價(jià)格可以說是進(jìn)出口雙方都密切關(guān)注的交易條件。在出口方發(fā)盤后，進(jìn)口方往往會(huì)就價(jià)格進(jìn)行還盤。這時(shí)出口方通常面臨三種選擇：一是完全接受對(duì)方的還價(jià)，合同即告成立;二是堅(jiān)持原價(jià)，即拒絕對(duì)方的還價(jià);三是針對(duì)對(duì)方的還價(jià)進(jìn)行再還價(jià)，或是有條件地接受對(duì)方的還價(jià)。雖然這三種情形在具體語(yǔ)言運(yùn)用上有所不同，但一般均需包含如下內(nèi)容：
一、確認(rèn)對(duì)方來函
還價(jià)函總是一封回信，因此在信的開頭，我們會(huì)禮節(jié)性地感謝對(duì)方的來函。而且，通常還會(huì)先簡(jiǎn)潔地表明我方對(duì)來函的總體態(tài)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、強(qiáng)調(diào)原價(jià)的合理性，并列明理由
無論最后是否接受對(duì)方的還價(jià)，我們一般都會(huì)先堅(jiān)持原報(bào)價(jià)的合理性，同時(shí)給出各種適當(dāng)?shù)睦碛?，或認(rèn)為報(bào)價(jià)符合市價(jià)，或5ffiIE產(chǎn)品品質(zhì)超群，或言明利潤(rùn)已降至極限，或指出目前原料價(jià)格上漲、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.
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三、提出我方條件，并催促對(duì)方行動(dòng)
這部分的寫法非常靈活，并沒什么定式可言，關(guān)鍵是要具有說服力，而且常常帶有促銷的性質(zhì)，如以數(shù)量折扣吸引對(duì)方大批訂購(gòu)，以庫(kù)存緊張激勵(lì)對(duì)方早下訂單等。即便是在拒絕還價(jià)、不作任何讓步的情況下，我們一般也會(huì)推薦一些價(jià)格低廉的替代品，以尋求新的商機(jī)。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.
一、確認(rèn)對(duì)方來函
還價(jià)函總是一封回信，因此在信的開頭，我們會(huì)禮節(jié)性地感謝對(duì)方的來函。而且，通常還會(huì)先簡(jiǎn)潔地表明我方對(duì)來函的總體態(tài)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、強(qiáng)調(diào)原價(jià)的合理性，并列明理由
無論最后是否接受對(duì)方的還價(jià)，我們一般都會(huì)先堅(jiān)持原報(bào)價(jià)的合理性，同時(shí)給出各種適當(dāng)?shù)睦碛?，或認(rèn)為報(bào)價(jià)符合市價(jià)，或5ffiIE產(chǎn)品品質(zhì)超群，或言明利潤(rùn)已降至極限，或指出目前原料價(jià)格上漲、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、提出我方條件，并催促對(duì)方行動(dòng)
這部分的寫法非常靈活，并沒什么定式可言，關(guān)鍵是要具有說服力，而且常常帶有促銷的性質(zhì)，如以數(shù)量折扣吸引對(duì)方大批訂購(gòu)，以庫(kù)存緊張激勵(lì)對(duì)方早下訂單等。即便是在拒絕還價(jià)、不作任何讓步的情況下，我們一般也會(huì)推薦一些價(jià)格低廉的替代品，以尋求新的商機(jī)。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.