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1、Unit 4 Offer and Counter-offer, Learning Aims,知识目标：了解报盘函与还盘的相关知识，掌握报盘函与还盘函的写作技巧。 技能目标：能够运用常用术语和典型句式撰写报盘函与还盘函。, Writing Guide,(1)Expressing thanks for the inquiry; (2) Supplying all the information requested, including name of commodities, quality, quantity and specifications, prices, discounts, term
2、s of payment, packing, insurance, date of delivery, etc; (3)Stating clearly the validity of the offer; (4)Asking for an early reply or expressing willingness to do business.,The Main Content of an Offer Letter,The Main Content of an Counter-offer Letter,(1)Expressing thanks for the offer; (2)Express
3、ing your regret at inability to accept the offer and give your reasons; (3) Putting forward your conditions or suggestions; (4) Expressing your hope for acceptance of counter-offer., Useful Sentences,1. We are pleased to have received your offer for mens shirts. 2. We are in receipt of your E-mail d
4、ated August 28 covering light industrial products. 3. We are in receipt of your letter, requesting us to quote for 100 dozen of mens shirts.,4. Our offer is firm, subject to your reply reaching us before July 15. 5. We are making you the following offer, subject to your acceptance reaching here befo
5、re April 18. 6. We are now making an offer for air-conditioners as follows, subject to goods being unsold.,7. We are now making you an offer subject to our final confirmation. 8. We offer you our best price. Please accept as early as you can if it satisfies you. 9. In order to cope with the heavy co
6、mpetition, please reduce your price by 10%.,10. Compared with other suppliers, your price is rather on the high side. 11. Your price is out of line with the prevailing international market. 12. The gap between your price and the price we can accept is too big.,13. This is our rock bottom price. We c
7、ant make any further reductions. 14. Your quoted price is out of line with the prevailing level. That is why we feel confident that our suggestion of three percent off your present one is workable. 15. If you could reduce the price by $5, we will order in large quantities., Task 1 Exporters Offer,业务
8、背景：广州华欧皮具有限公司的刘强收到美国瑞丽进出口公司的托尼帕克要求报价的信函后，立即给帕克先生回信。请以刘强的名义给托尼帕克写一封报价函。 信函要点： （1）来函收悉并表示感谢； （2）106号、136号、168号、188号女士皮包的休斯敦到岸价分别为每只20美元、22美元、26美元、28美元； 包装：每只包装一个塑料袋，10只皮包装一纸箱。 付款：保兑的、不可撤销的即期信用证。 装运：信用证到后两个月内出运。 保险：由卖方根据中国保险条款按发票金额的110%投保一切险和战争险。 （3）希望早日接受报盘。,Useful Expressions,货号 article number 塑料袋 pl
9、astic a bag 发票金额 invoice value 中国保险条款 China Insurance Clauses 一切险All Risks 战争险 War Risk, Task 2 Importers Counter-offer,业务背景：托尼帕克收到报盘信后，给刘强写了一封还盘函，表示其它条件可以接受，但价格比其它厂家同类产品的高很多，建议每款皮包降价 5。请以托尼帕克的名义给刘强写一封还盘函。 信函要点：(1)对报盘表示感谢； (2)价格偏高,建议降价; (3)期望接受还盘。,Useful Expressions,与不相符/不一致 out of line with 现行市场行情
10、the prevailing market level 达成交易 come to terms /close a deal, Task 3 Exporters Offer,业务背景：浙江伊琳有限公司的销售部经理王凌收到加拿大卡特公司的采购部经理吉米卡特对户外烤炉询价信后，立即给吉米卡特写信。请以王凌的名义给吉米卡特写一封报价信。 信函要点：(1)对询盘表示感谢； (2) 报货号为YL-30045 和 YL-30021的户外烤炉的蒙特利尔到岸价的最低价并说明报盘的有效期； (3)请求早日复函。,Notes to Letter 3,1. at your request 应你方要求 At your r
11、equest, we have amended the L/C. 应贵公司要求，我们已经修改了信用证。 as requested, at the request of sb.应某人的要求 As requested, we are giving you an estimate of approximate requirements for next year. 应贵公司要求，寄上一份明年所需货物的预估表。 We are sending the counter sample at the request of your agent. 应贵公司代理商要求，寄上对等货样。,2. offer v. 报盘
12、（包括交易的种种条件，如货名、规格、数量、价 格、船期及答复期限等） offer sb. sth.向某人就某物报盘 We can offer you various kinds of laundry baskets. 我们可以报盘各种洗衣筐。 make sb. an offer for sth. 向某人就某物报盘 Please make/send us an offer for gold and silver thread embroidered articles. 请报金银绣品价格。,3. be subject to以为条件，以为有效 This offer is subject to you
13、r reply reaching here before June 23,2013. 此报盘以贵方2013年6月23日之前回复为准。 This firm offer is subject to your acceptance within two weeks . 此报盘以贵公司在两周之内接受为条件。, Task 4：Importers Counter-offer,业务背景：吉米卡特收到报盘信后，觉得价格偏高,于是给王凌写了一封还盘函，建议每台户外烤炉降价3。请以吉米卡特的名义给王凌写一封还盘函。 信函要点：(1)对报盘表示感谢； (2)价格偏高,建议降价; (3)期望接受还盘。,Useful
14、Expressions,市场行情 market level 降低报价 reduce quotation 考虑，将考虑进去 take into consideration, Task 5 Exporters Offer,业务背景：海尔集团上海分公司的叶明收到德国博格公司斯蒂文戴维斯关于100台KFRD-26GW/03ECC12号海尔空调的询价，要求其报汉堡到岸价最低价。请以叶明的名义给斯蒂文戴维斯写一封报价信。 信函要点：(1)对询盘表示感谢； (2) 报KFRD-26GW/03ECC12号海尔空调汉堡到岸价最低价； 单价：每台汉堡到岸价500美元。 包装：由买方决定。 付款：保兑的、不可撤销的
15、即期信用证。 装运：在5月31日或之前，由上海至汉堡，允许分批装运和转运。 保险：由卖方按发票金额的110%投保一切险和战争险。 （3）希望早日接受报盘。,Useful Expressions,标题货物 captioned goods 立刻受到关注 received immediate attention 单价 unit price 允许分批装运和转运 allow partial shipments and transshipment 首张订单 initial order,Notes to Letter 5,1. take pleasure in doing sth. 很高兴地做某事 We t
16、ake pleasure in making the following offer. 我们很高兴地向贵公司报盘如下。 这是在较正式场合使用的客套用语，也可用以下的句型表示： We have/take the pleasure of doing We have/take the pleasure to do Its a（great）pleasure for us to We are pleased to,2.provided conj. 假如,如果,只要 We will go provided that the weather is fine. 假如天晴，我们就去。 Provided that circumstances permit, we shall hold the meeting next week. 只要情况允许，我们下周将举行会议。, Task 6 Importers Counter-offer,业务背景：斯蒂文戴维斯收到叶明的报价函后，觉得价格稍高，希望对方能将
