WelcometoPracticalBusinessWritingCounter-Offers&Recounter-OffersUNIT5BUSINESSCONTACT對報盤信的答復(fù)有兩種：一種是有利答復(fù)（接受），二是不利答復(fù)，雖然表示接受，但有添加、限制或其他更改的答復(fù)，即構(gòu)成還盤。還盤也叫還價。接盤人在收到一項報盤后，往往對其中的某些內(nèi)容不能完全同意，于是會提出不同的要求。這種口頭或書面的要求一經(jīng)提出，原來的報盤即可失效，交易要在還盤的基礎(chǔ)上重新開始。還盤的內(nèi)容不只是價格，對支付條件、裝運期等主要條件提出不同的建議，也都屬于還盤性質(zhì)。一筆交易的達(dá)成，又是要經(jīng)過多次還盤和反還盤的過程。AttentionPointsAsatisfactory

offershouldincludefollowingAnexpressionofthanksforanofferorbidRegretthatbeingunabletoacceptwhathasbeenofferedandstateyourreasonsMakeacounter-offerorsuggestotheropportunitytodobusinesstogetherACounter-OfferforMen’sShirtsSample1ForKevin,whatimpresshimmostandwhatcan’tbeacceptableintheoffer?WhatdoesKevinrequest?counter-offer/'ka?nt?'?f?/n.還盤acknowledge/?k'nɑl?d?/

vt.承認(rèn)，告知收到reduction/r?'d?k?n/

n.減少

keen/kin/（興趣或感情）濃厚的，強烈的makeaconcession讓步LanguagepointsAnalysingtheLetterExpressingthanksfortheofferDecliningtheofferandstatingthereasonStatingthecounter-offerpolitelyUsefulExpressions&StructuresDecliningtheofferandstatingthereasonThankyouforyouroffer,butthereisstillabiggapbetweenusinprice.謝謝貴方的報盤，但在價格方面我們還有很大的差距。UsefulExpressions&StructuresThoughweappreciatethegoodqualityofyourproducts,weregrettoinformyouthatyourpriceisonthehighside.盡管我們很滿意貴方產(chǎn)品的質(zhì)量，但我們很遺憾地說，貴方的價格偏高。UsefulExpressions&StructuresTalkingaboutyourtermsofanacceptableofferWecan’tacceptyourofferunlessthepriceisreducedby5%.除非你們減價5%，否則我們無法接受還盤。UsefulExpressions&StructuresWemightdobusinesswithyouifyoucouldmakeussomeallowance,say20%,onyourprices.如果貴方能給予我方一些折讓，比方說貴方價格的20%，我們可與貴方進行交易。UsefulExpressions&StructuresExpressingyourhopetodobusinessWestillhopetobepartnerwithyouinbusiness.我們?nèi)匀幌Ｍ艹蔀橘F方的生意伙伴。UsefulExpressions&StructuresAlthoughyourofferisnotacceptable,moreopportunitiesstillcometoourcooperation.盡管我們無法接受貴方的報價，我們還有很多的合作機會。ARecounter-OfferforMen’sShirtsSample2

DoesTonyagreetomeetKevin’srequest?

Whatfurthersuggestiondoeshemake?Questions

uponreceiptof…一俟收到…Uponreceiptofyouradvice,weshallopentheletterofcreditimmediately.

一俟接到通知，我方將立即開出信用證。Languagepoints

Nilprofit

零利潤

Meethalfway

妥協(xié)，讓步Weregretthatitisimpossibleforustoacceptyourcounter-offereventomeetyouhalfway.

很遺憾，即使各讓一步，我們?nèi)噪y接受你方還盤。LanguagepointsRecounter-OfferLetterWriting1.Acknowledgingreceiptoftheletter2.Givingreasonsforrecounter-offer3.Makingconcessions4.UrgingtheotherpartytoacceptUsefulExpressions&StructuresGivingreasonsforrecounter-offerWehavetopointoutthatwehavereceivedalotofordersfromotherbuyers,whichshowsthatourpricesarereasonable.我們必須指出，我方已從其他買主那里收到大量訂單，這表明我們的價格是合理的。UsefulExpressions&StructuresOurofferwasbasedonreasonableprofit,notonwildspeculations.我們的報價是以合理利潤為依據(jù)，不是漫天要價。UsefulExpressions&StructuresMakingconcessionsInviewofyourspecialmarketcondition,weacceptyoursuggestionof3%reduction.鑒于貴方的特殊市況，我方接受你方減價3%的建議。UsefulExpressions&StructuresTopromoteyoursalesinyourmarket,wearereadytograntyoua5%discountonconditionthatyourordersexceed15000pieces.為了促進貴方在你們市場的銷售，若訂購量超過15000件，我方樂意給你方打九五折。UsefulExpressions&StructuresUrgingtheotherpartytoaccepttheofferWehopethisrevisedofferwillenableyoutoplaceanorderassoonaspossible.我們希望經(jīng)過修改的報盤能促使貴方盡快下訂單。UsefulExpressions&StructuresFurthermore,there’sastrongdemandforthemakesfromyourneighboringcountries.Pleaseplaceanorderwithoutdelay.此外，你的鄰國對這個品牌的需求很大，請趕快訂貨。WritingPractice

Writeacounter-offerletterforthefollowingdirection先生我方收到了你方5月15日關(guān)于300臺蝴蝶牌縫紉機，每臺CIF拉哥斯55英鎊的報盤。很抱歉，我們發(fā)現(xiàn)你方報價太高，無法接受。如你所知，從去年以來，縫紉機價格已經(jīng)下降，有的國家實際上正在削價銷售。鑒于此情，由于類似質(zhì)量的貨在此處亦可以較低價格買到，故請貴方能夠統(tǒng)一減低你貨價格，比方說8%，成交有希望。早復(fù)為盼。WeacknowledgewithreceiptofyourletterofMay,15for300setsofButterflyBrandSewingMachinesat$55persetCIFLagos.Inreply,weregrettostatethatyourpricehasbeenfoundtoohightobeacceptable.Asyouknow,thepriceofsewingmachinehasgonedownsincelastyear.Somecountriesareactuallyloweringtheirprice.Undersuchcircumstance,itisimpossibleforust