您好,欢迎访问三七文档
当前位置:首页 > 商业/管理/HR > 经营企划 > 外贸函电_Unit 5国际贸易还盘和回复还盘信函
Unit5:Count-OfferUnitFive学习目标了解还盘和返还盘的基本知识;熟悉还盘和回复还盘信函的内容结构、写作原则及常用表达;能根据不同情境撰写还盘信函。UnitFive本讲内容Section1:IntroductionSection2:WritingPrinciplesofACounter-OfferLetterSection3:SpecimenLettersUnitFiveSection1:Introduction还盘的概念和特点还盘的规律返还盘的概念UnitFiveSection1:Introduction还盘(Counter-offer),又称还价。在国际商务交流谈判中,当买方收到卖方的报盘以后,如果不接受或者不能完全接受其交易条件,就需要进一步洽谈。买方可以针对价格、支付方式、装运期等主要交易条件进行修改或提出不同的建议。CompanyLogoUnitFiveSection1:Introduction还盘的实质:还盘实质上构成对原发盘的某种程度的拒绝,也是受盘人以发盘人的地位向原发盘人提出的一项新发盘。因此,一项发盘经受盘人的还盘后即失去效力,发盘人不再受其约束,除非得到原发盘人的同意,受盘人不得在还盘后反悔,再接受原发盘CompanyLogoUnitFiveSection1:Introduction还盘规律:一般说,一方的发盘经对方改变了内容,还盘以后就应视为失效,发盘人不再受原发盘的约束;同时,接盘人在还盘中对原发盘有任何一点的改变,或对原发盘有任何一点的减少和增加,都是对原发盘的拒绝;接盘人在还盘以后又愿意接受原发盘,发盘人既可以确认,也可以拒绝。CompanyLogoUnitFiveSection1:Introduction受盘人在收到发盘后,有两种处理办法:1)完全同意发盘所提出的交易条件,并及时向对方发出接受通知,这就是所谓达成交易;2)不同意发盘人在发盘中所提出的条件,并向发盘人提出自己的修改条件,这就是所谓的还盘。CompanyLogoUnitFiveSection1:Introduction返还盘(Counter-counter-offer)的概念还盘是对报盘的否定。还盘一经作出,原发盘即失去效力,发盘人不再受其约束,也就是说还盘就是受盘人向原发盘人提出的一项新发盘。原来的发盘人(offeror)变成了现在的受盘人,而原来的受盘人(买方或进口商)变成了现在的发盘人。在这种情况下,新的受盘人(卖方或出口商)可能同意也可能不同意还盘里的交易条件。如果卖方拒绝其中的交易条件,这就称为返还盘。CompanyLogoUnitFiveSection2:WritingPrinciplesofACounter-OfferLetter国际贸易还盘信函的基本内容、写作要点国际贸易还盘信函的常用表达UnitFiveSection2:WritingPrinciplesofACounter-OfferLetter国际贸易还盘信函的功能在于买卖双方协商一些具体条件,因此,一定要做到信息内容正确、结构明确、叙述清楚。一般说来,还盘信函主要包括如下内容:1.感谢对方的报盘,并简要重复信函的主要相关内容;2.表达遗憾不能接受报盘/还盘;3.解释不能接受的理由;CompanyLogoUnitFiveSection2:WritingPrinciplesofACounter-OfferLetter4.还盘/反还盘,提出具体的修改建议;5.希望还盘或反还盘被接受,表达互惠合作的愿望。CompanyLogoUnitFiveSection2:WritingPrinciplesofACounter-OfferLetter还盘常用短语:oncounter-offer)counter-offer还盘counter-counter-offer反还盘tradeagreement贸易协定favorableterms优惠条件totalquantity总量minimumquantity最低购买量CompanyLogoUnitFiveSection2:WritingPrinciplesofACounter-OfferLetterfirmoffer实盘non-firmoffer虚盘priceoffactory厂价priceperunit单价extraprice附加价grossprice毛价CompanyLogoUnitFiveSection2:WritingPrinciplesofACounter-OfferLettersubmitanoffer提交报盘renewanoffer,toreinstateanoffer恢复报盘entertainyourcounteroffer考虑接受你方还盘theprevailingmarketlevel目前市场价格水平CompanyLogoUnitFiveSection2:WritingPrinciplesofACounter-OfferLetter常用句子:(1)Ourpriceisreasonablecomparedwiththatintheinternationalmarket.我们的价格和国际市场的价格相比还是合理的。(2)Yourpriceishigherthanthosewegotfromelsewhere.你们的价格比我们从别处得到的报价要高。CompanyLogoUnitFiveSection2:WritingPrinciplesofACounter-OfferLetter(3)Inrespecttoquality,Idon’tthinkthatthegoodsofotherbrandscancomparewithours.在质量方面,其他牌号的商品很难和我们的相比。(4)Inordertoconcludethetransaction,Ithinkyoushouldreduceyourpricebyatleast5%.为了促成交易,我认为你们至少得让5%才行。(5)Thisisourrock-bottomprice;wecan’tmakeanyfurtherreduction.这是我方的最低价格,我们不能再让了。CompanyLogoUnitFiveSection2:WritingPrinciplesofACounter-OfferLetter(6)Ifyouhavetakeneverythingintoconsiderations,youmayfindourquotationlowerthanthoseyoucangetelsewhere.如果把各种因素都加以考虑,您会发现我们的报价比别处的报价要低。(7)It’sabsolutelyoutofthequestionforustoreduceourpricetoyourlevel.我们不将价格降到你方要求的那么低。(8)Thisofferisbasedonanexpandingmarketandiscompetitive.此报盘着眼于扩大销路而且很有竞争性。CompanyLogoUnitFiveSection2:WritingPrinciplesofACounter-OfferLetter(9)Theprofitmarginfortheseproductsissothinthatanypricereductionwouldmakebusinesstransactionspointless.这些产品的利润很薄,任何降价都会使生意失去意义。(10)Inordertoconcludethetransaction,weacceptyourprice.为了达成交易,我们接受你方的价格。CompanyLogoUnitFiveSection2:WritingPrinciplesofACounter-OfferLetter(11)Inviewofourlong-standingbusinessrelations,wedecidetoacceptyourcounter-offerasanexceptionalcase.考虑到我们长期的业务关系,我们决定破例接受你方的还盘。(12)Wemayacceptyourpriceonlyifyoucanmakeanearliershipment.如果你们答应提前交货,我们可以接受你方的价格。CompanyLogoUnitFiveSection3:SpecimenLettersLetter5.1下面是一封由出口商写给进口商的还盘信函DearSirs,WeacknowledgewiththanksreceiptofyourenquiryofMarch15,andarepleasedtohearthatyouareinterestedinourporcelainwares.(本段主要感谢对方的询盘)Intheletter,youaskedusforaspecialpricediscountof3%ofthepricelist.Whileappreciatingyourorder,wefeelwemustpointoutthatourlistedpriceshavealreadybeencuttotheminimumCompanyLogoUnitFiveSection3:SpecimenLetterspossible,andourgoodsareunobtainableelsewhereatourrate.Wearesurethegoodqualityofourproductsandreasonablepricewillequipyouwithgreatcompetitiveedgeinyourmarket.(还盘)Weshould,however,bepleasedtoallowyoutherequested3%ifyoucaretoraiseyourorderto3000setsandweawaityourconfirmationbeforeputtingthematterinhand.(提出具体的修改建议Withourbestregards.(结束语)Yoursfaithfully,(Signature)CompanyLogoUnitFiveacknowledgev.承认;告知收到(信件等)Examples:Hefinallyacknowledgedthattheyhadbeendefeated.他终于承认他们被击败。Wemustacknowledgehisletter.我们必须通知他收到了他的来信。CompanyLogoUnitFiveordern.订单(用作名词时可与动词send,give,make等搭配)vt.订购Examples:Ifyoureduceyourpriceby3‰,wewillsendyouanorderimmediately.如你方能将价格降低3‰,我们将立即发送订单。Foryour“Goldlion”BrandBicycles,we’dliketoorder1000pieces.关于你方的金狮牌自行车,我方乐意订购1000辆。CompanyLogoUnitFivepointout指出,指明Examples:pointoutamistake指出错误Imustpointoutthatfurtherdelaywouldbeunwise.我必须指明再延误就要吃大亏了。CompanyLogoUnitFiveminimumadj.最小的,最低的maximumadj.最高的,最大的Examples:minimumquantity最低购买量minimumprice最低价格minimumlendingrate最低利率minimumwage最低工资maximumtemperature最高温度CompanyLogoUnitFiveSection3:SpecimenLettersLetter5.2这是一封由买方写给卖方的还盘信函,在信中,买方要求卖方降低价格DearSirs,YourOfferNo.146f
本文标题:外贸函电_Unit 5国际贸易还盘和回复还盘信函
链接地址:https://www.777doc.com/doc-3319953 .html