1. Thank-you expression for what the reader has done.
2. State reasons for
non-acceptance and inability to take the desired action.
3. Make a
counteroffer or suggest that there may be other opportunities to do business
4. Mention the possible benefits associated with the reader's
concession and encourage him to take action.
5. Close the letter courteously
We write to thank you for your quotation of 20th March and the samples of the
LTZ Trimming Edge Cutters you enclosed.
Having carefully examined the samples you mailed, we feel quite satisfied
with the quality of your goods and the way in which you have handled our
inquiry. It would be profitable for both sides if a long-term business
relationship could be established
However, our marketing research reveals that the prices you quoted appear to
be on the high side even for tools of your quality. Goods of similar quality
which are sold at the prevailing levels are three percent cheaper than yours.
Some of our clients feel worried that accepting such an offer would only leave
them with a small margin of profit on their sales.
May we suggest that you perhaps make some allowance, say, two percent off
your quoted prices? We feel confident that the revised ones would help introduce
your products into our local markets. And you could also rely on large volume of
orders from us if our customers see increasing benefits from their deals.
Please kindly inform us of your decision as soon as possible because we need
your information to work out our import schedule by the end of this month.
（例文来源：《国际商务写作教程》，对外经济贸易大学出版社 英语点津 Annabel 编辑）