第四单元询盘及其回复分析

1、Unit FourEnquiries and Replies询盘及其回复询盘及其回复2022-4-171Learning Objectives of This Unit1.How to make enquiries in writing 询盘询盘2.How to reply to enquiries 回复询盘回复询盘3.Structure the train of thought 信函框架信函框架4.Frequently used expressions 常用表达常用表达2022-4-172Where is enquiry in a whole transaction?2022-4-17320

2、22-4-174Specimen Letter Analysis:nThe Train of Thought? 写作思路？写作思路？How to write? Content + Structure Whats the difference between Letter-4(1) and Letter-4(3) in Structure?2022-4-175Enquiriesn (1) By new clientsn (2) By exisiting clients4. Tell the source of information （告知信息来源）（告知信息来源）5. Make a self-

3、introduction （自我介绍）（自我介绍）1. Name the product （告知所需产品）（告知所需产品）2. Ask for information related to the product （所需相关信息）（所需相关信息）3. Encourage giving a favorable offer（鼓励优惠报价）（鼓励优惠报价）cataloguespricesspecificationssample availability / costsdiscountsdelivery dateterms of paymentinsurancepacking and any othe

4、r relevant terms and conditions2022-4-176Messrs. Brown & Clark of this city inform us that you are exporters of all cotton bed-sheets and pillowcases. We would like you to send us details of your various ranges, including sizes, colors and prices, and also samples of the different qualities of m

5、aterial used.We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of the kind mentioned.When replying, please state your terms of payment and discount you would allow on purchase of qualities of not less than 100 dozen of individual items.

6、Prices quoted should include insurance and freight to Liverpool.例. 从纽约A.B.C.公司获悉，你公司出口床单和枕套。对上述品质优良价格公道的商品，本地区常有需求。We learn from A.B.C. Company of NewYork that you are exporting bed-sheets and pillowcases. There is a steady demand here for the above-mentioned commodities of high quality at equitable

7、 prices.Please let us know the 试订购的起订数量.We should like to know your 最早的交付时间.Would you please quote your 最低价 for 给予给予xx%的折扣：的折扣：allow / give / make / grant) xx% discount of /on the prices of goods 按货价给按货价给予予%的折扣的折扣We give 10% discount for cash payment. 现金付款，我们予以九折优待。现金付款，我们予以九折优待。quote sb (the price)

8、 for sthn 请为我们报10万台34英寸彩电的价格。如果你方能够供应所需的型号和数量，我们将定期订购大量产如果你方能够供应所需的型号和数量，我们将定期订购大量产品。品。If you can supply the model and quantity required, we may place orders for large quantities on a regular basis.2022-4-177 First Enquiry 首次询盘Source of information告知消息来源告知消息来源Self-introduction自我介绍自我介绍Encourage givin

9、g a favorable offer鼓励优惠的报盘鼓励优惠的报盘Request information索取资料索取资料2022-4-1781. We believe there is a _ market in our area for moderately priced goods of the kind mentioned above.A. promised B. promisingC. promise D. promoting2. When _, please state your terms of payment and a trade discount for companies

10、that buy in fairly large quantities.A. reply B. replied C. replying D. to reply3. Samples of our plastic kitchen-ware _ you asked in your enquiry of September 3 are being sent to you today.A. which B. for which C. to which D. in which4. We are sending you _ separate post the samples for the new seas

11、on.A. to B. for C. by D. In5. Our firm is a leading importer _ industrial chemicals.A. dealing by B. dealing in C. deal with D. deal inMultiple Choice2022-4-1796. As this model was so popular with our customers, we would like to know if it is still _.A. available B. respectable C. acceptable D. reas

12、onable7. I would appreciate _ me an up-to-date price list for your building materials.A. you to send B. your send C. you send D. your sending8. Well be very pleased if you can quote us _ a better price for the goods we inquired in our letter of Feb.9.A. / B. for C. at D. with9. We should like to tak

13、e this _ to inquire about the price of washing machines.A. occasion B. opening C. chance D. opportunity10. If the prices are _, we trust important business can materialize.A. in line B. in the line C. on line D. on the line2022-4-17102022-4-17112022-4-1712Dear Sirs,We have received an order from one

14、 of the famous hotels in this city for table-cloths. We learn that you are the leading exporters of this article, so we have pleasure in writing to you to see if you could meet our requirements.The table-cloths they require should be made of medium and best quality linen in handsome designs. If you

15、are in a position to supply them, and prices are competitive, we may place a large order.Please first send us samples so that we may pass them on to them for their reference. If your samples meet with our clients approval, we will contact you for quotations.We look forward to your early reply.Yours

16、faithfully,2022-4-1713 Dear Sirs, We recently saw the advertisement of your “White Dove” cloth which could be made into ladies skirts. We would be grateful if you could send us full details of this material. We are a large importer of textile products and would like to introduce a new type of materi

17、al to our customers. Please send us a catalogue and pricelist, and tell us your terms of business and delivery date.If your terms are favorable we shall probably order about 10,000 meters, and more in future.We look forward to hearing from you.Sample Letter 2告知消息来源告知消息来源自我介绍自我介绍+索取资料索取资料鼓励优惠的报盘鼓励优惠的

18、报盘2022-4-1714 First Enquiry 首次询盘Source of information告知消息来源告知消息来源Self-introduction自我介绍自我介绍Encourage favorable offer鼓励优惠的报盘鼓励优惠的报盘Request information索取资料索取资料2022-4-1715n1: Express thanks for enquiryn2: State the trade termsn3: Encourage acceptancen4: Recommend other productsHow to reply to an enquiry

19、?Sample Sentences:2. Under separate cover, we are sending you a range of samples and when you have a chance to examine them, we feel confident that you will agree that the goods are both excellent in quality and very reasonable in price.3. We have received your enquiry of May 14 and learn of your in

20、terest in our hand-made artificial leather gloves. We are enclosing the details you asked for, illustrated catalogue and price list.4. The enclosed price list and illustrated catalogue will give you details of the model in which you are most interested.2022-4-1716 Logical Structure逻辑结构 1. Express gr

21、atitude for enquiry感谢对方询盘感谢对方询盘2. State trade terms具体列明交易条款具体列明交易条款3. Encourage acceptance 鼓励对方接受报盘鼓励对方接受报盘4. Recommend other products介绍其他产品介绍其他产品2022-4-1717requiredrequiredoptionaloptional 敬启者： Dear Sirs感谢你方5月4日来信询问我们的印花布，并要求知道我们对大批订购大批订购的条件。Thank you for your letter of May 4, enquiring about our p

22、rinted cloth and our trade terms for a large order.2022-4-1718我们已经单独给你寄去了综合性的图案和材料，供你们订购时选择。随信附上我们的价格单以及为大批订购者提供的条件和具体细节。We have sent by separate post the comprehensive patterns and materials for you to choose from when placing orders. Enclosed please find our price list as well as the terms and par

23、ticulars for large order placers.2022-4-1719盼望收到你方的订单。请放心，你方的订单一定会得到我们及时关注。We look forward to receiving your order. Please be assured that your order will attract our prompt attention.上海进出口公司Shanghai Imp. & Exp. Corporation2022-4-17201. Please reply as soon as possible, the earliest shipment dat

24、e and terms of payment.A. stated B. as stated C. stating D. state2. There is a steady demand in Europe _ leather gloves_ high quality.A. for, with B. for, of C. at, with D. in, of3. Through the Paris Chamber of Commerce, we are given to understand that you are one of the leading importers of silk in

25、 your area.A. courteousness from B. courtesy ofC. courteous of D. courtesy from4. In order to obtain the needed information, the inquirer should simply, clearly and concisely write _ he wants to know.A. that B. so C. what D. because of2022-4-1721CBBC5. It may interest you to know that there is a goo

26、d demand here for Chinese Black Tea _ prices. A. at moderate B. in cheap C. for low D. on dear6. We owe your name and address Italian Commercial Bank who has informed us that you are in the market _ table-cloths.A. from, for B. to, with C. from, with D. to, for7. us earlier we could have compiled with your request to the full.A. Do you contact B. Had you contactedC. Have you contacted D. Will you contact8. Wed like to inform you that moderately-priced g