1. 外 贸 英 语 函 电 Business English Correspondence 易露霞 陈原 孙美楠 主编 清华大学出版社

2. Chapter Five http://metc.gdut.edu.cn/xinhan/ Counter-offers

3. Contents of Chapter 5 Section One Introduction Section Two Specimen Letters Section Three Useful Words &Expressions Section Four Useful Sentences Section Five Exercises

4. A counter-offer is made when the prospective buyers find any terms or conditions in the offer unacceptable; they will then place before the sellers terms or conditions they set fit for the latter to consider. Notes prospective buyer 潜在客户 take the initiative 采取主动 bid 递盘 drop 取消 stand 立场 be persistent in matters of principles and policies 坚持原则 with an eye to 着眼于 standpoint 立场 Secition One Introduction （ P76 ）

5. Specimen 1 P76 Comments In this letter the writer expresses his regret for being unable to satisfy the counter-offer. In writing such kind of letters, you should give the reasons. Notes 1 workable 可行 2 a special discount of 2% 2% 的特别折扣 Section Two Specimen Letters

6. Specimen 2 P77 Comments The writer in this letter expresses his regret in a very technical way. In fact, this letter is a conditional acceptance. Notes 1 Walnutmeat 核桃仁 2 come to business 达成交易

7. Specimen 3 P78 Comments The writing method of this letter is not so good. For example, nowadays, the sentence like “ Your offer of October 10 for the captioned goods and the sample have been received, for which we thank you ” is no longer used any more. Notes 1 D/P, documents against payment 付款交单 2 at sight 即期 3 shipping instructions 装船须知

8. Spciemen 4 P78 Comments This is a letter confirming the fax sent on October 28. It is a letter rejecting the buyer ’ s request for a 10% commission instead of 5% and payment by D/P instead of L/C. Notes 1 as per the copy attached 内容详见附件 2 Irrevocable Letter of Credit 不可撤消信用证 3 see one ’ s way 尽力 4 fall in line with 与 …… 一致

9. Spcimen 5 P79 Comments This letter is an example of good salesmanship. It is sincere and reasonable. No matter whether the new terms are accepted or not, the letter will leave a good impression which will help promote future business. Notes 1 ream 令 2 MG Cap Paper 油光纸 3 final confirmation 最后确认

10. Speicmen 6 P80 Comments Even though the price offered is a little higher, the quality of the goods is better. When you mention this, maybe the buyer will accept your offer. Notes 1 be in a position to do … 打算，有可能 2 call the attention of your customers 提请你方客户注意

11. Spicemen 7 P80 Comments In this letter the buyer made a counter-offer, asking for CFR price terms. Notes 1 CIF 成本、保险加运费 2 open policy 预约保单 3 take out 办理 4 the People ’ s Insurance Company of China 中国人民保险公司 5 for one ’ s reference 供某人参考

12. Specimen 8 P81 Comments This is a reply to a request made by the buyers for an extra insurance amount. Notes 1 usual practice 惯例 2 insure … for an amount of 30% above the invoice value 发票金额加 30% 投保 3 extra premium 额外保险费

13. Section Three Useful Words & Expressions P79 Section Four Useful Sentences P81 Section Five Exercises P84