商务英语写作 3 询盘与回复

BUSINESSWRITING

商务英语写作

CourseOutline2/1/20231TextBook《商务英语写作》胡英坤车丽娟主编外语教学与研究出版社2/1/20232Contents1AnOverviewofBusinessWriting2StructureandStyleofBusinessLetters3Sales-relatedInquiries

andReplies4OrdersandConfirmationLetters5LettersaboutShipment商务信函的结构与格式商务写作概述

询盘与回复函订单与确认函装运函2/1/202336LettersAboutPaymentandSettlementofAccounts7RoutineClaimsandAdjustment8PersuasiveClaimsandRefusals9SalesLetters10InvitationandThank-youLetters付款与结帐函日常投诉与理赔

邀请函与感谢信

销售函

说服性索赔与拒绝函2/1/2023411LettersofApologyandCongratulation12NoticeandAnnouncement13MemosandMinutes14Preparingresumes15LettersofApplication道歉信与祝贺信通知与通告备忘录与会议记录准备简历申请信2/1/2023516LettersofRecommendation17Proposals18OrganizingandPreparingReports19Questionnaires20BusinessAgreements意向书商务协议调查问卷推荐信报告2/1/20236

CommunicationisaBridge.BUSINESSWRITING

商务英语写作Chapter3

Sales-relatedInquiries

andReplies询盘与回复函

2/1/20237Sales–relatedinquiresLettersseekinginformationfallintotwobroadcategories:generalinquiriesandsales-relatedinquires.Inthischapter,weonlydiscusssales–relatedinquireswhicharewritteninregardtoaproductoraservicepurchased/soldorbeingconsideredforpurchase/sale.Inordertoobtainasatisfactoryresponse,thewriterofsuchinquiryshouldstatehis/herrequestspecificallyandcourteously.Becausebusinessesusuallybenefitfromsuchcorrespondence,youcanwritesales-relatedinquiriesindirectorder.2/1/20238Begindirectlywiththeobjective,indicatingageneralinquiryaboutproductsorservice.Includespecificrequestsorquestionsabouttheproductsorservices.Ifanumberofquestionsorrequestsareinvolved,listthembynumbersorbullets,orleavespacebetweenthem.Endwithgoodwillwordsadaptedtoeachparticularsituation.Thegeneralplanforsales-relatedinquiries:

2/1/20239RepliestoSales-relatedInquiriesAlmostallthebusinesspeopleknowthateveryinquirytheyanswer(whetherobviouslysales-relatedornot)maycarrytheseedoffuturebusiness.Inquirerswhoarenotthemselvescustomersorpotentialcustomersmaybeinapositiontoinfluenceotherstobuy.Thewriter’sfirstobjective,therefore,istobuildgoodwill.Hissecondobjectiveistoinfluencethesale,iftheinquiryopensuptheopportunityforneworadditionalbusiness.Thesuccessofbothobjectivesdependslargelyonyouradherencetotheseprinciples:2/1/202310AnswerPromptly.ReplyCourteously.RespondCompletely.ProvideAdditionalInformation.FollowuptheAnswer.Principlesforsales-relatedreplies2/1/202311Thegeneralplanforsales-relatedrepliesisasfollows:

1.Beginbycourteouslyindicatingthatyouareansweringhis/herrequestsaboutproductsorservices,identifyingthecorrespondencebeinganswered(incidentallyorinasubjectline)2.Expressinterestintherequest.3.Ifpossible,answerallquestionsandrequests,preferablyintheorderposed.4.Includeanynecessarydetailsthatthereadermayneedtoknowaboutproductsorservices.5.Usesalesopportunitieswhenappropriate.5.5.Considerincludingextras(e.g.usingresalematerialtoencouragethereadertobuy.)6.Expressgoodwillortakeanoptimisticlookintothefuture.2/1/202312Thefollowingtwolettersarewrittenaccordingtothewritingprinciplesmentionedabove.Readthemandtrytofigureouthowthewritingprinciplesareapplied.Thequestionsafterthemmighthelpyouaccomplishthetask.2/1/202313AninquiryaboutbathroomfittingsDearSirs:WouldyoukindlysendusdetailsofyourbathroomfittingswhichyouadvertisedinBusinessWeekOctober11?Pleasequoteusalltheitemslistedintheenclosedinquiryform,givingyourpricesCIFShanghai.Willyoupleasealsoindicatedeliverytime,yourtermsofpaymentanddiscountdetailsforregularpurchasesLETTER12/1/202314andlargeorders?Ourannualrequirementsforbathroomfittingsareconsiderable,andwemaybeabletoplacesubstantialorderswith'youifyourpricesarecompetitiveandyourdeliveryisprompt.Weareexpectingyourquotation.Yoursfaithfully,

TomZhangTomZhang2/1/202315AreplytotheinquiryaboutbathroomfittingsDearMr.ZhangThanksforyourinquiryaboutourbathroomfittings,andasrequested,wearesendingyouacopyofourillustratedcatalog,togetherwithourlatestpricelist(underseparatecover)fortheitemsyoulistedintheinquiryform.Detailsofourconditionsofsaleandtermsofpaymentarestatedtherein.LETTER22/1/202316

Usually,goodswillbereadythreeweeksafterwehavegottheorder.Ourcustomersdogetdiscountsforregularlargeorders.Butthediscountrateforeachdealwilldependonthequantityandtermsofpaymenttobeused.Wewillassureyouthatyouwillbeprovidedwithbathroomfittingsexcellentinqualityandreasonableinprice.Welookforwardtothepleasureofyourtrialorder.Yourssincerely,

MaryWangMaryWang2/1/202317InquiryaboutzincsheetsDearSirs:WillyoupleasesendusyourlatestcatalogueandofferusthebestpricesbasedonFOBHamburgandC.I.F.Shanghai.WeknowthatyouareamanufacturerofvariousZincSheetsthroughtherecommendationoftheChamberofCommerceinHamburg.Withmorethanthirtyyears'experienceinimportingandselling,ourcompanyhasownedtheSAMPLE12/1/202318foremostpositioninthislineinChina.Wehaveverygoodsaleschannelsanddistributorsineachplace,andalsohavemorethan50salesmenwithprofessionalexperience.Itwillbeinthebestinterestofbothpartiestosetupbusinessrelations.Weappreciateyourearlyreply.Sincerelyyours,2/1/202319AninquiryaboutbedsheetsandpillowcasesDearMs.Smith:Youradvertisementforcottonsheetsandpillowcasesattractsourattention.Wouldyoupleasesendusdetailsofyourproducts,includingsizes,colorsandprices(FOBLiverpool)andalsoindicatethedifferentqualitiesofmaterialsused?Whenquoting,pleasestateyourtermsofpaymentsanddiscountsthatyouwouldallowonpurchaseofnolessthan100dozenofindividualitems.Wealsopreferthatyousendussamplesofeachcategorybyair-mailsoastoenableustomakeasounddecision.SAMPLE22/1/202320AswearealargedealerintextilesintheUSandthereisapromisingmarketinourareaformoderatelypricedbedclothing,yourpromptattentionwillbringyouabigbusinesswithus.Bestwishes,

JamesLiuJamesLiuSalesManager2/1/202321AresponsetoaninquiryforautopartsDearMs.Allison:ThanksforyourletterdatedDecember20,2004,expressingyourinterestinourAutoParts.Enclosedpleasefindourlatestcatalogue,pricelistandabookletregardingournewlineofpartsforyourconsideration.Youwillgetaspecialdiscountof5%ifyouplaceanorderover5,000sets.Sinceweareawell-experiencedandspecializedmakerSAMPLE32/1/202322andexporterinthislineinChina,wewillbeabletoofferyouthetop-qualityproductsatlowprices.Duetotheincreasingdemandforthepartsinthemarket,wewillbeforcedtoraiseourpriceinthenearfuture.WesuggestyouorderwithusbeforeMarch2005.Wehopeyougiveusthechancetoprovideyouwithourbestqualityproducts.Sincerelyyours,2/1/202323AreplytoaninquiryaboutwatchesDearMr.Emerson:ThankyouforyourinquiryofSeptember20.Wearestillmakingwatchesofthetypereferredtoandwelcometheprospectofyourrenewedcustom.Owingtotheincreaseddemandforthem,wecannowofferthesewatchesinawiderrangethanwhenyouplacedyourlastorder.Forquantityofnolessthanadozenofeachtypeourprices,CIFHuston,arefrom$90perdozenfortheSAMPLE42/1/202324"Popular"to$240perdozenforthe"Aristocrat".Thesepricesaresubjecttoatradediscountof40%ontheexworkscosts.Theenclosedbookletcontainsdetailsofallourwatchesandwillenableyoutomakeasuitableselection.Faralltypeswecanpromisedeliverywellwithintheperiodoffourweeksmentionedinyourletter.Sincerely,LilyShen2/1/202325Aninquiryaboutlight-weightraincoatsDearSirs:Wehavegotyourcatalogandareinterestedinbuyinglight-weightraincoatsfromyou.Pleasesendusthelatestpricelist.We'dliketoknowifyoucanoffersomediscountifweplaceregularorderswithyou.Wearelookingforwardtoyourreply.Yoursfaithfully,

JohnSmithJohnSmithSAMPLECONTRAST12/1/202326Aninquiryaboutlight-weightraincoatsDearSirs:Yourcatalogshavearousedourcustomers'stronginterest.Recentlywehavereceivedanumberofrequestsforyourlightweightraincoats.Wehavegoodreasonstobelievethatwecouldplaceregularorderswithyouprovidedyourpricesarecompetitive.Fromthedescriptioninyourcatalog,wefeelthatyourrangeistheonemost,suitableforourareaandshouldbegladifyouwouldsendusyourquotationformen'sandwomen'scoats,inbothsmalland22/1/202327mediumsizes,deliveredCIFShanghai.Ifpricesarerightweshouldplaceafirstorderfor400raincoats.Shipmentwouldberequiredwithinthreeweeksoforder.Wewouldparticularlystresstheimportanceofpricesincetheprincipalmarkethereisformass-producedgoodsatpopularprices.Yoursfaithfully,

JohnSmithJohnSmith2/1/202328Areplytotheinquiryaboutlight-weightraincoatsDearMr.Smith:Wehavegotyourletterinquiringaboutourlight-weightraincoats.Asyoumayhavefoundinthecatalogwehavegotadozentypesoflight-weightraincoats.ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows:men'sinsmallsize,$2.75foreach;men'sinmediumsize,$3foreach;women'sinsmallsize,$2.25foreach;andwomen'sinmediumsize,$2.50foreach.SAMPLECONTRAST12/1/202329ShipmentwillbeeffectedwithinthreetofourweeksafterwehavereceivedL/C.Lookingforwardtohearingfromyousoon.Yourstruly,ThomasHanson2/1/202330Areplytotheinquiryaboutlight-weightraincoatsDearMr.Smith:Thankyouforyourinquiryaboutourraincoats.Ourrangeisparticularlysuitableforwarmclimateandduringthepastyearswehavehadrepeatedordersfromdealersinseveraltropicalandsubtropicalregions.ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows:

100men'ssmall$2.75each$275

100men'smedium$3each$300

100women'ssmall$2.25each$225

100women'smedium$2.50each$25022/1/202331

ShipmentwillbeeffectedwithinthreetofourweeksafterwehavereceivedL/C.Wefeelyoumaybeinterestedinsomeofourotherproducts,soweenclosedescriptivebookletsandasupplyofsalesliteratureforusewithyourcustomers.Welookforwardtoreceivingyourorder.Yourstruly,

ThomasHansonThomasHanson2/1/202332Whatisaninquiry?Ininternationaltrade,inquiriesareusuallymadebythebuyerstogetinformationaboutthegoodstobeordered.2/1/202333Generallyadetailedinquiryincludesmanyparts:1.thenameanddescriptionsofcommodity;2.qualityorspecifications;3.quantity;4.termsofprice(FOB,CFR,CIF,etc.)5.termsofpayment(byL/C,D/P,etc.)6.timeofshipment;7.packingmethod;…2/1/202334PatternsandSubstitutions1.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。2/1/202335UsefulSentencePatterns1.Wouldyouplease/Couldyouplease/Willyouplease…?2.Weareinterestedin/Weareinthemarketfor…/Wewouldliketo3.Wewillappreciateitverymuchif…2/1/202336UsefulExpressions

CantonFair:China’s(Spring/Autumn)ExportCommoditiesFair广交会：中国（春季/秋季）出口商品交易会2/1/202337PatternsandSubstitutions2.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。2/1/202338PatternsandSubstitutions3.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。2/1/202339PatternsandSubstitutions4.Pleasesendusfivecopiesofyourlatestcataloguesatyourearliestconvenience.请尽早寄来最新目录5份。2/1/202340PatternsandSubstitutions5.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。2/1/202341PatternsandSubstitutions6.Wewouldalsoliketoknowyourtermsofpayment.我们还想了解你方的支付条件。2/1/202342PatternsandSubstitutions7.YourproductsareofgreatinteresttooneofourclientsinTianjin,whowishestohaveyourquotations/samples/price-list/illustratedcataloguesfortheitemsspecifiedbelow.我们一位天津的客户对你方的产品很感兴趣，并盼按下列项目报价。2/1/202343PatternsandSubstitutions8.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。2/1/202344PatternsandSubstitutions9.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。2/1/202345TranslatetheinquiryintoEnglish

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。个2/1/202346SampleversionDearSirs,MessrsJohns&SmithofNewYorkinformusthatyouareexportersofallcottonbed-sheetsandpillowcases.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,colorsandprices,aswellassamplesofthedifferentqualitiesofmaterialused.2/1/202347Sampleversionpage2Wearethelargestdealerintextileshereandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthiskindmentioned.Whenquoting,pleasestateyourtermsofpaymentanddiscountyou2/1/202348Sampleversionpage3wouldallowonpurchasesofquantitiesofnotlessthan100dozenofindividualitems.PricequotedshouldincludeinsuranceandfreighttoLiverpool.

Yoursfaithfully,2/1/202349PatternsandSubstitutions1.Wehavereceived/areinreceiptof/acknowledge/wishtothankyouforyourinquirydatedMarch20,2006.我们收到了你方2005年3月20日的询盘。2/1/202350PatternsandSubstitutions2.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。2/1/202351PatternsandSubstitutions3.Wearepleasedtoforwardyouthesamplesofourproductswiththeirquotationsanddiscountsforyourreference.很高兴寄去我们产品的样品、价格和折扣率，供你方参考。2/1/202352PatternsandSubstitutions4.Weshallmakedeliveryofthegoodsuponreceiptof/immediatelyafterwereceive/assoonaswehave/shortlyafterwereceive/oncewereceiveyourorder.一旦收到你方订单，我们将立即发货。2/1/202353PatternsandSubstitutions5.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。2/1/202354PatternsandSubstitutions6.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。2/1/202355Patternsand