04商務(wù)磋商信函分析課件

Theanalysisofbusinessletters11.EstablishingBusinessrelationship----StartLetter（建立業(yè)務(wù)關(guān)系）StructureofStartLetterSourceofinformation（說明信息來原）Purposeofwriting（言明去函目的）Companyprofile（本公司優(yōu)勢）Productintroduction（產(chǎn)品介紹）Apushingend（激勵性的結(jié)尾）Theanalysisofbusinesslet11.Sourceofinformation（說明信息來原，即如何取得對方的有關(guān)商務(wù)信息。）ChineseCommercialCounsellor‘sOfficeoftheEmbassyinforeigncountry（中國駐國外使館商務(wù)處）Bank,TradeDirectory（貿(mào)易行同業(yè)名錄）BusinessHousesofthesametrade（同業(yè)商行）Commonclients（共同客戶）Marketresearch；AdvertisementsTradeFair,Exhibitions1.Sourceofinformation（說明信息21.SourceofinformationAnalysisWelearnedfromtheCommercialCounselor’sOfficeofEmbassyinyourcountrythatyouareinterestedinChinesehandicraft.Mr.Smith,HeadofNewYorkElectricInc.hasrecommendedyoutoasaleadingimporterinKoreaoflightweightbatteriesforvehicles.WehaveobtainedyournameandaddfromtheInternet.OurmarketsurveyshowedthatyouarethelargestimporterofcasesandbagsinEgypt1.SourceofinformationAnal32.Purposeofwriting(言明去函目的)Latestintention,whatkindofbusinessyouwanttodowiththem.suchasexpandingmarket,enteringintoajointventurewiththem,sellingyourowngoodorpurchasingtheirproducts.etc.Toestablishlong-termrelationship2.Purposeofwriting(言明去函目的)42.PurposeofwritingAnalysis

InordertoexpandourproductsintoSouthAmerica,wearewritingtoyoutoseekcooperatepossibilities.Wearewritingtoyoutoestablishlong-termtraderelationswithyou.Wishtoexpressourdesiretoenterintobusinessrelationshipwithyou.2.PurposeofwritingAnalysis53.Companyintroduction（對本公司優(yōu)勢的概述）Businessscope范圍PrincipleConnection(suppliers,distributors,government)History(experience)R&DpowerOtheradvantages3.Companyintroduction（對本公司優(yōu)勢63.CompanyintroductionAnalysisWearealeadingcompanywithmanyyears’experienceinmachineryexportbusiness.Weenjoyagoodreputationinternationallyinthecircleoftextile.Wehaveourprincipleas“Clients’needscomefirst”.3.CompanyintroductionAnalys74.Productintroduction（產(chǎn)品介紹）Quality(material,craftsmanship技術(shù))PriceDesignSpecification/colorvarietyPopularityinotherareas4.Productintroduction（產(chǎn)品介紹）84.ProductintroductionAnalysisArt.No.76isournewlylaunchedonewithsuperbquality,fashionabledesign,andcompetitiveprice.OurproductsareenjoyingpopularityinAsianmarkets.Wehaveagoodvarietyofcolorsandsizestomeetwithdifferentneeds.4.ProductintroductionAnalys95.Apushingend（激勵性的結(jié)尾）Catalogues,leaflets傳單,brochures小冊子SamplesFinancialreferenceFavorabletermsWishes

5.Apushingend（激勵性的結(jié)尾105.Apushingend

AnalysisYourcommentsonourproductsoranyinformationonyourmarketdemandwillbereallyappreciated.Wearelookingforwardtoyourspecificinquiries(yourearlyreply).5.Apushingend

Analysis11Theanalysisofbusinessletters22、inquiry/enquiry（詢盤函）

Aninquiryisarequestforinformation.Inotherwords,aninquiryisalsoaninvitationofbuyer’soffer.Ininternationalbusiness,inquirylettersareoftenwrittenbyimporterstoexporters.Suchletterscanbegroupedintotwocategories:generalinquiryandspecificinquiry.

Inageneralinquiry,thewritermayaskonlyforcatalogues,pricelistsorsamplesinordertogetageneralunderstandingoftheproductshandledbytheexporter.Aspecificinquiryletteriswrittenwhenthebuyerhasaparticulararticleorproductinmindandwantsthesellertomakeaquotationorofferforthisitem.Theanalysisofbusinesslet12Theanalysisofbusinessletters22、enquiry/inquiry（詢盤函）----說明所要商品的范圍，要求對方進一步介召情況。例如:指定具體的商品，甚至數(shù)量、包裝、交貨期等，并要求對方報價或遞價。Theanalysisofbusinesslet13Theanalysisofbusinessletters2Thereplytoaninquiry（詢盤函答復(fù)）Thereplytoaninquiryshouldbeprompt

andcourteousandoftencontainsthethankstothereceiverforhisinterestinyourproducts.Thereplytoageneralinquiryusuallyhasenclosuressuchascatalogues,pricelists,pamphlets小冊子whicharetopresentdetailedinformation.Repliestospecificinquiresshouldcoveralltheinformationaskedfor.Theanalysisofbusinesslet14AnalysisofSomeSentencesWehaveanenquiryforlargequantitiesofarticle商品AGT-4DinnerwareandTeaset.Pleaseletusknowwhattermsyoucansupply…Weshouldbegratefulifyouwouldquotefor…Werequireforimmediatedelivery.PleasesendusyourbestofferbyE-mail.WeshallbegladtoreceiveyourbestquotationsforthemwithindicationofpackingforFebruaryshipment,CIFC5London.AnalysisofSomeSentencesWeh15Theanalysisofbusinessletters33.offer（發(fā)盤函）Companiesbuyingandsellingininternationalbusinessuseaprocessofnegotiationanddiscussioncalled“Offer-Counteroffer-Acceptance”toformanagreement.Thisprocessmaybeoral,orthroughface-to-facemeetingortelephoneconversations,butmostlybywrittencorrespondencebetweenthetwocompanies.Theanalysisofbusinesslet16Theanalysisofbusinessletters33.offer（發(fā)盤函）Anofferistheexpressionofthewishesofthesellertosellparticulargoodsunderstatedterms(includingquantity,prices,packing,timeofshipment,termsofpayment,etc.).Ininternationalbusiness,offerscanbedividedintotwokinds:firmofferandnon-firmoffer.“firmoffer”istheonewhichisadefinitepromisetosellandthetermsinthepromisewillnotbechangedifitisacceptedbyabuyerwithinthegivenvalidity有效time.

“Non-firmoffer”istheonewhichisnotbindinguponthesellersandthedetailsoftheoffersmaychangeincertainsituations.Theanalysisofbusinesslet17StructureofOfferLetterAcknowledgementofinquiry(Anexpressionofthanks)Advantageoftheproduct(Nameofcommodities,quality,quantityandspecifications)MainTradeTerms(price,discounts,shipment,payment,etc.)Offervalidity(forfirmoffer)

ApushingendStructureofOfferLetterAckno18AnalysisofSomeSentences1）確認收到對方詢盤Thankyouforyourinquiryof……Wearegladtoreceiveyourletterof…..inquiringaboutourplushtoys.Wehavereceivedyourinquiryof…..forourchinaware.AnalysisofSomeSentences1）確認19AnalysisofSomeSentences2）突出自身產(chǎn)品優(yōu)勢Art.No.88isournewlylaunchedonewithsuperbquality,fashionabledesign,andcompetitiveprice.OurproductsareenjoyingpopularityinAmericanmarkets.Wehaveagoodvarietyofcolorsandsizestomeetwithdifferentneeds.Theminimum最小的quantityinone20FCL’andwiththepurchaseoftwoormorecontainers,thepriceisreducedby2%.AnalysisofSomeSentences2）突出20AnalysisofSomeSentences3）準確闡明各項交易條件ThebestpriceisUSD78.00persetFOBShanghai.Alltheseblanketsarepackedinplasticbagswithzipof1pieceeach,20piecestoacarton.Deliveryistobemadewithin45daysafterreceiptoforder.AnalysisofSomeSentences3）準確21AnalysisofSomeSentences4）聲明此發(fā)盤的有效期及其他約束條件Thisofferisvalid有效的fortendays.Foracceptancewithintwoweeks.Thisquotationiseffectivewhilestockslast.Thisofferissubjecttoourconfirmation.AnalysisofSomeSentences4）22AnalysisofSomeSentences5)鼓勵對方訂貨并保證供貨滿意Wehopeyouwillagreethatourpricesareverycompetitiveforthesegoodqualityclothes.andwelookforwardtoreceivingyourinitial第一的order.Aswehavebeenreceivingarushofordersnow,wewouldadviseyoutoplaceyourorderassoonaspossible.Thisfavoriteofferwillnotberepeatedforsometime,andweaccordinglylookforwardtoanearlyorderfromyou.AnalysisofSomeSentences5)鼓23Theanalysisofbusinessletters44.Counter-offer（還盤函）Acounter-offerisapartialorfullrejectionoftheoriginalofferoftheseller.Incounter-offerletters,thebuyermayshowhisdisagreementtocertaintermsoftheoffer.Toconvincethesellerofhisposition,thebuyershouldgiveproperreasonstosupporthimselfandthenstatehisownproposals建議.Thesellerhastherightofacceptanceorrefusal.Inthelattercase,hemaymakeanothercounter-offerofhisown.Thisprocesscangoonformanyaroundtillabusinessisconcludedorcalledoff(canceled).Theanalysisofbusinesslet24Theanalysisofbusinessletters4Thecounter-offerlettershouldcoverthefollowing:1.Thankthesellerforhisofferandexpressregretatinabilitytoaccept.2.Statereasonsfornon-acceptance------------------------3.Makeanothercounter-offer

ofhisownontherenewedbasis.4.Suggestthattheremaybeotheropportunitiestodobusinesstogether.（Sometimes,whenthecounter-offercouldnotbeacceptedatallorthegoodsarenotavailable）Theanalysisofbusinesslet25Theanalysisofbusinessletters4Whenabuyermaysendoutanorder,whichisanoffertobuy.(namely,abid)Therearetimeswhenasellerdoesnotacceptthebuyer’sorder.Asforexample:1.Whereheisnotsatisfiedwiththebuyer’stermsandconditions.2.Wherethebuyer’screditissuspect3.Wherethegoodsarenotavailable.Theanalysisofbusinesslet26Theanalysisofbusinessletters4Whensendingsuchletters:1.Regretyourinabilitytomeetthebuyer’sneeds2.Proposeanalternativeproduct,ifoneisavailable.3.Ifpossible,stateyourowntermsandconditionsuponwhichbusinessislikelytomaterialize.4.Hopefortheopportunitytoservehimsomeothertime.Theanalysisofbusinesslet27AnalysisofSomeSentences1）確認對方來函,明確表示無法接受對方的條件WearegladtoreceiveyourletterofMarch22butsorrytolearnthatyourcustomersfindourquotationtoohigh.(對方拒絕接受的主要理由)ThankyouforyourfaxofMarch19.Weregrettosaythatwecannotacceptyourcounteroffer.AnalysisofSomeSentences1）確認28AnalysisofSomeSentences2)強調(diào)原價的合理性，并列明理由Webelieveourpricesarequiterealistic實際的;itisimpossiblethatanyothersupplierscanunder-quoteusiftheirproductsareasgoodasoursinquality.Thepricewequotedisaccuratelycalculated計算出的有計劃的.Wehavecuttheprofittotheminimum最低限度inordertoexpandthemarket.AnalysisofSomeSentences2)強29AnalysisofSomeSentences3)提出我方條件，并催促對方行動However,inordertodevelopourmarketinyourplace,wehavedecidedtogiveyou5%discountasanexceptionalcase.Owingtothegreatdemandfortheproduct,thisofferisvalidonlyfor5days.AnalysisofSomeSentences3)提30Theanalysisofbusinessletters5S/Cletter(接受成交函)Iftheexchange交換oflettersorcablesortelexes電傳eventuallyleadstotheconclusionofbusiness,bothparties當事人shouldconfirmthedeal.SuchlettersareusuallyaccompaniedbyaPurchaseConfirmation證實證據(jù)/PurchaseContractoraSalesConfirmation/Contract.Acoveringletterisusedtodrawhiscounterpart與對方地位同的人’sspecialattentiontocertaintermsandconditions,suchastheprice,termsofpayment,specifications,quality,quantity,timeofdelivery,portofdestination,etc.Theanalysisofbusinesslet31Theanalysisofbusinessletters5接受成交函(S/Cletter)----表示接受最后的磋商條件，并加以列明各項條款或隨信附上“銷售確認書”Wearegladthatthroughourmutual共同的effortfinallywehavereachedtheagreement.WearesendingyouSalesConfirmationNo.990123induplicate副本.Pleasesignitandreturnonecopyforourfile.Theanalysisofbusinesslet32Theanalysisofbusinessletters6催開信用證函(SpeedupopeningtheL/C)Pleaseinstruct通知yourbankertoissue發(fā)布theletterofcreditasearlyaspossibleinorderthatwemayprocess進行withthegoodsimmediately.Itisunderstoodthataletterofcreditinourfavor對我方有利coveringS/CNo.990123willbeestablishedpromptly.Theanalysisofbusinesslet33Theanalysisofbusinessletters7修改信用證函(L/Camendmentletter)感謝對方開來的信用證；列明不符點并說明如何修改感謝對方合作并催促改證關(guān)鍵點：審證質(zhì)量準確表達Theanalysisofbusinesslet34Theanalysisofbusinessletters71、感謝來證ThankyouforyourL/CNo.xxxxxissuedbyxxxxxdatedxxxxx.WearepleasedtoreceiveL/CNo.xxxxxestablishedbyxxxxxdatedxxxxxagainstS/CNo.xxxxx.ThankyouforyourL/CNo.SG99WE34issuedbyWestCountryBank.LosAngelesBranchdatedFeb.5,2002.

Theanalysisofbusinesslet35Theanalysisofbusinessletters72、列明不符點However,wearesorrytofinditcontainsthefollowingdiscrepancies差異:ButthefollowingpointsareindiscrepancywiththestipulationsofourS/CNo.xxx:Pleaseaddtheword…before…Pleasedeletetheclause...andinsert插入thewording措辭...Pleasedamendthe...to...Theamountshouldbe…not/insteadof...PleaseextendtheshipmentdateandthevalidityoftheL/Cto...and...respectively.Theanalysisofbusinesslet36Theanalysisofbusinessletters73、感謝對方合作催促改證Thankyouforyourkindcooperation.Pleaseseetoit督促thattheL/Ctoamendmentreachuswithinnextweek,otherwisewecannoteffect使生效punctual準時shipment.Theanalysisofbusinesslet37Theanalysisofbusinessletters8Beforeshipment,thebuyersgenerallysendtheirshippingrequirementstothesellers,informingtheminwritingofthepackingandmark,modeoftransportation,etc.,knownastheShippingInstructions.Ontheotherhand,thesellers(ortheexporters)usuallysendbycable打電話anoticetothebuyersimmediatelyafterthegoodsareloadedonboardtheship,advisingthemoftheshipment,especiallyunderFOBorCFRterms.Suchanotice,knownastheShippingAdvice.Itmayincludethefollowing:Contractand/orL/Cnumber(s).Nameofcommodity.Numberofpackages,totalquantityshipped,nameofvessel船anditssailingdateandsometimeseventhetotalvalueofthegoods.Astherequirementsmaybe.Theanalysisofbusinesslet38Theanalysisofbusinessletters8裝船通知(Shippingadvice)----裝船通知是出口方發(fā)給進口方的通知，以便進口方做好接貨準備，如果是FOB交易，進口方也可以及時投保，該通知按信用證規(guī)定的裝船通知副本條款要求擬寫。Theanalysisofbusinesslet39Theanalysisofbusinessletters9

----草擬善后函順利結(jié)匯遭到拒付回顧本交易擴大合作介紹新產(chǎn)品解釋單證不符的原因強調(diào)交易的實質(zhì)尋求解決辦法（包括作合理讓步）Theanalysisofbusinesslet40結(jié)束結(jié)束41Theanalysisofbusinessletters11.EstablishingBusinessrelationship----StartLetter（建立業(yè)務(wù)關(guān)系）StructureofStartLetterSourceofinformation（說明信息來原）Purposeofwriting（言明去函目的）Companyprofile（本公司優(yōu)勢）Productintroduction（產(chǎn)品介紹）Apushingend（激勵性的結(jié)尾）Theanalysisofbusinesslet421.Sourceofinformation（說明信息來原，即如何取得對方的有關(guān)商務(wù)信息。）ChineseCommercialCounsellor‘sOfficeoftheEmbassyinforeigncountry（中國駐國外使館商務(wù)處）Bank,TradeDirectory（貿(mào)易行同業(yè)名錄）BusinessHousesofthesametrade（同業(yè)商行）Commonclients（共同客戶）Marketresearch；AdvertisementsTradeFair,Exhibitions1.Sourceofinformation（說明信息431.SourceofinformationAnalysisWelearnedfromtheCommercialCounselor’sOfficeofEmbassyinyourcountrythatyouareinterestedinChinesehandicraft.Mr.Smith,HeadofNewYorkElectricInc.hasrecommendedyoutoasaleadingimporterinKoreaoflightweightbatteriesforvehicles.WehaveobtainedyournameandaddfromtheInternet.OurmarketsurveyshowedthatyouarethelargestimporterofcasesandbagsinEgypt1.SourceofinformationAnal442.Purposeofwriting(言明去函目的)Latestintention,whatkindofbusinessyouwanttodowiththem.suchasexpandingmarket,enteringintoajointventurewiththem,sellingyourowngoodorpurchasingtheirproducts.etc.Toestablishlong-termrelationship2.Purposeofwriting(言明去函目的)452.PurposeofwritingAnalysis

InordertoexpandourproductsintoSouthAmerica,wearewritingtoyoutoseekcooperatepossibilities.Wearewritingtoyoutoestablishlong-termtraderelationswithyou.Wishtoexpressourdesiretoenterintobusinessrelationshipwithyou.2.PurposeofwritingAnalysis463.Companyintroduction（對本公司優(yōu)勢的概述）Businessscope范圍PrincipleConnection(suppliers,distributors,government)History(experience)R&DpowerOtheradvantages3.Companyintroduction（對本公司優(yōu)勢473.CompanyintroductionAnalysisWearealeadingcompanywithmanyyears’experienceinmachineryexportbusiness.Weenjoyagoodreputationinternationallyinthecircleoftextile.Wehaveourprincipleas“Clients’needscomefirst”.3.CompanyintroductionAnalys484.Productintroduction（產(chǎn)品介紹）Quality(material,craftsmanship技術(shù))PriceDesignSpecification/colorvarietyPopularityinotherareas4.Productintroduction（產(chǎn)品介紹）494.ProductintroductionAnalysisArt.No.76isournewlylaunchedonewithsuperbquality,fashionabledesign,andcompetitiveprice.OurproductsareenjoyingpopularityinAsianmarkets.Wehaveagoodvarietyofcolorsandsizestomeetwithdifferentneeds.4.ProductintroductionAnalys505.Apushingend（激勵性的結(jié)尾）Catalogues,leaflets傳單,brochures小冊子SamplesFinancialreferenceFavorabletermsWishes

5.Apushingend（激勵性的結(jié)尾515.Apushingend

AnalysisYourcommentsonourproductsoranyinformationonyourmarketdemandwillbereallyappreciated.Wearelookingforwardtoyourspecificinquiries(yourearlyreply).5.Apushingend

Analysis52Theanalysisofbusinessletters22、inquiry/enquiry（詢盤函）

Aninquiryisarequestforinformation.Inotherwords,aninquiryisalsoaninvitationofbuyer’soffer.Ininternationalbusiness,inquirylettersareoftenwrittenbyimporterstoexporters.Suchletterscanbegroupedintotwocategories:generalinquiryandspecificinquiry.

Inageneralinquiry,thewritermayaskonlyforcatalogues,pricelistsorsamplesinordertogetageneralunderstandingoftheproductshandledbytheexporter.Aspecificinquiryletteriswrittenwhenthebuyerhasaparticulararticleorproductinmindandwantsthesellertomakeaquotationorofferforthisitem.Theanalysisofbusinesslet53Theanalysisofbusinessletters22、enquiry/inquiry（詢盤函）----說明所要商品的范圍，要求對方進一步介召情況。例如:指定具體的商品，甚至數(shù)量、包裝、交貨期等，并要求對方報價或遞價。Theanalysisofbusinesslet54Theanalysisofbusinessletters2Thereplytoaninquiry（詢盤函答復(fù)）Thereplytoaninquiryshouldbeprompt

andcourteousandoftencontainsthethankstothereceiverforhisinterestinyourproducts.Thereplytoageneralinquiryusuallyhasenclosuressuchascatalogues,pricelists,pamphlets小冊子whicharetopresentdetailedinformation.Repliestospecificinquiresshouldcoveralltheinformationaskedfor.Theanalysisofbusinesslet55AnalysisofSomeSentencesWehaveanenquiryforlargequantitiesofarticle商品AGT-4DinnerwareandTeaset.Pleaseletusknowwhattermsyoucansupply…Weshouldbegratefulifyouwouldquotefor…Werequireforimmediatedelivery.PleasesendusyourbestofferbyE-mail.WeshallbegladtoreceiveyourbestquotationsforthemwithindicationofpackingforFebruaryshipment,CIFC5London.AnalysisofSomeSentencesWeh56Theanalysisofbusinessletters33.offer（發(fā)盤函）Companiesbuyingandsellingininternationalbusinessuseaprocessofnegotiationanddiscussioncalled“Offer-Counteroffer-Acceptance”toformanagreement.Thisprocessmaybeoral,orthroughface-to-facemeetingortelephoneconversations,butmostlybywrittencorrespondencebetweenthetwocompanies.Theanalysisofbusinesslet57Theanalysisofbusinessletters33.offer（發(fā)盤函）Anofferistheexpressionofthewishesofthesellertosellparticulargoodsunderstatedterms(includingquantity,prices,packing,timeofshipment,termsofpayment,etc.).Ininternationalbusiness,offerscanbedividedintotwokinds:firmofferandnon-firmoffer.“firmoffer”istheonewhichisadefinitepromisetosellandthetermsinthepromisewillnotbechangedifitisacceptedbyabuyerwithinthegivenvalidity有效time.

“Non-firmoffer”istheonewhichisnotbindinguponthesellersandthedetailsoftheoffersmaychangeincertainsituations.Theanalysisofbusinesslet58StructureofOfferLetterAcknowledgementofinquiry(Anexpressionofthanks)Advantageoftheproduct(Nameofcommodities,quality,quantityandspecifications)MainTradeTerms(price,discounts,shipment,payment,etc.)Offervalidity(forfirmoffer)

ApushingendStructureofOfferLetterAckno59AnalysisofSomeSentences1）確認收到對方詢盤Thankyouforyourinquiryof……Wearegladtoreceiveyourletterof…..inquiringaboutourplushtoys.Wehavereceivedyourinquiryof…..forourchinaware.AnalysisofSomeSentences1）確認60AnalysisofSomeSentences2）突出自身產(chǎn)品優(yōu)勢Art.No.88isournewlylaunchedonewithsuperbquality,fashionabledesign,andcompetitiveprice.OurproductsareenjoyingpopularityinAmericanmarkets.Wehaveagoodvarietyofcolorsandsizestomeetwithdifferentneeds.Theminimum最小的quantityinone20FCL’andwiththepurchaseoftwoormorecontainers,thepriceisreducedby2%.AnalysisofSomeSentences2）突出61AnalysisofSomeSentences3）準確闡明各項交易條件ThebestpriceisUSD78.00persetFOBShanghai.Alltheseblanketsarepackedinplasticbagswithzipof1pieceeach,20piecestoacarton.Deliveryistobemadewithin45daysafterreceiptoforder.AnalysisofSomeSentences3）準確62AnalysisofSomeSentences4）聲明此發(fā)盤的有效期及其他約束條件Thisofferisvalid有效的fortendays.Foracceptancewithintwoweeks.Thisquotationiseffectivewhilestockslast.Thisofferissubjecttoourconfirmation.AnalysisofSomeSentences4）63AnalysisofSomeSentences5)鼓勵對方訂貨并保證供貨滿意Wehopeyouwillagreethatourpricesareverycompetitiveforthesegoodqualityclothes.andwelookforwardtoreceivingyourinitial第一的order.Aswehavebeenreceivingarushofordersnow,wewouldadviseyoutoplaceyourorderassoonaspossible.Thisfavoriteofferwillnotberepeatedforsometime,andweaccordinglylookforwardtoanearlyorderfromyou.AnalysisofSomeSentences5)鼓64Theanalysisofbusinessletters44.Counter-offer（還盤函）Acounter-offerisapartialorfullrejectionoftheoriginalofferoftheseller.Incounter-offerletters,thebuyermayshowhisdisagreementtocertaintermsoftheoffer.Toconvincethesellerofhisposition,thebuyershouldgiveproperreasonstosupporthimselfandthenstatehisownproposals建議.Thesellerhastherightofacceptanceorrefusal.Inthelattercase,hemaymakeanothercounter-offerofhisown.Thisprocesscangoonformanyaroundtillabusinessisconcludedorcalledoff(canceled).Theanalysisofbusinesslet65Theanalysisofbusinessletters4Thecounter-offerlettershouldcoverthefollowing:1.Thankthesellerforhisofferandexpressregretatinabilitytoaccept.2.Statereasonsfornon-acceptance------------------------3.Makeanothercounter-offer

ofhisownontherenewedbasis.4.Suggestthattheremaybeotheropportunitiestodobusinesstogether.（Sometimes,whenthecounter-offercouldnotbeacceptedatallorthegoodsarenotavailable）Theanalysisofbusinesslet66Theanalysisofbusinessletters4Whenabuyermaysendoutanorder,whichisanoffertobuy.(namely,abid)Therearetimeswhenasellerdoesnotacceptthebuyer’sorder.Asforexample:1.Whereheisnotsatisfiedwiththebuyer’stermsandconditions.2.Wherethebuyer’screditissuspect3.Wherethegoodsarenotavailable.Theanalysisofbusinesslet67Theanalysisofbusinessletters4Whensendingsuchletters:1.Regretyourinabilitytomeetthebuyer’sneeds2.Proposeanalternativeproduct,ifoneisavailable.3.Ifpossible,stateyourowntermsandconditionsuponwhichbusinessislikelytomaterialize.4.Hopefortheopportunitytoservehimsomeothertime.Theanalysisofbusinesslet68AnalysisofSomeSentences1）確認對方來函,明確表示無法接受對方的條件WearegladtoreceiveyourletterofMarch22butsorrytolearnthatyourcustomersfindourquotationtoohigh.(對方拒絕接受的主要理由)ThankyouforyourfaxofMarch19.Weregrettosaythatwecannotacceptyourcounteroffer.AnalysisofSomeSentences1）確認69AnalysisofSomeSentences2)強調(diào)原價的合理性，并列明理由Webelieveourpricesarequiterealistic實際的;itisimpossiblethatanyothersupplierscanunder-quoteusiftheirproductsareasgoodasoursinquality.Thepricewequotedisaccuratelycalculated計算出的有計劃的.Wehavecuttheprofittotheminimum最低限度inordertoexpandthemarket.AnalysisofSomeSentences2)強70AnalysisofSomeSentences3)提出我方條件，并催促對方行動However,inordertodevelopourmarketinyourplace,wehavedecidedtogiveyou5%discountasanexceptionalcase.Owingtothegreatdemandfortheproduct,thisofferisvalidonlyfor5days.AnalysisofSomeSentences3)提71Theanalysisofbusinessletters5S/Cletter(接受成交函)Iftheexchange交換oflettersorcablesortelexes電傳eventuallyleadstotheconclusionofbusiness,bothparties當事人shouldconfirmthedeal.SuchlettersareusuallyaccompaniedbyaPurchaseConfirmation證實證據(jù)/PurchaseContractoraSalesConfirmation/Contract.Acoveringletterisusedtodrawhiscounterpart與對方地位同的人’sspecialattentiontocertaintermsandconditions,suchastheprice,termsofpayment,specifications,quality,quantity,timeofdelivery,portofdestination,etc.Theanalysisofbusinesslet72Theanalysisofbusinessletters5接受成交函(S/Cletter)----表示接受最后的磋商條件，并加以列明各項條款或隨信附上“銷售確認書”Wearegladthatthroughourmutual共同的effortfinallywehavereachedtheagreement.Wearesendingyou