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1、Chapter 5 Counteroffers,Attention Points:,国际贸易中，由于进出口双方的立场不同，对于一方的发盘，另一方不会立即接受，而是会进行还盘。而对于还盘，很有可能出现再还盘，周而复始就构成了交易磋商的主要过程。交易磋商的主题很多，可以是前面提到的价格，也可以是装运期，包装，支付条件，检验等等。因此一封交易磋商函，开头（确认收到对方来函）和结尾（劝说对方接受的结尾）是一样的，主体部分还是有很大不同。 一般而言，双方都需要让步，并尽量说服对方，出口方可以以优惠的付款方式来维持高价，或者以较早的交货期来争取较大的订单。当然，强调产品的品质以及活跃的市场情况也是比较常见
2、的方法。总之，写交易磋商函的关键在于以适当的理由，从适当的角度，提出各种条件，来促进早日成交，毫无理由的拒绝和接受都是不可取的。,Writing Steps,an expression of thanks for an offer or bid; regret that being unable to accept what has been offered and state your reasons ; Make a counteroffer or suggest other opportunity to do business together.,A satisfactory count
3、er-offer will include following :,Specimen Letter 1,Dear Sirs, Silk Blouses We have acknowledgement of your letter of June 10 (offering us 3000 dozen of the captioned goods at US$35.00 per piece CFR Vancouver on usual terms). In reply, we very much regret to state that our end-users here find your p
4、rice too high and out of line with the prevailing market level. Information indicates that the price of your products is 20% higher than that of the Indian origin.,We know clearly that the quality of Chinese products is slightly better but the difference in price should not be so big. Such being the
5、 case, it is impossible for us to persuade our end-users to accept your price, as material of similar quality is easily obtained at a much lower figure.,To step up the trade, on behalf of our end-users, we counteroffer as follows, subject to your confirmation reaching us before the end of this month
6、: At $26.00 per piece CFR2% Vancouver, other terms as per your letter of June 10. It is in view of our long-standing business relationship that we make you such a counter-offer. As the market is declining, we hope you will consider our counter-offer most favorable and fax us acceptance at your earli
7、est convenience. Yours faithfully,Chinese version of the letter,执事先生： 真丝女衬衫 感谢贵公司6月10日来函，按惯常条款向我方报盘3000 打上述货物，每件35.00美元温哥华CFR价。 现答复如下，我方遗憾地告知贵方我客户认为你方价格太高与现行的市价不一致。有消息表明，你方产品的价格比印度制造的产品高出百分之二十。 我们知道中国产品的质量能略好一点但价格之差不应有如此之大。鉴于这种情况，我们无法劝说我们的客户接受你方的价格，因为类似质量的货物可以用低得多的价格买到。 为了促进贸易，我们现在代表我客户还盘如下，以你方确认于本月
8、底前到达我处为准： 每件26美元成本加运费含佣金百分之二温哥华价，其它条款如你方6月10日函所示。 只是鉴于我们之间长期的贸易关系才向你做出如此还盘。由于行市在不断地下跌，希望你方能对我还盘予以认真考虑并早日传真接受我们的还盘。 谨上，,Language Points,on the usual terms 按照惯常条款,according to the usual terms 按照惯常条款,under the usual terms 按照惯常条款,in reply to ph. 现答复；兹复,in response to in answer to,现答复你方本月26日来函，向你们报实盘如下。,
9、In reply to your letter of 26th of this month, we are making you the following firm offer.,This is in response to your letter of 26th of this month. We are making you the following firm offer.,end-users 最终用户，用户（指以使用或消费为目的的消费者）,regret vt. 抱歉， 遗憾,抱歉无法按你方16日信中所提价格供货。,We regret our inability to supply t
10、he goods at the price indicated in your letter of 16.,Language Points,Different Expressions,find our prices too low 认为我方价格偏低 find our prices reasonable 认为我方价格合理 find our prices competitive 认为我方价格具有竞争性 find our prices in line with the market 认为我方价格与市价一致 find our prices workable 认为我方价格可行 find our pric
11、es acceptable 认为我方价格可接受,find your price too high 认为你方价格偏高,We very much regret to say that the goods supplied are not up to the expectations.,We regret that we cant accept your order at the original price owing to the rise in the price of raw materials.,很遗憾所供货物令我们十分失望。,由于原材料价格上涨，抱歉无法按原价格接受你方订单。,Langu
12、age Points,out of line with 与不一致,你方的价格与现行的市场价格完全不一致。,Similar Expressions:,你方所询购的货物超出我们的经营范围。,你方价格颇为合适，但交货期太长。,the present market the current market the ruling market,in line with 与一致,Your price is entirely out line with the price ruling in the present market.,The goods you enquired is out of line wi
13、th the scope of business activities.,Your price is quite in line, but the time of delivery is too distant.,the prevailing market 现行市场；现行行市,Useful expressions on Prices:,the present price 现行的价格 the ruling price 现行的价格 the going price 现行的价格 the prevailing price 现行的价格 the current price 现行的价格 the prevale
14、nt price 现行的价格,Language Points,the Indian origin 产地,country of origin 生产国别；原产地 Certificate of origin 原产地证明,What is the place of origin?？,产地是哪里？,Language Points,请报实盘并说明最早交货期。,indicate v. 表示；说明；,各种迹象表明价格将上涨。,There is every indication that the price will rise.,这位病人略为见好一点。,indication n. 概念；迹象；示意；征兆,Plea
15、se make us a firm offer, indicating the earliest delivery date.,slightly adv. 略微；稍稍；稍微,The patient is slightly better.,the difference in (price) (价格方面)的差别,质量上的差异是显而易见的。,The difference in quality is quite clear.,Language Points,such being the case （in this case） 情况就是这样 ，鉴于这种情况,step up ph. 促进；加速,只是鉴于我
16、们之间长期的业务关系才给你方特别折扣。,in view of ph. 鉴于,Considering the unusual circumstances，we agree to accept your requirements.,鉴于情况特殊，我们同意接受你方的要求。,我们竭尽全力加速生产以满足市场上大量需求。,We are doing utmost to step up production to meet the heavy demand.,Similar Expressions,considering,It is only in view of our long-standing business relations that we offer you this special discount.,Language Points,decline vt. 拒绝；谢绝（用于拒绝，该词要比reject和refuse委婉）；vi. 下降；,1) As your prices are too high to meet competition, we have
