-
Review of the previous class
Exercise: Fill in the blanks with the
given words or expressions.
1. offer
subject decline accept valid
We can
____
you
bicycles at much lower prices.
We can
not see our way to ____ your offer.
We
regret having to____ your offer.
This
offer will remain ___ for ten days from March 3rd.
Our offer is ____ to goods being
unsold.
Keys:
offer accept
decline valid subject
2. place per effected
price in offer subject to
Dear Sirs,
We
acknowledge receipt of
your
letter of March 15th, and confirm having faxed you
today in reply, as ______ confirmation
copy enclosed. You will note from our fax that,
we are in a position to offer you 50
long tons of Tin Foil Sheets at the attractive
________ of USD 135 per long ton CFR
Shanghai for delivery within one month after
you ________ an order with us. Payment
of the purchase is to be ______ by an
irrevocable letter of credit _______
our favor, payable by draft at sight in Pounds
Sterling in London.
This offer is firm _______ your immediate reply
which should reach us not later
than
the end of this month. There is little likelihood
of the goods remaining unsold once
this
particular ______ has lapsed.
Yours faithfully,
Answer
：
per,
price, place, effected, in, subject to, offer
As per
：按照
as per confirmation copy
enclosed
：正如随函附上的确认副本
Long ton
：
英吨；长吨（等于
2240
磅）
Tin Foil
Sheet
：锡箔纸
tin
锡
foil
箔
payable by
draft at sight
：凭即期汇票支付
lapse
：失效
Unit 7 Counter-offer and counter-
counter offer
Part 1 introduction
Counter-offer
：
<
/p>
还盘
，指买方建议卖方修改报盘中的某些条款，并且向卖方陈述自
己的条款。还
盘实质上是对原来报盘的部分拒绝。
Counte
r-offer constitutes the main part of
business negotiations. During the
negotiation, many issues will be talked about by
the
sellers and the buyers. So counter-
offers are usually time consuming and may go many
rounds before business is concluded or
dropped.
该词可作动词，也可作名词。
If our offer is not acceptable, please
fax your best counter-offer.
如果不能接受我方报盘，请发传真告知你方最好的还盘。
The price you
counter-
offered
is unreasonable.
你方还盘价格不合理。
Counter-counter offer:
A negative or uncertain reply to a
counter-offer is actually another counter-offer.
Typical
expressions
：
It is impossible for us to
entertain
your counter-
offer.
我们不能考虑接受贵方的还盘
?
（
entertain
vt
.
①
款待
②
使
……
有兴趣
③
考虑）
The price you counter-offered is not
in line with
the
prevailing
market.
贵方还盘与现行市场价格不符
?
（
be in line
with
…
符合；
prevailing
占优势的，普
遍的，盛行的）
This is our
rock-
bottom
price; we can’t make
any further reduc
tion.
<
/p>
这是我方的最低报价
,
我们不能再降价了
?
（
rock-bottom
底层的，最低的）
We
appreciate
your counter-
offer
but
find it too low to
accept.
谢谢贵方还盘但我方觉得太低无法接受
?
We regret to learn that
you have
turned down
our
counter-offer.
遗憾得知贵方已拒绝了我方的还盘
?
Part 2 Letter-writing
Guide
1.
还盘的内容
A counter-offer can be written in the
following structure:
1)
Open the letter by thanking
the recipient for his offer.
2)
Decline the
original offer by
providing the
recipient with detailed and reasonable
reasons.
3)
Put forward the desired business
conditions and try to persuade
the recipient to
accept
them.
4)
Close
the letter by expressing expectations
for a favorable reply.
2.
还盘信中常用的词汇及表达方式
1)
Open the letter by thanking
the recipient for his offer.
①
Thank you for your offer
of...
谢谢贵方
……
的发盘<
/p>
?
②
Many thanks for your
reply to our inquiry for steel furniture.
很感谢贵公司对我方关于钢家具询盘的答复
?
③
Thank you for your prompt
reply and detailed quotation.
感谢您的及时答复
和详
细报价
?
④
Thank you
for the samples you sent in response to our
inquiry of June 8, 2012.
谢谢贵公司对我方
2012
年
6
月
8
日询盘的答复并寄来样品
?
See also Unit
2,3,4 for other expressions.
2)
Expressing regret at
inability to accept
the offer and
giving reasons for non-
acceptance
①
Much to our
regret,
we cannot entertain business at
your price, since it is out of
line
with the prevailing market,
being 20% lower than the average.
很遗憾我们不能考虑按贵方价格成交
,
因为贵
方价格与现时市场不一致
……
②
We are sorry to tell you
that
we cannot take you up on the offer
since the price you
are making is above
the market level here for the quality in question.
很遗憾地通知贵方
,
我方不能接受贵方
报盘
,
因为贵方所要求的价格高于本地同等质
< br>量产品的市场价格水平
?
（
take you up on
…<
/p>
接受你的
……
；
sth./ sb. in question
被谈
论着的
……
）
③
We regret to inform you
that
your offer is unworkable, as some
parcels of Japanese
makes have been
sold here at a much lower price.
很遗憾贵
方报盘无法接受
,
因为这里有几批日本货以低得多的价格出售<
/p>
?
（
unworkable
不可行的，行不通的）
④
We regret to say that
the price you quoted is too high to
work on.
很遗憾
,
贵方
所报价格太高
,
无法进行下去
?
3)
Making a
counter-offer
①
In view of our
long-standing business relationship, we make you
the following
counter-offer.
鉴于我们之间长期的贸易关系
,
特向贵方作如下还盘
?
②
Your price is
on the high side and we have to counter-offer as
follows, subject to your
reply received
by us on or before April 8, 2013.
贵方价
格偏高
,
我们不得不作如下还盘
,
以我方在
2013
年
4
月
8
日或以前收到你方答复
为有效
?
③
Your
competitors are offering considerably lower prices
and unless you can reduce
your
quotations, we shall have to buy elsewhere.
你们竞争对手的报价要低很多
?
除非你们降价
,
否则我们得从他处购买
?
④
Please make us a best possible counter-
offer.
请给我们一个最好的还盘
?
4)
Hoping the counter-offer
will be accepted and there may be an opportunity
to do
business together
①
If you accept
our counter-offer, we will advise
our
customers to buy from you.
如贵方能接受我们的还
盘
,
我们将劝用户向贵方购买
?
②
We hope that you will take our counter-
offer into serious consideration and
reply
very soon.
希望贵方对我们的还盘给予认真的考虑并很快地答复我方
?
③
We hope you
will consider our counter-offer most favorably
and
fax us your
acceptance
as soon as possible.
希望你
们很好地考虑我方还盘并尽快用传真接受
?