第三章出口还价还价.pptVIP

Buyer seller enquiry → (A request for trade terms) ← offer (Statement about trade terms) counter-offer → (?) ← counter-counter offers (?) 出口还盘 还盘 （Counter- Offer） 对于卖方报价或发盘所载的品质、数量、价格、装船日期、付款条件等，买方需要作全部或部分的修改要求，提出新的交易条件，成为还盘。 交易通常要经过多次反复还盘才能最终达成协议。 在出口方发盘后，进口方往往会就价格进行还盘。这 时出口方通常面临三种选择： 一是完全接受对方的还价，合同即告成立； 二是坚持原价，即拒绝对方的还价； 三是针对对方的还价进行再还价，或是有条件地接受对方的还价。 还盘函的基本结构 破题部分 对其发盘或报价表示感谢 承接部分 申明条件不适当 提出本公司希望的条件 结尾部分 期望得到回复 破题部分 就对方的发盘表示感谢 We are glad to receive your letter of March 22 We thank you for your offer of May 15 for Digital Watch AZ-83. Your offer for Car Stereo set is appreciated. In reply to your offer of April 15, we would like to make the following counter offer: 承接部分 (1)声明条件不恰当 We regret to say we cannot accept your offer because your price is too high. The price of your goods is about 5% higher than that of other manufacturers’. Your terms of payment by a sight draft are too hard for us. All other firms are granting us the terms of a draft at 60 days. Your delivery date of June 30 is too late for our summer collection, which is to be finished during May. The minimum order of 200 dozen is too big for us. (2)提出自己希望的条件 If you could make a 10% discount , we would be pleased to give you an order for 50 sets. If you can make a reduction of 5%, we may give you a large trial order. Will you please reduce the minimum order to 100 dozen? If you can, we are thinking of placing a ready order with you. We are prepared to give a trial order of 100 dozen provided you guarantee delivery on or before May 31. We would like you to give us the terms of a draft at 60 days instead of a draft at sight. 结尾部分 期望得到回复 We hope you will agree to our suggestions and look forward to receiving a trial order f