商务信函

you 1,000yards Printed Shirting, Art. No.145 at USD150 per yard CIFC4% San Francisco for shipment during January/February, 2005. We require payment by irrevocable L/C at sight and this offer keeps open for 5 days.

? As you know, the item we offered is the most popular item of this year, we suggest you

act quickly.

? We hope to receive your order soon. ? Yours faithfully,

?敬启者： ?

５月５日来信收悉，要求我们报中国红茶的成本加运费的悉尼价．兹答复，我方现报

５００箱中国红茶，每箱６０澳元ＣＦＲ悉尼价，２００４年７月装船．付款方式为不可撤消即期信用证支付．此报盘以你方５月１５日前复到为有效．

? ? ?

请注意我们的报价非常有竟争力，我们建议你方立即接受． 谨上

?Ｄear Sirs,

? We are in receipt of your letter of May 5 asking us to make you an offer for Chinese

Black Tea CFR Sydney. In reply, we are offering you 500 cases of Chinese Black Tea at AUD 60 per case CFR Sydney for shipment in July, 2004. Payment is to be made by irrevocable L/C at sight. This offer is subject to your reply reaching us before 15th of May.

? Please note that our price is very competitive and we recommend your immediate

acceptance.

? Yours faithfully,

? 第五节 还盘 ? 交易的一方在接到一项发盘后，不能完全同意对方的交易条件，为了进一步洽商交易，

针对另一方的发盘内容提出不同建议即为还盘,亦称还价.法律上称为 ―反要约‖. ?还盘不一定是还价格，对支付方式、装运期等主要交易条件提出

?建议也是还盘。在拟写还盘的信函时，一定要注意要有礼貌，遵循四步曲格式：首先应对对方的报盘表示感谢，表示愿意充分考虑对方的需求和意愿；然后详细解释我方观点，阐述不能接受的理由比如不接受对方的某项条件，例如价格太高，高出了市场现行价格，装运期

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太晚过了销售季节等等。 同时说明我方产品的主要优点，争取对方下单；接着要提出自己的建议来，陈述我方实盘内容，并加上―该盘以你方答复在一星期内到达此地为有效‖之类的限制条件，稍稍给对方一点速下决心的压力；最后以乐观的语气作结，留下一些给对方以鼓励的余味。

?还盘就受盘人对发盘条件进行添加、限制或其它更改的答复。还

盘一经提出，即成为新的报盘，原发盘自动失效，还盘人变为新报盘人，而原发盘人则成为新受益人。所以，counter-offer= rejection + new offer

?还盘常用句型：

?表示条件不恰当：（价格、订量、质量、日期、付款等） ?1、很抱歉我方不能接受贵方的报价，因为价格过高。

?We regret to say we cannot accept your offer because your price is too high.

?2、500打最低订购量对我方来说过于庞大。我方不能一次向一家公司大量购买。 ?The minimum order of 500 dozen is too big for us. We are importing a bit of all sorts of goods

from various sources and we cannot buy a large quantity from one company at a time.

?3、仔细检查贵方样品后，我方发现贵方商品的质量，跟其他供应商的商品比起来，低劣

许多。

?After carefully examining your samples, we have found that your quality is rather inferior to that

of other suppliers.

?4、我方夏季采买在5月行将结束，贵方6月30日 交货太迟。

?Your delivery date of June 30 is too late for our summer collection, which is to be finished

during May.

?5、贵方以即期汇票为付款条件，对我们来说很困难。其他公司给予我方见票后50天付款

条件。

?Your terms of payment by a sight draft are too hard for us. All other firms are granting us the

terms of draft at 50d/s.

?6我们不能按照你方的条款进行交易。 ?We can not do business on your terms.

?提出我方的希望条件：

?1、若贵方能降低10%或给予我方10%折扣，我方将会向贵方大量订购。

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?If you could make a 10% discount or make a reduction of 10%, we may give you a large order. ?2、若贵方保证5月20日或在此之前交货，我方准备试购200打。

?We are prepared to give a trial order of 200 dozen provided you guarantee delivery on or before

May 20.

?3、希望贵方给予见票后50天付款的条件，而不是见票即付。

?We would like you to give us the terms of a draft at 50d/s instead of a draft at sight.

? Counter-offer on Price for Hair Refrigerators

?Dear Sirs,

?Your Offer No.146 for Hair Refrigerators ?We have received your offer No.146 offering us 2,500 sets for three designs of the subject

goods.

?In reply, we regret to inform you that our clients find your price much too high.

?Information indicates that some kinds of the said articles made in other countries have been sold

here at a level about lower than that of yours.

?We do not deny that the quality of your products is slightly better, but the difference in price

should, in no case, be so big. To step up the trade, we counter offer as follows subject to your reply here by 5 p.m. our time, February 18:

? US$ 240.00 for BYD212

? US$ 235.00 for BYD157 ? US$ 245.00 for BYD219

?As the market is of keen competition, we recommend your immediate acceptance. ?Yours faithfully,

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?参考译文：（还价） ?敬启者：

? 你方的第146号关于海尔电冰箱的报盘

? 我方已收到贵方第146号提供2500台三种规格上述电冰箱的报盘。

? 很抱歉通知贵方，我方用户发现贵方价格偏高。有信息显示，此地销售的别国生产

的箱的价格比贵方低5%左右。

? 我方不否认贵方的产品的质量较好，然而，不论怎样，价格也不能差异太大。为促

进贸易，我方还盘如下，以贵方于我方时间2月18日下午5时前复到为有效：

? BYD212 240.00美圆 ? BYD157 235.00美圆 ? BYD219 245.00美圆

? 由于市场竞争激烈，建议贵方立即接受。

? 谨上

?敬启者：

? 贵方第123号报价

? 感谢贵方4月4日传真发来六种图样的装饰布的报盘。然而，很遗憾地告诉贵方1000 ?码的最低订购量对于该市场来说太多。

? 如果贵方把每件花色的最低订购量降到7000码，将有可能向贵方定货，因为该市场 ?要一定数量的这种布料来做窗帘、床单等。 ? 如蒙早日回复将不胜感激。

? 谨上

?参考译文：（要求降低起订量）

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