出口还盘操作指南

发布时间:2021-09-02 15:37

价格可以说是进出口双方都密切关注的交易条件。在出口方发盘后,进口方往往会就价格进行还盘。这时出口方通常面临三种选择:一是完全接受对方的还价,合同即告成立;二是坚持原价,即拒绝对方的还价;三是针对对方的还价进行再还价,或是有条件地接受对方的还价。虽然这三种情形在具体语言运用上有所不同,但一般均需包含如下内容:  
    一、确认对方来函  
 
    还价函总是一封回信,因此在信的开头,我们会礼节性地感谢对方的来函。而且,通常还会先简洁地表明我方对来函的总体态度。例如:  
 
     We are glad to receive your letter of March 22 but sorry to learn that your customers find our quotation too high.  
 
     Thank you for your fax of March l9. We regret to say that we can not accept your counter offer.  
 
    二、强调原价的合理性,并列明理由  

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    无论最后是否接受对方的还价,我们一般都会先坚持原报价的合理性,同时给出各种适当的理由,或认为报价符合市价,或5ffiIE产品品质超群,或言明利润已降至极限,或指出目前原料价格上涨、人工成本提升等等。例如:  
 
     As business has been done extensively in your market at this price, we regret to say we cannot make further concession.  
 
     We believe our price are quite realistic; it is impossible that any other suppliers can under-quote us if their products are as good as ours in quality.  
 
     The price we quoted is accurately calculated. We have cut the profit to the minimum in order to expand the market.  
 
     We feel that your counter offer is not proper because the price for such material is on the increase at present.  
 
    三、提出我方条件,并催促对方行动  
 
    这部分的写法非常灵活,并没什么定式可言,关键是要具有说服力,而且常常带有促销的性质,如以数量折扣吸引对方大批订购,以库存紧张激励对方早下订单等。即便是在拒绝还价、不作任何让步的情况下,我们一般也会推荐一些价格低廉的替代品,以寻求新的商机。例如:     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 dea1ers 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 va1id on1y for 5 days.  
 
     As an excellent substitute for this artic1e, we would   
 
    suggest you our Fine range shoes,which are sold at a lower price but also enjoy a good popu1arity in the world market.
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