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1、新编商务英语函电 编著：郑书燕,Chapter 5 Counter-Offers and Replies 还盘与拒盘,5.1 Case 1 5.1.1 Background & Task Background（业务背景） “永明电机”发出报盘后，收到“金光集团”发来的还盘。还盘指出报盘价格明显高于中国其他厂家的报价，因此要求大幅降价。由于“永明电机”力求将“金光集团”发展成为长期往来的大客户，因此考虑既要在价格上作出相应优惠，但又不能完全接受降价要求，避免陷入恶性的“价格战”。,,Company Logo,Senders information: Senders name: Tony Zhan
2、g (Manager of Sales Department) Company: Yong Ming Electric Equipment Enterprise Co., Limited Address: 15 Da Xing Road, Chao Yao District, Beijing, China 100038 Telephone: 0086-10-57674300 Fax: 0086-10-57674301 E-mail: Status: Yongming is preparing to make certain compromise to Sun Groups request f
3、or a price cut. Meanwhile, Yongming does not plan to simply reduce its price to the requested level. On the contrary, Yongming considers offering more favorable terms on service.,,Company Logo,Recipients information: Recipients name: Mr. Rashid Suzan (Manager of purchase department) Company: Sun Gro
4、up Incorporation Address: No.1 Industry Road, Jakarta, Indonesia 500195 Telephone: 0031-47-26507331 Fax: 0031-47-26507332 E-mail: Status: “Sun Group” is considering to place the purchase order with “Yong Ming” due to its reputation and the quality of product while still looking for a further price
5、cut as there are many other candidates offering a much lower price.,,Company Logo,Task（工作任务） “永明电机”力求拿到“金光集团”的订单，籍此建立“金光集团”的稳定业务关系。“永明电机”考虑到国际同行竞争激烈和“金光集团”的规模实力后，决定发出信函作出适当降价并给予其他的优惠条件。参考以下要点构思对“金光集团”还盘的回复。 Key points 重申原报价已是优惠报价 强调说明本次降价的目的 突出给予的其他方面的优惠条件 对本次报价给出限制性时间,,Company Logo,2.1.2 Specimen L
6、etter (Reference counter-offer/body of text) Dear Tony, We are glad to receive your letter of July 3, 2008 offering us six sets of water turbines at USD35,000/set CFR Sedan. However, your price is at least 10% higher than quotations made by other Chinese manufacturers. Meanwhile, the price level is
7、expected to drop down due to the economic,,Company Logo,downturn. After studying your experience and quality carefully, we would like to suggest you to reduce your price by 5%. Your acceptance to the price cut will help us greatly to finalize the order. We are looking forward to receive your positiv
8、e reply. Best regards, (),,Company Logo,Yong Ming Electric Equipment Enterprise Co., Limited 15 Da Xing Road, Chao Yao District, Beijing, China 100038 Telephone: 0086-10-57674300, Fax: 0086-10-57674301, E-mail: Date: August 10, 2008 Mr. Rashid Suzan Manager of purchase department) Sun Group Incorpo
9、ration No.1 Industry Road, Jakarta, Indonesia 500195 Re: Your Counter of July 28, 2008,,Company Logo,Dear Mr. Rashid Suzan Thank you for your reply of July 28, 2008, which requires a 5% price cut. With frankly, as an expert in this industry, you might agree with us that our offer is in line with the
10、 best price level given the superior quality of our product and service. Indeed, there is almost no marginal room for such a modest order at the price level quoted. Considering a prospective cooperation in the near future, we finally decide to allow you a 2% discount. Furthermore,,Company Logo,no tr
11、aining fee will be charged to your account except the cost of parts and trips incurred. As the offer above mentioned will remain good in twenty working days, I would like to ask you to inform us your decision as soon as possible. Best regards, Yours truly, (signature) Tony Zhang Manager of Sales Dep
12、artment Telephone: 0086-10-57674300 E-mail: ,,Company Logo,5.1.3 Key words and phrases 关键字词 1,counter-offer 还盘 counter v. 反对，反驳；抵消，制止 The negative effect could be countered in this way. 负面效应 可以通过这种方式抵消。 n. 反驳；柜台；计算器 over the counter (OTC) （药品等）可以直接在柜台购买无需处方 2,drop down （价格等）下降 3,economic downturn 经济
13、衰退 economy n. 经济, economic adj. 经济的 downturn n. 下降，衰退 反义词：upturn Our annual sales dropped down sharply due to the economic downturn. 受经济衰退影响，我们的年销售额急剧下降。,,Company Logo,4,study vt. 学习；研究 We have studies your offer carefully. 我们仔细研究了你方报盘。 5,suggest vt. 建议，提议；显示，表明 近义词：propose We suggest you call us im
14、mediately after your e-mail message. 建议你方在发出电子邮件后立即电话通知我方。 It has been suggested a detailed technical manual will be sent together with the offer. 建议随报盘附上一份详细的技术手册。 Trends in spending and investment suggest a gradual economic recovery. 消费和投资的势头显示出经济在逐步复苏。 6,acceptance n. 接受, accept v. 接受, acceptable
15、 adj. 可接受的 7,finalize vt. 最后定下，使（计划、交易等）确定 近义词：finish, complete, conclude, settle down 8,agree v. 同意 The buyer confirms to agree with us on the issue. 买方确认在这一事件上同意我方的意见。,,Company Logo,All parties agree on the sales proposal. 所有各方均同意这一销售建议书。 Will you agree to accept T/T as the payment term given the small order amount? 由于订单金额较小，你方是否可以接受电汇付款方式？ 9,superior quality 卓越品质 superior adj. 优质的，质量上乘；更好的，更高级的；上级的 n. 上级，
