《现代商务函电写作的基本知识》-Transaction situation 4 counter-offer

ContentsLearningObjectives学习目标WorkTask工作任务Howtowrite如何写

ExampleTransactions操作示范12433CompetencePractice能力训练5一、LearningObjectives（学习目标）Ability’sobjective：Canwritetheletterofmakingcounter-offer.Knowledgeobjective：Befamiliarwiththewordsandexpressionsrelatedthetopicofmakingcounter-offer.上次交易情境复习11月19日，在收到Ellen的询盘后，Victor经过对产品的报价核算，向加拿大CANADIANFASHIONTRADECO.,LTD.公司进行报价，同时告知了包装、支付方式、保险、装运时间等相关贸易情况。发盘具体资料：

1．品名：型号为BJ123的全棉运动上衣2．尺码：小码、中码和大码3．单价：每件20.5美元，CIFC3%蒙特利尔4．数量：6000件，各尺码2000件5．包装：10件装入一个不透明的塑料袋，每10个塑料袋装入一个双层瓦楞纸箱6．付款方式：以卖方为受益人的不可撤销跟单即期信用证7．交货期：收到相关信用证后60天之内8．保险：由卖方投保9．发盘以对方11月26日之前的复到为准同时督促对方尽早下订单。二、WorkTask1（工作任务一）

Ellen收到Victor的发盘函后，要对其进行回复。请以Ellen的名义写一封针对Victor发盘的回函，具体要求如下：

1．表示已经收到对方的发盘函，并表示感谢。2．很遗憾的告诉Victor，你方客户认为他们的价格偏高。3．表示虽然Victor一方产品的质量很好，但是价格不应该比其他供应商高出10%，因此进行还盘。4.还盘内容如下：单价变为每件18.45美元，CIFC3%蒙特利尔。5．希望对方尽快回复。

二、WorkTask2（工作任务二）

Victor收到加拿大客户Ellen的还盘后，经过认真核算，觉得不能接受对方的还价，因为自己的报价已经是比较低了。但是考虑到如果能做成这笔订单，双方合作愉快的话，那将会带来更多的订单，会给公司带来更大的利益，所以Victor仍期望与对方做成这笔订单，于是他按照公司销售部的惯例，提出如果对方的订单超过10,000件，就同意降价5%。

三、Howtowrite（如何写）

Acounter-offer

canbemadetorejectpartortotalofthetermsandconditionsoftheoffer.Itiswrittentothanktheoffererforhistroubleandexplainthereasonfortherejection.Acounter-offerisanewoffer,whichcanbemadebyboththesellerandthebuyer.Introduction(简介)

Ifyouwanttowriteacounter-offertostateyourdisagreementtocertaintermsandexpressyourownideas,thefollowingcontentsmaybeincluded:

1.Toexpressthanksfortheoffer2.Toexpressregretatyourinabilitytoaccepttheofferandgivereasonsfornon-acceptance3.Tomakethecounterproposal(pricereductionetc.)4.Toexpressexpectationoftheacceptance2.Writingskills(写作技巧)

3.TypicalExpressions(常见表达方式)Forlettersmakingcounter-offer(还盘信函常用表达句型):Writingsteps（写作步骤）Typicalexpressions（常用表达句型）1.对发盘人的报价表示感谢1.Thankyouforyourofferof...谢谢贵公司……的发盘｡

2.Thankyouforyourpromptreplyanddetailedquotation.

感谢贵方的及时答复和详细报价。

2.表示无法接受发盘并说明原因

1.Weregrettoinformyouthatthepriceyouquotedisonthehighsidethoughweappreciatethegoodqualityofyourproducts.

我们很遗憾告知对方，尽管我们对你方产品质量很满意，但我方认为贵方所报价格偏高。

2.Muchtoourregret,wecannotentertainbusinessatyourprice,sinceitisoutoflinewiththeprevailingmarket,being10%lowerthantheaverage.很遗憾我们不能考虑按贵方价格成交，因为贵方价格与现时市场不一致，要比一般价格低10%。

3.Thepriceyouofferisoutoflinewiththemarket,soitisbeyondwhatisacceptabletous.

贵方报盘与市场不一致，故我方无法接受。

3.对所希望的交易条件提出建议1.Tostepuptrade,wecounter-offerasfollows:…为了促进贸易，我方还盘如下：……

2.Inviewofourlong-standingbusinessrelationship,wemakeyouthefollowingcounter-offer.

鉴于我们之间长期的贸易关系，特向贵方作如下还盘。

3.Yourcompetitorsareofferingconsiderablylowerpricesandunlessyoucanreduceyourquotations,weshallhavetobuyelsewhere.

你们竞争对手的报价要低很多。除非你们降价，否则我们得从他处购买。

4.希望对方能够接受你方所提出的建议。

1.Wehopethatyouwilltakeourcounter-offerseriouslyintoconsiderationandreplyassoonaspossible.

希望贵方对我们的还盘给予认真的考虑并尽快答复我方。

2.Ifyouacceptourcounter-offer,wewilladviseourenduserstobuyfromyou.

如贵方能接受我们的还盘，我们将劝我方用户向贵方购买。

四、SpecimenLetters(操作示范函)November20,2010DearVictor,Thankyouforyourofferof6000piecesofcottonblazeratUSD20.5perpieceCIFC3%MONTREAL.Weregrettoinformyouthatourendusersfindyourpriceonthehighside.Asyouknow,thepriceofcottonblazerhasgonedownsincelastyear.Somecountriesareactuallyloweringtheirprices.Itisnodoubtthatthereisakeencompetitioninthemarket.Wedonotdenythatyourproductsareattractive,butthedifferenceinpriceshould,innocase,beasbigas10%.Tostepuptrade,weonbehalfofourendusersmakecounter-offerasfollows:6000piecesofcottonblazer,atUSD18.45perpieceCIFC3%MONTREAL.Wehopethatyouwilltakeourcounter-offerseriouslyintoconsiderationandreplyassoonaspossible.Yoursfaithfully,EllenWorkTask1

1.enduser客户

2.onthehighside（价格等）偏高3.

godown（价格等）下降4.keencompetition激烈的竞争5.innocase决不6.stepup（使）加快速度7.onbehalfof代表8.counter-offer还盘9.take…intoconsideration将……考虑进去NewWords1.Thankyouforyourofferof…

谢谢贵公司……的发盘｡2.Weregrettoinformyouthatourendusersfindyourpriceonthehighside.

我们很遗憾的告知你方，我们的客户觉得你们报价过高。3.Tostepuptrade,weonbehalfofourendusersmakecounter-offerasfollows:为了促进贸易，我们代表我方客户作出还盘如下：4.Wehopethatyouwilltakeourcounter-offerseriouslyintoconsiderationandreplyassoonaspossible.希望贵方对我们的还盘给予认真的考虑并尽快答复我方。Notes四、SpecimenLetters(操作示范函)November21,2010

DearEllen,WeareinreceiptofyourletterofNovember20,whichrequesteda10%discount.Weregrettoinformyouthatyourcounter-offerisnotinkeepingwith

thecurrentmarketandwecannotacceptit.Webelieveourpricesarequitefavorableandcompetitive,itisimpossiblethatanyothersupplierscanlowerthanusiftheirproductsareasgoodasoursinquality.

Tobefrankwithyou,ifitwasnotforthefuturerelations,wewouldn’tconsideracceptingyourprice.Inordertoassistyoutocompetewith

dealersinthemarket,let’smeeteachotherhalfway,wehavedecidedtoreducethepriceby5%,ifyouorderreaches10,000piecesatonetime,whichissay,thepriceisUSD19.48perpieceCIFC3%MONTREAL.It’ssubjecttoyourreplyarrivingherebeforeNovember30,2010.

Yourearlyreplywillbemuchappreciated.Yourssincerely,VictorWorkTask2

1.inreceiptof收到2.discount折扣

e.g.Wewouldliketoallowyouaspecialdiscountof3%ifyourorderexceedsUSD5,000.

如你方订购超过5,000美元，我们愿意给你方3%的特殊折扣。3.keepwiththecurrentmarket与现行市价一致4.tobefrankwithyou坦率地说，与franklyspeaking意思相同5.competewithsb.与某人竞争6.dealer零售商7.meetsb.halfway各让一半，折中处理

e.g.Shallwemeeteachotherhalfway?我们折中处理好吗？8.reducethepriceby5%降价5%句式：reduceby幅度

reduceto降至（某一水平）

reduce…from…to…从……降至

makeareductionof降价幅度

makeareductionto降价至

makeareductionin在……方面降价e.g.如你方能在报价上减少2%，我们将立即接受。

Ifyoucanreduceyourofferby2%,we’llacceptit.Or:Ifyoucanmakeareductionof2%inprice,we’llacceptit.

NewWords五、CompetencePractice（能力训练）A.FromEnglishtoChinese:(1)Ⅰ.Translatethefollowingterms:做出还盘1

makeacounter-offer

2makeapricereduction

降价3enduser

客户4onbehalfof

5referenceprice

代表参考价A.FromEnglishtoChinese:(2)凭规格买卖6

salebyspecification

7

innocase

决不8

onthehighside

（价格等）偏高9

allowsb.adiscount

给某人折扣10stepuptrade

促进贸易onthelowside1（价格等）偏低2零售价retailprice3激烈的竞争keencompetition

4凭样品买卖salebysample5将……考虑进去take…intoconsiderationB.FromChinesetoEnglish:(1)meetsb.halfway

6各让一半，折中处理7坦率地说tobefrankwithyou

8降价5%

reducethepriceby5%

9与某人竞争competewithsb.10与现行市价一致keepwiththecurrentmarket

B.FromChinesetoEnglish:(2)A.FromEnglishtoChinese:(1)我们很遗憾告知你方，尽管我们对你方产品质量很满意，但我方认为贵方所报价格偏高。1.Weregrettoinformyouthatthepriceyouquotedisonthehighsidethoughweappreciatethegoodqualityofyourproducts.2.Muchtoourregret,wecannotentertainbusinessatyourprice,sinceitisoutoflinewiththeprevailingmarket,being10%lowerthantheaverage.

你们竞争对手的报价要低很多。除非你们降价，否则我们得从他处购买。

3.Yourcompetitorsareofferingconsiderablylowerpricesandunlessyoucanreduceyourquotations,weshallhavetobuyelsewhere.

很遗憾我们不能考虑按贵方价格成交，因为贵方价格与现时市场不一致，要比一般价格低10%。

Ⅱ.Translatethefollowingsentences:A.FromEnglishtoChinese:(2)希望贵方对我们的还盘给予认真的考虑并尽快答复我方。

Wehopethatyouwilltakeourcounter-offerseriouslyintoconsiderationandreplyassoonaspossible.Whileyoucanreduceyourofferby2%,itisnotacceptabletous.虽然你方能在报价上减少2%，我们仍然不能接受。

B.FromChinesetoEnglish:(1)Wenotethatyourpriceisnotreasonable,shallwemeetushalfway?

1.我们认为你方价格不合适，我们各让一半好吗？

2.感谢贵方的及时答复和详细报价。

Wesincerelyhopetoconcludethebusinessataprice10%lowerthanthoseofsimilarproductsinAmerica.

3.我们希望能按比美国同类产品低10%的价格成交。

Thankyouforyourpromptreplyanddetailedquotation.B.FromChinesetoEnglish:(2)Asourpriceisquitereasonable,ithasbeenacceptedbyothercustomersatyourend.4.我们报价相当合理，且已为你地其他客户所接受。

5.为了达成交易，我方准备把价格降为30英镑。

Inordertoconcludethetransaction,wearepreparedtoreducethepriceto30pounds.Ⅲ.TranslatethefollowingletterintoEnglish:敬启者：感谢你方4月5日对衬衫的报盘。由于市场竞争激烈，我方遗憾告知不能接受你方的报价，因为获利的空间不大。事实上，我们接到你地区的另一供货商的报盘，比你方价格低10%。鉴于我们长期的友好的贸易关系，建议你方至少降价8%。盼佳音。谨上

DearSirs,

WethankyouforyourofferdatedApril5.

Becauseofthekeencompetitioninthemarket,weregrettoinformyouthatwecannotacceptyourquotation.Itwouldleaveuswithonlyasmallprofit.Actually,wearereceivinganofferfromanotherseller,theirpriceis10%lowerthanyours.

Inviewofourlongfriendlybusinessrelationship,wesuggestthatyoureduceyourpriceatleastby8%.

Wearelookingforwardtoyourfavorablereply.

Yourssincerely,

Ⅳ.Writeareplyaccordingtothefollowingletterandaskforapricereduction:

DearMr.Wilson,WeareinformedinyourletterofNovember10thatyouareinthemarketforMen’sshirts,andnowwearesendingyouourofferasfollows:Commodity:Men’sshirtsSpecification:S/3,M/6,L/3Colors:white,blueandgreyQuantity:1,000dozenPacking:eachinapolythenewrapperand10dozentoacartonUnitPrice:USD200perdozenCIFC3%SingaporeShipment:January,2011Payment:ByconfirmedandirrevocableL/Catsighttobeopened30daysbeforethetimeofshipmentThisofferisfirm,subjecttoyourearlyreplyreachingherebyNovember17.Yourssincerely,DavidWangDearMr.Wang,Thankyouforyourofferfor1,000dozenMen’sshirts.Inreply,weregrettoinformyouthatourbuyersherefindyourpriceratheronthehighsideandoutoflinewiththeprevailingmarket,asotherseller