外贸函电5概要1.ppt

English For International Business Communication 主讲：宋丽芝 Chapter 5 Counter-offer  Section 1 Principles of making counter-offer 1.卖方的立场 2.买方的意图 注意：买方既来杀价，其实已有意向卖方购买，只是想多留一点利润给自己；卖方即使利润再低，最好象征性地降一点，给买方面子。但不要一次降价太多，否则买方会认为卖方利润很高，每次都会故意杀价。 3.除议价外，可要求付款条件等方面让步 * L／C---D／A，D／P * 缩短交期 * 赠送些免费备品等。 Reply to an offer (1) entire acceptance (2) conditional acceptance or counter offer (3) offer declined Reply to a counter offer (1) entire acceptance (2) counter offer declined (3) conditional acceptance (4) eclectic counter offer(折衷还价) Section