操作五：拟写还盘函

经仔细核算后，写出还盘信，具体要求如下：

1 阐述我方报价理由；

2 竞争应以质取胜，而非低价竞销。并说明理由；

3 鉴于对方提出的问题有一定道理，特在价格上给予一定的减让，已弥补对方在开拓市场、广告促销等方面的开支和费用。但订货数量必须至少为两个40'集装箱（整箱）。

4 有关付款方式，因本公司惯例为即期信用证付款，暂无法接受赊帐. 但为了开拓市场，并本着高度诚意，特同意采用45天远期信用证付款方式。 当双方建立巩固的关系后,可以酌情考虑其他灵活的方式。 信函日期：20xx年3月22日

参 考 答 案

操作五：还盘参考

双城（集团）国际贸易公司

TWINS CITY GROUP INT'L TRADE CORP.

地址：中国上海中山西路

ADDR：SUITE 508,CONCH BUILDING

1271号

海螺大厦508室 1271 ZHONGSHAN RD(W)

电话：

TEL：86-21-62193941

86-21-62193941

传真：

FAX：86-21-62193977

86-21-62193977

TO: N.V. NOM DATE: March 22, 2003

DEAR SIRS,

We have received your mail dated March 17, 2003 and are glad to hear that you are satisfied with our products.

We have stated in our previous letter that our products are specially designed for European market. As you may aware, travelling in spare times becomes more and more popular in Europe. People go for an outing during weekends to enjoy the beautiful scenery of the nature. Our garden facilities can not only be put in gardens and public places, but also can be disassembled and put in the car. Just think a family sitting around with green grass blue sky and white clouds as back ground, what a nice picture it will be. So we think you also agree that our products will be warm welcomed by your customers. And our prices are surely not high compared with the purchasing power of your market. SHANGHAI, CHINA

Chinese products are no longer meaning lower price. The advantages of our products are attractive design, high quality and reasonable prices. As we are applying for the European patent, it means that only our company can use the technique to produce. It will increase our competing ability in the market, also it will be a great chance for you as an importer or distributor.

Therefore, your situation is well understood. We really want to help you, so we decided to make some deduction on the price for your trial order, under the condition that the min. quantity should be raised. The new prices are DS-1-A @ US$ 59.60 and DS-2 @US$ 106.50 CIFC5 ROTTERDAM for one 40' container of each. For AS-2 and AS-1, the min. quantity remains 20' FCL for each art. no., and the prices are US$ 30.70 and US$ 3.90 CIFC5 ROTTERDAM respectively.

As for the terms of payment, sight L/C is our usual practice, We probably can't accept O/A. Only when we have established a steady business relation, can other terms, as D/P, D/A, or even O/A can be used. How about L/C at 45 days sight? You will understand that we hardly do

business on usance L/C with new clients. We give you this favorable term just to show our high sincerity. We hope it will pave the way of our business, and help you to introduce our products to your market.

Await your early reply.

Yours faithfully,

TWINS CITY GROUP INT' TRADE CORP.

XXX 1、确认对方来函

We are glad to receive your letter of March 22 but sorry to learn that

your customers find our quotation too high.As talked with the

manufacturer, we accept your counter-offer.

Thank you for your fax of March 19. We regret to say that we are not agree your point, but for our relationship we will accept your counter

offer.

2、强调原报价的合理性

As business has been done extensively in your market at this price, we

regret to say we cannot make further concession.

We feel that your counter offer is not proper because the price for

such material is on the increase at present.

We believe our prices are quite realistic; it is impossible that any other suppliers can under-quote us if their products are as good as ours in

quality.

3、提出我方条件，并催促对方行动

However, in order to develop our market in your place, we have decided to accept your counter offer as an exceptional case.

In order to assist you to compete with other dealers in the market, we have decided to reduce 2% of the price quoted to you in the previous

letter, if your order reaches 5000 sets at one time.

Owing to the great demand for the product, this offer is valid only for

5 days.

第二篇：发盘、还盘、接受范文 3100字

1. Inquiry

Dear sirs

I need your quotation for 425g canned mushroom pieces&stems including

packaging/delivery time/price term is CIF/port of destination:dammam.thanks in advance. Best regards

Tracy

Manager of MINC

我需要你的425克罐装蘑菇片和茎、含包装、交货时间、报价、贸易术语是CIF、目的港丹麦、提前感谢!

2.Offer

Dear sirs,

We well received your inquiry in canned mushroom pieces&stems dated on xx. as per your requirement,we quote the price as below:

Name of item: canned mushroom

Pieces&stems specification:24tinned/ctn n.w:425g g.w:227

Packaging: normal export brown carton box with buyers brand

Quantity: 1700 ctn /container

Price:us$7.80 cfr dammam

Payment terms:l/c at sight

Delivery date:no later than 30/12/2009

Term of validity:27/10/2009

If any query,pls feel free to let me know.

Best regards

Tracy

Manager of MINC

上个月20号我们也收到了蘑菇罐头的查询及茎块。按您的要求，我们的价格如下： 项目名称：蘑菇罐头

品及茎规格：24tinned/ctn净重：425克毛重：227

包装：正常的出口与采购商的品牌棕色纸箱

数量：1700箱/集装箱

价格：$ 7.80 CIF丹麦

付款条件：即期信用证

交货日期：不迟于30/12/2009

有效期：27/10/2009

如有任何疑问，请随时让我知道。

最好的问候

3. Counter Offer

Dear sirs,

Thank you so much for your offer,but after we carefully studying,we found your price is too high,we know your goods are in high quality,compare with the items which produce in europe.your price are higher than your competitor 5%-10%.so,we do hope you kindly reduce the price approximately 5%.say us$7.40/ctn.i think this concession should be acceptable by you.

Best regards

Tracy

Manager of MINC

谢谢你提供的发盘，但经过我们仔细研究，我们发现你方价格太高，我们知道您的商品在质量高，与欧洲同类型产品价格相比、你的价格高出5％-10％。因此，我们希望您能降低价格约5％到$7.40/ctn。我们认为这项优惠你们应该会接受的。

我方还盘如下

Dear sirs,

Thank you for your comment,we learnt that our samples are meet your request,and our quality are acceptable by you.but regret that you thought our prices are higher than other countries with same products.we do hope to co-operate and expand business with your company.really sorry that we can not accept your counter offer.please trust us,this is our firm offer,actually we received many orders from other company with such competitive price.if you accept our price.pls do not hesitate to inform us,consider the price of raw material are rise constantly.we hope you can make your final decision a.s.a.p.thanks. Looking forward to your positive news!

Best regards

Tracy

Manager of MINC

感谢您的意见，我们了解到，我们的样品是满足你的要求，我们的质量是你可以接受的。遗憾的是，你认为我们的价格比同类其他国家的高。我方希望携手合作和与你公司扩大业务来往。很抱歉，我们不能接受你方的还盘。请信任我们，这是我们的实盘，实际上我们收到很多公司这价格的发盘.如果你接受我方的价格。请不要犹豫通知我们。考虑到原材料价格上涨。我们希望你能尽快做出最后决定。

期待你的利好消息！

4.Reception

Dear sirs,

We received your letter dated on10/10/2009 with many thanks. after our careful consideration,we decided to accept the following offer: please note:we will send fehling "rose"logo to you by dhl a.s.a.p.please prepare the logo according.besides pls scanning the logo for our final confirmation before packaging.

Please send your s/c to us.hoping that we have a good start and do long-term business in the near future. Best regards

Tracy

Manager of MINC

我们非常感谢收到你20xx年10月10号。我们仔细考虑后，我们决定接受报盘如下：请注意：我们将尽快委托DHL发送斐林“玫瑰”标志给你们。请准备好商标。此外，检查商标做最后确定在包装之前。

请把你的合同发送给我们，希望我们有一个良好的开端，在不久的将来有长远的业务。