(国际商务英语函)Unit 5 Offer and Counteroffer.ppt

Background Knowledge Once the seller has replied the potential buyer’s enquiry and found there is a possibility of business between them，an offer letter is written to express the willingness of supplying the particular goods on specific terms for the buyer’s acceptance. However, the buyer is not always accepting the terms immediately and thus a counteroffer will be sent to the seller expressing some preference and hope from the buyer. There might be several rounds of negotiation before a deal is made. Generally speaking, both parties will compromise a little bit to contribute a successful transaction. Objectives After learning this unit,, students should be able to: ? know what and how to offer for the goods. ? know the essential components of a letter to make an offer and counteroffer. ? master typical sentence patterns and expressions in writing offer and counteroffer. Knowledge to impart (1) Are you always happy with the seller’s offer when shopping? (2) What will you do if you want a better offer? (3) Have you got any successful bargaining experiences? key Points 1.Thank you very much for your inquiry of April 1 for …. 感谢贵方4月1日的询盘….. 请看类似的表达方法： ?We highly appreciate your kind enquiry. 感谢贵方的询盘。 ?We wish to express our appreciation of your efforts to push the business 我们非常感谢您在促成这笔交易时所做的努力。 key Points 2. subject to…取决于……在翻译时可根据实际语境进行意译 ? Our offer is firm subject to your reply reaching us not later than August 25th. 我方的报价以贵方不迟于8月25日的回复为准。 ? Whether or not to accept your recommendation is subject to my superior. 是否接受贵方建议取决于我的上司。 key Points 3. Regrettably, we are unable to accept your offer as your prices are too high. 很遗憾我们不能接受贵方的发盘因为你们的报价太高。 请看类似的表达方法： ? We might not do business with you unless you could make us some discount, say 20%, on your prices. 除非贵方可以提供价格优惠，如20%，不然我方难以与你方做生意。 ? As for your last firm offer of 15% discount for cashmere, we cannot accept. 至于你方最近关于开丝米15%折扣的实盘,我方不能接受。 ? Your counter-offer of 20% discount for 100% Cashmere Sweater is be