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Unit 6 Counter Offer课程教案、知识点、字幕

第六单元 还盘
Unit 6 Counter Offer

本单元的学习目标如下

本单元的学习目标如下
The objectives for this unit are as follows:

本单元的学习目标如下

还盘介绍
Introduction of Counter Offer

还盘介绍

还盘的原则和框架

还盘的原则和框架
Principles and Framework of Counter Offer

Reply to Counter Offer

回复还盘
Reply to Counter Offer

回复还盘

回复的写作框架

回复的写作框架
Framework of Reply

回复的写作框架

案例学习

案例学习
Case Study

还盘的介绍

还盘的介绍
Introduction of Counter Offer

还盘的介绍

在国际贸易中

在国际贸易中
In international trade

在国际贸易中

当受要约人接受要约中规定的条件时

当受要约人接受要约中规定的条件时
when the offeree accepts

当受要约人接受要约中规定的条件时
the terms and conditions stated in the offer

当受要约人接受要约中规定的条件时

交易就完成了
the transaction is concluded

交易就完成了

但是

但是
However

但是

在大多数情况下

在大多数情况下
in most cases

in most cases

受要约人会拒绝这些条件

受要约人会拒绝这些条件
the offeree would reject the terms and conditions

受要约人会拒绝这些条件

或以回函方式提出他自己的条件

或以回函方式提出他自己的条件
or state his own terms and conditions by return

或以回函方式提出他自己的条件

对报盘的拒绝或部分拒绝称为还盘

对报盘的拒绝或部分拒绝称为还盘
The rejection or partial rejection

对报盘的拒绝或部分拒绝称为还盘

对报盘的拒绝或部分拒绝称为还盘
to the offer is called counter-offer

还盘一经发出

还盘一经发出
Once the counter-offer is made

原要约即不再有效

原要约即不再有效
the original offer is no longer valid

原要约即不再有效

and the offeree now

因还盘生成了一个新的要约
and the offeree now

因还盘生成了一个新的要约

因还盘生成了一个新的要约
becomes the offeror because

原受要约人成为了新的要约人
the counter-offer becomes a new offer

还盘的原则和框架

还盘的原则和框架
Principles and Framework of Counter Offer

原则

原则
Principles

原则

以下是写还盘信的原则
Here are the principles for writing a counter-offer letter

礼貌又直接地指出主题

礼貌又直接地指出主题
Be polite but directly tell the subject

礼貌又直接地指出主题

列出您不同意的方面
List what you disagree

列出您不同意的方面

清楚地提出您的建议

清楚地提出您的建议
Clearly make your suggestions

清楚地提出您的建议

Framework of Counter Offer:

还盘的框架
Framework of Counter Offer:

对卖方的报价表示感谢

对卖方的报价表示感谢
1) Show the gratitude to the sellers for their quotation

对卖方的报价表示感谢

感谢贵方……天的报价函

感谢贵方……天的报价函
Thank you for your quotation letter dated ...

Thank you for your quotation letter dated ...

We are here

我们在此确认收到您…
We are here

我们在此确认收到您…
to confirm the receipt of your quotation letter of ...

我们在此确认收到您…

Your quotation letter of MM/DD has been received with thanks

您某月某日的报价单已收到
Your quotation letter of MM/DD has been received with thanks

您某月某日的报价单已收到

非常感谢贵方……的报价函
We are appreciative for your quotation letter of …

2)通知买方您不能接受报盘

2)通知买方您不能接受报盘
2) Inform the buyers that you are not able to accept the offer

2) Inform the buyers that you are not able to accept the offer

我们很遗憾地说……
We are regretful to say that …

我们很遗憾地说……

遗憾的是

遗憾的是
Regretfully

我们无法……
we are not in a position to …

我们无法……

我们很遗憾……
We regret to say that …

We regret to say that …

我们很抱歉地通知您……

我们很抱歉地通知您……
We are sorry to inform you that …

3)说明您不能接受这份工作的原因

3)说明您不能接受这份工作的原因
3) State that reason why you could not accept the offer

3)说明您不能接受这份工作的原因

根据我们的市场调查

根据我们的市场调查
According to our marketing research

我们发现……

我们发现……
we found that …

随着市场的下滑……

随着市场的下滑……
As the market is declining …

随着市场的下滑……

发货日期对我们来说太晚了
The delivery date is too late for us

发货日期对我们来说太晚了

因为……

因为……
as …

We are not able to pay for the products by …

我们无法用……支付货款
We are not able to pay for the products by …

因为……
owing to …

4)提出您的建议

4)提出您的建议
4) Make your proposals

4)提出您的建议

比如您能接受的价格

比如您能接受的价格
like the price which you can accept

比如您能接受的价格

合适的交货日期

合适的交货日期
the suitable the delivery date

合适的交货日期

或者其他您能接受的条款

或者其他您能接受的条款
or other terms and conditions acceptable

我们想用……支付货款
We prefer to pay for the goods by …

We prefer to pay for the goods by …

如果贵方能将交货期提前……

如果贵方能将交货期提前……
If you could advance the delivery date by …

如果贵方能将交货期提前……

如果贵方所报价格能降低……

如果贵方所报价格能降低……
If the prices you quoted can be reduced by …

如果贵方所报价格能降低……

我们希望贵方能将折扣提高到……
We would like you to increase the amount of discount to …

We would like you to increase the amount of discount to …

5)请表明您希望卖方能收到您还盘

5)请表明您希望卖方能收到您还盘
5) Express your wish

5)请表明您希望卖方能收到您还盘
that the sellers could receive your counter-offer

that the sellers could receive your counter-offer

并盼早日答复

并盼早日答复
and your anticipation of their early reply

并盼早日答复

我们希望您能……

我们希望您能……
We hope that you could …

我们希望您能……

请考虑我们的还盘…

请考虑我们的还盘…
Please take our counter-offer into consideration …

请考虑我们的还盘…

我们想下一个大订单

我们想下一个大订单
We would like to place a large order

We would like to place a large order

if you could accept our counter-offer …

如果您能接受我们的还盘……
if you could accept our counter-offer …

if you could accept our counter-offer …

我们期待您的好消息

我们期待您的好消息
We are anticipating your favorable reply

我们期待您的好消息

对还盘的回复

对还盘的回复
Reply to Counter Offer

对还盘的回复

如果卖方同意买方的还价

如果卖方同意买方的还价
If the seller agrees to the buyer's counter offer

如果卖方同意买方的还价

他必须直接表示希望保持良好的业务关系

他必须直接表示希望保持良好的业务关系
he must directly express his desire

他必须直接表示希望保持良好的业务关系

他必须直接表示希望保持良好的业务关系
to maintain a good business relation

to maintain a good business relation

However

但是
However

However

在某些情况下

在某些情况下
in some cases

在某些情况下

卖方不同意买方在还盘信中提出的修改建议

卖方不同意买方在还盘信中提出的修改建议
the seller does not agree

卖方不同意买方在还盘信中提出的修改建议
with the buyer ’s amendment proposal

卖方不同意买方在还盘信中提出的修改建议

卖方不同意买方在还盘信中提出的修改建议
in the counter-offer letter

in the counter-offer letter

需要拒绝或重新进行修改
and needs to refuse or do another amendment

别忘了说明不接受还价的理由
Don’t forget to state the reasons

别忘了说明不接受还价的理由

别忘了说明不接受还价的理由
why not to accept the counter offer

或说明希望作些修改

或说明希望作些修改
or hope to make some amendments

Refusal to a counter offer just only rejected a business

拒绝还价只是拒绝了一笔生意
Refusal to a counter offer just only rejected a business

Refusal to a counter offer just only rejected a business

but not end the business

而不是结束买卖双方的生意关系
but not end the business

而不是结束买卖双方的生意关系
relationship between the buyer

而不是结束买卖双方的生意关系
and the seller

and the seller

因此
So each one of the parties

So each one of the parties

每一方都需要传达和强调希望在未来保持业务关系的愿望
So each one of the parties

每一方都需要传达和强调希望在未来保持业务关系的愿望

每一方都需要传达和强调希望在未来保持业务关系的愿望
needs to convey and emphasize the desire

每一方都需要传达和强调希望在未来保持业务关系的愿望

每一方都需要传达和强调希望在未来保持业务关系的愿望
to maintain the business relations

每一方都需要传达和强调希望在未来保持业务关系的愿望

每一方都需要传达和强调希望在未来保持业务关系的愿望
in the future

in the future

因此

因此
Therefore

Therefore

the writer should pay attention

写信人应该注意信件的措辞和表达
the writer should pay attention

写信人应该注意信件的措辞和表达

写信人应该注意信件的措辞和表达
to the wording and expression in his letter

写信人应该注意信件的措辞和表达

使信件看起来尽可能的礼貌和周到
so that the letter looks as polite

使信件看起来尽可能的礼貌和周到
and thoughtful as possible

and thoughtful as possible

回复信的框架

回复信的框架
Framework of Reply

告诉读者您已经了解到他们的意图

告诉读者您已经了解到他们的意图
1) Inform the reader that you have got their intention

告诉读者您已经了解到他们的意图

并表示您的遗憾

并表示您的遗憾
and show your regret for that

我们从您信件中得知…

我们从您信件中得知…
We learned from your letter of …

We are sorry to know that …

我们很遗憾地得知……
We are sorry to know that …

We are sorry to know that …

贵方某月某日的函电已得到立即处理
Your letter of MM/DD has been given immediate attention

贵方某月某日的函电已得到立即处理

我方注意到…

我方注意到…
and we noted that …

我方注意到…

阐明您的立场
2) Clarify your position

阐明您的立场

您是否可以接受还价

您是否可以接受还价
whether you could accept the counter-offer or

whether you could accept the counter-offer or

或者遗憾地说
whether you could accept the counter-offer or

或者遗憾地说

或者遗憾地说
regretfully

或者遗憾地说

还价是不可接受的

还价是不可接受的
the counter-offer is not acceptable

还价是不可接受的

考虑到……
Considering …

考虑到……

我们接受您还盘
we would accept your counter-offer.

我们很遗憾地通知您

我们很遗憾地通知您
We regret to inform you that we are not able to …

尽管我方想与您合作

尽管我方想与您合作
Although we feel like cooperating with you

尽管我方想与您合作

your counter-offer could not …

但您的还盘仍不能…
your counter-offer could not …

但您的还盘仍不能…

说明您接受或拒绝还价的原因

说明您接受或拒绝还价的原因
3) State the reasons why you accept

说明您接受或拒绝还价的原因
or decline the counter-offer

or decline the counter-offer

正如您所知

正如您所知
As you know

正如您所知
the market …

市场……
the market …

市场……

Owing to …

由于……
Owing to …

由于……

供您参考

供您参考
For your information

供您参考

4)表达您希望与买方建立长期业务关系的愿望

4)表达您希望与买方建立长期业务关系的愿望
4) Express your wish

4)表达您希望与买方建立长期业务关系的愿望
to establish long business relations with the buyers

to establish long business relations with the buyers

我们希望我们能……
We wish that we could …

我们希望我们能……

We are awaiting your orders

我们正在等待您的订单
We are awaiting your orders

我们正在等待您的订单

and would like to serve you soon.

希望能尽快为您服务
and would like to serve you soon.

and would like to serve you soon.

Please be assured …

请放心……
Please be assured …

案例学习
Case Study

Letter Writing Background

写信背景
Letter Writing Background

写信背景

Smith UK has received the offer letter

史密斯英国公司已经收到了来自中国东方公司的报价信
Smith UK has received the offer letter

史密斯英国公司已经收到了来自中国东方公司的报价信
from China Oriental

from China Oriental

但是他们发现价格太高

但是他们发现价格太高
but they found the prices too high to accept

但是他们发现价格太高

由于他们是个人和家庭护理产品领域的新人

由于他们是个人和家庭护理产品领域的新人
As they are new one

由于他们是个人和家庭护理产品领域的新人
in the field of personal & household care product

由于他们是个人和家庭护理产品领域的新人

they would not like

他们不愿意在固定资产上花太多的钱
they would not like

他们不愿意在固定资产上花太多的钱
spend too much money on the fixed assets

他们不愿意在固定资产上花太多的钱

Therefore

因此
Therefore

they intend to write a counter-offer letter

他们打算给中国东方写一封还盘信
they intend to write a counter-offer letter

他们打算给中国东方写一封还盘信

他们打算给中国东方写一封还盘信
to China Oriental and ask for a 10% reduction in price

要求降价10%
to China Oriental and ask for a 10% reduction in price

中国东方集团刚刚发出报价

中国东方集团刚刚发出报价
China Oriental has just made the offer

中国东方集团刚刚发出报价

等待英国史密斯的回复

等待英国史密斯的回复
and waits for Smith UK’s reply

等待英国史密斯的回复

However

然而
However

However

they received the counter-offer from Smith UK

他们收到了史密斯英国公司的还盘
they received the counter-offer from Smith UK

他们收到了史密斯英国公司的还盘

asking them to lower the price by 10%

要求他们降价10%
asking them to lower the price by 10%

asking them to lower the price by 10%

考虑到在英国的业 务扩展
Considering the expansion of the business in British

考虑到在英国的业 务扩展

China Oriental write a reply to the counter-offer

中国东方写信答复该还盘
China Oriental write a reply to the counter-offer

中国东方写信答复该还盘

史密斯英国公司的还盘
Counter-offer letter from Smith UK

亲爱的先生们
Dear Sirs

感谢贵方对我方所订购机器在2020年1月12日的报价

感谢贵方对我方所订购机器在2020年1月12日的报价
Thank you for your quotation of Jan. 12

感谢贵方对我方所订购机器在2020年1月12日的报价

感谢贵方对我方所订购机器在2020年1月12日的报价
2020

感谢贵方对我方所订购机器在2020年1月12日的报价

感谢贵方对我方所订购机器在2020年1月12日的报价
for the machines we ordered

for the machines we ordered

We are quite satisfied with the earliest shipment

我们对尽早安排发货和您们能提供的数量很满意
We are quite satisfied with the earliest shipment

我们对尽早安排发货和您们能提供的数量很满意

我们对尽早安排发货和您们能提供的数量很满意
and the quantities you can provide

我们对尽早安排发货和您们能提供的数量很满意

然而

然而
However

然而

很遗憾

很遗憾
we regret to say that

很遗憾

我们认为您给出的的价格比我们预期的稍高一些

我们认为您给出的的价格比我们预期的稍高一些
we feel your price a litter bit high than we expect

我们认为您给出的的价格比我们预期的稍高一些

如您所知

如您所知
As you know

As you know

we are new in this field

我们在这一领域是新手
we are new in this field

我们在这一领域是新手

it is not advisable

把很多投资放在固定资产上是不明智的
it is not advisable

把很多投资放在固定资产上是不明智的

把很多投资放在固定资产上是不明智的
to put a lot of money in the fixed assets

把很多投资放在固定资产上是不明智的

因此

因此
Therefore

因此

we suggest you reduce your price by 10%

我们建议您降价10%
we suggest you reduce your price by 10%

we suggest you reduce your price by 10%

希望贵方能考虑我们的建议
We hope you will consider our suggestion

希望贵方能考虑我们的建议

我们期待您的好消息
We are anticipating your favorable reply

我们期待您的好消息

您真诚的伙伴
Yours sincerely

您真诚的伙伴

回复中国东方公司的还盘

回复中国东方公司的还盘
Reply to the counter-offer letter from China Oriental

回复中国东方公司的还盘

亲爱的先生们

亲爱的先生们
Dear Sirs

感谢您2020年1月14日的还盘

感谢您2020年1月14日的还盘
Your counter-offer of Jan. 14

感谢您2020年1月14日的还盘

感谢您2020年1月14日的还盘
2020

感谢您2020年1月14日的还盘

感谢您2020年1月14日的还盘
has been received with thanks

感谢您2020年1月14日的还盘

我们从您的信中得知您觉得我们的价格有点高

我们从您的信中得知您觉得我们的价格有点高
We noted from your letter that

我们从您的信中得知您觉得我们的价格有点高

我们从您的信中得知您觉得我们的价格有点高
you found our price a little bit high

我们尽力在不牺牲设备质量的情况下把价格降到最低
We do our best

我们尽力在不牺牲设备质量的情况下把价格降到最低
to keep price as low as possible

我们尽力在不牺牲设备质量的情况下把价格降到最低

我们尽力在不牺牲设备质量的情况下把价格降到最低
without sacrificing the quality of our machine

我们尽力在不牺牲设备质量的情况下把价格降到最低

考虑到所报货物的质量

考虑到所报货物的质量
Considering the quality of the goods offered

考虑到所报货物的质量

我们不认为所报价格高于市场价格

我们不认为所报价格高于市场价格
we do not feel that the prices we quoted

我们不认为所报价格高于市场价格

我们不认为所报价格高于市场价格
are higher than the market.

但是考虑到我们相互合作的意愿

但是考虑到我们相互合作的意愿
But bearing in mind

但是考虑到我们相互合作的意愿

但是考虑到我们相互合作的意愿
our mutual willingness

但是考虑到我们相互合作的意愿

但是考虑到我们相互合作的意愿
to cooperate with each other

但是考虑到我们相互合作的意愿

我们决定每台机器给您5%的特别折扣

我们决定每台机器给您5%的特别折扣
we decided to offer you a special discount

我们决定每台机器给您5%的特别折扣
of 5% for each machine

of 5% for each machine

正如我们在上一封信中所提到的

正如我们在上一封信中所提到的
As we noted from the last letter

this is the furthest we can go to help you

这是我们所能给予您们的最大帮助
this is the furthest we can go to help you

this is the furthest we can go to help you

我们希望这次修改后的报价能使您下订单

我们希望这次修改后的报价能使您下订单
We hope this revised offer

我们希望这次修改后的报价能使您下订单

我们希望这次修改后的报价能使您下订单
will now enable you to place an order

我们希望这次修改后的报价能使您下订单

非常感谢您的早日回复

非常感谢您的早日回复
Your early reply is very much appreciated

您真诚的伙伴

您真诚的伙伴
Yours sincerely

Yours sincerely

Here is an exercise for you

请完成以下练习
Here is an exercise for you

Please read the following counter-offer letter and try to improve it.

请阅读下面的还盘信
Please read the following counter-offer letter and try to improve it.

Please read the following counter-offer letter and try to improve it.

并加以改进
Please read the following counter-offer letter and try to improve it.

并加以改进

亲爱的陈小姐

亲爱的陈小姐
Dear Miss Chen

亲爱的陈小姐

很遗憾

很遗憾
We regret to say that

我们无法接受您的还盘

我们无法接受您的还盘
it is impossible for us to accept your counter-offer

根据我们的市场调查

根据我们的市场调查
According to our market investigation

我们报价中的个人电脑的当前价格并不高于市场平均水平
the present prices of the personal computers

我们报价中的个人电脑的当前价格并不高于市场平均水平
in our quotation are not higher than the market

However

不过我们希望在第一次折扣的基础上再降价5%
However

不过我们希望在第一次折扣的基础上再降价5%
we would like to cut 5% off

不过我们希望在第一次折扣的基础上再降价5%
on the basis of our first discount

这是我们目前唯一能做的事

这是我们目前唯一能做的事
This is the only thing we can do at present

我方进一步降价是不可能的
and any further reduction on our side is out of question

我方进一步降价是不可能的

我们的产品质量会让您感到非常满意

我们的产品质量会让您感到非常满意
The quality of our products

我们的产品质量会让您感到非常满意

我们的产品质量会让您感到非常满意
will give you every satisfaction

我们的产品质量会让您感到非常满意

我们确信您很难从其他公司以更低的价格得到这种型号的计算机

我们确信您很难从其他公司以更低的价格得到这种型号的计算机
We are sure that you can hardly get this model

我们确信您很难从其他公司以更低的价格得到这种型号的计算机
of computers a lower price from other firms

我们确信您很难从其他公司以更低的价格得到这种型号的计算机

还有一件事会让您感到高兴

还有一件事会让您感到高兴
And there is another thing that will please you

还有一件事会让您感到高兴

我们决定推出电脑桌来促销

我们决定推出电脑桌来促销
we have decided to present computer desks for promotion

我们决定推出电脑桌来促销

我们相信您不会疏忽并错过这个黄金机会
We believe you won’t be so foolish

我们相信您不会疏忽并错过这个黄金机会

我们相信您不会疏忽并错过这个黄金机会
as to miss this golden opportunity

as to miss this golden opportunity

我们的存货在不久的将来可能会用完

我们的存货在不久的将来可能会用完
Our stock may be exhausted in the near future.

我们的存货在不久的将来可能会用完

如能早日回复将不胜感激

如能早日回复将不胜感激
Your early reply will be appreciated

如能早日回复将不胜感激

您忠实的伙伴
Yours faithfully

迈克尔

迈克尔
Michael

迈克尔

Business Correspondence for International Trade课程列表:

Introduction

-Introduction

Unit 1 Basic Knowledge of Business Letter Writing

-1.1 7Cs of Writing Style

--7Cs of Writing Style

-1.2 13 Parts of Business Letter

--13 Parts of Business Letter

-1.3 4 formats of Business Letter

--4 formats of Business Letter

-Unit 1 Test

Unit 2 General Procedure of Foreign Trade

-General Procedure of Foreign Trade

-Unit 2 Test

Unit 3 Establishing Business Relation

-Unit 3 Establishing Business Relation

-Unit 3 Test

Unit 4 Inquiry and Reply

-4.1 Inquiry and Reply

-4.2 Case Study

-Unit 4 Test

Unit 5 Quotation and Offer

-Unit 5 Quotation and Offer

-Unit 5 Test

Unit 6 Counter Offer

-Unit 6 Counter Offer

-Unit 6 Test

Unit 7 Order, Acknowledge and Declination

-Unit 7 Order, Acknowledge and Declination

-Unit 7 Test

-Unit 7 Discussion

Unit 8 Term of Payment

-8.1 Remittance, Collection, Letter of Credit, Factoring

-8.2 Forfaiting, Standby L/C, Letter of Guarantee

-8.3 Application and Amendment of L/C, Framework and Expression, Case Study

-Unit 8 Test

Unit 9 Packing and Shipment

-Unit 9 Packing and Shipment

-Unit 9 Test

Unit 10 Insurance and After-sales Letter

-10.1 Insurance Letter

-10.2 After-sale Letters, Case Study

-Unit 10 Test

Unit 11 Claim and Adjustment

-11.1 Claim Letter

-11.2 Adjustment Letter, Case Study

-Unit 11 Test

Unit 12 Agency

-Unit 12 Agency

-Unit 12 Test

-Unit 12 Practice for Writing

Unit 13 Letter of Protest

-Unit 13 Letter of Protest

-Unit 13 Test

Unit 14 Letter of Indemnity

-Unit 14 Letter of Indemnity

-Unit 14 Test

Unit 15 Agenda for Meeting

-Unit 15 Agenda for Meeting

-Unit 15 Test

Unit 16 Memorandum of Understanding

-Unit 16 Memorandum of Understanding

-Unit 16 Test

Unit 6 Counter Offer笔记与讨论

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