盘证明我们产品质量过硬。
As soon as the price picks up, enquiries will revive.一旦价格回升，询盘将恢复活跃。
Enquiries for carpets are getting more numerous.对地毯的询盘日益增加。
Enquiries are so large that we can only than allot you 200 cases.询盘如此之多，我们只能分给你们200箱货。
Enquiries are dwindling.询盘正在减少。
Enquiries are dried up.询盘正在绝迹。
They promised to transfer their future enquiries to Chinese Corporations.他们答应将以后的询盘转给中国公司Generally speaking, inquiries are made by the buyers.询盘一般由买方发出。
Mr. Baker is sent to Beijing to make an inquiry at China National Textiles Corporation.贝克先生来北京向中国纺织公司进行询价。
We regret that the goods you inquire about are not available.很遗憾，你们所询的货物现在无货。
In the import and export business, we often make inquiries at foreign suppliers.在进出口交易中，我们常向外商询价。
To make an inquiry about our oranges, a representative of the Japanese company paid us a visi t.为了对我们的橙子询价，那家日本公司的一名代表访问了我们。
外贸函电-+Quotations,+Offers+and+Counter-offers
Unit 4 Quotations, Offers and Counter-offers
Points for Attention: 发盘一般用通函，信件或者答复询价的方法来 进行。在答复询价时，可寄送报价单。 完整的发盘应包括下列几点： 1. 对询价表示感谢 2. 表明价格，折扣及付款条件的细节
that we receive your order within the next ten days, we will give priority to it for prompt delivery. Your early reply will be appreciated. Yours faithfully
3. 详细说明价格包含的内容（如运费，保 费等） 4. 对交货期或装运期的承诺 5. 报价的有效期 6. 表达希望
发盘可以从不同的角度分类： 按形式可以将发盘分为口头发盘、书面 发盘及形式发票； 按发盘人不同可以将发盘分成卖方发盘 （售货发盘）与买方发盘（购货发盘） 按法律约束力不同可以将发盘分成实盘 （有法律约束力的发盘）与虚盘（无法 律约束力的发盘）。
虚盘的表示： 1. Without engagement (obligation)虚盘 (不受法律约束的发盘) 2. Subject to prior sale以未售出前为准 3. Subject to our final confirmation 以最 后确认为准
拒绝接受发盘的信应包括以下几点： 1. 对发盘表示感谢 2. 对不能接受表示遗憾 3. 如适当可还盘 4. 提示一起做生意的其他机会
Exercises
商务英语基础Unit12OffersandCounteroffers报盘与还盘课件
● How long will this offer remain valid?
It’s subject to the reply reaching Mr. Zhang on or before May 15.
● What terms of payment will be required?
Letter of credit. Payment is to be made by an L/C.
Listening
❖ Sound discrimination ❖ Short conversations
Speaking
Situation:
Charles, an exporter from Britain, makes an offer for fountain pens. Mr. Jiang, the importer, has some specific requirements for packing. In the end, they make a deal.
●
ton, CIF London.
What does Mr. Brown
think
of
the
price?
He thinks the price is rather high.
● When could the shipment be made?
Immediately after we receive your L/C.
Business Reading
I. Write “ T” for true, “ F” for false according to the text.
( T ) 1. A letter of offer is a letter followed by an inquiry.
Unit 4 Offers and Counter-offers报盘与还盘
• 实盘(firm offer)是发盘人（Offerer）按其提 供的条件以达成交易目的的明确表示。实盘具 有法律效力.受盘人(Offeree)一旦在有效期限 内接受实盘上的条件和内容,发盘人就无权拒 绝售货.一项实盘必须具备： 1) 发盘的内容和 词句必须肯定，不能用‘大约（about）’， ‘参考价（reference price）’等摸棱两可 的词。 2) 发盘的内容明确完整，其内容应包 括商品品质（Quality），数量（Quantity）， 包装（Packing）价格（Price)装运 （Shipment)支付（Payment)有效期
Case 1
加拿大汤姆逊公司是一家从事手工艺品进口的公司， 目前正欲求购高质量的锦缎手袋。他们从该国驻中 国的大使馆商务参赞处得知，宁波钱湖贸易有限公 司可大量供应各种锦缎手袋。于是，汤姆逊公司采 购部Martin Crown先生与该公司取得了联系，对锦 缎手袋进行询盘。 Key points
1.从事手工艺品进口 2.求购高质量的锦缎手袋 3.进行询盘
Letter One Our company is one of the leading importers of handicraft articles in Canada. As there is a steady demand here for high quality brocade handbags, we would like you to send us as soon as possible your illustrated catalogues, samples and all necessary information about the goods. Meanwhile, please quote your lowest price, CIF Vancouver, stating the earliest date of shipment.
外贸英语Offer and counter-offer
Offer and counter-offerDialogue oneWu: I understand that you are interested in our bleached cotton.Smith: yes, I think some of the items will find a ready market in our country. We are thinking of placing an order. Can you tell me some ideas about your price? I hope you can quote us your most favorable price.Wu: you will find our price most favorable. Prices for bleached cotton have gone up tremendously in recent years. Our prices compare favorably with those offered by other manufacturers anywhere in the world. Here are some of our latest price lists. Yo u’ll see that our prices are most competitive.Smith: do you take special orders? That is, do you make products according to specifications? Wu: We do. As a matter of fact, we design new style for special purposes.Smith: That’s great. When can I have your firm offer?Wu: would you tell us the quantity so that we can figure out the offers?Smith: please offer us 1,000 sets of Art No.3 and 2,000 sets of Art No.6.Wu: what’s the basis do we quote on, CIF or FOB?Smith: please make your quotation on FOB basis. I’d like to have your lowest quotation, FOB Ningbo.Wu: Ok. No problem. Mr. Smith, please wait a minute, we’ll work out our offer very soon. Have a cup of coffer, please.Smith: Thank you.Wu: well, Mr. Smith. This is our offer. Here you are.Smith: thank you. Is this offer a firm one or one subject to final confirmation? How long will this be good?Wu: it’s a firm one. And it will be good for 5 days.Smith: I see. Thank you for your offer. I will contact my company and give you a reply soon. Wu: fine, thank you.Dialogue twoA: Good morning, Mr. Bush.B: Good morning, Mr. Li. We very much regret to state that our end-users here find your price too high and out of line with the prevailing price. Information indicates that the price of your products is 10% higher than quotations of other suppliers. It will be difficult for us to make any sales, so we are unable to accept your offer.A: Mr. Bush, you may notice that the prices for the goods have gone up a lot in the international market since last month because the production cost has risen a great deal recently, and we also have to adjust our price accordingly. The prices we offer are fairly reasonable and competitive as compared with those in the international market.B: I’m afraid I can’t agree with you on this point. Your prices are higher than those we have got from elsewhere, especially we have quotation from other Asian suppliers for the product similar to yours, but their prices are usually 10% or 15% lower. ,A: but you should take the quality into consideration. You know our products are of high quality and our design and technology are completely up-to-date. And high quality products deserve high prices. Mr. Bush, you would not disagree on that, would you?B: you may have a point here. We know clearly that the quality of Chinese products is slightly better, and that’s certainly a plus for you, but the difference in price should not be so long. Such being the case, it is impossible for us to persuade our end-users to accept your price. Still you can’t deny that there is keen competition in the market and your prices are rather on the high side.A: would you make a counter-offer and tell us what you suggest on the prices for these commodities?B: I hope you can reduce your price at least 5%, otherwise it is difficult for us to persuade our end-users to buy your goods at such a high price.A: I’m afraid it’s difficult for us to accept your counter-offer. The difference between our price and your counter-offer is too wide. The best we can offer is a reduction of 3% and this is our rock-bottom price and we can’t go any further.B: there still leaves a gap of 2% to be covered. Let’s meet each other half way, then the gap will be closed and our business completed.A: OK. We accept your proposal for our future relationship. Let’s meet half way. We offer you a 4% reduction. We believe that our relationship can’t last long without mutual understanding and mutual concession.B: I can’t agree more.Role playMr. Charles Milton, an importer from Singapore, is discussing a business transaction with us for corns. Mr. Milton asks for an offer of 2,000 metric tons of corns for prompt shipment, but only half of the quantity is available. He also asks for a 5% reduction in the price we quoted. We refuse to consider any reduction in price at first, but for the future development for trade relations, we agree to give a 3% reduction and the business is done.Translation:1. 接受贵方报盘将使我方无利可图。
offers and counter offers
Please send us a copy of your Sales Confirmation for our countersignature, and we will have our relative L/C established through ABC Bank once receive it.
Useful Information
Sample 2
The kinds of offer (2)
A Firm Offer
Dear Sir/Madam,
We are pleased to know from your fax of Oct. 15 that you are interested in our medicine, vitamin E. We make you the following firm offer: Commodity: Vitamin E 50% Price: USD7.00 per KG CIF Hamburg Quantity: 5000 KGS Packing: 25 KG/Drum Shipping Marks: At seller’s option Date of shipment: In November 2005 Payment: By Irrevocable L/C at sight to reach us one month before shipment, allowing transshipment and partial shipment. Insurance: To be effected by sellers for 110% of full invoice value covering All Risks. Looking forward to your earliest confirmation. Yours faithfully,
Businessletter课件311.1.3OffersandCounterOffers
• The prices we quoted are the best if you take the quality into
consideration. We think a fair comparison of quality between our products and similar articles from other sources will convince you of the reasonableness of our quotation.
•
• Such being the case, may we suggest that you make a reduction in your price, say 8%? That would help to push the sales of your shirts in our market. We hope you will not lose this chance from which you can benefit a lot.
• Our Refrigerators are of high quality and we have not much ready stock on hand. Therefore, it is imperative that, in order to enable us to effect early shipment, your L/C should be opened in time if our price meets with your approval.
• We shall appreciate it very much if you will makeyour acceptance as soon as possible.
外贸常用英语还盘(Counteroffer)
外贸常用英语:还盘(Counter offer)1. We think your offer is too high, which is difficult for us to accept.我们认为你方的报价太高了，我方难以接受。
2. Our offer is reasonable and realistic. It comes in line with the prevailing market.我方的报价是合理的、现实的，符合当前市场的价格水平。
3. If you insist on your price and refuse to make any concession, there will be not much point in further discussion.如果你方坚持自己的价格，不作让步，我们没有必要再谈下去了。
4. Let's have your counter offer.请还个价。
5. We make a counter-offer to you of $150 per metric ton F.O.B. London.我们还价为每公吨伦敦离岸价150美元。
6. Your counteroffer is too low and we can't accept it.你方还价太低了，我方无法接受。
7. It's absolutely out of the question for us to reduce our price to your level.我们不可能将价格降到你方所要求的那样低。
8. We can't accept your offer unless the price is reduced by 5%.除非你们减价5%，否则我们无法接受报盘。
9. I'm afraid I don't find your price competitive at all.我看你们的报价毫无任何竞争性。
商务英语词汇 报盘和还盘 Offer & Counter-Offer
报价有效期到1997年6月22日下午5点，北京时间。
All
prices in the price lists are subject to our confirmation.
报价单中所有价格以我方确认为准。
（三）
Our offers are for 3 days.
我们的报盘三天有效。
We have extended the offer as
per as your request.
我们已按你方要求将报盘延期。
The offer holds good until 5 o'clock
unacceptable
不可接受的
workable 可行的
at wide intervals 间隔时间太长
make headway 有进展
be
worried at sth. 对...苦恼
（五）
Let's have you counter-offer.
请还个价。
我们现在可以报茶叶现货。
We'll try our best to get a bid from the buyers.
我们一定尽力获得买主的递价。
We'll let you have the official offer next Monday.
下星期就给您正式报盘。
I'm waiting for your offer.
quotations you can get elsewhere.
你会发现我们的报价比别处要便宜。
Unit 12 Offers and Counter-offers
【Title of Lesson】Unit 12 Offers and Counter-offers【Text Book】Basic Business English【Teaching Objects and Demands】➢Knowledge and Ability Objects1. To let the students know some basic knowledge of offers and counter-offers.2. To let the students know some words and phrases about offers and counter-offers.3. To train the students’ abilities of listening and speaking.4. To train the students’ abilities of using English to make simple dialogues about offers and counter-offers.5.To train the students’ ab ilities of reading and writing.➢Procedure and Method Objects1. Through self-study, train students’ abilities of analyzing problems, solving problems and summarizing problems.2. Through group activities, train students’ team spirit of mutual cooperation a nd to improve their communication ability.3. Through the competition, train students’ sense of competing and participating actively, stimulate students’ interests in learning, improve their abilities to adapt to change and enhance their thinking abilities .➢Moral and value Objects1. To enable the students to understand the importance of knowing what are offers and counter-offers.2. To lay the foundation for the future English communication.【Teaching Key Points】1. Some words and phrases about offers and counter-offers.2. Some sentences about offers and counter-offers.【Teaching Difficulties】How to enable students to make offers and counter-offers.【Teaching Aids】Multi-media computer, cards and some exercise papers; Software: Microsoft PowerPoint 【Teaching Methods】Interactive teaching (learning--reciting –utilizing), discussion, questions & answers methods with the help of some games and activities.【Teaching Periods】180 minutes ( 4 Lessons)【Teaching Procedures】Step 1: Lead-in1. Through questions and answers to lead in new lesson. Such as:(Suppose you are at a fruit store, you are asking the price of a kind of apple.)T(Teacher): What can I do for you?Ss(Students): I’d like to buy some apples.T: This kind of apple tastes good.Ss:How much is it?T: 8 yuan a kilo.Ss:I’m afraid it is a bit expensive, can you lower your price?T: OK, 7 yuan a kilo if you buy more than 2 kilos.Ss: Great, I’ll buy 2 kilos.T: This is the way to make inquiries, offers and counter-offers. You know ,when someone asks you the price of an item, you offer him/her the price, that’s “offer”. However, if the buyer feels the price too high and asks for a reduction in price, that’s “counter-offer”. Today we will learn about offers and counter-offers.2. Explaining in detail the basic knowledge of offers and counter-offers.Aim:By questions and answers to lead in the lesson directly and let Ss know the task of this lesson clearly. To encourage Ss to think and express their own ideas freely to arouse their interests.Step 2: Listening and speaking【Teacher’s words】I have explained something about offers and counter-offers. Now let’s listen carefully how they offers and counter-offers.1. Listening ActivityA. Divide the class into several groups and ask the students to do listening activity: Listen to the dialogue carefully ,discuss in groups and do Task one together.B. Ask Ss to say their answers out, one student each group as the representative.C. The teacher checks the students’ answers and shows out the correct answers on PPT.D. Listen to the dialogue again and do Task two: Filling the missing words together.E. Listen to the dialogue for the last time and do Task three: Answer the following questions. Aim: Through Listening Activity repeatedly to let Ss be active in thinking and train their abilities of listening and cooperation.2. Speaking Activity【Teacher’s words】Now we have learned some words and patterns about how to make offers and counter-offers. Next we will do pairworks according to the following situations:A. PPT shows the situation and some useful knowledge:Situation: Charles, an exporter from Britain, makes an offer for fountain pens. Mr. Jiang, the importer, has some specific requirements for packing. In the end, they make a deal.Useful knowledge:We are pleased to make you an offer for …We are glad to give you an offer for…This offer is valid for …days.This offer is subject to your reply reaching here before June 20….What about packing …?A model dialogue:A:Good morning, Charles. How have you been?B:Fine, thank you, Mr. Jiang. I think you have received our inquiry sheet for your fountain pens, haven’t you?A:Yes. It arrived here last Thursday. We meant to send you an offer by fax. Since you are here, we can discuss it now.B:That’s good. To be frank, your fountain pens are popular in our market.A:I’m glad to hear that. Our products are famous for their high quality and competitive price.B:By the way, when can you make delivery?A:Let me see. Is July or August all right?B:That’s it. It’s the sales peak.A:No problem. Do you have any specific requirements for packing?B:Yes. The packing must be in line with local market preference.A:That’s OK.B. Two Ss a group. One student acts as a salesman in a foreign trade company to make offers to your partner. Then change the roles .Aim:Through the Speaking Activity to train Ss’s skills of listening and speaking and abilities of using language.Step3. Business Reading1. Learning the text【Teacher’s words】Just now we have learnt something about making offers and counter-offers. Now we’d like to learn what are offers. This step we will do self-study activity , Guess game（猜一猜游戏）,Choosing Game （选一选游戏）and Filling Game（填一填游戏）:(1) Self-studying ActivityA. Give Ss 5 Mins to self-study the text with three Pre-reading Questions:1. What is an offer?2. What should be included in an offer?3. How many kinds are offers divided into?B. Ask Ss to answer the questions.C. Let Ss explain the meaning of the text one sentence after another.D. Teacher checks.E. Ss read the text together.(2) Guessing GameA. PPT shows some key words, phrases and sentences.B. Ask Ss to do contest of guessing the meanings one by one.C. Teacher checks.D. Ss read the key words,phrases and sentences together.(3)True of False QuestionsA. PPT shows six sentences about the text.B. Ask Ss to choose “True or False” one by one.C. Teacher checks.(4) Choosing GameA. PPT shows eight incomplete sentences with four choices below each sentence.B. Ask Ss to choose the best answer.C. Teacher checks.D. Ss read the completed sentences together.Aim: Through self-study activity and Guess game to let Ss know the meaning of text about offers, master some useful words,phrases a nd sentences. And by reading the text to train the students’ reading abilities and let Ss pay attention to their pronunciations.2. Game for Grammar【Teacher’s words】: In this game, the teacher prepared for some cards with items names(such as: book, pen, fish, watch, knife etc.) on them. Divide the whole class into two groups(Group A andGroup B). The first student in Group A choose one of the card and question the first student in Group B. For example, if the word is “bike”, the question can be: What is a bike made of? Or “What is it used for” and the answer can be: “It is made of metal” or “It is used for riding”. The Group which gets more marks wins.e.g. This radio was made in Japan.My watch was stolen last week.Questioning usage Game(问用途游戏)A. PPT shows some words : book, pen, fish, watch, knife .B. Then show out many words quickly.C. Let Ss ask and answer the questions quickly.D. Teacher checks the answers.Aim:Through this step of Game for Grammar to let Ss study and review grammar knowledge about passive voice happily and unconsciously. And train the Ss’s being active in thinking questions and finding the answers for the questions, enhance their skills of speaking and translating.Step 4: Consolidation and Summary【Teacher’s w ords】: In this step we will do many practices activities to consolidate and sum something we learn in this lesson.（1）Let Ss do the exercises “Complete the following sentences with the Chinese given（words）in the brackets. “and “Choose the best answer.” to consolidate the grammar of passive voice. （2）Let Ss do the exercises “Translate the following sentences into Chinese.”, “Cloze.” And “Writing.” to expand Ss knowledge of making offers and counter-offers.Aim: Through many exercises to do summary and consolidation to this lesson make Ss review and master the knowledge which we learn in this lesson. Emphasizes the key points and difficult points of this lesson again so as to let Ss know the importance of making offers and counter-offers.Step 5: Homework【Teacher’s words】: Here there are four homeworks. Each student must do the first ,second and third. And Ss have the right to decide whether he will do or not do the fourth one by themselves.1. Read and recite the new words and expressions.2. Read the text fluently.3. Act as roles to make dialogues with your partners.4. Search more knowledge about making a business introduction in Western countries.Aim: Through assignment by levels to let Ss choose their homeworks by themselves to encourage Ss to analyze themselves, improve Ss’ abilities of listening,speaking and reading further and train Ss’ abilities of communicating with others.Unit 12 Offers and Counter-offersI: Listening & SpeakingTask Two: Listen to the dialogue again and fill in the missing words.1. offer2. high3. afraid4. time5. With6. shipment7. valid8. decisionTask Three : Listen to the dialogue the last time and answer the following questions.● 200 metric tons of rice.● He thinks the price is rather high.● Immediately after the receipt of the L/C.● It’s subject to the reply reaching Mr. Zhang on or before May 15.● Payment is to be made by an L/C.PracticeComprehension of the TextI. Write “ T ” for true, “ F ” for false according to the text.1. T2. T3. F4. F5. F6. TII. Multiple choice.1. A2. C3. B4. C5. B6. A7. D8. BWord StudyIII. Match the words or phrases in Column A with those in Column B.1. e2. g3. a4. b5. h6. c7. d8. fIV. Fill in the blanks with proper prepositions.1. to2. into3. In4. out5. at6. within7. in8. forV. Fill in the blanks with the words or expressions given below.1. validity2. reach3. state4. accept5. details6. quantity7. per8. terms of payment9. decision 10. firm Grammar ExercisesVI. Complete the following sentences with the words in blanks, using active voice or passive voice.1. the fair be held或the fair take place2. sell well3. was shown to him by the manager4. A new factory will be built5. is difficult to solve6. cost him 5000 yuan7. to work ten hours a day8. It is saidVII. Choose the best answer.1. C2. B3. D4. C5. B6. B7. C8. B9. A 10. BBusiness Knowledge ExtensionsVIII. Translate the following sentences into Chinese.1. 按你方要求，现报盘如下：2. 样品已于昨日寄给你方。
Unit 12 Offers and Counter-offers
Z:I’m afraid we can’t.恐怕不行。I view of our longstanding business relationship,we’ve made you our best offer.鉴于我们长期的合作伙 伴关系，我方已经给予你方最优惠的价格了。 B:However,I think you price is a bit high this time.然而，我方认为你方这次的价格偏高。 Z:With this price,you’ll get good-quality rice. 这个价格，你可以得到优质的大米。Our rice is one of the best rice in the world.我们的大米是 世界上最好的大米之一。So I don’t think the price is high.所以我不认为价格高。
Key toBiblioteka P32 Ⅱ.1.A 此盘有效期仅为三天。 2.C 我可以保证这是我方最优惠的报价 3.B 请给我们报实盘 4.C 5.B 6.A 7.D 8.B 我方是不可能降低我们的价格的 Ⅲ.1.e 2.g 3.a 4.b 5.h 6.c 7.d 8.f Ⅳ.1.to 2.into 3.In 4.out 5.with（以低价格） 6.for（该发盘有效期为……） 7.in (the leading/an important/major) 8.for
B:Well,when can you make the shipment?好吧，你们什么时候可以装运？ Z:Immediately after we recive your L/C. 在我方收到你方的信用证后即刻装运。 B:For how long will this offer remain valid?这个报盘的有效期到什么时候截止？ Z:It’s subject to your reply reaching us on or before May 15.以在5月15日或在这 之前收到你方的回复为准。 B:I’ll consider this offer and let you know my decision by then.我会考虑这个 提议,到那时让你知道我的决定。
Unit_2_Enquiry,_Offer_and_Counteroffer
We’ll give a 20% discount on the order of over
U句S式D：$1se,0ll 0at0a. discount
get/offer a discount
折价出售 得到折扣
cash discount
现金折扣
value discount
价值折扣
e.g. 如你方订购超过5，000美元，我们愿意给你方3%的特殊折扣。
5
Sum—up
Lesson 4 General Enquiry 一般询盘
TEXT Arm yourself Main points Make yourself skilled
TEXT Arm yourself Main points Make yourself skilled
1.TEXT
Specimen 1 General enquiry Specimen 2 Reply to the Above
3) 进一步介绍商品的价格、优惠条件、贸易术语和装运等； 4) 如果是实盘，说明报盘的有效期； 结尾：5) 期望；希望报盘能得到对方接受。 ❖ 还盘要点： 开头：1) 感谢对方的报盘； 正文：2) 全部或部分拒绝对方报盘的态度及原因； 3) 向卖方提出建议，说明自己能接受价格、优惠条件等； 结尾：4) 期望；希望还盘能得到接受，表达合作的希望等。 每封信件的具体内容会有变化，需要根据实际情况加以调整。
/active /steady /strong/great /large /big/ high /heavy /important. 对...的需求上升，增加，活跃
The demand for…is going down/low/lessening/Soft/declining/down/weak/small…etc.
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
May 15.
Listening
Task Two: Listen to the dialogue again and fill in the missing words. Mr. Brown: I’m glad you have worked out an 1 for us. Mr. Zhang: Well, we are offering 200 metric tons of rice at USD430 per
one of the best rice in the world. So I don’t think the price is high. Mr. Brown: Well, when can you make the 6 ? Mr. Zhang: Immediately after we receive your L/C. Mr. Brown: OK. For how long will this offer remain 7 ? Mr. Zhang: It’s subject to your reply reaching us on or before May 15. Mr. Brown: I’ll consider this offer and let you know my 8 by
●
ton, CIF London.
What does Mr. Brown
think
of
the
price?
He thinks the price is rather high.
● When could the shipment be made?
Immediately after we receive your L/C.
Listening
❖ Sound discrimination ❖ Short conversations
Speaking
Situation:
Charles, an exporter from Britain, makes an offer for fountain pens. Mr. Jiang, the importer, has some specific requirements for packing. In the end, they make a deal.
relationship, we’ve made you our best offer. Mr. Brown: However, I think your price is a bit high this 4 . Mr. Zhang: 5 this price, you’ll get good-quality rice. Our rice is
Listening
Task Three: Listen to the dialogue the last
time and answer the following questions.
● What is the offer?
200 metric tons of rice at RMB 3,000 yuanunter-offers
Unit 12 Offers and Counter-offers
❖ Listening ❖ Speaking ❖ Business Reading ❖ Grammar ❖ Practice Exercises
Listening
Task One: Listen to the dialogue first and repeat the following sentences.
1. We are offering 200 metric tons of rice at USD430 per metric ton, CIF London.
2. Can you cut the price by, say, 50 dollars per metric ton?
3. In view of our longstanding business relationship, we’ve made you our best offer.
metric ton, CIF London. Mr. Brown: 430 dollars per metric ton. I think the price is rather 2 .
Can you cut the price by, say, 50 dollars per metric ton? Mr. Zhang: I’m 3 we can’t. In view of our longstanding business
then. Thank you very much, Mr. Zhang. Bye! Mr. Zhang: Bye!
Listening
Keys to fill in the missing words.
1. offer 2. high 3. afraid 4. time 5. With 6. shipment 7. valid 8. decision
Speaking
Useful knowledge:
We are pleased to make you an offer for … We are glad to give you an offer for… This offer is valid for …days. This offer is subject to your reply reaching here
● How long will this offer remain valid?
It’s subject to the reply reaching Mr. Zhang on or before May 15.
● What terms of payment will be required?
Letter of credit. Payment is to be made by an L/C.