外贸函电unit4教材

InquiryUnit4Part

1BasicKnowledgeConcernedPart

2Letter-writingGuidePart

3OtherCommonlyUsedExpressionsandSentencesPart

4SampleLettersPart

5PracticalTrainingInquiryUnit4Leading-inTasks

Trytofinishthefollowingtasksandpredicttheobjectivesandfocusofthisunit.Task1.假设你是中国光明国际贸易有限公司（GuangmingInternationalTradingCo.Ltd.；Address：30SichuanRoad,Shanghai,China；Tel：86-21-12345678；Fax：86-21-23456789；Email:guangming@）进出口部的经理。最近，你公司打算从英国伦敦亚瑟父子公司（Messrs.ArthurGrey&SonCo.,Ltd.；Address：19Cheapside,London,E.C.2；Tel：0044-20-876543；Fax：0044-20-765432；E-mail：mags_ld@）进口100台真空吸尘器（vacuumcleaner）。现在，请致函该公司向其询盘。InquiryUnit4Leading-inTasks

注意信中务必包含以下内容：(1) 我们在广交会（GuangzhouFair）上得知贵公司以及贵公司的产品。(2) 我方是中国上海主要的吸尘器经销商。(3) 我方拟购100台V-368号真空吸尘器，如能详报含2%佣金的成本加运费、保险费到伦敦的最低价，将不胜感激。(4) 报盘时，请说明支付条款、最早装运期、包装条款以及折扣等方面的情况。(5) 静候佳音。InquiryUnit4Leading-inTasksTask2.

针对任务1中所拟信函的内容，以亚瑟父子公司出口部经理的身份拟一封回函。注意该回函中务必包含以下内容：(1) 感谢贵公司的询盘。(2) 很抱歉由于订单甚多，贵方所需型号的产品暂时无法供货。(3) 很遗憾不能满足贵公司的需要，一旦有新货供应，我们将立即与你们接洽。(4) 随函附上本公司其他同类产品的目录及价格表，如有兴趣或者有进一步的需要，务请告知。(5) 希望将来能与贵公司做生意。BasicKnowledgeConcernedPart11.AnInquiry

Aninquiryisarequestforinformationongoods.Whenbusinesspeopleintendtoimportaproduct,theysendoutaninquirytoanexporter.Itmayaskforaquotationoranofferforthegoodstheywishtobuyorsimplyrequestforsomegeneralinformationregardingthesegoods.Aninquirycanbemadebywrittencorrespondence,suchasaletter,telegram,telex,fax,e-mailorverballybytalkinperson.

Inquiriesfromregularcustomersmaybeverysimpleincontent,inwhichonlythenameand/orspecificationsofthecommoditywillbementioned.Otherinquiriesmayincludegreatdetailssuchasthenameofthecommodity,quality,specifications,quantity,termsofprice,termsofpayment,timeofshipment,packingmethod,etc.requiredbythebuyersoastoenablethesellertomakeproperoffers.BasicKnowledgeConcernedPart12.TheReplytoanInquiry

Aninquiryreceivedfromabroadmustbeansweredfullyandpromptly.

ThereplytoaninquirycanberegardedasanOFFERifyoustateallthetermsandconditionsasrequested.(DetailsasUnit5)

Ifthereisnostockavailableforthetimebeing,youshouldacknowledgetheinquiryatonce,explainingthesituationandassuringthatyouwillreplytoitonceasupplybecomesavailable.Iftheinquiryisfromaregularcustomer,expresshowmuchyouappreciateit.Ifitisfromanewcustomer,sayyouaregladtoreceiveitandexpressthehopeofafuturebusinessrelationship.Inaword,thereplytoaninquiryshouldbepromptandcourteousandcoveralltheinformationaskedfor.BasicKnowledgeConcernedPart13.CategoriesofInquiries(1) GeneralInquiries:Iftheimporterswanttohaveageneralideaofthecommodity,whichtheexporterisinapositiontosupply,theymaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry.Generally,itisalsoafirstinquirywithoutfirstwritingalettertoestablishbusinessrelations.(2) SpecificInquiries:Iftheimportersintendtopurchasegoodsofacertainspecification,theymayasktheexportertomakeanofferoraquotationforspecificgoods.Thatisaspecificinquiry.BasicKnowledgeConcernedPart14.TheMainContentsofaLetterforInquiry(1) GeneralInquiries Ageneralinquiryusuallyincludesthefollowingcontents:a. Tellingaddresseesthesourceofinformationandmakingabriefself-introduction.b. Indicatingtheintentionofwritingtheletter,i.e.toaskforacatalogue,samplesorapricelist.c. Statingthepossibilityofplacinganorderandexpectationofanoffer.(2) SpecificInquiries Aspecificinquiryusuallyincludesthefollowingcontents:a. Indicatingthenamesanddescriptionsofthegoodsinquiredfor,includingspecifications,quantity,etc.b. Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect.c. Statingthepossibilityofplacinganorderandexpectationofanoffer.Letter-writingGuidePart2Steps/ContentsTypicalExpressionsForlettersmakinginquiries:1.Tellingtheaddresseeshowandwheretheirnamesandaddressareknown(sourceofinformation).SeealsoUnit2.2.Self-introducing.SeealsoUnit2.Letter-writingGuidePart2Steps/ContentsTypicalExpressionsForlettersmakinginquiries:3.Indicatingtheintentionofwritingtheletterandthespecificgoodsyouwanttopurchase.Weareinthemarketfor...(我方拟购……)Weareconsideringthepurchaseof...(我们正打算购买……)Weareinterestedinimporting...,butweneedtohavefurtherdetailsbeforemakingafinaldecision.(我方有兴趣进口……，但在做决定前需要对此做进一步的了解。)Weareregularbuyersof...(我们是购买……的老客户。)SeealsoUnit2forothersimilarexpressions.Letter-writingGuidePart2Steps/ContentsTypicalExpressionsForlettersmakinginquiries:4.Invitingaquotationoranoffer(askingforapricelist,acatalogue,samplesandotherterms,statingclearlyyourexactrequirements).Wewouldbepleasedtoreceiveyourlatestpricelistfor...(我们非常希望能收到贵方……的最新价目单。)Pleasesendussamplesandquoteusyourlowestpricesfor...(请就……给我们寄样品和报最低价。)Wouldyoupleasesupplyuswithacompletesetofcataloguesfor...Sothatwemaymakeachoice?(能否请您给我们提供一整套……的目录让我们做选择？)Pleasesendusyourbestofferbyfaxindicatingpacking,specification,quantityavailable，discountandtheearliesttimeofdelivery.(请向我们报最低价并注明包装、规格、可供数量、折扣和最早的交货期。)Letter-writingGuidePart2Steps/ContentsTypicalExpressionsForlettersmakinginquiries:4.Invitingaquotationoranoffer(askingforapricelist,acatalogue,samplesandotherterms,statingclearlyyourexactrequirements).Ifyoucansupplygoodsofthetypeandqualityrequired,pleasemakeusafirmofferandquoteyourlowestprices.(如果你们能够提供同类同质商品，请向我们报实盘和最低价。)Wewouldliketoknowifyouallowdiscounts.(我们想知道，你方是否给我们折扣。)Wouldyouletusknowwhatdiscountyoucangiveforanorderexceeding1,000metrictons?(能否告知超过1000公吨后的订单折扣是多少？)SeealsoUnit2forothersimilarexpressions.Letter-writingGuidePart2Steps/ContentsTypicalExpressionsForlettersmakinginquiries:5.Stressingthatthequotationoroffershouldbereasonableandcompetitive;statingthepossibilityofplacinganorder.Wehopethatyourpricewillbeworkableandthatourbusinesswillresulttoourmutualadvantage.(希望贵方的价格可行，交易可以在互利的条件下达成。)Pleasetakeintoconsiderationwhenquotingapricethatwemayplaceregularordersforlargequantities.(你们在报价时要考虑到我们会经常性地大量订购。)Ifyourpricesprovereasonableandsatisfactory,wewillplacealargeorderwithyousoon.(若贵方价格合理，我们会当即大批订货。)Ifyourqualityisgoodandthepriceissuitableforourmarket,wewouldconsidersigningalongtermcontractwithyou.(若贵方质好价适，我们愿与贵公司签署一项长期合同。)Pricesprovidedshouldbeacceptable/reasonable.(前提是价格便宜。)Letter-writingGuidePart2Steps/ContentsTypicalExpressionsForlettersmakinginquiries:6.Expressingyourexpectation.Wearelookingforwardto...(盼……)WillyoupleaseinformusofyourdecisionbyOctober10,2014,sothatwecanplaceourorderpromptly?(能否请贵方在2014年10月10日前告知我方，以便我方及时下订单。)SeealsoUnit2forothersimilarexpressions.Letter-writingGuidePart2Steps/ContentsTypicalExpressionsForlettersinreply（unfavourablereply）1.Expressingyourthanksforinquiries.Thankyouforyourinquiryof...for...(谢谢贵方……时候对……的询盘。)SeealsoUnit2.2.Makinganoffer.Areplytoinquiriesusuallymeansanoffer.(DetailsasUnit5)Letter-writingGuidePart2Steps/ContentsTypicalExpressionsForlettersinreply（unfavourablereply）5.Stressingthatthequotationoroffershouldbereasonableandcompetitive;statingthepossibilityofplacinganorder.Weverymuchregretthatweareunabletosupplyyouthesmallquantityyourequire.(很遗憾由于你方所订数量太少，我们无法供货。)Owingtoheavyorders,weregretbeingunabletomeetyourrequirementforthetimebeing.(由于订单甚多，目前暂不能满足你的需要，很抱歉。)Weregrettoinformyouthatwedonothaveinstockthegoodsinthedesiredquality.(很遗憾通知贵方，我们目前没有你们想要的同质量现货。)Weregrettoinformyouthatwearenotinapositiontocoveryourneedforthesaidgoods.Onceoursuppliesarereplenished,weshallbepleasedtoreverttothismatter.(很遗憾我们不能满足你们对该商品的需求。一旦有新货供应，我们将再和你们接洽。)Letter-writingGuidePart2Steps/ContentsTypicalExpressionsForlettersinreply（unfavourablereply）4.Expressingyourexpectation.Welookforwardtodoingbusinesswithyouinthefuture.(期待将来能与贵方做生意。)SeealsoUnit2forothersimilarexpressions.AfavourablereplytoaninquirymeansanOFFER,sopleaseseenextunitforotherexpressions.OtherCommonlyUsedExpressionsandSentencesPart3Expressions1. beinthemarketfor...;beconsideringthepurchaseof...拟购…… bedesirousof...;desire...;beinterestedin...想要(买)……2. tomake/sendsb.aninquiryfor...;toinquire(for)...就……向某人询盘3. tomake/cablesb.anofferfor...就……商品给某人发盘/以电报的形式发盘4. placeanorderwithsb.(forsth.)向某人订购(某物)；（就……商品）向某人下订单5. illustratedcatalogue带有图片说明的目录OtherCommonlyUsedExpressionsandSentencesPart3Expressions6. Pleasestatethetermsof...请说明……的条款7. Thisisinreplytoone’sinquiryof...兹答复某人……时候的询盘8. dateofdelivery交货期9. lowestprice;bestprice;favourableprice;rockbottomprice;competitiveprice;reasonableprice；fairprice

最低价；最佳价；最优惠价；底价；竞争价；合理价；公平价10. regularorder；regularsupply；bulkbuying定期购买；定期供应；大量购买OtherCommonlyUsedExpressionsandSentencesPart3Expressions11. specialdiscount特别折扣12. availablefromstock；offerfromstock；havegoodsinstock供现货；有现货13. up-to-datepricelist;latestpricelist最新价目表14. asspecifiedbelow;asstatedbelow;asstipulated;asabove-mentioned

规格如下；说明如下；按规定；如上所述15. readymarket；readybuyers现成的市场，成熟的市场；现成的买主OtherCommonlyUsedExpressionsandSentencesPart3Expressions16. thetasteofthemarket市场需求/品位/偏好17. captionedgoods标题商品(标题中提到的商品)18. tobeunderoffer;tobeonsale(商品)在出售中19. steadydemand稳定的需求OtherCommonlyUsedExpressionsandSentencesPart3TypicalSentences1. Inquiringforthefulldetailsofparticulargoodsincourteousphrases: (用客气的表达询问某种商品的详细情况：(1)

Thereisasteadydemandforstainlesssteeltablewareatourend.Willyoupleasesendusyourillustrated/latestcatalogueandfulldetailsofyourpricesandtermsofpayment,togetherwithsamples?(2)

Pleasesendmeadescriptionofyourelectrichedgetrimmers(切边机，绿篱修剪机).(3) WehaveseenyouradvertisementinChina’sForeignTradeandwouldbegladifyouwillsendustheparticularsofbedsheetsandpillowcases.(4)

Wewouldbepleasedifyouwouldletushavealistoftheitemsyourequired.(5)

Wehaveanimporterenquiringforwoolenblanketsandwouldliketoobtainacatalogue,andprice-listtogetherwiththesamplesassoonaspossible.OtherCommonlyUsedExpressionsandSentencesPart3TypicalSentences2. Statingyourintentionofpurchasingandinvitinganofferdirectly: (直接说明你的购买意愿并邀请对方发盘：)(1)

Wewouldbepleasedifyousendusyourlowestquotationforthefollowing:...(2)

AclientofoursisinterestedinsecuringacertainquantityofChineseCottonPieceGoods,asspecifiedbelow,forwhichyouarerequestedtomakeanoffer.(3)

Wehavepleasureininformingyouthatweareinterestedinyourplastickitchen-wareandwouldlikeyoutomakeusanoffer.(4)

WehaveaninquiryinhandforalargequantityofBitterApricotKernels.Pleaseinformusofthepricesoftheproductsthatyoucansupply.OtherCommonlyUsedExpressionsandSentencesPart3TypicalSentences2. Statingyourintentionofpurchasingandinvitinganofferdirectly: (直接说明你的购买意愿并邀请对方发盘：)(5) We’dliketohaveyourlowestquotationsCIFVancouver.(6) Kindlyletusknowthepricesandquantitiesofthebestrefinedsugaryouareabletodelivertous.(7) WewouldbemuchobligedifyoucouldquoteusthebestCIFShanghaiandindicatetherespectivequantitiesandvarioussizesthatyoucouldsupplyforpromptshipment.(8) Pleaseletusknowatwhatprice,onwhattermsandinwhatquantityyoucansupplythecaptionedgoods.OtherCommonlyUsedExpressionsandSentencesPart3TypicalSentences3. Indicatingthepossibilityofplacingafavourableorderandstressingthattheoffershouldbereasonableandworkable:(指出大量购买的可能性，希望对方的报盘合理、可行：)(1)

Pleasetakeintoconsiderationwhenquotingapricethatwemayplaceregularordersforlargequantities.(2)

Wehavereadybuyersofthesecommoditiesand,ifyourpricesarecompetitive,wehaveeveryreasontobelievethatwecanplacelargeorderswithyou.(3)

Ifyouareinapositiontomeetourdemand,wewillplacealargeorderwithyou.(4)

Wehopethatyourpricewillbeworkableandthatourbusinesswillresulttoourmutualadvantage.(5) Ifyourqualityisgoodandthepriceissuitableforourmarket,wewouldconsidersigningalongtermcontractwithyou.SampleLettersPart4Sample1:AGeneralInquirySample2:ASpecificInquirySample3:AReplytoSample2NotesNotesNotesSampleLettersPart4Sample1:AGeneralInquirySample2:ASpecificInquirySample3:AReplytoSample2NotesNotesNotesSampleLettersPart4Sample3:AReplytoSample2Sample2:ASpecificInquirySample1:AGeneralInquiryNotesNotesNotesNotesPart41. detail n. 详细情况（一般用复数） indetail详细地，逐一地2. promisingmarket：有前景的市场3. moderate意思是“适度的；合适的”，所以“moderatelypriced”指“适中定价的”。NotesPart41. www.C中国出口商品网2. cushionsn.垫子，软垫；backcushions指靠背垫。3. bewellconnectedwith与某人关系好，与某人联系密切4. CIF：成本加保险费、运费至指定目的港

这是进出口交易的一种价格术语，英文全称为cost,insuranceandfreight（成本、保险费加运费），指产品价格里包含了成本以及货物运至目的港的运费和保险费。NotesPart41. beinaposition指“处在某种状态，能够”。所以“arenotinaposition”可以理解为“不能够”。2. heavyorders指大量的、过量的订单，而largeorder则指“大(额)订单”。3. available这是商务函电里用得很频繁的一个词，意思是“可获得的，可供应的，有存货的”。中文中的“现货供应”常被翻译为“availablefromstock”。PracticalTrainingPart5I.ElementaryTraining(1) illustratedcatalogue(2) dateofdelivery1.TranslatethefollowingEnglishintoChinese.带有图片说明的目录表交货期PracticalTrainingPart5I.ElementaryTraining(3) specialdiscount(4) thetasteofthemarket1.TranslatethefollowingEnglishintoChinese.优惠折扣市场需求PracticalTrainingPart5I.ElementaryTraining(5) up-to-datepricelist(6) promisingmarket1.TranslatethefollowingEnglishintoChinese.最新价目表有前景的市场PracticalTrainingPart5I.ElementaryTraining(7) bulkbuying(8) availablefromstock1.TranslatethefollowingEnglishintoChinese.大量购买有存货的PracticalTrainingPart5I.ElementaryTraining(9) OneofourcustomerstakesinterestinModel123,andwewouldliketoreceiveasampleandquotation.(10) I’minterestedinyourGreenTea.Ithinksomeoftheitemswillfindareadymarketatourend.I’dliketohaveyourlowestquotation,CIFVictoria.1.TranslatethefollowingEnglishintoChinese.我方一客户想买123型货物，希望你方寄一样品和报价单来。我方对你方的绿茶感兴趣。我方认为，其中的某些品种在我方市场上会很畅销。希望得到你方的维多利亚目的港交货最低价。PracticalTrainingPart5I.ElementaryTraining(11) WeareinthemarketfortheMen’sShirtsillustratedinyourcatalogueNo.4.Pleasequoteus yourlowestpricewiththebestdiscountandthedateofdelivery.(12) PleasequoteyourlowestpriceCIFSingaporeforeachofthefollowingitems,inclusiveofour3%commission.1.TranslatethefollowingEnglishintoChinese.我们想购买你方4号目录表上所列的男式衬衫。请报最低价，最优折扣以及交货期。请报下列各种商品的成本加保险费、运费至新加坡价，包括我方百分之三的佣金。PracticalTrainingPart5I.ElementaryTraining(13) Wehopethatyourpriceswillbeworkableandthatbusinesswillresulttoourmutualbenefit.(14) Weunderstandthatyouaremanufacturersofairconditionersandwouldliketoknowwhetheryoucansupplytheitemsasspecifiedbelow.1.TranslatethefollowingEnglishintoChinese.我们希望你方价格可行，同时希望交易能令双方受益。我们获悉你方是空调生产商，请问你方是否能供应以下规格的产品？PracticalTrainingPart5I.ElementaryTraining(15) SomeofourcustomershaveinterestinyourcannedgoodsandwewishtohaveyourCIFquotationswithsamplesandfullparticulars.1.TranslatethefollowingEnglishintoChinese.我方一些客户对你方的罐头食品有兴趣，请报到成本加保险费、运费至目的港价并惠寄样品及详细资料。PracticalTrainingPart5I.ElementaryTraining2.Readthefollowinglettersandfillineachblankwithoneoftheprepositionsgiven.to at of with in on for from onto into byto at of with in on for from onto into byLetter1DearSirs,IronNailsWeareinterested____buyinglargequantitiesofIronNails____allsizesandwouldbethankfulifyoucouldgiveusaquotationpermetrictonCIFLagos,Nigeria.Itwouldalsobeappreciatedifsamplesandabrochurecouldbeforwardedtous.Weusedtopurchasethisarticlefromothersourcesbutwenowprefertobuyfromyourcorporationbecausewearegiventounderstandthatyouareabletosupplylargerquantities____moreattractiveprices.Besides,wehaveconfidence____thequalityofChineseproducts.Welookforwardtohearing____youbyreturn.Yourssincerely,inofatinfromPracticalTrainingPart5I.ElementaryTraining2.Readthefollowinglettersandfillineachblankwithoneoftheprepositionsgiven.to at of with in on for from onto into byLetter2DearSirs,Weacknowledge____thanksthereceiptofyourletterdatedMarch11thinquiringaboutthepossibilityofsellingyourmen’sshirts,TiantanBrand,inourmarket.____reply,wewishtoinformyouthatwearewellconnected____majordealersinthelineoftextiles.Thereisalwaysareadymarkethere____men’sshirts,providedtheyareofgoodqualityandcompetitiveinprice.Therefore,itwillbeappreciatedifyouwillletushaveyourbestfirmoffer,preferablybyfax,andsendussamplesbyairmail.Ifyourshirtsagree____thetasteofourmarket,wefeelconfidentofplacingatrialorderwithyou.Pleasegivethisinquiryyourpromptattention.Yourssincerely,withto at of with in on for from onto into byInwithforwithPracticalTrainingPart5II.IntermediateTraining1.TranslatethefollowingChineseintoEnglish.(1) 拟购……/想要……(2) 最低价/最优惠价/底价/竞争价/合理价beinthemarketfor…/tobedesirousof…/todesire...lowestprice/bestprice/favourableprice/rockbottomprice/competitiveprice/reasonablepricePracticalTrainingPart5II.IntermediateTraining1.TranslatethefollowingChineseintoEnglish.(3) 就……向某人询盘(4) 兹答复某人……时候的询盘make(send)sb.aninquiryfor…/toinquirefor...Thisisinreplytoone’sinquiryof...PracticalTrainingPart5II.IntermediateTraining1.TranslatethefollowingChineseintoEnglish.(5) 向某人订购某物(6) 现成的市场；成熟的市场placeanorderwithsb.forsth.readymarketPracticalTrainingPart5II.IntermediateTraining1.TranslatethefollowingChineseintoEnglish.(7) 请说明……的条款(8) 我们拟购男式皮手套(men’sleathergloves)，请报最优惠价格。Pleasestatethetermsof...Asweareinthemarketformen’sleathergloves,wewouldbepleasedifyouwouldsendusyourbestquotation.PracticalTrainingPart5II.IntermediateTraining1.TranslatethefollowingChineseintoEnglish.(9) 请用传真发最优惠实盘，并注明包装、规格、可供数量、最低价格连同最优惠折扣和最早交货期。(10) 如你方可供所需型号及质量的货物，我们将定期向你方大量订购。Pleasesendusyourbestfirmofferbyfaxindicatingpacking,specifications,quantityavailable,lowestpriceswiththebestdiscountandtheearliestdateofDelivery.Ifyoucansupplygoodsofthetypeandqualityrequired,wemayplaceregularordersforlargequantities.PracticalTrainingPart5II.IntermediateTraining1.TranslatethefollowingChineseintoEnglish.(11) 很高兴附寄我方345-9号询盘，请你方报最优惠的FOB价为感。(12) 请告知我方贵公司能以什么价格、按什么样的条件和数量供应下列商品。WetakepleasureinenclosingourInquiryNo.345-9.WewouldappreciateitifyoucouldmakeusafavourableofferonFOBbasis.Pleaseletusknowatwhatprice,onwhattermsandinwhatquantityyoucansupplyuswiththefollowingarticles.PracticalTrainingPart5II.IntermediateTraining1.TranslatethefollowingChineseintoEnglish.(13) 我方拟购300辆你公司经营的“五羊”牌自行车，请电开最优惠CIF汉堡价，包括我方的5％佣金。(14) 我们有一客户对你们的电动机有稳定的需求。请电开10台9月船期的盘。Weareinterestedin300setsof“FiveRams”bicyclesandwouldbepleasedtohaveyourbestofferbycableonCIFHamburgbasis,includingour5%commission.Asoneofourcustomershasasteadydemandforyourelectricmotors,pleasecableusanofferfor10setsforshipmentinSeptember.PracticalTrainingPart5II.IntermediateTraining1.TranslatethefollowingChineseintoEnglish.(15) 我们想知道订货超过1000打，能给多少折扣。Wewouldliketoknowwhat