3
Dear Mr Field
Thank you for your offer for sheets dated May 4.
Regrettably, we are unable to accept your offer as the prices you quoted are too high compared with those some other suppliers offered. Although it is obvious that your products enjoy supreme quality, it does not justify such a large difference in price.
We might do business with you if you could possibly allow us some allowance, say 10%, on your price. And on that condition, I believe we shall both enjoy a considerable profit margin.
We would appreciate it and place a substantial order with you if you could consider preferably and make a concession on it. We are looking forward to your favorable reply.
Yours sincerely
Sherry Zhang
Purchasing Manager
4
Dear Ms Zhang
Thank you for your counter-offer of May 5 for sheets.
Though the deep inner expectation of maintaining good business relationship with you, we are unable to accept your request of offering 10% discount as our production cost are much higher in the pursuit of excellent quality.
To show our integrity of promoting the business relation between us, we can offer you a 3% discount on condition that your order is not less than 2,000 pieces, which is the utmost concession we are able to make. We expect you will find it acceptable.
We have to inform you that we have received considerable orders from our other regular buyers on the initial prices quoted, and our stock will probably be in short soon. We sincerely suggest you make a prompt firm order if you are satisfied with our final offer.
We are looking forward to receiving your early reply.
Yours sincerely
Liz Field
Client Manager
UK United Trading Co. Ltd. 18 Sunshine Street, London, England Telephone:0117954967 Fax:0117954870 Fax Message To; Henry Wang Fax: (021)5836 2456 Export Manager Changchun Little Swan Imp. & Exp. Co. Ltd. From: Will Smith Import Manager Date: March 25, 2014 Subject: Pulsator Washing Machine TB70-V1058(H) Dear Mr. Wang Thank you for your fax of March 12th, 2014, making us a firm offer about your pulsator washing machine TB70-V1058(H). We do appreciate the high quality of your products. But to our disappointment, your price is on the high side. To accept the price you have quoted would leave us little profit margin. And according to our market research, washing machine of similar quality in the world market is at a lower price. Therefore, to finalize the deal, we would ask you to reduce your price by 10%. As washing machine market in our country is weak with a downward tendency, I believe the price mentioned above is more reasonable and acceptable.. We recommend your immediate acceptance of our above counter-offer.
向客户进行询盘 1. 文体介绍在对外贸易中，询盘，也叫询价（inquiry或enquiry）是买方或买方对于所要购买或出售的商品向另一方作出的询问。询盘是交易的起点，可以分为： 普通询盘（a general inquiry）:索取普通资料，诸如：目录（a catalogue）、价目表或报价单（a price-list or quotation sheets）、样品（a sample）、图片（illustrated photo prints）等。 具体询盘（a specific inquiry）: 具体询问商品名称（the name of the commodity）、规格（the specifications）、数量（the quantity）、单价（the unit price FOB…CIF…）,装船期（the time of shipment）、付款方式（the terms of payment）等。 询盘一般多为买方向卖方发出，买方通过询盘信，简明扼要的向卖方了解一般的商品信息。利用E-mail 写询盘信，无须写的过分客气，只需具体、简洁、措词得体。有的询盘信开门见山，直截了当说明订购打算，希望对方给予一定优惠条件；有的询盘信则以征询信息的方式，不许下订货诺言，以避免结果未订购可能形成的日后交易中的障碍。 2．实用范例Subject: Enquiry Dear Sir, We are interested in buying large quantities of steel screws in all sizes. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. It would also be appreciated if you could forward samples and your price-list to us. We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products. We look forward to hearing from you by return E-mail. Sincerely, Xxx 3、参考译文 主题：询盘 亲爱的先生： 本公司有意大量购买各型号钢螺钉，欲知每公斤运抵英国利物浦的成本价运费价格。如蒙惠赐上述报价单，不胜感激。如能惠寄样本和价格表，亦必感激不尽。 本公司素来从其他公司购买此类货物，闻悉贵公司货物质优价廉，故欲与贵公司建立合作关系。 盼复。 你真诚的xxx 4、典型句型 (1) Could you give us some idea about your price? 请介绍贵方的价格好吗? (2) Do you offer FOB or CIF? 你们报船上交货价还是到岸价？
3 Dear Mr Field Thank you for your offer for sheets dated May 4. Regrettably, we are unable to accept your offer as the prices you quoted are too high compared with those some other suppliers offered. Although it is obvious that your products enjoy supreme quality, it does not justify such a large difference in price. We might do business with you if you could possibly allow us some allowance, say 10%, on your price. And on that condition, I believe we shall both enjoy a considerable profit margin. We would appreciate it and place a substantial order with you if you could consider preferably and make a concession on it. We are looking forward to your favorable reply. Yours sincerely Sherry Zhang Purchasing Manager 4 Dear Ms Zhang Thank you for your counter-offer of May 5 for sheets. Though the deep inner expectation of maintaining good business relationship with you, we are unable to accept your request of offering 10% discount as our production cost are much higher in the pursuit of excellent quality. To show our integrity of promoting the business relation between us, we can offer you a 3% discount on condition that your order is not less than 2,000 pieces, which is the utmost concession we are able to make. We expect you will find it acceptable. We have to inform you that we have received considerable orders from our other regular buyers on the initial prices quoted, and our stock will probably be in short soon. We sincerely suggest you make a prompt firm order if you are satisfied with our final offer. We are looking forward to receiving your early reply. Yours sincerely Liz Field Client Manager
Counteroffer还盘 Brief Introduction 还盘也叫还价。接盘人在收到一项报盘后，往往会对其中的某些内容不能完全同意，于是会提出不同的要求。这种口头或书面的要求一经提出，原来的报盘即刻失效，于是交易在还盘的基础上重新开始。 还盘的内容不单是指价格。对支付条件、装运期等主要条件提出不同的建议，也都属于还盘性质。一笔交易的成立，有时要经历多次还盘和反还盘的过程。 Basic Expressions 1. Our counteroffer is as follows. 我们还盘如下。 2. Our counteroffer is well founded. 我们的还价是很合理的。 3. Y our counteroffer is not up to the present market level. 你的还价是不符合目前市场价格。 4. Please make us your best possible counteroffer. 请给我们你们最好的还盘。 5. The price you offer is not in line with the prevailing market. 你方报价与现行市场价不合。 6. It’s impossible for us to entertain your counteroffer.我们不能接受你方的还价。 7. I’m sorry. The difference between our price and your counteroffer is too wide. 很遗憾，我们的价格与你方还盘之间的差距太大。 8. This is our rock - bottom price, we can’t make any further red uction. 这是我方的最低价格，我们不能再让了。 9. How about meeting each other halfway? 能不能互相做出让步？ 10. If you accept our counteroffer, we’ll advise our users to buy from you. 如您能接受我们的还盘，我们就劝用户向你方购买。 11. As a rule, the larger the order, the lower the price. 买得越多，价格越便宜，这是个惯例。 12. I appreciate your counteroffer but find it too low to accept. 谢谢你的还价，我觉得太低了无法接受。 13. We ask for indulgence for 6 days to make a counteroffer. 我们要求宽限六天以便做出还价。 14. We regret to note that you have turned down our counteroffer. 我们很遗憾，知道你方已拒绝了我方的还价。 Conversations Dialogue 1 A: This is our rock - bottom price, Mr. Li. We can’t make any further concessions. B: If that’s the case, there’s not much point in further discussion. We might as well call the whole deal off. A: What I mean is that we’ll never be able to come down to your price. The gap is too great. B: I think it unwise for either of us to insist on his own price. How about meeting each other half way so that business can be concluded? A: What is your proposal? B: Y our unit price is 100 dollars higher than we can accept. When I suggested we meet each other half way, I meant it literally. A: Do you mean to suggest that we have to make a further reduction of 50 dollars in our price? That’s impossible. B: What would you suggest?
第5课发盘及还盘Offers and Counter-offers 教学目的要求：了解发盘的含义；掌握实盘和虚盘、还盘等概念；掌握本单元相关边缘业务知识、词汇、术语及有用的表达 教学重点与难点：实盘和虚盘、还盘等概念；与发盘及还盘相关的术语及有用的表达教学时数：共计2学时 （其中理论课2学时，实验课学时，习题课学时，讨论课学时） 教学内容与方法： 发盘（报盘）：交易的一方向另一方提出买或卖某项商品的各种交易条件并愿意按所提出的条件与对方达成交易，这种口头的或书面的表示即称之为报盘（报价、发盘）。 5.1firm offer 即指有约束力的发盘。是发盘人有肯定订立合同的意图。实盘一旦由交易的另一方（受盘人）有效接受，发盘人对其发盘的内容，在有效期内不得随意变更或撤销，否则发盘人将承受违约的法律后果。实盘所列的交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。 实盘的内容一般应有：货物正确的品名、详细的品质规格、清楚的包装情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支付条件。另外，实盘还有两个内容：一个是明确提出这个发盘是个实盘(firm offer or irrevocable).但即或有实盘或不可撤销字样，也不是构成实盘的必要条件。如果具备构成实盘的上述必要条件，没有实盘字样也是实盘。 另一个是发盘的有效期。根据各国法律规定和国际贸易惯例，实盘都有有效期。有效期是对发盘人的约束，以便利受盘人凭以进行研究交易的可能性。在有效期内，发盘人有必须承担成交的义务，但是超过了有效期，既或受盘人再行接受，发盘人有权拒绝成交。在规定具体的有效期时，要根据不同的商品，在不同的市场、不同的地理位置以及节假日等情况。明确规定此期限的起止日期和地点以免误解。 在当前的国家贸易中，使用实盘报价较多。但遇到下列情况之一，实盘立即失效：1）受盘人在实盘有效期外表示接受，发盘人不受约束。 2）受盘人对实盘中的一项明确表示拒绝或修改，该项实盘立即失效。
Counter-offer，bid and counter- counter-offer B：Mr.Wang，let’s have your firm offer now. 现在告诉我你的实盘。 S：Gladly.Here’s our offer，RMB700 per ton.Y ou will notice the quotation is much lower than the current market price. 很高兴。这是我们的报价，每吨人民币700元。你将关注到产品报价要比现有的市场价低很多。 B：Frankly，we have received offers much lower than yours. So business depends very much on your price. 坦率地说，我们已收到了比你方报价低得多的报价。因此，这笔生意能否成交主要取决于你们的价格。 S：Well，then，what’s your idea of a competitive price? 好，那么，对这价格你的意见是？ B：As the market is declining，we can't accept your offer unless the price is reduced by 10%. 由于市场下滑，除非你们减价10%，否则我们无法接受报盘。 S：Y ou mean that the price of the product is RMB630 per ton，right？ 你的意思是那些产品的价格为每吨630元？ B：Y es,I don't know whether you can accept the prices I did. 是的，我不知道你是否可以接受我的价格。 S：I’m sorry I’m not authorized to make such a big reduction. 很抱歉我无权作出这么大幅度的降价。 B： If you hang on to the original offer，we can see no prospect of business.Unless you can reduce the price，chances for business are remote. 要是你坚持原来的报价的话，我们看不出有成交的希望。除非你能降价，不然成交的希望十分渺茫。 S：To get the business done，we will cut down our price a little，but we cannot reduce it to the extent you indicated.
Offer and Counter Offer 报价和还价 Dialogue 1 A: Mr. Li, I’d like to know your quotation. B: Well, Mr. Smith. Here is the price list. 500 cases of black tea, at 20 pounds per kilogram, CIF(cost insurance and freight) Liverpool. We’ll make shipment in October. A: Your price is high. It would be difficult for us to make any sales. B: I’m very surprise to hear you say that. As you know, the price of black tea has gone up since last year. Our price is more favorable than those in other places. A: I’m afraid that I can’t agree with you there. India has just come into the market with a lower price. B: But our tea is of high quality. Considering quality, our price is reasonable. A: No doubt your black tea is of high quality, but there is keen competition in tea market. Some countries are lowering their prices. B: So far, our black tea has stood the competition well. Our clients keep on buying our tea because ours is better in flavor or color than other tea.