外贸英语函电课件

外贸英语函电

BusinessEnglishCorrespondence主编项伟峰外贸英语函电

BusinessEnglishC

学习目标与岗位工作能力学习任务学习任务学习任务

模块评估测试

LearningGoals

LearningTask1

LearningTask2

LearningTask3

ModuleAssessmentModuleContentStructure模块总结ModuleConclusion

扩展商务资源ExtendedBusinessResources学习目标与岗位工作能力学习任务学习任务学习任务模块评估测LearningGoals(JobCompetence)Writelettersofenquiry,offer,counter-offerandacceptanceIdentifyfirmofferandnon-firmofferWriteletterstoreplytoenquiry,offer,counter-offerandacceptanceLearningGoals(JobCompetence)Module3Enquiry,Offer,Counter-offerandAcceptance2LearningTask1

3LearningTask2

4LearningTask3

5ModuleAssessment1LearningGoals(Jobcompetency)6ModuleConclusionModule3Enquiry,Offer,CounLearningTask1EnquiryandReplySection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask1EnquiryandRSection1Lead-inIninternationalbusiness,agooddealwillbemadeaftermanynegotiations.Theprocessesincludeenquiry,offer,counter-offer,etc.Questions:What’sanenquiry?What’sanoffer?What’sacounter-offer?Section1Lead-inIninternatiKeys1.Anenquiryisrequestforbusinessinformation,suchaspricelists,catalogues,samples;anddetailsaboutthegoodsortrade.Itisusuallymadebytheimporter,butcanbemadebytheexporter.Onreceivingtheenquiry,itisaregularpracticethattheexportershouldreplytoitwithoutdelay.2.Anoffer,oraquotation,isaproposalmadebysellerstobuyersinordertoenterintoacontract.Inotherwords,itreferstotradingtermsputforwardbyoffererstoofferees,onwhichtheofferersarewillingtoconcludebusinesswiththeofferees.3.Acounter-offerisanewOffermadeinresponsetoanofferreceived.Whenaproductisofferedtoyouforagivenamountofmoneyandotherterms,you,inturn,canrespondwithseveraloptions;

Acounter-offerisnothingmorethananewoffer.Itpurportstobeanacceptanceoftheofferreceived,butcontainsadditions,limitationsorothermodifications,leadingtoarejectionoftheoriginalofferandformingactuallyanewoffer.Keys1.AnenquiryisrequestLearningTask1EnquiryandReplySection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask1EnquiryandR1.EnquiryandReplyEnquiry:gettherequiredinformationofthesupplyofcertainproduct,serviceorthegeneralinformation.GeneralEnquiry:askingforcommondata,suchascatalogue,pricelist,sampleandpictures,etc.SpecificEnquiry:specificallyenquiryaboutnameofcommodity,specifications,quantity,unitprice,dateofshipment,paymenttermsandpacking,etc.1.EnquiryandReplyEnquiry:2.MainpointsofanEnquiryOpening:thepurposeorreasonofwriting:thesourceofinformation;whatsortoffirmyouare;theintention(interestinthegoods);Body:thedetailsofrequirements:therequirements(askingforcatalogues,pricelistsandsamples,etc.)tohaveageneralideaoftheproduct;askingforanofferorquotationonacertaincommodity);theintroductionofmarketandpricethatwillbeobtained;Closing:expectation2.MainpointsofanEnquiryOpLearningTask1EnquiryandReplySection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask1EnquiryandRLetter1GeneralenquiryDearSirs,SnookertablesWearepleasedtolearnfromtheNewZealandEmbassythatyouarealeadingcompanyinNewZealandexportingsnookertables.Thereisagrowingdemandforsnookertablesinthismarketandwearehopingtobethefirsttointroducethisproductinourdistrict.Letter1GeneralenquiryDearWewouldbepleasedifyoucouldsendusyourcatalogue,pricelisttogetherwithanysamplesyoucansupply.Wewouldalsoappreciateitifyoucouldtellusthetermsofpaymentwithwhichyoudobusinesswithothers.Welookforwardtoreceivingyourlettersoon.Yoursfaithfully,（signature）Letter1GeneralenquiryWewouldbepleasedifyoucouComments&AnalisysComments:

Theimporterwantstohaveageneralideaofthecommodity;hemayrequestforpricelist,catalogue,samplesandotherterms.Analysis:Para1.Thesourceofinformation.Para2.Theintention(interestinthegoods).Para3.Therequirements(askingforcatalogues,pricelistsandsamples,etc.);askingforanofferorquotationonacertaincommodity.Para4.Expectation:askforaquickresponse.Comments&AnalisysComments:Letter2SpecificEnquiryDearSirs,ThankyouforyourletterofAugust25.Wearepleasedtoknowthatyouareproducingdifferentkindsofcervicalartificialdiscs.Weareinterestedinyourvariouscervicalartificialdiscsrecommendedinyourletter,particularlyBryandiscandDiscoverdisc.Willyoukindlysendusacopyofyourillustratedcatalogueandsomesampleswithfurtherinformation?WeshallbeobligedifyoucouldalsoquoteyourlowestpriceCFRCairostatingearliestdateofshipment.Letter2SpecificEnquiryDearBryandiscofhighqualityarepopular.Webelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthetypesmentioned.Ifyourpriceiscompetitive,wewillconsiderplacinganorderfor500withyou.Wearelookingforwardtoyoururgentreply.Yoursfaithfully,（signature）Letter2SpecificEnquiryBryandiscofhighqualityareComments&AnalysisComments:

Theenquiryisclearlystatedwithallrelevantdetailsatthisstage.Thepurchaserwishestobuyhighqualityproductswithlargequantitiesatverycompetitiveprices.Analysis:Para1.

Makethereferenceclearandrespondtoit.Para2.

Statetheenquiryclearly,givingdetails.Para3.

Explainthepotentialbusinessprospect.Para4.

Expectation:askforaquickresponse.Comments&AnalysisComments:

Letter3ReplytotheaboveDearSirs,ThankyouforyourspecificenquiryofDecember12.Theenclosedillustratedcatalogueandsampleswillgiveyoudetailsofthetwosortsofcervicalartificialdiscsinwhichyouareespeciallyinterested.TheillustrationswillalsogiveyouinformationaboutotherBryandiscweareexporting.Astoourtermsandconditions,pleaseseepage26ofthecatalogue.Undercover,wearesendingyouourofferonCFRCairo,forshipmentinDecember.UsuallywerequireanirrevocableL/Cbydraftatsight.Letter3ReplytotheaboveDeBryandiscandDiscoverdiscareourproductsoflateststyle.Becauseoftheirexcellentqualityandlowprices,youcanbesurethatourproductswillhelpyouexpandyourmarket.Wearelookingforwardtoyourtrialorder.Yourssincerely,(Signature)

Letter3ReplytotheaboveBryandiscandDiscoverdiscaComments&AnalysisComments:

Areplytoanenquiryisnormallyfairlybrief,politeanddirect.Thankthebuyerforhisenquiryandsupplyalltheinformationrequested,suchassamples,catalogue,pricelist,etc.Sometimesproviderelevantadditionalinformation.Concludewithoneortwolinesencouragingthebuyertoplaceorderandassuringhimofgoodservice.Analysis:Para1.ReceiptoftheenquiryPara2.Detailsofmeetingrequirements(sendingcatalogue,price,samples)Para3.FavorabletermsandbestattentionPara4.Expectationoftrialorder.Comments&AnalysisComments:LearningTask1EnquiryandReplySection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask1EnquiryandRCorePhrasesandSentencePatterns1.说明对某种产品感兴趣take/have/feelinterestinsth;beinterestedinsth;beofinteresttosb.;beinterestingtosb.;sth.interestsb.;sthmeetwithsb.’sinterestbedelightedwithsth.很喜欢某商品;befavorablyimpressedwithsth.对…印象甚好CorePhrasesandSentencePatt2.购买beinthemarketforsth.要购买…purchaseCorePhrasesandSentencePatterns2.购买CorePhrasesandSentence3.目录、价格表和样品等catalogue/leaflet/abridgedleaflet产品目录/宣传活页/简易活页illustratedcatalogue(cataloguewith

illustrations)/photoillustrations附图目录brochure/pamphlet/booklet/folder商品说明小册子/折迭说明descriptiveprospectus;operation(operating)manual/instruction商品说明书/使用说明书descriptiveliterature/photocopyofdescriptiveliterature商品资料/商品资料复印本drawing/diagram/blueprint图样/图解/蓝图patterncard款式卡片samplebook/pad样品册/样品簿pricelist/price-schedule价格表/价格单CorePhrasesandSentencePatterns3.目录、价格表和样品等CorePhrasesandS4.价格competitive/moderate/favorable/attractiveprice有竞争性的/公道的/优惠的/吸引人的价格prevailing/rulingprice现行的价格/时价lowest/best/keenest/rock-bottomprice最低价CorePhrasesandSentencePatterns4.价格CorePhrasesandSentence5.OtherTermsdiscount折扣termsofpayment/paymentterms支付条件deliverytime/date交货时间CorePhrasesandSentencePatterns5.OtherTermsCorePhrasesandGroupActivity:ReciteandInterpretationStep1ReadaloudtheCorePhrasesandSentencePatterns.(Inandafterclass,5minutesinclass)Step2MemorizeandReciteSetp3Interpretation:OnestudentreadEnglishandanotherstudenttranslateitintoChinesewithoutlookingatthetextbookandthenChineseintoEnglish;Taketurnstointerpretatethispart.GroupActivity:ReciteandIntLearningTask1EnquiryandReplySection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask1EnquiryandRSection5SimulationWorkshopTranslatethefollowingletterintoEnglish:先生:

从纽约的托马斯·H·P公司处，获悉贵公司生产各类手工制人造皮革手套，我公司是中国专营这类产品的进口商之一,我公司对你们的产品很感兴趣。本地区对高品质手套有稳定的需求,尤其是款式新颖、色彩鲜艳的产品。如贵公司所报价格有竞争性的话，我公司打算订购5,000套。

请惠寄贵公司的手套插图目录一份，详述有关价目与付款条件。如蒙早日回信，不胜感激。Section5SimulationWorkshopKeysDearSirs,WelearnfromThomasH.P.ofNewYorkthatyouareproducinghand-madeglovesinavarietyofartificialleathers.WeareoneoftheimportersinChinadealingwiththistypeofgoods,andwearequiteinterestedinyourproducts.Thereisasteadydemandhereforglovesofhighquality,especiallythoseinthebrightercolorsandoffashionabledesigns.Ifyoucangiveusacompetitivequotation,wewillconsideranorderof5,000pieces.Willyoupleasesendmeacopyofyourglovecatalogue,withdetailsofyourpricesandtermsofpayment.Wewillappreciateyourearlyreply.Yoursfaithfully,XXXKeysDearSirs,LearningTask1EnquiryandReplySection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask1EnquiryandRSection6Summary

Anenquiryisarequestforinformation.Ininternationalbusinesstheimportermaysendanenquirytoanexporter,invitingaquotationandoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods.Section6SummaryAneModule3Enquiry,Offer,Counter-offerandAcceptance2LearningTask1

3LearningTask2

4LearningTask3

5ModuleAssessment1LearningGoals(Jobcompetency)6ModuleConclusionModule3Enquiry,Offer,CounSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2Offer

Section6SummarySection5SimSection1Leadin

Discussion:Choosethebestansweranddiscussthedifferencebetweenquotationandoffer.1.Please_____usyourlowestpricesforbothmen’sandwomen’swinterjackets.

A.offerB.quote2.Please_____us500glassvasesCIFQingdao,China@incoterms2010.

A.offerB.quoteSection1LeadinDiscussion:Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2Offer

Section6SummarySection5Sim1.DefinitionofOfferAccordingtoCISG,aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanofferifitissufficientlydefiniteandindicatestheintentionoftheofferortobeboundincaseofacceptance.Aproposalissufficientlydefiniteifitindicatesthegoodsandexpresslyorimplicitlyfixesormakesprovisionfordeterminingthequantityandtheprice.Aproposalotherthanoneaddressedtooneormorespecificpersonsistobeconsideredmerelyasaninvitationtomakeoffers,unlessthecontraryisclearlyindicatedbythepersonmakingtheproposal.1.DefinitionofOfferAccordinOfferor:Thepersonwhomaketheoffer（报盘人）Offeree:Thepersontowhomtheofferismade(受盘人)Offeror:Thepersonwhomaket2.FirmofferandNon-firmofferAfirmofferisapromisetosellatastatedpriceandconditionwithinastatedperiodoftime(acertaintimelimit).Anon-firmofferisanoffermadewithoutengagement.Aquotationoraproformainvoicecanalsoplaytheroleofbothafirmofferandanon-firmofferaccordingtotheircontents.2.FirmofferandNon-firmoff3.MainpointsofanofferOpening:expressionofthanksfortheenquiry;Body:detailsofoffer:namesofcommodities,quality,quantityandspecifications;detailsofprices,discountsandtermsofpayment;statementorclearindicationofwhatthepricescover(suchaspacking,freightandinsurance);packinganddateofdelivery;validityoftheoffer:theperiodforwhichtheofferisvalid(anon-firmofferexcludesit);Closing:hopeforacceptance.3.MainpointsofanofferOpenSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2Offer

Section6SummarySection5SimLetter1OfferDearSirs,Thankyoufor（请删除课本中withreferenceto的表达方法）yourenquiryofDecember21,2011,wearepleasedtoquotewithoutengagementasfollows:Article:brocadehandbagsTimeofShipment:DuringFebruary—MarchPackage:200piecestoacartonPayment:byconfirmedirrevocableL/Cavailablebydraftatsight.Wearewillingtoallowa3%discountforallordersover2000pieces.Weareawaitingyourpromptreply.Yourssincerely,(Signature)Letter1OfferDearSirs,Comments&AnalysisComments:

Itstatesthenecessarypointsofanofferclearlyandconcisely.Analysis:Para1.Anexpressionofthanksfortheenquiry,ifany;Para2-6.Statementorclearindicationofwhatthepricescover(suchaspacking,freightandinsurance);Para7.HopeofacceptanceComments&AnalysisComments:Letter2FirmOfferDearSirs,Thankyourfor(请删除课本中Thisistoconfirm的表达方法）yourtelexof16March2011,askingustomakeyouafirmofferforriceandsoybeansCFRCairo.Wetelexedyouthismorningofferingyou40metrictonsofpolishedriceatUS$2,600permetrictonand30metrictonsofsoybeansatUS$2,900permetricton,CFRCairo,forshipmentduringJuly—August2011.Thisofferisvalid,subjecttothereceiptofyourreplybefore10June2011.Letter2FirmOfferDearSirs,Pleasenotethatwehavequotedourmostfavorablepriceandareunabletoentertainanycounter-offer.Itislikelythatthemarketpricewillrise.Itwouldbetoyouradvantagetoplaceorderswithoutdelay.Weareanticipatingyourearlyreply.Yoursfaithfully,(Signature)Letter2FirmOfferPleasenotethatwehavequoteComments&AnalysisComments:

Thekeyfeatureisthatafirmofferhasbindingforce.Oncethefirmofferismade,theofferoristotallyengagedandnotallowedtochangewithinthedateofvalidity.Analysis:Para1.Thanksfortheenquiry.Para2-3.Providedetailsofquantity,quality,price,discount,payment,packingetc.Para4.Hopeforafavorablereply.Comments&AnalysisComments:Letter

3FirmOfferDearSirs,ThistimelastyearyouplacedanorderforthemedicineofTobramycin.Thisisadiscontinuedlinewhichwehadonofferatthetime.Wenowhaveasimilarproductonoffer,Vancomycin.Itoccurstousthatyoumightbeinterested.Adescriptiveleafletisenclosed.Letter3FirmOfferDearSirs,WehaveastockofVancomycinwhichwearesellingoffat￡5each.Wecanofferaquantitydiscountofupto18%,butwearepreparedtogive25%discountforanoffertobuythecompletestock.Wearegivingyouthisopportunityinviewofyourpreviousorder.Wewouldappreciateapromptreply,sincewewillputtheofferoutintheeventofyournotbeinginterested.Yoursfaithfully,(Signature)Letter

3FirmOfferWehaveastockofVancomycinComments&AnalysisComments:

Theofferoroffersfirmlyasimilarnewproduct.Analysis:Para1.Referencetothepreviousorder.Para2-3.Providethenewkindofproductswithdetailsofquantity,quality,price,discount,payment,packingandsoonPara4.Hopeforafavorablereply.Comments&AnalysisComments:Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2Offer

Section6SummarySection5Sim

CorePhrasesandSentencePatterns1.报价toquotesb.apriceforsth.向某人报…价quotesth.at…某货价2.报盘tooffersb.sth.;make/send/givesb.anofferforsth.向…报盘offer…(tradeterms)…forsth.;报….价格CorePhrasesandSentencePat3.无约束力发盘Subjectto…以….为准；Subjecttoone’sconfirmation以某人确认为准Subjecttogoodsbeingunsold以货物未售出为准Subjecttopriorsale报价以先售为准Subjecttoreplyreachingherewithin…days在….日内复到有效

CorePhrasesandSentencePatterns3.无约束力发盘CorePhrasesandSen4.表示报盘的有效期Offerbe/remainsfirm/open/valid/good/effective/availablefor/within/until…报价有效若干时间/有效到某日Keep/holdofferfirm/open/valid…for…保持报价…有效

CorePhrasesandSentencePatterns4.表示报盘的有效期CorePhrasesandS5.表示价格生效Pricebeoperative/effectivefrom...(date)Pricecomeintoforce/effecton….(date)Withimmediateeffect即刻生效

CorePhrasesandSentencePatterns5.表示价格生效CorePhrasesandSenGroupActivity:ReciteandInterpretationStep1ReadaloudtheCorePhrasesandSentencePatterns.(Inandafterclass,5minutesinclass)Step2MemorizeandReciteSetp3Interpretation:OnestudentreadEnglishandanotherstudenttranslateitintoChinesewithoutlookingatthetextbookandthenChineseintoEnglish;Taketurnstointerpretatethispart.GroupActivity:ReciteandIntSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2Offer

Section6SummarySection5SimSimulationWorkshopPleasewriteafirmoffercoveringthefollowingcontents:Commodity:SweatersindifferentcolorsSize:Large(L)Medium(M)Small(S)Package:SweatersarewrappedinplasticbagsandpackedinstandardexportcardboardcartonsPrice:CIF5%LondonperdozeninUS$L:180M:160S:140Shipment:OctoberPayment:ByconfirmedirrevocableL/Cpayablebydraftatsight.Validity:beforeJune5,2011.SimulationWorkshopPleasewritKeysDearSirs,

ThankyouforyourenquiryofApril9,showingyourinterestinoursweatersindifferentcolors.Wenowwouldliketomakeyou,subjecttoyourreplyreachingusbyJune5,

thefollowingoffer:Commodity:SweatersindifferentcolorsSize:Large(L)Medium(M)Small(S)Price:CIF5%LondonperdozeninUS$L:180M:160S:140Shipment:OctoberPayment:ByconfirmedirrevocableL/Cpayablebydraftatsight.Package:Sweatersarewrappedinplasticbagsandpackedinstandardexportcardboardcartons.

Wearewillingtoallowa5%discountforallordersover1,000pieces.Youcanrelyonustogiveyourorderimmediatelyattention.

Yoursfaithfully, XXXKeysDearSirs,Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2Offer

Section6SummarySection5Sim

SummaryMajorfeaturesoffirm-offer:Theoffermustbewrittenclearlythattheofferisfirm.Theoffermustbeclear,definite,completeandfinal.Theoffermuststatethetimeofvalidity.SummaryMajorfeaturesoffirmModule3Enquiry,Offer,Counter-offerandAcceptance2LearningTask1

3LearningTask2

4LearningTask3

5ModuleAssessment1LearningGoals(Jobcompetency)6ModuleConclusionModule3Enquiry,Offer,CounSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask3Counter-Offer

andAcceptanceSection6SummarySection5SimSection1Leadin

Discussion:Whenanofferisreceived,howmanypossibleresponsesthereare?EntireacceptanceConditionalacceptanceorcounterofferOfferdeclinedSection1LeadinDiscussion:Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask3Counter-Offer

andAcceptanceSection6SummarySection5Sim1.What'sacounter-offer?Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter-offeranditcanberegardedasanewoffer.Thisprocesscangoonformanyaroundtillabusinessisconcludedorcalledoff.1.What'sacounter-offer?Are2.What’sanacceptance?Theoffereegivestheexpressionofwillingnesstosignthecontractaccordingtothetermsandconditionsgiveninthepreviousofferwithinthevalidityunconditionally.Effectiveacceptance:givenbytheofferee;acceptallofthecontentofthepreviousofferunconditionally;givenwithinthevalidityofthepreviousirrevocableoffer;givenbothbytheoffereeandwithsomekindsofactionorexpressionwhichshouldreachtheofferer.2.What’sanacceptance?Th3.MainpointsofaCounter-offerOpening:thanksfortheoffer;Body:rejectionandreasons;counterproposal(pricereductionetc.;)Closing:expectationoftheacceptance.3.MainpointsofaCounter-ofSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask3Counter-Offer

andAcceptanceSection6SummarySection5SimLetter1Counter-offerDearSirsThankyouforyourletterofMarch10quotingforthericeandsoybeans.Weappreciatethegoodqualityofyourproducts,butunfortunatelyyourpricesappeartobeonthehighsideevenforgoodsofthisquality.Toacceptthepricesyouquotewouldleaveuswithonlyasmallprofitonoursalessincethisisanareainwhichtheprincipaldemandisforarticlesinthemediumpricerange.Letter1Counter-offerWelikethewayinwhichyouhavehandledourenquiryandwouldwelcometheopportunitytodobusinesswithyou.InformationindicatesthattheJapanesegoodsarebeingsoldatapriceapproximately10%lowerthanwhatyouquoted.Wewonderifyoucouldreduceyourpricestothatlevel.Weshallappreciateyourfavorablereply.Yourssincerely,(Signature)Letter1Counter-offerWelikethewayinwhichyouhComments&AnalysisComments:It’sancounter-offerwithdetailedreasons.Thelanguageisclearandpolite.Analysis:Para1.ThanksfortheofferPara2.RejectionandreasonsPara3.Counterproposal(pricereductionetc.;)Para4.Expectationoftheacceptance.Comments&AnalysisComments:Letter

2Counter-counter-offerDearSirs,Whilewethankyouforyourletterof22December2010,wearedisappointedtohearthatourpricefortheproductsofCharnley(totalhiparthroplasty)andNexGentLPSFlexMobile(totalkneearthroplasty)aretoohighforyoutoworkon,becauseJapanesegoodsarebeingofferedatapriceapproximately10%lowerthanours.Wedonotdenywhatyousay,butwewouldliketoinviteyourattentiontothesuperiorqualityofourproducts.Wehavetopointoutthatourquotationisquiterealisticandhavebeenacceptedbybuyersofothersources.Letter2Counter-counter-offAlthoughwearekeentodobusinesswithyou,weregretthatwecannotacceptyourcounter-offerorevenmeetyouhalfway.Thebestwecandoisreduceourpreviousquotationby2%.

Wetrustthatthiswillmeetwithyourapprovalandlookforwardtoyourearlyreply.Yoursfaithfully,(Signature)Letter

2Counter-counter-offerAlthoughwearekeentodobusComments&AnalysisComments:

There’realwaysseveralroundsofoffer,counter-offer,counter-counter-offer,tillbusinessisfinalizedorcalledoff.Acounter-counter-offershouldbewrittenwithcareandwithaviewtogoodwillandtrytoconvincetheothersideandencouragethebusiness.Analysis:Para1.Thanksforthecounter-offerPara2.RejectionandreasonsPara3.Anewpriceaswellasothernewtermsissuggested.Para4.Expectationoftheacceptance.Comments&AnalysisComments:Letter

3AcceptanceDearMr.Jones,Re:LeatherBagsforMenWeacceptyourcounter-offerofDecember27andarepleasedtoconfirmhavingconcludedthetransactionofthecaptionedgoodswithyou.Ourfactoryhasinformedusthattheycan,atpresent,entertainordersof20000perweek.Thusyoumayrestassuredthatyourorderof40000forshipmentnextmonthwillbefulfilledascontracted.Letter3AcceptanceDearMr.JLetter

3AcceptanceHowever,we’dliketoemphasizethatyourL/Cmustreachherebytheendofthismonth.Otherwise,shipmenthastobedelayed.WeenclosewiththisletterourSalesConfirmationNo.10M18induplicate.Pleasecountersignandreturnusonecopyforrecords.Weappreciateyourcooperationandtrustthatourproductswillturnouttoyoursatisfaction.Sincerelyyours,(signature)SalesMangerLetter3AcceptanceHowever,wComments&AnalysisComments:

Anacceptanceisafactthatthebuyersorsellersagreecompletelytoallthetermsandconditions