外贸函电第二版-Unit 06 还盘和接受

1、1,Unit 6,Counter offer and Acceptance,6.1 Introduction（简介）,目的：掌握在接到发盘后，如何撰写还盘和接受的相关信函。 在接到发盘后，受盘人必须对报盘内容进行认真研究。如果发盘人认为发盘价格难以接受或对其他条件不满意，既可以拒绝接受，也可以向发盘人提出建议，要求对发盘内容进行修改。这种受盘人对发盘内容进行变更的表示被称为还盘（Counter-offer），也被称为还价。事实上，还盘既是受盘人对发盘的拒绝，又是受盘人以发盘人的地位提出的新发盘。,还盘信函的写作应十分小心，双方要本着珍视友谊和未来交易机会的态度。还盘信函应包含以下内容： （1）

2、对发盘人的发盘表示感谢。 （2）对由于某种原因无法接受发盘表示遗憾，同时解释原因。 （3）对还盘的内容也就是己方所希望的交易条件提出建议。 （4）希望对方能够接受己方所提出的还盘建议。,如果受盘人认为能够接受发盘的全部内容和条件，那么就可向发盘人订购商品。这种买方或卖方同意对方在发盘中提出的各项交易条件，并愿意按照这些条件达成交易、订立合同的表示被称为接受（Acceptance），即法律上所称的“承诺”。作为一项有效接受，必须具备以下四项条件： （1）接受只能由受盘人做出。 （2）接受必须是无条件的，完全同意发盘中提出的各项交易条件。 （3）接受的方式必须符合发盘的要求。 （4）接受必须在发盘

3、规定的有效期内做出。,5,counter-offer 还盘，是外贸业务用语，指受盘人对收到的报盘提出修改条件。该词可作动词或名词。 If our offer is not acceptable, please fax your best counter-offer. 如果不能接受我方报盘，请发传真告知你方最好的还盘。 The price you counter-offered is unreasonable. 你方还盘价格不合理。,6,Terms,1、还盘 Counter Offer 2、 参考价 Reference Price 3、开盘价 Opening Price 4、收盘 Closing

4、 offer 5、现行价 Current Price, Ruling Price, Prevailing Price 6、合理价格 Reasonable Price 7、特殊价格 Special Price 8、大路货 FAQ 9、差价 Price Difference, Price Gap 10、凭等级买卖 Sale by Grade 11、凭规格买卖 Sale by Specification 12、凭标准买卖 Sale by Standard,7,Terms,13、品质以卖方样品为准 Quality as per Sellers Sample 14、品质以买方样品为准 Quality a

5、s per Buyers Sample 15、公吨 Metric Ton 16、长吨 Long Ton 17、短吨 Short Ton 18、净重 Net Weight 19、毛重Gross Weight 20、以毛作净 Gross for Net 21、皮重 Tare Weight 22、竞争性价格 Competitive Price 23、批发价 Wholesale Price 24、零售价 Retail Price,8,写信的要点,报盘信函收悉 抱怨价格太高 还盘建议 结束,9,常用句型,句型1：对价格的抱怨 （1）我们很遗憾告知你方，尽管我们很满意你方产品的质量，但我们认为你方价格偏高

6、。 We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products. on the high side （价格）偏高 The new quotation，I think，is still on the high side. 我认为新的报价仍然偏高。,10,常用句型,Your price is too high. 你方价格太高。 类似的表达方式还有： Your price is a bit high. 你方价格有点高。

7、 Your price is excessive. 你方价格过高。 Your price is rather stiff. 你方价格相当高。 Your price is prohibitive.你方价格令人望而却步。,11,常用句型,（2）我们很遗憾你方价格与现行价格不符。 We very much regret that your price is out of line with the prevailing market. out of line (with)不合理的，不相符的 Should your price be found out of line, they may turn t

8、o others for their requirements. 如果你方的价格不合理，他们也许会向别人购买。 out of line with 与不相符，与脱节 What you asked is quite out of line with the present market here. 你方的要求与此地的现行市场行情不符。,12,to be in line with 和一致, 和相符合 to keep in line with 与保持一致 The terms in the L/C should keep in line with those in the contract. 信用证中的

9、条款必须和合同中的条款保持一致。,13,常用句型,（3）尽管我们渴望与你方成交，但我们遗憾地说你方价格不可接受。 Although we are desirous of doing business with you, we regret to say that your price is unacceptable to us.,14,常用句型,句型2 与其他供货商价格相比 （1）印度产的商品以大约低于你方10%的价格在本地出售 Indian makes have been sold here at a level about 10% lower than yours. （2）与其他货源的价格

10、相比，你方的价格比他们的报价几乎高出10%。 When comparing with the other suppliers prices , your price is almost 10% higher than theirs.,15,常用句型,（3）你方的价格比我们从其他货源得到的价格高得多。 Your price compares much higher than that we can get from elsewhere.,16,常用句型,句型3 还盘建议 （1）为了促进贸易，我们还盘如下：500吨苹果，每吨600美元成本加保费欧洲主要港口。 To step up trade, w

11、e counter offer as follows:500 tons of Apples at USD 600/ton CIF EMP. (2)由于苹果行市下跌，除非你方能够降价5%，否则无法成交。 As the market of Apples is declining, there is no possibility of business unless you can reduce your price by 5% .,17,常用句型,（3）我们不否认你方产品的质量比印度产品好，但差价绝不可能大于10%，我们还盘是每吨900美元成本加保费运费汉堡。 We dont deny the q

12、uality of your products is superior to that of Indian makes but the difference in price should in no case be as big as 10%.Our counter offer is USD 900 per ton CIF Hamburg.,18,常用句型,句型4 希望对方能够接受你所提出的还盘的建议 It is hoped that you would seriously take it into consideration and let us have your reply very

13、soon. 希望你方能认真考虑我方的建议并尽快回复。 take sth into consideration 考虑,6.3 Specimen Letters（样函）,Letter 1：Offer Dear Sirs, We acknowledge with thanks the receipt of your inquiry of Sep 5, and are pleased to make you an offer regarding our Changhong color TV sets in the size you required. All sizes can be supplied

14、 by the beginning of next month subject to our receiving your order. The price for Changhong Brand color TV set inch 34 is USD450 each at CIF Copenhagen. Our price is very competitive for1 other good quality TV sets. We look forward to receiving your large number of order2. Truly yours, Fred Jackson

15、,be competitive for 和相比具有竞争力的 bulk order 大宗订单 大批订货,Letter 2：Counter-offer Dear Sirs, We are glad to have received your letter of Sep18 offering us Changhong Brand color TV sets inch 34 at CIF Copenhagen USD450 per set. In reply, we regret to inform you that your price is too high. Market information

16、 tells us that some Japanese color TV sets have been sold here at a level about 30% lower than yours. We do not deny the quality of Changhong Brand color TV sets, but the difference in price is a wide gap3. To step up the trade4, we counter-offer you 10 thousand Changhong Brand color TV sets inch 34

17、 at CIF Copenhagen USD300 per set. It is hoped that you would seriously take it into consideration5 and let us have your reply very soon. Sincerely yours, Xianjin Peng,regret that regret to do sth regret being unable to sb. be regretful that sth. be regrettable that with regret 遗憾地 e.g. 目前，我们不能介绍新的订

18、单，为此表示遗憾。 At present, we cannot accept new orders, for which we express our regret. 使我们遗憾的是，我们认为你方价格不实际。 Much to our regret, we found your price not to be realistic.,level n. price 水平，情况 e.g. 我们已与你地其他买主按我们的价格成交了业务。 Weve concluded business with other buyers in your area at our level. tolevel 达到水平(情况)

19、 market level 市场行情 e.g. 我们遗憾的说，你方报来的铁钉价格完全与我地市场行情不一致。 We regret to say that the price of iron nails you offer is completely out of line with our market level.,of high quality 优质的 high 可以由good, fine, superior, better取代(反义词:bad, low, inferior, worse) e.g. 我们可供应优质的羊毛。 We can supply wools of high qualit

20、y. 我们可供应的羊毛质量很好。 Wools we supplied are of high quality.,build： 普通用词，含义广泛，可指一切具体或抽象的建造或建立。 construct： 较正式用词，强调根据一定计划进行的规模较大，结构较复杂，要求较高技术的建造。 found： 侧重打下基础或创办，具体或抽象事物均可用。 establish： 着重稳固地建成，可具体指国家、政府、学校或商店等的建立，也可指信仰、信用、名誉、法律、制度、规则等的建立。 set up： 作建立用时，侧重于开始。可指具体或抽象的建立。,Letter 3：Acceptance Dear Sirs, We

21、have received your letter of October 2. It is regretful for us to see that you cut down the price of our Changhong Brand color TV sets too sharp, but regarding our long term of business relationship, we decide to accept your counter-offer on condition that cash must be paid within three months of da

22、te of delivery, or subject to 5% discount if paid within one month. Sincerely yours, Ping Wang,cut down裁短； 减少； 把砍倒 If you spend more than your income, can you try to cut down? 如果你入不敷出，可以试着减少开支吗？ Reduce reduce by 幅度 reduce to 从.降至 reducefrom to从降至 make a reduction of 降价幅度 make a reduction to 降价至 make

23、 a reduction in 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。 If you can reduce your offer by 2%, well accept it. Or: If you can make a reduction of 2% in price, well accept it.,discount allow/give/ provide/ grant a 5% discount 给予5%的折扣 quantity discount 数量折扣 Well give a 20% discount on the order of over USD$1,00

24、0. 对于金额超过1000美元的订货，我们给予20%的折扣. 句式：sell at a discount 折价出售 get/offer a discount 得到折扣 cash discount 现金折扣 value discount 价值折扣 e.g. We would like to allow you a special discount of 3% if your order exceeds USD$5,000. 如你方订购超过5，000美元，我们愿意给你方3%的特殊折扣。 现金付款，我们给予九折优惠。,Letter 4：A firm offer Dear Sirs, We thank

25、 you for your letter dated June 25 covering our Jinling Brand automatic washing machine inquiry. Jinling Brand is one of the best known trade marks in China. It can run 15 000 times continuously without any breakdown. It first passed through the recognition6 of Americas UL and the qualities have kep

26、t the first for 5 years in succession7.,Complying with8 your request, we take a pleasure to make you a firm offer Jinling Brand automatic washing machine USD120 per machine FOB Guangzhou, inclusive of your 5% commission. Your reply must reach us before 12 a.m. July 25 our time and subject to our fin

27、al confirmation. For detailed specification, please refer to the catalogue enclosed. We hope that you will be glad to place a trial order9 with us. We anticipate your early reply. Truly yours, John Smith,run across 偶然发现；偶然碰到 He run across a dog. 他偶然遇到只小狗. run after 追赶；追逐； 追求 He finally became tired

28、of running after her. 他追求她终于追烦了 run against 与偶然碰见； 与作对；反对 found public sentiment running against him. 发现公众反对他的情绪,in the long run 从长远看，从最终结果来看 in the short run 在不远的将来 run off with 获得，取走 ran off with the state championship. 获得全国冠军 run to earth 或 run to ground 追逐并成功地抓获 Dogs ran the fox to earth. 狗追获了狐狸

29、。,pass through 经过； 通过； 经历； 经历并完成 经过, 通过 She said she was passing through Paris and would like to have a chat with me. 她说她要路过巴黎, 想跟我聊一聊。 经历, 遭受 The country is passing through troublesome time. 该国动荡不安。 经历并完成 He passed through a university course in Houston. 他在休斯敦修完了一门大学课程。,Succession n. 继承人，继承权； 一系列，接

30、连 in quick (或rapid) succession 紧接的（地） in succession 连续的（地)，接连的（地） she won the race for the second year in succession. 她连续赢得了第二年的赛跑冠军。,Letter 5：A counter-offer Dear Sirs, We are in possession of10 your letter July 5 offering us Jinling Brand automatic washing machine USD120 per machine FOB Guangzhou

31、inclusive of our 5% commission. While appreciating the quality of your lines, we made a careful study of11 your offer. We find your prices are too high to be acceptable. In fact, the cost of raw materials has not soared in the past three months.,In order to make your products more competitive in our

32、 market, we suggest that you reduce prices by 10%. If you will agree to our counter-suggestion, regular orders for large numbers will be placed. Otherwise, we will conduct our business elsewhere. Please let us have your E-mail confirmation12 at your earliest convenience. Yours faithfully, Leon Allen

33、,be in possession 收到 make a study of 研究 have E-mail confirmation收到电子邮件确认书,38,Letter 6：Counter-offer Dear Mr. Jackson, Thank you for your letter of Sep 25. Although we appreciate the quality of your color TV, their price is too high for us to accept. Referring to the S/C No.8965, you will find that w

34、e ordered 1000 sets of TV at the terms and conditions13 stipulated in that S/C, but the price was 10% lower than your present price.,39,Since we placed the last order, price for raw materials has been decreased considerably. Retailing price14 for your color TV here has also been reduced by 5%. Accep

35、ting your present price will mean great loss to us, let alone15 make profits. We would like to place repeat orders with you if you could reduce your price at least by 1.5%. Otherwise, we have to shift16 to the other suppliers for our similar request. We hope you take our suggestion into serious cons

36、ideration and give us your reply as soon as possible. Yours truly, Xia Peng,40,terms and conditions 条款 Stipulate v. （尤指在协议或建议中）规定，讲明（条件等） I stipulate this only nothing further. 我要的条件只这一点，别的不要。 stipulation: n. 规定，条款，项目 The transaction is settled down with the stipulation of direct shipment.,41,on the

37、 decrease 在衰减中；在减少中 decrease： 指逐渐地、不断地减少。 diminish： 侧重大小数量和重要性的不断减小，强调减小的部分。 reduce： 普通用词，含义广。指数量、程度的降低或减少。 dwindle： 与decrease同义，指逐渐减小，但强调变得越来越少终至全无。,42,Considerably adv. 相当，非常，颇 The castle was enlarged considerably in the fifteenth century. 这个城堡在15 世纪得到了相当大的扩展。 let alone 更不用说,43,move： 普通用词，指从一处到另一外

38、的任何距离的转移。 shift： 侧重位置与方向的改变。 transfer： 一般表示转送或移交迁移，尤指交通运输中的换乘或职务的调动等。 remove： 作移动解时，与move可换用，还可指撤职或开除学藉等。,44,Letter 7：Acceptance Dear Mr. Jackson, Im sorry to learn from your letter of October 5 that you find our prices too high. We do our best to keep prices as low as possible without sacrificing q

39、uality and are constantly enquiring into17 new methods of manufacture. Considering the quality of the goods offered, we dont feel that the prices we quoted are at all excessive, but bearing in mind18 the special character19 of your trade, we have decided to offer you a special discount of 1.5% on a

40、first order. We make this allowance because we should like to do business with you if possible, but I must stress that its 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, Ping Wang,45,sacrifice献祭； 奉献； 牺牲； 亏本出售 A mother wi

41、ll sacrifice her life for her children. 为了孩子，一个母亲可以献出她自己的生命。 We know how to work, to sacrifice, and to fight. 我们懂得如何去工作，去战斗，去作出牺牲。 enquire into 调查，查询 We must inquire into the matter. 我们必须调查此事。,46,bear in mind 记住 We must bear in mind these lessons paid for with blood. 我们要记住这些血的教训。 special character 特

42、点,47,allowance津贴； 折扣； 默许 make allowance (s) for 1. 把考虑在内 2. 酌情宽待 We should make allowance for the wishes of others. 我们应该顾及他人的愿望 My monthly allowance is 50 yuan. 我每月的津贴是50元。,48,Furthest 最远地； 最大程度地 My guess was the furthest from the correct answer. 我的猜测与正确的答案相差极远。 at the furthest 在最远处；至多 the Allied li

43、ne had been pushed forward, at the furthest, about 1.6 km. 盟军的阵线已经向前推进，最远的部队前进了约1.6公里。,6.4 Focal Words（焦点词汇）,accept vt. 接受（邀请、报价等）；承认，同意；承兑（票据） We cannot accept your price. We accept that we have no alternative but to replace the damaged parts. We request you to accept the draft drawn on you. accept

44、able: adj. 可接受的，合意的 The quality is acceptable, but the time of shipment is not. We shall place a large order for mens shirts with you, if the time of delivery is acceptable to us.,acceptance: n. 接受；(票据等的)承兑，经承兑的汇票 This time we allow you a big discount, and recommend your immediate acceptance. We sha

45、ll present the draft for acceptance. contribute vi. 有助于，促进 You know that the appearance of the package contributes greatly to the sale of consumer goods. These measures contributed greatly to raising the quality and output of our products.,execute vt. 执行；签署(单证，契约等) We always do our best to execute o

46、ur contracts to the full. In witness whereof, the parties hereto have caused this contract to be executed in duplicate by their duly authorized representatives. execution: n. 执行；签署 We hope that you will promptly accept our order and make your usual careful execution. Party A shall, within 30 days of

47、 the execution of this agreement, provide Party B with the list mentioned below.,Order n. 订单，订货，定购；命令；汇票；定购(货物) We hope you can give us an order soon. We shall immediately give orders to the factory for the consignment to be prepared. We suggest that for this trial order, you let us have a demand dr

48、aft or a postal money order. vt. 贮存，备货 We have a large tailoring department and would like to stock a new type of material.,stock vi. 备货 We advise you to stock up while supplies are available. adj. 库存的 Stock offers are a touch-and-go kind of things. n. 现货，存货 in stock out of stock These are the only

49、stocks available.,6.5 Useful Sentences（实用语句）,1. We would very much like to place orders with you if you could bring down your price at least by 20%. Otherwise we shall switch our requirements to other suppliers. 2. You will be interested to hear that we can offer a further supply of the best quality

50、 products at the lowest price. 3. We regret being unable to make use of these goods as the price you offer is above the market level here.,4. Our requirements are now fully covered for some time to come, and we therefore greatly regret that we have to cancel our order with you. 5. If a substantial r

51、eduction can be expected, we could reconsider your revised quotation. 6. We would remind you that the firm offer made by us last week is valid for one month from the date of our last letter.,7. This is a firm offer, subject to the receipt of reply by us before 5th April. 8. We have here cabled to yo

52、u a firm offer until May 31. 9. We offer you best CIF Paris price, subject to our confirmation upon receipt of your reply here by Friday morning our time. 10. We have none of this particular make in stock at the moment, and, owing to the great pressure at the mills, we are afraid we cannot guarantee

53、 delivery within less than three months of receipt of orders.,57,1Translate the following Counter offer subject goods Quality of products as follows Subject to keen competition Look forward to payment terms Issue credit bank interest,标题项下商品,产品质量,如下,以为准,激烈竞争,盼望,还盘,付款条件,开立信用证,银行利息,58,长期业务关系 紧密合作 降价 与不

54、相符 上升的趋势 促销 满足你方的还盘 大量的订货 得到处理 特别折扣,long business relations,close cooperation,reduce price,out of line with,upward tendency,promote the sale,entertain your counteroffer,substantial orders,receive our attention,special discount,59,1、 (很遗憾地告知) we cant accept your offer for the cars. 2、It is regretful

55、that (你方报价与市价不符). 3、 (如果你方把报盘降价2%)， we will close the business. 4、Youd better lower your prices, (由于市场不坚挺). We very much regret to inform that your price is out of line with the market level If you make a reduction of 2% on our offer for the market is weak,Exercise,60,5. We would like to point out t

56、hat the prices are our lowest level (所获利润微薄). 6.The best we can do (给你方5月底以前来的订单打9%的折扣) as a special concession. 7. (由于运输价格的上涨)，we have to adjust our prices to cover the increasing cost. 8. We regret to say that (我方的新价格于5月6日起使用). 5、which make the margin of profit very thin 6、is to give you a discoun

57、t of 9% on all orders coming to us before the end of May 7、As a result of the increasing prices of freight 8、our new prices were put into practice on May 6,61,三、用适当的词填空。 We you 500 tons Groundnuts at $100/ton on CIF London for May shipment. This offer is to your reply here before or at noon time Oct. 20. The best we can is to a reduction of 3% in our quotation. We very much that we are unable to your counter offer. 1.Quote basis 2. subject reaching 3.Do make 4.regret accept/entertain,62,练习,5. As the market is ,we suggest you your price by 3%. 6. As s