还盘

复习：1.交易磋商的程序可概括为哪四个基本环节？其中哪两个环节是必经的环节？2.询盘函的写信要点有哪些？3.根据发盘人的地位不同，可以将发盘分为哪两类？4.根据发盘内容和条件是否完整、明确等情况，可以将发盘分为哪两类？第二章第三节还盘Counter-offerContentsObjectivesLeadingInSampleletterLanguagePointsSummaryAssignments外贸函电Teachingobjectives•Uponcompletionofthischapter,thestudentswill:•beabletowritelettersnegotiatingabouttradingtermswithothercompanies.•knowtheeffectofcounter-offer.•beabletomakeconcessionsandattackspolitelyandreasonablywhenwritingcounter-offers.外贸函电LeadingIn•Supposeyou’vejustgottheofferfromABCCompany.Youthinkthepriceistoohighandwanttoaskthemtoreducetheprice.Thenwhatwouldyousayinyourletter?外贸函电Warmingup•Counter-offer•Counter-offeristheresponseorreplyoftheoffereetotheofferorduringnegotiationsforsigningthecontract.Thereare2kindsofreplies,oneofwhichisfavourableforitsshowingtheofferee’sacceptance,andtheotherisunfavorableforitsshowingtheacceptanceoftheoffereetogetherwiththesuggestionsofsomeadditions,restrictionsoramendments.Thelatterkindofreplyiscalledcounter-offer.外贸函电StructureoftheCounter-offer•Thankthesellerforhisoffer,mentionbrieflythecontentoftheoffer.•Expressregretatinabilitytoaccept(givethereasonsfornon-acceptance).•Makeacounter-offerif,underthecircumstances,itisappropriate.•Hopethecounter-offerwillbeacceptedandtheremaybeanopportunitytodobusinesstogether.外贸函电SampleLetterDearMr.Zhang,Re:GreenTeaExtractandPorcelainTeaSetWeacknowledgewiththanksreceiptofyourofferofMay8forthesubjectgoods.Inreply,weregrettosaythatwecan’tacceptit.Yourpricesareratheronthehighsideandoutoflinewiththeworldmarket.InformationindicatesthatsomeparcelsofJapanesemakehavebeensoldatamuchlowerlevel.外贸函电Wehaveseenyoursamplesandadmitthattheyareofhighquality,butthereshouldnotbesuchabiggapbetweenyourpricesandthoseofothersuppliers.Inordertoconcludethetransaction,wesuggestthatyoureducethepricesofbothproductsby,say30%.Wehopeyoucanacceptthecounter-offerandwaitforyourfavorablereply.Trulyyours,GlobalTeaBags(Pvt)Ltd外贸函电LanguagePointsacknowledge告知已收到•我们已收到你方7月2日来信。•WeacknowledgereceiptofyourletterdatedJuly2.•我方已收到你方关于3公吨花生的定单。•Weacknowledgereceiptofyourordercovering3metrictonsofgroundnuts.外贸函电beinreceiptof已收到•我方已收到你方要求我方报1000打男式衬衫的信。•Weareinreceiptofyourletter,requestingustoquotefor1000dozenofmen’sshirts.•我们已收到你方关于1000双皮鞋的信用证。•WeareinreceiptofyourL/Ccovering1000pairsofleathershoes外贸函电subjectgoods标题项下商品•请尽快开立标题项下商品的信用证。•PleaseopenanL/Ccoveringthesubjectgoodsassoonaspossible.•我们想向你方订购20公吨标题项下的货物。•Weintendtoplaceanorderwithyoufor20metrictonsofthesubjectgoods.外贸函电beonthehighside偏高•与其他供应商相比，你们的价格偏高。•Comparedwithothersuppliers,yourpriceisratheronthehighside.•在我们国家棉花的价格偏高，所以我们不得不从其他的国家购买。•Thepriceforcottonisratheronthehighsideinourcountry,sowehavetopurchasefromothercountries.外贸函电•偏低•太高、太低•有点儿高（低）外贸函电onthelowsidetoohigh/lowalittlehigh/low•我们的产品质量很好，所以我们的价格有点儿高。•Ourproductsareofhighquality,soourpriceisalittlehigh.•虽然你的产品质量很好，但你的价格也不应该这么高。•Thoughyourproductsareofhighquality,yourpriceshouldnotbesohigh.外贸函电beoutoflinewith不一致，有差异•你方的价格与现行市场价格不一致。•Yourpriceisoutoflinewiththeprevailinginternationalmarket.•你方报价与市价有差异，所以我们相信减价百分之三的建议是可行的。•Yourquotedpriceisoutoflinewiththeprevailinglevel.Thatiswhywefeelconfidentthatoursuggestionofthreepercentoffyourpresentoneisworkable.外贸函电beinlinewith相一致•我们的价格与国内市场价格相一致。•Ourpriceisinlinewiththedomesticmarketprice.•为了扩大销售，我们的价格应与世界市场价格相一致。•Inordertoenlargethesales,ourpriceshouldbeinlinewiththeworldmarket.外贸函电•有消息表明这个产品很受美国年轻人的欢迎。•Informationindicatesthatthisproductispopularamongyoungpeople.•有消息表明其他供应商以每个五美元的价格销售这个产品。•Informationindicatesthatothersuppliersaresellingthisproductat$5each.外贸函电Informationindicatesthat有消息表明sell…at•对于订购数量达到1000台的，我们将以每个20美元的价格销售。•Onordersof1000ormore,we’llsellat$20each.•在国内试销期间，我们将以优惠的价格销售这些新产品。•Duringthedomestictrialperiod,wewillsellthesenewproductsatfavorableprices.外贸函电•你们产品的质量太差，我们不得不将他们退还给你们。•Yourproductsareofbadquality,sowehavenochoicebuttoreturnthemtoyou.•我能向你保证，我们的产品拥有最优良的品质•Wecanassureyouthatourproductsareofthebestquality.外贸函电beof__qualitygap•ThegapbetweenAandBisquitebig/large.•ThereisabiggapbetweenAandB.•我方价格和日本供应商的价格之间的差距没有你想象的那么大。•ThegapbetweenourpriceandthoseofJapanesesuppliersisnotasbigaswhatyouthink.外贸函电•你们的价格与其他供应商的价格之间不应该有这么大的差距。•Thegapbetweenyourpricesandthoseofothersuppliersshouldnotbesobig.•你方的价格与我们所能接受的价格相差太远。•Thegapbetweenyourpriceandthepricewecanacceptistoobig.外贸函电Say比如说外贸函电•Forsuchabigorderlikeours,wesuggestthatyoumakeareduction,say20%.对于像我们这么大的定单，我们建议你方降价，比方说20%。Couldyoureducethepriceby,say20%?你方能否降价，比方说20%。reduce外贸函电•reduceto/by•Pleasereducethepriceby$20.•Pleasereducethepriceto$20.请将价格降低20美元。请将价格降至20美元。reduce外贸函电•如果你方能将价格降至每个5美元，我们将大量订购。•我们不能降价20%。Ifyoucouldreducethepriceto$5each,wewillorderinlargequantities.Itisimpossibleforustoreducethepriceby20%.asto外贸函电•Astotermsofpayment,werequireL/C.•至于样品，我们将尽快另寄给你方。关于付款，我们要求用信用证。Astothesamples,we’llsendthemtoyouunderseparatecoverassoonaspossible.外贸函电rock-bottomprice•Thisisourrockbottomprice.Wewon’tmakeanyfurtherreductions.•Ourrock-bottompriceis€500/MT,andcannotbefurtherlowered.这是我们的最低价了。我们不能再降价了。我们的最低价是每公吨500欧元，不能再降价了。dobusinesswith外贸函电•Inorder