第3章还盘和出口还价核算.pptVIP

国际商学系 徐艳琴邮箱：xyqmandy@; 第二章 还盘与出口还价核算; Buyer seller enquiry → (A request for trade terms) ← offer (Statement about trade terms) counter-offer → (?) ← counter-counter offers (?) ;出口还盘; 在出口方发盘后，进口方往往会就价格进行还盘。这 时出口方通常面临三种选择： 一是完全接受对方的还价，合同即告成立； 二是坚持原价，即拒绝对方的还价； 三是针对对方的还价进行再还价，或是有条件地接受对方的还价。;还盘函的基本结构;破题部分;承接部分;(2)提出自己希望的条件;结尾部分;Dear Mr Wang, We are glad to receive your offer of march 16 and relative samples. In reply, we regret to say that your prices are not competitive enough.Information here indicates that plush toys from other suppliers sold about 5% lower than yours. we really appreciate the good workmanship and lovely designs of your products,but are also aware that the price level counts much,especially in the initial sales stage. to set up the trade ,may we suggest you give a special discount as follows: ; KB0278 USD 9.3/set KB0677 USD 14.0/set KB5411USD 11.1/set KB7900 USD 14.9/set CIF Rotterdam on 20’FCL basis Meanwhile, we usually deal with our clients on D/P terms,which is easier and cost saving than L/C.We hope that method of payment will be acceptable to you also. Actually,competitve prices and flexible payment terms for a trial order can often lead to a big market share with great profit in the future, We hope you will take this factor into account and wait for early reply. yours truly ;Counter-offer;However, in order to develop our market in your area. We have decided to give you an exceptional offer as follows: CIF Rotterdam on 20’FCL basis Art NO.KB0278 USD 9.6/set Art NO.KB0677 USD14.5/set Art NO.KB5411 USD 11.5/set