外贸函电写法1.ppt

Chapter 4 Making Counter-offers and Declining Orders Contents Teaching Objectives Teaching Focus Teaching Methods Contents of Lecture Chapter 4 Making Counter-offers and Declining Orders Teaching Objectives How to write a letter of Counter-offers and Declining Orders Language points—words, expressions and sentences Reasons to make a counter-offers and declining orders Chapter 4 Making Counter-offers and Declining Orders Teaching Focus Contents of the letters Language points Some usual practice The courteous rule Chapter 4 Making Counter-offers and Declining Orders Teaching Methods Lecture Presentation Group discussion tutorial Chapter 4 Making Counter-offers and Declining Orders Contents of Lecture Chapter 4 Making Counter-offers and Declining Orders I. Counter-offer 1. Definition A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree. Chapter 4 Making Counter-offers and Declining Orders I. Counter-offer 2.Reasons to make a counter-offer Disagreement to price, packing, shipment, payment term, etc. Chapter 4 Making Counter-offers and Declining Orders II. Declining Orders 1. Reasons of declining the buyer’s order: Unsatisfied with buyer’s terms conditions Suspicious of the buyer’s credit Goods ordered are not available Chapter 4 Making Counter-offers and Declining Orders III. Content of Letter of Such Nature Thanks for and reference to the offer/order Express regret at inability to accept State reasons Make counter-offer Suggest other opportunities Chapter 4 Making Counter-offers and Declining Orders Sample letter 1 Inability to Supply Dear Sirs, Reference is made to your letter of 25th October. As you perhaps know, demand for the article you enquired for has ever been heavy since last year and we Chapter 4 Making Counter-offers and Declining Orders