报盘与还盘38661.ppt

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1、UnitFourOffersandCounter-offerObjectives:Studentsdevelopspeaking,reading,writingskills.Studentsdevelopteamworkskills.Studentsdevelopcompetenceinanalyzing.Studentsdevelopcompetenceinquestioningandinsolvingtheproblems.Studentsdevelopcompetenceinstudyingofcases.Studentsdevelopcompetenc

2、einwritinglettersofoffersandcounter-offer.报盘与还盘寄出报盘是对询盘进行回复，而一封令人满意的报盘则需要包含以下几点：表达对发来询盘的感谢详细的价格、折扣和付款方式明确指出所谈价格包含的内容（如运费和保险费等等）关于发货日期和装运时间的承诺报盘的有效期表达对报盘被接受的期望当买方拒绝报盘或其它报价时，应当写信给卖方，表达对对方的谢意，并解释拒绝的理由，不这样做会显得缺乏礼貌。拒绝信应该包含以下几点：感谢卖方的报盘对未能接受表达遗憾在适当的情况下做还盘提议今后一起做生意的其他机会DearMr.Lockwood,Than

3、kyouforletterofMarch25,2008.Muchtoourregret,wefinditimpossibletocomplywithyourrequest.Yourofferistoolowandcannotserveasabasisforfurthernegotiationwithourmanufactures.Thepriceswequotedaremostfavorableifyoutakethequalityintoconsideration.ToreachtheFDAstandardisnotaneasything.Furtherm

4、ore,youmayhaveseenfromoursamplesthatourpackagesexcellentlydesignedandprinted,whichalsoaddsourcosts.Sowecanhardlymakeanypricereduction.However,inordertodevelopourmarketinyourarea,wehavedecidedtogiveyouanexceptionalofferasfollows:ArtNo.HX1115USD23.50persetCIFC5torontoArtNo.HX2012USD2

5、0.40persetCIFC5torontoArtNo.HX4405USD23.20persetCIFC5torontoOtherconditionsremainedunchanged.Thisofferisvalidonlyforsevendays.Forthemarketisfirmwithanupwardtendency,weadviseyoutoacceptourpriceswithoutdelay.Yourssincerely,HuaxinTradingCo.,LtdHuangMingDailyArticlesDivisionLanguageP

6、ointsintheTest:Casestudy:1:inclusivecontainingorincludingeverything(ormanythings)包括……的anall-inclusiveprice包括一切费用的价格2:concessionthingsgrantedoryieldedesp.afterdiscussion,anargument,etc.让步Thecompany’spromisetoincreaseourpaywasaconcessiontouniondemands.公司答应提高我们的工资是对工会要求的让步。3:onthehighs

7、ide(ofaproduct)referringtoalittlehigherprice价格偏高Thepriceoftheproductsmanufacturedbythiscompanyisonthehighside.这家公司所生产的产品价格偏高。4:Thereisnopointin……(doingthesethings)withoutanynecessityorsignificance没有必要（意义）去做……Thereisnopointinsayingwithoutdoing.光说不做没有任何意义。5：innocase决不InnocasehaveInoti

8、cedthat.我绝对没有注意到那件事