随之进行还盘。.pptVIP

【业务背景】 KATT是一家出口公司，公司市场部经理Mark 于2009年11月12日收到了FONEGO进口公司业务部经理Julian 有关询盘的电子邮件，并依照对方要求进行报盘。进口方收到报盘信后对某个条款表示不满意，随之进行还盘。出口方得到还盘后在当天表示对其中的支付装运条款和支付方式两个还盘条件表示接受，但对要求降价10%还盘条件表示不接受，随后即进行反还盘，以订购5000条为条件同意同意降价5%。最后双方达成了交易。 Commodity: Dreamer Brand Bed Sheet Quantity:4000 pieces Price:US$ 20 CIF Chicago Shipment: on or before 30 November, 2009 Payment:by confirmed irrevocable L/C in the seller favour, payable against draft at sight. Packing: in cartons, each containing 10 pieces. 还盘理由及要求： 1. The market is rather on the high side and out of line with the market, we’d like to ask to reduce the price, say by 10%. (认为所报价格偏高与市场不符，要求降价10%。) 2. In order to catch up with the brisk demand / we are in urgent need of these goods, shipment in October is required. (为了赶上销售的旺季或急需这批货，要求在十月份装运。) 3. We propose to pay by easier payment term, ie. D/P, thus enable us to save time and expense on opening an L/C. (要求用简便的如付款交单的方式支付，可节省开立信用证的费用和时间。) 全班同学需很好地完成本节课的实训任务，并提交到老师的邮箱里，以便老师进行评价。 * International Business Simulating Practice 国际商务英语实训教程 back 情景模拟表演: Business Negotiation What were they doing？ How to write a letter on counter-offer？ 还盘要点: 1.申述还盘的理由 2.提出还盘建议或要求 3.敦促接受还盘 back back 实训要求： 根据以上业务背景及材料，在电脑上以正确信函格式拟写相关信函，并通过电子邮件形式发送给对方。 任务一：A组同学以出口方市场部经理Mark的身份进行报盘。 任务二：B组同学以进口方业务部经理Julian的身份进行还盘。 任务三：A组同学以出口方市场部经理Mark的身份进行反还盘。 任务四：B组同学以进口方业务部经理Julian的身份接受反还盘条件。 1. Please show us your letter by yourselves. 2. Correcting and marking their letters by the teacher. 还盘信函的写法 1、确认收到来函（报盘信函）并致谢(be in recept of… with thanks.) 2、表达不接受并表示歉意(We regret that…) 3、说明不接受的理由 4、进行还盘(make a counter- offer as follows) 5、敦促对方接受还盘 6、结束语 1. Much to our regret, we are unable to accept … 2. We regret to say that your price is out of line with the market here… 3. We are making you a counter-offer as follows:... 4. If you can reduce the price, by 5%, we intend to … 5.Owing to …, we’d like to ask for payment by … 6. As the market is firm with an upward tendency, we suggest you… （表示对报盘不接受） (不接受报盘及理