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1、外销员考试辅导：Counteroffer还盘Brief Introduction还盘也叫还价。接盘人在收到一项报盘后，往往会对其中的某些内容不能完全同意，于是会提出不同的要求。这种口头或书面的要求一经提出，原来的报盘即刻失效，于是交易在还盘的基础上重新开始。还盘的内容不单是指价格。对支付条件、装运期等主要条件提出不同的建议，也都属于还盘性质。一笔交易的成立，有时要经历多次还盘和反还盘的过程。 Basic Expressions1. Our counteroffer is as follows.我们还盘如下。2. Our counteroffer is well founded.我们的还价是很合
2、理的。3. Your counteroffer is not up to the present market level.你的还价是不符合目前市场价格。4. Please make us your best possible counteroffer.请给我们你们的还盘。5. The price you offer is not in line with the prevailing market.你方报价与现行市场价不合。6. Its impossible for us to entertain your counteroffer.我们不能接受你方的还价。7. Im sorry. The
3、difference between our price and your counteroffer is too wide.很遗憾，我们的价格与你方还盘之间的差距太大。8. This is our rock - bottom price, we cant make any further reduction.这是我方的，我们不能再让了。9. How about meeting each other halfway?能不能互相做出让步？10. If you accept our counteroffer, well advise our users to buy from you.如您能接受我
4、们的还盘，我们就劝用户向你方购买。11. As a rule, the larger the order, the lower the price.买得越多，价格越便宜，这是个惯例。12. I appreciate your counteroffer but find it too low to accept.谢谢你的还价，我觉得太低了无法接受。13. We ask for indulgence for 6 days to make a counteroffer.我们要求宽限六天以便做出还价。14. We regret to note that you have turned down our
5、 counteroffer.我们很遗憾，知道你方已拒绝了我方的还价。ConversationsDialogue 1A: This is our rock - bottom price, Mr. Li. We cant make any further concessions.B: If thats the case, theres not much point in further discussion. We might as well call the whole deal off. A: What I mean is that well never be able to come dow
6、n to your price. The gap is too great.B: I think it unwise for either of us to insist on his own price. How about meeting each other half way so that business can be concluded?A: What is your proposal?B: Your unit price is 100 dollars higher than we can accept. When I suggested we meet each other ha
7、lf way, I meant it literally.A: Do you mean to suggest that we have to make a further reduction of 50 dollars in our price? Thats impossible.B: What would you suggest?A: The best we can do will be a reduction of another 30 dollars. Thatll definitely be rockbottom.- 李先生，这是我方的，不能再让了。- 如果是这样的话，那就没有什么必要
8、再谈下去了，我们是不是干脆 放弃这笔生意算了！- 我的意思是说我们的价格永远不可能降到你方提出的水平，差距太 大了。- 我想我们双方都坚持自己的价格是不明智的，能不能互相做出让 步？各方都再让一半，生意就能成交了。- 你的建议是?- 你方提出的单价比我们可以接受的价格高出100美元，我说的各让 一半，是名副其实的一半。- 你是说让我们再减价50美元吗？办不到！- 你的意见呢？- 我们最多只能再减30美元，这可真是了。B: That still leaves a gap of 20 dollars to be covered. Lets meet each other half way once
9、 more, then the gap will be closed and our business completed.A: You certainly have a way of talking me into it. All right, lets meet half way again.B: Im glad weve come to an agreement on price. Well go on to the other terms and conditions at our next meeting.A: Yes, theres one other point I wish t
10、o clear up.B: What is it?A: My friends in business circles all seem to be of the opinion that the U.S. import and export corporations have become more flexible in doing business recently.B: Yes, theyre right. In fact, we have either restored or adopted international practices in our foreign trade.-
11、这样还剩下20美元的差额呀。我们再一次各让一半吧。这样差额就可消除，生意也就做成了。- 你真有办法，把我说服了。好吧，我们再各让一半。- 双方在价格上达成了协议，我感到很高兴。在下一次谈判中，我们再研究其他条款。- 好。不过我还想澄清另一个问题。- 什么事？- 商界的许多朋友好像觉得美国的进出口公司在贸易中做法更加灵活 了。- 正是这样。事实上，最近我们在国际贸易中恢复或采用了国际惯例 和习惯做法。A: Im glad to hear that. With a view to expanding and further enhancing the bilateral relations bet
12、ween our two parties, and in particular, exchanging timely views on specific problems in the execution and enforcement of contracts, is it possible for us to have a representative that could stay permanently in Washing- ton D.C.?B: Basically speaking, yes, we welcome the establishment of repre- sent
13、ative offices by foreign companies in Washington D.C.Of course, there are more details to be attended to. We cannot settle it in a few words.A: Yes, of course. Ill call my home office tonight and let them know about it. When do we meet again?B: How about tomorrow morning at 9?A: Good. Ill come back
14、tomorrow, and we can then discuss it more specifically.- 听到这一点，我很高兴。为了发展和巩固我们双边之间的关系，特别是为了在执行合同过程中就具体问题及时交换意见，我们能不能 派出代表常驻华盛顿？- 从根本上讲，可以，我们欢迎外国公司在华盛顿设立代表处，当然还有一些细节问题需要处理。这个不是三言两语就可以解决的。- 那当然。我今晚打电话给国内公司，向他们报告这件事，我们下一次什么时候见面？- 明天上午九点钟怎么样？- 好，我明天再来，这样我们可以更具体地讨论这件事。Dialogue 2A: Mr. Brown, Im anxious to
15、 know about your offer.B: Well, weve been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea, at 20 pounds per kilogram, C.I.F. Liverpool. Shipment will be in July.A: Thats a high price! It will be difficult for us to make any sales.B: Im rather surprised to hear you say that, Mrs. Perless. You know the price of black tea has gone up since last year. Ours compares favorably with what you might get elsewhere.A: Im afraid I cant agree with you there. India has just come into the market with a lower price.B: Ah, but everybody in the tea trade knows that US
