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出口还盘写作指南,价格可以说是进出口双方都密切关注的交易条件。在出口方发盘后，进口方往往会就价格进行还盘。这时出口方通常面临三种选择：一是完全接受对方的还价，合同即告成立；二是坚持原价，即拒绝对方的还价；三是针对对方的还价进行再还价，或是有条件地接受对方的还价。虽然这三种情形在具体语言运用上有所不同，但一般均需包含如下内容：,一、确认对方来函,还价函总是一封回信，因此在信的开头，我们会礼节性地感谢对方的来函。而且，通常还会先简洁地表明我方对来函的总体态度。例如：WearegladtoreceiveyourletterofMarch22butsorrytolearnthatyourcustomersfindourquotationtoohigh.ThankyouforyourfaxofMarch19.Weregrettosaythatwecannotacceptyourcounteroffer.,二、强调原价的合理性，并列明理由,无论最后是否接受对方的还价，我们一般都会先坚持原报价的合理性，同时给出各种适当的理由，或认为报价符合市价，或产品品质超群，或言明利润已降至极限，或指出目前原料价格上涨、人工成本提升等等。例如：Asbusinesshasbeendoneextensivelyinyourmarketatthisprice,weregrettosaywecannotmakefurtherconcession.Webelieveourpricearequiterealistic;itisimpossiblethatanyothersupplierscanunder-quoteusiftheirproductsareasgoodasoursinquality.Thepricewequotedisaccuratelycalculated.Wehavecuttheprofittotheminimuminordertoexpandthemarket.Wefeelthatyourcounterofferisnotproperbecausethepriceforsuchmaterialisontheincreaseatpresent.,三、提出我方条件，并催促对方行动,这部分的写法非常灵活，并没什么定式可言，关键是要具有说服力，而且常常带有促销的性质，如以数量折扣吸引对方大批订购，以库存紧张激励对方早下订单等。即便是在拒绝还价、不作任何让步的情况下，我们一般也会推荐一些价格低廉的替代品，以寻求新的商机。例如:However,inordertodevelopourmarketinyourplace，wehavedecidedtoacceptyourcounterofferasanexceptionalcase.Inordertoassistyoutocompetewithotherdealersinthemarket,wehavedecidedtoreduce2%ofthepricequotedtoyouinthepreviousletter,ifyourorderreaches5000setsatonetime.Owingtothegreatdemandfortheproduct，thisofferisvalidonlyfor5days.Asanexcellentsubstituteforthisarticle，wewouldsuggestyouourFinerangeshoes，whicharesoldatalowerpricebutalsoenjoyagoodpopularityintheworldmarket.,SpecimenLetterACounterOffer,DearSirsRe:Yourofferof100%CashmereSweatersThankyouforyourletterofApril7,inwhichyouofferedus100%CashmereSweaters.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.Weoperateonsmallmargins.Itmeansheavylosstoustoacceptyourprices.WealsohavesimilaroffersfromKoreanmake.Theyare25%lowerthanyours.Welikethequalityanddesignofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say20%,onyourprices.Otherwisewehavetodeclineyouroffer.Wehopeyouwillconsiderourcounteroffermostfavourablyandletushaveyourreplysoon.YoursfaithfullyAacceptthat;acceptdoingortodosomething.Iacceptthattheaircrafthasnochoicebuttocrashintothesea.D.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say20%,onyourprices.Otherwisewehavetodeclineyouroffer.,SpecimenLetterAPriceconcession,DearSirsSubject:YourCounterOfferofour100%CashmereSweatersWearesorrytolearnfromyourletterofApril14thatyoufindourofferof100%CashmereSweaterstoohightobeacceptable.Wealwaysdoourbesttomakeourcustomerssatisfied.However,thereisnotmuchroomtomakefurtherreductiononourprices.Thefactthatotherbuyersarebuyingfreelyatourpricesistheevidencethattheyarenotexcessive.Besides,wearesurethatourcompetitorscannotmatchourpriceandquality.However,inordertomakethebusinesspossible,wearepreparedtoofferyouaspecialdiscountof5%ifyourorderexceedsUS$10,000.Thisisthebestwecando.Wehopethisnewofferwillenableyoutoplaceanorderwithus.Wearelookingforwardtoyourearlyreply.YoursfaithfullyChinaNationalImportandExportCorporation,Explanation：,A.Wealwaysdoourbesttomakeourcustomerssatisfied.However,thereisnotmuchroomtomakefurtherreductiononourprices.1.room:u.n.+for:余地，理由Thereisnoroomfordoubt.Thereseemssomeroomfornegotiation.2.reduction:减少，降低areductionin/onthepriceofsomething某物价格的下降pricereduction减价B.Thefactthatotherbuyersarebuyingfreelyatourpricesistheevidencethattheyarenotexcessive.1.buyatprice:以价格购买buyoncredit:赊购buyoff:向行贿，收买Theauthoritytriedtobuyhimoffbyofferinghimtheleadershipofthetradeunion.n.：purchase2.freely:大量的perspirefreely大汗淋淋3.evidence:u.n.1)证据；证明produceevidenceofcorruption2)显示Thereareevidencesthatsomebodyhasbeenlivinghere.4.excessive:a.过度的，极端的Thepricesatthishotelareexcessive.,C.Besides,wearesurethatourcompetitorscannotmatchourpriceandquality.match:v.Youcannotmatchhisknowledge.D.However,inordertomakethebusinesspossible,wearepreparedtoofferyouaspecialdiscountof5%ifyourorderexceedsUS$10,000.Thisisthebestwecando.E.Wehopethisnewofferwillenableyoutoplaceanorderwithus.1.enable:ToopentheL/Contimewillenableustomaketheshipmentpromptly.2.placeanorderwithsomebodyforsomething,In-classexercise,Terms还盘Counteroffer参考价Referenceprice现行价Currentprice,rulingprice,prevailingprice,差价Pricedifference,Pricegap品质以卖方样品为准Qualityaspersellerssample公吨Metricton净重Netweight回扣Rebate,
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