week6 counter-offer

1、Transaction Situation 4Counter-Offer还还 盘盘商务函电Learning Objectives（学习目标）（学习目标）Abilitys objective：lCan write the letter of making counter-offer.Knowledge objective：lBe familiar with the words and expressions related the topic of making counter-offer. Basic Knowledge ConcernedLetter-writing GuideSample

2、Letters Practical Training Part One Part Two Part Three Part Four Part FiveContentsOther Commonly Used Expressions and SentencesPart One: Basic Knowledge Concerned In international trade, when the offeree accepts the terms and conditions stated in the offer, the transaction is concluded. In most cas

3、es, the offeree would reject the terms and conditions or state his own terms and conditions by return. The rejection or partial rejection of the offeree to the offer is called counter-offer. Once the counter-offer is made, the original offer is no longer valid, and the offeree now becomes the offero

4、r as the counter-offer becomes the new offer. During the negotiation, many issues will be talked about by the sellers and the buyers. Counter-offers are usually time consuming and may go many rounds before business is concluded or dropped. 1. The Significance and Effect of Counter-offerssuch as qual

5、ity, quantity and packing of the goods, price, shipment, insurance, payment terms, commodity inspection, disputes and settlement of disputes, force majeure, and arbitration, etc.上次交易情境复习上次交易情境复习 11月月19日，在收到日，在收到Ellen的询盘后，的询盘后，Victor经过对产品的报价核经过对产品的报价核算，向算，向加拿大加拿大CANADIAN FASHION TRADE CO., LTD.公司进行报公

6、司进行报价，同时告知了包装、支付方式、保险、装运时间等相关贸易情况。价，同时告知了包装、支付方式、保险、装运时间等相关贸易情况。发盘具体资料： 1品名：型号为品名：型号为BJ123的全棉运动上衣的全棉运动上衣 2尺码：小码、中码和大码尺码：小码、中码和大码 3单价：每件单价：每件20.5美元，美元，CIFC3%蒙特利尔蒙特利尔 4数量：数量：6000件，各尺码件，各尺码2000件件 5包装：包装：10件装入一个不透明的塑料袋，每件装入一个不透明的塑料袋，每10个塑料袋装入一个个塑料袋装入一个 双层瓦楞纸箱双层瓦楞纸箱 6付款方式：以卖方为受益人的不可撤销跟单即期信用证付款方式：以卖方为受益人的

7、不可撤销跟单即期信用证 7交货期：收到相关信用证后交货期：收到相关信用证后60天之内天之内 8保险：由卖方投保保险：由卖方投保 9发盘以对方发盘以对方11月月26日之前的复到为准日之前的复到为准 同时督促对方尽早下订单。同时督促对方尽早下订单。Work Task 1 （工作任务一）（工作任务一） Ellen收到收到Victor的发盘函后，要对其进行回复。请以的发盘函后，要对其进行回复。请以Ellen的名义写一封针对的名义写一封针对Victor发盘的回函，具体发盘的回函，具体要求如下：如下： 1表示已经收到对方的发盘函，并表示感谢。表示已经收到对方的发盘函，并表示感谢。 2很遗憾的告诉很遗憾的告

8、诉Victor，你方客户认为他们的价格偏，你方客户认为他们的价格偏高。高。 3表示虽然表示虽然Victor一方产品的质量很好，但是价格不一方产品的质量很好，但是价格不应该比其他供应商高出应该比其他供应商高出10%，因此进行还盘。，因此进行还盘。 4. 还盘内容如下：单价变为每件还盘内容如下：单价变为每件18.45美元，美元，CIFC3%蒙特利尔。蒙特利尔。 5希望对方尽快回复。希望对方尽快回复。 Work Task 2 （工作任务二）（工作任务二） Victor收到加拿大客户收到加拿大客户Ellen的还盘后，经过认真核算，的还盘后，经过认真核算，觉得不能接受对方的还价，因为自己的报价已经是比较

9、低觉得不能接受对方的还价，因为自己的报价已经是比较低了。但是考虑到如果能做成这笔订单，双方合作愉快的话，了。但是考虑到如果能做成这笔订单，双方合作愉快的话，那将会带来更多的订单，会给公司带来更大的利益，所以那将会带来更多的订单，会给公司带来更大的利益，所以Victor仍期望与对方做成这笔订单，于是他按照公司销售仍期望与对方做成这笔订单，于是他按照公司销售部的惯例，提出如果对方的订单部的惯例，提出如果对方的订单超过超过10,000件件，就，就同意降同意降价价5%。 If you want to write a counter-offer to state your disagreement to

10、 certain terms and express your own ideas, the following contents may be included: 1. To express thanks for the offer 2. To express regret at your inability to accept the offer and give reasons for non-acceptance 3. To make the counter proposal (price reduction etc.) 4. To express expectation of the

11、 acceptance1. Structure Part Two: Letter-writing Guide2. Typical Expressions(常见表达方式常见表达方式)For letters making counter-offer(还盘信函还盘信函常用表达句型常用表达句型): Writing steps（写作步骤）（写作步骤） Typical expressions（常用表达句型）（常用表达句型） 1.对发盘人的报对发盘人的报 价表示感谢价表示感谢 1. Thank you for your offer of . 谢谢贵公司谢谢贵公司的发盘的发盘 2. Thank you for

12、 your prompt reply and detailed quotation. 感谢贵方的及时答复和详细报价。感谢贵方的及时答复和详细报价。 2.表示无法接表示无法接受发盘并说明受发盘并说明原因原因 1. We regret to inform you that the price you quoted is on the high side though we appreciate the good quality of your products. 我们很遗憾告知对方，尽管我们对你方产品质量我们很遗憾告知对方，尽管我们对你方产品质量很满意，但我方认为贵方所报价格偏高。很满意，但我方认

13、为贵方所报价格偏高。 2. Much to our regret, we cannot entertain business at your price, since it is out of line with the prevailing market, being 10% lower than the average. 很遗憾我们不能考虑按贵方价格成交，因为贵方很遗憾我们不能考虑按贵方价格成交，因为贵方价格与现时市场不一致，要比一般价格低价格与现时市场不一致，要比一般价格低10%。 3. The price you offer is out of line with the market

14、, so it is beyond what is acceptable to us. 贵方报盘与市场不一致，故我方无法接受。贵方报盘与市场不一致，故我方无法接受。 3.对所希望的对所希望的交易条件提出交易条件提出建议建议 1. To step up trade, we counter-offer as follows: 为了促进贸易，我方还盘如下：为了促进贸易，我方还盘如下： 2. In view of our long-standing business relationship, we make you the following counter-offer. 鉴于我们之间长期的贸易关系

15、，特向贵方作如下鉴于我们之间长期的贸易关系，特向贵方作如下还盘。还盘。 3. Your competitors are offering considerably lower prices and unless you can reduce your quotations, we shall have to buy elsewhere. 你们竞争对手的报价要低很多。除非你们降价，你们竞争对手的报价要低很多。除非你们降价，否则我们得从他处购买。否则我们得从他处购买。 虚拟语气虚拟语气4.希望对方能够接受你方所提出的建议。 1. We hope that you will take our cou

16、nter-offer seriously into consideration and reply as soon as possible. 希望贵方对我们的还盘给予认真的考虑并尽快答希望贵方对我们的还盘给予认真的考虑并尽快答复我方。复我方。 2. If you accept our counter-offer, we will advise our end users to buy from you. 如贵方能接受我们的还盘，我们将劝我方用户向如贵方能接受我们的还盘，我们将劝我方用户向贵方购买。贵方购买。 For letters in reply to a counter-offerA ne

17、gative or uncertain reply to a counter-offer is actually another counter-offer. The following are some typical expressions.It is impossible for us to entertain your counter-offer.(我们不能考虑接受你方的还盘。)The price you counter-offered is not in line with the prevailing market.(你方还盘与现行市场价格不符。)This is our rock-

18、bottom price. We cant make any further reduction.(这是我方的最低报价，我们不能再降价了。)2. Typical Expressions(常见表达方式常见表达方式)For letters in reply to a counter-offerWe appreciate your counter-offer but find it too low to accept.( 谢谢你方还盘但我方觉得太低了无法接受。)We will not consider accepting your counter-offer.(我们不会考虑接受你方的还盘。)We r

19、egret to learn that you have turned down our counter-offer. (遗憾得知你方已拒绝了我方的还盘。)A positive reply to a counter-offer is actually an acceptance. Writing a letter to accept a counter-offer is the same as writing a letter to accept an offer. Please see the next unit for reference. Have a try!lTry to draft

20、 a counter-offer based on task1 6min. for you!Work Task 1 （工作任务一）（工作任务一） Ellen收到收到Victor的发盘函后，要对其进行回复。请以的发盘函后，要对其进行回复。请以Ellen的名义写一封针对的名义写一封针对Victor发盘的回函，具体发盘的回函，具体要求如下：如下： 1表示已经收到对方的发盘函，并表示感谢。表示已经收到对方的发盘函，并表示感谢。 2很遗憾的告诉很遗憾的告诉Victor，你方客户认为他们的价格偏，你方客户认为他们的价格偏高。高。 3表示虽然表示虽然Victor一方产品的质量很好，但是价格不一方产品的质量很

21、好，但是价格不应该比其他供应商高出应该比其他供应商高出10%，因此进行还盘。，因此进行还盘。 4. 还盘内容如下：单价变为每件还盘内容如下：单价变为每件18.45美元，美元，CIFC3%蒙特利尔。蒙特利尔。 5希望对方尽快回复。希望对方尽快回复。 Part Three: Sample analysisNovember 20, 2010Dear Victor,Thank you for your offer of 6000 pieces of cotton blazer at USD20.5 per piece CIFC3% MONTREAL.We regret to inform you th

22、at our end users find your price on the high side. As you know, the price of cotton blazer has gone down since last year. Some countries are actually lowering their prices. It is no doubt that there is a keen competition in the market.We do not deny that your products are attractive, but the differe

23、nce in price should, in no case, be as big as 10%. To step up trade, we on behalf of our end users make counter-offer as follows: 6000 pieces of cotton blazer, at USD 18.45 per piece CIFC3% MONTREAL. We hope that you will take our counter-offer seriously into consideration and reply as soon as possi

24、ble. Yours faithfully,EllenWork Task 1P44 1. end user 客户客户 2. on the high side （价格等）偏高（价格等）偏高 3. go down （价格等）下降（价格等）下降 4. keen competition 激烈的竞争激烈的竞争 5. in no case 决不决不 6. step up （使）加快速度（使）加快速度 7. on behalf of 代表代表 8. counter-offer 还盘还盘 9. take into consideration 将将考虑进去考虑进去New Words1. Thank you fo

25、r your offer of 谢谢贵公司谢谢贵公司的发盘的发盘 2. We regret to inform you that our end users find your price on the high side. 我们很遗憾的告知你方，我们的客户觉得你们报价过高。我们很遗憾的告知你方，我们的客户觉得你们报价过高。3. To step up trade, we on behalf of our end users make counter-offer as follows: 为了促进贸易，我们代表我方客户作出还盘如下：为了促进贸易，我们代表我方客户作出还盘如下：4. We hope

26、that you will take our counter-offer seriously into consideration and reply as soon as possible. 希望贵方对我们的还盘给予认真的考虑并尽快答复我方。希望贵方对我们的还盘给予认真的考虑并尽快答复我方。NotesWork Task 2 （工作任务二）（工作任务二） Victor收到加拿大客户收到加拿大客户Ellen的还盘后，经过认真核算，的还盘后，经过认真核算，觉得不能接受对方的还价，因为自己的报价已经是比较低觉得不能接受对方的还价，因为自己的报价已经是比较低了。但是考虑到如果能做成这笔订单，双方合作愉

27、快的话，了。但是考虑到如果能做成这笔订单，双方合作愉快的话，那将会带来更多的订单，会给公司带来更大的利益，所以那将会带来更多的订单，会给公司带来更大的利益，所以Victor仍期望与对方做成这笔订单，于是他按照公司销售仍期望与对方做成这笔订单，于是他按照公司销售部的惯例，提出如果对方的订单部的惯例，提出如果对方的订单超过超过10,000件件，就，就同意降同意降价价5%。 Part Three: Sample analysisNovember 21, 2010 Dear Ellen, We are in receipt of your letter of November 20, which re

28、quested a 10% discount. We regret to inform you that your counter-offer is not in keeping with the current market and we cannot accept it. We believe our prices are quite favorable and competitive, it is impossible that any other suppliers can lower than us if their products are as good as ours in q

29、uality. To be frank with you, if it was not for the future relations, we wouldnt consider accepting your price. In order to assist you to compete with dealers in the market, lets meet each other half way, we have decided to reduce the price by 5%, if you order reaches 10,000 pieces at one time, whic

30、h is say, the price is USD19.48 per piece CIFC3% MONTREAL. Its subject to your reply arriving here before November 30, 2010. Your early reply will be much appreciated. Yours sincerely, VictorWork Task 2虚拟语气虚拟语气Subjunctive mood 虚拟语气虚拟语气lThe subjunctive mood expresses wishes, suggestions, suppositions

31、 or something contrary to facts.l它表现出说话人的主观因素比较多。所以说话人所讲的内容往往是与事实相反的；或是其实现的可能性微乎其微，甚至于没有实现的可能性。当然，有时为了使说话的语气客气、缓和、委婉，也使用虚拟语气。 Functions of subjunctive mood in business correspondencelSubjunctive mood is a means of expressing businessmans opinion politely.lit is able to transfer the negative message

32、in a positive way lit makes the writer expresses his intention by means of euphemism, which makes it much more acceptable for reader. lIt gives much margin for negotiation, which is helpful to establish business relation.lWhen a reason is presented, the negative message is more likely to be accepted

33、 by the reader. e.g. 1)we can not lower the price. 2) we wish we were able to lower the price.虚拟语气虚拟语气1. 虚拟语气在条件状语从句中的构成和用法 lIf you would contact me directly, I would be happy to make the necessary arrangement for you in time.lWe should be grateful if you would change the invoice and let us have a c

34、orrect copy.lIf we had been informed in time, we would have reserved the goods for you.lIf you informed us in time, we would reserve the goods for you.lYou know that if you had any complaints to make about our service to you, we should be quick to make adjustments.lCould you also supply samples of t

35、he various skins of which the gloves are made, we should find it most helpful.2. 宾语从句宾语从句1) 在表示命令、建议、劝告、欲望、要求、主张这一类动词后的宾语从句中，从句应用虚拟语气，其谓语用should+动词原形，should可省略，这类动词有suggest, insist, demand, request, desire, order, ask, advise, propose , command, recommend, require等，e.g. we suggested you make a reaso

36、nable reduction in price, otherwise we could hardly go on with our discussion.2. 宾语从句宾语从句2) wish 后的宾语从句要用虚拟语气，表示不能实现的愿望。 表示现在不能实现的愿望，从句谓语动词用过去式； 表示将来不能实现的愿望，从句谓语动词用could/would+动词原形； 表示过去不能实现的愿望，从句谓语用“had+过去分词”。如：I wish I were a bird. 我要是一只鸟多好啊！ I wish I had started to study English years ago. 我要是早几年

37、开始学英语就好了。 I wish you would stop asking silly questions. 但愿你不要再问愚蠢的问题了 e.g. We wish we could lower our prices but unfortunately we cannot do so. 1. in receipt of 收到 2. discount 折扣 e.g. We would like to allow you a special discount of 3% if your order exceeds USD5,000. 如你方订购超过5,000美元，我们愿意给你方3%的特殊折扣。 3

38、. keep with the current market 与现行市价一致 4. to be frank with you 坦率地说，与frankly speaking意思相同 5. compete with sb. 与某人竞争 New Words 6. dealer 零售商零售商 7. meet sb. half way 各让一半，折中处理各让一半，折中处理 e.g. Shall we meet each other half way? 我们折中处理好吗？ 8. reduce the price by 5% 降价5% 句式： reduce by 幅度 reduce to 降至（某一水平）

39、reducefrom to从降至 make a reduction of 降价幅度 make a reduction to 降价至 make a reduction in 在方面降价 e.g. 如你方能在报价上减少2%，我们将立即接受。 If you can reduce your offer by 2%, well accept it. Or: If you can make a reduction of 2% in price, well accept it. New WordsPart four: other useful expressionsExpressions (1)1. mak

40、e (sb.) a counter-offer (as follows) （向某人）还盘（如下）2. (price) on the high/ low side （价格）偏高/低3. current price / ruling price / prevailing price/the present price/ the going price 现行价格4. long-standing business relation 长期业务关系5. be in (out of) line with the market 与市场(不)一致 keep with the current market 与现行

41、市场一致6.(price) is rising/advancing/going up. (价格)在持续上扬 (price) is falling/dropping/going down. (价格)在持续下降7. to entertain business at price 按价格成交8. give/ allow/ make/ grant a discount 给折扣9. leave with only a small profit 使得获利低微Part four: other useful expressionsExpressions (2)10. at a price % lower tha

42、n 价格比低% 11. meet sb. half way 各让一半；折中处理12. previous quotation 先前的报价13. market is weak；market is declining 市场疲弱；市场正在下滑14. make any further reduction 再次降价，作进一步的降价15. (price) fixed at a reasonable level 定价合理16. (products) moderately/ too highly priced (产品)定价适中/过高17. (the price) has advanced % / conside

43、rably (价格)已上涨% / 明显上涨18. a jump/slump (in price) 价格飞涨/暴跌Part four: other useful expressions(1)Unfortunately we cannot accept your offer for steel furniture. The prices you quoted are much higher than those of other manufacturers.(2)We regret that your counter-offer is unacceptable to us since your c

44、ounter-offer leaves us with only a small profit. We believe that the price we quoted is quite realistic.(3)We have cut the price to the limit. We regret, therefore, being unable to comply with your request for any further reduction.(4)Although we are anxious to open up business with you, we very muc

45、h regret that we cannot reduce our price to the level you indicated. (5)The price we quoted is quite reasonable. It has been accepted by the other buyers at your end. (6)Our price has been narrowly calculated and it is impossible to make any further reduction.1. 1. Expressinging regret at inability

46、to accept the offer and g and givinging reasons for that. that. (表达不能接受报盘的遗憾并说明理由表达不能接受报盘的遗憾并说明理由)Part four: other useful expressionsIm afraid there is no much room for further reduction. You know, the price is advancing considerably recently.(8) Your price is reasonable, but the listed payment cond

47、itions are not customary in our trade.(9) Owing to heavy bookings, we can not accept fresh orders at present.(10)Owing to a shortage of stock, we regret that we are unable to accept your repeat order.(11)As this is an order of substantial size, we cannot safely undertake to complete its manufacture

48、in a month.Part four: other useful expressions2. 2. Makinging a counter-offer concretely concretely (给出一个具体的还盘给出一个具体的还盘)We would suggest that you make some allowance, say 10%, on your quoted prices so as to enable us to introduce your products to our customers. (2) You must reduce your price by 2% o

49、therwise business is impossible.(3) We are sorry that the difference/gap between our price and your counter-offer is too wide. The best we can do is 5% off. Part four: other useful expressions(4) Our counter-offer is well founded and workable. We can also offer a 10% discount for orders over 10,000

50、pieces. (5) We do not see any advantage in your quotation, and would like to know whether you have any better price to offer. (6) May we suggest that you could make some allowance on your quoted prices that would help to introduce your goods to this market.(7) I regret that your terms are unsatisfac

51、tory and unless you can amend those terms we will have to place our order elsewhere. (8) It is in view of our long-standing business relations that we make you such a counter-offer.Part Five:Competence Practice（能力训练）（能力训练）A. From English to Chinese:(1). Translate the following terms:做出还盘做出还盘 1 make

52、a counter-offer 2 make a price reduction 降价降价 3 end user 客户客户 4 on behalf of 5 reference price 代表代表 参考价参考价 凭规格买卖凭规格买卖 6 sale by specification 7 in no case 决不决不 8 on the high side （价格等）偏高（价格等）偏高 9 allow sb. a discount 给某人折扣给某人折扣 10 step up trade 促进贸易促进贸易 on the low side 1 （价格等）偏低（价格等）偏低 2 零售价零售价 reta

53、il price 3 激烈的竞争激烈的竞争 keen competition 4 凭样品买卖凭样品买卖 sale by sample 5 将将考虑进去考虑进去 take into consideration B. From Chinese to English:(2)meet sb. half way 6 各让一半，折中处理各让一半，折中处理 7 坦率地说坦率地说 to be frank with you 8 降价降价5% reduce the price by 5% 9 与某人竞争与某人竞争 compete with sb. 10 与现行市价一致与现行市价一致 keep with the c

54、urrent market 2. Read the following letters and choose the best one from the given answers for the missing prepositions.to; at; of; with; in; on; for; from; into; onto; byLetter 1Dear Sirs,Re: chinawareWe have noted your fax (1) October 10th, 2010, regarding the captioned goods and regret that our o

55、ffer has not been accepted.We have to point out that your counter-offer is obviously (2) the low side. The price we offered is entirely (3) line (4) the market level and has been accepted by many other customers. of_ on_in_with_Part Five:Competence Practice（能力训练）（能力训练）2. Read the following letters a

56、nd choose the best one from the given answers for the missing prepositions.However, we now agree (5) your interest to renew our offer till the end of this month and recommend that you fax us your confirmation without delay.Yours faithfully,to_to; at; of; with; in; on; for; from; onto; into; byLetter

57、 2Dear Sirs, We are in possession of your letter dated July 5th, 2010 offering us Jinling Brand automatic washing machine at USD 120 per set FOB Guangzhou inclusive (1) our 5% commission.While appreciating the quality of your lines, we made a careful study of your offer. We find that your prices are

58、 too high to be acceptable. In fact, some suppliers are actually lowering their prices to push sales in the past three months. In order to make your product more competitive (2) our market, we suggest that you reduce prices (3) 10%. If you will agree to our counter-suggestion, regular orders (4) lar

59、ge numbers will be placed. Otherwise, we would have to place our order elsewhere.Please let us have your E-mail confirmation (5) your earliest convenience.Yours sincerely,of_in_by_at_for_Part Five:Competence Practice（能力训练）（能力训练）3. Supply the missing words in the blanks of the following letter. The f

60、irst letters are given.Dear Madam or Sir：Thank you for your (1)o of February 20th, 2010 and the Teddy Bear sample you kindly sent us. In reply, we (2) r to say that we can not accept your offer at your (3) p . You may be aware that some products of Indian origin have been (4) s here at a (5) l about