Unit 5 counter offer

1、Unit 5 offer& counter-offer 外貿(mào)英語(yǔ)函電Quotations, Offers and Counter-offersPoints for Attention: 發(fā)盤一般用通函，信件或者答復(fù)詢價(jià)的方法來進(jìn)行。在答復(fù)詢價(jià)時(shí)，可寄送報(bào)價(jià)單。完整的發(fā)盤應(yīng)包括下列幾點(diǎn)： 1. 對(duì)詢價(jià)表示感謝 2. 表明價(jià)格，折扣及付款條件的細(xì)節(jié) 3. 詳細(xì)說明價(jià)格包含的內(nèi)容（如運(yùn)費(fèi)，保費(fèi)等）外貿(mào)英語(yǔ)函電Background Information1. 詢盤（價(jià)）詢盤（價(jià)）enquiry (inquiry) 交易一方欲購(gòu)買或出售某種商品，問另一方發(fā)出的探詢買賣該商品及有關(guān)交易條件的一種表

2、示。2. 報(bào)盤（報(bào)價(jià)、發(fā)盤）報(bào)盤（報(bào)價(jià)、發(fā)盤）offer 交易的一方向另一方提出買或賣某項(xiàng)商品的各種交易條件并愿意按所提出的條件與對(duì)方達(dá)成交易，這種口頭的或書面的表示即稱之為報(bào)盤（報(bào)價(jià)、發(fā)盤）。外貿(mào)英語(yǔ)函電 When making a firm offer, the offerer should include the following parts:完整的發(fā)盤應(yīng)包括下列幾點(diǎn)： 1. express thanks for the enquiry 對(duì)詢價(jià)表示感謝 2. Name of commodities, quality, quantity and specification;品名、質(zhì)量、數(shù)

3、量、規(guī)格 3. Details of prices, discounts， terms of payments，packing, insurance, date of delivery, etc 表明價(jià)格，折扣及付款條件,包裝，保險(xiǎn)，交貨期等的細(xì)節(jié) 4. clear indication of what the prices cover (eg. Freight, insurance etc.)詳細(xì)說明價(jià)格包含的內(nèi)容（如運(yùn)費(fèi)，保費(fèi)等） 5. the validity of offer 報(bào)價(jià)的有效期 (A non-firm offer does not include validity peri

4、od) 6. express hope that the offer will be accepted 表達(dá)希望Writing steps for an offer外貿(mào)英語(yǔ)函電Validity of the offer實(shí)盤有效期的表示： 1. Subject to your reply reaching us by (before) 2. Subject to your reply (acceptance) here within days 3. This offer is firm (open, valid. Good) for days.虛盤的表示：1.Without engagement

5、 (obligation)2.Subject to prior sale3.Subject to our final confirmationPage 71/72外貿(mào)英語(yǔ)函電Writing steps for counter-offeruWhen making a counter-offer, the offeree should:p拒絕接受發(fā)盤的信應(yīng)包括以下幾點(diǎn)：1.Thank the supplier for the offer 對(duì)發(fā)盤表示感謝2.Express regret at inability to accept and state reasons 對(duì)不能接受表示遺憾,并說明原因3

6、.Put forward amendments or new proposals (an alternative to another offer) 如適當(dāng)可還盤4.Suggest that there may be other opportunities to do business together提示一起做生意的其他機(jī)會(huì)外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電外貿(mào)英語(yǔ)函電Text AA Counter-Offer 外貿(mào)英語(yǔ)函電Dear Sirs,De

7、ar Sirs, Re: RaincoatsRe: RaincoatsWe write to thank you for your fax of May 20 We write to thank you for your fax of May 20 and for the booklets you very kindly sent us.and for the booklets you very kindly sent us.We appreciate the good quality of the We appreciate the good quality of the captioned

8、 goods, but unfortunately your captioned goods, but unfortunately your prices appear to be on the high side and out prices appear to be on the high side and out of line with the prevailing market level. To of line with the prevailing market level. To accept the prices you quote would leave us accept

9、 the prices you quote would leave us with only a small profit on our sales since with only a small profit on our sales since this is an area in which the principal demand this is an area in which the principal demand is for articles in the medium price range.is for articles in the medium price range

10、.外貿(mào)英語(yǔ)函電We like the quality of your goods and We like the quality of your goods and also the way in which you have handled also the way in which you have handled our enquiry and would welcome the our enquiry and would welcome the opportunity to do business with you. opportunity to do business with yo

11、u. May we suggest that you allow us a May we suggest that you allow us a discount of, say, 5% on your quoted discount of, say, 5% on your quoted prices that would help to introduce your prices that would help to introduce your goods to our customers? If you cannot goods to our customers? If you cann

12、ot do so, then we must regretfully decline do so, then we must regretfully decline your offer.your offer. 外貿(mào)英語(yǔ)函電Information indicates that some parcels Information indicates that some parcels of Japanese make have been sold here of Japanese make have been sold here at a much lower price. It is in vi

13、ew of at a much lower price. It is in view of our long-standing business relations our long-standing business relations that we make you such a counter-offer. that we make you such a counter-offer. As the market is declining, we hope you As the market is declining, we hope you will consider our coun

14、ter-offer most will consider our counter-offer most favorably and fax us your acceptance as favorably and fax us your acceptance as soon as possible.soon as possible.外貿(mào)英語(yǔ)函電We are anticipating your early reply.We are anticipating your early reply.Yours faithfully, Yours faithfully, 外貿(mào)英語(yǔ)函電Text B An Or

15、der 外貿(mào)英語(yǔ)函電Dear Sirs,Dear Sirs,Thank you for your letter of 15 October. As you Thank you for your letter of 15 October. As you will already know, your will already know, your MrMr J. Needham called J. Needham called on us a few days ago and left a range of on us a few days ago and left a range of sam

16、ples. We think articles of this quality will samples. We think articles of this quality will find a ready market here, and we are prepared find a ready market here, and we are prepared to order the following as a trial :to order the following as a trial :20 “Angela” evening bags catalog no. 520 “Ang

17、ela” evening bags catalog no. 550 “Veronica” beauty boxes catalog no. 1750 “Veronica” beauty boxes catalog no. 1750 “Daphne” handbags catalog no. 27a50 “Daphne” handbags catalog no. 27a50 “Gloria” handbags catalog no. 2850 “Gloria” handbags catalog no. 28外貿(mào)英語(yǔ)函電If nos. 27a and 28 are not available fo

18、r If nos. 27a and 28 are not available for immediate delivery, as immediate delivery, as MrMr Needham Needham suggested might be the case, please send suggested might be the case, please send nos. 27 and 28a instead.nos. 27 and 28a instead.Since we must have the goods on display in Since we must hav

19、e the goods on display in time for the Christmas season, our order is time for the Christmas season, our order is placed on condition that they are placed on condition that they are dispatched by 10 November at the latest.dispatched by 10 November at the latest.外貿(mào)英語(yǔ)函電A s s o o n a s w e r e c e i v

20、e y o u r A s s o o n a s w e r e c e i v e y o u r confirmation and pro-forma invoice, confirmation and pro-forma invoice, we will arrange for settlement by we will arrange for settlement by bankers transfer.bankers transfer.We are looking forward to hearing We are looking forward to hearing from y

21、ou shortly.from you shortly. Yours faithfully, Yours faithfully, 外貿(mào)英語(yǔ)函電Key Words commodity n.商品；貨物商品；貨物 （ 正式正式用語(yǔ)，指一般性商品的總稱）用語(yǔ)，指一般性商品的總稱） hey are not interested in most of commodities on display. 他們對(duì)展出的大多數(shù)商品不感興趣。他們對(duì)展出的大多數(shù)商品不感興趣。Labor is bought and sold like any other commodity. 和別的商品一樣，勞動(dòng)力也可買賣和別的商品一樣

22、，勞動(dòng)力也可買賣。外貿(mào)英語(yǔ)函電在外經(jīng)貿(mào)英語(yǔ)中表示在外經(jīng)貿(mào)英語(yǔ)中表示“商品商品”，“貨物貨物”的詞較多，要注意幾個(gè)常用詞的用法與的詞較多，要注意幾個(gè)常用詞的用法與區(qū)別：區(qū)別：merchandise 商品（總稱，無復(fù)數(shù)商品（總稱，無復(fù)數(shù)形式）形式）The merchandise is being strictly examined. 商品正在嚴(yán)格檢驗(yàn)。商品正在嚴(yán)格檢驗(yàn)。 外貿(mào)英語(yǔ)函電goods 貨物貨物 （永遠(yuǎn)為復(fù)數(shù)，較普（永遠(yuǎn)為復(fù)數(shù)，較普通用語(yǔ)）通用語(yǔ)）The goods enquired for are out of stock for the moment. 所詢貨物暫脫銷。所詢貨物暫脫銷。

23、article 商品；貨物商品；貨物 (尤指某種具體尤指某種具體商 品 。 在 報(bào) 盤 與 銷 售 合 同 中 常 以商 品 。 在 報(bào) 盤 與 銷 售 合 同 中 常 以 “Art. No. 。”形式出現(xiàn)形式出現(xiàn)。外貿(mào)英語(yǔ)函電stock n。 1. 存貨；現(xiàn)貨These are the only stocks available。 這些是僅有的存貨。這些是僅有的存貨。We dont have any stock of the bicycles as you required. 我們沒有你要的那種自行車現(xiàn)貨。我們沒有你要的那種自行車現(xiàn)貨。 外貿(mào)英語(yǔ)函電2. 股票；證券股票；證券 She own

24、s some stock in that company. 在那個(gè)公司她有些股份。在那個(gè)公司她有些股份。Is there any stock exchange in your area? 你們那兒有沒有證券交易所？你們那兒有沒有證券交易所？American stock has been going down since the attack of the World Trade Center.自世貿(mào)中心被襲以來，美國(guó)股市一直在下跌自世貿(mào)中心被襲以來，美國(guó)股市一直在下跌。外貿(mào)英語(yǔ)函電3. 常用搭配常用搭配 supply from stock 供。供?，F(xiàn)貨現(xiàn)貨 We can supply this

25、 quantity from stock. 我們可供這個(gè)數(shù)量的現(xiàn)貨我們可供這個(gè)數(shù)量的現(xiàn)貨。外貿(mào)英語(yǔ)函電have in stock 有?，F(xiàn)貨有?，F(xiàn)貨 Wed like to place repeat orders if you have a large quantity of rice in stock. 如大米存貨豐實(shí)，我想續(xù)訂。如大米存貨豐實(shí)，我想續(xù)訂。 out of stock 脫銷脫銷 Black tea, first grade, is out of stock at present. 一級(jí)紅茶現(xiàn)已脫銷。一級(jí)紅茶現(xiàn)已脫銷。 外貿(mào)英語(yǔ)函電 v.We are interested in p

26、urchasing 15,000 We dont stock such material for the time being. 眼下我們不備這類存貨。眼下我們不備這類存貨。 All the hardware for the e-commerce system is well stocked. 所有電子商務(wù)系統(tǒng)的硬件都配備好了。所有電子商務(wù)系統(tǒng)的硬件都配備好了。We are well stocked with carpets of the newest design. 最新圖案的地毯我們存貨充足。最新圖案的地毯我們存貨充足。 外貿(mào)英語(yǔ)函電refer v. 1.談及；提到談及；提到 （與（與to

27、搭配）搭配） We refer to our letter dated May 20. 茲談及我方茲談及我方5 5月月2020日函日函。Referring to your enquiry of May 22, we very much regret that we have no supply in stock. 關(guān)于貴方關(guān)于貴方5 5月月2222日詢盤，非常抱歉我們?nèi)赵儽P，非常抱歉我們手頭無現(xiàn)貨手頭無現(xiàn)貨。 外貿(mào)英語(yǔ)函電2.參照；參閱參照；參閱 （與（與to搭配）搭配） Please refer to our fax of May 15. 請(qǐng)參閱我方請(qǐng)參閱我方5 5月月1515日傳真。日傳真

28、。We referred to our records and found that the said commission had already been paid.我們參閱了我方記錄，查明該筆傭金已我們參閱了我方記錄，查明該筆傭金已付。付。 外貿(mào)英語(yǔ)函電3.提交；交付提交；交付 We have referred this matter to our factory in Dalian.我們已將此事提交我在大連的廠家處理我們已將此事提交我在大連的廠家處理。If the arbitrators cannot agree, please refer to the umpire. 如果仲裁員的意

29、見不一致，請(qǐng)交裁定人裁定。如果仲裁員的意見不一致，請(qǐng)交裁定人裁定。 外貿(mào)英語(yǔ)函電4 指示；接洽指示；接洽 We have referred them to you for their requirements. 我們已請(qǐng)他們向你們洽購(gòu)所需貨物。我們已請(qǐng)他們向你們洽購(gòu)所需貨物。Your Commercial Counselors Office h a s r e f e r r e d u s t o y o u f o r establishing business relations with your corporation. 貴國(guó)商務(wù)處讓我們與您聯(lián)系有關(guān)與貴公司建貴國(guó)商務(wù)處讓我們與您聯(lián)系

30、有關(guān)與貴公司建立業(yè)務(wù)關(guān)系事宜。立業(yè)務(wù)關(guān)系事宜。外貿(mào)英語(yǔ)函電reference n.談及；關(guān)于談及；關(guān)于with reference to 。; in reference to 。; Reference is made to 。 常置于句首，常置于句首，表示表示“關(guān)于關(guān)于”。 如：如：With reference to our usual payment terms, we can do otherwise than L/C at sight. 關(guān)于通常的支付條件，我們除即期信用證外也接受其他做法。 外貿(mào)英語(yǔ)函電In reference to the quality of the new pro

31、duct, no complaint can be made. 新產(chǎn)品的質(zhì)量是無可挑剔的。新產(chǎn)品的質(zhì)量是無可挑剔的。Reference is made to your enquiry of March 1, we are now making you a firm offer as follows. 談到你方三月一日詢盤，茲報(bào)盤如下談到你方三月一日詢盤，茲報(bào)盤如下。 外貿(mào)英語(yǔ)函電for your reference 供你方參考供你方參考 We attach hereto our enquiry list for your reference. 茲附詢價(jià)單一紙供你方參考。We shall app

32、reciate it if you will send some up-to-date patterns for our reference. 如能寄一些最新的款式作參考，將甚為感激。 外貿(mào)英語(yǔ)函電Skill drilling（1） You are asked to write a letter or an email in reply to the counter-offer you just received . In your letter, the following points should be covered:a) 難以接受還盤，最多只能減價(jià)難以接受還盤，最多只能減價(jià)2%；b)

33、 懷疑其他產(chǎn)品的質(zhì)量能否與你們的相比；懷疑其他產(chǎn)品的質(zhì)量能否與你們的相比；提請(qǐng)對(duì)方注意，質(zhì)量其實(shí)比價(jià)格更重要；提請(qǐng)對(duì)方注意，質(zhì)量其實(shí)比價(jià)格更重要； 外貿(mào)英語(yǔ)函電（2） The following is a fax you just received. Please read it and then draft a fax in reply:Dear Sirs, Re: chinawareWe have noted your fax of October 10 regarding the captioned goods and regret that our offer has not been accepted.外貿(mào)英語(yǔ)函電We have to point out that your counter-offer is obviously on the low side. The price we offe