5.3 Specimen Letters
5.3.1 Specimen letters for counteroffers
Letter 1
Dear Sirs，
Re：Tin Foil Sheet
We wish to thank you for your letter of May 20 offering us 50 long tons of the captioned goods at $135 per long ton CFR Shanghai，usual terms.
In reply，we very much regret to state that our end users here find your price too high and out of line with the prevailing market level.
Such being the case，it is impossible for us to persuade our end users to accept your price，as material of similar quality is easily obtainable at a much lower figure.Should you be prepared to reduce your limit by，say 8％，we may come to terms.
It is in view of our long-standing business relationship that we make you such a counteroffer.As the market is declining，we hope you will consider our counteroffer most favorably and fax us your acceptance at your earliest convenience.
We are anticipating your early reply.
Yours faithfully，
Notes
1.captioned goods 标题货物
类似的表达还有：subject goods，subject items，subject articles，captioned items，captioned articles。
We want to place an order with you for 1，500 tons of captioned goods.
我方想向贵方订购1500吨标题货物。
2.usual terms 通常的条件
We would like to do the business under the usual terms.
我方愿意在通常的条件下与你方做生意。
3.CFR 即cost and freight 成本加运费价
It is cheaper for us to insure the goods，so we would like to finalize the business on CFR Shanghai.
我方投保更便宜，故想以成本加运费上海交货价成交。
4.end users 终端客户
类似的表达还有：final users/customers/clients，ultimate users/customers/clients。
5.be out of line with... 与……不一致/有出入
The price you quoted is too high and is out of line with the current price in our market.
你方的报价太高，与我方市场上的现行价格有出入。
6.prevailing market level 现行价格
类似的表达还有：current price，current market level。
7.such being the case 在这样的情况下；因此
类似的表达还有：in such case，under such circumstance
Now the market is advancing.Such being the case，we can not accept your counteroffer.
现在市场正在走强，因此我们无法接受你方的还盘。
8.obtainable a.可获得的；可得到的
类似的表达还有：available。
9.be prepared to 愿意/乐意做……
类似的表达还有：be willing to，be ready to。
If you can lower your price by 3％，we are ready to place an order with you immediately.
如果你们能降价3％，我们愿意立刻向你们订货。
10.your limit 你们的价格
11.come to terms 成交
类似的表达还有：finalize/conclude/put through the deal/transaction。
12.in view of 鉴于；考虑到
In view of our long-standing good business relations，we make you such a special offer.
鉴于我们长期非常好的业务关系，我方才向贵方报如此特盘。
13.market is declining 市场在衰退
14.at your earliest convenience 尽早
类似的表达还有：as soon as possible，without any delay，with the least possible delay。
Letter 2
Dear Sirs，
Thank you for your offer of June 25 for“M & M”brand raincoats.
To be frank with you，we like your raincoats very much，but your prices appear to be on the high side as compared with those of other manufacturers.It is understood that to accept the prices you quoted would leave us little or no margin of profit on our sales.
As you know，Thailand is not a rich country and its principal demand is for articles in the medium price range.Besides，payment by L/C would increase our cost，so we propose an easier payment.
We appreciate your prompt response to our enquiry and would like to take this opportunity to conclude some transactions with you.We would，therefore，suggest that you make some allowance，say 10％，on your quoted prices and payment be made by D/P at 60 days sight so as to enable us to expand the sales of your products in our market.If，however，you cannot do so，then we shall have no alternative but leave the business as it is.
We hope you will consider our counteroffer favorably and let us have your acceptance by e-mail.
Yours truly，
Notes
1.be on the high side 偏高
We found that your quoted price is on the high side，so we write to request you to lower the price.
我们发现你方的报价偏高，所以写信请求你们降价。
2.articles n.商品；货物
3.medium price 中等价位；中等价格
4.conclude transactions 成交；达成交易
类似的表达还有：conclude deals，conclude business，finalize business，finalize deals，finalize transactions，come to terms。
5.allowance n.（价格上的）减让；折让
6.D/P at 60 days’ sight 60天期的付款交单，还可以说：60 days D/P。
7.have no alternative but do... （别无选择）只能……
We have no alternative but go to other suppliers if you can not lower the price.
如果你们不降价，我们只能去找其他的供应商了。
类似的表达还有：have no choice but do...，cannot but do.。
Letter 3
Dear Sir，
Thank you very much for your letter of April 6，offering us 2，000 dozen of Cotton Tablecloth.
Although we are in urgent need of such products，we find your price too high and out of line with the prevailing market level.If we accept your price，it will leave us no profit.However，other sellers at your end are offering us products of the same kind at a lower price.Such being the case，it is impossible for us to accept your price.Should you be prepared to reduce your limit by，say 5％，we might finalize the transaction.
It is in view of our long-standing business relationship and our confidence in the quality of your products that we make you such a counteroffer.We hope you will consider our counteroffer carefully and fax us your acceptance without any delay.
We expect to hear from you soon.
Yours faithfully，
Notes
1.be in urgent need of sth. 急需要……
Please effect shipment of our ordered goods promptly since we are in urgent need of them.
由于我方急需所订购的商品，请即刻装船。
2.be out of line with... 与……不一致
3.the prevailing market level 现行价格
类似的表达还有：the current price，the prevailing price
4.Should you be prepared to reduce your price by，say 5％.
如果你们愿意降价，比如5％的话。
should 放在句首引导一个条件句。
5.finalize the transaction 成交
5.3.2 Specimen letters for accepting counteroffers
Letter 1
Dear Sirs，
Re：Laser Printers
We have learned from your letter of May 15 that our price for the subject goods is found to be on the high side.We manage to keep prices as low as possible without sacrificing the quality of our product，and to this end，we are constantly exploring new methods of manufacturing.
Given the quality of the goods we quoted，we do not feel that the prices are excessive at all.However，considering the long business relationship between us，we have decided to accept your counteroffer for the price，that is，to reduce the price by 3％ for an order of $50，000.We must state that it is the bottom price.
We do hope that you place the order promptly.
Yours truly，
Notes
1.be on the high side 偏高
2.sacrifice vt. 牺牲……；以……为代价
类似的短语有：at the expense of，at the cost of。
3.to this end 为了达到此目的
4.excessive a. 过高的；太高的
表示价格高时还可以用：prohibitive，extremely high，too high。
5.considering prep. 考虑到，与“in view of”同义。
6.bottom price 最低价
类似的表达还有：the lowest price，the floor price。
表示“最高价”可以用：the highest price，the ceiling price。
Letter 2
Dear Sirs，
We have received your letter of October 2.
It is regretful for us to see that you cut down the price of our Changhong Brand color TV sets too sharp，but in view of our long term of business relationship，we decide to accept your counteroffer on condition that cash must be paid within three months after the date of delivery，or subject to 5％ discount if paid within one month.
We are expecting to receive your order at your earliest convenience.
Yours faithfully，
Notes
1.on condition that 以……为条件；条件是……We will effect shipment on Oct.15 on condition that your L/C reaches us before that.如果你方的信用证能在10月15日前到达我处，我们可在10月15日装船。类似的表达还有：provided（that），providing（that）。
2.date of delivery 交货时间
5.3.3 Specimen letters for declining counteroffers
Letter 1
Dear Sirs，
Re：Tin Foil Sheet
We note from your letter of May 30 that the price offered by us for the subject article is found to be on the high side.
We regret to say that there is no possibility of our cutting the price to the extent you indicated，i.e.8％.For your information，we have received a crowd of orders at our level from the clients in other directions.At present，we cannot see our way clear to entertain your counteroffer，as our price is quite realistic.
If later on you see any chance to do better，please let us know.In the meantime，please keep us posted of developments at your end.
Truly yours，
Notes
1.subject article 标题货物
2.be on the high side 偏高
The price you quoted is found to be on the high side，so the end users are not ready to buy from you.
发现你方的报价偏高，所以客户不愿意买你们的货。
3.cut the price 降价
类似的表达还有：reduce the price，lower the price，cut down the price。
Our price is the lowest，so it is impossible to cut the price.
我们的价格是最低的了，故无法再降价。
4.for your information 顺告你方
5.see one’s way clear to do sth. 能够干……
We can not see our way clear to cut the price any more.
我们不能够再降价了。
6.entertain vt.接受；受理，与“accept”意思相同。
Since the damage was caused due to the rough handling，so we can not entertain your claim against us.
由于损失是粗暴的装卸导致的，所以我方无法接受你方的索赔。
7.do better 出更高价格
8.keep sb.posted of sth. 请随时告知某人……
Please keep us posted of the market conditions in your district.
请随时告知我方你们那里的市场状况。
类似的表达还有：keep sb.informed of sth.，keep sb.advised of。
Letter 2
Dear Sirs，
In reply to your letter of June 8 requesting a 7％ allowance，we regret that we find it very difficult to comply with.
You say you can get shoes of the same quality at much lower prices，but we are sure that our products are far superior in quality to any other shoes of the same price level.Actually，the prices we quoted are closely calculated.Thanks to the high quality，considerable business has been done with many customers in other markets at these prices.You will be convinced of the reasonableness of our offer through a fair comparison of quality between our products and similar products from other sources.Therefore，considering the quality of the goods offered we do not feel that the prices we quoted are excessive at all，but bearing in mind the good and longstanding business relations between us，we have decided to offer you a special discount of 3％ on an order amounting to $10，000 or over.
If you find our proposal acceptable，please let us have your order at an early date.We assure you that we always do our utmost to execute your order to your complete satisfaction.
Yours truly，
Notes
1.in reply to... 对……予以回复
2.comply with 满足；遵守；符合；与……相符
To comply with your request，we agree to make shipment of your ordered goods in July.
为了满足你们的要求，我们同意在七月份托运你方订购的货物。
3.be superior to... 优于……
be inferior to... 劣于……
4.considerable a. 数量可观的
5.not ...at all 一点也不；绝不；在任何情况下都不
I don’t like the style of this dress at all.
我一点也不喜欢这个连衣裙的样式。
类似的表达还有：by no means，in no case。
6.special discount 特别折扣
7.assure sb.that... 向……保证……
8.do one’s utmost to do sth. 尽力做……
We shall do our utmost to open the relevant L/C at an early time.
我们会尽力早日开出相关信用证的。
类似的表达还有：try one’s utmost to do sth.，try one’s best to do sth.，do one’s best to do sth.，make every effort to do sth.。
9.execute the order 执行订单，后面还可以跟contract，意思是“履行合同”
类似的表达还有：perform the order/contract，fulfill the order/contract，carry out the order/contract。
Letter 3
Dear Sirs，
Re：Bitter Apricot Kernels F.A.Q.2008 Crop
We have received your letter of the 10th instant.
While we thank you for your prompt response，we much regret that we are unable to entertain your counteroffer of $1，500 per metric ton CIFC2％ Odense with transshipment at Copenhagen for 50 metric tons of the above-mentioned goods.We have to point out that your bid is obviously out of line with the price ruling in the present market，as other buyers in your neighboring countries are buying freely at our quoted price.For your information，the market is firm with an upward tendency，and there is very little likelihood of the goods remaining unsold once this particular offer has lapsed.
In view of the above，we would suggest in your interest that you accept our price of $1，750 per M/T without any delay.
Yours faithfully，
Notes
1.While we thank you for your prompt response，we much regret that.
虽然我们很感谢你方的迅速回答，我们还是很遗憾……
While 在此的意思是“虽然……可是……”，相当于whereas，although。
While we appreciate your inquiry，we regret our inability to make you an offer at present.
虽然我们很感谢你方的询盘，但遗憾的是我方目前不能给你方报盘。
2.entertain vt. 接受；受理
They would not entertain any price lower than $1，500 per ton.
他们不接受每吨低于1500美元的价格。
3.the above-mentioned goods 上述的货物
4.Your bid is obviously out of line with the price ruling in the present market.
你方的出价与目前市场现行价格不一致。
bid n./v.递价；递盘，是买方出的价格，与 offer 的含义相反。offer 是卖方报的价格。
They made a bid for 50 metric tons of Bitter Apricot Kernels at $1，500 per m/t.
对于这批50公吨的苦杏仁，他们的递价是每公吨1500美元。
the price ruling in the present market=the prevailing market price 现行市场价格
5.The market is firm with an upward tendency.
市场坚挺具有上升的趋势。
firm a. 相当于strong，strengthening。
The market for light industrial products is firm with an upward tendency.
轻工产品的市场坚挺，趋向上升。
6.There is little likelihood of the goods remaining unsold once this particular offer has lapsed.
一旦本报盘过期（失效），货物很可能售罄。
little likelihood=almost no possibility/nearly impossible 几乎不可能
lapse=expire 过期；失效
7.without（any）delay 毫不耽误；迅速
类似的短语还有：with the least possible delay，as soon as possible，the soonest possible，at your earliest convenience。
As soon as we are in the market for chemical fertilizer，we will let you know without any delay.
一旦我方需要购买化肥，我方会尽快通知你方。
Useful Sentences and Expressions
1.All quotations are subject to our final confirmation.Unless otherwise stated or agreed upon，all prices are net without discount.
所有报价须经我方最后确认，除非另有规定或达成一致意见，所有价格都没有折扣。
2.The price we quoted is accurately calculated，but in order to encourage business，we are prepared to allow you a discount of 2％.
我方所报价格是经过精密计算的。然而，为促进业务我们愿意给你方2％的折扣。
3.We appreciate the good quality of your products，but unfortunately your prices appear to be on the high side even of this quality.We regret that at these prices we cannot place an order.
我们很欣赏你方产品的质量，但是十分遗憾的就是这等质量你方价格也偏高了。抱歉不能按此价格发送订单。
4.We feel that your quotation is not proper because the price for such material is on the decline at present.
我们认为你方报价不合适，因为该种材料的价格正在下跌。
5.As for goods No.120，we are not able to send you orders because another supplier is offering us the similar quality at a price 3％ lower.
关于第120号货，我方不能发订单，因现有另一家供应商正以低于你方3％的价格向我方开报相似质量的产品。
6.The quality of the goods is satisfactory in every respect and our customers like the designs and colors of your Wax Printed.However，the prices are much higher than those of other suppliers.We have one sure order for 5，000 yards if you can allow a 3％ discount.
货物质量在各方面都感到满意，我方客户喜爱你方蜡染的图案、花色。但价格却比其他货主的高得多，如能给3％的折扣，我方现有一份5000码的可靠订单。
7.You could get a considerable order with a little concession，say a 2％，reduction.
你方只要稍做让步，比方说降价2％，就可得到一笔大的订单。
8.As business has been done extensively in your market at this price，we regret that we can not accept your counteroffer.It is our hope that you would reconsider the matter and let us know your decision as quickly as possible.
由于按照该价格在你方市场上做了大量交易，我方歉难接受你方还盘。希望你方重新考虑此事并尽快告知你方的决定。
9.As your counter bid is not up to the present market level，we are sorry that we have to give you a negative reply.
由于你方的还价与现行的市价不符，非常抱歉只能给予否定答复。
10.We regret to say that there is no possibility of our cutting the price to the extent you indicated，i.e.15％.
我们非常遗憾地说，把价降到你方所指的15％的程度是不可能的。
11.We can confidently say that our price is quite realistic.It is impossible that any other suppliers can under quote us if their goods are as good as ours in quality.
可以肯定地说我方价格是相当合理的。质量与我方产品相同的供货商不可能报比我方低的价格。
12.Your counteroffer is too low and groundless，therefore it cannot serve as a basis for further negotiation with our manufacturers.
你方还价太低并且没有根据，因此不能作为与我方生产厂家继续磋商的依据。
13.We shall place an order with you if you cut down your price at least by 5％.Otherwise we shall switch our requirements to other suppliers.
如果你方降价在5％以上，我们将向你方订货。否则，我们将转向其他供应商订货。
14.You have no doubt observed an upward tendency of being maintained in the price of our products.Besides，you are also aware that there has been lately a great demand for this commodity in the world markets.Our offer is competitive compared with others.If you are able to accept this offer，please let us know your acceptance immediately.
无疑，贵方已观察到我们产品的价格一直保持上升趋势。此外，贵方清楚近来世界市场对该产品的需求非常大。我们的报价与其他供应商的报价相比是有竞争力的。如蒙接受报盘，请马上通知我们。
15.We regret being unable to order these goods as the price you offered is above the market level here.
很遗憾我们不能订购这些货物，因为贵公司报价高出这里的市场价格。
16.We are surprised to see a steep rise in the price offered by you，but the price of raw material has been weak since the beginning of this year.We are sorry to say that as your price is too high，we will have to make our purchases elsewhere.
对贵方报价急剧上涨，我们深感吃惊，但是自本年度初以来原材料价格一直疲软，我们遗憾地说，由于价格太高我们不得不转向其他地方购买。