Unit-06-还盘和接受-商务信函的写作--外贸函电课件.ppt

Unit 6 Counter-offers and AcceptanceUnit 6 Counter-offers and Acceptance还盘和接受还盘和接受还盘和接受还盘和接受6.1 Introduction6.1 Introduction（简介）（简介）（简介）（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。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 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 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。）6.3 Specimen Letters6.3 Specimen Letters（样函）（样函）（样函）（样函）Letter 1：OfferDear Sirs,We acknowledge with thanks the receipt of your inquiry of Sep 5,and are pleased to make you an offer regarding our Changhong color TV sets in the size you required.All sizes can be supplied by the beginning of next month subject to our receiving your order.The price for Changhong Brand color TV set inch 34 is USD450 each at CIF Copenhagen.Our price is very competitive for other good quality TV sets.We look forward to receiving your large number of order.Truly yours,Fred JacksonLetter 3：AcceptanceDear Sirs,We have received your letter of October 2.It is regretful for us to see that you cut down the price of our Changhong Brand color TV sets too sharp,but regarding our long term of business relationship,we decide to accept your counter-offer on condition that cash must be paid within three months of date of delivery,or subject to 5%discount if paid within one month.Sincerely yours,Ping WangLetter 4：A firm offerDear Sirs,We thank you for your letter dated June 25 covering our Jinling Brand automatic washing machine inquiry.Jinling Brand is one of the best known trade marks in China.It can run 15 000 times continuously without any breakdown.It first passed through the recognition of Americas UL and the qualities have kept the first for 5 years in succession.Complying with your request,we take a pleasure to make you a firm offer Jinling Brand automatic washing machine USD120 per machine FOB Guangzhou,inclusive of your 5%commission.Your reply must reach us before 12 a.m.July 25 our time and subject to our final confirmation.Letter 5：A counter-offerDear Sirs,We are in possession of your letter July 5 offering us Jinling Brand automatic washing machine USD120 per machine FOB Guangzhou inclusive of our 5%commission.While appreciating the quality of your lines,we made a careful study of your offer.We find your prices are too high to be acceptable.In fact,the cost of raw materials has not soared in the past three months.6.4 Focal Words6.4 Focal Words（焦点词汇）（焦点词汇）（焦点词汇）（焦点词汇）acceptvt.接受（邀请、报价等）；承认，同意；承兑（票据）接受（邀请、报价等）；承认，同意；承兑（票据）We cannot accept your price.We accept that we have no alternative but to replace the damaged parts.We request you to accept the draft drawn on you.acceptable:adj.可接受的，合意的可接受的，合意的The quality is acceptable,but the time of shipment is not.We shall place a large order for mens shirts with you,if the time of delivery is acceptable to us.acceptance:n.接受；接受；(票据等的票据等的)承兑，经承兑的汇票承兑，经承兑的汇票This time we allow you a big discount,and recommend your immediate acceptance.We shall present the draft for acceptance.executevt.执行；签署执行；签署(单证，契约等单证，契约等)We always do our best to execute our contracts to the full.In witness whereof,the parties hereto have caused this contract to be executed in duplicate by their duly authorized representatives.execution:n.执行；签署执行；签署We hope that you will promptly accept our order and make your usual careful execution.Party A shall,within 30 days of the execution of this agreement,provide Party B with the list mentioned below.ordern.订单，订货，定购；命令；汇票；定购订单，订货，定购；命令；汇票；定购(货物货物)We hope you can give us an order soon.We shall immediately give orders to the factory for the consignment to be prepared.We suggest that for this trial order,you let us have a demand draft or a postal money order.vt.贮存，备货贮存，备货We have a large tailoring department and would like to stock a new type of material.stockvi.备货备货We advise you to stock up while supplies are available.adj.库存的库存的Stock offers are a touch-and-go kind of things.n.现货，存货现货，存货in stockout of stockThese are the only stocks available.6.5 Useful Sentences6.5 Useful Sentences（实用语句）（实用语句）（实用语句）（实用语句）1.We would very much like to place orders with you if you could bring down your price at least by 20%.Otherwise we shall switch our requirements to other suppliers.2.You will be interested to hear that we can offer a further supply of the best quality products at the lowest price.3.We regret being unable to make use of these goods as the price you offer is above the market level here.4.Our requirements are now fully covered for some time to come,and we therefore greatly regret that we have to cancel our order with you.5.If a substantial reduction can be expected,we could reconsider your revised quotation.6.We would remind you that the firm offer made by us last week is valid for one month from the date of our last letter.