外贸英语函电Chapter-5-Counteroffers.ppt

外贸英语函电Chapter-5-Counteroffers.ppt

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Chapter5,Counter-offers,Leadin,BusinessnegotiationEnquiryOfferCounterofferConclusionofbusiness,Writingtask,HavingstudiedthepricelistoftheUniversalSiliconCo.,youwritetostateyouwouldplaceasubstantialorderimmediatelyprovidedthatSiliconCo.wouldreducetheirpriceby10%.Youaddthatfurtherorderswouldprobablyfollow.,Thinkabout,Q1:

Whatshouldwesayifwewanttocutdowntheprice?

Q2:

Howcanwepersuadeourcounter-partnertoacceptourprice?

ExtensionQ3:

ifyouarethememberofSiliconCo.,howtowriteareply?

Maincontents,Usefulexpressions,Writingpoints,Reviewandpractice,Objective,Focus,Basicknowledge,Samplestudy,Objective,TobefamiliarwithsomeusefulexpressionsToobtainthetipsformakingacounter-offerTolearnhowtowriteacounter-offerandareply,when,Abuyerrejectsanofferwhen:

HeisnotsatisfiedwiththesellerstermsandconditionsPricePackingTermsofpaymentShipmenttimeThesellerscreditissuspectedthequalityandspecificationofgooddonotmeettherequirement.,Definition,Itisvirtuallyapartialrejectionoftheoriginalofferandalsoacounterproposalinitiatedbythebuyerortheofferee.,Forexample,ArejectionorrefusaloftheofferShowdisagreementstatehisownideasinsteadE.g.yourofferof15thisacceptableiftheshipmenttimeischangedfromJunetoJulythisyear,Effect,Ithastheeffectofrejectingtheoriginaloffer.Thusthepriorofferbecomesinvalidandunbinding.Itrequiresanacceptance/refusalunderthetermsofthecounteroffer,Samplestudy,counter-offerSample1Sample3WritingpointsAreplySample4sample5WritingpointsExtensionMakeupadialogueaboutcounter-offers,Sample1,SS:

ScantheletterandanswerquestionsSummarizeitsgeneralideaTT:

ExplainitsdetailsSS:

dicussionAnalyzethestructureoftheletterDiscussthewritingpointsofacounter-offer,Questions,Whywastheofferdeclined?

Whatsuggestionismadeinthecounter-offer?

Howdoeshepersuadethesellertoreducetheprice?

Languagepoints,Acknowledge承认收到来信Weacknowledgethereceiptofyourletter=weareinreceiptofyourletter,findyourpricetoohigh认为你方价格偏高Abit/toohigh有点/太高Excessive/prohibitive过高、令人望而却步Ratherstiff价格坚挺Ontherise上涨,描述价格的常用语,findourpricestoolow认为我方价格偏低findourpricesreasonable认为我方价格合理findourpricescompetitive认为我方价格具有竞争性findourpricesinlinewiththemarket认为我方价格与市价一致findourpricesworkable认为我方价格可行findourpricesacceptable认为我方价格可接受,Whileappreciatingthegoodqualityofyourshirts,wefindyourpricerathertoohighforthemarketwewishtosupply.尽管很欣赏衬衫的良好品质，我们发现你们的价格对我们所要供货的市场而言有些偏高,WehavealsotopointoutthatthemensshirtsareavailableinourmarketfromseveralEuropeanmanufacturers,allofwhichareatpricesfrom15%to20%belowyours.我们还要指出的是我方市场有许多欧洲生产厂家提供的男士衬衫，所有这些产品的价格都比你方价格低15%到20%,suchbeingthecase（inthiscase）情况就是这样，鉴于这种情况MakereductioninyourpricebyReduceyourlimitbyReducethepriceby/toMakeareductionofSay例如ThemensshirtsareavailableinourmarketfromseveralEuropeanmanufactures在我方市场有许多欧洲生产厂商提供的男士衬衫Makeaconcession做出让步,句子翻译：

AsourorderwouldbewortharoundStg.50000,youmaythinkitworthwhiletomakeaconcession.由于我方订货价值将约值5万英镑，你方定会认为是值得做出让步的Await=waitforWithkeeninterest殷切地,Analyzetheletter,1.报盘信函收悉并表示感谢2.抱怨价格太高，无法接受对方报盘3.还盘理由4.还盘建议5.结束语：

期待早日回复,Writingpoints,Thanksforhisoffer,mentionbrieflythecontentoftheofferBodyRejectionandreasons:

expressregretatinabilitytoaccepttheofferandstatereasonsfornon-acceptanceThecounterproposalAskforfavoronpriceorothersExpectationoftheacceptanceUrgetheoffereetoacceptthecounter-offer,Opening,WethankyouforyourofferofMay15forsthYourofferforsthisappreciatedInreplytoyourofferof.,wewouldliketomakethefollowingcounter-offer,Rejection,降价还盘Wecannot/areunableto/notinapositiontoacceptWeregret（tosay）thatwecannotacceptyourofferYourpriceisnotacceptabletous其他方面的还盘,其他方面的还盘,Yourtermsofpaymentbyasightdraftaretoohardforus.Allotherfirmsaregrantingusthetermsofadraftat60days.YourdeliverydateofJune30istoolateforoursummercollection,whichistobefinishedduringMay.Theminimumorderof200dozenistoobigforus.,Reasons,你方价格太高Yourpriceisexcessive/toohighforustoacceptYourpriceisonthehighsideYourpriceisoutoflinewiththeprevailingmarketlevel,与其他供应商相比，Yourpricesaremuch（5%）higherthan（thatof）othermanufacturesThereisabigdifferencebetweenyourpriceandthoseofyourcompetitorsWecanobtainthesamequalitythroughanotherchannelatmuchlowerpricethanthatyouquotedusWecanobtainapriceofwithalocalfirmGoodsofthesamequalityareeasilyobtainableatalowerprice,MaterialiseasilyobtainableatamuchlowerfigureThepriceforsuchmaterialisonthedeclineIthinkwedeserveabetterprice,giventhelargesizeofourorder.,汇率因素,Renminbiisappreciating/depreciating/devaluatingagainsttheUSdollar.人民币对美元正在升值/贬值/贬值。

Renminbihasappreciatedby10%.人民币升值了10%。

ThevalueofRenminbiagainsttheUSdollarhasincreased/decreasedby10%.人民币对美元汇率上涨/下跌了10%。

Askforfavoronprice,Reducethepriceby/toCut/drop/lower/bringdownthepriceby/toAllow/give/make/granta5%reductionIfyouarewillingtogiveusa5%reduction,.IfyoucanreduceyourlimitbyIfyouwillmakea5%reductionWedliketoaskforreductionofCanyougiveusaspecialdiscount?

Others,Willyoupleasereducetheminimumorderto100dozen?

Ifyoucan,wearethinkingofplacingareadyorderwithyou.Wearepreparedtogiveatrialorderof100dozenprovidedyouguaranteedeliveryonorbeforeMay31.Wewouldlikeyoutogiveusthetermsofadraftat60daysinsteadofadraftatsight.,Sample3,Para.1.Inst.本月OffersbsthatUsualterms惯常条款Para.2.RegretEnd-user最终用户，用户（指以使用或消费为目的的消费者,Para.2.,Beoutoflinewith与不一致你方的价格与现行市场价格不一致。

Yourpriceisoutoflinewiththeprevailingmarket.beinlinewith与一致为了扩大销售，我们的价格应与世界市场价格相一致。

Inordertoenlargethesales,ourpriceshouldbeinlinewiththeworldmarket.,Para.2.,Prevailingmarketlevel现行市场，现行行市thepresentmarketthecurrentmarkettherulingmarketthepresentprice现行的价格therulingprice现行的价格thegoingprice现行的价格theprevailingprice现行的价格thecurrentprice现行的价格theprevalentprice现行的价格,Para.2.,Informationindicatesthat有消息表明Informationindicatesthatthisproductispopularamongyoungpeople.Sellat以价格销售leveln.水平；（商业英语中引申为价格）atoneslevel按某人的价格WecannotclosebusinessatyourlevelBusinessispossibleifyoureduceyourlevel,Para.3.,SuchbeingthecaseReduceyourlimitbyReducethepriceby/toMakeareductionofCometoterms成交CometobusinessesCloseadeal/bargainPutthedealthrough,Inviewof=considering鉴于Atyourearliestconvenience,atanearlydateatanearlymomentassoonaspossiblebyreturn,beforelongby（on,at）theearliestopportunitywithout（any）delaywiththeleastpossibledelay,atanearlydateatanearlymomentassoonaspossiblebyreturn,beforelongby（on,at）theearliestopportunitywithout（any）delaywiththeleastpossibledelay,Sample4,Onthehighside偏高Abit/toohigh有点/太高Excessive/prohibitive过高、令人望而却步Ratherstiff价格坚挺Ontherise上涨Muchas虽然，尽管WeareregretfulthatItisregrettablethatSeeoneswaycleartodo/doingsthEntertainonescounter-offer,Sample5-areply,CasestudyMakeareductionMuchtoourregretComplywithWritingpoints,howtowriteareplytoacounter-offer,ThankstheofferorforhisofferRefusal/acceptanceExpressatinabilitytoaccepttheofferor,sofferStatethereasonfornon-acceptanceReasonsforacceptanceUrgetheoffereetoacceptthecounter,常用例句refusal,Itisregrettablethatwehavetodeclineyourcounter-offerWecannotmakeanydiscounts/concessionsWecannotseeourwaycleartoentertain/acceptyourcounter-offer/proposalWearenotinthepositiontomeetyourspecialrequirementAnyfurtherreductionisoutofthequestion,Reasonsforrefusal,Thepricewequotedisquitelow/realistic/reasonable/thebestpossible/mostfavorableWehavedonealotofbusinessatthispriceBusinesshasbeenextensivelydoneinyourmarketYourorderisrathersmallinquantity,whichmakesitdifficultforustoconsideranyreductioninourprice.,Reasonsforacceptance,Inviewof/consideringourlong-standingbusinessrelationshipourgoodcooperationoverthepastfewyearsyourlargeordersInordertoencouragebusiness为了促进业务Stepupthetrade促进贸易Expandsales扩大销售Developourmarket拓展市场Getthedealdown业务成交ForagoodstartforbusinessrelationsAftercarefulconsideration,Review,UsefulphrasesWritingpointsofacounter-offerWritingpointsofareplytoacounter-offer,Usefulphrases,Findyourpricetoohighsuchbeingthecase（inthiscase）情况就是这样，鉴于这种情况MakereductioninyourpricebyMakeaconcession做出让步Outoflinewith与不一致Prevailingmarketlevel现行市场，现行行市Reduceyourlimitby,CometotermsInviewof=considering鉴于AtyourearliestconvenienceOnthehighside偏高WeareregretfulthatItisregrettablethatSeeoneswaycleartodo/doingsthEntertainonescounter-offer,Practice,练习1：

词汇填空练习2：

汉译英练习3：

信件翻译练习4：

给定情景写还盘信,练习1,一、用适当的词填空。

Weyou500tonsGroundnutsat$100/tononCIFLondonforMayshipment.ThisofferistoyourreplyherebeforeoratnoontimeOct.20.Thebestwecanistoareductionof3%inourquotation.Weverymuchthatweareunabletoyourcounteroffer.,练习,5.Asthemarketis,wesuggestyouyourpriceby3%.6.AssoonasweareinatomakeanforCottonPieceGoods,weshallinformyoubye-mail.7.AsweareintheforTableCloth,weshoulditifyouwouldsendusyourbestquotation.8.Wewishtodrawyourtothegoodqualityofourproducts.,练习,9.Intoyourletter,weencloseourlatestillustratedcatalogueforyour.10.Anyordersyouwithuswillreceiveourpromptandcareful.,练习,答案1.Quotebasis2.subjectreaching3.domake4.regretaccept/entertain5.decliningreduce6.positionoffer7.marketappreciate8.attention9.Replyinformation