1、 Unit 6Counter offer and Acceptance1 目的：掌握在接到发盘后，如何撰写还盘和接受的目的：掌握在接到发盘后，如何撰写还盘和接受的相关信函。相关信函。在接到发盘后，受盘人必须对报盘内容进行认真研究。如在接到发盘后，受盘人必须对报盘内容进行认真研究。如果发盘人认为发盘价格难以接受或对其他条件不满意，既果发盘人认为发盘价格难以接受或对其他条件不满意，既可以拒绝接受，也可以向发盘人提出建议，要求对发盘内可以拒绝接受，也可以向发盘人提出建议，要求对发盘内容进行修改。这种受盘人对发盘内容进行变更的表示被称容进行修改。这种受盘人对发盘内容进行变更的表示被称为还盘（为还盘（C
2、ounter-offer），也被称为还价。事实上，还盘），也被称为还价。事实上，还盘既是受盘人对发盘的拒绝，又是受盘人以发盘人的地位提既是受盘人对发盘的拒绝，又是受盘人以发盘人的地位提出的新发盘。出的新发盘。还盘信函的写作应十分小心，双方要本着珍视友还盘信函的写作应十分小心，双方要本着珍视友谊和未来交易机会的态度。还盘信函应包含以下谊和未来交易机会的态度。还盘信函应包含以下内容：内容：（1）对发盘人的发盘表示感谢。）对发盘人的发盘表示感谢。（2）对由于某种原因无法接受发盘表示遗憾，同时解释原因。）对由于某种原因无法接受发盘表示遗憾，同时解释原因。（3）对还盘的内容也就是己方所希望的交易条件提出
3、建议。）对还盘的内容也就是己方所希望的交易条件提出建议。（4）希望对方能够接受己方所提出的还盘建议。）希望对方能够接受己方所提出的还盘建议。如果受盘人认为能够接受发盘的全部内容和条件，如果受盘人认为能够接受发盘的全部内容和条件，那么就可向发盘人订购商品。这种买方或卖方同意那么就可向发盘人订购商品。这种买方或卖方同意对方在发盘中提出的各项交易条件，并愿意按照这对方在发盘中提出的各项交易条件，并愿意按照这些条件达成交易、订立合同的表示被称为接受些条件达成交易、订立合同的表示被称为接受（Acceptance），即法律上所称的），即法律上所称的“承诺承诺”。作为。作为一项有效接受，必须具备以下四项条件
4、：一项有效接受，必须具备以下四项条件：（1）接受只能由受盘人做出。）接受只能由受盘人做出。（2）接受必须是无条件的，完全同意发盘中提出的各项交易）接受必须是无条件的，完全同意发盘中提出的各项交易条件。条件。（3）接受的方式必须符合发盘的要求。）接受的方式必须符合发盘的要求。（4）接受必须在发盘规定的有效期内做出。）接受必须在发盘规定的有效期内做出。counter-offer 还盘，是外贸业务用语，指受盘人对还盘，是外贸业务用语，指受盘人对收到的报盘提出修改条件。该词可作动词或名词。收到的报盘提出修改条件。该词可作动词或名词。If our offer is not acceptable,plea
5、se fax your best counter-offer.如果不能接受我方报盘，请发传真告知你方最好的如果不能接受我方报盘，请发传真告知你方最好的还盘。还盘。The price you counter-offered is unreasonable.你方还盘价格不合理。你方还盘价格不合理。5Terms 1、还盘、还盘 Counter Offer 2、参考价参考价 Reference Price3、开盘价、开盘价 Opening Price 4、收盘、收盘 Closing offer 5、现行价、现行价 Current Price,Ruling Price,Prevailing Price
6、6、合理价格、合理价格 Reasonable Price 7、特殊价格、特殊价格 Special Price 8、大路货、大路货 FAQ 9、差价、差价 Price Difference,Price Gap10、凭等级买卖、凭等级买卖 Sale by Grade 11、凭规格买卖、凭规格买卖 Sale by Specification 12、凭标准买卖、凭标准买卖 Sale by Standard 6Terms13、品质以卖方样品为准、品质以卖方样品为准 Quality as per Sellers Sample 14、品质以买方样品为准、品质以买方样品为准 Quality as per Bu
7、yers Sample 15、公吨、公吨 Metric Ton 16、长吨、长吨 Long Ton 17、短吨、短吨 Short Ton 18、净重、净重 Net Weight 19、毛重、毛重Gross Weight 20、以毛作净、以毛作净 Gross for Net21、皮重、皮重 Tare Weight 22、竞争性价格、竞争性价格 Competitive Price 23、批发价、批发价 Wholesale Price 24、零售价、零售价 Retail Price7写信的要点写信的要点l报盘信函收悉报盘信函收悉l抱怨价格太高抱怨价格太高l还盘建议还盘建议l结束结束8常用句型常用句型
8、句型句型1：对价格的抱怨：对价格的抱怨（1）我们很遗憾告知你方，尽管我们很满意你）我们很遗憾告知你方，尽管我们很满意你方产品的质量，但我们认为你方价格偏高。方产品的质量，但我们认为你方价格偏高。We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products.lon the high side（价格）偏高（价格）偏高lThe new quotation，I think，is still on the high side
9、.我认为新的报价仍然偏高。我认为新的报价仍然偏高。9常用句型常用句型 Your price is too high.你方价格太高。你方价格太高。类似的表达方式还有：类似的表达方式还有：Your price is a bit high.你方价格有点高。你方价格有点高。Your price is excessive.你方价格过高。你方价格过高。Your price is rather stiff.你方价格相当高。你方价格相当高。Your price is prohibitive.你方价格令人望而却你方价格令人望而却步。步。10常用句型常用句型（2）我们很遗憾你方价格与现行价格不符。）我们很遗憾你方
10、价格与现行价格不符。We very much regret that your price is out of line with the prevailing market.lout of line(with)不合理的，不相符的不合理的，不相符的Should your price be found out of line,they may turn to others for their requirements.如果你方的价格不合理，他们也许会向别人购买。如果你方的价格不合理，他们也许会向别人购买。lout of line with 与与不相符，与不相符，与脱节脱节What you ask
11、ed is quite out of line with the present market here.你方的要求与此地的现行市场行情不符。你方的要求与此地的现行市场行情不符。11 to be in line with 和和一致一致,和和相符合相符合 to keep in line with 与与保持一致保持一致 The terms in the L/C should keep in line with those in the contract.信用证中的条款必须和合同中的条款保持一致。信用证中的条款必须和合同中的条款保持一致。12常用句型常用句型（3）尽管我们渴望与你方成交，但我们遗憾地
12、）尽管我们渴望与你方成交，但我们遗憾地说你方价格不可接受。说你方价格不可接受。Although we are desirous of doing business with you,we regret to say that your price is unacceptable to us.13常用句型常用句型句型句型2 与其他供货商价格相比与其他供货商价格相比（1）印度产的商品以大约低于你方）印度产的商品以大约低于你方10%的价格在本地的价格在本地出售出售 Indian makes have been sold here at a level about 10%lower than your
13、s.（2）与其他货源的价格相比，你方的价格比他们的报）与其他货源的价格相比，你方的价格比他们的报价几乎高出价几乎高出10%。When comparing with the other suppliers prices,your price is almost 10%higher than theirs.14常用句型常用句型（3）你方的价格比我们从其他货源得到的价格）你方的价格比我们从其他货源得到的价格高得多。高得多。Your price compares much higher than that we can get from elsewhere.15常用句型常用句型句型句型3 还盘建议还盘
14、建议（1）为了促进贸易，我们还盘如下：）为了促进贸易，我们还盘如下：500吨苹果，每吨吨苹果，每吨600美元成本加保费欧洲主要港口。美元成本加保费欧洲主要港口。To step up trade,we counter offer as follows:500 tons of Apples at USD 600/ton CIF EMP.(2)由于苹果行市下跌，除非你方能够降价由于苹果行市下跌，除非你方能够降价5%，否则无，否则无法成交。法成交。As the market of Apples is declining,there is no possibility of business unles
15、s you can reduce your price by 5%.16常用句型常用句型（3）我们不否认你方产品的质量比印度产品好，）我们不否认你方产品的质量比印度产品好，但差价绝不可能大于但差价绝不可能大于10%，我们还盘是每吨，我们还盘是每吨900美元成本加保费运费汉堡。美元成本加保费运费汉堡。We dont deny the quality of your products is superior to that of Indian makes but the difference in price should in no case be as big as 10%.Our count
16、er offer is USD 900 per ton CIF Hamburg.17常用句型常用句型l句型句型4 希望对方能够接受你所提出的还盘的希望对方能够接受你所提出的还盘的建议建议 lIt is hoped that you would seriously take it into consideration and let us have your reply very soon.希望你方能认真考虑我方的建议并尽快回复。希望你方能认真考虑我方的建议并尽快回复。take sth into consideration 考虑考虑18Letter 1：Offer Dear Sirs,We ac
17、knowledge with thanks the receipt of your inquiry of Sep 5,and are pleased to make you an offer regarding our Changhong color TV sets in the size you required.All sizes can be supplied by the beginning of next month subject to our receiving your order.The price for Changhong Brand color TV set inch
18、34 is USD450 each at CIF Copenhagen.Our price is very competitive for1 other good quality TV sets.We look forward to receiving your large number of order2.Truly yours,Fred Jacksonn be competitive for 和和相比具有竞争力的相比具有竞争力的n bulk order 大宗订单大宗订单 大批订货大批订货Letter 2：Counter-offer Dear Sirs,We are glad to have
19、 received your letter of Sep18 offering us Changhong Brand color TV sets inch 34 at CIF Copenhagen USD450 per set.In reply,we regret to inform you that your price is too high.Market information tells us that some Japanese color TV sets have been sold here at a level about 30%lower than yours.We do n
20、ot deny the quality of Changhong Brand color TV sets,but the difference in price is a wide gap3.To step up the trade4,we counter-offer you 10 thousand Changhong Brand color TV sets inch 34 at CIF Copenhagen USD300 per set.It is hoped that you would seriously take it into consideration5 and let us ha
21、ve your reply very soon.Sincerely yours,Xianjin Peng n regret thatn regret to do sthn regret being unable ton sb.be regretful thatn sth.be regrettable thatn with regret 遗憾地遗憾地n e.g.目前，我们不能介绍新的订单，为此表示遗憾。目前，我们不能介绍新的订单，为此表示遗憾。n At present,we cannot accept new orders,for which we express our regret.n 使我
22、们遗憾的是，我们认为你方价格不实际。使我们遗憾的是，我们认为你方价格不实际。n Much to our regret,we found your price not to be realistic.level n.price 水平，情况水平，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。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.n tolevel 达到达到水平水平(情况情况)n market level 市场行情市场行情n e.g.我们遗憾的说，
23、你方报来的铁钉价格完全与我地市场我们遗憾的说，你方报来的铁钉价格完全与我地市场行情不一致。行情不一致。n We regret to say that the price of iron nails you offer is completely out of line with our market level.of high quality 优质的优质的 n high 可以由可以由good,fine,superior,better取代取代(反义反义词词:bad,low,inferior,worse)n e.g.我们可供应优质的羊毛。我们可供应优质的羊毛。n We can supply woo
24、ls of high quality.n 我们可供应的羊毛质量很好。我们可供应的羊毛质量很好。n Wools we supplied are of high quality.n build：普通用词，含义广泛，可指一切具体或普通用词，含义广泛，可指一切具体或抽象的建造或建立。抽象的建造或建立。n construct：较正式用词，强调根据一定计划进较正式用词，强调根据一定计划进行的规模较大，结构较复杂，要求较高技术的建行的规模较大，结构较复杂，要求较高技术的建造。造。n found：侧重打下基础或创办，具体或抽象事物侧重打下基础或创办，具体或抽象事物均可用。均可用。n establish：着重稳
25、固地建成，可具体指国家、着重稳固地建成，可具体指国家、政府、学校或商店等的建立，也可指信仰、信用、政府、学校或商店等的建立，也可指信仰、信用、名誉、法律、制度、规则等的建立。名誉、法律、制度、规则等的建立。n set up：作作建立建立用时，侧重于用时，侧重于开始开始。可指具。可指具体或抽象的建立。体或抽象的建立。Letter 3：Acceptance Dear Sirs,We have received your letter of October 2.It is regretful for us to see that you cut down the price of our Chang
26、hong Brand color TV sets too sharp,but regarding our long term of business relationship,we decide to accept your counter-offer on condition that cash must be paid within three months of date of delivery,or subject to 5%discount if paid within one month.Sincerely yours,Ping Wangn cut down裁短；裁短；减少；减少；
27、把把砍倒砍倒 n If you spend more than your income,can you try to cut down?n 如果你入不敷出，可以试着减少开支吗？如果你入不敷出，可以试着减少开支吗？n Reducen reduce by 幅度幅度n reduce to 从从.降至降至n reducefrom to从从降至降至n make a reduction of 降价幅度降价幅度n make a reduction to 降价至降价至n make a reduction in 在在方面降价方面降价n e.g.如你方能在报价上减少如你方能在报价上减少2%，我们将立即接受。，我们
28、将立即接受。n If you can reduce your offer by 2%,well accept it.n Or:If you can make a reduction of 2%in price,well accept it.discount allow/give/provide/grant a 5%discount 给予给予5%的折扣的折扣 quantity discount 数量折扣数量折扣 Well give a 20%discount on the order of over USD$1,000.对于金额超过对于金额超过1000美元的订货，我们给予美元的订货，我们给予20
29、%的折扣的折扣.句式：句式：sell at a discount 折价出售折价出售 get/offer a discount 得到折扣得到折扣 cash discount 现金折扣现金折扣 value discount 价值折扣价值折扣e.g.We would like to allow you a special discount of 3%if your order exceeds USD$5,000.如你方订购超过如你方订购超过5，000美元，我们愿意给你方美元，我们愿意给你方3%的特殊折扣。的特殊折扣。现金付款，我们给予九折优惠。现金付款，我们给予九折优惠。Letter 4：A fir
30、m offer Dear Sirs,We thank you for your letter dated June 25 covering our Jinling Brand automatic washing machine inquiry.Jinling Brand is one of the best known trade marks in China.It can run 15 000 times continuously without any breakdown.It first passed through the recognition6 of Americas UL and
31、 the qualities have kept the first for 5 years in succession7.Complying with8 your request,we take a pleasure to make you a firm offer Jinling Brand automatic washing machine USD120 per machine FOB Guangzhou,inclusive of your 5%commission.Your reply must reach us before 12 a.m.July 25 our time and s
32、ubject to our final confirmation.For detailed specification,please refer to the catalogue enclosed.We hope that you will be glad to place a trial order9 with us.We anticipate your early reply.Truly yours,John Smithrun across 偶然发现；偶然碰到偶然发现；偶然碰到wHe run across a dog.他偶然遇到只小狗他偶然遇到只小狗.run after 追赶；追逐；追赶；
33、追逐；追求追求wHe finally became tired of running after her.w他追求她终于追烦了他追求她终于追烦了 run against 与与偶然碰见；偶然碰见；与与作对；反对作对；反对wfound public sentiment running against him.w发现公众反对他的情绪发现公众反对他的情绪 n in the long run 从长远看，从最终结果来看从长远看，从最终结果来看n in the short run 在不远的将来在不远的将来n run off with 获得，取走获得，取走ran off with the state cham
34、pionship.获得全国获得全国冠军冠军n run to earth 或或 run to ground 追逐并成功地抓获追逐并成功地抓获Dogs ran the fox to earth.狗追获了狐狸。狗追获了狐狸。n pass through 经过；经过；通过；通过；经历；经历；经历并完成经历并完成 经过经过,通过通过 wShe said she was passing through Paris and would like to have a chat with me.w她说她要路过巴黎她说她要路过巴黎,想跟我聊一聊。想跟我聊一聊。经历经历,遭受遭受 wThe country is p
35、assing through troublesome time.w该国动荡不安。该国动荡不安。经历并完成经历并完成 wHe passed through a university course in Houston.w他在休斯敦修完了一门大学课程。他在休斯敦修完了一门大学课程。n Succession n.继承人，继承权；继承人，继承权；一系列，接连一系列，接连 in quick(或或rapid)succession 紧接的（地）紧接的（地）in succession 连续的（地连续的（地)，接连的（地），接连的（地）wshe won the race for the second year
36、in succession.w她连续赢得了第二年的赛跑冠军。她连续赢得了第二年的赛跑冠军。Letter 5：A counter-offer Dear Sirs,We are in possession of10 your letter July 5 offering us Jinling Brand automatic washing machine USD120 per machine FOB Guangzhou inclusive of our 5%commission.While appreciating the quality of your lines,we made a caref
37、ul study of11 your offer.We find your prices are too high to be acceptable.In fact,the cost of raw materials has not soared in the past three months.In order to make your products more competitive in our market,we suggest that you reduce prices by 10%.If you will agree to our counter-suggestion,regu
38、lar orders for large numbers will be placed.Otherwise,we will conduct our business elsewhere.Please let us have your E-mail confirmation12 at your earliest convenience.Yours faithfully,Leon Allenn be in possession 收到收到n make a study of 研究研究n have E-mail confirmation收到电子邮件确认书收到电子邮件确认书Letter 6：Counter
39、-offer Dear Mr.Jackson,Thank you for your letter of Sep 25.Although we appreciate the quality of your color TV,their price is too high for us to accept.Referring to the S/C No.8965,you will find that we ordered 1000 sets of TV at the terms and conditions13 stipulated in that S/C,but the price was 10
40、%lower than your present price.38 Since we placed the last order,price for raw materials has been decreased considerably.Retailing price14 for your color TV here has also been reduced by 5%.Accepting your present price will mean great loss to us,let alone15 make profits.We would like to place repeat
41、 orders with you if you could reduce your price at least by 1.5%.Otherwise,we have to shift16 to the other suppliers for our similar request.We hope you take our suggestion into serious consideration and give us your reply as soon as possible.Yours truly,Xia Peng 39lterms and conditions 条款条款lStipula
42、te v.（尤指在协议或建议中）规（尤指在协议或建议中）规定，讲明（条件等）定，讲明（条件等）I stipulate this only nothing further.我要的条件只这一点，别的不要。我要的条件只这一点，别的不要。lstipulation:n.规定，条款，项目规定，条款，项目The transaction is settled down with the stipulation of direct shipment.40lon the decrease 在衰减中；在减少中在衰减中；在减少中ldecrease：指逐渐地、不断地减少。指逐渐地、不断地减少。ldiminish：侧重大
43、小数量和重要性的不侧重大小数量和重要性的不断减小，强调减小的部分。断减小，强调减小的部分。lreduce：普通用词，含义广。指数量、普通用词，含义广。指数量、程度的降低或减少。程度的降低或减少。ldwindle：与与decrease同义，指逐渐减同义，指逐渐减小，但强调变得越来越少终至全无。小，但强调变得越来越少终至全无。41lConsiderably adv.相当，非常，颇相当，非常，颇lThe castle was enlarged considerably in the fifteenth century.这个城堡在这个城堡在15 世纪得到了相当大的扩展。世纪得到了相当大的扩展。llet
44、 alone 更不用说更不用说42lmove：普通用词，指从一处到另一外的普通用词，指从一处到另一外的任何距离的转移。任何距离的转移。lshift：侧重位置与方向的改变。侧重位置与方向的改变。ltransfer：一般表示转送或移交迁移，一般表示转送或移交迁移，尤指交通运输中的换乘或职务的调动等。尤指交通运输中的换乘或职务的调动等。lremove：作作移动移动解时，与解时，与move可换可换用，还可指撤职或开除学藉等。用，还可指撤职或开除学藉等。43Letter 7：Acceptance Dear Mr.Jackson,Im sorry to learn from your letter of
45、October 5 that you find our prices too high.We do our best to keep prices as low as possible without sacrificing quality and are constantly enquiring into17 new methods of manufacture.Considering the quality of the goods offered,we dont feel that the prices we quoted are at all excessive,but bearing
46、 in mind18 the special character19 of your trade,we have decided to offer you a special discount of 1.5%on a first order.We make this allowance because we should like to do business with you if possible,but I must stress that its the furthest we can go to help you.At least I hope this revised offer
47、will now enable you to place an order.Sincerely yours,Ping Wang 44lsacrifice献祭；献祭；奉献；奉献；牺牲；牺牲；亏本出售亏本出售 lA mother will sacrifice her life for her children.为了孩子，一个母亲可以献出她自己的生命。为了孩子，一个母亲可以献出她自己的生命。lWe know how to work,to sacrifice,and to fight.我们懂得如何去工作，去战斗，去作出牺牲。我们懂得如何去工作，去战斗，去作出牺牲。lenquire into 调查，查询
48、调查，查询lWe must inquire into the matter.我们必须调查此事。我们必须调查此事。45l bear in mind 记住记住lWe must bear in mind these lessons paid for with blood.我们要记住这些血的教训。我们要记住这些血的教训。lspecial character 特点特点 46lallowance津贴；津贴；折扣；折扣；默许默许lmake allowance(s)for1.把把考虑在内考虑在内2.酌情宽待酌情宽待 lWe should make allowance for the wishes of oth
49、ers.我们应该顾及他人的愿望我们应该顾及他人的愿望lMy monthly allowance is 50 yuan.我每月的津贴是我每月的津贴是50元。元。47lFurthest 最远地；最远地；最大程度地最大程度地 lMy guess was the furthest from the correct answer.我的猜测与正确的答案相差极远。我的猜测与正确的答案相差极远。lat the furthest 在最远处；至多在最远处；至多the Allied line had been pushed forward,at the furthest,about 1.6 km.l盟军的阵线已经向
50、前推进，最远的部队前进了约盟军的阵线已经向前推进，最远的部队前进了约1.6公里。公里。48acceptvt.接受（邀请、报价等）；承认，同意；承兑（票据）接受（邀请、报价等）；承认，同意；承兑（票据）We cannot accept your price.We accept that we have no alternative but to replace the damaged parts.We request you to accept the draft drawn on you.acceptable:adj.可接受的，合意的可接受的，合意的The quality is accepta
