chapter5-response-to-offer2014

Step1:quizStep2:accepttheofferLetssreadthefollowingofferandsupposetheyaccepttheoffer,howshouldtheywritetheletter(don’treadthetextbook)?Writeareplytoaccepttheoffer史密斯先生：微波炉SU472你方3月15日来信要求我方报微波炉SU472产品实盘。今晨我方电话告知以每台100美元FOB上海价报给你方3000台SU472微波炉，2009年5月至6月装运。此报盘为实盘，以我方4月20日前收到回复为准。请注意，我方所报价格为最优惠价格，不再接受任何形式的还盘。近期原材料价格上涨幅度加大，而这会引起微波炉价格上涨。因此，若你方能立即给予答复，你们会得到目前微波炉价格看涨的好处。AccepttheofferDearMr.ClintonThankyouforyourletterofMarch12.Wefindbothqualityandpricesatisfactoryandarepleasedto（placeanorderwithyoufor3000setsofmicrowaveovensat100$FOBShanghaiperset,forshipmentduringMayandJune.）tellyouweacceptyouroffer.Youmaystartthemanufacturingnowasthereareonly2monthbeforethedeliverytime.EnclosedisthePurchaseConfirmationNo.123induplicate.Pleasecountersignandreturnusonecopyforrecords.Weshouldappreciatetimelydeliveryandhopetoestablishregularbusinessrelationswithyouifthefirstshipmentisinlinewiththesamplessupplied.LOGOChapter5ResponsestoOffersBusinessEnglishCorrespondenceReviewWemakeyouthefollowingofferfor5000piecesofnecklace(asfollows)我们传真确认5000件项链的盘，价格是每一件500美元London离岸价。Wefaxtoconfirmtheofferfor5000piecesofnecklaceat$500perpieceFOBLondon.我们所报的价格是最优惠的价格，不能接受任何形式的还盘。Wehaveofferedthebestprice/themostfavorableprice,andcannotacceptanycounter-offer.Thankyouforyourfax/emailofApril8,offering5000piecesofnecklace.OurpolicyrequirespaymentbyconfirmedirrevocableL/Cat30days’sightforinitial/firstordersfromthenewpartners.ResponsetoOffersInformationRelatedSampleLetterStudyUsefulExpressionsTranslatingLetterWritingContentsInformationRelatedDeclininganoffer1ConditionalAcceptance(Counter-offer)2EntireAcceptance3InformationRelatedIfabuyerfeelsthatthegapbetweentheofferandhisexpectationistoowidetobebridged,hemaychoosetodeclinetheofferandendthenegotiation.DeclininganofferSilenceandinactivityduringthevalidityoftheofferequalstodeclining.Theofferee(受盘方)cannotrevivetheofferthatisdeclined.(Iftheoffereedeclinedtheoffer,hecan’trevivetheoffer.)InformationRelatedAcounter-offerisapartialrejectionoftheoriginalofferandmayshowdisagreementtotheprice,orpacking,orshipment,andstatehisowntermsinstead.Acounter-offerisactuallybotharejectiontotheoriginalofferandanewoffer(buyer’sbid)madetotheoriginalofferer/seller.Acounter-offerplaysdualroles:1)arejectiontotheoriginaloffer;2)anewoffer(thebuyeristheofferer,theselleristheoffereeandthesellercanchoosetomakeacountercounter-offer).ConditionalAcceptance(Counter-offer)InformationRelatedTheoffereeiswillingtoenterintoacontractwiththeoffereraccordingtothetermsandconditionsagreedupon.Theword“offer”hereincludescounter-offersaswell.Acontractisconcludedatthemomentwhenanacceptanceofanofferbecomeseffectiveinaccordancewiththeprovisionsoftheconvention.EntireAcceptanceLettersofResponsetoOffersSampleletter5:AcceptanofferSampleletter1:DeclineanofferSampleLetterStudySampleletter3:RevisedofferSampleletter2:Counter-offerSampleletter4:Countercounter-offerSampleLetter1:declineanofferUsefulexpressionWordsandphrasesSampleletterWritingstepsWordsandPhrasestoquoteforsth./tomakeaquotationforsth.placetheorderelsewhereinviteaquotation/anoffer从别处定货邀请报价/邀盘对某种商品报价SampleLetter1Textbook,P72-73WritingSteps1.Theneutralopening:Beindirectanduseneutralexpressions:(Thankyoufortheofferof…)(Weappreciateyourtroubleinmakingusanoffer)2.Conveytheunpleasantnewsandexplainthereasonsbriefly.(Regretfullywecannotacceptyouroffer.Yourpricesaremuchhigherthanthosewehavepreviouslypaidfor.)3.Theclosing:Becourteousandsincere.(Thankyouforyourtroubleinthismatter.Weshallcontinuetoplaceordersandwillinviteyourquotationsonthislineinthefuture.)UsefulExpression1.我们赞赏贵方产品的良好品质，但贵方报价大大高于此前我们所购同等质量草纸板的价格。Weappreciatethegoodqualityofyourproducts,butyourpricesaremuchhigherthanthosewehavepreviouslypaidforthestrawboardsofthesamequality.2.我们将继续订购此类产品，并且今后会继续邀请贵方报价。Weshallcontinuetoplaceordersandwillinviteyourquotationsonthislineinthefuture.SampleLetter2：counter-offerUsefulexpressionWordsandphrasesSampleletterWritingstepsWordsandPhrasesarticlesinthemediumpricerange.makesomeallowance/discountonyourquotedpricesasmallprofitonoursales在贵方所报价格上打折销售利润微薄中等价位的货品SampleLetter2Textbook,P73-74WritingSteps1.Thankthesellerforhisoffer2.Tellthereaderwhattermsyouareunabletoacceptandexplainswhy.3.Giveyournewoffer/quotation..4.EndtheletterwithyourhopeforafavorablereplyandyourconfidenceinsuccessfulcooperationUsefulExpression1.我们对产品质量满意，但遗憾的是，贵方价格偏高.2.接受贵方报价，我们的销售利润微薄.Weappreciatethegoodqualityofyourproducts,butunfortunatelyyourpricesappeartobeonthehighside.Toacceptthepriceswouldleaveuswithonlyasmallprofitonoursales.UsefulExpression3.我方市场上需求的主要是中等价位的货品。4.我们喜欢贵公司产品质量，希望有机会同你们合作。Theprincipaldemandinourmarketisforarticlesinthemediumpricerange.Welikethequalityofyourgoodsandwouldwelcometheopportunitytodobusinesswithyou.SampleLetter3UsefulexpressionWordsandphrasesSampleletterWritingstepsWordsandPhrasestooffer/giveyouaspecialdiscountnew/revisedofferplaceanorder新报价下订单给予特别折扣SampleLetter3Textbook,P74-75WritingSteps1.Thankthebuyerforhiscounter-offer.2.Tellthereaderwhetheryoucanaccepthiscounter-offerandexplainwhy.(Ifnot,giveyourne