鎢制品出口交易磋商還盤

還盤是壹方在接到另壹方報盤以後，要求更改報盤內容的函電，其中包括降低價格、改變支付方式、改變交貨期等，交易可以多次還盤與反還盤。

價格可以說是進出口雙方都密切關注的交易條件。在出口方發盤後，進口方往往會就價格進行還盤。這時出口方通常面臨三種選擇：壹是完全接受對方的還價，合同即告成立；二是堅持原價，即拒絕對方的還價；三是針對對方的還價進行再還價，或是有條件地接受對方的還價。雖然這三種情形在具體語言運用上有所不同，但壹般均需包含如下內容：

(1) 確認對方來函。還價函總是壹封回信，因此在信的開頭，要禮節性地感謝對方的來函。而且，通常還會先簡潔地表明我方對來函的總體態度。

(2) 強調原價的合理性，並列明理由。無論最後是否接受對方的還價，我們壹般都會堅持原報價的合理性，同時給出各種適當的理由，或認爲報價符合市價，或強調産品品質超群，或言明利潤已降至極限，或指出目前原料價格上漲、人工成本提升等等。

(3) 提出我方條件，並催促對方****。這部分的寫法非常靈活，並沒什麽定式可言，關鍵是要具有說服力，而且常常帶有促銷的性質，如以數量折扣吸引對方大批訂購，以庫存緊張激勵對方早下訂單等。即便是在拒絕還價、不作任何讓步的情況下，我們壹般也會推薦壹些價格低廉的替代品，以尋求新的商機。

(1) NEO公司(進口商)的還盤

NEO GENERAL TRADING CO.
P.O. BOX 99552, RIYADH 22766, KSA TEL:——————FAX: ——————
E-MAIL: ——————

XXXX years on XX XX days

Dear Mr. Chang,

We are very grateful of receiving your kindly offer of today.

(非常高興收到您今天的報盤。)

Although appreciate you the quality of the goods, we find your price is too high, we accept. We also point out that very good quality tungsten products can be in our market from several European manufacturers, all of them are in the price 5% 10% lower. Such is the case, we have to ask you to consider if you can let your prices fell about 5%. As our order, you may think this is worth to make concessions.

(在感謝貴公司的優質産品的同時，我們發現您提供的價格過高，難以接受。需要指出的是，在我們的市場中也有壹些歐洲生産商提供的優質鎢制品。它們的價格普遍比貴公司的低5%-10%。因此，我們希望貴公司可以考慮將價格降低5%左右。這個讓步對您應該是可以接受的。)

Your earlier reply will be highly appreciated.

(我們將非常感謝您的早日答複。)

Yours sincerely,

NEO GENERAL TRADING CO.

Tom Smith

(2) 德尚公司(出口商)的還盤

DESUN TRADING CO., LTD.	HUARONG MANSION RM2901 NO.85 GUANJIAQIAO, NANJING 210005, CHINA TEL: ————FAX: ———— E-mail: ——————
TO: NEO GENERAL TRADING CO. FROM: DESUN TRADING CO., LTD Date: Reinsurance: tungsten products
Dear Mr. Smith, We learn from your E-Mail of today that our price is found to be on the high side. Much as we would like to cooperate with you in expanding sales, we are highly regret that we just cannot see our way clear to entertain your counter-offer, please kindly trust us that our price is quite realistic. In fact, we have received lots of orders from various sources at our level. (從您今天的電子郵件了解到我們的價格偏高。我們非常希望同您合作以拓展業務，抱歉的是我們實在沒有辦法接受您的還盤。請您相信我們，這個價格已經是實價了。事實上，我們已經從各種來源接受了很多的訂單。) If you find any chance to do better, please let us know without any hesitation. On account of the raw material are esteemly scanty at present, we would kindly ask your esteemed company to act as quickly as possible. (如果您可以接受，請不要猶豫，通知我方。考慮的目前原料的價格不斷上漲，我們真誠地希望貴公司可以盡快做出決定。) Looking forward you earlier reply with highly eagerness. (熱切等待您的早日回複。) Yours faithfully, Desun Trading Co., Ltd. Sales department Leon Chang

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