《世纪商务英语——外贸函电》参考书5.doc

Unit 5 Counter-offer
第五章 还盘

Part Three Other Commonly Used Expressions and Sentences
Typical Sentences
1． As this is an order of substantial size, we cannot safely undertake to complete its manufacture in a month. (由于这是一笔大订单，我们没有把握在一个月内完成生产。)
2． Unfortunately we cannot accept your offer. The prices you quoted are much higher than those of other manufacturers. (很遗憾我们不能接受贵方报盘。贵方报价比其他厂商所报价格高得多。)
3． We do not see any advantage in your quotation, and would like to know whether you have any better price to offer. (我们在贵方的报价中看不到任何优势，不知贵方是否可以给我们报一个更好的价格。)
4． Our counter-offer is well founded and workable. We can also offer a 10% discount for orders over 10000 pieces. (我们的还盘是很合理的/做得开的。如果你们的订单超过一万件，我们可以提供10%的折扣。)
5． Owing to a shortage of stock, we regret that we are unable to accept your repeat order. (由于库存短缺，很抱歉我方不能考虑接受贵方续订单。)
6． Owing to heavy bookings, we cannot accept fresh orders at present. (由于大量的订货，我们目前不能接受新订单。)
7． We have cut the price to the limit. We regret, therefore, being unable to comply with your request for any further reduction. (由于我方的价格已降到极限，所以很遗憾无法满足贵方进一步降价的要求。)
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. (很遗憾，我们的价格与贵方还盘之间的差距太大。我们最多只能让价5%。)
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. (尽管我们很希望拓展与贵方的交易，但很遗憾我们不能把价格降到贵方所要求的水平。)
10. We believe that the price we quoted is quite realistic. We regret that your counter-offer is unacceptable to us. (报给贵方的价格是很实际的。很抱歉不能接受贵方的还盘。)
11. The price we quoted is quite reasonable. It has been accepted by the other buyers at your end. (报给贵方的价格是很合理的，这个价格已为你地的其他客户所接受。)
12. You must reduce your price by 2%, otherwise business is impossible. (贵方必须降价2%左右，否则没有成交的可能。)
13. I’m afraid there is no much room for further reduction. (恐怕再没有进一步让价的余地了。)
14. May we suggest that you could make some allowance on your quoted prices that would help to introduce your goods to this market. (我们建议，如果贵方在所报价格的基础上给予优惠，也许会有助于贵方产品的市场推介。)
15. I regret that your terms are unsatisfactory and unless you can amend those terms we will have to place our order elsewhere. (很抱歉，贵方条件不能让人满意，如果不能改变条件的话，我方只好另转订单。)
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. (建议贵方在所报价格的基础上给予某些折扣(比方说10%)，以使我们可以把你们的产品介绍给我们的客户。)
17. It is in view of our long-standing business relations that we make you such a counter-offer. (正是考虑到我们之间的长期贸易关系，我们才给贵方这一还盘。)
18. Your price is reasonable, but the listed payment conditions are not customary in our trade. (贵公司的价格合理，但所列的付款条件与我们的一贯做法不符。)
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. (作为友谊的表示，我们破例接受贵方对5000双皮鞋的的还盘，即每双26美元。)
20. Our price has been narrowly calculated and it is impossible to make any further reduction. (我们的价格已经计算得很精确了，进一步降价已是不可能。)

Part Five Practical Training
Beginning Training
1. Put the following English into Chinese.
(1) 在这种情况下
(2) 底价
(3) 还盘如下
(4) 这个价格使我们获利低微
(5) 价格比以前的报价低5%
(6) 合理的定价
(7) 价格已明显上涨
(8) 不能再次降价
(9) 考虑按一个最具竞争性的价格成交
(10) (产品)定价过高
(11) 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) 为了达成交易，我方准备把价格降为30英镑。
(13) 让我们各让一步，把价格降低2%吧。
(14) 最近价格暴跌。
(15) 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) 很遗憾我们无法接受贵方的报盘，因为你们的价格偏高。
(17) 相信我们很难说服顾客接受你们的价格。
(18) 众所周知，有些供货商实际上正在削价促销。
(19) 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) 由于近来市场疲弱，贵方的报价做不开。

2. Read the following letters and choose the best one from the given answers for the missing prepositions.
Letter 1：(1) of (2) on (3) in (4) with (5) in
Letter 2：(1) of (2) in (3) by (4) for (5) at

Intermediate Training
1． Put the following Chinese into English.
(1) (make a) counter-offer
(2) (price) on the high/low side
(3) current price, ruling price, prevailing price, the present price, the going price
(4) reduce the price by 8%
(5) a jump in price
(6) The price is falling/dropping/going down.
(7) give/allow/make/grant a discount
(8) meet sb. half way
(9) come to business, come to terms, make a bargin, close a deal, conclude business，get business done
(10) long-standing business relations
(11) Your counter-offer is out of line with the prevailing international market./Your counter-offer is not in keeping with the current international market.
(12) This is really our rock-bottom price.
(13) As a token of friendship, we accept as an exception your counter-offer.
(14) We regret that we cannot see our way clear to accept your counter-offer of May 10, 2007.
(15) Our price is fixed at a moderate level./We believe that our product is moderately priced.
(16) We have received quite a lot of orders at this price.
(17) The price we quoted is competitive. But we can offer a 10% discount for orders over 10000 pieces.
(18) We would make no profits at the price you offered.
(19) I’m afraid we cannot make any further concessions./I’m afraid we are not in a position to make any further reduction./I’m afraid there is not much room for further reduction.
(20) The best we can do is 5% off.

2. Supply the missing words in the blanks of the following letter. The first letters are given.
(1) offer (2) regret (3) price (4) sold
(5) level (6) difference (7) transaction (8) counter-offer
(9) sample (10) acceptance

Advanced Training
1. Letter Composing
略
2. Letter Replying
略