Response to offers 商務(wù)英語(yǔ)函電

Responsetooffers精選pptsequenceofbusinessnegotiationBuyersellerenquiry→(Arequestfortradeterms)

←offer(Statementabouttradeterms)counter-offer→(Afteranalyzingtheoffer)

←counter-counteroffers(Afteranalyzingthecounter-offer)精選pptSection1declineanofferandcounter-offerTounderstandthat“counter-offer”isanexpressionofmodifyingthecontentsbecausethebeneficialisnotcompletelysatisfiedwiththeoffer;Tounderstandthat“declininganoffer”isakindofcounter-offer.精選pptDeclininganofferSilenceorinactivityduringthevalidityoftheofferamountstodeclininganoffer.Declininganofferistoconveytheunpleasantnewsyetmaintaingoodwill.精選pptCounter-offerInthecourseofinternationalbusinessnegotiation,afterreceivingtheoffermadebytheseller,ifthebuyermaynotagreewiththeprice,orpacking,orshipmentorotherimportanttradetermsstatedintheoriginalofferandthenputforwardthecounter-proposalonthosetradetermsunacceptable.counter-offer:partialrejectionoftheoriginalofferandcounterproposalcounter-counter-offer:partialrejectionofcounter-offerandcounterproposal精選pptCounter-offerCISGarticle19“(1)areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter-offer.(2)however,areplytoanofferwhichpurportstobeanacceptancebutcontainsadditionalordifferenttermswhichdonotmateriallyalterthetermsoftheofferconstitutesanacceptance,unlesstheofferor,withoutunduedelay,objectsorallytothediscrepancyordispatchesanoticetothateffect.Ifhedoesnotsoobject,thetermsoftheofferarethelawsoftheofferwiththemodificationcontainedintheacceptance.精選pptAdditionalordifferenttermsrelating,amongotherthings,totheprice,payment,qualityandquantityofthegoods,placeandtimedelivery,extentofoneparty’sliabilitytotheotherorthesettlementofdisputesareconsideredtoalterthetermsoftheoffermaterially.精選pptOutlineofacounter-offerthanksfortheoriginalofferthereasonsforinabilitytoaccepttheofferthecounter-proposalexpectationofacceptance精選ppt(A)counter-offer

Gentlemen:

CopperThankyouforyourletterof20thOctoberofferingus50tonsofthesubjectgoodsatGBP.600pertonCFRShanghai,onusualterms.Inreply,weareregretfulthatourusersherefindyourpricetoohighandoutoflinewiththeprevailing

market.InformationindicatesthatsomeparcelsofAmericanoriginhavebeensoldatthelevelofGBP540perton.精選pptAsmaterialofsimilarqualityiseasilyobtainableatmuchlowerprice,wefindithardtopersuadeouruserstoacceptyouroffer.Shouldyoubepreparedtoreduceyourlimitby,say,8%,wemightcometoterms.

Inviewofourlong-standingbusinessrelations,wemakeyoutheabovecounter-offer.Ifyourpriceisfavorable,wecanbookanorderwithyourightaway.Asthemarketisdeclining,wehopeyouwilltakeitintoconsiderationande-mailusacceptanceatyourearliestconvenience.Yoursfaithfully,精選pptVocabularyandNotes1.outoflinewith與…不一致eg.:outoflinewiththeprevailingmarketlevel.

與現(xiàn)行的行市水平不一致,意味著yourpriceisratheronthehighside.你方價(jià)格有點(diǎn)偏高了.inlinewith與…一致.Yourpriceisquiteinlinewiththeprevailingmarket.你方的價(jià)格與行市一致.2.bepreparedtoreducesay,…8%,…bepreparedto…準(zhǔn)備做…事,包含著“同意”去做,還包含“打算”之意:say,8%這兒是letussay8%的簡(jiǎn)化.意思是:比方說(shuō)8%.增多,減少百分比,通常用介詞by,精選ppteg.a.toreduceyourlimitbysay8%.減低你方的價(jià)格,比方說(shuō)百分之8.b.Maywesuggestthatyoumakesomeallowance,say8%onyourquotedprices,thatwouldhelptointroduceyourgoodstoourcustomers.我們建議你作出折扣,比方說(shuō),在你方報(bào)價(jià)的基礎(chǔ)上折讓8%,這樣有助于向顧客介紹你方產(chǎn)品.

C.Tohavethisbusinessconcluded,youneedtoloweryourpriceatleastby3%.為達(dá)成這筆交易,你方應(yīng)至少減價(jià)3%.精選ppt3.Inviewof…有鑒于,著重說(shuō)這個(gè)客觀事實(shí).而owingto,dueto,becauseof著重于原因.這些詞組意義很相近.eg.a.Itisinviewofourlong-standingbusinessrelationshipthatwemakeyousuchacounter-offer.只是鑒于雙方長(zhǎng)期的業(yè)務(wù)關(guān)系,我們才給予上述還盤。倘若要用從句,則需加上thefactthat,例如:

b.Inviewofthefactthatwehavedonealotofbusinesswithbuyersatthisprice,wecannotreduceourpriceanyfurther.鑒于我們已按這個(gè)價(jià)格做了許多業(yè)務(wù),我們也就不可能再減價(jià)了精選ppt(B)DecliningofanofferDearSirs,

Copper

WenotefromyourletterofOctober30thatyoufindourofferforthesubjectarticletoohightobeacceptable.

ManythanksforgivingustheinformationabouttheAfricansupplyinyourmarket.Wearesorrythatthereisnopossibilityofourcuttingthepricetotheextentyouindicated,I.e.8%.Sincethepricesofthegoodshavebeenraisedhere,Iamafraidthatwehavetoadjustthepricesofourproductsaccordingly.精選ppt

Moreover,consideringthequalityofourgoods,thispriceisinfactveryreasonableandquiterealistic.Ourcoppersellswellintheworldmarketandwehavereceivedacrowdofenquiriesatsomethingnearourlevelfrombuyersinotherdirections.

Desirousaswearetodobusinesswithyou,weregretbeingunabletoentertainyourcounter-offerforthetimebeing.Iflateronyoucanseeanychancetodobetter,pleaseletusknow.Inthemeantime,pleasekeepuspostedofdevelopmentsatyourend.Weassureyouthatallyourenquirieswillreceiveourpromptattention.精選pptVocabularyandNote1.thesubjectarticle:標(biāo)題（所指的）商品,也可以說(shuō):thecaptionedarticlearticle貨物.“貨物”一詞在外貿(mào)英語(yǔ)中可用不同的詞來(lái)表達(dá):goods是常用的詞,不能以單數(shù)出現(xiàn);consignment是發(fā)運(yùn)的貨;article是具體的貨,是可數(shù)名詞;item是一項(xiàng)一項(xiàng)的貨;order是所定的貨;commodity是從有物件的角度講的貨;shipment是運(yùn)出的船貨;cargo是用運(yùn)載工具裝運(yùn)的貨物等

eg.Astheproductionofthesubject/captionedgoodsisgoingupmuchfasterthanbefore,webelievewecancompleteyourorderearlier.關(guān)于標(biāo)題項(xiàng)下貨物,由于其生產(chǎn)較以前大大加快,我們相信能提前完成運(yùn)交你方訂貨精選ppt2.Yourpricehasbeenfoundtoohightobeacceptable(accept,beaccepted).Ininternationalbusinessnegotiation,theseller,ononehand,wantstosellatahighpriceandasafetermofpayment;thebuyer,ontheotherhand,wantstobuyatalowpriceandanearlierdeliverydate.Sotheseller’squotationisoftenmuchhigherthanwhatthebuyerhasexpected.Inthiscase,ifthesellerandthebuyerwanttoconcludeatransaction,theymustdriveahardbargain.(拼命地討價(jià)還價(jià))精選ppt1).Myofferwasbasedonreasonableprofit,notonwildspeculations.我的報(bào)價(jià)以合理利潤(rùn)為依據(jù),不是漫天要價(jià).2).Wehavereceivedoffersrecently,mostofwhicharebelow100U.S.dollars.我們最近的報(bào)價(jià)大多數(shù)都在100美元以下.3).Moreover,We’vekeptthepriceclosetothecostsofproduction.再說(shuō),這已經(jīng)把價(jià)格壓倒生產(chǎn)費(fèi)用的邊緣了.4).Ithinkthepriceweofferedyoulastweekisthebestone.相信我上周的報(bào)價(jià)是最好的.Othersimilarexpressions精選ppt5).Nootherbuyershavebidhigherthanthisprice.沒有別的買主的出價(jià)高于此價(jià)6).Thepriceyouofferedisabovepreviousprice.你方報(bào)價(jià)高于上次.7).Itwasahigherpricethanweofferedtoothersuppliers.此價(jià)格比我們給其他供貨人的出價(jià)要高.8).Wecan’tacceptyourofferunlessthepriceisreducedby5%.除非你們減價(jià)5%,否則我們無(wú)法接受報(bào)盤.9).I’mafraidIdon’tfindyourpricecompetitiveatall.我看你們的報(bào)價(jià)毫無(wú)競(jìng)爭(zhēng)性.精選ppt10).Letmemakeyouaspecialoffer.好吧，我給你們一個(gè)特別優(yōu)惠價(jià)11).We’llgiveyouthepreferenceofouroffer.我們將優(yōu)先向你們報(bào)盤.12).Ishouldhavethoughtmyofferwasreasonable.我本以為我的報(bào)價(jià)是合理的.13).You’llseethatouroffercomparesfavorablewiththequotationsyoucangetelsewhere..

你會(huì)發(fā)現(xiàn)我們的報(bào)盤比別處的要便宜.14).Thisofferisbasedonanexpandingmarketandiscompetitive.

此報(bào)盤著眼于擴(kuò)大銷路而且很有競(jìng)爭(zhēng)性.精選pptYourpriceistoohigh/abithigh/ratherhigh/excessive(過(guò)高).Yourpriceissohighthatourprofitswouldeitherbelittleornil.(我方的利潤(rùn)微乎其微甚至為零)Ourclientsfindyourpricetoohigh.Yourpriceismuchhigherthanweexpected.Thepriceofyourproductsis10%-15%higherthanthatofthesimilargoods.Yourpriceistoomuchonthehighside(過(guò)高),i.e.，10%higherthantheaverage.精選pptcommonlyusedsentencesWeregrettosaythatwecannotacceptyourofferasyourpriceisonthehighside.我們遺憾的說(shuō)我們不能接受你們的報(bào)盤,因?yàn)槟惴降膬r(jià)格偏高.2.Thereisnodemandforyourproductsatpresent.目前對(duì)你們的產(chǎn)品尚無(wú)需求.3.Ithinkitunwiseforeitherofustoinsistonhisprice.我認(rèn)為哪一方堅(jiān)持自己的價(jià)格都是不明智的.4.Webelievewe’llhaveahardtimeconvincingourclientsatyourprice.我們認(rèn)為很難說(shuō)服我們的客戶們接受你方的價(jià)格精選ppt5.Theofferisnotworkable.恐怕你方報(bào)盤不能接受.6.Weregretwehavetodeclineyouroffer.很抱歉,我們不得不拒絕你方報(bào)盤.7.Yourpriceistoohightointerestbuyersincounter-offer.你方價(jià)格太高,買方?jīng)]有興趣還盤.8.Iappreciateyourcounter-offerbutfindittoolow.謝謝你方的還價(jià),可我覺太低了.9.We’vealreadycutdownourpricetocostlevel.已經(jīng)將價(jià)格降到成本費(fèi)的水平了.精選pptExercises(Translations)我們遺憾的說(shuō)，你方報(bào)來(lái)的鐵釘價(jià)格與我們的市場(chǎng)行情完全不符。Weregrettosaythatyourpriceforironnailsisoutoflinewiththemarkethere.如果你方價(jià)格降至50英鎊，我們可能達(dá)成交易。Ifyouareabletoreduceyourpriceto50,wemightcometoterms.目前行市疲軟，你方報(bào)價(jià)做不開（行不通）。Asthemarketisweek(ease)atpresent,yourquotationisunworkable.精選ppt鑒于我們長(zhǎng)久良好的業(yè)務(wù)關(guān)系，我們可以考慮減價(jià)3%。Inviewofourlong-standingfriendlytraderelations,wecanconsiderareductionof3%inourprice.目前市場(chǎng)不活躍，我們可能獲得的最好價(jià)格是每噸135英鎊。Thebestpricewecanobtainis135perlongtonasthemarketisinactiveatpresent.精選pptSummaryWhenwritingacounter-offerordecliningofanoffer,weshould1)

Pointouttheunacceptabletermsfromtheofferclearly,correctlyandsimplywithdecentwordsandrespect.2)Nevermakingyouropponentsembarrassedorunpleasant,then,explainreasonsandyourmodifiedopinionsforothers`referencepolitely.精選pptWritealetteraccordingtothefollowingrequirements:收到4月20日來(lái)函，提到我方價(jià)格偏高。認(rèn)為還盤不符合行市，還價(jià)太低，不能接受。為發(fā)展業(yè)務(wù)關(guān)系，希望與對(duì)方保持聯(lián)系。Homework精選pptAnswerDearSirs,

WehavereceivedyourletterofApril,20thatthepriceofferedbyusforthearticleisfoundtobeonthehighside.

Weveryregrettosaythatyourcounter-offerisnotinlinewiththecurrentmarketanditistoolowtobeacceptable.Inthosedays,wehavereceivedalotofinquiriesfromotherbuyersandwebelieveourpriceisfixedatareasonablelevel.Tobefrank,ifitweren'tforourgoodrelations,wewouldn'tconsidermakingyouafirmofferatthispricewecan'tsatisfyyourcounter-offeratonce.精選pptIflateronyouseeanychancetodobetter,pleaseletusknow.Meanwhile,pleasekeepuspostedofdevelopmentsatyourend.Wemakesurethatallyourinquirieswillreceiveourpromptattention.TrulyYours精選pptSection2AcceptanceCISGarticle18“(1)astatementmadebyorotherconductoftheoffereeindicatingassenttoanofferisanacceptance.Silenceorinactivedoesnotinitselfamounttoacceptance.”(2)anacceptanceofanofferbecomeseffectiveatthemomenttheindicationofassentreachestheofferor;(3)theoffereemayindicateassentbyperforminganact,suchasonerelatingtothedispatchofthegoodsorpaymentoftheprice,withoutnoticetotheofferor.精選pptFocusandDifficulties“acceptance”means“commitment”,onesidesendsanofferandanotheraccepts,thatistheconclusionofthedealing.Somekeywordsandexpressions:1)favorableprice2)owingto…3)makesomeconcessions…4)tocutby8%…5)lookforwardto

精選pptAneffectiveacceptanceshouldsatisfythefollowingessentialconditions:1.Itcanonlybemadebytheofferee.2.Theoffereemustagreetotheprecisetermsandconditionsoffered.

3.Theoffereemuststatehisacceptanceclearly.4.Itmustreachtheoffererwithinthevalidityoftheoffer.精選pptSpecimen

Dearsirs,

Copper

Weacknowledgewiththanksthereceiptofyourletterof30thOctoberinwhichyouproposedtoreduceourlimitby8%FORTHESUBJECTGOODS.

Infact,wehavequotedourmostfavorablepriceandourgoodsarewellreceivedintheoverseasmarketowingtotheirhighqualityandreasonableprice.精選ppt

Well,consideringourlong-standingbusinessrelations,wearewillingtomakesomeconcessionstocutby8%ofourpricetomeetyourrequirementifthequantityofyourindividualpurchaseisnotlessthan50tons.Pleaseunderstandthatwehavemadeanexceptionhere.Thankyouagainforyourinterestinourproducts.Wearelookingforwardtoyourorderandyoumaybeassuredthatitwillreceiveourpromptandcarefulattention.Yoursfaithfully,精選pptVocabularyandnotes1.o