外貿(mào)函電第二版-Unit06還盤和接受參考PPT

1、1,Unit 6,Counter offer and Acceptance,6.1 Introduction（簡(jiǎn)介）,目的：掌握在接到發(fā)盤后，如何撰寫還盤和接受的相關(guān)信函。 在接到發(fā)盤后，受盤人必須對(duì)報(bào)盤內(nèi)容進(jìn)行認(rèn)真研究。如果發(fā)盤人認(rèn)為發(fā)盤價(jià)格難以接受或?qū)ζ渌麠l件不滿意，既可以拒絕接受，也可以向發(fā)盤人提出建議，要求對(duì)發(fā)盤內(nèi)容進(jìn)行修改。這種受盤人對(duì)發(fā)盤內(nèi)容進(jìn)行變更的表示被稱為還盤（Counter-offer），也被稱為還價(jià)。事實(shí)上，還盤既是受盤人對(duì)發(fā)盤的拒絕，又是受盤人以發(fā)盤人的地位提出的新發(fā)盤。,還盤信函的寫作應(yīng)十分小心，雙方要本著珍視友誼和未來交易機(jī)會(huì)的態(tài)度。還盤信函應(yīng)包含以下內(nèi)容： （1）

2、對(duì)發(fā)盤人的發(fā)盤表示感謝。 （2）對(duì)由于某種原因無法接受發(fā)盤表示遺憾，同時(shí)解釋原因。 （3）對(duì)還盤的內(nèi)容也就是己方所希望的交易條件提出建議。 （4）希望對(duì)方能夠接受己方所提出的還盤建議。,如果受盤人認(rèn)為能夠接受發(fā)盤的全部?jī)?nèi)容和條件，那么就可向發(fā)盤人訂購(gòu)商品。這種買方或賣方同意對(duì)方在發(fā)盤中提出的各項(xiàng)交易條件，并愿意按照這些條件達(dá)成交易、訂立合同的表示被稱為接受（Acceptance），即法律上所稱的“承諾”。作為一項(xiàng)有效接受，必須具備以下四項(xiàng)條件： （1）接受只能由受盤人做出。 （2）接受必須是無條件的，完全同意發(fā)盤中提出的各項(xiàng)交易條件。 （3）接受的方式必須符合發(fā)盤的要求。 （4）接受必須在發(fā)盤

3、規(guī)定的有效期內(nèi)做出。,5,counter-offer 還盤，是外貿(mào)業(yè)務(wù)用語，指受盤人對(duì)收到的報(bào)盤提出修改條件。該詞可作動(dòng)詞或名詞。 If our offer is not acceptable, please fax your best counter-offer. 如果不能接受我方報(bào)盤，請(qǐng)發(fā)傳真告知你方最好的還盤。 The price you counter-offered is unreasonable. 你方還盤價(jià)格不合理。,6,Terms,1、還盤 Counter Offer 2、 參考價(jià) Reference Price 3、開盤價(jià) Opening Price 4、收盤 Closing

4、 offer 5、現(xiàn)行價(jià) Current Price, Ruling Price, Prevailing Price 6、合理價(jià)格 Reasonable Price 7、特殊價(jià)格 Special Price 8、大路貨 FAQ 9、差價(jià) Price Difference, Price Gap 10、憑等級(jí)買賣 Sale by Grade 11、憑規(guī)格買賣 Sale by Specification 12、憑標(biāo)準(zhǔn)買賣 Sale by Standard,7,Terms,13、品質(zhì)以賣方樣品為準(zhǔn) Quality as per Sellers Sample 14、品質(zhì)以買方樣品為準(zhǔn) Quality a

5、s per Buyers Sample 15、公噸 Metric Ton 16、長(zhǎng)噸 Long Ton 17、短噸 Short Ton 18、凈重 Net Weight 19、毛重Gross Weight 20、以毛作凈 Gross for Net 21、皮重 Tare Weight 22、競(jìng)爭(zhēng)性價(jià)格 Competitive Price 23、批發(fā)價(jià) Wholesale Price 24、零售價(jià) Retail Price,8,寫信的要點(diǎn),報(bào)盤信函收悉 抱怨價(jià)格太高 還盤建議 結(jié)束,9,常用句型,句型1：對(duì)價(jià)格的抱怨 （1）我們很遺憾告知你方，盡管我們很滿意你方產(chǎn)品的質(zhì)量，但我們認(rèn)為你方價(jià)格偏高

6、。 We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products. on the high side （價(jià)格）偏高 The new quotation，I think，is still on the high side. 我認(rèn)為新的報(bào)價(jià)仍然偏高。,10,常用句型,Your price is too high. 你方價(jià)格太高。 類似的表達(dá)方式還有： Your price is a bit high. 你方價(jià)格有點(diǎn)高。

7、 Your price is excessive. 你方價(jià)格過高。 Your price is rather stiff. 你方價(jià)格相當(dāng)高。 Your price is prohibitive.你方價(jià)格令人望而卻步。,11,常用句型,（2）我們很遺憾你方價(jià)格與現(xiàn)行價(jià)格不符。 We very much regret that your price is out of line with the prevailing market. out of line (with)不合理的，不相符的 Should your price be found out of line, they may turn t

8、o others for their requirements. 如果你方的價(jià)格不合理，他們也許會(huì)向別人購(gòu)買。 out of line with 與不相符，與脫節(jié) What you asked is quite out of line with the present market here. 你方的要求與此地的現(xiàn)行市場(chǎng)行情不符。,12,to be in line with 和一致, 和相符合 to keep in line with 與保持一致 The terms in the L/C should keep in line with those in the contract. 信用證中的

9、條款必須和合同中的條款保持一致。,13,常用句型,（3）盡管我們渴望與你方成交，但我們遺憾地說你方價(jià)格不可接受。 Although we are desirous of doing business with you, we regret to say that your price is unacceptable to us.,14,常用句型,句型2 與其他供貨商價(jià)格相比 （1）印度產(chǎn)的商品以大約低于你方10%的價(jià)格在本地出售 Indian makes have been sold here at a level about 10% lower than yours. （2）與其他貨源的價(jià)格

10、相比，你方的價(jià)格比他們的報(bào)價(jià)幾乎高出10%。 When comparing with the other suppliers prices , your price is almost 10% higher than theirs.,15,常用句型,（3）你方的價(jià)格比我們從其他貨源得到的價(jià)格高得多。 Your price compares much higher than that we can get from elsewhere.,16,常用句型,句型3 還盤建議 （1）為了促進(jìn)貿(mào)易，我們還盤如下：500噸蘋果，每噸600美元成本加保費(fèi)歐洲主要港口。 To step up trade, w

11、e counter offer as follows:500 tons of Apples at USD 600/ton CIF EMP. (2)由于蘋果行市下跌，除非你方能夠降價(jià)5%，否則無法成交。 As the market of Apples is declining, there is no possibility of business unless you can reduce your price by 5% .,17,常用句型,（3）我們不否認(rèn)你方產(chǎn)品的質(zhì)量比印度產(chǎn)品好，但差價(jià)絕不可能大于10%，我們還盤是每噸900美元成本加保費(fèi)運(yùn)費(fèi)漢堡。 We dont deny the q

12、uality of your products is superior to that of Indian makes but the difference in price should in no case be as big as 10%.Our counter offer is USD 900 per ton CIF Hamburg.,18,常用句型,句型4 希望對(duì)方能夠接受你所提出的還盤的建議 It is hoped that you would seriously take it into consideration and let us have your reply very

13、soon. 希望你方能認(rèn)真考慮我方的建議并盡快回復(fù)。 take sth into consideration 考慮,6.3 Specimen Letters（樣函）,Letter 1：Offer Dear Sirs, We acknowledge with thanks the receipt of your inquiry of Sep 5, and are pleased to make you an offer regarding our Changhong color TV sets in the size you required. All sizes can be supplied

14、 by the beginning of next month subject to our receiving your order. The price for Changhong Brand color TV set inch 34 is USD450 each at CIF Copenhagen. Our price is very competitive for1 other good quality TV sets. We look forward to receiving your large number of order2. Truly yours, Fred Jackson

15、,be competitive for 和相比具有競(jìng)爭(zhēng)力的 bulk order 大宗訂單 大批訂貨,Letter 2：Counter-offer Dear Sirs, We are glad to have received your letter of Sep18 offering us Changhong Brand color TV sets inch 34 at CIF Copenhagen USD450 per set. In reply, we regret to inform you that your price is too high. Market information

16、 tells us that some Japanese color TV sets have been sold here at a level about 30% lower than yours. We do not deny the quality of Changhong Brand color TV sets, but the difference in price is a wide gap3. To step up the trade4, we counter-offer you 10 thousand Changhong Brand color TV sets inch 34

17、 at CIF Copenhagen USD300 per set. It is hoped that you would seriously take it into consideration5 and let us have your reply very soon. Sincerely yours, Xianjin Peng,regret that regret to do sth regret being unable to sb. be regretful that sth. be regrettable that with regret 遺憾地 e.g. 目前，我們不能介紹新的訂

18、單，為此表示遺憾。 At present, we cannot accept new orders, for which we express our regret. 使我們遺憾的是，我們認(rèn)為你方價(jià)格不實(shí)際。 Much to our regret, we found your price not to be realistic.,level n. price 水平，情況 e.g. 我們已與你地其他買主按我們的價(jià)格成交了業(yè)務(wù)。 Weve concluded business with other buyers in your area at our level. tolevel 達(dá)到水平(情況)

19、 market level 市場(chǎng)行情 e.g. 我們遺憾的說，你方報(bào)來的鐵釘價(jià)格完全與我地市場(chǎng)行情不一致。 We regret to say that the price of iron nails you offer is completely out of line with our market level.,of high quality 優(yōu)質(zhì)的 high 可以由good, fine, superior, better取代(反義詞:bad, low, inferior, worse) e.g. 我們可供應(yīng)優(yōu)質(zhì)的羊毛。 We can supply wools of high qualit

20、y. 我們可供應(yīng)的羊毛質(zhì)量很好。 Wools we supplied are of high quality.,build： 普通用詞，含義廣泛，可指一切具體或抽象的建造或建立。 construct： 較正式用詞，強(qiáng)調(diào)根據(jù)一定計(jì)劃進(jìn)行的規(guī)模較大，結(jié)構(gòu)較復(fù)雜，要求較高技術(shù)的建造。 found： 側(cè)重打下基礎(chǔ)或創(chuàng)辦，具體或抽象事物均可用。 establish： 著重穩(wěn)固地建成，可具體指國(guó)家、政府、學(xué)?；蛏痰甑鹊慕?，也可指信仰、信用、名譽(yù)、法律、制度、規(guī)則等的建立。 set up： 作建立用時(shí)，側(cè)重于開始?？芍妇唧w或抽象的建立。,Letter 3：Acceptance Dear Sirs, We

21、have received your letter of October 2. It is regretful for us to see that you cut down the price of our Changhong Brand color TV sets too sharp, but regarding our long term of business relationship, we decide to accept your counter-offer on condition that cash must be paid within three months of da

22、te of delivery, or subject to 5% discount if paid within one month. Sincerely yours, Ping Wang,cut down裁短； 減少； 把砍倒 If you spend more than your income, can you try to cut down? 如果你入不敷出，可以試著減少開支嗎？ Reduce reduce by 幅度 reduce to 從.降至 reducefrom to從降至 make a reduction of 降價(jià)幅度 make a reduction to 降價(jià)至 make

23、 a reduction in 在方面降價(jià) e.g. 如你方能在報(bào)價(jià)上減少2%，我們將立即接受。 If you can reduce your offer by 2%, well accept it. Or: If you can make a reduction of 2% in price, well accept it.,discount allow/give/ provide/ grant a 5% discount 給予5%的折扣 quantity discount 數(shù)量折扣 Well give a 20% discount on the order of over USD$1,00

24、0. 對(duì)于金額超過1000美元的訂貨，我們給予20%的折扣. 句式：sell at a discount 折價(jià)出售 get/offer a discount 得到折扣 cash discount 現(xiàn)金折扣 value discount 價(jià)值折扣 e.g. We would like to allow you a special discount of 3% if your order exceeds USD$5,000. 如你方訂購(gòu)超過5，000美元，我們?cè)敢饨o你方3%的特殊折扣。 現(xiàn)金付款，我們給予九折優(yōu)惠。,Letter 4：A firm offer Dear Sirs, We thank

25、 you for your letter dated June 25 covering our Jinling Brand automatic washing machine inquiry. Jinling Brand is one of the best known trade marks in China. It can run 15 000 times continuously without any breakdown. It first passed through the recognition6 of Americas UL and the qualities have kep

26、t the first for 5 years in succession7.,Complying with8 your request, we take a pleasure to make you a firm offer Jinling Brand automatic washing machine USD120 per machine FOB Guangzhou, inclusive of your 5% commission. Your reply must reach us before 12 a.m. July 25 our time and subject to our fin

27、al confirmation. For detailed specification, please refer to the catalogue enclosed. We hope that you will be glad to place a trial order9 with us. We anticipate your early reply. Truly yours, John Smith,run across 偶然發(fā)現(xiàn)；偶然碰到 He run across a dog. 他偶然遇到只小狗. run after 追趕；追逐； 追求 He finally became tired

28、of running after her. 他追求她終于追煩了 run against 與偶然碰見； 與作對(duì)；反對(duì) found public sentiment running against him. 發(fā)現(xiàn)公眾反對(duì)他的情緒,in the long run 從長(zhǎng)遠(yuǎn)看，從最終結(jié)果來看 in the short run 在不遠(yuǎn)的將來 run off with 獲得，取走 ran off with the state championship. 獲得全國(guó)冠軍 run to earth 或 run to ground 追逐并成功地抓獲 Dogs ran the fox to earth. 狗追獲了狐貍

29、。,pass through 經(jīng)過； 通過； 經(jīng)歷； 經(jīng)歷并完成 經(jīng)過, 通過 She said she was passing through Paris and would like to have a chat with me. 她說她要路過巴黎, 想跟我聊一聊。 經(jīng)歷, 遭受 The country is passing through troublesome time. 該國(guó)動(dòng)蕩不安。 經(jīng)歷并完成 He passed through a university course in Houston. 他在休斯敦修完了一門大學(xué)課程。,Succession n. 繼承人，繼承權(quán)； 一系列，接

30、連 in quick (或rapid) succession 緊接的（地） in succession 連續(xù)的（地)，接連的（地） she won the race for the second year in succession. 她連續(xù)贏得了第二年的賽跑冠軍。,Letter 5：A counter-offer Dear Sirs, We are in possession of10 your letter July 5 offering us Jinling Brand automatic washing machine USD120 per machine FOB Guangzhou

31、inclusive of our 5% commission. While appreciating the quality of your lines, we made a careful study of11 your offer. We find your prices are too high to be acceptable. In fact, the cost of raw materials has not soared in the past three months.,In order to make your products more competitive in our

32、 market, we suggest that you reduce prices by 10%. If you will agree to our counter-suggestion, regular orders for large numbers will be placed. Otherwise, we will conduct our business elsewhere. Please let us have your E-mail confirmation12 at your earliest convenience. Yours faithfully, Leon Allen

33、,be in possession 收到 make a study of 研究 have E-mail confirmation收到電子郵件確認(rèn)書,38,Letter 6：Counter-offer Dear Mr. Jackson, Thank you for your letter of Sep 25. Although we appreciate the quality of your color TV, their price is too high for us to accept. Referring to the S/C No.8965, you will find that w

34、e ordered 1000 sets of TV at the terms and conditions13 stipulated in that S/C, but the price was 10% lower than your present price.,39,Since we placed the last order, price for raw materials has been decreased considerably. Retailing price14 for your color TV here has also been reduced by 5%. Accep

35、ting your present price will mean great loss to us, let alone15 make profits. We would like to place repeat orders with you if you could reduce your price at least by 1.5%. Otherwise, we have to shift16 to the other suppliers for our similar request. We hope you take our suggestion into serious cons

36、ideration and give us your reply as soon as possible. Yours truly, Xia Peng,40,terms and conditions 條款 Stipulate v. （尤指在協(xié)議或建議中）規(guī)定，講明（條件等） I stipulate this only nothing further. 我要的條件只這一點(diǎn)，別的不要。 stipulation: n. 規(guī)定，條款，項(xiàng)目 The transaction is settled down with the stipulation of direct shipment.,41,on the

37、 decrease 在衰減中；在減少中 decrease： 指逐漸地、不斷地減少。 diminish： 側(cè)重大小數(shù)量和重要性的不斷減小，強(qiáng)調(diào)減小的部分。 reduce： 普通用詞，含義廣。指數(shù)量、程度的降低或減少。 dwindle： 與decrease同義，指逐漸減小，但強(qiáng)調(diào)變得越來越少終至全無。,42,Considerably adv. 相當(dāng)，非常，頗 The castle was enlarged considerably in the fifteenth century. 這個(gè)城堡在15 世紀(jì)得到了相當(dāng)大的擴(kuò)展。 let alone 更不用說,43,move： 普通用詞，指從一處到另一外

38、的任何距離的轉(zhuǎn)移。 shift： 側(cè)重位置與方向的改變。 transfer： 一般表示轉(zhuǎn)送或移交遷移，尤指交通運(yùn)輸中的換乘或職務(wù)的調(diào)動(dòng)等。 remove： 作移動(dòng)解時(shí)，與move可換用，還可指撤職或開除學(xué)藉等。,44,Letter 7：Acceptance Dear Mr. Jackson, Im sorry to learn from your letter of October 5 that you find our prices too high. We do our best to keep prices as low as possible without sacrificing q

39、uality and are constantly enquiring into17 new methods of manufacture. Considering the quality of the goods offered, we dont feel that the prices we quoted are at all excessive, but bearing in mind18 the special character19 of your trade, we have decided to offer you a special discount of 1.5% on a

40、first order. We make this allowance because we should like to do business with you if possible, but I must stress that its the furthest we can go to help you. At least I hope this revised offer will now enable you to place an order. Sincerely yours, Ping Wang,45,sacrifice獻(xiàn)祭； 奉獻(xiàn)； 犧牲； 虧本出售 A mother wi

41、ll sacrifice her life for her children. 為了孩子，一個(gè)母親可以獻(xiàn)出她自己的生命。 We know how to work, to sacrifice, and to fight. 我們懂得如何去工作，去戰(zhàn)斗，去作出犧牲。 enquire into 調(diào)查，查詢 We must inquire into the matter. 我們必須調(diào)查此事。,46,bear in mind 記住 We must bear in mind these lessons paid for with blood. 我們要記住這些血的教訓(xùn)。 special character 特

42、點(diǎn),47,allowance津貼； 折扣； 默許 make allowance (s) for 1. 把考慮在內(nèi) 2. 酌情寬待 We should make allowance for the wishes of others. 我們應(yīng)該顧及他人的愿望 My monthly allowance is 50 yuan. 我每月的津貼是50元。,48,Furthest 最遠(yuǎn)地； 最大程度地 My guess was the furthest from the correct answer. 我的猜測(cè)與正確的答案相差極遠(yuǎn)。 at the furthest 在最遠(yuǎn)處；至多 the Allied li

43、ne had been pushed forward, at the furthest, about 1.6 km. 盟軍的陣線已經(jīng)向前推進(jìn)，最遠(yuǎn)的部隊(duì)前進(jìn)了約1.6公里。,6.4 Focal Words（焦點(diǎn)詞匯）,accept vt. 接受（邀請(qǐng)、報(bào)價(jià)等）；承認(rèn)，同意；承兌（票據(jù)） We cannot accept your price. We accept that we have no alternative but to replace the damaged parts. We request you to accept the draft drawn on you. accept

44、able: adj. 可接受的，合意的 The quality is acceptable, but the time of shipment is not. We shall place a large order for mens shirts with you, if the time of delivery is acceptable to us.,acceptance: n. 接受；(票據(jù)等的)承兌，經(jīng)承兌的匯票 This time we allow you a big discount, and recommend your immediate acceptance. We sha

45、ll present the draft for acceptance. contribute vi. 有助于，促進(jìn) You know that the appearance of the package contributes greatly to the sale of consumer goods. These measures contributed greatly to raising the quality and output of our products.,execute vt. 執(zhí)行；簽署(單證，契約等) We always do our best to execute o

46、ur contracts to the full. In witness whereof, the parties hereto have caused this contract to be executed in duplicate by their duly authorized representatives. execution: n. 執(zhí)行；簽署 We hope that you will promptly accept our order and make your usual careful execution. Party A shall, within 30 days of

47、 the execution of this agreement, provide Party B with the list mentioned below.,Order n. 訂單，訂貨，定購(gòu)；命令；匯票；定購(gòu)(貨物) We hope you can give us an order soon. We shall immediately give orders to the factory for the consignment to be prepared. We suggest that for this trial order, you let us have a demand dr

48、aft or a postal money order. vt. 貯存，備貨 We have a large tailoring department and would like to stock a new type of material.,stock vi. 備貨 We advise you to stock up while supplies are available. adj. 庫(kù)存的 Stock offers are a touch-and-go kind of things. n. 現(xiàn)貨，存貨 in stock out of stock These are the only

49、stocks available.,6.5 Useful Sentences（實(shí)用語句）,1. We would very much like to place orders with you if you could bring down your price at least by 20%. Otherwise we shall switch our requirements to other suppliers. 2. You will be interested to hear that we can offer a further supply of the best quality

50、 products at the lowest price. 3. We regret being unable to make use of these goods as the price you offer is above the market level here.,4. Our requirements are now fully covered for some time to come, and we therefore greatly regret that we have to cancel our order with you. 5. If a substantial r

51、eduction can be expected, we could reconsider your revised quotation. 6. We would remind you that the firm offer made by us last week is valid for one month from the date of our last letter.,7. This is a firm offer, subject to the receipt of reply by us before 5th April. 8. We have here cabled to yo

52、u a firm offer until May 31. 9. We offer you best CIF Paris price, subject to our confirmation upon receipt of your reply here by Friday morning our time. 10. We have none of this particular make in stock at the moment, and, owing to the great pressure at the mills, we are afraid we cannot guarantee

53、 delivery within less than three months of receipt of orders.,57,1Translate the following Counter offer subject goods Quality of products as follows Subject to keen competition Look forward to payment terms Issue credit bank interest,標(biāo)題項(xiàng)下商品,產(chǎn)品質(zhì)量,如下,以為準(zhǔn),激烈競(jìng)爭(zhēng),盼望,還盤,付款條件,開立信用證,銀行利息,58,長(zhǎng)期業(yè)務(wù)關(guān)系 緊密合作 降價(jià) 與不

54、相符 上升的趨勢(shì) 促銷 滿足你方的還盤 大量的訂貨 得到處理 特別折扣,long business relations,close cooperation,reduce price,out of line with,upward tendency,promote the sale,entertain your counteroffer,substantial orders,receive our attention,special discount,59,1、 (很遺憾地告知) we cant accept your offer for the cars. 2、It is regretful

55、that (你方報(bào)價(jià)與市價(jià)不符). 3、 (如果你方把報(bào)盤降價(jià)2%)， we will close the business. 4、Youd better lower your prices, (由于市場(chǎng)不堅(jiān)挺). We very much regret to inform that your price is out of line with the market level If you make a reduction of 2% on our offer for the market is weak,Exercise,60,5. We would like to point out t

56、hat the prices are our lowest level (所獲利潤(rùn)微薄). 6.The best we can do (給你方5月底以前來的訂單打9%的折扣) as a special concession. 7. (由于運(yùn)輸價(jià)格的上漲)，we have to adjust our prices to cover the increasing cost. 8. We regret to say that (我方的新價(jià)格于5月6日起使用). 5、which make the margin of profit very thin 6、is to give you a discoun

57、t of 9% on all orders coming to us before the end of May 7、As a result of the increasing prices of freight 8、our new prices were put into practice on May 6,61,三、用適當(dāng)?shù)脑~填空。 We you 500 tons Groundnuts at $100/ton on CIF London for May shipment. This offer is to your reply here before or at noon time Oct. 20. The best we can is to a reduction of 3% in our quotation. We very much that we are unable to your counter offer. 1.Quote basis 2. subject reaching 3.Do make 4.regret accept/entertain,62,練習(xí),5. As the market is ,we suggest you your price by 3%. 6. As soon as we are in a to make an for Cotton Pi