商務(wù)英語函電u課件

1、LOGO商務(wù)英語函電uUnit 3 Inquiry詢 盤LOGO商務(wù)英語函電商務(wù)英語函電uBasic Knowledge ConcernedLetter-writing GuideOther Commonly Used Expressions and Sentences Sample Letters Practical Training Part One Part Two Part Three Part Four Part FiveContentsLOGO商務(wù)英語函電商務(wù)英語函電uPart OneAfter the market research and establishment of bu

2、siness relations, it comes to the real procedure of an import/export transaction: enquiry （詢盤）（詢盤） offer （發(fā)盤）（發(fā)盤） counter offer （還盤）（還盤）acceptance （接受）（接受）So enquiry is the first real step in business negotiation.Warming-up: The Procedure of Import/Export TransactionLOGO商務(wù)英語函電商務(wù)英語函電uPart OnevQuestio

3、ns v1. Which steps are irrevocable（不可取消的；（不可取消的；不可缺少的）不可缺少的） in a successful business transaction?v2. Each of the above steps can be made by (prospective) buyers or sellers?LOGO商務(wù)英語函電商務(wù)英語函電uPart One1. Offer and acceptance are irrevocable business steps in international trade negotiation. That is to

4、say, enquiry and counter offer can be omitted in real business transaction.2. Enquiry, offer, counter offer and acceptance can be made by either prospective buyers or potential sellers. But usually enquiry is made by the prospective buyer without engagement（約束）（約束） and offer is usually made by the p

5、otential seller with engagement (firm offer實盤實盤) or without engagement (non-firm offer虛盤虛盤).EnquiryWarming-up: The Procedure of Import/Export TransactionLOGO商務(wù)英語函電商務(wù)英語函電uPart OneThe importance of enquiry: Enquiry is usually the first real step in business negotiation.The nature of enquiry: In foreig

6、n trade an enquiry is usually (not absolutely) made by the prospective buyer without engagement, requesting for information on the supply of certain goods. So we call it 詢盤詢盤 or 詢價詢價 in Chinese. The Importance and Nature of EnquiryLOGO商務(wù)英語函電商務(wù)英語函電uPart One An inquiry is a request for information on

7、goods. When business people intend to import a product, they send out an inquiry to an exporter. It may ask for a quotation or an offer for the goods they wish to buy or simply request for some general information regarding these goods. An inquiry can be made by written correspondence, such as a let

8、ter, telegram, telex, fax, e-mail or verbally by talk in person. 1. An Inquiry and Reply (1)LOGO商務(wù)英語函電商務(wù)英語函電uPart One Inquiries from regular customers may be very simple in content, in which only the name and/or specifications of the commodity will be mentioned. Other inquiries may include great det

9、ails such as the name of the commodity, quality, specifications, quantity, terms of price, terms of payment, time of shipment, packing method, etc. required by the buyer so as to enable the seller to make proper offers. 1. An Inquiry and Reply (2)LOGO商務(wù)英語函電商務(wù)英語函電uPart One An inquiry received from ab

10、road must be answered fully and promptly. If there is no stock available for the time being, you should acknowledge the inquiry at once, explaining the situation and assuring that you will reply to it once a supply becomes available. If the inquiry is from an old customer, express how much you appre

11、ciate it. If it is from a new customer, say you are glad to receive it and express the hope of a future business relationship. In a word, the reply to an inquiry should be prompt and courteous and cover all the information asked for.1. An Inquiry and Reply (3)LOGO商務(wù)英語函電商務(wù)英語函電uPart One(1) General Inq

12、uiries（一般詢盤）（一般詢盤）: If the importers want to have a general idea of the commodity, which the exporter is in a position to supply, they may make a request for a price list, a catalogue, samples and other terms. This is a general inquiry. Generally, it is also a first inquiry without first writing a l

13、etter to establish business relations. (2) Specific Inquiries: （具體詢盤）（具體詢盤）(stronger intension to make an order than general enquiries) If the importers intend to purchase goods of a certain specification, they may ask the exporter to make an offer or a quotation for specific goods. That is a specif

14、ic inquiry. 2. Categories of InquiriesLOGO商務(wù)英語函電商務(wù)英語函電uPart One A general inquiry usually includes the following contents: (1) Telling addressees the source of information and making a brief self-introduction(2) Indicating the intention of writing the letter, i.e. to ask for a catalogue, samples or

15、a price list(3) Stating the possibility of placing an order and expectation of an offer 3. The Main Contents of a Letter for Inquiry(1)LOGO商務(wù)英語函電商務(wù)英語函電uPart Onev A specific inquiry usually includes the following contents:v (1) Indicating the names and descriptions of the goods inquired for, includin

16、g specifications, quantity, etc.v (2) Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expectv (3) Stating the possibility of placing an order and expectation of an offer3. The Main Contents of a Letter for Inquiry(2)LOGO商務(wù)英語

17、函電商務(wù)英語函電uPart TwoSteps/ContentsTypical ExpressionsFor letters making inquiries1. Telling the addressees how and where their names and addresses are known (source of information)See also Unit 2.2. Self-introducingSee also Unit 2.3. Indicating the intention of writing the letter and the specific goods

18、 you want to purchase We are considering the purchase of. 我方打算購買We are interested in importing dinner tables but we need to have further details before making a final decision. 我方有興趣進(jìn)口餐桌,但在做決定前需要對此做進(jìn)一步的了解LOGO商務(wù)英語函電商務(wù)英語函電uPart TwoSteps/ContentsTypical ExpressionsWe are regular buyers of mens shirts.

19、我們是購買男士襯衫的老客戶We are in the market for mens leather gloves.我們想購買男士皮手套4. Inviting a quotation or an offer (asking for a price list, a catalogue, samples and other terms, stating clearly your exact requirements)We would be pleased to receive your latest price list for stainless steel tableware.我們非常希望能收

20、到貴方不銹鋼餐具的最新價目單Please send us samples and quote us your lowest prices for the captioned goods. 請就標(biāo)題商品給我們寄樣品和報最低價LOGO商務(wù)英語函電商務(wù)英語函電uPart TwoSteps/ContentsTypical Expressions4. Inviting a quotation or an offer (asking for a price list, a catalogue, samples and other terms, stating clearly your exact requ

21、irements)Would you please supply us with a complete set of catalogues for textile accessories so that we may make a choice? 能否請您給我們提供一整套紡織品配件的目錄讓我們做選擇?Please send us your best offer by fax indicating packing, specification, quantity available, discount and the earliest time of delivery. 請傳真向我們報最低價并注

22、明包裝 規(guī)格 可供數(shù)量 折扣和最早的交貨期If you can supply goods of the type and quality required, please make us a firm offer and quote your lowest prices. 如果你們能夠提供同類同質(zhì)商品,請向我們報實盤和最低價LOGO商務(wù)英語函電商務(wù)英語函電uPart TwoSteps/ContentsTypical ExpressionsWe would like to know if you allow discounts.我們想知道貴方是否給我們折扣Would you let us kno

23、w what a discount you can give for an order exceeding 1000 metric tons能否告知超過1000公噸后的訂單折扣是多少?See also Unit 2 for other expressions.We hope that your price will be workable and that our business will result to our mutual advantage.希望貴方的價格能做得開,交易可以在互利的條件下達(dá)成LOGO商務(wù)英語函電商務(wù)英語函電uPart TwoSteps/ContentsTypical

24、 Expressions5. Stressing the point that the quotation or offer should be reasonable and competitive; Stating the possibility of placing an order and expectation of an offerYou must take into consideration when quoting a price that we may place regular orders for large quantities. 你們在報價時要考慮到我們會經(jīng)常性地大量

25、訂購If your prices prove reasonable and satisfactory, we will soon place a large order with you. 若貴方價格合理,當(dāng)即大批訂貨If your quality is good and the price is suitable for our market, we would consider signing a long term contract with you.若貴方質(zhì)好價適,我們愿與貴公司簽署一項長期合同LOGO商務(wù)英語函電商務(wù)英語函電uPart TwoSteps/ContentsTypical

26、 ExpressionsPrices provided should be acceptable/reasonable. 前提是價格便宜Will you please inform us of your decision by October 10, 2007, so that we can place our order promptly能否請貴方在2007年10月10日前告知我方,以便我方及時下訂單?See also Unit 2 for other expressions.LOGO商務(wù)英語函電商務(wù)英語函電uPart TwoSteps/ContentsTypical Expressions

27、For letters in reply to inquiries1. Expressing your thanks for inquiriesSee also Unit 2.2.Stating that you are glad to enclose/send. to the addressees or explaining the nostock situation and assuring that you will revert to it once a supply becomesavailableWe have much pleasure in enclosing a quotat

28、ion sheet for our products and trust that their high quality will convince you to place a trial order.很高興附上我們產(chǎn)品的報價單 相信我們產(chǎn)品的高質(zhì)量能使貴方試訂We are enclosing our latest catalogue and price list giving the details you asked for. 現(xiàn)附上有你們所需詳細(xì)情況的最新目錄與價目單LOGO商務(wù)英語函電商務(wù)英語函電uPart TwoSteps/ContentsTypical ExpressionsWe

29、 very much regret that we are unable to supply you the small quantity you require.很遺憾由于貴方所訂數(shù)量太少,我們無法供貨We regret to inform you that we are not in a position to cover your need for the said goods. Once our supplies are replenished, we shall be pleased to revert to this matter. 很遺憾我們不能滿足你們對該商品的需求 一旦有新貨

30、供應(yīng),我們將再和你們接洽Owing to heavy orders, we regret being unable to meet your requirement for the time being. 由于訂單甚多,目前暫不能滿足您的需要,很抱歉See also Unit 2 for other expressions.LOGO商務(wù)英語函電商務(wù)英語函電uPart TwoSteps/ContentsTypical Expressions3. Indicating the advantages and the details of the goods you offer We are conf

31、ident that you will find our products the finest on the market and considerably better than those of our competitors.我們堅信,貴公司會認(rèn)為我方的產(chǎn)品是市場上最好的,大大優(yōu)于競爭對手的產(chǎn)品The samples we sent will convince you of the excellent quality of our products. 寄去的樣品會使貴方相信我方的產(chǎn)品質(zhì)量上乘This is the best offer we can make and we believ

32、e that none of our competitors can equal these terms. 這是我們能做到的最低報盤 我們相信競爭者中沒有一家能提供一樣的條件LOGO商務(wù)英語函電商務(wù)英語函電uPart TwoSteps/ContentsTypical Expressions4. Stating the terms and conditions of the transaction you can acceptThe price is. 我們的價格是Our terms of payment are. 我們的付款條件是We can usually deliver within th

33、ree weeks of receiving an order.我們通常在收到訂單后三個星期內(nèi)交貨A reply to inquiries usually means an offer, so please see also Unit 4 for other expressions. 5. Expressing your expectation We hope you will find our quotation satisfactory and look forward to receiving your order.希望您對我們的報價滿意并期盼您的訂貨 We look forward t

34、o doing business with you.期待著能與貴方做生意 See also Unit 2 for other expressions.LOGO商務(wù)英語函電商務(wù)英語函電uPart ThreeExpressions (1)1. take/have/feel/be interest in. 對感興趣2. be in the market for., be desirous of., desire 想購買,想要3. make/send sb. an inquiry for., inquire (for). 詢購4. illustrated catalogue 帶有圖片說明的目錄表5.

35、Please state terms of. 請說明的條款6. This is in reply to ones inquiry of. 茲答復(fù)某人的詢盤7. date of delivery 交貨期8. lowest/best price 最低價; favorable price 最優(yōu)惠價; rock-bottom price 底 價;competitive price 競爭價; reasonable price 合理價9. place an order with sb. for sth. 向某人訂購某物10. regular order 定期購買; regular supply 定期供應(yīng)L

36、OGO商務(wù)英語函電商務(wù)英語函電uPart ThreeExpressions (2)11. special discount 特別折扣12. bulk buying 大量購買13. available from stock 有存貨的14. make/cable sb. an offer for. 就商品給某人報盤; 給報盤15. up-to-date/latest price list 最新價目表16. as specified below 下列17. steady demand 穩(wěn)定的需求18. ready market 現(xiàn)成的市場;成熟的市場19. the taste of the mark

37、et 市場需求/品味/偏好20. be under offer, be on sale (商品)在出售中LOGO商務(wù)英語函電商務(wù)英語函電uPart ThreeTypical Sentences (1)1. Will you please send us your illustrated/latest catalogue and full details of your prices and terms of payment, together with samples 2. Please send me a description of your electric hedge trimmers

38、.3. We would be pleased if you send us your lowest quotation for the following: 4. A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods, as specified below, for which you are requested to make an offer.5. We have pleasure in informing you that we are interested

39、 in your plastic kitchenware and would like you to make us an offer. 6. We have an inquiry in hand for a large quantity of Bitter Apricot Kernels.7. We understand that there is a good demand for glassware in your market, and take this opportunity of enclosing our quotation No.1338 for your considera

40、tion.LOGO商務(wù)英語函電商務(wù)英語函電uPart ThreeTypical Sentences (2)8. We are sending you by airmail a small sample. A copy of the relative description leaflet is enclosed. 9. Will you please send us your catalogue together with a detailed offer10. Please inform us of the prices of the products that you can supply

41、.11. Wed like to have your lowest quotations CIF Vancouver.12. We have seen your advertisement in Chinas Foreign Trade and would be glad if you will send us the particulars of bed sheets and pillowcases.13. You must take into consideration when quoting a price that we may place regular orders for la

42、rge quantities. 14. Kindly let us know the prices and quantities of the best refined sugar you are able to deliver to us. LOGO商務(wù)英語函電商務(wù)英語函電uPart ThreeTypical Sentences (3)15. We have ready buyers of these commodities and if your prices are com- petitive, we have every reason to believe that we can pl

43、ace large orders with you. 16. We would be pleased if you would let us have a list of items that are imported by you.17. We have an importer inquiring for woolen blankets and would like to obtain a catalogue, and price list together with the samples as soon as possible.18. We would be much obliged i

44、f you could quote us the best CIFC5% Shanghai and indicate the respective quantities and various sizes that you could supply for prompt shipment.19. Please let us know on what terms you can supply the above goods.20. If you are in a position to meet our demand, we will place a large order with you.L

45、OGO商務(wù)英語函電商務(wù)英語函電uPart FourSample 1 (1)A General Inquiry United Textiles Ltd. York House: Lawton Street Liverpool: ML3 2LL England Tel: . Fax: . E-mail: .Our Ref: CT-GZ Your Ref:September 16, 2007Guangdong Textiles Import & Export Corporation779 East Dongfeng Road，GuangzhouChina LOGO商務(wù)英語函電商務(wù)英語函電uPart

46、FourSample 1 (2)Dear Sirs,Messrs. Brown & Clark of this city inform us that you are an exporter of all kinds of cotton bed sheets and pillowcases. We would like you to send us details of your various ranges, including sizes, colors and prices, and also samples of the different qualities of material

47、used.We are large dealers1 in textiles and believe there is a promising market2 in our area for moderately3 priced goods of the kind mentioned.When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. Pri

48、ces quoted should include insurance and freight to Liverpool.Yours faithfully,United Textiles Ltd. ManagerLOGO商務(wù)英語函電商務(wù)英語函電uPart FourGuangdong Textiles Import & Export Corporation779 East Dongfeng RoadGuangzhou, ChinaTel: . Fax: . E-mail: .Our Ref: GD 2007 (8)Your Ref: CT-GZSeptember 22, 2007United T

49、extiles Ltd.York House, Lawton StreetLiverpool, ML3 2LLEnglandA Reply to the Letter of Sample 1Sample 2 (1)LOGO商務(wù)英語函電商務(wù)英語函電uPart FourDear Sirs,We are very pleased to receive your inquiry of September 16 and enclose our illustrated catalogue and price list giving the details you ask for. Also by sepa

50、rate post1 we are sending you some samples and feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price.On regular purchases for quantities of not less than 100 dozen of individual items we would allow you a discount of 2%. P

51、ayment is to be made by irrevocable L/C at sight2.We invite your attention to our other products such as table-cloths and table napkins, details of which you will find in the catalogue, and look forward to receiving your first order.Yours sincerely,Guangdong Textiles Import & Export CorporationManag

52、erSample 2 (2)LOGO商務(wù)英語函電商務(wù)英語函電uPart FourBradley & Bros Plc.18 West Way, Runcorne Cheshire, U.K.Tel: . Fax: . E-mail: .Our Ref: Your Ref:August 8, 2007Guangdong Light Industries Products Import & Export Corporation779 East Dongfeng Road,Guangzhou, P. R. ChinaSample 3 (1)A Specific InquiryLOGO商務(wù)英語函電商務(wù)

53、英語函電uPart FourDear Madam or Sir,We have noticed from your advertisement in 1 that you export large quantities of cushions2 to European markets.Being specialized in this line for a long time, we are well connected with3 many customers in our country. At present, we are interested in back cushions fin

54、e in quality and low in price. It would be highly appreciated if you could send us some brochures and samples for our reference and quote your lowest price on CIF basis including our 3% commission.Should your goods prove satisfactory and the price be found competitive, you may expect substantial ord

55、ers from us. We are looking forward to your early reply.Yours faithfully,Jean BeanManagerSample 3 (2)LOGO商務(wù)英語函電商務(wù)英語函電uPart FourGuangdong Light Industries Products Import & Export Corporation779 East Dongfeng Road,Guangzhou, P. R. ChinaTel: . Fax: . E-mail: .Our Ref: Your Ref:August 15, 2007 Mr. Jean

56、 BeanManagerBradley & Bros Plc.18 West Way, Runcorne Cheshire, U.K.Sample 4 (1)A Reply to the Letter of Sample 3 LOGO商務(wù)英語函電商務(wù)英語函電uPart FourDear Mr. Bean,Your inquiry of August 8, 2007, has been well received. Thank you very much for your interest in our cushions. We are enclosing samples and a price

57、 list of back cushions giving the details you asked for1. We feel confident that you will find the goods both excellent in quality and reasonable in price.Yours sincerely,Ms. WangSales ManagerEncls: as statedSample 4 (2)LOGO商務(wù)英語函電商務(wù)英語函電uNotes返回Sample 1Sample 2Sample 3Sample 41. dealer n. 經(jīng)銷商2. promi

58、sing market 有前景的市場3. moderately ad. 適度地;合適地1. by separate post 另封郵寄2. irrevocable L/C at sight 不可撤銷的即期信用證1. 中國出口商品網(wǎng)2. cushion n. 墊子,軟墊; back cushions 靠背墊3. be well connected with 與某人關(guān)系好,與某人聯(lián)系密切 e.g. We think you are well connected with the local buyers.1. 此句可譯為“我們特此附上樣品和價目表,里面含有你們所希望了解的所有詳情 ”句中的進(jìn) 行時

59、含有“特此”,“茲”之意;“giving the details.”作定語,修飾 “samples and a price list of back cushions” LOGO商務(wù)英語函電商務(wù)英語函電uPart Five1. Put the following English into Chinese. (1)Beginning Training帶有圖片說明的目錄表(1) illustrated catalogue (2) date of delivery交貨期 (3) special discount特別折扣(4) the taste of the market市場需求/品位/偏好LOGO

60、商務(wù)英語函電商務(wù)英語函電uPart Five1. Put the following English into Chinese. (2)最新價目表(5) up-to-date/latest price list (6) promising market有前景的市場(7) bulk buying大量購買(8) available from stock有存貨的(9) as specified below下列LOGO商務(wù)英語函電商務(wù)英語函電uPart Five1. Put the following English into Chinese. (3)(商品)在出售中(10) be under off