函電交易磋商教案

Inquiry,OfferandCounter-offerLearningAims:1.Toknowabouttheinformationtobecoveredingeneralinquiryandspecificinquiry2.Tounderstandthedifferencebetweenfirmofferandnon-firmofferandbeabletowritethemindependently3.Tobeabletoplace,declineandacceptordersinwritingInthischapter,studentswillacquireappropriateknowledgeaboutfourmainstepsinbusinessnegotiation:inquiry,offer,counter-offerandacceptance.Section1InquiryandReply（第六次交易磋商，共四節(jié)）BriefIntroduction:Inquiryisthefirstrealstepinbusinessnegotiation.Itisusuallymadebythebuyerswithoutengagement.Whenmakinganinquirythebuyermayaskaboutprice,catalogue,packing,deliverydate,termsofpaymentandsoon.Aninquiryshouldbeclearandtobethepoint.Therearetwokindsofinquiry,generalinquiryandspecificinquiry.Iftheimporterwantstohaveageneralideaofthecommodity,hemaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry,alsocalledafirstinquiry,whichshouldbeginbytellingthemhowyouobtainedhisnames.Somedetailsofyourbusiness,suchasthegoodshandled,quantitiesneeded,usualtermsoftradeandanyinformationlikelytoenablethesuppliertodecidewhathecandoforyou,willalsohelp.Iftheimporterintendstopurchasecertainproducts,hemayasktheexportertomakeanofferoraquotationforthegoods.Thatisaspecificinquiry.Abuyerusuallymakesaninquirytoinviteaquotationorofferfromthesellerinordertobuyacertainproductorobtainakindofservice.Replylettersanswerquestions,supplyspecificinformationandattempttomeettheneedsofthosewhomaketherequests.Thereforewritingofinquirieshasbecomethegeneralpracticeininternationalbusinesscorrespondence.Howtowriteaninquiry?Agoodinquiryshouldbesimple,clear,specificandconcise.(1)Generalinquiry:Tellthesourceofinformationandabriefself-introductionExpresstheintentionofwritingtheletter(Askforacatalogue,samplesorapricelist)Statethepossibilityofplacinganorder(2)SpecificInquiry:Tellthenamesanddescribethegoodsinquiredfor,includingspecifications,quantity,etc.AskwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpectStatethepossibilityofplacinganorderHowtowriteareply?Agoodreplytoaninquiryshouldbeprompt,courteous,objectiveandentire,andcontainalltheinformationyourcustomerrequired.You’dbetterassureyourclientsthatyouhavefullconfidenceinyourproductorservice.Beginthereplybyrepeatingthedateandtheinquiry.Iftheinquiryisfromanoldclient,youmaytellhimthatyouaregladtohearfromhimagain.Giveafullanswertotheinquiry.Ifyoucannotdoasrequested,trytoofferasubstitute.Youmayendyourletterbyhopingthattheinformationyouprovidedishelpfulandbyofferingfurtherhelp.Case1我方是哥本哈根東部的一家紡織品經銷商，有著多年的從業(yè)經驗。在從我駐外使館商務參贊處了解到對方是全棉床罩和枕套的主要出口商之后，寫信給對方以建立業(yè)務關系并索要對方的商品目錄和價目單。KeyWords&Phrasesinquiry/enquiry[in'kwai?ri]n.詢價，詢盤embassy['emb?si]n.大使館competitive[k?m'petitiv]a.有競爭力的quantity['kw?ntiti]n.數(shù)量leading['li:di?]a.第一位的，最主要的textiles['tekstails]n.紡織品promising['pr?misi?]a.有前途的pillowcase['pil??keis]n.枕套Copenhagen[.k?up?n'heig?n]n.哥本哈根dealer['di:l?]n.經銷商，商人profitable['pr?fit?b?l]a.有利可圖的learnfrom從……得知CommercialCounselor’sOffice商務參贊處handicraftarticle手工藝品inthislineofbusiness在這一行業(yè)中allcottonbedsheets全棉床單inthehopeofdoingsomething希望做某事atyourearliestconvenience盡早termsofpayment付款方式UsefulSentencesWelearnfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyou…WehaveobtainedyournameandaddressfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyou…WewouldliketointroduceusasoneoftheleadingimportersofhandicraftarticlesinCanada.Wearealeadingcompanywithmanyyears’experienceintheimportofhandicraftarticles.Weenjoyagoodreputationinternationallyinthecircleofhandicraft.Weareverymuchinterestedinyourbrocadehandbags,andwouldappreciateitifyouwillletushaveinformationastoprices,quantityavailable,andtheotherrelativeparticulars.Asweareinthemarketforbrocadehandbags,wouldyoupleasesendusacopyofyourillustratedcataloguewithdetailsofyourpricesandpaymentterms?Letter1GeneralInquiry（普通詢盤）DearSirs,WelearnfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyouarealeadingexporterofallcottonbedsheetsandpillowcasesinyourcountry.Wetakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelationswithyou.Wearelargedealersintextiles,locatedattheeastofCopenhagen,havingmanyyearsofexperienceinthislineofbusinessandthereisapromisingmarketinourcountryforyourproducts.We’dliketosendusyourcatalogueandpricelistatyourearliestconvenience.Wehopethiswillbeagoodstartforourlongandprofitablebusinessrelations.Yoursfaithfully,MarkMatthewsMarkMatthewsCase2出口商在收到詢盤信后，給予答復。隨信寄了幾本帶有插圖的商品目錄和一份價目單，另外為了證明產品的質量及工藝，單獨郵寄了一些樣品。信中還提出對成批購買給予3折優(yōu)惠，憑不可撤消信即期用證付款。KeyWords&Phrasescraftsmanship['krɑ:ftsm?n?ip]n.技能，技術enclose[in'kl?uz]vt.隨信附寄illustratedcatalogue帶有插圖的目錄byseparatepost=underseparatecover單獨郵寄irrevocableL/Catsight不可撤銷的即期信用證bulkpurchase批量采購UsefulSentencesWearepleasedtoreceiveyourenquiryofSeptember10andareenclosingourillustratedcatalogueandpricelistasrequested.WearepleasedtoknowthatwehavebeenrecommendedbyABCCompany.Wehopetheaboveinformationwillturnouttobeusefultoyou.Pleasefeelfreetocontactusagainifyouhaveanyfurtherquestions.Letter2ReplytoaGeneralInquiry（普通詢盤的回函）DearMr.Cameer,WewelcomeyouforyourenquiryofMay16andthankyourinterestinourexportcommodities.Weareenclosingsomecopiesofourillustratedcataloguesandapricelistgivingthedetailsyouaskfor.Alsobyseparatepost,wearesendingyousomesampleswhichwillshowyouclearlythequalityandcraftsmanship.You’llfindthatourproductsarebothexcellentinqualityandreasonableinprice.Weoffera3%discountforbulkpurchase.PaymentistobemadebyirrevocableL/Cpayablebydraftatsight.Thankyouagainforyourinterestinourproducts.Ifyouwouldliketohavemoreinformation,pleaseletusknowassoonaspossible.We’llbegladtoassistyouinanywaywecan.Yoursfaithfully,JaneStottJaneStottCase3我方是韓國一家毛衣的主要進口商。在一次交易會上看到對方的毛衣后，就有意購買對方商品號為GE-0756的毛衣。因此寫信給對方，詢問CIF到釜山的最低價（包括5%的傭金）、最早的裝船日期及付款方式，同時要對方提供不同顏色的毛衣樣品。KeyWords&Phrasescommission[k?'mi??n]n.傭金inthemarketfor=beinterestedinbuyingsth.有意買某物promptattentiontosth.及時關注某事quotesb.apriceforsth.向某人就某物報價placeanorderwithsb.forsth.向某人就某物下訂單theminimumquantity最低出口量UsefulSentencesPleasequoteusyourlowestprices/rockbottompriceforthisproduct,CIF…,includingour5%commission.Wemayplaceregularordersforlargequantitiesifyourqualityissuitableandthepricescompetitive.Ifthequalityofyourbrocadehandbagsissatisfactoryandthepricesacceptable,weshallbeabletogiveyouconsiderableorders.Howmuchdiscountcouldyouofferonanorderofthissize?Wefinditthemosthelpfulifyoucansupplysamplesofyourproducts.Wewouldalsoliketoknowtheminimumquantitypercolorandperdesign.WeshouldliketoknowifyoucansupplytheproductsbytheendofJune.Yourpromptattentiontothismatterwillbemuchappreciated.Letter3SpecificInquiry（具體詢盤）DearSir,WeareoneoftheleadingimportersofsweatersinKorea.WehaveseenyourproductsdisplayedattheCantonFair.Atpresent,weareinthemarketforyoursweater,ItemNo.GE-0756.WillyoupleasequotethelowestpriceCIFPusan,inclusiveofour5%commission,statingtheearliestdateofshipmentandtermsofpayment?Wewouldfinditthemosthelpfulifyoucouldprovideuswiththesamplesofdifferentcolors.Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.Anearlyreplywillbeappreciated.Yoursfaithfully,Case4ReplytoaSpecificInquiry（具體詢盤的回函:可供貨）在收到上述詢盤信后，對商品號為GE-0756女式毛衣的可供貨尺寸、最小出口量、價格、裝船日期和付款方式給予答復。KeyWords&Phrasesassorted[?'s?:tid]a.多樣混合的,各色俱備的cordially['k?:dj?li]ad.誠懇地，誠摯地anticipate[?n'tisipeit]vt.預期，期望await[?'weit]vt.等候,準備...以待specification[.spesifi'kei??n]n.規(guī)格，說明書takeadvantageof利用withkeeninterest殷切地UsefulSentencesThankyouverymuchforyourletterofMay23askingustoquotefor1000dozenmen’sshirts.ReplyingtoyouenquiryofMay8,wehavethepleasureofquotingofourbrocadehandbagsasfollows.Wehopethequotationwillproveacceptabletoyouandarelookingforwardtoreceivingyourordersoon.Wehopethatourquotationwillbeacceptabletoyou,andawaitwithkeeninterestyourformalorders.Unfortunately,therequiredspecificationisnotavailableatpresent.Letter4ReplytoaSpecificInquiry（具體詢盤的回函:可供貨）DearSir,ThankyouforyourinquiryofMay8andwearepleasedtosendyouourquotationforthegoodsyourequiredasfollows:Commodity:Women’ssweaterinassortedcolors,ItemNo.GE-0756Size:Large(L),Medium(M),Small(S)MaximumExportQuantity:100dozenpercolorPrice:US$40.00perdozen,CIFC5%PusanShipment:within25daysafterreceiptofL/CPayment:beirrevocableL/CatsightYouarecordiallyinvitedtotakeadvantageofthisattractiveoffer.WeareanticipatingalargeorderfromJapan,andthatwillcauseasharpriseinprice.Welookforwardtoreceivingyourfirstorder.YoursFaithfully,PracticeReplytoaSpecificInquiry（普通詢盤的回函：不可供貨）WriteareplytotheaboveSpecificInquiry,tellingtheinquirertherequiredspecificationisnotavailableandhopingtheinquirertotakeitemNo.GE-0578intoaccount.Notes:外交人員：大使、公使、參贊、秘書、武官、商務代表等，都是一國派往外國的外交人員。大使：主要指責為負責外交代表機關職能的實施和遵照本國政府指令全權處理外交代表機關的事務。公使：全稱為“特命全權公使”或“全權公使”。公使為外交使節(jié)的第二等級，由國家元首派遣，其所受禮遇僅次于大使。參贊：外交官的一種職銜。其外較低位僅次于大使、公使。有些國家參贊還分為政務參贊、商務參贊、經濟參贊、農業(yè)參贊、科技參贊、教育參贊、文化參贊，分別由派遣國有關部門派出，協(xié)助使館館長分管有關業(yè)務。相關的中英文表達方式如下：ambassador大使ambassadorextraordinaryandplenipotentiary特命全權大使minister到國外去的處理某一事項的大使、公使political/commercial/economic/pressandculturecounselor政務/商務/經濟/新聞文化參贊commercialcounselor’soffice商務參贊處CIF=Cost,Insurance&FreightCIF即成本、保險費加運費（……指定目的港），其是指在裝運港當貨物越過船舷時，賣方即完成交貨，賣方必須支付將貨物運至指定的目的港所需的運費和費用，但交貨后貨物滅失或損壞的風險，及由于各種事件造成的任何額外費用，即由賣方轉移到買方。但是，在CIF條件下賣方還必須辦理買方貨物在運輸過程中滅失或損壞風險的海運保險。CFR=Cost&Freight（成本加運費<……指定目的港>）。CFR是指在裝運港貨物越過船舷賣方即完成交貨，賣方必須支付將貨物運至指定的目的港所需的運費和費用，但交貨后貨物滅失或損壞的風險，以及由于各種事件造成的任何額外費用，即由賣方轉移到買方。FOB=FreeonBoard（船上交貨<……指定裝運港>）。FOB是指貨物在指定的裝運港越過船舷，賣方即完成交貨。這意味著買方必須從該點起承當貨物滅失或損壞的一切風險。FOB術語要求賣方辦理貨物出口清關手續(xù)。3. Commission（1）傭金的含義。傭金是中間商因介紹交易或代買商品而獲取的報酬。作為中間商因其有一定的貿易渠道，所以通過其開展交易已是國際貿易中的一種普遍做法。（2）傭金的分類。傭金分為明傭（opencommission）和暗傭（sleepcommission）兩種。明傭是指在合同中已明確確定下來的傭金。暗傭是指在合同中沒有標明，而由雙方另行約定。傭金數(shù)額的計算一般按發(fā)票金額總值，即CIF價格或CFR價格乘以傭金率而得，但金額較大的也有按FOB凈價計傭的。（3）傭金的表示方法。在商品中包括傭金時，通常應以文字來說明。例如：“每公噸580美元CIF舊金山，包括2%傭金（US$200perM/TCIFSanFranciscoincluding2%commission）”;或“每公噸580美元CIF2%舊金山（US$200perM/TCIFC2%SanFrancisco）”。需要注意的是，傭金的比率一般掌握在1%-5%之間，不宜偏高。（4）傭金的計算方法。計算傭金按成交金額或成交商品的數(shù)量。在按成交金額計算時，有的以發(fā)票總金額作為計算傭金的基數(shù)，有的則以FOB總值為基數(shù)來計算傭金。如按CIFC成交，而以FOB值為基數(shù)計算傭金時，則應從CIF價中減去運費和保險費，求出FOB值，然后以FOB值乘傭金率，即得出傭金額。計算傭金的公式如下：單位貨物傭金額=含傭價×傭金率凈價=含傭價-單位貨物傭金額凈價=含傭價×（1-傭金率）含傭價=凈價/（1-傭金率）值得注意的是，如在洽商交易時，我方報價為10000美元，對方要求3%的傭金，在此情況下，我方改報含傭價，按上述公式算出應為10309.3美元，這樣才能保證實收10000美元。（5）傭金的支付方法。一種是由中間代理商直接從貨架中扣除傭金；另一種是在委托人收清貨款之后，再按實現(xiàn)約定的期限和傭金比率，另行付給中間代理商。在支付傭金時，應防止錯付、漏付和重付等事故發(fā)生。按照一般的慣例，在獨家代理情況下，如委托人同約定地區(qū)的其他客戶達成交易，即使未經獨家代理過手，也得按約定的比率付給其傭金。4. quote報價，開價嚴格來說，它僅報一項價格，不包括數(shù)量、交貨等。常用的句型為quotesb.priceforsth.e.g.Wewillquoteyouthelowestpriceifyousendusyourspecificenquiry.如提出具體詢價，我們將給貴公司報最低的價格。有時可用quotesb.forsth.,即把price省去。e.g.Pleasequoteusfor500dozenofprintingaprons.請給本公司報500打印花圍裙價格。也可用quotesb.apricee.g.Pleasequoteusyourbestprice.請報貴公司最好的價格。5. placeanorderwithsb.forsth.向某人訂購某物1）名詞order常與動詞make,send,place等聯(lián)用，如果表示訂購某項貨物，后接介詞for,也可接on或of，但接for最普遍。e.g.Ifyourpricesarecompetitive,weshallbepleasedtoplaceanorderwithyouforprintingbedcovers.若貴公司價格具有競爭力，則本公司將訂購印花被套。2）表示各種訂單的說法有：regularorder長期訂貨trialorder試訂單first/initialorder首筆訂單substantialorder大宗訂單repeatorder再次訂貨/續(xù)訂單6. appreciate可接名詞或動名詞作賓語，不可接不定式。e.g.Wehighlyappreciateyourkindcooperation.我們十分感激貴公司的合作。Weshallappreciateitifyousendusapamphletandfoursamplesbyairimmediately.如能立即給我們航空寄來一本小冊子和四件樣品，我們將十分感激。Weshallappreciateyourgivingthismatteryourseriousconsideration.請貴公司對此事認真考慮為感。7. price跟對方談到價格優(yōu)勢時，常用表達有：competitive（競爭的），workable（可行/做的），suitable（合適的），favorable（優(yōu)惠的），realistic（實際的）等。8. asrequested應你方要求也可用atyourrequest,attherequestofsb.應某人的要求e.g.Asrequested,wearegivingyouanestimateofapproximaterequirementsfornextyear.應你方要求，寄上一份明年所需貨物的預估表。Atyourrequest,wehaveamendedtheL/C.應貴公司要求，我們已經修改了信用證。Wearesendingthecountersampleattherequestofyouragent.應貴公司代理商要求，寄上對等貨樣。9. irrevocableL/C=irrevocableletterofcredit不可撤銷的信用證irrevocabledocumentaryletterofcredit不可撤銷的跟單信用證10. discountn.折扣常用作：allow/give/make/grant…%discountoff/onthepricesofgoods按貨價給予…….%的折扣cashdiscount現(xiàn)金折扣quantitydiscount數(shù)量折扣specialdiscount特別折扣e.g.Wegive10%discountforcashpayment.現(xiàn)金付款，我們給予九折優(yōu)惠。Wearepreparedtoallowyouaspecialdiscountof5%tocompensateforthetroublewehavecaused.我們準備給與你們5%的特別折扣，以補償給你方造成的不便。Thehighestdiscountwecanallowyouonthisarticleis10%.這種商品我們所能給的最高折扣是10%。Tobefrankwithyou,adiscountof4%wouldn’thelpverymuch.坦率地說，4%的折扣意義不大。11. asfollows=aswhatfollows如下e.g.Ourpriceisasfollows.本公司的價格如下。Wequotethepricesasfollows.本公司報價如下。12. offer報盤（包括交易的種種條件，如貨名、規(guī)格、數(shù)量、價格、船期及答復期限等）e.g.Wecanofferyouvariouskindsoflaundrybaskets.我們可以報盤各種洗衣筐。Wecanofferyoulargequantitiesofheaddressflowersatattractiveprice.我們能以很具吸引力的價格給貴公司報盤大量頭花。Offer還可以用作名詞，在makeoffer,sendoffer,giveoffer后通常接介詞for,間或接on.e.g.Pleasemake/sendusanofferforgoldandsilverthreadembroideredarticles.請報金銀繡品價格。13. anticipatev.期望，期待e.g.Weanticipatehearingfromyouagain.我們期待再收到貴公司的來信。Weanticipateyourfavorablereplytothismatter.我們期待貴公司對此事的有利答復。Section2OfferandCounter-offer（第七、八次交易磋商，共八節(jié)）BriefIntroduction:1.OfferAnofferisapromisemadebythesellertosupplygoodsonthetermsstated.Offerscanbedividedintotwotypes:firmofferandnon-firmoffer.Afirmofferistheirrevocableofferwithengagementwhileanon-firmofferistherevocableofferwithoutengagement.2.Counter-offerInthecourseofinternationalbusinessnegotiation,afterreceivingtheoffermadebytheseller,ifthebuyermaynotagreewiththeprice,orpacking,orshipment,orotherimportanttradetermsstatedintheoriginalofferandthenputforwardthecounter-proposalonthosetradetermsunacceptable.Andseveralcounter-offersfromthebargainingofthebusinessjustliketheprocessofnegotiating.HowtoMakeanOffer?Anexpressionofthanksfortheinquiry.Anoffershouldincludethemajortermsofthetransaction:nameofthegoods,quality,quantity,specification,detailsofprices,discounts,termsofpayments,packinganddateofdelivery.Talkaboutthemarketandsupplysituationtoinduceanorder.Introduceotherproductstoincreasethechanceofbusiness.Endyourletterbyexpectingtheorder.Donotmakeyourlettertoolong.HowtoMakeaCounterOffer?Thanksfortheoriginaloffer.Thereasonsforinabilitytoaccepttheoffer:pointoutthedecliningmarket;talkaboutoffersfromothersuppliers.Thecounter-proposal.Expectationofacceptance.HowtoReplyaCounterOffer?Areplytoacounteroffer,whetherfavorableorunfavorable,shouldbepunctual,courteousandconsiderate.Thereasonsforinabilitytoacceptthecounterofferinanunfavorablereply:talkaboutthecostofmaterialYourproposal:makeapriceconcessiononconditionsExpectationofacceptanceCase1AFirmOffer在收到對方關于熊貓牌彩電的詢盤信后，公司對該彩電發(fā)出實盤報價。KeyWords&Phrases:unique[ju:'ni:k]a.唯一的，獨特的superior[sju:'pi?ri?]n.長者，高手，上級a.較高的，上好的discriminating[dis'krimineiti?]a.識貨的，有鑒賞力的firmoffer實盤confirmedL/C保兌的信用證besubjectto以……為條件，以……為有效offerisvalidfor報盤有效期為intheseller’sfavor以賣方為受益人timeofshipment裝運時間arushoforders大量訂單regularorder長期訂貨appealto吸引UsefulSentences:InreplytoyourenquiryofMay24,wetakethepleasureofmakingyouthefollowingoffer.OurusualtermsofpaymentarebyconfirmedirrevocableL/Cavailablebydraftatsight.Thefirmofferissubjecttoyourreplyreachingherebefore…Aswehavebeenreceivingarushofordersnow,wewouldadviseyoutoplaceyourorderassoonaspossible.Wemakeyouafirmofferforbrocadehandbags.Anyordersyouplacewithuswillbeprocessedpromptly.Thisofferremainsfirm/validuntil…Letter1AFirmOfferDearSir,Thankyouforyourenquiryfor“Panda”BrandColorTVSetsdatedMay16.Asrequested,wearenowmakingyou,subjecttoourreplyreachinguswithin10days,thefollowingoffer:Commodity:“Panda”BrandColorTVSetsItemNo:Gb-8907Quantity:1,500setsPrice:USD450.00persetCIFAlexandriaPayment:ByconfirmedirrevocableL/Cpayablebydraftatsightintheseller’sfavorShipment:tobeeffectedwithin28daysafterreceiptofL/COurproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality,whilewhichwillappealtodiscriminatingbuyers.Wehavesomeregularordersathand.Ifyou’reinterestedinourproducts,pleaseplaceyourorderassoonaspossible.Wearelookingforwardtohearingfromyousoon.Yoursfaithfully,Case2在收到對方關于熊貓牌彩電的詢盤信后，公司對該彩電發(fā)出虛盤報價。KeyWords&Phrases:fluctuationn.波動，起伏non-firmoffer虛盤beinreceiptof收到withoutengagement無約束力withreferenceto關于takepleasureindoingsth.很高興地做某事UsefulSentences:Wearenowmakingyouthefollowingofferwithoutengagement.Weoffer,subjecttogoodsbeingunsold.Weoffer,subjecttopriorsale.WeareinreceiptofyourenquiryofMay24,andsendyousamplesofourvariousbrocadehandbags,forwhichwecanquoteyouasfollows.Asthepricesquotedareexceptionallylowandlikelytobeadjusted,wewouldadviseyoutoplaceorderswithoutdelay.Wearenowmakingyouanoffersubjecttoourfinalconfirmation.Theofferissubjecttochangewithoutnotice.(本報盤以隨時更改而毋需另作通知為條件)Thesequotationsareallsubjecttothefluctuationofthemarket,andwehopetohaveyourdefiniteenquiriesshortly.Letter2ANon-firmOfferDearSir,WithreferencetoyourenquiryofMay16,wetakepleasureinmakingthefollowingoffer.“1,500setsof‘Panda’BrandColorTVSets,atUSD450.00persetCIFAlexandriaforshipmenteffectedwithin28daysafterreceiptofL/CforpaymentbyconfirmedirrevocableL/Cpayablebydraftatsight,whichwehopeyouwillfindinorder.Pleasenotethatthisofferissubjecttogoodsbeingunsold.”Aswehavereceivedlargenumberofordersfromourclients,itisquiteprobablethatourpresentstockmaysoonrunout.Wewouldthereforesuggestthatyoutakeadvantageofthisattractiveoffer.Welookforwardtoreceivingyourorder.Yoursfaithfully,Case3價格是貿易雙方極為關注的交易條件。我方在收到有關彩電的報盤信后，認為其報價太高，于是對其價格進行了還盤。KeyWords&Phrases:acknowledge[?k'n?lid?]a.確認，承認，答謝make[meik]n.牌子justify['d??stifai]v.證明……是正當?shù)腶llowance[?'lau?ns]n.津貼，寬容decline[di'klain]v.拒絕makeaconcessiontosomebody向某人做出讓步makesomeallowance打折扣beonthehighside偏高beoutofthelinewith與……不一致inviewof鑒于UsefulSentences:Weappreciatethegoodqualityofthesebrocadehandbags,butunfortunatelyyourpricesappeartobeonthehighside.MayIsuggestthatyoucouldperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodstoourcustomers?Inviewoftheabove,wesuggestthatitistoyourinteresttoacceptourpricewithoutdelay.Yourbidisoutoflinewiththecurrentmarketprice.Yourcompetitorsareofferingconsiderablylowerprices,andunlessyoucanreduceyourquotations,weshallhavetobuyelsewhere.Wedonotseeanyadvantageinyourquotations,andwouldliketoknowwhetheryouhaveanybettervaluetooffer.Asthecompetitionhereisverykeen,weregretweareunabletoacceptyourprices,whichwillleaveusaverysmallmarginofprofit.Letter3ACounterOfferDearSir,Weacknowledgereceiptofyourofferfor“Panda”BrandColorTVSetsdatedMay18.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.WealsohavesimilaroffersfromKoreanmake.Theirpricesare5%lowerthanyours.Weappreciatethegoodqualityofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say5%,onyourprices.Otherwisewehavetodeclineyouroffer.Weshallappreciateitverymuchifyouwillmakeaconcessionandfaxusyouracceptanceassoonaspossible.Yoursfaithfully,Case4在收到有關于彩電的還盤后，考慮到熊貓牌彩電在市場上推廣的需要，便接受了其還盤。據此，雙方交易即告成功。KeyWords&Phrases:beappreciativeof對……表示感謝concludethistransaction達成交易makeanexception破例giveadiscountof…%onsth給某物……%的折扣fullcommitments任務已滿UsefulSentences:WeareappreciativeofyourletterofJune8,requestingtoallowyouan8%reductioninprice.Weacceptyourcounter-offerofJune8,andarepleasedtoconcludethetransactionofbrocadehandbagswithyou.However,inordertodevelopourmarketinyourplace,wehavedecidedtoacceptyourcounter-offerasanexceptionalcase.Inviewofthelong-standingbusinessrelationsbetweenus,wehavedecidedtoacceptyourcounter-offer.Wehaveconcludedthebusinessthroughmutualeffortsandhopethisisagoodbeginningforthetradebetweenus.Thereisnoroomtomakeanyfurtherreductioninprices.We’vealreadycutdownourpricestocostlevel.Owingtofullcommitments,weregrethavingtodeclineyourorder.Wehavemanagedtoremainthepresentpricedespitetheincreasedcostofrawmaterials.Weregretthatwehaven’thadanystockofthearticlerequiredbyyou.Letter4AcceptanceDearSir,WeareappreciativeofyourletterofMay20whichrequesteda5%discount.Itisourcompany’spol