business writting6

Lecture Six : 

Lecture Six Offers and counteroffers 发盘和还盘

Part I Introduction of offers : 

Part I Introduction of offers When making a firm offer, the offerer should Give favorable comments on the goods Supply all the information, including name of goods, quality, quantity and specifications Give details of prices, discounts, terms of payment, packing, insurance, date of delivery, etc. State clearly the period for which the offer is valid

firm offer 实盘用语 : 

firm offer 实盘用语 Subject to your reply here by /before (date) Subject to your reply here within…days Subject to your reply reaching us by / before… This offer is / remains firm/ valid/ open for…days 以．．．为有效

Non-firm offer 虚盘用语 : 

Non-firm offer 虚盘用语 以我方最后确认为准 Subject to our final confirmation 以货物尚未售出为有效 Subject to (goods) being unsold 不经通知可以改变 Subject to change without notice 无约束性的报盘 An offer without engagement / obligation 以市场浮动为准 An offer subject to market fluctuation.

Part II Useful Expressions : 

Part II Useful Expressions 接受报盘 撤消或撤回报盘 拒绝接受报盘 延长报盘（的有效期） 打算考虑某人的还盘 Entertain one’s counteroffer Be ready to consider one’s counteroffer

order : 

order 最低起订量 The minimum quantity for order 试订 A trial order 首批订货 Initial order 续订货物 Repeat order

margin : 

margin 毛利 Gross margin 微利 A narrow margin of profit 利润额 Profit margin 优惠幅度 Margin of preference

Slide 8: 

全部细节 full particulars We cannot execute your order for lack of particulars. 市场看跌 The market is falling / declining / weak / dull / sluggish / depressing / inactive. 行情看涨 The market is strong / rising / brisk / firm.

Slide 9: 

达成交易 Come to terms / reach an agreement Close a transaction Close a deal Conclude business Conclude a transaction

price : 

price 价格偏高／低 be on (rather) high / low side competitive / favorable / reasonable / moderate price cheap / keen price rock-bottom price

各种各样的 : 

各种各样的 A large assortment of goods A different collection of products A good selection of goods A good variety of goods A wide choice of goods

Slide 12: 

此报盘以５天内复到为有效． This offer is subject to your reply here within five days. 本报盘有效期自5月10号起延续10天． This offer will remain open for another ten days from 15th May. 本报盘随时可变，不另行通知． Our offer is subject to change without any notice.

Slide 13: 

我们不能按你方价格成交． We cannot close business at your price. 如果你方降价在20%以上，我们将向你方订货．否则将转向其他供应商订货． We would very much like to place orders with you provided you could bring down your price at least by 20%. Otherwise we shall turn to other suppliers.

Slide 14: 

我们很遗憾，由于价格太高我们不得不转向其他地方购买． We regret that as your price is too high, we will have to make our purchase elsewhere / place our order elsewhere. 由于原料缺乏，我们只得谢绝订单． We have to decline orders because of shortage of raw materials.

Slide 15: 

由于接受的订货很多，很遗憾我们不能考虑接受新的订单． As we are heavily committed / as we have received a rush of orders, we are very sorry we are not in a position to entertain any fresh orders. 为了推销产品，我们准备给你方大减价． In order to push the sale of our goods, we are prepared to give you a generous discount.

How to describe your products : 

How to describe your products Our design is elegant and workmanship is superior. They are selling well in the market. They are the top quality machines and carry a three-year guarantee. We are sure that you will find a ready sale for this excellent product. We are sure that our competitors cannot match our price and quality.

Talking about price : 

Talking about price Our prices are far more competitive than those of our rival companies. We have managed to maintain the present price despite the increased cost of raw materials. There is no room to make any further reduction in prices as we have already cut them to the absolute minimum. Our price is in line with the market.

Slide 18: 

Please note that we have quoted our most favorable prices and are unable to entertain any counter offer. This is a great opportunity for you to buy a stock of products at prices we cannot repeat.

Part III Writing Skills : 

Part III Writing Skills How to write an offer? 1.对对方的询价表示感谢． Many thanks for your enquiry of… Thank you for your enquiry and for your interest in our products. We thank you for your enquiry of… and are pleased to quote as follows.

Slide 20: 

2.向对方提供所要求的信息． Please note our terms and conditions. It is our usual practice to supply new customers with our goods for payment within one month from date of invoice, in the first instance, and later to extend this term fo three months.

Slide 21: 

3.表明报价的有效期． We must stress that this offer can remain open for three days only. Subject to being unsold. We cannot consider these prices firm for an indefinite period because of the situation on the coffee market.

Slide 22: 

4. 表达希望对方接受所报价格，早日订货的愿望． We trust you will find our quotation satisfactory and look forward to receiving your order. We look forward to the pleasure of serving you.

Slide 23: 

How to write a counter offer? 1.对发盘人的报价表示感谢． Thank you for your prompt reply and detailed quotation. Thank you for the samples you sent in response to our enquiry of 8 June.

Slide 24: 

2.表示无法接受发盘并说明原因． We regret to say that we cannot accept the prices you offered. I should like to point out that your choice in color and pattern is very limited.

Slide 25: 

3.对所希望的交易条件提出建议． May we suggest that you could make some discount on your quoted prices that would help to introduce your goods on this market.

Slide 26: 

4.希望对方能够接受你所提出的还盘的建议． We hope you will consider our counter offer and fax us acceptance at your early convenience.

Part IV Exercises : 

Part IV Exercises 兹此电复实盘，至5月31日有效． 我们很遗憾地通知贵方，我方未能按照贵方的条件接受还盘． 行情上涨，我们建议你们立即订货． 除非你方降价10%，否则没有成交的可能． 我们正在全面生产这个产品，直到10月底以前都有预约订单要执行．

Slide 28: 

We have here cabled to you a firm offer until May 31. We regret to inform you that we are not in a position to entertain your counter offer on those terms. The market is advancing. We suggest you place an order with us at once. There is no possibility to do business unless you reduce your price by 10%. We are now in full production of this product and have advance orders to fulfill until the end of October.

Fill in the blanks : 

Fill in the blanks 1.If you are ____ to reduce the price___5%, we shall ___ an order ___ you. 2.Our offer is ___ for ten days, _____ __ your reply reaching us before April 20. 3.There is a heavy demand ___ bicycles now and we are ____ ____ ____ stock. 4. While we ______ your intention to do ____ with us, we ____ that we cannot _____ any fresh orders, as we are heavily _______.

Slide 30: 

贵公司9月18日的询盘函已收悉．关于你方所需要型号的长虹彩电，我们在此向你报盘。一经收到贵方的订货，所有尺寸的彩电在下月初都能供货。你方所需长虹牌34英寸彩电价格为伦敦到岸价每台450美元。与其他优质彩电的报价相比，我方报价非常有竞争力。盼贵公司多订为荷。

Slide 31: 

Dear Sirs, We acknowledge with thanks the receipt of your inquiry of Sep.18, and are pleased to make you an offer regarding our Changhong color TV sets in the size you required. All sizes can be supplied by the beginning of next month subject to our receiving your order. The price for Changhong color TV set, inch 34, is USD 450 each at CIF London. Our price is much more competitive than other good quality TV sets. We look forward to receiving a large order from you.

Letter writing : 

Letter writing Write a counter offer with the following information: 1.comfirm the letter you received on May 4. 2.state the reason why you cannot accept the offer. 3.put forward the counter offer suggestions. 4.look forward to an early reply.

reference : 

reference Dear Sirs, Thank you for your offer of May 4 for our laser printer. We regret to inform you that our clients find your price on the high side and hesitate to place orders. Although we enjoy the design and style of your products, we are not in a position to accept your offer at the price quoted, since the competitors are quoting a lower price. If your prices were reduced by 10%, we would place a large order with you. We are looking forward to your favorable reply.

entertain a counter offer : 

entertain a counter offer 我们很遗憾地从贵方4月14日的来函中得知你们认为我们对纯羊绒毛衣的报盘太高． 我们总是尽量使我们的顾客满意，但是我们的价格没有多少降价的余地．其他买主以此价格大量购买的事实说明了我们的价格并不过分．但是为了能够做成生意，如果你们的订货超过10,000美元，我们最多给予5%的特别折扣．希望这一新报盘能使您与我们订货．

Slide 35: 

Dear Sirs, We are sorry to learn from your letter of April 14 that you find our offer of 100%cashmere sweaters too high to accept. We always do our best to make our customers satisfied. However, there is not much room to make further reduction on our prices. The fact that other buyers have made bulk purchases is evidence that our price is reasonable. However, in order to make the business possible, we are prepared to offer you a special discount of 5% if your order exceeds USD 10,000. this is the best we can do. We hope this new offer will enable you to place an order with us.

Declining a counter offer : 

Declining a counter offer 感谢贵方4月22日的来函，遗憾地得知你们认为我们的价格太高． 虽然我们想与你们做生意，但遗憾的是我们无法考虑你们的还盘．我们已经从其他买主那里接收到许多订单，这表明我们的价格是合理的． 目前羊绒市场有上涨的趋势，立即与我们订货对你们有利．我们还有50%羊绒，50%羊毛的毛衣，设计与纯羊绒一样，但价格便宜很多．我们随函寄上这种毛衣的价目表，如果你们有意购买请告知我们． 希望收到你们的订单．

Slide 37: 

Dear Sirs, Thank you for your letter of April 22. we are sorry to learn you find our prices too high. Although we would like to do business with you, we regret that we are unable to entertain your counter offer. We have received a lot of orders from other buyers, which shows that our prices are reasonable. At present, the market for cashmere sweaters is strong with upward trend. It is in your interest to place an order with us as soon as you can. We also have cashmere sweaters, 50%cashmere 50%wool. They are of the same design but much cheaper than 100%cashmere sweaters. We are enclosing our price list for such sweaters. If you are interested, please contact us. We are looking forward to receiving your order.