外贸英语函电课件unit5

Unit5还盘Counter-offers,学习目标,熟悉还盘和回复还盘信函的写作步骤熟悉还盘和回复还盘信函的写作原则掌握还盘和回复还盘信函的常用句式,Acounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.Thebuyermayshowdisagreementtotheprice,orthepacking,ortheshipmentandstatehisowntermsinstead.,还盘概述,一方报盘，对方若不同意其内容，可以还盘。还盘是指对所收到的发盘条件表示不同意或不完全同意，但愿意就交易的达成做进一步的洽商的回复，也称还价。根据联合国国际货物销售合同公约的规定，受盘人对货物的价格、付款方式、质量、数量、交货时间与地点及一方当事人对另一方当事人的赔偿责任范围或解决争端的办法等条件提出添加或更改均属于还盘。,StructureoftheCounteroffer,Opentheletterbythankingtherecipientforhisoffer.Declinetheoriginalofferbyprovidingtherecipientwithdetailedandreasonablereasons.Putforwardthedesiredbusinessconditionsandtrytopersuadetherecipienttoacceptthem.Closetheletterbyexpressingexpectationsforafavorablereply.,Inmakingacounteroffer,onehastostatethetermsmostexplicitlyandusewordsverycarefullysoastoavoidambiguityormisunderstanding,thesamewayasoneusuallydoesinmakinganoffer.Whenabuyerrejectanoffer,heshouldwriteandthankthesellerforhistroubleandexplainhereasonforrejection.Nottodosowouldshowalackofcourtesy.,示例1,DearSirs,WeareinreceiptofyourletterdatedonJuly12,offeringus100casesofliquoratUS$400percaseontheusualterms.Inreply,weregrettoinformyouthatwefindyourpricetoohigh.WefindthatwecanobtainapriceofUS$370percasefromalocalfirm.Wehavebeenverypleasedwithyourproducts,however,thedifferenceinpriceistoobig.Ifyoucanseeyourwaycleartomeetthesefigures,wewouldbepleasedtoplacewithyouanorderthatwillcarryusfortherestofthisyear,andthatorderislikelytobeoneofthelargestthatwehaveeverplacedwithyou.Wewishtoreceiveyourfavourablereplyassoonaspossible.Sincerely,beinreceiptof已收到,Weareinreceiptofyourletter,requestingustoquotefor1000dozenofmensshirts.WeareinreceiptofyourL/Ccovering1000pairsofleathershoes,Weregretto.that,WeregrettosaythatwenolongermanufacturethearticleyouenquiredaboutWeregrettoinformyouthatduetoproblemswithoursupplier,ItemNo.10-14-71,ABCcompany,isnotyetavailable.,toohigh过高,偏低onthelowside偏高beonthehighside太高、太低toohigh/low有点儿高（低）alittlehigh/lowComparedwithothersuppliers,yourpriceisratheronthehighside.Ourproductsareofhighquality,soourpriceisalittlehigh.,还盘信函的种类一、买方要求降价的还盘信函,要求降价就是对价格条件的还盘,这样的还盘信要注意表明降价的理由，例如：报价高于当地市价；可以用较低的价格获得类似质量的商品；可以从别的供应商处以较低的价格购进该商品；该商品的市场疲软等。并提出降价的幅度。,示例3,DearSirs,ThankyouforyourletterofAugust2quotingforblackteaat$1000percaseofcartons,butweregretthatatthispricewecannotplaceanorder.Weareworkingtoanumberoflongtermcontractsunderwhichitisimpossibleforustoreviseourprices/andhadyourown,pricesbeenwithinourreachwecouldhaveplacedregularlargeorders.Wethereforehopeyouwillreconsideryourquotationandfinditpossibletoofferalowerprice,calculatedonthebasisofmonthlyorderforaminimumoffiftycases.Faithfullyyours,示例2,DearMs.Brook,ThankyouforyourletterofMay13abouttheofferforyourbamboochairs.Althoughweappreciatethequalityofyourproducts,weregrettosaytheirpriceistoohighforustoaccept.ReferringtotheSalesConfirmationNo.89SP-754,youwillfindthatweordered500bamboochairsofthesamemodelataprice5%lowerthan,yourpresentprice.Besides,sinceweplacedthelastorder,priceforrawmaterialshasdecreasedconsiderably.Acceptingyourpresentpricewillmeangreatlosstous.Wewouldliketoplacerepeatorderswithyouifyoucouldreduceyourpriceatleastby3%.Otherwise,wewillhavetoshifttotheothersuppliersforoursimilarrequest.,Wehopeyouwilltakeoursuggestionintoseriousconsiderationandgiveusyourreplyassoonaspossible.Yourstruly,拒绝降价就是对买方提出的价格条件的否定还盘。这样的还盘信要注意强调坚持原价并阐述无法降价的理由。例如，正处在销售旺季，已收到对方所在地区进货尚的大量订单；销售利润已低至极限；着眼点应在该商品的质量上等等。或者推荐对方购买与所要求价格相近的，价格较低的替代商品。,二、卖方拒绝降价的还盘信函,示例4,DearSirs,ThanksforyourletterofApril12.Weregrettofindthatwedidntagreeontheprice.Muchaswewouldliketocooperatewithyouinexpandingsales,weareregretfulthatwecannotacceptyourcounter-offer,asthepricewequoteisratherrealistic.Throughourstudyofyour,marketsituation,weareconfidentourofferiscompetitive.Asamatteroffact,wehavereceivedalotofordersfrommanycountriesatthatprice.Ifyoucouldacceptourpriceaftercarefulconsideration,pleasedoletusknow.Onaccountofalimitedsupplyavailableatpresent,wewouldaskyoutoactquickly.Wearelookingforwardtoyourearlyreply.Yourssincerely,示例5,DearSirs,Wehavecarefullyconsideredyourcounter-proposalof20Augusttoourofferofporcelainwares,butverymuchregretthatwecannotacceptit.Infact,thepricesquotedinourletterof15Augustleaveuswithonlythesmallestmargins,andarelowerthanthoseofourcompetitorsforgoodsofsimilarquality.,Theporcelainusedinthemanufactureundergoesaspecialpatentedprocess,whichpreserveoriginalityandincreasesdurability,thefactthatwearethelargestsuppliersofporcelainwaresinthiscountryisinitselfevidenceofthegoodvalueofourproducts.Wehopeyouwillgivefurtherthoughttothismatter,butifyouthenstillfeelyoucannotacceptourofferwehopeitwillnotpreventyoufromapproachingusonsome,Weshallalwaysbehappytoconsidercarefullyanyproposalslikelytoleadtobusinessbetweenus.Sincerelyyours，,三、卖方作出降价让步的还盘信函,作出降价让步就是对买方提出的价格条件有条件地进行减让的反还盘。这样的还盘信要注意坚持原报价的合理性、突出给予降价让步的动机和意愿。例如，原报价符合市价；考虑到以前获得的帮助、双边的贸易关系；为发展与对方的业务等。还要明确降价的幅度和实现降价的附带条件：数量折扣、规定日期内订货的折扣等。,示例7,DearSirs,WeacknowledgewiththanksreceiptofyourenquiryofJune1,andarepleasedtohearthatyouareinterestedinourporcelainwares.Intheletter,youaskedusforaspecialpricediscountof5%ofthepricelist.Whileappreciatingyourorder,wefeelwemustpointoutthatourlistedpriceshavealreadybeencuttotheminimumpossible,andour,goodsareunobtainableelsewhereatourrate.Wearesurethegoodqualityofourproductsandreasonablepricewillequipyouwithgreatcompetitiveedgeinyourmarket.Weshould,however,bepleasedtoallowyoutherequested5%ifyoucaretoraiseyourorderto6,000setsandweawaityourconfirmationbeforeputtingthematterinhand.Withourbestregards.Yoursfaithfully，,示例6,WehavereceivedyourletterofFeb.27andinyourletteryoumentionedthatyoufoundourquotationfortheabovementionedcommoditytoohightoaccept.YouexplainedthatthesimilargoodsofSpanishoriginhavebeenofferedatapriceabout10%lowerthanours.Whilewedonotdoubtwhatyousaid,wearesurethatthequalityoftheSpanishgoodsisfarfrombeingcomparabletoours,Howeverdesirouswearetodeveloptradebetweenus,weverymuchregretthatwecannotacceptyourcounter-offer.Thebestwecandoistoallowyoua2%reductioninprice.Pleasenotethisisthebestwecandoandwehopeyouwillacceptit.Asourstocksarerunninglow,itisadvisableforyoutomakeanimmediatedecision.Wearelookingforwardtoyourfavourablereply.Yoursfaithfully,四、要求提价的还盘信函,对原定价格的提价或是对对方价格条件的还盘：由于某些不利因素的影响，卖方对双方曾经同意的某种商品的价格上调。这样的还盘先要注意说明提价的客观性：商品市价在上扬、材料价格上涨、运输费用的提高等。,示例8,DearSirs,WewishtoinformyouthatwehaveincreasedthepricesoftheporcelainvasewequotedyouinourletterofMay16by2%.OurnewpriceswilltakeeffectonMay21andwewillkeepthisofferfortwoweeks.Therearetworeasonsfortherisingoftheprices.First,theriseinfreightcostduetotheexplosionofoilprices;second,theincreaseinthepricesofmaterials.,Weknowfrequentchangesofpricesarethemostunwelcome,butweneedtocovertheincreasingcostsandcannotkeeptheoriginalpricesanymore.Infact,thenewpricesarestillabout2%belowthemarketlevel.Thereasonwhyweofferthelowpricesisthatwewouldliketocontinueourbusinesswithyou.Furthermore,weareconfidentthegoodqualityandfashionabledesignsofourvaseswillhelpyoualottostandfirmlyinyourmarket.,Wewishyouwillplaceyourordersassoonaspossible.Yoursfaithfully,还盘实用句型,1.Weregrettosaythatyourquotationisoutoflinewiththeprevailingmarketatthisend,soitisdifficultforustoacceptit.2.Asyoudontagreetoreduceyourprice,wewillhavetopurchasethegoodselsewhere.3.Theofferisfirm(good/open/valid)subjecttoyourreplyby6p.m.,Beijingtime,Wednesday,May.,4.Wewouldliketopointoutthatitisourpracticetosetasmallestquantityforanysale,whichenjoysaspecialpricediscountof2%ofthepricelist.5.Wefeelwemustpointoutthatourlistedpriceshavealreadybeencuttotheminimumpossible,andourgoodsareunobtainableelsewhereatourrate.6.Informationhereshowsthatthemakesyouofferedcanbepurchasedfromothersourcesatmuchlowerprices.,7.WithyourpriceImafraidyoullstandverylittlechanceofobtainingthebusiness.8.Weareoftheopinionthatifyoucouldincreaseyourorderto3000pieceswewouldallowa5%discount.9.Takingintoconsiderationourfriendlybusinessrelations,wewouldexceptionallycomplywithyourrequestbyreducingourpriceto$25perpieceCFRSanFrancisco.10.Inviewofthefactthatwehavedonealotofbusinesswithbuyersatthisprice,wecannotreduceanypriceanyfurther.,P59Ex.1,WehavereceivedyourletterofApril9,inwhichyoumentionedthatyoufindourquotationfortheironwiretoohightoaccept.Muchaswewouldliketocooperatewithyouinexpandingsales,weareregretfulthatwecannotacceptyourcounter-offer.Therearethreereasonsforthis.First,thepricesofmaterialshaveincreasedlargely;second,yourorderof1000kgistheminimum,quantitywerequireandIamafraidnodiscountisavailableforsuchanorder;third,withhighqualityconsidered,ourpriceisveryreasonable.Besides,throughourstudyofyourmarketsituation,weareconfidentourofferiscompetitive.Asamatteroffact,wehavereceivedalotofordersfrommanycountriesatthatprice.,Weareconfidentthegoodqualityofourironwirewillhelpyoualottostandfirmlyinyourmarket.Andasourstocksarerunninglow,itisadvisableforyoutomakeanimmediatedecision.Ifyoucannotacceptourprice,wewelcomeyoutopayattentiontootherproductsofours.Wewillgivepromptandfavorableresponsetoanyotherinquiriesofyours.,英译汉,1.鉴于当前行情看涨，我方恐不能接受贵方400美元的低价。2.我方希望贵方能重新调整下价格以使其与国际行情保持一致。3.尽管你方出价低于我方的一般价格，但是为了能与贵方开始生意往来，我方愿破