1、Module 5 Counteroffers&Declining Orders （还盘与拒绝订单）（还盘与拒绝订单）l【Learning Objectives学习目标学习目标】l(1)Knowledge(知识目标知识目标)lTo master the strategy or ways of making counteroffer and declining orders and make business negotiation effectively and appropriately to get more commercial profitslTo be familiar with di
2、fferent kinds of trade terms and conditions for both partieslTo master the relevant useful vocabulary,expressions and translation skillslTo master the correct layout of a business fax and email.lSkills（能力目标）（能力目标）lBe able to write business faxes and emails relating to counteroffer and declining orde
3、rs in a correct and compete formlBe able to put forward some amendments or alterations with correct wording and tactics or strategies in reply to the original offerlBe able to express yourselves and to translate the messages in the project jobs skillfully and correctlylPersonal quality（素质目标）（素质目标）lT
4、o develop the ability of discover of exploratory learning,and flexibly apply the strategies of negotiation for reaching the goal of the jobs in the projectlTo train the students ability of negotiation,communication and cooperation with their companions and co-workersThe situation and tasks 任务引入任务引入
5、lSituationlSuppose you(RIGHT GROUP ENTERPRISE LIMITED)received an offer for basin faucet from ROC TRADING CO.,LTD.Due to keen competition in the local market,you want to make a reduction on price.The offer as follows:lProduct Name:Basin FaucetlMaterial:solid brasslDelivery:25 dayslPrice:$280lMinimum
6、 Qty:200lTaskl1.你能否准确理解上述情境？主要的问题是什么？l2.这是一封什么类型的信函？这类信函的主要内容包括哪几个方面？l3.拟写一封这样的信函应该从方面入手？l4.根据以上情景，拟写一封还盘函。Lead InlThe counteroffer is a response that adds to,limits and materially amends the original offer and is taken as a new offer.Once a counteroffer appears,the original offer has been invalid a
7、nd replaced by it.Then the counteroffer becomes a new offer and the foundation of business negotiation.lAnd sometimes the sellers cant accept the buyers orders,because the required goods cant be supplied or its price and specifications have been varied.Under this circumstance,it is important to writ
8、e a letter of declining orders,in order to keep the friendship and further transactions.It is better to introduce some other suitable goods or make a counteroffer to persuade the buyers to accept.Sample Letters还盘与拒绝订单常用还盘与拒绝订单常用信函信函 Example-Letter 1 A Counteroffer from Customer 客户的还盘客户的还盘Dear Mr.Cha
9、ngWe are very grateful of receiving your kindly offer today.While appreciating the good quality of your goods,we find your price is rather too high to be accepted by us.We also have to point out that very good quality canned mushrooms are available in our market from several European manufacturers,a
10、ll of which are at prices 5%to 10%below yours.Such being the case,we have to ask you to consider if you can make a reduction in your price by 5%,at around USD7.40 per carton,you may think it worthwhile to make a concession.Your earlier reply will be highly appreciated.Yours sincerelyNEO GENERAL TRAD
11、ING CO.Tom Smith Example-Letter2 lA Counteroffer from exporter 出口商的还盘出口商的还盘Dear Mr.SmithlWe learn from your e-mail of today that our price is found to be on the high side.Much as we would like to cooperate with you in expanding sales,we much regret that we just cannot see our way clear to entertain
12、your counter-offer,please kindly trust us that our price is quite realistic.In fact,we have received lots of orders from various sources at our level.lIf you find any chance to do better,please let us know without any hesitation.On account of the raw material are scanty at present,we would kindly as
13、k your esteemed company to act as quickly as possible.lLooking forward to your earlier reply with high eagerness.l Yours faithfully,Example-Letter 3 lDeclining a Counteroffer拒绝还盘拒绝还盘 Dear SirslThank you for your letter of 12 October 2013.We are disappointed to hear that our price for 3D Printer My D
14、S140 is too high for you to work on.You mention that German goods are being offered to you at a price approximately 5%lower than that quoted by us.lWe accept what you say,but we are of the opinion that the quality of the other makes does not measure up to that of our products.lAlthough we are keen t
15、o do business with you,we regret that we cannot accept your counteroffer or even meet you half way.lThe best we can do is to reduce our previous quotation by 3%.We trust that this will meet with your approval.lWe look forward to hearing from you.Example-Letter 4l Decline an order 拒绝订单拒绝订单lDear Sirs,
16、lThank you for your Order No.S123 for sheepskin coats which we received today.lWe regret that,owing to a shortage of stocks,we are unable to accept your order.lMoreover,our manufacturers cannot entertain your order for future delivery due to the uncertain availability of raw materials.We will,howeve
17、r,contact you by e-mail once supply improves.lIn the meantime,please feel free to send us your specific enquiries for other types of apparel.You can be assured of our best attention at all times.l Yours faithfullyExample-Letter 5l Dear Sirs,l Re:watch lWe write to thank you for your e-mail of August
18、 8 and for the pamphlets you very kindly sent us.lWe appreciate the good quality of the captioned goods,but unfortunately your prices are rather too high and out of line with the prevailing market.In order to promote business,may we suggest that you allow us a discount of 10%on your quoted prices.lA
19、s the market is declining,we hope you will consider our counter-offer most favorably and fax us your acceptance as soon as possible.lWe are anticipating your early reply.lYours faithfully,Knowledge Output知识导出知识导出 l1.请根据信息给一家孟加拉国公司回信，给对方就男士请根据信息给一家孟加拉国公司回信，给对方就男士T恤的恤的报盘进行还盘。报盘进行还盘。l（1）Their offer for
20、 Mens T-shirt has been received on 20th May,2014;（2）The quotation:l Product Name:Mens White T shirt l Brand:George l Size:s-3xl l Color:white Fabric:100%ctn s/j 160 gsm l Price:$1.50/PCS l Minimum Qty:3000 pcs/per colorl （3）You want to buy at$1.00/pcs,make the counteroffer.l根据下列信息给根据下列信息给ABC公司写一封拒绝订
21、单的回函。公司写一封拒绝订单的回函。l(1)Acknowledge the receipt of their order for genuine leather wallet of April 12;l(2)State the reason for rejection:heavy commitment;l(3)Express your wish for future cooperation once you are available.Exercises操作练习操作练习 lPut the following Chinese into English.l （1）还盘）还盘 l （2）反还盘）反还
22、盘l （3）拒绝还盘）拒绝还盘l （4）大量订单）大量订单l （5）拒绝订单）拒绝订单l （6）重复订单）重复订单l （7）利用市场上涨的优势）利用市场上涨的优势l （8）原材料不稳定）原材料不稳定l （9）由于大量承约）由于大量承约l （10上涨趋势上涨趋势2、Fill in the blanks with the proper forms of the following words.l line decline reply position reference l subject market appreciate attention indicate l (1)As the marke
23、t is ,your price is found on the high side.l (2)As we are in the market for Table Cloth,we should it if you would l send us your best quotation.l (3)This offer is to your reply reaching here before or at noon time Oct.20l (4)In to your letter,we enclose our latest illustrated catalogue for your l in
24、formation.l (5)We note from your letter of May 15 that you are in the _ for green tea.l (6)We cannot see your way clear to reduce the price to the level you .l (7)As soon as we are in a _ to make an offer for Cotton Piece Goods,we shall l inform you by e-mail.l (8)Since your price is out of with the
25、 prevailing market,it is not possible for l the buyers at our end to accept.l (9)We are enclosing a list of our new products for your .lWe wish to draw your to the good quality of our products.3、Translate the following into Chinese.l(1)Once the price had been agreed,a deal was quickly concluded.l(2)
26、We have come to the conclusion that it would be unnecessary to import a machine l at such a high price.l(3)We wish to obtain first-hand information about your market.l(4)The price for cotton is rather on the high side in our country,so we have to l purchase from other countries.l(5)We very much regr
27、et to inform that we cant accept your offer l for the cars.l(6)If you make a reduction of 5%on our offer，we will close the business.l(7)Youd better lower your prices,for the market is weak.l(8)It is regretful that your price is out of line with the market level.l(9)In order to enlarge the sales,our
28、price should be in line with the world market.l(10)The gap between your prices and those of other suppliers should not be so big.4、Translate the following into English.(1)很遗憾，我们认为你方报价与市场行情不符，因而我们的客户都不愿意接受。(2)你们的货晚到三个月，行市下跌，致使我们损失很大。(3)目前我们暂时不能供应印花男式衬衣现货，一个月后再与你方联系。(4)如果不能接受我方报盘，请发传真告知你方最能接受的还盘。(5)你方还盘价格不合理。(6)我们必须说明价格是我们的最低价了，所获利润微薄。(7)我们能做的就是给你方5月底以前来的订单打9%的折扣作为特殊优惠(8)由于运输价格的上涨，我们必须调整价格来负担增加的成本。(9)很遗憾告知，我方的新价格于5月6日起使用。(10)对于像我们这么大的订单，我们建议你方降价，比方说15%。
