Counter-offerPPT课件

-,1,Counter-offer,-,2,Objectives,1.还盘的内容2.还盘信的基本写法3.还盘信中常用的词汇及表达方式,通过本章的学习，帮助学生掌握:,-,3,counter-offer还盘，是外贸业务用语，指受盘人对收到的报盘提出修改条件。该词可作动词或名词。Ifourofferisnotacceptable,pleasefaxyourbestcounter-offer.如果不能接受我方报盘，请发传真告知你方最好的还盘。Thepriceyoucounter-offeredisunreasonable.你方还盘价格不合理。,-,4,Introduction,Acounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.,Definitionofacounter-offer:,-,5,Introduction,Opentheletterbythankingtherecipientforhisoffer.Declinetheoriginalofferbyprovidingtherecipientwithdetailedandreasonablereasons.Putforwardthedesiredbusinessconditionsandtrytopersuadetherecipienttoacceptthem.Closetheletterbyexpressingexpectationsforafavorablereply.,Lettersincludingacounter-offercanbewritteninthefollowingstructure:,-,6,DearMr.Zhang,Re:GreenTeaExtractandPorcelainTeaSetWeacknowledgewiththanksreceiptofyourofferofMay8forthesubjectgoods.Inreply,weregrettosaythatwecantacceptit.Yourpricesareratheronthehighsideandoutoflinewiththeworldmarket.InformationindicatesthatsomeparcelsofJapanesemakehavebeensoldatamuchlowerlevel.,-,7,Wehaveseenyoursamplesandadmitthattheyareofhighquality,butthereshouldnotbesuchabiggapbetweenyourpricesandthoseofothersuppliers.Inordertoconcludethetransaction,wesuggestthatyoureducethepricesofbothproductsby,say30%.Wehopeyoucanacceptthecounterofferandwaitforyourfavorablereply.Trulyyours,GlobalTeaBags(Pvt)Ltd,-,8,acknowledge承认收到来信,WeacknowledgereceiptofyourletterdatedJuly2.Weacknowledgereceiptofyourordercovering3metrictonsofgroundnuts.,我方已收到你方关于3公吨花生的定单。,我们已收到你方7月2日来信。,NewWords&Expressions,-,9,beinreceiptof收到,Weareinreceiptofyourletter,requestingustoquotefor1000dozenofmensshirts.WeareinreceiptofyourL/Ccovering1000pairsofleathershoes.,。,我们已收到你方关于1000双皮鞋的信用证。,我方已收到你方要求我方报1000打男式衬衫的信。,-,10,beonthehighside（价格）偏高,Comparedwithothersuppliers,yourpriceisratheronthehighside.Thepriceforcottonisratheronthehighsideinourcountry,sowehavetopurchasefromothercountries.,与其他供应商相比，你们的价格偏高。,在我们国家棉花的价格偏高，所以我们不得不从其他的国家购买。,-,11,beoutoflinewith与不一致,Yourpriceisoutoflinewiththeprevailinginternationalmarket.Inordertoenlargethesales,ourpriceshouldbeinlinewiththeworldmarket.,beinlinewith与一致,你方的价格与现行市场价格不一致。,为了扩大销售，我们的价格应与世界市场价格相一致。,-,12,Informationindicatesthat有消息表明,InformationindicatesthatthepriceofriceisrisingsharplyinThailand.Informationindicatesthatthisproductispopularamongyoungpeople.,有消息表明在泰国大米的价格正急剧增长。,有消息表明这个产品很受美国年轻人的欢迎。,-,13,sellat,Duringthedomestictrialperiod,wewillsellthesenewproductsatfavorableprices.对与订购数量达到1000台的，我们将已每个20美元的价格销售。,在国内试销期间，我们将以优惠的价格销售这些新产品。,Onordersover1000sets,wellsellat$20each.,-,14,beofhighquality,Wecanassureyouthatourproductsareofthebestquality.Thequalityofyourproductsissobadthatwehavenochoicebuttoreturnthemtoyou.,我能向你保证，我们的产品拥有最优良的品质。,你们产品的质量太差，我们不得不将他们退还给你们。,-,15,gapbetweenand,Thegapbetweenyourpricesandthoseofothersuppliersshouldnotbesobig.Thegapbetweenyourpriceandthepricewecanacceptistoobig.,你们的价格与其他供应商的价格之间不应该有这么大的差距。,你方的价格与我们所能接受的价格相差太远。,-,16,Say例如,Return,Forsuchabigorderlikeours,wesuggestthatyoumakeareduction,say20%.你方能否降价，比方说20%。,Couldyoureducethepriceby,say20%?,对于像我们这么大的定单，我们建议你方降价，比方说20%。,-,17,reduce,如果你方能将价格降至每个5美元，我们将大量订购。我们不能降价20%。,Ifyoucouldreducethepriceto$5each,wewillorderinlargequantities.,Itisimpossibleforustoreducethepriceby20%.,-,18,reduceto/byPleasereducethepriceby$20.Pleasereducethepriceto$20.,请将价格降低20美元。,请将价格降至20美元。,reductionn.减少，降低makeareductionof%inprice把价格降低多少Youarerequestedtomakeareductionof10%inyourpricetoattractmorecustomers.为了吸引更多客户，请你们降价百分之十。,-,19,asto关于，至于,Astotermsofpayment,werequireL/C.至于样品，我们将尽快另寄给你方。,关于付款，我们要求用信用证。,Astothesamples,wellsendthemtoyouunderseparatecoverassoonaspossible.,-,20,rock-bottomprice最低价,Thisisourrockbottomprice.Wewontmakeanyfurtherreductions.Ourrock-bottompriceis500/MT,andcannotbefurtherlowered.,这是我们的最低价了。我们不能再降价了。,我们的最低价是每公吨500欧元，不能再降价了。,-,21,Yourpriceistoohigh.你方价格太高。类似的表达方式还有：Yourpriceisabithigh.你方价格有点高。Yourpriceisexcessive.你方价格过高。Yourpriceisratherstiff.你方价格相当高。Yourpriceisprohibitive.你方价格令人望而却步。Yourpriceisfoundonthehighside.你方价格偏高。,-,22,dobusinesswith做生意,Inordertodobusinesswithyou,wedecidetoreducethepriceby30%.我们与世界各国的人做生意。,为了与你方做生意，我们决定降价30%。,Wedobusinesswithpeoplearoundtheworld.,-,23,Inregardtoshipment,wehopeitwillbemadewithinoneweek.Inregardtoinsurance,wewillcoverfor110%oftheinvoicevalue.,关于装运，我们希望能在一个月之内装运。,关于保险，我们将按发票金额的110%投保。,Inregardtoasto,-,24,recommend,WetaketheadvantageofrecommendingournewproductswhichhavebeensellingwellinEurope.WerecommendyoutomakethepaymentbyL/Cforitwillgiveyousomeadditionalprotection.,我们利用此次机会向你们推荐新产品，这些产品在欧洲销售很好。,我们建议你们用信用证付款，这会给你额外的保护。,-,25,makesomeconcessions,Ifyoucouldmakesomeconcessions,sayareductionof10%,wemayconcludethetransaction.Wewontmakeanyconcessions,forwewillnotmakeanyprofitsatthepriceyounamed.,如果你能让步，比方说10%，我们也许能达成交易。,我们不能让步，因为以你们指定的价格我们将无利可图。,-,26,Letusmeeteachotherhalfway,LetusmeeteachotherhalfwayandmakethepaymentbyD/P.让我们双方各让一步，将价格降低5%。,让我们双方各让一步，用付款交单的方式付款。,Letusmeeteachotherhalfwayandreducethepriceby5%.,-,27,tieup占据资金,TomakethepaymentbyL/Cwilltieupourmoney.Thepurchaseofrawmaterialhastiedupourmoney,sowecantmakethepaymentimmediately.,用信用证付款将占据我们的资金。,购买原材料占据了我们的资金，所以我们不能立即付款。,-,28,makethepayment,Forspecialproductslikeflowers,werequestthepaymenttobemadeinadvance.因为订购量很大，所以我们要求用信用证的方式付款。,对于像花这样的特殊产品，我们要求预先付款。,Sincetheorderisquitelarge,werequestthepaymenttobemadebyL/C.,-,29,Weregrettosaythat,Weregrettosaythatwearenotinapositiontoreducethepricetothelevelyoumentioned.我们很遗憾不能在一个月内装运。,我们很遗憾，我们不能将价格降到你提及的水平。,Weregrettosaythatwecantmakethepaymentwithinonemonth.,-,30,Itourusualpracticeto我们的惯例是,Itisourusualpracticetocovertheinsurancefor110%oftheinvoicevalue.Itisourusualpracticetoplaceatrialorderbeforeplacingalargeone.,我们的惯例是按发票金额的110%投保。,我们的惯例是在大量订购前先试订购。,-,31,Thebestwecando,Thebestwecandoistogiveyouadiscountof20%.我们最多只能将价格降到每个23欧元。,Thebestwecandoistoreducethepriceto23each.,我们最多只能给你们打8折。,-,32,Wewishtodrawyourattentiontothefactthat请注意,WewishtodrawyourattentiontothefactthatwewillnotacceptthepaymentbyD/Pforordersof$10,000ormore.请注意此报盘的有效期为5天。,请注意我们对于金额达到1万或1万美元以上的订购，不接受付款交单的付款方式。,Wewishtodrawyourattentiontothefactthattheofferisvalidfor5days.,-,33,guarantee,Ifyoucanguaranteepayment,wewillforwardthemtheshipmentonD/Pbasis.Itisimpossibleforustoguaranteethetimeofarrival.,如果你们担保付款，我们将按付款交单把这批货发运给他们。,我们不可能保证到达的时间。,-,34,guarantee,Wearereadytoallowyoua3%commissionprovidedyoucanguaranteeayearlyturnoverof75000forastart.,倘若作为开端你方能保证一年营业额达75000英镑，我方乐于给予3%的佣金。,-,35,concludev.达成，缔结(条约等)；决定BritainconcludedatradeagreementwithChina.英国和中国签署了贸易协定。Oncethepricehadbeenagreed,adealwasquicklyconcluded.价格一经商定，交易很快就达成了。WehaveconcludedatransactionwithABCCompanyonawidevarietyoflightindustrialproducts.我们与ABC公司就多种轻工业品达成了交易。,-,36,conclusionn.结束，议定，结论Theydecidedtobringthenegotiationtoaspeedyconclusion.他们决定尽快结束谈判。Wehavecometotheconclusionthatitwouldbeunnecessarytoimportamachineatsuchahighprice.结论是没有必要进口价格如此高的机器。Icameto/reachedtheconclusionthatwemustdobusinesswithforeigncountriesonthebasisofequalityandmutualbenefit.我认为（我看）我们应该在平等互利的基础上同海外各国做生意。,-,37,validadj.有效的Theoldpricelistisvaliduntilthe31August.旧价格单有效期至6月31日止。TheL/CisvaliduptotheendofDecember.该信用证有效期至12月末。Theofferisvalidforthreeweeks.该报盘有效期为三个星期。validityn.有效Theagreementshallbecomenullandvoidautomaticallyuponexpirationofitstermofvalidity.本协议期满后自动无效。Thetermofvalidityisoneyear.有效期为一年。,-,38,limitn.givealimit限价buy(sell)atlimit限价买进（卖出）buybelowlimit低于限价买进sellabovelimit高于限价卖出exceedalimit超过限价,-,39,Exceptionaladj.例外的，异常的,Pleaseunderstandthatthisisanexceptionaltreatment.这是一个破格的待遇，请理解此点。Exceptionn.例外，除外Tomakeanexceptionof对破例ItisourpracticetorequiresightL/C.Wecannotmakeanexceptionofthistransaction.需要即期信用证使我们的惯例。对这笔交易我们不能例外。,-,40,Withtheexceptionof除以外AlltheitemslistedareofinteresttouswiththeexceptionofItem3and5.单上所列除第三和第五项以外我们都感兴趣。Withoutexception一概，无例外的AllthethreeorderswithoutexceptionmustbeshippedinMay.三笔货物一律都须在五月装运。,-,41,Account,n.账目，账款，账户WekeepanaccountwiththeBankofChina,Beijing.我们在北京那个中国银行开有账户。a.Foraccountof为代受委托WeherebyissueanirrevocableL/CinyourfavourforaccountofChinaTradingCo.受中国贸易行的委托，开给你放不可撤销的信用证一份。,-,42,b.Forsbsaccount,fortheaccountofsb由某人负担Thearbitrationfeesshallbefortheaccountofthelosingparty.仲裁费用须由败诉一方承担。c.Onaccountof由于，因为Onaccountoflackofdirectsteamer,pleaseallowtranshipmentinyourL/C.因为没有直达船，在你的信用证中请注明准许转船。,-,43,d.totakeintoaccount考虑，重视Youshouldtakeintoaccountnotonlythepricebutalsothequality.你应予以考虑的不仅是价格，而且还有质量。e.ononesownaccount为了自己的利益，自行负责Webuythiscommodityforafriendofours,notonourownaccount.此商品是我们代朋友买的而非为我们自己。f.notonanyaccount无论如何不Notonanyaccountshallthesafebeopenedwithoutmyexpressorders.没有我明确的指示，无论如何不能打开保险箱。,-,44,v.与for连用a.说明，是原因Itisimpossibleorustoaccountforthedelay.我们无法解释耽搁的原因。b.占Oilexportsaccountfor30%ofthetotalexportbill.石油出口额占出口总账单的30%。,-,45,Specimenletter,Dearsirs,TinF