外贸通讯 - 柜台报价.docx

第六章 Counter-Offers还盘第一节 Counter-Offers Letters还盘信一、The Steps of Writing Counter-offer Letters还盘信的写作步骤还盘（Counter Offer）又称还价。指交易一方收到对方报盘后，不同意或不完全同意报盘中的内容，但又有意达成交易，为进一步洽商，便向对方提出新的条件，修改条件或其他要求，均称为还盘。　　还盘是对卖方的原报盘的部分或全部拒绝。在还盘信中，买方可对报盘的某些条款提出不同意见。为了向卖方表明自己的立场，买方应阐明适当的理由，继而提出自己的条件。对买方的提议卖方可以接受或拒绝。如果拒绝，卖方可提出反还盘。这个过程可能有很多轮，直至最后成交或交易谈判失败。　　还盘是对发盘的拒绝。还盘一经做出，原发盘即失去效力，发盘人不再受其约束。　　还盘可以有很多轮直至成交或取消交易。在还盘时，重要的是清楚地陈述自己的观点，认真选词避免误解，这里可以参考报盘的规则。　　还盘信结构如下：　　1．感谢对方的报盘；（Thanking the reader for their quotation）　　情景搭配用语：[Useful expressions]　　● We wish to thank you for your letter of…（感谢你方……的来信）　　● Thank you for …（感谢……）　　● In reply to…（回复……）　　● We thank you for…（感谢……）　　2．对不能接受报盘表示歉意；（Showing your regret for not being able to accept the offer）　　情景搭配用语：[Useful expressions]　　● We regret to say…（很遗憾……）　　● While we thank you for…（感谢……但是……）　　● Regretfully…（很遗憾……）　　3．说明自己不能接受报盘的理由；（Stating the reasons for not being able to accept the offer）　　情景搭配用语：[Useful expressions]　　● As the market is declining… （由于市场下跌……）　　● Our customers find it too high to accept.（我方客户认为太高无法接受。）　　● Some other makes can be easily obtained at much lower prices.（可以低价得到其他产品。）　　4．阐述自己的观点，包括可以接受的条款、价格等（做具体还盘）；（Stating your own idea，including terms and conditions acceptable，etc.）　　情景搭配用语：[Useful expressions]　　● If you reduce your price by…（如果能降价……的话）　　● We suggest you reduce your price by …（建议你方降价……）　　● A reduction of 3% will help us promote the product.（降价3%会帮助我方促销。）　　5．表示希望对方考虑自己的还盘，敦促对方尽早接受，并提示一起做生意的机会。（Wishing the reader to accept your counter-offer, urging the reader to accept early, and mentioning the opportunities of doing business.）　　情景搭配用语：[Useful expressions]　　● We wish you will consider…favorably.（希望同意……）　　● We are anticipating your favorable…（盼你方早日肯定答复……）　　● We are still interested in doing business…（我们还希望与你方做生意……）二、Text Explanation and VocabularyⅠ课文分析与词汇1Dear Sirs, 　　RE：COUNTER-OFFER FOR BICYCLES 　　Thank you for your letter concerning the offer for the captioned1bicycles. Although we appreciate the quality of your