外贸英语函电 chapter 5 response to offers

Chapter 5 Response to Offers回应发盘Three Ways of Responding to an Offer （ 回应发 盘的三种方式） : Declining（ 拒绝 接受） Conditional Acceptance (Counter-Offer) 有条件地 接受（ 还盘 ） Entire Acceptance（ 完全 接受） Section 1 Declining an Offer第一节 拒绝 发盘The legal effect of declining offers（拒绝发盘的 法律效力 ） : The offer is terminated （终止） when the declining letter （拒绝函） reaches the offerer. Silence or inactivity （ 不作为 ） during the validity of the offer amounts to （等同于） declining. An effort to accept the offer after it has been declined is only a counter-offer （还盘） .Section 2 Guidelines for Declining an Offer第二节 拒绝接受发盘的 写作指南The purpose of a declining letter is to convey kn vei （传达） the unpleasant news yet maintain goodwill（ 保持 友善关系） .试译：1. 请向你朋友 传达 的我歉意（ apology）。Please convey my apology to your friend. Writing to tell the supplier “No” is more difficult than agreeing with them.Section 2The Writing Guidelines for Declining an Offer（拒受函的 写作指南）1. The Neutral Opening（ 拒受函开头用 中性语言 ）2. The Main Body（拒受函主体部分的 写法 ）3. The Closing （ 拒受函 结尾部分的写法 ）4. Letter 1 Declining an Offer (P73) （拒绝受盘函）Section 31. The Neutral nju:trl （中性的） Opening（开头用 中性语言 ） Not to begin with the unpleasant news（开头 不要直接拒绝 ） . Be indirect, use neutral expression（ 要迂回 ，使用中性的语言 ） .例： 1. We appreciate your trouble in making us the offer 2. Thank you for your offer of Avoid negative openings（ 避免 消极开头 ） .例： 1. We regret to inform you that 2. Unfortunately, we cannot accept your offer. BACK2. The Main Body（拒绝受盘 主体部分 的 写法 ）The main body presents the negative message （主体部分 表明拒绝受盘 的消息） . Tell the reader that you have considered the offer carefully（已仔细考虑） . Explain the reasons for declining（说明拒绝的原因） . provide facts to convince the reader（提供事实） . Not to accuse or blame （不控告、不责备） . The language should be positive and easy to understand（语言积极 易懂 ） . BACK3. The closing （ 拒受函 结尾部分的写法 ） The closing should be courteous and sincere（结尾礼礼貌、诚实） . Leave the door open for future business. Decline an offer in a timely way.BACKLetter 1 Declining an Offer（ 拒绝受盘函 ）Please take 5 minutes to read letter 1 on page 73, and try to divide the letter into 3 parts according to opening, the main body , and the closing. 1. The Opening (Paragraph 1)2. The Main Body (Paragraph 2)3. The closing (Paragraph 3)1. The Opening (Paragraph 1)（原文） In answer to my inquiry you were kind enough, on February 19, to quote for the supply of a quantity of strawboards and to send us a sample .“you were kind enough to quote and to send us a sample .”Indirect, neutral expression, avoid negative opening.Strawboard str:b:d 草纸板2.The Main Body (Paragraph 2)（原文）We carefully considered your proposal. We appreciate the good quality of your products, but your prices are much higher than those we have previously paid Tell the reader that you have considered the offer carefully（ 已仔细考虑 ） . Explain the reasons for declining（ 说明原因 ） . provide facts to convince the reader（ 提供事实，说服读者 ） .3. The Closing (Paragraph 3)（原文） Thank you for your trouble in this matter. We shall continue to place orders and will invite your quotations on this line in the future. Courteous and Sincere （诚恳有礼） Leave the door open for future business（为未来合作留下后路） .BACKSection 3 Conditional Acceptance: Counter-offer第三节 有条件的接受： 还盘1. Definition of a counter-offer（ 还盘的定义 ）2. Functions of a counter-offer（ 还盘的功能 ）Section 4 Guidelines for Writing Counter-offer Letter1. Definition of a Counter-offer（ 还盘 的定义 ）A counter-offer （ 还盘 ） is a reply to an offer, which purports p p:t （ 意图、声称 ） to be an acceptance, but contains additions, limitations or other modifications （ 附加、限制、修改 ） .BACK2. Functions of a Counter-offer（ 还盘的 功能 ） A counter-offer is a rejection to the original offer（ 还盘是对原发盘的 拒绝 ） A counter-offer is a new offer (Buyers bid) （新发盘： 买方递盘 ） Change of roles（ 双方 角色改变 ） : The original seller (offerer) The offereeThe original buyer (offeree) The offerer The counter-offer is terminated when it is rejected by a counter counter-offer（ 反 还盘 再还盘 ） . BACKSection 4 Guidelines for Writing Counter-offer Letter第四节 还盘函的 写作指南1. What is the Purpose of a Counter-offer? （还盘的目的是什么？）2. How to Convince the Reader in a Counter-offer Letter（如何说服对方接受） ?3. The Writing Guidelines for Counter-offer Letter（还盘函的写作指南）4. Letter 2 Counter-offer (P74) Section 51. What is the Purpose of a Counter-offer? （ 还盘的目的是什么 ？ ）The purpose of a counter-offer is to persuade （ 说服 ） the offerer into accepting your proposals（ 建议） .BACK2. How to Convince the Reader in a Counter-offer Letter （ 如何 说服 对方接受 ） ? Using facts, help him understand why you are unable to accept some terms in the offer （摆事实，说明不能接受某些条款的原因） . Try to anticipate n tisipeit （预测、期待） the readers need and write the letter from his/her perspective ps pektiv （ 观点、 角度 ） .BACK3. The Writing Guidelines forCounter-offer Letter（ 还盘函的写作指南 ） Thank the seller for his offer（ 感谢 卖方发盘 ） . Tell the seller that you have considered the offer carefully（ 告诉卖方你已 仔细考虑 发盘 ） . Tell the reader what terms of the offer that you are happy with（ 说明哪些条款 可以接受 ） . Indicate what terms you are unable to accept and explain why （ 说明哪些条款 不能接受 ，并说明 原因 ） . Tell the reader what to do（ 告诉卖方 如何做 ） . Express your hope for favorable reply（ 希望有利回函 ） .BACKLetter 2 Counter-offer: Request for Better Terms还盘信Please take 5 minutes to read letter 2 on page 74, and answer the following questions:1. What terms is the buyer happy with?The good quality of the garment ga:mnt 衣服 .2. What terms is the buyer unable to accept?The prices appear to be on the high side.3. What does the buyer suggest the seller to do? Make some allowance launs 补贴、折扣（ 第一段 原文 ） Thank you for your fax of August 18 and for the samples of Cotton Underwear you sent us. （第一段： 感谢 卖方寄发 传真和样品 ）Underwear： clothes that you wear under other clothes and next to the skin 内衣；衬衣（ 原文第二段 ） We appreciate the good quality of these garments, but unfortunately your prices appear to be on the high side even for garment of this quality since the principal prinspl （主要的 ） demand in our market is for articles in the medium （中等的） price range （系列） .第二段传达 两个意思 ：（ 1） What terms is the buyer happy with?（ 2） What terms is the buyer unable to accept and explain why?What does the author say in the third paragraph?Using positive language to suggest the seller what to do: Make some allowance .第三段（原文略）作者以 积极的语言 表明与对方 达成交易 的意愿，建议对方 降低价格 给点 折扣 .（ Tell the seller what to do）（ 四段原文第 ） If you cannot do so, then I am afraid we have to decline your offer.第 四 段写Urge the seller to act（ 催促 卖方采取行动 ：降价 ） .BACKSection 5 Entire Acceptance第五节 完全 接受1. Definition of Acceptance（ 接受的定义 ）2. The Essential Effective Conditions of an Acceptance（ 接受 生效 的基本 条件 ）3. Late Acceptance and Withdrawal of an Acceptance（ 延迟的接受与 撤回 接受 ）Section 61. Definition of Acceptance（接受的定义）Legally, an acceptance is a statement by the offeree indicating agreement to an offers.According to the UN Convention on Contracts for the International Sale of Goods（ 联合国国际货物销售合同公约 ）， a contract is concluded at the moment when an acceptance of an offer becomes effective. （ 要约 承诺：合同成立出 offer acceptance ）BACK2. The Essential Effective Conditions of an Acceptance （接受 生效 的基本 条件 ） An effective acceptance can only be made by the offeree（接受只能由 受盘人做出 ） . The offeree must agree to all the terms and conditions offered（受盘人必须完全同意 所有的条款 ） . The acceptance must reach the offerer within the validity of the offer （接受函必须 送达 发盘人） .BACK3. Late acceptance and Withdrawal of an Acceptance（ 延迟的接受与 撤回 接受） A late accep