1、Counter-offer 还 盘,外贸函电,Basic Knowledge Concerned,Letter-writing Guide,Used Expressions and Sentences,Sample Letters,Practical Training,Part One,Part Two,Part Three,Part Four,Part Five,Contents,Part One,In international trade, when the offeree accepts the terms and conditions stated in the offer, the
2、 transaction is concluded. However, in most cases, the offeree would reject the terms and conditions or state his own terms and conditions by return. The rejection or partial rejection of the offeree to the offer is called counter-offer. A counter-offer is virtually a counter proposal initiated by t
3、he original offeree. In a counter-offer, the buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. Once the counter-offer is made, the original offer is no longer valid, and the offeree now becomes the offeror as the counter-offer becomes the new offer. C
4、ounter-offer constitutes the main part of business negotiations. During the negotiation, many issues (such as quality, quantity and packing of the goods, price, shipment, insurance, payment terms, commodity inspection, disputes and settlement of disputes, force majeure, and arbitration, etc.) will b
5、e talked about by the sellers and the buyers. So counter-offers are usually time consuming and may go many rounds before business is concluded or dropped.,1. The Significance and Effect of Counter-offers,Part One,A satisfactory counter-offer generally includes the following: (1) Thanking the offeror
6、 for his offer and mentioning briefly the contents of the offer (2) Expressing regret at inability to accept the offer and giving reasons for non-acceptance (3) Making an appropriate counter-offer (4) Hoping the counter-offer will be accepted and there may be an opportunity to do business together,2
7、. Main Contents of a Counter-offer,Part Two,Part Two,Part Two,Part Two,Part Two,Part Two,Part Two,Part Three,Typical Sentences (1),1. As this is an order of substantial size, we cannot safely undertake to complete its manufacture in a month. 2. Unfortunately we cannot accept your offer. The prices y
8、ou quoted are much higher than those of other manufacturers. 3. We do not see any advantage in your quotation, and would like to know whether you have any better price to offer. 4. Our counter-offer is well founded and workable. We can also offer a 10% discount for orders over 10000 pieces. 5. Owing
9、 to a shortage of stock, we regret that we are unable to accept your repeat order. 6. Owing to heavy bookings, we cannot accept fresh orders at present. 7. We have cut the price to the limit. We regret, therefore, being unable to comply with your request for any further reduction.,Part Three,Typical
10、 Sentences (2),8. We are sorry that the difference/gap between our prices and your counter-offer is too wide. The best we can do is 5% off. 9. Although we are anxious to open up business with you, we very much regret that we cannot reduce our price to the level you indicated. 10. We believe that the
11、 price we quoted is quite realistic. We regret that your counter-offer is unacceptable to us. 11. The price we quoted is quite reasonable. It has been accepted by other buyers at your end. 12. You must reduce your price by 2%, otherwise business is impossible. 13. Im afraid there is no much room for
12、 further reduction. 14. May we suggest that you should make some allowance on your quoted prices that would help to introduce your goods to this market?,Part Three,Typical Sentences (3),15. I regret that your terms are unsatisfactory and unless you can amend those terms, we will have to place our or
13、der elsewhere. 16. 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. 17. It is in view of our long-standing business relations that we make you such a counter-offer. 18. Your price is reasonable, but the list
14、ed payment conditions are not customary in our trade. 19. As a token of friendship, we accept as an exception your counter-offer for 5000 pairs of leather shoes at US$26 per pair. 20. Our price has been narrowly calculated and it is impossible to make any further reduction.,Part Five,1. Put the foll
15、owing English into Chinese. (1),Beginning Training,在这种情况下,(1) such being the case,(2) rock-bottom price,底价,(3) make a counter-offer as follows,还盘如下,(4) this price leaves us with only a small profit,这个价格使我们获利低微,Part Five,1. Put the following English into Chinese. (2),价格比以前的报价低5%,(5) at a price 5% low
16、er than previous quotation,(6) the price fixed at a reasonable level,合理的定价,(7) the price has advanced considerably,价格已明显上涨,(8) be not in a position to make any further reduction,不能再次降价,(9) entertain business at a most competitive price,考虑按一个最具竞争性的价格成交,Part Five,1. Put the following English into Chin
17、ese. (3),(产品)定价过高,(10) (products) too highly priced,(11) We are unable to accept your offer as other suppliers have offered us more favorable terms.,我们无法接受贵方的报盘，因为别的供应商向我们提供了更优惠的条件。,(12) In order to conclude the transaction, we are prepared to reduce the price to 30 pounds.,为了达成交易，我方准备把价格降为30英镑。,(13
18、) Lets meet each other half way and reduce the price by 2%.,让我们各让一步，把价格降低2%吧。,Part Five,1. Put the following English into Chinese. (4),最近价格暴跌。,(14) There has been a slump in price recently.,(15) Considerable quantities have been sold at this price, therefore it is impossible to make any further redu
19、ction.,按这个价格已有大量产品成交，要做更多的让步是不可能的。,(16) We regret to say that we cannot accept your offer as your price is on the high side.,很遗憾我们无法接受贵方的报盘，因为你们的价格偏高。,(17) We believe well have a hard time convincing our clients at your price.,相信我们很难说服顾客接受你们的价格。,Part Five,1. Put the following English into Chinese. (
20、5),众所周知，有些供货商实际上正在削价促销。,(18) As well known, some suppliers are actually lowering their prices to push sales.,(19) If it were not for the friendship between us, we would not have made a firm offer at such a low price.,如果不是为了我们之间的友好关系，我们是不会考虑按这么低的价 格发实盘的。,(20) As the market is weak at present, your qu
21、otation is unworkable.,由于近来市场疲弱，贵方的报价做不开。,Part Five,Intermediate Training,1. Put the following Chinese into English. (1),(make a) counter-offer,(1) 还盘,(2) 价格偏高/低,(price) on the high/low side,(3) 现行价格,current price, ruling price, prevailing price, the present price, the going price,(4) 价格降低8%,reduce
22、the price by 8%,Part Five,1. Put the following Chinese into English. (2),a jump in price,(5) 价格飞涨,(6) 价格在持续下降,The price is falling/dropping/going down.,(7) 给折扣,give/allow/make/grant a discount,(8) 各让一半,折中处理,meet sb. half way,Part Five,1. Put the following Chinese into English. (3),(9) 成交达成交易,come to
23、 business, come to terms, make a bargin, close a deal, conclude business，get business done,(10) 长期的业务关系,long-standing business relations,(11) 贵方还盘与现行国际市场不一致,Your counter-offer is out of line with the prevailing international market./Your counter-offer is not in keeping with the current international
24、 market.,(12) 这确实是我们的底价了,This is really our rock-bottom price.,Part Five,1. Put the following Chinese into English. (4),As a token of friendship, we accept as an exception your counter-offer.,(13) 作为友谊的表示,我们破例接受贵方的还盘,(14) 很遗憾我们无法接受贵方2007年5月10日的还盘,We regret that we cannot see our way clear to accept
25、your counter- offer of May 10, 2007.,(15) 我们的价格定位在比较适中的水平,Our price is fixed at a moderate level./We believe that our product is moderately priced.,Part Five,1. Put the following Chinese into English. (5),We have received quite a lot of orders at this price.,(16) 按这种价格我们已经收到了大量订单,The price we quoted
26、 is competitive. But we can offer a 10% discount for orders over 10000 pieces.,(17) 我们所报的价格是非常具有竞争性的不过如果你们的订单超过10000件,我们可以提供10%的折扣,(18) 按你们所报价格我们将无利可图,We would make no profits at the price you offered.,Part Five,1. Put the following Chinese into English. (6),Im afraid we cannot make any further concessions./Im afraid we are not in a position to make any further reduction./Im afraid there is not much room for further reduction.,(19) 恐怕我们不可能再做任何让步了,(20) 我们最多只能让价5%,The best we can do is 5% off.,Thank You !,
