外貿(mào)英語函電教程 第二版 課件 Unit 3 Counter-offers

Counter-offersUnit3Objectives1Tohelpyoulearnsomecommonly-usedpricenegotiationtechniques.2Tohelpyoulearntounderstandcounter-offers.3Tohelpyoulearntowriteappropriaterepliestocounter-offers.Activity1

Negotiatingprices1.Formtwobiggroups:thebuyerandtheseller.Negotiatethepricesofacommoditytheteacheroffers.Thenreflectonthestrategiesusedbythebuyerandthesellerduringtheprocessofpricenegotiation.Activity1

Negotiatingprices2.ReadtheconversationbetweenSusieHuang,asalesmanager,andhercustomer,DannySmith.Theyarenegotiatingprices.Fillintheblankswiththerightinformationfromtheboxandthenanswerthequestions.TheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35Whichofourproductsareyouparticularlyinterestedin,Mr.Smith?ImightbeinterestedinModelY.Itdependsonyourprice.SusieHuangDannySmithMayIknowhowmanypiecesyouwouldliketoorder?What’syour(1)

?SusieHuangDannySmithFor1,000pieces,let’ssayUSD10.5FOBShenzhen.SusieHuanghTheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35That’sincredible!Yourpriceistoohigh.DannySmithMr.Smith,please.Thisisactuallyourbestoffer.(2)

.Joking.MycompetitorboughtfromamiddleagentinChina,justUSD10.2.SusieHuangCouldyoupleaseshowmetheirproduct?SusieHuangDannySmithaIdon’thavetime!Wehavejusttwomonthsbeforethepromotionseason.DannySmithTheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35OK.Mr.Smith,Ireallywanttohelpyoutoexpandyourmarket.Trustme,thisModelYisofsuperiorqualityandis(3)

.Ineedtotestthemarket.Nobodyknowsifconsumerswilllikethismodel.I’mtakingabiggamble.Ifyougiveme10.2andtheproductiswell-receivedbythemarket,wecanestablishayearlyprogram.Wehave250storesintheUS.SusieHuangDannySmithI’mreallysorry.Thereisnomarginforusforthispriceat1,000pieces.(4)

.Youareplayinggames.SusieHuangDannySmithbjTheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35Iamsorry,butpleaseunderstand.Thecostsarethere.Besides,theoriginalpackagingisplainwhitebox.Wecanofferyougiftbox,(5)

.Well,inthatcase.10.3for2,000pieces.Giftboxpackaging.SusieHuangDannySmithWereallyvalueyouasourVIPcustomer.OK.Confirmed.PaymentistobemadebyTT(6)

.Itisthetrialorder.Wehavetotestthemarket.Paymenthastobe(7)

.SusieHuangDannySmithdefTheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35That’sverydifficultforustoaccept.Thefactorywon’tstartmassproductionwithoutdeposit.Well.10%depositandthebalancetobepaid30daysaftershipment.(8)

.Takeitorleaveit.SusieHuangDannySmithLet’stakeabreak.(9)

.Wouldyoulikesomecoffee?SusieHuangcgOK.Thankyou.DannySmithTheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35Thankyou.Pleaserestassuredthattheproductwillbewell-receivedinyourmarket.OK.Lookingforwardtoit.SusieHuangDannySmithOK.I’llconfirmsoon.DannySmithMr.Smith.Thepaymenttermscanbeconfirmed.Wehavereallymadeanexceptionforyou.(10)

.Oncewereceivethedeposit,wewillarrangemassproductionatonce.SusieHuangiQuestions(11)Whatfactorsdotheytalkaboutwhilenegotiatingtheprice?(12)What’sthefinalagreementbetweenSusieHuangandDannySmith?Theyhavetalkedaboutthequantity,thequality,thepackagingandthetermsofpaymentwhilenegotiatingtheprice.Theyhavereachedanagreementthatanorderof2,000pieceswillbeplacedattheunitpriceofUSD10.3FOBShenzhenwithgiftboxpackagingand10%depositwillbepaidbeforemassproductionandthebalancewillbepaid30daysaftershipment.Activity2Counter-offers1.Readthefivecounter-offersbetweenMike,theimporter,andCrystal,theexporter.Putthemintotherightorderaccordingtotheprocessofnegotiation.ToSubjectDearCrystal,Wehavestudiedyourcounter-offercarefully.Weunderstandthatthequalityofyourheadsetisslightlybetter.However,thepricelevelisstilltoohighforthismarket.Ifyouarepreparedtograntusadiscountof5%foraquantityof12,000,wewouldagreetoyouroffer.Pleasenotethatsomepricecutwilljustifyitselfbyanincreaseinbusiness.Wehopetohearfromyousoon.Bestregards,MikeHeadsetscrystal@aToSubjectDearCrystal,ThankyouforyourofferofJune12thfor10,000piecesofsmartstereoheadset(LS-ET-010).Weregrettosaythat,comparedwiththeoffersfromothersources,yourpriceistoohigh,whichisdifficultforustoaccept.Asfaraswehaveknown,thecompetitioninthismarkethasbeenverysharpandfivemostpopularbrandsherewillbecompelledtoreducetheirretailpricesbyatleast5%.Wesuggestthatyouadjustyourpricetosuitourmarket.

Bestregards,MikeHeadsetscrystal@bToSubjectDearCrystal,ThankyouforyourreplyofJune19th.Weacceptyourterms,i.e.4%discountfor12,000anddeliverywithin30days.PleasesendusthePIforconfirmation.Pleaseinformmewhenthesamplescanbesent.Ourclientsarepushingus.Regards,MikeHeadsetscrystal@cToSubjectDearMike,Thankyoufortheinformationthatfivemostpopularbrandsinyourmarketwillbecompelledtocuttheirretailpricesbyatleast5%andwearesorrytolearnthatourpriceistoohighforyoutoworkon.Weacceptwhatyousay,butweareoftheopinionthatthequalityoftheothercompanies’productsdoesnotmeasureuptothatofours.Attachedpleasefindthecustomers’reviewsaboutourproductquality.WevalueyouasourVIPcustomerandthebestwecandoistoreduceourpreviousquotationby2%for10,000pieces.However,ifyoucanHeadsetsmike@spcompany.audToSubjectincreasethequantityupto15,000pieces,wearewillingtoofferyoua5%discount.Wetrustthatthiswillmeetwithyourapproval.Welookforwardtoyourreply.Bestregards,CrystalHeadsetsmike@spcompany.audToSubjectHeadsetsmike@spcompany.aueDearMike,ThankyouforyourreplyofJune18th.Weregretthatwecannotmeetyourterms.Wemustpointoutthatthefallingmarkethereleavesuslittleornomarginofprofit.Atpresentthebestdiscountofferedforaquantityof12,000is4%.Pleasenotethatthepricesfortherawmaterialshaverisengreatlyrecently.However,foryourorderwehavekeptourpricesdown.Hopeyoucanunderstandourstatus.Ourcurrentsituationleavesuslittleroomtobargain.

ToSubjectHeadsetsmike@spcompany.aueTheorderofthefiveemails:bdaecTofacilitatethetransaction,wecanarrangedeliverywithin30days.Thisisthebestwecando.Wehopeyouwillreconsidertheoffer.Pleaseunderstandmystatus.Waitingforyourniceresponse.Regards,Crystal2.Re-readtheorderedcounter-offersaboveandfillouttheanalysisformbelow.Counter-offersTermsaccepted?ReasonsNewtermsoffered(ifany)bYesNoComparedwiththeoffersfromothersources,yourpriceistoohigh.Thefivemostpopularbrandsherewillbecompelledtoreducetheirretailpricesbyatleast5%.Wesuggestyouadjustyourprice

tosuitour

market.WorkinpairsCounter-offersTermsaccepted?ReasonsNewtermsoffered(ifany)dYesNoThequalityoftheothercompanies’productsdoesnotmeasureuptothatofourproducts.Thebestwecandoistoreduceourpreviousquotationby2%for10,000pieces.However,ifyoucanincreasethequantityupto15,000pieces,wearewillingtoofferyoua5%discount.aYesNoThepricelevelisstilltoohighforthismarket.Ifyouarepreparedtograntusadiscountof5%foraquantityof12,000,wewouldagreetoyouroffer.Counter-offersTermsaccepted?ReasonsNewtermsoffered(ifany)eYesNoThefallingmarkethereleavesuslittleornomarginofprofit.Thepricesfortherawmaterialshaverisengreatlyrecently.Atpresentthebestdiscountofferedforaquantityof12,000is4%.Wecanarrangedeliverywithin30days.N/AcYesNoPleasesendusthePIforconfirmation.Pleaseinformmewhenthesamplecanbesent.3.Re-readtheorderedfivecounter-offersandfindouttheexpressionsorsentencesusedforthefollowingfunctionswhenwritingacounter-offer.FunctionsExpressionsused(1)Beginningthecounter-offer(2)Statingthattheofferedtermsareunacceptable●Thankyouforyourreply/letter/offerof….●Wehavestudiedyourcounter-offercarefully.●Weunderstandthat…However,…●Weregrettosaythat…●Weregretthat...●Wearedisappointedtohearthat...●Weacceptwhatyousay,butweareoftheopinionthat…FunctionsExpressionsused(3)Offeringnewterms(4)Persuadingtheotherpartytoacceptthenewterms(5)Endingthecounter-offer●Ifyou….,wewould…●Ifyou….,wearewillingto…●Thebestwecandoisto…●Tofacilitatethetransaction,wecan…●Thefallingmarketleavesuslittleornomarginofprofit.●Hopeyoucanunderstandourstatus.●Pleasenotethatsomepricecutwilljustifyitselfbyanincreaseinbusiness.●Thisisthebestwecando.●Thebestwecandoisto…●Wehopetohearfromyousoon.●Welookforwardtohearingfromyou.●Waitingforyourniceresponse.4.Thefollowingisthecommonstructureofacounter-offer.Belowthestructureformarestatementsfrequentlyusedincounter-offers.Decidewhichstatementscanbeusedineachpartofcounter-offers.A.BeginningB.Statingthatthetermsareunacceptable+reasonsC.Offeringnewterms/askingformoreinformationD.PersuadingtheotherpartytoacceptthetermsE.EndingWecouldn’tmeetyourtargetofUSD5.00.1USD4.50leavesusnomarginofprofit.Ourpricesarebasedondifferentpackagingmethod/MOQandquitecompetitive.2Tobefrankwithyou,wehavenomargintocutthepriceagain.3ThepriceIofferedyouisquitecompetitive.4Wouldyoupleasekindlytellmethequantity?5Afterdiscussingwithmyboss,Icounter-offeryouasfollows:1,000piecesatthepriceofUSD12.50each.TheothertermsaspertheofferofSept.10th.6Thankyouforyourproposal/feedback/reply.78Weunderstandthatourpriceisabithigher.However,qualitycountsformuchmoreinyourmarket.Youmaybeinterestedinournewmodelwithsimilarfunctionsbutatalowerprice.Pleasestudyourofferasattached.9Thebestwecandoistoeffectdeliverywithinoneweekatthisprice.10Ifyoucanincreasethequantityupto10,000sets,wearewillingtocutthepricetoUSD15perset.11Pleasenotethatthepriceofrawmaterialshasrisensharplyrecently.13Weregrettohearthatourpriceistoohighforyoutoworkon.14Lookingforwardtotheorderconfirmationsoon.15Hopetoreceiveyourfeedback.16Thecostisthere.Hopeyoucanunderstand.17Weunderstandthatyouwanttotestthemarket,andwearewillingtoreduceourmargintohelpyouforthistrialorder.18Pleaseunderstandmystatus.19Thisisthebestwecando.Wehopeyouwillreconsidertheoffer.20Itrustthatthispriceisworkableforyou.124.Decidewhichstatementscanbeusedineachpartofcounter-offers.A.BeginningStatements:B.Statingthatthetermsareunacceptable+reasonsStatements:C.Offeringnewterms/askingformoreinformationStatements:D.PersuadingtheotherpartytoacceptthetermsStatements:E.EndingStatements:71231456910113481213171819201516Activity3NegotiatingatastationerytradefairPrepareforgroupworkYouareatastationerytradefair.Formgroupsoffour,withonepairactingasthebuyersandtheotherpairthesellers.Readyourrolecardsbelow.Completeyourcardwithnecessaryinformation.Thesellers’rolecardDesignyourcompany’sbusinesscardincludingyourcompanynameandcontactinformation.Prepareatleastthreebusinesscards.1Decidewhatkindofstationeryyouaregoingtosell.2Findoneboothintheclassroomanddisplayyourproducts.3Receivethepotentialbuyersvisitingyourboothandexchangeyourbusinesscards.4Negotiatewiththemaboutthetransactionterms.5Keeparecordofthevisitorsyouhavereceivedintheseller’scard.6Seller’sCard(Visitor’sinformationandagreedterms)TermsNameCompanyPhoneNo.EmailAdd.CommodityofInterestUnitPriceQuantityDiscountPaymenttermsDeliverythe1stvisitorthe2ndvisitorthe3rdvisitorThebuyers’rolecardDesignyourcompany’sbusinesscardincludingyourcompanynameandcontactinformation.Prepareatleastthreebusinesscards.1Visitatleastthreeboothsatthetradefair.Exchangeyourbusinesscards.2Showyourinterestincertainproducts.3Negotiatewiththesellersabouttheterms.4Keeparecordofyouragreedtermsinthebuyer’scard.5Buyer’sCard(Seller’sinformationandagreedterms)ContactpersonCompanynameCommodityUnitPriceMOQDiscountPaymenttermsDeliveryTermsthe1stbooth/sellerthe2ndbooth/sellerthe3rdbooth/sellerActivity4Writingareplytoacounter-offer1.Readthefollowingcounter-offerfromacustomerandwriteareply.ToSubjectDearCatherine,Thankyouforyouroffer.Qualityanddesignsatisfactory;Termsofpaymentandtimeofshipmentacceptable;Priceof$50perpairtoohigh.$45suggested;OthertermsasperyourofferofSept.10th.Shouldthecounter-offerbeacceptable,pleasesendyourPIforoursignature.Regards,RebeccaRe:counter-offerforladies’boot—WMB-Acatherine@aToSubjectYourreplyDearRebecca,Thanksforyourcounter-offer.Wehavetodrawyourattentiontothefactthatthisstyleofourladies’bootsissellingfastinthemarket.Thepricestandsfirmanddemandalwaysexceedssupply.Inviewofyourinitialorder,wemakeaspecialexceptionandreduceourpriceto$48,othertermsasperouroriginaloffer.Pleaseunderstandthatthisisourrock-bottomprice.AttachedisourPINo.123.Ifitisacceptable,pleasecounter-signandreturnonecopyforourfile.Lookforwardtoyourearlyacceptance.Regards,CatherineRe:Yourcounter-offerforladies’boots—WMB-ARebecca@Prepareforgroupwork(optionalactivity)2.WorkwiththegroupmembersinActivity3.Onepairwillbethesellersandtheotherpairthebuyers.UsethecompanyandbackgroundinformationyoudesignedinActivity3.(1)Writeaninquirytotheseller.(2)Givetheinquirysheettothesellersinyourgroupandwaitfortheiroffer.(3)Writeacounter-offer.(4)Carryoncounter-offeringforseveraltimesuntilyoureachanagreementordropthenegotiation.Thebuyers’pairsPrepareforgroupwork(optionalactivity)2.WorkwiththegroupmembersinActivity3.Onepairwillbethesellersandtheotherpairthebuyers.UsethecompanyandbackgroundinformationyoudesignedinActivity3.(1)Makeyourofferaccordingtotheinquiryfromthebuyer.(2)Readthebuyers’counter-offerandwriteyourreply.(3)Carryoncounter-offeringforseveraltimesuntilyoureachanagreementordropthenegotiation.ThesellersLanguagePractice1.TranslatethefollowingsentencesintoEnglish.很遺憾地告知您1Weregrettotellyouthat...利潤空間很小或者為零2Theprofitmarginislittleornil.太高了以至于無法接受3Toohightobeacceptable/toohighforustoworkon/forustoaccept同……相比4Comparedwith/incomparisonwith急劇上漲10為了促成交易5Tofacilitatethetransaction我們的價(jià)格非常合理/實(shí)際6Ourpriceisveryreasonable/realistic鑒于我們長期的貿(mào)易關(guān)系7Consideringourlong-termbusinessrelations將價(jià)格降低8%8Reduce/cutthepriceby8%滿足你方的需求9Tomeet/satisfyyourneeds/yourrequirementRisesharply2.TranslatethefollowingsentencesintoEnglish.為了促成交易，我方還盤如下，每打手提包50美元，紐約到岸價(jià)1Tofacilitatethetransaction,wecounter-offerasfollows,US$50perdozenCIFNewYork.希望您可以接受我們的還盤2Wehopethatyouwillfindourcounter-offeracceptable.我們已經(jīng)報(bào)出了最優(yōu)惠的價(jià)格3Wehavequotedthemostfavorableprice.鑒于我們的產(chǎn)品質(zhì)量，這個(gè)價(jià)格非常公道了4Inviewof/Consideringthequalityofourproducts,ourpriceisquiterealistic/reasonable.鑒于我們長期的貿(mào)易關(guān)系，我們愿意將價(jià)格降低5%5Consideringourlong-termbusinessrelations,wewouldliketolowerthepriceby5%.我們的利潤空間太小，已經(jīng)沒有降價(jià)的空間6Asthereisnomarginofprofit,thereisnoroomforustoreducetheprice.Or:Duetothesmallprofitmargin,thereisnoroomforabargain.原材料的價(jià)格近期上漲迅猛7Thepriceforrawmaterialshasrisensharplyrecently.油價(jià)近期飛速上漲，我們不可能把價(jià)格降到您期望的水平——15%8Theoilpricehasrisensharply,recentlysothereisnopossibilityforustocutthepricetotheextentyouexpected,i.e.15%.考慮到雙方的友好貿(mào)易關(guān)系，我們愿意特別滿足你方的要求，將價(jià)格降至每件25美元舊金山成本加運(yùn)費(fèi)9Theoilpricehasrisensharply,recentlysothereisnopossibilityforustocutthepricetotheextentyouexpected,i.e.15%.我們認(rèn)為如果你方把訂貨量增加到3000件，我們就給你5%的折扣10Weareoftheopinionthatifyoucouldincreaseyourorderto3,000pieces,wewouldallowa5%discount.Emailsandexperiencefromprofessionalsininternationaltrade1.Readtheemailsbelowandidentifythebargainingtechniquesusedbythesellers.!TheBargainingTechniquesa.Theexporteremphasizesthecost&expressessincerity.b.Theexporterpushesthecustomertoconfirmtheorder.c.Theexporterasksthecustomertooffermoreinformation.d.Theexporterrecommendschangingthepackagingmaterialsorpackagingmethod.e.Theexporteroffersadiscountonquantityincrease.f.Theexporterrecommendsnewproductstothecustomer.g.Theexporteroffersdiscountforthetrialorder.ToSubjectDearRebecca,I’msosorrythatwecouldn’tmeetyourtargetofUSD5.00/pcwithcolorbox.AsImentionedinthepreviousmail,ourpricewasbasedondifferentpackagingmethods.Anyway,wecouldreduceourmargintostartourbusiness.OurfinalpriceisUSD5.20withcolorboxes,andUSD5.00withpolybags.Ifyouwouldliketopromotethisitem,wesuggestthepolybaginstead.OthercustomersmainlyusethissimplepackagingforAmericanmarket.Pleasehelptocheckwithyourbuyerandadvisethecomments.Bestregards,LeahGuoRe:counter-offerforladies’boot—WMB-Arebecca@spatrad.auEmail1Techniquesused:

dToSubjectDearRebecca,Thankyouforyourreply.ThepriceIofferedyouisquitecompetitiveasperMOQ.Foranorderexceeding10,000pieces,wegiveyouan8%discount.Couldyoupleasekindlytellmeyourpotentialquantity?Wewouldliketoupdateyouthenewofferimmediately.WeunderstandthatyouareabigsupplierofphonecasesinMexico.YoumaybeinterestedinourLEDselfiephonecases&diamondprintingphonecases.Pleasestudyourofferasattached.Hopetoreceiveyourquickresponse.Bestregards,LeahGuoRe:counter-offerforphonecasesrebecca@Email2Techniquesused:

cfToSubjectRe:counter-offerforphonecasesrebecca@Email3Techniquesused:

DearRebecca,Tobefrankwithyou,wehavenomargintoreducethepriceagain.Althoughthepriceisveryimportant,thequalitycountsformuchmoreinthelongrun.Ihavediscussedwithourtopmanagementanddecidedtoofferyouasfollows:1.USD5.20/pc,withcolorwindowbox,basedon20,000pcs2.USD5.00/pc,withsimplepolybag,basedon20,000pcs3.5%willbeprovidedasaspecialdiscount,whenquantityupto30,000pcsWeunderstandthatyouhavetotestyourlocalmarket,sowe’replea