2020函电教案-ppt课件

1、Response to OffersResponse to Offers 回应报价回应报价 梅森先生：梅森先生： 多谢贵方多谢贵方2 2月月1919日就我方询盘报日就我方询盘报价，供应批量的草纸板，并惠寄样品。价，供应批量的草纸板，并惠寄样品。 我们认真考虑了贵方的报价，并我们认真考虑了贵方的报价，并赞赏你们产品的良好品质。但是，贵方赞赏你们产品的良好品质。但是，贵方报价大大高于此前我们所购同等质量的报价大大高于此前我们所购同等质量的草纸板的价格。因此很遗憾我们只好决草纸板的价格。因此很遗憾我们只好决定从别处订货。定从别处订货。Letter 1 (Declining an offer) Dea

2、r Mr. Mason, In answer to my enquiry you were kind enough, on February 19, to quote for the supply of a quantity of strawboards and to send us a sample.We carefully considered your proposal. We appreciate the good quality of your products, but your prices are much higher than those we have previousl

3、y paid for strawboards of the same quality. Regretfully, we have decided to place the order elsewhere. 烦劳报盘，谨表谢忱。烦劳报盘，谨表谢忱。 我们将继续订购此类产品，并且我们将继续订购此类产品，并且今后会继续邀请贵方报价。今后会继续邀请贵方报价。 采购部经理采购部经理XXXX谨上谨上Thank you for your trouble in this matter. We shall continue to place orders and will invite your quotati

4、ons on this line in the future. With all good wishes, Sincerely, (signature) Buying Manager王先生：王先生： 贵方贵方8 8月月1818日传真及惠寄的棉内衣样日传真及惠寄的棉内衣样品已收悉，谢谢。品已收悉，谢谢。 我们对这些服装产品的良好品质十分我们对这些服装产品的良好品质十分满意。但遗憾的是，即便是这种质量的服满意。但遗憾的是，即便是这种质量的服装，贵公司的报价似乎也有点偏高。如果装，贵公司的报价似乎也有点偏高。如果接受贵公司的报价，我们的销售将利润微接受贵公司的报价，我们的销售将利润微薄，因为我方市场

5、上需求的主要是中等价薄，因为我方市场上需求的主要是中等价位的货品。位的货品。 Letter 2 (Counter-offer: Request for better terms) Dear Mr. Wang, Thank you for your fax of August 18 and for the samples of Cotton Underwear you sent us. We appreciate the good quality of these garments, but unfortunately your prices appear to be on the high s

6、ide even for garments of this quality. To accept the prices you quote would leave us with only a small profit on our sales since the principal demand in our market is for articles in the medium price range. 我们欣赏贵公司产品的质量及你们回应询盘的我们欣赏贵公司产品的质量及你们回应询盘的方式，也希望有机会同你们合作。我方可否建方式，也希望有机会同你们合作。我方可否建议贵方在价格上惠予折扣，以

7、便你们的产品打议贵方在价格上惠予折扣，以便你们的产品打人我们的市场人我们的市场? ? 如贵方难以做到，恐怕我们将不能接受目如贵方难以做到，恐怕我们将不能接受目前的报价。前的报价。 盼复。盼复。 采购部经理采购部经理 卡利卡利 谨上谨上 We like the quality of your goods and also the way in which you have handled our enquiry and would welcome the opportunity to do business with you. May I suggest that you could perha

8、ps make some allowance on your quoted prices that would help to introduce your goods to our customers? If you cannot do so, then I am afraid we have to decline your offer as it stands.We look forward to your favourable reply. Yours sincerely, (signature) Molly Carrie Buying Manager卡利女士：卡利女士： 贵方贵方8 8

9、月月2323日传真函收悉，很遗憾地日传真函收悉，很遗憾地得知贵方认为我们的价格太高。在不牺牲得知贵方认为我们的价格太高。在不牺牲质量的情况下，我们一贯尽力把价格降到质量的情况下，我们一贯尽力把价格降到最低，并且为此不断探索新的生产方法。最低，并且为此不断探索新的生产方法。 考虑到所供产品的质量，我们认为我考虑到所供产品的质量，我们认为我方报价并未超出合理水平。来自其他客户方报价并未超出合理水平。来自其他客户的大量订单也证明我方价格是可行的，的大量订单也证明我方价格是可行的， Letter 3 (Revised offer) Dear Ms Carrie, I am sorry to learn

10、 from your fax-letter of August 23 that you find our prices too high. We do our best to keep prices as low as possible without sacrificing quality and to this end we are constantly enquiring into new methods of manufacture. Considering the quality of the goods offered, we do not feel that the prices

11、 we quoted are at all excessive. They have been proved workable by the many orders received from other buyers. 不过考虑到贵公司业务的特殊之处，对于不过考虑到贵公司业务的特殊之处，对于贵方第一批贵方第一批2 5002 500件订货，我们决定给予件订货，我们决定给予4 4的特别折扣。我们这样做是因为我们希的特别折扣。我们这样做是因为我们希望在可能的情况下与你们合作。不过我要望在可能的情况下与你们合作。不过我要强调，这是我们能做的最大让步。我希望强调，这是我们能做的最大让步。我希望此次的新

12、报价可令贵方惠予订单。此次的新报价可令贵方惠予订单。 销售部经销售部经理理 王辉王辉 谨谨上上 But bearing in mind the special character of your trade, we have decided to offer you a special discount of 4% on a first order for 2, 500 pieces. We make this allowance because we would like to do business with you if possible, but I must stress that

13、it is the furthest we can go to help you. At least I hope this revised offer will now enable you to place an order. Sincerely yours, (signature) Wang Hui Manage of Sales Department 麦科姆先生：感谢贵方回应我方报盘，要麦科姆先生：感谢贵方回应我方报盘，要求改变付款方式。求改变付款方式。 我们赞赏贵公司与我们合作的意愿，我们赞赏贵公司与我们合作的意愿，MendsonMendson公司成为我们的客户对我们也很公司成为我们

14、的客户对我们也很有益处，与贵方合作可使我们打人新的市有益处，与贵方合作可使我们打人新的市场。场。 对于新客户的起始订单，我们的政策是对于新客户的起始订单，我们的政策是须以不可撤销信用证或银行汇票在交货时须以不可撤销信用证或银行汇票在交货时或交货之前付款。因此恐怕目前我们无法或交货之前付款。因此恐怕目前我们无法接受贵方的付款条件。接受贵方的付款条件。Letter 4 (Answering a counter-offer) Dear Mr. Malcolm, Thank you for your reply to our offer asking us to revise our payment

15、terms. We appreciate your interest in wanting to do business with us. Having Mendson as a customer would be beneficial for our company too. Working with you would allow us to enter a new market. For initial orders from first-time customers our policy requires payment by irrevocable letter of credit

16、or bankers draft on or before delivery. Therefore I am afraid we cannot accept your payment terms at the present time. 不过，对你们随后的订货我们可以给予不过，对你们随后的订货我们可以给予3030天的信用期。如果你们现在付款的话我们天的信用期。如果你们现在付款的话我们将急速发货，这样贵公司就在我方建账，将急速发货，这样贵公司就在我方建账，随后的订货可记到账上。随后的订货可记到账上。 如有问题请给我写信或发传真，这页纸如有问题请给我写信或发传真，这页纸的底部有我的传真号。诚愿为您

17、和的底部有我的传真号。诚愿为您和 MendsonMendson公司效劳。公司效劳。 销售部经理销售部经理 XXX XXX谨上谨上 But for all your subsequent orders we would allow a 30-day credit period. If you would kindly make payment now, we would rush your shipment to you. This will establish an account with us, on which you can charge your subsequent orders.

18、 Please write or fax me if you have any questions. My fax number is at the bottom of the page. I look forward to serving you and Mendson. Sincerely, (signature) Sales Dept. manager琼斯先生：琼斯先生： 男式皮包男式皮包 我们接受贵方我们接受贵方3 3月月8 8日的还盘，并高日的还盘，并高兴地确认我们双方已就男式皮包买卖达成兴地确认我们双方已就男式皮包买卖达成交易。从我方厂家获悉，目前他们每周可交易。从我方厂家获悉，目

19、前他们每周可生产生产3 3万只皮包。因而，请放心，贵方需下万只皮包。因而，请放心，贵方需下月装运的月装运的5 5万只皮包订单可如约履行。万只皮包订单可如约履行。 Letter 5 (An acceptance ) Dear Mr. Jones, Re: Leather Bags for Men We accept your counter-offer of March 8 and are pleased to confirm having concluded the transaction of the captioned goods with you. Our factory has informed us that they can, at present, entertain orders of 30,000 per week. Thus you may rest assured that your order of 50,000 for shipment