外贸英语函电U4（2）.pptVIP

Unit FourOffers and Counter-offer Objectives Students develop speaking, reading, writing skills. Students develop teamwork skills. Students develop competence in analyzing. Students develop competence in questioning and in solving the problems. Students develop competence in studying of cases. Students develop competence in writing letters of offers and counter-offer. Background: 经营轻工业品进出口贸易的华信贸易有限公司今收到客户的还盘如下： March25, 2003 Dear Mr. Huang, Thank you for your e-mail of March 16,2003 and your samples. For your information, our customers are quite satisfied with the lab report of your samples, but they are still holding back. After careful examining and comparison with similar products of other makes, we find your quotation is really much higher. Unless the prices could match with the market level, it is difficult to persuade customers to purchase from you. So, we would counter offer as follows: Art No. HX1115 USD23.00 per set CIFC5 Toronto Art No. HX2012 USD19.20 per set CIFC5 Toronto Art No. HX4405 USD22.90 per set CIFC5 Toronto Actually, competitive prices for a trial order can often lead to a high market share with enormous profits in future. We hope you will take this factor into account and wait for your early reply. Yours truly, James Brown Sons Paul Lockwood Purchasing Division 客户的还盘即构成了新的报盘，请根据以上新报盘，以华信公司业务员的身份给客户写一封还盘函。要求经过仔细的核算，在利润不少于10%的基础上进行还盘。 1、对于客户新的报盘，应该以什么形式做回复呢？ In response to an offer, counter-offer may be sent. 2、还盘应该包含些什么内容？ A satisfactory counter-offer should include the following: a. An expression of thanks for their last letter/E-mail b. Details of prices, discounts and terms of payment c. An undertaking as to date of delivery or time of shipment d. The period for which the quotation is valid. Huaxin Trading Co., Ltd. 14th Floor Kingstar Mansion, 676 Jinlin Road Shanghai, China Tel: 0086-21 fax: 0086-21-625974906 March