chapter-4--Making-Counter-offers-and-Declining-Ord.ppt

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1、Chapter 4 Making Counter-offers and Declining OrdersGovt prepared to combat slowdown:NDRC The government is ready to introduce a series of measures to cushion(缓冲)the impact of slower growth in foreign trade and industrial output caused by the global credit crisis,the vice-minister of the National De

2、velopment and Reform Commission,said Thursday.Speaking at a press conference held by the State Council Information Office in Beijing,Du Ying said that as the global economy has slowed,foreign trade volume,value-added output and the profit growth of industrial firms based in Chinas coastal areas have

3、 shown a downward trend in the second half of the year.The State Council is greatly concerned by the trend and is ready to introduce a series of measures,he said.But the full impact of the global financial crisis has yet to be seen,he said.We must have a full picture of the difficulties and challeng

4、es,he said.The government has already taken several measures to combat the impact,including lowering the deposit reserve ratio,helping small-and medium-sized factories to upgrade their technologies,and introducing more favorable credit policies,Du said.He said he is confident China can weather the s

5、torm.As in the past,China can overcome the challenges and difficulties and enter a new stage of development.Im fully confident of that,Du said.With the global financial crisis continuing to escalate,China-the worlds fourth largest economy-has seen its major economic indexes slide.Financial crash dee

6、pens food crisis Nearly 1 billion people went hungryThursday as the world marked World Food Day.The global financial crisis has sent food prices soaring and pushed an extra 119 million people into hunger,meaning 967 million people are now living below the hunger line,according to Oxfam,the British-b

7、ased aid and development charity said.Meanwhile,United Nations Food and Agriculture Organization(FAO)fears Western governments embroiled in the financial crisis could cut aid to agriculture in developing countries and introduce protectionist trade measures.On Wednesday,the FAOs Director-General Jacq

8、ues Diouf warned that such steps could increase the risk of another food crisis occurring next year.Sympathy to Japanese sickened by China-made beans BEIJING-China on Thursday extended sympathy over a Japanese consumers sickness caused by eating China-made frozen green beans.We hope she will recover

9、 soon,Foreign Ministry spokesman Qin Gang told a regular press conference when asked to comment on this case.The Chinese government valued product quality and food safety,and attached great importance to this case,he noted.According to Japanese media,a woman fell ill after eating the beans produced

10、by a company in Yantai,a coastal city of east Chinas Shandong Province.The woman experienced numbness in her mouth after eating the beans on Sunday.Japanese health authorities reportedly said they had detected 6,900 parts per million of organophosphate(有机磷酸酯)pesticide dichlorvos(敌敌畏)in the beans,or

11、34,500 times the maximum level the government allows for imports.No dichlorvos were found in other packaged beans.Informed of this case,China immediately contacted with the Japanese embassy to China to size up situation,Chinas quality inspection authorities immediately went to Yantai to conduct inve

12、stigation in the company,and local governments also set up a special group to assist the investigation,according to Qin.Now the investigation is well under way,he noted.Chapter 5 IntroductionSteps of WritingTextsExercisesIntroductionThis process can go on for many a round till business is finalized

13、or called off.In making a counter-offer,one has to state the terms most explicitly and use words very carefully so as to avoid ambiguity or misunderstanding,the same way as one usually does in making an offer.Steps of Writing A Counter-offerStep1:Thank the reader for his quotation.Eg:1)Thank you for

14、 your letter of(dated)2)In reply to your letter of3)We acknowledge you letter ofSteps of Writing A Counter-offerStep 3:State the reason for not being able to accept the offer.1)As the market is declining 2)Our customers find it too high to accept.3)Some other makes can be easily obtained at much low

15、er prices.Steps of Writing A Counter-offerStep 5:Wish the reader to accept your counter-offer,urging the reader to accept it early,and mentioning the opportunities of doing business.1)We wish you will consider.favorably.2)We are anticipating your favorable 3)We are still interested in doing business

16、 with you.Letter 1Words and expressions 1.on the usual terms 按照惯常条款 under the usual terms according to the usual terms 2.end-users 最终用户 3.find your price too high 认为你方价格偏高 4.out of line with与不一致 The goods you inquired for is out of line with the scope of our business activities.8.slightly adv.轻微的 9.

17、such being the case 鉴于这种情况 10.persuade v.说服 We regret we have not been able to persuade them to accept your offer.11.step up 促进，加速 We are doing utmost to step up production to meet the heavy demand.12.in view of 鉴于，考虑到 Considering the unusual circumstances,we agree to accept your requirement.13.decl

18、ine v.拒绝，下降 1)We regret to learn that our offer has been declined by your end-users.2)The market price of color TV is on the decline.13.at your earliest convenience 尽早，立即 at an early date at an early moment as soon as possible by return before long by(on,at)the earliest opportunity without(any)delay

19、 with the least possible dalay Analyzing the letterParagraph 1:identifying the reference and stating the details of the offerParagraph 2:declining the offerParagraph 3:state the reasonParagraph 4:state the counterofferParagraph 5:giving the hintsSteps of WritingReplyStep1:Tell the reader that you ha

20、ve known his intent and show your regret.Eg:1)Your letter of has been noted.2)We regret to learn thatSteps of WritingReplyStep 3:Explain the reason for accepting or declining the counter-offer.1)For your information 2)At present,we3)As you knowSteps of WritingReplyStep 4:Wish to establish long busin

21、ess relations.1)If later on.2)We assure you 3)We expect to serve youLetter 2Words and expressions 1.the subject material the captioned goods 2.on the high side 偏高 be a little high,be rather stiff 3.level n.水平（引申为价格）1)We cannot close business at your level.2)Business is possible if you reduce your le

22、vel.Analyzing the letterParagraph 1:identifying the reference and express the writers surprise at getting a counter-offer Paragraph 2:stating the reason of declining the counter-offerParagraph 3:giving the hintsLetter 3Words and expressions 1.turn down 拒绝 refuse,reject,decline 2.conclude v.达成，得出结论 t

23、o conclude a transaction to come to terms to close a bargain(deal)to put the deal through 6.protracted adj.拖延的，延长的 7.receipt n.收到，收据 in receipt of upon receipt of after receipt of 8.sales contract 销售合同 sales confirmation 销售确认书Analyzing the letterParagraph 1:the opening sentence of the letter Paragra

24、ph 2:confirming having accepted the offerParagraph 3:the closing sentenceLetter 6Words and expressions 1.duplicate order 重复订单 2.due to 由于 3.both domestically and abroad 国内外 3.keep sth before sb记住某事 keep your inquiry in our mind keep your inquiry on future reference Letter 7Words and expressions 1.sa

25、mple cutting 剪样 2.well-established 已经打开销路的 3.circle n.界，圈，集团 4.under the circumstances 在这种情况下 5.canvass n.兜揽生意，拉选票 6.footing n.地位，立足点 get a footing 7.put sth on the market 把某物拿到市场上出售 8.concentrate(on)v.集中 9.bring the price down 降低价格 parable adj.可比较的，可相比的 11.ample adj.充足的，丰富的 12.joint effort 共同努力Lett

26、er 8Words and expressions 1.push the sale of sth推销 promote the sale of sth sales pushing 2.see ones way to do sth 有可能做到 3.assure v.保证 assure sb of sth be assured of assure sb that be assured of You may rest assured that we will cooperate with you as before.ExerciseI Choose the best answer 1.We hope

27、you will see your way clear to _ September shipment.a.accept b.acceptance c.accepted d.accepting 2.We _ the business of textiles.a.handle b.deal c.trade d.specialize 3.Please _ us posted _ the development of your market.a.keep,by b.let,of c.keep,of d.let,by 4.We cannot see any possibility of busines

28、s _ your price is too high.a.since b.while c.though d.that 5.We note from your letter of March 30 that the price offered by us for the subject is found to be _ the high side.a.on b.at c.for d.in6.We shall work _ our quotation as soon as possible.a.at b.in c.on d.out II.Fill in the blanks.1.Your offe

29、r is of no interest _ us.2.A 5%reduction _your price is necessary.3.We can supply you _ all kinds of leather shoes.4.Your should take quality _ consideration.5.Accepting your offer will leave us _little profit margin.6.We are confident _ the quality of our product.7._ a matter of fact,this price is rather reasonable.8.I dont _ any chance to further reduce our price.9.Please rest _ of our cooperation in this matter.10.We wish to acknowledge receipt of your letter of March 15,_ reached us yesterday.