Chapter 5 Counter offers(课件)-《外贸英语函电》（第三版）（清华大学出版社）同步教学

Chapter Five Counter-offers BUSINESS LETTERS Chapter Five Counter-offers Introduction Writing guide Letter for example Introduction the original offer, the seller or the offeree the buyer or the offerer 3. This process can go on for many rounds till business is finalized or called off. 1. show disagreement to the price, or the packing, or shipment and state his own terms instead. 2. he has the full right of acceptance or refusal. In the latter case, he may make another counter offer of his own. Writing guide An expression of thanks for the offer; Express regret at inability to accept; Reasons for inability to accept the offer; Your own terms and conditions upon which business is likely to materialize; A wish of business opportunities in future. If the offer is rejected or partial rejected, a letter of rejection or an counter offer is to be written, which should include: Letter one Dear sirs, We thank you for your offer of 1st June for 25,000 yards of rayon / woolen mixed fabric and 23,000 yards of dyed cotton shirting. We immediately contacted our customers and they showed a great interest because there is a growing demand for cotton textiles. The prices you quoted, however, are found too much on the high side. ABC company, one of our customers, told us that they would possibly take up your entire stock of dyed cotton shirting, provided that the material is offered lower than 95p a yard. ABC is one of the leading garment manufactures in our country, so there is a good chance of finalizing an order with them if the present price can be lowered to meet their requirement. We hope you will take advantage of this chance so that you will benefit from the expanding market. As for the rayon / woolen missed fabric, our customers hold a fairly large stock at present because of large shipments recently received from Hong Kong. You will, however, receive orders from us soon because we are sure the recent brisk demand will deplete our stock before long. In these circumstances, we are most anxious that you will do your utmost to reduce the price for dyed cotton shirting and we await your reply with great interest. Yours faithfully Dear sirs, We wish to thank you for your letter of the 20th Feb. Offering us 50 metric tons of the captioned goods at USD 105.00 per metric ton CIF London, usual terms. In reply, we very much regret to state that our end-users here find your price too high and out of line with the prevailing market level. Information indicates that some parcels of similar quality from other sources are being sold at a level about 10% lower than yours. Besides, there’s keen competition from supplies in South Korea. Such being the case, we believe we’ll have a hard time convincing our end-users at your price. Should you be ready to reduce your limit by, say 8%, we might come to terms. It is in view of our long-standing business relationship that we make you such a counter-offer. As the market is declining, we hope you will consider our counter- offer most favorably and fax us acceptance at your earliest convenience. We are anticipating your early reply. Yours faithfully Letter two Dear sirs, Thank you for your letter of March 11. We are disappointed to hear that our price for the captioned goods is too high for you to work on. Much as we would like to cooperate with you in expanding sales, we are regretful that we just cannot see our way to entertain your counter-offer, as the price we quote is rather realistic. As a matter of fact, we have received a lot of orders from various sources at our level. If you could accept our price after careful consideration, please do let us know. On account of a limited supply available at present, we would ask you to act quickly. We are looking forward to your early reply. Yours sincerely Letter three Dear sirs, We acknowledge receipt of your letter dated April 2. In the letter you asked us for more favorable terms. We regret that at the present moment, we are unable to offer more than the terms agreed upon last year. Apart from the fact that our margin of profit would be quite narrow, there is the additional problem of maintaining our retail prices at a competitive level. We, nevertheless, are willing to give you a discount on larger orders and enclose a list of the lines with the appropriate discount against each one. We hope that these generous discounts will bring about a substantial order. We look forward to hearing from you soon. Yours sincerely Letter four Dear sirs, We have received your offer of June 26 and regret that you have turned down our counteroffer. As we are in urgent need of the goods and anxious to conclude the business with you, we have made our every effort to persuade our client to accept your offer of $ 35.00 per piece. Fortunately, our customer in Vancouver has changed his mind and approached us again with an order for 3,000 dozen of the above goods on your terms. We are very pleased to have been able to finalize this initial business with you after protracted exchange of correspondence, and look forward to your sales contract, upon receipt of which, we will open the relative L/C without delay. Yours faithfully, Letter five Chapter Four Offers BUSINESS LETTERS Chapter Four Offers Introduction Writing guide Letters for example Introduction an offer should be a promise to supply goods on the terms and conditions stated usually made either by way of advertisements, circulars and letters or in reply to enquiries made and accepted before a contract can exist made with accuracy it always concludes with an expression of hope that the offer will be accepted Two types firm offer non-firm offer Writing guide An offer should include the following parts: An expression thanks for the enquiry, if any; Name of commodities, quality, quantity, and specifications; Details of prices, terms of payment, commissions, or discounts, if any; Packing and date of delivery; The validity of the offer; Favorable comments on the goods themselves; An expression of hopes for an order. Letter one Dear sirs, We thank you for your enquiry of October 15. As requested, we are airmailing you, under separate cover, one catalogue and sample books for our Tianjin printed pure silk fabrics. We hope they will reach you in due course and will help you in making your selection. In order to start a concrete transaction between us, we take pleasure in making you a special offer as follows: Article: No.8002 Tianjin Printed Pure Silk Fabrics Design: No.46839-2A Minimum: 20000 yards Packing: In bales or in wooden cases, at seller’s option Price: US $54 per yard CIF London Shipment: To be made in three equal monthly installments, beginning from January 2013. Payment: By confirmed L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above offer will be acceptable to you and await with keen interest your trial order. Yours faithfully Letter two Dear sirs, Thank you for your letters of September 30. As you know, the quality of our products is very good, and during the past few years we have supplied our goods to dealers in several tropical countries. In compliance with your request, we are making you the following offer: Art No. T1258 USD68.50 Per Set CIF3 Dubai Art No. T1356 USD15.60 Per Set CIF3 Dubai Art No. T1436 USD30.20 Per Set CIF3 Dubai Art No. T1789 USD25.50 Per Piece CIF3 Dubai Minimum Order Quantity: One 20’ FCL container for each Art No. Packing: Art No. T1258, one set per carton, total 150 cartons to a 20’FCL. Art No. T1356, 12 sets per carton, total 150 cartons to a 20’FCL. Art No. T1436, 8 pieces per carton, total 150 cartons to a 20’FCL. Art No. T1789, 10 sets per carton, total 150 cartons to a 20’FCL. Shipment: To be made within one month upon receipt of relevant L/C. Payment: By confirmed L/C payable by draft at sight. Insurance: To be covered by the seller for 110% of the invoice value against All Risks and War Risk. We should particularly stress the importance of price since the principle market here is for mass-produced goods at popular prices. And we trust your enquiry will get the careful and prompt attention by our corporation. If you are interested in other models, please see the enclosed illustrated catalogue. We are awaiting your early orders. Yours faithfully Dear sirs, Thank you for your letter and samples sent on October 10. We have carefully examined the sample and can assure you that we are able to produce articles of identical type and quality. For the quantities you mention we are pleased to quote as follows: Men’s Box Calf Shoes (brown) Sept. 100 pairs $15.00pr. ---ditto---(black) Immediate 100 pairs $15.50pr. Ladies’ kid Tie Shoes Sept. 100 pairs $14.50pr. Ladies Calf Court Shoes Oct. 100 pairs $14.00pr. Net price, FOB London All items for which we have quoted are made from very best quality leather. And we have a good reason to believe that we could place regular orders with you if your prices are competitive. We are awaiting your reply. If you find it acceptable, please let us have your reply as soon as possible. Yours sincerely Letter three Dear sirs, Thank you for your inquiry of September 30 for our Trial Grabber brand bicycles. In reply, we take pleasure in offering you as follows: Item# Unit Price 032340 20” men’s US$ 55.00 032341 20” women’s US$ 57.00 042340 26” men’s US$ 56.00 042341 26” women’s US$ 58.00 Payment: By Letter of Credit in seller’s favor. Delivery Date: Within 60 days after receipt of your order. The above prices are on a CIF London basis. Shipment can be made within two months after receipt of your order. We have quoted our most favorable price and are unable to entertain any counter offer. Please note there has lately been a large demand for the above commodities and such growing demand will likely result in increased prices. However you can secure these prices if you send us an immediate reply. Sincerely yours, Letter four Dear sirs, Your letter of October 10 asking us to offer you the cotton shirts has received our immediate attention. We are pleased to be told that there is a great demand for our products in London. In compliance with your request, we are making you the following offer subject to our final confirmation. Commodity: Cotton shirts different colors and pattern assortments Size: Large( L ), Medium( M ), Small( S ) Packing: Shirt are wrapped in plastic bags and packed in standard export cardboard cartons Price: CIF London per dozen in RMB, L: 45, M: 42, S: 35 Payment: By confirmed L/C payable by draft at sight We hope the above will be acceptable to you and await with interest you early order.  Yours faithfully Letter five $$