外貿(mào)英語函電課件

Unit

2InquiriesandOffersObjectivesToanalyzethecustomers’needsbasedoninquiries..1Tolearnaboutthequotation,firm-offerandnon-firmoffer.23Tolearntowriteanofferandaquotation.Activities

Inquiriesandreplies01Firmoffersandnon-firmoffers02Writinganoffer03Languagepractice04Activity1Inquiriesandreplies

Apotentialcustomerusuallywritesaninquirytoaskforinformationaboutthetargetproductorthecompany.Asanexporter,youmayreceivemanyinquirieseveryday.Somemightcomefrompotentialcustomers;someonlywanttocollectinformationatpresentandsomemightcomefromyourcompetitors.Ifyoutreateachinquirywithequalattention,itisexhaustingandineffectiveaswell.Soitisveryimportantto

(1)analyzethesincerityand(2)theurgencyoftheinquiries

and(3)theneedsofthecustomer,thenclassifyandhandlethemdifferently.Activity1Inquiriesandreplies01Guessthepossiblesenderofeachinquiry02Completetheformofcustomer’sinformation03FindanappropriatereplyforeachinquiryI.GuessthepossiblesenderofeachinquirySendersoftheinquiriesapotentialcustomerwithbuyingneedsforspecificitemsapotentialcustomerwhowantstocollectproductinformationforthetimebeingapotentialcustomerwhoismoreinterestedinaskingforsamplesI.GuessthepossiblesenderofeachinquiryFrom:allen@To:abccompany@Subject:Inquiryaboutswimming

trunksDearSir,Ourcompany,CrystalTradeCo.,Ltd.isawholesalerforswimmingsuitsinItaly.

Weare

interested

in

your

swimming

trunks,

so

please

send

us

a

catalogue

and

a

price

listforthem.Canyousendussomesamples?Sowecantestthem.Iftheypass

our

test,wewillplaceregular

orders.Best

regards,

Allen

JohnsC.apotentialcustomerwhoismoreinterestedinaskingforsamples01I.GuessthepossiblesenderofeachinquiryFrom:andyw@To:abccompany@Subject:InterestinyourproductsDearSir,

Weareinterestedinyourproducts.

PleasesendusdetailsofyourproductspecificationsandpricetermsforCFRNewYork.Welookforwardtohearingfromyousoon.

Mr.AndyWinnEFGCompanyAddress:1110WhiteOakDrive,NewYork,NY,USA10024Email:andywinn@EFG.comPhone:001-9177788010Fax:001-9177788011B.apotentialcustomerwhowantstocollectproductinformationforthetimebeing02I.GuessthepossiblesenderofeachinquiryFrom:James@To:wang@Subject:QuoteforBluetoothWearableDevicesSportHeartRateWatch(MT-102)DearMr.Wang,

Pleasequotefor:BluetoothWearableDevicesSportHeartRateWatch(MT-102)Quantity:2,000PCSShipment:CFRLosAngelesbyairPayment:100%T/Tbeforeshipment

DoesthisdevicesupportbothIOSandAndroidsystem?Isitwater-proof?Thanksinadvanceandbestregards.

Mr.JamesSmithABCCompanyAddress:42ShattoPlace,LosAngeles,CA,USA,90020Email:Jamess@ABC.comPhone:001-2137782361Fax:001-2137782360A.apotentialcustomerwithbuyingneedsforspecificitems03II.Completetheformofcustomer’sanalysisInquiry1From:water@To:michaelg@Subject:VisitChinanextmonthDearMichael,WearegoingtoexpandourmarketinSouthAmericaandareinterestedinyourladies’boots,workboots&sportboots.IwillcometoShenzhennextmonth.Inthemeantime,Iwouldliketocollectasmuchinformationaspossibleonpricesandspecifications.Pleaseadviseusatyourearliestconvenience.Bestregards,WaterII.Completetheformofcustomer’sanalysisInquiry2From:mark@To:crystal@Subject:P&TCorp.,fromtheUSDearCrystal,

Ihopeyouaredoingwell.

MynameisMark.IrepresentP&TCorp.,fromGeorgia,theUS.WemeteachotherattheCantonFairthisNovember.Atthattime,wetalkedaboutyourproducts.Actually,weareSAM’straders,relatingtodifferentkindsoffishingtools.Irememberedthatduringourmeeting,youinformedmeaboutsomepricessuitableforus.So,atthismoment,I’dliketoknowyourquotationsofprices—FOBChina—ofthefollowingarticles,forSAM’stheUS.

300M8STRANDSBraidedFishingLine12LB-200LB100-300gfiberglasstelescopicfishingrods

ThisrequestisforSAM’sorder,whichwillbearound3,000pcsforeachitem.I’llappreciateitifyouwillsendmeyourproductsdetailsandprices.Pleaseanswermeassoonaspossible.Hopingtohearfromyousoon.Bestregards,MarkII.Completetheformofcustomer’sanalysisInquiry3From:erics@To:boots@Subject:InterestedinyourbootsDearSirs,

YouarerecommendedtousbyLondonChamberofCommerceasoneoftheleadingbootsexporters.Weareinterestedinyourladies’boots,workboots&sportboots.Wewouldlikeyoutosendusdetailsofyourvariousrangesincludingsizes,colorsandprices,andalsosamplesofthedifferentqualitiesofmaterialsused.Whenreplying,pleasestateatradediscountforcompaniesthatbuyinlargequantities.Ifthepricesprovereasonable,wewillplacelargeorderswithyou.Yoursfaithfully,EricSmithLondonBootsImp&Exp.Co.LtdPurchaseManagerII.Completetheformofcustomer’sanalysisInquiry4From:larryl@.usTo:eisen@Subject:Par38Hi,Wearealightingcompanywithmorethan15years’lightinghistoryinCalifornia.Wouldliketoknowifyoumake60WPAR383000K96CRIwithOSRAMLEDs?Ourtargetpriceis$14.00,need5yearswarranty.Thanks.LarryLogan1.PAR38:燈具的最大外徑尺寸38毫米。2.K:表示顏色的溫度單位。3000K：暖白光4000K：自然白6000K：冷白光3.CRI：顯色指數(shù)II.Completetheformofcustomer’sanalysisInquiry1Inquiry2Inquiry3Inquiry4Customer’sinformationWaterMarkRepresentP&TCorp.SAM’sUStradersMetatCantonFairEricSmithPurchasemanagerofLondonBootsImp&ExpCo.,Ltd.GotourinformationfromLondonChamberofCommerceLarryLoganAlightingcompanywith15years’historyinCaliforniaOldornewcustomerOldcustomerNewcustomerNewcustomerOldcustomerTargetproductsladies’boots,workboots&sportboots.300M8STRANDSBraidedFishingLine12LB-200LB100-300gfiberglasstelescopicfishingrodsladies’boots,workboots&sportboots60WPAR38SpecificneedsCollectinformationonpricesandspecificationsavisittoShenzhennextmonthquotationsofprices-FOBChina-inquantitiesof3,000picsforeachsendmeproductsdetailsandpricessendusdetailsofvariousrangesincludingsizes,colorsandprices,andalsosamplesofthedifferentqualitiesofmaterialsused.stateatradediscountWouldliketoknowifthecompanymakes60WPAR383000K96CRIwithOSRAMLEDs?Thetargetpriceis$14.00Need5yearwarranty.WritingstyleFormalInformalC.CasualFormalInformalC.CasualFormalInformalC.CasualFormalInformalC.Casual√

√

√

√

III.ChooseasuitablereplytoeachinquiryKeyInquiry1Inquiry2Inquiry3Inquiry4ReplyAReplyBReplyCReplyDIII.ChooseasuitablereplytoeachinquiryReplyAFrom:1.

To:2.Subject:3.

Dear

4.

Thankyouforyourinquiry.Weencloseourillustratedcatalogueandpricelist

giving

the

details

you

asked

for.

Samples

of

our

products

for

which

you

asked

are

beingsenttoyou

today.On

regular

purchase

in

quantities

of

no

less

than

1,000

dozen

of

each

item,

wewould

allow

you

a

discount

of

2%.

Payment

is

to

be

made

by

irrevocable

L/C

at

sight.

IfyourorderisnolaterthanSeptember5th,wecanensureprompt

shipment.Wearelookingforwardtoreceivingyourfirst

order.Yours

faithfully,5.

boots@erics@EricSmith,Re.Interestedinyourbootsstudent’snameIII.ChooseasuitablereplytoeachinquiryReplyBFrom:1.

To:2.

Subject:3.

Dear

4.WearegladtoknowthatyouwillexpandyourmarketintheSouthAmerica.Believewecanserveyoubetterandbetterinthefuture.First,pleaserefertotheattachmentsforyourreference.ItisgreatthatyouwillcometoShenzhenforbusiness.Pleasekindlyarrangeyourscheduletovisitourfactory.Wehopewecanhaveaface-to-facetalk.Thenwecouldshowyouourproductionlinesandsampleroom.Whenyourvisitscheduleisavailable,pleasekindlyletmeknow.Bestregards,5.michaelg@water@Re.yourvisitChinanextmonthWater,MichaelEisenIII.ChooseasuitablereplytoeachinquiryReplyCFrom:1.

To:2.

Subject:3.

Dear

4.Thankyouverymuchforyourkindinquirytous.Yourdetailedcompanyandmarketinformationimpressedusdeeply.GladtoseethatthereisachanceforbothP&TCorpandPolarisCombinedSupplyCo.,Ltd.inenteringintosomeprojectcooperationinthenearfuture.Furthertotheinquiry,wewouldliketomakeyoutheofferasbelow.Productdetailsareattached.● 300M8STRANDSBraidedFishingLine12LB-200LBUS$4.9/piece● 100–300gfiberglasstelescopicfishingrods US$4.99/bagTheaboveofferisuponFOBShenzhenpriceandbasedonyourpotentialquantityof3,000pcsperitem.Wishtheycouldmeetyourrequest.Ifyouhaveanyquestions,pleasefeelfreetoaskme.Bestregards,5.crystal@mark@.Re.S&TCorp.,fromArgentinaMark,CrystalEisenIII.ChooseasuitablereplytoeachinquiryReplyDFrom:1.

To:2.

Subject:3.

Dear

4.Thanksforyourinquiry,thisisEisenfrom

VAKESUN.Quite

sorry

we

cannot

make

this

60W

PAR38

according

to

your

request.

Pls

checkbelow:1.96CRI:JustcheckedwithOSRAMLED,theirhighestCRIfor3000Kis70

(usually70CRIisquitegoodfor3000K.)2.Price

$14:

No

offense,

this

price

is

even

lower

than

our

20W

PAR30.

The

best

pricewecanofferis$22.00(Prettysurenoonecanbeat

this.)3.5YearWarranty:Asyoualreadyknow,presentwarrantyonthemarketis2

yearsmostly,wecanoffer3yearsifyoubuybulkQTY.Thank

you.Best

regards,

5.eisen@larryl@.usRe.Par38Mr.Larry,EisenEisenActivity2Firmoffersandnon-firmoffers010203AlistoftermsforanofferAfirmofferoranon-firmoffer?Conditionsforfirmoffersornon-firmoffers?I.AlistoftermsforanofferFrom:michael@To:lily@Subject:InquiryaboutLED

lightsDearLily,Ihopeyouaredoing

well.MynameisMichael.IrepresentPacificExportfromBrazil.Wemeteachotherat

the

Canton

Fair

last

October.

Actually

we

are

one

of

the

leading

dealers

in

Brazil

relating

toLEDlights.Irememberthatduringourmeeting,youinformedmeaboutsome

of

yourproductsthatweresuitablefor

us.I’dliketoknowyourquotationforthefollowing

articles.●3/6/9/12/15/18/20/23/28WLEDPanel

light●LEDpanellamp59.5cm×59.5cm45WPanelSurface

MountedThepricesshouldbeFOBChinamain

port.If

the

quality

and

price

prove

to

be

suitable,

the

order

size

will

be

around

20,000pcsofeach

article.Whenreplying,pleasestateyourtermsofpaymentandearliestdelivery

date.Awaityourearly

reply.Best

regards,

MichaelI.Alistoftermsforanoffercataloguepricecertificatepackingquantitycommoditydiscountinsuranceterms

ofpaymentdelivery√

√

√

√

√

√

II.Afirmofferoranon-firmoffer?From:

Jameswang@To:

crystalsmith@Subject:FirmofferforyourinquiryofMar.

4thDearMs.

Smith,ThankyouforyourinquiryofMarch4th,

2017.Wetakepleasureinmakingyouaspecialofferas

follows:●3/6/9/12/15/18/20/23/28WLEDPanellightUSD

5.00/PC

●

LEDpanellamp59.5cm×59.5cm45WPanelSurface

MountedUSD

6.00/PCThe

above

prices

are

based

on

FOB

Shenzhen

for

quantity

of20,000

pcs.Timeofshipment:beforeApril30th,

2017Paymentterms:30%inadvance,thebalancebefore

shipment

Packing:inexport

cartonsValidity:7daysfromthedatethereofWearelookingforwardtoyourfavorable

reply.

Best

regards,James

WangSales

ManagerA.FirmofferB.Non-firmoffer√

II.Afirmofferoranon-firmoffer?From:

Jameswang@To:

crystalsmith@Subject:OfferforyourinquiryofMar.

4thDearMs.

Smith,ThankyouforyourinquiryofMarch4th,

2017.Wetakepleasureinmakingyouaspecialofferas

follows:●3/6/9/12/15/18/20/23/28WLEDPanellightUSD

5.00/PC

●LEDpanellamp59.5cm×59.5cm45WPanelSurface

MountedUSD

6.00/PCThe

above

prices

are

based

on

FOB

Shenzhen

for

quantity

of20,000

pcs.Timeofshipment:beforeApril30th,

2017Paymentterms:30%inadvance,thebalancebefore

shipment

Packing:inexport

cartonsWearelookingforwardtoyourfavorable

reply.

Best

regards,James

WangSales

ManagerA.FirmofferB.Non-firmoffer√

III.Conditionsforfirmoffersornon-firmoffers?Group1:forfirm

offersGroup2:fornon-firm

offersValidity:5daysfromthedatethereof.D.SubjecttothereceiptofyourreplybyMay31,2014.Subjecttopriorsale.Subjecttothegoodsbeingunsold.Subjecttoourfinalconfirmation.Subjecttothegoodsbeinginstockonreceiptoforders.G.Subjecttochangewithoutnotice.Activity3WritinganofferIIIWriteafirmofferbasedonthefollowinginformation.UnderlineandcorrectmistakesinafirmofferI.

Underlineandcorrectmistakesinafirmoffer

From:johnl@To:anderson@Subject:QuotationforNo.822PureSilk

FabricsDearMr.Anderson,

Wetakepleasureinmakingyouaspecialoffer,subjecttoourfinalconfirmationasfollows:

Article:No.822PureSilkFabricsDesign:No.3345-2xMOQ:2,000yardsPackaging:Inbalesorinwoodencases,atseller’soptionPrice:US$54–56,basedonMOQLeadtime:30daysafterdepositandallartworkconfirmed.Payment:30%inadvance,thebalancebeforeshipment.Validity:7daysfromthedatethereof.

Pleasenotethattherehasbeenaheavydemandforthiskindofproduct.Pleaseplaceyourorderassoonaspossible.Yoursfaithfully,JohnLiFirmofferDeletethispart.US$54-56peryardFOBShenzhenYoursfaithfully,JohnLiI.Writeafirmofferbasedonthefollowinginformation.

III.Writeafirmofferbasedonthefollowinginformation.

SampleletterFrom:To:SmithSubject:FirmOfferforSewingMachine,QingdaoBrandDearMr.Smith,ThanksforyourinquiryofFebruary4th.Wetakepleasureinmakingafirmofferasfollows:SewingMachine,QingdaoBrandArtNo.BYD212 USD370/PCFOBShenzhen QTY:1000pcs ArtNo.BYD176 USD400/PCFOBShenzhen QTY:500pcsArtNo.BYD219 USD500/PCFOBShenzhen QTY:300pcsTimeofshipment:March10th,2014Packaging: Atbuyer’soptionPaymentterms: ByirrevocableletterofcreditpayablebydraftatsightValidity: 7daysfromthedatethereofPleasenotethattherehasbeenaheavydemandforthiskindofproduct.Ourstockhasbeenquietlow,pleaseplaceyourorderassoonaspossible.Yourssincerely,×××SalesManager

3001MatchingthefollowingChineseexpressionswithEnglishones.02Translatethefollowingexpressionsforoffers.Keystolanguagepractice0304Translatethefollowingsentencesforoffers.Readthefollowinginquiriesandfillouttheform.I.matchingtheexpressions1. 2. 3. 4.5.

ombil6. 7. 8. 9.10.

ejfgd11. 12. 13. 14.15.

knchaII.expressiontranslation實盤： firmoffer 虛盤: non-firmoffer 報價: quotation品名: commodity 證書: certificate最低訂單量: MOQ 保險: insurance 折扣: discount裝運期: shipment/delivery

付款方式: termsofpaymentIII.sentencetranslation1、價格：每打120美金，新加坡到岸價Price:USD120perdozen,CIFSingapore2、有效期：自即日起7日內(nèi)有效Validity:7daysfromthedatethereof3、包裝：由買方?jīng)Q定Packaging:atbuyer’soptionIII.sentencetranslation4、感謝貴方3月12日的詢盤。ThankyouforyourinquiryofMarch12th.5、我方報實盤如下，以4月5日前收到你方回復為準。Weofferfirmasfollows,subjecttothereceiptofyourreplybyApril5th.6、我方報盤如下，以貨物未售出為準。Weofferasfollows,subjecttothegoodsbeingunsold./subjecttopriorsales.IV.FillouttheformSamplesOldclientNewclientTheinformationneededbytheclients1√haveyourquotationforonecontainerofeachproductwiththebestFOBpriceTechnicalSpecificationsSheetQuantitythatcanbeloadedpercontainertotheproductsavailabletotheattachedlistyouravailabilitytoreceiveusbyJulyandfirstquarterofAugustforafactoryvisit2√Another1000LXXXin200LneutraldrumsBestFOBChinaseaportD/A90B/LwithdeliverydateDrumstobeinUNProperhazardlabels3√WantpaymentbyT/T90B/Lforsomeorderswithacreditlimitof$200,000bySinosureConfirmtheverystrongestproductsUnit

3Counter-offersObjectivesTounderstandcounter-offers.Towriteappropriatere-counter-offers.

2101020304Negotiatingprices

Activities

Counter-offersNegotiatingatastationarytradefairWritingre-counter-offers05Languagepractice39IIIIIIPracticenegotiatingthepricesaboutacommodity.Completethepricenegotiationprocessform.Completethedialogueofnegotiatingpriceswithappropriatesentencesorexpressions.Activity1NegotiatingpricesPracticenegotiatingthepricesaboutacommodity.Example1A：Which

ofourproductsareyouparticularlyinterestedin?B:Iaminterestedintheseones.

ButIwouldliketohearaboutthediscounts?A:Ifyoucanorder5000pieces,Icanoffera8%discount.

Ifyouincreasetheorderto10,000pieces,Icanofferyoualargerdiscount.B:Howmuchlarger?A:About10%.II.Completethedialogueofnegotiatingpriceswithappropriatesentencesorexpressions.SUSIEGREEN:WhichofourproductsareyouparticularlyinterestedinMr.Smith?DANNYSMITH:I1________________________theseones.ButIwanttohearwhatyousayabout2____________________.SUSIE:Ithinkthediscountproblemcanberesolvedbutyouneedtobemorepreciseaboutthequantity.DANNY:Fairenough.3____________________________________________________?SUSIE:Ontenthousandunits,Mr.Smith,4_____________________________________.ButIcan’toffermore.DANNY:10percent!SUSIE:Justletmefinish,10percent,butwithaguaranteeof5_________________________.DANNY:DeliverymustbewithinonemonthorI’mnotinterested.SUSIE:Ifyoucommitto6____________________thenIcouldconsideralargerdiscount.DANNY:Howmuchlarger?SUSIE:Ifyouordertwentythousandunitsthen7__________________________________.DANNY:I’mgettingtiredofthis.Youareplayinggames.J.IcanofferafifteenpercentdiscountH.couldbeinterestedindiscountsE.Whatkindofdiscountareyouofferingon10,000unitsI.IcanofferadiscountoftenpercentC.deliverywithinonemonthF.buy20,000unitsKEYSII.Completethedialogueofnegotiatingpriceswithappropriatesentencesorexpressions.SUSIE:Ifyouwantabigdiscountthenyoumustmakeabigorder.Let’stalkaboutunitpriceratherthandiscount,Mr.Smith.DANNY:Whatkindofunitpricecanyouofferme?SUSIE:8__________________________________________________________.Andourstandardunitpriceforthesizeofsuchanorderis13.DANNY:Offermeaunitpriceof10.5on25thousandunits.Andwecandobusiness.SUSIE:Ican’tdothat.I’msorry.DANNY:Let’stakeabreakforafewminutes.Wouldyoulikeacupofcoffee?SUSIE:Yes,please.(DannygivesSusieacupofcoffee.)

D.Ifyoubuy30,000units,thenIcanofferaunitpriceof10.5KEYSII.Completethedialogueofnegotiatingpriceswithappropriatesentencesorexpressions.SUSIE:Thanks.Solet’sclarifythepositionsofar.AsfarasModelA-114isconcerned,9________________________________________________________anditisourlowestpriceforanorderofthissize.Nowlet’slookatthetermsofpayment.DANNY:Sixtydays.SUSIE:I’msorryMr.Smith,butthat’scompletelyunacceptable.Ourstandardpolicyondiscountsofover10percentispaymentwithinthirtydaysofdelivery.DANNY:Ican’tbelieveit.Iammakingsuchalargeorder,butyou...SUSIE:10_______________________________________________,Mr.Smith?Iknowyou’remakingalargeorderbutyouarealsogettinganexcellentproductataverylargediscount.DANNY:11__

_____________________________________________________.SUSIE:Ithinkthatofferwillbeacceptable.KEYSG.Thisismyfinaloffer:30,000at45dayspayment.TakeitorleaveitB.mylastofferoftheunitpriceof10.5for30,000unitsK.CanIjustcomeinhereIII.Completethepricenegotiationprocessform.KEYSProcessTheSeller:SusieGreenTheBuyer:DannySmithphase1

discount1Whichproductsareyouinterestedin?2Itdependsonyour1.discount.3Discountdependsonthe2.quantityyouorder.4What'syourdiscountfor10,000units?53.Ontenthousandunits,Icanofferadiscountoftenpercentwithaguaranteeof4.thedeliverywithinonemonth6I'mnotinterested.7Ifyoubuy5.20,000units,thenIcanoffera6.15%discount.8Iamgettingtiredofthis.Youareplayinggames.III.Completethepricenegotiationprocessform.KEYSphase2

unitprice9Let'stalkabout7.unitpriceratherthandiscounts.Ourstandardunitpriceis12.Ifyoubuy

8.30,000units,Icanofferaunitpriceof9.

10.5.10Offermeaunitpriceof10.10.5on11.25,000.11Ican'tdothat.12Let'stakeabreak.13Wecanofferaunitpriceof12.10.5for30,000andIcan'tgobelowthatpriceforanorderofthissize.14AgreeIII.Completethepricenegotiationprocessform.KEYSphase3

termsofpayment15Let'stalkoftermsofpayment.1613.Sixtydays17Iamsorrybutthat'scompletelyunacceptable.Ourstandardpolicyondiscountof10%ispaymentwithin14.thirtydaysofdelivery18Thisismyfinaloffer.

15.30,000at45dayspayment.Takeitorleaveit.19That'sacceptable.

47Activity2Counter-offersIIIIIIIVMatchthesentencesbelowwiththeitemsinthecontentstructure.Putthefivecounter-offersintotherightorder.Re-readtheorderedfivecounter-offersandcompletethetablebelow.Re-readtheorderedfivecounter-offersandfindouttheusefulexpressions.I.Completetheformofcustomer’sanalysis321Counter-offer(b)Counter-offer(d)Counter-offer(a)Counter-offer(e)45Counter-offer(c)KEYSI.Completetheformofcustomer’sanalysisCounter-offer(b)From:mike@spcompany.auTo:crystal@Subject:Re-counter-offerfor

headsetsDear

Crystal,ThankyouforyourofferofJune12thfor10,000piecesofsmartstereoheadset

(LS-ET-010).Weregrettosaythat,comparedwiththeoffersfromothersources,yourpriceis

too

high,

which

is

difficult

for

us

to

accept.

As

far

as

we

have

known,

the

competitionin

this

market

has

been

very

sharp

and

five

most

popular

brands

here

will

becompelledtoreducetheirretailpricesbyatleast

5%.Wesuggestthatyouadjustyourpricetosuitour

market.Best

regards,MikeI.Completetheformofcustomer’sanalysisCounter-offer(d)From:crystal@To:mike@spcompany.auSubject:Counter-offerfor

headsetsDear

Mike,Thankyouforyourreply.Wearedisappointedtohearthatourpriceistoohigh

foryou

to

work

on.

You

mention

that

five

most

popular

brands

in

your

market

will

becompelledtocuttheirretailpricesbyatleast

5%.Weacceptwhatyousay,butweareoftheopinionthatthequalityofthe

othercompaniesdoesnotmeasureuptothatofour

products.The

best

we

can

do

is

to

reduce

our

previous

quotation

by

2%

for

10,000

pieces.

However,

if

you

can

increase

the

quantity

up

to

15,000

pieces,

we

are

willing

to

offeryoua5%

discount.Wetrustthatthiswillmeetwithyour

approval.Welookforwardtohearingfrom

you.Best

regards,

CrystalI.Completetheformofcustomer’sanalysisCounter-offer(a)From:mike@spcompany.auTo:crystal@Subject:Re-counter-offerfor

headsetsDear

Crystal,Wehavestudiedyourcounter-offercarefully.Weunderstandthatthequalityof

yourheadsetisslightlybetter.However,thepricelevelisstilltoohighforthismarket,

Ifyou

are

prepared

to

grant

us

a

discount

of

5%

for

a

quantity

of

12,000,

we

wouldagreetoyour

offer.Pleasenotethatsomepricecutwilljustifyitselfbyanincreaseinbusiness.We

hopetohearfromyou

soon.Best

regards,

MikeI.Completetheformofcustomer’sanalysisCounter-offer(e)From:crystal@To:mike@spcompany.auSubject:Counter-offerfor

headsetsDear

Mike,ThankyouforyourletterofJune18th.Weregretthatwecannotmeetyour

terms.Wemustpointoutthatthefallingmarkethereleavesuslittleornomarginof

profit.

Atpresentthebestdiscountofferedforaquantityof12,000is

4%.Please

note

that

the

prices

for

the

raw

materials

have

risen

greatlyrecently.However,foryourorderwehavekeptourpricesdown.Hopeyoucanunderstandour

status.

Ourcurrentsituationleavesuslittleroomto

bargain.Tofacilitatethetransaction,wecanarrangedeliverywithin30

days.Thisisthebestwecando.Wehopeyouwillreconsiderthe

offer.Pleaseunderstandmystatus.Waitingforyournice

response.Regards,

CrystalI.Completetheformofcustomer’sanalysisCounter-offer(c)From:mike@spcompany.auTo:crystal@Subject:Acceptyour

counter-offerDear

Crystal,Thank

you

for

your

letter

of

June

19th.

We

accept

your

terms,

i.e.

4%

discount

for12,000anddeliverywithin30

days.PleasesendusthePIfor

confirmation.Pleaseinformmewhenthesamplescanbesent.Ourclientsarepushing

us.

Regards,MikePI：ProformaInvoice,預開發(fā)票。非正式性的參考性發(fā)票。以供進口商申領進出口許可證和批外匯之用。II.Re-readtheorderedfivecounter-offersandcompletethetablebelow.√√√√√counteroffersthetermsofferedbytheotherp