外貿(mào)英語(yǔ)函電unit5課件

1、Unit 5 還盤Counter-offers,1,學(xué)習(xí)交流PPT,學(xué)習(xí)目標(biāo),熟悉還盤和回復(fù)還盤信函的寫作步驟 熟悉還盤和回復(fù)還盤信函的寫作原則 掌握還盤和回復(fù)還盤信函的常用句式,2,學(xué)習(xí)交流PPT,A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer. The buyer may show disagreement to the price, or the packing, or the

2、shipment and state his own terms instead.,3,學(xué)習(xí)交流PPT,還盤概述,一方報(bào)盤，對(duì)方若不同意其內(nèi)容，可以還盤。還盤是指對(duì)所收到的發(fā)盤條件表示不同意或不完全同意，但愿意就交易的達(dá)成做進(jìn)一步的洽商的回復(fù)，也稱還價(jià)。根據(jù)聯(lián)合國(guó)國(guó)際貨物銷售合同公約的規(guī)定，受盤人對(duì)貨物的價(jià)格、付款方式、質(zhì)量、數(shù)量、交貨時(shí)間與地點(diǎn)及一方當(dāng)事人對(duì)另一方當(dāng)事人的賠償責(zé)任范圍或解決爭(zhēng)端的辦法等條件提出添加或更改均屬于還盤。,4,學(xué)習(xí)交流PPT,Structure of the Counteroffer,Open the letter by thanking the recipient

3、 for his offer. Decline the original offer by providing the recipient with detailed and reasonable reasons. Put forward the desired business conditions and try to persuade the recipient to accept them. Close the letter by expressing expectations for a favorable reply.,5,學(xué)習(xí)交流PPT,In making a counter o

4、ffer, one has to state the terms most explicitly and use words very carefully so as to avoid ambiguity or misunderstanding, the same way as one usually does in making an offer. When a buyer reject an offer, he should write and thank the seller for his trouble and explain he reason for rejection. Not

5、 to do so would show a lack of courtesy.,6,學(xué)習(xí)交流PPT,示例1,Dear Sirs, We are in receipt of your letter dated on July 12, offering us 100 cases of liquor at US $400 per case on the usual terms. In reply, we regret to inform you that we find your price too high. We find that we can obtain a price of US $3

6、70 per case from a local firm. We have been very pleased with your products,7,學(xué)習(xí)交流PPT,however, the difference in price is too big. If you can see your way clear to meet these figures, we would be pleased to place with you an order that will carry us for the rest of this year, and that order is likel

7、y to be one of the largest that we have ever placed with you. We wish to receive your favourable reply as soon as possible. Sincerely,8,學(xué)習(xí)交流PPT,be in receipt of 已收到,We are in receipt of your letter, requesting us to quote for 1000 dozen of mens shirts. We are in receipt of your L/C covering 1000 pai

8、rs of leather shoes,9,學(xué)習(xí)交流PPT,We regret to .that ,We regret to say that we no longer manufacture the article you enquired about We regret to inform you that due to problems with our supplier, Item No. 10-14-71, ABC company, is not yet available.,10,學(xué)習(xí)交流PPT,too high過(guò)高,偏低on the low side 偏高be on the hi

9、gh side 太高、太低too high/low 有點(diǎn)兒高（低）a little high/low Compared with other suppliers, your price is rather on the high side. Our products are of high quality, so our price is a little high.,11,學(xué)習(xí)交流PPT,還盤信函的種類一、買方要求降價(jià)的還盤信函,要求降價(jià)就是對(duì)價(jià)格條件的還盤,這樣的還盤信要注意表明降價(jià)的理由，例如：報(bào)價(jià)高于當(dāng)?shù)厥袃r(jià)；可以用較低的價(jià)格獲得類似質(zhì)量的商品；可以從別的供應(yīng)商處以較低的價(jià)格購(gòu)進(jìn)該商品

10、；該商品的市場(chǎng)疲軟等。并提出降價(jià)的幅度。,12,學(xué)習(xí)交流PPT,示例3,Dear Sirs, Thank you for your letter of August 2 quoting for black tea at $1000 per case of cartons, but we regret that at this price we cannot place an order. We are working to a number of long term contracts under which it is impossible for us to revise our pric

11、es /and had your own,13,學(xué)習(xí)交流PPT,prices been within our reach we could have placed regular large orders. We therefore hope you will reconsider your quotation and find it possible to offer a lower price, calculated on the basis of monthly order for a minimum of fifty cases. Faithfully yours,14,學(xué)習(xí)交流PPT

12、,示例2,Dear Ms. Brook, Thank you for your letter of May 13 about the offer for your bamboo chairs. Although we appreciate the quality of your products, we regret to say their price is too high for us to accept. Referring to the Sales Confirmation No.89SP-754, you will find that we ordered 500 bamboo c

13、hairs of the same model at a price 5% lower than,15,學(xué)習(xí)交流PPT,your present price. Besides, since we placed the last order, price for raw materials has decreased considerably. Accepting your present price will mean great loss to us. We would like to place repeat orders with you if you could reduce your

14、 price at least by 3%. Otherwise, we will have to shift to the other suppliers for our similar request.,16,學(xué)習(xí)交流PPT,We hope you will take our suggestion into serious consideration and give us your reply as soon as possible. Yours truly,17,學(xué)習(xí)交流PPT,拒絕降價(jià)就是對(duì)買方提出的價(jià)格條件的否定還盤。這樣的還盤信要注意強(qiáng)調(diào)堅(jiān)持原價(jià)并闡述無(wú)法降價(jià)的理由。例如，正處在

15、銷售旺季，已收到對(duì)方所在地區(qū)進(jìn)貨尚的大量訂單；銷售利潤(rùn)已低至極限；著眼點(diǎn)應(yīng)在該商品的質(zhì)量上等等?；蛘咄扑]對(duì)方購(gòu)買與所要求價(jià)格相近的，價(jià)格較低的替代商品。,二、賣方拒絕降價(jià)的還盤信函,18,學(xué)習(xí)交流PPT,示例4,Dear Sirs, Thanks for your letter of April 12. We regret to find that we didnt agree on the price. Much as we would like to cooperate with you in expanding sales, we are regretful that we can no

16、t accept your counter-offer, as the price we quote is rather realistic. Through our study of your,19,學(xué)習(xí)交流PPT,market situation, we are confident our offer is competitive. As a matter of fact, we have received a lot of orders from many countries at that price. If you could accept our price after caref

17、ul consideration, please do let us know. On account of a limited supply available at present, we would ask you to act quickly. We are looking forward to your early reply. Yours sincerely,20,學(xué)習(xí)交流PPT,示例5,Dear Sirs, We have carefully considered your counter-proposal of 20 August to our offer of porcela

18、in wares, but very much regret that we cannot accept it. In fact, the prices quoted in our letter of 15 August leave us with only thesmallest margins, and are lower than those of our competitors for goods of similar quality.,21,學(xué)習(xí)交流PPT,The porcelain used in the manufacture undergoes a special patent

19、ed process, which preserve originality and increases durability, the fact that we are the largest suppliers of porcelain wares in this country is in itself evidence of the good value of our products. We hope you will give further thought to this matter, but if you then still feel you cannot accept o

20、ur offer we hope it will not prevent you from approaching us on some,22,學(xué)習(xí)交流PPT,We shall always be happy to consider carefully any proposals likely to lead to business between us. Sincerely yours，,23,學(xué)習(xí)交流PPT,三、賣方作出降價(jià)讓步的還盤信函,作出降價(jià)讓步就是對(duì)買方提出的價(jià)格條件有條件地進(jìn)行減讓的反還盤。這樣的還盤信要注意堅(jiān)持原報(bào)價(jià)的合理性、突出給予降價(jià)讓步的動(dòng)機(jī)和意愿。例如，原報(bào)價(jià)符合市價(jià)；

21、考慮到以前獲得的幫助、雙邊的貿(mào)易關(guān)系；為發(fā)展與對(duì)方的業(yè)務(wù)等。還要明確降價(jià)的幅度和實(shí)現(xiàn)降價(jià)的附帶條件：數(shù)量折扣、規(guī)定日期內(nèi)訂貨的折扣等。,24,學(xué)習(xí)交流PPT,示例7,Dear Sirs, We acknowledge with thanks receipt of your enquiry of June 1, and are pleased to hear that you are interested in our porcelain wares. In the letter, you asked us for a special price discount of 5%of the pri

22、ce list. While appreciating your order, we feel we must point out that our listed prices have already been cut to the minimum possible, and our,25,學(xué)習(xí)交流PPT,goods are unobtainable elsewhere at our rate. We are sure the good quality of our products and reasonable price will equip you with great competi

23、tive edge in your market. We should, however, be pleased to allow you the requested 5% if you care to raise your order to 6,000 sets and we await your confirmation before putting the matter in hand. With our best regards. Yours faithfully，,26,學(xué)習(xí)交流PPT,示例6,We have received your letter of Feb. 27 and i

24、n your letter you mentioned that you found our quotation for the above mentioned commodity too high to accept. You explained that the similar goods of Spanish origin have been offered at a price about 10% lower than ours. While we do not doubt what you said, we are sure that the quality of the Spani

25、sh goods is far from being comparable to ours,27,學(xué)習(xí)交流PPT,However desirous we are to develop trade between us, we very much regret that we cannot accept your counter-offer. The best we can do is to allow you a 2% reduction in price. Please note this is the best we can do and we hope you will accept i

26、t. As our stocks are running low, it is advisable for you to make an immediate decision. We are looking forward to your favourable reply. Yours faithfully,28,學(xué)習(xí)交流PPT,四、要求提價(jià)的還盤信函,對(duì)原定價(jià)格的提價(jià)或是對(duì)對(duì)方價(jià)格條件的還盤：由于某些不利因素的影響，賣方對(duì)雙方曾經(jīng)同意的某種商品的價(jià)格上調(diào)。這樣的還盤先要注意說(shuō)明提價(jià)的客觀性：商品市價(jià)在上揚(yáng)、材料價(jià)格上漲、運(yùn)輸費(fèi)用的提高等。,29,學(xué)習(xí)交流PPT,示例8,Dear Sirs,

27、We wish to inform you that we have increased the prices of the porcelain vase we quoted you in our letter of May 16 by 2%. Our new prices will take effect on May 21 and we will keep this offer for two weeks. There are two reasons for the rising of the prices. First, the rise in freight cost due to t

28、he explosion of oil prices; second, the increase in the prices of materials.,30,學(xué)習(xí)交流PPT,We know frequent changes of prices are the most unwelcome, but we need to cover the increasing costs and can not keep the original prices any more. In fact, the new prices are still about 2% below the market leve

29、l. The reason why we offer the low prices is that we would like to continue our business with you. Furthermore, we are confident the good quality and fashionable designs of our vases will help you a lot to stand firmly in your market.,31,學(xué)習(xí)交流PPT,We wish you will place your orders as soon as possible

30、. Yours faithfully,32,學(xué)習(xí)交流PPT,還盤實(shí)用句型,1. We regret to say that your quotation is out of line with the prevailing market at this end, so it is difficult for us to accept it. 2. As you dont agree to reduce your price , we will have to purchase the goods elsewhere. 3. The offer is firm (good/open/valid)

31、 subject to your reply by 6 p.m., Beijing time, Wednesday, May.,33,學(xué)習(xí)交流PPT,4. We would like to point out that it is our practice to set a smallest quantity for any sale, which enjoys a special price discount of 2% of the pricelist. 5. We feel we must point out that our listed prices have already bee

32、n cut to the minimum possible, and our goods are unobtainable elsewhere at our rate. 6. Information here shows that the makes you offered can be purchased from other sources at much lower prices.,34,學(xué)習(xí)交流PPT,7. With your price Im afraid youll stand very little chance of obtaining the business. 8. We

33、are of the opinion that if you could increase your order to 3000 pieces we would allow a 5% discount. 9. Taking into consideration our friendly business relations, we would exceptionally comply with your request by reducing our price to $25 per piece CFR San Francisco. 10. In view of the fact that w

34、e have done a lot of business with buyers at this price, we can not reduce any price any further.,35,學(xué)習(xí)交流PPT,P59 Ex.1,We have received your letter of April 9, in which you mentioned that you find our quotation for the iron wire too high to accept. Much as we would like to cooperate with you in expan

35、ding sales, we are regretful that we cannot accept your counter-offer. There are three reasons for this. First, the prices of materials have increased largely; second, your order of 1000kg is the minimum,36,學(xué)習(xí)交流PPT,quantity we require and I am afraid no discount is available for such an order; third

36、, with high quality considered, our price is very reasonable. Besides, through our study of your market situation, we are confident our offer is competitive. As a matter of fact, we have received a lot of orders from many countries at that price.,37,學(xué)習(xí)交流PPT,We are confident the good quality of our i

37、ron wire will help you a lot to stand firmly in your market. And as our stocks are running low, it is advisable for you to make an immediate decision. If you cannot accept our price, we welcome you to pay attention to other products of ours. We will give prompt and favorable response to any other inquiries of yours.,38,學(xué)習(xí)交流PPT,英譯漢,1. 鑒于當(dāng)前行情看漲，我方恐不能接受貴方400美元的低價(jià)。 2. 我方希望貴方能重新調(diào)整下價(jià)格以使其與國(guó)際行情保持一致。 3. 盡管你方出價(jià)低于我方的一般價(jià)格，但是為了能與