chapter5-response-to-offer2014PPT课件

1、1 v Step 1: quiz v Step 2: accept the offer v Let ss read the following offer and suppose they accept the offer, how should they write the letter (dont read the textbook)? 2 Write a reply to accept the offer 史密斯先生：史密斯先生： 微波炉微波炉SU472 你方你方3月月15日来信要求我方报微波炉日来信要求我方报微波炉SU472产品实盘。产品实盘。 今晨我方电话告知以每台今晨我方电话告知以

2、每台100美元美元FOB上海价报给你方上海价报给你方 3000台台SU472微波炉，微波炉，2009年年5月至月至6月装运。此报盘为实月装运。此报盘为实 盘，以我方盘，以我方4月月20日前收到回复为准。日前收到回复为准。 请注意，我方所报价格为最优惠价格，不再接受任何形请注意，我方所报价格为最优惠价格，不再接受任何形 式的还盘。式的还盘。 近期原材料价格上涨幅度加大，而这会引起微波炉价格近期原材料价格上涨幅度加大，而这会引起微波炉价格 上涨。因此，若你方能立即给予答复，你们会得到目前微波上涨。因此，若你方能立即给予答复，你们会得到目前微波 炉价格看涨的好处。炉价格看涨的好处。 3 Accept

3、 the offer Dear Mr. Clinton Thank you for your letter of March 12. We find both quality and price satisfactory and are pleased to （place an order with you for 3000 sets of microwave ovens at 100 $ FOB Shanghai per set, for shipment during May and June.）tell you we accept your offer. You may start th

4、e manufacturing now as there are only 2 month before the delivery time. Enclosed is the Purchase Confirmation No. 123 in duplicate. Please countersign and return us one copy for records. We should appreciate timely delivery and hope to establish regular business relations with you if the first shipm

5、ent is in line with the samples supplied. LOGO 4 Chapter 5 Responses to Offers Business English CorrespondenceBusiness English Correspondence Review 5 v We make you the following offer for 5000 pieces of necklace (as follows) v 我们传真确认5000件项链的盘，价格是每一件500美元 London 离岸价。 v We fax to confirm the offer fo

6、r 5000 pieces of necklace at $500 per piece FOB London. v 我们所报的价格是最优惠的价格，不能接受任何形式的还盘。 v We have offered the best price/ the most favorable price, and cannot accept any counter-offer. 6 v Thank you for your fax/email of April 8, offering 5000 pieces of necklace. v Our policy requires payment by confi

7、rmed irrevocable L/C at 30 days sight for initial/first orders from the new partners. 7 Response to Offers Information Related Sample Letter Study Useful Expressions Translating Letter Writing Contents 8 Information Related Declining an offer 1 Conditional Acceptance(Counter-offer) 2 Entire Acceptan

8、ce 3 9 Information Related If a buyer feels that the gap between the offer and his expectation is too wide to be bridged, he may choose to decline the offer and end the negotiation. Silence and inactivity during the validity of the offer equals to declining. The offeree (受盘方) cannot revive the offer

9、 that is declined.(If the offeree declined the offer, he cant revive the offer.) 10 Information Related A counter-offer is a partial rejection of the original offer and may show disagreement to the price, or packing , or shipment, and state his own terms instead. A counter-offer is actually both a r

10、ejection to the original offer and a new offer (buyers bid) made to the original offerer /seller. A counter-offer plays dual roles: 1) a rejection to the original offer; 2) a new offer (the buyer is the offerer, the seller is the offeree and the seller can choose to make a counter counter- offer). 1

11、1 Information Related The offeree is willing to enter into a contract with the offerer according to the terms and conditions agreed upon. The word “offer” here includes counter-offers as well. A contract is concluded at the moment when an acceptance of an offer becomes effective in accordance with t

12、he provisions of the convention. 12 Letters of Response to Offers Sample letter 5: Accept an offer Sample letter 1: Decline an offer Sample Letter Study Sample letter 3: Revised offer Sample letter 2: Counter-offer Sample letter 4: Counter counter-offer 13 Sample Letter 1: decline an offer Useful ex

13、pressionWords and phrases Sample letter Writing steps 14 Words and Phrases 15 Sample Letter 1 Textbook, P72-73 16 Writing Steps 1. The neutral opening: Be indirect and use neutral expressions: (Thank you for the offer of ) (We appreciate your trouble in making us an offer) Convey the unpleasant news

14、 and explain the reasons briefly. (Regretfully we can not accept your offer. Your prices are much higher than those we have previously paid for.) 3. The closing: Be courteous and sincere. (Thank you for your trouble in this matter. We shall continue to place orders and will invite your quotations on

15、 this line in the future.) 17 Useful Expression 1.我们赞赏贵方产品的良好品质，但贵方报价大大我们赞赏贵方产品的良好品质，但贵方报价大大 高于此前我们所购同等质量草纸板的价格。高于此前我们所购同等质量草纸板的价格。 We appreciate the good quality of your products, but your prices are much higher than those we have previously paid for the strawboards of the same quality. 2. 我们将继续订购此

16、类产品，并且今后会继续邀请我们将继续订购此类产品，并且今后会继续邀请 贵方报价。贵方报价。 We shall continue to place orders and will invite your quotations on this line in the future. 18 Sample Letter 2：counter-offer Useful expressionWords and phrases Sample letter Writing steps 19 Words and Phrases 20 Sample Letter 2 Textbook, P73-74 21 Writ

17、ing Steps 1. Thank the seller for his offer 2. Tell the reader what terms you are unable to accept and explains why. 3. Give your new offer/quotation. 4. End the letter with your hope for a favorable reply and your confidence in successful cooperation 22 Useful Expression 1. 2. 接受贵方报价，我们的销售利润微薄接受贵方报

18、价，我们的销售利润微薄. We appreciate the good quality of your products, but unfortunately your prices appear to be on the high side. To accept the prices would leave us with only a small profit on our sales. 23 Useful Expression 4. 我们喜欢贵公司产品质量，希望有机会同你们我们喜欢贵公司产品质量，希望有机会同你们 合作。合作。 The principal demand in our ma

19、rket is for articles in the medium price range. We like the quality of your goods and would welcome the opportunity to do business with you. 24 Sample Letter 3 Useful expressionWords and phrases Sample letterWriting steps 25 Words and Phrases to offer/give you a special discount new/revised offer pl

20、ace an order 26 Sample Letter 3 Textbook, P74-75 27 Writing Steps 1. Thank the buyer for his counter-offer. 2. Tell the reader whether you can accept his counter-offer and explain why. (If not, give your new offer or quotation) 3. End the letter with your hope for a favorable reply or your confidenc

21、e in successful cooperation. 28 Useful Expression 传真收悉，很遗憾得知传真收悉，很遗憾得知 我们认为价格没有超出合理水平。我们认为价格没有超出合理水平。 I am sorry to learn from your fax of that We do not feel that the prices are at all excessive. 29 Useful Expression 对于贵方第一批对于贵方第一批2500件定货，我方给予件定货，我方给予4%折扣折扣。 这是我们能作的最大让步。这是我们能作的最大让步。 We offer you a

22、special discount of 4% on a first order for 2,500 pieces. It is the furthest we can go to help you. 30 Sample Letter 4 Counter counter-offer Useful expressionWords and phrases Sample letter Writing steps 31 Words and Phrases 32 Sample Letter 4 Textbook, P75-76 33 Writing Steps 1. Express thanks - th

23、e neutral opening: Be indirect and use neutral expressions: (Thank you for the offer of ) 2. Convey the unpleasant news and explain the reasons briefly. 3. The closing: Be courteous and sincere. 34 Useful Expression 1. 感谢贵公司与我们合作意愿。感谢贵公司与我们合作意愿。 2. 我们政策规定以不可撤销信用证或银行汇票在我们政策规定以不可撤销信用证或银行汇票在 交货时或交货之前付款

24、。交货时或交货之前付款。 We appreciate / Thank you for your interest in doing business with us. Our policy requires payment by irrevocable L/C or bankers draft on or before delivery. 35 Sample Letter 5：accept an offer Useful expression Words and phrases Sample letter Writing steps 36 Words and Phrases conclude

25、the transaction 接受定货接受定货 达成交易达成交易 entertain orders You may rest assured 请放心请放心 37 Words and Phrases 38 Sample Letter 5 Textbook, P76-77 39 Writing Steps 1. State your acceptance. (We accept your counter-offer of March 2 and are pleased to confirm having concluded the transaction of the captioned goo

26、ds with you.) 2. Urge the reader to act as required by the agreement. (Your L/C must reach here by the end of this month. Otherwise, shipment has to be delayed.) (We enclose our Sales Confirmation No.123 in duplicate. Please countersign and return us one copy for files/records.) 3. End the letter by

27、 showing your confidence in the smooth execution of the transaction. (If this order is executed satisfactorily, we shall be happy to place further orders with you.) (we trust that our products will turn out to your satisfaction.) 40 Useful Expression 1. 请放心，我们会如约履行定单。请放心，我们会如约履行定单。 2. 请会签并寄给我们一份存档。请

28、会签并寄给我们一份存档。 You may rest assured that your order will be fulfilled as contracted. Please countersign and return/send us one copy for records/files. 41 Useful Expression 我们欣赏贵方产品的良好品质，但贵方报价大大高我们欣赏贵方产品的良好品质，但贵方报价大大高 于此前我们所购同等质量草纸板的价格。于此前我们所购同等质量草纸板的价格。 We appreciate the good quality of your products,

29、 but your prices are much higher than those we have previously paid for the strawboards of the same quality. 我们将继续订购此类产品，并且今后会继续邀请贵我们将继续订购此类产品，并且今后会继续邀请贵 方报价。方报价。 We shall continue to place orders and will invite your quotations on this line in the future. 42 Useful Expression 传真收悉，很遗憾得知传真收悉，很遗憾得知 我

30、们不认为价格超出合理水平。我们不认为价格超出合理水平。 I am sorry to learn from your fax of that We do not feel that the prices are at all excessive. 43 Useful expression 44 Useful Expression 对于贵方第一批对于贵方第一批2500件定货，我方给予件定货，我方给予4%折扣折扣。 这是我们能作的最大让步。这是我们能作的最大让步。 We offer you a special discount of 4% on a first order for 2,500 pie

31、ces. It is the furthest we can go to help you. 45 Useful Expression 我们对产品质量满意，但遗憾的是，贵方我们对产品质量满意，但遗憾的是，贵方 价格偏高。价格偏高。 接受贵方报价，我们的销售利润微薄。接受贵方报价，我们的销售利润微薄。 We appreciate the good quality of your products, but unfortunately your prices appear to be on the high side. To accept the prices would leave us wit

32、h only a small profit on our sales. 46 Useful Expression 我方市场上需求的我方市场上需求的 主要是中等价位的货品。主要是中等价位的货品。 我们欣赏贵公司产品质量，希望有机会同你们合作我们欣赏贵公司产品质量，希望有机会同你们合作. The principal demand in our market is for articles in the medium price range. We like the quality of your goods and would welcome the opportunity to do busin

33、ess with you. 47 Useful Expression 感谢贵公司与我们合作意愿。感谢贵公司与我们合作意愿。 我们政策规定以不可撤销信用证或银行汇票我们政策规定以不可撤销信用证或银行汇票 在交货时或交货之前付款。在交货时或交货之前付款。 We appreciate your interest in doing business with us. Our policy requires payment by irrevocable L/C or bankers draft on or before delivery. 48 Useful Expression 请放心，我们会如约履行

34、定单。请放心，我们会如约履行定单。 请会签并寄给我们一份存档请会签并寄给我们一份存档. You may rest assured that your order will be fulfilled as contracted. Please countersign and return/send us one copy for records/files. 49 Translating 报给你方的价格是很实际的，很抱歉不能接报给你方的价格是很实际的，很抱歉不能接 受你方的还盘。受你方的还盘。 The price we quoted is quite realistic, so we regre

35、t that your counteroffer is unacceptable to us. 50 Translating 我们欣赏贵方产品的良好品质，但贵方报价大大高我们欣赏贵方产品的良好品质，但贵方报价大大高 于此前我们所购同等质量草纸板的价格。于此前我们所购同等质量草纸板的价格。 We appreciate the good quality of your products, but your prices are much higher than those we have previously paid for the strawboards of the same quality

36、. 我们将继续订购此类产品，并且今后会继续邀请贵我们将继续订购此类产品，并且今后会继续邀请贵 方报价。方报价。 We shall continue to place orders and will invite your quotations on this line in the future. 51 Translating 传真收悉，很遗憾得知传真收悉，很遗憾得知 我们不认为价格超出合理水平。我们不认为价格超出合理水平。 I am sorry to learn from your fax of that We do not feel that the prices are at all e

37、xcessive . 52 Translating 对于贵方第一批对于贵方第一批2500件定货，我方给予件定货，我方给予4%折扣折扣。 这是我们能作的最大让步。这是我们能作的最大让步。 You will get a special discount of 4% if you place an order for 2,500 pieces on a first order for 2,500 pieces. It is the furthest we can go to help you. 53 Translating 我们对产品质量满意，但遗憾的是，贵方我们对产品质量满意，但遗憾的是，贵方 价

38、格偏高价格偏高. 接受贵方报价，我们的销售利润微薄。接受贵方报价，我们的销售利润微薄。 We appreciate the good quality of your products, but unfortunately your prices appear to be on the high side. To accept the prices would leave us with only a small profit on our sales. 54 Translating 我方市场上需求的我方市场上需求的 主要是中等价位的货品。主要是中等价位的货品。 我们欣赏贵公司产品质量，希望有机

39、会同你们合作。我们欣赏贵公司产品质量，希望有机会同你们合作。 The principal demand in our market is for articles in the medium price range. We like the quality of your goods and would welcome the opportunity to do business with you. 55 Translating 感谢贵公司与我们合作意愿。感谢贵公司与我们合作意愿。 我们政策规定以不可撤销信用证或银行汇票在我们政策规定以不可撤销信用证或银行汇票在 交货时或交货之前付款。交货时或

40、交货之前付款。 We appreciate your interest in doing business with us. Our policy requires payment by irrevocable L/C or bankers draft on or before delivery. 56 Translating 请放心，我们会如约履行定单。请放心，我们会如约履行定单。 请会签并寄给我们一份存档。请会签并寄给我们一份存档。 You may rest assured that your order will be fulfilled as contracted. Please co

41、untersign and return/send us one copy for records/files. 57 58 59 Letter Writing Letter writing 1Letter writing 1 1 key 60 情景：你公司收到情景：你公司收到ABC公司公司2月月10日日200件项链的报盘，件项链的报盘， 价格为价格为CIF上海每件上海每件 500美元。你公司买主认为价格偏高。美元。你公司买主认为价格偏高。 市场情况是别国生产的同类产品以低于市场情况是别国生产的同类产品以低于10%价格出售。价格出售。 二者价格差异不应达二者价格差异不应达 到到10%。 为了进

42、行交易，你公司进行还盘，为了进行交易，你公司进行还盘， 还盘价格为还盘价格为CIF上海每件上海每件420美元。请写一封还盘信。美元。请写一封还盘信。 Letter Writing 1 STEPS： 1. 告知收到发盘告知收到发盘 2. 认为价格太高，说明市场情况认为价格太高，说明市场情况 3. 提出意见，进行还盘提出意见，进行还盘 4. 建议卖方接受还盘建议卖方接受还盘 61 Key v Dear Mr. v Thank you for your letter of February 10 offering USD 200 dozen of women short skirts at USD 50 per piece CIF Shanghai. v We regret to inform you that our buyer here find your price much too high. We learn that the similar products have been sol