Project 5（课件）-《商务英语外贸函电》同步教学（大连理工大学出版社）

Counter-offer Project 5 Part 1 Basic Knowledge Concerned Part 2 Letter-writing Guide Part 3 Other Commonly Used Expressions and Sentences Part 4 Sample Letters Part 5 Practical Training Counter-offer Project 5 Leading-in Tasks 　　Try to finish the following task and predict the objectives and focus of this unit. 　　假设你是英国威娜贸易公司（Wella Trading Co. Ltd.；Address：15 Newell Street, London, Britain；Tel：0044-20-76712345；Fax：0044-20-76767890；E-mail: wella@hotmail.com）进口部的经理。最近，你公司收到广州金叶鞋业公司（Guangzhou Jinye Shoes Company；Address：138 Yanjiang Road, Guangzhou, China；Tel：86-20-88888888；Fax：86-20-88888889；E-mail：jinye8899@163.com）发来的关于AMI牌鞋子的实盘。你们对该公司的报价不满意，打算就价格方面的问题与其磋商。现在，请代表公司拟一封还盘函。注意信中务必包含以下内容： Counter-offer Project 5 Leading-in Tasks (1) 感谢贵公司9 月1 日给予我方100 双AMI 牌鞋子成本加保险费、运费至利物浦(Liverpool)每双40 欧元的报价。 (2) 很遗憾我们不能考虑按贵方价格成交，因为贵方价格与市场不一致。同等品质的鞋子，本地的百货公司零售价格低很多。 (3) 鉴于我们之间长期的贸易关系，我们愿意给你们一个还盘，希望贵方可以将价格降低10 欧元。 (4) 如果贵方能接受我们的还盘，我们将会考虑订购200 双。 (5) 希望贵方对我们的还盘给予认真的考虑并在北京时间2019 年9 月10 日下午5 点前答复我方。 (6) 盼佳音。 Basic Knowledge Concerned Part 1 1. The Significance and Effect of Counter-offers 　　In international trade, when the offeree accepts the terms and conditions stated in the offer, the transaction is concluded. However, in most cases, the offeree would reject the terms and conditions or state his own terms and conditions by return. The rejection or partial rejection of the offeree to the offer is called counter- offer. A counter- offer is virtually a counter proposal initiated by the original offeree. In a counter-offer, the buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. Once the counter-offer is made, the original offer is no longer valid, and the offeree now becomes the offeror as the counter-offer becomes the new offer. Basic Knowledge Concerned Part 1 1. The Significance and Effect of Counter-offers 　　Counter-offer constitutes the main part of business negotiations. During the negotiation, many issues (such as quality, quantity a