unit 8(價(jià)格商定).ppt

1、,Unit 8 Negotiation price terms價(jià)格的商定,大連理工大學(xué)電子音像出版社,世紀(jì)商務(wù)英語 外貿(mào)函電,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,上周教學(xué)情境 交易情境六（樣品確認(rèn)函）：F.F公司要求要看產(chǎn)前樣品。思科公司打樣，通過

2、DHL郵寄產(chǎn)前樣，并在郵件上告知F.F公司樣品已寄，希望對方檢查。F.F公司看完產(chǎn)前樣后表示該款式過于老舊，并郵寄自己的樣品過來，要求思科公司根據(jù)其所提供的樣品重新打樣。 交易情境六：思科公司重新打樣，并寄樣，寫信告知對方。F.F公司收到樣品后回信表示樣品能夠接受。同時(shí)要求思科公司擬寫好外銷合同初稿，供F.F公司核實(shí)會簽。 本周教學(xué)情境 交易情境七（價(jià)格商定函）：以上條款商定后， F.F公司進(jìn)行還價(jià)，希望能夠在此基礎(chǔ)上降價(jià)4%，思科公司進(jìn)行反還盤，指出最多只能降價(jià)2%，并給出了反還盤自己的理由。 本次工作任務(wù)：根據(jù)以上交易情境寫兩封有關(guān)價(jià)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 按來降價(jià) reduce the price to 將價(jià)格降至 . on the high

4、side 偏高 . quote 報(bào)價(jià) . price terms 價(jià)格條件 5. margin of profit 利潤幅度 6. stand up to 經(jīng)受得起,Part Two,7. out of line with 與 不一致 eg.: out of line with the prevailing market level 與現(xiàn)行的行市水平不一致, 意味著 your price is rather on the high side.你方價(jià)格有點(diǎn)偏高了。 8. in line with 與 一致. eg.: Your price is quite in line with the pr

5、evailing market. 你方的價(jià)格與行市一致。 9. meet your requirements 為了滿足你方要求 10. meet each other half way 各讓一半,Part Three,Specimen 以上條款商定后， F.F公司進(jìn)行還價(jià)，希望能夠在此基礎(chǔ)上降價(jià)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、 思科公司進(jìn)行反還盤，指出最多只能降價(jià)2%，并給出了反還盤自己的理由。 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不否認(rèn)你方說的，but the price you offered is not realistic. 2) Because of the 市場競爭激烈, we advise you place the initial order with us immediately. 3) Your 先前的報(bào)價(jià)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 折中處理。 5) We write the letter asking for 降價(jià)。 6) Your quotation is 大約高出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 (按來降價(jià))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(與一致) the market price. (3) Will you please quote（報(bào)價(jià)）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(價(jià)格條件).

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

15、s relationship(鑒于我們的長期業(yè)務(wù)合作關(guān)系)we make you allow you a special discount. (9) The price you offered is out of line with the market(與市場不一 致)，so it is beyond what is acceptable to us. (10)We are not in a position to entertain business at your price(考 慮按價(jià)格成交)，since it is out of line with the prevailing ma

16、rket(現(xiàn)時(shí)市場)，being 20%lower than the average. (11)To meet your requirements (為了滿足你方要求), we would like to reduce our price by 2%.,Part Four,二、Put the following phrases or sentences into English.(課后練習(xí)） 1.我們認(rèn)為你方價(jià)格不合適，我們各讓一半好嗎？（meet sb. half way) 2.雖然我們很想和你方交易，但把價(jià)格降到你們所說的水平是不可能的，因?yàn)槲覀儗o利可圖。（conclude the tr

17、ansaction with, reduce price to, leave sb. with no profit) 3.我們希望能按比美國同類產(chǎn)品低10%的價(jià)格成交。(conclude the business, at a price .lower than) 4.雖然你方能在報(bào)價(jià)上減少2%，我們?nèi)匀徊荒芙邮堋?(while, reduce, acceptable) 5.感謝貴方3月20日的報(bào)盤，但我們不得不告知貴方，夾克衫的價(jià)格過高，不太符合本地市場的要求。(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