还盘counter-offer.ppt

,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,Click to edit Master title style,Counter-offer,还盘,TEXT,Arm yourself,Make yourself skilled,TEXT,Arm yourself,Make yourself skilled,1,背景介绍,The buyer may show disagreement to the price,or packing,or shipment and state his own terms instead.The effect of a counteroffer is that the original offer is no longer valid,and the offeree now becomes the offeror as the counteroffer becomes the new offer.,还盘是在双方为签订合同而进行的谈判期间，一方对另一方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘，这个拒绝既可以是全部拒绝，也可以是对其中一项或几项不甚满意，提出自己的意见，交易中将之视为新的报盘。,2,Task 1,:How many kinds of counter-offers in your opinion,and what are they?,Task 2,:Say something about the key structure of the counter offer.,Step 1:Lead In,3,Several Kinds of Counter-offers,1.Counter-offer on price.,2.Asks for reduction of minimum quantity.,3.Counter-offer on payment terms.,4.Asks for earlier delivery.,5.Asks for changing the package.,6.Counter-offer on the discount of the goods.,7.Asks for more commission.,4,Key structures of the counter offer,:,1.Opening Paragraph,:Express your thanks with a courteous sentence.,2.Transitional Paragraph,:,Express your difficulties to accept the offer and give your reason.,Express your condition(suggestions)to counter-offer.,3.Closing Paragraph,:Express your hope for acceptance of counter-offer.,Step 1:Lead In,5,Dear Sirs,Re:Raincoats,We write to thank you for your fax of May 20 and for the booklets you very kindly sent us.,We appreciate the good quality of the captioned goods,but unfortunately your prices appear to be,on the high side,and,out of line with,the prevailing market level.To accept the prices would,leave us with only a small profit,on our sales since this is an area in which the principal demand is for articles,in the medium price range,.,6,We like the quality of your goods and also the way in which you have,handled,our enquiry and would welcome the opportunity to do business with you.,May we suggest that you allow us a discount of,say,5%on your quoted,prices that would help to introduce your goods to our customers?If you cannot do so,then we must,regretfully,decline your offer.,7,Information indicates,that some parcels of Japanese make have been sold here at a much lower price.It is in view of our long-standing business relations that we make you such a counter-offer.As the market is declining,we hope you will consider our counter-offer most favorably and fax us your acceptance as soon as possible.,8,Counter-offer,还盘,TEXT,Arm yourself,Make yourself skilled,TEXT,Arm yourself,Make yourself skilled,9,2.Arm yourself,on the high side,偏高,2.,leave with only a small profit,无利可图，获利很低,n.profit,利益；收入；贷款,e.g.,接受你方当前的报价意味着亏损，更别说获利了。,Acceptance of your current price means lose,not to say profit.,too high to work on ,太高，无法进行下去,(,接受,),be slightly higher,稍高,be 20%higher,高,20%,e.g.,很遗憾，你方所报价格太高，与现行的行市水平不一致。,We regret to say that the price you quoted is too high and out of line,with the prevailing market level.,虽然我们很感谢你方对询盘的注意，但很抱歉的说你方报盘太高。,Though we thank you for your prompt attention to our enquiry,we are,sorry to say that your offer is on the high side.,10,3.,information indicates that,消息表明,迹象表明,e.g.,有消息表明，美元的价值受到金融市场的影响而下跌。,Information indicates that the value of the dollar decline because of the influence of the financial market.,similar expressions:sources indicate,information states that,indication shows that,there is indication that,v.indicate to show,to point out,指出，显示,说明，指示,e.g.,迹象表明，其他竞争者正以比你方价格低,10%,的价格出售同类产品。,Information indicates that other competitors are selling similar goods,at a price 10%lower than yours.,请电报我方说明所有条件。,Please cable us soon indicating all the terms.,n.indication,迹象，表明,indication shows that,迹象表明,there is indication that,11,4.,at a price 10%lower than,比,低,10%,的价格,5.,reduce,v.cut down,降低，减少,e.g.,为了成交，我们将价格降得更低。,In order to close this deal we shall further reduce(cut)our price.,这是我方的最低价格，我们不能再让了。,This is our rock-bottom price,we cant make further reduction.,reduction n.,降价,句式：,reduce by,幅度,reduce to,从,.,降至,reducefrom to,从,降至,make a reduction of,降价幅度,make a reduction to,降价至,make a reduction in,在,方面降价,e.g.,如你方能在报价上减少,2%,，我们将立即接受。,If you can reduce your offer by 2%,well accept it.,Or:If you can make a reduction of 2%in price,well accept it.,e.g.,我们希望能按比你们现在所报价格低,10%,的价格成交。,We sincerely hope to conclude the business at a price 10%lower,than your quotation.,12,6.,level,n.price,水平，情况,e.g.,我们已与你地其他买主按我们的价格成交了业务。,Weve concluded business with other buyers in your area at our,level.,7.,while,though,，,although,，,whereas,虽然，但，而,e.g.,虽然我方很想和你方交易，但还是不能接受你们的提议。,While we would like to do business with you,we cannot agree to your,proposal.,虽然我们很感谢你方在推销我方产品方面所做的努力，但是我们仍不能,接受还盘。,While we thank you for your efforts in pushing the sale of our goods,we cannot accept your counteroffer.,tolevel,达到,水平,(,情况,),market level,市场行情,e.g.,我们遗憾的说，你方报来的铁钉价格完全与我地市场行情不一致。,We regret to say that the price of iron nails you offer is completely out,of line with our market level.,13,8.,work on,workable,开展，进行下去,e.g.,很遗憾，你方所报价格太高，无法进行下去。,We regret to say that the price you quoted is too high to,work on,9.,We do not deny,我们不否认,e.g.,不否认我方的报价偏高，但是请注意我们的产品比同类的其他产品要,好得多。,We do not deny that our price is on the high side,but please note,that our products are much better than other products of this type.,我们不否认你们的建议，但是要我们在,8,月,5,日之前安排装运确实是不,可能的了。,We do not deny what you suggested,but in fact,it is impossible for,us to arrange shipment before August 5.,e.g.,我们正在处理你方的报盘并尽快给予答复。,We are working on your offer and will reply as soon as possible.,区别：,work out,解决、做出、算出,e.g.,请尽快写一封还盘信。,Please work out a counter-offer letter as soon as possible.,14,10.,invite your attention to,请注意,e.g.,我们请你方注意合同上规定的条款。,Wed like to invite your attention to the stipulated terms in the,contract.,11.,point out,notice,remark,指出,e.g.,我们不得不指出，运来的货物品质与合同规定的不符合。,We have to point out that the quality of the goods shipped is not,up to the contract.,pay/give/draw/bring/direct/attract ones attention to sth.,e.g.,请贵方注意我们产品的质量，比你地区市场上的同类产品要好。,We invite your attention to the quality of our products,they are,superior to other products of this kind in your district.,e.g.,如在合同中指出的，在信用证中不能加入任何未经双方同意的条款。,As pointed out in the contract,you cant insert in the L/C any terms,not agreed upon by the two parties.,15,12.,be keen to,adj.acute,敏捷的,热心的，激烈的,e.g.,我们必须面对市场上的激烈竞争。,We should face the keen competition in the market.,13.,regret,v.to feel sorry,disappointed,or distressed about,遗憾，惋惜,e.g.,很遗憾的是，你们的货晚到了,3,个月。,Much to our regret,your goods were late for 3 months.,我们感到很遗憾，你方报价与本地市场价格不相符合。,We regret that your offer is not in line with the market price at,our end.,n.regret,to our regret,使我们遗憾的是,句式：,regret that,regret to do sth,regret being unable to,sb.be regretful that,sth.be regrettable that,Difference between regretful and regrettable,对比：,We are regretful that you cant accept our offer.,It is regrettable that you cant accept our offer.,with regret,遗憾地,e.g,.,目前，我们不能介绍新的订单，为此表示遗憾。,At present,we cannot accept new orders,for which we express our,regret.,使我们遗憾的是，我们认为你方价格不实际。,Much to our regret,we found your price not to be realistic.,be keen to do sth.,热切地想做,with keen interest,殷切,keen competition,激烈竞争,16,14.,meet sb.half way,各让一半，折中处理,e.g.,我们折中处理好吗？,Shall we meet each other half way?,15.,approval,n.agreement,批准，同意,e.g.,我们会尽力取得当局的进口许可证批准的。,We will do our best to obtain the approval of the import license from the authority.,obtain ones approval of sth.,v.approve,批准，同意,approve of sth.,approve sth agree to sth.,e.g.,你的要求已被批准。,Your request has been approved of.,我们同意你方建议。,We approved your suggestion.,真诚的希望我方的要求得到你方的同意。,We sincerely hope that our request will meet with your approval.,e.g.,鉴于双方的友好关系，我们折中处理作为让步。,In view of our friendly relations,we would meet you half way as a,accommodation.,17,Counter-offer,还盘,TEXT,Arm yourself,Make yourself skilled,TEXT,Arm yourself,Make yourself skilled,18,4.Make yourself skilled,I Basic Training,1.Complete the following sentences by turning the Chinese into English:,1)We do not,不否认你方说的,，,but the price you offered is not realistic.,2)Because of the,市场竞争激烈,we advise you place the initial order with us immediately.,3)Your,先前的报价,is too high to work on.,deny what you say,keen competition in the market,previous quotation,19,4)We can not reduce the price to your level even to,折中处理,。,5)We write the letter asking for,降价,。,6)Your quotation is,大约高出,10%,than the European goods.,7)We,提醒你方注意,that the season is coming.,8)We,不得不指出,that in view of the unusual circumstances,we cant reduce the price.,meet you half way,price reduction,approximately 10%higher,invite your attention to the fact,have to point out that,20,2.Choose the best answer:,1)If you could make a reduction _ 5%in quotation,please let,us know.,a.to b.by c.of d.at,2)Much to our regret,we are unable to _ the price to your level.,a.change b.reduce c.decline d.lower,3)It is _ that the matter should still be hanging unsettled.,a.regretful b.with regret c.regretted d.regrettable,4)We think it advisable for you to make a _ if you wish to remain competitive.,a.reducing in price b.price reduction,c.cutting price d.price cutting,5)We will place an order without delay if you would reduce your price _ 5%_ your cotton shoes.,a.of/to b.of/to c.by/in d.by/at,c,b,d,c,b,21,6)You may be aware that some Indian dealers are lowering their,prices,.No doubt there is _ competition in the market.,a.high b.sharp c.keen d.large,7)What we can do best is to _ you half way.,a.reduce e c.meet d.bring,8)Information indicates that some parcels of similar quality from other sources are being sold _ a level about 8%lower than yours.,a.at b.of c.by d.with,9)If you could see any chance to reduce the price to our _,there is a possibility to conclude the business.,a.approval b.level c.request d.market,10)Information _ that the market is declining,so we recommend your acceptance.,a.indicates b.demands c.makes d.brings,c,c,a,b,a,22,II.Improving Training,Translate the following sentences into English:,1),我们认为你方价格不合适，我们各让一半好吗？,(meet sb.half way),2),虽然我们很想和你方交易，但把价格降到你们所说的水平是不可能的，因为我们将无利可图。,(conclude business with,reduce price to,leave sb.with no profit),3),我们希望能按比美国同类产品低,10%,的价格成交。,(conclude the business,at a price.lower than),4),感谢你方,3,月,14,日的报盘，我们十分遗憾的指出你们的报价偏高。,(point out,on the high side),We note that your price is not reasonable,shall we meet us half way?,While we would like to conclude the transaction with you,we can,t reduce the price to,the level you suggested because it will leave us with no profit.,We sincerely hope to conclude the business at a price 10%lower than those of similar,products in America.,While we thank you for your offer of March 14,we point out with regret that your price,is on the high side.,23,5,）虽然你方能在报价上减少,2%,，我们仍然不能接受。,(while,reduce,acceptable),6,）有消息表明，此地销售的别国生产的产品的价格水平比贵方低,3%,左右。,(information indicate that),7,）如你方愿意降价，譬如说，降,10%,，也许能达成交易。,(reduce,conclude the deal),8,）感谢贵方,3,月,20,日的报盘，但我们不得不告知贵方，夹克衫的价格过高，不太符合本地市场的要求。,(on the high side for the market),While you can reduce your offer by 2%,it is not acceptable to us.,Information indicates that some kinds of the said articles made in other countries,have been sold here at a level about 3%lower than that of yours.,If you would reduce your price by,say 10%,we might conclude the deal.,We are in receipt of your offer,however,we regret to inform you that the price of the,jackets is on the high side for the market.,24,V.More exercises,1.Fill in the blanks with proper forms of given words:,reduce,1)Buyers ask for a _ in price.,2)In order to close this deal we shall further _ our price.,3)Our closely calculated price cannot be further _.,regret,1)It is _ to decline your counter offer,however,we can not but do so.,2)We are _ that we did not advise you earlier.,3)We _ to say that the quality does not measure up to the contracted standard.,reduced,reduction,reduce,regret,regrettable,regretful,25,approval,1)We have tried our best to meet with your _ in this business.,2)Your request has been _of after our discussion.,3)We _ of the fact that the price of raw material is declining,our quotation will be slightly reduced.,handle,1)To give you a general idea of our products,we enclose a complete set of leaflets showing various products being _ by this corporation.,2)What items do you mainly _?,3)We are the leading importer of electronics in Lagos,mainly _ the import of the electronic goods.,approve,approval,approved,handling,handled,handle,26,2 Translate the following sentences into English:,1),我们希望能按比你们现在所报价格低,10%,的价格成交。,(conclude business,price lower than),2),虽然我们尽力说服买主，但他们仍未接受。,(while),3),如你方能在报价上减少,2%,，我们将立即接受。,(reduce),4),由于所报价格很低，我们不可能再让步，否则我们无利可图。,(make concession,leave sb.with a small profit),As the offer is low,we cant make concession anymore or it will leave us with a small,profit.,We sincerely hope to conclude the business at a price 10%lower than your quotation.,While we are desirous to persuade the buyer,they still do not accept.,If you can reduce your offer by 2%,well accept it immediately.,27,5),我们同意将价格从原来的每公吨,1000,美元降至现在的每公吨,990,美元。,(reduce fromto),6),从目前迹象来看,行市将继续下降,.(present indications),7),如你方能设法减价,比方说,3%,我们准备再向你订购,500,台蝴蝶牌缝纫机,即期装运。,(reduce,be prepared to,place another order,prompt shipment),8),虽然我们很乐意利用你方所报的盘,但我方认为不能接受,因为你方价格比一般价格高,10%,。,(pricehigher),Much as wed like to avail ourselves of the offer made to us,we find it impossible to,accept owing to your price being about 10%higher than the average.,We agree to reduce our price from USD$1000 per m/t to USD$990 per m/t.,From the present indications,the market will continue to be weak.,If you can see your way to reduce the price,say 3%,were prepared to place another,order with you for 500 sets Butterfly Sewing machines for prompt shipment.,28,3.Translate the following letter into Chinese:,Dear Sirs:We are in receipt of your letter of May 10 offering us 200 cameras at US$500/pc CIF Shanghai.,In reply,we regret to inform you that our customers here find your price too high and out of line with the prevailing market level.You may be aware that some Japanese dealers are lowering their prices.No doubt there is keen competition in the market.,We do not deny that the quality of your digital cameras is slightly better,but the difference in price should,in no case,be as much as 5%.On behalf of our customers,we make counteroffer as follows:,“200 cameras at US$480/pc CIF Shanghai,other terms as per your letter of May 10”,As the market is declining,we recommend your acceptance.Yours faithfully,29,先生：,贵公司,5,月,10,日函悉，报盘,200,台数码相机，单价为,500,美元，上海到岸价。,兹复，很遗憾，我处客户认为你方价格过高，且与现行行市不一致。贵公司可能了解，一些日本商人正在削价销售，毋庸置疑，市场竞争激烈。,我们不否认贵公司的数码相机质量稍好，但差价决不至于高达,5%,。我们谨代表客户还价如下：,“,200,台数码相机，每台,480,美元上海到岸价，其他条件按你方,5,月,10,函办理。”,由于行情下跌，建议你方早日接受。,盼早复。,谨上,30,III.Letter-writing practice:,Translate the following letter into Chinese:,敬启者：,感谢你方,4,月,5,日对衬衫的报盘。,由于市场竞争激烈，我方遗憾告知不能接受你方的报价，因为获利的空间不大。事实上，我们接到你地区的另一供货商的报盘，比你方价格低,10%,。,鉴于我们长期的友好的贸易关系，建议你方至少降价,8%,。,盼佳音。,谨上,31,Dear Sirs,We thank you for your offer dated April 5.,Because of the keen competition