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【商業英語】還價三個簡單步驟(Frankie Chan)

還價三個簡單步驟

毫無疑問,產品的價格對買賣雙方而言,均是非常關鍵。一連幾個星期,為讀者介紹了查詢價格及報價函件的撰寫方法與其實用百搭句式,這個系列的最後一回,當然是有關因應對方的報價而進行還價了。無論最終賣方接受還價、堅持自己的原價、或是再討價還價,也必須在回覆函上清楚說明。

如以電郵方式還價,我們無須寫得過分正規,只需具體、簡潔、措辭大方得體即可。一般而言,還價函件可分以下3個部分,筆者同時就每個範疇列出一些常用的句式,供大家參考:

 

1.確認對方報價來函

還價函畢竟是一封回覆函,因此在信的開頭,我們一般會禮節性地感謝對方的電郵等來函。而且,通常還會先簡潔地表明自己對報價的整體態度,例如:

a. We are delighted to receive your email dated 9 September, but sorry to learn that your customers find our quotation relatively high.

b. Thank you for your email dated 19 September. We regret to inform you that we would not be able to accept your counter offer.

 

 2.強調原價的合理性,並列名理由

無論最後是否接受對方的還價,我們一般都會先堅持原本報價的合理性,並列出各種適當的理由,例如認為產品質素出眾,並報價符合市場價格,或者言明利潤已減至最低,又或指出目前源材料價格上漲、人工成本提升等等。以下是一些常見的例子:

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a. We believe that our price is quite realistic. It seems impossible that any other suppliers can under-quote us if their product quality matches ours.

b. The quoted price has been accurately calculated with our profit margin cut to the minimum.

c. Since business has been done extensively in your market at the quoted price, we regret to inform you that we are unable to make further concession.

d. We cannot accept your counter offer as the price for such material is on the increase now.

 

3.提出自己條件,並催促對方盡快行動

這部分的寫法其實非常靈活,並沒有什麼特定的格式可言,關鍵是要具有說服力,且應帶有促銷的性質,比如以數量折扣吸引對方大量訂貨,或以存貨緊張為由,來請對方盡早下訂單等。即使在拒絕還價、不作任何讓步的情況下,我們一般也會推薦一些價格較低廉的代替品,從而尋求新的商機。以下是一些實用例子:

a. In order to assist you in competing with other dealers in the market, we would reduce 3% of our quoted price in the previous email if your order reaches 10,000 units.

b. With a view to further developing our market, we would accept your counter offer as an exceptional case.

c. Owing to the substantial demand for our new product, this offer is valid only for 7 days.

d. As an excellent substitute for this item, we would suggest you our (another product), which are sold at a lower price but also enjoy tremendous popularity in the market.

 

 

 

Frankie Chan

MA in English Language Teaching (Distinction), BSc (First-class honours), TEFL Dip.

現 代教育IELTS/TOEFL/Workplace English資深英語名師,著名TOEFL參考書作者及星島日報IELTS攻略專欄作者。曾任劍橋商業英語考試BULATS寫作及口試考官,並於國際英 語學院Wall Street English任教多年並擔任其多間分校之校長,具15年教學經驗,並擁有豐富管理與發展商業英語及國際英語考試課程之經驗。

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