,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,国际商务函电第二版,主编：李宏亮,出版社：对外经济贸易大学出版社,Unit 5,Counter-offer,国际商务函电第二版,Study Aims,应知目标,1.To know the writing steps of counter-offer,2.To know the writing steps of a reply to a counter-offer.,3.To know the knowledge of“Lead in Part.,4.To know the knowledge of“Business Link Part.,应会目标,1.To be able to translate a counter-offer properly.,2.To be able to make a counter-offer properly.,3.To be able to translate a reply to counter-offer.,4.To be able to reply to counter-offer properly.,Contents,V,Task Practices,IV,Cases study,III,Key Sentence Patterns,II,Writing skills,I,Lead-in,V,I,Business Link,V,I,I,More to,Practice,Part I Lead in,If the buyer does not agree with the specific terms such as price,packing,shipment mentioned in the prior offer from the seller,he will reply the seller with a counter-proposal on those trade terms unacceptable.When a counter-offer is made,the original offer ends.,Generally speaking,the process of offer and counter-offer is a kind of bargaining in business.Sometimes two parties will repeat the process for several times to complete a transaction.Both parties should pay more attention to the expressions they use to avoid misunderstanding.,How to reply a counter-offer?,1.No matter you accept it or not,you should send back a punctual,courteous and considerate reply.,2.Explain the reasons for declining the counter-offer in an unfavorable reply.,3.Show the wish of further business.,Part II,Writing skills,Step 1:To express gratitude to the original offer,Step 2:To explain the reasons for inability to accept the offer,Step 3:To put forward a counter-proposal,Step 4:To express,the wish for,an early reply,Part III,Key Sentence Patterns,1,.In reply,we very much regret to inform you that our end-users here find your price too high and out of line with the prevailing market level.,2.Our counter offer is well found.,3.We accept your counter-offer of 25th.,4.The price you counter-offer is unreasonable.,5.Im afraid we cant accept your counter offer.,6.I appreciate your counter-offer but find it too low.,7.Our counter-offer is in line with international market.,8.We accept your counter-offer.Please advise us the shipping date.,Part III,Key Sentence Patterns,9.We make a counter-offer to you of$150 per metric ton F.O.B.London.,10.We have managed to maintain the present price despite the increase cost of raw materials.,11.There is no room to make any further reduction in prices.,12.Weve already cut down our price to cost level.,13.This is our rock-bottom price.,14.Im sorry the difference between our price and your counter offer is too wide.,15.However,such practice will mean no profit to us.,Part IV,Cases study,Case,1,Business background,Senders information:,Name:,Mark,Company:,Shaoxing Mark Textile Trade Co.,Ltd.,Add:,128 Ziguang Rd.Shaoxing,Zhejiang,P.R.China 323900,Tel:,0086-574-6078000,Fax:,0086-574-6078001,Website:,Email:,Business scope:,textiles,silk products,Overseas markets:,Europe,America,Part IV,Cases study,Case,1,Business background,Recipients information:,Name:,Anna,Company:,Fragrant Household Items Trade Co.,Ltd.,Add:,65 Ocean Avenue Apt 6B Brooklyn,NY,USA.11211,Tel:,001-212-255-6568,Fax:,001-212-255-6569,Website:,Email:,Business scope:,textiles,Overseas markets:,Asia,Africa,Part IV,Cases study,Case,1,Task description,Mark,on behalf of Shaoxing Mark Textile Trade Co.,Ltd.(herein called SMTT Co.,ltd)met Anna of Fragrant Household Items Trade Co.,Ltd.(herein called FHIT Co.,ltd)at Guangzhou Trade Fair in Guangzhou two years ago.He received a counteroffer from Anna 3 days ago.He will send an email to Anna to show his disagreement and put forward a counter-proposal following his standpoint.,Hints,express gratitude to the original offer,show ones disagreement to the certain terms,express the reasons for inability to accept the offer,put forward a counter-proposal properly,wish to get an early reply,Case,1,Specimen letter 1,Key:,From:(FHIT Co.,Ltd.),To:(QMCT Co.,Ltd.),Date:Nov 25,2021,Subject:embroidered cushion,Attachment:,Dear Anna，,We thank you for your offer by fax of Jan.3 for 5,000 pieces of the captioned goods at$9.5 per piece CIF Toronto.,We immediately contacted our customers and they showed great interest in the quality and designs of your products.However they said that your price is 15%higher than the average.They told us if you could reduce your price to$8.5 per piece,they would increase 5,500 pieces to the quantity.We hope you will take advantage o