钨制品出口交易磋商还盘

还盘是一方在接到另一方报盘以后，要求更改报盘内容的函电，其中包括降低价格、改变支付方式、改变交货期等，交易可以多次还盘与反还盘。

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：

(1) 确认对方来函。还价函总是一封回信，因此在信的开头，要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。

(2) 强调原价的合理性，并列明理由。无论最后是否接受对方的还价，我们一般都会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，或强调产品品质超群，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。

(3) 提出我方条件，并催促对方****。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。

(1) NEO公司(进口商)的还盘

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.

(非常高兴收到您今天的报盘。)

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.

(在感谢贵公司的优质产品的同时，我们发现您提供的价格过高，难以接受。需要指出的是，在我们的市场中也有一些欧洲生产商提供的优质钨制品。它们的价格普遍比贵公司的低5%-10%。因此，我们希望贵公司可以考虑将价格降低5%左右。这个让步对您应该是可以接受的。)

Your earlier reply will be highly appreciated.

(我们将非常感谢您的早日答复。)

Yours sincerely,

NEO GENERAL TRADING CO.

Tom Smith

(2) 德尚公司(出口商)的还盘

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. (从您今天的电子邮件了解到我们的价格偏高。我们非常希望同您合作以拓展业务，抱歉的是我们实在没有办法接受您的还盘。请您相信我们，这个价格已经是实价了。事实上，我们已经从各种来源接受了很多的订单。) 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，请不要犹豫，通知我方。考虑的目前原料的价格不断上涨，我们真诚地希望贵公司可以尽快做出决定。) Looking forward you earlier reply with highly eagerness. (热切等待您的早日回复。) Yours faithfully, Desun Trading Co., Ltd. Sales department Leon Chang

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