国际商务信函写作英文版Unit5QuotationsOffersandCounteroffers.pptx
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1、Quotations,Offers and Counter-offersUnit 5Main ContentsReviewReviewNew LectureNew LectureSummarySummaryPhrasesQuetionsDeclining an OfferConditional Acceptance of An Offer GlossaryExercisesEntire Acceptance ReviewQuestions:1.What is an offer?2.What the differences between a firm offer and a non-firm
2、offer?An offer is the expression of the wish of the seller to sell particular goods under stated terms,including quantity,prices,shipment,terms of payment,etc.It usually follows an inquiry that is either written or oral.firm offer实盘:an offer,usu.in written form,which states it may not be withdrawn,r
3、evoked,or amended for a specific period of time.non-firm offer虚盘:an offer which is not binding upon the sellers and the details of the offer may change in certain situations.Translate the following phrases from English to Chinese or vice versa1.acknowledge receipt of 2.as per 3.a trial order 4.final
4、 confirmation5.make sb.a firm offer 6.margin of profits7.以为准/为条件 8.即期装运9.由卖方选择 10.保兑信用证New Lecture:Counter-OfferObjectives:After this lesson you will:1.Understand different kinds of counter-offers.Understand different kinds of counter-offers.2.Be able to translate and make counter-offers.Be able to
5、translate and make counter-offers.3.Be able to utilize useful words&expressionsBe able to utilize useful words&expressions.What is a counter-offer?Definition:Counter offer is also called a new offer.Namely,When an offeree has received an offer,he disagrees or does not agree totally the conditions pu
6、t formed in the offer.In order to consult farther,the offeree proposes the suggestions to amend or alter some terms of the offer.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。一方在接到另一方报盘以后,对报盘提出更改的内容可包括:降低价格、改变购货数量、改变支付方式
7、、改变交货期等。Therefore,a counter-offer is defined as“A new offer made as a reply to an offer received from another party in a negotiation”.In this case,the original offer is invalid,and the counter-offer becomes a new offer now.事实上,还盘既是受盘人对发盘的某种拒绝,又是受盘人以发盘人的地位提出的新发盘。三类还盘三类还盘在所有交易条件中,价格可以说是进出口双方都最为密切关注的。大
8、多数还盘都是针对价格过高所作的还盘。在发价人(offeror)发盘后,往往被发价人(offeree)会就价格进行还盘。这时被发价人(offeree)通常有着三种态度:一是坚持自己的原定价格,即拒绝对方提的价格;二是针对对方的价格进行还价,或是有条件地接受对方的价格;三是完全接受对方的价格,合同即告成立。Catagories:Counter-offerDecline an Offer(完全拒绝)Conditional Acceptance of An Offer(部分拒绝、还价)Entire Acceptance(完全接受承诺)交易可以多次还盘与反还盘Counter-offers may be
9、made more than once before a transaction is concluded.There is no time limit for the counter-offer and this bargain process could go on until a contract is concluded.If no promise can be reached,the negotiation is dropped when one of the parties gives it up.还盘可以在双方之间反复进行,还盘的内容通常仅陈述需变更或增添的条件,对双方同意的交易
10、条件毋需重复.在国际贸易中,往往经过多次的还盘、反还盘,才最终达成协议。A letter of a counter-offer usually covers the following points:uAcknowledge the receipt of the offer and express thanksuExpress regret at the offerees inability to acceptuForward new concrete terms and conditionsuExpress hopes for a mutually beneficial cooperatio
11、n 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。Writing Skills(还盘写作技巧)还盘信函的写作步骤及常见表达方式:还盘信函的写作步骤及常见表达方式:写作步骤写作步骤 表达方式表达方式(1)对发盘人的报价表示感谢 Thank you for your prompt reply and detailed quotation.(我们感谢您的及时答复和详细报价。)
12、Thank you for the samples you sent in response to our enquiry of 8 June.(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 We are sorry to tell you that we cannot take you up on the offer as the price you are asking is above the market level here for the quality in question.(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
13、等质量产品的市场价格水平。)I should like to point out that your choice in color and pattern is very limited and that the shades that are now fashionable are missing.(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 May we suggest that you could perhaps make some allowance on your quoted prices that would help
14、 to introduce your goods on this market.(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。)I regret that your terms are unsatisfactory and unless you can amend those terms we shall have to place our order elsewhere.(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 It is hoped that you would seriously
15、 take it into consideration and let us have your reply very soon.(希望你方能认真考虑我方的建议并尽快回复。)We hope you will consider our counter-offer most favorable,and fax us acceptance at your early convenience.(希望你方考虑我方的还盘,并尽早发传真表示接受。)Section 1 Declining an Offer 受盘人明确表示拒绝接受一项报盘,即该报盘失效。如果拒绝对方的报盘,应写信回复,首先感谢卖方的报盘,其次对
16、不能接受报盘表示遗憾,并称述不能接受的理由,最后提出将来合作的机会,以示礼貌。Sample Letter 1 Dear Sir or Madam,Many thanks for your offer of March 8 for 3000 pieces of cotton underwear,but we regret we find it very difficult to comply with.As your prices appear to be on the high side,we are sorry to being unable to promote the sales of
17、your products in our region.We have to point out that manufacturers in other countries,like Indonesia,are actually lowering their prices according to a market survey carried out by us recently.We suggest that you could perhaps make some allowance on your quoted prices that would help to introduce yo
18、ur goods to our customers.If you cannot do so,then we have to regretfully decline your offer.Yours faithfully,XXX Sample Letter 2 Dear Sir or Madam,We take pleasure in receiving your letter of May 13,informing us that you intend to place a repeat order with us for 3000 sets of washing machines.While
19、 we appreciate your intention,we are regretful that we cannot provide the kind of articles to you at present,owing to heavy demand for the goods both at home and abroad.However,we will keep your bid before us and,as soon as we are in a position to accept new orders,we will contact you with the least
20、 possible delay.Yours faithfully,XXX Language Points 11.regret v.抱歉、惋惜、遗憾 regret n.抱歉、遗憾 e.g.We regret being unable to comply with your request.=We regret that we are unable to comply with your request.=We very much regret out inability to comply with your request.很抱歉,我们无法满足你方的要求。e.g.Much to our reg
21、ret,we are not in a position to supply goods you requested at present.很遗憾,我方目前无法提供你们所需要的货物。ply with 和相符,符合 e.g.Complying with your request,we are making you the following offer.应贵方要求,我们按以下条款向贵方报盘。3.be on the high side e.g.Your prices are on rather high side compared with other same lines.你方产品与同类产品相比
22、价格偏高。4.market survey 市场调查 e.g.Our market survey informs us that you are interested in the import of machinery.根据我方的市场调查得知,贵公司对进口机器颇感兴趣。5.decline v.谢绝,拒绝,语气比refuse 委婉些。e.g.We have to decline orders because of shortage of raw materials.由于原料缺乏,我们只得谢绝订单了。e.g.The demand for air-conditioners begins to dec
23、line.对空调的需求开始下降。Language Points 21.inform v.通知、告知 e.g.We shall inform you of the market situation later.我们随后将告知您市场行情。They inform us that the L/C has been opened.他们通知我们已开立信用证。2.intend v.打算、意欲 e.g.What do you intend to buy at the market?你们想在市场上购买什么?We intend that an enquiry for bicycles shall be sent
24、to the manufacturers in Japan.我们打算把自行车的询盘发给日本生产商。3.a repeat order 续订订单、再次订货 e.g.We have pleasure in enclosing here with a repeat order as follows.兹随函寄上我方继续订购的物品如下。Please forward to our address a repeat order of our latest order.请按照我公司上次的订单,再次订购物品。4.owe to sth.因为某原因 e.g.Owing to unusual shortage of s
25、tock,this offer is made,subject to the goods being unsold.由于异常的库存短缺,此报盘以未出售前为准。5.in a position to 能够、可以 e.g.We are in a position to accept a special order.我们能够接受特殊订货。We are not in a position to entertain your claim.我们不能接受你们提出的索赔要求。Section 2 Conditional Acceptance of An Offer 受盘人在接到发盘后,不能完全同意发盘的内容,但有
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- 国际 商务 信函 写作 英文 Unit5QuotationsOffersandCounteroffers
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