1、In this lesson,students are required to have the ability of writing offers and counter offers through learning about corresponding words,expressions and sentence menus existing in them;to grasp writing contents,writing methods,as well as writing skills in such a process.1.Brief introduction of offer
2、s and counter offers Offers can be divided into two types:firm offers and non-firm offers.If its a firm offer,the period for which the offer is valid should be stated clearly.Otherwise,its a non-firm offers,which is usually made by using such phrases as“Subject to our final confirmation”,“Subject to
3、 prior sale”or“Without engagement”.When an offeree partly agrees or disagrees to the price,packing,shipment or other trade terms given by the offer and states his own opinions instead,this is called counter offer.Such kind of business letters should be written with the utmost care and with an eye to
4、 good will and future development.2.How to write offers and counter offersGood offers and counter offers usually have the following essential writing strategies:A typical firm offer should include the following:(1)An expression of thanks for the enquiry;(2)Name of the goods,quality,quantity,and spec
5、ifications,details of prices,discounts,terms of payments,packing and date of delivery;(3)The validity of the offer.Usually use such phrases as“subject to your reply reaching us by(before)”,“subject to your reply here withindays”“this offer is firm(valid,open,good)fordays”;(4)An expression hopes for
6、an order.Otherwise,a non-firm offer doesnt include point 3,and sometimes might contain even fewer points of the above.In a non-firm offer such phrases are often used as“without engagement(obligation)”“subject to prior sale”or“subject to our final confirmation”.A counter-offer should include the foll
7、owing:(1)Thank the supplier for the offer;(2)Express regret at inability to accept and state reasons;(3)Put forward amendments or new proposals;(4)Suggest that there may be other opportunities to do business together.Replies to counter-offers,whether favorable or unfavorable,should be punctual,court
8、eous and considerate.Structure 1 We can offer/are offering as follows,subject to(现报盘如下现报盘如下，以以为准为准/有效有效)We can offer as follows,subject to your reply here by 4 oclock p.m.our time,September 20.现报盘如下，以我方时间9月20日下午4时以前收到答复有效。We are offering you as follows,subject to our final confirmation.现报盘如下，以我方最后确认
9、为准。Structure 2 We take/have pleasure in;We take/have the pleasure of;We have the pleasure to（很（很高兴高兴）We take pleasure in informing you that all the goods needed can be shipped from stock.很高兴通知你方所需一切货物可现货装运。We take the pleasure of receiving your enquiry dated October 11.很高兴收到你方10月11日的询盘。We have the p
10、leasure to know that you have accepted our quotation.很高兴得知你方已接受我们的报价。Structure 3 We regret that/We feel very regretful that（很抱歉（很抱歉）We regret that your prices are on rather high side.很抱歉，你方价格偏高。We feel very regretful that we cant see our way clear to entertain any counter offer.很抱歉，我们无法接受任何还盘。Struct
11、ure 4 Please note that(请注意请注意)Please note that we have quoted our most favorable prices.请注意我们已经报了最优惠价。Please note that this is an exceptional quotation.请注意这是一个特殊的报价。Structure 5 We trust/believe that（相信相信）We trust that the shipment will reach you in due course.相信货物会如期到达。We believe that you will make
12、correct selection.相信你方会做出正确的选择。Structure 6 We suggest that（建议建议）We suggest that your placing a trial order to see how it goes.建议你方试订一批看看怎样。A Non-firm Offer For“Mei Ling”Brand RefrigeratorsDear Sirs,We are in receipt of your enquiry of April 20 asking us to offer 1,200 sets of the subject refrigerato
13、r for shipment to America and appreciate very much your interest in our products.To comply with your request,we are making you,subject to our final confirmation,the following offer:Commodity:“Mei Ling”Brand RefrigeratorsQuantity:1,200 setsQuality:As per attached specification sheets Price:at US 320
14、per set CIF New YorkShipment:Before JulyPayment:By confirmed,irrevocable L/C payable by draft at sight Our Refrigerators are of high quality and we have not much ready stock on hand.Therefore,it is imperative that,in order to enable us to effect early shipment,your L/C should be opened in time if ou
15、r price meets with your approval.Yours truly,份有关份有关“美菱牌美菱牌”电冰箱的虚盘电冰箱的虚盘敬启者：已收到贵方4月20日询盘，要求我们对1200台标题项下的冰箱进行报盘并装运到美。在此甚为感谢。依照你方要求，报盘如下，以我方最后确认为准。品名：“美菱牌”电冰箱 数量：1200台 品质：按照所附规格单 价格：每台纽约到岸价320美元 交货：7月之前 付款：保兑的、不可撤消的即期信用证 我们的冰箱质量很好且存货不多。因此为了保证及时装运，在你方价格令人满意的情况下，请尽早开立信用证。谨启 A Firm offer for Walnutmeat De
16、ar Sirs,We thank you for your enquiry for Walnutmeat CIF New York dated October 15.In reply,we offer firm for 150 metric tons of Walnutmeat,Handpicked,Shelled at USD260,net per metric ton CIF New York,subject to your reply reaching us by Oct.20.Shipment to be made within two months after receipt of
17、your order.Payment is by L/C at sight.As you are aware that there has been lately a brisk demand for the above commodities,such growing demand has doubtlessly resulted in increased prices.However you may avail yourselves of the opportunity to strengthen market.So please note that we have quoted our
18、most favorable price and unable to entertain any counter offer.We are anticipating your order.Yours truly，一份关于胡桃仁的实盘一份关于胡桃仁的实盘 敬启者：感谢贵方10月15日对胡桃仁纽约到岸价的询盘。兹复，我们对150公吨手捡去壳胡桃仁报实盘，每公吨纽约CIF价260美元，以你方答复10月20日到达我处为有效。一俟收到你方订单，两个月之内进行装运。付款是即期信用证。如你所知，最近市场对以上产品需求旺盛，不断增长的需求已毫无疑问引起价格的上涨。然而，你们可以利用这次机会巩固市场。因此，请注
19、意我们已报了最优惠价，不能接受任何还盘。期待着你们的订单。谨启 A Counter Offer For Mens ShirtsDear Sirs,We acknowledge receipt of your offer of January 24 and samples of Mens Shirts.Thank you for your cooperation.While appreciating the good quality of your shirts,we find your price is on rather high side.We are obtaining the same
20、 quality through other channels at a much lower price than that you quoted us.Such being the case,may we suggest that you make a reduction in your price,say 8%?That would help to push the sales of your shirts in our market.We hope you will not lose this chance from which you can benefit a lot.We sha
21、ll appreciate it very much if you will make a concession and fax us your acceptance as soon as possible.Yours truly，有关男式衬衫的还盘 敬启者：我们已收到你方1月24日的发盘和有关男式衬衫的样品，在此感谢你们的合作。衬衫品质不错，但价格偏高。我们正从其他渠道以比你们低得多的价格获得同样的产品。在这种情形之下，建议可否降点价，也就是说，降8%？那将有助于在我们的市场上推销你方产品。希望不要错过这次机会，你们从中可以获利很多。如果你方作出让步，请尽快表示接受，并发传真过来，我们将不胜
22、感激。谨启Declining a Counter-offerDear Sirs,In reply to your letter dated February 5 asking us to make an 8%reduction in our price for Mens Shirts,we regret that we find it intolerable to comply with your request.The prices we quoted are the best if you take the quality into consideration.We think a fai
23、r comparison of quality between our products and similar articles from other sources will convince you of the reasonableness of our quotation.However,in order to extend our market in your place,we have made up our minds to partly accept your counter-offer as an exceptional case.We shall allow you a
24、special discount of 4%provided your order calls for a minimum quantity of 6,000 dozen.We hope we can conclude contract before long and await your prompt reply.Yours truly，拒绝一份还盘拒绝一份还盘 敬启者：兹复你方2月5日来信，信中要求我们对男式衬衫降价8%，很遗憾难以接受你方要求。如果把质量考虑进去，你们会发现我们的价格是最优惠的。我们认为只要把我们的产品与别人的类似产品质量比较一下，你们就会知道我们的报价是合理的。然而，为
25、了拓展你处市场，我们决定作为特例，部分接受你方的还盘。只要订单起订量达到6000打，我们允许4%的特殊折扣。希望不久以后达成交易。我们等待你方的迅即答复。1.offer 1)v.报盘 At present,we can not offer more than 1,000 short tons.目前，我们的报盘不能多于1，000短吨。We offer you firm subject to your reply here by 5 p.m.our time,Thursday October 15.兹报实盘，以我方时间10月15日星期四下午五时以前复到为准。2)n.报盘（通常和介词for或on 连
26、用）The offer is firm(valid,good,and open)for two weeks.此报盘两周内有效。与offer连用的动词有make,send,give 等make sb.an offer向某人报盘 Please make us an offer CIF London for(on)20 metric tons of Groundnuts.请给我们一个20公吨花生伦敦到岸价格的报盘。firm offer 实盘（外贸用语，一般都规定有效期，若受盘人在有效期内表示完全同意，则交易达成，有法律约束力）2.non-firm offer虚盘（外贸用语，一般没有有效期，无法律约束
27、力）表示虚盘的用语有：subject to our final confirmation以我方最后确认为准without engagement(obligation)无约束 subject to goods being unsold 以货物尚未售出为有效 subject to prior sale以先售为条件 其中subject to以为有效，以为准 The offer is subject to confirmation.此报盘经确认为有效。ply with依从，依照，符合 We hope you will be able to comply with our request.我们希望你能按
28、我们的要求办。Buyers must comply with the terms of contract.买方必须按合同条款办理。This offer does not comply with our requirements.这个报盘不符合我们的需要。4.As per attached specification sheets按照所附规格单 as per 按照 We are interested in your Art and Craft goods,details as per the list attached.我们对你方工艺品感兴趣，详情见附表。5.imperative adj.必须的
29、（比necessary语气重，后常接that引导的虚拟从句，should常省略）It is imperative that you(should)cable your reply immediately.你方必须立即电复。6.meets with 遇见，遭遇 We believe that our quality will meet with your approval.相信我们的质量将会得到你的赞许。We might say our products have met with warm reception everywhere.可以说我们的产品处处受到热烈欢迎。7.approval n.批
30、准，赞成，同意，认可 Your suggestion has our approval.我们同意你方的建议。The goods were bought subject to“approval of sample”.该货是凭“认可样品”购买的。8.we offer firm,subject to your reply reaching us by Oct.20我们报实盘，以你方答复10月20 日到达我方为有效。表示实盘的用语还有：This offer is firm(valid,open,good)for five days.报盘有效期为5 天。9.strengthen v.加强We agree
31、 to your proposed terms for this transaction in order to strengthen our relations.为了加强我们的关系，我们同意你方对这笔交易提出的条款。The market is strengthening.行市正在上涨。10.favourable price优惠的价格 11.counter offer n.&v.还盘（外贸交易磋商环节之一，指受盘人对收到的报盘提出修改条件）If our offer is not acceptable,please fax your counter offer as soon as possib
32、le.如果不能接受我方报盘，请发传真告知你方还盘。The price you counter offered is unreasonable.你方的还盘价格是不合理的。12.be on rather high side价格偏高 We regret to say that we can not accept your offer,as your price is found to be on the high side.歉告由于你方价格偏高，我们不能接受你方报盘。13.such being the case在这种情形之下，照此情形14.push the sales of 推销 We shall
33、do our best to push the sales of your new products in our district.我们将在该地区尽力推销你方的新产品。15.make a concession作出让步 We shall appreciate it very much if you will make a concession in your price.如果你方在价格方面作出让步，我们将甚为感谢。16.decline v.（1）谢绝，拒绝（语气比refuse委婉些）They have to decline orders because of shortage of raw m
34、aterials.由于原材料缺乏，他们只得谢绝订单。As your prices are too high,we have to decline your offer.由于你方价格太高，我们只得谢绝你方报盘。（2）下降，衰退 The demand for their products begins to decline.对他们产品的需求开始下降 The market is declining.行市下跌。17.make a 8%reduction in our price降价8%18.take the quality into consideration把质量考虑进去 takeinto cons
35、ideration考虑19.We think a fair comparison of quality between our products and similar articles from other sources will convince you of the reasonableness of our quotation.我们认为只要把我们的产品与别人的类似产品质量比较一下，你们就会知道我们的报价是合理的 convince sb.of sth.使某人相信某事20.We shall allow you a special discount of 4%provided your o
36、rder calls for a minimum quantity of 6,000 dozen.只要你方能以6，000打为最低起定量，我们将允许4%的特殊折扣。该句中provided与if的用法相同，表示主语所希望的假设条件。We can accept your offer provided your prices are reasonable.只要你方价格合理，我们将接受你方报盘。We shall place a trial order with you provided your shipment is made during July and August.只要在七、八月间装运，我们将
37、下试单。I.Choose the best answer:1.We are _ receipt _ your letter of March 18 offering us the goods _ US$80 per dozen on the usual terms.A.of,of,on B.in,of,at C.in,of,for D.of,of,at2.Could you make us a firm offer _ 3,000 metric tons _ fertilizer?A.for.of B.on.in C.of.for D.for.for3._ requested,we are e
38、nclosing a quotation sheet _ our silk garments.A.Asabout B.Atabout C.Atfor D.asfor4.We are making you the following offer,subject _ your acceptance _ us before April 20.A.toreach B.withreaching C.toreaching D.toarrive 5.If you can make us an offer _ competitive price we can sell a large quantity _ y
39、our products _ our area.A.forforin B.atofin C.on.for.for D.in.forat6.While appreciating good quality of your products,we are sorry to say that your price appears to be _.A.in the high level B.at the high endC.of the high standard D.on the thigh side7.This offer is valid,subject _ before November 25.
40、A.to your reply arriving at us B.for your reply reaching usC.to our receiving your reply D.for your reply reaches us8.Your quotation _ Washing Machines is too high to be workable.A.in B.against C.with D.of9.As we have quoted you our rock-bottom price,we regret that we are unable to _ any counter-off
41、er.A.accepting B.entertain C.receiving D.take10.We would like to quote you our most favorable price _ 800 pieces Electric Blankets _.A.ofas follows B.atas followingC.foras follows D.withas followed 1.As the market is d_,your price is r_ on the h_ side.2.The best we can d_ is to make an 8%r_ in our p
42、rice.3.We shall a_ you a special d_ of 4%p_ your order calls for a minimum quantity of 1,000 metric tons.4.We shall do our b_ to push the s_ of your new products i_ our district.5.Please m_ us an offer CIF London f_ 100 metric tons o_ Groundnuts.1.You may avail yourselves of this opportunity to stre
43、ngthen your market if you e-mail us your acceptance.2.In reply to your enquiry dated June 10,we are sending you patterns of our newly finished printed poplin(印花丝绸)，and have pleasure in quoting you as follows.3.We can also supply spare components and after-sales service to the customers.4.We are read
44、y to accept your offer provided you extend the period of guarantee to12 months.5.We can only accept your special offer if you assure improved packing of your goods.1根据你方要求，我们附上最新的价格单，如果考虑到产品的高质量，我们认为你方将会发现我们的价格可能是最低的。2贵公司将会从我方的价格单中看到，我们已经向贵方提供了价廉物美的产品。3我们对贵公司的个人电脑很感兴趣，但令人遗憾的是贵公司价格要比其他供应商的类似产品高出约5%。4我们认为你方将会发现，我们的竞争者是在以大幅度降低产品质量的方式来压低价格的。5我们有兴趣知道贵公司是否可以接受我方2，000打的订货。
