【Task Description】任务描述
After receiving Mr. Andy Burns’ inquiry, Zheng Hao, the foreign trade salesman of HEFEI GOMILE IMP&EXP CO., LTD, calculates the prices of cosmetic pencils of various specifications and sends an offer to Andy on May 20th, 2016. Upon receiving Zheng Hao’s offer, Andy makes a prompt counter offer on May 21st, and on the same day Zheng Hao makes a re-counter offer. Finally, on May 22nd Andy proposes a face-to-face negotiation through E-mail.
【Knowledge Link】知识链接
发盘（Offer）又称发价或报价，在法律上称为“要约”，是买卖双方中的一方向对方提出各项交易条件，并愿意按照这些条件达成交易、订立合同的一种承诺。发盘可以分为实盘（Firm Offer）和虚盘（Non-firm Offer）两种类型。实盘是指在一定时期内对发盘人具有约束力的发盘。一经受盘人在有效期内接受，便具法律效力。虚盘是发盘人有保留地愿意按一定条件达成交易的一种表示。既便受盘人接受，仍需发盘人最后确认后才发生效力。
还盘（Counter Offer）又称还价，在法律上称为“反要约”，是指受盘人不同意或不完全同意发盘提出的各项条件，并提出了修改意见，是对发盘条件进行添加、限制或其他更改的答复。虽然从法律上讲，还盘并非交易磋商的必经环节，但在实际业务中，还盘的情况还是很多，有时一项交易须经过还盘、再还盘等多次讨价还价，才能达成。
【Task Underway】任务进行
根据客户询盘及我方核算结果, 郑好于5月20日向安迪发盘。
Dear Mr. Andy Burns,
Thank you for your e-mail concerning our pencil.
Please find my offer according to your description as follows:
A) 300px pencil with shade matched body & clear cap: USD0.0427/PC C&F DUBAI (without hot stamping), 12pcs/polybag.
The additional cost for hot stamping on the body is USD0.0013.
B) 450px pencil with shade matched body & clear cap: USD0.0455/PC C&F DUBAI (without hot stamping), 24pcs/polybag.
The additional cost for hot stamping on the body is USD0.0013.
C) 300px pencil with shade matched body & aluminum caps in silver colour: USD0.0532/PC C&F DUBAI (without hot stamping), 72pcs/box, and the box to be printed in 4 colours.
The additional cost for hot stamping on the body is USD0.0013.
The above price is for your reference. If you have further requirement, please let me know immediately.I will do my best to meet it.
Your kindly attention will be highly appreciated.
Thanks and best regards.
Zheng Hao
收到我方发盘后，安迪于5月21日迅速还盘。
Dear Mr. Zheng Hao,
Please send us samples of similar pencils.
-Your catalogue；
-Your shade charts.
How long it will take for you to match our shades if we send the samples?
What is the lead-time for shipment from the date of order?
Do you give micro-certificates for each pencil?
Is it approved by FDA?
Please revert.
Best regards!
Andy
收到安迪还盘意见后，郑好于5月21日进行再还盘。
Dear Mr. Andy,
Thank you for your e-mail today.
1) I will send our samples of pencil to you tomorrow for your choose.
2) Shade charts will be sent to you with samples of pencil.
3) As to matching your shade, the time depends on your pencil. But under usual situation, it is enough for about 10 -15 days. I will do my best to save time.
4) It is very difficult to tell you the exact lead-time for shipment. Because I don’t know the details such as the qty you want to order, the date of your order, etc. But I will try my best to meet your requirement.
5) Yes, micro-certificates for each pencil have been made.
6) No, it is not be approved by FDA.
Thanks and best regards.
Zheng Hao
收到郑好还盘后，安迪于5月22日通过邮件提出会面磋商要求。
Dear Mr. Zheng Hao,
This refers to the discussions we had regarding the visit of our Mr. Sanjay Punatar (Managing Director) .He would like to meet you at his hotel in Shanghai as follows:
He will be staying in
Sheraton Grand Tai Ping Yang Hotel
5 Zunyi Nan Road, Shanghai 200336 China
Tel:+86-021-62758888
His Mobile number is 971-50-6244375.
Can you meet him on May 29th, 2016 at 8.30 am – 9:00 am at his hotel, since we want to discuss pencil business?
Please confirm it urgently.
Best regards.
Andy
【Communication Skills】沟通技巧
为了促进早日成交，还盘要给出适当的理由，选择适当的角度，提出适当的条件。以下是常用的还盘技巧。
技巧一：“要求降价”的还盘思路
“要求降价”的还盘一般是买方要求卖方降低其所售商品的价格。这样的还盘，买方要注意表明降价的理由。例如，市场疲软；商品正处在销售淡季；报价高于当地市价；可以用较低的价格获得同样质量的商品；可以从别的供应商处以较低的价格购入等。
技巧二：“拒绝降价”的还盘思路
“拒绝降价”的还盘一般是卖方否定买方提出的降价条件。这样的还盘，卖方要注意强调坚持原价，无法降价的理由。例如，商品的质量上乘；正处在销售旺季；已收到对方所在地区进货商的大量订单；销售利润已低至极限；等等。或者推荐对方购买与所要求价格相近的、质量较低的替代商品。
技巧三：“做出降价让步”的还盘思路
“做出降价让步”的还盘一般是卖方对买方提出的价格有条件地进行减让。这样的还盘要注意坚持原报价的合理性、突出给予降价让步的动机和意愿。例如，原报价符合市价；考虑到以前双边的贸易关系；今后发展与对方的业务等。还要明确降价的幅度和实现降价的附带条件，如数量折扣。
技巧四：“要求提价”的还盘思路
“要求提价”的还盘一般是卖方对双方曾经同意的某种商品的价格上调。这样的还盘一定要注意说明提价的客观性，存在一些突然的不利因素：商品市价在上扬、材料价格上涨、运输费用提高、劳动力工资上涨等。
【Task Extension】任务扩展
Letter 1
A Firm Offer for Walnut Meat
Dear Sirs,
We thank you for your enquiry for Walnut meat CIF New York dated October 15th.
In reply, we offer firm for 150 metric tons of Walnut meat, Handpicked, Shelled at USD260 net per metric ton CIF New York, subject to your reply reaching us by Oct. 20th. Shipment is to be made within two months after receipt of your order. Payment is by L/C at sight.
As you are aware that there has been lately a brisk demand for the above commodities. Such growing demand has doubtlessly resulted in increased prices. However you may avail yourselves of the opportunity to strengthen market. So please note that we have quoted our most favorable price and unable to entertain any counter offer.
We are anticipating your order.
Yours truly,
Letter 2
A Non-firm Offer for Refrigerator
Dear Sirs,
We are in receipt of your enquiry of April 20th asking us to offer 1,200 sets of the subject refrigerator for shipment to America and appreciate very much your interest in our products.
To comply with your request, we are making you, subject to our final confirmation, the following offer.
Commodity: “Mei Ling” Brand Refrigerators
Quantity: 1,200 sets
Quality: As per attached specification sheets
Price: at US ＄320 per set CIF New York
Shipment: Before July
Payment: By confirmed, irrevocable L/C payable by draft at sight
Our Refrigerators are of high quality and we have not much ready stock on hand. Therefore, it is imperative that, in order to enable us to effect early shipment, your L/C should be opened in time if our price meets with your approval.
Yours truly,
Letter 3
A Counter Offer for Men’s Shirts from the Importer
Dear Sirs,
We acknowledge receipt of your offer of January 24th and samples of Men’s Shirts. Thank you for your cooperation.
While appreciating the good quality of your shirts, we find your price is on rather high side. We are obtaining the same quality through other channels at a much lower price than that you quoted us.
Such being the case, may we suggest that you make a reduction in your price, say 8%? That would help to push the sales of your shirts in our market. We hope you will not lose this chance from which you can benefit a lot.
We shall appreciate it very much if you will make a concession and e-mail us your acceptance as soon as possible.
Yours truly,
Letter 4
A Counter Offer for Men’s Shirts from the Exporter
Dear Sirs,
In reply to your letter dated February 5th asking us to make an 8% reduction in our price for men’s shirts, we regret that we find it intolerable to comply with your request.
The prices we quoted are the best if you take the quality into consideration. We think a fair comparison of quality between our products and similar articles from other sources will convince you of the reasonableness of our quotation.
However, in order to extend our market in your place, we have made up our minds to partly accept your counter offer as an exceptional case. We shall allow you a special discount of 4% provided your order calls for a minimum quantity of 6,000 dozen.
We hope we can conclude contract before long and await your prompt reply.
Yours truly,
【Writing Q&A】写作答疑
实盘（Firm Offer）必须同时具备几个条件：内容必须完整、明确、无保留；发盘人有肯定的意思表示，即发盘人愿意按照提出的各项交易条件同受盘人订立合同。实盘必须规定有效期，一经受盘人在有效期内接受，发盘人便受其约束，不得变更或反悔，否则将承担违约的法律责任。例如：
Subject to your reply here within five days.
Subject to your reply here by 6 p.m. our time Friday, November 20th.
虚盘（Non-firm Offer）内容不肯定，交易条件不完善、不明确、附有保留条件。虚盘对发盘人和受盘人没有约束力，发盘人可以随时撤回或修改虚盘的内容。受盘人对虚盘表示接受之后，仍需发盘人最后确认后才发生效力，才能成为一项对双方都有约束力的合同。
虚盘一般会加上“以我方最后确认为准”或“以我方货物未售出为准”。例如：
Subject to our final confirmation.
Subject to goods being unsold.
An offer without engagement.
【Useful Expression】交流表达
1. We can offer /are offering as follows , subject to… 现报盘如下，以……为准/有效
We can offer as follows, subject to your reply here by 4 o’clock p.m. our time, September 20th.
现报盘如下，以我方时间9月20日下午4时以前收到答复有效。
We are offering you as follows, subject to our final confirmation.
现报盘如下，以我方最后确认为准。
2. We take /have pleasure in…/We take/have the pleasure of…/ We have the pleasure to… 很高兴……
We take pleasure in informing you that all the goods needed can be shipped from stock.
很高兴通知贵方所需一切货物可现货装运。
We take the pleasure of receiving your enquiry dated October 11th.
很高兴收到贵方10月11日的询盘。
We have the pleasure to know that you have accepted our quotation.
很高兴得知贵方已接受我们的报价。
3. We regret that /We feel very regretful that… 很抱歉……
We regret that your prices are on rather high side.
很抱歉，贵方价格偏高。
We feel very regretful that we can’t see our way clear to entertain any counter offer.
很抱歉，我们无法接受任何还盘。
4. Please note that… 请注意……
Please note that we have quoted our most favorable prices.
请注意我们已经报了最优惠价。
Please note that this is an exceptional quotation.
请注意这是一个特殊的报价。
5. We trust/believe that… 相信……
We trust that the shipment will reach you in due course.
相信货物会如期到达。
We believe that you will make correct selection.
相信贵方会做出正确的选择。
6. We suggest that… 建议……
We suggest that you should place a trial order to see how it goes.
建议贵方试订一批看看怎样。
【Notes】词汇与短语
1. description n. （本义）描述；（商业）货名，商品说明书
description of article=name of commodity 品名
2. polybag n. 塑料袋
3. shade chart 笔芯颜色色卡
4. lead-time 生产周期
5. shipment n. 装运，装船，装运的货物，装运期
shipment date (date of shipment, time of shipment) 装运期
shipment advice(advice of shipment) 装船通知，发货通知
e.g. Please expedite shipment as much as possible.（请尽速装船。）
表示某月份装船，常用的有：
① for shipment + in 或 during + 月份，如for shipment in/during Jan。
② shipment + 月份，如shipment April。
③ for +月份+shipment，如 for July shipment。
6. refer vi. 谈到（后接介词 to） vt. 参考，提交，接洽
e.g. We refer to our/your letter of August 30th.（结构为 refer to sth，兹谈及我方/贵方8月30日函。）
e.g. We refer you to our/your letter of August 30th.（结构为refer sb to sth，请参阅我方/贵方8月30日函。）
e.g. We refer the matter to you. （结构为refer sth to sb，兹将此事提交你们处理。）
e.g. We have referred them to you.（结构为refer sb to sb else，我们已请他们和贵方接洽。）
商务信函常以现在分词referring (to) 开始，如：Referring to your letter of March 21st, we are sending you, under separate cover, one catalogue and two sample books for our printed shirting.
with reference to (in reference to ) 关于
e.g. With (or: In) reference to your letter of 4th May, we will take up the matter with the factory（关于贵方5月4日函，我们将与工厂讨论此事。）
7. micro-certificate 微生物检测证书
8. FDA 食品药品监督管理局（Food and Drug Administration的简称）。此处代表美国FDA，即美国食品药品监督管理局
9. revert (to) v. 复原，复归，重提
外贸函电中常用revert to this matter, 表示以后再谈。
e.g. It would probably be a month before we can revert to the special quality you required, which is being test-manufactured.（大约需时一个月我们再谈贵方所需要的特品货物，该货正在试制中。）
10. match v. （品质、颜色、设计等）相配、相称；比得上
e.g. The shipment does not match the sample you sent us last month.（这批货与贵方上月寄来的样品不符。）
e.g. The new product cannot be matched for its design, quality and price.（就其款式、质量和价格而言，该新产品是无与伦比的。）
match n. 相配之物
e.g. This is the closest match to your counter-sample.（此货和贵方对等样品最为接近。）
11. non-firm offer 虚盘（外贸用语，一般没有有效期，无法律约束力）
firm offer 实盘（外贸用语，一般都规定有效期，若受盘人在有效期内表示完全同意，则交易达成，有法律约束力）
表示虚盘的用语有：subject to our final confirmation，以我方最后确认为准；without engagement(obligation)，无约束；subject to goods being unsold，以货物尚未售出为有效；subject to prior sale，以先售为条件。
表示实盘的用语有：This offer is firm（valid ,open ,good）for five days（报盘有效期为5天）；We offer firm, subject to your reply reaching us by Oct. 20th（我们报实盘，以贵方答复10月20 日到达我方为有效）。
12. comply with 依从，依照，符合
e.g. We hope you will be able to comply with our request.（我们希望你能按我们的要求办。）
e.g. Buyers must comply with the terms of contract.（买方必须按合同条款办理。）
e.g. This offer does not comply with our requirements.（这个报盘不符合我们的需要。）
13. ready stock 现货
14. meet with 遇见，遭遇
e.g. We believe that our quality will meet with your approval.（相信我们的质量将会得到你的赞许。）
e.g. We might say our products have met with warm reception everywhere.（可以说我们的产品处处受到热烈欢迎。）
15. approval n. 批准，赞成，同意，认可
e.g. Your suggestion has our approval.（我们同意贵方的建议。）
e.g. The goods were bought subject to “approval of sample”.（该货是凭“认可样品”购买的。）
16.favourable price 优惠的价格
17. counter offer n.& v. 还盘（外贸交易磋商环节之一，指受盘人对收到的报盘提出修改条件）
e.g. If our offer is not acceptable, please fax your counter offer as soon as possible.（如果不能接受我方报盘，请发传真告知贵方还盘。）
e.g. The price your counter offered is unreasonable.（贵方的还盘价格是不合理的。）
18. be on rather high side 价格偏高
e.g. We regret to say that we cannot accept your offer, as your price is found to be on rather high side. （歉告由于贵方价格偏高，我们不能接受贵方报盘。）
19. such being the case 在这种情形之下，照此情形
20. push the sales of… 推销……
e.g. We shall do our best to push the sales of your new products in our district.（我们将在该地区尽力推销贵方的新产品。）
21. make a concession 做出让步
e.g. We shall appreciate it very much if you will make a concession in your price.（如果贵方在价格方面做出让步，我们将甚为感谢。）
22. strengthen vt. 加强 vi. 价格上涨
e.g. We agree to your proposed terms for this transaction in order to strengthen our relations.（为了加强我们的关系，我们同意贵方对这笔交易提出的条款。）
e.g. The market is strengthening. /The market is becoming stronger.（行情在上涨。）
e.g. The market is declining.（行情在下跌）。
23. in response to / in reply to 此复，兹复
24. at your request 按照贵方要求
25. make an 8% reduction in our price 我们降价8%
26. take sth into consideration 考虑某事
take the quality into consideration 把质量考虑进去
27. convince sb of sth 使某人相信某事
e.g. We think a fair comparison of quality between our products and similar articles from other sources will convince you of the reasonableness of our quotation. （我们认为只要把我们的产品与其他的类似产品的质量比较一下，你们就会知道我们的报价是合理的。）
28. We shall allow you a special discount of 4% provided your order calls for a minimum quantity of 6,000 dozen.（只要贵方能以6 000打为最低起定量，我们将允许4%的特殊折扣。）
该句中provided与if的用法相同，表示主语所希望的假设条件。
e.g. We can accept your offer provided your prices are reasonable.（只要贵方价格合理，我们将接受贵方报盘。）
e.g. We shall place a trial order with you provided your shipment is made during July and August.（只要在七八月间装运，我们将下试单。）
