函电交易磋商教案

Inquiry,OfferandCounter-offerLearningAims:1.Toknowabouttheinformationtobecoveredingeneralinquiryandspecificinquiry2.Tounderstandthedifferencebetweenfirmofferandnon-firmofferandbeabletowritethemindependently3.Tobeabletoplace,declineandacceptordersinwritingInthischapter,studentswillacquireappropriateknowledgeaboutfourmainstepsinbusinessnegotiation:inquiry,offer,counter-offerandacceptance.Section1InquiryandReply（第六次交易磋商，共四节）BriefIntroduction:Inquiryisthefirstrealstepinbusinessnegotiation.Itisusuallymadebythebuyerswithoutengagement.Whenmakinganinquirythebuyermayaskaboutprice,catalogue,packing,deliverydate,termsofpaymentandsoon.Aninquiryshouldbeclearandtobethepoint.Therearetwokindsofinquiry,generalinquiryandspecificinquiry.Iftheimporterwantstohaveageneralideaofthecommodity,hemaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry,alsocalledafirstinquiry,whichshouldbeginbytellingthemhowyouobtainedhisnames.Somedetailsofyourbusiness,suchasthegoodshandled,quantitiesneeded,usualtermsoftradeandanyinformationlikelytoenablethesuppliertodecidewhathecandoforyou,willalsohelp.Iftheimporterintendstopurchasecertainproducts,hemayasktheexportertomakeanofferoraquotationforthegoods.Thatisaspecificinquiry.Abuyerusuallymakesaninquirytoinviteaquotationorofferfromthesellerinordertobuyacertainproductorobtainakindofservice.Replylettersanswerquestions,supplyspecificinformationandattempttomeettheneedsofthosewhomaketherequests.Thereforewritingofinquirieshasbecomethegeneralpracticeininternationalbusinesscorrespondence.Howtowriteaninquiry?Agoodinquiryshouldbesimple,clear,specificandconcise.(1)Generalinquiry:Tellthesourceofinformationandabriefself-introductionExpresstheintentionofwritingtheletter(Askforacatalogue,samplesorapricelist)Statethepossibilityofplacinganorder(2)SpecificInquiry:Tellthenamesanddescribethegoodsinquiredfor,includingspecifications,quantity,etc.AskwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpectStatethepossibilityofplacinganorderHowtowriteareply?Agoodreplytoaninquiryshouldbeprompt,courteous,objectiveandentire,andcontainalltheinformationyourcustomerrequired.You’dbetterassureyourclientsthatyouhavefullconfidenceinyourproductorservice.Beginthereplybyrepeatingthedateandtheinquiry.Iftheinquiryisfromanoldclient,youmaytellhimthatyouaregladtohearfromhimagain.Giveafullanswertotheinquiry.Ifyoucannotdoasrequested,trytoofferasubstitute.Youmayendyourletterbyhopingthattheinformationyouprovidedishelpfulandbyofferingfurtherhelp.Case1我方是哥本哈根东部的一家纺织品经销商，有着多年的从业经验。在从我驻外使馆商务参赞处了解到对方是全棉床罩和枕套的主要出口商之后，写信给对方以建立业务关系并索要对方的商品目录和价目单。KeyWords&Phrasesinquiry/enquiry[in'kwaiəri]n.询价，询盘embassy['embəsi]n.大使馆competitive[kəm'petitiv]a.有竞争力的quantity['kwɔntiti]n.数量leading['li:diŋ]a.第一位的，最主要的textiles['tekstails]n.纺织品promising['prɔmisiŋ]a.有前途的pillowcase['piləʊkeis]n.枕套Copenhagen[.kəupən'heigən]n.哥本哈根dealer['di:lə]n.经销商，商人profitable['prɔfitəbəl]a.有利可图的learnfrom从……得知CommercialCounselor’sOffice商务参赞处handicraftarticle手工艺品inthislineofbusiness在这一行业中allcottonbedsheets全棉床单inthehopeofdoingsomething希望做某事atyourearliestconvenience尽早termsofpayment付款方式UsefulSentencesWelearnfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyou…WehaveobtainedyournameandaddressfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyou…WewouldliketointroduceusasoneoftheleadingimportersofhandicraftarticlesinCanada.Wearealeadingcompanywithmanyyears’experienceintheimportofhandicraftarticles.Weenjoyagoodreputationinternationallyinthecircleofhandicraft.Weareverymuchinterestedinyourbrocadehandbags,andwouldappreciateitifyouwillletushaveinformationastoprices,quantityavailable,andtheotherrelativeparticulars.Asweareinthemarketforbrocadehandbags,wouldyoupleasesendusacopyofyourillustratedcataloguewithdetailsofyourpricesandpaymentterms?Letter1GeneralInquiry（普通询盘）DearSirs,WelearnfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyouarealeadingexporterofallcottonbedsheetsandpillowcasesinyourcountry.Wetakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelationswithyou.Wearelargedealersintextiles,locatedattheeastofCopenhagen,havingmanyyearsofexperienceinthislineofbusinessandthereisapromisingmarketinourcountryforyourproducts.We’dliketosendusyourcatalogueandpricelistatyourearliestconvenience.Wehopethiswillbeagoodstartforourlongandprofitablebusinessrelations.Yoursfaithfully,MarkMatthewsMarkMatthewsCase2出口商在收到询盘信后，给予答复。随信寄了几本带有插图的商品目录和一份价目单，另外为了证明产品的质量及工艺，单独邮寄了一些样品。信中还提出对成批购买给予3折优惠，凭不可撤消信即期用证付款。KeyWords&Phrasescraftsmanship['krɑ:ftsmənʃip]n.技能，技术enclose[in'kləuz]vt.随信附寄illustratedcatalogue带有插图的目录byseparatepost=underseparatecover单独邮寄irrevocableL/Catsight不可撤销的即期信用证bulkpurchase批量采购UsefulSentencesWearepleasedtoreceiveyourenquiryofSeptember10andareenclosingourillustratedcatalogueandpricelistasrequested.WearepleasedtoknowthatwehavebeenrecommendedbyABCCompany.Wehopetheaboveinformationwillturnouttobeusefultoyou.Pleasefeelfreetocontactusagainifyouhaveanyfurtherquestions.Letter2ReplytoaGeneralInquiry（普通询盘的回函）DearMr.Cameer,WewelcomeyouforyourenquiryofMay16andthankyourinterestinourexportcommodities.Weareenclosingsomecopiesofourillustratedcataloguesandapricelistgivingthedetailsyouaskfor.Alsobyseparatepost,wearesendingyousomesampleswhichwillshowyouclearlythequalityandcraftsmanship.You’llfindthatourproductsarebothexcellentinqualityandreasonableinprice.Weoffera3%discountforbulkpurchase.PaymentistobemadebyirrevocableL/Cpayablebydraftatsight.Thankyouagainforyourinterestinourproducts.Ifyouwouldliketohavemoreinformation,pleaseletusknowassoonaspossible.We’llbegladtoassistyouinanywaywecan.Yoursfaithfully,JaneStottJaneStottCase3我方是韩国一家毛衣的主要进口商。在一次交易会上看到对方的毛衣后，就有意购买对方商品号为GE-0756的毛衣。因此写信给对方，询问CIF到釜山的最低价（包括5%的佣金）、最早的装船日期及付款方式，同时要对方提供不同颜色的毛衣样品。KeyWords&Phrasescommission[kə'miʃən]n.佣金inthemarketfor=beinterestedinbuyingsth.有意买某物promptattentiontosth.及时关注某事quotesb.apriceforsth.向某人就某物报价placeanorderwithsb.forsth.向某人就某物下订单theminimumquantity最低出口量UsefulSentencesPleasequoteusyourlowestprices/rockbottompriceforthisproduct,CIF…,includingour5%commission.Wemayplaceregularordersforlargequantitiesifyourqualityissuitableandthepricescompetitive.Ifthequalityofyourbrocadehandbagsissatisfactoryandthepricesacceptable,weshallbeabletogiveyouconsiderableorders.Howmuchdiscountcouldyouofferonanorderofthissize?Wefinditthemosthelpfulifyoucansupplysamplesofyourproducts.Wewouldalsoliketoknowtheminimumquantitypercolorandperdesign.WeshouldliketoknowifyoucansupplytheproductsbytheendofJune.Yourpromptattentiontothismatterwillbemuchappreciated.Letter3SpecificInquiry（具体询盘）DearSir,WeareoneoftheleadingimportersofsweatersinKorea.WehaveseenyourproductsdisplayedattheCantonFair.Atpresent,weareinthemarketforyoursweater,ItemNo.GE-0756.WillyoupleasequotethelowestpriceCIFPusan,inclusiveofour5%commission,statingtheearliestdateofshipmentandtermsofpayment?Wewouldfinditthemosthelpfulifyoucouldprovideuswiththesamplesofdifferentcolors.Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.Anearlyreplywillbeappreciated.Yoursfaithfully,Case4ReplytoaSpecificInquiry（具体询盘的回函:可供货）在收到上述询盘信后，对商品号为GE-0756女式毛衣的可供货尺寸、最小出口量、价格、装船日期和付款方式给予答复。KeyWords&Phrasesassorted[ə'sɔ:tid]a.多样混合的,各色俱备的cordially['kɔ:djəli]ad.诚恳地，诚挚地anticipate[æn'tisipeit]vt.预期，期望await[ə'weit]vt.等候,准备...以待specification[.spesifi'keiʃən]n.规格，说明书takeadvantageof利用withkeeninterest殷切地UsefulSentencesThankyouverymuchforyourletterofMay23askingustoquotefor1000dozenmen’sshirts.ReplyingtoyouenquiryofMay8,wehavethepleasureofquotingofourbrocadehandbagsasfollows.Wehopethequotationwillproveacceptabletoyouandarelookingforwardtoreceivingyourordersoon.Wehopethatourquotationwillbeacceptabletoyou,andawaitwithkeeninterestyourformalorders.Unfortunately,therequiredspecificationisnotavailableatpresent.Letter4ReplytoaSpecificInquiry（具体询盘的回函:可供货）DearSir,ThankyouforyourinquiryofMay8andwearepleasedtosendyouourquotationforthegoodsyourequiredasfollows:Commodity:Women’ssweaterinassortedcolors,ItemNo.GE-0756Size:Large(L),Medium(M),Small(S)MaximumExportQuantity:100dozenpercolorPrice:US$40.00perdozen,CIFC5%PusanShipment:within25daysafterreceiptofL/CPayment:beirrevocableL/CatsightYouarecordiallyinvitedtotakeadvantageofthisattractiveoffer.WeareanticipatingalargeorderfromJapan,andthatwillcauseasharpriseinprice.Welookforwardtoreceivingyourfirstorder.YoursFaithfully,PracticeReplytoaSpecificInquiry（普通询盘的回函：不可供货）WriteareplytotheaboveSpecificInquiry,tellingtheinquirertherequiredspecificationisnotavailableandhopingtheinquirertotakeitemNo.GE-0578intoaccount.Notes:外交人员：大使、公使、参赞、秘书、武官、商务代表等，都是一国派往外国的外交人员。大使：主要指责为负责外交代表机关职能的实施和遵照本国政府指令全权处理外交代表机关的事务。公使：全称为“特命全权公使”或“全权公使”。公使为外交使节的第二等级，由国家元首派遣，其所受礼遇仅次于大使。参赞：外交官的一种职衔。其外较低位仅次于大使、公使。有些国家参赞还分为政务参赞、商务参赞、经济参赞、农业参赞、科技参赞、教育参赞、文化参赞，分别由派遣国有关部门派出，协助使馆馆长分管有关业务。相关的中英文表达方式如下：ambassador大使ambassadorextraordinaryandplenipotentiary特命全权大使minister到国外去的处理某一事项的大使、公使political/commercial/economic/pressandculturecounselor政务/商务/经济/新闻文化参赞commercialcounselor’soffice商务参赞处CIF=Cost,Insurance&FreightCIF即成本、保险费加运费（……指定目的港），其是指在装运港当货物越过船舷时，卖方即完成交货，卖方必须支付将货物运至指定的目的港所需的运费和费用，但交货后货物灭失或损坏的风险，及由于各种事件造成的任何额外费用，即由卖方转移到买方。但是，在CIF条件下卖方还必须办理买方货物在运输过程中灭失或损坏风险的海运保险。CFR=Cost&Freight（成本加运费<……指定目的港>）。CFR是指在装运港货物越过船舷卖方即完成交货，卖方必须支付将货物运至指定的目的港所需的运费和费用，但交货后货物灭失或损坏的风险，以及由于各种事件造成的任何额外费用，即由卖方转移到买方。FOB=FreeonBoard（船上交货<……指定装运港>）。FOB是指货物在指定的装运港越过船舷，卖方即完成交货。这意味着买方必须从该点起承当货物灭失或损坏的一切风险。FOB术语要求卖方办理货物出口清关手续。3. Commission（1）佣金的含义。佣金是中间商因介绍交易或代买商品而获取的报酬。作为中间商因其有一定的贸易渠道，所以通过其开展交易已是国际贸易中的一种普遍做法。（2）佣金的分类。佣金分为明佣（opencommission）和暗佣（sleepcommission）两种。明佣是指在合同中已明确确定下来的佣金。暗佣是指在合同中没有标明，而由双方另行约定。佣金数额的计算一般按发票金额总值，即CIF价格或CFR价格乘以佣金率而得，但金额较大的也有按FOB净价计佣的。（3）佣金的表示方法。在商品中包括佣金时，通常应以文字来说明。例如：“每公吨580美元CIF旧金山，包括2%佣金（US$200perM/TCIFSanFranciscoincluding2%commission）”;或“每公吨580美元CIF2%旧金山（US$200perM/TCIFC2%SanFrancisco）”。需要注意的是，佣金的比率一般掌握在1%-5%之间，不宜偏高。（4）佣金的计算方法。计算佣金按成交金额或成交商品的数量。在按成交金额计算时，有的以发票总金额作为计算佣金的基数，有的则以FOB总值为基数来计算佣金。如按CIFC成交，而以FOB值为基数计算佣金时，则应从CIF价中减去运费和保险费，求出FOB值，然后以FOB值乘佣金率，即得出佣金额。计算佣金的公式如下：单位货物佣金额=含佣价×佣金率净价=含佣价-单位货物佣金额净价=含佣价×（1-佣金率）含佣价=净价/（1-佣金率）值得注意的是，如在洽商交易时，我方报价为10000美元，对方要求3%的佣金，在此情况下，我方改报含佣价，按上述公式算出应为10309.3美元，这样才能保证实收10000美元。（5）佣金的支付方法。一种是由中间代理商直接从货架中扣除佣金；另一种是在委托人收清货款之后，再按实现约定的期限和佣金比率，另行付给中间代理商。在支付佣金时，应防止错付、漏付和重付等事故发生。按照一般的惯例，在独家代理情况下，如委托人同约定地区的其他客户达成交易，即使未经独家代理过手，也得按约定的比率付给其佣金。4. quote报价，开价严格来说，它仅报一项价格，不包括数量、交货等。常用的句型为quotesb.priceforsth.e.g.Wewillquoteyouthelowestpriceifyousendusyourspecificenquiry.如提出具体询价，我们将给贵公司报最低的价格。有时可用quotesb.forsth.,即把price省去。e.g.Pleasequoteusfor500dozenofprintingaprons.请给本公司报500打印花围裙价格。也可用quotesb.apricee.g.Pleasequoteusyourbestprice.请报贵公司最好的价格。5. placeanorderwithsb.forsth.向某人订购某物1）名词order常与动词make,send,place等联用，如果表示订购某项货物，后接介词for,也可接on或of，但接for最普遍。e.g.Ifyourpricesarecompetitive,weshallbepleasedtoplaceanorderwithyouforprintingbedcovers.若贵公司价格具有竞争力，则本公司将订购印花被套。2）表示各种订单的说法有：regularorder长期订货trialorder试订单first/initialorder首笔订单substantialorder大宗订单repeatorder再次订货/续订单6. appreciate可接名词或动名词作宾语，不可接不定式。e.g.Wehighlyappreciateyourkindcooperation.我们十分感激贵公司的合作。Weshallappreciateitifyousendusapamphletandfoursamplesbyairimmediately.如能立即给我们航空寄来一本小册子和四件样品，我们将十分感激。Weshallappreciateyourgivingthismatteryourseriousconsideration.请贵公司对此事认真考虑为感。7. price跟对方谈到价格优势时，常用表达有：competitive（竞争的），workable（可行/做的），suitable（合适的），favorable（优惠的），realistic（实际的）等。8. asrequested应你方要求也可用atyourrequest,attherequestofsb.应某人的要求e.g.Asrequested,wearegivingyouanestimateofapproximaterequirementsfornextyear.应你方要求，寄上一份明年所需货物的预估表。Atyourrequest,wehaveamendedtheL/C.应贵公司要求，我们已经修改了信用证。Wearesendingthecountersampleattherequestofyouragent.应贵公司代理商要求，寄上对等货样。9. irrevocableL/C=irrevocableletterofcredit不可撤销的信用证irrevocabledocumentaryletterofcredit不可撤销的跟单信用证10. discountn.折扣常用作：allow/give/make/grant…%discountoff/onthepricesofgoods按货价给予…….%的折扣cashdiscount现金折扣quantitydiscount数量折扣specialdiscount特别折扣e.g.Wegive10%discountforcashpayment.现金付款，我们给予九折优惠。Wearepreparedtoallowyouaspecialdiscountof5%tocompensateforthetroublewehavecaused.我们准备给与你们5%的特别折扣，以补偿给你方造成的不便。Thehighestdiscountwecanallowyouonthisarticleis10%.这种商品我们所能给的最高折扣是10%。Tobefrankwithyou,adiscountof4%wouldn’thelpverymuch.坦率地说，4%的折扣意义不大。11. asfollows=aswhatfollows如下e.g.Ourpriceisasfollows.本公司的价格如下。Wequotethepricesasfollows.本公司报价如下。12. offer报盘（包括交易的种种条件，如货名、规格、数量、价格、船期及答复期限等）e.g.Wecanofferyouvariouskindsoflaundrybaskets.我们可以报盘各种洗衣筐。Wecanofferyoulargequantitiesofheaddressflowersatattractiveprice.我们能以很具吸引力的价格给贵公司报盘大量头花。Offer还可以用作名词，在makeoffer,sendoffer,giveoffer后通常接介词for,间或接on.e.g.Pleasemake/sendusanofferforgoldandsilverthreadembroideredarticles.请报金银绣品价格。13. anticipatev.期望，期待e.g.Weanticipatehearingfromyouagain.我们期待再收到贵公司的来信。Weanticipateyourfavorablereplytothismatter.我们期待贵公司对此事的有利答复。Section2OfferandCounter-offer（第七、八次交易磋商，共八节）BriefIntroduction:1.OfferAnofferisapromisemadebythesellertosupplygoodsonthetermsstated.Offerscanbedividedintotwotypes:firmofferandnon-firmoffer.Afirmofferistheirrevocableofferwithengagementwhileanon-firmofferistherevocableofferwithoutengagement.2.Counter-offerInthecourseofinternationalbusinessnegotiation,afterreceivingtheoffermadebytheseller,ifthebuyermaynotagreewiththeprice,orpacking,orshipment,orotherimportanttradetermsstatedintheoriginalofferandthenputforwardthecounter-proposalonthosetradetermsunacceptable.Andseveralcounter-offersfromthebargainingofthebusinessjustliketheprocessofnegotiating.HowtoMakeanOffer?Anexpressionofthanksfortheinquiry.Anoffershouldincludethemajortermsofthetransaction:nameofthegoods,quality,quantity,specification,detailsofprices,discounts,termsofpayments,packinganddateofdelivery.Talkaboutthemarketandsupplysituationtoinduceanorder.Introduceotherproductstoincreasethechanceofbusiness.Endyourletterbyexpectingtheorder.Donotmakeyourlettertoolong.HowtoMakeaCounterOffer?Thanksfortheoriginaloffer.Thereasonsforinabilitytoaccepttheoffer:pointoutthedecliningmarket;talkaboutoffersfromothersuppliers.Thecounter-proposal.Expectationofacceptance.HowtoReplyaCounterOffer?Areplytoacounteroffer,whetherfavorableorunfavorable,shouldbepunctual,courteousandconsiderate.Thereasonsforinabilitytoacceptthecounterofferinanunfavorablereply:talkaboutthecostofmaterialYourproposal:makeapriceconcessiononconditionsExpectationofacceptanceCase1AFirmOffer在收到对方关于熊猫牌彩电的询盘信后，公司对该彩电发出实盘报价。KeyWords&Phrases:unique[ju:'ni:k]a.唯一的，独特的superior[sju:'piəriə]n.长者，高手，上级a.较高的，上好的discriminating[dis'krimineitiŋ]a.识货的，有鉴赏力的firmoffer实盘confirmedL/C保兑的信用证besubjectto以……为条件，以……为有效offerisvalidfor报盘有效期为intheseller’sfavor以卖方为受益人timeofshipment装运时间arushoforders大量订单regularorder长期订货appealto吸引UsefulSentences:InreplytoyourenquiryofMay24,wetakethepleasureofmakingyouthefollowingoffer.OurusualtermsofpaymentarebyconfirmedirrevocableL/Cavailablebydraftatsight.Thefirmofferissubjecttoyourreplyreachingherebefore…Aswehavebeenreceivingarushofordersnow,wewouldadviseyoutoplaceyourorderassoonaspossible.Wemakeyouafirmofferforbrocadehandbags.Anyordersyouplacewithuswillbeprocessedpromptly.Thisofferremainsfirm/validuntil…Letter1AFirmOfferDearSir,Thankyouforyourenquiryfor“Panda”BrandColorTVSetsdatedMay16.Asrequested,wearenowmakingyou,subjecttoourreplyreachinguswithin10days,thefollowingoffer:Commodity:“Panda”BrandColorTVSetsItemNo:Gb-8907Quantity:1,500setsPrice:USD450.00persetCIFAlexandriaPayment:ByconfirmedirrevocableL/Cpayablebydraftatsightintheseller’sfavorShipment:tobeeffectedwithin28daysafterreceiptofL/COurproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality,whilewhichwillappealtodiscriminatingbuyers.Wehavesomeregularordersathand.Ifyou’reinterestedinourproducts,pleaseplaceyourorderassoonaspossible.Wearelookingforwardtohearingfromyousoon.Yoursfaithfully,Case2在收到对方关于熊猫牌彩电的询盘信后，公司对该彩电发出虚盘报价。KeyWords&Phrases:fluctuationn.波动，起伏non-firmoffer虚盘beinreceiptof收到withoutengagement无约束力withreferenceto关于takepleasureindoingsth.很高兴地做某事UsefulSentences:Wearenowmakingyouthefollowingofferwithoutengagement.Weoffer,subjecttogoodsbeingunsold.Weoffer,subjecttopriorsale.WeareinreceiptofyourenquiryofMay24,andsendyousamplesofourvariousbrocadehandbags,forwhichwecanquoteyouasfollows.Asthepricesquotedareexceptionallylowandlikelytobeadjusted,wewouldadviseyoutoplaceorderswithoutdelay.Wearenowmakingyouanoffersubjecttoourfinalconfirmation.Theofferissubjecttochangewithoutnotice.(本报盘以随时更改而毋需另作通知为条件)Thesequotationsareallsubjecttothefluctuationofthemarket,andwehopetohaveyourdefiniteenquiriesshortly.Letter2ANon-firmOfferDearSir,WithreferencetoyourenquiryofMay16,wetakepleasureinmakingthefollowingoffer.“1,500setsof‘Panda’BrandColorTVSets,atUSD450.00persetCIFAlexandriaforshipmenteffectedwithin28daysafterreceiptofL/CforpaymentbyconfirmedirrevocableL/Cpayablebydraftatsight,whichwehopeyouwillfindinorder.Pleasenotethatthisofferissubjecttogoodsbeingunsold.”Aswehavereceivedlargenumberofordersfromourclients,itisquiteprobablethatourpresentstockmaysoonrunout.Wewouldthereforesuggestthatyoutakeadvantageofthisattractiveoffer.Welookforwardtoreceivingyourorder.Yoursfaithfully,Case3价格是贸易双方极为关注的交易条件。我方在收到有关彩电的报盘信后，认为其报价太高，于是对其价格进行了还盘。KeyWords&Phrases:acknowledge[ək'nɔlidʒ]a.确认，承认，答谢make[meik]n.牌子justify['dʒʌstifai]v.证明……是正当的allowance[ə'lauəns]n.津贴，宽容decline[di'klain]v.拒绝makeaconcessiontosomebody向某人做出让步makesomeallowance打折扣beonthehighside偏高beoutofthelinewith与……不一致inviewof鉴于UsefulSentences:Weappreciatethegoodqualityofthesebrocadehandbags,butunfortunatelyyourpricesappeartobeonthehighside.MayIsuggestthatyoucouldperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodstoourcustomers?Inviewoftheabove,wesuggestthatitistoyourinteresttoacceptourpricewithoutdelay.Yourbidisoutoflinewiththecurrentmarketprice.Yourcompetitorsareofferingconsiderablylowerprices,andunlessyoucanreduceyourquotations,weshallhavetobuyelsewhere.Wedonotseeanyadvantageinyourquotations,andwouldliketoknowwhetheryouhaveanybettervaluetooffer.Asthecompetitionhereisverykeen,weregretweareunabletoacceptyourprices,whichwillleaveusaverysmallmarginofprofit.Letter3ACounterOfferDearSir,Weacknowledgereceiptofyourofferfor“Panda”BrandColorTVSetsdatedMay18.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.WealsohavesimilaroffersfromKoreanmake.Theirpricesare5%lowerthanyours.Weappreciatethegoodqualityofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say5%,onyourprices.Otherwisewehavetodeclineyouroffer.Weshallappreciateitverymuchifyouwillmakeaconcessionandfaxusyouracceptanceassoonaspossible.Yoursfaithfully,Case4在收到有关于彩电的还盘后，考虑到熊猫牌彩电在市场上推广的需要，便接受了其还盘。据此，双方交易即告成功。KeyWords&Phrases:beappreciativeof对……表示感谢concludethistransaction达成交易makeanexception破例giveadiscountof…%onsth给某物……%的折扣fullcommitments任务已满UsefulSentences:WeareappreciativeofyourletterofJune8,requestingtoallowyouan8%reductioninprice.Weacceptyourcounter-offerofJune8,andarepleasedtoconcludethetransactionofbrocadehandbagswithyou.However,inordertodevelopourmarketinyourplace,wehavedecidedtoacceptyourcounter-offerasanexceptionalcase.Inviewofthelong-standingbusinessrelationsbetweenus,wehavedecidedtoacceptyourcounter-offer.Wehaveconcludedthebusinessthroughmutualeffortsandhopethisisagoodbeginningforthetradebetweenus.Thereisnoroomtomakeanyfurtherreductioninprices.We’vealreadycutdownourpricestocostlevel.Owingtofullcommitments,weregrethavingtodeclineyourorder.Wehavemanagedtoremainthepresentpricedespitetheincreasedcostofrawmaterials.Weregretthatwehaven’thadanystockofthearticlerequiredbyyou.Letter4AcceptanceDearSir,WeareappreciativeofyourletterofMay20whichrequesteda5%discount.Itisourcompany’spol