2023学年完整公开课版Task6Offerandcounteroffer

InternationalBusinessLettersTask6Offerandcounter-offer任务二发盘与还盘学习目标1、了解发盘的概念；2、根据具体情况书写发盘3、根据发盘合理还盘。任务提示学习重点1、发盘、还盘的关键词汇、短语和句式结构；2、发盘、还盘的结构、内容。导入：根据所展示的图片来讨论产品信息发盘的定义（Definition）OffersaremadewhenasellerpromisestosellabuyerpromisestobuygoodsatastatedpricewithinatstatedperiodoftimePointsforattention完整的发盘应包括下列几点：1.对询价表示感谢2.列明具体的交易条件，比如：价格，扣及付款条件，交货期或装运期

3.报价的有效期

4.表达希望Pointsforattention

Readytosignthecontract

Withoutengagement。FirmofferNon-firmofferFirmoffer1.Subjecttoyourreplyreachingusby(before)…2.Subjecttoyourreply(acceptance)reachingherewithin…days3.Thisofferisfirm(open,valid.Good)for…days.Non-firmofferWithoutengagement(obligation)SubjecttopriorsaleSubjecttoourfinalconfirmationContentoftheofferCommoditySpecificationsShipmentQuantityPricePaymentSpecimenLettersSpecimenlettersDearsirs,WeareinformedinyourletterofAugust4thatourproductsareenjoyingfastsales.Inviewofthiscase,wewishtoextendthesalesofourproductstoyourmarketandnowwearesendingyouourofferforournewproducts:Commodity:Men’sShirtSpecification:S/3,M/6,L/3Colors:white,blue,greenandyellow

SpecimenlettersQuantity:6,000dozenPacking:eachinaplasticbagand10dozeninakraft-paperboxShippingMark:atthebuyer’soptionUnitPrice:USD300perdozenCIFC2%MelbourneShipment:August/September,2011TermPayment:By100%confirmed,irrevocableletterofcreditpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.Thisofferisfirm,subjecttoyourreplyhereby7thFebruary.Yoursfaithfully,Checklist1、Acknowledgetheinquiry,andexpressyourthanks2、Sendingtheofferindetail3、Givethevalidityofyouroffer4、Expressyourhopethatthepartnercanacceptit.Counter-offer1.对发盘表示感谢2.说明发盘中不能接受的部分及不能接受理由3.明确提出己方的还盘条件4.表达希望SpecimenLettersSpecimenlettersDearsirs,ThankyouforyourmailofAugust5,2011,offeringus6,000dozenMen’sShirt.Inreply,weregrettoadviseyouthatourendusersherefindyourpricetoohighandoutoflinewiththeprevailingmarketlevel,asothersellersinyourneighboringcountriesareofferingthemproductsofthesamekindataverylowprice.Althoughweareinformedthatthepriceoftherawmaterialinthemainlandisgoingwithanupwardtendency,yetwemustremindyouthattheproductscannotbesoldfastatahigherpriceinbigdepartmentstoresattheirfirststageenteringthemarket.SpecimenlettersInviewofourlong-standingbusinessrelationshipandourconfidenceinyourproduct’squality,wewouldsuggestthatyouconsiderthisprospectivebusinessinitsentiretyandlong-terminterests.Itwouldbewelcomeifyoucouldreduceyourpriceby15%.wehopethatsuggestionisacceptabletoyou.Lookforwardtoyourearlyreply.Yoursfaithfully,SpecimenlettersDearMr.Peter,WehavereadyourletterofAugust6thontheabovesubjectthatourpriceforthecaptionedarticleisfoundtobeonthehighside.Aftercarefullystudyingyoursuggestionwefindtoourregretthatwecannotseeourwaycleartoentertainyourcounteroffer,asthepriceswequotedleaveuslittlemarginofprofit;theyare,infact,lowerthanthoseofourcompetitorsforgoodsofsimilarquality.SpecimenlettersWehopeyoucanunderstandourinabilitytoreduceourpriceby15%asrequestedbyyou,ifwedoasyourequired,wewillputoursalesingreatfinancialproblemsasourmanufacturingcostisveryhigh.Consideringourlong-termbusinessrelationship,wetaketheadvantageofthischancetomakeyouourcounter-suggestion,i.e.,insteadof15%reductiononthegoods,wesuggestareductionof7%.Yourpromptreplyiswelcome.Trulyyours,Checklist1.Expressthanksfortheoffer.2.Expressregretofinabilitytoaccepttheoffer,andstatethereasons.3.Putforwardyourowntermsandconditions.4.Expressthewishthatthecorrespondentcanacceptthecounteroffer.NotesNotes:Offer:n.v.发盘FirmofferNon-firmofferMake/send/give/cablesb.Anofferforsth.Offer/quotesb.非常高兴报盘如下：请报CIF伦敦最优价Notes:subjectto:取决于，以…为准yourreplyreachingusbeforeThisofferissubjecttoreceivedbyusbeforereceiptofyourreplybeforeThisofferis(firm,)subjecttoyourreplyreachinguswithinThisofferwillremaineffective/valid/firm/open/available/gooduntil…(此报盘有效期到10月20日)Notes:Non-firmoffer:Subjecttoourfinalconfirmationgoodsbeingunsoldpriorsalebuyer’sinspectionchangewithoutnoticeexportlicensemarketfluctuationNotes:讨价还价的表述：Yourpriceis/soundsmuchonthehighsideabithighratheroutoflinemuchtoodear/highOurpriceisworkable/acceptable/reasonable/practicable/realistic/moderate.OurpriceisinlinewiththemarketOurpriceisfixedonareasonablelevelOurpriceiscloselycalculatedNotes：价格上涨：Thepriceisadvancing/strengthening/rising/hardeningThepriceistendingupward/lookingup/runninghighPriceisup.价格下降：Thepriceisgoingwithandownwardtendency

Thepriceisweaking/falling/dropping/decliningThepriceiseasingoffPriceisdownwordNotes：ReduceyourpricebyReduceyourpricetoReduction(在哪一方面减少用in)Makeareduction/discount/allowanceof买方要求减价买方要求每公吨减价25美圆Buyersaskforareductioninprice.BuyersaskforareductionofUSD25perM/T

句子翻译练习专业术语练习课堂练习实盘，虚盘，下订单，有效期，支付条件，离岸价，FOB，交货时间此报盘以我方最后确认为准。Thisofferissubjectourfinalconfirmation.我方的产品质量好,价格合理,因此相信贵方能大量订货.Webelievethatyouwillplacealargeorderwithusbecauseofthehighqualityandreasonablepriceofourproducts.Theywouldpossiblyorder2,000piecesofthegoods,providedthatyoucanreduceyourpricetoUS$38.00perpiece.如果贵方每件商品降到38美元，我方客户ABC公司将可能订购2000件．Teamwork拓展训练全班同学随机分成六组，根据上述提供的三类产品，每两组选择一类，分别扮演出口商和进口商，寻找相关资料，模拟发盘和还盘的过程。课后练习：根据所展示的图片发盘