Chapter-5-Making-Counteroffers-and-Declining-Orders.ppt

CounterproposalsCounteroffersFirmcounteroffersNon-firmcounteroffersCountercounteroffersRepliestotheenquiries,MakingCounteroffers立即,SimilarExpressions,atanearlydateatanearlymomentassoonaspossiblebyreturn,Weregrettolearnthatourofferhasbeendeclinedbyyourend-users.,由于你方价格太高，缺乏竞争力，我们只好拒绝你方报盘，甚歉。,ThemarketpriceofcolorTVisonthedecline.,beforelongby(on,at)theearliestopportunitywithout(any)delaywiththeleastpossibledelay,Chineseversionoftheletter,执事先生：真丝女衬衫感谢贵公司6月10日来函，按惯常条款向我方报盘3000打上述货物，每件35.00美元温哥华CFR价。现答复如下，我方遗憾地告知贵方我客户认为你方价格太高与现行的市价不一致。有消息表明，你方产品的价格比印度制造的产品高出百分之二十。我们知道中国产品的质量能略好一点但价格之差不应有如此之大。鉴于这种情况，我们无法劝说我们的客户接受你方的价格，因为类似质量的货物可以用低得多的价格买到。为了促进贸易，我们现在代表我客户还盘如下，以你方确认于本月底前到达我处为准：每件26美元成本加运费含佣金百分之二温哥华价，其它条款如你方6月10日函所示。只是鉴于我们之间长期的贸易关系才向你做出如此还盘。由于行市在不断地下跌，希望你方能对我还盘予以认真考虑并早日传真接受我们的还盘。谨上，,Counter-Offerletter-writing,statethereasonsofyourletterstatethereasonsofyourcounterofferstatethespecificcontentsofyourcounteroffer(priceofthegoodsorotherterms),Letter2Areplytothecounteroffer,LanguagePoints,thesubjectmaterial标题项下的货物,thecaptionedgoodsthesubjectmaterial,befound(tobe)onthehighside（价格）偏高,beonthehighsidebetoohighbealittlehighberatherstiffbeprohibitive,Makecomparisons,Wenotefromyourletterof10Oct.thatthepriceforthesubjectarticleisfoundtobeonthehighside,Thankyouforyourletterof10Oct.,fromwhichwenotethatthepriceforthesubjectarticleisfoundtobeonthehighside,LanguagePoints,beregretfulthat令人感到遗憾的；抱歉的（多用于婉言拒绝）,atoneslevel按某人的价格,我们不能按你方价格达成交易。,Wecannotclosebusinessatyourlevel.,Weareregretfulthatweareunabletoreduceourpricetothelevelyouindicated.,whileconj.然而；但是（形成鲜明的对比）,leveln.水平；（商业英语中引申为价格）,如果你方能降价则交易成交有望。,Businessispossibleifyoureduceyourlevel.,Yourpriceisnotonalevelwiththecurrentmarket.,你方价格与当前市场价格不符。,我们感到很遗憾不能将价格降到你方所示水平。,我们遗憾地获悉交易落空。,Itisregretfultolearnthatthebusinesshasfallenthrough.,LanguagePoints,firmwithanupwardtendency（行市）坚挺且有上升趋势,upwardtendency上升趋势downwardtendency下降趋势,inonesinterestph.为某人利益着想,take(full)advantageofsth.（趁机）利用（别人的缺点，弱点）,与makeusefulof的区别：前者具有占人便宜之嫌,Icanttakeadvantageofyourgoodnature.,我不能利用你的善良（的好本质）。,沾了好天气光，打了场网球。,Wetookadvantageofthefineweathertoplaytennis.,Makecomparisons,LanguagePoints,totheextent到达这样的程度totheextentof达到程度,损坏程度尚未查清。,Theextentofdamageisnotyetknown.,Yoursuggestionisfeasibletoacertainextent.,您的建议在一定程度上是可行的。,抱歉不能把价格降到你方所提示的程度。,Weregrettosaythatthereisnopossibilityofourcuttingdownthepricetotheextentyouindicated.,extentn.程度,LanguagePoints,lapsen.v.失效,Youmustshipthegoodsintimetoarriveherebeforethelapseofthelicense.,你方必须在许可证期满前及时将货物运到此地。,很遗憾，我们的报盘在失效前未被接受。,Weregrettosayourofferhaslapsedunaccepted.,likelihoodn.可能性,价格没有下降的可能。,Thereisnolikelihoodofthepricegoingdown.,一旦本报盘失效，货物不被卖出的可能性很小。,Thereislittlelikelihoodofthegoodsremainingunsoldoncethisparticularofferhaslapsed.,Chineseversionoftheletter,执事先生：从你方6月17日来函中得知，我方对标题项下货物的报价被认为是偏高的。尽管我们很感激你方的合作，向我提供了你地市场印度货物的行情，但十分抱歉不能把价格降到你方所示水平。我们不得不指出你方还盘显然与现行市场价格不吻合。因为你邻国买主正在按我们所报价格大量进货。而且，市场坚挺且有上升趋势。一旦此报盘失效，要把货物保留而不予售出是不可能的。鉴于上述情况，为你方利益着想，建议你方充分利用（此机遇）这一行情。谨上，,Letter3Acceptanceofacountercounteroffer,LanguagePoints,toconcludeatransaction达成交易tocometoterms达成交易tocloseabargain达成交易tocloseadeal达成交易toputthedealthrough达成交易,concludev.达成；得出结论,todecline婉言拒绝torefuse拒绝；回绝toreject（义正词严地）拒绝,turndownph.拒绝；摒弃,Differencebetweenthesethreewords:,LanguagePoints,Shouldyoubepreparedtoreduceyourpriceby,say5%,wemightcometotermswithyou.,如果你方愿意减价，比如说5%，我们很可能达成交易。,persuadev.说服；劝说,遗憾我们未能说服他们接受你方的报盘。,Weregretwehavenotbeenabletopersuadethemtoacceptyouroffer.,Webelievewecanpersuadeouruserstodiverttheirpurchasetoyou.,我们相信能说服客户转向你方购货。,LanguagePoints,approachv.与接洽,曾有几家买主与我接洽索要花生的供货。,请与在你地的我方代理直接联系。,Pleaseapproachouragentatyourenddirectly.,Severalbuyershaveapproachedusforthesupplyofpeanuts.,Theyhaveapproachedthatfactoryseveraltimesforwaterpollution.,他们已就水污染一事多次与那家工厂联系。,LanguagePoints,beinreceiptof收到uponreceiptof一收到就onreceiptof一收到就afterreceiptof收到后,protractedadj.拖延的；延长的；持久的,receiptn收到；收据,finalizev.把最后定下来（指交易搞定）,LanguagePoints,salesconfirmation销售确认书purchasecontract购货合同purchaseconfirmation购货确认书,salescontract销售合同,Chineseversionoftheletter,执事先生：你方6月26日的报盘收悉，十分遗憾你们没有接受我们的还盘。由于我们急需此货并渴望与你方做成这笔交易，所以我们竭尽全力说服我方客户接受你方每件35美元的报盘。幸运的是我温哥华客户最终改变了主意又与我接洽同意接受你方交易条件订购3000打上述货物。我们很高兴经过长期函电往来，终于达成了首笔交易。期待收到你的销售合同，一经收到该合同，我们即开立有关信用证。谨呈，,Letter4Decliningthecounteroffer,LanguagePoints,bedisappointedathearingthat听到感到失望bedisappointedinsb/sth对某人（某事）失望bedisappointedofonespurpose/hopes没有达到目的（希望）,1.disappointv.使失望,Muchaswewouldliketocometotermswithyou，wecannotentertainyourcounteroffer,2.muchasph.虽然很,虽然很想与你方达成这笔交易，但不能考虑接受你方的还盘。,LanguagePoints,3.thebestwecando我们至多所能做的；我们能够做得最好的,类似表达法：thefurtherwecangoallwecando,当买方对卖方说thebestwecando往往指把价格稍提高一点；反之，当卖方对买方说thebestwecando则指将价格稍降低一点。当然，除了指价格外，thebestwecando还可以指其它的交易条款，如支付条件、交货期、装运条件等。,LanguagePoints,4.seeoneswaycleartodosth.设法做；有可能做seeoneswaycleartodoingsth.设法做；,我们无法再增加数量。,ShedidntseeherwaycleartolendingmethemoneyIneeded.,她没有把我需要的钱借给我。,WeshallseeourwaycleartoadvanceyourshipmentfromJune15toMay30.,我们设法将六月十五日装运给你方的货物提前到五月三十日装运。,Wecannotseeourwaycleartoincreasethequantity.,LanguagePoints,5.afloodoforders大量订单acrowdoforders大量订单alargenumberof一大批,6.sources来源,我们曾从别处（其它国家）进口标题项下的货物。,Weusedtoimportthesubjectarticlefromothersources.,LanguagePoints,7.directonesattentionto使某人注意力集中在；使某人注意inviteonesattentiontosth./thefactthatcallonesattentiontosth./thefactthatdrawonesattentiontosth./thefactthatdirectonesattentiontosth./thefactthatattractonesattentiontosth./thefactthatarrestonedattentiontosth./thefactthatbringonesattentiontosth./thefactthat提请注意某事,WewouldliketocallyourattentiontothevalidityoftheL/C.提请你方注意信用证的有效期。,LanguagePoints,8.convincev使确信；使信服；深信；确信,他马上确信读书是一种乐趣。,Heinstantlyconvincedhimselfthatreadingwasapleasure.,谁能去使他信服？,Whoisgoingtoconvincehim?,我们现在明白了报道的真实性。,Wearenowconvincedofthetruthofthereport.,LanguagePoints,9.oconsideration考虑到；顾及,Takingintoconsiderationthetransportationconditionsatyourend,wehaveespeciallyreinforcedourpackingsoastominimizetheextentofanypossibledamagetothegoods.,考虑到你方的运输情况，我们已特别加固包装，以尽可能减少损失。,Thedocumentsproducedbyyoutosupporttheclaimforcompensationareinsufficient,therefore,wecannottakeyourclaimintoconsideration.,你方为索赔而出具的文件不够充分，因此，对你方的索赔要求，我方不予考虑。,希望你方能认真考虑你们的商业信誉，立即开证，否则由此带来的损失由你方承担。,LanguagePoints,WehopethatyouwilltakeyourcommercialreputationintoconsiderationinallseriousnessandopentheL/Catonce,otherwise,youwillberesponsibleforallthelossesarisingtherefrom.,etoterms达成交易,Chineseversionoftheletter,执事先生：从3月22日来函中惊悉你方不能接受我报盘，因为其他供应商报价低于我们的价格。虽然我们非常愿意与你方在拓宽销路方面多多合作，但十分抱歉无法考虑接受你的还盘。因为事实上，我们已收到其它地区的买主按我方价格成交的大量订单。希望你方能提请客户注意这一点：不仅要考虑价格还要考虑到产品的质量。谨上，,Letter5Decliningorders,LanguagePoints,muchtoonesregret遗憾；令人遗憾,shortageofstock库存短缺,undertakev承担；答应,我们决不承担没有把握的事。,Wewillnotundertaketodoanythingwithoutbeingsurethatwecandoit.,他答应承担贸易代表团的领队。,Heundertooktheleadershipofthetradedelegation.,LanguagePoints,由于这是一个大订单，我们没有把握在三周内完成生产任务。,Asthisisanorderofsubstantialone，wecannotundertaketocompletethemanufactureoftheorderinthreeweekstime.,onaccountof由于；因为,SimilarExpressions,duetobecauseofowingto,LanguagePoints,由于你方未能在规定的时间内装运货物，我们只好撤销订单。,Wehavetocanceltheorderonaccountofyourfailuretoshipthegoodswithinthespecifiedtime.,Onaccountoflackofdirectsteamer,pleaseallowtransshipmentinyourL/C.,因为没有直达船，请在你信用证中注明允许转船。,由于品味不同，您的设计款式不适合此地市场。,Onaccountofdifferenceintaste,yourdesignsdonotsuitthismarket.,LanguagePoints,uncertaintyn变化；不肯定,Inviewoftheuncertaintyofthepricemovement，wedeemitadvisabletowithholdoffering.,由于价格动向变化不定，我们认为暂停报盘为宜。,revertv重提；复原,一旦能向你方报实盘，我们将与你重谈此事。,Wewillreverttothismatterassoonasweareinapositiontomakeyouafirmoffer.,LanguagePoints,Wehavetakenduenoteofyourrequirementsforplumbingandheatingsupplies,butregretbeingunabletosupplyatpresent.Wewillcertainlyreverttothisassoonasoursupplybecomesavailable.,我们已注意到你方需要供热管道系统，遗憾的是目前无法供货。一旦可供，我方将续谈此事。,LanguagePoints,comeintostock有库存；有货,hesitatev犹豫；踌躇,hesitatetodosth对做某事犹豫不决hesitateaboutdoingsth对做某事犹豫不决hesitateinspeaking说话吞吞吐吐donothesitatetodosth务请feelfreetodosth不犹豫做某事,倘若你方有意询购其它货物，请具体告知，切勿犹豫。,LanguagePoints,relyonph依靠；信赖,relyupon,请放心我们定会与你方密切合作。,Youmayrelyonitthatwewillcooperatewithyouclosely.,若你方欲需要其它金属箔，请随时告知详细询价。,Ifyoushouldrequireanyothermetallicfoils,pleasefeelfreetosendusyourdetailedrequirements.,Ifyouwanttobuysomeothergoods,pleasedonothesitatetoletusknowyourspecificrequirements.,Chineseversionoftheletter,执事先生：纯棉内衣今晨收到有关上述货物的第01315订单，谢谢。然而，非常遗憾由于库存短缺，我方不能接受此订单，我生产厂家因原材料变化不稳也不能答应接受你方以后交货的订单。一经新货源到来，我方将以传真与贵方重谈此事。同时，务请将你方对我们任何其它商品的具体询价寄给我们，并请放心我方会随时予以办理。谨上，,Letter6Decliningaduplicateorder,LanguagePoints,1.duplicateorder重复订单：除交货期不同于原订单外，其它交易条款与原订单完全一致,2.dueto由于；因为,九月份我应该得到升级。,IamduetopromotiontoahighergradeinSeptember.,谈判预定持续一周。,Thenegotiationisduetolastforaweek.,LanguagePoints,keepyourinquiryinourmind记住你的询盘keepyourinquiryonfileforfuturereference记住你的询盘待有机会再办,我们会留心你方对核桃仁的需求，一俟可供，即与你方联系。,Wewillkeepinmindyourrequirementforwalnutmeatandshallcontactyouonceitisavailable.,3.keepsthbeforesb记住某事,Chineseversionoftheletter,执事先生：欣然从你方6月1日来函中获悉贵公司有意向我方重复订购50公吨红糖。我们非常感谢你的想法，然而十分抱歉由于国内外需求很大目前我们不能接受任何新的订单。我们记住你的询盘，一旦能够接受新订单就会立即与你方联系无误。谨上，,SkillTraining,TrainingSituations,TheUnitedTextilesTradingCompany,thebuyer,hasreceivedtheofferfromtheseller-ChinaNationalSilkImport&ExportCorporation.Thebuyerfindsthepricetoohighandaskingforareductiononbehalfoftheircustomers.,WritealetterwiththeHints:Priceishigherthanthosefromothersuppliers.Suggestareductionby30%,otherwisebusinessisimpossible.,PracticeLessons,II.TranslatethefollowingintoEnglish:,你方还盘与现行市场价不符。,Yourcounterofferisnotinlinewiththeprevailingmarket.,很遗憾，我们的价格与你方还盘之间的差距太大。,Wearesorrythedifferencebetweenourpriceandyourcounterofferistoowide.,很遗憾我们不能把价格降到你方所表示的水平。,Weverymuchregretthatwecannotreduceourpricetothelevelyouindicated.,PracticeLessons,由于原材料短缺，制造商不能接受任何新的订单。,Owingtotheshortageofrawmaterials,themanufacturercantacceptanyneworders.,由于大量承约，我们不能接受新订单，但是一旦新货源到来，我们将随即去电与你方联系不误。,Owingtoheavycommitments,weregretthatwecannotentertainanyfreshordersforthetimebeing,butwewillcontactyoubycableassoonasthenewsuppliescome.,PracticeLessons,目前我们暂不能给你们报盘，但将记住你方的询价。,报给你方的价格是很实际的。很抱歉不能接受你方的还盘。,Wecannotofferyouatpresent,butwewillkeepyourenquirybeforeus.,Thepricewequotedisquiterealistic.Andweregretthatyourcounterofferisunacceptabletous.,PracticeLessons,你方必须降价百分之二左右，否则没有成交的可能。,请随时告知你处市场的供货情况。,Youmustreduceyourpriceby2%otherwisebusinessisimpossible.,Pleasekeepusinformedofthesupplypositioninyourplace.,Thepricewequotedisquitereasonable,whichhasbeenacceptedbytheotherbuyersatyourend.,我们的报价相当合理，（这）已为你地其他客户所接受。,WefromyourletterofMay15thatyouarethe_forgreentea.,Asthemarketis,yourpriceisontheside.,PracticeLessons,III.Fillingthemissingwords:,Wecannotcleartoreducethepricetothelevelyou.,YouassuredthatthegoodsunderSalesContractNo.9898willbeshipped.,Wehopetobusinessatsomethingourlevel.,declining,found,high,note,in,market,see,our,way,indicated,close,near,may,rest,without,delay,PracticeLessons,Sinceyourpriceiswiththeprevailingmarket,itisnotforthebuyersatourtoaccept.,Whileweappreciateyourintention,weregre