unit 8(价格商定).ppt

1、,Unit 8 Negotiation price terms价格的商定,大连理工大学电子音像出版社,世纪商务英语 外贸函电,Basic Knowledge Concerned,Letter-writing Guide,Other Commonly Used Expressions and Sentences,Sample Letters,Practical Training,Part One,Part Two,Part Three,Part Four,Part Five,Contents,Part One,上周教学情境 交易情境六（样品确认函）：F.F公司要求要看产前样品。思科公司打样，通过

2、DHL邮寄产前样，并在邮件上告知F.F公司样品已寄，希望对方检查。F.F公司看完产前样后表示该款式过于老旧，并邮寄自己的样品过来，要求思科公司根据其所提供的样品重新打样。 交易情境六：思科公司重新打样，并寄样，写信告知对方。F.F公司收到样品后回信表示样品能够接受。同时要求思科公司拟写好外销合同初稿，供F.F公司核实会签。 本周教学情境 交易情境七（价格商定函）：以上条款商定后， F.F公司进行还价，希望能够在此基础上降价4%，思科公司进行反还盘，指出最多只能降价2%，并给出了反还盘自己的理由。 本次工作任务：根据以上交易情境写两封有关价格商定的信函。,Part One,1. The Main

3、 Contents of a Letter for negotiating price term,1.Thanks for the original letter; 2.The reasons for inability to accept the offered price, and make a price negotiation; 3.Expectation of acceptance.,Part Two,Some useful Expressions: . reduce the price by 按来降价 reduce the price to 将价格降至 . on the high

4、side 偏高 . quote 报价 . price terms 价格条件 5. margin of profit 利润幅度 6. stand up to 经受得起,Part Two,7. out of line with 与 不一致 eg.: out of line with the prevailing market level 与现行的行市水平不一致, 意味着 your price is rather on the high side.你方价格有点偏高了。 8. in line with 与 一致. eg.: Your price is quite in line with the pr

5、evailing market. 你方的价格与行市一致。 9. meet your requirements 为了满足你方要求 10. meet each other half way 各让一半,Part Three,Specimen 以上条款商定后， F.F公司进行还价，希望能够在此基础上降价4%. Dear Xu, We are in receipt of your letter of November 9 offering us 100% cotton blazer at US$ 15.00 CIF MONTREAL/CANADA. In reply, we regret to info

6、rm you that our end-users here find your price on the high side and out of line with the prevailing market level. You may be aware that some Indonesian dealers are lowering their prices. No doubt there is keen competition in the market. We do not deny that the quality of your blazer is slightly bett

7、er, but the difference in price should, in no case, be as big as 4%. To step up the trade, we, on behalf of our end-users, would like to reduce the price by 4%. As the marketing is declining, we recommend you to accept. We are anticipating your early reply. Yours faithfully, John,Part Three,Specimen

8、 思科公司进行反还盘，指出最多只能降价2%，并给出了反还盘自己的理由。 Dear John, We thank your letter of June 14 in which you requested a 4% discount. It is our companys policy not to give a discount on our standard prices. Moreover, as you know, the marketing is declining. To accept our present discount would mean a heavy loss to u

9、s, not to speak of profit.Nevertheless, we are glad to make an exception in this case as an introduction to our blazers. Thus, let meet each other half way and we can give you a 2% discount. We await your prompt reply. Yours faithfully, Xu Qiang,Part Four,I Basic Training 1. Complete the following s

10、entences by turning the Chinese into English: 1) We do not不否认你方说的，but the price you offered is not realistic. 2) Because of the 市场竞争激烈, we advise you place the initial order with us immediately. 3) Your 先前的报价is too high to work on.,deny what you say,keen competition in the market,previous quotation,

11、4) We can not reduce the price to your level even to 折中处理。 5) We write the letter asking for 降价。 6) Your quotation is 大约高出10% than the European goods. 7) We 提醒你方注意that the season is coming. 8) We 不得不指出 that in view of the unusual circumstances, we cant reduce the price.,meet you half way,price reduc

12、tion,approximately 10% higher,invite your attention to the fact,have to point out that,Part Four, Improving training 一：Put the following phrases or sentences into Chinese. (1)If you can reduce the price by (按来降价)5%, we shall be able to order 200 sets. (2) We are not interested unless your price is r

13、educed to a level in line with(与一致) the market price. (3) Will you please quote（报价）FOB Dalian in US dollar? (4) Our users are under the impression that your prices are usually on the high side (偏高)compared with those of other suppliers. (5) I can give you a definite answer on the price terms(价格条件).

14、(6) Although we are interested in your products, we find your price is so high that our margin of profit(利润幅度)would be either very little or nil.,Part Four,(7) We hope, therefore, you will reduce your price so as to stand up to(经受得起) the competition. (8) However, in view of our long-standing busines

15、s relationship(鉴于我们的长期业务合作关系)we make you allow you a special discount. (9) The price you offered is out of line with the market(与市场不一 致)，so it is beyond what is acceptable to us. (10)We are not in a position to entertain business at your price(考 虑按价格成交)，since it is out of line with the prevailing ma

16、rket(现时市场)，being 20%lower than the average. (11)To meet your requirements (为了满足你方要求), we would like to reduce our price by 2%.,Part Four,二、Put the following phrases or sentences into English.(课后练习） 1.我们认为你方价格不合适，我们各让一半好吗？（meet sb. half way) 2.虽然我们很想和你方交易，但把价格降到你们所说的水平是不可能的，因为我们将无利可图。（conclude the tr

17、ansaction with, reduce price to, leave sb. with no profit) 3.我们希望能按比美国同类产品低10%的价格成交。(conclude the business, at a price .lower than) 4.虽然你方能在报价上减少2%，我们仍然不能接受。 (while, reduce, acceptable) 5.感谢贵方3月20日的报盘，但我们不得不告知贵方，夹克衫的价格过高，不太符合本地市场的要求。(on the high side for the market),Part Five,Letter Replying,Dear Si

18、r, Prices of some raw materials increased in the past three months, which seriously effect the operation of our company. To ease up the effect of production cost, ensure the long-term development of our company, we decided to increase the selling price by 5% from May 19,2009. If you want to know more details, please feel free to contact us. We a