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1、Transaction Situation 4 Counter-Offer 还 盘,商务函电,Contents,Learning Objectives 学习目标,Work Task 工作任务,How to write 如何写,Example Transactions 操作示范,2,4,Competence Practice 能力训练,一、Learning Objectives（学习目标）,Abilitys objective： Can write the letter of making counter-offer. Knowledge objective： Be familiar with
2、the words and expressions related the topic of making counter-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CANADIAN FASHION TRADE CO., 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
3、 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、Work Task 1 （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
4、美元，CIFC3%蒙 特利尔。 5希望对方尽快回复。,二、Work Task 2 （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、How to write（如何写）,A counter-offer can be made to reject part or total of the terms
5、 and conditions of the offer. It is written to thank the offerer for his trouble and explain the reason for the rejection. A counter-offer is a new offer, which can be made by both the seller and the buyer.,Introduction(简介),If you want to write a counter-offer to state your disagreement to certain t
6、erms and express your own ideas, the following contents may be included: 1. To express thanks for the offer 2. To express regret at your inability to accept the offer and give reasons for non-acceptance 3. To make the counter proposal (price reduction etc.) 4. To express expectation of the acceptanc
7、e,2. Writing skills(写作技巧),3. Typical Expressions(常见表达方式),For letters making counter-offer(还盘信函常用表达句型):,四、Specimen Letters(操作示范函),November 20, 2010 Dear Victor, Thank you for your offer of 6000 pieces of cotton blazer at USD20.5 per piece CIFC3% MONTREAL. We regret to inform you that our end users fi
8、nd your price on the high side. As you know, the price of cotton blazer has gone down since last year. Some countries are actually lowering their prices. It is no doubt that there is a keen competition in the market. We do not deny that your products are attractive, but the difference in price shoul
9、d, in no case, be as big as 10%. To step up trade, we on behalf of our end users make counter-offer as follows: 6000 pieces of cotton blazer, at USD 18.45 per piece CIFC3% MONTREAL. We hope that you will take our counter-offer seriously into consideration and reply as soon as possible. Yours faithfu
10、lly, Ellen,Work Task 1,1. end user 客户 2. on the high side （价格等）偏高 3. go down （价格等）下降 4. keen competition 激烈的竞争 5. in no case 决不 6. step up （使）加快速度 7. on behalf of 代表 8. counter-offer 还盘 9. take into consideration 将考虑进去,New Words,1. Thank you for your offer of 谢谢贵公司的发盘 2. We regret to inform you that
11、 our end users find your price on the high side. 我们很遗憾的告知你方，我们的客户觉得你们报价过高。 3. To step up trade, we on behalf of our end users make counter-offer as follows: 为了促进贸易，我们代表我方客户作出还盘如下： 4. We hope that you will take our counter-offer seriously into consideration and reply as soon as possible. 希望贵方对我们的还盘给予
12、认真的考虑并尽快答复我方。,Notes,四、Specimen Letters(操作示范函),November 21, 2010 Dear Ellen, We are in receipt of your letter of November 20, which requested a 10% discount. We regret to inform you that your counter-offer is not in keeping with the current market and we cannot accept it. We believe our prices are qu
13、ite favorable and competitive, it is impossible that any other suppliers can lower than us if their products are as good as ours in quality. To be frank with you, if it was not for the future relations, we wouldnt consider accepting your price. In order to assist you to compete with dealers in the m
14、arket, lets meet each other half way, we have decided to reduce the price by 5%, if you order reaches 10,000 pieces at one time, which is say, the price is USD19.48 per piece CIFC3% MONTREAL. Its subject to your reply arriving here before November 30, 2010. Your early reply will be much appreciated.
15、 Yours sincerely, Victor,Work Task 2,1. in receipt of 收到 2. discount 折扣 e.g. We would like to allow you a special discount of 3% if your order exceeds USD5,000. 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. keep with the current market 与现行市价一致 4. to be frank with you 坦率地说，与frankly speaking意思相同 5. compete with s
16、b. 与某人竞争 6. dealer 零售商 7. meet sb. half way 各让一半，折中处理 e.g. Shall we meet each other half way? 我们折中处理好吗？ 8. reduce the price by 5% 降价5% 句式： reduce by 幅度 reduce to 降至（某一水平） reducefrom to从降至 make a reduction of 降价幅度 make a reduction to 降价至 make 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
