商务英语写作教程 第四版 课件全套 杨伶俐 Chapter 1 The Layout of business letters-24 Emails

AnoverviewofBusinesscommunicationBusinessCommunicationCommunicationisthetransmissionofamessage.Itisthesendingandreceivingofinformation,ideas,attitudes,andemotions–eitherverbalornonverbal–thatproducearesponsebetweenpeople.Businesscommunicationisaprocessthroughwhichthepartiesinvolvedestablishpartnershipsandorrelationships,negotiateterms,strikedeals,andcompletetransactions.Abusinessletteriswrittencommunicationyousendonbehalfofyourcompanytosomeoneinanotherfirmorbusinessororganization.Businesswritingisanindispensablepartofbusinesscommunication.FlowofinformationUpwardcommunication Messagesfromthebottomlevelmoveupthroughmanystagesuntiltheyreachthetop.Downwardcommunication Messagesfromthetopmovedownthroughsuccessivelevelswithinthebusiness.Horizontalcommunication Informationexchangebetweenoramongindividualsonthesamehierarchicallevel,andcompaniesinthemarket.Thiscommunicationcanbedividedintotwogroups:internalandexternal.Wewillfocusonexternalhorizontalcommunication,particularlyoncommunicationamonginternationaltradingcompanies.CommunicationObjectivesGeneralobjectivestoagreeordisagree toacceptorrefuse toinform/request/explain/interest/persuade/apologizeSpecificobjectives tobeunderstoodexactlyasweintended tosecureadesiredresponsetowhatwecommunicate tobuildupanddevelopgoodwillbetweenthesenderandthereceiverofthemessage.

BarrierstocommunicationDifferenceinindividualperceptionCulturaldifferencesLackofinterestinthetopicorsubjectmatterDifficultiesinlanguageuseSpokenandWrittenChannelsAchannelreferstothemechanismthroughwhichhumansconveyamessagebetweenoramongthem,eitherverballyorinothermedia.Twoofthebasicchannelsofcommunicationarewritingandspeaking.Advantages Spokenchannel:directness,exchangeability,confidentiality,immediacy

Writtenchannel:formal,prepared,planned,controlled,forpermanentreferenceMediaselectionWhenwechooseachannelormediumforourcommunication,weneedtoconsidersuchfactorsas complexityofthetopic, formalityoftheoccasion, confidentialityoftheinformation, feedback, time, cost, audienceexpectations.

EffectivecommunicationWhateverourobjectives,media,andtypesofcommunicationare,weshouldwritetoprovideclearandaccurateinformationonacompany,product,promotion,service,ormessage.Fromanotherpointofview,informativeness,persuasivenessandeconomyarethemostsignificantcharacteristicsofbusinessEnglishwriting.Thatis: toconveyinformationclearly tobeunderstoodasweintended tosecureadesiredresponseWhentheseexpectationsarerealized,itiseffectivecommunication.TheLayoutofbusinesslettersHeading（信头）

Date （日期）

InsideAddress（封内地址）Salutation(称呼)Themessage(正文)Thecomplimentaryclose(客套结束语)Thesignature(签名)

EssentialpartsTheoptionalparts

Theattentionline(致收信人)Thesubjectline(标题)Thetypist’sinitials(打字员姓名字首缩写)Theenclosurenotation(附件说明)Copy(distribution)notation(抄送)Postscriptnotation(附言)Layout.docPartsofBusinessLetters.docChapter2SalesLettersStructureThesuggestedplanforasalesletterincludesthefollowingelements:Anopeningattractingthereader'sattentionAsectioncapturingthereader‘sinterestintheproductorserviceyouareselling

andfuelingthereader'sdesireandconvictionAcourteous,action-orientedclosingExamplesAnopeningattractingthereader'sattentionbyraisingaquestion:1)Haveyoueverfeltthatcultivatingyourgardenisaslowandlaboriousjobandwishedyouhadamagicwandtodoitforyouinajiffy?Well,wecannotgosofarasofferingyouamagicwand,butournewly-developedtoolcertainlygoesalongwaytowardsit.2)WanttogetoutoftheRatraceforawhile?Asectioncapturingthereader‘sinterestandfuelingthereader'sdesirebypresentingtheadvantagesandbenefitsoftheproductsorservices:

1)TheanswerisGraphbox.Smallereventhanaportabletypewriter,thislittlemiracleofmoderntechnologycanactuallydrawyourgraphsforyouatthetouchofafewkeys.Linegraphs,bargraphs,piecharts,eachcompletewithhatchingsofvarioussorts-Graphboxcanhandlethemall.Andanyoneonyourstaff,withoutanyspecialtraining,canhandleGraphbox.Forthemodestoutlayof$40youcansaveyourstaffmanyhoursoftoilatthedrawingboard,withresultantsavingsforyou.2)OurnewTS801DetectorSeriescombinestwoadvancedtechnologies,microwaveandpassiveinfrared,toachievemaximumreliability.InthepastyearP&Shasinstalledthesenewdevicesforover4,500firms.Theoverwhelmingmarketresponsehasprovedthatthenewproductsareverysuccessful.AllP&Sproductscanbecustominstalled.Recenttechnologicaladvanceshavemadeitpossibleforustosellourproductsathighlycompetitiveprices.Acourteous,action-orientedclosing:Sendintheenclosedmembershipformtoday,callusat212-2424355,orcontactourInternetBBS.Startenjoyingthebenefitsofmembershiprightaway.2)P&SSystemswouldbehappytohaveoneofoursalesrepresentativesspeaktoyouatnoobligation.Ourrepresentativeswillalsobegladtogiveyoursiteafreeinspection.Justgivemeacallat1-800-000-0000.

3)Actnow.Fillouttheresponsecard,andmailitalongwithyourchoiceofpaymentintheenclosedenvelope.Don'tgivethievesandcriminalsachance.Protectyourselfandyourbelongings.Sendinyourcardtoday.SupplementarysamplelettersDearLeighmasterCollegeStudent:

Didoneofyourscienceprofessorsevertellyouthatplantscantalk?Well,theycan.Dale’sflowersspeakthelanguageoflove.

Ifyou’reatalossforwordswithValentine’sDayjusttwoweeksaway,letDale’sflowersgiveyouthewords.Redrosesshareyourloveinthetraditionallanguageofromance.ASouthernCharmBouquetsaysitwithclassandanaddedtouchofmagnolia.Orsend“poetry”bychoosingourValentineSpecialinaporcelainvase!

Checkoutthefull-colorselectionguideenclosed,andthenplaceyourorderbyphoning1-800-555-LEAF.IfyoucallbyFebruary13,weguaranteedeliveryoffreshflowersonValentine’sDay.OrderbyFebruary10,andyou’llreceivea20percentdiscount.

LetDale’sflowershelpyoustartaconversationthatcouldlastalifetime!

Sincerely,

Jerilynn

BostwickSalesManagerP.S.Isyoursalong-distanceromance?Remember,wedeliverflowersanywhereintheworldthroughthetelefloralnetwork.DearSir,

GreatinterestwasarousedattherecentArts&CraftsproductexhibitioninBeijingbythelargestmanufacturerinChina.Numerousenquiresandordershavealsocomeforthebeautifulhand-wovencarpets.

Thecarpetsarepreferredforthefollowing:AppearanceElegantdesignswithdifferentsizescaterforthecustomer’sneeds.PricesSuperbqualitywithpricesmuchlowerthanthosefromothersources.ComfortCarpetsaremadefromwoolandsilk,sotheyaregivingthefeelingofnaturalwarmthandcomfort.

Youwillbeinterestedtonotethatourannualproductionis20000pieces.RecentlywehavereceivedenquiriesfromJapan,Germany,AustraliaandSouthAfrica.Weareconvincedthatourcarpetswillbeexportedtomorecountriesinthenearfuture.

Wearegladtoencloseourillustratedcatalog,andwillsendyouourbestquotationassoonaswehearfromyou.

Sincerelyyours,Chapter3InquiriesStructureAninquiryletternormallyincludesthefollowingelements:Adirectopeningthatcontainstheprimaryrequestandsecondaryrequests.Forafirstinquiry,anindirectopeningispreferred,anopeningthatstartswithaselfintroductionorhowhegetstoknowofthereaderAnexplanationthatincludesthereasonsfortherequestorprovidesadditionalhelpfulbackgroundinformationAclosingthatsuggeststheactionyouwishtherecipienttotake,thatmakesactioneasytotake(ifappropriate),andthatexpressesappreciationforassistanceExamplesOpening:Willyoupleasesendmeacopyofyourcatalogueandpricelistofportablediscplayers,togetherwithcopiesofanydescriptiveleafletsthatIcouldpasstoprospectivecustomers?2)TheJapaneseEmbassyinBeijinghasrecommendedyouasoneofthelargestproducersofCassetteTapeRecorders;wewishtoknowifyouhavereadystockforexport.3)Weareoneoftheleadingconfectionersofthiscity,andhaveextensiveconnectionswithfoodstoresofdifferentcities.Tomakecakesandsweets,weneedaregularsupplyofwalnutmeat.Thesecondpartisusuallyanexplanationthatincludesthereasonsfortherequestorprovidesadditionalhelpfulbackgroundinformation:1)Mycurrentlightingsystemisnearlytenyears'old,andIthinkitistimetochange.Iwouldliketogoforsomethingquiteinventive.2)OurcompanyisoneofthelargestimporterstointroducethisitemtotheChinesemarketandhasretailoutletsthroughoutthiscountry.Wethereforefeelthatwewillbeabletomarketyourgoodswheretheywillcommandimmediatesales.WiththerisinglivingstandardoftheChinesepeoplethedemandforthisitemisgrowingrapidly.Ifyourpricesarecompetitive,substantialorderswillmostlikelyfollow.Wewouldappreciateknowingifyoucouldgivediscountsonsizableorders.3)Ourcompanyhasdevelopedanewskillforprintinghigh-qualitybooklets.Itproducesexcellentresults.However,itrequiresamuchheavierbondpaperthanwearepresentlyabletoobtain.Aclosingthatsuggeststheactionyouwishtherecipienttotake,thatmakesactioneasytotake(ifappropriate),andthatexpressesappreciationforassistance:1)Pleasesendyourreplyconcerningtheabove,plussalestermsandconditions,priortoOctober20.Wearesurewhatyoumayprovidewouldbehelpfulforustomeetthecommitmentstoourcustomers.

Thankyouforyourcooperation.2)Weareexcitedaboutthepotentialandhopeyouwillrespondwithpositivenews.3)Ilookforwardtoreceivingyourquotation.SupplementarysamplelettersDearSirs,YouradsinGoodBusinessmagazinehaveattractedourattention,andwewillappreciateyouranswerstothefollowingquestions:WhatisthepriceofeachQuiktyper?Howlongdoesittakeanaveragetypisttolearntooperatethismachine?Accordingtotheestimationofyourexperts,howmuchmoneycanacompanysaveinayearwithQuicktyper,ifituses–forinstance–25differentoneformlettersandmailsatotalof270000lettersayear?Whatguaranteedoyouoffer?Beforedecidingwhetherourfirmshouldinvestinoneormoreautomatictypewriters,weshouldlikeasmuchinformationaspossibleaboutleadingbrands.Ifyouhaveafactoryagentinthisarea,wewelcomeademonstrationanytimewithinthenexttwoweeks,preferablyafterreceiptofyourwrittenreplytothesefourquestions.

Sincerelyyours,DearKay,Iaminterestedinimportingroyaljellypowderfromyourcountry.AndourcompanyislocatedinBusan.WehavemanynaturalfooddistributorsinKorea.Ifyoucanfulfillmyfollowingrequest,pleasecontactme.Color:milkywhiteorlight-yellowAppearance:powder,100meshOdor:purefragrancepeculiartoroyaljellyTaste:acid,pucker,sweetaftertasteMoisture:5%…QuantityRequired:1,000kilogramsShippingTerms:FOBDestinationPort:Busan,KoreaPaymentTerms:T/TThankyou

JerryWalesSalesManager

Chapter4ReplytoinquiriesPositivereplyThesuggestedplanforapositivereplytoaninquiryaboutaproductorserviceincludesthefollowingelements:Showyourappreciationfortheinquiry.Providealltherequiredinformationand,ifnecessary,additionaldetailsofinteresttothereader.Includeasalesappeal,stressingthecompetitivenessoftheproductorserviceinquality,priceorothertermsandconditions.Endcourteously.Whenappropriate,suggesttheactionyouwouldlikethereadertotake.ExamplesIntheopening,showyourappreciationfortheinquiry.1)ThankyouforyourinquiryofSeptember12askingforthelatesteditionofourcatalogue.2)Thankyouforyourfaxdated25MarchrequestingthereportontheretailindustryintheUSA.Itakegreatpleasureinenclosingdetailsofthisreport.3)Thankyouforyourletterdated20August.WeappreciateyourcontinuingconfidenceinourChambersMixmaster.Providealltherequiredinformationand,ifnecessary,additionaldetailsofinteresttothereader.1)Itakegreatpleasureinenclosingourlatestcatalogueandpricelist.Thiscompanyisawell-established,andreliableleaderinchromiumplatedgoodsforbothdomesticandindustrialmarkets.Whatismore,youwillfindonpages5-10ofthecatalogueenclosedthatweofferexactlythetypeofgoodsthatyourequire.2)Atyourrequest,Ihavepleasureinenclosingdetailsofourlatestfaxmachines.

Allthemodelsillustratedcanbesuppliedfromstockatcompetitiveprices,shownonthepricelistinsidethecatalogue.3)HereIamsendingyouthespecificationofthisseriesofbatteriesforyourreference.Includeasalesappeal,stressingthecompetitivenessoftheproductorserviceinquality,priceorothertermsandconditions.1)Becauseofoursize,weareabletoofferextremelycompetitiveprices,and,inaddition,wecanofferafurther5%discountonsalesoverUS$5,000,which,Iamsurewillmakeourproductsimpossibletoresist.2)AllofourGasCutterMachinesmeettheAmericanAPIstandardandarethebestsellerinNorthAmerica.Theywouldbedoublecheckedthroughourspecialexamininginstrumentsonourproductline.ReplacementPartswillbepackedseparatelywithmanualguideonthebottomofthecarton,whichisfreeofcharge.Endcourteously.Whenappropriate,suggesttheactionyouwouldlikethereadertotake.1)Ihopethisinformationwillproveusefultoyou.Pleasefeelfreetocontactmeagainifyouhaveanyfurtherqueriesonthisoranyothermatter.2)Pleasefeelfreetosendusyourfurtherinquiriesandwearelookingforwardtoyourfirstorder.3)Thankyouagainforyourinquiryaboutourproductsandhopewehavebeenofhelptoyou.SupplementarysamplelettersDearMrsRawson

Furthertoyourenquiry,Ihavepleasureinenclosingdetailsofourlatestfaxmachines.Allthemodelsillustratedcanbesuppliedfromstockatcompetitiveprices,shownonthepricelistinsidethecatalogue.

MayIsuggestavisittoourshowrooms.Itwouldthenbepossibletodemonstratethevariousmachinesandatthesametimeshowyouourwiderangeofofficeequipment.

YourssincerelyDearMr.Sunny,

ThankyouforyourletterofSep.6th,2023.

Weareabletoproduce3seriesofstarterbatteries,namelyBCI(Batterycouncilinternational),DIN(Germanstandard)andJIS(JapaneseStandard)batteries.Fromyourwebsite,Igettoknowthatyourcompanyhaskeptalong-termbusinessrelationshipwithsomeJapanesecarmakers.SoIfigurethebatteriesyouareusingshouldbeJISseries.HereIamsendingyouthespecificationofthisseriesofbatteriesforyourreference.Wehopeourproductscanmeetyourneedandwemayestablishalong-termsteadybusinessrelationship.

Yourssincerely,

JamesMartinExportDept.A.B.C.Co.,LtdDearSirs,WewarmlywelcomeyourinquiryofMay20andthankyouforyourinterestinourwoodenproducts.Asrequested,wehavesenttoyou,byairmail,anillustratedcatalogueandthelatestpricelistyouaskedfor.Asforthepaymentterms,weusuallyacceptconfirmed,irrevocableL/Cbydraftatsight.Theearliestdateofshipmentisonemonthafterwereceiveyourfirmorder.Ourcompanyhasbeenhandlingthesegoodsformanyyearsandtheyenjoygreatpopularityintheworldmarket.Wearesurethatwhenyouseeourgoods,youwillfindtheyareexcellentinqualityandreasonableinprice.Ifyouneedmoreinformationaboutourcompanyorourgoods,pleasedonothesitatetocontactus.Wewilldoourbesttomeetyourneeds.Yourssincerely,NegativeRepliesAsuggestedplanforpreparinganegativeresponsetoaninquiry,usingtheindirectapproach,includesthefollowingelements:AneutralorbufferedopeningthathelpsneutralizethesituationAreviewofthefactsandananalysisofthereasonsnecessitatingtherefusal;astatementofrefusal(andcounterofferifappropriate)Acourteousclosingwith,ifappropriate,actionorientationExamplesAneutralorbufferedopeningthathelpsneutralizethesituation:1)Yourletterinquiringaboutoursoftwaredatabasewasbroughttomyattention.2)Thankyouforyourletterdated20Augustandweappreciateyourinterestinourcompany.Areviewofthefactsandananalysisofthereasonsnecessitatingtherefusal:1)TheformulaformanufacturingIroncoatPaintinmilkcolorhappenstobeonourcompany'slistofclassifiedinformation.IamsorryIamnotinapositiontoanswerthequestionslistedinyourletter.Iam,however,sendingyouunderseparatecoverapamphletontheformulainbrownandchartreusecolors.Thepamphlethasjustbeenbroughtuptodate,andIhopeitmaybeofinteresttoyou.2)However,themodelyouarereferringtoisouroriginalstyle,model#3309,whichhasalreadybeenreplacedbymodel#3310.Iregrettosaythatwedonothaveanyofthediscontinuedmodels.Ican,however,assureyouthatourcurrentmodelhasbeenmadewiththesamefinequalityandworkmanshiptowhichyouhavegrownaccustomedAcourteousclosingwith,ifappropriate,actionorientation1)Iregretthatwecannotassistyouatthistimebutlookforwardtobeingofhelpinthefuture.2)IwishIcouldbeofmorehelptoyou.Thankyouagainfortheletterandlookforwardtoyourorderforournewmodel.SupplementarysamplelettersDearSir,ThankyouforyourinquiryofMay8,inwhichyouaskedifwecouldsupplyWomen’ssweater,ItemNo.GE-0756.Unfortunatelytherequiredspecificationisnotavailableatpresent.ThenearestitemwecansupplyisNo.GE-0758.Ifyoufindthisitemisalsoacceptable,pleaseletusknowimmediatelysothatwemaysendyouthequotationasrequested.

Wewouldappreciateyourearlyreply.YourssincerelyChapter5OffersandCounterproposalsOfferlettersAsatisfactoryofferisonelikethefollowing:Expressesthanksfortheinquiryifit'sareplytoaninquiry.Statesclearlythequotedpricesandthepossiblediscounts;indicatesclearlythetermsofpayment;ifnecessary,mentionswhethertheofferisfinalornot.Ifitisnotfinal,itisanon-firmoffersubjecttofinalconfirmation.Ifitisafinalfirmoffer,specifiestheperiodforwhichthequotationisvalid.

Givestheundertakingastodateofdelivery.Resellsproductsandexpresseshopetoreceiveanorder.ExamplesOpening:Expressesthanksfortheinquiryifit'sareplytoaninquiry;orvoluntarilyintroducesanofferiftheinquiryisnotareplytoaninquirybutavoluntaryoffer.1)ThankyouforyourinquiryofOctober12.Wehavetodaysentyoubyparcelpostpatternsofourwaterproofserges,andarepleasedtoquoteforthemasfollows:……2)Wehavejustboughtfromtheproducersalargequantityofhighqualityrugsandcarpetsatlowprices.Asyouareoneofourregularcustomers,weshouldlikeyoutoshareintheexcellentopportunitiesourpurchaseprovides.Inthemiddlepartoftheletter,statesclearlythequotedpricesandthepossiblediscounts;indicatesclearlythetermsofpayment;ifnecessary,mentionswhethertheofferisfinalornot.Ifitisnotfinal,itisanon-firmoffersubjecttofinalconfirmation.Ifitisafinalfirmoffer,specifiestheperiodforwhichthequotationisvalid.

Givestheundertakingastodateofdelivery.1)Wearepleasedtoquoteasfollows:Teacups $43.75perhundredTeasaucers $36.00perhundredTeaplates $36.00perhundredTeapots,1-litre $2.20eachThesepricesincludepackinganddelivery.Wecandeliverfromstockandwillallowyouadiscountof5%,butonlyonitemsorderedinquantitiesof100ormore.Inaddition,therewouldbeacashdiscountof2%ontotalcostofpaymentwithinonemonthfromdateofinvoice.2)Wecanofferyouwoolencarpetswithtraditionalpatternsinavarietyofcolorsatpricesrangingfrom$10to$50persquarefoot.Thesepricesare5%belowcurrentwholesaleprices.Intheclosing,resellsproductsandexpresseshopetoreceiveanorder.1)Wehopeyouwillfindthesetermssatisfactoryandlookforwardtothepleasureofyourorder.2)Wearesurethatatrialorderwillgiveyoufullsatisfaction,andwearelookingforwardtohearingfromyou.3)Inviewofourfriendlybusinessrelationshipwearegivingyouthefirstopportunitytobuythesepensandwillreservethestockforyouprovidedwereceiveyourorderbeforetheendofthismonth.Yourpromptreplywouldbehighlyappreciated.SupplementarysamplelettersDearSirsSubject:100%CashmereSweatersThankyouverymuchforyourenquiryofApril1forour100%CashmereSweaters.WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30,2023:Men’slargeUS$50.00perpieceWomen’slargeUS$47.00perpiecedittomediumUS$48.00perpiecedittomediumUS$45.00perpiecedittosmallUS$45.00perpiecedittosmallUS$43.00perpieceTheabovepricesarebasedonCIFVancouvernet.Payment:ByconfirmedirrevocableL/Cpayablebydraftatsight.Shipment:June/July,2015providedtheL/Creachestheselleronemonthbeforethetimeofshipment.Wearegladtoinformyouthatourproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality.Theyarejustwhatyouwantforthefashionabletradelikeyours.Theywillappealtodiscriminatingbuyers.Wehavereceivedsomerepeatorders.Ourfactoriesarefullycommittedformonthsahead.Wesuggestyouplaceyourorderassoonaspossible.Wearelookingforwardtohearingfromyousoon.Yoursfaithfully,DearSirs,Wethankyouforyourinquiryof30thNovemberandencloseourquotationforcurtainmaterials.Wehavemadeagoodselectionofthepatternsandsentthemtoyoutodaybypost.Theirfinequality,attractivedesignsandthereasonablepricesatwhichweofferthemwillconvinceyouthatthesematerialsarereallyofgoodvalue.Thereisaheavydemandforourgoodsfromhousefurnishersinvariousdistrictsandregions,whichwearefindingitdifficulttomeet,butprovidedthatwereceiveyourorderwithinthenexttendays,wewillgiveprioritytoitforpromptdelivery.Yourearlyreplywillbeappreciated.Yoursfaithfully,DearSirs,Wehavejustboughtfromthemanufacturersalargequantityofhighqualityrugsandcarpetsatlowprices.Asyouareoneofourregularcustomers,weshouldlikeyoutoshareintheexcellentopportunitiesourpurchaseprovides.Wecanofferyouwoolencarpetsandrugswithtraditionalpatternsinavarietyofcolorsatpricesrangingfrom$20to$200persquarefoot.Thesepricesare5%belowcurrentwholesaleprices.Thisisanexceptionalopportunityforyoutobuyastockofhighqualityproductsatpriceswecannotrepeatandwehopeyouwilltakeadvantageofit.Ifyouareinterested,pleasecontactourrepresentativeinNewYorknotlaterthannextFriday,the6thofMay.Sincerelyyours,CounterproposalsSuggestedplanforacounterproposal:ThankthesupplierfortheirofferExpressregretatinabilitytoaccept;statereasonsfornon-acceptance;ifappropriate,makeacounter-offerCourteousclosing:hopingtoreceiveafavorablereplyorsuggestthattheremaybeotheropportunitiestodobusinesstogetherExamplesThankthesupplierfortheiroffer1)ThankyouforyourofferofFebruary18andthesamplesofstockingsenclosed.2)ThankyouforyourletterofApril7,inwhichyouofferedus100%CashmereSweaters.Expressregretatinabilitytoaccept;statereasonsfornon-acceptance;ifappropriate,makeacounter-offer1)Weappreciatethegoodqualityofyourshoes,butyourpricesappeartobetoohighevenforthisquality.Maywesuggestthatyoumakesomeallowanceonyourquotedpricessothatwecanintroduceyourproductintoourmarket?2)Wenoteyourtermsofpaymentasindicatedinthepricelist,andyourdiscountforordersover$10,000buthopethatyouwillbeabletograntusadiscountof10%inrespectofthesizeofthisorder.Courteousclosing:hopingtoreceiveafavorablereplyorsuggestthattheremaybeotheropportunitiestodobusinesstogether1)Wehopeyouwillconsiderourcounteroffermostfavorablyandletushaveyourreplysoon.2)Wearelookingforwardtoreceivinganorderfromyou.SupplementarysamplelettersBuyer’scounterofferDearSirsRe:Yourofferof100%CashmereSweatersThankyouforyourletterofApril7,inwhichyouofferedus100%CashmereSweaters.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.Weoperateonsmallmargins.Itmeansheavylosstoustoacceptyourprices.WealsohavesimilaroffersfromKoreanmakers.Theyare25%lowerthanyours.Welikethequalityanddesignofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say20%,onyourprices.Otherwisewehavetodeclineyouroffer.Wehopeyouwillconsiderourcounteroffermostfavorablyandletushaveyourreplysoon.Yoursfaithfully

Seller’scounterproposalDearSirsRe:Yourcounterofferofour100%CashmereSweatersThankyouforyourletterofApril22.Wearesorrytolearnyoufindourpricestoohigh.Althoughwewouldliketodobusinesswithyou,weareverysorrythatweareunabletoentertainyourcounteroffer.Ourpricesarecarefullycalculated.Wehaveeventakenquantityordersintoconsideration.Wehavetopointoutthatwehavereceivedalotofordersfromotherbuyers,whichshowsthatourpricesarereasonable.Atpresent,themarketfor100%CashmereSweatersisstrongwithupwardtendency.Itisnotlikelythatanysignificantchangewilltakeplaceintheforeseeablefuture.Itisinyourinteresttoplaceanorderwithusassoonasyoucan.WealsohaveCashmereSweatersof50%cashmere/50%wool.Theyareofthesamedesi