國際商務(wù)信函寫作 ppt董曉波主編課件unit5quotations offersand counter offers

1、,,Unit 5,Main Contents,Review,,New Lecture,Summary,Phrases,Quetions,Declining an Offer,Conditional Acceptance of An Offer,Glossary,Exercises,Entire Acceptance,Review,Questions:1. What is an offer?2. What the differen

2、ces between a firm offer and a non-firm 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 fo

3、llows an inquiry that is either written or oral.,,firm offer實(shí)盤: an offer, usu. in written form, which states it may not be withdrawn, revoked, or amended for a specific period of time. non-firm offer虛盤: an offer whic

4、h 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 versa,1. acknowledge receipt of 2. as per 3. a tria

5、l order 4. final confirmation5. make sb. a firm offer 6. margin of profits7. 以…為準(zhǔn)/為條件 8. 即期裝運(yùn)9. 由賣方選擇 10. 保兌信用證,New Lecture: Coun

6、ter-Offer,Objectives: After this lesson you will:Understand different kinds of counter- offers.Be able to translate and make counter- offers.Be able to utilize useful words & expressions.,What is a counter-offe

7、r?,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 put formed in the offer. In order to consult farther, the offe

8、ree proposes the suggestions to amend or alter some terms of the offer.,,在接到發(fā)盤后，受盤人必須對報盤內(nèi)容進(jìn)行認(rèn)真研究。如果發(fā)盤人認(rèn)為發(fā)盤價格難以接受或?qū)ζ渌麠l件不滿意，既可以拒絕接受，也可以向發(fā)盤人提出建議，要求對發(fā)盤內(nèi)容進(jìn)行修改。這種受盤人對發(fā)盤內(nèi)容進(jìn)行變更的表示被稱為還盤（Counter-offer），也被稱為還價。一方在接到另一方報盤以后，對報盤提出更改的

9、內(nèi)容可包括：降低價格、改變購貨數(shù)量、改變支付方式、 改變交貨期等。,,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 cou

10、nter-offer becomes a new offer now. 事實(shí)上，還盤既是受盤人對發(fā)盤的某種拒絕，又是受盤人以發(fā)盤人的地位提出的新發(fā)盤。,三類還盤,在所有交易條件中，價格可以說是進(jìn)出口雙方都最為密切關(guān)注的。大多數(shù)還盤都是針對價格過高所作的還盤。在發(fā)價人（offeror)發(fā)盤后，往往被發(fā)價人（offeree）會就價格進(jìn)行還盤。這時被發(fā)價人（offeree）通常有著三種態(tài)度：一是堅(jiān)持自己的原定價格，即拒絕對方提的價格；二是針

11、對對方的價格進(jìn)行還價，或是有條件地接受對方的價格；三是完全接受對方的價格，合同即告成立。,Catagories:,,Counter-offer,Decline an Offer(完全拒絕),Conditional Acceptance of An Offer（部分拒絕、還價）,Entire Acceptance（完全接受[承諾]）,,,,交易可以多次還盤與反還盤,Counter-offers may be made more than

12、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 o

13、f the parties gives it up.,,還盤可以在雙方之間反復(fù)進(jìn)行，還盤的內(nèi)容通常僅陳述需變更或增添的條件，對雙方同意的交易條件毋需重復(fù).在國際貿(mào)易中，往往經(jīng)過多次的還盤、反還盤，才最終達(dá)成協(xié)議。,,A letter of a counter-offer usually covers the following points:Acknowledge the receipt of the offer and expr

14、ess thanksExpress regret at the offeree’s inability to acceptForward new concrete terms and conditionsExpress hopes for a mutually beneficial cooperation,,還盤信函的寫作應(yīng)十分小心，雙方要本著珍視友誼和未來交易機(jī)會的態(tài)度。還盤信函應(yīng)包含以下內(nèi)容：（1）對發(fā)盤人的發(fā)盤表示感謝。

15、（2）對由于某種原因無法接受發(fā)盤表示遺憾，同時解釋原因。（3）對還盤的內(nèi)容也就是己方所希望的交易條件提出建議。（4）希望對方能夠接受己方所提出的還盤建議。,Writing Skills（還盤寫作技巧）,還盤信函的寫作步驟及常見表達(dá)方式：,Section 1 Declining an Offer,受盤人明確表示拒絕接受一項(xiàng)報盤，即該報盤失效。如果拒絕對方的報盤，應(yīng)寫信回復(fù)，首先感謝賣方的報盤，其次對不能接受報盤表示遺憾，并稱述不

16、能接受的理由，最后提出將來合作的機(jī)會，以示禮貌。,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

17、to be on the high side, we are sorry to being unable to promote the sales of your products in our region. We have to point out that manufacturers in other countries, like Indonesia, are actually lowering their prices acc

18、ording 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 your goods to our customers. If you cannot do so, then we ha

19、ve 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

20、for 3000 sets of washing machines. While 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.,,How

21、ever，we will keep your bid before us and, as soon as we are in a position to⑤ accept new orders, we will contact you with the least possible delay. Yours faithfully, XXX,Language Points 1,1. regret v. 抱歉、惋惜、遺憾

22、 regret n. 抱歉、遺憾 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 requ

23、est. 很抱歉，我們無法滿足你方的要求。 e.g. Much to our regret, we are not in a position to supply goods you requested at present. 很遺憾，我方目前無法提供你們所需要的貨物。2. comply with 和…相符，符合 e.g. Complying with

24、 your request, we are making you the following offer. 應(yīng)貴方要求，我們按以下條款向貴方報盤。,,3. be on the high side e.g. Your prices are on rather high side compared with other same lines. 你方產(chǎn)品與同類產(chǎn)品相比價格偏高。4. market survey

25、 市場調(diào)查 e.g. Our market survey informs us that you are interested in the import of machinery. 根據(jù)我方的市場調(diào)查得知，貴公司對進(jìn)口機(jī)器頗感興趣。5. decline v. 謝絕，拒絕，語氣比refuse 委婉些。 e.g. We have to decline orders because of shortage

26、of raw materials. 由于原料缺乏，我們只得謝絕訂單了。 e.g. The demand for air-conditioners begins to decline. 對空調(diào)的需求開始下降。,Language Points 2,1. inform v. 通知、告知 e.g. We shall inform you of the market situation later.

27、 我們隨后將告知您市場行情。 They inform us that the L/C has been opened. 他們通知我們已開立信用證。2. intend v.打算、意欲 e.g. What do you intend to buy at the market? 你們想在市場上購買什么？ We intend that an enquiry for bicycles shal

28、l be sent to the manufacturers in Japan. 我們打算把自行車的詢盤發(fā)給日本生產(chǎn)商。,,3. a repeat order 續(xù)訂訂單、再次訂貨 e.g. We have pleasure in enclosing here with a repeat order as follows. 茲隨函寄上我方繼續(xù)訂購的物品如下。 Please forwar

29、d to our address a repeat order of our latest order. 請按照我公司上次的訂單，再次訂購物品。4. owe to sth. 因?yàn)槟吃?e.g. Owing to unusual shortage of stock, this offer is made, subject to the goods being unsold. 由于異

30、常的庫存短缺，此報盤以未出售前為準(zhǔn)。5. in a position to 能夠、可以 e.g. We are in a position to accept a special order. 我們能夠接受特殊訂貨。 We are not in a position to entertain your claim. 我們不能接受你們提出的索賠要求。,Section 2 Condi

31、tional Acceptance of An Offer,受盤人在接到發(fā)盤后，不能完全同意發(fā)盤的內(nèi)容，但有意愿進(jìn)一步磋商交易，對發(fā)盤提出修改意見，用口頭或書面形式表示出來，就構(gòu)成提出修改條件還盤。 此類還盤指接盤人對所接發(fā)盤表示部分接受，但要求對其內(nèi)容作出更改。條件附加的還盤實(shí)質(zhì)上構(gòu)成對原發(fā)盤的某種程度的拒絕，也是接盤人以發(fā)盤人地位所提出的新發(fā)盤。因此 ，一經(jīng)還盤，原發(fā)盤即失效，新發(fā)盤取代它成為交易談判的基礎(chǔ)。,Sample Le

32、tter 1,Dear Sir or Madam, We wish to thank you for your letter of July 20, offering us 3,500 sets of microwave ovens at $ 600 per set CIF C3% New York on usual terms. Although we are in urgent need of such product,

33、 we are unable to entertain your offer as your price is obviously out of line with the prevailing market level. Your quoted price will deprive us of any profit. Should you be prepared to reduce your price by, say 8%, we

34、might come to terms.,,In view of our long business relations, we make you such a counter-offer. We hope you will consider it favorably and email us acceptance at your earliest convenience. Yours faithfully, XX

35、X,Sample Letter 2,Dear Sir or Madam， We thank you for your letter of the 19th inst. and for the illustrated catalogue and price list you very kindly sent us. We appreciate the good quality of your silk blouses, bu

36、t unfortunately our end-users here find your prices on rather high side. Actually, we have received quotations at a much lower price than you quoted us.,,May we suggest that you make some allowance that would help to pus

37、h the sales of your goods in our market. Considering our long-standing mutual relationship, let’s meet half way. As the market is declining now, we hope our counter-offer will be acceptable to you and look forward to

38、 your reply. Yours faithfully, XXX,Sample Letter 3,Dear Sir or Madam， We wish to refer to your letter of July 9 offering us 6,000 pairs of leather shoes at US& 299 per pair FOB Guangzhou under usual terms.

39、 Much to our regret, your time of shipment is too late to accept as we need the goods urgently to complete delivery to our customers.,,If you can’t see way clear to ensure that the goods will be shipped by direct steam

40、er and reach us in time for the selling season, we are afraid that we will have no choice but to cover our requirement elsewhere. We await with keen interest your favorable reply. Yours faithfully, XXX,Language

41、 Points 1,1. on usual terms e.g. We’d like to place an order on usual terms. 我方愿按慣常條款訂購。2. entertain v. 準(zhǔn)備考慮(接受) e.g. They would not entertain any price higher than $350 per metricton. 他們對高于每公噸3

42、50美元的價格不予考慮。 We cannot entertain your suggestion because it does not seem workable. 我們無法接受你們的建議，因?yàn)榭尚行圆粡?qiáng)。3. out of line with 與…脫節(jié)、不一致 e.g. The price you asked is quite out of line with the pres

43、ent market here. 你方的要價與此地的現(xiàn)行市場行情不符。 e.g. Our quotation is in line with the price in the international market. 我們的報價是符合國際市場價格的。,,4. prevailing adj. 流行的，盛行的 prevailing market level 現(xiàn)行市

44、價 e.g. We regret to say that your quotation is out of line with the prevailing market level at this end. 很遺憾，你方報價與本地市場行情不一致。5. say 指“比方說、即是說” e.g. …say 10% on your quoted price ……比方說在你方

45、報價的基礎(chǔ)上折讓10%6. come to terms 達(dá)成交易，談妥條件 e.g. We are trying to come to terms with you. 我們試圖與你方達(dá)成交易。 In order to conclude the business, we may make some concessions. 為了成交，我們可以做些讓步。,Language Points

46、 2,1. the 19th inst. 本月19日 Inst.是instant的縮寫，指“本月”。2. end-user n. 最終客戶，用戶 e.g. Our end-users will not accept your price as it is out of line with the local prevailing market. 我方用戶不會接受你方的報價，因?yàn)樵搱髢r與本地現(xiàn)行市場行情不

47、一致。3. at a much lower price than 以比…低得多的價格 表達(dá)“以…價格”時，一般用介詞at e.g. at the price of RMB500 per ton. 以每噸500元的價格 We can’t conclude business at your price. 我們不能按你方價格成交。,,4. push the sales

48、 of 推銷…, 后接商品名稱 e.g. We shall do our best to push the sales of your new products in our country. 我們將在我國盡力推銷你方的新產(chǎn)品。5. meet sb. half way 各讓一半，折中處理 e.g. In view of your business amount, we would mee

49、t you half way as a special offer. 考慮到你們的交易金額，我們愿意折中處理。 After repeated efforts, they agreed to meet each other half way. 經(jīng)再三努力，他們同意各讓一半。,Language Points 3,1. under usual terms 按慣常條款 e.g. We shall apprecia

50、te it very much if you will agree to supply us with the following goods under usual terms. 如同意按慣常條款向我們供應(yīng)下列貨物，我們 將不勝感激。2. see one’s way (clear ) to 設(shè)法（做某事） e.g. We trust you will see your way (clear) to send

51、us the replacement goods in October. 相信你方能設(shè)法在10月將替換的貨物發(fā)給我們。,,3. ensure vt. 確保、保證 e.g. Please open the L/C immediately to ensure prompt delivery of the goods. 請盡快開證以確保及時交貨。4. with keen interest 殷切地

52、 e.g. We await with keen interest your comments on our new design. 殷切等候你方對我新款的意見。 We look forward with keen interest to establishing friendly business relation with you. 我們殷切地希望與你方建立友好的業(yè)務(wù)關(guān)系。,Secti

53、on 3 Entire Acceptance,如果受盤人認(rèn)為能夠接受發(fā)盤的全部內(nèi)容和條件，那么就可向發(fā)盤人訂購商品。這種買方或賣方同意對方在發(fā)盤中提出的各項(xiàng)交易條件，并愿意按照這些條件達(dá)成交易、訂立合同的表示被稱為接受（Acceptance），即法律上所稱的“承諾”。,,作為一項(xiàng)有效接受，必須具備以下四項(xiàng)條件：（1）接受只能由受盤人做出。（2）接受必須是無條件的，完全同意發(fā)盤中提出的 各項(xiàng)交易條件。（3）接受的方式必須符

54、合發(fā)盤的要求。（4）接受必須在發(fā)盤規(guī)定的有效期內(nèi)做出。,Sample Letter 1,Dear Sir or Madam， Thank you for your email of April 14 for sports shoes. All these items are in stock, and we can guarantee shipment to New York well before May 31. As

55、requested, we will inform you the date of dispatch immediately upon completing shipment.,,We enclose herewith our Sales Confirmation No.865 in duplicate, of which one copy is to be counter-signed and returned for our fil

56、e. Yours faithfully, XXX,Sample Letter 2,Dear Sir or Madam, We have received your letter of October 15th, 2009. After due consideration, we have pleasure in confirming the following offer and accepting it:

57、 1. Commodity: Superior mung bean2. Quantity: 3,000 metric tons3. Price: RMB 500 per metric ton, CAF London4. Packing: in ordinary gunny bag,,5. Shipment: to be made in three equal monthly installments, beginning fr

58、om November, 2009.6. Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment Although the current market price is a little bit higher, we accept the offer on

59、the terms as before with a view to encouraging business. We hope the goods will turn out to be your entire satisfaction and await your order from you. Yours faithfully, XXX,Language Points 1,1. stock n. 存貨、現(xiàn)貨、

60、庫存品 adj. 庫存的 e.g. We have a large stock of wool. 我們有大批羊毛存貨。 They can supply fertilizers from stock. 他們可現(xiàn)貨提供化肥。 The color TV sets you enquired is in stock/ out of stock.

61、 你方詢價的彩電有現(xiàn)貨/無貨。2. guarantee v. 保證、擔(dān)保 n. 保證、保證書 e.g. We guarantee to deliver within a week. 我們保證一周內(nèi)送到。 Can you give me your guarantee that the goods will be delivered before Friday？ 你能

62、給我保證這批貨在星期五之前交貨？,,3. dispatch n./v. 發(fā)送 e.g. We write to advise you of the dispatch of the goods on your order of Monday’s date. 我們寫信通知你，你周一訂購的貨物已發(fā)送。4. Sales Confirmation 銷售/售貨確認(rèn)書 e.g. In international

63、trade, a sales confirmation is a document regarded as a contract. 在國際貿(mào)易中，收獲確認(rèn)書可作為合同的憑證。,Language Points 2,due adj. 適當(dāng)?shù)摹⑦m宜的 due to 由于某人/某事 e.g. His success is largely due to his efforts. 他的成功在很

64、大程度上是由于他的努力。2. current adj. 目前的，當(dāng)前的 e.g. Can I open a current account here? 我能否在這兒開個活期存款賬戶？ The current financial situation is changeable. 金融時局變幻莫測。,,3. with a view to doing sth 有做某事的打算

65、或希望 e.g. We make this special offer with a view to strengthening our friendly cooperative relations. 我們特報此盤以加強(qiáng)雙方友好的合作關(guān)系。4. turn out 結(jié)果是、原來是 e.g. Things didn’t turn out like that. 情況并不屬

66、實(shí)。 It’s bound to turn out right. 結(jié)果一定不會錯。,Summary,Glossaryon your terms 按照你方條款 come to business 達(dá)成交易 see one’s way to 設(shè)法做某事an item of business 營業(yè)項(xiàng)目measure up to 符合、達(dá)到direct one’s attent

67、ion to sth. 使某人著眼于such being the case 情況既然是這樣,,price ratio 比價extra price 附加價cut …to the bottom 大大削減step up the trade 促進(jìn)貿(mào)易 brisk market 活躍的市場 down payment 現(xiàn)付in good time 及時lay in a stock 儲備存貨,Exercis

68、es,1. As we have quoted you our rock-bottom price, we regret that we are unable to _____ any counter-offer. A. receive B. accept C. entertain D. take2. Information indicates that some similar products _____