商务英语写作 chapter 3

Chapter3

Sales-relatedInquiriesandReplies商务英语写作>>UnitThreeEnquiriesObjectivesTolearnwaysofmakinganinquiry.Tolearnusefultermsandexpressionsformakinginquiries.Topracticewritinglettersofinquiry.ProceduresofbusinesstransactionWhatisaninquiry?Ininternationaltrade,inquiriesareusuallymadebythebuyerstogetinformationaboutthegoodstobeordered.商务英语写作>>UnitThreeEnquiries介绍如果一个商人想购买某种商品，他就会发出询问，以获得服务或相关该商品的相关信息。这种情况下，他就是一个买者或可能成为买者。有些公司就是通过写询问函来开始他们的业务的。询问可通过书信、传真、电子邮件、电话或面对面进行。询问意味着买方愿意与卖方做生意。thenameofgoodsqualityquantitytermsofpricetermsofpaymenttimeofshipmentpackingmethods,etc.Ifpossible,tellthereaderwhereyoulearntofhiscompanyoritsproducts.Generallyaninquiryincludesmanyparts:商务英语写作>>UnitThreeEnquiriesUsefulInformation商务英语写作>>UnitThreeEnquiries写作规则

在发出询问时，确保将自己的意思表达清晰以避免获得错误的信息。通常情况询问包括以下几个部分：商品名、质量、数量、价格条款、支付条款、装运时间、包装方式，等等。如果可能的话，告诉对方你是从哪里获得有关其公司及产品信息的。在写询问函时要表示出你的礼貌来，用诸如“请”或“不禁感激”等词语表述。GeneralPlanforDirectOrder1.Begindirectlywiththeobjective,indicatingageneralinquiryaboutproducts.2.Includespecificrequestsorquestionsabouttheproductsorservices.3.Ifanumberofquestionsareinvolved,listthequestionsbynumbersorbullets,orleavespacebetweenquestions.4.Endwithgoodwillwordsadaptedtoeachparticularsituation.UsefulSentencePatternsp49-501.Wouldyouplease/Couldyouplease/Willyouplease…?2.Weareinterestedin/Weareinthemarketfor…3.Wewillappreciateitverymuchif…PatternsandSubstitutions1.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。PatternsandSubstitutions2.YouradvertisementinthelatestissueofChinaForeignTrade

interestsus,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。PatternsandSubstitutions3.Pleasesendusfivecopiesofyourlatestcataloguesatyourearliestconvenience.请尽早寄来最新目录5份。PatternsandSubstitutions4.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。PatternsandSubstitutions5.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。PatternsandSubstitutions6.Pleaseadviseifyouareabletoofferthisproduct,packagingandpriceFOBChinaportandCIFChicago.请告知你方是否能供应这种商品，包括包装、FOB中国港口和CIF芝加哥的价格。MoreSamplesOn45ExerciseExerciseII–Aonpage52ReachedItemsMarketableSamplesAdviseRemitMailExpectExerciseIIIonpage53Rearrangetheordertomakeitacompleteinquiry.dbafecExercise1onpage51DiscusswithyourclassmateswhetherthereareanyproblemsinthefollowingletterA.Dearsir:Iamveryinterestedinyourdisplayofstainless-steelcutleryafterIvisitedyourstandattheParisTradeExhibitionlastmonth.Iwouldbegratefulifyoucouldsendmeyourcatalogueofthisproductsandyourpricelist.Wouldyoualsosendmeaquotationformildsteelsheet,CIFShanghai?Pleaseletmeknowyourtermsofpaymentandthetimerequiredfordeliveryafterreceivetheorder.Iftermsanddeliverytimearesatisfactory,wearehopingtoplaceregularorderswithyou.

RepliesOffersProceduresofbusinesstransactionInquiry询盘Offer报盘、报价Counter-offer还盘Acceptance接受Signthecontract签合同Whatisoffer/reply?Anofferistheseller’spromisetosupplygoodsonstipulatedterms(协定的条款).Anoffercanbemadeinreplytoaninquiryormadevoluntarilywithaviewtoexpandingbusiness.商务英语写作>>UnitfourOffersandCounterOffers介绍报盘，就是卖方为签署合同而向买方提出的一种建议。收到报盘后，买家应予以答复。他可接受或拒绝此报盘。如买家认为报盘中任何条件无法接受，可提出还盘(counter-offer)，就价格、包装、数量或交货日期提出异议，并提出己方条件。卖方对此还盘可进行再次还盘。TypesofofferAfirmoffer(实盘)isadefinitepromisetosellgoodsatfixedpricewithinastatedperiodoftime.Anon-firmoffer(虚盘)isanofferwithoutengagement.Thedetailsofoffermaychangeincertainsituations.Inthiscase,itissubjectto(以…为准)confirmationbythesellerafterbeingacceptedbythebuyer.(此报盘须得到卖方最后确认为准)Anefficientofferwillinclude:AnexpressionofthanksfortheinquiryNameofgoods,qualityorspecification,quantity,detailsofprices,discounts,termsofpayment,timeofshipmentandpackingconditionssoastoenablethebuyertomakeadecisionAbriefintroductiontothegoodsAnexpressionofhopesforanorder商务英语写作>>UnitfourOffersandCounterOffers写作规则

在写商业书信时长期合作的老客户询价时，发盘可相当简要，做到礼貌直接即可。一份令人满意的报价单应包括：

对询盘表示感谢；

商品名称、质量、数量及规格；

详细说明价格及价格所包含的内容；

说明付款条款；

装运期、交货时间和包装情况；

报价的有效期(如是实盘)；

结尾表示希望该报价对方能接受UsefulSentencePatternsp50-511.Weacknowledgewiththanksthereceiptof…2.Thankyouforyourinquiryof…(date)3.Asrequested,wearesubmittingourquotation/sendingyouourcatalogue.4.Wearecertain…PatternsandSubstitutions1.Wehavereceived/areinreceiptof/acknowledge/wishtothankyouforyourinquirydatedMarch20,2015.你方2015年3月20日的询盘已收悉。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.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。MoresamplesOn46SampleReplyDearSirs,WeareinreceiptofyourletterdatedMarch22and,asrequested,areairmailingyou,underseparatecover,onecatalogueandtwosamplebooksforyourPrintedShirting.Wehopetheywillreachyouinduecourseandwillhelpyouinmakingyourselection.敬启者：

3月22日函已收悉，根据请求现另封航寄我印花细布的目录本一册和样本二册，希望贵方收到后有助于选货。Inordertostartaconcretetransactionbetweenus,wetakepleasureinmakingyouaspecialoffer,subjecttoourfinalconfirmation,asfollows:为在我们之间开始具体业务，现特作出下列优惠报盘，以我方确认为准：Art.:No.81000PrintedShirtingDesign:No.72435-2ASpecifications:30X36Quantity:18,000yardsPacking:Inbalesorinwoodencases,atseller’soptionPrice:USDollar200peryardC.I.F.Lagos商品：81000号印花细布花色：第72435-2A号规格：30X36数量：18000码包装：打包或装木箱，由卖方选择价格：每码200美元，成本加保险费运费到拉各斯价Shipment:Tobemadeinthreeequalmonthlyinstallments,beginningfromJune2014Payment:Byconfirmed,irrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment交货：由2014年6月分三个月三次平均装运付款：装船前30天开出保兑的不可撤销的信用证见票即付Wetrusttheabovewillbeacceptabletoyouandawaitwithkeeninterestyourtrialorder.Yoursfaithfully,希望以上能为贵方所接受，等待贵方来试订。谨上ExerciseMatchingInquiryOfferNegotiationNon-firmofferSpecificinquiryFirmofferCommissionTrialorderInvoice谈判试订单具体询盘报盘发票实盘佣金询盘虚盘ExerciseIBonpage51Pointouttheprob