外貿(mào)函電培訓(xùn)第四單元課件

Pointsforattention:1.詢價或詢盤是一種詢問。按其內(nèi)容可分為一般詢盤（generalenquiry)和具體詢盤（specificenquiry)

一般詢盤是買主為了了解情況向賣主索取商品目錄本、價目單、樣品或樣本等等。具體詢盤是買主有做買賣的要求，指定商品要求賣主報盤。Pointsforattention:1在書寫一般詢盤信時，一定要做到具體，把所需了解的信息闡述清楚，如價格、裝期等等。在回信時，確保對方所詢問題都給予了回答。如一買方與賣方初次聯(lián)系，此買方需先作一自我介紹，如經(jīng)營范圍，所需貨物等。如買賣雙方是老客戶，則詢盤信就非常簡單了。在書寫一般詢盤信時，一定要做到具體，把所需了解的信息闡述清楚2初次詢盤信一般包含以下內(nèi)容：簡單告知如何獲得賣方的名址，寫一些你方的業(yè)務(wù)情況。你地市場需對方經(jīng)營的貨物告知對方你所需的信息

初次詢盤信一般包含以下內(nèi)容：3

1.theintroductionoftheenquiry2.thestatementoftherequirements3.thehopeandgoodwish介紹信息來源或提上一封信等。具體的詢價（比如要求對方提供什么信息和服務(wù)等，這一部分要寫得具體、清楚）表達合作愿望。1.theintroductionofthee4詢盤用的具體用語與技巧1.introductorystatementofresourcesofinformationorpreviousletter，etc.

介紹信息來源或提上一封信等。詢盤用的具體用語與技巧1.introductorystat5

※Weknowyourcompanythroughthecourtesyof…※Weareacompanydealingin…

UsefulExpressions通過……我們知道貴公司……我公司經(jīng)營……

※Weknowyourcompanythrough6※Wewritetoinformyouthatweareinterestedin…※Wehavepleasureininformingyouthatwe…

茲寫信告知我們對……感興趣很高興向貴方告知我方……※Wewritetoinformyouthat72.specialenquiry,e.g.whatinformationorservicedoyouneedthereadertosupply,etc.

具體的詢價（比如要求對方提供什么信息和服務(wù)等，這一部分要寫得具體、清楚）2.specialenquiry,e.g.whati8Usefulexpressions

※Ifyoucanquoteusafirmofferfor…weshallappreciateit※Wewillbepleasedtohaveyouroffer…※Yourquotationsforthefollowingwillbehighlyappreciated.

如能報……最低價，我們將不勝感激我們很高興得貴方報價對貴方對下列商品的報價將不勝感激。Usefulexpressions

※Ifyoucan93.Wishtocooperate.Wewouldlikeverymuchtocooperatewithyou.Shouldyoupricebecompetitive,weintendtoplacealargeorderwithyou.Weappreciateyourcooperation.如果貴方價格有競爭性，我們打算與你們大量訂貨。3.Wishtocooperate.如果貴方價格有競爭10Letter1bekeenlyinterestedin:很感興趣forourreference:供我們參考indemandforsth.:需要……sightL/C,L/Catsight:即期信用證

Letter1bekeenlyinterested11meet:1）滿足，應(yīng)付Wewilldoourbesttomeetyourdemand.我們將盡力滿足您的需要。2)meetwith:遭遇，受到Wehopeourofferwillmeetwithyourapproval.希望我們的報盤得到貴方贊同。meet:123)enquireinto調(diào)查，探究如：WewouldlikeyoutoenquireintothecreditstandingofJ.A.Hussain&Co.onourbehalf.

煩請貴方代我調(diào)查一下J.A.Hussain公司的信用情況。3)enquireinto調(diào)查，探究煩請貴方代我調(diào)查一下13regarding：

關(guān)于concerning，about,withregardto,inregardto,asregardsIsendyouafaxthismorningregardingorderNo.1234.我今天早晨給你發(fā)了一份關(guān)于1234號訂單的傳真。regarding：關(guān)于concerning，about,14Letter2inresponseto:inreplyto,inanswerto回復(fù)，回答tothebestofone’sability:盡力Inneedof：需要如：Weareinneedofbed-sheets.Letter2inresponseto:inre15assuresbofsth：使確信,保證

Weassureyouofpunctualshipment.我們保證準(zhǔn)時裝船。falldue:（匯票）到期Thedraftwillfallduesoon.Expire:(信用證）到期TheL/Cwillexpiresoon.assuresbofsth：使確信,保證16engage1)v.允諾,答應(yīng),擔(dān)保如:wecannotacceptyourorderbecausewearefullyengaged.

我們不能接受你方的訂單,因為我們已經(jīng)滿約了.2)engagein:從事,忙于如:Wehavebeenengagedinmachinetoolsformorethantenyears.

我們已從事機床業(yè)務(wù)十多年了.

engage173)engagement:約定,契約(正式用語)

fulfillone’sengagement履行契約breakone’sengagement毀約keepone’sengagement遵守約定

enterintonewengagement達成新契約

meetone’sengagement履行契約3)engagement:約定,契約(正式用語)18ExercisesAnswerthefollowingquestions:1.Whowillusuallymaketheenquiry?2.Whatarethecontentsofanenquiry?3.Towhomtheenquiryistobeissued?4.Howshouldanenquirybedealtwithuponreceivingit?ExercisesAnswerthefollowing19II.Correctthefollowingmessage.Youareamongthefirstourclientswhomwesentamonthagothenewestsamplesofourproducts.Wefeelthattheywillbeinterestingyou.Thepricewehavemadeisquitebeneficial.ofinterestII.Correctthefollowingmess20Apromptorderwillcertainlybeentitledyoutogetearlydeliverywhichwillinterestyouagreatdeal.Weassureyouourpromptattentiononyourfirstorder.entitleofApromptorderwillcertainly21Fillingtheblankswithproperwords:1.Weregretbeingunableto()yourrequirementsforthetimebeing.2.Ifourquotation()yourapproval,wewillshipthegoodspromptly.3.Ourlatestdesignhaswonworldwide().acceptisinlinewithpopularityFillingtheblankswithproper224.Yourpaymenttermsare()tous.5.Asweare()urgentneedofthesegoods,pleaseshipourorderwithoutdelay.6.Asthegoodsare()greatdemandweregretbeingunabletocoveryourrequirements.acceptableinin4.Yourpaymenttermsare(237.Ourproductsenjoythefameofwide().A.sellingB.salableC.salesD.sellc7.Ourproductsenjoythefame241.termsofpayment

支付條款2.quantitydiscounts

數(shù)量折扣3.placeregularorders

定期訂購1.termsofpayment254.awiderangeof

各種各樣的5.onbehalfof

代表，為了…的利益6.enclosedpleasefind

附上…請查收

4.awiderangeof26

7.promotethesalesof

促銷8.profitmargin

盈余，利潤幅度9.byseparatepost

另郵寄

7.promotethesalesof27

10.beinapositiontodosth.

能夠做某事11.competitiveprices

競爭性的價格12.financialstanding,businesscapacityandcharacter

資金情況，業(yè)務(wù)能力和信譽10.beinapositiontodos2813.sellingseason

銷售季節(jié)14.supplyfromstock

現(xiàn)貨供應(yīng)15.Inourfavor

以我方為受益人13.sellingseason2916.importlicense

進口許可證17.L/Catsight

即期信用證

16.importlicense3018.quoteCIFLondon

報CIF倫敦價19.confirmed,irrevocableL/C

保兌的，不可撤銷的信用證18.quoteCIFLondon31Exercises1.Wehavebeenapproachedbyoneoftheleadingimportersofhandtoolsherewhoisinneedofvarioushandtoolstobesuppliedtoagovernmentalrepairshop.Wouldyoupleasesupplyuswithacomprehensivecatalogueforthesamewithindicationoftherelativeprices.

此處一家主要的手工具進口商同我們聯(lián)系，需要各種手工具供應(yīng)給一政府機構(gòu)的修理車間。請?zhí)峁┪覀円粌跃C合性目錄，并注明有關(guān)價格。Exercises1.Wehavebeenappr322.WearepleasedtoinformyouthatthereisagoodsaleforyourdrillingmachinemodelZ-33andwouldaskyoutosendusyourbestoffer.Ifyourpriceisfoundcompetitive,weareconfidenttherearegoodprospectsforbusiness.我們樂于告訴你們，你們的z－33型鉆床銷路很好。請寄給我們最低的報盤。如果你們的價格有競爭力，我們確信有良好的業(yè)務(wù)前景。2.Wearepleasedtoinformyou333.wehavemuchpleasureinenclosinganenquiry

sheetforgreatwallbrandcannedmeat,eachcancontaining250grams.Thisenquiryisfromaveryfamoussupermarketwithbranchesalloverthecountry.Youwillnoticefromtheenquirythattheirrequirementisinlargequantityandthereforepriceisofutmostimportanceinconcludingthetransaction.我們樂于附寄長城牌罐頭肉詢價單一份，每聽重量為250克。這份詢價是從一很有名的超市來的，這個超級市場在全國有分支機構(gòu)，你們會從詢價單上注意到他們的需求量很大，因此價格是達成交易最重要的因素。3.wehavemuchpleasureinenc344.Ifyouareinapositiontosupplythegoodsaspertheattachedenquiryatverycompetitiveprices,wetrustlargeorderswillbeobtained.

如果你們能夠按有競爭性的價格提供所附詢價單上的貨物，我們相信將獲得大的訂單。4.Ifyouareinapositionto355.WehavereceivedanorderfromJamesSharp&Co.forthesupplyof100metrictonsofNewsprints.Thiscompanyisaverybigpublisherhereandisinconstantneedofallsortsofprintingpaper.Wearesendingyouthisorderandunderstandthata5%commissionwillbeallowedasusual.

經(jīng)常需要傭金我們從杰姆夏普公司得到一張定購100公噸新聞紙的訂單。這家公司是本地一家大出版商，經(jīng)常需要各種印刷紙張。我們寄上該訂單，并理解你們將如通常那樣給予5％的傭金。5.Wehavereceivedanorderfr361.我公司是一國營公司，專營各種輕工業(yè)產(chǎn)品的進出口業(yè)務(wù)，與你地戈登公司已有多年業(yè)務(wù)關(guān)系。Weareastate-ownedcorporation,specializingintheimportandexportofvariouslightindustrialproducts.WehavehadbusinessrelationswithGordon&Companyatyourendformanyyears.1.我公司是一國營公司，專營各種輕工業(yè)產(chǎn)品的進出口業(yè)務(wù)，與你372.據(jù)悉你公司能出口最新型的照相機RX－31型，故與你們聯(lián)系，希望能寄我該相機目錄一份。同時并請告知其最低價，以便我與客戶聯(lián)系。

WehavelearnedthatyouareinapositiontoexportCamerasofthelatestmodelRX-31.Wearethereforewritingtoyouandhopethatyouwillsendusacatalogue.Inthemeantime,pleaseletusknowthelowestpricesothatwecanapproachourclients.2.據(jù)悉你公司能出口最新型的照相機RX－31型，故與你們聯(lián)系383.我們是世界上最大的絲綢出口商之一。我們過去一直是從日本進口的，現(xiàn)在我們想到中國市場定購。

Weareoneofthelargestimportersofsilkintheworld.WehadbeenimportingthisitemfromJapan,andnowintendtoimportthesamefromChina.3.我們是世界上最大的絲綢出口商之一。我們過去一直是從日394.我們希望你能告訴我們可供出口的主要品種，最好能寄我們幾份你們的出口商品目錄及各種絲綢的剪樣，以便我們選擇。

Wehopeyouwillinformusofthemainitemsavailableforexport.ItwouldbebetterifyoucouldsendusafewcopiesofyourexportcataloguesandcuttingsamplesofvariouskindsofSilkforourchoice.4.我們希望你能告訴我們可供出口的主要品種，最好能寄我們幾份405.關(guān)于你們3月4日扳手（spanner)的詢價，我們首先向你們致歉，未能迅速報價，因為廠方要研究滿足你方特殊需要的可能性。

Withregardtoyourenquiryofthe4thMarchfor

Spanners,wefirstofall,expressourregretfornotbeingunabletoquoteyoupromptlyasourmanufactureshavetolookintothepossibilityofmeetingyourspecialrequirement.5.關(guān)于你們3月4日扳手（spanner)的詢價，我們首先向416.關(guān)于你方有關(guān)茶具的詢價，我們很高興通知你們，通過我們的反復(fù)努力，廠方已同意供應(yīng)100套。

Asregardsyourenquiryforteasets,wearepleasedtoinformyouthatthemanufactureshaveagreedtosupplyyouwith100setsthroughourrepeatedeffort.6.關(guān)于你方有關(guān)茶具的詢價，我們很高興通知你們，通過我們的反42WritingParticulars:Messrs.ArthurGrey&SonwritetoChinaNationalImport&ExportCorporation,statingthattheyhaveanordertosupplyahotelwithtable-cloths.Theyrequestsamplesinhandsomedesignsofmediumandbestlinen(亞麻）suitableforthepurpose.WritingParticulars:Messrs.Ar43演講完畢，謝謝觀看！演講完畢，謝謝觀看！44Pointsforattention:1.詢價或詢盤是一種詢問。按其內(nèi)容可分為一般詢盤（generalenquiry)和具體詢盤（specificenquiry)

一般詢盤是買主為了了解情況向賣主索取商品目錄本、價目單、樣品或樣本等等。具體詢盤是買主有做買賣的要求，指定商品要求賣主報盤。Pointsforattention:45在書寫一般詢盤信時，一定要做到具體，把所需了解的信息闡述清楚，如價格、裝期等等。在回信時，確保對方所詢問題都給予了回答。如一買方與賣方初次聯(lián)系，此買方需先作一自我介紹，如經(jīng)營范圍，所需貨物等。如買賣雙方是老客戶，則詢盤信就非常簡單了。在書寫一般詢盤信時，一定要做到具體，把所需了解的信息闡述清楚46初次詢盤信一般包含以下內(nèi)容：簡單告知如何獲得賣方的名址，寫一些你方的業(yè)務(wù)情況。你地市場需對方經(jīng)營的貨物告知對方你所需的信息

初次詢盤信一般包含以下內(nèi)容：47

1.theintroductionoftheenquiry2.thestatementoftherequirements3.thehopeandgoodwish介紹信息來源或提上一封信等。具體的詢價（比如要求對方提供什么信息和服務(wù)等，這一部分要寫得具體、清楚）表達合作愿望。1.theintroductionofthee48詢盤用的具體用語與技巧1.introductorystatementofresourcesofinformationorpreviousletter，etc.

介紹信息來源或提上一封信等。詢盤用的具體用語與技巧1.introductorystat49

※Weknowyourcompanythroughthecourtesyof…※Weareacompanydealingin…

UsefulExpressions通過……我們知道貴公司……我公司經(jīng)營……

※Weknowyourcompanythrough50※Wewritetoinformyouthatweareinterestedin…※Wehavepleasureininformingyouthatwe…

茲寫信告知我們對……感興趣很高興向貴方告知我方……※Wewritetoinformyouthat512.specialenquiry,e.g.whatinformationorservicedoyouneedthereadertosupply,etc.

具體的詢價（比如要求對方提供什么信息和服務(wù)等，這一部分要寫得具體、清楚）2.specialenquiry,e.g.whati52Usefulexpressions

※Ifyoucanquoteusafirmofferfor…weshallappreciateit※Wewillbepleasedtohaveyouroffer…※Yourquotationsforthefollowingwillbehighlyappreciated.

如能報……最低價，我們將不勝感激我們很高興得貴方報價對貴方對下列商品的報價將不勝感激。Usefulexpressions

※Ifyoucan533.Wishtocooperate.Wewouldlikeverymuchtocooperatewithyou.Shouldyoupricebecompetitive,weintendtoplacealargeorderwithyou.Weappreciateyourcooperation.如果貴方價格有競爭性，我們打算與你們大量訂貨。3.Wishtocooperate.如果貴方價格有競爭54Letter1bekeenlyinterestedin:很感興趣forourreference:供我們參考indemandforsth.:需要……sightL/C,L/Catsight:即期信用證

Letter1bekeenlyinterested55meet:1）滿足，應(yīng)付Wewilldoourbesttomeetyourdemand.我們將盡力滿足您的需要。2)meetwith:遭遇，受到Wehopeourofferwillmeetwithyourapproval.希望我們的報盤得到貴方贊同。meet:563)enquireinto調(diào)查，探究如：WewouldlikeyoutoenquireintothecreditstandingofJ.A.Hussain&Co.onourbehalf.

煩請貴方代我調(diào)查一下J.A.Hussain公司的信用情況。3)enquireinto調(diào)查，探究煩請貴方代我調(diào)查一下57regarding：

關(guān)于concerning，about,withregardto,inregardto,asregardsIsendyouafaxthismorningregardingorderNo.1234.我今天早晨給你發(fā)了一份關(guān)于1234號訂單的傳真。regarding：關(guān)于concerning，about,58Letter2inresponseto:inreplyto,inanswerto回復(fù)，回答tothebestofone’sability:盡力Inneedof：需要如：Weareinneedofbed-sheets.Letter2inresponseto:inre59assuresbofsth：使確信,保證

Weassureyouofpunctualshipment.我們保證準(zhǔn)時裝船。falldue:（匯票）到期Thedraftwillfallduesoon.Expire:(信用證）到期TheL/Cwillexpiresoon.assuresbofsth：使確信,保證60engage1)v.允諾,答應(yīng),擔(dān)保如:wecannotacceptyourorderbecausewearefullyengaged.

我們不能接受你方的訂單,因為我們已經(jīng)滿約了.2)engagein:從事,忙于如:Wehavebeenengagedinmachinetoolsformorethantenyears.

我們已從事機床業(yè)務(wù)十多年了.

engage613)engagement:約定,契約(正式用語)

fulfillone’sengagement履行契約breakone’sengagement毀約keepone’sengagement遵守約定

enterintonewengagement達成新契約

meetone’sengagement履行契約3)engagement:約定,契約(正式用語)62ExercisesAnswerthefollowingquestions:1.Whowillusuallymaketheenquiry?2.Whatarethecontentsofanenquiry?3.Towhomtheenquiryistobeissued?4.Howshouldanenquirybedealtwithuponreceivingit?ExercisesAnswerthefollowing63II.Correctthefollowingmessage.Youareamongthefirstourclientswhomwesentamonthagothenewestsamplesofourproducts.Wefeelthattheywillbeinterestingyou.Thepricewehavemadeisquitebeneficial.ofinterestII.Correctthefollowingmess64Apromptorderwillcertainlybeentitledyoutogetearlydeliverywhichwillinterestyouagreatdeal.Weassureyouourpromptattentiononyourfirstorder.entitleofApromptorderwillcertainly65Fillingtheblankswithproperwords:1.Weregretbeingunableto()yourrequirementsforthetimebeing.2.Ifourquotation()yourapproval,wewillshipthegoodspromptly.3.Ourlatestdesignhaswonworldwide().acceptisinlinewithpopularityFillingtheblankswithproper664.Yourpaymenttermsare()tous.5.Asweare()urgentneedofthesegoods,pleaseshipourorderwithoutdelay.6.Asthegoodsare()greatdemandweregretbeingunabletocoveryourrequirements.acceptableinin4.Yourpaymenttermsare(677.Ourproductsenjoythefameofwide().A.sellingB.salableC.salesD.sellc7.Ourproductsenjoythefame681.termsofpayment

支付條款2.quantitydiscounts

數(shù)量折扣3.placeregularorders

定期訂購1.termsofpayment694.awiderangeof

各種各樣的5.onbehalfof

代表，為了…的利益6.enclosedpleasefind

附上…請查收

4.awiderangeof70

7.promotethesalesof

促銷8.profitmargin

盈余，利潤幅度9.byseparatepost

另郵寄

7.promotethesalesof71

10.beinapositiontodosth.

能夠做某事11.competitiveprices

競爭性的價格12.financialstanding,businesscapacityandcharacter

資金情況，業(yè)務(wù)能力和信譽10.beinapositiontodos7213.sellingseason

銷售季節(jié)14.supplyfromstock

現(xiàn)貨供應(yīng)15.Inourfavor

以我方為受益人13.sellingseason7316.importlicense

進口許可證17.L/Catsight

即期信用證

16.importlicense7418.quoteCIFLondon

報CIF倫敦價19.confirmed,irrevocableL/C

保兌的，不可撤銷的信用證18.quoteCIFLondon75Exercises1.Wehavebeenapproachedbyoneoftheleadingimportersofhandtoolsherewhoisinneedofvarioushandtoolstobesuppliedtoagovernmentalrepairshop.Wouldyoupleasesupplyuswithacomprehensivecatalogueforthesamewithindicationoftherelativeprices.

此處一家主要的手工具進口商同我們聯(lián)系，需要各種手工具供應(yīng)給一政府機構(gòu)的修理車間。請?zhí)峁┪覀円粌跃C合性目錄，并注明有關(guān)價格。Exercises1.Wehavebeenappr762.WearepleasedtoinformyouthatthereisagoodsaleforyourdrillingmachinemodelZ-33andwouldaskyoutosendusyourbestoffer.Ifyourpriceisfoundcompetitive,weareconfidenttherearegoodprospectsforbusiness.我們樂于告訴你們，你們的z－33型鉆床銷路很好。請寄給我們最低的報盤。如果你們的價格有競爭力，我們確信有良好的業(yè)務(wù)前景。2.Wearepleasedtoinformyou773.wehavemuchpleasureinenclosinganenquiry

sheetforgreatwallbrandcannedmeat,eachcancontaining250grams.Thisenquiryisfromaveryfamoussupermarketwithbranchesalloverthecountry.Youwillnoticefromtheenquirythattheirrequirementisinlargequantityandthereforepriceisofutmostimportanceinconcludingthetransaction.我們樂于附寄長城牌罐頭肉詢價單一份，每聽重量為250克。這份詢價是從一很有名的超市來的，這個超級市場在全國有分支機構(gòu)，你們會從詢價單上注意到他們的需求量很大，因此價格是達成交易最重要的因素。3.wehavemuchpleasureinenc784.Ifyouareinapositiontosupplythegoodsaspertheattachedenquiryatverycompetitiveprices,wetrustlargeorderswillbeobtained.

如果你們能夠按有競爭性的價格提供所附詢價單上的貨物，我們相信將獲得大的訂單。4.Ifyouareinapositionto795.WehavereceivedanorderfromJamesSharp&Co.forthesupplyof100metrictonsofNewsprints.Thiscompanyisaverybigpublisherhereandisinconstantneedofallsortsofprintingpaper.Wearesendingyouthisorderandunderstandthata5%commissionwillbeallowedasusual.

經(jīng)常需要傭金我們從杰姆夏普公司得到一張定購100公噸新聞紙的訂單。這家公司是本地一家大出版商，經(jīng)常需要各種印刷紙張。我們寄上該訂單，并理解你們將如通常那樣給予5％的傭金。5.Wehavereceivedanorderfr801.我公司是一國營公司，專營各種輕工業(yè)產(chǎn)品的進出口業(yè)務(wù)，與你地戈登公司已有多年業(yè)務(wù)關(guān)系。Weareastate-ownedcorporation,specializingintheimportandexportofvariouslightin