English for Business Communication. DLVTC XU MEIRONG. English for Business Communication. Third Edition. Xu Meirong from Department of Int’l Business Communication of Dalian Vocational & Technical Collage. Learning Objectives. Be able to write a letter of counteroffer
English for Business Communication
DLVTC XU MEIRONG
English for Business Communication
from Department of Int’l Business Communication of
Dalian Vocational & Technical Collage
⊙Identifying the reference of your letter
⊙Stating the reasons for expressing regret at inability to accept the offers/ orders
⊙ Making a counteroffer
Specimen Letters for Analysis (1)
In reply to your letter of 26th of this month, we are making you the following firm offer.
This is in response to your letter of 26th of this month. We are making you the following firm offer.
We regret our inability to supply the goods at the price indicated in your letter of 16.
We regret that we can’t accept your order at the original price owing to the rise in the price of raw materials.
Your price is entirely out line with the price ruling in the present market.
The goods you enquired is out of line with the scope of business activities.
Your price is quite in line, but the time of delivery is too distant.
Please make us a firm offer, indicating the earliest delivery date.
There is every indication that the price will rise.
Information indicates a further decline in the wool market.
The patient is slightly better.
11.the difference in (price) (价格方面)的差别
The difference in quality is quite clear.
We are doing utmost to step up production to meet the heavy demand.
It is only in view of our long-standing business relations that we offer you this special discount.
Considering the unusual circumstances，we agree to accept your requirements.
We regret to learn that our offer has been declined by your end-users.
Specimen Letters for Analysis (2)
We cannot close business at your level.
Business is possible if you reduce your level.
We took advantage of the fine weather to play tennis.
We regret to say our offer has lapsed unaccepted.
10. lapse n. v. 失效
11.likelihood n. 可能性
There is no likelihood of the price going down.
There is little likelihood of the goods remaining unsold once this particular offer has lapsed.
Specimen Letters for Analysis (3)
much to one’s regret 遗憾；令人遗憾
We will not undertake to do anything without being sure that we can do it.
He undertook the leadership of the trade delegation.
We have to cancel the order on account of your failure to ship the goods within the specified time.
On account of difference in taste, your designs do not suit this market.
We will revert to this matter as soon as we are in a position to make you a firm offer.
come into stock 有库存；有货
If you want to buy some other goods, please do not hesitate to let us know your specific requirements.
rely on ph 依靠；信赖
You may rely on it that we will cooperate with you closely.
10. substitute n. 替代品，代替物
We will send the substitute for the wrongly delivered goods.
Substitute A for/with B 用A 代替 B
If the goods required is out of stock, please substitute it for a similar one.
Enclosed is an amended contract in substitution for the previous one.
We agree to substitute plastic for wood.
Chinese version of the letter
Should you be prepared to reduce your price by, say 5%, we might come to terms with you.
We regret we have not been able to persuade them to accept your offer.
Please approach our agent at your end directly.
Several buyers have approached us for the supply of peanuts.
Specimen Letters for Self-Study
1. disappoint v.使失望
△be disappointed at hearing that 听到…感到失望
△be disappointed in sb / sth对某人（某事）失望
△be disappointed of one’s purpose / hopes没有达到目的 （希望）
2. much as ph.虽然很…
Much as we would like to come to terms with you，we cannot entertain your counteroffer
3.the best we can do我们至多所能做的；我们能够做得最好的
△the further we can go
△all we can do
当买方对卖方说the best we can do往往指把价格稍提高一点；反之，当卖方对买方说the best we can do则指将价格稍降低一点。当然，除了指价格外，the best we can do还可以指其它的交易条款，如支付条件、交货期、装运条件等。
4.see one’s way clear to do sth.设法做…；有可能做…
△see one’s way clear to doing sth.设法做…；
She didn’t see her way clear to lending me the money I needed.
We shall see our way clear to advance your shipment from June 15 to May 30.
We cannot see our way clear to increase the quantity.
5.a flood of orders 大量订单
△a crowd of orders大量订单
△a large number of 一大批
We used to import the subject article from other sources.
7. direct one’s attention to 使某人注意力集中在；使某人注意
△invite one’s attention to sth./ the fact that
△call one’s attention to sth./ the fact that
△draw one’s attention to sth./ the fact that
△direct one’s attention to sth./ the fact that
△attract one’s attention to sth./ the fact that
△arrest one’d attention to sth./ the fact that
△bring one’s attention to sth./ the fact that提请注意某事
We would like to call your attention to the validity of the L/C.
8. convince v 使确信；使信服；深信；确信
He instantly convinced himself that reading was a pleasure.
We are now convinced of the truth of the report.
Who is going to convince him?
9. take sth. into consideration 考虑到；顾及
Taking into consideration the transportation conditions at your end, we have especially reinforced our packing so as to minimize the extent of any possible damage to the goods.
The documents produced by you to support the claim for compensation are insufficient, therefore, we cannot take your claim into consideration.
We hope that you will take your commercial reputation into consideration in all seriousness and open the L/C at once, otherwise, you will be responsible for all the losses arising therefrom.
10.come to terms达成交易
Specimen Letters for Self-Study
1.duplicate order 重复订单：除交货期不同于原订单外，其它交易条款与原订单完全一致
2.due to 由于；因为
The negotiation is due to last for a week.
I am due to promotion to a higher grade in September.
3.keep sth before sb 记住某事
keep your inquiry on file for future reference记住你的询盘待有机会再办
We will keep in mind your requirement for walnutmeat and shall contact you once it is available.
I. Translate the following phrases:
on the usual terms
the ruling price
be on the high side
a flood of orders
owing to heavy bookings
take advantage of upward tendency
Uncertainty of raw materials
II. Translate the following into English:
Your counteroffer is not in line with the prevailing market.
We are sorry the difference between our price and your counteroffer is too wide.
We very much regret that we cannot reduce our price to the level you indicated.
Owing to the shortage of raw materials, the manufacturer can’t accept any new orders.
Owing to heavy commitments, we regret that we cannot entertain any fresh orders for the time being, but we will contact you by cable as soon as the new supplies come.
We cannot offer you at present, but we will keep your enquiry before us.
The price we quoted is quite realistic. And we regret that your counteroffer is unacceptable to us.
The price we quoted is quite reasonable, which has been accepted by the other buyers at your end.
You must reduce your price by 2% otherwise business is impossible.
Please keep us informed of the supply position in your place.
III. Filling the missing words :
Thank you for your offer of Dec, 22 and your latest catalogue.
We appreciate the quality and design of your shirts, but unfortunately your price is nearly 20% higher than the other suppliers in our market. To accept your offer would leave us little profit on our sales since the difficult economic climate.
Therefore, we would suggest that you could make a reduction in your price, say, 15% and grant us 3% discount.
We hope our counter-suggestion will meet with your approval.