外贸函电14.ppt

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1、Lesson14PersuadingtheBuyertoAccepttheOfferLesson17DecliningaCounter-OfferIntroductionNegativelettersaredisappointing,butcarefulplanningandorganizingwillreducetheimpactyetmaintaingoodwill.Whenyouhavetorefuseordecline,itismutuallybeneficialifyoudeemphasizethebadnewsitself,atleastnot

2、toleaveitoutstanding.Strategyofaddressingbadnewsistheindirectapproach.Vocabulary1.above-mentionedarticle:上述商品2.firm:坚挺的，稳步上涨的3.upward:向上的，上升的4.tendency:趋势5.likelihood:可能性6:significant:显著地；重要的MainIdeaThisletterismadebythesellertorejectthebuyer’scounterofferandpersuadethebuyertoacce

3、pttheoriginaloffer.Expression1.persuadesb.todosth.:说服某人做某事Wehavepersuadedtheprospectivebuyerstoplaceorderswithyou.Pleasepersuadethemtomakeaspecialefforttomeetthedeliverytimerequired.Thesellermakeacounter-counteroffertopersuadethebuyertoaccepttheoffer.我们不可能说服最终用户接受你们的价格。Itisimpossi

4、bleforustopersuadeourend-userstoacceptyourprice.Expression2.outoflinewith:与……不符Yourpriceisentirelyoutoflinewiththeprevailingmarket.Thecommoditiesyouofferedareoutoflinewithourbusinessscope.你方所报商品不属于我方经营范围。你方还盘与市场不符，故我方无法接受。Thepriceyoucounter-offeredisoutoflinewiththemarket,soitisbe

5、yondwhatisacceptabletous.Expression3.firm:adj.确定的；有效的；坚挺的Theofferisfirmfor3days.Thisisafirmoffer.Weofferfirmasfollows:Thefurmarketisquitefirm.Themarketisfirmwithanupwardtendency.市场坚挺且有上涨趋势。Themarketisweakwithadownwardtendency.市场疲软且有下跌趋势。Expression4.inone’sinterest:intheinterestofs

6、b.为了某人的利益Intheinterestoffuturebusiness,weagreetoacceptyourterms.Thissuggestionismadeintheinterestofallpartiesconcerned.Wewouldsuggestinyourinterestthatyouacceptouroriginalofferwithoutanydelay.我们提出这一建议正是为了你方的利益。Itisinyourowninterestthatweputforthsuchaproposal.课文例信的结构Structure告知收到对方

7、来信，说明无法接受其还盘陈述无法接受对方还盘的原因建议或期盼ReadLesson17byyourselfStructureofthecounter-offerStartwithafriendlyorneutralbufferProvideyourreasonsforthenegationStateorimplythebadnewsproperOfferyoursuggestionoralternativesCloseonapositivenote,andamiableTheEnd