教案-外貿(mào)英文函電第3章 Chapter 3 Inquiries,Offers and Counter-offers

《外貿(mào)英文函電》課程教案授課主題Chapter3Inquiries,OffersandCounter-offers（第1次課）學(xué)時(shí)2學(xué)時(shí)授課方式課堂講授、課堂互動(dòng)練習(xí)課次班級(jí)人數(shù)教學(xué)目的、要求Toknowthebasicprinciplesofmakinginquiries,offers,andcounter-offers;Tobeabletousebusinessletterstomakeinquiries.教學(xué)重點(diǎn)和難點(diǎn)重點(diǎn)：Principlesofmakinginquiries,offers,andcounter-offers;難點(diǎn)：Towritebusinessletterstomakeinquiries.教學(xué)過(guò)程及主要內(nèi)容備注3.1IntroductionIninternationaltrade,thetransactionisofgreatimportance.Companiesshouldundergotheprocessofmakinginquiries,offersandcounter-offersbeforereachinganagreement.Thisprocessismostlycompletedwithwrittenbusinesslettersbetweentwocompanies.Aninquiryismadetoinquireaboutthebusinesstermsandconditionsregardingthegoods.Actually,itinvitesexporterstomakeanoffer.Areplytoaninquiryshouldbepromptandcourteousandcoveralltheinformationaskedfor.Anofferisaproposalmadetoconcludebusiness.Acounter-offercanbemadetorejectpartortotalofthetermsandconditionsoftheoffer.Itisinfactanewofferwhichcanbemadebyboththesellerandthebuyer.3.1.1InquiriesInquiriesrefertoarequestforproducts’informationonprices,quantitiesandotherrelateddetails.Inquiriesareusuallyconsideredasthefirststepofabusinessnegotiation.Accordingtothecontent,inquirescouldbesortedintotwokinds:generalinquiriesandspecificinquiries.Ingeneralinquiries,importersusuallyaskforapricelist,acatalogue,samplesandothertermsandwanttohaveageneralideaofthegoodsexporterscouldprovide,whileinspecificinquiries,importersarejustinterestedinaspecifickindofgoodsandwantstogetanofferforthegoods.Whenmakinganinquiry,theinquirershouldkeepitbrief,specific,courteousandreasonable.Andareceivedinquiryshouldalsobeansweredoracknowledgedpromptlyandcarefully,andthereplymustsupplydefiniteandusefulinformation,offerspecifictermsandshowyoursincerity.Inquiriesmayincludeallorpartsofthefollowingcontents:(1)sourceofinformationsuchastheapproachofyourgettingthesupplier’snameandaddress;(2)abriefself-introductionandintroductionofmarketsituationinyourposition;(3)askingforpricelist,catalogue,samples,etc.;(4)askingfortradetermssuchasaspecialdiscount,thetermsofpayment,package,insurance,etc.;(5)expressingyoursincerityanddesiretoestablishorcontinueabusinessrelationshipwiththerecipient.3.1.2OffersOffersrefertotradingtermsonwhichtheexportersarewillingtoconcludebusinesswiththeimporters,includingthenameofthegoods,specifications,price,quality,quantity,package,shipmentandpayment,etc.Thereareusuallytwokindsofoffers:non-firmoffersandfirmoffers.Non-firmoffersincludeareservationclause,whicharemadebymeansofsendingcatalogs,pricelists,proformainvoicesandquotations.Innon-firmoffers,noengagementismadeandtheofferissubjecttoexporters’confirmation.Infirmoffers,theexporteroftenpromisestosupplycertainquantityofgoodsatafixedpricewithinastatedperiodoftime.Andothertermssuchasspecifications,packing,termsofpaymentshouldalsobeclear,definiteandcomplete.Onceaccepted,afirmoffercannotbewithdrawnorrevisedwithinthevaliditydate.Asatisfactoryoffer,whetherfirmornon-firm,shouldbeconcise,clearandtothepoint.Itoftencoverspartsorallofthefollowingpoints:(1)appreciationorthanksfortheinquiry;(2)namesofcommodities,quality,quantityandspecifications;(3)detailedanddefinitestatementsoftradetermssuchasprices,discounts,termsofpayment,packing,insuranceandshipment,etc.;(4)thevalidityperiod;(5)expectationsforafavourablereply.3.1.3Counter-OffersCounter-offersaremadewhenimportersandexporterscannotagreeontradetermsinoffers,whichareactuallyacourseofbusinessnegotiating.Importersareunwillingtoacceptallorpartofthetermsandconditionsmadebyexporters,sotheyrevise,restrictoraddtermsandconditionsbasedontheoriginaloffer.Counter-offersmaybemadeseveraltimesbeforeanagreementisreachedbybothparties.Ifnocompromiseisreached,thenegotiatingendsupwithoutanypossibilityoftransaction.Counteroffersoftenincludethefollowingparts:(1)thankstoexportersfortheoffer;(2)regretatimporters’inabilitytoaccepttheoffer;(3)specificmodificationsorsuggestionstotheoriginaloffer;(4)expectationsformutualbeneficialcooperation.3.2SpecimenLetters3.2.1GeneralInquiriesLetter1GeneralInquiryfromanOldCustomerDearMr.Black,Asweplanourfallinventory,weareagaininthemarkettobuywoolens.Weareprincipallyinterestedinthetraditionalsweaterandwouldliketorequestasample.Pleasealsosendinformationonanyotherknitwearthatyourcompanyproducesandacurrentpricelist.IfyouplantohavearepresentativeattheParisTradeFairattheendofJuly,pleaseadviseusofyourstandnumbersothatwecancontactyouatthattime.Thankyouforyourattention.Yourssincerely,(Signature)Languagepoints:1.inventoryn.存貨，庫(kù)存e.g.Inourwarehouseyou’llfindalargeinventoryofnewbicycles.在我們的倉(cāng)庫(kù)里你會(huì)發(fā)現(xiàn)大量的新自行車(chē)存貨。2.beinterestedin對(duì)某事感興趣（相關(guān)詞語(yǔ)：interestn.興趣）e.g.Thecompanyisveryinterestedinournewproduct.這家公司對(duì)我們的新產(chǎn)品很感興趣。3.representativen.代表；銷(xiāo)售代理e.g.Shehadastressfuljobasasalesrepresentative.作為一名銷(xiāo)售代理，她的工作壓力很大。4.tradefair商品交易會(huì)e.g.HundredsofsweetsmanufacturersanddistributorscometoaChicagotradefair.數(shù)以百計(jì)的糖果制造商和分銷(xiāo)商前來(lái)參加芝加哥商品交易會(huì)。5.standn.（展示或推介物品的）桌，臺(tái)，攤位e.g.Ourcompanyhasgotatradestandinthisfair.我們公司在這次交易會(huì)上得到了一個(gè)展銷(xiāo)臺(tái)。3.2.2SpecificInquiriesDearSir,Thankyouforyourletterof24Januaryandthecatalogueenclosed.WeareverymuchinterestedinyourwaterproofgarmentsNo.WGl45andWG211.Pleasesendusonesampleeachatyourearliestconvenience.MeanwhilepleasequoteusyourpriceonthebasisofFOBLondon,statingdiscountsandtheearliestdateofshipment.Ifyourpricesarecompetitive,weshallplacealargeorderwithyou.Yourearlyreplywillbeappreciated.Yoursfaithfully,(Signature)Letter2SpecificInquirybyanImporterLanguagepoints：1.waterproofadj.防水的e.g.Thecompanyhasexported5,000waterproofgarments.這家公司已經(jīng)出口了5000件防水服。2.atyourearliestconvenience盡早e.g.Weexpectyoutomakeanofferatyourearliestconvenience.我方期待你方能夠盡早報(bào)價(jià)。3.quotev.報(bào)價(jià)e.g.Thisorganizerquotedus$300forprovidingatradestand.組織方向我方開(kāi)價(jià)300美元提供一個(gè)展銷(xiāo)臺(tái)。相關(guān)詞語(yǔ)：quotationn.報(bào)價(jià)，估價(jià)4.onthebasisof根據(jù)，基于e.g.Wedonottrytoenlargeourbusinessscopeonthebasisofshort-termpredictions.我們不會(huì)根據(jù)短期預(yù)測(cè)而試圖擴(kuò)大公司業(yè)務(wù)范圍。5.FOBLondon倫敦離岸價(jià)格(freeonboard)e.g.Wemakeacounter-offerof$150permetrictonFOBLondon.我們的還價(jià)是每噸的倫敦離岸價(jià)為150美元。6.discountn.折扣e.g.They’reofferinga10%discountonallsofasthismonth.他們?cè)诒驹陆o沙發(fā)售價(jià)統(tǒng)打九折。7.shipmentn.運(yùn)輸，裝運(yùn)e.g.Thegoodsarereadyforshipment.貨物備妥待運(yùn)。常用搭配：dateofshipment/shipmentdate裝船日期timeofshipment裝運(yùn)時(shí)間portofshipment裝貨港adviceofshipment裝運(yùn)通知effectshipment交貨advanceshipment提前裝船partialshipment分批裝運(yùn)promptshipment即期裝船immediateshipment立即裝船lateshipment貨物遲交actualshipment實(shí)際載貨量shipmentvalue貨物價(jià)值receivedforshipment收貨待運(yùn)相關(guān)詞語(yǔ)：shipv.船運(yùn)，運(yùn)輸8.competitiveadj.有競(jìng)爭(zhēng)力的e.g.Wearesellingclothesatcompetitiveprices.我們的服裝價(jià)格很有競(jìng)爭(zhēng)力。相關(guān)詞語(yǔ)：competev.競(jìng)爭(zhēng)，對(duì)抗competitionn.競(jìng)爭(zhēng)，角逐3.2.3RepliestoInquiriesLetter3ReplybyamanufacturerDearSirs,Wethankyouforyourinquiryof9Januaryandarepleasedtotellyouthatwemanufactureandexportdifferenttypesoftextilesmachinery,inparticularknittingmachines.Wecansupplyfabricsettingmachineryandprintingequipmentforcottonandpolyestermaterials.Wouldyoupleasesupplyuswithmoreinformationconcerningthefabricstobeprocessedsothatwemaysendyouthequotationsforthemostsuitabletypesofknittingmachinesweareabletosupply.Weenclosesomebrochurestoillustratethetypesofmachineswemanufacture.WehavealreadysoldsomeofthosemachinestoChinaandarenowrepresentedtherebytheEngineeringExportLtd.,Beijing.Maywesuggestthatyoucontactthatcompanydirectly.Wethinkthefirmmaybeabletosupplyyouwithmorequotationsforawiderrangeofmachines,includingtheknittingmachinesyourequested.Trulyyours,(Signature)Languagepoints：1.manufacturev.生產(chǎn)e.g.Thecompanymanufacturetheclassofplasticsknownasthermoplasticmaterials.這家公司生產(chǎn)稱為熱塑材料的塑料類(lèi)制品。相似詞語(yǔ)：producev.生產(chǎn)，制造yieldv.產(chǎn)生（收益、效益等）；出產(chǎn)（作物）相關(guān)用法：manufacturern.生產(chǎn)商，制造者2.exportv.出口，輸出e.g.Theislandsexportsugarandfruit.這些島嶼出口糖和水果。相關(guān)詞語(yǔ)：importv.進(jìn)口，輸入，引進(jìn)3.supplyv.供應(yīng)e.g.Wecansupplyadequaterawmaterialstomeettheincreasingdemandofthemarket.我們可以為日益增加的市場(chǎng)需求供應(yīng)充足的原料。4.processv.加工，處理e.g.Thematerialwillbeprocessedintoplasticpellets.該原料將被加工成塑料顆粒。5.firmn.公司e.g.Thefirmisexpectingalargeorderfromtheregularcustomer.這家公司正期待著這個(gè)老主顧下筆大訂單。相似詞語(yǔ)：companyn.公司；商行；商號(hào)corporationn.大公司，企業(yè)；法人Letter4AManufacturerWritestoanImporterDearSir,AsrequestedinyourenquiryofSeptember1,weencloseacopyofourlatestillustratedleafletoflowwattageMicrowaveOvens.Wewishtoinformyouthatatpresentweareabletosupply650WMicrowaveOvenonly,thepriceofwhichissimilartothatof600W,i.e.atUS$85persetCIFQingdao.Asamatteroffact,itisbetterthantheoneyouinquiredabout.Welookforwardtoatrialorder.Andyouwillbeabletoseethehighqualityofthematerialanditsefficiencyofthismodel.Wewelcomeyourorderandcanassureyouthatshipmentwillbemadewithin20daysafterreceivingyourL/C.Weexpecttohaveyourdecisionatanearlydate.Yoursfaithfully, (Signature)Languagepoints：1.copyn.一本，一冊(cè)，一份e.g.Thebooksold20,000copieswithintwoweeks.這本書(shū)在兩周內(nèi)銷(xiāo)售了2萬(wàn)冊(cè)。2.informv.通知，告知e.g.Pleaseinformusofanyquestionabouttheproduct.若對(duì)產(chǎn)品有任何問(wèn)題，請(qǐng)隨時(shí)通知我們。3.CIFQingdao青島到岸價(jià)格（cost,insuranceandfreight）e.g.IhavetoremindyouthatourtermsareCIFQingdao.我不得不提醒你，我們的條款是青島到岸價(jià)格。4.asamatteroffact事實(shí)上，實(shí)際上e.g.Asamatteroffact,thepriceofournewproductissimilartotheoneyouinquiredabout.事實(shí)上，我們這款新產(chǎn)品的價(jià)格與你問(wèn)詢的那款相仿。5.trialorder試訂單e.g.Thisisatrialorder.Ifitsellswell,wewillplacealargeorder.這是一個(gè)試訂單。如果賣(mài)得好，我們會(huì)下大量訂單。6.assurev.保證e.g.Wecanassureyouthatthisisourlowestquotation.我們向你保證這是我們的最低報(bào)價(jià)。7.L/C信用證（letterofcredit）e.g.Wedidn’tprovidetheL/Cintimebecauseofsomeunexpectedoccasion.由于不可預(yù)料的原因，我們未能及時(shí)提供信用證。課堂方法設(shè)計(jì)：通過(guò)介紹詢盤(pán)、報(bào)盤(pán)和還盤(pán)的基本原則，讓學(xué)生了解商務(wù)信函在商務(wù)活動(dòng)各個(gè)階段的重要作用，激發(fā)學(xué)生的學(xué)習(xí)積極性；結(jié)合案例幫助學(xué)生理解如何用商務(wù)信函進(jìn)行詢盤(pán)操作。教學(xué)方法：多媒體教學(xué)、理論講授、案例分析、課堂互動(dòng)、課堂練習(xí)、學(xué)習(xí)通在線作業(yè)、在線答疑、小組實(shí)訓(xùn)。作業(yè)課后練習(xí)題參考資料易露霞，王娜娜等.外貿(mào)英語(yǔ)函電[M].清華大學(xué)出版社，2008.詹書(shū)權(quán)，王艷蓉等.商務(wù)英語(yǔ)函電基礎(chǔ)與實(shí)訓(xùn)[M].南京大學(xué)出版社,2011.萬(wàn)婷，杜曼麗等.新編外貿(mào)函電[M].山東大學(xué)出版社,2018.王妍，肖艷.外貿(mào)函電[M].北京大學(xué)出版社,2007.梁曉玲.國(guó)際商務(wù)英語(yǔ)函電[M].對(duì)外經(jīng)濟(jì)貿(mào)易大學(xué)出版社,2005.教學(xué)后記本次課主要介紹詢盤(pán)、報(bào)盤(pán)和還盤(pán)的基本原則等，結(jié)合案例讓學(xué)生理解如何通過(guò)商務(wù)信函詢盤(pán)（包括一般詢盤(pán)和具體詢盤(pán)）。授課主題Chapter3Inquiries,OffersandCounter-offers（第2次課）學(xué)時(shí)2學(xué)時(shí)授課方式課堂講授、課堂互動(dòng)練習(xí)課次班級(jí)人數(shù)教學(xué)目的、要求Tobeabletousebusinessletterstomakeoffersandcounter-offers;Tomastertherelatedusefulexpressions.教學(xué)重點(diǎn)和難點(diǎn)重點(diǎn)：Tomastertherelatedusefulexpressions.難點(diǎn)：Tobeabletousebusinessletterstomakeoffersandcounter-offers教學(xué)過(guò)程及主要內(nèi)容備注3.2.4FirmOffersLetter5AFirmOfferfromaManufacturerDearSirs,ThankyouforyourletterofJune16,2020andwearepleasedtoofferyouasfollows.Commodity:hand-madegloves,YiwuOrigin,2020Corp.Quantity:250pairsPrice:atRMB￥3perpaironCFRLondonPacking:inordinarysecond-handgunnybagsShipment:inSeptember,2020Payment:byirrevocableL/C,payablebydraftatsightThisofferisfirm,subjecttoyourimmediatereplythatshouldreachusnotlaterthantheendofthismonth.Ifyoufinditacceptable,pleaseletushaveyourreplyassoonaspossible.Yoursfaithfully,(Signature)Languagepoints：1.asfollows如下e.g.Ourquotationsareasfollows.我方報(bào)價(jià)如下。2.CFRLondon至倫敦成本加運(yùn)費(fèi)價(jià)e.g.PleaseletushaveyourlowestquotationonthebasisofCFRLondon.請(qǐng)你方報(bào)成本加運(yùn)費(fèi)至倫敦最低價(jià)。3.packingn.包裝e.g.Thepriceincludespostageandpacking.本價(jià)格包括郵資和包裝費(fèi)。4.paymentn.付款e.g.Therewillbeapenaltyforlatepaymentofbills.賬單拖延付款要收滯納金。5.payableadj.應(yīng)付，可償付e.g.A10%depositispayableinadvance.必須預(yù)付10%的押金。6.draftn.匯票e.g.PaymentsmustbemadeinU.S.dollarsbyabankdraftdrawntotheorderoftheUnitedNationsPostalAdministration.付款必須用開(kāi)給聯(lián)合國(guó)郵政管理處的銀行匯票，并以美元支付。7.atsight即期e.g.TheyrequestustoopenL/Catsight.他們要求我方開(kāi)立即期信用證。8.firmadj.確定的；堅(jiān)定的；堅(jiān)決的e.g.Thisisafirmoffer.這是個(gè)實(shí)盤(pán)。其他用法：firmn.公司9.subjectto受……影響的；以……為條件e.g.Pricesmaybesubjecttoalteration.價(jià)格可能會(huì)受變更影響。10.acceptableadj.可接受的e.g.Theyfailedtoreachanagreementbecausetheimporterthoughtthepriceisnotacceptable.由于進(jìn)口商無(wú)法接受這個(gè)價(jià)格，他們最終沒(méi)能達(dá)成協(xié)議。其他用法：acceptv.接受（建議、邀請(qǐng)等）Letter6AManufacturerMakesaFirmOfferDearSirs,Thankyouforyourinquiryof15July.Asrequested,weenclosesamplesofdifferentqualitiesofwovenfabricsuitableformakingshirts.Wearepleasedtoquoteasfollows:A1100%Cotton 43"US$1.00/YDA2100%Linen 47"US$2.50/YDA3100%Rayon 50"US$1.25/YDAllpricesC.I.F.SingaporePaymentbyL/CatsightMinimum:3,000YDS/Colour10,000YDS/OrderDelivery:Within30daysafterreceiptofL/CPacking:Rollontube,wrappedbypoly-bag,cartonpackingOffervaliduntil30July2021Welookforwardtoreceivingyourorder,andmeanwhileencloseacopyofourcatalogueinwhichyouwillfinddetailsofourotherproducts.Ifyouhaveanyqueries,pleasedonothesitatetoletusknow.Yourssincerely,(Signature)Languagepoints：1.asrequested按照要求e.g.Asrequested,weareenclosingtwosampleproducts.按照你方要求，我方隨函附上兩份樣品。2.bepleasedto高興，樂(lè)于做某事e.g.Wearepleasedtoinformyouthatthemachinesyouorderedhavearrived.謹(jǐn)此欣然奉告，你方所訂的機(jī)器已到。3.minimumn.最小值，最低限度e.g.Costsshouldbekepttoaminimum.成本應(yīng)保持在最低限度。相關(guān)詞語(yǔ)：maximumn.最大值，最大限度4.deliveryn.傳送，遞送e.g.Pleaseallow28daysfordelivery.請(qǐng)留出28天送貨時(shí)間。5.wrapv.包裹e.g.Thegoodsshouldbecarefullywrapped.這批貨物需要仔細(xì)包起來(lái)。6.validadj.（法律上）有效的，認(rèn)可的e.g.Theyhaveavalidclaimtocompensation.他們有要求賠償?shù)暮戏?quán)利。3.2.5Non-FirmOffersLetter7AManufacturerMakesaNon-FirmOfferDearSirs,Weareinreceiptofyourletterdated22Marchand,asrequested,areairmailingyouunderseparatecover,onecatalogueandtwosamplebooksforourPrintedShirting.Wehopetheywillreachyouinduecourseandwillhelpyouinmakingyourselection.Inordertostartaconcretetransactionbetweenuswetakepleasureinmakingyouaspecialoffer,subjecttoourfinalconfirmationasfollows:Art.No.81000PrintedShirtingDesignNo.72435-2ASpecifications:30x35Quantity:18,000yardsPacking:Inbalesorinwoodencases,atseller’soptionPrice:US$XXperyardCIFLagosShipment:Tobemadeinthreeequalmonthlyinstallments,beginningfromJune,2020Payment:ByL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipmentWetrusttheabovewillbeacceptabletoyouandawaitwithkeeninterestyourtrialorder.Faithfullyyours, (Signature)Languagepoints：1.inreceiptof已收到e.g.Weareinreceiptofyourinquiryandairmailingyouonesampleproduct.我方已收到你方的詢價(jià)，正為你方空郵寄出樣品。2.induecourse在適當(dāng)?shù)臅r(shí)候，到一定的時(shí)候e.g.Yourrequestwillbedealtwithinduecourse.你方的要求將在適當(dāng)?shù)臅r(shí)候予以處理。3.transactionn.交易，業(yè)務(wù)，買(mǎi)賣(mài)e.g.Thetransactioniscompletedbypaymentofthefee.交易在支付費(fèi)用之后就完成了。4.pleasuren.高興，愉快e.g.Thenewproductcanbesoldattheinventor’spleasure.這款新產(chǎn)品可隨發(fā)明者的意愿出售。常用搭配：takepleasurein高興做某事atone’spleasure根據(jù)某人的意愿5.confirmationn.確認(rèn)書(shū)e.g.Weareexpectingyourconfirmation.我們期待收到你方的確認(rèn)書(shū)。常用搭配：sales/purchaseconfirmation銷(xiāo)售/購(gòu)貨確認(rèn)書(shū)6.specificationn.規(guī)格；說(shuō)明書(shū)e.g.Herearethetechnicalspecificationsofthenewmodel.這是新型號(hào)的技術(shù)規(guī)格。7.installmentn.（分期付款的）一期付款e.g.Theywereunabletokeepuptheinstallments.他們未能繼續(xù)按時(shí)交付這批分期付款。8.awaitv.等候；期待e.g.Weawaithearingfromyou.我方期待能收到你方的來(lái)信。3.2.6AcceptanceofCounter-OffersLetter8AManufacturerAcceptstheCounter-OfferfromItsCustomerDearMr.Wood,Weareinreceiptofyourcounter-offerof26March.Inreply,aftercarefulcalculatingandinviewofourlongstandingbusinessrelations,wedecidetoacceptyourproposedprice,thatis$13.8/doz.Butwemuststressthatthisconcessionrelatestoourfirsttransactiononly.Wecannotregarditassettingaprecedentforfuturetransaction.Wewishtodrawyourattentiontothefactthatthisfavourableofferisvalidtoyourreplybefore2June,2021.Yoursfaithfully,(Signature)Languagepoints：1.counter-offern.還價(jià)；還盤(pán)e.g.Manycompanieswouldwelcomeacounter-offerfromaforeignbidder.許多公司都會(huì)歡迎一個(gè)外國(guó)競(jìng)標(biāo)者的還價(jià)。2.calculatev.計(jì)算e.g.Fromthisyoucancalculatethetotalcostofthetransaction.據(jù)此，你可以計(jì)算出這次交易的總成本。3.inviewof鑒于，考慮到e.g.Inviewoftheweather,theshipmentofthegoodswouldbedelayed.由于天氣的緣故，這批貨物將延遲裝運(yùn)。4.longstandingadj.長(zhǎng)期存在的，存在已久的e.g.Ourcompanyislookingforwardtoalongandsuccessfulpartnershipwithyou.我公司期待與你方建立長(zhǎng)期和成功的伙伴合作關(guān)系。5.concessionn.讓步，妥協(xié)e.g.Thefirmwillbeforcedtomakeconcessionsifitwantstoreachanagreement.要想達(dá)成協(xié)議，公司將不得不做出一些讓步。6.setaprecedentfor開(kāi)創(chuàng)先例e.g.Therulingsetaprecedentforfuturearbitrament.這項(xiàng)裁決為今后的仲裁提供了判例。3.2.7RejectionofCounter-OffersLetter9TheCounter-OfferIsRejectedbyManufacturerDearSirs,Welearnfromyourletterof10Octoberthatourpriceforthesubjectarticleisfoundtobeonthehighside.Muchaswewouldliketocooperatewithyouinexpandingsales,weareregretfulthatIfyouseeanychancetodobetter,pleaseletusknow.Onaccountofalimitedsupplyavailableatpresent,wewouldaskyoutoactquickly.Inthemeantime,pleasekeepuspostedofdevelopmentsatyourend.Weassureyouthatanyfurtherinquiriesfromyouwillreceiveourpromptattention.Yoursfaithfully, (Signature)Languagepoints：1.onthehighside偏高e.g.Yourpriceisonthehighside.你方價(jià)格偏高。2.cooperatev.合作，協(xié)作e.g.Thetwocompaniesagreedtocooperatewitheachother.這兩家公司同意合作。相關(guān)詞語(yǔ)：cooperationn.合作，協(xié)作3.regretfuladj.遺憾的e.g.Weareregretfulthatthegoodsyouinquiredaboutrunoutofstock.遺憾的是，你方問(wèn)詢的貨物已售完。相關(guān)詞語(yǔ)：regretv.感到遺憾，惋惜，懊悔4.entertainv.考慮（引申為接受）e.g.Wecannotentertainyourofferbecausethepriceisnotcompetitive.由于價(jià)格不具備競(jìng)爭(zhēng)力，我們無(wú)法接受你方的報(bào)價(jià)。5.realisticadj.現(xiàn)實(shí)的，實(shí)際的e.g.Itisnotrealistictoexpectthemanufacturertomakethelowestquotationattheverybeginning.期望制造商最初就報(bào)出最低價(jià)是不切實(shí)際的。6.onaccountof由于，因?yàn)閑.g.Thisordercannotbefulfilledonaccountofthestrike.由于這次罷工，這批訂單無(wú)法完成。7.promptadj.迅速的，及時(shí)的e.g.Promptpaymentoftheinvoicewouldbeappreciated.見(jiàn)發(fā)票即付款，將不勝感激。3.3UsefulExpressionsUsefulexpressionsforlettersofmakinginquiries:1.Usefulexpressionsformakinginquiries：*Seeingyouradvertisementin...wewouldaskyoukindlytosendusassoonaspossiblethelatestpricelistwiththelowestquotations.*Weshallbegladifyouquoteusyourlowestprice.*We’dliketoknowwhatyoucanofferaswellasyoursalesconditions.*Pleasesendusthreecopiesofyourlatestcatalogueatyourearliestconvenience.*Pleasequoteasrequestedinourinquirysheetyourlowestpricesandstatetheearliestdeliverydate.2.Usefulexpressionsformakingrepliestoinquiries：*Thanksforyourinquirydated18May,andwearenowsendingyouourlatestpricelistforyourreference.*Wesendyouabrochureonthevariouskindsofbicyclesnowavailableforexport.*Weh