《商务英语函电2》课件-Lesson 11 A Counteroffer -2-还盘 2

Lesson11ACounteroffer(2)还盘（2）DearAndley,YouremailofJuly10hasbeenreceivedwiththanks.

Whileappreciatingyourcounter-offer,wefindthatyouhavedriventhepricetooclosetoourcostofproduction.Ourmaterialsarecarefullyselected,whichaddsto

ourcost.Thisjustaccountsfor

thesuperiorqualityofourpeanuts,andexplainswhyourcustomersinEuropeandAmericakeepbuyingfromusatourpricelevel.So,wedohopethatyoucandrawyourendusers’attentiontothequality,ratherthanpricesonly.ACounteroffer(2)

AppreciatingcounteroffersASAMPLEEMAILJustifyingyourhighpriceHowever,inviewof

thelongstandingbusinessrelationsbetweenus,wearewillingtocorrespondtoyourcounter-offerbyreducingourpriceby3%.Asthestockofthisitemisrunninglow,wehopethatwecanstrikeadeal

atUSD1160/MTFOBQingdao.

Yourearlyreplywillbeappreciated.

Bestregards,MikeACounteroffer(2)

AgreeingtomakesomeconcessionsASAMPLEEMAILShowingbuyers’benefitsNotesWhile…:尽管……，虽然……Whilewewouldliketohelpyoutopushyoursales,wedon’tthinkyourpriceiscompetitiveenough.虽然我们愿意帮你促销，但你方价格不具竞争力。drive:v.迫使，驱使Recenteventshavedriventhestockmarkettolowsnotseenintenyears.最近的事件使股市跌至十年来的最低点。material:n.材料rawmaterial原料finishedproduct成品semi-finishedproduct半成品toaddto:=toincrease使……增加Yourrefusaltocooperatehasaddedtothedifficultiesinsolvingthedispute.你方拒绝合作，增加了解决争议的困难。toaccountfor:解释，说明Therecessionaccountsfortheslowretailbusiness.经济衰退是零售业发展缓慢的原因。todrawsb’sattentionto:请某人注意还可以说成direct/invite/callsb’sattentiontoWewishtodrawyourattentiontothewordingofthecontract.我们想提请你们注意合同的措辞。Wewouldliketodrawyourattentiontothefactthatthedeliverydateisapproaching,butwehaven’treceivedyourrelevantL/Csofar.我们想请你们注意，交期临近，但目前为止我们尚未收到你们的有关信用证。inviewof:鉴于，由于Inviewoftherisingtendencyinthemarket,we’drecommendyouacceptouroffer.鉴于目前市场的上涨趋势，我们建议你方接受我们的报价。Inviewofwhatyousaid,Ithinkweshouldreconsiderourproposedcourseofaction.鉴于你所说的，我认为我们应该重新考虑我们提出的行动措施。tostrikeadeal:达成交易；达成协议Ithinkanothercutof5dollarsisnecessaryforustostrikeadeal.我认为，为达成交易，再降5美元是有必要的。达成交易还可表达为：toconclude/close/complete/finalizeadealASUPPLEMENTARYEMAILHiConnie,Itseemsthatyourpriceisabitlow.Inordertoclosethedeal,wecandothepriceatUSD5.8/pcCFRHamburgfornavybluecapwiththelogoembroidered/printed.Butthispricewillnotincludedoortodoorservice.

Pleaseconfirmitisacceptableandadvisehowtoproceed.

Thankyou.

Leon补充信文范例Connie：你好！你的价格看起来有点低。为了达成交易，对商标刺绣或者打印的深蓝色帽子我们价格可以做到每件5.8美元成本加运费汉堡。但此价格不包括门到门服务。请确认是否接受并告知我们下一步如何做。谢谢！LeonEXERCISESI.Fillintheblankswiththeproperformsofthefollowingexpressions.

__________thenumbersofsuchdevelopmentsarerelativelysmall,thepotentialmarketislarge.Superiorquality__________thereasonwhythepriceofourgoodsisalittlehigher.Asweseeit,themarketisrising__________fallingasfromyourpointofview.Japan'sincreaseinimportshasbeen__________bythegovernment'sspendingplantostimulateitseconomy.drive,cost,note,addto,accountforsuperior,draw,ratherthan,inviewof,whileWhileaccountsforratherthandrivenI.Fillintheblankswiththeproperformsofthefollowingexpressions.

Please__________thatcompetitionisverystronginthelocalmarket,andyourgoodsarelikelytobepricedoutofthemarketshouldyousticktoyourpreviousquotation.Pleasebeassuredthatourgoodsare__________toanyotherproductinthesameline.Oneofthereasonsthatwehavetoraiseourpricesisthatlabor__________havegoneuprecently.drive,cost,note,addto,accountforsuperior,draw,ratherthan,inviewof,whilenotesuperiorcostI.Fillintheblankswiththeproperformsofthefollowingexpressions.

Wewouldliketo__________yourattentiontothenewfunctionofourproducts.__________theincreasingdemand,therisingtendencyofpricesarelikelytocontinueforawhile.Weregrettoinformyouthatageneralstrikehasjusttakenplace,which__________ourdifficultiesinfulfillingyourorder.drive,cost,note,addto,accountforsuperior,draw,ratherthan,inviewof,whiledrawInviewofaddstoII.TranslatethefollowingsentencesintoChinese.

1.Themarkethasbeengreatlyaffectedbytheworldeconomicrecession.1.市场受世界经济衰退影响很大。II.TranslatethefollowingsentencesintoChinese.

2.InformationindicatesthatsomeparcelsofTurkishoriginhavebeensoldhereatalevelabout10%lowerthanyours.2.有消息说，几批土耳其货曾以比你方低大约10%的价格在此地出售。II.TranslatethefollowingsentencesintoChinese.

3.Wedon'tdenythatthequalityofyourgoodsisslightlybetter,butthedifferenceinpriceshould,innocase,beasbigas10%.3.我们不否认你们货物的质量稍好一些，但价格差距无论如何也不能高达10%。II.TranslatethefollowingsentencesintoChinese.

4.Otherbuyersinyourneighboringcountriesarebuyingfreelyatourquotedprice.4.你们邻国的买家正在按我们的报价大量购进。II.TranslatethefollowingsentencesintoChinese.

5.I’msureyouwillpreferourreasonablepricewithreliablequalityratherthanlowpricewithworriesonfuturequality.5.我们相信你们会看重我们合理的价格和可靠的质量，而不是看重别人现在的低价而为将来质量问题担忧。III.TranslatethefollowingsentencesintoEnglish.

1.Asyouareaware,therehasbeenactivedemandforSteelTubesinthemarket.Thereforeitisimpossibleforustokeepthisofferopenforlong.1.

如你所知，市场上钢管需求迫切。因此，我方不可能长期保持此报价有效。III.TranslatethefollowingsentencesintoEnglish.

2.Inviewofthefirmandupwardmarkettendencyfortheabovegoods,wesuggestinyourinterestthatyouacceptouroffer.2.由于上述商品目前市场坚挺看涨，为你方利益着想，建议你接受我方报价。III.TranslatethefollowingsentencesintoEnglish.

3.Thoughwedon’tdoubtwhatyousaid,weareoftheopinionthatthequalityofSpanishgoodscannotmatchthatofours.3.虽然我们并不怀疑你方所说的情况，但是我们认为西班牙货的质量远远比不上我们的产品。III.TranslatethefollowingsentencesintoEnglish.

4.Webelievethatyou’llfindourofferveryfavorablewhenyouhaveconsideredthequality.4.我们相信如果你方考虑到商品的质量，就会发现我们的报价是很优惠的。III.TranslatethefollowingsentencesintoEnglish.

5.Ourcompanyalwaysfocusesonsuperiorquality,reliabledeliveryandprofessionalservice.5.我们公司始终注重品质优越，交货稳定和服务专业。WRITINGTASK

你收到了美国FalconArtworks公司经理GaryFalcon先生的电子邮件，Gary接受最低起订量，但认为报价偏高，要求降价。请立即给Gary回复一封邮件，说明你方价格的合理性。为促成交易，你同意降价，价格见附件中的报价单。TaskA1-4WRITINGTASKDearGary,Thankyouforyourletter.Wearesorrytonotethatyouthinkourpriceishigh.Ourcompanyalwaysfocusesonsuperiorqualityandexcellentservice,andmanycustomersarebuyingfreelyatthep