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,*,University of International Business and Economics,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,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,*,UNIT FOUR,Counter-offer,Words&Expressions,concession n.让步,deal n.交易,proposal n.建议,literally ad.按字面意思地,definitely ad.肯定地,reasonable a.公正的价格,execution n.贯彻，落实，执行,enforcement n.执行,Words&Expressions,strategic move 战略举措,specifically ad.具体的,current a.通用的，现行的,per(metric ton)prep.每，每公吨,chemical fertilizer 化肥,expand v.开展，扩大,counter offer n.还价，还盘,entertain v.准备考虑,Words&Expressions,amount,n,.,数量,rough,a,.,大概的,token,n,.,象征,forerunner,n,.,前兆,rock bottom price,最低价格,in that respect,在这方面,might as well call the whole deal off,还不如索性放弃这一整笔交易,Words&Expressions,have a way of talking me into it 有方法说服我,considering the quality 考虑到质量,weve been holding it for you 我们一直为你留着这批货,have stood the competition well 经得起竞争,as a token of friendship 作为友谊的表示,provided you take the quantity we offer 条件是你方接受我们提出的数量,pull the business through 达成交易,Useful Phrases and Examples,1.There is no point.,没有必要去做,There is not much point in further discussing.,2.might as well,不妨,Since there is a long way before us yet,we might as well take a rest here before continuing the walk.,3.considering,考虑到,Considering the high prices in general,our offer is quite competitive.,Useful Phrases and Examples,petition,n,.compete,v,.competitive,adj,.,竞争,As there is keen competition from other similar products,I strongly advise you to lower your prices.,5.entertain,接受，准备考虑,As our proposal for chemical fertilizers is based on close calculation,I hope you will entertain it without hesitation.,Your proposal cannot be entertained.,Useful Phrases and Examples,6.provided假设,We are ready to place a large order with you provided your price is favorable.,7.advise劝告，通知,Id advise you not to go as it might rain this afternoon.,Please advise us when the goods are dispatched.,A,nswer Key-cloze,1)What do you think,of,the sample we sent you last week?,2)Have we settled everything,in connection with,this transaction?,3)Well draw,on,you with our draft accompanied,with(by),shipping documents.,4)To meet you halfway,what do you say,to,D/A,at,60 days sight?,5)Please let us have your L/C not later,than,February.,A,nswer Key-cloze,6)Were not,in a position,to offer you any quantity for the time being.,7)Such a high commission adds,to,the cost.,8)Would you like to pay,for,our exports in Renminbi?,9)Does it make any difference,to,you?,10)Let us have your L/C,for,this order one month,before,shipment.,A,nswer Key-translation,1),如果你方有兴趣，我们可以向你报盘新加坡到岸价每个英镑。,2),很难说我们何时能再行报盘。,3),卖得很快，库存渐少。,4),我们的价格定得合理。,5),按此价已售出很多，再降价是不可能的。,6),你们的还盘与现行市价不符。,7),抱歉得很，现时对你们产品尚无需求。,8),谢谢你们的报盘，但你们货物的规格不对路。,9),虽然我们当前不需要此种货物，但对你们报盘仍致谢。,10),很遗憾，你们的报盘没有引起我们用户的兴趣。,A,nswer Key-translation,A:Weve studied your offer on wheat and find it out of line with the world market.It doesnt seem very hopeful to close the deal on that basis.Would you please reconsider it?,B:Well,this is our rock-bottom price,Mr.Li.No further concession can be made.,A:Mr.Smith,if that is the case,there is no need for further discussion.,B:Im thinking that we might as well call the whole deal off.What I mean is that the gap between your price and ours is too great.There is no way out.,A,nswer Key-translation,A:To be frank with you,Mr.Smith,the price you quoted is impossible.I can show you that we can buy wheat from Australia at a price 20%lower than yours.,B:The price varies according to the quality.I can quote you on wheat of low quality and the price will be comparatively low.,A:You neednt tell me this.The reason that we sent you inquiries is that we usually found your quotations rather reasonable.I think it unwise for either of us to insist on his price.,A,nswer Key-translation,B:How about meeting each other halfway?In this way we may be able to conclude the business.,A:What is your concrete proposal?,B:When I suggest that we meet each other halfway,I mean it literally.,A:You mean you reduce the price by 10%.I still think it is rather high.,B:Im disappointed at what you have just said.Thats really our rock-bottom price.I have to take the cost into consideration.There is nothing more I can do now.,A,nswer Key-translation,A:,Let me see.Can we once more meet each other halfway on that basis?Then if you agree,Well close the deal.I hope you will not miss the chance to get this business.We can very well buy wheat from Australia.However,you are our old supplier.In order to keep up our good business relations,we choose to negotiate business with you and to buy from you.May I repeat that if you are not interested in this business,well soon purchase from Australia.We cannot afford waiting for you for too long.,A,nswer Key-translation,B:You certainly have a way of talking me into it.All right,lets meet each other halfway again.,A:Im very glad that we have finally come to an agreement.Well go on to other terms and conditions tomorrow.Is it all right to you?,B:Very good.See you tomorrow.,
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