发盘还盘范文(共5页).doc

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1、精选优质文档-倾情为你奉上操作五：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TWINS CIT

2、Y GROUP INTL TRADE CORP.地址：中国上海中山西路1271号 ADDR：SUITE 508,CONCH BUILDING 海螺大厦508室 1271 ZHONGSHAN RD(W) SHANGHAI, CHINA电话：86-21- TEL：86-21-传真：86-21- FAX：86-21-TO: N.V. NOMDATE: March 22, 2003DEAR SIRS,We have received your mail dated March 17, 2003 and are glad to hear that you are satisfied with our p

3、roducts.We have stated in our previous letter that our products are specially designed for European market. As you may aware, travelling in spare times becomes more and more popular in Europe. People go for an outing during weekends to enjoy the beautiful scenery of the nature. Our garden facilities

4、 can not only be put in gardens and public places, but also can be disassembled and put in the car. Just think a family sitting around with green grass blue sky and white clouds as back ground, what a nice picture it will be. So we think you also agree that our products will be warm welcomed by your

5、 customers. And our prices are surely not high compared with the purchasing power of your market.Chinese products are no longer meaning lower price. The advantages of our products are attractive design, high quality and reasonable prices. As we are applying for the European patent, it means that onl

6、y our company can use the technique to produce. It will increase our competing ability in the market, also it will be a great chance for you as an importer or distributor.Therefore, your situation is well understood. We really want to help you, so we decided to make some deduction on the price for y

7、our trial order, under the condition that the min. quantity should be raised. The new prices are DS-1-A US$ 59.60 and DS-2 US$ 106.50 CIFC5 ROTTERDAM for one 40 container of each. For AS-2 and AS-1, the min. quantity remains 20 FCL for each art. no., and the prices are US$ 30.70 and US$ 3.90 CIFC5 R

8、OTTERDAM respectively.As for the terms of payment, sight L/C is our usual practice, We probably cant accept O/A. Only when we have established a steady business relation, can other terms, as D/P, D/A, or even O/A can be used. How about L/C at 45 days sight? You will understand that we hardly do busi

9、ness on usance L/C with new clients. We give you this favorable term just to show our high sincerity. We hope it will pave the way of our business, and help you to introduce our products to your market.Await your early reply.Yours faithfully,TWINS CITY GROUP INT TRADE CORP.XXX1、确认对方来函 We are glad to

10、 receive your letter of March 22 but sorry to learn that your customers find our quotation too high.As talked with the manufacturer, we accept your counter-offer. Thank you for your fax of March 19. We regret to say that we are not agree your point, but for our relationship we will accept your count

11、er offer.2、强调原报价的合理性 As business has been done extensively in your market at this price, we regret to say we cannot make further concession. We feel that your counter offer is not proper because the price for such material is on the increase at present. We believe our prices are quite realistic; it

12、is impossible that any other suppliers can under-quote us if their products are as good as ours in quality.3、提出我方条件，并催促对方行动 However, in order to develop our market in your place, we have decided to accept your counter offer as an exceptional case. In order to assist you to compete with other dealers in the market, we have decided to reduce 2% of the price quoted to you in the previous letter, if your order reaches 5000 sets at one time. Owing to the great demand for the product, this offer is valid only for 5 days.专心-专注-专业