外貿(mào)英語函電Chapter 3 Enquiry and reply

1、LOGOAHSTUWhat are main steps in business negotiation?AHSTUMain Steps in Business Negotiation enquiryoffercounter-offeracceptanceAHSTUBusiness knowledgeWriting pointsExercise Sample lettersEnquiriesAHSTUInquiry and Reply vBusiness knowledgevThe Study of Letters Case 1 Case 5 Case 2vExerciseobjectiveA

2、HSTUvObjectives Be familiar with the expressions and sentences Learn to write an inquiry and a replyvFocus Study Sample letters and summarize writing pointsvDifficulty Identify the category and writing an enquiry.AHSTU Definition CategoriesBusiness knowledgeBACKAHSTSUAHSTUEnquiriesvDefinition A Requ

3、est for Information about the goods, including catalogues, samples, payment terms, delivery. etc.Intention?AHSTUvMade by the buyers to the sellersvMeans a possible opportunityAHSTUCategories vgeneral enquiries( (一般詢盤一般詢盤) )for general information：information about various goodsvspecific enquiries（具體

4、詢盤）（具體詢盤）for specific informationStronger intension to make an orderAHSTUvIf you are a new customer, what kind of inquiry do you choose?vA general one . it is the first letter, so you may want to have a general idea of his products. maybe a general one is the best choiceAHSTUvHow can you identify th

5、e kind of sample1 and sample5?vSample 1 is for general information of various goods, so it is a general enquiry.vSample 5 points out what products he wants and they obtain strong intension to make an orderAHSTUSample 1vQuestionsvLanguage pointsvWriting points vSentence patternsvSummaryAHSTUQuestion:

6、 （P62）vWhom is the enquiry made by?vWhat specific goods do they require for?vWhat information do they require for?AHSTULanguage pointsvEnquiry (美美)、inquiry(英英)vEnquire for sth 尋購(gòu)尋購(gòu)vEnquire about 詢問一般情況詢問一般情況AHSTUvCotton bed-sheets棉布床單 Table cloth table napkin Printed bed-sheets Stripped bed-sheetsvr

7、ange n. 系列，范圍，種類 a full range of samples 一整套樣品一整套樣品 a full range of shipping documents一整一整套裝運(yùn)單據(jù)套裝運(yùn)單據(jù)AHSTUvPromising : sth likely to be good or successful =potential /prospective There is a promising market for sthvModerately 適當(dāng)?shù)?，不大不小適當(dāng)?shù)?，不大不?We always use this word to describe sth that is neither la

8、rge nor small in amount or degree Moderately priced goods 定價(jià)適當(dāng)定價(jià)適當(dāng)?shù)漠a(chǎn)品的產(chǎn)品AHSTUvWhen quoting=When you are quotingvQuotevQuotation AHSTUvQuote的用法vquote sb. a price for sth. e.g. Please quote us your best price we will quote you the lowest price for bed sheetsvquote a price please quote your lowest pric

9、evQuote sb for sth Please quote us for the shoesvQuote sth. at + price e.g. we quote the shares at 54 pence a share.vQuote CIF London報(bào)CIF倫敦價(jià)vSend/make/give quotation for sth對(duì)報(bào)價(jià)AHSTUpDiscount：折扣。是賣方給與賣：折扣。是賣方給與賣方的價(jià)格減讓，一般按原價(jià)的百方的價(jià)格減讓，一般按原價(jià)的百分比來計(jì)算。分比來計(jì)算。pAllow/give /make /grant% discount on sth按給予折扣p=a

10、discount of%pWe give10% discount for cash paymentp現(xiàn)金付款我們給予九折優(yōu)惠p國(guó)貿(mào)中使用的折扣有國(guó)貿(mào)中使用的折扣有cash discountpquantity discount special discountAHSTUp國(guó)貿(mào)中使用的折扣有國(guó)貿(mào)中使用的折扣有pcash discountpquantity discount pspecial discountAHSTUvHow to Write an Inquiry Letter?AHSTU一般詢價(jià)信寫四或五段：一般詢價(jià)信寫四或五段：a. Source of information/thanks/i

11、ntentionb. Reason for Enquiry or self-introductionc. Details of requirementAsking for price, list, and catalogue d. State the possibility of placing an order e. Expectation early reply or cooperation.AHSTUOpening SentencesSource of informationvWe were given your name by.vYou have been recommended to

12、 us by.vAs we have learned from.,your are manufactures of .vWe have seen your ad in .and we are interested in.AHSTUReasons for EnquiryvWe are interested in.vWe need /are in the market for.vWe have received many enquiries from our customers for.vWe have a considerable demand here for.AHSTUAsking for

13、PricevPlease send your current / latest catalogue / price list / brochure.vPlease quote your best / most competitive / lowest price.vWe shall be glad to receive an offer from you on.AHSTUThe possibility of placing an ordervIf the goods come up to our expectations, we would expect to be place regular

14、 order.vIf the samples meet with our approval we intend to place substantial orders. vIf your prices are competitive and your goods up to standard, we shall order on a regular basis.AHSTUSummarizevEnquiry A request for information about the goods A general enquiry Information about various goods A s

15、pecific enquiryInformation about specific goodsAHSTUCase 1vQuote quote sb. a price for sth quote a price Quote sb for sth Quote sth. at + price Quote CIF London報(bào)CIF倫敦價(jià)vSend/make/give quotation for sth對(duì)報(bào)價(jià)vAllow % discount on sth =allow a discount of %AHSTUWriting pointsvSource of information/thanks/i

16、ntentionvReason for Enquiry or self-introductionvDetails of requirement Asking for price, list, and catalogue vState the possibility of placing an order vExpectation early reply or cooperation.AHSTU常用句型常用句型句型1：對(duì)某產(chǎn)品感興趣（1 1）我們對(duì)各式男式襯衫感興趣。）我們對(duì)各式男式襯衫感興趣。We take an interest in various kinds of Mens shirts

17、。（2 2）我們對(duì)節(jié)能燈感興趣。）我們對(duì)節(jié)能燈感興趣。We are interested in the Electronic Energy Saving Lamps。（3 3）我們對(duì)你公司的紡織品感興趣。）我們對(duì)你公司的紡織品感興趣。Your textiles are of interest to us。AHSTU常用句型常用句型句型2 要求寄送有關(guān)資料（1）請(qǐng)給我們及你公司的樣品。）請(qǐng)給我們及你公司的樣品。We shall be glad be glad if you will send us your samples.We shall appreciate it if you will s

18、end us your samples and brochure.It will be appreciated if you could send us your latest catalogues and samples.AHSTU常用句型常用句型句型3 要求報(bào)價(jià)（1）請(qǐng)報(bào)你公司童車的）請(qǐng)報(bào)你公司童車的CIF紐約最低紐約最低價(jià)。價(jià)。We shall appreciate if you could make us the best offer for your Childrens Bicycles on CIF New York basis.(2)如能報(bào)印花細(xì)布的如能報(bào)印花細(xì)布的CIF紐約價(jià)當(dāng)

19、十紐約價(jià)當(dāng)十分感謝。分感謝。We will be pleased if you could quote us a price for Printed Shirting on the basis of CIF New York .AHSTU常用句型常用句型(3)請(qǐng)報(bào)我方請(qǐng)報(bào)我方500噸核桃最低價(jià)。噸核桃最低價(jià)。Please make us your lowest quotation for 500 tons of Walnuts.AHSTU常用句型常用句型句型4 其他要求1、請(qǐng)注意，如你方價(jià)格具有競(jìng)爭(zhēng)性，、請(qǐng)注意，如你方價(jià)格具有競(jìng)爭(zhēng)性，我們將大量訂購(gòu)。我們將大量訂購(gòu)。We have to poi

20、nt out that we intend to place a large order with you if the price is competitive.2、我們擬提請(qǐng)你方注意，如你方價(jià)格、我們擬提請(qǐng)你方注意，如你方價(jià)格合理，我們將大量訂購(gòu)。合理，我們將大量訂購(gòu)。We have to draw your attention to the point that we will place substantial orders if your price is acceptable.AHSTU常用句型常用句型3、如你方價(jià)格可行，相信我們能達(dá)成、如你方價(jià)格可行，相信我們能達(dá)成大筆交易。大筆

21、交易。If your prices are in line , we trust important business can be concluded.AHSTUSample 6(p93)vSWC superior white crystal vSWC sugar 優(yōu)質(zhì)白砂糖優(yōu)質(zhì)白砂糖vAt the earlier date 盡早盡早vBe packed in用用包裝包裝vGunny bags 麻袋麻袋vSurvey鑒定，檢查鑒定，檢查 Survey report 鑒定報(bào)告鑒定報(bào)告 Surveyor鑒定人鑒定人AHSTUvAs to 關(guān)于關(guān)于vThe buyer will arrange s

22、hipping and insurance 買方安買方安排運(yùn)輸和保險(xiǎn)排運(yùn)輸和保險(xiǎn)vOn basis 以什么為基礎(chǔ)以什么為基礎(chǔ)vThere is a critical shortage of vBe ready for shipment 備妥備妥待運(yùn)待運(yùn)AHSTUsample5vMany reports have been received fromvWe are in receipt of your lettervWe acknowledge your lettervWe acknowledge receipt of your lettervWe have for acknowledgemen

23、t your letter.vWe have received your letter.AHSTUvSelling agents 銷售代理人vCaptioned /subjected vDemand Large/heavy /strong demand for 常用句型常用句型 There is large demand for Be in large /small demandvPrice Competitive, suitable, workable, favorable, realistic, acceptableAHSTUvSeason 季節(jié)，當(dāng)令，生產(chǎn)年度vIn /out of se

24、ason 合（不合）時(shí)令 旺季：busy , rush, peakIt is busy season for strawberried 淡季：off, dull ,slackvDelivery Take/make delivery提貨提貨/交貨交貨 Forward /near delivery遠(yuǎn)遠(yuǎn)/近期交貨近期交貨 Partial delivery零批交貨零批交貨AHSTUvCommission An amount of money that is paid to sb for selling goods and which increases with the amount of goods

25、 that are sold FOBC2% Keelung在基隆船上交貨價(jià)及兩分傭金 FOB Keelung including 2% commission FOB基隆，包括2%傭金AHSTUvAssure sb of sthvSb assure sb thatvPlease be assured of/thatvPlease rest assured of/thatvPlace orders with sbvOpen /establish /issue L/CvIn ones favorAHSTUvPrompt Prompt reply即期回復(fù)即期回復(fù) Prompt delivery 即期交

26、貨即期交貨 Prompt payment即期支付即期支付 Prompt shipment即期裝運(yùn)即期裝運(yùn)AHSTUSample 2vLanguage pointsvWriting pointsvSentence patternsAHSTUA reply to the enquiryAHSTU The quality must be Case 2AHSTUas per sample 按照樣品equal to sample 與樣品相同up to sample 達(dá)到樣品標(biāo)準(zhǔn)sample for reference 參考樣品Excellent in quality and reasonable in

27、price價(jià)廉物美AHSTUvInvite ones attention to =call/draw/directvBring sth to ones attention 提出某事請(qǐng)某人注意提出某事請(qǐng)某人注意vReceive ones attention 得到注意，予以辦理得到注意，予以辦理AHSTUvplace (book) ones order 訂貨訂貨 place (book) an order with sb. For sth. 向向訂訂貨貨 We are pleased to place an order with you for 100 tons potatoes. 我們很高興向你

28、方訂購(gòu)我們很高興向你方訂購(gòu)100噸土豆。噸土豆。vinvite ones attention to 提醒某人注意 call / draw / direct ones attention to Receive ones attention 得到注意，予以處理 Your letter of 15th June has received our attention. 你方你方6月月15日的來信已經(jīng)引起我方注意并予以處理日的來信已經(jīng)引起我方注意并予以處理AHSTUv Order n. 訂單 v. 訂購(gòu)v 接受接受-accept an order confirm an orderv 執(zhí)行執(zhí)行 carry

29、 out an order execute an order fulfill an orderv 取消取消 cancel an order cut an order revoke an order refuse an order turn down an order withdraw an orderv 出口訂單出口訂單-export orderv 暫停執(zhí)行訂單暫停執(zhí)行訂單-hold up an orderAHSTUParagraph One: 說明收到來信，并按要求寄出買方需要的目錄、清單。Paragraph Two: 回答對(duì)方的疑問，說明是否提供折扣，和支付方式。Paragraph Thr

30、ee: 介紹自己的產(chǎn)品物美價(jià)廉，和自己的工作效率，讓對(duì)方盡快訂購(gòu)。Paragraph Four: 表示還有其他相關(guān)產(chǎn)品請(qǐng)對(duì)方關(guān)注，并期盼早日回復(fù)。 Analyzing the Letter AHSTUWriting pointsvExpressing thanks and acknowledging the enquiry Repeat the date and the enquiry Summarize what has been requested in the enquiryvAnswer the enquiry in detail Answer it with care and avo

31、id making direct refusalvHope The information you provided is helpful Offering further help replyAHSTU1. 感謝對(duì)方的詢價(jià)感謝對(duì)方的詢價(jià)vMany thanks for your enquiry of .vWe thank you for your enquiry of .2. 表示很高興附寄表示很高興附寄給對(duì)方給對(duì)方vWe are pleased to enclose.vWe have pleasure in enclosingvWe are sending you our latest p

32、riced-list and catalog. Useful expressions for repliesAHSTU3. 說明商品詳細(xì)信息和優(yōu)點(diǎn)說明商品詳細(xì)信息和優(yōu)點(diǎn)vWe are confident you will find our products the finest on the market and considerably better than those of our competitors who supply your market at present.vThe specimens sent will convince you of excellent quality

33、 of our medical instruments.4. 表明價(jià)格合理性和期限表明價(jià)格合理性和期限vThis is the most favorable offer we can make and you will agree that none of our competitors can equal these terms。vPrice is valid(有效的有效的) until AHSTU5.闡明付款條件和交貨期闡明付款條件和交貨期v Our terms of payment are cash on delivery（交貨付（交貨付現(xiàn)）現(xiàn)）.v We should require

34、payment by banker draft（銀行匯票）（銀行匯票） on receipt of our proforma invoice.v We can usually deliver within three weeks of receiving an order.6. 激勵(lì)性結(jié)尾，期盼合作激勵(lì)性結(jié)尾，期盼合作vWe hope you will find our quotation satisfactory and look forward to receiving your order.vWe look forward to doing business with you.AHSTU

35、Summaryvquote、discount、demandvThere is a promising market forvMeet the demandvThere is a critical shortage ofvBe/rest assuredvBe ready for shipmentvInvite your attention tovIn/out of seasonvSurvey reportvTake/make deliveryv價(jià)目表、目錄、價(jià)廉物美價(jià)目表、目錄、價(jià)廉物美vAHSTUExercise vSentence translation vWriting a letter

36、vdialogueAHSTU句子翻譯句子翻譯v我們有意獲得你方新產(chǎn)品的商品目錄及價(jià)目單v如果你方價(jià)格具有競(jìng)爭(zhēng)力且支付方式可以接受的話，我們打算下一筆大訂單v由于我國(guó)騎自行車很普遍，此地對(duì)高質(zhì)量的自行車有穩(wěn)定的需求v如果每年總購(gòu)買量在2萬美元以上，能給予我方特別折扣嗎？v如果你方價(jià)格具有競(jìng)爭(zhēng)力，我們?cè)甘状斡嗁?gòu)200打AHSTUAnswers v我們有意獲得你方新產(chǎn)品的商品目錄及價(jià)目單vWe would like the catalogue and price list of your latest productsv如果你方價(jià)格具有競(jìng)爭(zhēng)力且支付方式可以接受的話，我們打算下一筆大訂單vIf your price is competitive and the terms of payment is acceptable, we will place a large orderAHSTUv由于我國(guó)騎自行車很普遍，此地對(duì)高質(zhì)量的自行車有穩(wěn)定的需求vThere is a steady dem