外贸英语函电2014.09 lecture 6-t couteroffer

1、Lecture 6 Counteroffer Review: OFFER An offer/quotation is a promise to supply goods on the terms and conditions stated. In an offer, the seller not only quotes the price of the goods he wishes to sell, but also indicates all necessary terms of sales for the buyers consideration and acceptance. How to make an offer Analyzing Letter 1, 2, 3Paragraph One: GRATITUDE Paragraph Two: DETAILS Paragraph Three: VALIDITY Paragraph Four: HOPE Writing Steps1. Expression of thanks for the inquiry, if any; 2.

2、Name of commodities, quality, quantity and specifications (including sizes, models, material, etc); 3.Prices, discounts and terms of payment;4.Packing and delivery;5. Validity period of the offerAn offer letter usually includes the following contents: In reply, we offer firm, subject to your reply reaching us on or before Spet. 30 for 250 metric tons of Groundnuts, Handpicked, Shelled and Ungraded at RMB￥2 000 net per metric ton CFR Copenhagen and any other European Main Ports. Shipment to be ma

3、de within two months after receipt of your order payment by L/C payable by sight draft.Review A draft is a written order for payment of money by a bank, especially from one bank to another. A sight draft is a bill payable on presentation. hand over formally If you hand over to someone or hand something over to them, you give them the responsibility for dealing with a particular situation or problem They would like to hand over their financial affairs to another body. 他们想把自己的财务移交给另一个机构管理。 1. They

4、 honored the last sight draft. 他们承兑最近这张即期支票. 2. He pays to the seller the full amount of the sight draft, without any deduction. 他向卖方支付即期汇票的全部金额, 不打折扣. 3. We also have to make out a Sight Draft , drawn on AmBank for thirty thousand dollars. 我们还需要开一张即期票据,从美洲银行/美国央行提出三万 美元. honour a cheque if your bank honours a cheque that you have given someone, it pays the money to that person http:/www.ldoce- 方十日内复到为条件：10公吨罐装芦笋，每罐3.2伦敦到岸价，船 期3/4月份。支付条款是凭即期汇票支付的、保兑 的、不可撤销的信用证付款。相信上述报盘能为你方所接受。殷切期待好消息。2014年1月15日

5、HOMEWORK Jan.15, 2014 Dear Sirs, Thank you for your enquiry of January 10. We are now making you an offer, subject to your reply reaching us within 10 days, as follows: 10 metric tons of canned asparagus at 3.20 per tin CFR London, for shipment during March/ April. Payment is to be made by confirmed irrevocable Letter of credit payable by draft at sight. We trust the above offer will be acceptable to you. Awaiting your favorable reply with keen interest. Yours faithfully, Homework - GW-2敬启者： 我方以

6、每公吨220美元黄浦离岸价报给贵方2014 年产长粒型精米300公吨，含15碎米。可在 2014年1011月间发货。 以不可撤销的即期信用证支付。 此盘以未售商品为准。 因行市坚挺 盼贵方立即接受我方发盘。 2014年9月20日We offer 300 metric tons of polished long grain rice, 2014 crop, 15% broken, at USD 220 per metric ton FOB Huangpu, for shipment during October/ November 2014. Payment is to be effected by irrevocable sight L/C This offer is subject to goods being unsold. Since the market is advancing, We are looking forward to your immediate acceptance.Review 现向你方开报真丝衬衫3,000打，每件 45英镑CIF伦敦净价，装运期为2010

7、年 4月份。付款条件是以我方为受益人的、 保兑的信用证凭即期汇票支付。此报盘 为实盘，以你方答复于2月25日前到达我 方为有效。 支付：以我方为收益人的100%保兑的 信用证凭即期汇票支付，信用证必须 在装运前一个月开到卖方并在装船后 15天内在中国议付有效。 We are making you an offer for 3 000 dozen Silk Blouses at $ 45.00 net per piece CIF London for shipment in April, 2010. Payment is made to by a confirmed L/C in our favor payable by draft at sight. This offer is firm, subject to your reply reaching us on or before February 25, our time. Payment: by a 100% irrevocable L/C in our favor payable by draft at sight to rea

8、ch the seller one month before shipment and remain valid for negotiation in China till the 15 days after shipment.New Lecture: COUNTEROFFER A counteroffer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree. How to make a counteroffer Analyzing letter 1 Paragraph One: GRATITUDE Paragraph Two: REASONS Paragraph Three: COUNTER-PROPOSAL Paragraph Four: HOPE Writing Steps1. Thanks for the original offer; 2. Polite expressions of re

9、gret at the inability to accept the offer and the reasons to support it; 3. Suggestions or amendments to the original offer; 4. Hopes for acceptance of the changes and a quick reply.A counteroffer includes the following parts:Key Words & ExpressionsKey Words & Expressions on usual terms in reply regret find your price too high be out of line with / be in line with indicate counteroffer in view of decline at your earliest convenienceKey Words & ExpressionsKey Words & Expressions be found to be on the high side level firm with an upward tendency likelihood lapsePractice2.We from your letter of May 15 that you are _ the _for green tea. 1. As the market is , your price is

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