新编商务英语函电第五单元 Counter-Offers and Replies.pptVIP

Company Logo LOGO 新编商务英语函电  编著：郑书燕 Chapter 5 Counter-Offers and Replies 还盘与拒盘 5.1 Case 1 5.1.1 Background Task Background（业务背景） 　　 　“永明电机”发出报盘后，收到“金光集团”发来的还盘。还盘指出报盘价格明显高于中国其他厂家的报价，因此要求大幅降价。由于“永明电机”力求将“金光集团”发展成为长期往来的大客户，因此考虑既要在价格上作出相应优惠，但又不能完全接受降价要求，避免陷入恶性的“价格战”。 Company Logo Sender’s information: Sender’s name: Tony Zhang (Manager of Sales Department) Company: Yong Ming Electric Equipment Enterprise Co., Limited Address: 15 Da Xing Road, Chao Yao District, Beijing, China 100038 Telephone: 0086-10Fax: 0086-10E-mail: tonyzh@ Status: Yongming is preparing to make certain compromise to Sun Group’s request for a price cut. Meanwhile, Yongming does not plan to simply reduce its price to the requested level. On the contrary, Yongming considers offering more favorable terms on service. Company Logo Recipient’s information: Recipient’s name: Mr. Rashid Suzan (Manager of purchase department) Company: Sun Group Incorporation Address: No.1 Industry Road, Jakarta, Indonesia 500195 Telephone: 0031-47Fax: 0031-47E-mail: rashidsu@ Status: “Sun Group” is considering to place the purchase order with “Yong Ming” due to its reputation and the quality of product while still looking for a further price cut as there are many other candidates offering a much lower price. Company Logo Task（工作任务） 　 “永明电机”力求拿到“金光集团”的订单，籍此建立“金光集团”的稳定业务关系。“永明电机”考虑到国际同行竞争激烈和“金光集团”的规模实力后，决定发出信函作出适当降价并给予其他的优惠条件。参考以下要点构思对“金光集团”还盘的回复。 Key points 重申原报价已是优惠报价 强调说明本次降价的目的 突出给予的其他方面的优惠条件 对本次报价给出限制性时间 Company Logo 2.1.2 Specimen Letter (Reference counter-offer/body of text) Dear Tony, We are glad to receive your letter of July 3, 2008 offering us six sets of water turbines at USD35,000/set CFR Sedan. However, your price is at least 10% higher than quotations made by other Chinese manufacturers. Meanwhile, the price level is expected to drop down due to the economic Company Logo downturn. After studying your experience and quality carefully, we would