外贸函电第三章

ChapterThree,InquiresandReplies,Introduction,Definitionofaninquiry:Aninquiryisarequestforinformation.Intheinternationalbusinesstheimportermaysendaninquirytoanexporter,invitingaquotationoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods.,Introduction,Inquiriesfallintotwocategories:aGeneralInquiryandaSpecificInquiryInaGeneralInquirytheimportermayaskonlyforcatalogues,pricelists,samples,samplebooks,orquotations,etc.,inordertogetageneralideaofthebusinessscopeoftheexporter.InaSpecificInquirytheimporterpointsoutwhatproductsheneedsandasksforaquotationoranofferforthisitem.,Introduction,HowtowritealetterofinquiryYoushouldstateclearlywhatyouwantandwhyyouwantit.Donotmaketoomanyrequestsallatonce.Ifyouhavetoaskforseveralthings,themostimportantthingcomesfirst.Whenyouhavetomakeademandingrequest,youshoulddoittactfullybyusingmorepoliteexpressions.3.Youshouldappreciatewhateverhelpyoumayobtain.,Introduction,HowtowriteareplyYoushouldanswerpromptlywhenyougetaninquiry,saywithintwodaysifitispossible.Beginthereplybyrepeatingthedateandtheinquiry.Iftheinquiryisfromanoldclient,youmaytellhimthatyouaregladtohearfromhimagain.4.Giveafullanswertotheinquiry.5.Ifyoucannotdoasrequested,trytoofferasubstitute.6.Youmayendyourletterbyhopingthattheinformationyouprovideishelpfulandbyofferinghelp.,Letter1,LanguagePoints,1.learnvi获悉；得知tolearnfrom书面表达tonotethat书面表达tounderstandthat书面表达toknow更口语化e.g.WearegladtolearnfromyourletterofJune18thatyouhavebookedourorder.,LanguagePoints,happenv发生happentobe碰巧e.g.Yourintentionhappenstocoincidewithourwishes.happen强调事情的偶然性occur比较正式，尤其指经过预防而仍然发生的事情,LanguagePoints,3.deliveryn交货effectdelivery交货makedelivery交货takedelivery提货4.C.I.F.(cost,insuranceandfreight)：成本保险加运费F.O.B.(freeonboard)C.F.R.(costandfreight)F.C.A.(freecarrier),LanguagePoints,5.placeanorderwithsbforsth向某人订购某物placealargeorderwithsbforsth向某人大量订购某物placeasubstantialorderwithsbforsth向某人大批量订购某物e.g.Ifyourpriceisreasonable,wemayplacealargeorderwithyou.,LanguagePoints,missionn佣金明佣：包括在价格内的佣金，如USD1050perM/TC.I.F.OsloincludingCommissionof3%暗佣：不在合同中列明双头佣：指中间人从买卖双方的一笔交易中同时收取佣金。这种情况往往是一边拿明佣，一边拿暗佣。回扣，折扣的概念在标定的价格基础上给与买方一定比例的减让。,LanguagePoints,含我方佣金百分之三Our3%commission/acommissionof3%inclusiveofour3%commissionincludingourcommissionof3%,两笔（或几笔）佣金twoitemsofcommission/severalitemsofcommission一切佣金allcommissions,Analyzingtheletter,PhragraphOne:theopeningsentenceoftheletter(thereason)PhragraphTwo:makeaspecificinquiryPhragraphThree:requestingforfurtherinformationonthegoodsrequired.PhragraphFour:givinghintsPhragraphFive:closingsentenceoftheletter,Letter2,LanguagePoints,1.thefulldetailsof的全部细节thefullinformationabout有关的全部资料2.cataloguen.目录thelastestcatalogue最新目录illustratedcatalogue附有说明书（插图）的目录list货单displaycards展览卡brochure/pamphlet小册子booklet单页的商品说明书samplebook样本samplecutting剪样,LanguagePoints,3.stockn.库存；存货astockof一批现货fromstock现货；动用库存instock库存中comeinto（to）stock库存有货outofstock无货；缺货,Analyzingtheletter,PhragraphOne:Self-introductionofthewriterPhragraphTwo:requestfordetails.PhragraphThree:Furtherenquiriesregardingsamples.PhragraphFour:givecreditreferences.PhragraphFive:theclosingsentenceofthjeletter,Letter3,LanguagePoints,acceptablesthbeacceptabletosbe.g.Thequalityisacceptabletous,butthedeliverydateisnot.,Letter4,LanguagePoints,1.wholesalern.批发商retailersn零售商2.CottonBleachedPoplin全棉漂白府绸3.owingto因为；由于becauseof/onaccountof/duetoe.g.Owingtoheavydemand,wecannotentertainyourcounteroffer.,LanguagePoints,4.businesschance商机，销售旺季类似的表达法theseasonthebusyseasonthebriskdemand需求活跃,LanguagePoints,5.discountn折扣aspecialdiscount特别折扣cashdiscount现金折扣tradediscount同业折扣，商业折扣quantitydiscount数量折扣exceptionaldiscount额外折扣atadiscount削价，降价，无销路的togive(allow,make,grant)sbadiscount打折扣,LanguagePoints,6.appreciatev.感谢，感激toappreciateoneseffortsindoingsthsb.willappreciateitif=itwillappreciatedife.g.Wehopeyouwillappreciateourposition.tothanksbforsthtobegratefultosbforsthtobeobligedtosbforsthtobeindebtedtosbforsth,Analyzingtheletter,PhragraphOne:backgroundinformationregardingtheequiryPhragraphTwo:purposeoftheletterPhragraphThree:givehintsimportantfactorsPhragraphFour:closingsentence.,Letter5,LanguagePoints,TradeDirectory:贸易指南（杂志）byreturn立即类似的表达法：SoonShortlyAssoonaspossibleimmediately,Analyzingtheletter,PhragraphOne:theopeningsentenceoftheletter(thereason)PhragraphTwo:requestingforinformationonthegoodsrequiredPhragraphThree:providingcreditreferencesPhragraphFour:closingsentence.,Letter6Tabulatedinquiry,LanguagePoints,termsandconditions：条款与条件Tips:条款与条件：这两个词常常连用，条款指大的方面，如价格、支付、交货期等。条件指具体方面，如一旦确定用信用证支付后，由什么银行开证、什么时候开证等等细节问题。实际上，在商业书信中要求的并不严谨，两词连用或任用其中一个均可，区别不大，但正规合同还是使用termsandconditions,LanguagePoints,2.quotev.报价quotesbapriceforsthquotesbforsthquotesbapricequoteaprice,LanguagePoints,3.articlen.指同一种商品且有不同的规格，色泽等goods在商业英语中泛指货物commodity比较正式用语，尤其指一个国家的主要商品merchandise泛指商品，不特指某一商品，不可加不定冠词，没有复数形式cargo指已装上运输工具，准备运走的货物Items指前面所提到的商品或货物,Analyzingtheletter,PhragraphOne:identifyingthereferencesPhragraphTwo:contentsoftheinquiryPhragraphThree:closingsentence.,PracticeLessons,TranslatethefollowingsentencesintoChinese:1.Weareenclosingherewithaninquirysheet.我们随函寄上询价单一份。2.Wearelookingforwardtoreceivingyourinquiryatanearlydate.盼早日收到你方的询盘.Assoonaswehavereceivedyourinquiry,wewillimmediatelymailyouthesamplesandofferyoumostfavorableprices.一收到你方的询盘，我们即会寄上样品并报最优惠的价格。,PracticeLessons,Ifyourquotationiscompetitive,wearereadytoplaceordersofMensShirts.如果你方报价具有竞争性的话，我们准备订购男式衬衫。5.Pleasequoteasrequestedinourinquirysheetyourlowestpricesandstatetheearliestdeliverydate.请按照我方询价单报最低价并说明最早交货期.6.Ifyouareinterestedinourelectronicproducts,pleaseletusknowwithaspecificinquiry.如果你方对电子产品感兴趣，请告知我方。,PracticeLessons,7.Ifyourqualityisgoodandthepriceissuitableforourmarket,wewouldconsidesigningalong-termcontractwithyou.如果你方产品质量和报价符合我市场要求，我方愿和你方签订长期合同8.Ifyoucansupplygoodsofthetypeandqualityrequired,wemayplaceordersforlargequantities.如果你方能提供所需的型号和质量，我们有一向你方大量订购。9.PleasequoteusCIFVancouverincluding3%commission.请报至温哥华成本保险加运费价含佣金百分之三。,PracticeLessons,10.Asthegoodsyourequiredareinshortsupply,weintendtofurnishyouwishourcommodityasasubstitute,whichisofgoodqualityandveryclosetoyourrequirementsbutwillbeofferedatamorefavorableprice.由于你方询购的货物供应短缺，我们打算用另以商品作为替代品。该替代品较你方询购的商品质量更好，价格更优惠。,PracticeLessons,TranslatethefollowingsentencesintoEnglish1.如果你方报价具有竞争性，交货期可接受的话，我们愿向你方订货。Weshallbeverygladtoplaceourorderwithyouifyourquotationiscompetitiveanddeliverydateacceptable.2.一经收到你方具体询价，我们将传真报价。Assoonaswereceiveyourspecificenquiry,wewillfaxourquotation.3.如果你方有兴趣，请通过电子邮件通知我方，并说明所需数量。If