《商务英语函电2》课件-Lesson 10 A Counteroffer -1-还盘 1

Task3MakingCounteroffers还盘LearningObjectivesTobeabletowriteemailsexpressingreasonsfornon-acceptanceofthesellers’orbuyers’priceideasTogetfamiliarwiththewritingplans,usefulsentencesandphrasesofcounter-offersLesson10ACounteroffer(1)还盘（1）DearMike,ThankyouforyourofferofJuly9fortheblanchedpeanutsatUSD1200/MTFOBQingdao.

Aftercarefulstudy,wefindyourpriceonthehighside

andoutoflinewith

theprevailingmarket.Mostofthecompetinggoods

aresellingatalevelabout10%lowerthanyours.

Thoughwearefullyawarethattheirproductsarenotasgoodinqualityasyours,ACounteroffer(1)

Appreciatingseller’sofferASAMPLEEMAILExpressingreasonswhypricescannotbeaccepted10%isreallytoobigadifference.Shouldyoubepreparedtoloweryourpricebyabout8%,i.e.atUSD1,100/MT，wemightbeabletocometoterms.Asthemarketisweak,wehopeyouwillconsiderourcounter-offeracceptableandsendusyourconfirmationa.s.a.p.

Bestregards,AndleyACounteroffer(1)

ExpressingyourpriceideaASAMPLEEMAILShowingyourconsiderationaboutmarketPersuadingsellerstoacceptyourcounterofferNotescounter-offer:n.还盘，也可以写作counteroffertomakeacounter-offerforsth.at…:对……还盘，价格是……Nowwe’dliketomakeyouacounter-offerfor1,000bottlesofVitaminCatUSD16perbottleCIFShanghai.现在我们向你还盘1000瓶维生素C，每瓶成本加运保费到上海价16美元。counter-offer:v.还盘We’dliketocounter-offer1,000suitcasesatUS$95eachFOBLosAngeles.我们愿还盘1,000个手提箱，每个洛杉矶船上交货价95美元。We’dliketocounter-offer50euros.我们还价50欧元。counter-表示方向相反、相对的意思，再如：counter-sample对等样品counter-signature会签counter-trade对等贸易counter-purchase互购onthehighside:（比平均水平）高onthelowside:（比平均水平）低outoflinewith:与……不符，脱离……inlinewith:与……一致，符合……Thoughwewouldliketoconcludeadealwithyou,wefindyourpriceoutoflinewiththerulingmarket.虽然我们想跟你达成交易，但我们认为你方价格脱离现行市价。Wecanassureyouthatourpricesarealwaysinlinewiththemarket.我们可以向你保证我们的价格总是与市场相符的。theprevailingmarket:现行市场theprevailingprice:现行价格，时价。其它说法还有：therulingprice,thegoingprice,thepresentprice,thecurrentprice等。thecompetinggoods:同类竞争产品compete:v.竞争Thetwocompaniesarecompetingagainst/witheachothertogetpeopletobuytheirgoods.这两家公司相互竞争客源。competition:n.竞争Competitioninthemarketisfierce/intense/keen.市场竞争激烈。competitive:a.竞争激烈的；有竞争力的；竞争性的Smallfirmsaretryingtofindtheirwaytosurviveinthecompetitiveworldofbusiness.小公司试图寻找出路，以在当今充满竞争的世界里生存。Thepricesweofferareverycompetitive.Youcan’tfindanyothercompanyofferingpriceslowerthanours.我们报的价格非常有竞争力，你不可能找到别的公司报价比我们低。competitivegoods竞争性货物。也可以说competinggoods。competitor:n.竞争者，竞争对手sell:v.销售；畅销注意：sell常用主动语态表示被动含义，如：Thesebasketssellwell/fast/wellintheAmericanmarket.这些篮子在美国市场上很畅销。由此派生的一个词是seller，表示畅销品。如：Wi-FiroutersareoneofthehottestsellersinthepersonalcomputermarketintheInternetage.在因特网时代的个人电脑市场上，无线上网路由器是最热销的商品之一。10%lowerthan:比……低10%Wecan’tcutourpricesastheyarealready5%lowerthanquotationsfromourcompetitors.我们不能降价，因为它们比竞争者的报价已经低出5%。tobeaware:知道，明白，清楚，了解，意识到Wearewell/fully/acutelyawareofthestickysituationinthepresentmarket.我们完全明白目前市场的困难处境。Areyouawarethatyourserviceneedstobeimproved?你们意识到你们的服务需要改善了吗？Maybeyouarenotawarewhatqualitymeanstoaproduct.或许你没有意识到质量对一个商品来说意味着什么。Asyou’reaware,…放在句首，理解为“正如你所知，……”。Shouldyoubepreparedtoloweryourprice…:如你方愿意降价Should放在句首表示假设，是一种虚拟语气，等于Ifyoushould…。再如：Shouldanyoftheitemsonthelistbeofinteresttoyou,pleaseletusknow.如果你们对单子上哪些商品感兴趣，请告知。tobepreparedto:乐意，（高兴地）同意做Wearepreparedtohelpourclientsfigureoutthesolutions.我们很乐意帮助客户找出解决方案。tolowerone’spriceby(to)…:将某人的价格降低（至）……表示“降价”的类似说法还有：tocut/reduce/bringdownone’spriceby(to)…Thereisnotmuchpossibilityofbusinessunlessyoucanreduceyourpriceby5%.除非你能降价5%，否则没有太大成交希望。Providedyoucutyourpriceto£95,wethinkwecanincreaseourorderby500sets.如果你们把价格降至95英镑，我们就能多订500台。tocometoterms:=tocometoagreement达成协议Thetwosideshavecometotermsontheunitpriceofthegoods.双方就货物的单价达成一致。Themarketisweak.市场疲软表示市场状况的说法还有：Themarketisquiet/easy/dull/gloomy/sluggish.市场清淡/疲软/暗淡/暗淡/呆滞。Themarketissteady/firm/active/strong.市场稳定/趋升/活跃/坚挺。ASUPPLEMENTARYEMAILThankyou,Leon.Thebelowcostisfoundhighformyclient…TheirbudgetisUSD6.2CNFHamburg.Letmeknowifthisispossible.

Navybluecolorcap—100,000/300,000unitswithsinglecolorlogoembroidery/printing.Letmeknowyourbestcostandmentiontheairfreightchargesseparatelyplease.

Awaitingyourresponse.

Connie补充信文范例谢谢您，Leon。对我们的客户而言，你们如下产品的价格高了。他们的目标价是6.2美元成本加运费汉堡。请告知这个价位是否可行。

深蓝色帽子：单色带商标刺绣100,000个，印花300,000个。请分别告知你们最优惠的价格以及空运费。

期待您的回复。ConnieEXERCISESI.Fillintheblankswiththeproperformsofthefollowingexpressions.

The__________isweaksincethesupplyhasexceededthedemand.Ourarts&craftsalways__________wellintheforeignmarket.Thepriceswequotedhavealwaysbeen__________inthepastthreeyears.The__________priceforGradeAarticlesisaroundUSD4000perM/T,15%lowerthanyours.__________youeverneedanything,pleasefeelfreetocontactme.counter-offer,onthelowside,prepare,prevailsell,bringdown,aware,cometoterms,should,marketmarketsellonthelowsideprevailingShouldI.Fillintheblankswiththeproperformsofthefollowingexpressions.

Wewouldbe__________tohelpyougetthegoodsreadyfordelivery.Ifyoucan__________thepriceby5%,wecanassureyouofalargeorder.Asyouarewell__________,allrequestsfortechsupportaretogothroughtheITdepartment.Ifwe__________,we’llappointyouasouragent.Wehavetopointoutthatyour__________wasfoundunacceptable.counter-offer,onthelowside,prepare,prevailsell,bringdown,aware,cometoterms,should,marketpreparedbringdownawarecometotermscounter-offerII.TranslatethefollowingsentencesintoChinese.

Materialsofthesamequalitycanbeeasilyobtainedatapricemuchlowerthanyours.1.很容易按照被你方低的多的价格买到同等质量的材料。II.TranslatethefollowingsentencesintoChinese.

2.Suchgrowingdemandhasdoubtlesslyresultedinincreasedprices.2.毫无疑问，像这样持续增长的需求已经导致了价格上涨。II.TranslatethefollowingsentencesintoChinese.

3.WeadmitthatthequalityofyourproductsissuperiortothegoodsofIndianorigin.3.我们承认，贵方产品质量比印度产的产品质量要好。II.TranslatethefollowingsentencesintoChinese.

4.Speakingofquality,ourproductsareamongthebestones,andcanstandthekeenestcompetitionanywhereatanytime.4.说到质量，我们产品名列前茅，任何时候都经得起最激烈的竞争。II.TranslatethefollowingsentencesintoChinese.

5.Wemustupgradeourproductline;otherwise,wewilllose,forourcompetitorsarealreadystreetsahead.5.我们必须将生产线升级，否则的话，面对已经遥遥领先的竞争对手，我们必输。III.TranslatethefollowingsentencesintoEnglish.

1.Weregretourinabilitytoacceptyourpriceasitisoutoflinewiththerulingmarket.1.你方还盘与现行市价不符，我们歉难接受。III.TranslatethefollowingsentencesintoEnglish.

2.Toencouragebusiness,we’repreparedtolowerthepriceby$3,whichwehopewillbeacceptabletoyou.2.为鼓励交易，我方愿降价3美元，希望你们能接受。III.TranslatethefollowingsentencesintoEnglish.

3.Asyoumayhavebeenaware,yourproductisnotverycompetitiveinprice.3.你方产品在价格上没有多大竞争力，或许你们已经意识到这一点。III.TranslatethefollowingsentencesintoEnglish.

4.We’llplaceanorderwithyouifyoucanloweryourpriceby10%.Otherwise,wehavenochoicebuttoturntoothersuppliers.4.如果你方能降价10%，我们将向你方订货。否则，将转向其他供应商订货。III.TranslatethefollowingsentencesintoEnglish.

5.Ourproductsaremadeofsuperiormaterials,soitisunderstandablethatthepriceis2%higherthanthatofsimilarproducts.5.我方产品采用的是上等材料，因此价格比同类产品高出2%是可以理解的。IV.TranslatethefollowingemailintoChinese.

DearLiu,We’vebeenverypleasedwithyourproducts,asyouknow.

However,wefindthatwecanobtainapriceof$4.00perpiecewithalocalfirm.Thisisfiftycentslowerthanyourprice.

Ifyoucanseeyourwaycleartomeetingthesefigures,wewouldbepleasedtoplacewithyouanorderthatwillcarryusfortherestofthisyear.Thatorderislikelytobeoneofthelargestthatwehaveeverplacedwithyou.

Bestregards,AlanDeYogurtIV.TranslatethefollowingemailintoChinese.

Liu，你好！你知道，我们对你们的产品是非常满意的。可是，我们发现当地的一家公司可以给我们每件4美元的价格，比你们的低40美分。如果你能设法给出这个价格，我们将向你方下订单，该订单将能满足我们今年剩下时间的需求。这可能是我们向你们订购的最大一笔订单之一。

商祺！AlanDeYogu