商务英语写作-3-询盘与回复

卢宗聪沈宏方凯迪1

CommunicationisaBridge.BUSINESSWRITING

商务英语写作Chapter3

Sales-relatedInquiries

andReplies询盘与回复函

2023/2/12Sales–relatedinquiresLettersseekinginformationfallintotwobroadcategories:generalinquiriesandsales-relatedinquires.Inthischapter,weonlydiscusssales–relatedinquireswhicharewritteninregardtoaproductoraservicepurchased/soldorbeingconsideredforpurchase/sale.Inordertoobtainasatisfactoryresponse,thewriterofsuchinquiryshouldstatehis/herrequestspecificallyandcourteously.Becausebusinessesusuallybenefitfromsuchcorrespondence,youcanwritesales-relatedinquiriesindirectorder.Part12023/2/13Begindirectlywiththeobjective,indicatingageneralinquiryaboutproductsorservice.Includespecificrequestsorquestionsabouttheproductsorservices.Ifanumberofquestionsorrequestsareinvolved,listthembynumbersorbullets,orleavespacebetweenthem.Endwithgoodwillwordsadaptedtoeachparticularsituation.Thegeneralplanforsales-relatedinquiries:

2023/2/14RepliestoSales-relatedInquiriesAlmostallthebusinesspeopleknowthateveryinquirytheyanswer(whetherobviouslysales-relatedornot)maycarrytheseedoffuturebusiness.Inquirerswhoarenotthemselvescustomersorpotentialcustomersmaybeinapositiontoinfluenceotherstobuy.Thewriter’sfirstobjective,therefore,istobuildgoodwill.Hissecondobjectiveistoinfluencethesale,iftheinquiryopensuptheopportunityforneworadditionalbusiness.Thesuccessofbothobjectivesdependslargelyonyouradherencetotheseprinciples:2023/2/15AnswerPromptly.ReplyCourteously.RespondCompletely.ProvideAdditionalInformation.FollowuptheAnswer.Principlesforsales-relatedreplies2023/2/16Thegeneralplanforsales-relatedrepliesisasfollows:

1.Beginbycourteouslyindicatingthatyouareansweringhis/herrequestsaboutproductsorservices,identifyingthecorrespondencebeinganswered(incidentallyorinasubjectline)2.Expressinterestintherequest.3.Ifpossible,answerallquestionsandrequests,preferablyintheorderposed.4.Includeanynecessarydetailsthatthereadermayneedtoknowaboutproductsorservices.5.Usesalesopportunitieswhenappropriate.5.5.Considerincludingextras(e.g.usingresalematerialtoencouragethereadertobuy.)6.Expressgoodwillortakeanoptimisticlookintothefuture.2023/2/17Thefollowingtwolettersarewrittenaccordingtothewritingprinciplesmentionedabove.Readthemandtrytofigureouthowthewritingprinciplesareapplied.Thequestionsafterthemmighthelpyouaccomplishthetask.2023/2/18AninquiryaboutbathroomfittingsDearSirs:WouldyoukindlysendusdetailsofyourbathroomfittingswhichyouadvertisedinBusinessWeekOctober11?Pleasequoteusalltheitemslistedintheenclosedinquiryform,givingyourpricesCIFShanghai.Willyoupleasealsoindicatedeliverytime,yourtermsofpaymentanddiscountdetailsforregularpurchasesLETTER12023/2/19andlargeorders?Ourannualrequirementsforbathroomfittingsareconsiderable,andwemaybeabletoplacesubstantialorderswith'youifyourpricesarecompetitiveandyourdeliveryisprompt.Weareexpectingyourquotation.Yoursfaithfully,

TomZhangTomZhang2023/2/110AreplytotheinquiryaboutbathroomfittingsDearMr.ZhangThanksforyourinquiryaboutourbathroomfittings,andasrequested,wearesendingyouacopyofourillustratedcatalog,togetherwithourlatestpricelist(underseparatecover)fortheitemsyoulistedintheinquiryform.Detailsofourconditionsofsaleandtermsofpaymentarestatedtherein.LETTER22023/2/111

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

MaryWangMaryWangQuestionsP431Dothelettersusedirectorderorindirectorder?2Howdoesthefirstparagraphineachletterbegin?3Doeseachletterincludenecessaryexplanationsaboutitspurpose?…………2023/2/112询盘用语Part21、询盘Enquiry2、具体询盘SpecificEnquiry3、一般询盘GeneralEnquiry4、询价单EnquirySheet5、报价Quotation6、佣金Commission7、折扣Discount8、递价Bid9、折让Allowance10、订单Order11、试订单TrialOrder12、欧洲主要港口EropeanMainPorts(EMS)13、净价NetPrice14、商标TradeMark15、品牌Brand16、规格Specification17、尺码Size18、存货Stock19、批发商Wholesalers20、零售商Retailers21、分销商Distributors22、毛利GrossProfit23、式样Style24、设计Design25、模型Model26、花样PatternCompanyLogoP43

therein=inthat

是商业信件、公文等正式文件中常用的副词，

做状语。类似结构的词有很多，各有不同的意思，

如下所示：

herein=inthis herewith:=withthis在此 hereby=bythis thereby=bythat hereof=ofthis thereof=ofthat hereafter=afterthis thereafter=afterthat hereto=tothis thereto=tothat herefrom=fromthis therefrom=fromthat hereinafter=inthisandafterthis

你没必要都去记，只明白其含义即可。其中hereby较常用，要学会使用。

SampleAnalysisSample2Sample42023/2/1162023/2/117AninquiryaboutbedsheetsandpillowcasesDearMs.Smith:Youradvertisementforcottonsheetsandpillowcasesattractsourattention.Wouldyoupleasesendusdetailsofyourproducts,includingsizes,colorsandprices(FOBLiverpool)andalsoindicatethedifferentqualitiesofmaterialsused?Whenquoting,pleasestateyourtermsofpaymentsanddiscountsthatyouwouldallowonpurchaseofnolessthan100dozenofindividualitems.Wealsopreferthatyousendussamplesofeachcategorybyair-mailsoastoenableustomakeasounddecision.SAMPLE22023/2/118AswearealargedealerintextilesintheUSandthereisapromisingmarketinourareaformoderatelypricedbedclothing,yourpromptattentionwillbringyouabigbusinesswithus.Bestwishes,

JamesLiuJamesLiuSalesManager2023/2/119AreplytoaninquiryaboutwatchesDearMr.Emerson:ThankyouforyourinquiryofSeptember20.Wearestillmakingwatchesofthetypereferredtoandwelcometheprospectofyourrenewedcustom.Owingtotheincreaseddemandforthem,wecannowofferthesewatchesinawiderrangethanwhenyouplacedyourlastorder.Forquantityofnolessthanadozenofeachtypeourprices,CIFHuston,arefrom$90perdozenfortheSAMPLE42023/2/120"Popular"to$240perdozenforthe"Aristocrat".Thesepricesaresubjecttoatradediscountof40%ontheexworkscosts.Theenclosedbookletcontainsdetailsofallourwatchesandwillenableyoutomakeasuitableselection.Faralltypeswecanpromisedeliverywellwithintheperiodoffourweeksmentionedinyourletter.Sincerely,LilyShenPart3SampleContrastP462023/2/1212023/2/122Aninquiryaboutlight-weightraincoatsDearSirs:Wehavegotyourcatalogandareinterestedinbuyinglight-weightraincoatsfromyou.Pleasesendusthelatestpricelist.We'dliketoknowifyoucanoffersomediscountifweplaceregularorderswithyou.Wearelookingforwardtoyourreply.Yoursfaithfully,

JohnSmithJohnSmith12023/2/123Aninquiryaboutlight-weightraincoatsDearSirs:Yourcatalogshavearousedourcustomers'stronginterest.Recentlywehavereceivedanumberofrequestsforyourlightweightraincoats.Wehavegoodreasonstobelievethatwecouldplaceregularorderswithyouprovidedyourpricesarecompetitive.Fromthedescriptioninyourcatalog,wefeelthatyourrangeistheonemost,suitableforourareaandshouldbegladifyouwouldsendusyourquotationformen'sandwomen'scoats,inbothsmalland22023/2/124mediumsizes,deliveredCIFShanghai.Ifpricesarerightweshouldplaceafirstorderfor400raincoats.Shipmentwouldberequiredwithinthreeweeksoforder.Wewouldparticularlystresstheimportanceofpricesincetheprincipalmarkethereisformass-producedgoodsatpopularprices.Yoursfaithfully,

JohnSmithJohnSmithAnalysisP472023/2/1252023/2/126Areplytotheinquiryaboutlight-weightraincoatsDearMr.Smith:Wehavegotyourletterinquiringaboutourlight-weightraincoats.Asyoumayhavefoundinthecatalogwehavegotadozentypesoflight-weightraincoats.ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows:men'sinsmallsize,$2.75foreach;men'sinmediumsize,$3foreach;women'sinsmallsize,$2.25foreach;andwomen'sinmediumsize,$2.50foreach.SAMPLECONTRASTP4812023/2/127ShipmentwillbeeffectedwithinthreetofourweeksafterwehavereceivedL/C.Lookingforwardtohearingfromyousoon.Yourstruly,ThomasHanson2023/2/128Areplytotheinquiryaboutlight-weightraincoatsDearMr.Smith:Thankyouforyourinquiryaboutourraincoats.Ourrangeisparticularlysuitableforwarmclimateandduringthepastyearswehavehadrepeatedordersfromdealersinseveraltropicalandsubtropicalregions.ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows:

100men'ssmall$2.75each$275

100men'smedium$3each$300

100women'ssmall$2.25each$225

100women'smedium$2.50each$25022023/2/129

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

ThomasHansonThomasHansonAnalysisP492023/2/1302023/2/131Generallyadetailedinquiryincludesmanyparts:1.thenameanddescriptionsofcommodity;2.qualityorspecifications;3.quantity;4.termsofprice(FOB,CFR,CIF,etc.)5.termsofpayment(byL/C,D/P,etc.)6.timeofshipment;7.packingmethod;…UsefulPatternsandSentences句型1：对某产品感兴趣1)WetakeaninterestinvariouskindsofMan’sShirts.我们对各种男式衬衫感兴趣。2)WeareinterestedintheElectronicEnergySavingLamps.我们对节能灯感兴趣。3)Yourtextilesareofinteresttous.我们对你公司的纺织品感兴趣。句型2：要求寄送有关资料1)Weshallbegladifyouwillsendusyoursamples.请给我们寄你公司的样品。2)Weshallappreciateitifyouwillsendusyoursamplesandbrochure.如能寄你们的样品和目录小册子当十分感谢。3)Itwillbeappreciatedifyoucouldsendusyourlatestcataloguesandsamples.请寄来最新的目录和样品为感。句型3：要求报价1)WeshallappreciateifyoucouldmakeusthebestofferforyourChildren’sBicyclesonCIFNewYorkbasis.请报你公司童车的CIF纽约最低价。2)WewillbepleasedifyoucouldquoteusapriceforPrintedShirtingonthebasisofCIFNewYork.如能报印花细布的CIF纽约价当十分感谢。3)Pleasemakeusyourlowestquotationfor500tonsofWalnuts.请报你方500吨核桃的最低价。句型4：其他要求1)Wehavetopointoutthatweintendplacealargewithyouifyourpriceiscompetitive.请注意，如你方价格具有竞争性，我们将大量订购。2)Wehavetodrawyourattentiontothepointthatwewill