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1. Counter proposals 2. The outline of a counter-offer 3. The reasons for concession. Main & Difficult Points

A satisfactory offer will include following an expression of thanks for an offer or bid; regret that being unable to accept what has been offered and state your reasons ; Make a counteroffer or suggest other opportunity to do business together. Writing Steps

3-3-2 Sample Letters 3-3-2-1 Layout of Counter-Offer Dear Sirs , Your counter-offer of August 15th has received our attention. We are not in a position to reduce the price to the extent you required—5%, since our price is not out of line with the present market. We’d like to inform you that a great number of enquiries are flooding in, which indicates that the goods are in a ready market. For this, we cannot entertain your counter-offer at present. In fact ,we had offered you a favorable price as an introductory line. We hope you would reconsider our offer and we look forward to closing the business with you. Yours truly, Hu Jun 1. 称呼 2. 正文 1) 收到对方还盘，阐述不能按对方要求降价的理由； 2) 说明我方产物的市场现状和优势，提请对方重新考虑原报盘并催促对方早日成交。 3. 结束礼词 4. 签名

3-3-2-2 Sample Letters A counter-offer for price Dear Sirs, We have received your letter of October 12, offering us 1,000 pieces of Silk Scarf at RMB66.00 per piece CFR Rotterdam or any other European Main Ports on usual terms. In reply, we very much regret to state that our end-users here find your price too high and out of line with the prevailing market level. Information indicates that the price of your products is 10% higher than that of the Japan origin. To step up the trade, on behalf of our end-users, we counteroffer as follows, subject to your confirmation reaching us before the end of this week: Sample Letter 2

At RMB58.00 per piece CFR Rotterdam or any other European Main Ports, other terms as per your letter of June 10. It is in view of our long-standing business relationship that we make you such a counter-offer. As the market is declining, we hope you will consider our counter-offer and inform us acceptance at your earliest convenience. Yours faithfully, XXX

1 ． on the usual terms 按照惯常条款 under the usual terms according to the usual terms 2 ． in reply to ph. 现答复；兹复 1) 现答复你方本月 26 日来函，向你们报实盘如下。 In reply to your letter of 26th of this month, we are making you the following firm offer. 3 ． regret vt. 抱歉，遗憾 1 ）由于原材料价格上涨，抱歉无法按原价格接受你方订单。 We regret that we can’t accept your order at the original price owing to the rise in the price of raw materials. Language Points

4 ． find your price too high 认为你方价格偏高 Different Expressions find our prices too low 认为我方价格偏低 find our prices reasonable 认为我方价格合 find our prices competitive 认为我方价格具有竞争性 find our prices in line with the market 认为我方价格与市价一致 find our prices workable 认为我方价格可行 find our prices acceptable 认为我方价格可接受 5 ． out of line with 与…不一致 in line with 与…一致 1) 你方的价格与现行的市场价格完全不一致 Your price is entirely out line with the price ruling in the present market.

6 ． the prevailing market 现行市场；现行行市 Similar Expressions: the present market the current market the ruling market at your earliest convenience ph. 尽早的；早日的 ; 立即 Similar Expressions at an early date at an early moment as soon as possible by return

A reply to the above letter Dear Sirs, Thank you for your letter of 20 October, 2005. We are disappointed to hear that our price for Silk Scarf is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. We 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. Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way. The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. We look forward to hearing from you. Yours faithfully, XXX Sample Letter 3

1. measure up to 达到。。。标准 2. be keen to 乐于 be glad to be pleased to 3. meet half way 各退一步 the best we can do 最多能做的 1 ）我们最多能做的就是把价格降低百分之五 The best we can is to reduce our price by 5% Language Points

Declining a counter-offer Dear Sirs, We thank you for your letter of October 15. Although we are keen to meet your requirements, we regret that we are unable to comply with your request to reduce the prices to the level you indicated. Even if there is a difference between our prices and those of other suppliers, you will find it profitable to buy from us because the quality of our products is far better than that of other foreign makes available in your district. However, in order to help you to develop business in this line, we are prepared to allow you a discount of 5%, if your order calls for a minimum quality for 5,000 pieces. This is the best we can do. We look forward to receiving your order. Yours faithfully, XXX Sample Letter 4

1. regret 令人感到遗憾的；抱歉的（多用于婉言拒绝） be regretful that 2. level n. 水平；（商业英语中引申为价格） at one’s level 按某人的价格 1) 我们不能按你方价格达成交易。 We cannot close business at your level. Language Points

3-3-3 Simulation of Writing Letters 1. 称呼 2. 正文感谢来函 , 但价格过高 , 无利润空间 , 如果降价 3%, 我们愿意定购 3. 结束礼词 4. 签名 Dear Sirs, We thank you for your offer of June 5th,but we regret to say that though we are in urgent need of this commodity ， ______________ ________________________ ________________________.Your early and favorable reply to our proposal will be highly appreciated. Yours truly, Hu Jun Your prices are in the high side, if you reduce your prices by 3%, We will place an order

3-3-5 Practicing Part1 Words and Expressions This part is to practice your ability to use words and phrases correctly

Ex1. Translate the following terms and expressions A ． into Chinese 1. make a reduction of 2% 2. counter-suggestion 3. be borne by 4. net profit 5. the prevailing market price 6. much to one’s regret 7. wholesale price 8. step up 9. tie-up of funds 10. the best we can do 1. 降价 2% 2. 还盘 3. 由 ...... 承担 4. 净利润 5. 现行市场价格 6. 遗憾 7. 批发价 8. 促进 9. 占压资金 10. 我们至多所能做的

B. into English 1. 惯例 2. 撤销订单 3. 破例 4. 价格偏高 5. 折中处理 6. 利率 7. 满足需求 8. 按 ...... 价格 9. 达到 ...... 标准 10. 特殊折让 1. usual terms 2. cancel the order 3. make an exception 4. be on the high side 5. be on the high side 6. interest rate 7. to meet one’s requirements 8. at one’s level 9. to measure up to...... 10. a special allowance

Ex2. Fill in the blanks with the words or phrases given in the box. It is impossible for us to persuade our ________to accept your price, as goods of similar quality is easily obtainable at a much lower figure. 2. May we suggest that you make some_________, say 6%, on your quoted prices. 3. We hope you will consider our _________ favorably and cable us your acceptance. 4. Much to our regret, as your price is out of _____with the market level, it is difficult for us to accept it. 5. We can offer you a _________ which is the same price and of similar quality to the goods ordered. end-users allowance counter-offer line substitute turned down satisfactory stock substitute grant counter-offer line heavy allowance end-users

6. If your prices prove reasonable and __________ , we shall soon pass you a large order 7. In view of the _______demand for this line, you will please reconsider our quotation and place an order in time 8. Since our prices are closely calculated, we regret being unable to _______the discount you asked for. 9. Owing to shortage of______, we regret that we are unable to accept your repeat order. 10. We regret to note that you have _________our counteroffer. turned down stock grant heavy satisfactory

Ex3. Choose the best answer to complete each of the following Sentences. 1)We _____ your terms satisfactory and now send you our order for sets of the generator. A. find B. believe C. think D. suppose 2)We understand the goods can be supplied_____ stock. A. from B. out . C. in D. out from 3)We look forward to _____ the goods in the fourth quarter. A. delivery of B. your deliver C. deliver D. delivery 4)The buyer suggested that many important orders ______ follow. A. may B. will be to C. will D. should 5)We place this order _______ the understanding that the discount is 10%. A. based on B. with C. on D. through A A A D C

6)As a special attraction to the customers, we are ______ a free gift of a new heater for every order exceeding $1000. A. offering B. giving C. paying D. sending 7)We wish to offer you the new “Rose” paint we have _____ to the trade. A. given B. introduced C. recommended D. reported 8)The customers are ___ __ opportunities to alter the program. A. offered B. given C. to be given D. allowed 9)This chemical is made ___ __ a special formula. A. from B. of C. according to D.i n 10)Our display is __ ___ Stand 34, where you will find our new range of furniture. A. in B. on C. at D. under A B B C C

Ex4. Put in the missing words Dear sirs, We wish to thank you for your letter of the 20th inst ________us 50 long tons of the _________goods at Stg. 235 per long ton CFR Shanghai, usual terms. 　　 In reply, we very much regret to state that our end-users here find your price too high and out of _______with the prevailing market level. Information indicates that some parcels of Japanese make have been sold at the ________of Stg.228 per long ton. Such being the case it is __________for us to persuade our users to accept your price, as material of similar _______is easily obtainable at a much _______figure. Should you be prepared to reduce your limit by, ______, 8%,we might come to terms. offering captioned line level impossible quality lower say

It is in ______of our long-standing business relationship that we make you such a counter-offer. As the market is declining, we hope you will consider our counter-offer most favorably and cable us acceptance at your __________convenience. We are anticipating your early reply. 　　 Yours faithfully, xxx view earliest

Part 2 Sentences This part is to test your ability to make sentences correctly . Ex5. Identify one error in each of the following sentences and then try to correct it. 1. Since your price is from line with the prevailing market, it is not possible for the buyers at our end to accept. 2. As soon as we are a position to make an offer for black tea, we shall contact you by cable. 3. As the market is declining, your price is found to the high side. 4. You may rest assured that the goods under Sales Contract No.9898 will be shipped with delay. 5.Replied to your inquiry of July 3 for a supply of Felix stationery, we are pleased to quote as Replying follows. /out in on without Replying

6.We can offer for you various kinds of iron nails. 7.To much our regret, we haven’t got a reply from you about our offer. 8.If you have any enquiries, please let us to know. 9.We can accept your offer until the price is reduced by 4%. 10.Considering the friend business relations between us, we shall grant you a special discount by 10%. unless Much to friendly

A 1 . We are ready to cancel the order for the goods because of the change in the change in the home market. 2.If substantial reduction can be expected, we will restudy your revised quotation. 3.We will send our order if our customers are satisfied with your new offer 4.Should you be prepared to reduce your limit by, say 5%, we might come to terms. 5.In reply, we very much regret to state that our end-users here find your price too high and out of line with the prevailing market level. Ex6. Choose the correct translation for Group A from Group B B a. 如贵方愿意减价 . 比如说 5%, 我们也许能达成交易。 b. 现答复 , 很遗憾我方用户认为贵方价格过高 , 与现行市场行情不一致。 c. 因为国内市场的变化 , 我们打算取消该批货物的订单。 d. 如果我方客户对你们新的报盘满意 , 我方即函寄订单。 e. 如贵公司将报价大幅降低 , 我方可以重新考虑贵方修改后的报盘。

Ex7. Complete the following sentences with the expressions given 1. 很遗憾我们不能把价格降到你方所要求的水平。（ reduce…to ） 2. 请随时告知你处市场的供货情况。 (inform) 3. 我们已有许多订单，不能再接受新订单了。（ entertain ） 4. 我们给你报了最低价，按此价我们已经与其他客户作了许多交易。 (deal with) 5. 坦白地讲 , 如果你公司能将订购的数量提高到 2 万件， , 我公司便能提供件人民币 60 元 FOB 上海港交货价。 (offer) We very much regret that we cannot reduce our price to the level you required. Please keep us informed of the supply position in your place. We are too heavily committed to be able to entertain fresh order. We have quoted you our lowest price at which we have done many deals with other clients. Frankly speaking, if you raise your order to 20,000 pieces, we can offer RMB ? 60 per piece FOB Shanghai then`

Ex8. Translate the following into Chinese 1. We cannot offer you at present, but we will keep your enquiry before us. 2. We can make some concession in other term, but we have to stick to the prices we have offered. As you are our old client, we accept your counter-offer for 1,000sets of air conditioners at US $320 per set, CIF Shanghai As the market is declining, we recommend your immediate acceptance this counter-offer. 5. Given the weak market, we must keep the price under US $ 60. Otherwise it will be difficult for us to push sales. 目前我们暂不能给你们报盘，但将记住你方的询价。我们可以在其他条件上作些让步，但必须坚持我们提出的价格。因为你是我们的老客户，我们接受你们的还盘： 1000 台空调，每台 CIF 上海 320 美元。鉴于目前市场不景气，建议贵方尽早接受此还盘。考虑到市场疲软 , 我们必须尽力使价格保持在 60 美元以下 , 否则我们无法销售。

Part 3 Letters Writing This part is to test your ability to do practical writing. Ex9. Translate the following letter A. into Chinese Dear Sirs, We have carefully studied your letter of July 5. As our two firms have done business with each other for so many years, we should like to grant your request to lower the prices of our underwear. But there are difficulties. Our cost of raw materials has risen sharply in the past three months and to reduce prices by 5 percent as you mentioned could not be done without considerably lowering our standards of quality. This is something we are not ready to do. Instead of 5 percent reduction on underwear, we suggest a reduction of 3 percent on all lines. This way we could manage to make reduction without lowering our quality. We hope you will agree to our counter-offer, and look forward to receiving your orders, as in the past. Yours faithfully, Xxx

敬启者：我们仔细研究了贵方 7 月 5 日的来信，我们两公司开展业务往来多年，我们本该同意贵公司降内衣价格的要求，但困难不少。过去三个月里原材料成本上升很快，若按贵司所提减价 5% ，很难做到不影响产物质量，而是我们所不愿意采取的做法。我们建议所有货价少 3% ，而不是 5% 。这样做将不会因减价而影响品质量。希望贵司能接受我们的反还盘，并一如既往来订单。某某谨呈

B. into English 致启者：你方 7 月 1 日函悉。我们遗憾地得知你方不能接受我们报盘，因为其他供货者在报较低的价格。虽然我们的愿望是和你们多做交易，但你们的还价我很难接受，我们最多能做到的是把原报价降低 5% 。我们怀疑其他供货者所报货物的品质是否和我们的似，我们希望你们的客户能注意到这一点，并请说服他们但要考虑价格，还要考虑质量，而后者更重要。盼早日收到回信。某某谨上

Dear Sirs, With reference to your letter of July 1st, we regret to learn that since Other suppliers are offering at lower prices, you are unable to accept our offer. Desirous as we are to close more business with you, we feel very regretful that we can’t entertain your counter-offer. The best we can do is to make a reduction of 5% in the previous quotation. We doubt whether the quality of other suppliers is Similar with ours. We hope that your customers should direct their attention to it. We would like you to persuade them to consider not only the price, but also quality .The latter is more important. We look forward to your early reply Yours faithfully, xxx

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