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1、操作五：拟写还盘函经仔细核算后，写出还盘信，具体要求如下：1阐述我方报价理由；2竞争应以质取胜，而非低价竞销。并说明理由；3鉴于对方提出的问题有一定道理，特在价格上给予一定的减让，已弥补对方在开拓市场、广告促销等方面的开支和费用。但订货数量必须至少为两个40'集装箱（整箱）。4有关付款方式，因本公司惯例为即期信用证付款，暂无法接受赊帐.但为了开拓市场，并本着高度诚意，特同意采用45天远期信用证付款方式。当双方建立巩固的关系后,可以酌情考虑其他灵活的方式。信函日期：2003年3月22日参考答案操作五：还盘参考双城（集团）国际贸易公司TWINS
2、CITYGROUPINT'LTRADECORP. 地址：中国上海中山西路1271号ADDR：SUITE508,CONCHBUILDING 海螺大厦508室 1271ZHONGSHANRD(W) SHANGHAI,CHINA 电话：86-21- TEL：86-21- 传真：86-21- FAX：86-21-TO:N.V.NOM DATE:March22,2003DEARSIRS,WehavereceivedyourmaildatedMarch17,2003andaregladtohea
3、rthatyouaresatisfiedwithourproducts.WehavestatedinourpreviousletterthatourproductsarespeciallydesignedforEuropeanmarket.Asyoumayaware,travellinginsparetimesbecomesmoreandmorepopularinEurope.Peoplegoforanoutingduringweekendstoenjoythebeautifulsceneryofthenature.Ourgardenfac
4、ilitiescannotonlybeputingardensandpublicplaces,butalsocanbedisassembledandputinthecar.Justthinkafamilysittingaroundwithgreengrassblueskyandwhitecloudsasbackground,whatanicepictureitwillbe.Sowethinkyoualsoagreethatourproductswillbewarmwelcomedbyyourcustomers.Andourpricesare
5、surelynothighcomparedwiththepurchasingpowerofyourmarket.Chineseproductsarenolongermeaninglowerprice.Theadvantagesofourproductsareattractivedesign,highqualityandreasonableprices.AsweareapplyingfortheEuropeanpatent,itmeansthatonlyourcompanycanusethetechniquetoproduce.Itwilli
6、ncreaseourcompetingabilityinthemarket,alsoitwillbeagreatchanceforyouasanimporterordistributor.Therefore,yoursituationiswellunderstood.Wereallywanttohelpyou,sowedecidedtomakesomedeductiononthepriceforyourtrialorder,undertheconditionthatthemin.quantityshouldberaised.Thenewpr
7、icesareDS-1-A@US$59.60andDS-2@US$106.50CIFC5ROTTERDAMforone40'containerofeach.ForAS-2andAS-1,themin.quantityremains20'FCLforeachart.no.,andthepricesareUS$30.70andUS$3.90CIFC5ROTTERDAMrespectively.Asforthetermsofpayment,sightL/Cisourusualpractice,Weprobablycan'tacceptO/A.On
8、lywhenwehaveestablishedasteadybusinessrelation,canotherterms,asD/P,D/A,orevenO/Acanbeused
