新编商务英语：Enquiries Offers

UNIT5Enquiries&OffersAdditionalExpressions41Reading2Listen&Talk11CaseStudy3ContentsListen&Talk

Listening

RolePlayDialogue

Mr.Smithisinquiringaboutthequality,priceofsamplesaftervisitingtheshowroom.Smith:I’mheretodosomemarketsurvey,obtainsamplesandplacesomeordersifpossible.Wang:Wehavesomesamplesinourshowroom.Wouldyouliketohavealookfirst?Smith:Yes,I’dliketo.Wang:Thisway,please.(Aftervisitingtheshowroom)Smith:Thankyou.Asamatteroffact,I’mparticularlyinterestedinyoursilkblouses.Willyougivemeanintroductionofthem?Wang:Asyousee,theyarerich-lookingandbeautiful.Andtheysellwellintheworldmarket.Smith:Wouldyouacceptourordersaccordingtoourdesignsandpatterns?Wang:Yes,iftheorderisasizableone.Smith:Couldyoutellmetheprice?Wang:Here’sourlatestpricelist.ThepricesareFOBTianjin.Andtheyaresubjecttoourfinalconfirmation.Smith:Isee.I’llcomebacktodiscussittosomedetailsafterIstudiedyourpricelist.Wang:Allright.Ifyouhaveanyquestions,pleasefeelfreetocontactmeanytime.ListenandTalkDialogueOneAnEnquiryBrown:MsLi,I’manxioustoknowaboutyouroffer.Li:Well,we’vebeenholdingitforyou,Mr.Brown.Hereitis,1000casesofGreenTea,at$22perkilogram,CIFVancouver.ShipmentwillbeinAugust.Brown:I’mafraidyourpriceistoohigh.Itwillbedifficultforustomakeanysales.Li:I’mrathersurprisedtohearyousaythat,Mr.Brown.Youknowthepriceofgreenteahasgoneupsincelastyear.Ourscomparesfavourablywithwhatyoumightgetelsewhere.Brown:I’mafraidIcan’tagreewithyou.Indiahasjustcomeintothemarketwithaloverprice.Li:Well,everybodyintheteatradeknowsthatChina’sgreenteaisoftopquality.Consideringthequality,Ishouldsaythepriceisreasonable.Brown:Nodoubtyoursifofhighquality,butstill,thereiskeencompetitioninthemarket.Iunderstandsomecountriesareloweringtheirprices.Li:Sofarourteahasstoodthecompetitionwell.Otherclientskeeponbuyingfromus,andfewotherteascancomparewithourseitherforflavourorcolour.Brown:ButIbelievewe’llhaveahardtimeconvincingourclientsatyourprice.Li:Tobefrankwithyou,ifitwerenotforourgoodrelations,wewouldn’tconsidermakingyouafirmofferatthisprice.Brown:Allright.Inordertogetthebusinessdone,Iacceptit.Li:I’mgladthatwe’vesettledtheprice.ListenandTalkDialogueTwoAnOfferA:Welcometoourcompany.Pleasehaveaseat.B:Thanks.

.A:Yes.Wehave

ofthegoods.B:Wouldyouplease

?Ifyourpriceis

,Icanplacetheorder.A:Itdependson

.Our

is90dollarspermetricton.B:Your

isworthconsidering.Whenwouldbe

ifIplaceanorderforthegoods?A:

,wecanshipthegoodsinJuly.B:Thankyouforyourhelp.A：It’smypleasure.ListeningDialogue1AnEnquiryI’dliketoknowifArticleB259isavailablealargestockgivemeaquotation

favorablethequantityyourequestaveragepricequotationtheearliestdeliverydateIfyouplaceyourorderwithusinaweekorsoDialogue2AnOfferA:

.Wouldyoupleaseletusknowaboutyourprice?B:Butcouldyougiveusaroughideaof

?Youknow,thepricevariesaccordingtothequantity.A:Let’ssay,800sets.B:Inthatcase,

.Youwillfindourpriceismostcompetitive.A:Whatareyour

?B:By

atsight.A:Thencouldyoutellmetheearliestpossible

?B:Withinonemonthafteryourletterofcreditreachesus.A:Isyouroffer

or

?B:Ourofferisafirmofferand

for3days.A:Well,thankyouforyouroffer.AfterIthinkitover,I’llgiveyouaphonecalltomorrow.B:Allright.

A:Ihopeso.Good-bye!B:Good-bye!Weareinterestedinyourelectronicbicycle

thequantityyourequire

ourofferisUS$200perset,FOBShanghai.termsofpayment

letterofcredit

timeofshipment

firmwithoutengagement

remainsgood

Ihopewecandobusinesstogetherandlookingforwardtoseeingyouagain.

ListeningRolePlayMr.WhitewantstobuywalnutmeatfromShandongNativeproduceImp.&Exp.Corporation.Mr.Zhang,salesmanagerofthecorporationmeetshim.Practice1Practice2MakeyourAmericanclientsanofferforfancysilks.ReadingperceiveOnenteringhishouse,weatonce~dhimtobeamanoftaste.一进他的房子，立刻感觉到他是个高雅的人。rapportbein~with,incloserelationshiporsympathywith与...关系密切或融洽priority售卖所得将按优先顺序分配。

Theproceedsofthesale(egofthepropertyofabankrupt)willbedistributedaccordingto~.perception（正式用语）感觉，知觉;了解，领悟力，理解力perceptiveadj.有悟性的，有理解力的，与感觉有关的

perceptibleadj.显而易见的，可察觉的utterance清晰（有缺陷，很快）的语调aclear/defective/veryrapidutteranceambiguity让我们把这一段中意义含糊的辞句解说明白。

Let’sclearupthe~inthisparagraph.degenerateHedeniedthattheyoungmenoftodayweredegenerating,egthattheywerebecominglesshard-working,lessintelligent,lesshonest,thanthoseofearliertimes.

他否认这一代的年轻人不如上一代(努力、聪明、诚实)。bluff~sbintodoingsth(leadsbtodosthorbelievesthbydeceivinghim)Theywere~edintosupposingwewereillprepared.

他们受骗以为我们没有好好准备。exaggerateHehasan~dsenseofhisownimportance.他过于自大（自视过高）。You~thedifficulties.你夸大了那些困难。Words&ExpressionsExercises请报给我们5公吨核桃仁FOB上海价。我们对你方的电视机很感兴趣，愿知每台价格是多少。如能供应两千吨玉米，请告知条件和每吨的价格。我们接到你方5月16日对花生的询价单。根据市场行情，我方报价如下：200公吨钢板，欧洲主要口岸CIF价，每公吨3000美元，10月船期。上述报盘以我方最终确认为准。我们已另邮寄给你方样品和两份商品目录。由于此项商品需求量很大，请尽快回复。Pleasequoteusfor5metrictonsofwalnutmeatFOBShanghai.WeareinterestedinyourTVsets,andwe’dliketoknowwhatthepriceforeachsetis.Shouldyoubeabletosupply2,000tonsofcorn,pleaseletushaveyourtradeterms.WehavereceivedyourenquiryofMay16thforourpeanuts.Inviewofthemarketcondition,weareofferingasfollows：200metrictonsofsteelplateatUSD3000permetrictonCIFEuropeMainPortsforshipmentinOctober.Theaboveofferissubjecttoourfinalconfirmation.Wehavesentyousampleandtwocopiesofcatalogue.Asthegoodsareinheavydemand,pleasereplythesoonestpossible.TranslatethefollowingsentencesintoEnglish.

ExercisesAssoonaswereceiveyourspecificenquiry,weshallquoteyouourmostfavorablepriceCIFRotterdam.Ifyourquotationiscompetitive,Weshallplacelargeordersformen’sshoes.Wecanseenoindicationsthatthepricesofrawmaterialswillrise.Weareinformedthatyouareinthemarketforwoolenmixedblanket.AsregardsWalnutmeat,wewouldinformyouthatthefewparcelswehaveatpresentareunderofferelsewhere.Assoonaswehavefreshsuppliesavailable,wewillmakeyouanoffer.Weshallappriciateyourattentionandreplytoourenquiry.Thisofferwillbekeptopentilltheendofthismonth.一收到贵方的具体询盘，我们将立即给你报最优惠的CIF鹿特丹价。如果贵方报价具有竞争力，我们将大量订购男士皮鞋。没有迹象表明原材料价格将上涨。我们了解到贵方有意购买混纺毛毯。关于核桃仁，我们手头仅有的几批货正在向别处报盘。一旦我方获得新的供货，将立即向贵方报盘。非常感谢我方询盘得到贵方办复。本报盘将保留于月底有效。TranslatethefollowingsentencesintoChinese.

CaseStudyDearSirs,Wearegladtoinformyouthatweareinterestedinhand-madeglovesofgenuineleather.Thereisasteadydemandhereforglovesofhighqualityandgoodpricescanbeobtained.Willyoupleasesendusacopyofyourcatalogueforgloves,withdetailsofyourpricesandtermsofpayment?Weshouldfinditmosthelpfulifyoucouldalsosupplysamplesofthegenuineleathergloves.YoursfaithfullyPractice:Makeareplytotheletterwiththefollowingpoints:Indicatingthedetailedpricesandtermsofpayment;acopyofcataloguehasbeenenclosedasrequested;Sampleofvariousleathergloveswillbesentunderseparatecover.CaseStudyDearSirs,WeareinreceiptofyourletterofMay10thandairmailingyouonecatalogueandsamplebookforourprintedshirtingunderseparatecover.Inordertostartaconcretetransactionbetweenus,wetakepleasureinmakingyouaspecialofferasfollows,whichissubjecttoourfinalconfirmation.Art.No.PrintedShirting8259Specifications:35×36×42ydsQuantity:12,000yardsPacking:inbalesPrice:US$...peryardFOBTianjinShipment:in3equalmonthlylots,beginningfromJune,2008Payment:byconfirmed,irrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipmentWetrusttheabovewillbeacceptabletoyouandawaityourtrialorderwithkeeninterest.

Yoursfaithfully,ListeningComprehension1.Ourbuyersaskedforyourpricelistorcatalogue.

2.PricesquotedshouldincludeinsuranceandfreighttoVancouver.3.IwouldliketohaveyourlowestquotationsC.I.F.Vancouver.

4.Willyoupleasesendusyourcataloguetogetherwithadetailedoffer?

5.Wewouldappreciateyoursendingusthelatestsampleswiththeirbestprices.

6.Youradintoday’sChinaDailyinterestsusandwewillbegladtoreceivesampleswithyourprices.

7.Willyoupleaseinformusofthepricesatwhichyoucansupply?8.Ifyourpricesarereasonable,wemayplacealargeorderwithyou.

9.Ifyourqualityisgoodandthepriceissuitableforourmarket,wewouldconsidersigningalong-termcontractwithyou.

10.Asthereisagrowingdemandforthisarticle,wehavetoaskyouforaspecialdiscount.

11.Wewouldappreciateyourlettingusknowwhatdiscountyoucangrantifwegiveyoualong-termregularorder.

12.PleasequoteyourlowestpriceCIFSeattleforeachofthefollow-ingitems,includingour5%commission.

13.Pleasekeepusinformedofthelatestquotationforthefollowingitems.

14.Mr.Smithismakinganinquiryforgreentea.

15.Nowthatwehavealreadymadeaninquiryonyourarticles,willyoupleasemakeanofferbeforetheendofthismonth?

16.Asarule,wedeliverallourorderswithin3monthsafterreceiptofthecoveringlettersofcredit.

17.Pleasequoteusyourpricefor100unitsofItem6inyourcatalog.

18.Thoseitemsareinthegreatestdemandinforeignmarkets.

19.Wouldyoupleasequotemeyourpricesforthegoods?

20.Wehavequotedthispricebasedoncarefulcalculations.

ListeningComprehensionA:Goodafternoon.IamMr.Brown,theImportmanagerofAtlanticIndustriesLtd,Sidney,Australia.Thisismycard.

B:Goodafternoon,Mr.Brown.MynameisMrs.Anderson,managerofthesalesdepartment.

A:Nicetoseeyou,Mrs.Anderson.

B:Nicetoseeyoutoo,Mr.Brown.Won’tyousitdown?

A:Thankyou.

B:Whatwouldyoulike,teaorcoffee?

A:I’dprefercoffeeifyoudon’tmind.

B:IsityourfirsttriptotheFair,Mr.Brown?

A:No,it’sthefourthtime.B:Good.IsthereanythingyoufindchangedabouttheFair?

A:Yes,agreatdeal.Thebusinessscopehasbeenbroadened,andtherearemorevisitorsthaneverbefore.

B:Really,Mr.Brown?Didyoufindanythinginteresting?

A:Oh,yes.Quiteabit.Butweareespeciallyinterestedinyourproducts.

B:Wearegladtohearthat.Whatitemsareyouparticularlyinter-estedin?

A:Women’sdresses.TheyarefashionableandsuitAustralianwomenwell,too.Iftheyareofhighqualityandthepricesarereasonable,we’llpurchaselargequantitiesofthem.Willyoupleasequoteusaprice?

B:Allright.

A:I’mgladtohavetheopportunityofvisitingyourcorporation.Ihopetoconcludesomesubstantialbusinesswithyou.

B:It’sagreatpleasuretomeetyou,Mr.Brown.Ibelieveyouhaveseenourexhibitsintheshowroom.MayIknowwhatparticularitemsyou’reinterestedin

A:I’minterestedinyourhardware.I’veseentheexhibitsandstudiedyourcatalogues.IthinksomeoftheitemswillfindareadymarketinCanada.Hereisalistofmyrequirements,forwhichI’dliketohaveyourlowestquotations,C.I.F.Vancouver.B:Thankyouforyourinquiry.Wouldyoutellusthequantityyourequiresothatwecanworkouttheoffers?

A:I’lldothat.Meanwhile,couldyougivemeanindicationofprice?

B:HereareourF.O.B.pricelists.Allthepricesinthelistsaresubjecttoourconfirmation.

A:Whataboutthecommission?FromEuropeansuppliersIusuallygeta3to5percentcommissionformyimports.It’sthegeneralpractice.

B:Asarulewedon’tallowanycommission.Butiftheorderisasubstantialone,we’llconsiderit.

A:Yousee,butIdobusinessonacommissionbasis.Acommissiononyourpriceswouldmakeiteasierformetopromotesales.Eventwoorthreepercentwouldhelp.

B:That’ssomethingwecandiscusslater.

ListeningComprehensionA:WhencanIhaveyourfirmC.I.F.prices,thatistosay,thefinaloffer,Mr.London?

B:We’llhavethemworkedoutbythiseveningandletyouhavethemto