发盘还盘范文

操作五：拟写还盘函经仔细核算后，写出还盘信，具体要求如下：1阐述我方报价理由；2竞争应以质取胜，而非低价竞销。并说明理由；3鉴于对方提出的问题有一定道理，特在价格上给予一定的减让，已弥补对方在开拓市场、广告促销等方面的开支和费用。但订货数量必须至少为两个40'集装箱（整箱）。4有关付款方式，因本公司惯例为即期信用证付款，暂无法接受赊帐.但为了开拓市场，并本着高度诚意，特同意采用45天远期信用证付款方式。当双方建立巩固的关系后,可以酌情考虑其他灵活的方式。信函日期：2003年3月22日参考答案操作五：还盘参考双城（集团）国际贸易公司TWINSCITYGROUPINT'LTRADECORP.地址：中国上海中山西路1271号ADDR：SUITE508,CONCHBUILDING海螺大厦508室1271ZHONGSHANRD(W)SHANGHAI,CHINA电话：86-21-62193941TEL：[phone]传真：86-21-62193977FAX：[phone]TO:N.V.NOMDATE:March22,2003DEARSIRS,WehavereceivedyourmaildatedMarch17,2003andaregladtohearthatyouaresatisfiedwithourproducts.WehavestatedinourpreviousletterthatourproductsarespeciallydesignedforEuropeanmarket.Asyoumayaware,travellinginsparetimesbecomesmoreandmorepopularinEurope.Peoplegoforanoutingduringweekendstoenjoythebeautifulsceneryofthenature.Ourgardenfacilitiescannotonlybeputingardensandpublicplaces,butalsocanbedisassembledandputinthecar.Justthinkafamilysittingaroundwithgreengrassblueskyandwhitecloudsasbackground,whatanicepictureitwillbe.Sowethinkyoualsoagreethatourproductswillbewarmwelcomedbyyourcustomers.Andourpricesaresurelynothighcomparedwiththepurchasingpowerofyourmarket.Chineseproductsarenolongermeaninglowerprice.Theadvantagesofourproductsareattractivedesign,highqualityandreasonableprices.AsweareapplyingfortheEuropeanpatent,itmeansthatonlyourcompanycanusethetechniquetoproduce.Itwillincreaseourcompetingabilityinthemarket,alsoitwillbeagreatchanceforyouasanimporterordistributor.Therefore,yoursituationiswellunderstood.Wereallywanttohelpyou,sowedecidedtomakesomedeductiononthepriceforyourtrialorder,undertheconditionthatthemin.quantityshouldberaised.ThenewpricesareDS-1-A@US$59.60andDS-2@US$106.50CIFC5ROTTERDAMforone40'containerofeach.ForAS-2andAS-1,themin.quantityremains20'FCLforeachart.no.,andthepricesareUS$30.70andUS$3.90CIFC5ROTTERDAMrespectively.Asforthetermsofpayment,sightL/Cisourusualpractice,Weprobablycan'tacceptO/A.Onlywhenwehaveestablishedasteadybusinessrelation,canotherterms,asD/P,D/A,orevenO/Acanbeused.HowaboutL/Cat45dayssight?YouwillunderstandthatwehardlydobusinessonusanceL/Cwithnewclients.Wegiveyouthisfavorabletermjusttoshowourhighsincerity.Wehopeitwillpavethewayofourbusiness,andhelpyoutointroduceourproductstoyourmarket.Awaityourearlyreply.Yoursfaithfully,TWINSCITYGROUPINT'TRADECORP.XXX1、确认对方来函WearegladtoreceiveyourletterofMarch22butsorrytolearnthatyourcustomersfindourquotationtoohigh.Astalkedwiththemanufacturer,weacceptyourcounter-offer.ThankyouforyourfaxofMarch19.Weregrettosaythatwearenotagreeyourpoint,butforourrelationshipwewillacceptyourcounteroffer.2、强调原报价的合理性Asbusinesshasbeendoneextensivelyinyourmarketatthisprice,weregrettosaywecannotmakefurtherconcession.Wefeelthatyourcounterofferisnotproperbecausethepriceforsuchmaterialisontheincreaseatpresent.Webelieveourpricesarequiterealistic;itisimpossiblethatanyothersupplierscanunder-quoteusiftheirproductsareasgoodasoursinquality.3、提出我方条件，并催促对方行动However,inordertodevelopourmarketinyourplace,wehavedecidedtoacceptyourcounterofferasanexceptionalcase.Inordertoassistyoutocompetewithotherdealersinthemarket,wehavedecidedtoreduce2%ofthepricequotedtoyouinthepreviousletter,ifyourorderreaches5000setsatonetime.Owingtothegreatdemandfortheproduct,thisofferisvalidonlyfor5days.