1、Chapter Four Making Counter-offers and Declining Orders,College of Foreign Languages Shaoxing University,Counter-offer If the offeree gives a reply to accept the terms and conditions in the offer with some reserved conditions, this means he is making a counter-offer. For example, the offeree may thi

2、nk that the price is too high and he wants to buy the product at a lower price. Or the offeree hopes to change the payment method. A counter-offer destroys the original offer, which cannot be accepted unless it is renewed on the same terms. But if the offeree seeks more information on the item (s) b

3、eing offered, this does not amount to a counter-offer; hence the original offer remains intact and therefore capable of being accepted subsequently.,The following is a few letters of counter-offer: 5th of April Sample A Dear Mr. Zhang, Thank you so much for your letter dated 31st of March. We think

4、that prices in your price list are not competitive. Besides, other competitors give us more discounts on a large order. So, can you reduce your price to some extent and give us a 5% discount on a large order of 300 TV sets? As to other terms and conditions we are ready to accept them. Please answer

5、as soon as possible. Best wishes. Sincerely yours, Joan Smith,Sample B Dear Sirs, Socks We wish to tank you for your letter of March, 2, offering us 1,000 pairs of captioned socks at RMB ￥15 per pair on the usual terms. Although we are interested in your products, we find your price is so high that

6、our margin of profit would be either very little or nil. Information indicates that the socks of similar quality are available at present on the market and at a price 10-15% lower than yours. We hope, therefore, you will reduce your price soas to stand up to the competition. We wait your reply. Your

7、s faithfully, (Signature) Jack Williamson,Sample C 10th of April Dear Ms. Smith, We are writing in answer to your letter of 5th of April. We think your suggestion about the discount is acceptable. In addition, it is possible to lower the prices of our products provided that you can really place an o

8、rder for 300 TV sets. As to the details of how much the prices can be reduced and other relevant details, it is suggested that we should discuss them face to face as soon as possible before we finally sign the contract. We would be very much obliged to you if you could tell us when you are available

9、 to meet for the negotiation of the transaction. Looking forward to your earliest answer. Best regards. Faithfully yours, Tim Zhang,Sample D Dear Sirs, Thank you for your offer of July 11 for 2,000 units of TV. We regret being unable to make use of these goods as the price you ask is above the marke

10、t level here for the quality in question. The TVs supplied here covering the same brand were not of the quality we had expected for the price quoted. Yours faithfully,Sample E Dear Sirs, Many thanks for your letter of November 21. We have given our careful consideration to your counter offer against

11、 our offer for wool sweaters: Art No. 10. We would like to help you in the matter of price. However, we regret to inform you that there is no room to make any further reduction in prices as we have already cut them to the absolute minimum. However, in order to meet your demands we recommend our No.

12、15, which is our latest product. This is superior in quality and moderate in price, and we will offer a special discount of 4% off the list price for this time. We await your acceptance of this offer. Yours faithfully, Translate the following sentences into English 1. Your counter offer is not in li

13、ne with the prevailing market. 2. We are sorry the difference between our price and your counter offer is too wide. 3. We very much regret that we cannot reduce our price to the level you indicated. 4. Owing to the shortage of raw materials, the manufacturer cannot accept any new orders. 5. Owing to

14、 heavy commitments, we regret that we cannot entertain any fresh orders for the time being, but we will contact you by cable as soon as the new supplies come.,6. We cannot offer you at present, but we will keep your enquiry before us. 7. The price we quoted is quite realistic. And we regret that you

15、r counter offer is unacceptable to us. 8. The price we quoted is quite reasonable, which has been accepted by the other buyers at your end. 9. You must reduce your price by 2%; otherwise, business is impossible. 10. Please keep us informed of the supply position in your place., Filling in the blanks

16、 with proper words or expressions 1. declining; found; high 2. note; in; market 3. see; our; way; indicated 4. close; near 5. may; rest; without; delay 6. out; of; line; possible; end 7. cannot 8. in; position; offer; contact 9. list; reference 10. feel, Translate the following letter into English M

17、arch 29, 2002 Dear Sirs, We thank you for your letter of March 20. Your comments on our offer of socks have had our close attention. Although we are keen to meet your requirements, we regret that we are unable to comply with your request to reduce the prices as our prices are closely calculated. Eve

18、n if there is a difference between our prices and those of other suppliers, you will find it profitable to buy from us because the quality of our products is far better than that of other foreign makes available in your district. However, in order to help you to develop business in this line, we are

19、 prepared to allow you a discount of 5% provided your order calls for a minimum quantity of 5,000 pairs. If you find our proposal acceptable, please let us have your order at an early date. Yours faithfully,What is Business ? Business is a bold gamble. Business is a win-win activity. Business is buy

20、ing and selling. Business is a profitable venture. Business is a give-and-take action. Business is a necessity of human life. Business is a credit-based undertaking. Business is the test of a persons character. Business is an arena for cooperation and competition. Business is a profit-making and ben

21、efit-giving operation.,Conclusion: Business is exchange of goods and services between two parties, involving risks, requiring good credit and cooperation, and benefiting both if successful.,Quotations from Celebrities On Business Business tries character. Samuel Smiles Boldness in business is the fi

22、rst, second and third thing. Thomas Fuller Mans boldness and womans caution make an excellent business arrangement. Elbert Hubbard 做生意考驗(yàn)一個(gè)人的品格。 斯邁爾斯 經(jīng)商第一要大膽，第二要大膽，第三還是要大膽。 富勒 男人的大膽和女人的細(xì)心是從商的最佳組合。 哈伯德,Whenever you see a successful business, someone must have made a courageous decision. Samuel Smiles

23、We must carefully separate business from life. Business requires earnestness and method; life must have a free handling. Wolfgang von Goethe 當(dāng)你看到一樁成功的生意時(shí)，一定有人曾經(jīng)做了有膽略的 決定。 德魯克 我們必須小心翼翼地把做生意和過日子分開，做生意要求 嚴(yán)謹(jǐn)和手段，而過日子則需要隨意。 歌德,The art of winning in business lies in working hard and not taking things too seriously. Elbert Hubbard Those who cry the loudest have generally the least to sell. Edna Lyall Our very business in life is not to get ahead of others, but to get ahead of ourselves. Thomas Monson 做生意成功的藝術(shù)在于努力去工作，而對它一時(shí)的得失別 太頂真。 哈伯德 那些吆喝得最響的人通常沒有好東西可賣。 萊爾