商英課件總結(jié)

1、Writing InquiriesWhat is an inquiry?In international trade, inquiries are usually made by the buyers to get information about the goods to be ordered.Generally an inquiry includes:Sample(樣品)/ specification（規(guī)格）/ discounts/ terms of price（FOB(離岸價(jià)格)/, CFR（Cost and Freight c成本加運(yùn)費(fèi)）,CIF（Cost and Insurance

2、 Freight 到岸價(jià)）)/ terms of payment(by L/C（信用狀）,D/P（Document against Payment付款交單）)/ time of shipment/ packingSamplel We have received your name from the HK Trade Development Council as an exporter of TV sets. l We are interested in color TVs, China made and/or branded Japanese models such as Toshiba, P

3、anasonic, Sharp, etc., for the Middle East market. l We are referring to you in order to understand which items of the above you can complete and offer for business. l We are also interested to know if you are holding any stock at the moment for immediate shipment. Source of InfoWe visited your stan

4、d at the Canton Fair and are now writing you to inquire about your silk neckties.我們參觀了你方設(shè)在廣交會(huì)上的展位，現(xiàn)特致函向你方詢問有關(guān)絲制領(lǐng)帶的情況。Useful Sentence Patternsl _ has been recommended to us by _, from who we learn that you are manufacturers and exporters of _. E.g. Your corporation has been recommended to us by your

5、embassy in Netherlands, from who we learn that you are manufacturers and exporters of various textile products.l We learn from the Chamber of Commerce of New York that you are producing hand-made gloves in a variety of artificial leathers.l Recently from the advertisement in China Daily we have lear

6、ned that you are a leading manufacturer specialized in ready-to-wear garments(成衣服裝) and believe that you can meet our requirements. l We have obtained the name and address of your corporation from the Commercial Counsellor s Office of your embassy in our country, through whom we learned that you are

7、 the manufactures and exporters of bamboo products. l We come across(偶然發(fā)現(xiàn)) your esteemed firm（貴公司） from the magazine Trade East, from which we have learnt that you are a famous brand in knitwears（針織衫）. l We owe your name and address to _, who has informed us that _. Our specific demandl Your product

8、s are of great interest to one of our clients in Tianjin, who wishes to have your quotations for the items specified below. 我們一位天津的客戶對(duì)你方的產(chǎn)品很感興趣，并希望了解下列項(xiàng)目的報(bào)價(jià)。l We have a buyer who is in the market for 500 metric tons each of China Black Tea, for which we shall be obliged（感激的） if you will make us an o

9、ffer with full specifications and packing at your earliest convenience. l We are interested in / in the market for / potential buyers of / considering buying / ready to purchase/ in good demand for your mens shirts displayed in your showroom. Should you believe that you are able to produce such good

10、s, we would like you to quote us on FOB China basis indicating（包括） sizes, colors and patterns. 我們對(duì)你方貨品展覽室里陳列的男式襯衫很感興趣。l Please send us five copies of your latest catalogues at your earliest convenience. 請(qǐng)盡早寄來最新目錄5份。l Please urgently provide us with the following information for our working:Please ad

11、vise if you are able/in a position to offer / provide / supply / furnish this product and include lead time, packaging and price on the basis of both FOB China and CIF Chicago.請(qǐng)告知你方是否能供應(yīng)這種商品，包括訂貨與交貨之間的時(shí)間、包裝、FOB中國(guó)港口和CIF芝加哥的價(jià)格。l We would also like to know your terms of payment.l Would you please also

12、state the earliest date of shipment and the discount you will allow? l I should find it most helpful if you could also supply samples of these glovers. Our wish for best dealsl Perhaps at the same time you could quote（報(bào)價(jià)） us/make your lowest / best / prevailing（占優(yōu)勢(shì)的） / competitive prices/offer for 1

13、0, 000 metric tons of the above-mentioned goods for January shipment.l Should your products be fine in quality and reasonable in price, we consider covering our requirements through you. l Provided quality and price are satisfactory there are prospects of good sales here. Translation:敬啟者： 紐約的瓊斯史密斯公司

14、(Messrs Johns & Smith)告知我們，你們是各類棉布床單(bed-sheets)和枕套(pillowcases)的出口商。請(qǐng)你寄給我們各種產(chǎn)品的詳細(xì)資料，包括型號(hào)、顏色和價(jià)格以及所用各種品質(zhì)原料的樣品。 We owe it to Messrs Johns & Smith of New York that you are exporters of all cotton bed-sheets and pillowcases. Please advise if you could send us details of your various ranges, indi

15、cating specifications, colors and prices. We should find it most helpful if you could also supply samples in different qualities of materials used.我們是本地最大的紡織品經(jīng)銷商。相信所提到的這種產(chǎn)品如在我地定價(jià)適當(dāng)市場(chǎng)將會(huì)看好。We are the largest dealer in textiles here and believe there is a promising market/are prospects of good sales in

16、 our area for moderately/competitively priced goods of this kind. 報(bào)價(jià)時(shí)，請(qǐng)說明你方的支付條件和就每種商品購(gòu)買量不少于100打所能給予的折扣。所報(bào)的價(jià)格應(yīng)包括保險(xiǎn)和到利物浦的運(yùn)費(fèi)。誠(chéng)摯問候。 When quoting, please/Perhaps at the same time you could state your terms of payment and discount you would allow on purchases of not less than 100 dozen of individual item

17、s. Should price quoted include insurance and freight to Liverpool, itll be highly appreciated.Writing Repliesl We have received with thanks your inquiry on the captioned goods dated June 20, 2014.l In compliance with your request, we are sending you the enclosed Quotation Sheet. Please note that our

18、 price remains valid（有效的） for 2 weeks. l For your information, there is a large demand for our Dalian superior White Crystal Sugar and our supply is running short, please order without delay. l We look forward to receiving your order at your earliest convenience. Acknowledgement（感謝）l We have receive

19、d / are in receipt of / acknowledge / wish to thank you for your inquiry dated March 20, 2006.l Your inquiry of February 10 for the captioned commodities has been received, for which we thank you. l We thank you for your letter dated July 2 informing us that you intend to develop business with us in

20、 the line of the captioned goods. l In reply to / In response to / With respect to / With reference to / Referring to your letter dated October 17 inquiring about our “Zhonghua” pencils, we take pleasure in sending you the samples you requested under separate cover. 復(fù)你方10月17日詢問我“中華”牌鉛筆的函，我們將另寄去你方所需的

21、樣品。Fulfilling inquiresl At your request / In compliance with your request / To comply with your request, we are enclosing herewith / mailing to you / sending you with this letter / attaching to this letter our illustrated catalogue and export prices. 隨函附寄給貴方我們的產(chǎn)品插圖目錄及出口報(bào)價(jià)單。Note: Quotation 報(bào)價(jià)單l The a

22、bove offer is subject to goods being unsold. l The above quotation is valid for 3 months. l We can only hold this offer open till March 28, 2016. l We take the pleasure of offering firm the following subject to your confirmation reaching us by the end of the current month: Fulfilling inquiresl We ar

23、e pleased to forward you the samples of our products with their quotations and discounts for your reference. 很高興寄去我們產(chǎn)品的樣品、價(jià)格和折扣率，供你方參考。l By separate airmail, we are sending you a brochure so that you may acquaint yourselves with our commodities. l For your information, we shall make delivery of the

24、goods upon receipt of / immediately after we receive / as soon as we have / shortly after we receive / once we receive your down payment. 一旦收到你方訂金，我們將立即發(fā)貨。l Our payment terms are by irrevocable L/C and shipment is to be made within one month after we receive the L/C.l Our payment terms are by confir

25、med, irrevocable L/C, available by draft at sight, which will, we think, be agreeable to you. In order to ensure punctual準(zhǔn)時(shí)的 shipment of the goods to be ordered, please see that the covering L/C reaches us at least 30 days ahead of the shipment time. l To facilitate 促進(jìn) the deal, we can offer a quant

26、ity discount of up to 15%, but we are prepared to grand/allow/give 20% for a quantity over 55,000 pairs. Urging the selll We have the products of high craftsmanship and thus are quite confident to say that the quality of the other makes does not measure up to that of ours.l Ours is a state-run enter

27、prise of high prestige and our shirts are made of 100% cotton. A trial order will convince you of this. l For your information供參考, as they are in novel design and well tailored裁制, our products are rapidly becoming popular in the world market and we are finding it difficult to meet the growing demand

28、. It is to your advantage that you place your order as promptly迅速地 as possible. Translation exercise敬啟者： 感謝你公司8月1日寄來的詢價(jià)單，該函及所附的樣品均已收悉。Dear Sirs, We acknowledge receipt of your enquiry sheet dated 1st August together with the attached sample, for which we thank you. 根據(jù)對(duì)該樣品檢驗(yàn)的結(jié)果，我們向你公司保證，我公司能夠制造與該樣品相同

29、型號(hào)與品質(zhì)的產(chǎn)品。 Upon careful inspection of your sample, we take pleasure in assuring you that we are in a position to manufacture products of the same design and quality. 現(xiàn)向你方報(bào)實(shí)盤如下,以你方的答復(fù)于本月底前到達(dá)此地為效： In reply, we are making you, subject to your acceptance reaching us by the end of this current month, the

30、following offer: 價(jià)格：CIF大連每雙25美元 包裝：塑料袋，外包裝紙板箱 支付：即期的不可撤銷的保兌信用證 交貨：收到訂單后的90天內(nèi) Price: 25 cents CIF Dalian per pair Packing: in plastic bags outer-packed in cardboard cartons. Payment: by irrevocable confirmed L/C available at sight Delivery: within 90 days after receipt of your order. 其他技術(shù)性事項(xiàng)可參閱我公司的商品

31、手冊(cè)。For other technical information, you may refer to our catalogue attached. 希望盡早收到你方訂單。We look forward to your prompt and favorable reply. 誠(chéng)摯問候。Yours faithfully,附件：商品手冊(cè)一本Enc.: a copy of catalogueWriting Offers and Counter-offersAn offer/quotationl We are in receipt of your letter of _, for which we

32、 thank you, and to which we have sent you a reply by fax this morning. You must have noted from our fax that we are in a position to make you a firm offer on 250L/Ts Steel Tubes at $620.00 per L/T CIF Lagos, shipment to be effected within two months after receipt of your order, payment by sight lett

33、er of credit. This offer is subject to your reply reaching here within one week. l As you are aware, there has been active demand for Steel Tubes in the market, therefore, it is impossible for us to keep this offer open too long. Active demand will certainly result in increased price, to which we ho

34、pe you will pay attention, and meanwhile we are expecting your early reply. A bufferl As you mentioned, prompt delivery is so important that we have been making every effort to accomplish it. l We appreciate your writing to us about the quality of our products.Reasons supporting the negative decisio

35、nl As you know, supplying best quality products and services is our companys policy.l The treatment you asked is only allowed to those that have an annual turnover of up to $2bn with us.A clear, diplomatic statement of the negative decision1. For this reason we can only offer the retail price. Compa

36、re: (cannot grant the discount as requested)2. We find it difficult to ship the goods before Christmas.Compare: (can not ship)A helpful, friendly, and positive close.1. Thank you again for your cooperation in this matter. 2. It would be possible for you to obtain a trade discount of 2% if payment is

37、 made on a cash basis.Thank and acknowledgel We thank you for your letter of November 19, with which is enclosed your Quotation P9254 for the subject goods at $ 410 per metric ton FOB GZ for August shipment and payment by irrevocable sight L/C. l We are obliged for your letter dated July 3 making us

38、 an offer for Panda Washing Machines at $220 per set CIFC3% Port Sudan for shipment in December. l We confirm being in receipt of your fax message dated May 7, contents of which have received our due consideration. l Thank you for your quotation dated August 16 for 1000 trucks, Model 110, 8 tons cap

39、acity, with separate prices for spare parts. l We have received your letter of April 20 that the price offered by us for the article is found to be on the high side. Express regrets and reasonsl We thank your for your offer of December 5 for the subject article, but regret that your price appears on

40、 the high side.l While appreciating the quality of your bicycle, we find your prices too high to be acceptable. _. To accept your present quotation would mean a heavy loss to us, not to speak of profit. l We appreciate your effort to grand us a discount with a substantial order. However, we very muc

41、h regret to state that your prices are still on the high side and, to be frank, out of line with the prevailing market level. Furthermore, a substantial order always starts with a trial one. l We do not deny that your quality is much better, but the difference in price should in no case be as big as

42、 10%. Make a counter-offer(還價(jià))l In view of the above, we would suggest that you reconsider this prospective business and make us a revised offer with your best terms. l We sincerely hope that you will take the above into account and reduce your price to the prevailing level. l We take the quality se

43、riously and are quite willing to pay higher price for your products than for those obtainable through our existing channel. Hereunder we give our last best bid with details: l Should you be prepared to reduce your limit by, say, 20%, we might come to terms. l To set the ball rolling, we counter offe

44、r as follows, subject to your reply being received here by August 24, our time: Endingl You are kindly requested to study the above counter offer thoroughly. If acceptable, please send us your sales confirmation for our counter-signature and we will open the letter of credit accordingly. l Your earl

45、y confirmation of the above will be highly appreciated.l We await your favorable reply with keen interest. l We hope you will agree to our proposal and look forward to receiving your regular orders as before. l Its hoped that you would seriously take this matter into consideration and let us have yo

46、ur reply soon. Practicel As regards your request _for_ an 8% commission, we regret that we cannot meet your wishes as we are dealing _with_ other buyers _on_ the basis of a 5% commission. l We regret that there is no room _for_ reduction _at_ our quoted prices. l We would suggest that you reconsider

47、 our terms and see your way to fall _in_ line _with_ other buyers. (be in/out of line with一致/不一致) l Since considerable business has been done _at_ this price, we trust that it will also be acceptable _to_ you. l Since we are working _with_ other suppliers _by_ payment terms of D/P, we regret, theref

48、ore, being unable to accept your L/C terms of payment. l All the prices quoted are subject _to_ change _without_ further notice. l It would be _to_ your benefit if you would let us have your order _at_ the imminent adjustment of our quotation. Translation你方5月5日男襯衫報(bào)盤及樣品已收到,謝謝.雖然我們很欣賞你方產(chǎn)品的良好質(zhì)量,但我們不得不指

49、出,你方所報(bào)的價(jià)格與市價(jià)很不相符.來自歐洲廠家量很好的襯衫正以比你們低8%-10%的價(jià)格在此地出售.在此情況下,我們要求你方把價(jià)降低到每打22美元.我們的定單是個(gè)大定單,價(jià)值達(dá)6萬美元左右.請(qǐng)考慮并給我們一個(gè)早日的答復(fù). Order and its AcknowledgementAn OrderDear Sirs,We thank you for your quotation of August 11 together with patterns of Ningbo Printed Pure Silk Fabrics. We find both quality and prices satis

50、factory and are pleased to give you trial order for the following items:QuantityPattern No.Prices15 000 yards9001US$12 per yd.10 000 yards9003US$15 per yd.(All the prices are CIF San Francisco)We expect to find a good market for the above and hope to place further and large orders with you in the ne

51、ar future. Our usual terms of payment are by D/P 60 days and we hope they will be satisfactory to you. Meanwhile should you wish to make enquiries concerning our financial standing, you may refer to the following bank: Industrial and Commercial Bank of China, Ningbo Branch. Acknowledgement & Pla

52、cing Orderl We are appreciative of your email response of April 12 to our request for an 8% reduction in price and through your full cooperation we are able to confirm the following order with you at your revised price:l We thank you for your quotation of August 11 together with patterns of Ningbo P

53、rinted Pure Silk Fabrics. We find both quality and prices satisfactory and are pleased to give you trial order for the following items:Urging Shipmentl We place this order on the clear understanding that the consignment is to be effected in due time as indicated in your offer and to reach us by May

54、31, and reserve the right to cancel the order and to refuse delivery after this date. l As we are in urgent need of the goods, we find it necessary to stress the importance of making punctual shipment within the validity of the L/C. Any delay in shipment would be detrimental to our future business.

55、Endingl We sincerely hope that this occasion will mark the start of a long mutually beneficial trading relationship between us. l It might interest you to know that the buyers concerned are among the leading importers of edible oils in this city. It is very likely that they might duplicate their ord

56、er before long. l If the execution of this order proves satisfactory, there will certainly be bright prospects of trade between us. l Should the quality represented by your initial consignment prove satisfactory, we can assure you of our repeat orders. Express pleasure at receiving the orderl We are

57、 pleased to have booked with youre an order for metric tons of Groundnut Oil. l We welcome your Order No. 852 for 500 pieces of wool sweaters. Ask for confirmation 證實(shí)l We are pleased to have booked your Order No. 256 for bed sheets and pillowcases and are sending you herewith our Sales Confirmation

58、No. BP5814 in duplicate. Please sign and return one copy to us for our file. l We gladly enclose our Purchase Contract No. 256 in duplicate. Please countersign and return one copy to us for our file at your earliest convenience. l Enclosed is our S/C No.254 in duplicate, one copy of which please duly counter-sign and return to us for our records. Assurance of prompt付款期限保證 and care