Module 7(修改).ppt

1、,Module Seven,Counter-offers,Writing Skills,Letters of counter-offer often cover the following points: 1.To express thanks to the offer or for the offer. 2.To express regret at your inability to accept the offer. 3.To forward concrete suggestions or amendments to the original offer. 4.To express hop

2、es of mutual beneficial cooperation.,Language Focus,Trade Terms 1.counter-offer还盘 2.reduce the price 减价，降价 3.cut the price 削减价格 4.make a reduction in price 降价 petitive price 有竞争力的价格 6.workable price 可行的价格 7.fair price 公平的价格 8.reasonable price 合理的价格 9.favorable price 优惠的价格 10.realistic price 现实的价格 11

3、.meet each other half way 折中，各让一半 12.the lowest price 最低价 13.bottom price 低价,Language Focus,I. Trade Terms 14.ruling price/current price 现行价格 15.bargain the price讨价还价 16.wholesale price 批发价格 17.retail price 零售价格 18.fix the price 定价 19.price tag 价格标签 price 净价 21.price fluctuation 价格波动 22.gap in price

4、 价格差距 mission 佣金 24.discount 折扣 25.profit 利润,II. Functional Sentences 1.We ask for a further reduction of the price by 2%, because your price is not in line with the present market level. 2.Your quoted price is higher than those of other suppliers, if you dont reduce your price, we wont place any or

5、der with you. 3.If you can reduce the price by 5%, we shall be able to order 200 metric tons. 4.We think we could close the deal if you would reduce you price by 10%. Our clients find your price quite out of line. Your price is not at all competitive compared with what is quoted by other suppliers.,

6、7. You must have noticed that the cost of raw materials has gone up recently. 8. We wish you will reconsider your price so that there could be a possibility for us to meet you half way. 9. It would be very difficult for us to push any sales if we buy it at this price. This is our best price, at whic

7、h we have already concluded several transactions with other businessmen in your district. If you accept our counter-offer, we will persuade the end-users to place an order with you.,We have cut our price to the limit. So we regret we are unable to comply with your request for any reduction. Your cou

8、nter-offer is beyond what is acceptable to us. The price we quoted only leaves us with narrow profits. If it were not for the size of your order, we couldnt have offered you such a low price. With an eye to future business, we agree to reduce the price by 5% as a special accommodation.,17. As busine

9、ss has been done extensively in your market at this price, we regret that we cannot accept your counter-offer. It is our hope that you would reconsider the matter and let us know by return. What we have quoted is really the lowest, and, as such, we regret not being in a position to reduce our price.

10、 Taking the quality into consideration, I think the price is reasonable. If you have taken everything into consideration, you may find our quotation lower than those you can get elsewhere.,Dear Sirs, “FOREVER” BRAND BICYCLES Thank you for your letter quoting for the captioned bicycles. Although we a

11、ppreciate the quality of your bicycles, their price is too high to be acceptable. Referring to the Sales Confirmation No. 89SP-216, you will find that we ordered 1,000 bicycles of the same brand as per the terms and conditions stipulated in that Sales Confirmation, but the price was 10% lower than y

12、our present price. Since we placed the last order, price for raw materials has been decreased considerably. Retailing price for your bicycles here has also been reduced by 5%. Accepting your present price will mean great loss to us, let alone profit. We would like to place repeat orders with you if

13、you could reduce your price at least by 15%. Otherwise, we will have to shift to the other suppliers for our requirements. We hope you will take our proposal into serious consideration and give us your reply as soon as possible. Yours truly,Exercises,Translate the following letter into English. 敬启者：

14、 “永久”牌自行车 谢谢你们对标题自行车报价的来信。 我们虽然欣赏你们自行车的质量，但价格太高不能接受此次报价。请参阅89SP-216号销售确认书，按此销售书我方订购了相同牌号的自行车1000辆，但价格比你方现报价格低10%，自从上次订购以来，原材料价格跌落很多，这里你们自行车的零售价也下跌了5%。接受你方现时的报价意味着我们将有巨大亏损，更不用谈利润了。 然而如果你们至少降价15%，我们非常愿意向你方续订。否则，我们只能转向其他供应商购买了。 我们希望你们认真考虑我方建议，并及早做出答复。 谨启,Exercises,Basic Training I. Choose the best answ

15、er. 1. If you care to place an order with us any time in the future, you may be assured _ the same prompt attention which you have had in the past. A. for B. of C. with D. at 2. We are sorry to say it is not possible _ us to meet the price you requested. A. for B. of C. with D. at 3. In reference to

16、 your letter, we cannot _ a better offer than the one we suggested to you. A. take B. make C. receive D. place 4.We hope that upon reconsideration you will be able to _ our offer. A. receive B. decline C. accept D. place 5. After discussing the matter with our Board of Directors, we have decided we

17、can comply _ your request for lower prices. A. to B. on C. with D. for,B,A,B,C,C,Exercises,Basic Training I. Choose the best answer. 6. In view of the fact that you have bought from us such a volume of office equipment, we would like to _ you half way. A. meet B. give in C. give up D. meet with 7. S

18、ince our own overheads have increased in the last few months, this offer on our part is _ only for a few months. A. good B. well C. fine D. better 8. We are aware _ the fact that your goods are among the best on the market. A. for B. of C. in D. with 9. We regret that it is not possible to accept th

19、e _ price you quote. A. reducing B. having reduced C. reduced D. had reduced 10. Unless you see your way clear to grant us an additional reduction in price, we may have to _ our business with you. A. continue B. continuing C. discontinue D. continued,A,A,B,C,C,II. Fill in the blanks with the words a

20、nd phrases given below, and change the form when necessary. difference recommend quality tendency sample transaction regret continue aware parcel Dear Sirs, Thank you for your offer of April 30 and the _ of Green Tea you kindly sent us. In reply, we _ to say that we cannot do the business at your pr

21、ice. You may be _ that some _ of Indian origin have been sold here at a level about 10% lower than yours. We do not think that the _ of your tea is better, no other tea can compare with yours for either flavour or colour, but the _ in price should not be so big. Information also shows that prices wi

22、ll _ their downward _. To conclude this _, we make counter-offer as follows: 900 cases of Green Tea at USD 18 per kilogram, other terms as per your letter of April 30. We _ your early acceptance. Yours faithfully,Exercises,sample,regret,aware,parcels,quality,difference,continue,tendency,transaction,

23、recommend,Exercises,III. Translate the following sentences into Chinese. 1.If you cannot accept our quotation, please make the best possible counter-offer. We strongly recommend you to accept, for our stocks are running low. As the market price is falling, we recommend your immediate acceptance. The

24、 market is firm and tending upward. There is little likelihood of significant change in the foreseeable future.,如不能接受我们的报价，请尽可能提出一个最有效的还盘。,因为我们的存货越来越少，我们极力建议你方接受。,因为市场价格不断下跌，请立即接受我方的报价。,目前行市坚挺并有上涨趋势，短期内大幅波动的可能性不大。,Exercises,III. Translate the following sentences into Chinese. We hope that this count

25、er offer will meet with your approval and we shall place regular orders with you upon receipt of your confirmation. If you cannot be prepared to meet us halfway, we have to place our order elsewhere. Considering our long-standing friendly business relationship, we can allow you a reduction of 4% in

26、our price. 8.The best we can do is to make a reduction of 3% in our previous quotation.,希望此还盘能够得到贵公司的同意，一旦收到贵方的确认，我们将定期订购。 。,如果贵公司不能让步，我们只好转向别的公司订购。,考虑到我们双方长期友好的贸易关系，我们同意在原价格基础上让利4%。,我们从商界朋友亨利史密斯先生处获悉贵方行名。,在前一次的报价中减价3%是我方所能做出的最大让步。,Exercises,IV. Translate the following sentences into English. 我们发现你方

27、报价比其他供应商略高，望你方降低价格以便能对付其他供应商的竞争。 虽然你方价格与市场水平一致，但交货日期太长。 很遗憾，我方不能接受贵方报盘，因为贵方市场的其他供应商以比你方价格低3%的条件向我方提供几乎同样的货物。 对于小量订购来说，你方还盘太低。,We find your quotation slightly higher than those we have received from other sources, and would ask you to reduce your price so as to make it competitive with other supplier

28、.,Your price is quite in line with the market, but the time of shipment is too distant.,We very much regret that we cannot accept your offer because other suppliers in your market offered us similar article at a price 3% lower than yours.,Your counter-offer is much too low for an order of a small am

29、ount.,Exercises,IV. Translate the following sentences into English. 5.贵公司21日寄来的价目表很完整，但所列的付款条件不符合我们的贸易惯例。 很遗憾，我们无法履行你方对我们30日所寄报价单中有关包装事项的特殊要求。 我们的报价相当合理，且已为你地其他客户所接受。 至于男士皮鞋，我们盼望能够按接近我们的价格达成交易。,The price list you sent on 21 is found in order, but the listed terms of payment do not conform to our tra

30、de practice.,We very much regret that we are unable to satisfy your special requirements for the items of packing in our quotation sheet dated 30.,Our price is quite reasonable, which has been accepted by other customers at your end.,As regards Mens leather shoes, we look forward to doing business w

31、ith you at something near our level.,Exercises,II. Write a letter with the following particular. 1. We have received your letter of June 15 asking for a reduction of 10% in our price. 2. The best we can do is to reduce the price by 5% and make shipment in September. 3. Even this 5% reduction represe

32、nts a considerable sacrifice in our profits, a sacrifice that we expect you to match. 4. Please understand that we are always willing to consider ways to assist you in making your operation more competitive. 5. We look forward to receiving a full report on your new pricing strategy soon.,Learning Ob

33、jectives,Following are the goals for this module. Read them and consider your personal goals. 1.To learn how to express prices of commodities. 2.To learn about the contents of a counter-offer. 3.To learn how to bargain the price or other terms of a transaction. 4.To understand and be able to use wor

34、ds and expressions related to the topic of prices. 5.To practice writing letters of counter-offers or replies.,Notes,1. Canada oats 加拿大燕麦 2. be in a position to do 能够(指处于能做某事的地位) We are gearing our production to your requirements and shall soon be in a position to offer you substantially. We are not

35、 in a position to promise you that we will manufacture it in the near future. be in a position to 通常不宜于与条件从句连用，下面的句子用can或shall be able to较好： If you can reduce the price by 5%, we shall be able to order 200 pieces. If you open L/C immediately, we shall be able to ship the goods this month. 3. on the

36、high side 偏高(指价格) When referring to price, this expression means “somewhat high”, “sounds a bit high”, “out of line” or “unworkable”. 类似的表达还有： Your price is a bit high. Your price is too high. Your price is prohibitive.,4. allowance n. 折扣，折让 No special allowance could be given to small purchases. Th

37、e carriers made an allowance of 5% for late delivery. 5. push the sales 推销 6. counter offer v.& n. 还盘 The price you counter-offered is not in line with the prevailing market. If you cant accept, please make the best possible counter-offer. 7. reduction n. 减少 reduce v. 减少，减低 “减价”还可以用cut，“减到某一程度”用brin

38、g down to，“略减”用shade。 Buyers ask for a reduction in price. Buyers ask for a reduction of 25 per ton. In order to close this deal, we shall further reduce our price. We are sorry that we cannot even shade our prices since it is closed calculated. We are prepared to bring down our price to the level y

39、ou indicated in your letter of 5 August. Our closely calculated price cannot be further reduced.,8. thanks to 由于 Thanks to the help of our Counselors Office in your country, we have established business relations with you. Thanks to your cooperation, we have finally come to terms. 9. convince vt. (使

40、)确信，(使)信服；劝说，劝服 Sellers were firmly convinced that their products are of top quality. You are the right person to convince your clients. Buyers are now convinced of the excellent quality and favorable price of our goods. We cannot convince you of having bought the goods at such a price. 10. be prepared to do 准备，打算(含有既愿意又能够的意思) If you require additional, we shall be prepared to arrange. 11. provided conj. 假若，倘使 The goods will be delivered next week provided the drivers are not on strike. 12. acceptable adj. 可接受的 Your offer i