商务英语函电课件耿民主编ISBN 9787566302502PPTunit 4.ppt

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1、Unit4CounterofferLettersCOUNTEROFFERLETTERSContents4-1Objectives4-2Leadingin4-3Practicalreading4-4Layout,BasicStructure,MainPointsofCounterofferLetter4-5SampleLettersofCounteroffer4-6KeyWordsofCounterofferLetter4-7BasicSentencesofCounterofferLetter4-8SituationalD

2、ialogues4-9PracticalExercisesObjectivesAfterstudyingthelesson,youshouldbeableto1.Knowtheeffectofcounteroffer.2.Understandthebasicstructureofcounterofferletter.3.Practicewritingcounterofferlettersbyusingwordsandexpressionsinthelist.4.Askthestudentstomasterthekeywo

3、rdsandbasicsentencesfreely.5.Gaintheabilitytomakeconcessionsandbepoliteandreasonablewhenmakingcounteroffers.6.Masterthewritingmethodsofcounterofferlettersthroughdoingmoreexercises.7.Befamiliarwiththecounterofferstrategiesfrequentlyused.LeadinginWhenanofferhasbeen

4、made,whatwilltheoffereedo?Willheaccepttheofferimmediatelyandunconditionally?Ifhedoesn’tagreewithanytermsorconditionsintheoffer,whatwillhedo?Yes,yougotit.Theoffereewillmakeacounteroffertorespond.Doyouknowhowacounterofferismade?Whatwillbeinacounterofferletter?What’

5、sthedifferencebetweenanofferletterandacounterofferletter?Thefollowingcontentswillmakeyoufamiliarwiththeseitems.PracticalReading1.Acounterofferisapartialorfullrejectionoftheoriginalofferoftheseller.2.Whenreceivingtheseller’soffer,thebuyerwillnotacceptitimmediately

6、andunconditionallyunlesstheofferisquitereasonableandsatisfactory.3.Moreoften,thebuyerwillanalyzetheofferandthecurrentmarketsituationcarefullyandthensuggestsomechangesinthetermsandconditionsintheoffer.Thenhewillstatehisowntermsandconditionstotheseller.Suchalterati

7、ons,nomatterhowslighttheymayappeartobe,signifythatbusinesshastobenegotiatedontherenewedbasis.Topersuadethesellersuccessfully,thebuyershouldgiveproperreasonstosupporthissuggestions.Wecallthisreplytotheofferorfromtheoffereewithrevised,restrictiveoradditionaltermsan

8、dconditions“counteroffer”.Oncethecounterofferismade,theoriginalofferwillbeinvalid,andthebusinesswillbenegotiatedonthebasisofthecounteroffer.Theoriginalofferoro