3.1.3OffersandCounterOffers

StudyGuideInthislesson,studentsarerequiredtohavetheabilityofwritingoffersandcounteroffersthroughlearningaboutcorrespondingwords,expressionsandsentencemenusexistinginthem;tograspwritingcontents,writingmethods,aswellaswritingskillsinsuchaprocess.1.Briefintroductionofoffersandcounteroffers

Offerscanbedividedintotwotypes:firmoffersandnon-firmoffers.Ifit’safirmoffer,theperiodforwhichtheofferisvalidshouldbestatedclearly.Otherwise,it’sanon-firmoffers,whichisusuallymadebyusingsuchphrasesas“Subjecttoourfinalconfirmation”,“Subjecttopriorsale”or“Withoutengagement”.Whenanoffereepartlyagreesordisagreestotheprice,packing,shipmentorothertradetermsgivenbytheofferandstateshisownopinionsinstead,thisiscalledcounteroffer.Suchkindofbusinesslettersshouldbewrittenwiththeutmostcareandwithaneyetogoodwillandfuturedevelopment.2.HowtowriteoffersandcounteroffersGoodoffersandcounteroffersusuallyhavethefollowingessentialwritingstrategies:

Atypicalfirmoffershouldincludethefollowing:(1)Anexpressionofthanksfortheenquiry;(2)Nameofthegoods,quality,quantity,andspecifications,detailsofprices,discounts,termsofpayments,packinganddateofdelivery;(3)Thevalidityoftheoffer.Usuallyusesuchphrasesas“subjecttoyourreplyreachingusby(before)…”,“subjecttoyourreplyherewithin…days”“thisofferisfirm(valid,open,good)for…days”;(4)Anexpressionhopesforanorder.Otherwise,anon-firmofferdoesn’tincludepoint3,andsometimesmightcontainevenfewerpointsoftheabove.Inanon-firmoffersuchphrasesareoftenusedas“withoutengagement(obligation)”“subjecttopriorsale”or“subjecttoourfinalconfirmation”.Acounter-offershouldincludethefollowing:(1)Thankthesupplierfortheoffer;(2)Expressregretatinabilitytoacceptandstatereasons;(3)Putforwardamendmentsornewproposals;(4)Suggestthattheremaybeotheropportunitiestodobusinesstogether.Repliestocounter-offers,whetherfavorableorunfavorable,shouldbepunctual,courteousandconsiderate.SentenceStructuresandExamples

Structure1Wecanoffer/areofferingasfollows,subjectto…(現(xiàn)報(bào)盤如下，以…為準(zhǔn)/有效)Wecanofferasfollows,subjecttoyourreplyhereby4o’clockp.m.ourtime,September20.現(xiàn)報(bào)盤如下，以我方時(shí)間9月20日下午4時(shí)以前收到答復(fù)有效。Weareofferingyouasfollows,subjecttoourfinalconfirmation.現(xiàn)報(bào)盤如下，以我方最后確認(rèn)為準(zhǔn)。Structure2Wetake/havepleasurein…;Wetake/havethepleasureof…;Wehavethepleasureto…（很高興…）Wetakepleasureininformingyouthatallthegoodsneededcanbeshippedfromstock.很高興通知你方所需一切貨物可現(xiàn)貨裝運(yùn)。WetakethepleasureofreceivingyourenquirydatedOctober11.很高興收到你方10月11日的詢盤。Wehavethepleasuretoknowthatyouhaveacceptedourquotation.很高興得知你方已接受我們的報(bào)價(jià)。

Structure3Weregretthat/Wefeelveryregretfulthat…（很抱歉…）Weregretthatyourpricesareonratherhighside.很抱歉，你方價(jià)格偏高。Wefeelveryregretfulthatwecan’tseeourwaycleartoentertainanycounteroffer.很抱歉，我們無法接受任何還盤。Structure4Pleasenotethat…(請(qǐng)注意…)Pleasenotethatwehavequotedourmostfavorableprices.請(qǐng)注意我們已經(jīng)報(bào)了最優(yōu)惠價(jià)。Pleasenotethatthisisanexceptionalquotation.請(qǐng)注意這是一個(gè)特殊的報(bào)價(jià)。

Structure5Wetrust/believethat…（相信…）Wetrustthattheshipmentwillreachyouinduecourse.相信貨物會(huì)如期到達(dá)。Webelievethatyouwillmakecorrectselection.相信你方會(huì)做出正確的選擇。

Structure6Wesuggestthat…（建議…）Wesuggestthatyourplacingatrialordertoseehowitgoes.建議你方試訂一批看看怎樣。SpecimenLetters

<Letter1>ANon-firmOfferFor“MeiLing”BrandRefrigeratorsDearSirs,WeareinreceiptofyourenquiryofApril20askingustooffer1,200setsofthesubjectrefrigeratorforshipmenttoAmericaandappreciateverymuchyourinterestinourproducts.Tocomplywithyourrequest,wearemakingyou,subjecttoourfinalconfirmation,thefollowingoffer:Commodity:“MeiLing”BrandRefrigeratorsQuantity:1,200setsQuality:AsperattachedspecificationsheetsPrice:atUS＄320persetCIFNewYorkShipment:BeforeJulyPayment:Byconfirmed,irrevocableL/CpayablebydraftatsightOurRefrigeratorsareofhighqualityandwehavenotmuchreadystockonhand.Therefore,itisimperativethat,inordertoenableustoeffectearlyshipment,yourL/Cshouldbeopenedintimeifourpricemeetswithyourapproval.Yourstruly,

<例信1>份有關(guān)“美菱牌”電冰箱的虛盤敬啟者：

已收到貴方4月20日詢盤，要求我們對(duì)1200臺(tái)標(biāo)題項(xiàng)下的冰箱進(jìn)行報(bào)盤并裝運(yùn)到美。在此甚為感謝。依照你方要求，報(bào)盤如下，以我方最后確認(rèn)為準(zhǔn)。品名：“美菱牌”電冰箱數(shù)量：1200臺(tái)品質(zhì)：按照所附規(guī)格單價(jià)格：每臺(tái)紐約到岸價(jià)320美元交貨：7月之前付款：保兌的、不可撤消的即期信用證我們的冰箱質(zhì)量很好且存貨不多。因此為了保證及時(shí)裝運(yùn)，在你方價(jià)格令人滿意的情況下，請(qǐng)盡早開立信用證。謹(jǐn)啟<Letter2>AFirmofferforWalnutmeatDearSirs,WethankyouforyourenquiryforWalnutmeatCIFNewYorkdatedOctober15.Inreply,weofferfirmfor150metrictonsofWalnutmeat,Handpicked,ShelledatUSD260,netpermetrictonCIFNewYork,subjecttoyourreplyreachingusbyOct.20.Shipmenttobemadewithintwomonthsafterreceiptofyourorder.PaymentisbyL/Catsight.Asyouareawarethattherehasbeenlatelyabriskdemandfortheabovecommodities,suchgrowingdemandhasdoubtlesslyresultedinincreasedprices.Howeveryoumayavailyourselvesoftheopportunitytostrengthenmarket.Sopleasenotethatwehavequotedourmostfavorablepriceandunabletoentertainanycounteroffer.Weareanticipatingyourorder.Yourstruly，<例信2>一份關(guān)于胡桃仁的實(shí)盤敬啟者：感謝貴方10月15日對(duì)胡桃仁紐約到岸價(jià)的詢盤。茲復(fù)，我們對(duì)150公噸手撿去殼胡桃仁報(bào)實(shí)盤，每公噸紐約CIF價(jià)260美元，以你方答復(fù)10月20日到達(dá)我處為有效。一俟收到你方訂單，兩個(gè)月之內(nèi)進(jìn)行裝運(yùn)。付款是即期信用證。如你所知，最近市場(chǎng)對(duì)以上產(chǎn)品需求旺盛，不斷增長(zhǎng)的需求已毫無疑問引起價(jià)格的上漲。然而，你們可以利用這次機(jī)會(huì)鞏固市場(chǎng)。因此，請(qǐng)注意我們已報(bào)了最優(yōu)惠價(jià)，不能接受任何還盤。期待著你們的訂單。謹(jǐn)啟

<Letter3>ACounterOfferForMen’sShirtsDearSirs,WeacknowledgereceiptofyourofferofJanuary24andsamplesofMen’sShirts.Thankyouforyourcooperation.Whileappreciatingthegoodqualityofyourshirts,wefindyourpriceisonratherhighside.Weareobtainingthesamequalitythroughotherchannelsatamuchlowerpricethanthatyouquotedus.

Suchbeingthecase,maywesuggestthatyoumakeareductioninyourprice,say8%?Thatwouldhelptopushthesalesofyourshirtsinourmarket.Wehopeyouwillnotlosethischancefromwhichyoucanbenefitalot.Weshallappreciateitverymuchifyouwillmakeaconcessionandfaxusyouracceptanceassoonaspossible.Yourstruly，<例信3>有關(guān)男式襯衫的還盤敬啟者：我們已收到你方1月24日的發(fā)盤和有關(guān)男式襯衫的樣品，在此感謝你們的合作。襯衫品質(zhì)不錯(cuò)，但價(jià)格偏高。我們正從其他渠道以比你們低得多的價(jià)格獲得同樣的產(chǎn)品。在這種情形之下，建議可否降點(diǎn)價(jià)，也就是說，降8%？那將有助于在我們的市場(chǎng)上推銷你方產(chǎn)品。希望不要錯(cuò)過這次機(jī)會(huì)，你們從中可以獲利很多。如果你方作出讓步，請(qǐng)盡快表示接受，并發(fā)傳真過來，我們將不勝感激。謹(jǐn)啟<Letter4>DecliningaCounter-offerDearSirs,InreplytoyourletterdatedFebruary5askingustomakean8%reductioninourpriceforMen’sShirts,weregretthatwefinditintolerabletocomplywithyourrequest.Thepriceswequotedarethebestifyoutakethequalityintoconsideration.Wethinkafaircomparisonofqualitybetweenourproductsandsimilararticlesfromothersourceswillconvinceyouofthereasonablenessofourquotation.However,inordertoextendourmarketinyourplace,wehavemadeupourmindstopartlyacceptyourcounter-offerasanexceptionalcase.Weshallallowyouaspecialdiscountof4%providedyourordercallsforaminimumquantityof6,000dozen.Wehopewecanconcludecontractbeforelongandawaityourpromptreply.Yourstruly，<例信4>拒絕一份還盤敬啟者：茲復(fù)你方2月5日來信，信中要求我們對(duì)男式襯衫降價(jià)8%，很遺憾難以接受你方要求。如果把質(zhì)量考慮進(jìn)去，你們會(huì)發(fā)現(xiàn)我們的價(jià)格是最優(yōu)惠的。我們認(rèn)為只要把我們的產(chǎn)品與別人的類似產(chǎn)品質(zhì)量比較一下，你們就會(huì)知道我們的報(bào)價(jià)是合理的。然而，為了拓展你處市場(chǎng)，我們決定作為特例，部分接受你方的還盤。只要訂單起訂量達(dá)到6000打，我們?cè)试S4%的特殊折扣。希望不久以后達(dá)成交易。我們等待你方的迅即答復(fù)。Notes1.offer1)v.報(bào)盤

Atpresent,wecannotoffermorethan1,000shorttons.

目前，我們的報(bào)盤不能多于1，000短噸。

Weofferyoufirmsubjecttoyourreplyhereby5p.m.ourtime,ThursdayOctober15.

茲報(bào)實(shí)盤，以我方時(shí)間10月15日星期四下午五時(shí)以前復(fù)到為準(zhǔn)。

2)n.報(bào)盤（通常和介詞for或on連用）

Theofferisfirm(valid,good,andopen)fortwoweeks.

此報(bào)盤兩周內(nèi)有效。與offer連用的動(dòng)詞有make,send,give等makesb.anoffer向某人報(bào)盤

PleasemakeusanofferCIFLondonfor(on)20metrictonsofGroundnuts.

請(qǐng)給我們一個(gè)20公噸花生倫敦到岸價(jià)格的報(bào)盤。

firmoffer實(shí)盤（外貿(mào)用語，一般都規(guī)定有效期，若受盤人在有效期內(nèi)表示完全同意，則交易達(dá)成，有法律約束力）2.non-firmoffer虛盤（外貿(mào)用語，一般沒有有效期，無法律約束力）表示虛盤的用語有：subjecttoourfinalconfirmation以我方最后確認(rèn)為準(zhǔn)withoutengagement(obligation)無約束subjecttogoodsbeingunsold以貨物尚未售出為有效

subjecttopriorsale以先售為條件其中subjectto以…為有效，以…為準(zhǔn)

Theofferissubjecttoconfirmation.

此報(bào)盤經(jīng)確認(rèn)為有效。3.complywith依從，依照，符合

Wehopeyouwillbeabletocomplywithourrequest.

我們希望你能按我們的要求辦。

Buyersmustcomplywiththetermsofcontract.

買方必須按合同條款辦理。

Thisofferdoesnotcomplywithourrequirements.

這個(gè)報(bào)盤不符合我們的需要。4.Asperattachedspecificationsheets按照所附規(guī)格單

asper按照

WeareinterestedinyourArtandCraftgoods,detailsasperthelistattached.

我們對(duì)你方工藝品感興趣，詳情見附表。5.imperativeadj.必須的（比necessary語氣重，后常接that引導(dǎo)的虛擬從句，should常省略）

Itisimperativethatyou(should)cableyourreplyimmediately.

你方必須立即電復(fù)。6.meetswith遇見，遭遇

Webelievethatourqualitywillmeetwithyourapproval.

相信我們的質(zhì)量將會(huì)得到你的贊許。

Wemightsayourproductshavemetwithwarmreceptioneverywhere.

可以說我們的產(chǎn)品處處受到熱烈歡迎。7.approvaln.批準(zhǔn)，贊成，同意，認(rèn)可

Yoursuggestionhasourapproval.

我們同意你方的建議。

Thegoodswereboughtsubjectto“approvalofsample”.

該貨是憑“認(rèn)可樣品”購買的。8.weofferfirm,subjecttoyourreplyreachingusbyOct.20…我們報(bào)實(shí)盤，以你方答復(fù)10月20日到達(dá)我方為有效。表示實(shí)盤的用語還有：

Thisofferisfirm(valid,open,good)forfivedays.報(bào)盤有效期為5天。9.strengthenv.加強(qiáng)Weagreetoyourproposedtermsforthistransactioninordertostrengthenourrelations.為了加強(qiáng)我們的關(guān)系，我們同意你方對(duì)這筆交易提出的條款。Themarketisstrengthening.行市正在上漲。10.favourableprice優(yōu)惠的價(jià)格11.counteroffern.&v.還盤（外貿(mào)交易磋商環(huán)節(jié)之一，指受盤人對(duì)收到的報(bào)盤提出修改條件）

Ifourofferisnotacceptable,pleasefaxyourcounterofferassoonaspossible.

如果不能接受我方報(bào)盤，請(qǐng)發(fā)傳真告知你方還盤。

Thepriceyoucounterofferedisunreasonable.

你方的還盤價(jià)格是不合理的。12.beonratherhighside價(jià)格偏高

Weregrettosaythatwecannotacceptyouroffer,asyourpriceisfoundtobeonthehighside.

歉告由于你方價(jià)格偏高，我們不能接受你方報(bào)盤。13.suchbeingthecase在這種情形之下，照此情形14.pushthesalesof…推銷……Weshalldoourbesttopushthesalesofyournewproductsinourdistrict.

我們將在該地區(qū)盡力推銷你方的新產(chǎn)品。15.makeaconcession作出讓步Weshallappreciateitverymuchifyouwillmakeaconcessioninyourprice.如果你方在價(jià)格方面作出讓步，我們將甚為感謝。16.declinev.（1）謝絕，拒絕（語氣比refuse委婉些）

Theyhavetodeclineordersbecauseofshortageofrawmaterials.

由于原材料缺乏，他們只得謝絕訂單。

Asyourpricesaretoohigh,wehavetodeclineyouroffer.

由于你方價(jià)格太高，我們只得謝絕你方報(bào)盤。（2）下降，衰退

Thedemandfortheirproductsbeginstodecline.

對(duì)他們產(chǎn)品的需求開始下降

Themarketisdeclining.

行市下跌。17.makea8%reductioninourprice降價(jià)8%18.takethequalityintoconsideration把質(zhì)量考慮進(jìn)去

take…intoconsideration考慮…19.Wethinkafaircomparisonofqualitybetweenourproductsandsimilararticlesfromothersourceswillconvinceyouofthereasonablenessofourquotation.

我們認(rèn)為只要把我們的產(chǎn)品與別人的類似產(chǎn)品質(zhì)量比較一下，你們就會(huì)知道我們的報(bào)價(jià)是合理的

convincesb.ofsth.使某人相信某事20.Weshallallowyouaspecialdiscountof4%providedyourordercallsforaminimumquantityof6,000dozen.

只要你方能以6，000打?yàn)樽畹推鸲浚覀儗⒃试S4%的特殊折扣。該句中provided與if的用法相同，表示主語所希望的假設(shè)條件。

Wecanacceptyourofferprovidedyourpricesarereasonable.

只要你方價(jià)格合理，我們將接受你方報(bào)盤。

WeshallplaceatrialorderwithyouprovidedyourshipmentismadeduringJulyandAugust.

只要在七、八月間裝運(yùn)，我們將下試單。ExercisesI.Choosethebestanswer:

1.Weare______receipt_______yourletterofMarch18offeringusthegoods______US$80perdozenontheusualterms.A.of,of,onB.in,of,atC.in,of,forD.of,of,at2.Couldyoumakeusafirmoffer______3,000metrictons______fertilizer?A.for….ofB.on….inC.of….forD.for….for3._______requested,weareenclosingaquotationsheet______oursilkgarments.A.As…aboutB.At…aboutC.At…forD.as…for4.Wearemakingyouthefollowingoffer,subject______youracceptance_____usbeforeApril20.A.to…reachB.with…reachingC.to…reachingD.to…arrive5.Ifyoucanmakeusanoffer______competitivepricewecansellalargequantity______yourproducts______ourarea.A.for…for…inB.at…of…inC.on….for….forD.in….for…at6.Whileappreciatinggoodqualityofyourproducts,wearesorrytosaythatyourpriceappearstobe______.A.inthehighlevelB.atthehighendC.ofthehighstandardD.onthethighside7.Thisofferisvalid,subject______beforeNovember25.A.toyourreplyarrivingatusB.foryourreplyreachingusC.toourreceivingyourreplyD.foryourreplyreachesus8.Yourquotation______WashingMachinesistoohightobeworkable.A.inB.againstC.withD.of9.Aswehavequotedyouourrock-bottomprice,weregretthatweareunableto______anycounter-offer.A.acceptingB.entertainC.receivingD.take10.Wewouldliketoquoteyouourmostfavorableprice__