外贸函电-价格与反还盘.pptVIP

Unit Three:On Price and Counter-Offer Introduction Letter Analysis Specimen Letters Useful Expressions Exercises I. Introduction (1) On Price Price is the crux matter in Business, “Business is a combination of War and Sport,” That’s why both parties – the importer and the exporter – are always fighting for better prices. Prices for specific commodities, services or securities are not hard to gather or to understand. Wholesale price quotations for primary products (coffee, wheat, ec.) and basic manufactures (iron, steel, aluminum, etc.) are published in trade journals or by government agencies in many countries. I. Introduction Well over 100 such quotations for different products and different countries can be found each month in the United Nations’ Monthly Bulletin of Statistics. Retail prices for commodities are most usually available on a regular (monthly) basis in government publications. In the United States, for example, the Bureau of Labor Statistics published average urban prices of food and fuels each month. (2) Counter-Offers(还盘) and Counter-Counter-Offers(再还盘) After receiving a firm-offer or a non-firm offer, the offeree will not accept it offhand and unconditionally unless the offer is quite reasonable and to his satisfaction. Usually, the buyer tends to make a very careful analysis and study of the offer and the current market situation, shows disagreement to some contents such as the price, packing, shipment, etc., suggests some changes of the terms and conditions to the seller, which we call counter-offer. 还盘一旦发出,原来的发盘就失效,这个还盘实际是个新的发盘. I. Introduction From the above, we can say, counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree. When the buyer draft the letter of partial rejection, he should cover the following points: Thank the seller for his offer; State reasons and express regret at inability to accept the offer; Make a counter-offer if, in t