世纪商务英语外贸函电整理unit 5ppt课件ppt课件

.,1,Unit5Counter-offer还盘,大连理工大学电子音像出版社,世纪商务英语外贸函电,.,2,BasicKnowledgeConcerned,Letter-writingGuide,OtherCommonlyUsedExpressionsandSentences,SampleLetters,PracticalTraining,PartOne,PartTwo,PartThree,PartFour,PartFive,Contents,.,3,PartOne,Ininternationaltrade,whentheoffereeacceptsthetermsandconditionsstatedintheoffer,thetransactionisconcluded.However,inmostcases,theoffereewouldrejectthetermsandconditionsorstatehisowntermsandconditionsbyreturn.Therejectionorpartialrejectionoftheoffereetotheofferiscalledcounter-offer.Acounter-offerisvirtuallyacounterproposalinitiatedbytheoriginalofferee.Inacounter-offer,thebuyermayshowdisagreementtotheprice,orpacking,orshipmentandstatehisowntermsinstead.Oncethecounter-offerismade,theoriginalofferisnolongervalid,andtheoffereenowbecomestheofferorasthecounter-offerbecomesthenewoffer.Counter-offerconstitutesthemainpartofbusinessnegotiations.Duringthenegotiation,manyissues(suchasquality,quantityandpackingofthegoods,price,shipment,insurance,paymentterms,commodityinspection,disputesandsettlementofdisputes,forcemajeure,andarbitration,etc.)willbetalkedaboutbythesellersandthebuyers.Socounter-offersareusuallytimeconsumingandmaygomanyroundsbeforebusinessisconcludedordropped.,1.TheSignificanceandEffectofCounter-offers,.,4,PartOne,Asatisfactorycounter-offergenerallyincludesthefollowing:(1)Thankingtheofferorforhisofferandmentioningbrieflythecontentsoftheoffer(2)Expressingregretatinabilitytoaccepttheofferandgivingreasonsfornon-acceptance(3)Makinganappropriatecounter-offer(4)Hopingthecounter-offerwillbeacceptedandtheremaybeanopportunitytodobusinesstogether,2.MainContentsofaCounter-offer,.,5,PartTwo,.,6,PartTwo,.,7,PartTwo,.,8,PartTwo,.,9,PartTwo,.,10,PartTwo,.,11,PartTwo,.,12,PartThree,Expressions(1),1.(makea)counter-offer还盘2.(price)onthehigh/lowside(价格)偏高/低3.currentprice,rulingprice,prevailingprice,thepresentprice,thegoingprice现行价格4.long-standingbusinessrelations长期业务关系5.outoflinewiththemarket与市场不一致inlinewiththemarket与市场一致6.(price)isrising/advancing/goingup(价格)在持续上扬(price)isfalling/dropping/goingdown(价格)在持续下降7.entertainbusinessat.price考虑按价格成交8.makeacounter-offerasfollows还盘如下9.give/allow/make/grantadiscount给折扣10.leave.withonlyasmallprofit获利低微,.,13,PartThree,Expressions(2),11.ataprice5%lowerthan.价格比低5%12.meetsb.halfway各让一半,折中处理13.previousquotation先前的报价14.international/currentmarketisweak国际/目前市场疲弱rock-bottomprice底价；lowestprice最低价；competitiveprice竞争性价格；reasonableprice合理的价格;fairprice公平的价格;thebestprice最佳价格;favorableprice优惠价16.makeanyfurtherreduction再次降价17.(price)fixedatareasonablelevel定价合理18.(products)moderately/toohighlypriced(产品)定价适中/过高19.(theprice)hasadvanced10%/considerably(价格)已上涨10%/明显上涨;ajump/slump(inprice)(价格)飞涨/暴跌20.be(not)inapositionto.能够/不能够做,.,14,PartThree,TypicalSentences(1),1.Asthisisanorderofsubstantialsize,wecannotsafelyundertaketocompleteitsmanufactureinamonth.2.Unfortunatelywecannotacceptyouroffer.Thepricesyouquotedaremuchhigherthanthoseofothermanufacturers.3.Wedonotseeanyadvantageinyourquotation,andwouldliketoknowwhetheryouhaveanybetterpricetooffer.4.Ourcounter-offeriswellfoundedandworkable.Wecanalsooffera10%discountforordersover10000pieces.5.Owingtoashortageofstock,weregretthatweareunabletoacceptyourrepeatorder.6.Owingtoheavybookings,wecannotacceptfreshordersatpresent.7.Wehavecutthepricetothelimit.Weregret,therefore,beingunabletocomplywithyourrequestforanyfurtherreduction.,.,15,PartThree,TypicalSentences(2),8.Wearesorrythatthedifference/gapbetweenourpricesandyourcounter-offeristoowide.Thebestwecandois5%off.9.Althoughweareanxioustoopenupbusinesswithyou,weverymuchregretthatwecannotreduceourpricetothelevelyouindicated.10.Webelievethatthepricewequotedisquiterealistic.Weregretthatyourcounter-offerisunacceptabletous.11.Thepricewequotedisquitereasonable.Ithasbeenacceptedbyotherbuyersatyourend.12.Youmustreduceyourpriceby2%,otherwisebusinessisimpossible.13.Imafraidthereisnomuchroomforfurtherreduction.14.Maywesuggestthatyoushouldmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodstothismarket?,.,16,PartThree,TypicalSentences(3),15.Iregretthatyourtermsareunsatisfactoryandunlessyoucanamendthoseterms,wewillhavetoplaceourorderelsewhere.16.Wewouldsuggestthatyoumakesomeallowance,say10%,onyourquotedpricessoastoenableustointroduceyourproductstoourcustomers.17.Itisinviewofourlong-standingbusinessrelationsthatwemakeyousuchacounter-offer.18.Yourpriceisreasonable,butthelistedpaymentconditionsarenotcustomaryinourtrade.19.Asatokenoffriendship,weacceptasanexceptionyourcounter-offerfor5000pairsofleathershoesatUS$26perpair.20.Ourpricehasbeennarrowlycalculatedanditisimpossibletomakeanyfurtherreduction.,.,17,PartFour,Sample1,BuyersCounter-offer,DearSirs,WeacknowledgewiththanksreceiptofyourletterofMay15,2007for300setsofButterflyBrandsewingmachinesatUS$60persetCIFLagos.Inreply,weregrettostatethatyourpricehasbeenfoundtoohightobeacceptable.Asyouknow,thepriceofsewingmachineshasgonedownsincelastyear.Somecountriesareactuallyloweringtheirprices.Undersuchcircumstances,itisimpossibleforustoacceptyourprice,asthegoodsofsimilarqualityareeasilyobtainableatalowerfigure1.Ifyoucanmakeareductioninyourprice,say8%2,thereisapossibilityofgettingbusinessdone3.Weexpectyourearlyreply.Sincerelyyours,.,18,PartFour,DearSirs,WehavereceivedyourletterofJune1,2007thatthepriceofferedbyusforButterflyBrandsewingmachineisfoundtobeonthehighside.Weregrettosaythatyourcounter-offerisnotinkeepingwiththecurrentmarket1anditistoolowtobeacceptable.Wehavereceivedalotofinquiriesfrombuyersinotherplacesandwebelieveourpriceisfixedatareasonablelevel.Tobefrankwithyou2,ifitwasnotforourgoodrelations,wewouldntconsidermakingyouafirmofferatthisprice.Imafraidthereisnotmuchroomforfurtherpricereduction.Iflateron3youseeanychancetodobetter,pleaseletusknow.Meanwhile,pleasekeepuspostedof4developmentsatyourend.Wewillmakesurethatallyourinquirieswillreceiveourpromptattention.Trulyyours,AReplytotheLetterofSample1,Sample2,.,19,PartFour,August24,2007DearSirs,Thankyouforyourletterofthe20thinst.1offeringus5000kilosofWalnutmeatatUS$5perkilogram.Weareinterestedinyourproductbutregrettosaythatwefindyourpriceratherhigh.Webelievethatwewouldhaveahardtimeconvincingourclientsatyourprice.Thereisalsokeencompetition2fromsuppliersinSouthKoreaandThailand.Thatcannotbeignored.Shouldyoubereadytoreduceyourpriceby5%3,wemightcometoabusinessagreement.Wearemakingthiscounter-offerbasedonthelong-standingbusinessrelationshipbetweenus.Asthemarketisdeclining,wehopeyouwillconsiderourcounter-offermostfavorablyandcableusassoonaspossible.Yoursfaithfully,Sample3,BuyersCounter-offer,.,20,PartFour,DearSirs,WenotefromyourletterofAugust24,2007thatyouareinterestedinourWalnutmeatbutfindourquotationofAugust20,2007toohightoconcludebusiness.Wewishtoinformyouthatourpricehasbeenacceptedbyotherbuyersinyourcity,wheresubstantial1businesshasbeendone,andthatinquirieshavebeenkeptfloodingin2overthepastfewmonths.Suchbeingthecase3,wecannotseeourwaycleartocutourprice4.Infact,itisinviewofourlong-standingbusinessrelationsthatweofferedyousuchafavorableprice.Wehopeyouwillreconsideritandcableusyourorderforourconfirmationatyourearliestconvenience.Weawaityourfavorablereply.Sincerelyyours,Sample4,AReplytotheLetterofSample3,.,21,Notes,Sample1,Sample2,1.“figure”这里指“数字”,即“价格”2.“say8%”这里是“Letssay8%”的简化,意思相当于“forexample”,即“比方说8%”3.“getbusinessdone”意思是“成交”,同样意思的表达方法还有:cometobusiness,cometoterms,makeabargain,closeadeal,concludebusiness,concludeatransaction等,1.“keepwiththecurrentmarket”指“与现行市价一致”2.“tobefrankwithyou”意思是“franklyspeaking”3.“lateron”意思为“atalatertime”或“afterwards”4.“keepuspostedof”指“随时告知我们”同样意思的表达方法还有:rmedof.,keepsb.advisedof.,.,22,Notes,Sample3,Sample4,1.“the20thinst.”指“本月20日”“inst.”是“instant”的缩写,意思是“本月,当月”2.keencompetition激烈的竞争3.“reduceyourpriceby5%”指“降价5%”注意介词“by”的用法用“by”是指“价格整体降5%”,如果用介词“to”,则指“价格降到某一个数字”e.g.Inviewofourlong-standingrelations,wedecidedtoreducethepriceby5%.Inviewofourlong-standingrelations,wedecidedtoreducethepricetoUS$4.,1.substantiala.大量的,可观的2.“floodin”意思是“汹涌而来”指“大量的询盘信雪片般地涌来”3.“suchbeingthecase”意思是“在这种情况下;情况既然是这样”相同意思的表述还有:undersuchcircumstances,inthiscase等4.“seeoneswaycleartodosth.”意思是“设法做某事”或“有把握做某事”,.,23,PartFive,1.PutthefollowingEnglishintoChinese.(1),BeginningTraining,在这种情况下,(1)suchbeingthecase,(2)rock-bottomprice,底价,(3)makeacounter-offerasfollows,还盘如下,(4)thispriceleavesuswithonlyasmallprofit,这个价格使我们获利低微,.,24,PartFive,1.PutthefollowingEnglishintoChinese.(2),价格比以前的报价低5%,(5)ataprice5%lowerthanpreviousquotation,(6)thepricefixedatareasonablelevel,合理的定价,(7)thepricehasadvancedconsiderably,价格已明显上涨,(8)benotinapositiontomakeanyfurtherreduction,不能再次降价,(9)entertainbusinessatamostcompetitiveprice,考虑按一个最具竞争性的价格成交,.,25,PartFive,1.PutthefollowingEnglishintoChinese.(3),(产品)定价过高,(10)(products)toohighlypriced,(11)Weareunabletoacceptyourofferasothersuppliershaveofferedusmorefavorableterms.,我们无法接受贵方的报盘，因为别的供应商向我们提供了更优惠的条件。,(12)Inordertoconcludethetransaction,wearepreparedtoreducethepriceto30pounds.,为了达成交易，我方准备把价格降为30英镑。,(13)Letsmeeteachotherhalfwayandreducethepriceby2%.,让我们各让一步，把价格降低2%吧。,.,26,PartFive,1.PutthefollowingEnglishintoChinese.(4),最近价格暴跌。,(14)Therehasbeenaslumpinpricerecently.,(15)Considerablequantitieshavebeensoldatthisprice,thereforeitisimpossibletomakeanyfurtherreduction.,按这个价格已有大量产品成交，要做更多的让步是不可能的。,(16)Weregrettosaythatwecannotacceptyourofferasyourpriceisonthehighside.,很遗憾我们无法接受贵方的报盘，因为你们的价格偏高。,(17)Webelievewellhaveahardtimeconvincingourclientsatyourprice.,相信我们很难说服顾客接受你们的价格。,.,27,PartFive,1.PutthefollowingEnglishintoChinese.(5),众所周知，有些供货商实际上正在削价促销。,(18)Aswellknown,somesuppliersareactuallyloweringtheirpricestopushsales.,(19)Ifitwerenotforthefriendshipbetweenus,wewouldnothavemadeafirmofferatsuchalowprice.,如果不是为了我们之间的友好关系，我们是不会考虑按这么低的价格发实盘的。,(20)Asthemarketisweakatpresent,yourquotationisunworkable.,由于近来市场疲弱，贵方的报价做不开。,.,28,PartFive,2.Readthefollowinglettersandchoosethebestonefromthegivenanswersforthemissingprepositions.,to;at;of;with;in;on;for;from;onto;into;by,Letter1,DearSirs,Re:ChinawareWehavenotedyourfax(1)October10,2007regardingthecaptionedgoodsandregretthatourofferhasnotbeenaccepted.Wehavetopointoutthatyourcounter-offerisobviously(2)thelowside.Thepriceweofferedisentirely(3)line(4)themarketlevelandhasbeenacceptedbymanyothercustomers.However,wenowagree(5)yourinteresttorenewouroffertilltheendofthismonthandrecommendthatyoufaxusyourconfirmationwithoutdelay.Yoursfaithfully,of,_,on,_,in,_,in,_,with,_,.,29,PartFive,to;at;of;with;in;on;for;from;onto;into;by,Letter2,DearSirs,WeareinpossessionofyourletterdatedJuly5,2007offeringusJinlingBrandautomaticwashingmachineatUS$120persetCIFGuangzhouinclusive(1)our5%commission.Whileappreciatingthequalityofyourlines,wemadeacarefulstudyofyouroffer.Wefindthatyourpricesaretoohightobeacceptable.Infact,somesuppliershavebeenactuallyloweringtheirpricestopushsalesinthepastthreemonths.Inordertomakeyourproductmorecompetitive(2)ourmarket,wesuggestthatyoureduceprices(3)10%.Ifyouagreetoourcounter-suggestion,regularorders(4)largenumberswillbeplaced.Otherwise,wewouldhavetoplaceourorderelsewhere.Pleaseletushaveyoure-mailconfirmation(5)yourearliestconvenience.Yourssincerely,of,_,in,_,by,_,at,_,for,_,.,30,PartFive,IntermediateTraining,1.PutthefollowingChineseintoEnglish.(1),(makea)counter-offer,(1)还盘,(2)价格偏高/低,(price)onthehigh/lowside,(3)现行价格,currentprice,rulingprice,prevailingprice,thepresentprice,thegoingprice,(4)价格降低8%,reducethepriceby8%,.,31,PartFive,1.PutthefollowingChineseintoEnglish.(2),ajumpinprice,(5)价格飞涨,(6)价格在持续下降,Thepriceisfalling/dropping/goingdown.,(7)给折扣,give/allow/make/grantadiscount,(8)各让一半,折中处理,meetsb.halfway,.,32,PartFive,1.PutthefollowingChineseintoEnglish.(3),(9)成交达成交易,cometobusiness,cometoterms,makeabargin,closeadeal,concludebusiness，getbusinessdone,(10)长期的业务关系,long-standingbusinessrelations,(11)贵方还盘与现行国际市场不一致,Yourcounter-offerisoutoflinewiththeprevailinginternationalmarket./Yourcounter-offerisnotinkeepingwiththecurrentinternationalmarket.,(12)这确实是我们的底价了,Thisisreallyourrock-bottomprice.,.,33,PartFive,1.PutthefollowingChineseintoEnglish.(4),Asatokenoffriendship,weacceptasanexceptionyourcounter-offer.,(13)作为友谊的表示,我们破例接受贵方的还盘,(14)很遗憾我们无法接受贵方2007年5月10日的还盘,Weregretthatwecannotseeourwaycleartoacceptyourcounter-offerofMay10,2007.,(15)我们的价格定位在比较适中的水平,Ourpriceisfixedatamoderatelevel./Webelievethatourproductismoderatelypriced.,.,34,PartFive,1.PutthefollowingChineseintoEnglish.(5),Wehavereceivedquitealotofordersatthisprice.,(16)按这种价格我们已经收到了大量订单,Thepricewequotediscompetitive.Butwecanoffera10%discountforordersover10000pieces.,(17)我们所报的价格是非常具有竞争性的不过如果你们的订单超过10000件,我们可以提供10%的折扣,(18)按你们所报价格我们将无利可图,Wewouldmakenoprofitsatthepriceyouoffered.,.,35,PartFive,1.PutthefollowingChineseintoEnglish.(6),Imafraidwecannotmakeanyfurtherconcessions./Imafraidwearenotinapositiontomakeanyfurtherreduction./Imafraidthereisnotmuchroomforfurtherreduction.,(19)恐怕我们不可能再做任何让步了,(20)我们最多只能让价5%,Thebestwecandois5%off.,.,36,PartFive,2.Supplythemissingwordsintheblanksofthefollowingletter.Thefirstlettersaregiven.,DearSirorMadam:Thankyouforyour(1)oofFebruary20,2007andtheTeddyBearsampleyoukindlysentus.Inreply,we(2)rtosaythatwecannotacceptyourofferatyour(3)p.YoumaybeawarethatsomeproductsofIndianoriginhavebeen(4)shereata(5)labout10%lowerthanyours.Wedothinkthatthequalityofyourproductsisbetter,butthe(6)dinpriceshouldnotbesobig.Meanwhile,thecurrentmarketisalsoweak.Toconcludethis(7)twemakea(8)casfollows:TeddyBearsasthe(9)ssenttousonFebruary20,2007,US$8perpieceCIFLondon,othertermsandconditionsasperyourletterofFebruary20,2007.Weawaityourearly(10)a.Yoursfaithfully,evel,_,ffer,_,egret,_,rice,_,old,_,ifference,_,ample,_,cceptance,_,ransaction,_,ounter-offer,_,.,37,PartFive,AdvancedTraining,1.LetterComposing(1),Onbehalfoftheaddresser,composealetteraccordingtothegiven