point out, however, that as there is already a wide range of 'budget-priced' shoes from Eastern Europe and Hong Kong in this country, it is essential that your quote competitive prices.
We also hope that you will be able to allow discount facilities on substantial orders and , therefore, would be grateful if you could let us know what special terms you can allow for orders of three thousand pairs.
For your information, the prices are changeful here, so it is important that you deliver the goods soon after receiving orders. Please , therefore, let us know how long you take for shipping the goods. We look forward to hearing from you soon.
Yours faithfully,
IV. You welcome the inquiry and go on to describe the superiority of your products. Put the Chinese in the letter into English. Keys:
We now enclose our catalogue and a price-list. These goods are superior to any similar goods on the markets. They have been in heavy demands for their unique design, novel styles and reasonable prices.
We can ensure supply before Christmas, and we are willing to allow you 10% off if your orders exceed 600 pieces.
V. Translate the following letter into English: Keys
Dear Sirs:
We confirm email exchanged between us regarding fireworks and mosquito-repellent incense and are glad that we have come to an agreement on the price. Your last email informed us that you could offer us 500 units of a dozen fireworks and 300 cartons of mosquito-repellent incense, which we think is not enough. More and more clients in our country like to buy Chinese products because of their good quality. If we do not take care of the supply of our market, they will naturally turn somewhere else for their needs. So we do hope you can offer us at least 1,000 units of a dozen fireworks and 500 cartons of mosquito-repellent incense.
We appreciate your efforts and cooperation and believe this order will lead to considerable business in the future.
We look forward to your early reply.
Yours faithfully,
VI. Write a quotation or a firm offer covering the following contents: Keys Dear Sirs,
In reply to your letter of January 5, we’re giving you a firm offer, subject to your reply here by 5 p.m. our time, Thursday, March 27, as follows: Commodity: Shirts for men
Specifications: 10 assortments with new designs of black, white and green colors(details in catalogue) Quality: the cotton used is superior quality
Price: FOB Guangzhou US$ 18 to 45 according to various designs.
Payment: by confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment
Packing: at the seller’s option Shipment: (in) May
We hope the above terms will be of interest to you and receive your order as soon as possible.
Yours faithfully,
Chapter Five Counter-offers Section One Introduction概述
买方认为卖方报盘中的某些条款不能接受时，可以还盘。他们往往提出自己的条款，供卖方考虑。
有时，买方主动向卖方递盘。在递盘中，买方说明按什么价格、根据什么条款购买某种商品。因此，递盘实际上是买方的“报盘”。如卖方认为递盘中某些条款不能接受时，也可以进行还盘。
一笔交易的达成，可能要经过多次的还盘。如双方达不成妥协，其中一方放弃继续洽商，则交易告吹。还盘有时通过电报、电传或传真进行，代替书信，以节省时间。
还盘的过程，有时反映两种不同立场、不同利益之间的矛盾，对于原则问题我国外贸企业必须坚持，要根据不同情况，采取灵活措施。在对外贸易中，答复还盘函电时，措辞要谨慎，要着眼于双方之间的友谊和今后的交易，采取冷静、公正、诚恳的基本态度，并要以对方的立场观点，摆事实、讲道理、说服对方，消除误解，增进相互的理解。
Section Two Specimen Letters Specimen 1 敬启者：
你10月10日函悉，谢谢。
你方还盘歉难接受，因为我所报价格已为其他许多客户的订单证明是可行的。但是，为了满足你方这次要求，如果订量不少于1，000匹，我愿给你2%的特扣。希望你会享受到这次特扣的利益。 ……启
2007年10月20日 Specimen 2 敬启者：
感谢你方6月10日函，给我方3000公斤核桃仁，单价每公斤50美元。
我们抱歉地奉告，贵方价格偏高。我们认为很难说服客户们接受你方的价格。况且，来自韩国和泰国的供应商的竞争是很激烈的。你方不能忽视了这一点。如你方能减价5%，也许能达成交易。
只是鉴于双方长期的业务关系，我们才给上述还盘。市价正在下跌，希望你方取赞许态度加以考虑，并早日来电接受我方的还盘。 ……启 Specimen 3 敬启者：
事由： 200打“青年”牌圆珠笔笔
你10月10日对标题商品的报盘以及样品均已收到，谢谢。
请给10%的佣金，而不是5%，并请接受即期付款交单的支付方式，因为我和其他供货商都是按这样的条款
进行交易的。
相信你定会早日来电确认上述条款，以便我正式下单并寄你详细的装船须知。 ……启
2007年10月21日
Specimen 4
Encl.
敬启者：
事由： 200打“青年”牌钢笔
你10月21日函悉，谢谢。现确认我10月28日传真，内容请详见附件。
关于你要求10%的佣金和凭即期付款交单支付一事，歉难同意，因为我和其他客户交易，都是按5%佣金以及凭不可撤消信用证的支付条款进行的。
为此，请重新考虑我方条款，尽力和其他客户取得一致。 ……启
2007年10月29日
Specimen 5 敬启者：
你7月3日函和2000令油光纸的订单均已收到，谢谢。
近来对这种纸张的需求量很大，我已经不接受12月份交货的订单，为此，歉难满足你9月交货的要求。 但是，考虑到我们长期的业务关系，同时涉及的数量也不大，如你方客户能接受9月交货的话，我们愿按下列价格条款接受你的订单：
阿姆斯特丹成本加运费价每令...英镑，11月份交货的日期是有点远，但这是在目前的情况下，我们只能做到这样的程度了。
如认为我方报盘可以接受，请在本月底前传真告知，以便最后确认。 ……启
2007年10月25日
Specimen 6
敬启者：
从4月20日来信，得知你方认为别的供货商报价较低，不接受我方报盘，实在令人失望。
我定价合理，很难接受你方还盘。至于其他供货商发盘的货，质量上是否和我们的类似，或者是否可以我们的相比，颇为怀疑。因此，请提请你方客户注意，并请劝说他们不但要考虑价格，而且更要考虑质量。 盼早复。 ……启
2008年5月1日
Specimen 7
敬启者：
你2月10日按CIF价报200公吨羊毛的来信收悉，谢谢。但是很抱歉，我要求报成本，保险加运费的价格条款。
由于我已和伦敦劳埃德保险公司办妥预约保单的保险手续，每次保险，只需在装运时，把有关情况通知他们就可以了。
而且，该保险公司给我比较优惠的条款。通常我们能定期从该公司领得一笔相当可观的保险费回扣。 请提供有关中国人民保险公司经营保险业务范围等方面的详细情况，以供参考。 盼早日见复。 ……启
2008年2月26日
Specimen 8
敬启者：
事由： 你0789号订单项下5,000个麻袋事宜
你1月23日要求按发票金额加30%投保标题货物的来信收悉，谢谢。
按惯例，对有关货物一向是按发票金额加10%投保。但我愿应你方所请，对该货按发票金额的130%投保，超额的保险费由你负担，特此告知。 ……启
Section Five Exercises
I. Read the following offer letter and use its information to complete the offer sheet. Keys:
1. Woolen sweaters in different colors and patterns 2. 200 dozen
3. US$13 per dozen 4. US$26000
5. 10 d/s after LC 6. London 7. By irrevocable LC
8. In strong polybags put in standard cartons for export 9. 5th April
II. Translate the following sentences into English:
Keys:
1) The quality of our products is well known and universally acknowledged.
2) This offer is firm, subject to your immediate reply reaching us not later than the end of this month. There is a little likelihood of the goods remaining unsold once this offer has lapsed.
3) Your inquiry is having our immediate attention and we hope to make you an acceptable offer in a few days.
4) We are pleased to advise that we are able to supply you with \with a warm reception abroad.
5) All items we have offered are made of very best quality leather and can be supplied in a range of designs and colors wide enough to meet the requirements of fashionable trade such as yours.
6) We enclose another copy of our catalogue as we feel you may be interested in some of our other products, which include Leather Gloves and Purses, described and illustrated on pages 20---25.