《商務(wù)英語函電2》課件-Lesson 10 A Counteroffer -1-還盤 1

Task3MakingCounteroffers還盤LearningObjectivesTobeabletowriteemailsexpressingreasonsfornon-acceptanceofthesellers’orbuyers’priceideasTogetfamiliarwiththewritingplans,usefulsentencesandphrasesofcounter-offersLesson10ACounteroffer(1)還盤（1）DearMike,ThankyouforyourofferofJuly9fortheblanchedpeanutsatUSD1200/MTFOBQingdao.

Aftercarefulstudy,wefindyourpriceonthehighside

andoutoflinewith

theprevailingmarket.Mostofthecompetinggoods

aresellingatalevelabout10%lowerthanyours.

Thoughwearefullyawarethattheirproductsarenotasgoodinqualityasyours,ACounteroffer(1)

Appreciatingseller’sofferASAMPLEEMAILExpressingreasonswhypricescannotbeaccepted10%isreallytoobigadifference.Shouldyoubepreparedtoloweryourpricebyabout8%,i.e.atUSD1,100/MT，wemightbeabletocometoterms.Asthemarketisweak,wehopeyouwillconsiderourcounter-offeracceptableandsendusyourconfirmationa.s.a.p.

Bestregards,AndleyACounteroffer(1)

ExpressingyourpriceideaASAMPLEEMAILShowingyourconsiderationaboutmarketPersuadingsellerstoacceptyourcounterofferNotescounter-offer:n.還盤，也可以寫作counteroffertomakeacounter-offerforsth.at…:對(duì)……還盤，價(jià)格是……Nowwe’dliketomakeyouacounter-offerfor1,000bottlesofVitaminCatUSD16perbottleCIFShanghai.現(xiàn)在我們向你還盤1000瓶維生素C，每瓶成本加運(yùn)保費(fèi)到上海價(jià)16美元。counter-offer:v.還盤We’dliketocounter-offer1,000suitcasesatUS$95eachFOBLosAngeles.我們?cè)高€盤1,000個(gè)手提箱，每個(gè)洛杉磯船上交貨價(jià)95美元。We’dliketocounter-offer50euros.我們還價(jià)50歐元。counter-表示方向相反、相對(duì)的意思，再如：counter-sample對(duì)等樣品counter-signature會(huì)簽counter-trade對(duì)等貿(mào)易counter-purchase互購onthehighside:（比平均水平）高onthelowside:（比平均水平）低outoflinewith:與……不符，脫離……inlinewith:與……一致，符合……Thoughwewouldliketoconcludeadealwithyou,wefindyourpriceoutoflinewiththerulingmarket.雖然我們想跟你達(dá)成交易，但我們認(rèn)為你方價(jià)格脫離現(xiàn)行市價(jià)。Wecanassureyouthatourpricesarealwaysinlinewiththemarket.我們可以向你保證我們的價(jià)格總是與市場(chǎng)相符的。theprevailingmarket:現(xiàn)行市場(chǎng)theprevailingprice:現(xiàn)行價(jià)格，時(shí)價(jià)。其它說法還有：therulingprice,thegoingprice,thepresentprice,thecurrentprice等。thecompetinggoods:同類競爭產(chǎn)品compete:v.競爭Thetwocompaniesarecompetingagainst/witheachothertogetpeopletobuytheirgoods.這兩家公司相互競爭客源。competition:n.競爭Competitioninthemarketisfierce/intense/keen.市場(chǎng)競爭激烈。competitive:a.競爭激烈的；有競爭力的；競爭性的Smallfirmsaretryingtofindtheirwaytosurviveinthecompetitiveworldofbusiness.小公司試圖尋找出路，以在當(dāng)今充滿競爭的世界里生存。Thepricesweofferareverycompetitive.Youcan’tfindanyothercompanyofferingpriceslowerthanours.我們報(bào)的價(jià)格非常有競爭力，你不可能找到別的公司報(bào)價(jià)比我們低。competitivegoods競爭性貨物。也可以說competinggoods。competitor:n.競爭者，競爭對(duì)手sell:v.銷售；暢銷注意：sell常用主動(dòng)語態(tài)表示被動(dòng)含義，如：Thesebasketssellwell/fast/wellintheAmericanmarket.這些籃子在美國市場(chǎng)上很暢銷。由此派生的一個(gè)詞是seller，表示暢銷品。如：Wi-FiroutersareoneofthehottestsellersinthepersonalcomputermarketintheInternetage.在因特網(wǎng)時(shí)代的個(gè)人電腦市場(chǎng)上，無線上網(wǎng)路由器是最熱銷的商品之一。10%lowerthan:比……低10%Wecan’tcutourpricesastheyarealready5%lowerthanquotationsfromourcompetitors.我們不能降價(jià)，因?yàn)樗鼈儽雀偁幷叩膱?bào)價(jià)已經(jīng)低出5%。tobeaware:知道，明白，清楚，了解，意識(shí)到Wearewell/fully/acutelyawareofthestickysituationinthepresentmarket.我們完全明白目前市場(chǎng)的困難處境。Areyouawarethatyourserviceneedstobeimproved?你們意識(shí)到你們的服務(wù)需要改善了嗎？Maybeyouarenotawarewhatqualitymeanstoaproduct.或許你沒有意識(shí)到質(zhì)量對(duì)一個(gè)商品來說意味著什么。Asyou’reaware,…放在句首，理解為“正如你所知，……”。Shouldyoubepreparedtoloweryourprice…:如你方愿意降價(jià)Should放在句首表示假設(shè)，是一種虛擬語氣，等于Ifyoushould…。再如：Shouldanyoftheitemsonthelistbeofinteresttoyou,pleaseletusknow.如果你們對(duì)單子上哪些商品感興趣，請(qǐng)告知。tobepreparedto:樂意，（高興地）同意做Wearepreparedtohelpourclientsfigureoutthesolutions.我們很樂意幫助客戶找出解決方案。tolowerone’spriceby(to)…:將某人的價(jià)格降低（至）……表示“降價(jià)”的類似說法還有：tocut/reduce/bringdownone’spriceby(to)…Thereisnotmuchpossibilityofbusinessunlessyoucanreduceyourpriceby5%.除非你能降價(jià)5%，否則沒有太大成交希望。Providedyoucutyourpriceto￡95,wethinkwecanincreaseourorderby500sets.如果你們把價(jià)格降至95英鎊，我們就能多訂500臺(tái)。tocometoterms:=tocometoagreement達(dá)成協(xié)議Thetwosideshavecometotermsontheunitpriceofthegoods.雙方就貨物的單價(jià)達(dá)成一致。Themarketisweak.市場(chǎng)疲軟表示市場(chǎng)狀況的說法還有：Themarketisquiet/easy/dull/gloomy/sluggish.市場(chǎng)清淡/疲軟/暗淡/暗淡/呆滯。Themarketissteady/firm/active/strong.市場(chǎng)穩(wěn)定/趨升/活躍/堅(jiān)挺。ASUPPLEMENTARYEMAILThankyou,Leon.Thebelowcostisfoundhighformyclient…TheirbudgetisUSD6.2CNFHamburg.Letmeknowifthisispossible.

Navybluecolorcap—100,000/300,000unitswithsinglecolorlogoembroidery/printing.Letmeknowyourbestcostandmentiontheairfreightchargesseparatelyplease.

Awaitingyourresponse.

Connie補(bǔ)充信文范例謝謝您，Leon。對(duì)我們的客戶而言，你們?nèi)缦庐a(chǎn)品的價(jià)格高了。他們的目標(biāo)價(jià)是6.2美元成本加運(yùn)費(fèi)漢堡。請(qǐng)告知這個(gè)價(jià)位是否可行。

深藍(lán)色帽子：單色帶商標(biāo)刺繡100,000個(gè)，印花300,000個(gè)。請(qǐng)分別告知你們最優(yōu)惠的價(jià)格以及空運(yùn)費(fèi)。

期待您的回復(fù)。ConnieEXERCISESI.Fillintheblankswiththeproperformsofthefollowingexpressions.

The__________isweaksincethesupplyhasexceededthedemand.Ourarts&craftsalways__________wellintheforeignmarket.Thepriceswequotedhavealwaysbeen__________inthepastthreeyears.The__________priceforGradeAarticlesisaroundUSD4000perM/T,15%lowerthanyours.__________youeverneedanything,pleasefeelfreetocontactme.counter-offer,onthelowside,prepare,prevailsell,bringdown,aware,cometoterms,should,marketmarketsellonthelowsideprevailingShouldI.Fillintheblankswiththeproperformsofthefollowingexpressions.

Wewouldbe__________tohelpyougetthegoodsreadyfordelivery.Ifyoucan__________thepriceby5%,wecanassureyouofalargeorder.Asyouarewell__________,allrequestsfortechsupportaretogothroughtheITdepartment.Ifwe__________,we’llappointyouasouragent.Wehavetopointoutthatyour__________wasfoundunacceptable.counter-offer,onthelowside,prepare,prevailsell,bringdown,aware,cometoterms,should,marketpreparedbringdownawarecometotermscounter-offerII.TranslatethefollowingsentencesintoChinese.

Materialsofthesamequalitycanbeeasilyobtainedatapricemuchlowerthanyours.1.很容易按照被你方低的多的價(jià)格買到同等質(zhì)量的材料。II.TranslatethefollowingsentencesintoChinese.

2.Suchgrowingdemandhasdoubtlesslyresultedinincreasedprices.2.毫無疑問，像這樣持續(xù)增長的需求已經(jīng)導(dǎo)致了價(jià)格上漲。II.TranslatethefollowingsentencesintoChinese.

3.WeadmitthatthequalityofyourproductsissuperiortothegoodsofIndianorigin.3.我們承認(rèn)，貴方產(chǎn)品質(zhì)量比印度產(chǎn)的產(chǎn)品質(zhì)量要好。II.TranslatethefollowingsentencesintoChinese.

4.Speakingofquality,ourproductsareamongthebestones,andcanstandthekeenestcompetitionanywhereatanytime.4.說到質(zhì)量，我們產(chǎn)品名列前茅，任何時(shí)候都經(jīng)得起最激烈的競爭。II.TranslatethefollowingsentencesintoChinese.

5.Wemustupgradeourproductline;otherwise,wewilllose,forourcompetitorsarealreadystreetsahead.5.我們必須將生產(chǎn)線升級(jí)，否則的話，面對(duì)已經(jīng)遙遙領(lǐng)先的競爭對(duì)手，我們必輸。III.TranslatethefollowingsentencesintoEnglish.

1.Weregretourinabilitytoacceptyourpriceasitisoutoflinewiththerulingmarket.1.你方還盤與現(xiàn)行市價(jià)不符，我們歉難接受。III.TranslatethefollowingsentencesintoEnglish.

2.Toencouragebusiness,we’repreparedtolowerthepriceby$3,whichwehopewillbeacceptabletoyou.2.為鼓勵(lì)交易，我方愿降價(jià)3美元，希望你們能接受。III.TranslatethefollowingsentencesintoEnglish.

3.Asyoumayhavebeenaware,yourproductisnotverycompetitiveinprice.3.你方產(chǎn)品在價(jià)格上沒有多大競爭力，或許你們已經(jīng)意識(shí)到這一點(diǎn)。III.TranslatethefollowingsentencesintoEnglish.

4.We’llplaceanorderwithyouifyoucanloweryourpriceby10%.Otherwise,wehavenochoicebuttoturntoothersuppliers.4.如果你方能降價(jià)10%，我們將向你方訂貨。否則，將轉(zhuǎn)向其他供應(yīng)商訂貨。III.TranslatethefollowingsentencesintoEnglish.

5.Ourproductsaremadeofsuperiormaterials,soitisunderstandablethatthepriceis2%higherthanthatofsimilarproducts.5.我方產(chǎn)品采用的是上等材料，因此價(jià)格比同類產(chǎn)品高出2%是可以理解的。IV.TranslatethefollowingemailintoChinese.

DearLiu,We’vebeenverypleasedwithyourproducts,asyouknow.

However,wefindthatwecanobtainapriceof$4.00perpiecewithalocalfirm.Thisisfiftycentslowerthanyourprice.

Ifyoucanseeyourwaycleartomeetingthesefigures,wewouldbepleasedtoplacewithyouanorderthatwillcarryusfortherestofthisyear.Thatorderislikelytobeoneofthelargestthatwehaveeverplacedwithyou.

Bestregards,AlanDeYogurtIV.TranslatethefollowingemailintoChinese.

Liu，你好！你知道，我們對(duì)你們的產(chǎn)品是非常滿意的?？墒?，我們發(fā)現(xiàn)當(dāng)?shù)氐囊患夜究梢越o我們每件4美元的價(jià)格，比你們的低40美分。如果你能設(shè)法給出這個(gè)價(jià)格，我們將向你方下訂單，該訂單將能滿足我們今年剩下時(shí)間的需求。這可能是我們向你們訂購的最大一筆訂單之一。

商祺！AlanDeYogu