外贸英语函电课件unit5.ppt

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1、Unit5还盘Counter-offers学习目标熟悉还盘和回复还盘信函的写作步骤熟悉还盘和回复还盘信函的写作原则掌握还盘和回复还盘信函的常用句式Acounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.Thebuyermayshowdisagreementtotheprice,orthepacking,ortheshipmentandstatehisowntermsinstead.还盘概述一方报盘，对方若不同意其内容，可以还盘

2、。还盘是指对所收到的发盘条件表示不同意或不完全同意，但愿意就交易的达成做进一步的洽商的回复，也称还价。根据《联合国国际货物销售合同公约》的规定，受盘人对货物的价格、付款方式、质量、数量、交货时间与地点及一方当事人对另一方当事人的赔偿责任范围或解决争端的办法等条件提出添加或更改均属于还盘。StructureoftheCounterofferOpentheletterbythankingtherecipientforhisoffer.Declinetheoriginalofferbyprovidingtherecipientwithdetailedandreasonablereasons.

3、Putforwardthedesiredbusinessconditionsandtrytopersuadetherecipienttoacceptthem.Closetheletterbyexpressingexpectationsforafavorablereply.Inmakingacounteroffer,onehastostatethetermsmostexplicitlyandusewordsverycarefullysoastoavoidambiguityormisunderstanding,thesamewayasoneusuallydoesinmakinganoffe

4、r.Whenabuyerrejectanoffer,heshouldwriteandthankthesellerforhistroubleandexplainhereasonforrejection.Nottodosowouldshowalackofcourtesy.示例1DearSirs,WeareinreceiptofyourletterdatedonJuly12,offeringus100casesofliquoratUS$400percaseontheusualterms.Inreply,weregrettoinformyouthatwefindyourpricetoohigh

5、.WefindthatwecanobtainapriceofUS$370percasefromalocalfirm.Wehavebeenverypleasedwithyourproductshowever,thedifferenceinpriceistoobig.Ifyoucanseeyourwaycleartomeetthesefigures,wewouldbepleasedtoplacewithyouanorderthatwillcarryusfortherestofthisyear,andthatorderislikelytobeoneofthelargestthatwehave

6、everplacedwithyou.Wewishtoreceiveyourfavourablereplyassoonaspossible.Sincerely,beinreceiptof已收到Weareinreceiptofyourletter,requestingustoquotefor1000dozenofmen’sshirts.WeareinreceiptofyourL/Ccovering1000pairsofleathershoesWeregretto..that…Weregrettosaythatwenolongermanufacturethearticleyouenquire

7、daboutWeregrettoinformyouthatduetoproblemswithoursupplier,ItemNo.10-14-71,ABCcompany,isnotyetavailable.toohigh过高偏低onthelowside偏高beonthehighside太高、太低toohigh/low有点儿高（低）alittlehigh/lowComparedwithothersuppliers,yourpriceisrathe