外贸函电unit7.ppt

Unit 7
Counter-Offers
&
Counter-Counter Offers
Review
1
Background knowledge
2
Structure of the letter
3
4
Exercises
5
Contents
Specimen letters
Counter – Offer
Background knowledge
A counter offer refuses a portion of an offer or a bid, but suggests some changes.
“Thank you for your letter of …. I appreciate the
exceptional quality of your product and the way in which you have handled my inquiry, but your prices
are too high even for this quality.”
.
It approximates a “yes-but” declaration.
Counter – offer is a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree.
Counter-offer is in fact a new offer made by
the buyer.
Counter-Counter Offer
When the seller receives the buyer’s counter-offer, and he finds some terms and conditions eptable to him, he will state his own opinions in an counter-counter offer.
Background knowledge
A counter-counter offer is in fact a new counter- offer made by the seller.
I
opening paragraph
II
transitional paragraph (s)
III
closing paragraph
to state the reasons for expressing regret at inability to accept the offer
to make a counter-offer if it is
appropriate
Structure of the letter
Counter-offer
to thank the seller for his offer
to suggest other opportunities
to do business together
Letter
The market is declining.
Specimen letters
Come to business
Make a counter offer
Letter
The price is out of line with the market (level).
monly used
This is our rock-bottom price, and we can’t make any further concessions / reductions.
Let’s meet each other halfway.
We’e to/arrived at/reached an agreement on price.
Dear Sirs,
We ___________ with thanks receipt of your letter of May, 15 for
100 metric tons of Groundnut oil.
While appreciating the good quality of your goods, we feel _______
to state that your offer is found to be on the high ____ . The price is not __
line with the ______ market. Such being the ____, we hope you can
consider