外贸函电第二章(全)

Unit Two Enquiries and Replies 询价与回复nPart 1: Establishment of Business Relations (建立业务关系）nPart 2: Enquiries and Replies（询价与回复）Establishment of Business Relations (建立业务关系）信的内容：n1. 怎样得知对方公司的名称和地址n2.自我介绍n3.阐述写信的目的n4.表明建立业务关系的愿望并希早日回复。Enquiries and Replies（询价与回复）初次询盘信一般包含以下内容：1.简单告知如何获得卖方的名址，写一些你方的业务情况。2.你的市场需对方经营的货物3.告知对方你所需的信息1. enquiry (inquiry) n. (v.) 调查，询问，询盘 (价 )，要货1)make an enquiry for (about) sth 询问某种商品的价格指具体商品时，通常用介词 for, 指一般情况用介词 about.e.g. We thank you for your enquiry for carpets. We will make inquiries about the business possibilities of this new product of yours. 2)make an enquiry to sb 向某人询问3)make an enquiry into sth 调查某事4)inquiry-office 问事处5)inquiry-desk 询问台，问事处6)Inquiry Note = Inquiry Sheet 询价单Words and Phrases 2.Offer n.报价，发盘 v.发盘，报盘交易的一方向另一方提出买或卖某项商品的各种交易条件并愿意按所提出的条件与对方达成交易，这种口头的或书面的表示即称之为报盘（报价、发盘） offer.1)make an offer :发盘2)accept an offer : 接受发盘3.quotation 报价（ n.) quote 报价（ v.)1)make (send, give, cable, fax) sb a quotation for sth2)向某人就某种商品报价用介词 for；Please make us your lowest quotation for Mens Shirts.请向我方报男式衬衫的最低价。3)买方提及卖方报价时用介词 of ；Your quotation of Mens Leather Shoes is too high to be acceptable. 4.interest n. 兴趣，感兴趣的事物，利益，权力，所得的货物，利息，股份，同业者， 界，财团，财界 1)to be interested in sth： 对 感兴趣2)be of interest to sb：（某物）使某人感兴趣eg: The new type of computer is of great interest to our students.Our students are very interested in the new type of computers.我们的学生对新型计算机很感兴趣。5. inform : 告诉，通告，报告inform sb of /about 把 告知某人e.g. Please inform us of the market situation on your side. 请告你地市场情况 .inform sb + 宾语从句e.g. We wish to inform you that business has been done at USD200 per metric ton. 我们已以每公吨 200美元的价格成交，特此告知。please be informed thate.g. Please be informed that we have already sent the samples required.兹通知你方，我方已将所索样品寄出。6.owe v. 应该把 归功于 ,（后接介词 to）1)He owes his success to the open-policy.2)to owe your name and address to承蒙 告知贵公司名称和地址（获悉贵公司名称和地址要感激 ）eg: We owe your name and address to the Chamber of Commerce in your city.7. handle v. 经营（某种或某类商品）类似的表达法还有： to trade in = to deal in = be in lineeg: 1)We are a state-operated company, handling exclusively the import and export of Cotton Piece Goods.我们是国营公司，专门经营棉布的进出口业务。2)They are mainly dealing in fertilizers.他们主要经营化肥。8. get in touch with 与 联系 When we are again in a position to supply, we shall not fail to get in touch with you. 当我们能再供应时，一定与你方联系 。9. item n. 项目；条款；商品；货物 当作 “商品、货物 ”解时，指前面所提到的商品或货物 类似的表达法及区别：goods 在商业英语中泛指货物article 指某一种商品而且有不同的规格commodity 比较正式用语，尤其指一个国家的主要商品10. various kinds of 各种各样的类似的表达方法：all kinds ofvarious range of a variety ofe.g. We deal in various kinds of textiles.我们经营各种各样的纺织品。We handle a large variety of textiles.11. should 引导的条件从句，相当于 if但比 if要客气委婉，常用于商务英语eg: 1)Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.倘若你方价格具有竞争性而且交货期可接受的话，我们有意向你方大量订购。2) Should the amount exceed that figure, L/C will be required.倘若金额超过此数字，则要求用信用证支付。12. trade v. 做贸易；做生意；经营 trade with sb 与某人做生意1) We trade with merchants all over the world on the basis of equality and mutual benefit .我们在平等互利的基础上与全球的商人做生意。 trade in sth 经营某种生意2)They mainly trade in the import and export of textiles.他们主要经营纺织品的进出口业务。13. enclose v. 随函附上，后接介词 with（ herewith）或 in1)We enclose a copy of our latest catalogue for your reference.随函附上我方最新的目录册以供你方参考。2)Reference is made to our pricelist enclosed in our letter of May 18.兹谈及我方五月十八日随函所附的价格表。enclosed作表语时，常倒装置于句首：3)Enclosed is our countersigned sales contract.随函附上已经我方会签的销售合同。enclosed作宾语补语时 ,也倒装置于句首或置于谓语动词后4)Enclosed please find a copy of our pricelist.随函寄去 请查收Messrs. Mr.复数prospective 预期的，未来的business scope 营业范围business relations 业务关系general idea 概况various 各种的available 可利用的，可供的brochure 小册子Canton fair 广交会industry n. 工业，企业，行业item n. 项目；条款；商品；货物requirement: n 需要（常用单数，后接介词 of/for）with a view to : 为了 booklet 小册子be in the market for 想要购买a well-established exporter 信誉良好的出口商close cooperation 密切合作import and export 进出口a catalogue and a price list 商品目录单和价格表illustrated catalogue 有插图的目录classified catalogue 分类目录 the latest catalogue 最新目录 upon receipt of 在收到 后specific 明确的，具体的look forward to 希望specialize in 专营dealing exclusively in 专门经营State-operated/Owned Corporation 国有公司Private-operated /Owned Enterprise 私营企业be in line with the market 与市场水平一致in cooperation with 与 合作for your information 供你方考虑类似的表达方法：for your consideration for your reference for your studyfor your perusal 顺告你方；顺便告知；顺致奉告establish 设立specify 详细说明specification 规格，说明书enclosure n. 附件pass on v. 转交with cost charges on our own 费用由我方负担art and craft goods 工艺品light industrial products 轻工产品terms of payment 支付方式discount : 折扣place regular orders: 定期订购equality and mutual benefit 平等互利be in line with the market 与市场水平一致in advance 预先in the line of 在 业务 /行业方面L/C at sight 即期信用证through the courtesy of 承蒙Useful Expression 句型句型 1信息来源 : 我们从 处得知 通过 我们了解到 1、 We learn your company from the Internet that you are one of the leading manufactures in this line.我们从网上了解到贵公司是这一行业的主要生产商之一。2、 We owe your name and address to the Journal of Commerce.我们从 商业日报 得知贵公司的名称和地址。3、 Having had /obtained the name and address of your company from ABC trading Company ,we know that you deal in textiles.通过 ABC贸易公司的介绍，我们得知贵公司的名称和地址，并获悉你方经营纺织品。句型 2 写信目的：建立业务关系1、 We are writing you and hope to enter into business relations with you.我们写信给你方希望建立业务关系。2、 We are writing you and willing to open up business relations with you.我们写信与你联系，以期与贵公司建立业务关系。3、 We would like to take this opportunity to establish business relations with you .我们愿借此机会与贵公司建立业务关系。4. to enter into business relations with和 建立贸易关系We are willing to enter into business relations with you on the basis of equality and mutual benefit.我们愿意在平等互利的基础上与贵方建立贸易关系。句型 3 自我介绍（公司经营范围等）1、 We are an importer/exporter handling toys for many years. Our products have enjoyed a high reputation in the world for their good quality and reasonable price.我们作为玩具进口商 /出口商已有多年。我们的产品质量好，价格合理，在世界上享有极高的声誉。2、 We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country.现函告：我公司为食品大经销商，在国内拥有大批客户。3、 We take this opportunity to introduce ourselves as exporters dealing exclusively in garments.我们利用此机会介绍，我公司为 专门经营 服装的出口商。4.Our company imports general merchandise. We have been in business since 1935, and therefore have wide experience in all the lines we handle.我公司进口杂货，已有 71年的经商历史，对所经营的产品有丰富的经验。句型 4 要求寄送有关资料1、 Please send us your catal