外贸函电培训第四单元课件

Pointsforattention:1.询价或询盘是一种询问。按其内容可分为一般询盘（generalenquiry)和具体询盘（specificenquiry)

一般询盘是买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等等。具体询盘是买主有做买卖的要求，指定商品要求卖主报盘。Pointsforattention:1在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚，如价格、装期等等。在回信时，确保对方所询问题都给予了回答。如一买方与卖方初次联系，此买方需先作一自我介绍，如经营范围，所需货物等。如买卖双方是老客户，则询盘信就非常简单了。在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚2初次询盘信一般包含以下内容：简单告知如何获得卖方的名址，写一些你方的业务情况。你地市场需对方经营的货物告知对方你所需的信息

初次询盘信一般包含以下内容：3

1.theintroductionoftheenquiry2.thestatementoftherequirements3.thehopeandgoodwish介绍信息来源或提上一封信等。具体的询价（比如要求对方提供什么信息和服务等，这一部分要写得具体、清楚）表达合作愿望。1.theintroductionofthee4询盘用的具体用语与技巧1.introductorystatementofresourcesofinformationorpreviousletter，etc.

介绍信息来源或提上一封信等。询盘用的具体用语与技巧1.introductorystat5

※Weknowyourcompanythroughthecourtesyof…※Weareacompanydealingin…

UsefulExpressions通过……我们知道贵公司……我公司经营……

※Weknowyourcompanythrough6※Wewritetoinformyouthatweareinterestedin…※Wehavepleasureininformingyouthatwe…

兹写信告知我们对……感兴趣很高兴向贵方告知我方……※Wewritetoinformyouthat72.specialenquiry,e.g.whatinformationorservicedoyouneedthereadertosupply,etc.

具体的询价（比如要求对方提供什么信息和服务等，这一部分要写得具体、清楚）2.specialenquiry,e.g.whati8Usefulexpressions

※Ifyoucanquoteusafirmofferfor…weshallappreciateit※Wewillbepleasedtohaveyouroffer…※Yourquotationsforthefollowingwillbehighlyappreciated.

如能报……最低价，我们将不胜感激我们很高兴得贵方报价对贵方对下列商品的报价将不胜感激。Usefulexpressions

※Ifyoucan93.Wishtocooperate.Wewouldlikeverymuchtocooperatewithyou.Shouldyoupricebecompetitive,weintendtoplacealargeorderwithyou.Weappreciateyourcooperation.如果贵方价格有竞争性，我们打算与你们大量订货。3.Wishtocooperate.如果贵方价格有竞争10Letter1bekeenlyinterestedin:很感兴趣forourreference:供我们参考indemandforsth.:需要……sightL/C,L/Catsight:即期信用证

Letter1bekeenlyinterested11meet:1）满足，应付Wewilldoourbesttomeetyourdemand.我们将尽力满足您的需要。2)meetwith:遭遇，受到Wehopeourofferwillmeetwithyourapproval.希望我们的报盘得到贵方赞同。meet:123)enquireinto调查，探究如：WewouldlikeyoutoenquireintothecreditstandingofJ.A.Hussain&Co.onourbehalf.

烦请贵方代我调查一下J.A.Hussain公司的信用情况。3)enquireinto调查，探究烦请贵方代我调查一下13regarding：

关于concerning，about,withregardto,inregardto,asregardsIsendyouafaxthismorningregardingorderNo.1234.我今天早晨给你发了一份关于1234号订单的传真。regarding：关于concerning，about,14Letter2inresponseto:inreplyto,inanswerto回复，回答tothebestofone’sability:尽力Inneedof：需要如：Weareinneedofbed-sheets.Letter2inresponseto:inre15assuresbofsth：使确信,保证

Weassureyouofpunctualshipment.我们保证准时装船。falldue:（汇票）到期Thedraftwillfallduesoon.Expire:(信用证）到期TheL/Cwillexpiresoon.assuresbofsth：使确信,保证16engage1)v.允诺,答应,担保如:wecannotacceptyourorderbecausewearefullyengaged.

我们不能接受你方的订单,因为我们已经满约了.2)engagein:从事,忙于如:Wehavebeenengagedinmachinetoolsformorethantenyears.

我们已从事机床业务十多年了.

engage173)engagement:约定,契约(正式用语)

fulfillone’sengagement履行契约breakone’sengagement毁约keepone’sengagement遵守约定

enterintonewengagement达成新契约

meetone’sengagement履行契约3)engagement:约定,契约(正式用语)18ExercisesAnswerthefollowingquestions:1.Whowillusuallymaketheenquiry?2.Whatarethecontentsofanenquiry?3.Towhomtheenquiryistobeissued?4.Howshouldanenquirybedealtwithuponreceivingit?ExercisesAnswerthefollowing19II.Correctthefollowingmessage.Youareamongthefirstourclientswhomwesentamonthagothenewestsamplesofourproducts.Wefeelthattheywillbeinterestingyou.Thepricewehavemadeisquitebeneficial.ofinterestII.Correctthefollowingmess20Apromptorderwillcertainlybeentitledyoutogetearlydeliverywhichwillinterestyouagreatdeal.Weassureyouourpromptattentiononyourfirstorder.entitleofApromptorderwillcertainly21Fillingtheblankswithproperwords:1.Weregretbeingunableto()yourrequirementsforthetimebeing.2.Ifourquotation()yourapproval,wewillshipthegoodspromptly.3.Ourlatestdesignhaswonworldwide().acceptisinlinewithpopularityFillingtheblankswithproper224.Yourpaymenttermsare()tous.5.Asweare()urgentneedofthesegoods,pleaseshipourorderwithoutdelay.6.Asthegoodsare()greatdemandweregretbeingunabletocoveryourrequirements.acceptableinin4.Yourpaymenttermsare(237.Ourproductsenjoythefameofwide().A.sellingB.salableC.salesD.sellc7.Ourproductsenjoythefame241.termsofpayment

支付条款2.quantitydiscounts

数量折扣3.placeregularorders

定期订购1.termsofpayment254.awiderangeof

各种各样的5.onbehalfof

代表，为了…的利益6.enclosedpleasefind

附上…请查收

4.awiderangeof26

7.promotethesalesof

促销8.profitmargin

盈余，利润幅度9.byseparatepost

另邮寄

7.promotethesalesof27

10.beinapositiontodosth.

能够做某事11.competitiveprices

竞争性的价格12.financialstanding,businesscapacityandcharacter

资金情况，业务能力和信誉10.beinapositiontodos2813.sellingseason

销售季节14.supplyfromstock

现货供应15.Inourfavor

以我方为受益人13.sellingseason2916.importlicense

进口许可证17.L/Catsight

即期信用证

16.importlicense3018.quoteCIFLondon

报CIF伦敦价19.confirmed,irrevocableL/C

保兑的，不可撤销的信用证18.quoteCIFLondon31Exercises1.Wehavebeenapproachedbyoneoftheleadingimportersofhandtoolsherewhoisinneedofvarioushandtoolstobesuppliedtoagovernmentalrepairshop.Wouldyoupleasesupplyuswithacomprehensivecatalogueforthesamewithindicationoftherelativeprices.

此处一家主要的手工具进口商同我们联系，需要各种手工具供应给一政府机构的修理车间。请提供我们一册综合性目录，并注明有关价格。Exercises1.Wehavebeenappr322.WearepleasedtoinformyouthatthereisagoodsaleforyourdrillingmachinemodelZ-33andwouldaskyoutosendusyourbestoffer.Ifyourpriceisfoundcompetitive,weareconfidenttherearegoodprospectsforbusiness.我们乐于告诉你们，你们的z－33型钻床销路很好。请寄给我们最低的报盘。如果你们的价格有竞争力，我们确信有良好的业务前景。2.Wearepleasedtoinformyou333.wehavemuchpleasureinenclosinganenquiry

sheetforgreatwallbrandcannedmeat,eachcancontaining250grams.Thisenquiryisfromaveryfamoussupermarketwithbranchesalloverthecountry.Youwillnoticefromtheenquirythattheirrequirementisinlargequantityandthereforepriceisofutmostimportanceinconcludingthetransaction.我们乐于附寄长城牌罐头肉询价单一份，每听重量为250克。这份询价是从一很有名的超市来的，这个超级市场在全国有分支机构，你们会从询价单上注意到他们的需求量很大，因此价格是达成交易最重要的因素。3.wehavemuchpleasureinenc344.Ifyouareinapositiontosupplythegoodsaspertheattachedenquiryatverycompetitiveprices,wetrustlargeorderswillbeobtained.

如果你们能够按有竞争性的价格提供所附询价单上的货物，我们相信将获得大的订单。4.Ifyouareinapositionto355.WehavereceivedanorderfromJamesSharp&Co.forthesupplyof100metrictonsofNewsprints.Thiscompanyisaverybigpublisherhereandisinconstantneedofallsortsofprintingpaper.Wearesendingyouthisorderandunderstandthata5%commissionwillbeallowedasusual.

经常需要佣金我们从杰姆夏普公司得到一张定购100公吨新闻纸的订单。这家公司是本地一家大出版商，经常需要各种印刷纸张。我们寄上该订单，并理解你们将如通常那样给予5％的佣金。5.Wehavereceivedanorderfr361.我公司是一国营公司，专营各种轻工业产品的进出口业务，与你地戈登公司已有多年业务关系。Weareastate-ownedcorporation,specializingintheimportandexportofvariouslightindustrialproducts.WehavehadbusinessrelationswithGordon&Companyatyourendformanyyears.1.我公司是一国营公司，专营各种轻工业产品的进出口业务，与你372.据悉你公司能出口最新型的照相机RX－31型，故与你们联系，希望能寄我该相机目录一份。同时并请告知其最低价，以便我与客户联系。

WehavelearnedthatyouareinapositiontoexportCamerasofthelatestmodelRX-31.Wearethereforewritingtoyouandhopethatyouwillsendusacatalogue.Inthemeantime,pleaseletusknowthelowestpricesothatwecanapproachourclients.2.据悉你公司能出口最新型的照相机RX－31型，故与你们联系383.我们是世界上最大的丝绸出口商之一。我们过去一直是从日本进口的，现在我们想到中国市场定购。

Weareoneofthelargestimportersofsilkintheworld.WehadbeenimportingthisitemfromJapan,andnowintendtoimportthesamefromChina.3.我们是世界上最大的丝绸出口商之一。我们过去一直是从日394.我们希望你能告诉我们可供出口的主要品种，最好能寄我们几份你们的出口商品目录及各种丝绸的剪样，以便我们选择。

Wehopeyouwillinformusofthemainitemsavailableforexport.ItwouldbebetterifyoucouldsendusafewcopiesofyourexportcataloguesandcuttingsamplesofvariouskindsofSilkforourchoice.4.我们希望你能告诉我们可供出口的主要品种，最好能寄我们几份405.关于你们3月4日扳手（spanner)的询价，我们首先向你们致歉，未能迅速报价，因为厂方要研究满足你方特殊需要的可能性。

Withregardtoyourenquiryofthe4thMarchfor

Spanners,wefirstofall,expressourregretfornotbeingunabletoquoteyoupromptlyasourmanufactureshavetolookintothepossibilityofmeetingyourspecialrequirement.5.关于你们3月4日扳手（spanner)的询价，我们首先向416.关于你方有关茶具的询价，我们很高兴通知你们，通过我们的反复努力，厂方已同意供应100套。

Asregardsyourenquiryforteasets,wearepleasedtoinformyouthatthemanufactureshaveagreedtosupplyyouwith100setsthroughourrepeatedeffort.6.关于你方有关茶具的询价，我们很高兴通知你们，通过我们的反42WritingParticulars:Messrs.ArthurGrey&SonwritetoChinaNationalImport&ExportCorporation,statingthattheyhaveanordertosupplyahotelwithtable-cloths.Theyrequestsamplesinhandsomedesignsofmediumandbestlinen(亚麻）suitableforthepurpose.WritingParticulars:Messrs.Ar43演讲完毕，谢谢观看！演讲完毕，谢谢观看！44Pointsforattention:1.询价或询盘是一种询问。按其内容可分为一般询盘（generalenquiry)和具体询盘（specificenquiry)

一般询盘是买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等等。具体询盘是买主有做买卖的要求，指定商品要求卖主报盘。Pointsforattention:45在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚，如价格、装期等等。在回信时，确保对方所询问题都给予了回答。如一买方与卖方初次联系，此买方需先作一自我介绍，如经营范围，所需货物等。如买卖双方是老客户，则询盘信就非常简单了。在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚46初次询盘信一般包含以下内容：简单告知如何获得卖方的名址，写一些你方的业务情况。你地市场需对方经营的货物告知对方你所需的信息

初次询盘信一般包含以下内容：47

1.theintroductionoftheenquiry2.thestatementoftherequirements3.thehopeandgoodwish介绍信息来源或提上一封信等。具体的询价（比如要求对方提供什么信息和服务等，这一部分要写得具体、清楚）表达合作愿望。1.theintroductionofthee48询盘用的具体用语与技巧1.introductorystatementofresourcesofinformationorpreviousletter，etc.

介绍信息来源或提上一封信等。询盘用的具体用语与技巧1.introductorystat49

※Weknowyourcompanythroughthecourtesyof…※Weareacompanydealingin…

UsefulExpressions通过……我们知道贵公司……我公司经营……

※Weknowyourcompanythrough50※Wewritetoinformyouthatweareinterestedin…※Wehavepleasureininformingyouthatwe…

兹写信告知我们对……感兴趣很高兴向贵方告知我方……※Wewritetoinformyouthat512.specialenquiry,e.g.whatinformationorservicedoyouneedthereadertosupply,etc.

具体的询价（比如要求对方提供什么信息和服务等，这一部分要写得具体、清楚）2.specialenquiry,e.g.whati52Usefulexpressions

※Ifyoucanquoteusafirmofferfor…weshallappreciateit※Wewillbepleasedtohaveyouroffer…※Yourquotationsforthefollowingwillbehighlyappreciated.

如能报……最低价，我们将不胜感激我们很高兴得贵方报价对贵方对下列商品的报价将不胜感激。Usefulexpressions

※Ifyoucan533.Wishtocooperate.Wewouldlikeverymuchtocooperatewithyou.Shouldyoupricebecompetitive,weintendtoplacealargeorderwithyou.Weappreciateyourcooperation.如果贵方价格有竞争性，我们打算与你们大量订货。3.Wishtocooperate.如果贵方价格有竞争54Letter1bekeenlyinterestedin:很感兴趣forourreference:供我们参考indemandforsth.:需要……sightL/C,L/Catsight:即期信用证

Letter1bekeenlyinterested55meet:1）满足，应付Wewilldoourbesttomeetyourdemand.我们将尽力满足您的需要。2)meetwith:遭遇，受到Wehopeourofferwillmeetwithyourapproval.希望我们的报盘得到贵方赞同。meet:563)enquireinto调查，探究如：WewouldlikeyoutoenquireintothecreditstandingofJ.A.Hussain&Co.onourbehalf.

烦请贵方代我调查一下J.A.Hussain公司的信用情况。3)enquireinto调查，探究烦请贵方代我调查一下57regarding：

关于concerning，about,withregardto,inregardto,asregardsIsendyouafaxthismorningregardingorderNo.1234.我今天早晨给你发了一份关于1234号订单的传真。regarding：关于concerning，about,58Letter2inresponseto:inreplyto,inanswerto回复，回答tothebestofone’sability:尽力Inneedof：需要如：Weareinneedofbed-sheets.Letter2inresponseto:inre59assuresbofsth：使确信,保证

Weassureyouofpunctualshipment.我们保证准时装船。falldue:（汇票）到期Thedraftwillfallduesoon.Expire:(信用证）到期TheL/Cwillexpiresoon.assuresbofsth：使确信,保证60engage1)v.允诺,答应,担保如:wecannotacceptyourorderbecausewearefullyengaged.

我们不能接受你方的订单,因为我们已经满约了.2)engagein:从事,忙于如:Wehavebeenengagedinmachinetoolsformorethantenyears.

我们已从事机床业务十多年了.

engage613)engagement:约定,契约(正式用语)

fulfillone’sengagement履行契约breakone’sengagement毁约keepone’sengagement遵守约定

enterintonewengagement达成新契约

meetone’sengagement履行契约3)engagement:约定,契约(正式用语)62ExercisesAnswerthefollowingquestions:1.Whowillusuallymaketheenquiry?2.Whatarethecontentsofanenquiry?3.Towhomtheenquiryistobeissued?4.Howshouldanenquirybedealtwithuponreceivingit?ExercisesAnswerthefollowing63II.Correctthefollowingmessage.Youareamongthefirstourclientswhomwesentamonthagothenewestsamplesofourproducts.Wefeelthattheywillbeinterestingyou.Thepricewehavemadeisquitebeneficial.ofinterestII.Correctthefollowingmess64Apromptorderwillcertainlybeentitledyoutogetearlydeliverywhichwillinterestyouagreatdeal.Weassureyouourpromptattentiononyourfirstorder.entitleofApromptorderwillcertainly65Fillingtheblankswithproperwords:1.Weregretbeingunableto()yourrequirementsforthetimebeing.2.Ifourquotation()yourapproval,wewillshipthegoodspromptly.3.Ourlatestdesignhaswonworldwide().acceptisinlinewithpopularityFillingtheblankswithproper664.Yourpaymenttermsare()tous.5.Asweare()urgentneedofthesegoods,pleaseshipourorderwithoutdelay.6.Asthegoodsare()greatdemandweregretbeingunabletocoveryourrequirements.acceptableinin4.Yourpaymenttermsare(677.Ourproductsenjoythefameofwide().A.sellingB.salableC.salesD.sellc7.Ourproductsenjoythefame681.termsofpayment

支付条款2.quantitydiscounts

数量折扣3.placeregularorders

定期订购1.termsofpayment694.awiderangeof

各种各样的5.onbehalfof

代表，为了…的利益6.enclosedpleasefind

附上…请查收

4.awiderangeof70

7.promotethesalesof

促销8.profitmargin

盈余，利润幅度9.byseparatepost

另邮寄

7.promotethesalesof71

10.beinapositiontodosth.

能够做某事11.competitiveprices

竞争性的价格12.financialstanding,businesscapacityandcharacter

资金情况，业务能力和信誉10.beinapositiontodos7213.sellingseason

销售季节14.supplyfromstock

现货供应15.Inourfavor

以我方为受益人13.sellingseason7316.importlicense

进口许可证17.L/Catsight

即期信用证

16.importlicense7418.quoteCIFLondon

报CIF伦敦价19.confirmed,irrevocableL/C

保兑的，不可撤销的信用证18.quoteCIFLondon75Exercises1.Wehavebeenapproachedbyoneoftheleadingimportersofhandtoolsherewhoisinneedofvarioushandtoolstobesuppliedtoagovernmentalrepairshop.Wouldyoupleasesupplyuswithacomprehensivecatalogueforthesamewithindicationoftherelativeprices.

此处一家主要的手工具进口商同我们联系，需要各种手工具供应给一政府机构的修理车间。请提供我们一册综合性目录，并注明有关价格。Exercises1.Wehavebeenappr762.WearepleasedtoinformyouthatthereisagoodsaleforyourdrillingmachinemodelZ-33andwouldaskyoutosendusyourbestoffer.Ifyourpriceisfoundcompetitive,weareconfidenttherearegoodprospectsforbusiness.我们乐于告诉你们，你们的z－33型钻床销路很好。请寄给我们最低的报盘。如果你们的价格有竞争力，我们确信有良好的业务前景。2.Wearepleasedtoinformyou773.wehavemuchpleasureinenclosinganenquiry

sheetforgreatwallbrandcannedmeat,eachcancontaining250grams.Thisenquiryisfromaveryfamoussupermarketwithbranchesalloverthecountry.Youwillnoticefromtheenquirythattheirrequirementisinlargequantityandthereforepriceisofutmostimportanceinconcludingthetransaction.我们乐于附寄长城牌罐头肉询价单一份，每听重量为250克。这份询价是从一很有名的超市来的，这个超级市场在全国有分支机构，你们会从询价单上注意到他们的需求量很大，因此价格是达成交易最重要的因素。3.wehavemuchpleasureinenc784.Ifyouareinapositiontosupplythegoodsaspertheattachedenquiryatverycompetitiveprices,wetrustlargeorderswillbeobtained.

如果你们能够按有竞争性的价格提供所附询价单上的货物，我们相信将获得大的订单。4.Ifyouareinapositionto795.WehavereceivedanorderfromJamesSharp&Co.forthesupplyof100metrictonsofNewsprints.Thiscompanyisaverybigpublisherhereandisinconstantneedofallsortsofprintingpaper.Wearesendingyouthisorderandunderstandthata5%commissionwillbeallowedasusual.

经常需要佣金我们从杰姆夏普公司得到一张定购100公吨新闻纸的订单。这家公司是本地一家大出版商，经常需要各种印刷纸张。我们寄上该订单，并理解你们将如通常那样给予5％的佣金。5.Wehavereceivedanorderfr801.我公司是一国营公司，专营各种轻工业产品的进出口业务，与你地戈登公司已有多年业务关系。Weareastate-ownedcorporation,specializingintheimportandexportofvariouslightin