外貿(mào)函電中的詢盤

1、Chapter ThreeEnquiryLearning Objective:To master the writing methods of an enquiry;To identify the types of enquiries;To grasp the definition of enquiry and useful expressions.Section One Brief IntroductionIn foreign trade, enquiries are usually made by buyers without engagement to get information a

2、bout the goods to be ordered, such as price, catalogue, delivery date and other terms.Enquiries may be either dispatched by mail, cable, telex and fax or handed to the supplies through personal contact.When making an enquiry, a buyer usually begins with a question or questions he wants to ask. The r

3、eader then knows at once what the enquiry is about.Generally speaking, we should keep our enquiry short and to the point; say what needs to be said and then stop. For instance, if you are an enquirer, you should state clearly in your enquiries to foreign suppliers your exact requirements, inclusive

4、of prices, discounts, terms of payment and the length of time required for delivery. There is no need for long, over-polite phrases and still less for humbleness. Nowadays, many firms even use a printed enquiry form instead of a letter.An enquiry must be acknowledged in terms that establish good wil

5、l if an immediate sale is not possible. If it is from an old customer, say how much you appreciate it; if it is from a new customer, say you are glad to receive it an express the hope of keeping up friendly business relationship.Furthermore, enquiries should be addressed to the company because, in t

6、his way, your letter will receive quick attention. If you address the enquiries to an individual, your letter may have to wait while he is away. Or you may make a mistake and address it to the wrong individual, and this will also mean delay.To sum up, enquiries should be brief, specific, courteous a

7、nd reasonable. In return, the answers to enquiries should be prompt, courteous and helpful. In case the goods enquired for are currently out of stock, the supplier should inform the enquirer when they will be available and, by taking this opportunity, introduce some other products as substitutes so

8、as to create a good impression, which hopefully will result in more business.Section Two Writing StepsOpening:If this is the first time the enquirer asks for product details from the reader, the former should state clearly where he obtained the relevant information of the latter. After that, he can

9、move further to make a brief introduction about himself. By doing so, the enquirer can help the receiver obtain as much information as possible about the former so as to eliminate the latter s worry in establishing business relationship with the enquirer.If this is not the first time, the enquirer w

10、ould probably express his current situation and interest in the very beginning. Since the enquirer and the receiver have known each other well, this kind of enquiry letter can be more casual than the situation mention above.Body: In this part, the enquirer should get down to the point and state clea

11、rly whatdetails of the product he would like to know.Closing: to express hope of early replySection Three Specimen LettersSpecimen Letter 1 A general enquiryDear Sirs,We learn from Brown & Clark Co. Ltd., New York that you are a leading company in exporting cotton piece goods.At present, we are

12、interested in Printed shirting and shall be pleased toreceive from you by airmail catalogues, sample books and all necessary information regarding these goods so as toacquaint us with the quality and workmanship of your supplies. Meanwhile please quote us your lowest price CIF Pusan, including our 5

13、% commission, stating the earliest date of shipment.Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.We trust you will give us an early reply.Yours faithfully,Noteslearn from 從獲知leading company 大公司，主要的公司cotton piece goods 棉制品 at present 目

14、前receive from收至U的來信regarding跟有關(guān)的acquaint with 使熟悉，了解workmanship工藝place a large order with 向下一筆大數(shù)額的訂單Specimen Letter 2 A specific enquiry for iron nailsDear Sirs,We intend to buy large quantities of Iron Wire Nails of all sizes and shouldbe obliged if you would give us a quotation per metric ton CFR.

15、 Lagos, Nigeria.It would also be appreciated if samples and/or brochure could be forward ed to us.We used to purchase this article from other sources, but now prefer to buy from your corporation because we are given to understand you are able to supply large quantities at more attractive prices. Bes

16、ides, we have confidence in the quality of Chinese products.We look forward to hearing from you by return .Yours faithfully,Notesbe obliged 不勝感激 metric ton公噸be appreciated 不勝感激 brochure產(chǎn)品說明書forward 寄送be given to understand 獲悉，聽說hear from 收到來信 by return 立即，收信后立即Specimen Letter 3 An enquiry for porcel

17、ain waresDear Sirs,Through the courtesy of the Chamber of Commerce in your country we learn that you are one of the leading exporters of porcelain wares of a variety of types. We avail ourselves of this opportunity to approach you in the hope of establishing business relations with you.We have been

18、exporters of porcelain wares for many years. Now we are interested in your porcelain tea and coffee cups and saucers of different shapes.Pleaseinform us of your trade terms and forward samples and product brochures. If your prices are in line, we trust important business can materialize.We are looki

19、ng forward to your early reply.Yours faithfully,NotesThrough the courtesy of 承蒙的幫助或介紹Chamber of Commerce 商務(wù)部 porcelain wares 陶瓷器皿a variety of各種各樣的avail oneself of this opportunity to借止匕機(jī)會(huì)去approach 靠近，接近 in the hope of 寄希望于 inform sb of 告知，通知某人 be in line 合適 materialize 得以實(shí)施，實(shí)現(xiàn)Specimen Letter 4 Enqui

20、ry about ability to produce according to specificationsDear Sirs,Can youscreen-print T-shirt to our specificationWe are now expanding our business to include items for collections. We are looking for manufacturers who can make and print T-shirts according to our patterns and designs. Since the T-shi

21、rts areintended for the niche market of collection, the quality is of utmost importance . Though the number of prints for each design may not be very large, we are prepared to accept prices a little higher than ordinary items. It is understood that the designs are and remain to be our intellectual p

22、roperty rights. You are not supposed to duplicate or sell any of our designs to any other customers without our written approval .In order to safeguard the collection value, defective pieces, if any, shall be destroyed. They shall not be disposed of in any other markets including your own domestic m

23、arket.Please let us know if you are interested in such cooperation. If you are, please quote us lowest FOB price, stating your normal lead-time.If your price is competitive and delivery time acceptable, we are ready to sign long-term contract with you.Your early reply will be highly appreciated.Your

24、s faithfully,Notes screen-print絲網(wǎng) ER刷intend 打算 niche market縫隙市場(chǎng)，瞄準(zhǔn)機(jī)會(huì)的市場(chǎng)of utmost importance非常重要intellectual property rights知識(shí)產(chǎn)權(quán)duplicate 復(fù)制 written approval書面同意FOB 離岸價(jià)Section Four Useful Expressions and SentencesUseful Expressions obtain from 從獲知the courtesy of 承蒙的幫助或介紹company大公司，主要的公司present目前oblig

25、ed/grateful 不勝感激 it if如果我（們）將不勝感激an order with 向下訂單leaflet/pamphlet產(chǎn)品說明書9. avail oneself of this opportunity to借止匕機(jī)會(huì)去10. in the hope of寄希望于11. inform sb of 告知，通知某人 12. be in line 合適to 打算 of utmost importance 非常重要 15. by return 立即，收信后立即 customers 潛在 的客戶寄送Useful SentencesOpening1. We learn from that y

26、ou are exporting 我方從獲悉貴方出口2. We know your company through the courtesy of 承蒙公司好意，介紹貴公司給我方。3. We are keenly interested in importing from your company.我方很希望從貴公司進(jìn)口4. We have seen your advertisement in and are particularly interested in your 我們?cè)谝姷侥銈兊膹V告，我們對(duì)你們的尤感興趣。WeBody1. It will be appreciated if you c

27、an quote us a firm offer for 如果你方能報(bào)的實(shí)價(jià)的話，我方將不勝感激。2. Please quote your lowest prices fo r 請(qǐng)報(bào)的最低價(jià)格。3. Please quote us your best price and shipping date.請(qǐng)報(bào)以最低價(jià)格及裝運(yùn)日期。4. We would appreciate a sample of each of the items listed above.請(qǐng)寄來以上物品的樣品。5. Please submit specifications, perfectly with illustration

28、s.請(qǐng)說明產(chǎn)品規(guī)格，最好附上圖示。6. Please send us your latest catalogue with your best CIF Tianjin prices. 請(qǐng)寄來你方最新的產(chǎn)品目錄并報(bào)以最低的天津到岸價(jià)。7. If you do not deal in this line, please hand on our enquiry to the appropriate company.如果你方不經(jīng)營此業(yè)務(wù)，請(qǐng)將我們的詢盤轉(zhuǎn)交給有關(guān)公司。8. Should your price be found competitive and delivery date acceptab

29、le, we intend to place a large order with you.如果你方報(bào)價(jià)有競(jìng)爭性且交貨期可以接受，我們將會(huì)向你們下一筆大訂單。Closing1. We look forward to hearing from you.期盼你方早日回復(fù)。2. We hope this will be a good start for long and profitable business relations. 希望這是我們雙方長期互利關(guān)系的開始。 .3. I am looking forward to a favorable reply at your earliest con

30、venience.急盼佳音。4. We trust you will give us an early reply.相信你方將盡早回復(fù)。Section 5 ve ProjectsProject 1 Situation:假設(shè)你是吉隆坡菲新雅貿(mào)易有限公司的業(yè)務(wù)員，從事各種自行車的進(jìn)出口， 你的一些潛在客戶對(duì)飛鴿牌自行車感興趣，打算從你這購買1000輛該品牌自行車，向你尋求報(bào)價(jià)。你現(xiàn)在寫信給中國的一家自行車出口商咨詢自行車單價(jià)及供 應(yīng)1000輛自行車的條件，并要求對(duì)方報(bào)1000輛飛鴿牌自行車吉隆坡到岸價(jià)及交 貨時(shí)間。Requirements:Write an enquiry letter accor

31、ding to the above situation.Project 2把下列詢盤翻譯成英文：我公司從紐約ABC公司獲悉，你公司專門出口尼龍床單和枕套，我們是中 國一家有著40多年歷史的大型紡織品進(jìn)出口公司，現(xiàn)欲從貴公司進(jìn)口優(yōu)質(zhì)床單 及枕套，如能將貴公司最新的產(chǎn)品目錄及價(jià)格單發(fā)給我方，將不勝感激。Section 6 x ExercisesI Fill the missing words in the blankets with the given letters.Dear Sir§Thank you for your letter of March 6 e for our tape

32、 recorders and yourdesire to enter into d business relations with us.As requested, we are sending you our q sheet covering the types in which you are interested. Unless o stated, all the products can be supplied within four weeks after r of your order and the prices listed are s toour final c . On a

33、n order e 10,000 sets, we usually allow a 3%quantity d .Some latest cs and bs have also been sent to you under separate cover for your r. Should any of the items be suitable for your market, please let us know. As soon as your s enquiry is received, we will make you an offer immediately.Your early r

34、eply will be much a .Yours faithfully,n Translate the following sentences into English1 .承蒙武漢菲新雅貿(mào)易有限公司的惠顧，我們了解到貴公司專門從事紡織品的 進(jìn)出口已經(jīng)數(shù)十年了 .2 .從紐約公司獲悉，你公司出口尼龍床單和枕套，對(duì)上述品質(zhì)優(yōu)良價(jià)格公道的 商品，本地區(qū)常有需求。3 .我們寫信給你寄希望于能和你們建立業(yè)務(wù)關(guān)系.4 .你方如果能報(bào)優(yōu)質(zhì)綠茶的成本加運(yùn)費(fèi)保險(xiǎn)費(fèi)到墨爾本最低價(jià)，我們將不勝感激.5 .你方所報(bào)價(jià)格需要包括到溫哥華的保險(xiǎn)和運(yùn)費(fèi).6 .希望這是我們雙方長期共利關(guān)系的開始.出 Translate

35、 the following letter into English事由本公司是芝加哥最大的縫紉機(jī)進(jìn)口商之一， 我們經(jīng)營各種牌號(hào)的縫紉機(jī)已經(jīng) 有二十多年了。我們熱切地希望與你公司建立業(yè)務(wù)關(guān)系， 發(fā)展我們兩國之間的貿(mào) 易。隨函附上地235號(hào)詢價(jià)單一紙，盼望你方早日給我們報(bào)芝加哥到岸價(jià)，包括我們的傭金5%,報(bào)價(jià)時(shí)請(qǐng)講明最早交貨期和可供數(shù)量。為了便于我們了解你們 的產(chǎn)品，請(qǐng)你們立即航空郵寄目錄十本。倘若你們報(bào)價(jià)具有競(jìng)爭性的話，我們打算訂購1000臺(tái)。如蒙早日復(fù)信，不勝感激。Section SevenProfessional Development外貿(mào)業(yè)務(wù)員如何才能有效促進(jìn)詢盤成交?當(dāng)外貿(mào)企業(yè)已經(jīng)從網(wǎng)

36、絡(luò)上獲得了詢盤，并且跨過了群發(fā)階段，與海外買家取得了一對(duì)一的連接， 這時(shí)應(yīng)該遵循怎樣的一些原則，才能盡可 能的將詢盤向成交的方式引導(dǎo)？首先，業(yè)務(wù)員主動(dòng)聯(lián)系買家的頻率不要過高， 但要保持所有 聯(lián)系方式暢通可用。外貿(mào)業(yè)務(wù)員需要理解，初期的海外潛在買家一定不會(huì)回復(fù)您的每一封郵件的， 當(dāng)外貿(mào)業(yè)務(wù)員追問目標(biāo)價(jià)格、出貨日期、訂單進(jìn)展等敏感信息時(shí)，很多海外買家 不得不選擇沉默，因?yàn)樗赡茏约哼€沒有落實(shí)好，或者他覺得還沒有到告知您這 些信息的階段；當(dāng)外貿(mào)業(yè)務(wù)員只是閑聊式的和他溝通交流， 試圖拉近距離，他也 可能不會(huì)搭理您，因?yàn)楹芏嗪Ｍ赓I家只關(guān)注生意本身，不必要的交流他們并不歡 迎。當(dāng)外貿(mào)業(yè)務(wù)員的幾封詢盤買家沒有回復(fù)，您或多或少總會(huì)感覺心里沒底，擔(dān) 心訂單是否被別人給搶了，總想做些什么事去爭取。但其實(shí)，訂單實(shí)在不是爭取 來的，您即使每天電話傳真郵件輪番轟炸， 也很難將一個(gè)不屬于您的訂單爭取過 來，只可能讓買家覺得威脅和反感，更糟糕的是，下一次他有詢盤，會(huì)猶豫是否 還要再發(fā)給你。其次，要多和海外買家展望未來，多向買家介紹您的歷史。在跨過了詢盤群發(fā)階段，又跨過了