1、Task Four,Counter-offer and Acceptance,Background Knowledge,在接到发盘之后，收盘人必须对报盘内容进行认真研究。如果收盘人认为发盘价格难以接受或者对其他条件不满意，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。这种收盘人对发盘内容进行变更的表示称为还盘（counter-offer）。 事实上，还盘既是收盘人对发盘的拒绝，又是收盘人以发盘人的地位提出的新发盘。在交易磋商过程中，通过不断的还盘，买卖双方逐渐在贸易条件上趋向一致，直到最后达成交易。 如果拒绝发盘，在信中应该明确说明拒绝的原因，同时应该表达希望日后再开展贸易的
2、希望。,还盘信函的写作应该十分小心，这种信函应该包括如下内容：（1）对发盘人的感谢（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自己所希望的交易条件提出建议（4）希望对方能够接受自己方所提出的还盘建议 如果收盘人认为能够接受发盘的全部内容和条件，那么就可以向发盘人定购商品。这种买方或者卖方同意对方在发盘中提出的各种交易条件，并原意按照这些条件达成交易、订立合同的表示称为接受（acceptance）。接受必须具备下列四项条件：（1）接受只能由收盘人做出（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
3、定的有效期内作出。,Lets start from the offer !,II. Learn to read Dear Sirs, With reference to your letter of June 2nd, enquiring the possibility of supplying Chinese Silk Scarves, we are sending you by separate post our counter samples which, we are sure, almost exactly match your sample. Design No.1 to No.4
4、 : USD 25 per dozen CIF Los Angeles. Design No.5 : USD 30 per dozen CIF Los Angeles. Shipment can be made in within one month from receipt of your Letter of Credit. The above offer is for the amount of not less than 500dozen per design and available up to the end of this month. We look forward to re
5、ceiving your order at an earlier date. Sincerely yours,关于贵方六月二日来函咨询我方是否能供应中国丝绸围巾，作为回复，现我们给您另邮寄对等样品，我们确信，对等样品几乎完全符合贵方的样品。款式编号1-4号：每打25美元成本保险运费到洛杉矶 款式编号5号：每打30美元成本保险运费到洛杉矶 货物能在收到信用证一个月内送到。此发盘适用于起订量每种款式500打，本月底前有效。盼早日收到您的订单。,And now .Counter offer,Dear Sirs, We acknowledge receipt of your counter sampl
6、es together with your favorable quotation, for which we thank you. Your smples exactly match our needs and your prices are quite in line. However, as for the minimum quantity of 500 dozen per design you required, we regret that we cannot take so many. In our letter of enquiry dated June 2nd, we have
7、 pointed out that our demand for them is 300dozen per design, totaled 1,500 dozens. If any reduction in quantity is possible, we would, ofcourse, be pleased to conclude the first transaction with you. We await your agreement. Yours truly,获悉贵方对等样品以及最优惠价格，我们非常感激。贵方样品非常适合我们的需求，而且价格也很符合市场价格。至于贵方所要求的500打
8、为最低起订量，恐怕我方很难订购如此多的量。在6月2号的询盘函中我们特别指出每个款式的需求量为300打，总共1500打。如能尽可能地降低起订量，我们肯定很乐意与贵方达成交易。我们期待您的同意。,对还盘的答复,Dear Sirs, In reply to your letter of June 24, requesting us to reduce the required minimum quantity for order to 300 dozen per design, we wish to point out that it is our practice to set a smalles
9、t quantity for any sale by buyers sample or counter sample. However, we have decided to comply with your request, in the hope to initiate business with you. Accordingly, we confirm the following: Article: Chinese Silk Scarves Design: Same as our samples No.1 to No.5 Specification: 50*50 cm Quantity:
10、 a total of 1,500 dozen, 300dozen per design Packing: Each in a poly-bag and every 5dozen in a box Price: USD 25 per dozen CIF Los Angeles for No.1 to No.4 USD 30 per dozen CIF Los Angeles for No.5 Payment: Draft at sight under an irrevocable L/C established within 10 days from date of our Sales Con
11、firmation Shipment: Within 30 days upon receipt of your L/C Our Sales Confirmation in duplicate will follow in several days for your counter-signature. We trust this transaction will be a good beginning of our friendly business relations. Yours truly,回复贵方6月24日的来信，要求我们减少为300打每款式所需的最小起订量，我们想指出的是那是我们的经
12、过实践而制定的一个凭买方样品或对等样品最小起订量。然而，为了建立与您的业务关系，我们已经决定符合您的要求。相应地，我们确定了以下条款：货品：中国丝绸围巾款式：跟我方样品一致的编号1-5号。规格：50*50厘米数量：每款300打，总共1500打包装：每个均用塑料袋包装，每5打装一箱价格：款式编号1-4号每打25美元成本保险运费到洛杉矶 款式编号5号每打30美元成本保险运费到洛杉矶付款方式：从我们的销售确认书生效起10天内开出不可撤销的即期汇票信用证 我们的销售确认书一式两份将会在几天寄到待贵方会签。我们相信这次交易将是我们之间业务关系的一个好的开始。,Move OneThanks for off
13、er,Move TwoRefusal and reasons,Move ThreeSuggestions for revised trade terms,Move FourHope for acceptanceof counter-offer,Thank you for your prompt reply and detailed quotation.,Thank you for the samples you sent in response to our enquiry of 8 June.,We are sorry to tell you that we cannot take you
14、up on the offer as the price you are asking is above the market level here for the quality in question.,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.,May we suggest that you could perhaps make some allowance
15、 on your quoted prices that would help to introduce your goods on this market.,It is hoped that you would seriously take it into consideration and let us have your reply very soon.,We hope you will consider our counter-offer most favorable, and fax us acceptance at your early convenience.,Complement
16、ary reading,A whole process:Offer - counter-offer - acceptance,Letter 1: Offer Dear Sirs, We acknowledge with thanks the receipt of your inquiry of Sept. 5, and are pleased to make you an offer regarding the Changhong Brand color TV sets in the size you required. All sizes can be supplied by the beg
17、inning of next month subject to our receiving your order. The price for Changhong Brand color TV set inch 34 is USD 450 each at CIF Copenhagen. Our price is very competitive for other good quality TV sets. We look forward to receiving your large number of order. Truly yours, Fred Jackson,Letter 2: C
18、ounter-offer Dear Sirs, We are glad to have received your letter of Sept. 18 offering us Changhong Brand color TV set 34 inch at CIF Copenhagen USD 450 per set. In reply, we regret to inform you that your price is too high. Market information tells us that some Japanese color TV have been sold here
19、at level about 30% lower than yours. We do not deny the quality of Changhong Brand color TV sets, but the differences in price is a wide gap. To step up the trade, we counter-offer you 10 thousand Changhong Brand color TV sets inch 34 at CIF Copenhagen USD 300 per set. It is hoped that you would ser
20、iously take it into consideration and let us have your reply very soon. Sincerely yours, Xianjin Peng,Letter 3: Acceptance Dear Sirs, We have received your letter of October 12. it is regretful for us to see that you cut down the price of our Changhong Brand color TV sets too sharp, but regarding ou
21、r long term of business relationship, we decide to accept your counter-offer on condition that cashu must be paid within three months of date of delivery, or subject to 5% discount if paid within one month. Sincerely yours, Ping Wang,Exercises,Translate the following sentences into English using the
22、 words or phrases in the brackets. (1) 我们虽然欣赏你们自行车的质量，但是价格太高不能接受。(appreciate)While appreciating the quality of your bicycles, we find your prices are too high to be acceptable. (2) 接受你们现在的报价意味着我们将有巨大亏损，更不用谈利润了。(speak of)To accept your present quotation would mean a heavy loss to us, not to speak of
23、profit. (3) 我们遗憾地通知贵方，我方未能按照贵方的条件接受报价。(be in a position to)We regret to inform you that we are in a position to accept your counter-offer or those terms. (4) 我们希望你方认同我们价格具有竞争力，因为我方服装质量良好。盼早日收到你方首批订单。(be competitive )We hope you will agree that our prices are very competitive for these good quality clothes, and we look forward to receiving your initial order.,Translate the following letter into English. 谢谢你们5月18日对棉衬衫的还盘。我们很高兴地确认刚发出的电文如下：你们5月18日电悉，还盘接受。但请注意，我们之所以特别接受你们的要求是因为我们希望以此获得你们未来的大量订。盼你方即寄正式订单，我方将予以认真关注和仔细执行。,
