B1、 报实价

This is to confirm uour telex of 6 April1997,asking us to make you firm offers for rice and soybeans C&f singapore.

We telexed you this morning offering you 300 metric tons of一步polished rice at A$2,400 per metric ton ,c&f singapore,for shipment during July/August 1997.This offer is firm,subject to the receipt of your reply before 1 June 1997.

Please note that we have quoted our most favourable price and are unable to entertain any counter offer.

With regard to soybeans,we advise you that the few lots we have at present are under offerelsewheri.If,however,you were to make us a suitable offer,there is a possibility of our supplying them.

As you know,of late,it has been a heavy demand for these commodities and this has resulted in increased prices. You may,however,take advantage of the strengthening market if you send an immediate reply.

1997年4月6日有关查询大米和大豆新加坡到岸价的电传已收悉。今日上午电传报价：精白米300公吨，每公吨成本加运费新加坡到岸价为2400澳元。于1997年7或8月装运。以上实价需由贵公司于1997年6月1日前回复确实。

该报价为最优惠价，恕不能还价。本公司与客户正洽售一批大豆交易，若贵公司愿意报以适当买价，本公司乐意出售。近来该类产品需求热列，令价格上涨。请贵公司把握机会，尽早落实定单为盼。

B2、主动报价

This time last year you placed an order for type BS362 12-volt sealed batteries. This is discontinued line which we had on offer at the time.

We now have a similar product on offer, Type CM233.lt occurs to us that you might be interested. A descriptive leaflet is enclosed.

We have a stock of 950 of Type CN233 which we are selling off at GB￡28 each.We can offer a quantity discount of up to 15%, but we are prepared to give 20% discount for an offer to buy the complete stock.

We are giving you this opportunity in view of your previous order.

We would appreciate a prompt reply, since we will put the offer out in the event of your not being interested.

去年此时贵公司所订购的BS362型号12伏密封电池，现已停止生产。现有同类型产品CN233，存货共950件，特惠价每件28英镑。贵公司如感兴趣，敬请参看随附之简介说明。

大批订购可获八五折优惠，整批购入则可享八折特惠。

为感谢贵公司以往惠顾，特此给予订购优惠。亟盼立即回复，如贵公司未欲订购，本公司亦能尽早另作安排。

B3、敦促买主接受报价

We refer to our quotation of 4 September and our mail offer of 20 October regarding the supply of Flame cigarette lighters.

We are prepared to keep our offer open until the end of this month.

As this product is in great demand and the supply limited, we would recommend that you accept this offer as soon as possible.

关于火焰牌打火机的供应事宜，本公司曾于9月4日报价和于10月20日邮寄报盘。现特此通知，该报盘的有效期在本月底结束。该货品市场需求量极大，供货有限。宜从速接受该报价为荷。

B4、还价

We are in receipt of your letter of 31 July offering us 100 metric tons of polished rice at A$1，200per metric ton on the usual terms.

We regret to inform you that our buyers find your price much too high. We are informed that some lots of American origin have been sold here at a level about 30% lower than yours.

We do not deny that the quality of Australian rice is slightly

better but the difference in price should, in no case, be as large as 10%. To facilitate the transaction, we counter offer as follows, subject to your reply being received by us before 30 September 1996.

100metric tons of polished rice, 1996 crop, at A$1,050 per metric ton CIF Singapore, other terms as per your letter of 31 July

As the market price is falling, we recommend your immediate acceptance.

承蒙 7月31日来函报盘100公吨精白米，以每公吨1200澳元和按一般条件交易，谨此致谢。

然而，买主认为报价太高。本公司得悉本地现正出售的美国大米，价格较上述报盘约低30%。

无可否认，澳洲大米品质较佳。然而，价格相差理应少于10%。为达成交易，现谨还价如下，并以1996年9月30日以前收到贵公司答复为实：

1996年产精百米100公吨，每吨新加坡到岸价1050澳元，其余条件按贵公司7月31日来函为准有见市场价格不断下跌，拟请立即接受上述还价。

B5、拒绝还价条款

Thank you for your letter of 10 October. We are surprised to hear that you consider our price for tin plate sheets too high.

Much as we would like to do business with you , we regret to say that we cannot entertain your counter offer. The price we have quoted is quite realistic. We would point out that we have received substantial orders from other sources at our level.

If you could improve your offer, please let us know. Since

supplies of this product are limited at the moment, we would ask you to act quickly.

We assure you that any further enquiries from you will receive our prompt attention.

多谢10月10日来函。得悉贵公司认为锡片价格太高，颇感意外。

本公司所报价钱相宜，其他客户皆大批订货。虽亟欲与贵公司达成交易，无奈未能接受贵公司的还价，实属遗憾。若蒙修改还盘条款，还请赐知。现时该产品供应有限，尚请从速采取行动。

欢迎随时询价，以效微劳。

B6、对价格作出让步

Thank you for your letter of 29 December 1995. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us .

We accept what you say, but we are of the opinion that the quality

of the other makes does not measure up to that of our products.

Although we are keen to do business with you, we regret that we

cannot accept your counter offer or even meet you half way.The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval.

We look forward to hearing from you.

1995年12月29日来函收到，不胜感激。得知贵公司认为火焰牌打火机价格过高，无利可图，

本公司极感遗憾。来函又提及日本同类货品报价较其低近10%。本公司认同来函的说法，然而，其他厂商的产品质量绝对不能与本公司的相提并论。虽然亟望与贵公司交易，但该还价较本公司报价相差极大，故未能接受贵公司定单。特此调整报价，降价2%，祈盼贵公司满意。

谨候佳音。

B7、加价前作出优惠

Due to the rise in the world price ofpaper, from 1 April of next year, prices for our products are due to increase by 10% across the board.

Since you are a valued customer of long standing. we wish to give you the opportunity to beat the price increases by ordering now at the current prices.In addition, we are willing to give youa discount of 5% on all orders of more than GB￡20，000.

We are aware that you do not have sufficient warehousing for large quantities of reserve stock. In the circumstances. we would be prepared to hold paper for you to be delivered at your convenience.

There will be no charge for warehousing at this end.

We believe that you will see the advantages of this arrangement, which will save you at least 15% on paper purchases in the coming year.

We look forward to your early reply.

鉴于全球的纸张价格上升，自明年4月11日起，本公司中的货品价格将全面提升10%。本公司中万分感激贵公司长期以来的支持，特此建议在价格调整前提早订购货品。凡订购金额超过20，0000英镑，更可获得九五折优若未能腾出地方存放纸张，本公司中乐意免费提供存货服务，直至贵公司有所安排。此次减价特别优惠顾客，提早订购可减少来年购买

纸张至少15%的支出。

期待着你的复音。

B8、提出降价要求以便订货

We have been very pleased with your product， as you know. However, we find that we can obtain a price of $4.00 per hundred with a local firm. This is fifty cents per hundred lower than your price.

If you can see your way clear to meeting these figures we would be pleased to place with you an order that will carry us for the rest of this year. That order is likely to be one of the largest that we have ever placed with you.

你知道，我们对你的产品一直都很满意。但发现，在当地一家公司可以得到每百个价格为4.00美元的这种产品，比你们每一百个的价格少50美分。如果你们能设法找出原因并使价格也达到这样的数字标准，我们就乐意向你们提出一项可以执行到本年底的订货。而且该项订货就可能是我们从来也没有向你们提出过的最大订货之一。

B9、订货前说明要求降价原因

We are aware of the fact that your office uipment is among the best on the market. We realize that your materials are of the very highest quality and that you pay the highest wages in the field.

Nerertheless , we would prefer handing lower quality goods if we could get a lower price. Our customers do not demand the standard of quality that you put into your equipment. If we are to continue doing business with you we must ask for a reduction in price in price in order that we may achieve a higher volume of sales. We shallwait for a price from you before we decide where to place out next order.

我们所知道的事实是，你们的办公设备是市场上最上等的。所采用的技术资料是最高级的，同时在本地区中你们所付出的工资也是最高的。

然而，如果我们能够在价格上得点便宜，则宁可经营质量标准。假若需要和我们继续做买卖，就得要求你们价格减少7.5%，以使我们的销售额有所提高。在决定下次向哪里去订货以前，我们等待着你们在价格方面的回音。

B10、再次要求削价

We regret that it is not possible to accept the reduced price you offer. It was very kind of you to suggest meeting us half way, but thiwill not be enough to compensate for our increased overhead and advertising.

Unless you see your way clear to grant us an additional reduction in price, we may have to discontinue our very pleasant arrangement with you.

非常感到抱歉，我们不能接受你们减价以后的报价。你们关于满足我们一半要求的建议很好。但这仍不足以弥补我们所增加的企业管理费和广告费。除非你们能够设法答应给我们进一步减价，否则，我们不得不中断我们之间很愉快的协议。

B11、对议价信件的回复

Thank you for your letter of June 12.In view of the fact that we have done business with each other for so long and that you have bought from us such volume of office equipment, we would like to meet you half way in your request for lower pries.

May we suggest an overall reduction of 4% in price, which will hold right down the line.

Since our own overhead has increased somewhat in the last few months, this offer on our part is good only for a few months. At the end of that time you will have to go back to the previous price list.

Our sales manager, Mr. Smith, will call on you with some display material which should help you to effect a higher volume of sales.

感谢你6月12日来信。考虑到我们相互交往的历史如此长久，而且你们曾买过我们大量的办公设备，因此我们将满足一半你们所提出的减价要求。我们建议将每件工装裤的价格降低4%好吗？这样就可正好保持在市场价格线以下。

因为我们自己的企业管理费在过去几个月里也有些增加，所以这个报价就我们来说只限于几个月内有效。过了那段时间，你们就仍须按照原先的价格单付款。

为此我们的供销经理史密斯先生将带一些可以帮助你们增加销售额的展览材料去访问你们。

B12、同意削价并附价格单

After discussing the matter with our Board of Directors, we have decided we can comply with your request for lower prices. Attached is a corrected price list for our merchandise.

经我们董事会研究，决定按照你们的减价要求办。特随函附上我们修改过的商品价格单

B13、不同意削价并进行解释和说服

In reference to your letter of May 7,we cannot make a better offer than the one we suggested to you, We feel that offer itself ismost generous under the circumstances.

In checking our books, we find that you have purchased from us twice as much the first three months of this year as you did in the first three months of last year. This indicates to us that you have been successful in retailing our merchandise.

We hope that upon reconsideration you will be able to accept out offer. We have been have been very pleased to have you on our list of accounts.

关于你5月7日的来信，我们认为不能再报比那更低的价格了。处于当前情况下，它本身就说明是最慷慨的价格了。经查对我们的帐目，发现，你们今年的头三月在我处所购的货物是去年同期的两倍。这就说明，你们零售我们的货物方面是取得成就的。因此希望你们经过重新考虑后，能够接受我们的该项报价。我们已很乐意地将你们的名字留在我们的帐目上了

B14、婉言拒绝降价要求

We are sorry to say it is not possible for us to meet the price you requested in your letter of November 9.

If you care to place an order with us any time in the future, you may be assured of the same prompt attention which you have had in the past.

非常遗憾地通知你们；对你11月9日的来信中所提出的价格，我们实无法满足你的要求。假如将来某个时候，你们还愿意向我们订货的话，肯定你们仍将立即得到象过去一样关照。

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