Response to offers 商務(wù)英語函電課件PPT

1、buyer sellerenquiry (a request for trade terms) offer (statement about trade terms) counter-offer (after analyzing the offer) counter-counter offers (after analyzing the counter-offer) to understand that “counter-offer” is an expression of modifying the contents because the beneficial is not complet

2、ely satisfied with the offer; to understand that “declining an offer” is a kind of counter-offer. silence or inactivity during the validity of the offer amounts to declining an offer. declining an offer is to convey the unpleasant news yet maintain goodwill. in the course of international business n

3、egotiation, after receiving the offer made by the seller, if the buyer may not agree with the price, or packing, or shipment or other important trade terms stated in the original offer and then put forward the counter-proposal on those trade terms unacceptable. counter-offer: partial rejection of th

4、e original offer and counter proposal counter-counter-offer: partial rejection of counter-offer and counter proposal cisg article 19 “(1) a reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a co

5、unter-offer. (2)however, a reply to an offer which purports to be an acceptance but contains additional or different terms which do not materially alter the terms of the offer constitutes an acceptance, unless the offeror, without undue delay, objects orally to the discrepancy or dispatches a notice

6、 to that effect. if he does not so object, the terms of the offer are the laws of the offer with the modification contained in the acceptance. additional or different terms relating, among other things, to the price, payment, quality and quantity of the goods, place and time delivery, extent of one

7、partys liability to the other or the settlement of disputes are considered to alter the terms of the offer materially. thanks for the original offer the reasons for inability to accept the offer the counter-proposal expectation of acceptance gentlemen: copper thank you for your letter of 20th octobe

8、r offering us 50 tons of the subject goods at gbp.600 per ton cfr shanghai, on usual terms. in reply, we are regretful that our users here find your price too high and out of line with the prevailing market. information indicates that some parcels of american origin have been sold at the level of gb

9、p 540 per ton. as material of similar quality is easily obtainable at much lower price, we find it hard to persuade our users to accept your offer. should you be prepared to reduce your limit by, say, 8%, we might come to terms. in view of our long-standing business relations, we make you the above

10、counter-offer. if your price is favorable, we can book an order with you right away. as the market is declining ,we hope you will take it into consideration and e-mail us acceptance at your earliest convenience. yours faithfully, 1. out of line with 與與 不一致不一致 eg.: out of line with the prevailing mar

11、ket level. 與現(xiàn)行的行市水平不一致與現(xiàn)行的行市水平不一致, 意味著意味著 your price is rather on the high side.你方價格有點偏高了你方價格有點偏高了. in line with 與與 一致一致. your price is quite in line with the prevailing market . 你方的價格與行市一致你方的價格與行市一致. 2. be prepared to reduce say, 8%, be prepared to 準(zhǔn)備做準(zhǔn)備做 事事, 包含著包含著“同意同意”去做去做,還包含還包含“打算打算”之意之意: say,

12、 8% 這兒是這兒是 let us say 8% 的簡化的簡化. 意思是意思是: 比比方說方說8%. 增多增多, 減少百分比減少百分比,通常用介詞通常用介詞by, eg. a. to reduce your limit by say 8%. 減低你方的價格減低你方的價格,比方說百分之比方說百分之8. b. may we suggest that you make some allowance , say 8% on your quoted prices , that would help to introduce your goods to our customers. 我們建議你作出折扣我們

13、建議你作出折扣,比方說比方說,在你方報價的基礎(chǔ)在你方報價的基礎(chǔ)上折讓上折讓8%,這樣有助于向顧客介紹你方產(chǎn)品這樣有助于向顧客介紹你方產(chǎn)品. c. to have this business concluded, you need to lower your price at least by 3%. 為達成這筆交易為達成這筆交易,你方應(yīng)至少減價你方應(yīng)至少減價3%. 3. in view of 有鑒于有鑒于,著重說這個客觀事實著重說這個客觀事實. 而而owing to , due to, because of 著重于原因著重于原因.這些詞組意義很相近這些詞組意義很相近. eg. a. it is

14、 in view of our long-standing business relationship that we make you such a counter-offer. 只是鑒于雙方長期的業(yè)務(wù)關(guān)系只是鑒于雙方長期的業(yè)務(wù)關(guān)系,我們才給予上述還盤。我們才給予上述還盤。 倘若要用從句倘若要用從句,則需加上則需加上the fact that , 例如例如: b. in view of the fact that we have done a lot of business with buyers at this price, we cannot reduce our price any f

15、urther. 鑒于我們已按這個價格做了許多業(yè)務(wù)鑒于我們已按這個價格做了許多業(yè)務(wù), 我們也就不可我們也就不可能再減價了能再減價了 dear sirs, copper we note from your letter of october 30 that you find our offer for the subject article too high to be acceptable. many thanks for giving us the information about the african supply in your market. we are sorry that th

16、ere is no possibility of our cutting the price to the extent you indicated, i.e.8%. since the prices of the goods have been raised here, i am afraid that we have to adjust the prices of our products accordingly. moreover, considering the quality of our goods, this price is in fact very reasonable an

17、d quite realistic. our copper sells well in the world market and we have received a crowd of enquiries at something near our level from buyers in other directions. desirous as we are to do business with you, we regret being unable to entertain your counter-offer for the time being . if later on you

18、can see any chance to do better, please let us know. in the meantime, please keep us posted of developments at your end. we assure you that all your enquiries will receive our prompt attention. 1.the subject article: 標(biāo)題（所指的）商品標(biāo)題（所指的）商品,也可以也可以說說: the captioned article article 貨物貨物. “貨物貨物”一詞在外貿(mào)英語中可用不同

19、一詞在外貿(mào)英語中可用不同的詞來表達的詞來表達:goods是常用的詞是常用的詞,不能以單數(shù)出現(xiàn)不能以單數(shù)出現(xiàn); consignment 是發(fā)運的貨是發(fā)運的貨; article是具體的貨是具體的貨,是可是可數(shù)名詞數(shù)名詞; item是一項一項的貨是一項一項的貨; order 是所定的貨是所定的貨; commodity 是從有物件的角度講的貨是從有物件的角度講的貨; shipment 是是運出的船貨運出的船貨; cargo 是用運載工具裝運的貨物等是用運載工具裝運的貨物等 eg. as the production of the subject /captioned goods is going up

20、 much faster than before, we believe we can complete your order earlier. 關(guān)于標(biāo)題項下貨物關(guān)于標(biāo)題項下貨物,由于其生產(chǎn)較以前大大加快由于其生產(chǎn)較以前大大加快,我我們相信能提前完成運交你方訂貨們相信能提前完成運交你方訂貨 2. your price has been found too high to be acceptable (accept, be accepted). in international business negotiation, the seller, on one hand, wants to sel

21、l at a high price and a safe term of payment; the buyer, on the other hand, wants to buy at a low price and an earlier delivery date. so the sellers quotation is often much higher than what the buyer has expected. in this case, if the seller and the buyer want to conclude a transaction, they must dr

22、ive a hard bargain. (拼命拼命地討價還價地討價還價)1). my offer was based on reasonable profit, not on wild speculations. 我的報價以合理利潤為依據(jù)我的報價以合理利潤為依據(jù),不是漫天要價不是漫天要價.2). we have received offers recently, most of which are below 100 u.s. dollars. 我們最近的報價大多數(shù)都在我們最近的報價大多數(shù)都在100美元以下美元以下.3). moreover, weve kept the price close

23、 to the costs of production. 再說再說,這已經(jīng)把價格壓倒生產(chǎn)費用的邊緣了這已經(jīng)把價格壓倒生產(chǎn)費用的邊緣了.4). i think the price we offered you last week is the best one. 相信我上周的報價是最好的相信我上周的報價是最好的.5). no other buyers have bid higher than this price. 沒有別的買主的出價高于此價沒有別的買主的出價高于此價6). the price you offered is above previous price. 你方報價高于上次你方報價高于

24、上次.7). it was a higher price than we offered to other suppliers. 此價格比我們給其他供貨人的出價要高此價格比我們給其他供貨人的出價要高.8). we cant accept your offer unless the price is reduced by 5%. 除非你們減價除非你們減價5%,否則我們無法接受報盤否則我們無法接受報盤. 9). im afraid i dont find your price competitive at all. 我看你們的報價毫無競爭性我看你們的報價毫無競爭性.10). let me make

25、 you a special offer. 好吧，我給你們一個特別優(yōu)惠價好吧，我給你們一個特別優(yōu)惠價11). well give you the preference of our offer. 我們將優(yōu)先向你們報盤我們將優(yōu)先向你們報盤.12). i should have thought my offer was reasonable. 我本以為我的報價是合理的我本以為我的報價是合理的.13). youll see that our offer compares favorable with the quotations you can get elsewhere. 你會發(fā)現(xiàn)我們的報盤比別處

26、的要便宜你會發(fā)現(xiàn)我們的報盤比別處的要便宜.14). this offer is based on an expanding market and is competitive. 此報盤著眼于擴大銷路而且很有競爭性此報盤著眼于擴大銷路而且很有競爭性. your price is too high / a bit high / rather high / excessive (過高過高). your price is so high that our profits would either be little or nil. (我方的利潤微乎其微甚至為零我方的利潤微乎其微甚至為零) our cl

27、ients find your price too high. your price is much higher than we expected. the price of your products is 10%-15% higher than that of the similar goods. your price is too much on the high side (過高過高), i.e.，10% higher than the average.1. we regret to say that we cannot accept your offer as your price

28、 is on the high side. 我們遺憾的說我們不能接受你們的報盤我們遺憾的說我們不能接受你們的報盤,因為你方因為你方的價格偏高的價格偏高. 2. there is no demand for your products at present. 目前對你們的產(chǎn)品尚無需求目前對你們的產(chǎn)品尚無需求.3. i think it unwise for either of us to insist on his price. 我認(rèn)為哪一方堅持自己的價格都是不明智的我認(rèn)為哪一方堅持自己的價格都是不明智的.4. we believe well have a hard time convincin

29、g our clients at your price. 我們認(rèn)為很難說服我們的客戶們接受你方的價格我們認(rèn)為很難說服我們的客戶們接受你方的價格5. the offer is not workable. 恐怕你方報盤不能接受恐怕你方報盤不能接受.6. we regret we have to decline your offer. 很抱歉很抱歉,我們不得不拒絕你方報盤我們不得不拒絕你方報盤.7. your price is too high to interest buyers in counter-offer. 你方價格太高你方價格太高,買方?jīng)]有興趣還盤買方?jīng)]有興趣還盤.8. i apprec

30、iate your counter-offer but find it too low. 謝謝你方的還價謝謝你方的還價,可我覺太低了可我覺太低了.9. weve already cut down our price to cost level. 已經(jīng)將價格降到成本費的水平了已經(jīng)將價格降到成本費的水平了. 我們遺憾的說，你方報來的鐵釘價格與我們的市場行我們遺憾的說，你方報來的鐵釘價格與我們的市場行情完全不符。情完全不符。 we regret to say that your price for iron nails is out of line with the market here. 如果你

31、方價格降至如果你方價格降至50英鎊，我們可能達成交易。英鎊，我們可能達成交易。 if you are able to reduce your price to 50, we might come to terms. 目前行市疲軟，你方報價做不開（行不通）。目前行市疲軟，你方報價做不開（行不通）。 as the market is week ( ease ) at present, your quotation is unworkable. 鑒于我們長久良好的業(yè)務(wù)關(guān)系，我們可以考慮鑒于我們長久良好的業(yè)務(wù)關(guān)系，我們可以考慮減價減價3%。 in view of our long-standing f

32、riendly trade relations, we can consider a reduction of 3% in our price. 目前市場不活躍，我們可能獲得的最好價格是目前市場不活躍，我們可能獲得的最好價格是每噸每噸135英鎊。英鎊。 the best price we can obtain is 135 per long ton as the market is inactive at present.when writing a counter-offer or declining of an offer, we should 1)point out the unacce

33、ptable terms from the offer clearly, correctly and simply with decent words and respect . 2) never making your opponents embarrassed or unpleasant, then, explain reasons and your modified opinions for others reference politely. write a letter according to the following requirements: 收到收到4月月20日來函，提到我

34、方價格偏高。日來函，提到我方價格偏高。 認(rèn)為還盤不符合行市，還價太低，認(rèn)為還盤不符合行市，還價太低， 不能接受。不能接受。 為發(fā)展業(yè)務(wù)關(guān)系，希望與對方保持聯(lián)系。為發(fā)展業(yè)務(wù)關(guān)系，希望與對方保持聯(lián)系。 dear sirs, we have received your letter of april,20 that the price offered by us for the article is found to be on the high side. we very regret to say that your counter-offer is not in line with the c

35、urrent market and it is too low to be acceptable. in those days, we have received a lot of inquiries from other buyers and we believe our price is fixed at a reasonable level. to be frank, if it werent for our good relations, we wouldnt consider making you a firm offer at this price we cant satisfy

36、your counter-offer at once. if later on you see any chance to do better, please let us know. meanwhile, please keep us posted of developments at your end. we make sure that all your inquiries will receive our prompt attention. truly yours cisg article 18 “(1) a statement made by or other conduct of

37、the offeree indicating assent to an offer is an acceptance. silence or inactive does not in itself amount to acceptance.” (2) an acceptance of an offer becomes effective at the moment the indication of assent reaches the offeror ; (3) the offeree may indicate assent by performing an act, such as one

38、 relating to the dispatch of the goods or payment of the price, without notice to the offeror. “acceptance” means “commitment”, one side sends an offer and another accepts, that is the conclusion of the dealing . some key words and expressions: 1) favorable price 2) owing to 3) make some concessions

39、 4) to cut by 8% 5) look forward to an effective acceptance should satisfy the following essential conditions: 1. it can only be made by the offeree. 2. the offeree must agree to the precise terms and conditions offered. 3. the offeree must state his acceptance clearly. 4. it must reach the offerer

40、within the validity of the offer. dear sirs, copper we acknowledge with thanks the receipt of your letter of 30th october in which you proposed to reduce our limit by 8%for the subject goods. in fact, we have quoted our most favorable price and our goods are well received in the overseas market owin

41、g to their high quality and reasonable price. well, considering our long-standing business relations, we are willing to make some concessions to cut by 8% of our price to meet your requirement if the quantity of your individual purchase is not less than 50 tons. please understand that we have made an exception here. thank you again for your interest in our products. we are looking forward to your order and you may be assured that it will receive our prompt and careful attention. yours faithfully, 1.owing to 由于由于 , 應(yīng)付的應(yīng)付的, 該付的該付的, 應(yīng)歸功應(yīng)歸