外貿(mào)函電第二版-Unit-06-還盤和接受

1、1 Unit 6Counter offer and Acceptance 目的：掌握在接到發(fā)盤后，如何撰寫還盤和接受的目的：掌握在接到發(fā)盤后，如何撰寫還盤和接受的相關(guān)信函。相關(guān)信函。 在接到發(fā)盤后，受盤人必須對(duì)報(bào)盤內(nèi)容進(jìn)行認(rèn)真研究。如在接到發(fā)盤后，受盤人必須對(duì)報(bào)盤內(nèi)容進(jìn)行認(rèn)真研究。如果發(fā)盤人認(rèn)為發(fā)盤價(jià)格難以接受或?qū)ζ渌麠l件不滿意，既果發(fā)盤人認(rèn)為發(fā)盤價(jià)格難以接受或?qū)ζ渌麠l件不滿意，既可以拒絕接受，也可以向發(fā)盤人提出建議，要求對(duì)發(fā)盤內(nèi)可以拒絕接受，也可以向發(fā)盤人提出建議，要求對(duì)發(fā)盤內(nèi)容進(jìn)行修改。這種受盤人對(duì)發(fā)盤內(nèi)容進(jìn)行變更的表示被稱容進(jìn)行修改。這種受盤人對(duì)發(fā)盤內(nèi)容進(jìn)行變更的表示被稱為還盤（為還盤（

2、Counter-offer），也被稱為還價(jià)。事實(shí)上，還盤），也被稱為還價(jià)。事實(shí)上，還盤既是受盤人對(duì)發(fā)盤的拒絕，又是受盤人以發(fā)盤人的地位提既是受盤人對(duì)發(fā)盤的拒絕，又是受盤人以發(fā)盤人的地位提出的新發(fā)盤。出的新發(fā)盤。 還盤信函的寫作應(yīng)十分小心，雙方要本著珍視友還盤信函的寫作應(yīng)十分小心，雙方要本著珍視友誼和未來(lái)交易機(jī)會(huì)的態(tài)度。還盤信函應(yīng)包含以下誼和未來(lái)交易機(jī)會(huì)的態(tài)度。還盤信函應(yīng)包含以下內(nèi)容：內(nèi)容：（1）對(duì)發(fā)盤人的發(fā)盤表示感謝。）對(duì)發(fā)盤人的發(fā)盤表示感謝。（2）對(duì)由于某種原因無(wú)法接受發(fā)盤表示遺憾，同時(shí)解釋原因。）對(duì)由于某種原因無(wú)法接受發(fā)盤表示遺憾，同時(shí)解釋原因。（3）對(duì)還盤的內(nèi)容也就是己方所希望的交易條件

3、提出建議。）對(duì)還盤的內(nèi)容也就是己方所希望的交易條件提出建議。（4）希望對(duì)方能夠接受己方所提出的還盤建議。）希望對(duì)方能夠接受己方所提出的還盤建議。 如果受盤人認(rèn)為能夠接受發(fā)盤的全部?jī)?nèi)容和條件，如果受盤人認(rèn)為能夠接受發(fā)盤的全部?jī)?nèi)容和條件，那么就可向發(fā)盤人訂購(gòu)商品。這種買方或賣方同意那么就可向發(fā)盤人訂購(gòu)商品。這種買方或賣方同意對(duì)方在發(fā)盤中提出的各項(xiàng)交易條件，并愿意按照這對(duì)方在發(fā)盤中提出的各項(xiàng)交易條件，并愿意按照這些條件達(dá)成交易、訂立合同的表示被稱為接受些條件達(dá)成交易、訂立合同的表示被稱為接受（Acceptance），即法律上所稱的），即法律上所稱的“承諾承諾”。作為。作為一項(xiàng)有效接受，必須具備以下四

4、項(xiàng)條件：一項(xiàng)有效接受，必須具備以下四項(xiàng)條件： （1）接受只能由受盤人做出。）接受只能由受盤人做出。 （2）接受必須是無(wú)條件的，完全同意發(fā)盤中提出的各項(xiàng)交易）接受必須是無(wú)條件的，完全同意發(fā)盤中提出的各項(xiàng)交易條件。條件。 （3）接受的方式必須符合發(fā)盤的要求。）接受的方式必須符合發(fā)盤的要求。 （4）接受必須在發(fā)盤規(guī)定的有效期內(nèi)做出。）接受必須在發(fā)盤規(guī)定的有效期內(nèi)做出。5counter-offer 還盤，是外貿(mào)業(yè)務(wù)用語(yǔ)，指受盤人對(duì)還盤，是外貿(mào)業(yè)務(wù)用語(yǔ)，指受盤人對(duì)收到的報(bào)盤提出修改條件。該詞可作動(dòng)詞或名詞。收到的報(bào)盤提出修改條件。該詞可作動(dòng)詞或名詞。If our offer is not accepta

5、ble, please fax your best counter-offer.如果不能接受我方報(bào)盤，請(qǐng)發(fā)傳真告知你方最好的如果不能接受我方報(bào)盤，請(qǐng)發(fā)傳真告知你方最好的還盤。還盤。The price you counter-offered is unreasonable. 你方還盤價(jià)格不合理。你方還盤價(jià)格不合理。 6Terms 1、還盤、還盤 Counter Offer 2、 參考價(jià)參考價(jià) Reference Price3、開盤價(jià)、開盤價(jià) Opening Price 4、收盤、收盤 Closing offer 5、現(xiàn)行價(jià)、現(xiàn)行價(jià) Current Price, Ruling Price, Pre

6、vailing Price 6、合理價(jià)格、合理價(jià)格 Reasonable Price 7、特殊價(jià)格、特殊價(jià)格 Special Price 8、大路貨、大路貨 FAQ 9、差價(jià)、差價(jià) Price Difference, Price Gap10、憑等級(jí)買賣、憑等級(jí)買賣 Sale by Grade 11、憑規(guī)格買賣、憑規(guī)格買賣 Sale by Specification 12、憑標(biāo)準(zhǔn)買賣、憑標(biāo)準(zhǔn)買賣 Sale by Standard 7Terms13、品質(zhì)以賣方樣品為準(zhǔn)、品質(zhì)以賣方樣品為準(zhǔn) Quality as per Sellers Sample 14、品質(zhì)以買方樣品為準(zhǔn)、品質(zhì)以買方樣品為準(zhǔn) Qu

7、ality as per Buyers Sample 15、公噸、公噸 Metric Ton 16、長(zhǎng)噸、長(zhǎng)噸 Long Ton 17、短噸、短噸 Short Ton 18、凈重、凈重 Net Weight 19、毛重、毛重Gross Weight 20、以毛作凈、以毛作凈 Gross for Net21、皮重、皮重 Tare Weight 22、競(jìng)爭(zhēng)性價(jià)格、競(jìng)爭(zhēng)性價(jià)格 Competitive Price 23、批發(fā)價(jià)、批發(fā)價(jià) Wholesale Price 24、零售價(jià)、零售價(jià) Retail Price8寫信的要點(diǎn)寫信的要點(diǎn)l報(bào)盤信函收悉報(bào)盤信函收悉l抱怨價(jià)格太高抱怨價(jià)格太高l還盤建議還盤建

8、議l結(jié)束結(jié)束9常用句型常用句型句型句型1：對(duì)價(jià)格的抱怨：對(duì)價(jià)格的抱怨（1）我們很遺憾告知你方，盡管我們很滿意你）我們很遺憾告知你方，盡管我們很滿意你方產(chǎn)品的質(zhì)量，但我們認(rèn)為你方價(jià)格偏高。方產(chǎn)品的質(zhì)量，但我們認(rèn)為你方價(jià)格偏高。We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products.lon the high side （價(jià)格）偏高（價(jià)格）偏高lThe new quotation，I think，is still

9、on the high side. 我認(rèn)為新的報(bào)價(jià)仍然偏高。我認(rèn)為新的報(bào)價(jià)仍然偏高。 10常用句型常用句型 Your price is too high. 你方價(jià)格太高。你方價(jià)格太高。類似的表達(dá)方式還有：類似的表達(dá)方式還有：Your price is a bit high. 你方價(jià)格有點(diǎn)高。你方價(jià)格有點(diǎn)高。Your price is excessive. 你方價(jià)格過(guò)高。你方價(jià)格過(guò)高。Your price is rather stiff. 你方價(jià)格相當(dāng)高。你方價(jià)格相當(dāng)高。Your price is prohibitive.你方價(jià)格令人望而卻步。你方價(jià)格令人望而卻步。11常用句型常用句型（2）我們

10、很遺憾你方價(jià)格與現(xiàn)行價(jià)格不符。）我們很遺憾你方價(jià)格與現(xiàn)行價(jià)格不符。 We very much regret that your price is out of line with the prevailing market.uout of line (with)不合理的，不相符的不合理的，不相符的Should your price be found out of line, they may turn to others for their requirements. 如果你方的價(jià)格不合理，他們也許會(huì)向別人購(gòu)買。如果你方的價(jià)格不合理，他們也許會(huì)向別人購(gòu)買。uout of line with 與

11、與不相符，與不相符，與脫節(jié)脫節(jié)What you asked is quite out of line with the present market here. 你方的要求與此地的現(xiàn)行市場(chǎng)行情不符。你方的要求與此地的現(xiàn)行市場(chǎng)行情不符。12 to be in line with 和和一致一致, 和和相符合相符合 to keep in line with 與與保持一致保持一致 The terms in the L/C should keep in line with those in the contract. 信用證中的條款必須和合同中的條款保持一致。信用證中的條款必須和合同中的條款保持一致。1

12、3常用句型常用句型（3）盡管我們渴望與你方成交，但我們遺憾地）盡管我們渴望與你方成交，但我們遺憾地說(shuō)你方價(jià)格不可接受。說(shuō)你方價(jià)格不可接受。 Although we are desirous of doing business with you, we regret to say that your price is unacceptable to us.14常用句型常用句型句型句型2 與其他供貨商價(jià)格相比與其他供貨商價(jià)格相比（1）印度產(chǎn)的商品以大約低于你方）印度產(chǎn)的商品以大約低于你方10%的價(jià)格在本地的價(jià)格在本地出售出售 Indian makes have been sold here at

13、a level about 10% lower than yours.（2）與其他貨源的價(jià)格相比，你方的價(jià)格比他們的報(bào)）與其他貨源的價(jià)格相比，你方的價(jià)格比他們的報(bào)價(jià)幾乎高出價(jià)幾乎高出10%。 When comparing with the other suppliers prices , your price is almost 10% higher than theirs. 15常用句型常用句型（3）你方的價(jià)格比我們從其他貨源得到的價(jià)格）你方的價(jià)格比我們從其他貨源得到的價(jià)格高得多。高得多。 Your price compares much higher than that we can ge

14、t from elsewhere.16常用句型常用句型句型句型3 還盤建議還盤建議（1）為了促進(jìn)貿(mào)易，我們還盤如下：）為了促進(jìn)貿(mào)易，我們還盤如下：500噸蘋果，每噸噸蘋果，每噸600美元成本加保費(fèi)歐洲主要港口。美元成本加保費(fèi)歐洲主要港口。To step up trade, we counter offer as follows:500 tons of Apples at USD 600/ton CIF EMP.(2)由于蘋果行市下跌，除非你方能夠降價(jià)由于蘋果行市下跌，除非你方能夠降價(jià)5%，否則無(wú)，否則無(wú)法成交。法成交。As the market of Apples is declining,

15、there is no possibility of business unless you can reduce your price by 5% .17常用句型常用句型（3）我們不否認(rèn)你方產(chǎn)品的質(zhì)量比印度產(chǎn)品好，）我們不否認(rèn)你方產(chǎn)品的質(zhì)量比印度產(chǎn)品好，但差價(jià)絕不可能大于但差價(jià)絕不可能大于10%，我們還盤是每噸，我們還盤是每噸900美元成本加保費(fèi)運(yùn)費(fèi)漢堡。美元成本加保費(fèi)運(yùn)費(fèi)漢堡。We dont deny the quality of your products is superior to that of Indian makes but the difference in price sh

16、ould in no case be as big as 10%.Our counter offer is USD 900 per ton CIF Hamburg.18常用句型常用句型l句型句型4 希望對(duì)方能夠接受你所提出的還盤的希望對(duì)方能夠接受你所提出的還盤的建議建議 lIt is hoped that you would seriously take it into consideration and let us have your reply very soon. 希望你方能認(rèn)真考慮我方的建議并盡快回復(fù)。希望你方能認(rèn)真考慮我方的建議并盡快回復(fù)。take sth into conside

17、ration 考慮考慮Letter 1：Offer Dear Sirs, We acknowledge with thanks the receipt of your inquiry of Sep 5, and are pleased to make you an offer regarding our Changhong color TV sets in the size you required. All sizes can be supplied by the beginning of next month subject to our receiving your order. The

18、 price for Changhong Brand color TV set inch 34 is USD450 each at CIF Copenhagen. Our price is very competitive for1 other good quality TV sets. We look forward to receiving your large number of order2. Truly yours, Fred Jacksonn be competitive for 和和相比具有競(jìng)爭(zhēng)力的相比具有競(jìng)爭(zhēng)力的n bulk order 大宗訂單大宗訂單 大批訂貨大批訂貨Let

19、ter 2：Counter-offer Dear Sirs, We are glad to have received your letter of Sep18 offering us Changhong Brand color TV sets inch 34 at CIF Copenhagen USD450 per set. In reply, we regret to inform you that your price is too high. Market information tells us that some Japanese color TV sets have been s

20、old here at a level about 30% lower than yours. We do not deny the quality of Changhong Brand color TV sets, but the difference in price is a wide gap3. To step up the trade4, we counter-offer you 10 thousand Changhong Brand color TV sets inch 34 at CIF Copenhagen USD300 per set. It is hoped that yo

21、u would seriously take it into consideration5 and let us have your reply very soon. Sincerely yours, Xianjin Peng n regret thatn regret to do sthn regret being unable ton sb. be regretful thatn sth. be regrettable thatn with regret 遺憾地遺憾地n e.g. 目前，我們不能介紹新的訂單，為此表示遺憾。目前，我們不能介紹新的訂單，為此表示遺憾。n At present,

22、 we cannot accept new orders, for which we express our regret.n 使我們遺憾的是，我們認(rèn)為你方價(jià)格不實(shí)際。使我們遺憾的是，我們認(rèn)為你方價(jià)格不實(shí)際。n Much to our regret, we found your price not to be realistic. level n. price 水平，情況水平，情況 e.g. 我們已與你地其他買主按我們的價(jià)格成交了業(yè)務(wù)。我們已與你地其他買主按我們的價(jià)格成交了業(yè)務(wù)。 Weve concluded business with other buyers in your area at

23、 our level.n tolevel 達(dá)到達(dá)到水平水平(情況情況)n market level 市場(chǎng)行情市場(chǎng)行情n e.g. 我們遺憾的說(shuō)，你方報(bào)來(lái)的鐵釘價(jià)格完全與我地市場(chǎng)我們遺憾的說(shuō)，你方報(bào)來(lái)的鐵釘價(jià)格完全與我地市場(chǎng)行情不一致。行情不一致。n We regret to say that the price of iron nails you offer is completely out of line with our market level. of high quality 優(yōu)質(zhì)的優(yōu)質(zhì)的 n high 可以由可以由good, fine, superior, better取代取代(反

24、義詞反義詞:bad, low, inferior, worse) n e.g. 我們可供應(yīng)優(yōu)質(zhì)的羊毛。我們可供應(yīng)優(yōu)質(zhì)的羊毛。n We can supply wools of high quality.n 我們可供應(yīng)的羊毛質(zhì)量很好。我們可供應(yīng)的羊毛質(zhì)量很好。n Wools we supplied are of high quality.n build： 普通用詞，含義廣泛，可指一切具體或普通用詞，含義廣泛，可指一切具體或抽象的建造或建立。抽象的建造或建立。 n construct： 較正式用詞，強(qiáng)調(diào)根據(jù)一定計(jì)劃進(jìn)較正式用詞，強(qiáng)調(diào)根據(jù)一定計(jì)劃進(jìn)行的規(guī)模較大，結(jié)構(gòu)較復(fù)雜，要求較高技術(shù)的建行的規(guī)模較大

25、，結(jié)構(gòu)較復(fù)雜，要求較高技術(shù)的建造。造。 n found： 側(cè)重打下基礎(chǔ)或創(chuàng)辦，具體或抽象事物側(cè)重打下基礎(chǔ)或創(chuàng)辦，具體或抽象事物均可用。均可用。 n establish： 著重穩(wěn)固地建成，可具體指國(guó)家、著重穩(wěn)固地建成，可具體指國(guó)家、政府、學(xué)?；蛏痰甑鹊慕ⅲ部芍感叛?、信用、政府、學(xué)?；蛏痰甑鹊慕ⅲ部芍感叛?、信用、名譽(yù)、法律、制度、規(guī)則等的建立。名譽(yù)、法律、制度、規(guī)則等的建立。 n set up： 作作建立建立用時(shí)，側(cè)重于用時(shí)，側(cè)重于開始開始?？芍妇??？芍妇唧w或抽象的建立。體或抽象的建立。 Letter 3：Acceptance Dear Sirs, We have received you

26、r letter of October 2. It is regretful for us to see that you cut down the price of our Changhong Brand color TV sets too sharp, but regarding our long term of business relationship, we decide to accept your counter-offer on condition that cash must be paid within three months of date of delivery, o

27、r subject to 5% discount if paid within one month. Sincerely yours, Ping Wangn cut down裁短；裁短； 減少；減少； 把把砍倒砍倒 n If you spend more than your income, can you try to cut down? n 如果你入不敷出，可以試著減少開支嗎？如果你入不敷出，可以試著減少開支嗎？n Reducen reduce by 幅度幅度n reduce to 從從.降至降至n reducefrom to從從降至降至n make a reduction of 降價(jià)幅度降

28、價(jià)幅度n make a reduction to 降價(jià)至降價(jià)至n make a reduction in 在在方面降價(jià)方面降價(jià)n e.g. 如你方能在報(bào)價(jià)上減少如你方能在報(bào)價(jià)上減少2%，我們將立即接受。，我們將立即接受。n If you can reduce your offer by 2%, well accept it.n Or: If you can make a reduction of 2% in price, well accept it.discount allow/give/ provide/ grant a 5% discount 給予給予5%的折扣的折扣 quantity

29、discount 數(shù)量折扣數(shù)量折扣 Well give a 20% discount on the order of over USD$1,000. 對(duì)于金額超過(guò)對(duì)于金額超過(guò)1000美元的訂貨，我們給予美元的訂貨，我們給予20%的折扣的折扣.句式：句式：sell at a discount 折價(jià)出售折價(jià)出售 get/offer a discount 得到折扣得到折扣 cash discount 現(xiàn)金折扣現(xiàn)金折扣 value discount 價(jià)值折扣價(jià)值折扣e.g. We would like to allow you a special discount of 3% if your orde

30、r exceeds USD$5,000.如你方訂購(gòu)超過(guò)如你方訂購(gòu)超過(guò)5，000美元，我們?cè)敢饨o你方美元，我們?cè)敢饨o你方3%的特殊折扣。的特殊折扣。 現(xiàn)金付款，我們給予九折優(yōu)惠。現(xiàn)金付款，我們給予九折優(yōu)惠。Letter 4：A firm offer Dear Sirs, We thank you for your letter dated June 25 covering our Jinling Brand automatic washing machine inquiry. Jinling Brand is one of the best known trade marks in China.

31、 It can run 15 000 times continuously without any breakdown. It first passed through the recognition6 of Americas UL and the qualities have kept the first for 5 years in succession7. Complying with8 your request, we take a pleasure to make you a firm offer Jinling Brand automatic washing machine USD

32、120 per machine FOB Guangzhou, inclusive of your 5% commission. Your reply must reach us before 12 a.m. July 25 our time and subject to our final confirmation. For detailed specification, please refer to the catalogue enclosed. We hope that you will be glad to place a trial order9 with us. We antici

33、pate your early reply. Truly yours, John Smithrun across 偶然發(fā)現(xiàn)；偶然碰到偶然發(fā)現(xiàn)；偶然碰到wHe run across a dog. 他偶然遇到只小狗他偶然遇到只小狗. run after 追趕；追逐；追趕；追逐； 追求追求wHe finally became tired of running after her. w他追求她終于追煩了他追求她終于追煩了 run against 與與偶然碰見；偶然碰見； 與與作對(duì)；反對(duì)作對(duì)；反對(duì)wfound public sentiment running against him. w發(fā)現(xiàn)公眾反對(duì)他的

34、情緒發(fā)現(xiàn)公眾反對(duì)他的情緒 n in the long run 從長(zhǎng)遠(yuǎn)看，從最終結(jié)果來(lái)看從長(zhǎng)遠(yuǎn)看，從最終結(jié)果來(lái)看n in the short run 在不遠(yuǎn)的將來(lái)在不遠(yuǎn)的將來(lái)n run off with 獲得，取走獲得，取走ran off with the state championship. 獲得全國(guó)獲得全國(guó)冠軍冠軍n run to earth 或或 run to ground 追逐并成功地抓獲追逐并成功地抓獲Dogs ran the fox to earth. 狗追獲了狐貍。狗追獲了狐貍。n pass through 經(jīng)過(guò)；經(jīng)過(guò)； 通過(guò)；通過(guò)； 經(jīng)歷；經(jīng)歷； 經(jīng)歷并完成經(jīng)歷并完成 經(jīng)過(guò)經(jīng)過(guò)

35、, 通過(guò)通過(guò) wShe said she was passing through Paris and would like to have a chat with me. w她說(shuō)她要路過(guò)巴黎她說(shuō)她要路過(guò)巴黎, 想跟我聊一聊。想跟我聊一聊。 經(jīng)歷經(jīng)歷, 遭受遭受 wThe country is passing through troublesome time. w該國(guó)動(dòng)蕩不安。該國(guó)動(dòng)蕩不安。 經(jīng)歷并完成經(jīng)歷并完成 wHe passed through a university course in Houston. w他在休斯敦修完了一門大學(xué)課程。他在休斯敦修完了一門大學(xué)課程。 n Success

36、ion n. 繼承人，繼承權(quán)；繼承人，繼承權(quán)； 一系列，接連一系列，接連 in quick (或或rapid) succession 緊接的（地）緊接的（地）in succession 連續(xù)的（地連續(xù)的（地)，接連的（地），接連的（地）wshe won the race for the second year in succession. w她連續(xù)贏得了第二年的賽跑冠軍。她連續(xù)贏得了第二年的賽跑冠軍。 Letter 5：A counter-offer Dear Sirs, We are in possession of10 your letter July 5 offering us Jinl

37、ing Brand automatic washing machine USD120 per machine FOB Guangzhou inclusive of our 5% commission. While appreciating the quality of your lines, we made a careful study of11 your offer. We find your prices are too high to be acceptable. In fact, the cost of raw materials has not soared in the past

38、 three months. In order to make your products more competitive in our market, we suggest that you reduce prices by 10%. If you will agree to our counter-suggestion, regular orders for large numbers will be placed. Otherwise, we will conduct our business elsewhere. Please let us have your E-mail conf

39、irmation12 at your earliest convenience. Yours faithfully, Leon Allenn be in possession 收到收到n make a study of 研究研究n have E-mail confirmation收到電子郵件確認(rèn)書收到電子郵件確認(rèn)書38Letter 6：Counter-offer Dear Mr. Jackson, Thank you for your letter of Sep 25. Although we appreciate the quality of your color TV, their pri

40、ce is too high for us to accept. Referring to the S/C No.8965, you will find that we ordered 1000 sets of TV at the terms and conditions13 stipulated in that S/C, but the price was 10% lower than your present price. 39 Since we placed the last order, price for raw materials has been decreased consid

41、erably. Retailing price14 for your color TV here has also been reduced by 5%. Accepting your present price will mean great loss to us, let alone15 make profits. We would like to place repeat orders with you if you could reduce your price at least by 1.5%. Otherwise, we have to shift16 to the other s

42、uppliers for our similar request. We hope you take our suggestion into serious consideration and give us your reply as soon as possible. Yours truly, Xia Peng 40lterms and conditions 條款條款lStipulate v. （尤指在協(xié)議或建議中）規(guī)（尤指在協(xié)議或建議中）規(guī)定，講明（條件等）定，講明（條件等）I stipulate this only nothing further. 我要的條件只這一點(diǎn)，別的不要。我要的

43、條件只這一點(diǎn)，別的不要。 lstipulation: n. 規(guī)定，條款，項(xiàng)目規(guī)定，條款，項(xiàng)目The transaction is settled down with the stipulation of direct shipment.41lon the decrease 在衰減中；在減少中在衰減中；在減少中l(wèi)decrease： 指逐漸地、不斷地減少。指逐漸地、不斷地減少。 ldiminish： 側(cè)重大小數(shù)量和重要性的不側(cè)重大小數(shù)量和重要性的不斷減小，強(qiáng)調(diào)減小的部分。斷減小，強(qiáng)調(diào)減小的部分。 lreduce： 普通用詞，含義廣。指數(shù)量、普通用詞，含義廣。指數(shù)量、程度的降低或減少。程度的降低或減

44、少。 ldwindle： 與與decrease同義，指逐漸減同義，指逐漸減小，但強(qiáng)調(diào)變得越來(lái)越少終至全無(wú)。小，但強(qiáng)調(diào)變得越來(lái)越少終至全無(wú)。 42lConsiderably adv. 相當(dāng)，非常，頗相當(dāng)，非常，頗lThe castle was enlarged considerably in the fifteenth century. 這個(gè)城堡在這個(gè)城堡在15 世紀(jì)得到了相當(dāng)大的擴(kuò)展。世紀(jì)得到了相當(dāng)大的擴(kuò)展。llet alone 更不用說(shuō)更不用說(shuō)43lmove： 普通用詞，指從一處到另一外的普通用詞，指從一處到另一外的任何距離的轉(zhuǎn)移。任何距離的轉(zhuǎn)移。 lshift： 側(cè)重位置與方向的改變。側(cè)重

45、位置與方向的改變。 ltransfer： 一般表示轉(zhuǎn)送或移交遷移，一般表示轉(zhuǎn)送或移交遷移，尤指交通運(yùn)輸中的換乘或職務(wù)的調(diào)動(dòng)等。尤指交通運(yùn)輸中的換乘或職務(wù)的調(diào)動(dòng)等。 lremove： 作作移動(dòng)移動(dòng)解時(shí)，與解時(shí)，與move可換可換用，還可指撤職或開除學(xué)藉等。用，還可指撤職或開除學(xué)藉等。 44Letter 7：Acceptance Dear Mr. Jackson, Im sorry to learn from your letter of October 5 that you find our prices too high. We do our best to keep prices as lo

46、w as possible without sacrificing quality and are constantly enquiring into17 new methods of manufacture. Considering the quality of the goods offered, we dont feel that the prices we quoted are at all excessive, but bearing in mind18 the special character19 of your trade, we have decided to offer y

47、ou a special discount of 1.5% on a first order. We make this allowance because we should like to do business with you if possible, but I must stress that its the furthest we can go to help you. At least I hope this revised offer will now enable you to place an order. Sincerely yours, Ping Wang 45lsa

48、crifice獻(xiàn)祭；獻(xiàn)祭； 奉獻(xiàn)；奉獻(xiàn)； 犧牲；犧牲； 虧本出售虧本出售 lA mother will sacrifice her life for her children. 為了孩子，一個(gè)母親可以獻(xiàn)出她自己的生命。為了孩子，一個(gè)母親可以獻(xiàn)出她自己的生命。lWe know how to work, to sacrifice, and to fight. 我們懂得如何去工作，去戰(zhàn)斗，去作出犧牲。我們懂得如何去工作，去戰(zhàn)斗，去作出犧牲。lenquire into 調(diào)查，查詢調(diào)查，查詢lWe must inquire into the matter. 我們必須調(diào)查此事。我們必須調(diào)查此事。 46l

49、bear in mind 記住記住lWe must bear in mind these lessons paid for with blood. 我們要記住這些血的教訓(xùn)。我們要記住這些血的教訓(xùn)。lspecial character 特點(diǎn)特點(diǎn) 47lallowance津貼；津貼； 折扣；折扣； 默許默許lmake allowance (s) for1. 把把考慮在內(nèi)考慮在內(nèi)2. 酌情寬待酌情寬待 lWe should make allowance for the wishes of others. 我們應(yīng)該顧及他人的愿望我們應(yīng)該顧及他人的愿望lMy monthly allowance is 5

50、0 yuan. 我每月的津貼是我每月的津貼是50元。元。48lFurthest 最遠(yuǎn)地；最遠(yuǎn)地； 最大程度地最大程度地 lMy guess was the furthest from the correct answer. 我的猜測(cè)與正確的答案相差極遠(yuǎn)。我的猜測(cè)與正確的答案相差極遠(yuǎn)。 lat the furthest 在最遠(yuǎn)處；至多在最遠(yuǎn)處；至多the Allied line had been pushed forward, at the furthest, about 1.6 km. l盟軍的陣線已經(jīng)向前推進(jìn)，最遠(yuǎn)的部隊(duì)前進(jìn)了約盟軍的陣線已經(jīng)向前推進(jìn)，最遠(yuǎn)的部隊(duì)前進(jìn)了約1.6公里。公里。 a

51、cceptvt. 接受（邀請(qǐng)、報(bào)價(jià)等）；承認(rèn)，同意；承兌（票據(jù)）接受（邀請(qǐng)、報(bào)價(jià)等）；承認(rèn)，同意；承兌（票據(jù)）We cannot accept your price.We accept that we have no alternative but to replace the damaged parts.We request you to accept the draft drawn on you.acceptable: adj. 可接受的，合意的可接受的，合意的The quality is acceptable, but the time of shipment is not.We sha

52、ll place a large order for mens shirts with you, if the time of delivery is acceptable to us.acceptance: n. 接受；(票據(jù)等的)承兌，經(jīng)承兌的匯票This time we allow you a big discount, and recommend your immediate acceptance.We shall present the draft for acceptance.contributevi. 有助于，促進(jìn)有助于，促進(jìn)You know that the appearanc

53、e of the package contributes greatly to the sale of consumer goods.These measures contributed greatly to raising the quality and output of our products.executevt. 執(zhí)行；簽署執(zhí)行；簽署(單證，契約等單證，契約等)We always do our best to execute our contracts to the full.In witness whereof, the parties hereto have caused thi

54、s contract to be executed in duplicate by their duly authorized representatives.execution: n. 執(zhí)行；簽署執(zhí)行；簽署We hope that you will promptly accept our order and make your usual careful execution.Party A shall, within 30 days of the execution of this agreement, provide Party B with the list mentioned belo

55、w.Ordern. 訂單，訂貨，定購(gòu)；命令；匯票；定購(gòu)訂單，訂貨，定購(gòu)；命令；匯票；定購(gòu)(貨物貨物)We hope you can give us an order soon.We shall immediately give orders to the factory for the consignment to be prepared.We suggest that for this trial order, you let us have a demand draft or a postal money order.vt. 貯存，備貨貯存，備貨We have a large tailor

56、ing department and would like to stock a new type of material.stockvi. 備貨備貨We advise you to stock up while supplies are available.adj. 庫(kù)存的庫(kù)存的Stock offers are a touch-and-go kind of things.n. 現(xiàn)貨，存貨現(xiàn)貨，存貨in stockout of stockThese are the only stocks available.1. We would very much like to place orders

57、with you if you could bring down your price at least by 20%. Otherwise we shall switch our requirements to other suppliers.2. You will be interested to hear that we can offer a further supply of the best quality products at the lowest price.3. We regret being unable to make use of these goods as the

58、 price you offer is above the market level here.4. Our requirements are now fully covered for some time to come, and we therefore greatly regret that we have to cancel our order with you.5. If a substantial reduction can be expected, we could reconsider your revised quotation.6. We would remind you

59、that the firm offer made by us last week is valid for one month from the date of our last letter.7. This is a firm offer, subject to the receipt of reply by us before 5th April.8. We have here cabled to you a firm offer until May 31. 9. We offer you best CIF Paris price, subject to our confirmation

60、upon receipt of your reply here by Friday morning our time.10. We have none of this particular make in stock at the moment, and, owing to the great pressure at the mills, we are afraid we cannot guarantee delivery within less than three months of receipt of orders.571Translate the following Counter