《外贸英语函电教程》课件Unit 3 Counter-offers

Unit

3Counter-offersObjectivesTounderstandcounter-offers.Towriteappropriatere-counter-offers.

2101020304Negotiatingprices

Activities

Counter-offersNegotiatingatastationarytradefairWritingre-counter-offers05Languagepractice4IIIIIIPracticenegotiatingthepricesaboutacommodity.Completethepricenegotiationprocessform.Completethedialogueofnegotiatingpriceswithappropriatesentencesorexpressions.Activity1NegotiatingpricesPracticenegotiatingthepricesaboutacommodity.Example1A：Which

ofourproductsareyouparticularlyinterestedin?B:Iaminterestedintheseones.

ButIwouldliketohearaboutthediscounts?A:Ifyoucanorder5000pieces,Icanoffera8%discount.

Ifyouincreasetheorderto10,000pieces,Icanofferyoualargerdiscount.B:Howmuchlarger?A:About10%.II.Completethedialogueofnegotiatingpriceswithappropriatesentencesorexpressions.SUSIEGREEN:WhichofourproductsareyouparticularlyinterestedinMr.Smith?DANNYSMITH:I1________________________theseones.ButIwanttohearwhatyousayabout2____________________.SUSIE:Ithinkthediscountproblemcanberesolvedbutyouneedtobemorepreciseaboutthequantity.DANNY:Fairenough.3____________________________________________________?SUSIE:Ontenthousandunits,Mr.Smith,4_____________________________________.ButIcan’toffermore.DANNY:10percent!SUSIE:Justletmefinish,10percent,butwithaguaranteeof5_________________________.DANNY:DeliverymustbewithinonemonthorI’mnotinterested.SUSIE:Ifyoucommitto6____________________thenIcouldconsideralargerdiscount.DANNY:Howmuchlarger?SUSIE:Ifyouordertwentythousandunitsthen7__________________________________.DANNY:I’mgettingtiredofthis.Youareplayinggames.J.IcanofferafifteenpercentdiscountH.couldbeinterestedindiscountsE.Whatkindofdiscountareyouofferingon10,000unitsI.IcanofferadiscountoftenpercentC.deliverywithinonemonthF.buy20,000unitsKEYSII.Completethedialogueofnegotiatingpriceswithappropriatesentencesorexpressions.SUSIE:Ifyouwantabigdiscountthenyoumustmakeabigorder.Let’stalkaboutunitpriceratherthandiscount,Mr.Smith.DANNY:Whatkindofunitpricecanyouofferme?SUSIE:8__________________________________________________________.Andourstandardunitpriceforthesizeofsuchanorderis13.DANNY:Offermeaunitpriceof10.5on25thousandunits.Andwecandobusiness.SUSIE:Ican’tdothat.I’msorry.DANNY:Let’stakeabreakforafewminutes.Wouldyoulikeacupofcoffee?SUSIE:Yes,please.(DannygivesSusieacupofcoffee.)

D.Ifyoubuy30,000units,thenIcanofferaunitpriceof10.5KEYSII.Completethedialogueofnegotiatingpriceswithappropriatesentencesorexpressions.SUSIE:Thanks.Solet’sclarifythepositionsofar.AsfarasModelA-114isconcerned,9________________________________________________________anditisourlowestpriceforanorderofthissize.Nowlet’slookatthetermsofpayment.DANNY:Sixtydays.SUSIE:I’msorryMr.Smith,butthat’scompletelyunacceptable.Ourstandardpolicyondiscountsofover10percentispaymentwithinthirtydaysofdelivery.DANNY:Ican’tbelieveit.Iammakingsuchalargeorder,butyou...SUSIE:10_______________________________________________,Mr.Smith?Iknowyou’remakingalargeorderbutyouarealsogettinganexcellentproductataverylargediscount.DANNY:11__

_____________________________________________________.SUSIE:Ithinkthatofferwillbeacceptable.KEYSG.Thisismyfinaloffer:30,000at45dayspayment.TakeitorleaveitB.mylastofferoftheunitpriceof10.5for30,000unitsK.CanIjustcomeinhereIII.Completethepricenegotiationprocessform.KEYSProcessTheSeller:SusieGreenTheBuyer:DannySmithphase1

discount1Whichproductsareyouinterestedin?2Itdependsonyour1.discount.3Discountdependsonthe2.quantityyouorder.4What'syourdiscountfor10,000units?53.Ontenthousandunits,Icanofferadiscountoftenpercentwithaguaranteeof4.thedeliverywithinonemonth6I'mnotinterested.7Ifyoubuy5.20,000units,thenIcanoffera6.15%discount.8Iamgettingtiredofthis.Youareplayinggames.III.Completethepricenegotiationprocessform.KEYSphase2

unitprice9Let'stalkabout7.unitpriceratherthandiscounts.Ourstandardunitpriceis12.Ifyoubuy

8.30,000units,Icanofferaunitpriceof9.

10.5.10Offermeaunitpriceof10.10.5on11.25,000.11Ican'tdothat.12Let'stakeabreak.13Wecanofferaunitpriceof12.10.5for30,000andIcan'tgobelowthatpriceforanorderofthissize.14AgreeIII.Completethepricenegotiationprocessform.KEYSphase3

termsofpayment15Let'stalkoftermsofpayment.1613.Sixtydays17Iamsorrybutthat'scompletelyunacceptable.Ourstandardpolicyondiscountof10%ispaymentwithin14.thirtydaysofdelivery18Thisismyfinaloffer.

15.30,000at45dayspayment.Takeitorleaveit.19That'sacceptable.

12Activity2Counter-offersIIIIIIIVMatchthesentencesbelowwiththeitemsinthecontentstructure.Putthefivecounter-offersintotherightorder.Re-readtheorderedfivecounter-offersandcompletethetablebelow.Re-readtheorderedfivecounter-offersandfindouttheusefulexpressions.I.Completetheformofcustomer’sanalysis321Counter-offer(b)Counter-offer(d)Counter-offer(a)Counter-offer(e)45Counter-offer(c)KEYSI.Completetheformofcustomer’sanalysisCounter-offer(b)From:mike@spcompany.auTo:crystal@Subject:Re-counter-offerfor

headsetsDear

Crystal,ThankyouforyourofferofJune12thfor10,000piecesofsmartstereoheadset

(LS-ET-010).Weregrettosaythat,comparedwiththeoffersfromothersources,yourpriceis

too

high,

which

is

difficult

for

us

to

accept.

As

far

as

we

have

known,

the

competitionin

this

market

has

been

very

sharp

and

five

most

popular

brands

here

will

becompelledtoreducetheirretailpricesbyatleast

5%.Wesuggestthatyouadjustyourpricetosuitour

market.Best

regards,MikeI.Completetheformofcustomer’sanalysisCounter-offer(d)From:crystal@To:mike@spcompany.auSubject:Counter-offerfor

headsetsDear

Mike,Thankyouforyourreply.Wearedisappointedtohearthatourpriceistoohigh

foryou

to

work

on.

You

mention

that

five

most

popular

brands

in

your

market

will

becompelledtocuttheirretailpricesbyatleast

5%.Weacceptwhatyousay,butweareoftheopinionthatthequalityofthe

othercompaniesdoesnotmeasureuptothatofour

products.The

best

we

can

do

is

to

reduce

our

previous

quotation

by

2%

for

10,000

pieces.

However,

if

you

can

increase

the

quantity

up

to

15,000

pieces,

we

are

willing

to

offeryoua5%

discount.Wetrustthatthiswillmeetwithyour

approval.Welookforwardtohearingfrom

you.Best

regards,

CrystalI.Completetheformofcustomer’sanalysisCounter-offer(a)From:mike@spcompany.auTo:crystal@Subject:Re-counter-offerfor

headsetsDear

Crystal,Wehavestudiedyourcounter-offercarefully.Weunderstandthatthequalityof

yourheadsetisslightlybetter.However,thepricelevelisstilltoohighforthismarket,

Ifyou

are

prepared

to

grant

us

a

discount

of

5%

for

a

quantity

of

12,000,

we

wouldagreetoyour

offer.Pleasenotethatsomepricecutwilljustifyitselfbyanincreaseinbusiness.We

hopetohearfromyou

soon.Best

regards,

MikeI.Completetheformofcustomer’sanalysisCounter-offer(e)From:crystal@To:mike@spcompany.auSubject:Counter-offerfor

headsetsDear

Mike,ThankyouforyourletterofJune18th.Weregretthatwecannotmeetyour

terms.Wemustpointoutthatthefallingmarkethereleavesuslittleornomarginof

profit.

Atpresentthebestdiscountofferedforaquantityof12,000is

4%.Please

note

that

the

prices

for

the

raw

materials

have

risen

greatlyrecently.However,foryourorderwehavekeptourpricesdown.Hopeyoucanunderstandour

status.

Ourcurrentsituationleavesuslittleroomto

bargain.Tofacilitatethetransaction,wecanarrangedeliverywithin30

days.Thisisthebestwecando.Wehopeyouwillreconsiderthe

offer.Pleaseunderstandmystatus.Waitingforyournice

response.Regards,

CrystalI.Completetheformofcustomer’sanalysisCounter-offer(c)From:mike@spcompany.auTo:crystal@Subject:Acceptyour

counter-offerDear

Crystal,Thank

you

for

your

letter

of

June

19th.

We

accept

your

terms,

i.e.

4%

discount

for12,000anddeliverywithin30

days.PleasesendusthePIfor

confirmation.Pleaseinformmewhenthesamplescanbesent.Ourclientsarepushing

us.

Regards,MikePI：ProformaInvoice,预开发票。非正式性的参考性发票。以供进口商申领进出口许可证和批外汇之用。II.Re-readtheorderedfivecounter-offersandcompletethetablebelow.√√√√√counteroffersthetermsofferedbytheotherpartynewtermsorrequestacceptanceReasons1Yes/No2Yes/No3Yes/No4Yes/No5Yes/NoComparedwiththeoffersfromothersources,yourpriceistoohigh.Thefivemostpopularbrandsherewillbecompelledtoreducetheirretailpricesbyatleast5%.Wesuggestyoucanadjustyourpricetosuitourmarket.Thequalityoftheothercompaniesdoesnotmeasureuptothatofourproducts.Thebestwecandoistoreduceourpreviousquotationby2%for10,000pieces.However,ifyoucanincreasethequantityupto15,000pieces,wearewillingtoofferyoua5%discount.thepricelevelisstilltoohighforthismarket,Ifyouarepreparedtograntusadiscountof5%foraquantityof12,000,wewouldagreetoyouroffer.Thefallingmarkethereleavesuslittleornomarginofprofit.Thepricesfortherawmaterialshaverisengreatlyrecently.Atpresentthebestdiscountofferedforaquantityof12,000is4%.Wecanarrangedeliverywithin30days.PleasesendusthePIforconfirmation.Pleaseinformmewhenthesamplecanbesent.III.Re-readtheorderedfivecounter-offersandfindouttheusefulexpressions.FunctionsSentencesorexpressionsused1.Beginningthecounter-offer2.Statingthattheofferedtermsisunacceptable3.Offeringnewterms4.Persuadingtheotherpartytoacceptthenewterms5.Endingthecounter-offerThankyouforyourreply/letter/offerof….Wehavestudiedyourcounter-offercarefully.Weunderstandthat….However,…Weregrettosaythat…WeregretthatWearedisappointedtohearthat..Weacceptwhatyousay,butweareoftheopinionthat…Ifyou….,wewould…Ifyou….,wearewillingto…Thebestwecandoisto….Tofacilitatethetransaction,wecan…Thefallingmarketleavesuslittleornomarginofprofit.Hopeyoucanunderstandourstatus.Pleasenotethatsomepricecutwilljustifyitselfbyanincreaseinbusiness.Thisisthebestwecando.Thebestwecandoisto…Wehopetohearfromyousoon.Welookforwardtohearingfromyou.Waitingforyourniceresponse.IV.

Matchthesentencesbelowwiththeitemsinthecontentstructure.Beginning7.Thankyouforyourproposal/feedback/reply.Statingthatthetermsareunacceptable+reasons1.Iamsorrythatwecouldn’tmeetyourtargetofUSD5.00.2.Ourpriceisbasedondifferentpackagingmethod/MOQ.4.ThepriceIofferedyouisquietcompetitive.8.Weunderstandthatourpriceisabithigher.However,qualitycountsformuchmoreinyourmarket.14.Weregrettohearthatourpriceistoohighforyoutoworkon.Ending15.Lookingforwardtotheorderconfirmationsoon.16.Hopetoreceiveyourfeedback.IV.

Matchthesentencesbelowwiththeitemsinthecontentstructure.Offeringnewterms/askingformoreinformation5.Wouldyoupleasekindlytellmethequantity?6.Afterdiscussingwithmyboss,Icounter-offeryouasfollows:9.Youmaybeinterestedinournewmodelwithsimilarfunctionbutlowerprice.Pleasestudyourofferasattached.10.Thebestwecandoistoeffectdeliverywithinoneweekatthisprice.11.Ifyoucanincreasethequantityupto10,000sets,wearewillingtocutthepricetoUS$15perset.Persuadingtheotherpartytoaccepttheterms3.Tobefrankwithyou,wehavenomargintocutthepriceagain.12.Itrustthatthispriceisworkableforyou.13.Pleasenotethatthepriceofrawmaterialshasrisensharplyrecently.17.Thecostisthere.Hopeyoucanunderstand.18.Weunderstandthatyouwanttotestthemarket,andwearewillingtoreduceourmargintohelpyouforthistrialorder.19.Pleaseunderstandmystatus.20.Thisisthebestwecando.Wehopeyouwillreconsidertheoffer.23Activity3NegotiatingatastationarytradefairSellerSeller’srolecardstationarytradefairBuyerbuyer’srolecard1.Designyourcompany’sbusinesscardincludingyourcompanynameandcontactinformation.Prepareatleastthreebusinesscards.2.Decidewhatkindofstationaryyouaregoingtosell.3.Findoneboothintheclassroomanddisplayyourproducts.4.Receivethepotentialbuyersvisitingyourboothandexchangeyourbusinesscards.5.Negotiatewiththemaboutthetransactionterms.6.Keeparecordofthevisitorsyouhavereceivedintheseller’scard.1.Designyourcompany’sbusinesscardincludingyourcompanynameandcontactinformation.Prepareatleastthreebusinesscards.2.Visitatleastthreeboothsatthetradefair.Exchangeyourbusinesscards.3.Showyourinterestincertainproducts.4.Negotiatewiththesellersabouttheterms.5.Keeparecordofyouragreedtermsinthebuyer’scard.24Activity3NegotiatingatastationarytradefairTermsthe1st

visitorthe2nd

visitorthe3rd

visitorNameCompanyPhone

No.Email

Add.Commodityof

InterestUnit

PriceQuantityDiscountPayment

Terms

Delivery4100ElectricRechargeableToothbrushEdwardSmithSmithBrothers’TradingCompany+1917-353-9212edward@$49.95/perpieceFOBShenzhen500pcs7%L/C30dayswithinonemonthSeller’sCard25Activity3NegotiatingatastationarytradefairOuragreed

termsTermsthe1st

booththe2nd

booththe3rd

boothCompany

nameCommodityUnit

PriceMOQ

DiscountPayment

TermsDeliveryTheOrientalTradingCompany4100ElectricRechargeableToothbrush$49.95/perpieceFOBShenzhen500pcs7%L/C30dayswithinonemonthBuyer’sCardActivity4Writingre-counter-offers

Readthefollowingcounter­offerbyonecustomerandwriteare­counter­offerproperly.From:rebecca@spatrad.auTo:catherine@Subject:Re:ourcounter-offerforladies’

boot—WMB-ADear

Catherine,Thxforyour

offer.Qualityanddesign

satisfactory;Termsofpaymentandtimeofshipment

acceptable;Priceof$50perpairtoohigh.$45

suggested;OthertermsasperyourofferofSept.

10th.Should

the

counter-offer

be

acceptable,

pls

send

your

S/C

for

our

signature.Yours,

RebeccaReadthefollowingcounter­offerbyonecustomerandwriteare­counter­offerproperly.Activity4Writingre-counter-offers

SampleletterFrom:catherine@To:rebecca@spatrad.auSubject:

Re:Yourcounter-offerforLadies’Boots---WMB-ADearRebecca,Thanksforyourcounter-offer.Wehavetodrawyourattentiontothefactthatthisstyleofourladies’bootsissellingfastinthemarket.Thepricestandsfirmanddemandalwaysexceedssupply.Inviewofyourinitialorder,wemakeaspecialexceptionandreduceourpriceto$48,othertermsasperouroriginaloffer.Pleaseunderstandthatthisisourrock-bottomprice.Anypricelowerthanthiswillneverbeacceptable.AttachedisourS/CNo.123.Ifitisacceptable,pleasecounter-signandreturnonecopyforourfile.Lookforwardtoyourearlyacceptance.Yours,Catherine2801Translatethefollowingexpressionsforcounter-offers.幻灯片2902TranslatetheChinesesentencesintoEnglish.Keystolanguagepractice03Matchthebargainingtechniqueswiththesampleletters.幻灯片36I.Translatethefollowingexpressionsforcounter-offers.很遗憾地告知您：Weregrettotellyouthat... 利润空间很小或者为零:Theprofitmarginislittleornil. 太高了以至于无法接受:Toohightobeacceptable/toohighforustoworkon/forustoaccept同……相比: Comparedwith/incomparisonwith 为了促成交易: Tofacilitatethetransaction比你方的价格低10%:10%lowerthanyourprice 我们的价格非常合理/实际:Ourpriceisveryreasonable/realistic.鉴于我们长期的贸易关系:Consideringourlong-termrelationship将价格降低8%: Reduce/cutthepriceby8% 满足你方的需求: Tomeet/satisfyyourneeds急剧上涨:risesharplyII.TranslatetheChinesesentencesintoEnglish.很遗憾，我们认为您的报价太高，我们无法接受。Weregrettotellyouthatyourpriceistoohightobeacceptable.很遗憾，我们上海的买主认为您的报价太高。WeregrettoinformyouthatourbuyersinShanghaifoundyourpricetoohigh.我方并不否认中国杏仁(apricotkernel)的质量好，但是在价格方面的差异绝不至于高于10%。WedonotdenythatthequalityofChineseApricotKernelisslightlybetter,butthedifferenceinpriceshould,innocase,beasbigastenpercent.II.TranslatetheChinesesentencesintoEnglish.尽管我们认为你方产品的质量很好，但和其他公司的报盘相比，价格还是太高了。Althoughweappreciatedthequalityofyourproducts,comparedwithoffersfromothersources,yourpriceisstilltoohigh.本地市场上来自美国的同类产品的价格要比你们的价格低15%。SimilarproductsofAmericanoriginhereare15%lowerthanyours.如果您能降价8%，我们将长期向您下订单。Wewillplaceregular/repeatorderswithyouifyoucouldreduce/cutyourpriceby8%.II.TranslatetheChinesesentencesintoEnglish.为了促成交易，我方还盘如下，每打手提包50美元，纽约到岸价。Tofacilitatethetransaction,wecounter-offerasfollows,US$50perdozenCIFNewYork.希望您可以接受我们的还盘。Wehopethatyouwillfindourcounter-offeracceptable.我们已经报出了最优惠的价格。Wehavequotedthemostfavorableprice.II.TranslatetheChinesesentencesintoEnglish.鉴于我们的产品质量，这个价格非常公道了。Inviewof/Consideringthequalityofourproducts,ourpriceisquiterealistic/reasonable.鉴于我们长期的贸易关系，我们愿意将价格降低5%。Consideringourlong-termbusinessrelations,wewouldliketolowerthepriceby5%.我们的利润空间太小，已经没有降价的空间。Asthereisnomarginofprofit,thereisnoroomforustoreducetheprice.II.TranslatetheChinesesentencesintoEnglish.原材料的价格近期上涨迅猛。Thepriceforrawmaterialshasrisensharplyrecently.由于油价近期飞速上涨，我们不可能把价格降到您期望的水平，15%。Theoilpricehasrisensharply,sothereisnopossibilityforustocutthepricetotheextentyouexpected,i.e.15%.II.TranslatetheChinesesentencesintoEnglish.考虑到双方的友好贸易关系，我们愿意特别满足你方的要求，将价格降至每件25美元旧金山成本加运费。Consideringourfriendlyrelations,wewouldexceptionallycomplywithyourrequestbyreducingourpriceto$25perpieceCFRSanFrancisco.我们认为如果你方把订货量增加到3000件，我们就给你5%折扣。Weareoftheopinionthatifyoucouldincreaseyourorderto3,000pieces,wewouldallowa5%discount.III.Matchthebargainingtechniqueswiththesampleletters.TheBargainingTechniquesa.

Theexporteremphasizesthecost&expressessincerity.b.Theexporterpushesthecustomertoconfirmtheorder.c.Theexporterpushesthecustomertooffermore

information.d.Theexporterrecommendschangingthepackaging

materialsorpackagingmethods.e.Theexporteroffersadiscountonquantityincrease.f.Theexporterrecommendsnewproductstothe

customer.

g.Theexporteroffersdiscountforthetrialorder.III.Matchthebargainingtechniqueswiththesampleletters.From:leahg@To:rebecca@spatrad.auSubject:Re:Ourcounter-offerforladies’

boot—WMB-ADear

Rebecca,I’msosorrythatwecouldn’tmeetyourtargetofUSD5.00/pcwithcolor

box.AsImentionedinthepreviousmail,ourpricewasbasedonthedifferent

packaging

method.Anyway,

we

could

reduce

our

margin

to

start

our

business.

Our

final

price

is

USD

5.20

withcolorbox,andUSD5.00withapoly

bag.If

you

would

like

to

promote

this

item,

we

suggest

the

poly

bag

instead.

OthercustomersmainlyusethissimplepackagingforAmerican

market.Pleasehelptocheckwithyourbuyerandadvisethe

comments.Best

regards,Leah

GuoRe-counter-offer1d.

Theexporterrecommendschangingthepackagingmaterialsorpackagingmethods.III.Matchthebargainingtechniqueswiththesampleletters.Re-counter-offer2c.

TheexporterpushesthecustomertooffermoreInformation.f.

Theexporterrecommendsnewproductstothecustomer.From:leah@spatrad.myTo:rebecca@Subject:Re:Ourcounter-offerforphone

casesDear

Rebecca,Thankyouforyour

counter-offer.The

price

I

offered

you

is

quite

competitive

as

per

MOQ.

Could

you

please

kindlytellmeyourpotentialquantity?Wewouldliketoupdateyouthenew

offerimmediately.We

understand

that

you

are

a

big

supplier

of

phone

cases

in

Mexico.

You

may

be

interestedinourLEDselfiephonecases&diamondprintingphonescases.

Please

studyourofferas

attached.Hopetoreceiveyourquick

response.

Best

regards,Leah

GuoIII.Matchthebargainingtechniqueswiththesampleletters.Re-counter-offer3e.

Theexporteroffersadiscountonquantityincrease.g.

Theexporteroffersdiscountforthetrialorder.From:leah@spatrad.myTo:rebecca@Subject:Re:Ourcounter-offerforphone

casesDear

Rebecca,Tobefrankwithyou,wehavenomargintoreducetheprice

again.Although

the

price

is

very

important

to

win

the

order,

the

quality

counts

for

muchmore.Iamsorry.Ihavediscussedwithourtopmanagementanddecidedtore-counteryou

asfollows:USD5.20/pc,withcolorbox,basedon10,000pcsUSD5.00/pc,withsimplepolybag,basedon10,000pcs3%willbeprovidedasaspecialdiscount,whenquantityupto30,000pcs

Weunderstandthatyouhavetotestyourlocalmarketandretailprice,sowe’repleasedtodoatrialorderforyouwithsm