(外贸英语函电)第五章还盘.ppt

第五章 还盘 学习目标 熟悉还盘和回复还盘信函的写作步骤 熟悉还盘和回复还盘信函的写作原则 掌握还盘和回复还盘信函的常用句式 还盘概述 一方报盘，对方若不同意其内容，可以还盘。还盘是指对所收到的发盘条件表示不同意或不完全同意，但愿意就交易的达成做进一步的洽商的回复，也称还价。根据《联合国国际货物销售合同公约》的规定，受盘人对货物的价格、付款方式、质量、数量、交货时间与地点及一方当事人对另一方当事人的赔偿责任范围或解决争端的办法等条件提出添加或更改均属于还盘。 还盘信函结构 开头感谢对方的报盘，表示愿意充分考虑对方的需求和意愿； 正文部分详细解释我方观点，阐述不能完全按对方意愿做生意的理由，说明我方产品的主要优点，争取对方下单； 然后完整陈述我方的还盘内容，包括可以接受的条款、价格等； 结尾表示希望对方考虑自己的还盘，敦促对方尽早接受，强调希望继续磋商的愿望。 示例 Dear Sirs, We are in receipt of your letter dated on July 12, offering us 100 cases of liquor at US $400 per case on the usual terms. In reply, we regret to inform you that we find your price too high. We find that we can obtain a price of US $370 per case from a local firm. We have been very pleased with your products; however, the difference in price is too big. If you can see your way clear to meet these figures, we would be pleased to place with you an order that will carry us for the rest of this year, and that order is likely to be one of the largest that we have ever placed with you. We wish to receive your favourable reply as soon as possible. Sincerely, 还盘信函的种类 一、买方要求降价的还盘信函 买卖双方对某些交易条件讨价还价,去信表明自己的要求或意见就是还盘。为了促进早日成交，还盘信需给出适当的理由，选择适当的角度，提出适当的条件。要求降价就是对价格条件的还盘,这样的还盘信要注意表明降价的理由，例如：报价高于当地市价；可以用较低的价格获得类似质量的商品；可以从别的供应商处以较低的价格购进该商品；该商品的市场疲软等。并提出降价的幅度。 示例 Dear Sirs, Thank you for your letter of August 2 quoting for black tea at $1000 per case of cartons, but we regret that at this price we cannot place an order. We are working to a number of long term contracts under which it is impossible for us to revise our prices and had your own prices been within our reach we could have placed regular large orders. We therefore hope you will reconsider your quotation and find it possible to offer a lower price, calculated on the basis of monthly order for a minimum of fifty cases. Faithfully yours, 示例 Dear Ms. Brook, Thank y