外贸英语函电unit5PPT课件

1、1unit 5 2学习目标学习目标l熟悉还盘和回复还盘信函的写作步骤l熟悉还盘和回复还盘信函的写作原则l掌握还盘和回复还盘信函的常用句式3 a counter-offer is virtually a partial rejection of the original offer. it also means a counter proposal put forward by the buyer.the buyer may show disagreement to the price, or the packing, or the shipment and state his own term

2、s instead.4还盘概述还盘概述n一方报盘，对方若不同意其内容，可以还盘。还盘是指对所收到的发盘条件表示不同意或不完全同意，但愿意就交易的达成做进一步的洽商的回复，也称还价。根据联合国国际货物销售合同公约的规定，受盘人对货物的价格、付款方式、质量、数量、交货时间与地点及一方当事人对另一方当事人的赔偿责任范围或解决争端的办法等条件提出添加或更改均属于还盘。5structure of the counteroffernopen the letter by thanking the recipient for his offer.ndecline the original offer by p

3、roviding the recipient with detailed and reasonable reasons.nput forward the desired business conditions and try to persuade the recipient to accept them.nclose the letter by expressing expectations for a favorable reply.6nin making a counter offer, one has to state the terms most explicitly and use

4、 words very carefully so as to avoid ambiguity or misunderstanding, the same way as one usually does in making an offer.nwhen a buyer reject an offer, he should write and thank the seller for his trouble and explain he reason for rejection. not to do so would show a lack of courtesy.7示例1dear sirs, w

5、e are in receipt of your letter dated on july 12, offering us 100 cases of liquor at us $400 per case on the usual terms. in reply, we regret to inform you that we find your price too high. we find that we can obtain a price of us $370 per case from a local firm. we have been very pleased with your

6、products 8 however, the difference in price is too big. if you can see your way clear to meet these figures, we would be pleased to place with you an order that will carry us for the rest of this year, and that order is likely to be one of the largest that we have ever placed with you. we wish to re

7、ceive your favourable reply as soon as possible. sincerely, 9be in receipt of 已收到nwe are in receipt of your letter, requesting us to quote for 1000 dozen of mens shirts.nwe are in receipt of your l/c covering 1000 pairs of leather shoes10we regret to .that nwe regret to say that we no longer manufac

8、ture the article you enquired aboutnwe regret to inform you that due to problems with our supplier, item no. 10-14-71, abc company, is not yet available. 11too high过高过高n偏低偏低on the low siden偏高偏高be on the high side n太高、太低太高、太低too high/lown有点儿高（低）有点儿高（低）a little high/lowncompared with other suppliers,

9、your price is rather on the high side.nour products are of high quality, so our price is a little high.12 还盘信函的种类还盘信函的种类一、买方要求降价的还盘信函一、买方要求降价的还盘信函n要求降价就是对价格条件的还盘,这样的还盘信要注意表明降价的理由，例如：报价高于当地市价；可以用较低的价格获得类似质量的商品；可以从别的供应商处以较低的价格购进该商品；该商品的市场疲软等。并提出降价的幅度。13 示例3dear sirs, thank you for your letter of augus

10、t 2 quoting for black tea at $1000 per case of cartons, but we regret that at this price we cannot place an order. we are working to a number of long term contracts under which it is impossible for us to revise our prices /and had your own 14 prices been within our reach we could have placed regular

11、 large orders. we therefore hope you will reconsider your quotation and find it possible to offer a lower price, calculated on the basis of monthly order for a minimum of fifty cases. faithfully yours, 15示例2dear ms. brook, thank you for your letter of may 13 about the offer for your bamboo chairs. a

12、lthough we appreciate the quality of your products, we regret to say their price is too high for us to accept. referring to the sales confirmation no.89sp-754, you will find that we ordered 500 bamboo chairs of the same model at a price 5% lower than16 your present price. besides, since we placed th

13、e last order, price for raw materials has decreased considerably. accepting your present price will mean great loss to us. we would like to place repeat orders with you if you could reduce your price at least by 3%. otherwise, we will have to shift to the other suppliers for our similar request.17 w

14、e hope you will take our suggestion into serious consideration and give us your reply as soon as possible. yours truly,18 拒绝降价就是对买方提出的价格条件的否定还盘。这样的还盘信要注意强调坚持原价并阐述无法降价的理由。例如，正处在销售旺季，已收到对方所在地区进货尚的大量订单；销售利润已低至极限；着眼点应在该商品的质量上等等。或者推荐对方购买与所要求价格相近的，价格较低的替代商品。二、卖方拒绝降价的还盘信函二、卖方拒绝降价的还盘信函19 示例示例4 4dear sirs, t

15、hanks for your letter of april 12. we regret to find that we didnt agree on the price. much as we would like to cooperate with you in expanding sales, we are regretful that we can not accept your counter-offer, as the price we quote is rather realistic. through our study of your 20 market situation,

16、 we are confident our offer is competitive. as a matter of fact, we have received a lot of orders from many countries at that price. if you could accept our price after careful consideration, please do let us know. on account of a limited supply available at present, we would ask you to act quickly.

17、 we are looking forward to your early reply. yours sincerely 21示例示例5 5dear sirs, we have carefully considered your counter-proposal of 20 august to our offer of porcelain wares, but very much regret that we cannot accept it. in fact, the prices quoted in our letter of 15 august leave us with only th

18、esmallest margins, and are lower than those of our competitors for goods of similar quality. 22 the porcelain used in the manufacture undergoes a special patented process, which preserve originality and increases durability, the fact that we are the largest suppliers of porcelain wares in this count

19、ry is in itself evidence of the good value of our products. we hope you will give further thought to this matter, but if you then still feel you cannot accept our offer we hope it will not prevent you from approaching us on some23 we shall always be happy to consider carefully any proposals likely t

20、o lead to business between us. sincerely yours，24三、卖方作出降价让步的还盘信函三、卖方作出降价让步的还盘信函 作出降价让步就是对买方提出的价格条件有条件地进行减让的反还盘。这样的还盘信要注意坚持原报价的合理性、突出给予降价让步的动机和意愿。例如，原报价符合市价；考虑到以前获得的帮助、双边的贸易关系；为发展与对方的业务等。还要明确降价的幅度和实现降价的附带条件：数量折扣、规定日期内订货的折扣等。25示例示例7 7dear sirs, we acknowledge with thanks receipt of your enquiry of jun

21、e 1, and are pleased to hear that you are interested in our porcelain wares. in the letter, you asked us for a special price discount of 5%of the price list. while appreciating your order, we feel we must point out that our listed prices have already been cut to the minimum possible, and our26ngoods

22、 are unobtainable elsewhere at our rate. we are sure the good quality of our products and reasonable price will equip you with great competitive edge in your market.n we should, however, be pleased to allow you the requested 5% if you care to raise your order to 6,000 sets and we await your confirma

23、tion before putting the matter in hand. with our best regards. yours faithfully，27示例示例6 6 we have received your letter of feb. 27 and in your letter you mentioned that you found our quotation for the above mentioned commodity too high to accept. you explained that the similar goods of spanish origin

24、 have been offered at a price about 10% lower than ours. while we do not doubt what you said, we are sure that the quality of the spanish goods is far from being comparable to ours28n however desirous we are to develop trade between us, we very much regret that we cannot accept your counter-offer. t

25、he best we can do is to allow you a 2% reduction in price. please note this is the best we can do and we hope you will accept it. as our stocks are running low, it is advisable for you to make an immediate decision. we are looking forward to your favourable reply. yours faithfully,29四、要求提价的还盘信函四、要求提

26、价的还盘信函n对原定价格的提价或是对对方价格条件的还盘：由于某些不利因素的影响，卖方对双方曾经同意的某种商品的价格上调。这样的还盘先要注意说明提价的客观性：商品市价在上扬、材料价格上涨、运输费用的提高等。30示例示例8 8dear sirs, we wish to inform you that we have increased the prices of the porcelain vase we quoted you in our letter of may 16 by 2%. our new prices will take effect on may 21 and we will k

27、eep this offer for two weeks. there are two reasons for the rising of the prices. first, the rise in freight cost due to the explosion of oil prices; second, the increase in the prices of materials.31n we know frequent changes of prices are the most unwelcome, but we need to cover the increasing cos

28、ts and can not keep the original prices any more. in fact, the new prices are still about 2% below the market level. the reason why we offer the low prices is that we would like to continue our business with you. furthermore, we are confident the good quality and fashionable designs of our vases wil

29、l help you a lot to stand firmly in your market.32 we wish you will place your orders as soon as possible. yours faithfully, 33还盘实用句型还盘实用句型n1. we regret to say that your quotation is out of line with the prevailing market at this end, so it is difficult for us to accept it. n2. as you dont agree to

30、reduce your price , we will have to purchase the goods elsewhere.n3. the offer is firm (good/open/valid) subject to your reply by 6 p.m., beijing time, wednesday, may.n 34n4. we would like to point out that it is our practice to set a smallest quantity for any sale, which enjoys a special price disc

31、ount of 2% of the pricelist. n5. we feel we must point out that our listed prices have already been cut to the minimum possible, and our goods are unobtainable elsewhere at our rate. n6. information here shows that the makes you offered can be purchased from other sources at much lower prices.35n7.

32、with your price im afraid youll stand very little chance of obtaining the business.n8. we are of the opinion that if you could increase your order to 3000 pieces we would allow a 5% discount.n9. taking into consideration our friendly business relations, we would exceptionally comply with your reques

33、t by reducing our price to $25 per piece cfr san francisco.n10. in view of the fact that we have done a lot of business with buyers at this price, we can not reduce any price any further.36p59 ex.1n we have received your letter of april 9, in which you mentioned that you find our quotation for the i

34、ron wire too high to accept. much as we would like to cooperate with you in expanding sales, we are regretful that we cannot accept your counter-offer.n there are three reasons for this. first, the prices of materials have increased largely; second, your order of 1000kg is the minimum37nquantity we

35、require and i am afraid no discount is available for such an order; third, with high quality considered, our price is very reasonable. besides, through our study of your market situation, we are confident our offer is competitive. as a matter of fact, we have received a lot of orders from many count

36、ries at that price.38n we are confident the good quality of our iron wire will help you a lot to stand firmly in your market. and as our stocks are running low, it is advisable for you to make an immediate decision. if you cannot accept our price, we welcome you to pay attention to other products of ours. we will give prompt and favorable response to any other inquiries of yours.39英译汉英译汉n1. 鉴于当前行情看涨，我方恐不能接受贵方400美元的低价。n 2. 我方希望贵方能重新调整下价格以使其与国际行情保持一致。 n3. 尽管你方出价低于我方的一般价格，但是为了能与贵方开始生意往来