第六章C o u n t e r-O f f e r s还盘
第一节C o u n t e r-O f f e r s L e t t e r s还盘信
一、T h e S t e p s o f W r i t i n g C o u n t e r-o f f e r L e t t e r s还盘信的写作步骤
还盘（C o u n t e r O f f e r）又称还价。指交易一方收到对方报盘后，不同意或不完全同意报盘中的内容，但又有意达成交易，为进一步洽商，便向对方提出新的条件，修改条件或其他要求，均称为还盘。
还盘是对卖方的原报盘的部分或全部拒绝。在还盘信中，买方可对报盘的某些条款提出不同意见。为了向卖方表明自己的立场，买方应阐明适当的理由，继而提出自己的条件。对买方的提议卖方可以接受或拒绝。如果拒绝，卖方可提出反还盘。这个过程可能有很多轮，直至最后成交或交易谈判失败。
还盘是对发盘的拒绝。还盘一经做出，原发盘即失去效力，发盘人不再受其约束。
还盘可以有很多轮直至成交或取消交易。在还盘时，重要的是清楚地陈述自己的观点，认真选词避免误解，这里可以参考报盘的规则。
还盘信结构如下：
1〃感谢对方的报盘；（T h a n k i n g t h e r e a d e r f o r t h e i r q u o t a t i o n）
情景搭配用语：[U s e f u l e x p r e s s i o n s]
●W e w i s h t o t h a n k y o u f o r y o u r l e t t e r o f…（感谢你方……的来信）
●T h a n k y o u f o r…（感谢……）
●I n r e p l y t o…（回复……）
●W e t h a n k y o u f o r…（感谢……）
2〃对不能接受报盘表示歉意；（S h o w i n g y o u r r e g r e t f o r n o t b e i n g a b l e t o a c c e p t t h e o f f e r）
情景搭配用语：[U s e f u l e x p r e s s i o n s]
●W e r e g r e t t o s a y…（很遗憾……）
●W h i l e w e t h a n k y o u f o r…（感谢……但是……）
●R e g r e t f u l l y…（很遗憾……）
3〃说明自己不能接受报盘的理由；（S t a t i n g t h e r e a s o n s f o r n o t b e i n g a b l e t o a c c e p t t h e o f f e r）
情景搭配用语：[U s e f u l e x p r e s s i o n s]
●A s t h e m a r k e t i s d e c l i n i n g…（由于市场下跌……）
●O u r c u s t o m e r s f i n d i t t o o h i g h t o a c c e p t.（我方客户认为太高无法接受。）
●S o m e o t h e r m a k e s c a n b e e a s i l y o b t a i n e d a t m u c h l o w e r p r i c e s.（可以低价得到其他产品。）
4〃阐述自己的观点，包括可以接受的条款、价格等（做具体还盘）；（S t a t i n g y o u r o w n i d e a，i n c l u d i n g t e r m s a n d c o n d i t i o n s a c c e p t a b l e，e t c.）
情景搭配用语：[U s e f u l e x p r e s s i o n s]
●I f y o u r e d u c e y o u r p r i c e b y…（如果能降价……的话）
●W e s u g g e s t y o u r e d u c e y o u r p r i c e b y…（建议你方降价……）
● A r e d u c t i o n o f 3% w i l l h e l p u s p r o m o t e t h e p r o d u c t.（降价3%会帮助我方促销。）
5〃表示希望对方考虑自己的还盘，敦促对方尽早接受，并提示一起做生意的机会。（W i s h i n g t h e r e a d e r t o a c c e p t y o u r c o u n t e r-o f f e r, u r g i n g t h e r e a d e r t o a c c e p t e a r l y, a n d m e n t i o n i n g t h e o p p o r t u n i t i e s o f d o i n g b u s i n e s s.）
情景搭配用语：[U s e f u l e x p r e s s i o n s]
●W e w i s h y o u w i l l c o n s i d e r…f a v o r a b l y.（希望同意……）
●W e a r e a n t i c i p a t i n g y o u r f a v o r a b l e…（盼你方早日肯定答复……）
●W e a r e s t i l l i n t e r e s t e d i n d o i n g b u s i n e s s…（我们还希望与你方做生意……）
二、Text Explanation and V ocabularyⅠ课文分析和词汇1
Dear Sirs,
RE：COUNTER-OFFER FOR BICYCLES
Thank you for your letter concerning the offer for the captioned1bicycles. Although we appreciate the quality of your bicycles, their price is too high for us to2accept. （提及上一封信，并直接表明自己的看法）Referring to3the Sales Confirmation4No.8965, you will find that we ordered 1000 bicycles of the same brand5at the terms and conditions6stipulated7in that Sales Confirmation, but the price was 10% lower than your present price. （解释还盘的原因。）
Since we placed the last order, price for raw materials8has been decreased considerably9. Retailing10price for your bicycles here has also been reduced11by 5%. Accepting your present price will mean great loss12to us, let alone13make profits14. （进一步说明理由。）
We would like to place repeat orders15with you if you could reduce your price at least16by 1.5%. Otherwise17, we have to shift18to the other suppliers19for our similar request. （表明自己的立场。）We hope you take our suggestion into serious consideration20and give us your reply as soon as possible.（希望对方考虑还盘并早日回复。）
Yours truly,
讲解：
第一段：
Thank you for your letter concerning the offer for the captioned1bicycles. Although we appreciate the quality of your bicycles, their price is too high for us to2accept.
1〃captioned标题下的。还可以说subject，意为标题下的。
2〃Too…to太……而不能……。
例：
（1）This price is too high for us to accept. （这个价格太高，我们不能接受。）
（2）This seems too good to be true. （这看起来太好了不像真的。）
讲解：
第二段：
Referring to3the Sales Confirmation4No.8965, you will find that we ordered 1000 bicycles of the same brand5at the terms and conditions6stipulated7in that Sales Confirmation, but the price was 10% lower than your present price. Since we placed the last order, price for raw materials8has been decreased9considerably10. Retailing11price for your bicycles here has also been reduced12by 5%. Accepting your present price will mean great loss13to us, let alone14make profits15.
3. referring to关于。意思同with reference to，with regard to。
例：Referring to your inquiry of May 5，we very much regret that…（关于你方5月5日的询盘，很遗憾……）
4. Sales Confirmation销售确认书。
confirmation确认，名词。
例：If you accept our offer, please cable us for our confirmation.（如你能接受我方报价，请来电确认。）Confirm确认，动词。后面接名词或动名词。
例：We confirm having received your order No. 1234.（我们确认收到你方第1234号订单。）
5. brand品牌。
6. terms and conditions条款。
7. stipulate规定，动词。
例：
（1）The contract stipulate that shipment be made in June. （合同规定六月份装运。）
（2）It is stipulated in our Sales Confirmation that payment be made by L/C. （我们的销售确认书规定用信用证付款。）
（3）The seller must pack the goods as stipulated in the contract.（卖方必须按照合同的规定包装。）
8. raw materials 原材料。名词。
例：The price for raw materials has gone up. （原料的价格已经上涨。）
9. decrease ，下降，减少。动词。
例：
（1）The number of children in the school has decreased this year. （在校的儿童人数有所减少。）（2）Production has decreased this year. （今年生产下降了。）
decrease 名词。减少，下降。
例：There was a decrease in the number of children in school. （在校的儿童人数有所减少。）
10. considerably 大量地。意思同substantially。
例：Sales have increased considerably. （销量大量增加。）
11. retailing price 零售价。
12. reduce降价，动词。reduction是其名词形式，后面接in。
例：
（1）In order to close this deal we shall further reduce（cut）our price.（为了达成交易，我方将再降价。）（2）A 5% reduction in your price is necessary. （应该降价5% 。）
reduce…by…减少…
13. loss 损失，名词。动词是lose。
例：
（1）Our loss was US$1200. （我们的损失是1200美元。）
（2）We have lost US$1200. （我们损失了1200美元。）
14. let alone 更不用说。
例：
（1）He can not afford a bicycle, let alone a car. （他连自行车都买不起，更不用说汽车了。）
（2）He is not allowed to see it, let alone touch it. （都不允许他看，更不用说摸了。）
15. make profit 盈利。Profit 利润。
例：We have made a lot of profits this year. （今年我们盈利不少。）
讲解：
第三段：
We would like to place repeat orders16with you if you could reduce your price at least17by 1.5%. Otherwise18, we have to shift19to the other suppliers20for our similar request.
16. repeat重复（续订），名词。
例：We are very glad to be able to place with you a repeat order for Ammonium Sulphate. （能向你方续订硫铵我方很高兴。）
repeat动词，再供应。
例：We can repeat the goods. （我们可以再次供应这些货物。）
repeat order续订货。
例：Should this trial order prove satisfactory to our customers, we can assure you that repeat orders in increased quantities will be placed.（如果这次试订货使我们客户满意的话，我们可以向你们保证将有更大数量的续订货。）
17. at least 至少。与之相反的是at most最多。
例：We shall place orders to the amount of at least $10,000. （我们将订购价值至少一万美元的货。）
18. otherwise否则，副词。
19. shift 转向，动词。
20. supplier 供应商。
例：Our supplier is pressing us for immediate shipment. （我们的供应商正在督促我们立即交货。）supply提供、供应、供货。可以是名词或动词。词组有supply sb with sth。
例：
（1）We can supply you with all kinds of leather shoes. （我们能够给你们供应各种各样的皮鞋。）（2）Supply exceeds demand now. （现在供给大于需求。）
讲解：
第四段：
We hope you take our suggestion into serious consideration21and give us your reply as soon as possible.
21. take sth. into consideration 考虑……。意思同consider。
例：Please take our proposal into consideration. （请考虑我们的建议。）
consideration考虑。名词。
例：Please give the above your best consideration.（请优先考虑上述问题。）
译文：
事由：
们对标题下的自谢谢你们对标题下的自行车报价的来信。
我们虽然赞赏你们自行车的质量，但价格太高不能接受。请参阅8965号销售确认书，按此销售书我方订购了相同牌号的自行车1000辆，但价格比你方现报价格低10%。自从上次订购以来，原材料价格跌落很多，这里你们自行车的零售价也下跌了5%。接受你方现时的报价意味着我们将有巨大亏损，更不用谈利润了。
然而如果你们至少降价1.5%，我们非常愿意向你方续订货。否则，我们只能转向其他供应商提出类似需求。
我们希望你们认真考虑我方建议，并及早答复我方。
您诚挚的，
三、T e x t E x p l a n a t i o n a n d V o c a b u l a r yⅡ课文分析和词汇2
D e a r S i r s
W e w r i t e t o t h a n k y o u f o r y o u r q u o t a t i o n o f20t h M a r c h a n d t h e s a m p l e s c u t t i n g
y o u e n c l o s e d.H a v i n g c a r e f u l l y e x a m i n e d1t h e s a m p l e s,w e f e e l q u i t e s a t i s f i e d w i t h2t h e q u a l i t y o f y o u r g o o d s a n d t h e w a y i n w h i c h y o u h a v e h a n d l e d3o u r i n q u i r y.I t w o u l d b e p r o f i t a b l e4f o r b o t h s i d e s5i f a l o n g-t e r m6b u s i n e s s r e l a t i o n s h i p c o u l d b e e s t a b l i s h e d.
（感谢对方报盘）
H o w e v e r,o u r m a r k e t i n g r e s e a r c h7r e v e a l s8t h a t t h e p r i c e s y o u q u o t e d a p p e a r t o9b e
o n t h e h i g h s i d e e v e n f o r g o o d s o f y o u r q u a l i t y.G o o d s o f s i m i l a r q u a l i t y10w h i c h a r e
s o l d a t t h e p r e v a i l i n g11l e v e l s a r e3%c h e a p e r t h a n y o u r s.S o m e o f o u r c l i e n t s12f e e l
w o r r i e d13t h a t a c c e p t i n g s u c h a n o f f e r w o u l d o n l y l e a v e t h e m w i t h14a s m a l l m a r g i n15o f p r o f i t o n t h e i r s a l e s.（表示遗憾并解释原因）
W e s u g g e s t t h a t y o u m a k e s o m e a l l o w a n c e16, s a y17, 2% o f f18y o u r q u o t e d p r i c e s? W e f e e l c o n f i d e n t19t h a t t h e r e v i s e d20o n e s w o u l d h e l p i n t r o d u c e y o u r p r o d u c t s i n t o o u r l o c a l m a r k e t s.A n d y o u c o u l d a l s o r e l y o n21l a r g e v o l u m e22o f o r d e r s f r o m u s i f o u r c u s t o m e r s s e e i n c r e a s i n g b e n e f i t s f r o m t h e i r d e a l s.（具体还盘）
P l e a s e k i n d l y i n f o r m u s o f y o u r d e c i s i o n a s s o o n a s p o s s i b l e b e c a u s e w e n e e d y o u r i n f o r m a t i o n t o w o r k o u t23o u r i m p o r t s c h e d u l e24b y t h e e n d o f t h i s m o n t h.（希望对方
接受并尽早通知他们）
Y o u r s f a i t h f u l l y
讲解：
第一段：
W e w r i t e t o t h a n k y o u f o r y o u r q u o t a t i o n o f20t h M a r c h a n d t h e s a m p l e s c u t t i n g
y o u e n c l o s e d.H a v i n g c a r e f u l l y e x a m i n e d1t h e s a m p l e s,w e f e e l q u i t e s a t i s f i e d w i t h2t h e q u a l i t y o f y o u r g o o d s a n d t h e w a y i n w h i c h y o u h a v e h a n d l e d3o u r i n q u i r y.I t w o u l d b e p r o f i t a b l e4f o r b o t h s i d e s5i f a l o n g-t e r m6b u s i n e s s r e l a t i o n s h i p c o u l d b e e s t a b l i s h e d.
1.e x a m i n e检查，动词。
例：
（1）T h e d o c t o r e x a m i n e d h e r c a r e f u l l y.（医生给她作了仔细的检查。）
（2）Y e s t e r d a y t h e f i r e m e n e x a m i n e d t h e g r o u n d c a r e f u l l y, b u t w e r e n o t a b l e t o f i n d
a n y
b r o k e n g l a s s.（昨天，消防队员们仔细地检查了地面，但未能找到任何碎玻璃。）
2.f e e l s a t i s f i e d w i t h同b e s a t i s f i e d w i t h对……满意，感到满意。主语是人。
例：
（1）W e a r e q u i t e s a t i s f i e d w i t h o u r o r d e r.（我们对我方订货很满意。）
（2）H e i s s a t i s f i e d w i t h o u r s e r v i c e.（他对我们的服务感到满意。）
s a t i s f a c t o r y令人满意的。主语是事物。
例：O u r g o o d s a r e s a t i s f a c t o r y t o t h e m.（我们的货物令他们满意。）
3.h a n d l e经营。意思同d e a l i n。动词。
例：
（1）W e h a n d l e t h e i m p o r t a n d e x p o r t o f t e x t i l e s.（我方经营纺织品的进出口。）（2）T h i s c o m p a n y h a n d l e s t e x t i l e s.（这个公司从事纺织品生意。）
4.p r o f i t a b l e形容词，有利润的。
例：
（1）T h i s b u s i n e s s i s p r o f i t a b l e.（这种生意有利可图。）
（2）T h e c o n t r a c t i s p r o f i t a b l e.（这个合同有利润。）
5.b o t h s i d e s双方s i d e在这里指一方，同p a r t y。
例：S a t i s f a c t i o n o f b o t h s i d e s c a n l e a d t o b u s i n e s s.（双方满意能成交生意。）
6.l o n g-t e r m长期的。短期的是s h o r t-t e r m。
例：
（1）T h e y h a v e a p p l i e d t o t h e b a n k f o r a l o n g-t e r m l o a n.（他们向银行申请了长期贷款。）
（2）O u r l o n g-t e r m g o a l i s t o b e c o m e t h e l a r g e s t i m p o r t e r i n t h i s c i t y.（我们的长期目标是成为这个城市的最大进口商。）
讲解：
第二段：
H o w e v e r,o u r m a r k e t i n g r e s e a r c h7r e v e a l s8t h a t t h e p r i c e s y o u q u o t e d a p p e a r t o9b e o n t h e h i g h s i d e e v e n f o r g o o d s o f y o u r q u a l i t y.G o o d s o f s i m i l a r q u a l i t y10w h i c h a r e
s o l d a t t h e p r e v a i l i n g11l e v e l s a r e3%c h e a p e r t h a n y o u r s.S o m e o f o u r c l i e n t s12f e e l
w o r r i e d13t h a t a c c e p t i n g s u c h a n o f f e r w o u l d o n l y l e a v e t h e m w i t h14a s m a l l m a r g i n15o f p r o f i t o n t h e i r s a l e s.
7.m a r k e t i n g r e s e a r c h市场调查。
例：W e h a v e d o n e a l o t o f m a r k e t r e s e a r c h.（我们做了大量的市场调查。）
8.r e v e a l显示，动词。意思同s h o w。
例：
（1）A n o t h e r t h o r o u g h c h e c k-u p r e v e a l s t h a t…（再次彻底检查发现……）
（2）O u r i n v e s t i g a t i o n r e v e a l s t h a t t h e a r t i c l e s w e p a c k e d w e r e i d e n t i c a l w i t h w h a t w e r e l i s t e d o n o u r i n v o i c e.（我们的调查显示我们的包装的货物和发票上列的是一样的。）
9.a p p e a r看来。不及物动词。
例：
（1）S h e a p p e a r v e r y t i r e d.（她显得很疲劳。）
（2）H e a p p e a r s t o w a n t t o l e a v e.（他看来要走。）
10.G o o d s o f s i m i l a r q u a l i t y类似质量的货物。
S i m i l a r类似的。
例：I n f u t u r e，y o u m u s t a v o i d a s i m i l a r i n c i d e n t.（将来你方要避免发生类似的事件。）
11.p r e v a i l i n g时下流行的，现行的。
例：
（1）W e w o u l d l i k e t o k n o w s o m e t h i n g a b o u t t h e s t y l e s p r e v a i l i n g a t y o u r e n d.（我们想了解一些你处流行的式样）
（2）T h e p r e v a i l i n g p r i c e i s$550.00p e r m/t.（现在的市价是每公吨550美元）
12.c l i e n t s意思是客户，同c u s t o m e r。
例：
（1）O n e o f o u r c l i e n t s i s i n t e r e s t e d i n y o u r c o t t o n p i e c e g o o d s.（我们的一个
客户对你方的棉布感兴趣。）
（2）W e h a v e m a n y c l i e n t s i n t h i s c i t y.（在这个城市我们有很多客户。）
13.f e e l w o r r i e d也可以说b e w o r r i e d，担心。后面可以接从句或短语。
例：
（1）T h e s e l l e r s f e e l w o r r i e d a b o u t t h e a v a i l a b i l i t y o f s h i p p i n g s p a c e.（卖方对搞到舱位十分关心。）
（2）I a m w o r r i e d t h a t h e c a n n o t r e a c h h e r e i n t i m e.（我担心他不能及时赶到这里。）
14.l e a v e…w i t h给……留下……
例：H i s w i f e l e f t h i m w i t h a l o t o f m o n e y.（他妻子给他留下一大笔钱。）
15.m a r g i n余地，s m a l l m a r g i n o f p r o f i t没什么利润。
例：W e h a v e l i t t l e m a r g i n o f p r o f i t s e l l i n g a t t h i s p r i c e.（我们以这个价格销售没什么利润。）
讲解：
第三段：
W e s u g g e s t t h a t y o u m a k e s o m e a l l o w a n c e16, s a y17, 2% o f f18y o u r q u o t e d p r i c e s? W e f e e l c o n f i d e n t19t h a t t h e r e v i s e d19o n e s w o u l d h e l p i n t r o d u c e y o u r p r o d u c t s i n t o o u r l o c a l m a r k e t s.A n d y o u c o u l d a l s o r e l y o n20l a r g e v o l u m e21o f o r d e r s f r o m u s i f o u r c u s t o m e r s s e e i n c r e a s i n g b e n e f i t s22f r o m t h e i r d e a l s.
16. a l l o w a n c e允许，被允许的东西，名词。m a k e a l l o w a n c e f o r为......留出余地。
例：W e m u s t m a k e a l i b e r a l a l l o w a n c e f o r s u c h u n f o r e s e e n c i r c u m s t a n c e s a r i s i n g
d u r i n g t r a n s i t.（我们必须充分考虑到运输途中发生的这些意外情况。）
17.s a y比如说，有时也用n a m e l y。
例：Y o u r r e d u c t i o n i n p r i c e,s a y,5%w i l l m a k e i t e a s i e r f o r u s t o p r o m o t e s a l e s.（你方降价，比如5%会使我们容易推销。）
18.2%o f f让利2%，给2%的折扣，即98折。
例：t e n p e r c e n t o f f（九折）
19.c o n f i d e n t有信心的。常用表达法有b e（f e e l）c o n f i d e n t i n,f e e l（b e）
c o n f i
d
e n t t h a t。
例：W e a r e c o n f i d e n t i n t h e q u a l i t y o f o u r p r o d u c t s.（我们对我方产品质量有信心）
c o n f i
d
e n c e名词，信心。
例：W e h a v e c o n f i d e n c e i n y o u r c o o p e r a t i o n.（我们对你们的合作有信心）
20.r e v i s e修改，动词。
例：W e h a v e r e v i s e d o u r p r i c e t o y o u r l e v e l.（我们把价格降到了你方的水帄。）
21.r e l y o n依靠，依赖。动词短语。
例：
（1）W e w e r e t o l d t h a t w e c o u l d a l w a y s r e l y o n y o u r p r o m p t a n d a c c u r a t e s h i p m e n t.（我们了解到我们总是可以信赖你们迅速准确的装运。）
（2）Y o u c a n a l w a y s r e l y o n h i s h o n e s t y.（你总可以信赖他的诚实。）
22.l a r g e v o l u m e s o f大量的。
例：L a r g e v o l u m e s o f b u s i n e s s h a s b e e n d o n e b e t w e e n u s b e f o r e.（我们之间以前做过大量的生意。）
讲解：
第四段：
P l e a s e k i n d l y i n f o r m u s o f y o u r d e c i s i o n a s s o o n a s p o s s i b l e b e c a u s e w e n e e d y o u r
i n f o r m a t i o n t o w o r k o u t23o u r i m p o r t s c h e d u l e24b y t h e e n d o f t h i s m o n t h.
23.w o r k o u t制定，做出。
例：
（1）I W e h a v e w o r k e d o u t a s c h e d u l e.（我们已经制定出了一个计划。）
（2）W e s h a l l w o r k o u t o u r q u o t a t i o n a s s o o n a s p o s s i b l e.（我们会尽快做出报价。）
24.s c h e d u l e目录。
例：i m p o r t s c h e d u l e（进口商品目录）
s c h e d u l e还可以当时间表讲。
例：W e h a v e f i n i s h e d o u r w o r k b e f o r e s c h e d u l e.（我们提前完成了任务。）译文：
先生们
感谢你方三月二十日的报价以及附寄的剪样。在仔细检查样品之后，我们对你们的产品质量以及你们处理我们询价的做法都感到满意。如果建立长期业务关系对我们双方都有利。
但是，我方市场调查表明，你方所报价格就你方货物的质量来说有些偏高。市场中同样质量的产品比你方便宜3%。我们一些客户担心接受这样的报价获利会很少。
我们建议你方作些让步，比如，报价降低2%。我们相信降低的报价会帮助我们在当地市场销售。你还可以相信，如果我方客户这次获利的话会大量订货。
请尽快通知我们你方的决定，因为我们需要根据你方信息在月底前作出进口目录。
您诚挚的
四、Useful Language还盘信的常用句式
1. It’s not possible for us to make any sales at this price.
我们无法以这种价格销售。
2. Your price is higher than other companies.
你方的价格比其它公司的价格高。
3. We make a counter-offer to you of $150 per metric ton F.O.B. London.
我们还价为每公吨伦敦离岸价150美元。
4. We can’t accept your offer unless the price is reduced by 5%.
除非你们减价5%，否则我们无法接受报盘。
5. I’m afraid I don’t find your price competitive at all.
我看你们的报价毫无任何竞争性。
6. If the price is higher than that, we’d rather call the whole de al off.
如果价格比这还高，我们宁愿放弃这桩生意。
7. While thanking you for your quotation of … we regret to say that your price is on the high side.
感谢你方对……的报价，但是遗憾地说你方价格偏高。
8. We do not think there is any possibility of business unless you cut your price by 20%.
我们认为不可能达成交易，除非你们降价20%。
9. We hope you can grant us a 3% discount for any order of more than 100 bales.
我们希望你方对多于100包的订货让利3%。
10. We appreciate your offer, but we find it on the high side.
感谢你方报价，但是我们认为此报价太高。
11. If you cannot reduce your price, we will buy other makes.
如果你们不降价，我们不得不到他处购买。
12. We request that you should carefully consider our proposal.
我们请你们认真考虑我方出价。
13. A Japanese supplier under quotes you by 4%.
一家日本供应商比你们的报价低4%。
14. If the quality of your products is satisfactory and the prices reasonable, we would place a large order with you.
如你方商品质量优良、价格合理，我方会与你大量订货。
第二节D e c l i n i n g C o u n t e r-O f f e r L e t t e r s回复还盘信
一、T h e S t e p s o f W r i t i n g C o u n t e r-o f f e r L e t t e r s回复还盘信的写作步骤
卖方接到还盘信之后，要迅速地做出回复。如果是同意对方的还盘，应说清楚原因并建立良好关系。如果拒绝对方的还盘，则需要小心解释原因。因为谢绝还盘信是一种传递否定信息的函电。但写信人拒绝的是一笔交易，而不是表示永远绝交。写信目的是通知对方坏消息，同时也传递愿意继续保持业务关系的信息。因此在写这种信函时，要注意礼貌周到，虽然客气地拒绝了对方还盘，但从感情上给对方安慰，从而使交易有可能进行下去。
回复还盘信结构如下：
1〃告诉对方你已明了其意图并表示遗憾；（T e l l i n g t h e r e a d e r t h a t y o u h a v e k n o w n t h e i r i n t e n t a n d s h o w y o u r r e g r e t）
情景搭配用语：（U s e f u l E x p r e s s i o n s）
●W e n o t e f r o m…（我们从……得知）
●W e r e g r e t t o l e a r n t h a t…（我方得知……）
●Y o u r l e t t e r o f…h a s b e e n n o t e d…（你方……来信已收到）
2〃说明可以接受或表示遗憾不能接受还盘；（E x p r e s s i n g y o u r a c c e p t a n c e o r r e g r e t t h a t c o u n t e r-o f f e r i s n o t a c c e p t a b l e）
情景搭配用语：（U s e f u l E x p r e s s i o n s）
●W e r e g r e t t o s a y…（很遗憾……）
●W h i l e w e…w e r e g r e t…（虽然……但很遗憾……）
●W e v e r y m u c h r e g r e t t h a t…（非常遗憾……）
3〃解释接受或者不能接受对方还盘的原因；（E x p l a i n i n g t h e r e a s o n s f o r a c c e p t i n g o r d e c l i n i n g t h e c o u n t e r-o f f e r）
情景搭配用语：（U s e f u l E x p r e s s i o n s）
●F o r y o u r i n f o r m a t i o n,（由于……）
●A t p r e s e n t,w e…（目前我方……）
●A s y o u k n o w…（你知道……）
4〃表示希望建立长期的业务关系。（W i s h i n g t o e s t a b l i s h l o n g b u s i n e s s r e l a t i o n s）情景搭配用语：（U s e f u l E x p r e s s i o n s）
●I f l a t e r o n…（如果以后……）
●W e a s s u r e y o u…（我们保证……）
●W e w i s h t o r e c e i v e…（希望收到……）
●W e e x p e c t t o s e r v e y o u…（希望为你方服务……）
二、T e x t E x p l a n a t i o n a n d V o c a b u l a r yⅠ课文分析和词汇1
S e l l e r a c c e p t s b u y e r’s c o u n t e r-o f f e r
卖方接受买方的还盘
D e a r S i r s,
I a m s o r r y t o l e a r n1f r o m y o u r l e t t e r o f23r d A u g u s t t h a t y o u f i n d o u r p r i c e s t o o
h i g h.W e d o o u r b e s t t o2k e e p p r i c e s a s l o w a s p o s s i b l e w i t h o u t s a c r i f i c i n g3q u a l i t y a n d a r e c o n s t a n t l y4e n q u i r i n g i n t o5n e w m e t h o d s o f m a n u f a c t u r e.（对对方的还盘表示遗憾并解释原因。）
C o n s i d e r i n g t h e q u a l i t y o f t h e g o o d s o f f e r e d,w e d o n o t f e e l t h a t t h e p r i c e s w e
q u o t e d a r e a t a l l6e x c e s s i v e7, b u t b e a r i n g i n m i n d8t h e s p e c i a l c h a r a c t e r9o f y o u r t r a d e, w e h a v e d e c i d e d t o o f f e r y o u a s p e c i a l d i s c o u n t o f4%o n a f i r s t o r d e r f o r f250.W e m a k e t h i s a l l o w a n c e b e c a u s e w e s h o u l d l i k e t o d o b u s i n e s s w i t h y o u i f p o s s i b l e,b u t I m u s t
s t r e s s10t h a t i t i s t h e f u r t h e s t11w e c a n g o t o h e l p y o u.A t l e a s t I h o p e t h i s r e v i s e d o f f e r w i l l n o w e n a b l e12y o u t o p l a c e a n o r d e r.（对还盘的具体回复并说明自己所作的努力，以及希望对方早日订货。）
Y o u r s f a i t h f u l l y,
讲解：
第一段：
I a m s o r r y t o l e a r n1f r o m y o u r l e t t e r o f23r d A u g u s t t h a t y o u f i n d o u r p r i c e s t o o
h i g h.W e d o o u r b e s t t o2k e e p p r i c e s a s l o w a s p o s s i b l e w i t h o u t s a c r i f i c i n g3q u a l i t y a n d
a r e c o n s t a n t l y4e n q u i r i n g i n t o5n e w m e t h o d s o f m a n u f a c t u r e.
1.l e a r n得知。动词。
例：
（1）W e f e e l r e g r e t f u l t o l e a r n t h a t y o u h a v e d e c l i n e d o u r r e q u e s t.（遗憾地得
知你们拒绝了我们的请求。）
（2）W e l e a r n y o u r n a m e f r o m t h e B a n k o f C h i n a.（我们从中国银行得知你们的名字。）
2.d o o n e’s b e s t t o d o s t h.尽最大努力作某事。
例：W e s h a l l t r y o u r b e s t t o s h i p t h e g o o d s e a r l y.（我们将尽最大努力尽早装运。）
3.s a c r i f i c e牺牲，动词。
例：S h e h a s s a c r i f i c e d h e r s e l f t o h e r h u s b a n d’s i n t e r e s t s.（为了丈夫的利益，她牺牲了自己。）
4.c o n s t a n t l y不断地，持续地。
例：H i s r e p o r t w a s c o n s t a n t l y i n t e r r u p t e d b y a p p l a u s e.（他的报告频频为掌声所打断。）
5.e n q u i r e i n t o查询，调查。
例：T h e p o l i c e a r e e n q u i r i n g i n t o t h e m a t t e r.（警察正在调查这件事。）
讲解：
第二段：
C o n s i d e r i n g t h e q u a l i t y o f t h e g o o d s o f f e r e d w e d o n o t f e e l t h a t t h e p r i c e s w e
q u o t e d a r e a t a l l6e x c e s s i v e7, b u t b e a r i n g i n m i n d8t h e s p e c i a l c h a r a c t e r9o f y o u r t r a d e, w e h a v e d e c i d e d t o o f f e r y o u a s p e c i a l d i s c o u n t10o f4%o n a f i r s t o r d e r f o r f250.W e m a k e t h i s a l l o w a n c e b e c a u s e w e s h o u l d l i k e t o d o b u s i n e s s w i t h y o u i f p o s s i b l e,b u t I m u s t
s t r e s s11t h a t i t i s t h e f u r t h e s t12w e c a n g o t o h e l p y o u.A t l e a s t I h o p e t h i s r e v i s e d o f f e r w i l l n o w e n a b l e s13y o u t o p l a c e a n o r d e r.
6.a t a l l完全（不），全然（不）
例：
（1）I d o n’t l i k e h i m a t a l l.（我一点儿也不喜欢他。）
（2）I’m n o t a t a l l s o r r y I c a m e, I’m g l a d!（我来了一点也不遗憾，我很高兴。）
7.e x c e s s i v e此处是价格高。
8.b e a r i n m i n d记住。
例：Y o u m u s t b e a r i n m i n d t h a t y o u r p a r e n t s h o p e t o d e p e n d o n y o u t o b e c o m e a
g o o d d o c t o r.（你要记住你的父母指望你成为一名好医生。）
9.s p e c i a l c h a r a c t e r特点，特殊点。
例：T h e n e w b u i l d i n g s h a v e c h a n g e d t h e c h a r a c t e r o f t h e v i l l a g e.（新建筑改变了这个村庄的特点。）
10.d i s c o u n t折扣。词组有a l l o w a d i s c o u n t或g i v e a d i s c o u n t。
例：
（1）H o w m a n y d i s c o u n t d o y o u g i v e?（你们给多少折扣？）
（2）W e u s u a l l y g e t a6%d i s c o u n t f r o m o t h e r s u p p l i e r s.（我们通常从其他的供应商那里得到6%的折扣。）
11.s t r e s s强调，动词。=e m p h a s i z e。
例：
（1）W e w a n t t o e m p h a s i z e t h e i m p o r t a n c e o f p u n c t u a l s h i p m e n t.（我们想强调按时装运的重要性。）
（2）W e f i n d i t n e c e s s a r y t o s t r e s s t h e i m p o r t a n c e o f m a k i n g p u n c t u a l s h i p m e n t
w i t h i n t h e v a l i d i t y o f t h e L/C.（我们认为有必要强调一下，在信用证的有效期内按期装运的重要性。）
12.f u r t h e s t最远的，f a r的最高级形式。也可以用f a r t h e s t。
例：T h i s i s t h e f u r t h e s t p l a c e h e h a s e v e r b e e n.（这是他到过的最远的地方。）
13.e n a b l e使……能够。
例：
（1）T h e e s t a b l i s h m e n t o f L/C e n a b l e s u s t o b o o k t h e s h i p p i n g s p a c e i n t i m e.（信用证的开立使我们能够及时订舱位。）
（2）W e w i s h y o u c a n s h i p t h e g o o d s a s s o o n a s p o s s i b l e t o e n a b l e u s t o c a t c h t h e b r i s k d e m a n d…（我们希望你方早日装运，以便使我方能够赶上……的销售旺季。）
译文：
先生们，
我们遗憾地从你方8月23号的信中得知你方认为我方价格太高。我们尽了最大的努力在不牺牲质量的基础上尽可能地压低价格，而且正不断研究新的生产方式。
考虑到我们提供的产品的质量，我们认为我们所报的价格一点儿也不高，但是考虑到你们交易的特殊性，我们决定在250英镑的基础上给你们的第一次订货4%的折扣。我们做出这样的让步是因为我们希望尽可能成交生意，但是我必须强调这是我们所能报给你们的最低价了。我希望这个修改过的价格至少使你们能够订货。
您诚挚的
三、Text Explanation and V ocabularyⅡ课文分析和词汇2
Subject
Dear Sirs,
We learn from your letter of l0th October that our price for the Subject article1is found to be on the high side2. （提及上次的函电。）
Much as we would like to3cooperate with4you in expanding5sales, we are regretful that we just cannot see our way clear to6entertain7your counter-offer, as the price we quoted is quite realistic. As a matter of fact8, we have received a lot of orders from various sources at our level9. （对对方的还盘表示遗憾并做出解释。）If you see any chance to10do better11, please let us know. On account of12a limited supply available at present, we would ask you to act quickly. （希望对方早日订货。）
In the meantime13, please keep us posted of14developments at your end15. We assure16you that any further enquiries from you will receive our prompt attention. （表示和对方合作的愿望。）
Yours faithfully,
讲解：
第一段：
We learn from your letter of l0th October that our price for the Subject article1is found to be on the high side2.
1〃Subject article =captioned article。标题下的货物。
2〃on the high side偏高（指价格）
例：
（1）We note from your letter of March 30 that the price offered by us for the subject article is found to be on the high side.（我们从你方3月30日的信中得知我方所报标题下商品价格较高。）（2）We regret to say that we cannot accept your offer, as your price is found （to be）on the high side. （由于你方价格偏高，很遗憾我们不能接受你方报价。）
讲解：
第二段：
Though we would like to3cooperate with4you in expanding5sales, we are regretful that we just cannot see our way clear to6entertain7your counter-offer, as the price we quoted is quite realistic. As a matter of fact8, we have received a lot of orders from various sources at our level9.
3. would like to do sth. 希望。
例：
（1）I would like to go with you. （我希望和你一起去。）
（2）We would like very much to cooperate with you. （我们非常愿意和你们一起合作。）
4. cooperate with sb. 与……合作。
例：We would like to cooperate with your company to sell the product. （我们愿意和你们公司合作销售这种产品。）
5. expand 扩大。
例：Our customer base has been expanded. （我们的客户群增加了。）
6. see our way （clear）to后接动词不定式或动名词。
例：We hope you will see your way （clear）to accepting September shipment. （希望你方能接受九月装货。）
7. entertain考虑（引申为接受）
例：
（1）We cannot entertain your suggestion because it does not seem workable. （我们不能接受你方建议，因为这看起来不可行。）
（2）We shall be glade to entertain any constructive suggestion you make. （我们将乐于考虑你方可能提出的任何建设性的意见。）
8. as a matter of fact事实上。
例：As a matter of fact, this price is rather reasonable. （事实上，这个价格很合理。）
9. level水帄。本意是水帄，常引申为价格。
例：
（1）Your price is not on a level with the current market. （你方价格与当前市场不相吻合。）
（2）Business is hopeful if you reduce your level. （如果你方能降价，成交有望。）
讲解：
第三段：
If you see any chance to10do better11, please let us know. On account of11a limited supply available at present, we would ask you to act quickly.
10. see any chance有机会。
例：If later on you can see any chance to do better, please let us know.（如日后你方有机会出较高的价格，请告知我方。）
11. do better出较高的价格。
例：The price is the lowest possible. We cannot do better. （此价已经是最低限度, 我们不能再让了。）
12. on account of 由于。
例：On account of his negligence, sales declined. （由于他的疏忽，销量减低了。）
讲解：
第四段：
In the meantime13, please keep us posted of14developments at your end15. We assure16you that any further enquiries from you will receive our prompt attention.
13. in the meantime同时。
14. keep us posted （of）随时告知某人……也可以说keep sb informed of 或keep sb advised of。
例：
（1）Please keep us posted of developments at your end.（请随时告知你地事态的发展。）
（2）Please keep us posted of any change in the situation. （请随时告知情况的变化。）
15. at one’s end在某处。也可以说on your side，或in your place。
例：Please advise the price ruling at your end. （请告知你处的现行价格。）
16. assure主要句型有：assure sb of sth, assure sb that, be assured of sth, be assured that。
例：
（1）We assure you that all your enquiries will receive our prompt attention.（我们保证所有询价都会立即处理。）
（2）We assure you of our readiness to cooperate with you. （请确信我方愿与你方合作。）
（3）Please rest （be）assured of our continued cooperation. （请确信我方仍将继续合作。）
译文：
先生们：
从你方十月十日函得悉，你方认为我方所报标题商品价格偏高。
感谢你方的合作，为我们推销商品。但是，很遗憾我们不能接受你方还盘，因为我们所报价格非常合理。事实上，我方已收到大批来自他处的询盘，可望按我方价格水帄成交。
今后如你方有机会把价格做高，请告知我方。同时，请随时告知你地行市变化情况。我们保证对你们任何询价都给予立即办理。
您诚挚的
四、Useful Language回复还盘信的常用句式
1. Considering the high quality, our price is very reasonable.
不过鉴于产品的优良质量，我们的价格非常合理。
2. Your counteroffer is too low and we can't accept it.
你方还价太低了，我方无法接受。
3. It’s absolutely out of the question for us to reduce our price to your level.
我们不可能将价格降到你方所要求的那样低。
4. I’ll respond to your counter-offer by reducing our price by three dollars.
我同意你们的还价，减价3美元。
5. The best we can do is to reduce our previous quotation by 2%.
我们最低能把以前的报价降价2%。
6. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on.
得知贵公司认为火焰牌打火机价格过高，无利可图，本公司极感遗憾。
7. Taking into consideration our friendly business relations, we would exceptionally comply with your request by reducing our price to US$5 per piece CFR San Francisco.
考虑到我们的友好商业关系，我们愿意特别满足你们的要求降价到每件5美元旧金山成本加运费价。
8. Please note this is the best we can do and we hope you will accept it.
请注意这是我们能够做的最好的了，希望你们接受。
9. We are of the opinion that if you could increase your order to 5,000 pieces we would allow a 5% discount.
我们认为如果你方把订货增加到5000件，我们就给你们5%的折扣。
10. Your request for a reduction in price has been noted.
你方降价的请求我们已经了解。
11. We have made our prices so low that they should be readily acceptable to our customers.
我们已把价格作得很低，我方客户愿意接受。
12. In view of the fact that we have done a lot of business with buyers at this price, we cannot reduce our price any further.
鉴于我们已按此价与买主大量成交，我们不可能再降低了。
13. Although we are keen to meet your requirements, we regret being unable to satisfy your request for a
reduction in price.
虽然我方想满足你方要求，但现在不能按照你方要求降低价格。
14. I’m sorry the difference between ou r price and your counter-offer is too wide.
很遗憾，我们的价格和你方还盘之间的差距太大。
15. I appreciate your counter-offer but find it too low to accept.
谢谢你的还价，我觉得太低了无法接受
范文示例
L e t t e r1
D e a r M r.G l a d e n,
W e a r e o b l i g e d f o r y o u r l e t t e r o f22n d M a y q u o t i n g f o r“K l e e n k w i c k”c l e a n i n g
p o w d e r a t$9p e r c a s e o f120c a r t o n s o f250g,b u t r e g r e t t h a t a t t h i s p r i c e w e c a n n o t
p l a c e a n o r d e r.W e a r e w o r k i n g o n a n u m b e r o f l o n g-t e r m c o n t r a c t s u n d e r w h i c h i t i s i m p o s s i b l e f o r u s t o r e v i s e o u r p r i c e s.H a d y o u r o w n p r i c e s b e e n w i t h i n o u r r e a c h w e c o u l d h a v e p l a c e d r e g u l a r l a r g e o r d e r s.（感谢对方报价，但表示不能接受）
W e t h e r e f o r e h o p e y o u w i l l r e c o n s i d e r y o u r q u o t a t i o n a n d f i n d i t p o s s i b l e t o o f f e r a l o w e r p r i c e,c a l c u l a t e d o n t h e b a s i s o f a m o n t h l y o r d e r f o r a m i n i m u m o f f o r t y c a s e s.（请求降价）
Y o u r s s i n c e r e l y，
L i n a W a n g
S a l e s E x e c u t i v e
译文：
尊敬的格雷登先生，
感谢你方五月22号的来信对“K l e e n k w i c k”牌清洁粉的报价，你方报价每箱中有重250克的120只纸箱，每箱9美元，很遗憾以这个价格我们不能订货。我们想长期订货，因此不可能改变价格，如果你方价格可以接受，我们可以定期订货。
因此希望你方重新考虑你方报价，如果每月至少订购40箱的话，能降低价格。
您诚挚的，
王丽娜
销售主管
L e t t e r2
D e a r S i r s:
T h a n k y o u f o r y o u r l e t t e r o f20M a y2000.W e a r e d i s a p p o i n t e d t o h e a r t h a t o u r
p r i c e f o r F l a m e c i g a r e t t e l i g h t e r s i s t o o h i g h f o r y o u t o w o r k o n.Y o u m e n t i o n t h a t
J a p a n e s e g o o d s a r e b e i n g o f f e r e d t o y o u a t a p r i c e a p p r o x i m a t e l y10%l o w e r t h a n t h a t q u o t e d b y u s.（感谢对方来信并就换盘表示遗憾。）
W e a c c e p t w h a t y o u s a y,b u t w e a r e o f t h e o p i n i o n t h a t t h e q u a l i t y o f t h e o t h e r
m a k e s d o e s n o t m e a s u r e u p t o t h a t o f o u r p r o d u c t s.（解释，为拒绝做准备。）
A l t h o u g h w e a r e k e e n t o d o b u s i n e s s w i t h y o u, w e r e g r e t t h a t w e c a n n o t a c c e p t y o u r c o u n t e r o f f e r o r e v e n m e e t y o u h a l f w a y.（部分拒绝还盘）
T h e b e s t w e c a n d o i s t o r e d u c e o u r p r e v i o u s q u o t a t i o n b y2%.W e t r u s t t h a t t h i s
w i l l m e e t w i t h y o u r a p p r o v a l.（具体的让步）
W e l o o k f o r w a r d t o h e a r i n g f r o m y o u.（希望对方回复）
Y o u r s f a i t h f u l l y,
T o n y S m i t h
C h i e f S e l l e r
译文：
先生：
二零零零年五月二十日来函收到，不胜感激。得知贵公司认为火焰牌打火机价格过高，无利可图，本公司极感遗憾。来函又提及日本同类货品报价较其低近百分之十。
本公司认同来函的说法，然而，其他厂商的产品质量绝对不能与本公司的相提并论。
虽然极望与贵公司交易，但该还盘较本公司报价相差极大，故未能接受贵公司定单。
特此调整报价，降价百分之二，祈盼贵公司满意。
谨候佳音。
销售部主任
托尼·斯密思谨上
外贸英语函电的写作格式常用范文 外贸函电涉及到的知识很广泛，那么外贸函电的英语写作格式需要注意哪些问题呢，接下来为大家整理了外贸英语函电的写作格式，希望对你有帮助哦! 1.请求建立商业关系 Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。如价格公道，本公司必大额订购。烦请早日赐复。此致 2.回复对方建立商业关系的请求 Thank your for your letter of the 16th of this month. We
浙江省2018年7月高等教育自学考试 外贸函电试题 课程代码：00094 一、单项选择题(在每小题的四个备选答案中，选出一个正确答案，并将正确答案的序号填 在题干的括号内。每小题1分，共20分) 1. ( ) the delay on the part of the suppliers, we must ask you to extend the date of shipment from July 11th to August 12th. A. Owing to B. According to C. In order to D. So as to 2. The buyer made a bid ( ) $600 per ton for peanut meat. A. in B. at C. for D. with 3. So far we ( ) business relations with the firms in more than one hundred countries in the world. A. are established B. have established C. had established D. shall establish 4. ( ) the goods under Contract No.1986 are ready for shipment, please rush your L/C with the least possible delay. A. If B. Unless C. Although D. As 5. Under separate cover, we have already sent you samples of ( ) sizes of shoes. A. varying B. various C. variable D. variant 6. We shall be glad to send you the necessary information about our machine tools on ( ). A. reply B. order C. request D. call 7. We wish to ( ) that this is the best price we can quote, and therefore any counteroffer from you cannot be considered. A. point at B. point to C. point of D. point out 8. We find your price is rather on the high side. We wonder ( ) you can do better in the near future. A. if B. why C. what D. as 9. All the cases are strongly packed ____compliance _____ your request.( ) A. for...with B. in...with C. for...in D. in...for 10. Please ( ) that the letters of credit are established with the least possible delay. A. see to them B. see them C. see it D. see 11. Can you offer us machine tools with the following ( ). A. informations B. messages
一、询盘例文 敬启者： 我们是最大的家具进口商之一，现对转椅（Swivel Chairs）感兴趣。 盼望贵公司早日报来温哥华CIF最低价，说明支付条件、最早交货期及可供数量。如有产 品目录，也请寄来两份。如果报价合理，我们将大量订购 如蒙早日回复，将不胜感激。 此致 北京长城进出口公司 加拿大温哥华东方贸易公司经理 John Smith 2010年5月 Orient Trading Co. Vancouver, Canada May 10,2010 Beijing Great Wall Imp.& Exp. Corp. Dear Sirs, Re: Swivel Chairs We are one of the largest importers of furniture. At present we are interested in Swivel Chairs and would appreciate your giving us the lowest price CIF Vancouver, the earliest time of delivery and quantities available. Please also send us two catalogues if available. If your price is reasonable, we will place a large order. We are looking forward to your early reply. Best regards, John Smith Orient Trading Co. Vancouver, Canada 一、报盘例文 敬启者： 感谢您5月21日的询盘。我方现报盘如下，此报盘须经本公司最后确认方为 效。 品名：110号， 111号转椅 颜色：黑色、棕色和金色 价格：货号110,每把100美金，CIF旧金山价 货号111,每把95美金，CIF旧金山价 装运：2007年8月19日 付款：电汇
台布 我们从我国商务部处得悉贵公司的名称和地址，现借此机会与你方通信，意在建立友好业务关系。 我们是一家国营公司，专门经营台布出口业务。我们能接受顾客的来样定货，来样中可具体需要产品的花样图案，规格及包装装潢的要求。 为使你方对我各类台布有大致的了解，我们另航寄最新的目录供参考。如果你方对产品有兴趣，请尽快通知我方。一俟收到你方具体询盘，即寄送报价单和样本。 盼早复。 SPECIMEN：INTRODUCING BUSINESS OPERATION Dear Sirs, RE:TABLECLOTH We have your name and adress from Ministry of Commerce of the People's Republic of China.We take this opportunity to write to you with a view to set up friend business relations with you. We are a carpet manufacturer, our products are a unique style of novel, inexpensive..We are in a position to accept orders according to the customer's spmples.In the customer's spmples,request about the assorted pattern,specification and package of the needed goods can be indicated particularly. In order to give you a gengral idea of various kinds of the table-cloth we are handling,we are airmailing you under separate cover our latest catalogue for your reference.Please let us know immediately if you are interested in our products.We will send you our price list and sample to you as soon as we receive your specific inquiry. Looking forward to your early reply,we are. Yours faithfully Xiaoli
2002年4月全国高教自考外贸函电试题 一、单项选择题(本大题共20小题，每小题1分，共20分)在每小题列出的四个选项中只有一个选项是符合题目要求的，请将正确选项前的字母填在题后的括号内。 1. Fifty cases of Green Tea you sent us were found to be badly damaged. This was apparently attributable to _____ packing.( ) A. inferior B. superior C. faulty D. mistake 2. We trust you will do your best to have this matter _____ right away.( ) A. settle B. to settle C. settling D. settled 3. By joint efforts we can _____ both friendship and business.( ) A. increase B .promoted C .expand D. extend 4. We _____ you for the special offer you send us.( ) A. thank B. appreciate C. be grateful D. beindebted 5. We are looking forward to _____ your L/C for Order No 123.( ) A .receive B. receiveing C. be received D. be receiving 6. This is our best price, _____ which we have concluded many orders with other buyers in your city.( ) A. on B. for C. by D. at 7. As it involves only a small _____, we hope you will have no difficulty on promotion.( ) A. quality B .figure C. quantity D. number 8.Our payment terms(付款方式)are _____, irrevocable letter of credit for the full invoice value.( )
1.永康盛辉公司的Frank Luo收到美国Sunshine Trading Co., Ltd.经理Adam 初次询盘并按其要求及时寄出商品目录和价目单 Dear Adam, We thank you for your letter asking for our new catalogues and shall be glad toenter into business relations with your firm. Complying with your request, we are sending you under separate cover our latestcatalogues and pricelist covering our exports available at present and hope thatyouwill find many items in it which interest you. We look forward to receiving your inquiries soon. Sincerely, Frank 2.美国客商在收到材料后，表示对其中三款角磨机感兴趣并寻问Frank Luo 能否报FOB价，最惠价，最低订货量等问题。 Dear Frank, Thanks foryour information. We are interested to buy large quanties of AngleGrinder and shall appreciate it if you would give us the best FOB Ningbo price. I havenow listed below the models that are of interest: AG105L, AG203S, AG880H Please send us some samples for testing. We will pay the sample fees. How about MOQ? We are waiting for your reply. Best Regards, Adam
1. 永康盛辉公司的Frank Luo收到美国Sunshine Trading Co., Ltd. 经理Adam 初次询盘并按其要求及时寄出商品目录和价目单 Dear Adam, We thank you for your letter asking for our new catalogues and shall be glad to enter into business relations with your firm. Complying with your request, we are sending you under separate cover our latest catalogues and pricelist covering our exports available at present and hope that you will find many items in it which interest you. We look forward to receiving your inquiries soon. Sincerely, Frank 2. 美国客商在收到材料后，表示对其中三款角磨机感兴趣并寻问Frank Luo能否报FOB价，最惠价，最低订货量等问题。 Dear Frank, Thanks for your information. We are interested to buy large quantities of Angle Grinder and shall appreciate it if you would give us the best FOB Ningbo price. I have now listed below the models that are of interest: AG105L, AG203S, AG880H Please send us some samples for testing. We will pay the sample fees. How about MOQ?
外贸函电原则 一、Courtesy 礼貌 语言要有礼且谦虚，及时地回信也是礼貌的表现。 例如： We have received with many thanks your letter of 20 May, and we take the pleasure of sending you our latest catalog. We wish to draw your attention to a special offer which we have made in it. You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May. 二、Consideration 体谅 写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。 例如： “You earn 2 percent discount when you pay cash. We will send you the brochure next month. ”就比“We allow 2 percent discount for cash payment. We won't be able to send you the brochure this month.”要好。
三、Completeness 完整 一封商务英语外贸函电应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。 四、Clarity 清楚 意思表达明确，要注意： （一）避免用词错误： 例如：As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services. 此处bimonthly有歧义：可以是twice a month 或者once two month.故读信者就迷惑了，可以改写为：We have two direct sailings every month from Hong Kong to San Francisco. （二）注意词语所放的位置： 例如： 1. We shall be able to supply 10 cases of the item only. 2. We shall be able to supply 10 cases only of the item. 前者则有两种商品以上的含义。 （三）注意句子的结构：
外贸函电期末复习试题及答案 1.We are sending you the samples C＿requested. a.be b.are c.as d.for 2.We trust that you will find our goods D＿. a.attracting b.to be attractive c.attract your attention d.attractive 3.The brochure covers＿B wide range of products we deal in. a.the b.a c.of d.about 4.We would B＿very much if you send us some samples immediately. a.thank
b.appreciate it c.appreciate d.appreciate you 5．We look forward to_A__a trial order． A．receiving B.receive from you C．receipt D．receipt your 6．We_C__some brochures to illustrate the products we manufacture． A．enclose,to you B．enclose,you C．enclose D．enclose, your 7．We shall_D__very much if you will send us a catalogue by air. A．appreciate B．appreciating C．appreciation D．appreciate it 8．We would like to take this_B__to establish business relations with you. A．step B．opportunity C．advantage D．opening 9．The shipment time is June or July at our_A__and the goods will be shipped in one___. A．option，lot B．option，consignment C．choice shipment D．decision，cargo10．The first shipment of pens has turned out to be_B. A．satisfy B．satisfied C．satisfaction D．satisfactory
本文档由实惠网（https://www.doczj.com/doc/a617821404.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/a617821404.html,） 外贸函电常用范文Set new business relationship 建立贸易关系，可以通过多种途径，比如通过驻外机构、国外商会、同业商行、银行、出国访问、商品交易会、报纸广告、市场调查等等。建立贸易关系的信函，要写得诚恳、热情、礼貌、得体，并将写信人的意图清楚地叙述完整，给对方留下深刻地印象，使其愿意与你交往。 Dear Mr. Jones: We understand from your information posted on https://www.doczj.com/doc/a617821404.html, that you are in the market for textiles. We 本文档由实惠网（https://www.doczj.com/doc/a617821404.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/a617821404.html,）
would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our website https://www.doczj.com/doc/a617821404.html,,which includes our latest product line. Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Sincerely, John Roberts 本文档由实惠网（https://www.doczj.com/doc/a617821404.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/a617821404.html,）
Final Paper Part One: Explain the following terms in appropriate English or Chinese.(16points) 1.信头包括： 2. 2. 商务信函的写作原则： 3.3. 订单一般包括的内容： 4.4. 保险索赔的条件 Part Two: Please fill in the blanks with appropriate words.(20 points) 1.As we are interested ____ Art. No. 503, please make us a firm offer for 1000 pieces. 2.We ______ from the Commercial Counselor's Office in your country that you are one of the large buyers of color TV sets . 3.We shall be glad to send you samples upon receipt _____ your specific enquiries . 4.Electric goods ______ within our scope of business. 5.Please let us have all necessary information concerning your products ____ exports. 6.We shall be _____ to establish business relations with your company. 7.As we deal ____ sewing machines, we shall be pleased to enter into business relations with you. 8. We are keenly desirous _____ entering into business relations with your firm. 9.On receipt of your specific inquiry, we shall airmail you immediately our _____ sheet. 10.We write to ____ ourselves as one of the leading exporters of a wide range of electronic goods in the UK. 11.We would prefer FOB Lagos, introducing our _____ of 8%. 12.Any _____ you supply will be highly appreciated. 13.Several of our customers have expressed ____ in your watches and inquired about their quality and prices. 14.One of our buyers has made us an enquiry _____ 150 dozen men's shirts. 15.If your samples are satisfactory _____ our customers, we will place substantial orders with you. 16.Your prompt attention_____ this inquiry is appreciate. 17.We have a considerable demand here ______ your goods and should welcome your samples. 18. Will you please quote us your lowest prices ______ the goods listed above? 19.We would very much ______ an early reply from you. 20.Please _____ us your competitive price for the following items. Part Three :Judge whether the following statements are true or false with V or X. (10 points) 1．外贸函电的日期应写在信函最后。（） 2．缩进式英文信函格式最不正式。（） 3．如果知道收信人的名字，最好称呼他们的头衔或姓。（） 4．英文信函只有打印签名即可。（） 5．英文信函的结束语一般不用标点。（） 6．当你方因某种原因不能接受订单时，你可以采用送上代用品的方法。（） 7．在进出口业务中只能是买方向买房提出索赔要求。（） 8．常见的国际贸易支付方式只有汇付和托收。( ) 9．拒绝订货信要写得委婉，解释清楚原因，并要表示对将来生意的期盼。( )
全国自考2018年7月外贸函电试题 课程代码：00094 请将答案填在答题纸相应的位置上 一、单项选择题(本大题共20小题，每小题1分，共20分) 在每小题列出的四个备选项中只有一个是符合题目要求的,请将其代码填写在答题纸相应的位置上。错选、多选或未选均无分。 1. For goods concluded on FOB basis, freight for shipment from Shanghai to Hong Kong is to be ________ to buyer’s account. A. borne B. paid C. changed D. charged 2. We wish to call your attention ________ the L/C covering your order No.185 has not reached us. A. to the fact that B. to that C. to D. that 3. We have received your enquiry of 15 October ________ you show great interest in our electric heaters. A. which B. at which C. in which D. from which 4. You can file a claim with the insurance company in your area, who will ________ the loss incurred. A. compensate B. compensate for C. compensate to you D. compensate you 5. ________ will be highly appreciated if you will send us a brochure. 1
经典外贸函电范文汇总 外贸函电是一种商务信件，英文foreign correspondence。写外贸函电是外贸业务员的日常工作之一，然而，能写好外贸函电的外贸业务员却不多，为了有助于大家写好外贸函电，本文总结了几个经典外贸函电范文，可供参考。 外贸函电就是有着国际贸易关系的双方由于彼此的业务往来而产生的信件，但在信息化高度发达的今天，该信件并不局限于纸质信件，也可以是电子邮件、传真或MSN。 外贸函电最常用的内容：建立业务关系、询盘、发盘、回复、销售合同、包装、保险、赔偿、仲裁等。 外贸函电基本要求：主题明确，内容简洁，语言精炼，表述完整。 外贸函电的格式：有固定的语言、习惯用法和常用句型。 外贸函电的语气：各部分语气。开发信、询盘回复一般要客气，表达感谢;平常业务联系要细心、信任;催促付款要紧急而不失礼貌;客户索赔要理解、给予足够的解释和说明。 外贸函电范文： 一、如何表达在涨价前订货 Thank you for your letter of October 10 for business copiers. We are now sending you our price-list and catalog of the newest types that are under production and we can supply at once from stock. We want to notice you that prices of copier parts and components have gone up steadily since the second half of the year. Though we have tried hard to keep our quotations down, we are afraid the margin for keeping on going like this will not long. Therefore, we suggest that you will let us have your order before further rises in costs, which will lead to a raise in prices very soon unavoidably. 感谢贵方10月10日关于商用复印机的询函。现随函奉送本公司正在生产的、并有现货供应的最新型号的产品清单和价目表。 我方想告诉贵方，自下半年以来，复印机的零、部件价格一直不断增长。尽管我方尽量压低报价，但恐怕有此余地的时间不会太久。因此，建议贵方在零、部件再次涨价，并不可避免地引起成品涨价之前便向我方订货。
外贸函电范文包括询盘、发盘、换盘、接受 1. Dear Mr. Li, Your firm has been recommended 1 to us by the Dickson Electrics Company, with whom we have done business for many years. We are interested in your Electric Typewriters for use in offices and shall be glad if you will send us a copy of your illustrated catalogue 2 and current price list. Yours sincerely, Susan Block Manager A Reply Dear Ms Block, We welcome you for your enquiry of Fed. 1 and thank you for your interest in our commodities. We are enclosing 3 some copies of our illustrated catalogues and a price list giving the details you asked for. We trust that you will agree that our products and price appeal to 4 the most selective buyer. And we also allow a proper discount 5 according to the quantity ordered. Thank you again for your interest in our products. We are looking forward to your order and you may be assured 6 that it will receive our prompt and careful attention. Yours truly 2. Dear Mr. Lu, We have noticed from your advertisement 1 in https://www.doczj.com/doc/a617821404.html, 2 that you export large quantities of cushions 3 to European market. Being specialized in this line for a long time, we are well connected with 4 many customers in our country. At present, we are interested in back cushion fine in quality and low in price. It will be highly appreciated if you could send us some brochures and samples for our reference and quote 5 your lowest price on CIF basis including our 3% commission 6 . Should your goods prove satisfactory and price be found competitive 7 , you may expect substantial 8 orders from us. We are looking forward to your early reply. Yours faithfully
第六章还盘 第一节还盘信 一、还盘信的写作步骤 还盘（）又称还价。指交易一方收到对方报盘后，不同意或不完全同意报盘中的内容，但又有意达成交易，为进一步洽商，便向对方提出新的条件，修改条件或其他要求，均称为还盘。 还盘是对卖方的原报盘的部分或全部拒绝。在还盘信中，买方可对报盘的某些条款提出不同意见。为了向卖方表明自己的立场，买方应阐明适当的理由，继而提出自己的条件。对买方的提议卖方可以接受或拒绝。如果拒绝，卖方可提出反还盘。这个过程可能有很多轮，直至最后成交或交易谈判失败。 还盘是对发盘的拒绝。还盘一经做出，原发盘即失去效力，发盘人不再受其约束。 还盘可以有很多轮直至成交或取消交易。在还盘时，重要的是清楚地陈述自己的观点，认真选词避免误解，这里可以参考报盘的规则。 还盘信结构如下： ．感谢对方的报盘；（） 情景搭配用语：[] ●…（感谢你方……的来信） ●…（感谢……） ●…（回复……） ●…（感谢……） ．对不能接受报盘表示歉意；（） 情景搭配用语：[] ●…（很遗憾……） ●…（感谢……但是……） ●…（很遗憾……） ．说明自己不能接受报盘的理由；（） 情景搭配用语：[] ●…（由于市场下跌……） ●.（我方客户认为太高无法接受。） ●.（可以低价得到其他产品。） ．阐述自己的观点，包括可以接受的条款、价格等（做具体还盘）；（，，.）情景搭配用语：[] ●…（如果能降价……的话） ●…（建议你方降价……） ●.（降价会帮助我方促销。） ．表示希望对方考虑自己的还盘，敦促对方尽早接受，并提示一起做生意的机会。（,,.） 情景搭配用语：[]
●….（希望同意……） ●…（盼你方早日肯定答复……） ●…（我们还希望与你方做生意……） 二、Ⅰ课文分析和词汇 ： . , . （提及上一封信，并直接表明自己的看法） , , . （解释还盘的原因。） , . . , . （进一步说明理由。） . , . （表明自己的立场。） .（希望对方考虑还盘并早日回复。） , 讲解： 第一段： . , . ．标题下的。还可以说，意为标题下的。 ．…太……而不能……。 例： （）. （这个价格太高，我们不能接受。） （）. （这看起来太好了不像真的。） 讲解： 第二段： , , . , . . , . . 关于。意思同，。 例：，…（关于你方月日的询盘，很遗憾……） . 销售确认书。 确认，名词。 例：, .（如你能接受我方报价，请来电确认。） 确认，动词。后面接名词或动名词。 例：. .（我们确认收到你方第号订单。） . 品牌。 . 条款。 . 规定，动词。 例： （）. （合同规定六月份装运。） （）. （我们的销售确认书规定用信用证付款。） （）.（卖方必须按照合同的规定包装。） . 原材料。名词。 例：. （原料的价格已经上涨。） . ，下降，减少。动词。 例： （）. （在校的儿童人数有所减少。）
7种外贸函电常用模板 1、请求建立商业关系 Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. V ery truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。如价格公道，本公司必大额订购。烦请早日赐复。此致 2、回复对方建立商业关系的请求 Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us. 本月16日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为盼。此致敬礼 3、请求担任独家代理 We would like to inform you that we act on a sole agency basis fora number of manufacturers. We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types of household linen. Until now , we have been working with your textiles department and our collaboration has proved to be mutually beneficial. Please refer to them for any information regarding our company. We are very interested in an exclusive arrangement with your factoryfor the promotion of your products in Bahrain. We look forward to your early reply. ` 本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销中东。与贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。盼望能成为贵公司独家代理，促销在巴林市场的货品。上述建议，烦请早日赐复，以便进一步联系合作。此致敬礼 4、拒绝对方担任独家代理 Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens. I regret to say that, at this stage ,such an arrangement would berather premature. We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works. It would be necessary for you to test the market for our productsat you end. You would also have to build up a much larger turnover tojustify a sole agency. We enclose price lists covering all the products you are interested in and look forward to hearing from you soon. 9月1日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时机尚未成熟，不能应允该安排深感抱歉。然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。奉上该货品之报价单，敬希查照。专此候复。此致敬礼 5、同意对方担任独家代理 Thank you for your letter of 12 April proposing a sole agency for our office machines. We have examined our long and ,I must say ,mutually beneficial collaboration. We would be very pleased to entrust you with the sole agency for Bahrain. From our records, we are pleased to note that you have two service engineers who took training courses at our Milan factory .the sole agency will naturally be contingent on you maintaining qualified aftersales staff. Wterms and conditions and let us know whether they meet with your approval. On a personal note, I must say that I am delighted that we are probably going to strengthen our relationship. I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan . My very best wishes to you and your wife. 4月12日建议担任为公室器具之独家代理来信已经收悉。过去双方合作皆互利互助，能获您的眷顾作我公司于巴林的独家代理，殊感荣幸。据知您公司两服务技师曾到我公司米兰工厂受训。相信您公司在取得代理权后，仍会继续注重合格售后服务人员的训练。现随信附上协议草稿，请查实各项条款，惠复是盼。能加强业务，我亦感到欣喜，前次到访巴林，蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主之谊。此致敬礼