外贸基础及函电 10

外贸英语函电（第四版）陈文汉叶刘刚主编学习要点

了解还盘和反还盘的含义和特点

掌握还盘和回复还盘信函的内容及写作要领

掌握写作还盘书信的典型句型和表达用语

SummaryWritingGuideofCounter-OfferExercisesReadingMaterialsUsefulExpressions

7.1写作指南在国际贸易谈判中，卖方提出的首次发盘（offer）并不总能完全满足买方的需求。此时，买方可能不会直接接受原报盘，而是根据自身的采购预算、需求数量、交货期或其他条件，提出修改后的回复，这种回复即为“还盘”（Counter-Offer）。还盘是在拒绝原发盘的基础上提出的新报盘，其法律性质相当于一个新的发盘，原发盘在此时自动失效。还盘可以包括对价格的修改、付款方式的变更、交货期的调整或对条款的进一步协商。7.1.1还盘的含义

7.1写作指南例如，卖方报出FOBShanghaiUSD100/unit，买方可能回复：“Wefindyourpriceonthehighside.WouldyouconsiderUSD92perunitforatrialorderof1,000units?”这就构成了一个典型的还盘。在撰写还盘信函时，语言应保持礼貌、清晰且富有策略性，既表达立场，又不封闭合作的可能性。一个得体的还盘常常是双方达成最终交易的重要一步。。

7.1.1还盘的含义7.1.2还盘的特点还盘作为国际贸易谈判中的重要环节，具有几个显著的特点。首先，还盘是在明确拒绝原始报盘的基础上提出新的交易条件，这意味着原报盘自动失效，买卖双方进入新的协商阶段。其次，从法律角度看，还盘本质上相当于一个新的发盘，具有法律约束力。若卖方接受还盘中的条件，则合同成立；若不接受，则谈判继续或终止。再次，还盘具有很强的灵活性，通常针对价格、数量、交货期、付款方式等具体条款提出修改建议，体现了双方协调合作的意愿。同时，还盘信函在表达方式上应保持委婉和礼貌，避免使用直接否定或强硬的语气，以维护良好的合作关系和谈判氛围。最后，合理且得体的还盘能够帮助双方达成共识，促进交易的最终签订。理解这些特点，有助于更好地把握还盘在商务沟通中的作用与写作技巧。7.1.3还盘的主要内容及写作要领还盘信函的功能在于买卖双方协商一些具体条件。一封规范的还盘信函需要做到内容正确、结构明确、叙述清楚、措辞严谨。还盘信函一般包含下列主要内容：1.感谢对方的报盘，简单重复信函的主要内容；Thankyouforyourpromptreplyanddetailedquotation.我方很感谢贵方的及时答复及详细报价。Thankyouforthesamplesyousentinresponsetoourenquiryof15

June.感谢贵方对我方6月15日询价的答复并附寄样品。2.表达不能接受报盘的歉意Wearesorrytotellyouthatwecannottakeyouupontheoffer.很遗憾的通知你方，我方不能够接受你方报价。Weregrettoinformyouthatourcustomersfindyourpricemuchtoohigh.遗憾的通知贵方，我方的客户认为你方报价过高。3.给出不能接受的理由，例如，当地市场价格、其他供应商较低的报价或该商品的市场需求等；Iwouldliketopointoutthatyourchoiceincolorandpatternisverylimitedandthattheshadesthatarenowfashionablearemissing.我想指出，你方产品的颜色和花色上可选择性有限，并缺少目前流行的色调。I’msorrytosaythatyourpricesareabout9%higherthanthoseofferedbyothersuppliers.我很抱歉地说，贵方的报价比其他供货商的价格要高出9%。4.提出具体的修改意见Maywesuggestthatyoucouldperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodsonthismarket.我们建议，如果你方在所报价格的基础上给以优惠，也许会有助于你方产品的市场推介。Suchbeingthecase,maywesuggestthatyoumakeareductioninyourprice,say8%?照此情形，我们建议贵方在价格方面给以优惠，降价8%如何？5.希望对方能接受自己的还盘，表达互惠合作的愿望。Wehopeyouwillconsiderourcounter-offermostfavorably,andfaxusacceptanceatyourearlyconvenience.希望贵方考虑我方还盘，并尽早发传真表示接受。Itishopedthatyouwouldseriouslytakeitintoconsiderationandletushaveyourreplyverysoon.希望贵方能认真考虑我方的建议并尽快回复。Dear

Sirs，

WehavereceivedyourletterofMarch2ndofferingus7,000electrictoysatUS$10.00each.Thankyouverymuch.Wehavebeenverypleasedwithyourproduct.However,inreply,weregrettoinformyouthatyourpriceistoohightocometobusinessaswefindthatwecanobtainapriceof$8.00foreachonewithalocalfirm.Thisis$2.00eachlowerthanyourprice.Inviewofourlongbusinessrelations,wemakeyousuchacounteroffer.Ifyoucanseeyourwaycleartomeetingthesefigureswewouldbepleasedtoplacewithyouanorderthatwillcarryusfortherestofthisyear.Wehopeyouwillconsiderourcounteroffermostfavorablyandletusknowyouracceptanceatyourearliestconvenience.Hopetohearfromyousoon.

Yoursfaithfully,

(Signature)7.2样信解析7.2.1样信1：关于降低价格的还盘3.obtainv.得到；获得相关表达如下：obtainknowledge获得知识；obtaincredit取得贷款；obtaininformation获得信息，取得资料；obtainbenefits获利；obtainemployment就业，找到工作

Theyhavenoidentitypapers,sotheycannotobtainlegalwork.他们没有身份证，所以不能得到合法的工作。

SoIthinkwestillneedtodependonourselvestoobtaingreateropenspace.所以我认为我们依然需要依靠自己来获得更大的开放空间。

Youcanobtainthatlotbylegalmeans.你可以通过合法手段得到那批货物。)4.inviewofadv.考虑到；鉴于Inviewofthelongbusinessrelationsbetweenus,wepreparetoreduceourpriceby8%.考虑到我们之间长期的贸易关系，我方打算减价8%。Accordinglyandinviewoftheimportanceofthisissue,furtherdiscussionisneeded.有鉴于此，并考虑到此问题的重要性，各方有必要进行深入讨论。Inviewofourlong-standingrelationship,weagreetoallowyouadiscount.考虑到我们长期的关系，我方同意给贵方折扣。5.seeone’swayclearto设法做某事PleaseseeyourwaycleartochartertheshiptoLondonbytheendofnextweek.请设法在下周末之前包租到去伦敦的船只。6.conveniencen.便利；方便；便利的事物conveniencestores便利店；forconvenience为了方便起见；convenienceproduct便利型产品

Theshopassistantssellgoodsfromdoortodoorfortheconvenienceofthemasses.售货员送货上门，便利群众。

Justletusknowyourschedule,andwecangettogethertogosightseeingatyourconvenience.只要告诉我们你的时间表，那我们就可以在你方便的时候和你一起观光。PleaseseeyourwaycleartochartertheshiptoLondonbytheendofnextweek.请设法在下周末之前包租到去伦敦的船只。DearSirs,Weacknowledgedwiththanksreceiptofyourenquiryof27June,andarepleasedtohearthatyouareinterestedinourWomen’sUnderwear.Intheletter,wearedisappointedtohearthatourpriceistoohighforyoutoworkon.YoumentionthatJapanesegoodsarebeingofferedtoyouatapriceapproximately5%lowerthanourquotation.Whileappreciatingyourorder,wemustpointoutthatthequalityoftheothermakesdoesnotmeasureuptothatofourproducts.Althoughwearekeentodobusinesswithyou,weregrettoinformyouthatwecannotacceptyourcounteroffer.Inviewofourlong-standingrelationship,thebestwecandoistoreduceourpreviousquotationby3%.Wetrustthatthiswillmeetwithyourapproval.Wehopeyouwillagreetoourcounter-suggestionandlookforwardtoreceivingyourorders.Yoursfaithfully,(Signature)7.2.2样信2：回复还盘3.approximatelyadv.大约；大概；近乎approximatelyequal:约等于，近似等于

ApproximatelyhalfofChinesesteelconsumptionisinconstruction,mostofwhichisforpropertydevelopment.在中国有大约一半的钢铁消费被用于建筑，大部分是用与地产开发。

Canyousupplythisqualityatapproximately50%centspermeter?请问你们是否能够提供这种质量的，大约每米50%分？4.measureupto达到……标准

Afterallitsmerits,thealloydoesnotmeasureuptotherequirement.这种合金尽管有许多优点，但还是不符合要求。

Allbuildingmaterialsmustmeasureuptogovernmentstandard.所有的建筑材料必须达到国家制定的标准。5.bekeentodo渴望做某事Wearekeentoreceiveyourorderssoon.我们希望尽快收到你方的订单。6.meetwith符合；偶然遇见；满足Takethetimetomeetwithandlistentoemployees－asmuchastheyneedorwant.花时间和员工见面、听取他们的心声—尽可能地满足他们的需求。7.lookforwardtoWelookforwardtoreceivingregularordersfromyouasinthepast.我们希望一如既往地收到贵方的订单。5.bekeentodo渴望做某事Wearekeentoreceiveyourorderssoon.我们希望尽快收到你方的订单。6.meetwith符合；偶然遇见；满足Takethetimetomeetwithandlistentoemployees－asmuchastheyneedorwant.花时间和员工见面、听取他们的心声—尽可能地满足他们的需求。7.lookforwardtoWelookforwardtoreceivingregularordersfromyouasinthepast.我们希望一如既往地收到贵方的订单。DearSirs,

Thankyouforyourquotationfor10,000unitsofshampoo205andthesamplessentonAugust20.Wearegladtoinformyouthatourcustomersareverysatisfiedwiththetestresultofyoursamples.Andwefindyourpriceaswellasdeliverydatesatisfactory,howeverwewouldliketogiveoursuggestionofanalterationofyourpaymentterms.

Ourpastpurchaseofotherdailyarticlesfromyouhasbeenpaidasarulebyconfirmed,irrevocableletterofcreditatsight.Onthisbasis,ithascostusagreatdeal.Fromthemomenttoopencredittillthetimeourbuyerspayus,thetie-upofourfundslastsaboutfourmonths.Underpresentcircumstances,thisquestionisparticularlytaxingowingtothetightmoneyconditionandunprecedentedlyhighbankinterest.

Consideringourlongbusinessrelationsandouramicablecooperationprospects,wesuggestthatyouaccepteither“CashagainstDocumentsonarrivalofgoods”or“Drawingonusat60day’ssight”.

Yourfirstprioritytotheconsiderationoftheaboverequestandanearlyfavorablereplywillbehighlyappreciated.Yoursfaithfully,(Signature)7.2.3样信3：关于支付方式的还盘5.tightadj.(钱、商品等)紧的，难得到的tightcredit信用紧缩；银根紧；tightmonetarypolicy紧缩的货币政策；tight-upoffunds占用资金6.unprecedentedlyadv.空前地Theunprecedentedlylargerecentfiscalstimulusprogram,directedtowardslocalgovernmentsandstate-ownedenterprises,wasanimportantstepinthatdirection.最近针对地方政府和国有企业空前的经济刺激计划，是开拓国内市场的一个重要步骤。7.CashagainstDocumentsonarrivalofgoods货到后凭单付款，简称CAD8.Drawingonusat60day’ssight开出见票60天付款的汇票向我们收款9.priorityn.优先givepriorityto优先考虑；认为优先toppriority最优先的firstpriority最优先；绝对优先权highpriority高优先级higherpriority较高优先级Atyourage,though,thehoursshouldnotbeapriority.不过，就你的年纪来说，工作时间不应该是优先考虑的问题。DearSirs,

WelearnfromyourletterdatingDecember22ndthatourreducedpriceforthearticleisstilltoohigh.

Wewouldliketocooperatewithyouforthesakeofexpandingmarket,howeverweregrettoinformyouthatwithyourprice,I’mafraidyou’llstandverylittlechanceofobtainingthebusiness.Wemustconfirmthatourpriceisquiterealisticandalmostex-work.Anyhow,wedoourbesttokeepthepriceaslowaspossiblewithoutsacrificingquality.Ifyoutakethequalityofourproductintoconsideration,youwillfindthepricewequotedarenotexpensiveatall.

Ifyoustillcannotacceptit,Ihavetosaysorrythatitisimpossibleforustoreduceourpricetomeetyourrequest.Ifyouseeanychancetodobetter,pleaseletusknow.

Weassureyouthatanyfurtherenquiriesfromyouwillreceiveourpromptattention.Yoursfaithfully,(Signature)7.2.4样信4：拒绝还盘的回复

Iphonedhimsothatheshallcomeassoonaspossible.我给他打了电话，让他尽可能快地到来。

Whynotreadasmanybooksaspossiblewhenweareyoung?当我们年轻的时候为什么不尽可能地多读书呢？4.sacrificev.牺牲；放弃

Heisreadytosacrificeinclinationtohiscountry.为了祖国的利益他乐于牺牲个人所好。

Wheneveryouhaveanaimyoumustsacrificesomethingoffreedomtoattainit.无论何时，只要有目标，你就要牺牲一定的自由以达到它。5.requestn./v.要求；请求

Werequestyoutodeductourcommissionfromtheinvoice.我们请求你方从发票中扣除我们的佣金。

Wearethere,ofcourse,attherequestandtheinvitationofanygovernment.当然，我们是应任何政府的要求和邀请到这些国家工作的。6.promptadj.迅速的例如：Yourpromptreplywillbeappreciated.如及时回复，则非常感谢。7.3实用举例7.3.1常用词汇counter-offer还盘 counter-counter-offer反还盘favorableterms优惠条件 favorableprice优惠价格totalquantity总量 additionalquantity追加数量wildspeculation漫天要价 firmoffer实盘non-firmoffer虚盘 pricelimit价格限制priceoffactory厂价 priceperunit单价grossprice毛价 marketshare市场份额offerletter报价书 withdrawanoffer撤回报盘upwardtendency上涨趋势 submitanoffer提交报盘entertainyourcounter-offer考虑接受你方还盘 theprevailingmarketlevel目前市场价格水平 7.3.2常用表达1.Wehavedecidedtoacceptyourcounter-offerifyoupayoncash.如果你方采用现金付款，我们就决定接受你方还盘。2.Ifyoucanmeetushalfway,youwillgetthelot.如果贵方愿意让步，你们就可以得到这批货物。3.Withyourprice,I’mafraidyou’llstandverylittlechanceofobtainingthebusiness.按照你方这个价格，恐怕你方获得这笔交易的机会较小。4.Thebestwecandoistomakeareductionof5%inourpreviousquotation.我方所能作出的最大让步是在前一次的报价中减价5%。5.Weappreciatethegoodqualityofyourgoods,butunfortunatelywearenotgoingtoaccepttheofferonyourterms.虽然我方很欣赏贵方货物的质量，但是很遗憾，我方无法接受你方的报价。6.Wefeelthatyourquotationisnotproperbecausethepriceforsuchmaterialisonthedeclineatpresent.我们认为你方价格不合适，因为该种材料的价格正在下跌。7.Thepricewequotedareallex-works.我方报价都是出厂价。8.Whileappreciatingothertermsofyouroffer,wewouldhopethatduetoourlongbusinessrelationshipyoucoulddobetterwiththe

delivery.在赞赏贵方报价中其他条件的同时，由于我们长期的商务关系，我们希望你们能在交货期方面做得更好。9.Wehavecutourpricetothelimit.Weregret,therefore,beingunabletocomplywithyourrequestforfurtherreduction.我们已将价格降到极限，因此很遗憾，不能同意贵方进一步降价的要求。10.Wemakeacounter-offertoyouof$200permetrictonF.O.BLondon.我们还价为每公吨伦敦离岸价200美元。11.Ourofferwasbasedonreasonableprofit,notonwildspeculation.我方的报价是以合理利润为依据，不是漫天要价。12.Wehavedecidedtoacceptyourcounter-offerifyourquantityisnotlessthan6,000pcsafterourcarefulcalculation.经过认真计算，如果你方的订购数量不低于6000件，我方将决定接受你方还盘。13.Asyousee,themarketisfirmwithanupwardtendency.Suchbeingthecase,thereismuchlikelihoodofpriceincreasinginthenearfuture.正如贵方所了解的，行市坚挺且有上涨趋势。在这种情况下，不久后价格上涨的可能性很大。14.Weregretfullylearnfromyourletterthatyourpresentpriceis20%higherthanyourlastquotation.Buttheofferweobtainedrecentlyfromothersourcesforthesameproductisaround5%belowyours.从贵方的来信中，我们遗憾地获知贵公司产品目前价格与上次报价相比上涨20%。但是，我方最近从其他公司得到同样产品的报价比贵方低大约5%。15.Yourcounter-offeristoolowandgroundless;thereforeitcannotserveasabasisforfurthernegotiationwithourmanufacturers.你方还价太低且没有依据，因此不能作为与我方生产厂家继续磋商的依据。16.WeregretbeingunabletoquoteonFOBbasis,asitisourgeneralpracticetodobusinesswithallourclientsonCIFterms.非常遗憾，我们无法报FOB价。我们与所有的客户做生意都以CIF成交，这是我们的惯例。17.Wethankyouforyouroffer,butweregretthatwearenotinneedofthesegoods.Wewillsurelybearyouinmindforfuturedemand.感谢贵方的报价，很遗憾我公司目前不需要这些货物。不过，我们会记住贵公司，并在将来有需要时同贵方接洽。18.Toacceptthepricesyouquotewouldleaveuswithonlyasmallprofitonoursales,becausetheprincipaldemandinourcityisforarticlesinmediumpricerange.接受你方报价的话，留给我方的利润就非常微薄了，因为我市对商品的主要需求是中等价格范围内的货物。19.Inviewofthegoodsingreatdemand,wewouldadviseinyourinterestthatyouacceptourofferwithoutanydelay.鉴于商品紧俏，为贵方着想，建议迅速接受我方报盘。20.Weappreciatethegoodqualityofyourproducts,butunfortunatelyyourpricesappeartobeonthehighsideevenofthisquality.Weregretthatatthesepriceswecannotplaceanorder.我方很欣赏贵方产品的质量，但十分遗憾的是，即使是这样的质量你方价格也偏高了，很抱歉不能按此价格发送订单。本章小结

本章主要讲述了还盘和反还盘的基本概念、还盘信函的基本内容及常用表达法。当买方拒绝或者不能完全接受卖方的发盘时，他可以对发盘条件进行添加、限制或其他更改，在还盘中提出新的交易条件。受盘人的答复如果在实质上变更了发盘条件，就构成对原发盘的拒绝，原发盘也立即失效。对于发盘表示有条件的接受也是还盘的一种形式。任何一笔交易在成交前一般都要经过询价、报价（发盘）、还盘、确盘几个重要步骤。其中询价和报价只是贸易磋商的第一步，在国际贸易中，往往需要经过多次反复的发盘和还盘之后才能最后确盘，最终才能顺利达成协议。综合练习1.Translatethefollowingterms.(1)counter-offer(2)tradeagreement(3)withdrawanoffer(4)trademark(5)subjectarticle(6)acceptanorder(7)confirmanorder(8)commission(9)wildspeculation(10)reasonablepriceKey:（1）还盘；（2）贸易协定；（3）撤回报盘；（4）商标；（5）标题下货物（6）接受订单；（7）确认订单；（8）佣金；（9）漫天要价；（10）合理的价格2.Choosethebestanswertocompleteeachofthefollowingsentences.

(1)Weregretthatitisnotpossibletoacceptthe______priceyouoffer.A.havingreduced B.reduced C.reducing D.Reduction(2)Wearesorrytosayitisnotpossible_________ustomeetthepriceyourequested.A.for B.of C.with D.at(3)Inviewofthefactthatyouhaveboughtfromussuchavolumeofofficeequipment,wewouldliketo________youhalfway.A.meet B.giveup C.givein D.discuss(4)Wehopethatuponreconsiderationyouwillbeableto___ouroffer.A.receive B.decline C.accept D.Refuse(5)Ifyoucouldmakeareduction______5%inquotation,pleaseletusknow.A.to B.by C.of D.at(6)Itis_____viewofourlong-standingrelationshipthatwemakeyousuchacounter-offer.A.at B.with C.to D.in(7)Weappreciatethegoodqualityofyourproducts,butunfortunatelyyourpricesappeartobe______evenofthisquality.inthehighlevel B.atthehighendC.ofthehighstandard D.onthehighside(8)Withyourprice,I’mafraidyou’llstandverylittle____ofobtainingthebusiness.A.chance B.opportunitiesC.future D.possible(9)Wearegladto______youthatourcustomersareverysatisfiedwiththetestresultofyoursamples.A.notice B.inform C.note D.meet(10)Weareunableto_______withyourrequestinyourletterdatedSeptember20,2012.A.comply B.confirm C.compose D.conform(11)Weverymuchregrettostatethatourend-usersherefindyourpricetoohighand______line_________theprevailingmarketlevel.A.in,for B.outof,with C.at,through D.for,by(12)Weacknowledged_______thanksreceiptofyourenquiryof27June,andarepleasedtohearthatyouareinterestedinourMen’sShirt.A.with B.at C.from D.of(13)Ifyoucannotmakereductioninyourprice,wewillregretfullydeclineyouroffer__________.A.asitstand B.soitstand C.asitstands D.asstanding(14)__________weappreciatingyourcounter-offer,wefindyourpricestoolowtobeacceptable.A.While B.Meanwhile C.Whether D.However(15)Theofferistobe_________ifnotacceptedbytheendofthismonth.A.withdraw B.withdrew C.withdrawn D.withdrawing(16)Nowwelook__________toreplyingtoourofferintheformofcounter-offer.A.backward B.inward C.upward D.forward(17)Thisofferis_________toyourreplyreachingherebeforetheendofthismonth.A.compare B.subject C.limit D.Back(18)Ifyouare_________indealingwithusinotherproducts,pleaseinformusofyourrequirements.A.interesting B.interest C.interests D.interested(19)Ourofferwas__________onreasonableprofit,notonwildspeculation.A.based B.base C.basis D.basic(20)___________theproductioncostishigh,wethinkthatourpricewasnotonthehighside.A.Consider B.ConsideringC.Considered D.Considerable3.TranslatethefollowingsentencesintoChinese.(1)我看你们的报价毫无任何竞争性。(2)我们无法按你方价格成交。(3)因为市场价格不断下跌，请立即接受我方报价。(4)很遗憾，我方不能接受贵方的还盘。(5)现在我们希望你方能以还盘的形式对我方报盘予以答复。(6)由于你方还价与市价不符，非常抱歉只能给予否定答复。(7)你方还价太低且没有依据，因此不能作为与我方生产厂家继续磋商的依据。(8)我方报价都是出厂价。(9)如果你方采用现金付款，我们就决定接受你方还盘。(10)由于按照该价格在你方市场上做了大量交易，我方歉难接受你方还盘。希望你方重新考虑此事并尽快告知你方决定。Key4.TranslatethefollowingsentencesintoChinese.(1)Iappreciateyourcounter-offerbutfindittoolow.(2)Wemakeacounter-offertoyouof$150permetrictonF.O.B.London.(3)Weregretwehavetodeclineyouroffer.(4)Wecan’tacceptyourofferunlessthepriceisreducedby5%.(5)Duetothecostofrawmaterials,pricesarerising.(6)Ifyouareinlargequantities,say,morethan200cases,wewillconsidergivingyouadiscountof4%.(7)Inviewofthelong-standingrelationship,weagreetotheprice,butonlyforthisorderisconcerned,canneverbeasaprecedent.(8)Ourofferwasbasedonreasonableprofit,notonwildspeculation.(9)WeregretbeingunabletoquoteonFOBbasis,asitisourgeneralpracticetodobusinesswithallourclientsonCIFterms.(10)Inviewofthegoodsingreatdemand,wewouldadviseinyourinterestthatyouacceptourofferwithoutanydelay.Key5.TranslatethefollowingletterintoChinese.DearSirs,ThankyouforyourletterdatedMay15offeringus2,000unitsofthecaptionedgoodsat$7.00perunitFOBXiamen,usualterms.Inreply,weverymuchregrettostatethatourend-usersherefindyourpricetoohighandoutoflinewiththeprevailingmarketlevel.InformationindicatesthatsomesimilarparcelsofJapanesemakehavebeensoldatthelevelof$6.50perunit.Suchbeingthecase,itisimpossibleforustopersuadeourend-userstoacceptyourprice.Shouldyoubepreparedtoreduceyourlimitby,say6%,wemightcometoterms.Wehopethatthiscounter-offerwillmeetwithyourapprovalandweshallplaceregularorderswithyouonreceiptofyourconfirmation.

Yoursfaithfully,(Signature)Key6.Writealetterwiththeinformationgivenbelow.(1)对产品很满意，但是认为价格过高，无法接受。(2)要求降价为每个10美元。(3)如果同意降价，则大量订货。(4)要求迅速回复。Key3.

TranslatethefollowingsentencesintoChinese.(1)I’mafraidIdon’tfindyourpricecompetitiveatall.(2)Wecannotcloseatyourprice.(3)Asthemarketpriceisfalling,werecommendyourimmediateacceptance.(4)Itisregretfulthatwecannotentertainyourcounter-offer.(5)Nowwelookforwardtoreplyingtoourofferintheformofcounter-offer.(6)Asyourcounterbidisnotuptothepresentmarketlevel,wearesorrythatwehavetogiveyouanegativereply.(7)Yourcounter-offeristoolowandgroundless;thereforeitcannotserveasabasisforfurthernegotiationwithourmanufacturers.(8)Thepricewequotedareallex-works.(9)Wehavedecidedtoacceptyourcounter-offerifyoupayoncash.(10)Asbusinesshasbeendoneextensivelyinyourmarketatthisprice,weregretthatwecannotacceptyourcounter-offer.Itisourhopethatyouwouldreconsiderthe

matterandletusknowyourdecisionasquicklyaspossible.

4.TranslatethefollowingsentencesintoChinese.(1)谢谢您的还价，可我觉得太低了。(2)我们还价为每公吨伦敦离岸价150美元。(3)很抱歉，我们不得不拒绝你方报盘。(4)除非你们降价5%，否则我方无法接受报盘。(5)由于原材料成本提高，价格正在上涨。(6)如果你方大量采购，比如说超过200箱，我们会考虑给予4%的折扣。(7)鉴于双方的长期关系，我们同意这个价格，但仅就这批订货而言，绝不能被当做先例。(8)我方的报价是以合理利润为依据，不是漫天要价。(9)非常遗憾，我们无法报FOB价。我们与所有客户做生意都以CIF成交，这是我们的惯例。（10）鉴于商品紧俏，为贵方着想，建议迅速接受我方报盘。5.TranslatethefollowingletterintoChinese.敬启者：感谢贵方5月15日函，按惯常条件向我们报2000个标题商品价格，每个7美元FOB厦门价。兹复，我们非常遗憾地指出，我方终端用户觉得你方价格太高，与现行市价不符。有消息表明，有些日本品牌的类似产品每个售价一直是6.5美元。正由于此，我们不可能说服我方终端用户接受你们的价格。如果你方考虑降价，比方说降价6%，双方也许可以达成协议。我们希望这一还价会得到贵方认可。在收到贵方确认后，我们将定期向贵方订购。谨上6.Writealetterwiththeinformationgivenbelow.DearSirs,Wehavebeenverysatisfiedwithyourproduct.However,wefeelyourpriceistoohightoaccept.Wefindthatwecanobtainapriceof$10.00perpiecewithalocalfirm.Thisismuchlowerthanyourpriceof$15.00perpiece.Unlessyouseeyourwaycleartomeetingthesefigureswewillnotplacewithyouanorderthatwillcarryusfortherestofthisyear.Thatorderisprobablytobeoneofthelargestthatwehaveeverplacedwithyou.Weshalleagerlywaitforyourreplybeforewedecidewheretoplaceourorder.Yoursfaithfully,(Signature)阅读材料7-1Counter-offer

for

Price-cuttingDearSirs,

WethankyouforyourletterofJune23offeringus150tonsofthesubjectgoodsatUS$115pertonCIFShanghai.

Althoughweareinurgentneedofsuchproducts,wefindyourpriceistoohighandoutoflinewiththeprevailingmarketlevel.Yourquotedpricewilldepriveusofanyprofit.Totellyouthetruth,wehavereceivedquotations12%lowerthanyours.Shouldyoubepreparedtoreduceyourpriceby10%,wemightcometoterms.

Consideringourlongbusinessrelations,wemadeyousuchacounteroffer.Asyouknow,thisyear’sorangesharvestwasgoodandthemarketisdeclining,thoughthereisaheavydemandfororanges.Wehopeyouwillconsiderourcounteroffermostfavorablyandletusknowyouracceptanceatyourearlyconvenience.

Hopetohearfromyousoon.Yoursfaithfully,(signature)Reply

for

a

Counter-offerDearSirs,

WelearnfromyourletterofAugust25,inwhichyouthinkourpriceforthesubjectarticleisfoundtobeonthehighside.

Muchaswewouldliketocooperatewithyouinexpandingsales,weareregretfulthatwejustcannotseeourwaycleartoentertainyourcounter-offer,asthepricewequotedisquiterealisticandyourcounter-offerisunderourcost,becausetherawmaterialitselfhasbeenincreasedverymuch.Asamatteroffact,wehavereceivedalotofordersfromvarioussourcesatourlevel.Moreover,afterinvestigationtoyourmarket,wetrustthatitwillnotbedifficultforourproductstogetafootinginyourlocalmarketifyoushouldmanagetodosomemarketingwork.

Ifyouseeanychancetodobetter,pleaseletusknow.Onaccountofalimitedsupplyavailableatpresent,wewouldaskyoutoactquickly.阅读材料7-2

Inthemeantime,pleasekeepuspostedofdevelopmentsatyourend.Pleaserestassuredthatwewouldalwaysdoourbesttohelpyouandpromotethesalesofourgoodsinyourarea.Yoursfaithfully,(signature)Counter-offer

for

Terms

of

PaymentDearSirs,

WearepleasedtoacknowledgereceiptofyourletterdatedJuly20.

Asregardstothetermsofpayments,weregretourinabilitytoacceptD/Pat60daysaftersightwhichiscontrarytoourusualpractice.Itwasemphasizedduringournegotiationsthatowingtofrequentfluctuationofpresentmarket,wehavetoinsistonpaymentbyL/Csoastoensuretimelycollectionoftheproceeds.

Weassureyouthatwewillexecuteallyourordersintime.Shouldwefailtodoso,thegoodswillbedeliveredtoyouonD/Pbasissoastoputtingyoutotoomuchtrouble.

Wetrustyouwillappreciateourpositionandfavoruswithyourorders.Yoursfaithfully,

(Signature)阅读材料7-34.还盘函解析DearSirs

①WeareobligedforyourletterofJuly3,②whichmakingusanofferfor“Weili”BrandWashingMachineatUSD220persetCIF3%PortSudanforshipmentinDecember.③Weconsideryourpricestobeacceptablethoughtheyarehigherthanthosewepreviouslypaidforthegoodsofthesamequality.④Butunfortunatelyintheofferyouaskforpaymentbyirrevocableletterofcreditatsightasperthepreviousshipments.⑤Itwouldbenottoodifficultforustoworkonthesepaymenttermsaswedidifitwerenotforthepresenttightmoneyconditionandunprecedentedlyhighbankinterest.⑥Wearedoingbusinessonlongtermbasis.⑦WewouldlikeyoutoacceptD/PTermsandfeelsurethatsuchanaccommodationwouldbeconductivetoencouragingfuturebusinessbetweenus.⑧Yourkindnessingivingprioritytotheconsiderationoftheaboverequestandgivingusanearlyfavorablere