商務英語寫作Inquiries and Requests

1、 外語教學與研究出版社外語教學與研究出版社 Chapter 3 Inquiries and Requests 外語教學與研究出版社外語教學與研究出版社 Reasons for writing a request letter:lto obtain information;lto receive printed matter;lto receive sample products;lto order merchandise;lto engage service;lto make reservations;lto seek special favors. 外語教學與研究出版社外語教學與研究出版社

2、General Plan for Direct Order1. Begin directly with the objectiveeither a specific question or a general request for information.2. Include necessary explanationwherever it fits.3. If a number of questions are involved, list the questions by numbers or bullets, or leave space between questions. 4. E

3、nd with goodwill words adapted to each particular situation. 外語教學與研究出版社外語教學與研究出版社 Business negotiationBusiness negotiation usually goes through five stages or links:uEnquiry (Inquiry):詢盤詢盤uOffer: 發(fā)盤發(fā)盤 (quotation; quote)uCounter-offer: 還盤還盤uAcceptance:接受接受 uConclusion of contract: 簽約簽約 外語教學與研究出版社外語教學

4、與研究出版社 What is an inquiry?lIn international trade,inquiries are usually made by the buyers to get information about the goods to be ordered. 外語教學與研究出版社外語教學與研究出版社 General inquiry and specific inquiryGeneral inquiry : all the information about the product.Specific inquiry: the information about a cert

5、ain (specific) product. 外語教學與研究出版社外語教學與研究出版社 E.g.We are interested in your goods and would appreciate your sending us the catalogues, sample books or even samples if possible.E.g.We are interested in your Printed Shirting(印花襯衣布) and shall be pleased to get the catalogues, sample books or even sample

6、s if possible. 外語教學與研究出版社外語教學與研究出版社 Generally a detailed inquiry includes many parts:lthe name and descriptions of commodity;lquality or specifications;lquantity;lterms of price (FOB, CFR, CIF, etc.)lterms of payment (by L/C, D/P, etc. )ltime of shipment;lpacking method;lInsurance; l- 外語教學與研究出版社外語教學

7、與研究出版社 Trade Terms on Price Terms1）FOB (free on board)：離岸價，船上交貨（貨物越過船舷以前的所有費用和風險發(fā)貨方承擔）由買方負責派船接運貨物，賣方應在合同規(guī)定的期限內，將貨物裝上買方指派的船只，并及時通知買方。貨物在裝船時越過船舷，風險即由賣方轉移至買方。 外語教學與研究出版社外語教學與研究出版社 2）CIF (Cost, insurance and freight)：到岸價格（貨物到目的港的一切費用, 保險由發(fā)貨方承擔 ）賣方責任：(1)負責租船或訂艙，在合同規(guī)定的裝運港期限內，將貨物裝上船并支付到目的港的運費，裝船后通知買方；(2)負責

8、貨物裝上船以前的一切費用和風險；(3)負責辦理保險，支付保險費；(4)負責辦理出口手續(xù)，提供出口國政府或有關方面簽發(fā)的證件；(5)負責提供有關貨運單據，包括正式的保險單據。 外語教學與研究出版社外語教學與研究出版社 買方責任：(1)負擔貨物裝上船以后的一切費用和風險；(2)接受賣方提供的有關貨運單據，并按合同規(guī)定支付貨款；(3)辦理在目的港收貨的進口手續(xù)。3）CFR /C&F (Cost & Freight): 成本加運費（貨物到目的港的一切費用, 除保險外都由發(fā)貨方承擔 ） 外語教學與研究出版社外語教學與研究出版社 On Payment Terms1）L/C (Letter of Credi

9、t):信用證2）T/T (Telegraphic Transfer):電匯 3）D/P (Documents against Payment): 付款交單Documents will not be released to the importer until payment is effected. 外語教學與研究出版社外語教學與研究出版社 4）D/A (Documents against Acceptance): 承兌交單Documents are handed over to the importer upon his acceptance of the bill of exchange

10、drawn by the exporter. 外語教學與研究出版社外語教學與研究出版社 The letter of credituIts a letter issued by a bank at the request of the importer in which the bank promises to pay upon presentation of the relevant documents.u Its objective is to facilitate international payment by means of the credit-worthiness of the

11、bank. uIt offers security to both the seller and the buyer. This bilateral security is the unique and characteristic feature of the L/C. 外語教學與研究出版社外語教學與研究出版社 1. the importer (applicant 申請人, opener 開證人, principal 委托人)2. the opening bank, the issuing bank or the establishing bank （開證行）3. the exporter,

12、 the beneficiary (受益人)4. the advising bank （通知行）Four parties involved in the L/C 外語教學與研究出版社外語教學與研究出版社 Its working procedure: uThe importer instructs his bank to issue an L/C in favor of the seller for the amount of the purchase. uThe opening bank sends the credit to the advising bank (通知行) in the ex

13、porters country. uThe advising bank examines the L/C and advises the exporter of its receipt. uThe beneficiary（受惠人） makes a careful examination to all contents of the credit and will request the opener to make amendments to any discrepancies in the credit. 外語教學與研究出版社外語教學與研究出版社 On Shipment Terms1) G.

14、W (Gross Weight): 毛重毛重2) N.W (Net Weight):凈重凈重3) B/L (Bill of Lading):提單提單a. It serves as a cargo receipt signed by the carrier (承運人) and issued to the shipper or consignor (貨主，托運人);b. It is a contract of carriage between the carrier and the consignor; 外語教學與研究出版社外語教學與研究出版社 c. It is a document of tit

15、le to the goods, and the legal holder of the bill of lading is the owner of the goods it covers. (consignee, 收貨人)4) ETA (Estimated Time of Arrival) 預計預計到達時間到達時間5) PO (Purchasing Order) 訂單訂單 外語教學與研究出版社外語教學與研究出版社 Useful Sentence Patternsl1. Would you please/ Could you please/ Will you please?l2. We ar

16、e interested in/ We are in the market for/ We would like tol3. We will appreciate it very much if 外語教學與研究出版社外語教學與研究出版社 Patterns and Substitutionsl2. We are interested in / in the market for / potential buyers of / considering buying / ready to purchase your mens shirts displayed in your showroom.我們對

17、你方貨品展覽室里陳列的男式襯衫很感興趣。 外語教學與研究出版社外語教學與研究出版社 Patterns and Substitutionsl3. Your advertisement in the latest issue of China Foreign Trade interests us, and we would like to receive full details of your commodities.我們對貴方在最新一期中國對外貿易上所刊登的廣告很感興趣，并希望得知該商品的詳細情況。 外語教學與研究出版社外語教學與研究出版社 Patterns and Substitutions

18、l4. Please send us five copies of your latest catalogues at your earliest convenience.請盡早寄來最新目錄5份。 外語教學與研究出版社外語教學與研究出版社 Patterns and Substitutionsl5. Perhaps at the same time you could quote us your lowest / best / prevailing / competitive prices for the above-mentioned goods.也許與此同時你方能報給我們上述商品的最低價。

19、外語教學與研究出版社外語教學與研究出版社 Patterns and Substitutionsl6. We would also like to know your terms of payment.我們還想了解你方的支付條件。 外語教學與研究出版社外語教學與研究出版社 Patterns and Substitutionsl7. Your products are of great interest to one of our clients in Tianjin, who wishes to have your quotations for the items specified below

20、.我們一位天津的客戶對你方的產品很感興趣，并希望了解下列項目的報價。 外語教學與研究出版社外語教學與研究出版社 Patterns and Substitutionsl8. If terms and delivery date are satisfactory, we should expect to place regular / trial / large / considerable / substantial orders with you.如果交易條件和交貨日期合意的話，相信我們會定期向你方訂貨。 外語教學與研究出版社外語教學與研究出版社 Patterns and Substituti

21、onsl9. Please advise if you are able to offer / provide / supply / furnish this product and include lead time, packaging and price FOB China port and CIF Chicago.請告知你方是否能供應這種商品，包括訂貨與交貨之間的時間、包裝、FOB中國港口和CIF芝加哥的價格。 外語教學與研究出版社外語教學與研究出版社 Translations:1. 請報給我方100公噸大米的最低價CIF廣州,并表明最早交貨期。Please quote us your

22、 lowest price for 100 metric tons of rice CIF Guangzhou, stating the earliest date of shipment. 外語教學與研究出版社外語教學與研究出版社 2. 我們相信如你方價格有競爭力,我們能向你方大量訂購。We are confident that we could place large orders with you if your prices are competitive. 外語教學與研究出版社外語教學與研究出版社 3. 若產品質量好,價格與我方市場相符，我們愿意向你方訂一大筆貨。If your qu

23、ality is good and the price is in line with the market at our end, we would place a large order with you. 外語教學與研究出版社外語教學與研究出版社 4. 目前,我們對各種葡萄酒很感興趣，如果能通過航空郵寄最近的價目表，我們將非常感激。At present, we are keenly interested in all kinds of Wines and shall be glad if you will kindly send us your latest price list by

24、airmail. 外語教學與研究出版社外語教學與研究出版社 5. 按慣例，我們通常從歐洲供應商處得到5%的傭金。As a rule, we usually get 5% commission from the European suppliers. 外語教學與研究出版社外語教學與研究出版社 Exercises敬啟者: 感謝你方寄來的商品目錄，我們目前對你方的運動鞋很感興趣，如能報我方500打紐約成本加保費和運費的最低價當十分感謝。 如果你方價格具有競爭性，我方擬向你方大量訂購。 外語教學與研究出版社外語教學與研究出版社 Dear Sirs,Thank you for your catalogues sent to us and we are now interested in your Sport Shoes, and should appreciate it if you would give us the best quotation for 500 dozen CIF New York. If your prices are competitive,