国际商务函电第七章Unit07 Counter-offers

UnitSevenCounter-offers

(还盘)ObjectivesIntroductionNewWords&Expressions

ExercisesKeystoExercisesObjectivesUnitSevenCounter-offers

(还盘)1. 还盘的内容

2. 还盘信的基本写法3.还盘信中常用的词汇及表达方式通过本章的学习，帮助学生掌握:Introduction Acounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.Definitionofacounter-offer:UnitSevenCounter-offers

(还盘)Introduction

还盘，又称还价，是受盘人对发盘内容不完全同意而提出修改或变更的表示。在还盘时，对双方已经同意的条件一般毋需重复列出。进行还盘时，可用“还盘”术语。Definitionofacounter-offer:UnitSevenCounter-offers

(还盘)IntroductionOpentheletterbythankingtherecipientforhisoffer.Declinetheoriginalofferbyprovidingtherecipientwithdetailedandreasonablereasons.Putforwardthedesiredbusinessconditionsandtrytopersuadetherecipienttoacceptthem.Closetheletterbyexpressingexpectationsforafavorablereply.Lettersincludingacounter-offercanbewritteninthefollowingstructure:UnitSevenCounter-offers

(还盘)敬启者：

我们已收到贵方4月15日的信函及样品。

顺告贵方，我方对贵方样品测试很满意。但是非常抱歉告之贵方价格偏高并且已高出市场价格。有信息显示贵方所报盘的品牌此地可以从其他供货地获得并且比贵价格低很多。

我们不否认贵方产品的质量较好，然而，不论怎样，价格也不能差异太大。如贵方同意降低贵方限价，比方说5%，我们可能成交。

我们希望贵方考虑我们最有利的还盘。盼与贵方开始业务往来及尽快答复。

谨上SampleLetterⅠUnitSevenNon-Counter-offers

(还盘) 敬启者： 我们感谢你方10月5日发来的关于10,000台“金狮”牌自行车的邮件。我们对你方价格及装运日期感到满意，但是，我们建议你方对付款方式作一改动。通常，我们以往从你方购买其他产品的支付方式为保兑的、不可撤销的即期信用证。在此基础上，我们确实花费了很多资金。从开立信用证到用户支付我们货款，占用资金持续四个月左右。在这种情况下，由于银行空前高的利率，这个问题对我方而言特别难以负担。 考虑到我们长期的业务关系及友好的合作前景，我们建议你方接受“货到后凭单付款”或“开出见票60天付款的汇票向我方收款”的条件。若你方能合理考虑上述要求并早日给予回复，我方将十分感激。

谨上SampleLetterⅡUnitSevenNon-Counter-offers

(还盘)敬启者：事由：花生仁兹谈及你方5月15日关于1000吨标题项下货物的报盘。因为我方客户急需此货，他们要求电传通知你方把交货日期由“9月底”改为“8月15日以前”，否则他们将从别处补进此货。为促进你方业务，请接受此条件。企盼你方有利的答复。

谨上SampleLetterⅢUnitSevenNon-Counter-offers

(还盘)NewWords&Expressions1. counter-offer还盘，是外贸业务用语，指受盘人对收到的报盘提出修改条件。该词可作动词或名词。 Ifourofferisnotacceptable,pleasefaxyourbestcounter-offer. 如果不能接受我方报盘，请发传真告知你方最好的还盘。 Thepriceyoucounter-offeredisunreasonable. 你方还盘价格不合理。

UnitSevenCounter-offers

(还盘)NewWords&Expressions2. concludev.达成，缔结(条约等)；决定 BritainconcludedatradeagreementwithChina. 英国和中国签署了贸易协定。 Oncethepricehadbeenagreed,adealwasquicklyconcluded. 价格一经商定，交易很快就达成了。 WehaveconcludedatransactionwithABCCompanyonawidevarietyoflightindustrialproducts. 我们与ABC公司就多种轻工业品达成了交易。UnitSevenCounter-offers

(还盘)NewWords&Expressions conclusionn.结束，议定，结论 Theydecidedtobringthenegotiationtoaspeedyconclusion.他们决定尽快结束谈判。 Wehavecometotheconclusionthatitwouldbeunnecessarytoimportamachineatsuchahighprice. 结论是没有必要进口价格如此高的机器。UnitSevenCounter-offers

(还盘)NewWords&Expressions3. validadj.有效的 Theoldpricelistisvaliduntilthe31August. 旧价格单有效期至6月31日止。 TheL/CisvaliduptotheendofDecember. 该信用证有效期至12月末。 Theofferisvalidforthreeweeks. 该报盘有效期为三个星期。 validityn.有效 Theagreementshallbecomenullandvoidautomaticallyuponexpirationofitstermofvalidity.本协议期满后自动无效。 Thetermofvalidityisoneyear.有效期为一年。UnitSevenCounter-offers

(还盘)NewWords&Expressions 4. limitn.&v.限价 limitaprice;givealimit限价 buy(sell)atlimit 限价买进（卖出） buybelowlimit 低于限价买进 sellabovelimit 高于限价卖出 exceedalimit 超过限价UnitSevenCounter-offers

(还盘)NewWords&Expressions5. obtainv.得到，获得 Wewishtoobtainfirst-handinformationaboutyourmarket. 我们需要有关你处市场的第一手资料。 Weobtainknowledgethroughpractice. 我们通过实践获得知识。UnitSevenCounter-offers

(还盘)NewWords&Expressions6. reducev.减少，降低 reduceapriceby…将价格降低多少 reduceapriceto…将价格降低到多少 Tomeetyourrequest,wearepreparedtoreduceourfreightby3%. 为满足你方要求，我方准备将运费降低百分之三。 Tobemorecompetitive,youshouldtrytoreduceyourpricetothebottomwithoutsacrificingthequality. 为了更有竞争力，你方应尽量在不影响质量的前提下将价格降至最低。UnitSevenCounter-offers

(还盘)NewWords&Expressions reductionn.减少，降低 makeareductionof…%inprice 把价格降低多少 Youarerequestedtomakeareductionof10%inyourpricetoattractmorecustomers. 为了吸引更多客户，请你们降价百分之十。 Theshopsoldsomeitemsatahugereduction. 该商店大幅度降价出售一些商品。UnitSevenCounter-offers

(还盘)NewWords&Expressions7. outofline不合理的，不相符的 Shouldyourpricebefoundoutofline,theymayturntoothersfortheirrequirements. 如果你方的价格不合理，他们也许会向别人购买。 outoflinewith与…不相符，与…脱节 Whatyouaskedisquiteoutoflinewiththepresentmarkethere. 你方的要求与此地的现行市场行情不符。UnitSevenCounter-offers

(还盘)NewWords&Expressions8. acknowledgev.t.承认；告知收到(信件、礼物等) WeacknowledgethereceiptofyourletterofOctober1. 我方收到了你方10月1日的来信。 Itisuniversallyacknowledgedthatthequalityofourproductsisoffirst-grade. 大家一致公认我方产品的质量是一流的。UnitSevenCounter-offers

(还盘)NewWords&Expressions9. Yourpriceistoohigh.你方价格太高。 类似的表达方式还有： Yourpriceisabithigh. 你方价格有点高。 Yourpriceisexcessive. 你方价格过高。 Yourpriceisratherstiff. 你方价格相当高。 Yourpriceisprohibitive. 你方价格令人望而却步。UnitSevenCounter-offers

(还盘)NewWords&Expressions10.bedesirousofsth.想要某物 bedesirousofdoingsth.渴望做某事 bedesiroustodosth.渴望做某事 desiren.渴望，愿望

UnitSevenCounter-offers

(还盘)NewWords&Expressions11.drawonusat60day’ssight 开出见票60天付款的汇票向我们收款。 drawv.开出(汇票) 常用结构为draw(adraft)onsb.for…开出向某人索取……的汇票，有时也用drawonsb.againststh.这个结构，表示开出开票向某人索取某笔款项。 drawingsn.pl.用汇票支取的金额 Yourletterofcreditistogive4%moreorlessindrawings. 你方信用证就准许在收款时有4%的上下幅度。UnitSevenCounter-offers

(还盘)

ExerciseⅠ

ExerciseⅡ

ExerciseⅢ

ExerciseⅣExercisesUnitSevenCounter-offers

(还盘)ExerciseⅠ1.

(很遗憾地告知)

wecan’tacceptyourofferforthecars.2. Itisregretfulthat

(你方报价与市价不符).3.

(如果你方把报盘降价2%)，wewillclosethebusiness.4. You’dbetterloweryourprices,

(由于市场不坚挺).UnitSevenCounter-offers

(还盘)ExerciseⅠ5. Wewouldliketopointoutthatthepricesareourlowestlevel

(所获利润微薄).Thebestwecando

(给你方5月底以前来的订单打9%的折扣)

asaspecialconcession.7.

(由于运输价格的上涨)，wehavetoadjustourpricestocovertheincreasingcost.8.

Weregrettosaythat

(我方的新价格于5月6日起使用).UnitSevenCounter-offers

(还盘)ExerciseⅡ1.Wearenotinapositiontomakeanyreduction______price.(

)

A.in B.ofC.atD.on2.Webelievethatthereisareadymarket______thegoodsinyourplace.(

) A.of B.about C.for D.with3.Withaview______themarketatyourendwehaveofferedyouourbottomprice.(

) A.topromoting B.topromote C.ofpromote D.intopromoting4. Oursuggestionisthatyou______thesimilararticle

_____whatyourequestatalowerpricethanquotedowingtosimilarityinfunction.(

) A.recommend,as B.replace,by C.take,into D.substitute,forUnitSevenCounter-offers

(还盘)ExerciseⅡ5.Weagreetoreduceyourprice______USD160perpairFOBShanghai.(

) A.at B.to C.ofD.for6. Wehavedecidedtomakeafurtherconcession______5%perboxinordertohelpyoutoincreasethebusinesswithus.(

) A.to B.of C.onD.about7. Weregretthatourlowprices______narrowmarginofprofit.(

) A.leaveuswith B.include C.earn D.give8. Wefeelregretfulthatyouaskustoallowyouacommission______10%oneachsale.(

)A.of B.to C.on D./UnitSevenCounter-offers

(还盘)ExerciseⅢ1.虽然你们的质量令人满意，但价格偏高。2.因为竞争激烈，你方只有降价5%才有可能成交。3.价格不是唯一的要素，你还必须考虑质量。4.这是我们最低价，我们不能再降了。5.市场疲软，这一点我想你们肯定很清楚。UnitSevenCounter-offers

(还盘)ExerciseⅢ6.如果您坚持原来的价格，做成这笔交易的可能性很小。7.其他供应商的报价都比你们低10%左右。在这种情况下，你们只有降价才能赢得这笔生意。8.你方报价每公吨3000英镑，但这与现行市价不一致。9.因为原材料成本上涨，我们已经将价格提高了2%。10.日本供货商以比你方低3%的价格出售同一产品，我们很难推销你方产品。

UnitSevenCounter-offers

(还盘)ExerciseⅣ敬启者：你方6月3日报盘和女衬衫的样品已收到，非常感谢。你方产品质量优良，但价格对我方来说太高。同时也必须指出，我方市场上有许多韩国、日本同类产品，他们的价格比你方低10%到15%。在这种情况下，我们希望你方考虑一下降低价格，比方说10%。我方订单总额大约RMB¥200000，我们认为这值得你方考虑让步。期待你方早日回复。

谨上UnitSevenCounter-offers

(还盘)Exercise5WriteanEnglishletterbasedonthefollowinginformation:你方向客户作的铁丝（ironwire）的报价，客户４月９日回信中认为价格偏高。给客户回信，包含以下几点：1.最近原材料价格上涨；2.我们的质量上乘；3.客户所需的１吨是最低起订量，不能打折；4.国内外供不应求，现存货已不多；5.督促客户重新考虑你方报价，尽快回复；6.欢迎其他询盘，并将给予关注。

UnitSevenCounter-offers

(还盘)

ExerciseⅠ

ExerciseⅡ

ExerciseⅢ

ExerciseⅣKeystoExercisesUnitSevenCounter-offers

(还盘)ExerciseⅠ1. Weverymuchregrettoinformthat

(很遗憾地告知)

wecan’tacceptyourofferforthecars.2. Itisregretfulthat

yourpriceisoutoflinewiththemarketlevel

(你方报价与市价不符).3.

Ifyoumakeareductionof2%onouroffer(如果你方把报盘降价2%)，wewillclosethebusiness.4. You’dbetterloweryourprices,

forthemarketisweak

(由于市场不坚挺).UnitSevenCounter-offers

(还盘)ExerciseⅠ5. Wewouldliketopointoutthatthepricesareourlowestlevel

whichmakethemarginofprofitverythin(所获利润微薄).Thebestwecando

istogiveyouadiscountof9%onallorderscomingtousbeforetheendofMay

(给你方5月底以前来的订单打9%的折扣)

asaspecialconcession.7. Asaresultoftheincreasingpricesoffreight(由于运输价格的上涨)，wehavetoadjustourpricestocovertheincreasingcost.8.

Weregrettosaythat

ournewpriceswereputintopracticeonMay6

(我方的新价格于5月6日起使用).UnitSevenCounter-offers

(还盘)ExerciseⅡ1.Wearenotinapositiontomakeanyreduction______price.(

)

A.in B.ofC.atD.on2.Webelievethatthereisareadymarket______thegoodsinyourplace.(

) A.of B.about C.for D.with3.Withaview______themarketatyourendwehaveofferedyouourbottomprice.(

) A.topromoting B.topromote C.ofpromote D.intopromoting4. Oursuggestionisthatyou______thesimilararticle

_____whatyourequestatalowerpricethanquotedowingtosimilarityinfunction.(

) A.recommend,as B.replace,by C.take,into D.substitute,forACAUnitSevenCounter-offers

(还盘)DExerciseⅡ5.Weagreetoreduceyourprice______USD160perpairFOBShanghai.(

) A.at B.to C.ofD.for6. Wehavedecidedtomakeafurtherconcession______5%perboxinordertohelpyoutoincreasethebusinesswithus.(

) A.to B.of C.onD.about7. Weregretthatourlowprices______narrowmarginofprofit.(

) A.leaveuswith B.include C.earn D.give8. Wefeelregretfulthatyouaskustoallowyouacommission______10%oneachsale.(

)A.of B.to C.on D./BAAAUnitSevenCounter-offers

(还盘)ExerciseⅢ1.Althoughthequalityofyourgoodsissatisfactory,theirpricesareratheronthehighside.2.Becausecompetitionisfierce,youwillnotbeabletocometotermswithusunlessyoureduceyourpriceby5%.3.Priceisnottheonlyfactor;youhavetotakequalityintoaccount.4.Thatisourlowestpriceandwerefusetoloweritanyfurther.5.Youmustbefullyawarethatthemarketisweak.UnitSevenCounter-offers

(还盘)ExerciseⅢ6.Shouldyouinsistonyouroriginalprice,wewillhavelittlechancetoconcludethebusiness?7.Quotationsfromothersuppliersareabout10%lowerthanyours.Inthiscase,youcanwinthisdealonlyifyoucutyourprices.8.Youhaveofferedthegoodsat£3,000permetricton,butitisoutoflinewiththeprevailingmarket.9.Sincecostsofrawmaterialhavegoneup,wehaveraisedourpriceby2%.10.Japanesedealersaresellingthesameitemataprice3%lowerthanyours,soitwillbeverydifficulttopushthesalesofyourproducts.UnitSevenCounter-offers

(还盘)ExerciseⅣDearSirs,WeareinreceiptofbothyourofferandthesamplesofblousesofJune3,andthankyouforallthese.Whileappreciatingthegoodqualityofyourblouses,wefindyourpricetoohighforourmarket.Alsowehavetopo