5.5Knowledge Links（课件）-《商务英语函电》同步教学（北京邮电大学出版社）

Chapter 5Counter-Offers and Replies 还盘与回复 1 YCF 5.1 5.2 5.3 目录 CATALOG 5.4 Case1 Case2 Knowledge Links Case3 5.5 Case4 2 还盘及回复是以价格谈判为核心内容的业务阶段，同时还会涉及货物的包装、发运和支付方式等其他条款。在这一阶段，为协调双方对交易的不同观点争取达成一致，函电往来需要特别注意表述清楚、准确和语气的把握。在内容上则要突出针对性，围绕对方提出的问题作答。但在策略上，则应该综合平衡交易内外部条件的各个要素，以便找出解决办法避免陷入死角。这些因素都对词句使用和结构发展提出较高的要求。 3 准确掌握询盘及回复业务阶段常用介词、动词短语和带有假设的句型结构，能够区分近似短语间的语气差别，能够熟悉交易内外条件的描述。 学习目标 4 能主动遵循英语的语言习惯，使用英语特有的短语和复合句表达方式，达到既能清楚表达己方有利条件又不激化矛盾。同时保证全文结构流畅，话题切换自然，有效解决价格矛盾等冲突，最大限度地为开展业务创造机会。 能力目标 5 5.5 Knowledge Links 6 1. Frankly,as an expert in this industry,you might agree with us that our offer is in line with the best price level given the superior quality of our products and service. “坦率地说，您作为这一行业的专家，可能会和我们一样认为，就我公司产品和服务的高质量而言，我们的报盘已经是最好的价格水平。” 用来说明我方原有报价已经非常优惠的一种表达方法。 5.5.1 Key Structures and Expressions 7 2. Indeed，there is almost no marginal room for such a modest order. “事实上，对于这样的小额订单，我们无利润可言。” “room”（利润）空间。“modest”不太多的，在文中指订单金额小。 3. Furthermore，no training fee will be charged to your account except the cost of parts and trips incurred. “我公司给予你方免除培训费的进一步优惠，但培训相关的零件和差旅费由你方负担。” 8 4. We appreciate it very much that you have your price reduced by 5%. “我方非常感谢你方将价格削减了5%。” “have your price reduced”意为“将你方价格削减”。 5. However,we regret to point out that your current price is still about 20% higher than the market price for products of the same line. “但是，我们很遗憾地指出你方现在的价格仍然高出市场同类产品的20%。”使用“However,we regret to”的句式缓解语气。 9 6. In the current economic situation,it seems that many brand companies are trying to expand their market shares in the Chinese market by lowering their price levels. “在目前经济情况下，很多品牌公司正通过降低价格来扩大他们在中国市场的份额。”使用“it seems that”语气较为温和地引出支持降价的理由。 7. Though we have done our best,we are still not able to persuade our vendors to place their orders with us unless you have a further price cut of 5%. “尽管我们已经作出最大的努力，我们还是无法说服批发商订货，除非你方将价格再削减5%。” “not…unless”意为“除非……，否则”，引导条件从句。 10 8. We are expecting your early decision as the school season