Chapter5 counter offer.ppt.Convertor

Chapter Five

Counter-offers (还盘) Objectives structure

New Words & Expressions Introduction

A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer. Definition of a counter-offer: Structure

Open the letter by thanking the recipient for his offer.

Decline the original offer by providing the recipient with detailed and reasonable reasons. Put forward the desired business conditions and try to persuade the recipient to accept them. Close the letter by expressing expectations for a favorable reply.

Letters including a counter-offer can be written in the following structure: 一、常见理由 (一)价格不合适

1.与目前市场价格不符

out of line 不合理的，不相符的 (相符in line) Should your price be found out of line, they may turn to others for their requirements. 如果你方的价格不合理，他们也许会向别人购买。 out of line with 与…不相符，与…脱节 What you asked is quite out of line with the present market here. 你方的要求与此地的现行市场行情不符。

2.不可行

We find your price unworkable

3.价格高

Your price is found to be 偏高 on the high side

偏高30% 30%higher than that of Japanese makes 有点高 a bit high 太高 too high

rather stiff 过高 excessive

令人望而却步 prohibitive

翻译句子

你们发盘的价格比我们所能接受的水平高出5%。

The price you offered is about 5% higher than the level acceptable to us.

接受你们目前的报价对我们来说意味着巨大损失，更不用说利润了。

To accept your present quotation would mean a heavy loss to us ,not to speak of profit. 你们的价格和你们的竞争对手差距悬殊

There is a big difference between your prices and those of your competitors. （二）交货期不满

The time of shipment is too distant. （三）付款条件不满

所列付款条件不符合我们的贸易习惯

The listed payment conditions don’t conformed to our practice. 不符合我们的贸易惯例 are not customary in our trade （四）装运条件还盘

由于我公司仓储能力有限，货物需要分三次装运

Owing to the limit of our storage ,the goods should be shipped in three lots. （五）对保险不满

We are not satisfied with the items of insurance listed in your offer of 30th. 二、做出还盘说明

counter-offer 还盘，是外贸业务用语，指受盘人对收到的报盘提出修改条件。该词可作动词或名词。 If our offer is not acceptable, please fax your best counter-offer. 如果不能接受我方报盘，请发传真告知你方最好的还盘。 The price you counter-offered is unreasonable. 你方还盘价格不合理。 翻译

为达成交易，现谨还盘如下，以你方2010年11月1日答复到达我方为准。

To facilitate the transaction, we counter offer as follows, subject to your reply being received by us before Nov1,2010.

三、提出条件

1.We would suggest that you make some allowance ,say 10% on your quoted prices so as to enable us to introduce your products to our customers.

2.If you reduce the price by 3% we are desirous of accepting your offer. .be desirous of sth. 想要某物 be desirous of doing sth. 渴望做某事 be desirous to do sth. 渴望做某事 desire n. 渴望，愿望

reduce a price by… 将价格降低多少 reduce a price to… 将价格降低到多少 To meet your request, we are prepared to reduce our freight by 3%. 为满足你方要求，我方准备将运费降低百分之三。 To be more competitive, you should try to reduce your price to the bottom without sacrificing the quality. 为了更有竞争力，你方应尽量在不影响质量的前提下将价格降至最低。

Exercise Ⅰ

1.(很遗憾地告知) we can’t accept your offer for the cars. We very much regret to inform that

2.It is regretful that (你方报价与市价不符). your price is out of line with the market level

3.(如果你方把报盘降价2%)， we will close the business. If you make a reduction of 2% on our offer

4.You’d better lower your prices, (由于市场不坚挺). for the market is weak

5. We would like to point out that the prices are our lowest level (所获利润微薄). which make the margin of profit very thin

6.The best we can do (给你方5月底以前来的订单打9%的折扣) as a special concession. is to give you a discount of 9% on all orders coming to us before the end of May

7. (由于运输价格的上涨)，we have to adjust our prices to cover the increasing cost. As a result of the increasing prices of freight

8. We regret to say that (我方的新价格于5月6日起使用). our new prices were put into practice on May 6 Exercise Ⅱ

1. We are not in a position to make any reduction ______ price.( ) A. in B. of C. at D. on

2. We believe that there is a ready market ______ the goods in your place.( ) A. of B. about C. for D. with

3. With a view ______ the market at your end we have offered you our bottom price.( ) A. to promoting B. to promote C. of promote D. into promoting

4. Our suggestion is that you ______ the similar article _____what you request at a lower price than quoted owing to similarity in function. ( ) A. recommend, as B. replace, by C. take, into D. substitute, for A C A D

Exercise Ⅱ

5. We agree to reduce your price ______ USD 160 per pair FOB Shanghai.( ) A. at B. to C. of D. for

6. We have decided to make a further concession ______ 5% per box in order to help you to increase the business with us. ( ) A. to B. of C. on D. about

7. We regret that our low prices ______ narrow margin of profit. ( ) A. leave us with B. include C. earn D. give

8. We feel regretful that you ask us to allow you a commission ______ 10% on each sale. ( )

A. of B. to C. on D. / B A A A