发布时间 : 星期五 文章剑桥商务英语实训指导书doc更新完毕开始阅读
我们什么都不能承诺。
7 A: We may offer you allowances on a sliding scale. 我们可以按比例给您提供佣金。 B: Could you put it more exactly? 您能说得更详细点吗？ put it more precisely? give the details?
8 The price depends on the size. 价格取决于尺码。 quality质量 material质地 style 款式
9 It sells at 20 yuan a case. 一箱 20元。 50 pounds 50英镑 40 dollars 40美圆 35 marks 35马克
10 How much is this large size one? 这个大号的多少钱？ the electronic fan? 这台电风扇
the computer software? 这个电脑软件
11 It’s about 300 yuan including the case. 包括 盒子 大约300元。 postage邮费 batteries 电池
实训要求：
结合上述材料，两人一组完成关于价格磋商的对话，并记录下来。
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实训五Counter offer 还盘
实训目的：
了解还盘常用词组和句型；掌握英语口语还盘的技巧。 Brief Introduction
还盘也叫还价。接盘人在收到一项报盘后，往往会对其中的某些内容不能完全同意，于是会提出不同的要求。这种口头或书面的要求一经提出，原来的报盘即刻失效，于是交易在还盘的基础上重新开始。
还盘的内容不单是指价格。对支付条件、装运期等主要条件提出不同的建议，也都属于还盘性质。一笔交易的成立，有时要经历多次还盘和反还盘的过程。
Basic Expressions
1. Our counteroffer is as follows. 我们还盘如下。
2. Our counteroffer is well founded. 我们的还价是很合理的。
3. Your counteroffer is not up to the present market level. 你的还价是不符合目前市场价格。 4. Please make us your best possible counteroffer. 请给我们你们最好的还盘。
5. The price you offer is not in line with the prevailing market. 你方报价与现行市场价不合。 6. It’s impossible for us to entertain your counteroffer. 我们不能接受你方的还价。 7. I’m sorry. The difference between our price and your counteroffer is too wide. 很遗憾，我们的价格与你方还盘之间的差距太大。
8. This is our rock - bottom price, we can’t make any further reduction. 这是我方的最低价格，我们不能再让了。
9. How about meeting each other halfway? 能不能互相做出让步？ 10. If you accept our counteroffer, we’ll advise our users to buy from you. 如您能接受我们的还盘，我们就劝用户向你方购买。
11. As a rule, the larger the order, the lower the price. 买得越多，价格越便宜，这是个惯例。 12. I appreciate your counteroffer but find it too low to accept. 谢谢你的还价，我觉得太低了无法接受。
13. We ask for indulgence for 6 days to make a counteroffer. 我们要求宽限六天以便做出还价。 14. We regret to note that you have turned down our counteroffer. 我们很遗憾，知道你方已拒绝了我方的还价。
Conversations Dialogue 1
A: This is our rock - bottom price, Mr. Li. We can’t make any further concessions.
B: If that’s the case, there’s not much point in further discussion. We might as well call the whole deal off.
A: What I mean is that we’ll never be able to come down to your price. The gap is too great.
B: I think it unwise for either of us to insist on his own price. How about meeting each other half way so that business can be concluded? A: What is your proposal?
B: Your unit price is 100 dollars higher than we can accept. When I suggested we meet each other half way, I meant it literally.
A: Do you mean to suggest that we have to make a further reduction of 50 dollars in our price?
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That’s impossible.
B: What would you suggest?
A: The best we can do will be a reduction of another 30 dollars. That’ll definitely be rockbottom. B: That still leaves a gap of 20 dollars to be covered. Let’s meet each other half way once more, then the gap will be closed and our business completed.
A: You certainly have a way of talking me into it. All right, let’s meet half way again.
B: I’m glad we’ve come to an agreement on price. We’ll go on to the other terms and conditions at our next meeting.
A: Yes, there’s one other point I wish to clear up. B: What is it?
A: My friends in business circles all seem to be of the opinion that the U.S. import and export corporations have become more flexible in doing business recently.
B: Yes, they’re right. In fact, we have either restored or adopted international practices in our foreign trade.
A: I’m glad to hear that. With a view to expanding and further enhancing the bilateral relations between our two parties, and in particular, exchanging timely views on specific problems in the execution and enforcement of contracts, is it possible for us to have a representative that could stay permanently in Washing- ton D.C.?
B: Basically speaking, yes, we welcome the establishment of repre- sentative offices by foreign companies in Washington D.C.
Of course, there are more details to be attended to. We cannot settle it in a few words.
A: Yes, of course. I’ll call my home office tonight and let them know about it. When do we meet again?
B: How about tomorrow morning at 9?
A: Good. I’ll come back tomorrow, and we can then discuss it more specifically.
Dialogue 2
A: Mr. Brown, I’m anxious to know about your offer.
B: Well, we’ve been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea, at 20 pounds per kilogram, C.I.F. Liverpool. Shipment will be in July. A: That’s a high price! It will be difficult for us to make any sales.
B: I’m rather surprised to hear you say that, Mrs. Perless. You know the price of black tea has gone up since last year. Ours compares favorably with what you might get elsewhere.
A: I’m afraid I can’t agree with you there. India has just come into the market with a lower price. B: Ah, but everybody in the tea trade knows that US’s black tea is of top quality. Considering the quality, I should say the price is reasonable.
A: No doubt yours is of high quality, but still, there is keen compe-tition in the tea market. I understand some countries are actually lowering their prices.
B: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other teas can compare with ours either for flavor or color. A: But I believe we’ll have a hard time convincing our clients at your price.
B: To be frank with you, if it weren’t for our good relations, we wouldn’t consider making you a firm offer at this price.
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A: All right. In order to get the business, I accept. B: I’m glad that we’ve settled the price.
A: Now about the quantity. You said you could offer me only 500 cases, which I think is not enough. Last year we sold 700 cases, and I’m sure I can do better this year. I hope you can offer me at least 800 cases.
B: Because of the rapid growth of both our domestic and foreign markets, our production hasn’t been able to go forward at an equal pace with the demand. 500 cases are the best I can offer you at present.
A: I see. But if I don’t take care of the supply of my market, my customers will naturally turn somewhere else for their needs.
B: Sorry, I don’t think we can offer you more than 500 cases this year. As a matter of fact, we have made a special effort to get even these 500 cases for you.
A: All right. We’ll take the 500 cases this time. But I do hope you can supply more next time. B: We’ll see if we can do better next year.
Dialogue 3
A: Mr. Brown, let’s have your firm offer now.
B: Gladly. Here’s our offer, 310 Francs per ton, F.O.B. Marseilles. You will notice the quotation is much lower than the current market price.
A: I’m afraid I disagree with you there. We have quotations from other sources too. And, as you well know, we mainly rely on our own resources. Our own chemical industry has expanded rapidly. We import a certain amount of chemical fertilizer only when the price is reasonable. B: Well, then, what’s your idea of a competitive price?
A: As we do business on the basis of mutual benefit, I suggest somewhere around 270 Francs per metric ton F.O.B. Marseilles.
B: I’m sorry the difference between our price and your counter- offer is too wide. It’s impossible for us to entertain your counter- offer, I’m afraid.
A: Mr. Brown, you no doubt have wide contacts. I don’t think I have to stress that our counter - offer is well founded. It is in line with the international market.
B: I don’t see how I can pull this business through, Mrs. Wang. Let’s meet each other half way. Mutual efforts will carry us a step forward.
A: Now Mr. Brown, what we have given is a fair price.
B: Well, how’s this? We accept your price provided you take the quantity we offer.
A: I’m surprised, Mr. Brown. Wouldn’t it be better to settle on the price first before going on to the quantity? If you accept our counteroffer, we’ll advise our users to buy from you. B: Then perhaps you could give me a rough idea of the amount needed? A: It’ll be somewhere around 50,000 tons.
B: All right, Mrs. Wang. As a token of friendship, we accept your counteroffer for ammonium sulphate for 50,000 tons, at 270 French Francs per metric ton F.O.B. Marseilles. A: I’m glad we have brought this transaction to a successful conclusion.
B: I appreciate your efforts and cooperation and hope that this will be the forerunner of other transactions in future.
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