商务英语写作课件chapter3-4

Chapter3

InquiriesandRequestsReasonsforwritingarequestletter:toobtaininformation;toreceiveprintedmatter;toreceivesampleproducts;toordermerchandise;toengageservice;tomakereservations;toseekspecialfavors.GeneralPlanforDirectOrder1.Begindirectlywiththeobjective—eitheraspecificquestionorageneralrequestforinformation.2.Includenecessaryexplanation—whereveritfits.3.Ifanumberofquestionsareinvolved,listthequestionsbynumbersorbullets,orleavespacebetweenquestions.4.Endwithgoodwillwordsadaptedtoeachparticularsituation.Whatisaninquiry?Ininternationaltrade,inquiriesareusuallymadebythebuyerstogetinformationaboutthegoodstobeordered.Generallyadetailedinquiryincludesmanyparts:thenameanddescriptionsofcommodity;qualityorspecifications;quantity;termsofprice(FOB,CFR,CIF,etc.)termsofpayment(byL/C,D/P,etc.)timeofshipment;packingmethod;…FOB（FreeOnBoard的首字母缩写），也称“离岸价”，是国际贸易中常用的贸易术语之一。按离岸价进行的交易，买方负责派船接运货物，卖方应在合同规定的装运港和规定的期限内将货物装上买方指定的船只，并及时通知买方。货物在装船时越过船舷，风险即由卖方转移至买方。CFR成本加运费(COSTANDFREIGHT)CFR/CNF是COSTANDFREIGHT三个单词的其中一个字母组合而成,中文意思为成本加运费,指定目的港是指卖方必须在合同规定的装运期内，在装运港将货物交至运往指定目的港的船上，负担货物的一切费用和货物灭失或损坏的风险，并负责租船或订舱，支付抵达目的港的正常运费。CIFCostInsuranceandFreight（成本、保险费加运费)

这一价格术语习惯上又称为“到岸价格”，按照国际贸易惯例的一般解释，在C.I.F.条件下，买卖双方的责任如下：

卖方责任：(1)负责租船或订舱，在合同规定的装运港期限内，将货物装上船并支付到目的港的运费，装船后通知买方；(2)负责货物装上船以前的一切费用和风险；(3)负责办理保险，支付保险费；(4)负责办理出口手续，提供出口国政府或有关方面签发的证件；(5)负责提供有关货运单据，包括正式的保险单据。

买方责任：(1)负担货物装上船以后的一切费用和风险；(2)接受卖方提供的有关货运单据，并按合同规定支付货款；(3)办理在目的港收货的进口手续。LetterofCredit，L/C信用证（LetterofCredit，L/C），是指开证银行应申请人的要求并按其指示向第三方开立的载有一定金额的，在一定的期限内凭符合规定的单据付款的书面保证文件。信用证是国际贸易中最主要、最常用的支付方式。D/P即是DocumentsagainstPayment付款交单，分为即期和远期两种。即期交单（D/PSight）指出口方开具即期汇票，由代收行向进口方提示，进口方见票后即须付款，货款付清时，进口方取得货运单据。远期交单（D/Paftersightorafterdate),指出口方开具远期汇票，由代收行向进口方提示，经进口方承兑后，于汇票到期日或汇票到期日以前，进口方付款赎单。PatternsandSubstitutions1.WevisitedyourstandattheCantonFairandarenowwritingyoutoinquireaboutyoursilkneckties.我们参观了你方设在广交会上的展位，现特致函向你方询问有关丝制领带的情况。UsefulSentencePatterns1.Wouldyouplease/Couldyouplease/Willyouplease…?2.Weareinterestedin/Weareinthemarketfor…/Wewouldliketo3.Wewillappreciateitverymuchif…UsefulExpressionsCantonFair:China’s(Spring/Autumn)ExportCommoditiesFair广交会：中国（春季/秋季）出口商品交易会PatternsandSubstitutions2.Weareinterestedin/inthemarketfor/potentialbuyersof/consideringbuying/readytopurchaseyourmen’sshirtsdisplayedinyourshowroom.我们对你方货品展览室里陈列的男式衬衫很感兴趣。PatternsandSubstitutions3.YouradvertisementinthelatestissueofChinaForeignTradeinterestsus,andwewouldliketoreceivefulldetailsofyourcommodities.我们对贵方在最新一期《中国对外贸易》上所刊登的广告很感兴趣，并希望得知该商品的详细情况。PatternsandSubstitutions4.Pleasesendusfivecopiesofyourlatestcataloguesatyourearliestconvenience.请尽早寄来最新目录5份。PatternsandSubstitutions5.Perhapsatthesametimeyoucouldquoteusyourlowest/best/prevailing/competitivepricesfortheabove-mentionedgoods.也许与此同时你方能报给我们上述商品的最低价。PatternsandSubstitutions6.Wewouldalsoliketoknowyourtermsofpayment.我们还想了解你方的支付条件。PatternsandSubstitutions7.YourproductsareofgreatinteresttooneofourclientsinTianjin,whowishestohaveyourquotationsfortheitemsspecifiedbelow.我们一位天津的客户对你方的产品很感兴趣，并希望了解下列项目的报价。PatternsandSubstitutions8.Iftermsanddeliverydatearesatisfactory,weshouldexpecttoplaceregular/trial/large/considerable/substantialorderswithyou.如果交易条件和交货日期合意的话，相信我们会定期向你方订货。PatternsandSubstitutions9.Pleaseadviseifyouareabletooffer/provide/supply/furnishthisproductandincludeleadtime,packagingandpriceFOBChinaportandCIFChicago.请告知你方是否能供应这种商品，包括订货与交货之间的时间、包装、FOB中国港口和CIF芝加哥的价格。TranslatetheinquiryintoEnglish敬启者：

纽约的琼斯•史密斯公司告知我们，你们是各类棉布床单和枕套的出口商。请你寄给我们各种产品的详细资料，包括型号、颜色和价格以及所用各种品质原料的样品。我们是本地最大的纺织品经销商。相信所提到的这种产品如在我地定价适当市场将会看好。报价时，请说明你方的支付条件和就每种商品购买量不少于100打所能给予的折扣。所报的价格应包括保险和到利物浦的运费。诚挚问候。SampleversionDearSirs,MessrsJohns&SmithofNewYorkinformusthatyouareexportersofallcottonbed-sheetsandpillowcases.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,colorsandprices,aswellassamplesofthedifferentqualitiesofmaterialused.WearethelargestdealerintextilesSampleversionpage2hereandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthiskindmentionedWhenquoting,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchasesofquantitiesofnotlessthan100dozenofindividualitems.PricequotedshouldincludeinsuranceandfreighttoLiverpool.Yoursfaithfully,Messrs收货人

MessieursMessrs后面的是写公司的具体名称和地址。是尊称的

M/S在一般情况下是法语Messrs.的缩写,其后可直接跟公司名或姓氏,但它有时也可表示Motorship.从上述语意理解起来应取前意,即以Messrs.表示对对方的尊称Chapter4

RepliesDirectplanforwritingareply1.Expressthanksforreceivingtheinquiry.2.Supplyalltheinformationconcerningthematter,andreferbothtoenclosuresandtosamples,cataloguesandotheritemsbeingsentbyseparatepost.3.Provideadditionalinformation,suchasmarketquotationandmarketabilityofthegoodsconcerned,inordertoattracttheprospects.4.Finishtheletterwithhopebyencouragingcustomerstoplaceordersbutnotforcethemto.Guidelinesforreplyingtoaroutinerequest1.Beginwiththeanswerorstatethatyouarecomplyingwiththerequest.2.Showthanksorsincereinterestintherequestandtheperson.3.Presentthemostimportantinformationinapositiveway.4.Focusonthereader’sbenefitsassociatedwiththeinformation.5.Provideadditionalhelpfulinformationandtellthereaderwhatactionsyouwilltakeforhimorher.6.Endtheletterwithconfidenceandcourtesy.PatternsandSubstitutions1.Wehavereceived/areinreceiptof/acknowledge/wishtothankyouforyourinquirydatedMarch20,2006.我们收到了你方2006年3月20日的询盘。PatternsandSubstitutions2.Weareenclosing/mailingtoyou/sendingyouwiththisletter/attachingtothisletterourillustratedcatalogueandexportprices.

随函附寄给贵方我们的产品插图目录及出口报价单。PatternsandSubstitutions3.Wearepleasedtoforwardyouthesamplesofourproductswiththeirquotationsanddiscountsforyourreference.很高兴寄去我们产品的样品、价格和折扣率，供你方参考。PatternsandSubstitutions4.Weshallmakedeliveryofthegoodsuponreceiptof/immediatelyafterwereceive/assoonaswehave/shortlyafterwereceive/oncewereceiveyourorder.一旦收到你方订单，我们将立即发货。PatternsandSubstitutions5.PleasenotethatwecanonlyacceptpaymentbyL/Cinourbusinessdealingswithdevelopingcountries.请注意，我们与发展中国家做生意时只接受信用证付款方式。PatternsandSubstitutions6.Inreplyto/Inresponseto/Withrespectto/WithreferencetoyourletterdatedOctober17inquiringaboutour“Zhonghua”pencils,wearesendingyouthesamplesyourequestedunderseparatecover.复你方10月17日询问我“中华”牌铅笔的函，我们将另寄去你方所需的样品。PatternsandSubstitutions7.Wehavetheproductsoffinematerialsandhighcraftsmanshipandshallbereadytogrant/give/allow/makeyoua20%specialdiscountforaquantityofmorethan100dozen.我们的产品原料优良，加工精细。如果订货超过100打，我们愿给你方20%的特别折扣。Homework:translationpractice敬启者：感谢你公司8月1日寄来的询价单，该函及所附的样品均已收悉。根据对该样品检验的结果，我们向你公司保证，我公司能够制造与该样品相同型号与品质的产品。基于你公司每年100000双的需求量，我报盘如下：价格：CIF大连每双25美元包装：塑料袋，外包装纸板箱Homework(continued)支付：即期的不可撤销的保兑信用证交货：收到订单后的90天内，即11、

12月船期我们可向你公司保证，此种价格是基于上述数量的最低价。其他技术性事项可参阅我公司的商品手册。希望尽早收到你方订单。诚挚问候。附件：商品手册一本SampleVersionPage1DearSirs,Wehavereceivedyoure