外贸英语函电课件：Chapter05 Counter-offers

1、Chapter Five Counter-offersReview of chapter 41.Be subject to 2.Thanks for your enquriry (of.)for 3.Place regular order with4.the principle market5.Be in a position to 6.Mass-produced7.be specially treatedReview of chapter 41.Pamphlet2.stress the importance3.Printed pure silk fabrids4.popular price5

2、.in bales6.in due course7.In our favorReview of chapter 41.该报盘以你方回复本月底前到达为有效2.stress the importance3.Printed pure silk fabrids4.Lbs5.in bales6.in due course7.In our favorContents of Chapter 5Section One IntroductionSection Two Specimen LettersSection Three Useful Words &ExpressionsSection Four Usefu

3、l SentencesSection Five ExercisesFeatures of conunter-offerCounter-offer: the terms and conditions the offeree states is called the counter-offer.The counter-offrecan be involved in price, packing, shipment, terms of payment, etc. This kind of negotiation can go on for many a round until the transac

4、tion is concluded.A counter-offer is made when the prospective buyers find any terms or conditions in the offer unacceptable; they will then place before the sellers terms or conditions they set fit for the latter to consider.nNotesnprospective buyer潜在客户ntake the initiative采取主动nbid递盘ndrop 取消nstand立场

5、nbe persistent in matters of principles and policies坚持原则nwith an eye to着眼于nstandpoint立场Secition One Introduction （P76）Structure of a counter-offer1.Express thanks for the offer and mention briefly the content of the offer.2. state regret and reason for non-acceptance.3.Make a propriate counter-offer

6、4.Urge the offeree to accept the counter-offerSpecimen 1 P76CommentsIn this letter the writer expresses his regret for being unable to satisfy the counter-offer. In writing such kind of letters, you should give the reasons. Notes1 workable 可行2 a special discount of 2% 2%的特别折扣Section Two Specimen Let

7、ters Specimen 2 P77CommentsThe writer in this letter expresses his regret in a very technical way. In fact, this letter is a conditional acceptance. Notes1 Walnutmeat 核桃仁2 come to business 达成交易Typical letter of counter-offer1.Thanking the offeror for his offerWe wish to thank you for your letter of

8、June 10, offering us 3000 kilos of Walnut meat at $50 per kilogram.Typical letter of counter-offer2. Exrpessing regret and reasons for non-acceptanceWe regret to say that we find your price rather high and we believe well have a hard time convincing our clients at your price.Typical letter of counte

9、r-offer3. Make a propriate counter-offerBesides, there is keen competition from suppliers in South Korea and Thailand. You cant very well ignore that. Should you be ready to reduce your price by 5%, we might come to business.Considering the long-standing business and relationship between us, we make

10、 you such a counter-offer.Typical letter of counter-offer4. Urge the offeree to accept the counter-offerAs the market is declining, we hope you will consider our counter-offer most favorable and fax us as soon as possible. Language point1.Regret that / to do sth我们很遗憾。We regret we are unable to accep

11、t the offer. 很遗憾我不能接受你的友好邀请我们很遗憾的告知，到货与样品不符We regret to note that you have turned down our counter-offer.Language point1.As regards sth/sb. 关于As regards attending the meeting，I havent decided yetLanguage point1.Grant准许; 答应给予We are prepared to grant you a special discount of 2%. 他拒绝给他们长期信贷。Specimen 3

12、 P78CommentsThe writing method of this letter is not so good. For example, nowadays, the sentence like “Your offer of October 10 for the captioned goods and the sample have been received, for which we thank you” is no longer used any more. Notes1 D/P, documents against payment付款交单2 at sight 即期3 ship

13、ping instructions 装船须知Spciemen 4 P78CommentsThis is a letter confirming the fax sent on October 28. It is a letter rejecting the buyers request for a 10% commission instead of 5% and payment by D/P instead of L/C. Notes1 as per the copy attached 内容详见附件2 Irrevocable Letter of Credit不可撤消信用证3 see ones

14、way 尽力4 fall in line with 与一致Language Point1. On the basis of / base on 按照，根据on the basis of a 5% commission / disccount 按照5% 的佣金 / 折扣2. See ones way 尽力I finally saw my way (clear) to taking a vacation in CostaRica .我终于做到了去哥斯达黎加度假. 3. Fall in line with / in accordance with与.一致Spciemen 5 P79 language

15、 point 1. Ream 令2. MG Cap paper 油光纸3. Heavy demand 大量的需求Steady demand / increasing demand 稳定的需求/增长的需求4. Shipment 交货/装船5. In view of: considering In view of our long-standing relationship, we agree to allow you a discount. 考虑到我们长期的关系, 我方同意给你方折扣Spciemen 5 P79 language point 6. entertain: 接受并考虑（某事）to r

16、eceive and take into considerationwe can not undertake to entertain your order owning to the uncertain availability of raw materials.7. At $2300 per ream CFR Amsterdam.8. somewhat9. It is the best we can do.10. final confirmationSpicemen 6 P80Language point1 regarding 关于I shall appreciate it if you

17、could send me some relevant booklet regarding your new models.2 Reasonably fixed 定价合理3 comparable with与可比较的4 Call the attention of / call sbs attention to. 提请注意5 for ones reference 供某人参考Language point 表示价格高1. Rather high = very high 相当高，非常高2. On the high side 太高We appreciate your offer but regret to

18、 say that your price is rather on the high side.感谢你的报盘，但是很遗憾，你们的价格太高。On the low side 3. A little bit high / a bit high 有点高Language point 表示价格高4. Too high / much too high 5. Prohibitive 太高Your price is prohibitive. 你们的价格太高。Language point Translation1. 很遗憾，你方所报价格太高，与当前市场价格不一致。Tips: 当前市场 prevailing mar

19、ket 不一致 out of line with2. 虽然我很感谢你方对询盘的注意，但很抱歉的说，你方报盘太高。Tips: 注意 attentionTranslation1. 很遗憾，你方所报价格太高，与当前市场价格不一致。 We regret to say that the price you quoted is rather high / too high and out of line with the prevailing market.2. 虽然我们很感谢你方对我方询盘的注意，但很抱歉的说，你方报盘太高。Though we appriciate your prompt attenti

20、on to our enquiry, however, we sorry/regret to say your offer is on the high side.Language point 表示价格合理1. Reasonable 合理2. Competitive 有竞争力的3. rock-bottom price / lowest price最低价格This is our rock-bottom price, we cant make any further concession. 这是我方的最低价格，我们不能再让了。4. Best price / most favorable price

21、Language point 表示价格合理4. In line with / in accordance with 与.一致For letters in rely to a counter offer1.Your counter-offer is too low and we cant accept it.你方的还价太低，我们无法接受2. It is absolutely out of the question for us to reduce our price to your level. Out of the question = impossible, acceptableOut of

22、 question: beyond questionIt is out of question that we can make the shipment available in November. 毫无疑问，我们可以在11月份交货。For letters in rely to a counter offer3. This is our rock-bottom price, we cant make any further reduction.4. How about meeting each other half way?5. Our offer is reasonable and rea

23、listic. It comes in line with the prevailing market.6. My offer is based on reasonable profit, not on wild speculations. 7. Moreover, weve kept the price close to the costs of production.Writing steps1. Opening pragraph Express thanks and indicate the date and content of last letter recieved （1）Than

24、ks for your letter / offer .（2）in reply to In reply to your letter of 21 March, we are making you the following firm offer.兹答复你方3月21日来函，向你方报实盘如下Writing steps2. Express regret and reasons of non-acceptance（1）indicate what terms you are unable to accept.While appreciating the good quality of your bicy

25、cles, we find your price is a little too high to be accepted.虽然对你方的自行车质量表示满意，但是你们的价格略高难以接受。We regret to say it was a higher price than we received from other suppliers.很遗憾，此价格比我们收到的其他供应商的价格要高。Writing steps2. Express regret and reasons of non-acceptance（1）decline the offerAs the market is declining, we hav