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

Chapter3

EnquiriesandRepliesWhataremainstepsinbusinessnegotiation?MainStepsinBusinessNegotiation

enquiryoffercounter-offeracceptanceBusinessknowledgeWritingpointsExerciseobjectivesSamplelettersEnquiriesInquiryandReply

BusinessknowledgeTheStudyofLetters

Case1

Case5

Case2ExerciseobjectiveObjectives

BefamiliarwiththeexpressionsandsentencesLearntowriteaninquiryandareplyFocusStudySamplelettersandsummarizewritingpointsDifficultyIdentifythecategoryandwritinganenquiry.

Definition

CategoriesBusinessknowledgeBACKAHSTSUEnquiriesDefinitionARequestforInformationaboutthegoods,includingcatalogues,samples,paymentterms,delivery.etc.Intention?MadebythebuyerstothesellersMeansapossibleopportunityCategoriesgeneralenquiries(一般詢盤)for

generalinformation：informationaboutvariousgoodsspecificenquiries（具體詢盤）forspecific

informationStrongerintensiontomakeanorderIfyouareanewcustomer,whatkindofinquirydoyouchoose?Ageneralone.itisthefirstletter,soyoumaywanttohaveageneralideaofhisproducts.maybeageneraloneisthebestchoiceHowcanyouidentifythekindofsample1andsample5?Sample1isforgeneralinformationofvariousgoods,soitisageneralenquiry.Sample5pointsoutwhatproductshewantsandtheyobtainstrongintensiontomakeanorderSample1QuestionsLanguagepointsWritingpointsSentencepatternsSummaryQuestion:（P62）Whomistheenquirymadeby?Whatspecificgoodsdotheyrequirefor?Whatinformationdotheyrequirefor?LanguagepointsEnquiry(美)、inquiry(英)Enquireforsth尋購Enquireabout詢問一般情況Cottonbed-sheets棉布床單TableclothtablenapkinPrintedbed-sheetsStrippedbed-sheetsrangen.系列，范圍，種類

afullrangeofsamples一整套樣品afullrangeofshippingdocuments一整套裝運(yùn)單據(jù)Promising:sthlikelytobegoodorsuccessful=potential/prospectiveThereisapromisingmarketforsthModerately適當(dāng)?shù)?，不大不小WealwaysusethiswordtodescribesththatisneitherlargenorsmallinamountordegreeModeratelypricedgoods定價適當(dāng)?shù)漠a(chǎn)品Whenquoting

=WhenyouarequotingQuoteQuotationQuote的用法quotesb.apriceforsth.e.g.Pleasequoteusyourbestpricewewillquoteyouthelowestpriceforbedsheetsquoteaprice

pleasequoteyourlowestpriceQuotesbforsthPleasequoteusfortheshoesQuotesth.at+price

e.g.wequotethesharesat54penceashare.QuoteCIFLondon報CIF倫敦價Send/make/givequotationforsth對…報價Discount：折扣。是賣方給與賣方的價格減讓，一般按原價的百分比來計算。Allow/give/make/grant…%discountonsth按…給予…折扣=…adiscountof…%Wegive10%discountforcashpayment現(xiàn)金付款我們給予九折優(yōu)惠國貿(mào)中使用的折扣有cashdiscountquantitydiscountspecialdiscount國貿(mào)中使用的折扣有cashdiscountquantitydiscountspecialdiscountHowtoWriteanInquiryLetter?一般詢價信寫四或五段：a.Sourceofinformation/thanks/intentionb.ReasonforEnquiry

orself-introductionc.Detailsofrequirement

Askingforprice,list,andcatalogue

d.Statethepossibilityofplacinganorder

e.Expectation

earlyreplyorcooperation….

OpeningSentencesSourceofinformationWeweregivenyournameby....Youhavebeenrecommendedtousby....Aswehavelearnedfrom...,youraremanufacturesof....Wehaveseenyouradin...andweareinterestedin....ReasonsforEnquiryWeareinterestedin....Weneed/areinthemarketfor....Wehavereceivedmanyenquiriesfromourcustomersfor....Wehaveaconsiderabledemandherefor....AskingforPricePleasesendyourcurrent/latestcatalogue/pricelist/brochure.Pleasequoteyourbest/mostcompetitive/lowestprice.Weshallbegladtoreceiveanofferfromyouon....ThepossibilityofplacinganorderIfthegoodscomeuptoourexpectations,wewouldexpecttobeplaceregularorder.Ifthesamplesmeetwithourapprovalweintendtoplacesubstantialorders.Ifyourpricesarecompetitiveandyourgoodsuptostandard,weshallorderonaregularbasis.SummarizeEnquiryArequestforinformationaboutthegoodsAgeneralenquiryInformationaboutvariousgoodsAspecificenquiryInformationaboutspecificgoodsCase1Quotequotesb.apriceforsthquoteapriceQuotesbforsthQuotesth.at+priceQuoteCIFLondon報CIF倫敦價Send/make/givequotationforsth對…報價Allow…%discountonsth=allowadiscountof…%WritingpointsSourceofinformation/thanks/intentionReasonforEnquiry

orself-introductionDetailsofrequirementAskingforprice,list,andcatalogue

Statethepossibilityofplacinganorder

Expectationearlyreplyorcooperation….常用句型句型1：對某產(chǎn)品感興趣（1）我們對各式男式襯衫感興趣。Wetakean

interestinvariouskindsofMen‘sshirts。（2）我們對節(jié)能燈感興趣。WeareinterestedintheElectronicEnergySavingLamps。（3）我們對你公司的紡織品感興趣。Yourtextilesareofinteresttous。常用句型句型2要求寄送有關(guān)資料（1）請給我們及你公司的樣品。Weshallbegladbegladifyouwillsendusyoursamples.Weshallappreciateitifyouwillsendusyoursamplesandbrochure.Itwillbeappreciatedifyoucouldsendusyourlatestcataloguesandsamples.常用句型句型3要求報價（1）請報你公司童車的CIF紐約最低價。WeshallappreciateifyoucouldmakeusthebestofferforyourChildren’sBicyclesonCIFNewYorkbasis.(2)如能報印花細(xì)布的CIF紐約價當(dāng)十分感謝。WewillbepleasedifyoucouldquoteusapriceforPrintedShirtingonthebasisofCIFNewYork.常用句型(3)請報我方500噸核桃最低價。Pleasemakeusyourlowestquotationfor500tonsofWalnuts.常用句型句型4其他要求1、請注意，如你方價格具有競爭性，我們將大量訂購。Wehavetopointoutthatweintendtoplacealargeorderwithyouifthepriceiscompetitive.2、我們擬提請你方注意，如你方價格合理，我們將大量訂購。Wehavetodrawyourattentiontothepointthatwewillplacesubstantialordersifyourpriceisacceptable.常用句型3、如你方價格可行，相信我們能達(dá)成大筆交易。Ifyourpricesareinline,wetrustimportantbusinesscanbeconcluded.Sample6(p93)SWC–superiorwhitecrystalSWCsugar優(yōu)質(zhì)白砂糖Attheearlierdate盡早Bepackedin用…包裝Gunnybags麻袋Survey鑒定，檢查Surveyreport鑒定報告Surveyor鑒定人Asto關(guān)于Thebuyerwillarrangeshippingandinsurance買方安排運(yùn)輸和保險On…basis以什么為基礎(chǔ)ThereisacriticalshortageofBereadyforshipment備妥待運(yùn)sample5Manyreportshavebeenreceivedfrom…Weareinreceiptofyourletter…WeacknowledgeyourletterWeacknowledgereceiptofyourletterWehaveforacknowledgementyourletter.Wehavereceivedyourletter..Sellingagents銷售代理人Captioned/subjectedDemandLarge/heavy/strongdemandfor常用句型Thereislargedemandfor…Beinlarge/smalldemandPriceCompetitive,suitable,workable,favorable,realistic,acceptableSeason季節(jié)，當(dāng)令，生產(chǎn)年度In/outofseason合（不合）時令旺季：busy,rush,peakItisbusyseasonforstrawberried淡季：off,dull,slackDeliveryTake/makedelivery提貨/交貨Forward/neardelivery遠(yuǎn)/近期交貨Partialdelivery零批交貨CommissionAnamountofmoneythatispaidtosbforsellinggoodsandwhichincreaseswiththeamountofgoodsthataresoldFOBC2%Keelung在基隆船上交貨價及兩分傭金FOBKeelungincluding2%commissionFOB基隆，包括2%傭金AssuresbofsthSbassuresbthatPleasebeassuredof/thatPleaserestassuredof/thatPlaceorderswithsbOpen/establish/issueL/CInone'sfavorPromptPromptreply即期回復(fù)Promptdelivery即期交貨Promptpayment即期支付Promptshipment即期裝運(yùn)Sample2LanguagepointsWritingpointsSentencepatternsAreplytotheenquiryPromptCourteousCoveralltheinformationaskedforAnsweritwithcareandavoidmakingdirectrefusalcatalogue/catalog（商品目錄）,pricelist（價目清單）Illustratedcatalogue帶圖解的商品目錄byseparatepost/underseparatecover另寄Wearesendingyou,byseparatepost,somephotosofourproducts.Wearesendingyousomephotosofourproductsunderseparatecover.Examine檢查thegoodsshouldbecarefullyexaminedbeforeshipment審核examinethegoodssamplen.樣品v.取樣

Thequalitymustbe

uptosample.質(zhì)量必須與樣品一致。Theysampledthegoodsandexaminedtheirquality.

他們在這些產(chǎn)品中取樣來檢查其質(zhì)量。

Case2aspersample按照樣品equaltosample與樣品相同uptosample達(dá)到樣品標(biāo)準(zhǔn)sampleforreference參考樣品Excellentinqualityandreasonableinprice價廉物美Inviteone'sattentionto…=call/draw/direct…Bringsthtoone'sattention提出某事請某人注意Receiveone'sattention得到注意，予以辦理place(book)one’sorder訂貨place(book)anorderwithsb.Forsth.向…訂…貨

Wearepleasedtoplaceanorderwithyoufor100tonspotatoes.我們很高興向你方訂購100噸土豆。inviteone’sattentionto…提醒某人注意…call/draw/directone’sattentionto…Receiveone’sattention得到注意，予以處理Yourletterof15thJunehasreceivedourattention.你方6月15日的來信已經(jīng)引起我方注意并予以處理Ordern.訂單v.訂購

接受-acceptanorderconfirmanorder

執(zhí)行carryoutanorderexecuteanorderfulfillanorder

取消cancelanordercutanorderrevokeanorder

refuseanorderturndownanorderwithdrawanorder

出口訂單-exportorder

暫停執(zhí)行訂單-holdupanorderParagraphOne:說明收到來信，并按要求寄出買方需要的目錄、清單。ParagraphTwo:回答對方的疑問，說明是否提供折扣，和支付方式。ParagraphThree:介紹自己的產(chǎn)品物美價廉，和自己的工作效率，讓對方盡快訂購。ParagraphFour:表示還有其他相關(guān)產(chǎn)品請對方關(guān)注，并期盼早日回復(fù)。

AnalyzingtheLetter

WritingpointsExpressingthanksandacknowledgingtheenquiryRepeatthedateandtheenquirySummarizewhathasbeenrequestedintheenquiryAnswertheenquiryindetailAnsweritwithcareandavoidmakingdirectrefusalHopeTheinformationyouprovidedishelpfulOfferingfurtherhelpreply1.感謝對方的詢價Manythanksforyourenquiryof….Wethankyouforyourenquiryof…..2.表示很高興附寄…給對方Wearepleasedtoenclose….Wehavepleasureinenclosing…Wearesendingyouourlatestpriced-listandcatalog.

Usefulexpressionsforreplies3.說明商品詳細(xì)信息和優(yōu)點Weareconfident

youwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.Thespecimenssentwillconvinceyouofexcellentqualityofourmedicalinstruments.4.表明價格合理性和期限Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms。Priceisvalid(有效的)until…5.闡明付款條件和交貨期Ourtermsofpaymentarecashondelivery（交貨付現(xiàn)）.Weshouldrequirepaymentbybanker‘draft（銀行匯票）onreceiptofourproformainvoice.Wecanusuallydeliverwithinthreeweeksofreceivinganorder.6.激勵性結(jié)尾，期盼合作Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.Welookforwardtodoingbusinesswithyou.Summaryquote、discount、demandThereisapromisingmarketforMeetthedemandThereisacriticalshortageof…Be/restassuredBereadyforshipmentInviteyourattentiontoIn/outofseasonSurveyreportTake/makedelivery價目表、目錄、價廉物美…ExerciseSentencetranslationWritingaletterdialogue句子翻譯我們有意獲得你方新產(chǎn)品的商品目錄及價目單如果你方價格具有競爭力且支付方式可以接受的話，我們打算下一筆大訂單由于我國騎自行車很普遍，此地對高質(zhì)量的自行車有穩(wěn)定的需求如果每年總購買量在2萬美元以上，能給予我方特別折扣嗎？如果你方價格具有競爭力，我們愿首次訂購200打Answers我們有意獲得你方新產(chǎn)品的商品目錄及價目單Wewouldlikethecatalogueandpricelistofyourlatestproducts如果你方價格具有競爭力且支付方式可以接受的話，我們打算下一筆大訂單Ifyourpriceiscompetitiveandthetermsofpaymentis