常用句型
（3）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。 Although we are desirous of doing business with you, we regret to say that your price is unacceptable to us.
常用句型
答案
4.As our price is quite reasonable, it has been accepted by other customers at your end . 5.As regards Men’s shirts, we look forward to dong business with you at a figure close to our quoted price.



1. The first paragraph is to acknowledge the arrival of the offer and say thanks. 2. The middle part is where you state why you can not accept the offer completely and put forward your new terms and conditions. If there is much to write, arrange them logically in separate paragraphs. 3. At last, give your hope for a prompt reply and business success.
练习
9. In to your letter, we enclose our latest illustrated catalogue for your . 10. Any orders you with us will receive our prompt and careful .
练习
答案 1.Quote basis 2. subject reaching 3.do make 4.regret accept/entertain 5. declining reduce 6. position offer 7. market appreciate 8.attention instead 9.Replyinformation/reference 10.place attention
练习
5. As the market is ,we suggest you your price by 3%. 6. As soon as we are in a to make an for Cotton Piece Goods, we shall inform you by e-mail. 7. As we are in the for Table Cloth, we should it if you would send us your best quotation. 8. We wish to draw your to the good quality of our products of.
常见短语
1、quoted price 所报价格 2、draw one’s attention 提请注意 3、on usual terms 按照惯常条款 4、in reply 回复 5、make a reduction 减价 6、book one’s order 接受某人订单 7、in view of 鉴于 8、make a counter offer 做出还盘 9、decline a counter offer 拒绝还盘 10、for one’s information 供某人参考
练习
一、用适当的词填空。 1. We you 500 tons Groundnuts at $100/ton on CIF London for May shipment. 2. This offer is to your reply here before or at noon time Oct. 20. 3. The best we can is to a reduction of 3% in our quotation. 4. We very much that we are unable to your counter offer.
写信的要点

报盘信函收悉 抱怨价格太高 还盘建议 结束
常用句型
句型1：对价格的抱怨 （1）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。 We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products. （2）我们很遗憾你方价格与现行价格不符。 We very much regret that your price is out of line with the prevailing market.
Terms
13、品质以卖方样品为准 Quality as per Seller’s Sample 14、品质以买方样品为准 Quality as per Buyer’s Sample 15、公吨 Metric Ton 16、长吨 Long Ton 17、短吨 Short Ton 18、净重 Net Weight 19、毛重Gross Weight 20、以毛作净 Gross for Net 21、皮重 Tare Weight 22、回扣 Relate 23、竞争性价格 Competitive Price 24、批发价 Wholesale Price 25、零售价 Retail Price

常用句型
（3）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10%，我们还盘是每吨 900美元成本加保费运费汉堡。 We don’t 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 counter offer is USD 900 per ton CIF Hamburg.
Unit 6 Counter Offers
Learning Objectives

By studying this chapter, you will be able to:



Know how to express the reasons why a buyer doesn’t accept the offer entirely made by a seller or why he refuses it and how to put forward his new proposals properly in writing Know the essential components of a letter of counter offer Master typical sentences and expressions in writing such letters
常用句型
（3）你方的价格比我们从其他货源得到的价格 高得多。 Your price compares much higher than that we can get from elsewhere.
常用句型
句型3 还盘建议 （1）为了促进贸易，我们还盘如下：500吨核桃，每吨 600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 Walnuts at USD 600/ton CIF EMP. (2)由于核桃行市下跌，除非你方能够降价5%，否则无 法成交。 As the market of Walnuts is declining, there is no possibility of business unless you can reduce your price by 5% .
句型2 与其他供货商价格相比 （1）印度产的商品以大约低于你方10%的价格在本地 出售 Indian makes have been sold here at a level about 10% lower than yours. （2）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10%。 When comparing with the other suppliers’ prices , your price is almost 10% higher than theirs.
Terms
1、还盘 Counter Offer 2、 参考价 Reference Price 3、开盘价 Opening Price 4、收盘 Closing offer 5、现行价 Current Price, Ruling Price, Prevailing Price 6、合理价格 Reasonable Price 7、特殊价格 Special Price 8、大路货 FAQ 9、差价 Price Difference, Price Gap 10、凭等级买卖 Sale by Grade 11、凭规格买卖 Sale by Specification 12、凭标准买卖 Sale by Standard

In writing a letter of counter offer, it is advisable to state the terms most explicitly and use words very carefully. First thing, you thank the offerer for his trouble and express regret at inability to accept every term from the offer letter; you raise your own proposal including explanation of the reasons to make the counter offer; in addition, your good will for success in the transaction should be delivered. A letter of counter offer is usually structured as the following parts: