Unit-06-还盘和接受-商务信函的写作-PPT-外贸函电.ppt

Unit6Counter-offersandAcceptance还盘和接受6.1Introduction（简介）目的：掌握在接到发盘后，如何撰写还盘和接受的相关信函。在接到发盘后，受盘人必须对报盘内容进行认真研究。如果发盘人认为发盘价格难以接受或对其他条件不满意，既可以拒绝接受，也可以向发盘人提出建议，要求对发盘内容进行修改。这种受盘人对发盘内容进行变更的表示被称为还盘（Counter-offer），也被称为还价。事实上，还盘既是受盘人对发盘的拒绝，又是受盘人以发盘人的地位提出的新发盘。还盘信函的写作应十分小心，双方要本着珍视友谊和未来交易机会的态度。还盘信函应包含以下内容：（1）对发盘人的发盘表示感谢。（2）对由于某种原因无法接受发盘表示遗憾，同时解释原因。（3）对还盘的内容也就是己方所希望的交易条件提出建议。（4）希望对方能够接受己方所提出的还盘建议。如果受盘人认为能够接受发盘的全部内容和条件，那么就可向发盘人订购商品。这种买方或卖方同意对方在发盘中提出的各项交易条件，并愿意按照这些条件达成交易、订立合同的表示被称为接受（Acceptance），即法律上所称的“承诺”。作为一项有效接受，必须具备以下四项条件：（1）接受只能由受盘人做出。（2）接受必须是无条件的，完全同意发盘中提出的各项交易条件。（3）接受的方式必须符合发盘的要求。（4）接受必须在发盘规定的有效期内做出。6.2WritingSkills（写作技巧）还盘信函的写作步骤及常见表达方式：写作步骤表达方式（1）对发盘人的报价表示感谢Thankyouforyourpromptreplyanddetailedquotation.（我们感谢您的及时答复和详细报价。）Thankyouforthesamplesyousentinresponsetoourenquiryof8June.（感谢您对我方6月8日询价的答复并寄来样品。）（2）表示无法接受发盘并说明原因Wearesorrytotellyouthatwecannottakeyouupontheofferasthepriceyouareaskingisabovethemarketlevelhereforthequalityinquestion.（很遗憾地通知你方，我方不能接受你方报价，因为你方所要求的价格高于本地同等质量产品的市场价格水平。）Ishouldliketopointoutthatyourchoiceincolorandpatternisverylimitedandthattheshadesthatarenowfashionablearemissing.（我想指出，你方产品在颜色和样品方面选择性有限，并缺少目前流行的色调。）（3）对所希望的交易条件提出建议Maywesuggestthatyoucouldperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodsonthismarket.（我们建议，如果你方在所报价格的基础上给予优惠，也许会有助于你方产品的市场推介。）Iregretthatyourtermsareunsatisfactoryandunlessyoucanamendthosetermsweshallhavetoplaceourorderelsewhere.（很抱歉，你方条件不能让人满意，如果不能改变条件的话，我方只好另转订单。）（4）希望对方能够接受你所提出的还盘的建议Itishopedthatyouwouldseriouslytakeitintoconsiderationandletushaveyourreplyverysoon.（希望你方能认真考虑我方的建议并尽快回复。）Wehopeyouwillconsiderourcounter-offermostfavorable,andfaxusacceptanceatyourearlyconvenience.（希望你方考虑我方的还盘，并尽早发传真表示接受。）6.3SpecimenLetters（样函）Letter1：OfferDearSirs,WeacknowledgewiththanksthereceiptofyourinquiryofSep5,andarepleasedtomakeyouanofferregardingourChanghongcolorTVsetsinthesizeyourequired.Allsizescanbesuppliedbythebeginningofnextmonthsubjecttoourreceivingyourorder.ThepriceforChanghongBrandcolorTVsetinch34isUSD450eachatCIFCopenhagen.OurpriceisverycompetitiveforothergoodqualityTVsets.Welookforwardtoreceivingyourlargenumberoforder.Trulyyours,FredJacksonLetter2：Counter-offerDearSirs,WearegladtohavereceivedyourletterofSep18offeringusChanghongBrandcolorTVsetsinch34atCIFCopenhagenUSD450perset.Inreply,weregrettoinformyouthatyourpriceistoohigh.MarketinformationtellsusthatsomeJapanesecolorTVsetshavebeensoldhereatalevelabout30%lowerthanyours.WedonotdenythequalityofChanghongBrandcolorTVsets,butthedifferenceinpriceisawidegap.Tostepupthetrade,wecounter-offeryou10thousandChanghongBrandcolorTVsetsinch34atCIFCopenhagenUSD300perset.Itishopedthatyouwouldseriouslytakeitintoconsiderationandletushaveyourreplyverysoon.Sincerelyyours,XianjinPengLetter3：AcceptanceDearSirs,WehavereceivedyourletterofOctober2.ItisregretfulforustoseethatyoucutdownthepriceofourChanghongBrandcolorTVsetstoosharp,butregardingourlongtermofbusinessrelationship,wedecidetoacceptyourcounter-offeronconditionthatcashmustbepaidwithinthreemonthsofdateofdelivery,orsubjectto5%discountifpaidwithinonemonth.Sincerelyyours,PingWangLetter4：AfirmofferDearSirs,WethankyouforyourletterdatedJune25coveringourJinlingBrandautomaticwashingmachineinquiry.JinlingBrandisoneofthebestknowntrademarksinChina.Itcanrun15000timescontinuouslywithoutanybreakdown.ItfirstpassedthroughtherecognitionofAmerica’sULandthequalitieshavekeptthefirstfor5yearsinsuccession.Complyingwithyourrequest,wetakeapleasuretomakeyouafirmofferJinlingBrandautomaticwashingmachineUSD120permachineFOBGuangzhou,inclusiveofyour5%commission.Yourreplymustreachusbefore12a.m.July25ourtimeandsubjecttoourfinalconfirmation.Fordetailedspecification,pleaserefertothecatalogueenclosed.Wehopethatyouwillbegladtoplaceatrialorderwithus.Weanticipateyourearlyreply.Trulyyours,JohnSmithLetter5：Acounter-offerDearSirs,WeareinpossessionofyourletterJuly5offeringusJinlingBrandautomaticwashingmachineUSD120permachineFOBGuangzhouinclusiveofour5%commission.Whileappreciatingthequalityofyourlines,wemadeacarefulstudyofyouroffer.Wefindyourpricesaretoohightobeacceptable.Infact,thecostofrawmaterialshasnotsoaredinthepastthreemonths.Inordertomakeyourproductsmorecompetitiveinourmarket,wesuggestthatyoureducepricesby10%.Ifyouwillagreetoourcounter-suggestion,regularordersforlargenumberswillbeplaced.Otherwise,wewillconductourbusinesselsewhere.PleaseletushaveyourE-mailconfirmationatyourearliestconvenience.Yoursfaithfully,LeonAllen6.4FocalWords（焦点词汇）acceptvt.接受（邀请、报价等）；承认，同意；承兑（票据）Wecannotacceptyourprice.Weacceptthatwehavenoalternativebuttoreplacethedamagedparts.Werequestyoutoacceptthedraftdrawnonyou.acceptable:adj.可接受的，合意的Thequalityisacceptable,butthetimeofshipmentisnot.Weshallplacealargeorderformen’sshirtswithyou,ifthetimeofdeliveryisacceptabletous.acceptance:n.接受；(票据等的)承兑，经承兑的汇票Thistimeweallowyouabigdiscount,andrecommendyourimmediateacceptance.Weshallpresentthedraftforacceptance.contributevi.有助于，促进Youknowthattheappearanceofthepackagecontributesgreatlytothesaleofconsumergoods.Thesemeasurescontributedgreatlytoraisin