外贸函电第二版-Unit-06-还盘和接受

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1Unit6CounterofferandAcceptance6.1Introduction(简介)目的:掌握在接到发盘后,如何撰写还盘和接受的相关信函。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。事实上,还盘既是受盘人对发盘的拒绝,又是受盘人以发盘人的地位提出的新发盘。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。如果受盘人认为能够接受发盘的全部内容和条件,那么就可向发盘人订购商品。这种买方或卖方同意对方在发盘中提出的各项交易条件,并愿意按照这些条件达成交易、订立合同的表示被称为接受(Acceptance),即法律上所称的“承诺”。作为一项有效接受,必须具备以下四项条件:(1)接受只能由受盘人做出。(2)接受必须是无条件的,完全同意发盘中提出的各项交易条件。(3)接受的方式必须符合发盘的要求。(4)接受必须在发盘规定的有效期内做出。5counter-offer还盘,是外贸业务用语,指受盘人对收到的报盘提出修改条件。该词可作动词或名词。Ifourofferisnotacceptable,pleasefaxyourbestcounter-offer.如果不能接受我方报盘,请发传真告知你方最好的还盘。Thepriceyoucounter-offeredisunreasonable.你方还盘价格不合理。6Terms1、还盘CounterOffer2、参考价ReferencePrice3、开盘价OpeningPrice4、收盘Closingoffer5、现行价CurrentPrice,RulingPrice,PrevailingPrice6、合理价格ReasonablePrice7、特殊价格SpecialPrice8、大路货FAQ9、差价PriceDifference,PriceGap10、凭等级买卖SalebyGrade11、凭规格买卖SalebySpecification12、凭标准买卖SalebyStandard7Terms13、品质以卖方样品为准QualityasperSeller’sSample14、品质以买方样品为准QualityasperBuyer’sSample15、公吨MetricTon16、长吨LongTon17、短吨ShortTon18、净重NetWeight19、毛重GrossWeight20、以毛作净GrossforNet21、皮重TareWeight22、竞争性价格CompetitivePrice23、批发价WholesalePrice24、零售价RetailPrice8写信的要点报盘信函收悉抱怨价格太高还盘建议结束9常用句型句型1:对价格的抱怨(1)我们很遗憾告知你方,尽管我们很满意你方产品的质量,但我们认为你方价格偏高。Weregrettoinformyouthatyourpriceisratheronthehighsidethoughweappreciatethegoodqualityofyourproducts.onthehighside(价格)偏高Thenewquotation,Ithink,isstillonthehighside.我认为新的报价仍然偏高。10常用句型Yourpriceistoohigh.你方价格太高。类似的表达方式还有:Yourpriceisabithigh.你方价格有点高。Yourpriceisexcessive.你方价格过高。Yourpriceisratherstiff.你方价格相当高。Yourpriceisprohibitive.你方价格令人望而却步。11常用句型(2)我们很遗憾你方价格与现行价格不符。Weverymuchregretthatyourpriceisoutoflinewiththeprevailingmarket.outofline(with)不合理的,不相符的Shouldyourpricebefoundoutofline,theymayturntoothersfortheirrequirements.如果你方的价格不合理,他们也许会向别人购买。outoflinewith与…不相符,与…脱节Whatyouaskedisquiteoutoflinewiththepresentmarkethere.你方的要求与此地的现行市场行情不符。12tobeinlinewith和……一致,和……相符合tokeepinlinewith与……保持一致ThetermsintheL/Cshouldkeepinlinewiththoseinthecontract.信用证中的条款必须和合同中的条款保持一致。13常用句型(3)尽管我们渴望与你方成交,但我们遗憾地说你方价格不可接受。Althoughwearedesirousofdoingbusinesswithyou,weregrettosaythatyourpriceisunacceptabletous.14常用句型句型2与其他供货商价格相比(1)印度产的商品以大约低于你方10%的价格在本地出售Indianmakeshavebeensoldhereatalevelabout10%lowerthanyours.(2)与其他货源的价格相比,你方的价格比他们的报价几乎高出10%。Whencomparingwiththeothersuppliers’prices,yourpriceisalmost10%higherthantheirs.15常用句型(3)你方的价格比我们从其他货源得到的价格高得多。Yourpricecomparesmuchhigherthanthatwecangetfromelsewhere.16常用句型句型3还盘建议(1)为了促进贸易,我们还盘如下:500吨苹果,每吨600美元成本加保费欧洲主要港口。Tostepuptrade,wecounterofferasfollows:500tonsofApplesatUSD600/tonCIFEMP.(2)由于苹果行市下跌,除非你方能够降价5%,否则无法成交。AsthemarketofApplesisdeclining,thereisnopossibilityofbusinessunlessyoucanreduceyourpriceby5%.17常用句型(3)我们不否认你方产品的质量比印度产品好,但差价绝不可能大于10%,我们还盘是每吨900美元成本加保费运费汉堡。Wedon’tdenythequalityofyourproductsissuperiortothatofIndianmakesbutthedifferenceinpriceshouldinnocasebeasbigas10%.OurcounterofferisUSD900pertonCIFHamburg.18常用句型句型4希望对方能够接受你所提出的还盘的建议Itishopedthatyouwouldseriouslytakeitintoconsiderationandletushaveyourreplyverysoon.希望你方能认真考虑我方的建议并尽快回复。takesthintoconsideration考虑6.3SpecimenLetters(样函)Letter1:OfferDearSirs,WeacknowledgewiththanksthereceiptofyourinquiryofSep5,andarepleasedtomakeyouanofferregardingourChanghongcolorTVsetsinthesizeyourequired.Allsizescanbesuppliedbythebeginningofnextmonthsubjecttoourreceivingyourorder.ThepriceforChanghongBrandcolorTVsetinch34isUSD450eachatCIFCopenhagen.Ourpriceisverycompetitivefor1othergoodqualityTVsets.Welookforwardtoreceivingyourlargenumberoforder2.Trulyyours,FredJacksonbecompetitivefor和…相比具有竞争力的bulkorder大宗订单大批订货Letter2:Counter-offerDearSirs,WearegladtohavereceivedyourletterofSep18offeringusChanghongBrandcolorTVsetsinch34atCIFCopenhagenUSD450perset.Inreply,weregrettoinformyouthatyourpriceistoohigh.MarketinformationtellsusthatsomeJapanesecolorTVsetshavebeensoldhereatalevelabout30%lowerthanyours.WedonotdenythequalityofChanghongBrandcolorTVsets,butthedifferenceinpriceisawidegap3.Tostepupthetrade4,wecounter-offeryou10thousandChanghongBrandcolorTVsetsinch34atCIFCopenhagenUSD300perset.Itishopedthatyouwouldseriouslytakeitintoconsideration5andletushaveyourreplyverysoon.Sincerelyyours,XianjinPengregretthatregrettodosthregretbeingunabletosb.beregretfulthatsth.beregrettablethatwithregret遗憾地e.g.目前,我们不能介绍新的订单,为此表示遗憾。Atpresent,wecannotacceptneworders,forwhichweexpressourregret.使我们遗憾的是,我们认为你方价格不实际。Muchtoourregret,wefoundyourpricenottoberealistic.leveln.price水平,情况e.g.我们已与你地其他买主按我们的价格成交了业务。We’veconcludedbusinesswithotherbuyersinyourareaatourlevel.to…level达到……水平(情况)marketlevel市场行情e.g.我们遗憾的说,你方报来的铁钉价格完全与我地市场行情不一致。Weregrettosaythatthepriceofironnailsyouofferiscompletelyoutoflinewithourmarketlevel.ofhighquality优质的high可以由good,fine,superior,better取代(反义词:bad,low,inferior,worse)e.g.我们可供应优质的羊毛。Wecansupplywoolsofhighquality.我们可供应的羊毛质量很好。Woolswesuppliedareofhighquality.build:普通用词,含义广泛,可指一切具体或抽象的建造或建立。construct: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