外贸函电第二版-Unit_03_询盘及回复

1、Unit 3 Enquiries and Replies 询盘及回复询盘及回复 Introduction（简介）（简介） 目的目的: 了解询盘的基本写作技巧和回复。了解询盘的基本写作技巧和回复。 交易磋商的一般程序分为交易磋商的一般程序分为“询盘询盘”、“发盘发盘”、 “还盘还盘”和和“接受接受”四个环节。四个环节。 询盘（询盘（Enquiry）又称询价，是指买方或卖方向对又称询价，是指买方或卖方向对 方询问以价格为中心的各种相关的交易条件，包方询问以价格为中心的各种相关的交易条件，包 括一般询价（括一般询价（General Enquiry）和具体询价（）和具体询价（ Specific Enq

2、uiry）。）。 3 Enquiries Definition: A Request for Information general enquiries( (一般询一般询盘盘) ) for general information：information about various goods : 目 录(a catalogue)、价目表或报价单(a price-list or quotation sheets)、样品 (a sample)、图片(illustrated photo prints) specific enquiries（具体询盘（具体询盘） for specific inform

3、ation：具体询问商品名称(the name of the commodity)、规格(the specifications)、数量(the quantity)、 单价(the unit price FOB CIF),装船期(the time of shipment)、付款方式(the terms of payment) Five steps of Enquiry Step I The identity of the buyer behind you (level, recognition) Step II Clarify about requirements of your clients

4、 (analysis, nail on contents) Step III Digestion of enquiry information (EXCEL, specialty) Step IV Deliberated thinking to reply (calm, advantages) Step V Follow- Through (cottoning up, Friends first) phishing website 一定要注意钓鱼网站，新人要注意钓鱼网站目的是要你的密一定要注意钓鱼网站，新人要注意钓鱼网站目的是要你的密 码输入和账户，他给的是一个外部连接，点进去后其实是一码输入

5、和账户，他给的是一个外部连接，点进去后其实是一 个个“钓鱼邮箱输入界面钓鱼邮箱输入界面”，新人们如果不加小心，把自己的，新人们如果不加小心，把自己的 外贸邮箱和密码输入进去，就会导致邮箱丢失，也有可能直外贸邮箱和密码输入进去，就会导致邮箱丢失，也有可能直 接导致你贝宝的资金被转走，所以如果这样的询盘包涵外部接导致你贝宝的资金被转走，所以如果这样的询盘包涵外部 连接，请大家多加小心。连接，请大家多加小心。 凡是需要输入账户密码的，千万别上当。凡是需要输入账户密码的，千万别上当。 要想取得胜利，首先学会保护好自己。要想取得胜利，首先学会保护好自己。 Dear Friend Thanks for y

6、our reply On behalf of our Nasatech Inter Co Ltd this is the samples of the product that we want develop. Please Kindly view our website for the samples and the product we need if your company can make the similar like this product. xxxxxxxx(一个外部连接) Please quote us your best prices and the cost of d

7、elivery to our port and if the prices meets our price target we can place our order as soon as possible. Best Regards Mr Edwin Martez Purchasing Manager Nasatech Inter Co Ltd Address: 479 Allen Avenue, By Charles Walter, State : stockholm Country : United States Mobile Phone : 1-330-3436799 Enquiry

8、Examples Re：Im interested in your 50HZ 120W Home - Made Fast Automatic Pasta Machine, Equipment For Making Rigatoni Bucatini time：2013-12-12 17:22:04 rostradecoyahoo.it Aiman Elshazly 0020222746936 Rostrade Egypt 82.201.175 Dear sir , Kindly be informed that I am so interesting with fresh pasta “ pa

9、sta machine” . I am asking for you to send your best offer for this machine fresh pasta machine with all any equipments to make diff. type of fresh pasta such as fresh pasta as follow: Pasta fresca type : 1- Fettuccine (宽面宽面) 2- sheet （面片）（面片） 3- Rigatoni （通心粉）（通心粉） showing machine types and capacit

10、y ,Waiting for your urgent reply, Pls. feel free to contact me any time Best Regards Rostrade co G.M Dr. Aiman El Shazly TEl: 00202227469361 e-mail : rostradecoyahoo. 2 Writing Skills（写作技巧） 该啰嗦时就啰嗦该啰嗦时就啰嗦 写作步骤写作步骤 表达方式表达方式 （1） 说明信息说明信息 来源（告来源（告 知对方从知对方从 何种渠道何种渠道 得知对方得知对方 公司的情公司的情 况）况） Your name has

11、been given us by the Chamber of Commerce/ the Embassy/ the bank in).（我（我 们从在们从在地方的商会地方的商会/从从使馆使馆/从从银行获银行获 悉你方名称。）悉你方名称。） Your firm has been recommended to us by Bayer AG, with whom we have done business for many years.（多年来与我们有业务联系的拜尔股份公司（多年来与我们有业务联系的拜尔股份公司 将贵公司推荐给我们。）将贵公司推荐给我们。） Messrsof have given

12、me your name as sole agents for（在（在的的公司向我们介绍了作公司向我们介绍了作 为为独家代理的贵公司的名称。）独家代理的贵公司的名称。） （2） 直截了当直截了当 地说明想地说明想 要购买的要购买的 货物货物 We are considering the purchase of（我们打算（我们打算 购买购买。）。） We take an interest in various kinds of Mens shirts。（我们对各式男式衬衫感兴趣。）我们对各式男式衬衫感兴趣。） Your textiles are of interest to us.（我们对你（我

13、们对你 公司的纺织品感兴趣。公司的纺织品感兴趣。 ） We are regular buyers of mens knitwear.（我们是（我们是 购买男用针织品的老客户。）购买男用针织品的老客户。） of interest 有趣的，引起兴趣的有趣的，引起兴趣的 much of it is of interest to . 这其中有很多对于这其中有很多对于来说是很有趣的。来说是很有趣的。 in the interest of 或或 in the interests of 为了为了的利益；为了的利益；为了的缘故的缘故 thinking in the interest of the whole

14、family 为了整个家着想为了整个家着想 （3） 请求对方请求对方 寄送目录、寄送目录、 价格表和价格表和 样品样品 Will you please send us your illustrate/ latest catalogue and price-list.（请您寄给我们带插图的（请您寄给我们带插图的 /最新的产品目录和价格表。）最新的产品目录和价格表。） We should like to receive a copy of your latest catalogue and full details of your export prices and terms of paymen

15、t, together with samples.（我（我 们非常希望获得贵公司的最新产品目录和有关出们非常希望获得贵公司的最新产品目录和有关出 口价格、付款条件以及样品的详细材料。）口价格、付款条件以及样品的详细材料。） catalogue n 商品目录册商品目录册 the latest catalogue 最新目录最新目录 illustrated catalogue 附有说明书（插图）的目录附有说明书（插图）的目录 list 货单货单 brochure 小册子小册子 leaflet 单页的商品说明书单页的商品说明书 pamphlet 小册子小册子 the full details of -

16、的全部细节的全部细节 all necessary information 所有必要的信息所有必要的信息 （4） 强调对方强调对方 所报价格所报价格 应合理和应合理和 具有竞争具有竞争 性性 If your prices are in line , we trust important business can be concluded.（如你方价格可行，（如你方价格可行， 相信我们能达成大笔交易。相信我们能达成大笔交易。 ） Kindly favour us with the lowest cash price for the goods. （敬请告知该货以现金支付的最低价敬请告知该货以现金支

17、付的最低价 格格。）。） Cash payment 现金付款现金付款 If your quotation is really competitive, （如果你方（如果你方 报价具有竞争力，报价具有竞争力，。）。） We have to point out that we intend to place a large order with you if the price is competitive.（请注意，（请注意， 如你方价格具有竞争性，我们将大量订购。）如你方价格具有竞争性，我们将大量订购。） quote v 报价，报价， 与介词与介词for连用连用 quotation n报价，与

18、动词报价，与动词make，send，give，cable， fax连用，后接介词连用，后接介词for，但当买方提及卖方报价时一般，但当买方提及卖方报价时一般 用介词用介词of quote sb a price for sth quote sb for sth quote sb a price quote a price Please quote us your most favorable price CIF Seattle for the above goods, including our commission 5%. 请就上述货物向我方报请就上述货物向我方报CIF西雅图最优惠价，含佣金西

19、雅图最优惠价，含佣金5% 。 attractive price We shall be pleased if you will give us a reasonable quotation for color TV sets. 如能给我方彩色电视合理报价，将不胜感激。如能给我方彩色电视合理报价，将不胜感激。 We are going to give you a quotation which is based upon the prevailing international market price. 我方准备按当前的国际市场价格给你方报价。我方准备按当前的国际市场价格给你方报价。 prev

20、ailing （market） price 现行价，市价现行价，市价 place an order with sb for sth 向某人订购某物向某人订购某物 place a large (substantial) order with sb for sth 向某人大量订购某物向某人大量订购某物 If your price is reasonable, we may place a large order with you. 若你方价格合理，我方可能向你方大量订购。若你方价格合理，我方可能向你方大量订购。 As your womens dresses are of high quality

21、and prices are reasonable, well place a substantial order with you. 因为你方的连衣裙质量好、价格合理，所以向你方因为你方的连衣裙质量好、价格合理，所以向你方 大量订购。大量订购。 （5） 询问对方所询问对方所 能提供的折能提供的折 扣，写清你扣，写清你 所能接受的所能接受的 支付条件和支付条件和 期望的交货期望的交货 时间时间 We should like to know if you allow discounts. （我们想知道，你方是否给我们折扣。）（我们想知道，你方是否给我们折扣。） Please let us hav

22、e your lowest FOB prices, together with your terms of business, and state your best delivery date.（请告知贵公司最低（请告知贵公司最低 离岸价和交易条件，并说明最早交货日期。）离岸价和交易条件，并说明最早交货日期。） We require the goods delivery would be effected within six weeks of order.（我们要求（我们要求 在下订单后六周内供货。）在下订单后六周内供货。） 1. discount n 折扣折扣 a special dis

23、count 特别折扣特别折扣 cash discount 现金折扣现金折扣 trade discount 同业折扣，商业折扣同业折扣，商业折扣 quantity discount 数量折扣数量折扣 at a discount 削价，降价，无销路的削价，降价，无销路的 to give (allow, make, grant) sb a discount 打折扣打折扣 We agree to give you 15% discount provided you order 100,000 sets. 我方同意给你方百分之十五的折扣我方同意给你方百分之十五的折扣 ，但你方得订购十万套才可以。，但你方

24、得订购十万套才可以。 In view of our long-standing relationship, we agree to allow you a discount. 考虑到我们长期的关系考虑到我们长期的关系, 我方同意给你方折扣我方同意给你方折扣 20 Terms 佣金（佣金（commission）是卖方或买方付给中）是卖方或买方付给中 间商为其对货物的销售或购买提供中介服间商为其对货物的销售或购买提供中介服 务的酬金。中间商通常为经纪人或代理人务的酬金。中间商通常为经纪人或代理人 ，但在实际业务中，凡是为招揽生意、促，但在实际业务中，凡是为招揽生意、促 进交易提供服务的企业或个人，

25、都可能称进交易提供服务的企业或个人，都可能称 为佣金的收受者。为佣金的收受者。 折扣（折扣（discount）是卖方按照原价给买方以）是卖方按照原价给买方以 一定的减让。一定的减让。 21 暗佣暗佣在出口合同中定有佣金，但在价格 条件、出口发票上未列明的佣金。 暗佣的支付方式有两种：暗佣的支付方式有两种：议付佣金汇付佣金 议付佣金指在出口货物结汇时，由银行 从货款总额中扣留佣金并付给国外中间商的 佣金支付方式。(该方式下，出口企业收到的 结汇款为扣除佣金后的货款净额。) 23 （6） 表示定购表示定购 货物的可货物的可 能性能性 Will you please let us know by 4

26、 April so that we can place our order promptly.（请在（请在4月月4日前日前 告知我们，以便我方及时下单订货。）告知我们，以便我方及时下单订货。） Please let us know by return of post whether you would be interested in such an order.（请发（请发 信告知我们，你方是否对这样的订单感兴趣。）信告知我们，你方是否对这样的订单感兴趣。） 询盘总结询盘总结 买家的询盘中可能提到的需求有以下分类汇买家的询盘中可能提到的需求有以下分类汇 总：总： 1. 目标价格 2. MOQ

27、（最小起订量） 3. OEM/ODM 4. 是否允许寄样 5. 颜色/尺寸等产品额外要求 6. 语言问题（是否需要支持其他语种，尤其是产品说明书） 7. 出口经验要求及相关证书。 8. 付款方式 9. 物流问题 10. 公司资质要求 回复询盘（回复询盘（Reply） 拿到询盘的激动，分析询盘的仔细，回拿到询盘的激动，分析询盘的仔细，回 复询盘时候就显得异常紧张了，因为之前你复询盘时候就显得异常紧张了，因为之前你 所有步骤的努力就靠这一步来传递了，成败所有步骤的努力就靠这一步来传递了，成败 在此一举，加油！在此一举，加油！ 回复询盘时候需注意回复询盘时候需注意 1. 查看是否明确买家目的 2.

28、检查邮件语言啰嗦 3. 查看回复内容结构是否完整 4. 价格和产品是否已经考虑同行竞争 5. 你是否主动推进，并留给买家再次回复形 成互动的空间 6. 你的产品行业专业度够了吗？ 7. 一个询盘究竟多久回复较合适 8. 如何写邮件标题 脑子里想到自家优势脑子里想到自家优势 发货期快 价格有绝对的优势 有多年生产或外贸经验 有参加买家当地的展会，或业内知名展会。 有自己的研发团队 有跟知名品牌或企业合作 有证书，品质有保证 提供OEM（Original Equipment Manufacturer 贴牌生产 ）,个性化定制服务（ personalized customization ） Lett

29、er 1：A reply to the above Dear Sirs, We take pleasure to acknowledge receipt of your letter of January 20, from which we learn that you are interested in bringing silk garments to the New York market. We are enclosing our quotation sheet covering different sizes and colors of our pure silk garments

30、that can be supplied from stock. We are also airmailing you two dozen sample garments in different sizes and colors. Delivery will be within 30 days after your placing an order to us. Payment of the purchase is to be effected by an irrevocable L/C at sight in our favor. This offer is subject to your

31、 immediate reply which should reach us not later than the end of next month. The price will probably be changed once this particular offer has lapsed. Yours faithfully, CHINA NATIONAL TEXTILES IMP. separately; by separate airmail 50 draw a draft on sb for an amount against sth draw on sb at sight fo

32、r an amount against sth q 根据根据向某人开出金额为向某人开出金额为的的汇票汇票 draw 开出（汇票）开出（汇票） 51 1)我们已根据这些单据通过亚洲银行向你方开立我们已根据这些单据通过亚洲银行向你方开立 了发票金额的即期汇票。了发票金额的即期汇票。 We have drawn a sight draft on you against the documents for the amount of invoice through the Bank of Asia . 2)请确认我们可以就你请确认我们可以就你328号订单向你方开出金号订单向你方开出金 额为两万八千美元

33、的六十天远期汇票收款。额为两万八千美元的六十天远期汇票收款。 Please confirm that we can draw on you at 60 days after sight for US$28,000 against your Order No. 328. Letter 5：A specific enquiry Dear Sirs, We are a leading dealer in waterproof garments in this city. Our customers have expressed interest in your raincoats and enqui

34、red about their quality. Provided quality and price are satisfactory there are prospects of good sales here, but before placing a firm order we should be glad if you would send us, on fourteen days approval, a selection of mens and womens raincoats. Any of the items unsold at the end of the period,

35、and which we decide not to keep as stock, would be returned at our expense. We look forward to hearing from you soon. Sincerely yours, Anderson Letter 6：A reply to the above Dear Anderson, Thank you for your letter of 10th March. We are gratified to receive your request for men and womens raincoats

36、on approval. As we have not previously done business together, perhaps you will kindly agree to supply either the usual trade references, or the name of a bank to which we may refer. As soon as these enquiries are satisfactorily settled, we shall be happy to send you the items you mention in your le

37、tter. We sincerely hope this will be the beginning of a long and pleasant business association. We shall do our best to make it so. Best wishes, Marry Notes to the specimen letters 1. high reputation信誉良好信誉良好 2. with the best terms以优惠条件以优惠条件 3. quotation sheet报价单报价单 4. to acquaint somebody with somet

38、hing使某人了解、熟使某人了解、熟 悉某事悉某事 5. material and workmanship材料及工艺材料及工艺 6. at your request应你方请求应你方请求 7. be subject to须经，以须经，以为条件为条件 8. blanket cover被罩被罩 Notes to the specimen letters 9. inclusive of 3% commission包括包括3%的佣金的佣金 10. By 100% confirmed, irrevocable L/C in our favor payable by draft at sight to re

39、ach the sellers one month before shipment, and remain valid for negotiation in China till the 15th day after shipment. 以你方为受益人的以你方为受益人的 100保兑的、不可撤销的信用证、凭即期汇票支付，信保兑的、不可撤销的信用证、凭即期汇票支付，信 用证必须在装运前一个月开到对方，并在装船后用证必须在装运前一个月开到对方，并在装船后15天内天内 在中国议付有效。在中国议付有效。 11. a perfect combination of warmth, softness and

40、easy care柔软暖和、使用方便柔软暖和、使用方便 12. get benefit from 从从获利获利 4.4 Focal Words（焦点词汇） Compare vt. for 值得我们注意的是对外国货的需求已大大降低。值得我们注意的是对外国货的需求已大大降低。 66 (4) Your price in not in line _the prevailing market here. with 你们的价格与此地现行市场行情不符。你们的价格与此地现行市场行情不符。 (5) Please keep us informed _the supply and demand position _

41、your market. of; in 请随时告知你处市场的供求状况。请随时告知你处市场的供求状况。 (6) We hop you can cooperate _us to enable punctual arrival _the goods. with;of 希望你们能予以合作，保证货物按时到达。希望你们能予以合作，保证货物按时到达。 67 (7) When we are _the market, well get _touch _you. in; in; with 如我方有货，将及时与贵方联系。如我方有货，将及时与贵方联系。 (8) In reply_ your inquiry _ Aug

42、ust 5, we are glad to quote _follows. to; of; as 作为对贵方作为对贵方8月月5日询盘的答复，我们很高兴报价如下。日询盘的答复，我们很高兴报价如下。 (9) Our goods are much better _those _our competitors _both quality and price. than; from; in 我们的货物在质量和价格上比竞争对手的要好得多。我们的货物在质量和价格上比竞争对手的要好得多。 68 3Supply the missing words in the blanks and translate the

43、letters into Chinese. Dear sirs, We are glad to i_ ourselves to you .We are i_ in your hand-made handbags in a variety of natural leathers. There is a steady d_ for leather handbags with moderately p_ and of high q_ here. Would you please s_ us as soon as possible the d_ of your various ranges, incl

44、uding sizes, inform interested demand quality send details price 69 colors and your latest p_ list, with the lowest q _ together with the s_ of different qualities of material used. We look forward to your early reply. Yours faithfully, priced quotations samples 70 4.Translate the following sentence

45、s into Chinese and remember these useful sentences. (1) Enquiries are dwindling. 询盘正在减少。询盘正在减少。 (2)They promised to transfer their future enquiries to Chinese Corporations. 他们答应将以后的询盘转给中国公司他们答应将以后的询盘转给中国公司 (3) We regret that the goods you inquired about are not available. 很遗憾，你们所询的货物现在无货。很遗憾，你们所询的货物

46、现在无货。 (4)In the import and export business, we often make inquiries from foreign suppliers. 在进出口交易中，我们常向外商询价。在进出口交易中，我们常向外商询价。 71 (5) To make an inquiry about our oranges, a representative of the Japanese company paid us a visit. 为了对我们的橙子询价为了对我们的橙子询价,那家日本公司的一名代表访问了我们那家日本公司的一名代表访问了我们 。 (6) Your enqui

47、ry is too vague to enable us to reply . 你们的询盘不明确，我们无法答复。你们的询盘不明确，我们无法答复。 (7)Now that weve already made an inquiry about your articles, will you please reply as soon as possible? 既然我们已经对你们产品询价，可否尽快给予答复？既然我们已经对你们产品询价，可否尽快给予答复？ 72 (8) Would you please inform us by letter of the price, discounts, terms

48、of payment and the time when you can deliver them. 请函报有关的价格、折扣、付款方式及最早的交货时间。请函报有关的价格、折扣、付款方式及最早的交货时间。 (9) If your quotations are suitable and the quality proves good, well be pleased to invite your representative over for detailed discussion. 如果报价合理并能证明质量优秀，我方将邀请贵方的代表过如果报价合理并能证明质量优秀，我方将邀请贵方的代表过 来详谈。

49、来详谈。 73 (10) Through comparing our prices with those of other suppliers, you will appreciate the moderate prices of ours. 与其他厂商的价格比较，我方的报价定会使贵方满意。与其他厂商的价格比较，我方的报价定会使贵方满意。 (11) For a total purchase of not less than 100,000 and not more than 200,000 American dollars, we would allow a discount of 5% an

50、d for a purchase larger than 200,000 American dollars, we would allow a 10% special discount. 凡总定购量超过凡总定购量超过100,000美元但不足美元但不足200,000美元者，我方将美元者，我方将 给予给予5%的折扣；凡总定购量超过的折扣；凡总定购量超过200,000美元者，我方将给美元者，我方将给 予予10%的折扣。的折扣。 74 5Please understand the given article and try to translate it into English. A 敬启者：敬启者： 我方收到贵公司我方收到贵公司6月月5日来函，但非常遗憾，我方无法