Chapter 6 Counter Offers 第六章 还盘（课堂练习及答案）
一. Fill in the blanks with the suitable word.
1. We quote you for Groundnuts at $100 per ton on CIF London basis for May shipment.
2. After three days’ hard bargaining, the two sides still couldn’t come to terms with each other.
3. The best we can do is to make a reduction of 3% in our quotation.
4. We very much regret that we are unable to accept / entertain your counter offer.
5. As the market is declining , we suggest you reduce your price by 3%. 6. As soon as we are in a position to make an offer for Cotton Piece Goods, we shall inform you by e-mail.
7. As we are in the market for Table Cloth, we should appreciate it if you would send us your best quotation.
8. We wish to draw your attention to the good quality of our products instead of price.
9. In reply to your letter, we enclose our latest illustrated catalogue for your reference.
10. To help you push the sales of our commodities, we will allow you 2% special discount for the lot.
11. In view of our long-standing business relations we make you such a counter-offer.
12. Your price is on the high side and we have to counter-offer as follows, subject to your reply received by us on or before this Friday.
13. Through your full cooperation, we are able to place our trial order at your revised price.
14. As our customers find the quality of your products satisfactory, we are now placing our trial order with you for the items.
15. We cannot entertain business at your price, since it is out of line with the prevailing market.
16. There is not much possibility of business unless you can reduce/cut/bring down your price by 5%.
17. We have to regret to say that the quality of the goods you delivered this time is much inferior to that of the goods of the first order.
- 1 -
Chapter 6 Counter Offers 第六章 还盘（课堂练习及答案）
18. We have just finalized/concluded/closed/completed two deals with our German customers at the same price yesterday.
19. Some fear that supplies will begin to run low, causing prices jump. 20. If you can not be prepared to meet us halfway , we have to place our order elsewhere.
二. Translate the following Chinese letter into English
敬启者：
感谢你们6月26日的报盘以及寄来的餐具样品。尽管我们很欣赏这些餐具的优良品质，但我们遗憾的说，你们的价格似乎太高。如果接受你们的报价将使我们在销售中无利可图，因为其他供应商对同样品质的商品出价更低。
因此我们建议你方将价格减至25美元/套，否则无法成交。
我们期待着你们的确认。
谨上 Dear Sirs,
Thank you for your offer of June 26th and samples of Dinner Sets you kindly send us.
While we are appreciating the good quality of your Dinner Sets, we regret that your price appears to be on the high side. To accept the price you quoted would leave us no margin of profit in our sales, since the other suppliers are offering lower prices for Dinner Sets of same quality.
Therefore we suggest you reduce the quoted price to USD 25/set, otherwise there is no possibility of business.
We look forward to your confirmation.
Yours faithfully,
三．Write a letter according to the given terms
You are asked to write a letter or an email in reply to the counter-offer you just received. In your letter, the following points should be covered: 1. 难以接受还盘，最多只能减价2%；
2. 怀疑其他产品的质量能否与你们的相比； 3. 提请对方注意，质量其实比价格更重要。
Dear Sirs，
With reference to your letter of 10th July，we regret to learn that since other suppliers are offering at lower prices，you are unable to accept our offer.
However desirous we are to do more business with you，we are sorry to say that your counter-offer is unacceptable to us. The best we can do is to make a reduction of 2% in our originally quoted price.
We wonder whether the other suppliers are offering a quality as good as ours. We do hope that you will direct the attention of your clients to this point and try to persuade them to take into consideration not only the price but also the quality，which is more important. We await your early reply.
- 2 -