外贸函电英文课件unit-4

1、International Business English Correspondence杨晓辉By learning this unit, students shouldidentify a first enquiry from a specific enquirybe familiar with the structure of enquiry lettersmaster the essential words and phrases of enquiry letterslearn to write both first and specific enquiry

2、letters Teaching objectivesUnit 4 Enquiries and repliesIntroduction 1How to write enquiry letters 2Sample letters learning3Summary and supplement4Exercises in class5Unit 4 Enquiries and repliesIntroductionGeneral enquiryA businessman states clearly all the information he needs. It should firstly ask

3、 to start the business relations with the other side in a certain line, and then present your enquiry. Specific enquiryThe enquirer usually has ever dealt with the other side and may point out a certain product or commodity he intends to purchase. How to write enquiry lettersHow to write a first enq

4、uiry letter ( P16.1 )a. source of informationb. reasons for enquiryc. asking for price list and catalogued. giving referencese. ending with prospect for further businessHow to write enquiry lettersHow to write a specific enquiry letter ( P20.8 )a. reasons for enquiryb. asking for terms of payment an

5、d other details ( concerning the enquired items at what price, on what terms and in what quantities )How to write enquiry lettersGuidelines for enquiry lettersGive the source that you used as the basis of your request;Be specific about what you want;For courtesys sake, say “please” or “we shall appr

6、eciate it” or “thank you” etc. Supply information about your specific needs and emphasize the value of the information to you;Ask for specific answers to questions you have;Be courteous and tactful.quote sb. a price for sth.quote sb. for sth. ( at price)quote sb. a pricePlease quote us your best FOB

7、 price for Art. No. 3150.Please quote us for the supply of peanuts listed on the enclosed enquiry form.Please quote us your lowest/ favorable/ most competitive/ minimum/ bedrock/ floor/ rock-bottom price.We quote for this item at USD25.00 per dozen CFR Hamburg. Itll be a great pleasure to receive yo

8、ur inquiries for any of the items against which we will send you our lowest quotations. Sample letters learningItem: We are holding orders for out-of-stock items.ArticleGoodsCargoFreight CommodityMerchandiseProductProduceenclose; enclosureWe are enclosing our latest catalogue for your reference.Encl

9、osed is our quotation for your inquiry.The enclosed Proforma Invoices are in duplicate.Enclosed please find the illustrated catalogue with specifications for our most recent items.delivery dateterms of paymentdiscounts for regular purchasesallow (give, make, grant)% discount off (on) the prices of g

10、oodsIf you order 5,000 sets, we would grant you 10% discount.at a discount: The goods are selling at a discount.metal sundries 金属制品Specification; spec. 规格；说明书pocket calculatorbooth; stand visit our Stand 23 at Guangzhou Fairbe ( the best ) value for moneymark down; mark up; mark-down; mark-upWed lik

11、e to mark down 20% in view of our long-term business relationship.The 20% mark-up is reasonable due to the increasing prices for materials.appeal to the most discriminating ( selective ) buyerenjoy fast salesfind a ready sale for this itemready seller; quick seller; best seller; sell fast; quick-sel

12、ling products; be popular with customersBostonBirminghamChicagoLagos: NigeriaDear Sirs:We learnt from The Leather Shop of Vancouver that you are the manufacturer of high style leather shoes. We operate a large range of leather products. We are interested in using a number of products from your curre

13、nt range in the manufacture and export of our goods.We should like you to send us a catalogue and price list regarding your leather shoes. We should also like to know what discount you offer on bulk purchase. Sample letters learningAs some of our products will be sold on the international market, it

14、 is important that our suppliers be competitive in price and extremely reliable. We would find it most helpful if you could provide us with samples of the various skins you use in manufacturing your products.Yours faithfullyChina National Import & Export Corp.Dear SirsRe: Our leather shoesWe were ve

15、ry glad to receive your letter of 15 March, in which you inquired about our leather shoes. We were pleased to know that we had been recommended to you by The Leather Shop of Vancouver. We are enclosing our catalogue and the price lists. We are also sending you samples of the skins we use in manufact

16、uring our products separately. We are sure you will find that we use only the best quality materials for our products. The high standard of workmanship will appeal to both your domestic buyers and international buyers. We also produce a wide range of other leather products such as handbags and glove

17、s. They are fully illustrated in our catalogue and are of the same high quality as our leather shoes. We are a well-established company and reliable leader in leather products. Because of our size, we are able to offer extremely competitive prices. If your order exceeds US$ 6,000 we are prepared to

18、offer you an additional discount of 3%, which, we believe, will make our products impossible to resist.We hope you will find the above information useful. Please feel free to contact us again if you have any further questions. We look forward to receiving an order from you soon.Yours faithfullyB Jac

19、kson Co Ltd.Dear Mr. Li,Re: Paper Cutting KnivesWe should like to know if you are able to supply Paper Cutting Knives, 4331/2. Could you also let us know your lowest quotation CFR Liverpool, England? Please state your earliest delivery date and your terms of payment. We have been approached by one o

20、f our customers. As they are in urgent need of the above items, please answer as soon as you can. Thank you very much for your attention to this matter. Yours Sincerely Dear Mr. WhiteRe: Paper Cutting KnivesThank you for your enquiry of February 16, in which you asked us if we could supply Paper Cut

21、ting Knives, 43 3 1/2. Unfortunately, we do not have the required specification. The nearest specification we can supply is 43 5 1/2.If you find our specification is acceptable, please let us know immediately so that we may send you the quotation as requested.We appreciate your early reply. Yours Si

22、ncerely,How to write reply lettersa. giving thanks and acknowledgingb. answer the enquiry ( send the catalog, price list, sample etc)c. give your payment requirement and terms of promotiond. arouse the trading partners interest to buy the commodityHow to write reply lettersHow to write reply letters

23、Guidelines for reply lettersAll replies to enquiries start with a paragraph acknowledging the enquiry.The answer to the enquiry should be clear and complete.If you are unable to supply anything requested, start your letter with an expression of appreciation, then proceed to the bad news.When sending

24、 printed materials, refer only to the features you think will interest your reader most. Summary and supplementCommonly used sentences in enquiry letters 1) Opening sentencesYour firm has been recommended to us by . Your articles have been recommended to us by.As we have learned from., you are manuf

25、actures of .We visited your stand at the . exhibition.We have seen your ad. in . and we are interested in.We have heard that you have put a new .on the market.Summary and supplementCommonly used sentences in enquiry letters 2) Reasons for enquiryWe need /are in the market for.We have received many e

26、nquiries from our customers for.We would like to expand our range of.We have a considerable demand here for. We are a .company based in. Summary and supplementCommonly used sentences in enquiry letters 3) Asking for terms of payment Please quote your best/most competitive/lowest prices for these art

27、icles/goods/products.Kindly quote us your lowest prices for.We shall be glad to receive an offer from you on.We are desirous of having your lowest price for. Summary and supplementCommonly used sentences in enquiry letters 4) Asking for other informationPlease include information about packing and s

28、hipping.Wed like to know your earliest date of delivery/ minimum quantity for a trial/ initial order.Please let us know on what term you can give us some discount.We should appreciate further/full details/information about the mentioned item.Summary and supplementCommonly used sentences in enquiry letters 5) Further businessIf the samples meet with our approval we intend to place substantial orders.If you can let us have a competitive quotation, we trust business will result. If yo