The world s major industrial markets today are highly competitive， and the pricing strategy and tactics may determine the ability to compete.
Pricing decisions abroad involve many of the same issues as at home.generally speaking， the American evaluate the factor—competitive.What is their level of competitive？ Does their products have special features that differentiate it from their competitor s and make price comparison difficult？
当今世界主要的工业品市场竞争非常激烈，定价策略与技巧决定着商品的竞争能力。
国外的定价决策所涉及的诸多因素与国内是一样的。一般来说，美国人会考虑这个因素——竞争。他们的竞争水平如何？他们的产品是否具有既区别于竞争对手的产品，又很难进行价格比较的特殊性？
make / give/ allow a ...discount/ make a reduction of... 给予……的折扣
If you could make a 10% discount， we would be pleased to give you an order for 50 sets.
如果贵方能给予10%的折扣，那么我方将很乐意向贵方订购50套。
If you can make a reduction of 5%， we may give you a large trial order.
如果贵方能给予5%的折扣，那么我方会向贵方大量试购。
We would like to know if you can give us a 5% discount from the list price.If you can， we have in mind an order for 5， 000 dozen of these goods.
希望贵方告知，贵方能否照表所列价格给予我方5%的折扣，如蒙首肯，我方考虑订购5000打这种产品。
In case you allow us a 3% discount， you will be sure to receive a sizable order from us.
如蒙贵方给予3%的折扣，我方保证会向贵方大量订购该产品。
If you only reduce them by...we will find it difficult to accept them 如果贵方只打……折，我方仍然难以接受
If you only reduce them by 7%， we will find it difficult to accept them.
如果贵方只打9.3折，我方仍然难以接受。
If you only reduce them by 30%， we will find it difficult to accept them.
如果贵方只打7折，我方仍然难以接受。
If you only reduce them by 15%， we will find it difficult to accept them.
如果贵方只打8.5折，我方仍然难以接受。 Your price is higher than some of the quotations we have received from...贵方的报价比我方从……的报价要高
Your price is higher than some of the quotations we have received from TC company.
贵方的报价比我方从TC公司得到的报价要高。
Your price is higher than some of the quotations we have received from JJ Co.Ltd.
贵方的报价比我方从JJ有限公司得到的报价要高。
Your price is higher than some of the quotations we have received from Camel company.
贵方的报价比我方从Camel公司得到的报价要高。
We can place our order...only if you give us a discount of ... 如果贵方能给我方打……折，我方才可能……
We can place our order only if you give us a discount of 10%.
如果贵方能给我方打9折，我方才可能订货。
We can place our order only if you give us a discount of 10%.
如果贵方能给我方打9折，我方才可能订货。
We can place our order only if you give us a discount of 12%.
如果贵方能给我方打8.8折，我方才可能订货。
As I said before...is so high that we find it difficult to accept it 正如我方先前说过……我方难以接受
As I said before， your price is so high that we find it difficult to accept it.
正如我方先前说过，贵方的价格太高，我方难以接受。
As I said before， your offer is so high that we find it difficult to accept it.
正如我方先前说过，贵方的报价太高，我方难以接受。
As I said before， your request is so high that we find it difficult to accept it.
正如我方先前说过，贵方的要求太高，我方难以接受。
We appreciate your... 我方感激贵方……
We appreciate your making this concession for us.
我方感激贵方所作出的让步。
We appreciate your understanding.
我方感激贵方的理解。
We appreciate your keeping commitment.
我方感激贵方能够信守承诺。
We want...off 我方希望打……折
We want 6% off.
我方希望打9.4折。
We want 3% off.
我方希望打9.7折。
We want 5% off.
我方希望打9.5折。
We want 20% off.
我方希望打8折。
I d say a reduction of 10%... 我得说打9折……
I d say a reduction of 10% would help.
我得说打9折才行。
I d say a reduction of 10% would be acceptable.
我得说打9折，我方才能接受。
I d say a reduction of 10% will do no help.
我得说打9折没有什么作用。
If that is the case， I am afraid we will have to... 如果那样的话，我想我方不得不……
If that is the case， I am afraid we will have to order elsewhere.
如果那样的话，我想我方不得不到别处去定购。
If that is the case， I am afraid we will have to drop the plan.
如果那样的话，我想我方不得不放弃计划。
If that is the case， I am afraid we will have to revise our original plan.
如果那样的话，我想我方不得不改变原先的计划。
In view of our...relationship， we would reduce the prices by ... 考虑到我们之间……的关系，我方将价格降低……
In view of our long standing business relationship， we would reduce the prices by 10%.
考虑到我们之间长期的商业关系，我方将价格降低10%。
In view of our future business relationship， we would reduce the prices by 7%.
考虑到我们之间未来的商业关系，我方将价格降低7%。
In view of our close relationship， we would reduce the prices by 5%.
考虑到我们之间密切的商业关系，我方将价格降低5%。
would carry us a step forward 会使我们之间的关系更进一步
Mutual efforts would carry us a step forward.
共同的努力会使我们之间的关系更进一步。
Mutual benefits would carry us a step forward.
共同的利益会使我们之间的关系更进一步。
Mutual understanding would carry us a step forward.
相互理解会使我们之间的关系更进一步。
It is the...that counts 以……取胜
It is the quality that counts.
以质量取胜。
It is the price that counts.
以价格取胜。
It is the outlook that counts.
以外形取胜。
价格磋商函：
Dear Sirs，
Tin Foil Sheets
We wish to thank you for your letter of the 20th inst.offering us 50 long tons of the captioned goods at US$135per long ton C&F Shanghai， usual terms.
In reply， we very much regret to state that our customers here find your price too high and out of line with the prevailing market level.Information indicates that some goods of Japanese make have been sold at the level of US$128per long ton.
Such being the case， it is impossible for us to persuade our customers to accept your price， as material of similar quality is easily obtainable at a much lower figure.Should you be prepared to reduce your limit by， say 8%， we might come to terms.
It is in view of our long standing business relationship that we make you such a counter offer.As the market is declining， we hope you will consider our counter offer most favorably and call us acceptance at your earliest conveni ence.
We are anticipating your early reply.
Yours faithfully，
敬启者：
感谢贵方本月20日的来信中按通常条款给我方50长吨标题货物的报盘，单价为成本加运费到上海价每长吨135美元。
现答复，很遗憾，我方客户认为贵方所报价格过高，与现行市场行情不一致。有消息表明，一些日本产的货物已经以每长吨128美元的价格售出。
因此，在可以容易地以更低的价格买到类似质量货物的情况下，我方不可能说服客户接受贵方的价格。如果贵方愿意降价，例如，降低8%，也许我们能达成交易。
鉴于双方长期的业务关系，我们给出上述还盘。因为市场价格正在下跌，所以希望贵方采取赞许的态度考虑，并早日来电接受我方的还盘。
盼早复。
接受对方还盘回函：
Dear Sirs，
We accept your counter offer of 7July and are pleased to confirm having concluded the transaction of the captioned goods with you.Our factory has informed us that they can， at present， entertain orders of 20，000 pairs per week.Thus， you can assured that your order of 50，000 pairs for shipment next month will be fulfilled as contracted upon.
However， emphasis has to be laid on the point that your L/C must reach here by the end of this month.Otherwise， shipment has to be delayed.
We are now enclosing here with our sales contract No.37G4321in duplicate. Please countersign and return us one copy for records.We appreciate your cooperation and trust that our products will turn out to your satisfaction.
Yours faithfully，
敬启者：
我方接受贵方7月7日的还盘，并很高兴地同贵方确认我们已经就标题货物达成了交易。从我方工厂获悉，目前，工厂每周能生产20 000 双皮鞋。所以，请放心，贵方需要在下个月装运的50 000 双皮鞋的订单可如约履行。
然而，需要强调的是贵方必须在本月月底之前，将信用证开到我处。否则，货物将被延期装运。
随函附寄我方第37G4321号售货合同书一式两份。请贵方副署后，寄一份给我方以便存档。感谢贵方的合作，相信我方的产品会令贵方感到满意。
拒绝对方还盘回函：
Gentlemen，
Your counter offer of 10June has been received.
However， US$20 a pair as you suggest is too severe for us.You say you can get shoes of the same quality at much lower prices， but we are quite sure that our ABC brand No.5is far superior in quality to any other shoes of the same price level.
It is hard for us to accept your counter offer of US$20 a pair， but as you are our good customer， we think we may concede to US$25a pair provided you give us an order for 300 pairs at the least.
Your earliest possible reply would be appreciated.
Yours truly，
敬启者：
我方已经收到贵方6月10日的还盘。
但是，贵方建议每双20美元，这对我方来说是太苛刻了。虽然贵方表示以便宜许多的价格即可买到同等质量的鞋子，但是我方坚信我方的ABC牌第5号产品，其质量绝对比同等价位的其他品牌鞋子好。
我方的确很难接受贵方每双20美元的还盘，但是，因为贵方是我方的好客户，所以，我方认为如果贵方至少订购300双，那么我方可以让步，将价格降至每双25美元。
若蒙贵方即时作复，则不胜感激。