国际贸易操作流程专业英语SectionIBusinessNegotiationUnit3Counter-offers 20页

国际贸易操作流程专业英语InternationalBusinessOperation SectionIBusinessNegotiationUnit3Counter-offers LearningObjectivesFollowingarethegoalsforthisunit.Readthemandconsideryourpersonalgoals.1.Tolearnhowtoexpresspricesofcommodities.2.Tolearnaboutthecontentsofacounter-offer.3.Tolearnhowtobargainthepriceorothertermsofatransaction.4.Tounderstandandbeabletousewordsandexpressionsrelatedtothetopicofprices.5.Topracticewritinglettersofcounter-offersorreplies. NotesonUsefulTerms1.Canadaoats加拿大燕麦2.beinapositiontodo能够(指处于能做某事的地位)Wearegearingourproductiontoyourrequirementsandshallsoonbeinapositiontoofferyousubstantially.Wearenotinapositiontopromiseyouthatwewillmanufactureitinthenearfuture.beinapositionto通常不宜于与条件从句连用，下面的句子用can或shallbeableto较好：Ifyoucanreducethepriceby5%,weshallbeabletoorder200pieces.IfyouopenL/Cimmediately,weshallbeabletoshipthegoodsthismonth.3.onthehighside偏高(指价格)Whenreferringtoprice,thisexpressionmeans“somewhathigh”,“soundsabithigh”,“outofline”or“unworkable”.类似的表达还有：Yourpriceisabithigh.Yourpriceistoohigh.Yourpriceisprohibitive. 4.allowancen.折扣，折让Nospecialallowancecouldbegiventosmallpurchases.Thecarriersmadeanallowanceof5%forlatedelivery.5.pushthesales推销6.counterofferv.&n.还盘Thepriceyoucounter-offeredisnotinlinewiththeprevailingmarket.Ifyoucan’taccept,pleasemakethebestpossiblecounter-offer.7.reductionn.减少reducev.减少，减低“减价”还可以用cut，“减到某一程度”用bringdownto，“略减”用shade。Buyersaskforareductioninprice.Buyersaskforareductionof£25perton.Inordertoclosethisdeal,weshallfurtherreduceourprice.Wearesorrythatwecannotevenshadeourpricessinceitisclosedcalculated.Wearepreparedtobringdownourpricetothelevelyouindicatedinyourletterof5August.Ourcloselycalculatedpricecannotbefurtherreduced. 8.thanksto由于ThankstothehelpofourCounselor’sOfficeinyourcountry,wehaveestablishedbusinessrelationswithyou.Thankstoyourcooperation,wehavefinallycometoterms.9.convincevt.(使)确信，(使)信服；劝说，劝服Sellerswerefirmlyconvincedthattheirproductsareoftopquality.Youaretherightpersontoconvinceyourclients.Buyersarenowconvincedoftheexcellentqualityandfavorablepriceofourgoods.Wecannotconvinceyouofhavingboughtthegoodsatsuchaprice.10.bepreparedtodo准备，打算(含有既愿意又能够的意思)Ifyourequireadditional,weshallbepreparedtoarrange.11.providedconj.假若，倘使Thegoodswillbedeliverednextweekprovidedthedriversarenotonstrike.12.acceptableadj.可接受的Yourofferisnotacceptable.13.anticipatev.盼望，期望Weanticipateyouracceptance.Weanticipatereceivingyourearlyreply.Weanticipatethatfreshsupplieswillarrivenextmonth. 14.callfor要求，需要Wehavegotthegoodsready.Whenwillyoucallforit?Thewordingofthesoleagreementcallsforsomerevision.TheL/Ccallsfordirectshipment.15.dobetter(指价格时)出较高(或更低的)价格Thepriceisthelowestpossible.Wecannotdobetter.dobetter不一定单指价格。例如，指装运期时，一般指较早的装运期。在指价格时，可以指较高价，也可以指较低价，视情况而定。16.chainstore连锁店17.orderv.订购Ifyouorderimmediately,wecanprobablyarrange5,000cases.18.fillone’sneeds满足某人需求类似表达还有meetone’srequirements和satisfyone’sneeds19.drawup草拟Wehavedrawnupaconsignmentagencyagreementandenclosetwocopiesforyourapproval.Wewilldrawupthecontractforsignaturetomorrow.Weexpecttohavetheagreementdrawnupinadayortwoforapproval. 20.closeadeal达成交易21.declinevi.下降Themarket/pricehasdeclinedinthelastfewweeks.declinevt.拒绝，谢绝Forthisreason,wecannotbutdeclineyourproposal.Ourbuyersdeclinetoraisetheirlimit.22.concessionn.让步Ihopesomeprogresscanbemadetowardaconcessioninprice.Iwasinformedthatthisisourrockbottomprice.Nofurtherconcessioncanbemade.23.leveln.水平，在此引申为“价格”。Wehopetodosomebusinessatsomethingnearourlevel. LanguageFocusTradeTerms1.counter-offer还盘2.reducetheprice减价，降价3.cuttheprice削减价格4.makeareductioninprice降价5.competitiveprice有竞争力的价格6.workableprice可行的价格7.fairprice公平的价格8.reasonableprice合理的价格9.favorableprice优惠的价格10.realisticprice现实的价格11.meeteachotherhalfway折中，各让一半12.thelowestprice最低价13.bottomprice低价 LanguageFocusI.TradeTerms14.rulingprice/currentprice现行价格15.bargaintheprice讨价还价16.wholesaleprice批发价格17.retailprice零售价格18.fixtheprice定价19.pricetag价格标签20.netprice净价21.pricefluctuation价格波动22.gapinprice价格差距23.commission佣金24.discount折扣25.profit利润 II.FunctionalSentences1.Weaskforafurtherreductionofthepriceby2%,becauseyourpriceisnotinlinewiththepresentmarketlevel.2.Yourquotedpriceishigherthanthoseofothersuppliers,ifyoudon’treduceyourprice,wewon’tplaceanyorderwithyou.3.Ifyoucanreducethepriceby5%,weshallbeabletoorder200metrictons.4.Wethinkwecouldclosethedealifyouwouldreduceyoupriceby10%.5.Ourclientsfindyourpricequiteoutofline. 6.Yourpriceisnotatallcompetitivecomparedwithwhatisquotedbyothersuppliers.7.Wehavecutourpricetothelimit.Soweregretweareunabletocomplywithyourrequestforanyreduction.8.Yourcounter-offerisbeyondwhatisacceptabletous.9.Thepricewequotedonlyleavesuswithnarrowprofits.Ifitwerenotforthesizeofyourorder,wecouldn’thaveofferedyousuchalowprice.10.Thisisourbestprice,atwhichwehavealreadyconcludedseveraltransactionswithotherbusinessmeninyourdistrict. 11.Youmusthavenoticedthatthecostofrawmaterialshasgoneuprecently.12.Weacceptyourcounter-offerexceptionallywithaviewtoexpandingourbusinessinfuture.13.Withaneyetofuturebusiness,weagreetoreducethepriceby5%asaspecialaccommodation.14.Wewishyouwillreconsideryourpricesothattherecouldbeapossibilityforustomeetyouhalfway.15.Itwouldbeverydifficultforustopushanysalesifwebuyitatthisprice. 16.Asbusinesshasbeendoneextensivelyinyourmarketatthisprice,weregretthatwecannotacceptyourcounter-offer.Itisourhopethatyouwouldreconsiderthematterandletusknowbyreturn.17.Whatwehavequotedisreallythelowest,and,assuch,weregretnotbeinginapositiontoreduceourprice.18.Itwouldbeverydifficultforustopushanysalesifwebuyitatthisprice.19.Takingthequalityintoconsideration,Ithinkthepriceisreasonable.20.Ifyouhavetakeneverythingintoconsideration,youmayfindourquotationlowerthanthoseyoucangetelsewhere.21.Ifyouacceptourcounter-offer,wewillpersuadetheend-userstoplaceanorderwithyou. ExercisesBasicTrainingI.Choosethebestanswer.1.Ifyoucaretoplaceanorderwithusanytimeinthefuture,youmaybeassured_____thesamepromptattentionwhichyouhavehadinthepast.A.forB.ofC.withD.at2.Wearesorrytosayitisnotpossible_____ustomeetthepriceyourequested.A.forB.ofC.withD.at3.Inreferencetoyourletter,wecannot_____abetterofferthantheonewesuggestedtoyou.A.takeB.makeC.receiveD.place4.Wehopethatuponreconsiderationyouwillbeableto_____ouroffer.A.receiveB.declineC.acceptD.place5.AfterdiscussingthematterwithourBoardofDirectors,wehavedecidedwecancomply_____yourrequestforlowerprices.A.toB.onC.withD.forBABCC ExercisesBasicTrainingI.Choosethebestanswer.6.Inviewofthefactthatyouhaveboughtfromussuchavolumeofofficeequipment,wewouldliketo_____youhalfway.A.meetB.giveinC.giveupD.meetwith7.Sinceourownoverheadshaveincreasedinthelastfewmonths,thisofferonourpartis_____onlyforafewmonths.A.goodB.wellC.fineD.better8.Weareaware_____thefactthatyourgoodsareamongthebestonthemarket.A.forB.ofC.inD.with9.Weregretthatitisnotpossibletoacceptthe_____priceyouquote.A.reducingB.havingreducedC.reducedD.hadreduced10.Unlessyouseeyourwaycleartograntusanadditionalreductioninprice,wemayhaveto_____ourbusinesswithyou.A.continueB.continuingC.discontinueD.continuedAABCC ExercisesII.TranslatethefollowingsentencesintoChinese.1.Ifyoucannotacceptourquotation,pleasemakethebestpossiblecounter-offer.Westronglyrecommendyoutoaccept,forourstocksarerunninglow.Asthemarketpriceisfalling,werecommendyourimmediateacceptance.Themarketisfirmandtendingupward.Thereislittlelikelihoodofsignificantchangeintheforeseeablefuture.如不能接受我们的报价，请尽可能提出一个最有效的还盘。因为我们的存货越来越少，我们极力建议你方接受。因为市场价格不断下跌，请立即接受我方的报价。目前行市坚挺并有上涨趋势，短期内大幅波动的可能性不大。 ExercisesII.TranslatethefollowingsentencesintoChinese.Wehopethatthiscounterofferwillmeetwithyourapprovalandweshallplaceregularorderswithyouuponreceiptofyourconfirmation.Ifyoucannotbepreparedtomeetushalfway,wehavetoplaceourorderelsewhere.Consideringourlong-standingfriendlybusinessrelationship,wecanallowyouareductionof4%inourprice.8.Thebestwecandoistomakeareductionof3%inourpreviousquotation.希望此还盘能够得到贵公司的同意，一旦收到贵方的确认，我们将定期订购。。如果贵公司不能让步，我们只好转向别的公司订购。考虑到我们双方长期友好的贸易关系，我们同意在原价格基础上让利4%。在前一次的报价中减价3%是我方所能做出的最大让步。 ExercisesIII.TranslatethefollowingsentencesintoEnglish.我们发现你方报价比其他供应商略高，望你方降低价格以便能对付其他供应商的竞争。虽然你方价格与市场水平一致，但交货日期太长。很遗憾，我方不能接受贵方报盘，因为贵方市场的其他供应商以比你方价格低3%的条件向我方提供几乎同样的货物。对于小量订购来说，你方还盘太低。。Wefindyourquotationslightlyhigherthanthosewehavereceivedfromothersources,andwouldaskyoutoreduceyourpricesoastomakeitcompetitivewithothersupplier.Yourpriceisquiteinlinewiththemarket,butthetimeofshipmentistoodistant.Weverymuchregretthatwecannotacceptyourofferbecauseothersuppliersinyourmarketofferedussimilararticleataprice3%lowerthanyours.Yourcounter-offerismuchtoolowforanorderofasmallamount. ExercisesIII.TranslatethefollowingsentencesintoEnglish.5.贵公司21日寄来的价目表很完整，但所列的付款条件不符合我们的贸易惯例。很遗憾，我们无法履行你方对我们30日所寄报价单中有关包装事项的特殊要求。我们的报价相当合理，且已为你地其他客户所接受。至于男士皮鞋，我们盼望能够按接近我们的价格达成交易。Thepricelistyousenton21isfoundinorder,butthelistedtermsofpaymentdonotconformtoourtradepractice.Weverymuchregretthatweareunabletosatisfyyourspecialrequirementsfortheitemsofpackinginourquotationsheetdated30.Ourpriceisquitereasonable,whichhasbeenacceptedbyothercustomersatyourend.AsregardsMen’sleathershoes,welookforwardtodoingbusinesswithyouatsomethingnearourlevel.