外贸英语函电Chapter 3 Enquiry and reply

1、LOGOAHSTUWhat are main steps in business negotiation?AHSTUMain Steps in Business Negotiation enquiryoffercounter-offeracceptanceAHSTUBusiness knowledgeWriting pointsExercise Sample lettersEnquiriesAHSTUInquiry and Reply Business knowledgeThe Study of Letters Case 1 Case 5 Case 2ExerciseobjectiveAHST

2、UvObjectives Be familiar with the expressions and sentences Learn to write an inquiry and a replyvFocus Study Sample letters and summarize writing pointsvDifficulty Identify the category and writing an enquiry.AHSTU Definition CategoriesBusiness knowledgeBACKAHSTSUAHSTUEnquiriesvDefinition A Request

3、 for Information about the goods, including catalogues, samples, payment terms, delivery. etc.Intention?AHSTUvMade by the buyers to the sellersvMeans a possible opportunityAHSTUCategories vgeneral enquiries( (一般询盘一般询盘) )for general information：information about various goodsvspecific enquiries（具体询盘）

4、（具体询盘）for specific informationStronger intension to make an orderAHSTUvIf you are a new customer, what kind of inquiry do you choose?vA general one . it is the first letter, so you may want to have a general idea of his products. maybe a general one is the best choiceAHSTUvHow can you identify the k

5、ind of sample1 and sample5?vSample 1 is for general information of various goods, so it is a general enquiry.vSample 5 points out what products he wants and they obtain strong intension to make an orderAHSTUSample 1vQuestionsvLanguage pointsvWriting points vSentence patternsvSummaryAHSTUQuestion: （P

6、62）vWhom is the enquiry made by?vWhat specific goods do they require for?vWhat information do they require for?AHSTULanguage pointsvEnquiry (美美)、inquiry(英英)vEnquire for sth 寻购寻购vEnquire about 询问一般情况询问一般情况AHSTUvCotton bed-sheets棉布床单 Table cloth table napkin Printed bed-sheets Stripped bed-sheetsvrang

7、e n. 系列，范围，种类 a full range of samples 一整套样品一整套样品 a full range of shipping documents一整一整套装运单据套装运单据AHSTUvPromising : sth likely to be good or successful =potential /prospective There is a promising market for sthvModerately 适当地，不大不小适当地，不大不小 We always use this word to describe sth that is neither large

8、 nor small in amount or degree Moderately priced goods 定价适当定价适当的产品的产品AHSTUvWhen quoting=When you are quotingvQuotevQuotation AHSTUvQuote的用法vquote sb. a price for sth. e.g. Please quote us your best price we will quote you the lowest price for bed sheetsvquote a price please quote your lowest pricevQ

9、uote sb for sth Please quote us for the shoesvQuote sth. at + price e.g. we quote the shares at 54 pence a share.vQuote CIF London报CIF伦敦价vSend/make/give quotation for sth对报价AHSTUpDiscount：折扣。是卖方给与卖：折扣。是卖方给与卖方的价格减让，一般按原价的百方的价格减让，一般按原价的百分比来计算。分比来计算。pAllow/give /make /grant% discount on sth按给予折扣p=a dis

10、count of%pWe give10% discount for cash paymentp现金付款我们给予九折优惠p国贸中使用的折扣有国贸中使用的折扣有cash discountpquantity discount special discountAHSTUp国贸中使用的折扣有国贸中使用的折扣有pcash discountpquantity discount pspecial discountAHSTUvHow to Write an Inquiry Letter?AHSTU一般询价信写四或五段：一般询价信写四或五段：a. Source of information/thanks/inte

11、ntionb. Reason for Enquiry or self-introductionc. Details of requirementAsking for price, list, and catalogue d. State the possibility of placing an order e. Expectation early reply or cooperation.AHSTUOpening SentencesSource of informationvWe were given your name by.vYou have been recommended to us

12、 by.vAs we have learned from.,your are manufactures of .vWe have seen your ad in .and we are interested in.AHSTUReasons for EnquiryvWe are interested in.vWe need /are in the market for.vWe have received many enquiries from our customers for.vWe have a considerable demand here for.AHSTUAsking for Pri

13、cevPlease send your current / latest catalogue / price list / brochure.vPlease quote your best / most competitive / lowest price.vWe shall be glad to receive an offer from you on.AHSTUThe possibility of placing an ordervIf the goods come up to our expectations, we would expect to be place regular or

14、der.vIf the samples meet with our approval we intend to place substantial orders. vIf your prices are competitive and your goods up to standard, we shall order on a regular basis.AHSTUSummarizevEnquiry A request for information about the goods A general enquiry Information about various goods A spec

15、ific enquiryInformation about specific goodsAHSTUCase 1vQuote quote sb. a price for sth quote a price Quote sb for sth Quote sth. at + price Quote CIF London报CIF伦敦价vSend/make/give quotation for sth对报价vAllow % discount on sth =allow a discount of %AHSTUWriting pointsvSource of information/thanks/inte

16、ntionvReason for Enquiry or self-introductionvDetails of requirement Asking for price, list, and catalogue vState the possibility of placing an order vExpectation early reply or cooperation.AHSTU常用句型常用句型句型1：对某产品感兴趣（1 1）我们对各式男式衬衫感兴趣。）我们对各式男式衬衫感兴趣。We take an interest in various kinds of Mens shirts。（2

17、 2）我们对节能灯感兴趣。）我们对节能灯感兴趣。We are interested in the Electronic Energy Saving Lamps。（3 3）我们对你公司的纺织品感兴趣。）我们对你公司的纺织品感兴趣。Your textiles are of interest to us。AHSTU常用句型常用句型句型2 要求寄送有关资料（1）请给我们及你公司的样品。）请给我们及你公司的样品。We shall be glad be glad if you will send us your samples.We shall appreciate it if you will send

18、 us your samples and brochure.It will be appreciated if you could send us your latest catalogues and samples.AHSTU常用句型常用句型句型3 要求报价（1）请报你公司童车的）请报你公司童车的CIF纽约最低纽约最低价。价。We shall appreciate if you could make us the best offer for your Childrens Bicycles on CIF New York basis.(2)如能报印花细布的如能报印花细布的CIF纽约价当十纽约

19、价当十分感谢。分感谢。We will be pleased if you could quote us a price for Printed Shirting on the basis of CIF New York .AHSTU常用句型常用句型(3)请报我方请报我方500吨核桃最低价。吨核桃最低价。Please make us your lowest quotation for 500 tons of Walnuts.AHSTU常用句型常用句型句型4 其他要求1、请注意，如你方价格具有竞争性，、请注意，如你方价格具有竞争性，我们将大量订购。我们将大量订购。We have to point

20、out that we intend to place a large order with you if the price is competitive.2、我们拟提请你方注意，如你方价格、我们拟提请你方注意，如你方价格合理，我们将大量订购。合理，我们将大量订购。We have to draw your attention to the point that we will place substantial orders if your price is acceptable.AHSTU常用句型常用句型3、如你方价格可行，相信我们能达成、如你方价格可行，相信我们能达成大笔交易。大笔交易。

21、If your prices are in line , we trust important business can be concluded.AHSTUSample 6(p93)vSWC superior white crystal vSWC sugar 优质白砂糖优质白砂糖vAt the earlier date 尽早尽早vBe packed in用用包装包装vGunny bags 麻袋麻袋vSurvey鉴定，检查鉴定，检查 Survey report 鉴定报告鉴定报告 Surveyor鉴定人鉴定人AHSTUvAs to 关于关于vThe buyer will arrange ship

22、ping and insurance 买方安买方安排运输和保险排运输和保险vOn basis 以什么为基础以什么为基础vThere is a critical shortage of vBe ready for shipment 备妥备妥待运待运AHSTUsample5vMany reports have been received fromvWe are in receipt of your lettervWe acknowledge your lettervWe acknowledge receipt of your lettervWe have for acknowledgement y

23、our letter.vWe have received your letter.AHSTUvSelling agents 销售代理人vCaptioned /subjected vDemand Large/heavy /strong demand for 常用句型常用句型 There is large demand for Be in large /small demandvPrice Competitive, suitable, workable, favorable, realistic, acceptableAHSTUvSeason 季节，当令，生产年度vIn /out of seaso

24、n 合（不合）时令 旺季：busy , rush, peakIt is busy season for strawberried 淡季：off, dull ,slackvDelivery Take/make delivery提货提货/交货交货 Forward /near delivery远远/近期交货近期交货 Partial delivery零批交货零批交货AHSTUvCommission An amount of money that is paid to sb for selling goods and which increases with the amount of goods th

25、at are sold FOBC2% Keelung在基隆船上交货价及两分佣金 FOB Keelung including 2% commission FOB基隆，包括2%佣金AHSTUvAssure sb of sthvSb assure sb thatvPlease be assured of/thatvPlease rest assured of/thatvPlace orders with sbvOpen /establish /issue L/CvIn ones favorAHSTUvPrompt Prompt reply即期回复即期回复 Prompt delivery 即期交货即期

26、交货 Prompt payment即期支付即期支付 Prompt shipment即期装运即期装运AHSTUSample 2vLanguage pointsvWriting pointsvSentence patternsAHSTUA reply to the enquiryAHSTU The quality must be Case 2AHSTUas per sample 按照样品equal to sample 与样品相同up to sample 达到样品标准sample for reference 参考样品Excellent in quality and reasonable in pri

27、ce价廉物美AHSTUvInvite ones attention to =call/draw/directvBring sth to ones attention 提出某事请某人注意提出某事请某人注意vReceive ones attention 得到注意，予以办理得到注意，予以办理AHSTUvplace (book) ones order 订货订货 place (book) an order with sb. For sth. 向向订订货货 We are pleased to place an order with you for 100 tons potatoes. 我们很高兴向你方订购

28、我们很高兴向你方订购100吨土豆。吨土豆。vinvite ones attention to 提醒某人注意 call / draw / direct ones attention to Receive ones attention 得到注意，予以处理 Your letter of 15th June has received our attention. 你方你方6月月15日的来信已经引起我方注意并予以处理日的来信已经引起我方注意并予以处理AHSTUv Order n. 订单 v. 订购v 接受接受-accept an order confirm an orderv 执行执行 carry ou

29、t an order execute an order fulfill an orderv 取消取消 cancel an order cut an order revoke an order refuse an order turn down an order withdraw an orderv 出口订单出口订单-export orderv 暂停执行订单暂停执行订单-hold up an orderAHSTUParagraph One: 说明收到来信，并按要求寄出买方需要的目录、清单。Paragraph Two: 回答对方的疑问，说明是否提供折扣，和支付方式。Paragraph Three:

30、 介绍自己的产品物美价廉，和自己的工作效率，让对方尽快订购。Paragraph Four: 表示还有其他相关产品请对方关注，并期盼早日回复。 Analyzing the Letter AHSTUWriting pointsvExpressing thanks and acknowledging the enquiry Repeat the date and the enquiry Summarize what has been requested in the enquiryvAnswer the enquiry in detail Answer it with care and avoid

31、making direct refusalvHope The information you provided is helpful Offering further help replyAHSTU1. 感谢对方的询价感谢对方的询价vMany thanks for your enquiry of .vWe thank you for your enquiry of .2. 表示很高兴附寄表示很高兴附寄给对方给对方vWe are pleased to enclose.vWe have pleasure in enclosingvWe are sending you our latest pric

32、ed-list and catalog. Useful expressions for repliesAHSTU3. 说明商品详细信息和优点说明商品详细信息和优点vWe are confident you will find our products the finest on the market and considerably better than those of our competitors who supply your market at present.vThe specimens sent will convince you of excellent quality of

33、 our medical instruments.4. 表明价格合理性和期限表明价格合理性和期限vThis is the most favorable offer we can make and you will agree that none of our competitors can equal these terms。vPrice is valid(有效的有效的) until AHSTU5.阐明付款条件和交货期阐明付款条件和交货期v Our terms of payment are cash on delivery（交货付（交货付现）现）.v We should require pay

34、ment by banker draft（银行汇票）（银行汇票） on receipt of our proforma invoice.v We can usually deliver within three weeks of receiving an order.6. 激励性结尾，期盼合作激励性结尾，期盼合作vWe hope you will find our quotation satisfactory and look forward to receiving your order.vWe look forward to doing business with you.AHSTUSum

35、maryvquote、discount、demandvThere is a promising market forvMeet the demandvThere is a critical shortage ofvBe/rest assuredvBe ready for shipmentvInvite your attention tovIn/out of seasonvSurvey reportvTake/make deliveryv价目表、目录、价廉物美价目表、目录、价廉物美vAHSTUExercise vSentence translation vWriting a letter vdi

36、alogueAHSTU句子翻译句子翻译v我们有意获得你方新产品的商品目录及价目单v如果你方价格具有竞争力且支付方式可以接受的话，我们打算下一笔大订单v由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求v如果每年总购买量在2万美元以上，能给予我方特别折扣吗？v如果你方价格具有竞争力，我们愿首次订购200打AHSTUAnswers v我们有意获得你方新产品的商品目录及价目单vWe would like the catalogue and price list of your latest productsv如果你方价格具有竞争力且支付方式可以接受的话，我们打算下一笔大订单vIf your price is competitive and the terms of payment is acceptable, we will place a large orderAHSTUv由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求vThere is a steady dema