国际商务信函写作英文UnitQuotationsOffersandCounteroffers.pptx

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1、Main ContentsReviewReviewNew LectureNew LectureSummarySummaryPhrasesQuetionsDeclining an OfferConditional Acceptance of An Offer GlossaryExercisesEntire Acceptance 第1页/共57页ReviewQuestions:1.What is an offer?2.What the differences between a firm offer and a non-firm offer?第2页/共57页An offer is the expr

2、ession of the wish of the seller to sell particular goods under stated terms,including quantity,prices,shipment,terms of payment,etc.It usually follows an inquiry that is either written or oral.第3页/共57页firm offer实盘:an offer,usu.in written form,which states it may not be withdrawn,revoked,or amended

3、for a specific period of time.non-firm offer虚盘:an offer which is not binding upon the sellers and the details of the offer may change in certain situations.第4页/共57页Translate the following phrases from English to Chinese or vice versa1.acknowledge receipt of 2.as per 3.a trial order 4.final confirmat

4、ion5.make sb.a firm offer 6.margin of profits7.以为准/为条件 8.即期装运9.由卖方选择 10.保兑信用证第5页/共57页New Lecture:Counter-OfferNew Lecture:Counter-Offer Objectives:After this lesson you will:Objectives:After this lesson you will:1.Understand different kinds of counter-Understand different kinds of counter-offers.off

5、ers.2.Be able to translate and make counter-Be able to translate and make counter-offers.offers.3.Be able to utilize useful words&Be able to utilize useful words&expressionsexpressions.第6页/共57页 What is a counter-offer?Definition:Counter offer is also called a new offer.Namely,When an offeree has rec

6、eived an offer,he disagrees or does not agree totally the conditions put formed in the offer.In order to consult farther,the offeree proposes the suggestions to amend or alter some terms of the offer.第7页/共57页在接到发盘后，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

7、行变更的表示被称为还盘（Counter-offer），也被称为还价。一方在接到另一方报盘以后，对报盘提出更改的内容可包括：降低价格、改变购货数量、改变支付方式、改变交货期等。第8页/共57页Therefore,a counter-offer is defined as“A new offer made as a reply to an offer received from another party in a negotiation”.In this case,the original offer is invalid,and the counter-offer becomes a new

8、offer now.事实上，还盘既是受盘人对发盘的某种拒绝，又是受盘人以发盘人的地位提出的新发盘。第9页/共57页三类还盘三类还盘在所有交易条件中，价格可以说是进出口双方都最为密切关注的。大多数还盘都是针对价格过高所作的还盘。在发价人（offeror)发盘后，往往被发价人（offeree）会就价格进行还盘。这时被发价人（offeree）通常有着三种态度：一是坚持自己的原定价格，即拒绝对方提的价格；二是针对对方的价格进行还价，或是有条件地接受对方的价格；三是完全接受对方的价格，合同即告成立。第10页/共57页Catagories:Counter-offerDecline an Offer(完全拒

9、绝)Conditional Acceptance of An Offer（部分拒绝、还价）Entire Acceptance（完全接受承诺）第11页/共57页交易可以多次还盘与反还盘Counter-offers may be made more than once before a transaction is concluded.There is no time limit for the counter-offer and this bargain process could go on until a contract is concluded.If no promise can be

10、reached,the negotiation is dropped when one of the parties gives it up.第12页/共57页还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复.在国际贸易中，往往经过多次的还盘、反还盘，才最终达成协议。第13页/共57页A letter of a counter-offer usually covers the following points:uAcknowledge the receipt of the offer and express thanksuExpress regr

11、et at the offerees inability to acceptuForward new concrete terms and conditionsuExpress hopes for a mutually beneficial cooperation第14页/共57页 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。第15页/共57页 Writing Ski

12、lls（还盘写作技巧）还盘信函的写作步骤及常见表达方式：写作步骤写作步骤 表达方式表达方式（1）对发盘人的报价表示感谢 Thank you for your prompt reply and detailed quotation.（我们感谢您的及时答复和详细报价。）Thank you for the samples you sent in response to our enquiry of 8 June.（感谢您对我方6月8日询价的答复并寄来样品。）（2）表示无法接受发盘并说明原因 We are sorry to tell you that we cannot take you up on

13、the offer as the price you are asking is above the market level here for the quality in question.（很遗憾地通知你方，我方不能接受你方报价，因为你方所要求的价格高于本地同等质量产品的市场价格水平。）第16页/共57页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，

14、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 te

15、rms 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。）第17页/共57页（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

16、 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。）第18页/共57页Section 1 Declining an Offer 受盘人明确表示拒绝接受一项报盘，即该报盘失效。如果拒绝对方的报盘，应写信回复，首先感谢卖方的报盘，其次对不能接受报盘表示遗憾，并称述不能接受的理由，最后提出将来合作的机会，以示礼貌。第19页/共57页Sample Letter 1 Dear Sir or Madam，Many thanks for your offer of March 8 for 3000 pieces of c

17、otton underwear,but we regret we find it very difficult to comply with.As your prices appear to be on the high side,we are sorry to being unable to promote the sales of your products in our region.We have to point out that manufacturers in other countries,like Indonesia,are actually lowering their p

18、rices according to a market survey carried out by us recently.第20页/共57页 We suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers.If you cannot do so,then we have to regretfully decline your offer.Yours faithfully,XXX 第21页/共5

19、7页Sample Letter 2 Dear Sir or Madam，We take pleasure in receiving your letter of May 13,informing us that you intend to place a repeat order with us for 3000 sets of washing machines.While we appreciate your intention,we are regretful that we cannot provide the kind of articles to you at present,owi

20、ng to heavy demand for the goods both at home and abroad.第22页/共57页 However，we will keep your bid before us and,as soon as we are in a position to accept new orders,we will contact you with the least possible delay.Yours faithfully,XXX 第23页/共57页Language Points 11.regret v.抱歉、惋惜、遗憾 regret n.抱歉、遗憾 e.g.

21、We regret being unable to comply with your request.=We regret that we are unable to comply with your request.=We very much regret out inability to comply with your request.很抱歉，我们无法满足你方的要求。e.g.Much to our regret,we are not in a position to supply goods you requested at present.很遗憾，我方目前无法提供你们所需要的货物。pl

22、y with 和相符，符合 e.g.Complying with your request,we are making you the following offer.应贵方要求，我们按以下条款向贵方报盘。第24页/共57页3.be on the high side e.g.Your prices are on rather high side compared with other same lines.你方产品与同类产品相比价格偏高。4.market survey 市场调查 e.g.Our market survey informs us that you are interested i

23、n the import of machinery.根据我方的市场调查得知，贵公司对进口机器颇感兴趣。5.decline v.谢绝，拒绝，语气比refuse 委婉些。e.g.We have to decline orders because of shortage of raw materials.由于原料缺乏，我们只得谢绝订单了。e.g.The demand for air-conditioners begins to decline.对空调的需求开始下降。第25页/共57页Language Points 21.inform v.通知、告知 e.g.We shall inform you o

24、f the market situation later.我们随后将告知您市场行情。They inform us that the L/C has been opened.他们通知我们已开立信用证。2.intend v.打算、意欲 e.g.What do you intend to buy at the market?你们想在市场上购买什么？We intend that an enquiry for bicycles shall be sent to the manufacturers in Japan.我们打算把自行车的询盘发给日本生产商。第26页/共57页3.a repeat order

25、续订订单、再次订货 e.g.We have pleasure in enclosing here with a repeat order as follows.兹随函寄上我方继续订购的物品如下。Please forward to our address a repeat order of our latest order.请按照我公司上次的订单，再次订购物品。4.owe to sth.因为某原因 e.g.Owing to unusual shortage of stock,this offer is made,subject to the goods being unsold.由于异常的库存短

26、缺，此报盘以未出售前为准。5.in a position to 能够、可以 e.g.We are in a position to accept a special order.我们能够接受特殊订货。We are not in a position to entertain your claim.我们不能接受你们提出的索赔要求。第27页/共57页Section 2 Conditional Acceptance of An Offer 受盘人在接到发盘后，不能完全同意发盘的内容，但有意愿进一步磋商交易，对发盘提出修改意见，用口头或书面形式表示出来，就构成提出修改条件还盘。此类还盘指接盘人对所接发

27、盘表示部分接受，但要求对其内容作出更改。条件附加的还盘实质上构成对原发盘的某种程度的拒绝，也是接盘人以发盘人地位所提出的新发盘。因此，一经还盘，原发盘即失效，新发盘取代它成为交易谈判的基础。第28页/共57页Sample Letter 1 Dear Sir or Madam,We wish to thank you for your letter of July 20,offering us 3,500 sets of microwave ovens at$600 per set CIF C3%New York on usual terms.Although we are in urgent

28、need of such product,we are unable to entertain your offer as your price is obviously out of line with the prevailing market level.Your quoted price will deprive us of any profit.Should you be prepared to reduce your price by,say 8%,we might come to terms.第29页/共57页 In view of our long business relat

29、ions,we make you such a counter-offer.We hope you will consider it favorably and email us acceptance at your earliest convenience.Yours faithfully,XXX 第30页/共57页Sample Letter 2 Dear Sir or Madam，We thank you for your letter of the 19th inst.and for the illustrated catalogue and price list you very ki

30、ndly sent us.We appreciate the good quality of your silk blouses,but unfortunately our end-users here find your prices on rather high side.Actually,we have received quotations at a much lower price than you quoted us.第31页/共57页 May we suggest that you make some allowance that would help to push the s

31、ales of your goods in our market.Considering our long-standing mutual relationship,lets meet half way.As the market is declining now,we hope our counter-offer will be acceptable to you and look forward to your reply.Yours faithfully,XXX 第32页/共57页Sample Letter 3 Dear Sir or Madam，We wish to refer to

32、your letter of July 9 offering us 6,000 pairs of leather shoes at US&299 per pair FOB Guangzhou under usual terms.Much to our regret,your time of shipment is too late to accept as we need the goods urgently to complete delivery to our customers.第33页/共57页 If you cant see way clear to ensure that the

33、goods will be shipped by direct steamer and reach us in time for the selling season,we are afraid that we will have no choice but to cover our requirement elsewhere.We await with keen interest your favorable reply.Yours faithfully,XXX 第34页/共57页Language Points 11.on usual terms e.g.Wed like to place

34、an order on usual terms.我方愿按惯常条款订购。2.entertain v.准备考虑(接受)e.g.They would not entertain any price higher than$350 per metricton.他们对高于每公吨350美元的价格不予考虑。We cannot entertain your suggestion because it does not seem workable.我们无法接受你们的建议，因为可行性不强。3.out of line with 与脱节、不一致 e.g.The price you asked is quite out

35、 of line with the present market here.你方的要价与此地的现行市场行情不符。e.g.Our quotation is in line with the price in the international market.我们的报价是符合国际市场价格的。第35页/共57页4.prevailing adj.流行的，盛行的 prevailing market level 现行市价 e.g.We regret to say that your quotation is out of line with the prevailing market level at t

36、his end.很遗憾，你方报价与本地市场行情不一致。5.say 指“比方说、即是说”e.g.say 10%on your quoted price 比方说在你方报价的基础上折让10%e to terms 达成交易，谈妥条件 e.g.We are trying to come to terms with you.我们试图与你方达成交易。In order to conclude the business,we may make some concessions.为了成交，我们可以做些让步。第36页/共57页Language Points 21.the 19th inst.本月19日 Inst.是

37、instant的缩写，指“本月”。2.end-user n.最终客户，用户 e.g.Our end-users will not accept your price as it is out of line with the local prevailing market.我方用户不会接受你方的报价，因为该报价与本地现行市场行情不一致。3.at a much lower price than 以比低得多的价格 表达“以价格”时，一般用介词at e.g.at the price of RMB500 per ton.以每吨500元的价格 We cant conclude business at y

38、our price.我们不能按你方价格成交。第37页/共57页4.push the sales of 推销,后接商品名称 e.g.We shall do our best to push the sales of your new products in our country.我们将在我国尽力推销你方的新产品。5.meet sb.half way 各让一半，折中处理 e.g.In view of your business amount,we would meet you half way as a special offer.考虑到你们的交易金额，我们愿意折中处理。After repeat

39、ed efforts,they agreed to meet each other half way.经再三努力，他们同意各让一半。第38页/共57页Language Points 31.under usual terms 按惯常条款 e.g.We shall appreciate it very much if you will agree to supply us with the following goods under usual terms.如同意按惯常条款向我们供应下列货物，我们 将不胜感激。2.see ones way(clear)to 设法（做某事）e.g.We trust

40、you will see your way(clear)to send us the replacement goods in October.相信你方能设法在10月将替换的货物发给我们。第39页/共57页3.ensure vt.确保、保证 e.g.Please open the L/C immediately to ensure prompt delivery of the goods.请尽快开证以确保及时交货。4.with keen interest 殷切地 e.g.We await with keen interest your comments on our new design.殷切

41、等候你方对我新款的意见。We look forward with keen interest to establishing friendly business relation with you.我们殷切地希望与你方建立友好的业务关系。第40页/共57页Section 3 Entire Acceptance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”。第41页/共57页作为一项有效接受，必须具备以下四项条件：（1）接受

42、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。第42页/共57页Sample Letter 1 Dear Sir or Madam，Thank you for your email of April 14 for sports shoes.All these items are in stock,and we can guarantee shipment to New York well before May 31.As requested,we will inform you the

43、 date of dispatch immediately upon completing shipment.第43页/共57页 We enclose herewith our Sales Confirmation No.865 in duplicate,of which one copy is to be counter-signed and returned for our file.Yours faithfully,XXX 第44页/共57页Sample Letter 2 Dear Sir or Madam,We have received your letter of October

44、15th,2009.After due consideration,we have pleasure in confirming the following offer and accepting it:1.Commodity:Superior mung bean2.Quantity:3,000 metric tons3.Price:RMB 500 per metric ton,CAF London4.Packing:in ordinary gunny bag第45页/共57页5.Shipment:to be made in three equal monthly installments,b

45、eginning from November,2009.6.Payment:by confirmed,irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment Although the current market price is a little bit higher,we accept the offer on the terms as before with a view to encouraging business.We hope the goods will

46、 turn out to be your entire satisfaction and await your order from you.Yours faithfully,XXX 第46页/共57页Language Points 11.stock n.存货、现货、库存品 adj.库存的 e.g.We have a large stock of wool.我们有大批羊毛存货。They can supply fertilizers from stock.他们可现货提供化肥。The color TV sets you enquired is in stock/out of stock.你方询价的

47、彩电有现货/无货。2.guarantee v.保证、担保 n.保证、保证书 e.g.We guarantee to deliver within a week.我们保证一周内送到。Can you give me your guarantee that the goods will be delivered before Friday？你能给我保证这批货在星期五之前交货？第47页/共57页3.dispatch n./v.发送 e.g.We write to advise you of the dispatch of the goods on your order of Mondays date.

48、我们写信通知你，你周一订购的货物已发送。4.Sales Confirmation 销售/售货确认书 e.g.In international trade,a sales confirmation is a document regarded as a contract.在国际贸易中，收获确认书可作为合同的凭证。第48页/共57页Language Points 21.due adj.适当的、适宜的 due to 由于某人/某事 e.g.His success is largely due to his efforts.他的成功在很大程度上是由于他的努力。2.current adj.目前的，当前的

49、 e.g.Can I open a current account here?我能否在这儿开个活期存款账户？The current financial situation is changeable.金融时局变幻莫测。第49页/共57页3.with a view to doing sth 有做某事的打算或希望 e.g.We make this special offer with a view to strengthening our friendly cooperative relations.我们特报此盘以加强双方友好的合作关系。4.turn out 结果是、原来是 e.g.Things

50、didnt turn out like that.情况并不属实。Its bound to turn out right.结果一定不会错。第50页/共57页SummaryGlossaryon your terms 按照你方条款 come to business 达成交易 see ones way to 设法做某事an item of business 营业项目measure up to 符合、达到direct ones attention to sth.使某人着眼于such being the case 情况既然是这样 第51页/共57页price ratio 比价extra price 附加价