Your Topic Goes Here,Your subtopics go here,Second level,Third level,Fourth level,Fifth level,*,国际贸易操作流程专业英语,International Business Operation,Section I,Business Negotiation,Unit 3,Counter-offers,Learning Objectives,Following are the goals for this unit.Read them and consider your personal goals.,1.To learn how to express prices of commodities.,2.To learn about the contents of a counter-offer.,3.To learn how to bargain the price or other terms of a transaction.,4.To understand and be able to use words and expressions related to the topic of prices.,5.To practice writing letters of counter-offers or replies.,Notes on Useful Terms,1.Canada oats 加拿大燕麦,2.be in a position to do 能够(指处于能做某事的地位),We are gearing our production to your requirements and shall soon be in a position to offer you substantially.,We are not in a position to promise you that we will manufacture it in the near future.,be in a position to 通常不宜于与条件从句连用，下面的句子用can或shall be able to较好：,If you can reduce the price by 5%,we shall be able to order 200 pieces.,If you open L/C immediately,we shall be able to ship the goods this month.,3.on the high side 偏高(指价格),When referring to price,this expression means“somewhat high,“sounds a bit high,“out of line or“unworkable.,类似的表达还有：,Your price is a bit high.,Your price is too high.,Your price is prohibitive.,4.allowance n.折扣，折让,No special allowance could be given to small purchases.,The carriers made an allowance of 5%for late delivery.,5.push the sales 推销,6.counter offer v.&n.还盘,The price you counter-offered is not in line with the prevailing market.,If you cant accept,please make the best possible counter-offer.,7.reduction n.减少,reduce v.减少，减低,“减价还可以用cut，“减到某一程度用bring down to，“略减用shade。,Buyers ask for a reduction in price.,Buyers ask for a reduction of 25 per ton.,In order to close this deal,we shall further reduce our price.,We are sorry that we cannot even shade our prices since it is closed calculated.,We are prepared to bring down our price to the level you indicated in your letter of 5 August.,Our closely calculated price cannot be further reduced.,8.thanks to 由于,Thanks to the help of our Counselors Office in your country,we have established business relations with you.,Thanks to your cooperation,we have finally come to terms.,9.convince vt.(使)确信，(使)信服；劝说，劝服,Sellers were firmly convinced that their products are of top quality.,You are the right person to convince your clients.,Buyers are now convinced of the excellent quality and favorable price of our goods.,We cannot convince you of having bought the goods at such a price.,10.be prepared to do 准备，打算(含有既愿意又能够的意思),If you require additional,we shall be prepared to arrange.,11.provided conj.假假设，倘使,The goods will be delivered next week provided the drivers are not on strike.,12.acceptable adj.可接受的,Your offer is not acceptable.,13.anticipate v.盼望，期望,We anticipate your acceptance.,We anticipate receiving your early reply.,We anticipate that fresh supplies will arrive next month.,14.call for,要求，需要,We have got the goods ready.When will you call for it?,The wording of the sole agreement calls for some revision.,The L/C calls for direct shipment.,15.do better (,指价格时,),出较高,(,或更低的,),价格,The price is the lowest possible.We cannot do better.,do better,不一定单指价格。例如，指装运期时，一般指较早的装运期。在指价格时，可以指较高价，也可以指较低价，视情况而定。,16.chain store,连锁店,17.order,v.,订购,If you order immediately,we can probably arrange 5,000 cases.,18.fill ones needs,满足某人需求,类似表达还有,meet ones requirements,和,satisfy ones needs,19.draw up,草拟,We have drawn up a consignment agency agreement and enclose two copies for your approval.,We will draw up the contract for signature tomorrow.,We expect to have the agreement drawn up in a day or two for approval.,20.close a deal 达成交易,21.decline vi.下降,The market/price has declined in the last few weeks.,decline vt.拒绝，谢绝,For this reason,we cannot but decline your proposal.,Our buyers decline to raise their limit.,22.concession n.让步,I hope some progress can be made toward a concession in price.,I was informed that this is our rock bottom price.No further concession can be made.,23.level n.水平，在此引申为“价格。,We hope to do some business at something near our level.,Language,Focus,Trade Terms,1.counter-offer,还盘,2.reduce the price,减价，降价,3.cut the price,削减价格,4.make a reduction in price,降价,petitive price,有竞争力的价格,6.workable price,可行的价格,7.fair price,公平的价格,8.reasonable price,合理的价格,9.favorable price,优惠的价格,10.realistic price,现实的价格,11.meet each other half way,折中，各让一半,12.the lowest price,最低价,13.bottom price,低价,Language,Focus,I.Trade Terms,14.ruling price/current price,现行价格,15.bargain the price,讨价还价,16.wholesale price,批发价格,17.retail price,零售价格,18.fix the price,定价,19.price tag,价格标签, price,净价,21.price fluctuation,价格波动,22.gap in price,价格差距,mission,佣金,24.discount,折扣,25.profit,利润,II.Functional Sentences,1.We ask for a further reduction of the price by 2%,because your price is not in line with the present market level.,2.Your quoted price is higher than those of other suppliers,if you dont reduce your price,we w