chapter5-response-to-offer.ppt

Chapter5ResponsetoOffers,BusinessEnglishCorrespondence,Review,ResponsetoOffers,InformationRelated,SampleLetterStudy,UsefulExpressions,Translating,LetterWriting,Contents,InformationRelated,InformationRelated,Ifabuyerfeelsthatthegapbetweentheofferandhisexpectationistoowidetobebridged,hemaychoosetodeclinetheofferandendthenegotiation.Silenceandinactivityduringthevalidityoftheofferequalstodeclining.Theofferee(受盘方)cannotrevivetheofferthatisdeclined.(Iftheoffereedeclinedtheoffer,hecantrevivetheoffer.),Declininganoffer,InformationRelated,Acounter-offerisapartialrejectionoftheoriginalofferandmayshowdisagreementtotheprice,orpacking,orshipment,andstatehisowntermsinstead.Acounter-offerisactuallybotharejectiontotheoriginalofferandanewoffer(buyersbid)madetotheoriginalofferer/seller.Acounter-offerplaysdualroles:1)arejectiontotheoriginaloffer;2)anewoffer(thebuyeristheofferer,theselleristheoffereeandthesellercanchoosetomakeacountercounter-offer).,ConditionalAcceptance(Counter-offer),InformationRelated,Theoffereeiswillingtoenterintoacontractwiththeoffereraccordingtothetermsandconditionsagreedupon.Theword“offer”hereincludescounter-offersaswell.Acontractisconcludedatthemomentwhenanacceptanceofanofferbecomeseffectiveinaccordancewiththeprovisionsoftheconvention.,EntireAcceptance,LettersofResponsetoOffers,Sampleletter5:Acceptanoffer,Sampleletter1:Declineanoffer,SampleLetterStudy,Sampleletter3:Revisedoffer,Sampleletter2:Counter-offer,Sampleletter4:Countercounter-offer,SampleLetter1:declineanoffer,Usefulexpression,Wordsandphrases,Sampleletter,Writingsteps,WordsandPhrases,toquoteforsth./tomakeaquotationforsth.,placetheorderelsewhere,inviteaquotation/anoffer,从别处定货,邀请报价/邀盘,对某种商品报价,SampleLetter1,Textbook,P72-73,WritingSteps,1.Theneutralopening:Beindirectanduseneutralexpressions:(Thankyoufortheofferof)(Weappreciateyourtroubleinmakingusanoffer),2.Conveytheunpleasantnewsandexplainthereasonsbriefly.(Regretfullywecannotacceptyouroffer.Yourpricesaremuchhigherthanthosewehavepreviouslypaidfor.),3.Theclosing:Becourteousandsincere.(Thankyouforyourtroubleinthismatter.Weshallcontinuetoplaceordersandwillinviteyourquotationsonthislineinthefuture.),UsefulExpression,1.我们赞赏贵方产品的良好品质，但贵方报价大大高于此前我们所购同等质量草纸板的价格。,Weappreciatethegoodqualityofyourproducts,butyourpricesaremuchhigherthanthosewehavepreviouslypaidforthestrawboardsofthesamequality.,2.我们将继续订购此类产品，并且今后会继续邀请贵方报价。,Weshallcontinuetoplaceordersandwillinviteyourquotationsonthislineinthefuture.,SampleLetter2：counter-offer,Usefulexpression,Wordsandphrases,Sampleletter,Writingsteps,WordsandPhrases,articlesinthemediumpricerange.,makesomeallowance/discountonyourquotedprices,asmallprofitonoursales,在贵方所报价格上打折,销售利润微薄,中等价位的货品,SampleLetter2,Textbook,P73-74,WritingSteps,1.Thankthesellerforhisoffer,2.Tellthereaderwhattermsyouareunabletoacceptandexplainswhy.,3.Giveyournewoffer/quotation.,.,4.Endtheletterwithyourhopeforafavorablereplyandyourconfidenceinsuccessfulcooperation,UsefulExpression,1.我们对产品质量满意，但遗憾的是，贵方价格偏高.,2.接受贵方报价，我们的销售利润微薄.,Weappreciatethegoodqualityofyourproducts,butunfortunatelyyourpricesappeartobeonthehighside.,Toacceptthepriceswouldleaveuswithonlyasmallprofitonoursales.,UsefulExpression,3.我方市场上需求的主要是中等价位的货品。,4.我们喜欢贵公司产品质量，希望有机会同你们合作。,Theprincipaldemandinourmarketisforarticlesinthemediumpricerange.,Welikethequalityofyourgoodsandwouldwelcometheopportunitytodobusinesswithyou.,SampleLetter3,Usefulexpression,Wordsandphrases,Sampleletter,Writingsteps,WordsandPhrases,tooffer/giveyouaspecialdiscount,new/revisedoffer,placeanorder,新报价,下订单,SampleLetter3,Textbook,P74-75,WritingSteps,1.Thankthebuyerforhiscounter-offer.,2.Tellthereaderwhetheryoucanaccepthiscounter-offerandexplainwhy.(Ifnot,giveyournewofferorquotation),3.Endtheletterwithyourhopeforafavorablereplyoryourconfidenceinsuccessfulcooperation.,UsefulExpression,传真收悉，很遗憾得知,我们认为价格没有超出合理水平。,Iamsorrytolearnfromyourfaxofthat,Wedonotfeelthatthepricesareatallexcessive.,UsefulExpression,对于贵方第一批2500件定货，我方给予4%折扣。,这是我们能作的最大让步。,Weofferyouaspecialdiscountof4%onafirstorderfor2,500pieces.,Itisthefurthestwecangotohelpyou.,SampleLetter4Countercounter-offer,Usefulexpression,Wordsandphrases,Sampleletter,Writingsteps,WordsandPhrases,initialorders,chargeyoursubsequentordersto/ontheaccount,establishanaccountwithus,后续定单可记帐,和我方建立帐户,起始定单/首次定单,SampleLetter4,Textbook,P75-76,WritingSteps,1.Expressthanks-theneutralopening:Beindirectanduseneutralexpressions:(Thankyoufortheofferof),2.Conveytheunpleasantnewsandexplainthereasonsbriefly.,3.Theclosing:Becourteousandsincere.,UsefulExpression,1.感谢贵公司与我们合作意愿。,2.我们政策规定以不可撤销信用证或银行汇票在交货时或交货之前付款。,Weappreciate/Thankyouforyourinterestindoingbusinesswithus.,OurpolicyrequirespaymentbyirrevocableL/Corbankersdraftonorbeforedelivery.,SampleLetter5：acceptanoffer,Usefulexpression,Wordsandphrases,Sampleletter,Writingsteps,WordsandPhrases,concludethetransaction,entertainorders,Youmayrestassured,WordsandPhrases,fulfillanorder,SalesConfirmation,countersign,SampleLetter5,Textbook,P76-77,WritingSteps,1.Stateyouracceptance.(Weacceptyourcounter-offerofMarch2andarepleasedtoconfirmhavingconcludedthetransactionofthecaptionedgoodswithyou.),2.Urgethereadertoactasrequiredbytheagreement.(YourL/Cmustreachherebytheendofthismonth.Otherwise,shipmenthastobedelayed.)(WeencloseourSalesConfirmationNo.123induplicate.Pleasecountersignandreturnusonecopyforfiles/records.),3.Endtheletterbyshowingyourconfidenceinthesmoothexecutionofthetransaction.(Ifthisorderisexecutedsatisfactorily,weshallbehappytoplacefurtherorderswithyou.)(wetrustthatourproductswillturnouttoyoursatisfaction.),UsefulExpression,1.请放心，我们会如约履行定单。,2.请会签并寄给我们一份存档。,Youmayrestassuredthatyourorderwillbefulfilledascontracted.,Pleasecountersignandreturn/sendusonecopyforrecords/files.,UsefulExpression,我们欣赏贵方产品的良好品质，但贵方报价大大高于此前我们所购同等质量草纸板的价格。,Weappreciatethegoodqualityofyourproducts,butyourpricesaremuchhigherthanthosewehavepreviouslypaidforthestrawboardsofthesamequality.,我们将继续订购此类产品，并且今后会继续邀请贵方报价。,Weshallcontinuetoplaceordersandwillinviteyourquotationsonthislineinthefuture.,UsefulExpression,传真收悉，很遗憾得知,我们不认为价格超出合理水平。,Iamsorrytolearnfromyourfaxofthat,Wedonotfeelthatthepricesareatallexcessive.,1.Offersb.sth.ataprice2.Give/make/sendsb.anofferforsth.atToacceptanofferToconfirmanofferTodeclineanofferToentertainanofferToextendanofferTowithdrawanofferTocancelanofferTorenewanoffer,Usefulexpression,UsefulExpression,对于贵方第一批2500件定货，我方给予4%折扣。,这是我们能作的最大让步。,Weofferyouaspecialdiscountof4%onafirstorderfor2,500pieces.,Itisthefurthestwecangotohelpyou.,UsefulExpression,我们对产品质量满意，但遗憾的是，贵方价格偏高。,接受贵方报价，我们的销售利润微薄。,Weappreciatethegoodqualityofyourproducts,butunfortunatelyyourpricesappeartobeonthehighside.,Toacceptthepriceswouldleaveuswithonlyasmallprofitonoursales.,UsefulExpression,我方市场上需求的主要是中等价位的货品。,我们欣赏贵公司产品质量，希望有机会同你们合作.,Theprincipaldemandinourmarketisforarticlesinthemediumpricerange.,Welikethequalityofyourgoodsandwouldwelcometheopportunitytodobusinesswithyou.,UsefulExpression,感谢贵公司与我们合作意愿。,我们政策规定以不可撤销信用证或银行汇票在交货时或交货之前付款。,Weappreciateyourinterestindoingbusinesswithus.,OurpolicyrequirespaymentbyirrevocableL/Corbankersdraftonorbeforedelivery.,UsefulExpression,请放心，我们会如约履行定单。,请会签并寄给我们一份存档.,Youmayrestassuredthatyourorderwillbefulfilledascontracted.,Pleasecountersignandreturn/sendusonecopyforrecords/files.,Translating,报给你方的价格是很实际的，很抱歉不能接受你方的还盘。,Thepricewequotedisquiterealistic,soweregretthatyourcounterofferisunacceptabletous.,Translating,我们欣赏贵方产品的良好品质，但贵方报价大大高于此前我们所购同等质量草纸板的价格。,Weappreciatethegoodqualityofyourproducts,butyourpricesaremuchhigherthanthosewehavepreviouslypaidforthestrawboardsofthesamequality.,我们将继续订购此类产品，并且今后会继续邀请贵方报价。,Weshallcontinuetoplaceordersandwillinviteyourquotationsonthislineinthefuture.,Translating,传真收悉，很遗憾得知,我们不认为价格超出合理水平。,Iamsorrytolearnfromyourfaxofthat,Wedonotfeelthatthepricesareatallexcessive.,Translating,对于贵方第一批2500件定货，我方给予4%折扣。,这是我们能作的最大让步。,Weofferyouaspecialdiscountof4%onafirstorderfor2,500pieces.,Itisthefurthestwecangotohelpyou.,Translating,我们对产品质量满意，但遗憾的是，贵方价格偏高.,接受贵方报价，我们的销售利润微薄。,Weappreciatethegoodqualityofyourproducts,butunfortunatelyyourpricesappeartobeonthehighside.,Toacceptthepriceswouldleaveuswithonlyasmallprofitonoursales.,Translating,我方市场上需求的主要是中等价位的货品。,我们欣赏贵公司产品质量，希望有机会同你们合作。,Theprincipaldemandinourmarketisforarticlesinthemediumpricerange.,Welikethequalityofyourgoodsandwouldwelcometheopportunitytodobusinesswithyou.,Translating,感谢贵公司与我们合作意愿。,我们政策规定以不可撤销信用证或银行汇票在交货时或交货之前付款。,Weappreciateyourinterestindoingbusinesswithus.,OurpolicyrequirespaymentbyirrevocableL/Corbankersdraftonorbeforedelivery.,Translating,请放心，我们会如约履行定单。,请会签并寄给我们一份存档。,Youmayrestassuredthatyourorderwillbefulfilledascontracted.,Pleasecountersignandreturn/sendusonecopyforrecords/files.,你方还盘与现行市场行情有出入。Inlinewith/outoflinewithThepresent/current/rulingmarketThepriceyoucounter-offeredisoutoflinewiththeprevailingmarketlevel.很遗憾我们不能把价格降到你方所表示的水平。Weverymuchregretthatwecannotreduceourpricetothelevelyouindicated.报给你方的价格是很实际，很抱歉不能接受你方的还盘。Thepricewequotedisquiterealistic.Andweregretthatyourcounterofferisunacceptabletous.,很遗憾地说，由于市场下跌，除非你们降价4%，否则我们无法成交。Weregrettosaythatwecantcometotermsunlessyoureduceyourpriceby4%becauseofthedecliningmarket.我们以产品质优、价格合理、服务可靠而著称。Weareknownforourhigh-qualityproducts,reasonableprices,andreliableservices.,LetterWriting,key,情景：你公司收到ABC公司2月10日200件项链的报盘，价格为CIF上海每件500美元。你公司买主认为价格偏高。市场情况是别国生产的同类产品以低于10%价格出售。二者价格差异不应达到10%。为了进行交易，你公司进行还盘，还盘价格为CIF上海每件420美元。请写一封还盘信。,LetterWriting1,STEPS：1.告知收到发盘2.认为价格太高，说明市场情况3.提出意见，进行还盘4.建议卖方接受还盘,Key,DearMr.ThankyouforyourletterofFebruary10offeringUSD200dozenofwomenshortskirtsatUSD50perpieceCIFShanghai.Weregrettoinformyouthatourbuyerherefindyourpricemuchtoohigh.Welearnthatthesimilarproductshavebeensoldatapriceabout10%lowerthanyours.Wedonotdenythatthequalityofyourproductsisslightlybet