英语函电Unit+Five.ppt

1、Unit FiveCounter-offer,Brief Introduction Samples of Letter Sample A Sample B Sample C Sample D Situational Dialogues Reading,Brief Introduction,What is a counter-offer? When an offeree partly agrees or disagrees to the price， packing，shipment or other trade terms given by the offeror and states his

2、 own opinions instead，this is called counter-offer. Such kind of business letters should be written with the utmost care and with an eye to good will and future development. A counter-offer should include the followings: 1.Thank the supplier for the offer. 2.Express regret at inability to accept and

3、 state reasons. 下一页 返回,Brief Introduction,3.Put forward amendments or new proposals. 4.Suggest that there may be other opportunities to do business together. Replies to counter-offers，whether favorable or unfavorable， should be punctual，courteous and considerate. 上一页 返回,Samples of Letter,Sample A Co

4、unter-offer on Terms of Price Dear sirs, We acknowledge receipt of your offer of January 24 and samples of Mens Shirts. Thank you for your cooperation. While appreciating the good quality of your shirts，we find your price is on rather high side and out of line with prevailing market level. We are ob

5、taining the same quality through other channels at a much lower price than that you quoted us. 下一页 返回,Samples of Letter,Such being the case may we suggest that you make a reduction in your price，say 8%? That would help to push the sales of your shirts in our market. We hope you will not lose this ch

6、ance from which you can benefit a lot. We shall appreciate it very much if you will make a concession and fax us your acceptance as soon as possible. Yours faithfully， 上一页 下一页 返回,Samples of Letter,Sample B Counter一offer on Terms of Payment Dear sirs, We are pleased to acknowledge receipt of your let

7、ter dated July 19. As regards to the terms of payment we regret our inability to accept D/P at 60 days after sight which is contrary to our usual practice. It was emphasized during our negotiations that owing by to frequent fluctuation of present market，we have to insist on payment L/C so as to ensu

8、re timely collection of the proceeds. 上一页 下一页 返回,Samples of Letter,We assure you that we will execute all your orders in time. Should we fail to do so the goods will be delivered to you on D/P basis so as to avoid putting you to too much trouble. We trust you will appreciate our position and favor u

9、s with your orders. Yours faithfully, 上一页 下一页 返回,Samples of Letter,Sample C Counter-offer on Terms of Packing Dear sirs, We acknowledge receipt of your letter dated March 14，2008 and have pleasure in informing you that we can accept all the terms but the packing. The packing mentioned in your quotat

10、ion was of the old mode we adopted several years ago. Since then we require a new mode of packing as follows，which has turned out to the full satisfaction of our clients. 上一页 下一页 返回,Samples of Letter,The sugar should be packed in airtight degradable plastic bags first and then in strong paper bags o

11、f 5 kilograms net each，12 bags to a carton with a gross weight around 65 kilograms. Each carton is secured by strapping in order to prevent the contents from dampness and possible damage through rough handling. We wish you can meet our requirements and look forward to your prompt reply. Yours faithf

12、ully， 上一页 下一页 返回,Samples of Letter,Sample D Counter一offer on Terms of Shipment Dears sirs, Re:Panda Brand TV sets Thank you for your quotation of 40 sets of the subject articles. As our customers are in urgently need of the goods，may we request you to shift your delivery time from in December to in

13、November? Or our customer will get the goods from other sources. In order to promote your business，please accept this unfastidious condition. 上一页 下一页 返回,Samples of Letter,We are looking forward to your pleasant reply. Yours faithfully， Key Words 1. ensure v.保证 2. turn out (1)关灯 (2)制造;培养 (3)结果是，原来是 上

14、一页 下一页 返回,Samples of Letter,Basic Sentences 1. We appreciate the good quality of your products but unfortunately your prices appear to be on the high side. We regret that we cannot place an order at these prices. 我们很欣赏你方产品的质量，但是十分遗憾的就是价格偏高。抱歉不能按此价格订货。 2. We feel that your quotation is not proper bec

15、ause the price for such material is on the decline at present. 我们认为你方价格不适合，因为该种材料的价格正在下跌。 上一页 下一页 返回,Samples of Letter,3. Please note that we have quoted our most favorable prices. 请注意我们已经报了最优惠价。 4. We must insist on charging 5%for packing，since all our prices quoted are excluding packing. 我们必须坚持收取5

16、%的包装费，因为我方报的一切价格都不包括包装费。 5. Wed like you to reduce your price. 希望你方能降低价格。 6. Your price is more than we expected/ on the high side. 你们的报价比我们想象的要高得多/偏高。 上一页 下一页 返回,Samples of Letter,7. Shall we meet each other half way? 我们能否各让一半？ 8. Well accept your price if you take the quantity we offered. 如果你方接受我方

17、的数量，我方就接受你方的价格。 9. You should keep the price at around$85. 你方应该使价格维持在85美元左石。 10. The prices we quoted are all ex-works. 我方的报价都是出厂价。 上一页 下一页 返回,Samples of Letter,11.We might as well call the whole deal off. 整个交易就此告吹。 12. You could benefit from higher sale with a little concession，say a 20% reduction.

18、 只要稍做让步，比方说降价2%，就可得到一笔更大的交易。 13. We are ready to accept your offer provided you extend the period of guarantee to 12 months. 如你公司延长保证时间至12个月，则我公司准备接受你们 报价。 上一页 下一页 返回,Samples of Letter,14. Owing to the present price of raw materials，we are unable to change the conditions of our offer. 由于目前的原料价格的关系，我

19、们无法修正我公司报价单上的条件。 15. Pleased reconsider your payment condition and let us have your revision of the offer dated May 6th. 请重新考虑你公司的付款条件，并将你5月6日的报价单修改后寄给我们。 上一页 返回,Situation Dialogue,Dialogue 1 A:Compared with other corporations，I find your price for item No. A117 is on the high side. B:Are you sure t

20、heyre the same? This latest design of cashmere sweater is so marketable that some factories may imitate it. A:I cant deny what youve said. But your price is too high. Its hard for me to accept your price. B:Okay，I can consider making some concessions. 下一页 返回,Situation Dialogue,A:I should say a reduc

21、tion of at least 15%would help. B:Sorry，thats out of the question. Were able to bring down our price at most by 5%. A:5%? Its still a high price. B:Mr. Black，havent you noticed that the cost of product has risen a great deal recently? If we sell it at such a price you named，we shall lose our capital

22、. A:Okay，lets meet each other half way. How about bring down your price by 10% B:10%well，for the sake of our long-term cooperation we accept your price. 上一页 下一页 返回,Situation Dialogue,Dialogue 2 A:Were thinking about your quotation for the mini一sized camera. B:May I have your opinion? A:Im afraid the

23、 price you quoted is too high. Your unit price is US$50 higher than we can accept. B:The price of this mini-sized camera has soared up since last year. 上一页 下一页 返回,Situation Dialogue,A:But you should know some countries are selling this kind of products at cheap prices. The Japanese quotation is lowe

24、r than yours. B:Well，whats your idea of a best price? A:As we should do business on the basis of mutual benefit，I suggest around US$350 per unit CIF Shanghai. B:Oh，its too low. Im afraid were hard to come down to your price. 上一页 下一页 返回,Situation Dialogue,A:If thats the case,what price do you think i

25、s appropriate? B:Well，if you increase your order by 500，well reduce the unit price to US$370. A:How about US$365 per unit? It you accept it，Ill place an order right now. B:Okay. Deal. 上一页 返回,Reading,Declining a Counter-offer Dear sirs, In reply to your letter dated February 5 asking us to make an 8

26、% reduction in our price for Mens Shirts,we regret that we find it intolerable to comply with your request. The prices we quoted are the best if you take the quality into consideration. We think a fair comparison of quality between our products and similar articles from other sources will convince y

27、ou of the reasonableness of our quotation. 下一页 返回,Reading,However，in order to extend our market in your place，we have made up our minds to partly accept your counter-offer as an exceptional case. We shall allow you a special discount of 4% provided your order calls for a minimum quantity of 6, 000 d

28、ozen. We hope we can conclude contract before long and await your prompt reply. Yours truly, 上一页 下一页 返回,Reading,Dear sirs, Re:Raincoats We write to thank you for your fax of May 20 and for the booklets you very kindly sent us. We appreciate the good quality of the captioned goods，but unfortunately your prices appear to be on the high side and out of line with the prevailing market level. To accept the prices you