外贸英语函电unit5PPT课件.ppt
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1、1,Unit 5 还盘Counter-offers,2,学习目标,熟悉还盘和回复还盘信函的写作步骤 熟悉还盘和回复还盘信函的写作原则 掌握还盘和回复还盘信函的常用句式,3,A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer. The buyer may show disagreement to the price, or the packing, or the shipment and s
2、tate his own terms instead.,4,还盘概述,一方报盘,对方若不同意其内容,可以还盘。还盘是指对所收到的发盘条件表示不同意或不完全同意,但愿意就交易的达成做进一步的洽商的回复,也称还价。根据联合国国际货物销售合同公约的规定,受盘人对货物的价格、付款方式、质量、数量、交货时间与地点及一方当事人对另一方当事人的赔偿责任范围或解决争端的办法等条件提出添加或更改均属于还盘。,5,Structure of the Counteroffer,Open the letter by thanking the recipient for his offer. Decline the or
3、iginal offer by providing the recipient with detailed and reasonable reasons. Put forward the desired business conditions and try to persuade the recipient to accept them. Close the letter by expressing expectations for a favorable reply.,6,In making a counter offer, one has to state the terms most
4、explicitly and use words very carefully so as to avoid ambiguity or misunderstanding, the same way as one usually does in making an offer. When a buyer reject an offer, he should write and thank the seller for his trouble and explain he reason for rejection. Not to do so would show a lack of courtes
5、y.,7,示例1,Dear Sirs, We are in receipt of your letter dated on July 12, offering us 100 cases of liquor at US $400 per case on the usual terms. In reply, we regret to inform you that we find your price too high. We find that we can obtain a price of US $370 per case from a local firm. We have been ve
6、ry pleased with your products,8,however, the difference in price is too big. If you can see your way clear to meet these figures, we would be pleased to place with you an order that will carry us for the rest of this year, and that order is likely to be one of the largest that we have ever placed wi
7、th you. We wish to receive your favourable reply as soon as possible. Sincerely,9,be in receipt of 已收到,We are in receipt of your letter, requesting us to quote for 1000 dozen of mens shirts. We are in receipt of your L/C covering 1000 pairs of leather shoes,10,We regret to .that ,We regret to say th
8、at we no longer manufacture the article you enquired about We regret to inform you that due to problems with our supplier, Item No. 10-14-71, ABC company, is not yet available.,11,too high过高,偏低on the low side 偏高be on the high side 太高、太低too high/low 有点儿高(低)a little high/low Compared with other suppli
9、ers, your price is rather on the high side. Our products are of high quality, so our price is a little high.,12,还盘信函的种类一、买方要求降价的还盘信函,要求降价就是对价格条件的还盘,这样的还盘信要注意表明降价的理由,例如:报价高于当地市价;可以用较低的价格获得类似质量的商品;可以从别的供应商处以较低的价格购进该商品;该商品的市场疲软等。并提出降价的幅度。,13,示例3,Dear Sirs, Thank you for your letter of August 2 quoting
10、for black tea at $1000 per case of cartons, but we regret that at this price we cannot place an order. We are working to a number of long term contracts under which it is impossible for us to revise our prices /and had your own,14,prices been within our reach we could have placed regular large order
11、s. We therefore hope you will reconsider your quotation and find it possible to offer a lower price, calculated on the basis of monthly order for a minimum of fifty cases. Faithfully yours,15,示例2,Dear Ms. Brook, Thank you for your letter of May 13 about the offer for your bamboo chairs. Although we
12、appreciate the quality of your products, we regret to say their price is too high for us to accept. Referring to the Sales Confirmation No.89SP-754, you will find that we ordered 500 bamboo chairs of the same model at a price 5% lower than,16,your present price. Besides, since we placed the last ord
13、er, price for raw materials has decreased considerably. Accepting your present price will mean great loss to us. We would like to place repeat orders with you if you could reduce your price at least by 3%. Otherwise, we will have to shift to the other suppliers for our similar request.,17,We hope yo
14、u will take our suggestion into serious consideration and give us your reply as soon as possible. Yours truly,18,拒绝降价就是对买方提出的价格条件的否定还盘。这样的还盘信要注意强调坚持原价并阐述无法降价的理由。例如,正处在销售旺季,已收到对方所在地区进货尚的大量订单;销售利润已低至极限;着眼点应在该商品的质量上等等。或者推荐对方购买与所要求价格相近的,价格较低的替代商品。,二、卖方拒绝降价的还盘信函,19,示例4,Dear Sirs, Thanks for your letter o
15、f April 12. We regret to find that we didnt agree on the price. Much as we would like to cooperate with you in expanding sales, we are regretful that we can not accept your counter-offer, as the price we quote is rather realistic. Through our study of your,20,market situation, we are confident our o
16、ffer is competitive. As a matter of fact, we have received a lot of orders from many countries at that price. If you could accept our price after careful consideration, please do let us know. On account of a limited supply available at present, we would ask you to act quickly. We are looking forward
17、 to your early reply. Yours sincerely,21,示例5,Dear Sirs, We have carefully considered your counter-proposal of 20 August to our offer of porcelain wares, but very much regret that we cannot accept it. In fact, the prices quoted in our letter of 15 August leave us with only thesmallest margins, and ar
18、e lower than those of our competitors for goods of similar quality.,22,The porcelain used in the manufacture undergoes a special patented process, which preserve originality and increases durability, the fact that we are the largest suppliers of porcelain wares in this country is in itself evidence
19、of the good value of our products. We hope you will give further thought to this matter, but if you then still feel you cannot accept our offer we hope it will not prevent you from approaching us on some,23,We shall always be happy to consider carefully any proposals likely to lead to business betwe
20、en us. Sincerely yours,,24,三、卖方作出降价让步的还盘信函,作出降价让步就是对买方提出的价格条件有条件地进行减让的反还盘。这样的还盘信要注意坚持原报价的合理性、突出给予降价让步的动机和意愿。例如,原报价符合市价;考虑到以前获得的帮助、双边的贸易关系;为发展与对方的业务等。还要明确降价的幅度和实现降价的附带条件:数量折扣、规定日期内订货的折扣等。,25,示例7,Dear Sirs, We acknowledge with thanks receipt of your enquiry of June 1, and are pleased to hear that you
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