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1、Lecture 7 Counteroffer(Part 1&2),Objectives:After this section you will:be able to translate and make a counteroffer.be able to translate and reply to a counteroffer.,A counteroffer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offer
2、ee.,Key Words&Expressions,counteroffer regret on usual termsbe out of line withdeclineon the high sideconcludetake sth into consideration,Letter 1 Making a counteroffer,1.counteroffer n.v.还盘；还价,Your counteroffer is not in line with the international market price.,你方还盘与国际市场价格不符。,We cannot entertain y
3、our suggestion because it does not seem workable.,我们不能考虑接受你方的建议，因为此建议似乎不可行.,They would not entertain any price lower than$150 per ton.,他们不会考虑任何低于每吨一百五十美元的价格。,Language Points,2.on usual terms 按照惯常条款,under usual terms 按照惯常条款,according to the usual terms 按照惯常条款,come to terms 达成交易,Language Points,3.regr
4、et v.n.抱歉；遗憾,Regret 作动词用时，后接名词、动名词、不定式或that 从句,We very much regret that we are unable to supply what you require so far.,抱歉目前我方不能供应你所要求的货物。,We regret being unable to make you offers for this article.,我们无法给你方这种货物的报盘，甚歉。,Language Points,十分抱歉，没能做成这笔买卖。,非常遗憾，我方不能考虑接受你方的还盘。,We note with regret that your
5、buyers are not interested in our offer.,遗憾地得知你们的客户对我方报盘没有兴趣。,We regret that the business has fallen through.,Much to our regret，we cannot entertain your counteroffer.,抱歉无法按你方16日信中所提价格供货。,We regret our inability to supply the goods at the price indicated in your letter of 16.,We very much regret to s
6、ay that the goods supplied are not up to the expectations.,很遗憾所供货物令我们十分失望。,由于原材料价格上涨，抱歉无法按原价格接受你方订单。,We regret that we cant accept your order at the original price owing to the rise in the price of raw materials.,be regretful that 令人感到遗憾的；抱歉的（多用于婉言拒绝）,We are regretful that we are unable to reduce ou
7、r price to the level you indicated.,我们感到很遗憾不能将价格降到你方所示水平。,It is regretful to learn that the business has fallen through.,我们遗憾地获悉交易落空。,Language Points,4.find your price too high 认为你方价格偏高,find our prices too low 认为我方价格偏低 find our prices reasonable 认为我方价格合理 find our prices competitive 认为我方价格具有竞争性 find
8、our prices in line with the market 认为我 方价格与市价一致 find our prices workable 认为我方价格可行 find our prices acceptable 认为我方价格可接受,Language Points,Language Points,5.out of line with 与不一致,你方的价格与现行的市场价格完全不一致。,你方所询购的货物超出我们的经营范围。,你方价格颇为合适，但交货期太长。,in line with 与一致 in agreement with,Your price is entirely out line wi
9、th the price ruling in the present market.,The goods you enquired is out of line with the scope of business activities.,Your price is quite in line,but the time of delivery is too distant.,6.persuade v.说服；劝说cause sb.to do sth.by arguing or reasoning with him,遗憾我们未能说服他们接受你方的报盘。,We regret we have not
10、been able to persuade them to accept your offer.,We believe we can persuade our users to divert their purchase to you.,我们相信能说服客户转向你方购货。,Language Points,7.in view of ph.鉴于,considering,只是鉴于我们之间长期的业务关系才给你方特别折扣。,It is only in view of our long-standing business relations that we offer you this special di
11、scount.,鉴于情况特殊，我们同意接受你方的要求。,Considering the unusual circumstances，we agree to accept your requirements.,Language Points,8.decline vt.拒绝；谢绝（reject/refuse；vi.下降；,遗憾得知我方报盘遭到你方买主的拒绝。,We regret to learn that our offer has been declined by your end-users.,As your prices are too high to meet competition,we
12、 have to decline your offer with regret.,由于你方价格太高，缺乏竞争力，我们只好拒绝你方报盘，甚歉。,The market price of color TV is on the decline.,彩色电视机的市价正在跌落。,Language Points,9.take sth.into consideration 考虑到；顾及,Taking into consideration the transportation conditions at your end,we have especially reinforced our packing so a
13、s to minimize the extent of any possible damage to the goods.,考虑到你方的运输情况，我们已特别加固包装，以尽可能减少损失。,The documents produced by you to support the claim for compensation are insufficient,therefore,we cannot take your claim into consideration.,你方为索赔而出具的文件不够充分，因此，对你方的索赔要求，我方不予考虑。,Language Points,We hope that y
14、ou will take your commercial reputation into consideration in all seriousness and open the L/C at once,otherwise,you will be responsible for all the losses arising therefrom.,希望你方能认真考虑你们的商业信誉，立即开证，否则由此带来的损失由你方承担。,10.at your earliest convenience ph.尽早的；早日的;立即,at an early date at an early moment as so
15、on as possible by return,before long by(on/at)the earliest opportunity without(any)delay with the least possible delay,Language Points,Chinese version of the letter（还盘）,敬启者：感谢贵方1月23日来函，按惯常条款向我方报盘50吨一等咖啡，纽约CIF为每吨500美元。很抱歉我们的用户认为贵方价格太高，与国际市场不符。因为相似品质的货物可以以更低的价格买到，我们很难说服我方用户接受你方的报盘。如果你方能在这个价格上降低6%，我们就达
16、成协议。鉴于我们的长期合作关系，我们给出上面的还盘。如果你方价格优惠，我方能马上订货。由于市场正在下滑，我们希望贵方仔细考虑此还盘并尽快回函告知是否同意。谨上，艾梵 ABC有限公司销售经理,How to make a counteroffer,Analyzing Letter 1,Paragraph One:gratitude Paragraph Two:reasonsParagraph Three:counter-proposal Paragraph Four:hope,Writing Steps,1.Thanks for the original offer;2.Polite expres
17、sions of regret at the inability to accept the offer and the reasons to support it;3.Suggestions or amendments to the original offer;4.Hopes for acceptance of the changes and a quick reply.,A counteroffer includes the following parts:,Letter 2 A reply to the counterofferDeclining the counteroffer,1.
18、extent n.程度 degree,to the extent 到达这样的程度 to the extent of 达到程度,损坏程度尚未查清。,The extent of damage is not yet known.,Your suggestion is feasible to a certain extent.,您的建议在一定程度上是可行的。,抱歉不能把价格降到你方所提示的程度。,We regret to say that there is no possibility of our cutting down the price to the extent you indicated.
19、,Language Points,2 indicate v.表示；说明；,indication n.概念；迹象；示意；征兆,请报实盘并说明最早交货期。,Please make us a firm offer,indicating the earliest delivery date.,各种迹象表明价格将上涨。,There is every indication that the price will rise.,Please let us have your indication of price for the captioned goods.,请告知你方对标题项下货物的价格意见。,迹象表明
20、羊毛价格将进一步下跌。,Information indicates a further decline in the wool market.,Chinese version of the letter（回复还盘）,敬启者/执事先生：我方在贵方1月25日的来函中获悉贵方认为我方咖啡价格太高很难接受。要我方按照你方提示幅度减价6%，没有可能，甚歉。因为现在货物的价格在上涨，我想我们不得不相应地调整价格。而且，如果你方考虑到货物的质量因素，这个价格实际上是很公道的。我方很希望与贵方合作，但很遗憾暂时不能接受你方的还盘。将来你方如果有可能出较高的价格，请通知我方。同时请及时通知我们你方的进展。我方保
21、证贵方的所有要求都会得到我方及时关注。谨上 亚德里恩 BCD 有限公司,Letter 3Declining an offer,1.in reply to ph.现答复；兹复,in response to in answer to,现答复你方本月26日来函，向你们报实盘如下。,In reply to your letter of 26th of this month,we are making you the following firm offer.,This is in response to your letter of 26th of this month.We are making y
22、ou the following firm offer.,Language Points,2.be found(to be)on the high side（价格）偏高 a little too high,be on the high side be too high be a little high be rather stiff be prohibitive,3.level n.水平；（商业英语中引申为价格）,at ones level 按某人的价格,我们不能按你方价格达成交易。,We cannot close business at your level.,如果你方能降价则交易成交有望。
23、,Business is possible if you reduce your level.,Your price is not on a level with the current market.,你方价格与当前市场价格不符。,4.conclude v.达成；得出结论,to conclude a transaction 达成交易 to come to terms 达成交易 to close a bargain 达成交易 to close a deal 达成交易 to put the deal through 达成交易,the prevailing market 现行市场；现行行市,the
24、 present market the current market the ruling market,Useful expressions on Prices:,the present price 现行的价格 the ruling price 现行的价格the going price 现行的价格 the prevailing price 现行的价格 the current price 现行的价格 the prevalent price 现行的价格,Chinese version of letter 3,敬启者/执事先生：我方感谢贵方5月18日发来的瓷茶具报盘。很遗憾我方无法接受。贵方价格很
25、高而且与世界行情不符。有信息表明几批日本茶具正低价出售。我方看过你方样品并承认他们的质量不错，但价格也不应该和其他供货商相差甚远。为了做成这笔生意，我方建议贵方降价20%。我方希望贵方接受此还盘并等候佳音。谨上 迈克 BCD 有限公司,Ex.,Translate the sentence into English.,5月15日来信收到，得悉你方对我们的化肥很感兴趣，但认为我方4月25日的价格偏高，无法成交。,We have received your letter of May 15.Your letter dated May 15 has reached us.We acknowledge
26、the receipt of your letter dated May 15.We are in receipt of your letter of May 15.Thank you for your letter of May 15.,We note from your letter of May 15 that the price quoted by us on April 25th are found to be on the high side and hard to come to terms.,Additional Ex.,Practice Lessons,II.Translat
27、e the following into English:,你方还盘与现行市场价不符。,Your counteroffer is not in line with the prevailing market.,很遗憾，我们的价格与你方还盘之间的差距太大。,We are sorry the difference between our price and your counteroffer is too wide.,很遗憾我们不能把价格降到你方所表示的水平。,We very much regret that we cannot reduce our price to the level you
28、indicated.,Practice Lessons,由于原材料短缺，制造商不能接受任何新的订单。,Owing to the shortage of raw materials,the manufacturer cant accept any new orders.,由于大量承约，我们不能接受新订单，但是一旦新货源到来，我们将随即去电与你方联系不误。,Owing to heavy commitments,we regret that we cannot entertain any fresh orders for the time being,but we will contact you
29、by cable as soon as the new supplies come.,Practice Lessons,目前我们暂不能给你们报盘，但将记住你方的询价。,报给你方的价格是很实际的。很抱歉不能接受你方的还盘。,We cannot offer you at present,but we will keep your enquiry before us.,The price we quoted is quite realistic.And we regret that your counteroffer is unacceptable to us.,Practice Lessons,你
30、方必须降价百分之二左右，否则没有成交的可能。,请随时告知你处市场的供货情况。,You must reduce your price by 2%otherwise business is impossible.,Please keep us informed of the supply position in your place.,The price we quoted is quite reasonable,which has been accepted by the other buyers at your end.,我们的报价相当合理，（这）已为你地其他客户所接受。,We from yo
31、ur letter of May 15 that you are _ the _for green tea.,As the market is,your price is on the side.,Practice Lessons,III.Filling the missing words:,3.We hope to business at something _ our level.,declining,found,high,note,in,market,close,near,4.Since your price is with the prevailing market,it is not
32、 for the buyers at our to accept.,out,of,line,possible,end,Practice Lessons,5.While we appreciate your intention,we regret that we entertain any fresh orders.,6.As soon as we are a to make an _ for black tea,we shall you by cable.,7.We are enclosing a of our new products for your.,8.When you are in need of further quantities,please _ free to communicate with us.,cannot,in,position,offer,contact,list,reference,feel,HOMEWORK,Finish additional writing ex.for unit 5.Preview Unit 6.,Thank you!,
