外貿(mào)函電第二版-Unit-03-詢盤及回復(fù)

Unit3EnquiriesandReplies詢盤及回復(fù)Introduction（簡介）目的:了解詢盤的基本寫作技巧和回復(fù)。交易磋商的一般程序分為“詢盤”、“發(fā)盤”、“還盤”和“接受”四個(gè)環(huán)節(jié)。

詢盤（Enquiry）又稱詢價(jià)，是指買方或賣方向?qū)Ψ皆儐栆詢r(jià)格為中心的各種相關(guān)的交易條件，包括一般詢價(jià)（GeneralEnquiry）和具體詢價(jià)（SpecificEnquiry）。

3EnquiriesDefinition:ARequestforInformationgeneralenquiries(一般詢盤)

for

generalinformation：informationaboutvariousgoods:目錄(acatalogue)、價(jià)目表或報(bào)價(jià)單(aprice-listorquotationsheets)、樣品(asample)、圖片(illustratedphotoprints)specificenquiries（具體詢盤）

forspecificinformation：具體詢問商品名稱(thenameofthecommodity)、規(guī)格(thespecifications)、數(shù)量(thequantity)、單價(jià)(theunitpriceFOB…CIF…),裝船期(thetimeofshipment)、付款方式(thetermsofpayment)FivestepsofEnquiryStepITheidentityofthebuyerbehindyou(level,recognition)StepIIClarifyaboutrequirementsofyourclients

(analysis,nailoncontents)StepIIIDigestionofenquiryinformation(EXCEL,specialty)StepIVDeliberatedthinkingtoreply(calm,advantages)StepVFollow-Through(cottoningup,Friendsfirst)phishingwebsite一定要注意釣魚網(wǎng)站，新人要注意釣魚網(wǎng)站目的是要你的密碼輸入和賬戶，他給的是一個(gè)外部連接，點(diǎn)進(jìn)去后其實(shí)是一個(gè)“釣魚郵箱輸入界面”，新人們?nèi)绻患有⌒?，把自己的外貿(mào)郵箱和密碼輸入進(jìn)去，就會(huì)導(dǎo)致郵箱丟失，也有可能直接導(dǎo)致你貝寶的資金被轉(zhuǎn)走，所以如果這樣的詢盤包涵外部連接，請(qǐng)大家多加小心。凡是需要輸入賬戶密碼的，千萬別上當(dāng)。要想取得勝利，首先學(xué)會(huì)保護(hù)好自己。DearFriendThanksforyourreplyOnbehalfofourNasatechInterCoLtdthisisthesamplesoftheproductthatwewantdevelop.PleaseKindlyviewourwebsiteforthesamplesandtheproductweneedifyourcompanycanmakethesimilarlikethisproduct.xxxxxxxx(一個(gè)外部連接)Pleasequoteusyourbestpricesandthecostofdeliverytoourportandifthepricesmeetsourpricetargetwecanplaceourorderassoonaspossible.BestRegardsMrEdwinMartezPurchasingManagerNasatechInterCoLtdAddress:479AllenAvenue,ByCharlesWalter,State:stockholmCountry:UnitedStatesMobilePhone:1-330-3436799purchasing@EnquiryExamplesRe：I'minterestedinyour50HZ120WHome-MadeFastAutomaticPastaMachine,EquipmentForMakingRigatoniBucatini

time：2013-12-1217:22:04

rostradeco@yahoo.it

Aiman

Elshazly

0020222746936Rostrade

Egypt

82.201.175

Dearsir,KindlybeinformedthatIamsointerestingwithfreshpasta“pastamachine”.Iamaskingforyoutosendyourbestofferforthismachinefreshpastamachinewithallanyequipmentstomakediff.typeoffreshpastasuchasfreshpastaasfollow:Pastafrescatype:1-Fettuccine(寬面)2-sheet（面片）

3-Rigatoni（通心粉）showingmachinetypesandcapacity,Waitingforyoururgentreply,Pls.feelfreetocontactmeanytimeBestRegardsRostradecoG.MDr.AimanElShazly

TEl:00202227469361e-mail:rostradeco@yahoo.2WritingSkills（寫作技巧）

該啰嗦時(shí)就啰嗦寫作步驟表達(dá)方式（1）說明信息來源（告知對(duì)方從何種渠道得知對(duì)方公司的情況）YournamehasbeengivenusbytheChamberofCommerce/the…Embassy/the…bankin…).（我們從在……地方的商會(huì)/從……使館/從……銀行獲悉你方名稱。）YourfirmhasbeenrecommendedtousbyBayerAG,withwhomwehavedonebusinessformanyyears.（多年來與我們有業(yè)務(wù)聯(lián)系的拜爾股份公司將貴公司推薦給我們。）Messrs…of…h(huán)avegivenmeyournameassoleagentsfor…（在……的……公司向我們介紹了作為……獨(dú)家代理的貴公司的名稱。）（2）直截了當(dāng)?shù)卣f明想要購買的貨物Weareconsideringthepurchaseof…（我們打算購買……。）WetakeaninterestinvariouskindsofMen‘sshirts。（我們對(duì)各式男式襯衫感興趣。）Yourtextilesareofinteresttous.（我們對(duì)你公司的紡織品感興趣。）Weareregularbuyersofmen’sknitwear.（我們是購買男用針織品的老客戶。）ofinterest有趣的，引起興趣的muchofitisofinterestto…..這其中有很多對(duì)于……來說是很有趣的。intheinterestof或intheinterestsof為了…的利益；為了…的緣故thinkingintheinterestofthewholefamily為了整個(gè)家著想（3）請(qǐng)求對(duì)方寄送目錄、價(jià)格表和樣品Willyoupleasesendusyourillustrate/latestcatalogueandprice-list.（請(qǐng)您寄給我們帶插圖的/最新的產(chǎn)品目錄和價(jià)格表。）Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.（我們非常希望獲得貴公司的最新產(chǎn)品目錄和有關(guān)出口價(jià)格、付款條件以及樣品的詳細(xì)材料。）

cataloguen商品目錄冊(cè)△

thelatestcatalogue最新目錄

illustratedcatalogue附有說明書（插圖）的目錄△

list貨單△

brochure小冊(cè)子△

leaflet單頁的商品說明書△

pamphlet小冊(cè)子△

thefulldetailsof---的全部細(xì)節(jié)△

allnecessaryinformation所有必要的信息（4）強(qiáng)調(diào)對(duì)方所報(bào)價(jià)格應(yīng)合理和具有競爭性Ifyourpricesareinline,wetrustimportantbusinesscanbeconcluded.（如你方價(jià)格可行，相信我們能達(dá)成大筆交易。）Kindlyfavouruswiththelowestcashpriceforthegoods.（敬請(qǐng)告知該貨以現(xiàn)金支付的最低價(jià)格。）

Cashpayment現(xiàn)金付款I(lǐng)fyourquotationisreallycompetitive,…（如果你方報(bào)價(jià)具有競爭力，……。）Wehavetopointoutthatweintendtoplacealargeorderwithyouifthepriceiscompetitive.（請(qǐng)注意，如你方價(jià)格具有競爭性，我們將大量訂購。）quotev報(bào)價(jià)，與介詞for連用quotationn報(bào)價(jià)，與動(dòng)詞make，send，give，cable，fax連用，后接介詞for，但當(dāng)買方提及賣方報(bào)價(jià)時(shí)一般用介詞ofquotesbapriceforsthquotesbforsthquotesbapricequoteapricePleasequoteusyourmostfavorablepriceCIFSeattlefortheabovegoods,includingourcommission5%.

請(qǐng)就上述貨物向我方報(bào)CIF西雅圖最優(yōu)惠價(jià)，含傭金5%。

attractivepriceWeshallbepleasedifyouwillgiveusareasonablequotationforcolorTVsets.如能給我方彩色電視合理報(bào)價(jià)，將不勝感激。Wearegoingtogiveyouaquotationwhichisbasedupontheprevailinginternationalmarketprice.我方準(zhǔn)備按當(dāng)前的國際市場價(jià)格給你方報(bào)價(jià)。prevailing（market）price現(xiàn)行價(jià)，市價(jià)placeanorderwithsbforsth

向某人訂購某物placealarge(substantial)orderwithsbforsth

向某人大量訂購某物Ifyourpriceisreasonable,wemayplacealargeorderwithyou.

若你方價(jià)格合理，我方可能向你方大量訂購。Asyourwomen’sdressesareofhighqualityandpricesarereasonable,we’llplaceasubstantialorderwithyou.

因?yàn)槟惴降倪B衣裙質(zhì)量好、價(jià)格合理，所以向你方大量訂購。（5）詢問對(duì)方所能提供的折扣，寫清你所能接受的支付條件和期望的交貨時(shí)間Weshouldliketoknowifyouallowdiscounts.（我們想知道，你方是否給我們折扣。）PleaseletushaveyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyourbestdeliverydate.（請(qǐng)告知貴公司最低離岸價(jià)和交易條件，并說明最早交貨日期。）Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.（我們要求在下訂單后六周內(nèi)供貨。）1.discountn折扣aspecialdiscount特別折扣cashdiscount現(xiàn)金折扣tradediscount同業(yè)折扣，商業(yè)折扣quantitydiscount數(shù)量折扣atadiscount削價(jià)，降價(jià)，無銷路的togive(allow,make,grant)sbadiscount

打折扣Weagreetogiveyou15%discountprovidedyouorder100,000sets.我方同意給你方百分之十五的折扣，但你方得訂購十萬套才可以。Inviewofourlong-standingrelationship,weagreetoallowyouadiscount.考慮到我們長期的關(guān)系,我方同意給你方折扣20Terms傭金（commission）是賣方或買方付給中間商為其對(duì)貨物的銷售或購買提供中介服務(wù)的酬金。中間商通常為經(jīng)紀(jì)人或代理人，但在實(shí)際業(yè)務(wù)中，凡是為招攬生意、促進(jìn)交易提供服務(wù)的企業(yè)或個(gè)人，都可能稱為傭金的收受者。折扣（discount）是賣方按照原價(jià)給買方以一定的減讓。21傭金傭金有“明傭”、“暗傭”兩種。明傭的表示方法有三種：一是用文字說明。如：USD100perM/TCIFLondonincluding3%Commission二是直接在貿(mào)易術(shù)語后面加上Commission的縮寫字母“C”和所付的傭金率。如：USD100perM/TCIFC3%London三是絕對(duì)數(shù)表示。如：PaycommissionUSD100perM/T暗傭——在出口合同中定有傭金，但在價(jià)格條件、出口發(fā)票上未列明的傭金。暗傭的支付方式有兩種：議付傭金匯付傭金議付傭金——指在出口貨物結(jié)匯時(shí)，由銀行從貨款總額中扣留傭金并付給國外中間商的傭金支付方式。(該方式下，出口企業(yè)收到的結(jié)匯款為扣除傭金后的貨款凈額。)23折扣明扣有三種表示方法。一是用文字來說明表示。如:USD100perM/TFOBDalianincluding2%discount。二是用絕對(duì)數(shù)來表示。如:DiscountUSD200PerM/T

三是在貿(mào)易術(shù)語中加注“D”(Discount)或“R”(Rebate)和折扣率來表示。如:CIFD2%新加坡或CIFR2%倫敦（6）表示定購貨物的可能性Willyoupleaseletusknowby4Aprilsothatwecanplaceourorderpromptly.（請(qǐng)?jiān)?月4日前告知我們，以便我方及時(shí)下單訂貨。）Pleaseletusknowbyreturnofpostwhetheryouwouldbeinterestedinsuchanorder.（請(qǐng)發(fā)信告知我們，你方是否對(duì)這樣的訂單感興趣。）詢盤總結(jié)買家的詢盤中可能提到的需求有以下分類匯總：目標(biāo)價(jià)格MOQ（最小起訂量）OEM/ODM是否允許寄樣顏色/尺寸等產(chǎn)品額外要求6.語言問題（是否需要支持其他語種，尤其是產(chǎn)品說明書）7.出口經(jīng)驗(yàn)要求及相關(guān)證書。8.付款方式9.物流問題10.公司資質(zhì)要求回復(fù)詢盤（Reply）

拿到詢盤的激動(dòng)，分析詢盤的仔細(xì)，回復(fù)詢盤時(shí)候就顯得異常緊張了，因?yàn)橹澳闼胁襟E的努力就靠這一步來傳遞了，成敗在此一舉，加油！回復(fù)詢盤時(shí)候需注意

1.查看是否明確買家目的2.檢查郵件語言啰嗦3.查看回復(fù)內(nèi)容結(jié)構(gòu)是否完整4.價(jià)格和產(chǎn)品是否已經(jīng)考慮同行競爭5.你是否主動(dòng)推進(jìn)，并留給買家再次回復(fù)形成互動(dòng)的空間6.你的產(chǎn)品行業(yè)專業(yè)度夠了嗎？7.一個(gè)詢盤究竟多久回復(fù)較合適8.如何寫郵件標(biāo)題腦子里想到自家優(yōu)勢

發(fā)貨期快

價(jià)格有絕對(duì)的優(yōu)勢

有多年生產(chǎn)或外貿(mào)經(jīng)驗(yàn)

有參加買家當(dāng)?shù)氐恼箷?huì)，或業(yè)內(nèi)知名展會(huì)。有自己的研發(fā)團(tuán)隊(duì)有跟知名品牌或企業(yè)合作有證書，品質(zhì)有保證提供OEM（OriginalEquipmentManufacturer貼牌生產(chǎn)）,個(gè)性化定制服務(wù)（personalizedcustomization）Letter1：Areplytotheabove

DearSirs,WetakepleasuretoacknowledgereceiptofyourletterofJanuary20,fromwhichwelearnthatyouareinterestedinbringingsilkgarmentstotheNewYorkmarket.Weareenclosingourquotationsheetcoveringdifferentsizesandcolorsofourpuresilkgarmentsthatcanbesuppliedfromstock.Wearealsoairmailingyoutwodozensamplegarmentsindifferentsizesandcolors.Deliverywillbewithin30daysafteryourplacinganordertous.PaymentofthepurchaseistobeeffectedbyanirrevocableL/Catsightinourfavor.Thisofferissubjecttoyourimmediatereplywhichshouldreachusnotlaterthantheendofnextmonth.Thepricewillprobablybechangedoncethisparticularofferhaslapsed.Yoursfaithfully,CHINANATIONALTEXTILESIMP.&EXP.CORP.SHANGHAIHOMETEXTILESBRANCH回復(fù)詢盤信函的寫作步驟及常見表達(dá)方式：寫作步驟表達(dá)方式（1）感謝對(duì)方的詢價(jià)Manythanksforyourenquiryof…（多謝您于……日的詢價(jià)。）Thankyouforyourenquiryandforyourinterestinourproducts.（感謝你方詢價(jià)以及對(duì)我方產(chǎn)品的興趣。）Wethankyouforyourenquiryof…（對(duì)你方在……日的詢價(jià)信深表感謝。）（2）表示很高興寄……給對(duì)方Wearepleasedtoenclose…（我們很高興附寄給您……。）Wehavepleasureinenclosing…（我們很高興附寄給您……。）Wearesendingyouourlatestprice-listandcatalogue.（我們附寄給您我們的最新價(jià)格表和產(chǎn)品目錄。）（3）說明所能提供商品的詳細(xì)信息及優(yōu)點(diǎn)Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.（我們確信，您將會(huì)認(rèn)為我方產(chǎn)品是市場上最好的，大大優(yōu)于競爭對(duì)手目前所供的產(chǎn)品。）Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.（寄去的樣品會(huì)使您相信我方制造的醫(yī)療器械質(zhì)量上乘。）（4）表明所提供的價(jià)格是合理的和具有競爭性的且說明實(shí)行價(jià)格的期限Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.（這是我們能做到的最低報(bào)價(jià)，您會(huì)承認(rèn)，在我們的競爭者中沒有一家能提供與我們一樣的報(bào)價(jià)。）Priceisvalid/openuntilDec.31.（這些價(jià)格至12月31日有效。）Subjecttobeingunsold.（以未售出為前提。）（5）闡明所能接受的付款條件和可能的交貨期Ourtermsofpaymentarecashondelivery.（我們的付款條件是貨到付款。）Weshouldrequirepaymentbybanker’sdraftonreceiptofourproformainvoice.（我們要求在收到形式發(fā)票后通過銀行匯票付款。）Wecanusuallydeliverwithinthreeweeksofreceivinganorder.（通常我們?cè)谑盏接唵魏笕齻€(gè)星期內(nèi)就可供貨。）35

LanguagePoints

paymentn.（不可數(shù)）支付；（可數(shù)）支付的款

paymentterms支付條件；付款條件

paymentinadvance預(yù)付貨款

deferredpayment延期付款

cashpayment現(xiàn)金付款

paymentondeferredterms遲期付款

monthlypaymentsofUS$3,000每月付款3000美元

inpaymentof

付某種費(fèi)用的款，如發(fā)票、費(fèi)用、傭金等

inpaymentfor

付某種具體實(shí)物的款，如廣告、商品、樣品等

（6）希望客戶對(duì)報(bào)價(jià)滿意并能很快收到訂單或希望未來長期開展交易Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.（我們希望您對(duì)我們的報(bào)價(jià)滿意并期盼您的訂貨。）wefoundthatoneofyourgoodsistooursatisfaction。Welookforwardtodoingbusinesswithyou.（我們盼望與你方洽談業(yè)務(wù)。）

stockn.庫存；存貨fromstock（exstock）現(xiàn)貨；動(dòng)用庫存instock庫存中comeinto（to）stock庫存有貨outofstock無貨；缺貨Wecansupplyyoufromstock.我方可以現(xiàn)貨供應(yīng)。Thetypeyourequiredisoutofstock，butthesimilartypeisinstock.你方詢購的型號(hào)無貨。類似的型號(hào)有貨。IfyouhaveFountainPensinstock,pleasesendussomesamples.如果你方有自來水筆現(xiàn)貨，請(qǐng)給我方寄些樣品。Wecansupplythisquantityfromstock.這個(gè)數(shù)量我方可供現(xiàn)貨。1．inone‘sfavor

以…為受益人。指有權(quán)享有信用證的利益的人，一般指出口商。

inone'sfavor與infavorof短語意思相同。e.g.Assoonasthelicenceisapproved,anL/Cwillbeopenedinyourfavour.只要許可證一批準(zhǔn)，就開立以貴方為受益人的信用證。40L/C常用搭配covering/regarding+goodsfortheamountof+amountinone’sfavor+beneficiaryforone’saccount+payerwith/through+issuingbank41請(qǐng)開立一個(gè)20噸蘋果的信用證，金額為2萬美元。PleaseopenanL/CcoveringtwentytonsofapplesfortheamountofUSD20,000.今早，我們經(jīng)由花旗銀行開立了一個(gè)以你方為受益人的信用證。

WeopenedanL/CinyourfavorthroughtheCitiBankthismorning.42支付條款常用句型（1）付款方式以不可撤銷即期信用證支付，并以我方為受益人。PaymentistobemadebyirrevocableL/Catsighttobeopenedinourfavor.(2)我們要求以不可撤銷信用證憑即期匯票支付，在裝運(yùn)前30天開出。WerequirepaymentbyirrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.43常用句型（3）我們支付方式是保兌的，不可撤銷即期信用證，憑全套裝運(yùn)單據(jù)支付。Ourtermsofpaymentarebyconfirmed,irrevocableL/Cpayableatsightagainstpresentationofshippingdocuments.444．Theofferisfirm,subjecttoyourreplyreachingusbefore5p.m.Sep30,ourtime.

此報(bào)盤以你方答復(fù)在9月30日之前到達(dá)我方為準(zhǔn)

subjectto以……為準(zhǔn)，以……為條件

Theofferissubjecttoourconfirmation.

此報(bào)盤以我方確認(rèn)為準(zhǔn)

Ourofferisfirmsubjecttoyourreplyreachingherewithinaweek.

我方報(bào)盤以你方答復(fù)一周內(nèi)到達(dá)此地為有效Letter2：AreplyDearSirs,WethankyouforyourenquiryofDec.12,2004,asoneofthelargestcomputercompaniesinSouthKorea,weareinterestedinyourcomputercomponents.PleasesendusyourlatestCIFPushanprices,togetherwithyourtermsofpayment,andtheearliestdeliverydate.Thankyouinadvance.

Sincerelyyours,SonYoungLetter3：Aspecificenquiry

DearSirs,WelearnwithpleasurefromyourletterofApril12,2004thatyouareexportersofChineseBlanketCoverandarewillingtoestablishbusinessrelationswithus.Atpresent,weareinterestedinBlanketCoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonBlanketCover,soastoacquaint

uswith

materialandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yourstruly,LeonAllenLetter4：AreplytotheaboveDearSirs,ThankyouverymuchforyourletterofApril28,2004,wearepleasedtosendyousamplesandallthenecessaryinformationonBlanketCoverunderseparatecover.Atyourrequest,wearepleasedtomakeyouanoffer,subjectto

yourfinalconfirmation,asfollows:Commodity:“GoldenCock”BrandBlanketCoverNo.21Size:180cm×200cmColor:AllkindsofcolorsQuantity:1000piecesPrice:GBP20eachpieceCIFLondoninclusiveof3%commissionShipment:DuringAugust/SeptemberPayment:By100%confirmed,irrevocableL/Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment,andremainvalidfornegotiationinChinatillthe15thdayaftershipment.Asyouwillrealizefromthecataloguewesentyou,ourBlanketCoverisaperfectcombinationofwarmth,softnessandeasycare.Wearesurethatyoucangetbenefitfromourproducts.Welookforwardtoyourpromptreply.Yoursfaithfully,

Baicu491．sendsth.underseparatecover另郵，另寄

airmailsth.underseparatecover另空郵寄送

Weareairmailingyouunderseparatecoverthesamplesforthenewseason.

今另航空郵寄奉下季度的樣品數(shù)份。類似詞組還有：byseparatepost;separately;byseparateairmail50

drawadrafton

sb

foranamountagainst

sthdrawonsbatsightforanamountagainststh

根據(jù)…向某人開出金額為…的…匯票draw開出（匯票）51

LanguagePoints1)我們已根據(jù)這些單據(jù)通過亞洲銀行向你方開立了發(fā)票金額的即期匯票。WehavedrawnasightdraftonyouagainstthedocumentsfortheamountofinvoicethroughtheBankofAsia.2)請(qǐng)確認(rèn)我們可以就你328號(hào)訂單向你方開出金額為兩萬八千美元的六十天遠(yuǎn)期匯票收款。Pleaseconfirmthatwecandrawonyouat60daysaftersightforUS$28,000againstyourOrderNo.328.Letter5：Aspecificenquiry

DearSirs,Wearealeadingdealerinwaterproofgarmentsinthiscity.Ourcustomershaveexpressedinterestinyourraincoatsandenquiredabouttheirquality.Providedqualityandpricearesatisfactorythereareprospectsofgoodsaleshere,butbeforeplacingafirmorderweshouldbegladifyouwouldsendus,onfourteenday'sapproval,aselectionofmen'sandwomen'sraincoats.Anyoftheitemsunsoldattheendoftheperiod,andwhichwedecidenottokeepasstock,wouldbereturnedatourexpense.Welookforwardtohearingfromyousoon.Sincerelyyours,AndersonLetter6：AreplytotheaboveDearAnderson,Thankyouforyourletterof10thMarch.Wearegratifiedtoreceiveyourrequestformenandwomen'sraincoatsonapproval.Aswehavenotpreviouslydonebusinesstogether,perhapsyouwillkindlyagreetosupplyeithertheusualtradereferences,orthenameofabanktowhichwemayrefer.Assoonastheseenquiriesaresatisfactorilysettled,weshallbehappytosendyoutheitemsyoumentioninyourletter.Wesincerelyhopethiswillbethebeginningofalongandpleasantbusinessassociation.Weshalldoourbesttomakeitso.Bestwishes,MarryNotestothespecimenletters1.highreputation信譽(yù)良好2.withthebestterms以優(yōu)惠條件3.quotationsheet報(bào)價(jià)單4.toacquaintsomebodywithsomething使某人了解、熟悉某事5.materialandworkmanship材料及工藝6.atyourrequest應(yīng)你方請(qǐng)求7.besubjectto須經(jīng)，以……為條件8.blanketcover被罩

Notestothespecimenletters9.inclusiveof3%commission包括3%的傭金10.By100%confirmed,irrevocableL/Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment,andremainvalidfornegotiationinChinatillthe15thdayaftershipment.以你方為受益人的100％保兌的、不可撤銷的信用證、憑即期匯票支付，信用證必須在裝運(yùn)前一個(gè)月開到對(duì)方，并在裝船后15天內(nèi)在中國議付有效。11.aperfectcombinationofwarmth,softnessandeasycare柔軟暖和、使用方便12.getbenefitfrom…從……獲利

4.4FocalWords（焦點(diǎn)詞匯）Comparevt.&vi.比較Ifyoucompareourproductswiththeirs,parison:n.比較Ifyoumakeacomparisonbetweenthetwosamples,youwillseewhichisofbetterquality.ThesegoodqualitiesarecharacteristicofourTeaSpetevi.競爭JapancompetesintextilesagainstBritain.

Wpetent:adj.有能力的Youshouldselectcompetentworkerstodealwiththosebuyers.Wpetition:n.競爭Competitionisgettingkeenerinthecottonmarket.creditn.信用，信譽(yù)；信貸，賒欠；記入貸方Weshouldliketoknowexactlyhowtheircreditstands.OurproductsareinhighcreditwiththecustomersinAustralia.PleaseletusknowwhetherthisfirmislikelytobereliableforcredituptoUSD5000.Weshallbehappytosupplyyouwithgoodsoncredit.LetterofCredit

regularadj.經(jīng)常的Ifyourpricesarecompetitive,ourcompanywillbepleasedtoplaceregularorderswithyou.Asyourpurchasesareregularandnumerous,itwouldbeadvisableforyoutoopenarevolvingL/Cinourfavor.4.5UsefulSentences（實(shí)用語句）1.提出詢盤Weaddressedourinquirytothefirm.Willyoupleaseletushavealistofitemsthatareimportedbyyou.Pleaseputusonyourbestterms,asthisorderformspartofacontract.Pleaseputusonyourverybestshippingtermsasregardsdiscount.Pleasestateyourbesttermsanddiscountforcash.Kindlyletusknowatwhatpriceyouareabletodeliverquantitiesofbestrefinedsugar.Wewouldappreciateitifyouwillpleaseletusknowtherulingpricesofthegoods.Weshallbeobligedbyaquotationofyourlowestpriceforthesaidgoodsfreedeliveredatourworks.Ishallbegladifyouwillsendmeyourcataloguetogetherwithquotations.2.受理詢盤Ourtermsarecashwithinthreemonthsofdateofdelivery,orsubjectto5percentdiscountifpaidwithinonemonth.Terms:earlydelivery,andnetcashpaymentafterreceiptofthematerialatourworks,andverificationofweightandquality.Inreplytoyourenquiryofyesterday’sdate,wearesendingyouherewithseveralsamplesofwallpapercloselyresemblingtowhatyouwant.Wethinkyoucanwellaccordusasubstantialdiscountoffyourlistprices,whichweseearequotednetcash.Ourterms,asourinvoicestates,are2%cashdiscount,onlywithintendaysofdateofinvoice.Weshallbegladifyouwillquoteusthebestdiscountforcashoffyourlistpriceforcashforthisquantity.641．Translatethefollowingphrases.enquirytermsofpaymentplaceregularordersquotationenclosedpleasefindbyseparatepostoutofstockbydraftonthereceiptof下訂單現(xiàn)貨供應(yīng)具體詢價(jià)競爭性的價(jià)格數(shù)量折扣資金情況報(bào)CIF倫敦價(jià)格即期信用證保兌的，不可撤銷的信用證詢盤，詢價(jià)定期訂購報(bào)價(jià)，報(bào)價(jià)單另郵以匯票方式placeorderspecificenquiryquantitydiscountL/Catsight付款條件附上……請(qǐng)查收，隨函寄去缺貨一收到……supplyfromstockcompetitivepricesfinancialstandingquoteCIFLondonconfirmed,irrevocableL/C652．FillintheblankswithprepositionsandthentranslatethefollowingintoChinese.________receiptofyourspecificenquiry,we’llmakeyouafirmoffer.On/Upon一收到你方具體詢盤，我們就給你們報(bào)實(shí)盤。(2)Thee-mailwesentlastweekisanenquiry_________washingmachines.for我們上周的郵件是有關(guān)洗衣機(jī)的詢盤。(3)Whatweshouldpayattention________isthatdemand_________foreignmarketshavedecreasedalot.to;for值得我們注意的是對(duì)外國貨的需求已大大降低。66(4)Yourpriceinnotinline__________theprevailingmarkethere.with你們的價(jià)格與此地現(xiàn)行市場行情不符。(5)Pleasekeepusinformed________thesupplyanddemandposition_______yourmarket.of;in請(qǐng)隨時(shí)告知你處市場的供求狀況。(6)Wehopyoucancooperate_________ustoenablepunctualarrival_________thegoods.with;of希望你們能予以合作，保證貨物按時(shí)到達(dá)。67(7)Whenweare_______themarket,we’llget________touch________you.in;in;with如我方有貨，將及時(shí)與貴方聯(lián)系。(8)Inreply________yourinquiry_______August5,wearegladtoquote________follows.to;of;as作為對(duì)貴方8月5日詢盤的答復(fù)，我們很高興報(bào)價(jià)如下。(9)Ourgoodsaremuchbetter________those____ourcompetitors________bothqualityandprice.than;from;in我們的貨物在質(zhì)量和價(jià)格上比競爭對(duì)手的要好得多。683．SupplythemissingwordsintheblanksandtranslatethelettersintoChinese.Dearsirs,Wearegladtoi___________ourselvestoyou.Wearei_________inyourhand-madehandbagsinavarietyofnaturalleathers.Thereisasteadyd____________forleatherhandbagswithmoderatelyp______andofhighq___________here.Wouldyoupleases__________usassoonaspossiblethed__________ofyourvariousranges,includingsizes,informinteresteddemandqualitysenddetailsprice69colorsandyourlatestp__________list,withthelowestq____________togetherwiththes______________ofdifferentqualitiesofmaterialused.Welookforwardtoyourearlyreply.Yoursfaithfully,pricedquotationssamples704.TranslatethefollowingsentencesintoChineseandremembertheseusefulsentences.(1)Enquiries

are

dwindling.

詢盤正在減少。

(2)They

promised

to

transfer

their

future

enquiries

to

Chinese

Corporations.

他們答應(yīng)將以后的詢盤轉(zhuǎn)給中國公司

(3)We

regret

that

the

goods

you

inquiredabout

are

not

available.

很遺憾，你們所詢的貨物現(xiàn)在無貨。(4)In

the

import

and

export

business,

we

often

make

inquiries

from

foreign

suppliers.

在進(jìn)出口交易中，我們常向外商詢價(jià)。

71

(5)Tomake

an

inquiry

about

our

oranges,

a

representative

ofthe

Japanese

company

paid

us

a

visit.為了對(duì)我們的橙子詢價(jià),那家日本公司的一名代表訪問了我們。

(6)Your

enquiry

is

too

vague

to