1. Chapter Five
Counter Offer

2. Learning Objectives
Definition of a counter offer Steps for a counter offer

3. Counter-offer（还盘） Ⅰ.Definition Ⅱ.Writing Steps Ⅲ.Letter Study 概 念 写作步骤
样函学习

4. Ⅰ. Definition a new offer
Key point
Ⅰ. Definition
A counter offer is virtually a partial rejection to the original offer and also a new offer initiated by the offeree.
a partial rejection to the original offer
a new offer

5. ? ? ? 还盘书信 怎么写 Opening Sentence Actual message Closing sentence
Difficult points
还盘书信 怎么写 ?
Opening Sentence 3 1 ? 2
Actual message ?
Closing sentence 3

6. Ⅱ. Writing Steps Writing steps ①Thanks for the offer
②Regret at inability to accept & explain why
④Hope for a prompt reply
③Counter-offer

7. Price 1. Thank for the offer and state our attitude (Opening Sentence)
Thank you for your fax of 5th April. We regret to say that we can’t accept the price at the level you requested.
Price

8. 2. Explain reasons for irrationality (Actual message)
The price is found to be on the high side as compared with other suppliers in Hongkong.

9. 3.Make a counter-offer (Actual message)
Should you be ready to reduce your price by 5%, we might come to business.
Your offer is attractive, but we require L/C payment. 1 2

10. We are prepared to accept your offer if you pack the goods with wooden cases.3

11. 4
We accept your offer, but we require that you advance the shipment by two months.

12. 4. Hope to get a reply soon (Closing Sentence)
We hope you will give us an early reply.
We hope that the above will be acceptable to you
and wait for your order with keen interest. 1 2

13. Ⅲ. Letter Study April 7,2017 Dear sirs,
We thank you for your offer of April 5 and the samples of bikes.
We regret to say that your price is so high that our margin
of profit would be either very little or nil. Should you be ready
to reduce your price by 3%, we might come to business.
We hope you will consider our counter-offer and fax us as soon as
possible.
Yours faithfully,
John Smith

14. Nov.27th ,2016
Dear Mr. David,
Thank you for your letter of Nov.25 sending us your offer
for Women’s Leather handbag.
To be frank, the quality of Women’s Leather Handbag is quite
good, but the price appears to be on the high side as compared
with other suppliers in Japan.
We suggest that you make some reduction by 10% on your
quoted price. We hope it will be acceptable to you.
We are waiting for your reply with much interest.
Yours truly,
Sales Manager
Judy

15. Write a counter-offer, please.
Assignment
Write a counter-offer, please.

16. 16