外贸英语函电教程 第二版 课件 Unit 2 Inquiries and Offers

InquiriesandOffersUnit2Objectives1Tohelpyoulearntoanalyzecustomers’needsbasedontheirinquiries.2Tohelpyoulearntowriteappropriaterepliestoinquiries.3Tohelpyoulearntowriteanoffer.Activity1AnalyzinginquiriesPotentialcustomersfrequentlyinquireaboutproductorcompanydetails.Asanexporter,youmayreceiveinquiriesfromdiversesources,includinggenuinelyinterestedbuyers,informationgatherers,andevencompetitors.Respondinguniformlytoallinquiriesisineffective.Therefore,it’sessentialtoanalyzecustomerneeds,categorizeinquires,andaddressthemdifferentlybasedonsincerity,importanceandurgency.1324LowHighHighLowPriorityMatrix1.important-urgent2.important-lessurgent3.essimportant-urgent4.lessimportant-lessurgentA.ToplaceanorderforspecificitemsB.TocollectproductinformationwithnospecificinterestC.Toaskforsamplesfortesting1.Readtheinquiriesbelowandguesstheirpurposes.Makeyourchoicesfromthefollowingthreeoptions.Inquiry1:_________Inquiry2:_________Inquiry3:_________ToSubjectDearSir,Ourcompany,Markato,isawholesalerforswimmingsuitsinItaly.Weareinterestedinyourswimmingtrunks,sopleasesendusacatalogueandapricelist,togetherwithsomesamplesfortesting.Iftheypassourtest,wewillplaceregularorders.Bestregards,AldoRussoInquiryaboutswimmingtrunksabccompany@Inquiry1optionsToplaceanorderforspecificitemsATocollectproductinformationwithnospecificinterestBToaskforsamplesfortestingCInquiry1:_________CToSubjectDearSir,Weareinterestedinyourproducts.PleasesendusdetailsofyourproductspecificationsandpricetermsforCFRNewYork.Welookforwardtohearingfromyousoon.Mr.AndyWinnEFGCompanyAddress:1110WhiteOakDrive,NewYork,NY,USA10024Email:andywinn@EFG.comPhone:001-9177788010Fax:001-9177788011Interestinyourproductsabccompany@Inquiry2optionsToplaceanorderforspecificitemsATocollectproductinformationwithnospecificinterestBToaskforsamplesfortestingCInquiry2:_________BToSubjectDearMr.Wang,Pleasequotefor:BluetoothWearableDevicesSportHeartRateWatch(MT-102)Quantity:2,000PCSShipment:CFRLosAngelesbyairPayment:100%T/TbeforeshipmentDoesthisdevicesupportbothIOSandAndroidsystem?Isitwater-proof?Thanksinadvanceandbestregards.Mr.JamesSmithABCCompanyAddress:42ShattoPlace,LosAngeles,CA,USA,90020Email:Jamess@ABC.comPhone:001-2137782361Fax:001-2137782360QuoteforBluetoothWearableDevicesSportHeartRateWatch(MT-102)wang@Inquiry3optionsToplaceanorderforspecificitemsATocollectproductinformationwithnospecificinterestBToaskforsamplesfortestingCInquiry3:_________A2.Toefficientlyandaccuratelyrespondtoinquiries,it’sessentialtounderstandthecustomers’trueintentionsandtheirneeds.Studythefollowinginquiriesandmakeananalysisofthecustomers’needs.Completetheform(belowtheinquiries)withinformationfromtheemails.PrepareforgroupworkInquiry1Customer’sinformationDearMichael,

We’regoingtoexpandourmarketinSouthAmericaandareinterestedinyourladies’boots,workboots&sportboots.

I’llcometoShenzhennextmonth.Inthemeantime,Iwouldliketocollectasmuchinformationaspossibleonpricesandspecifications.

Pleaseadviseusatyourearliestconvenience.

Bestregards,WaterOldornewcustomerTargetproductsSpecificneedsWritingstyleA.FormalB.InformalCustomerNeedsAnalysisFormOldcustomerladies’boots,workboots&sportbootsCollectinformationonpricesandspecificationsavisittoShenzhennextmonthB.InformalWaterExpandmarketinSouthAmericaToSubjectVisitChinanextmonthmichaelg@因为邮件中使用了缩写:We’re,I’llInquiry2Customer’sinformationOldornewcustomerTargetproductsSpecificneedsWritingstyleA.FormalB.InformalCustomerNeedsAnalysisFormNewcustomerA.Formalquotationsofprices-FOBChina-inquantitiesof3,000pcsforeach;productsdetails300M8STRANDSBraidedFishingLine12LB–200LB100-300gFiberglasstelescopicfishingrodsMarkRepresentP&TCorp.SAM’sUStradersMetattheCantonFairDearCrystal,Ihopeyouaredoingwell.MynameisMark.IrepresentP&TCorp.,fromGeorgia,theUS.WemeteachotherattheCantonFairthisNovember.Atthattime,wetalkedaboutyourproducts.Actually,WeareSAM’straders,sourcingdifferentkindsoffishingtools.Irememberedthatduringourmeeting,youinformedmeaboutsomepricessuitableforus.So,atthismoment,I’dliketoknowyourquotationsofprices—FOBChina—ofthefollowingarticles,forSAM’stheUS.●300M8STRANDSBraidedFishingLine12LB–200LB●100–300gfiberglasstelescopicfishingrodsThisrequestisforSAM’sorder,whichwillbearound3,000pcsforeachitem.Iwillappreciateitifyouwillsendmeyourproductsdetailsandprices.Hopingtohearfromyousoon.Bestregards,MarkToSubjectP&TCorp.,fromtheUScrystal@Inquiry3Customer’sinformationOldornewcustomerTargetproductsSpecificneedsWritingstyleA.FormalB.InformalCustomerNeedsAnalysisFormNewcustomerA.Formalsendusdetailsofvariousrangesincludingsizes,colorsandprices;samplesofthedifferentqualitiesofmaterialsused.tradediscountladies’boots,workboots&sportbootsEricSmithPurchasemanagerofLondonBootsImp.&Exp.Co.LtdGotour

informationfromLondonChamberofCommerceDearSirs,

YouarerecommendedtousbyLondonChamberofCommerceasoneoftheleadingbootsexporters.Weareinterestedinyourladies’boots,workboots&sportboots.Wewouldlikeyoutosendusdetailsofyourvariousrangesincludingsizes,colorsandprices,andalsosamplesofthedifferentqualitiesofmaterialsused.Whenreplying,pleasestateatradediscountforcompaniesthatbuyinlargequantities.

Ifthepricesprovereasonable,wewillplacelargeorderswithyou.

Yoursfaithfully,EricSmithLondonBootsImp.&Exp.Co.LtdPurchaseManagerToSubjectInterestedinyourbootsboots@Inquiry4Customer’sinformationHi,Wearealightingcompanywithmorethan15years’lightinghistoryinCalifornia.Wouldliketoknowifyoumake60WPAR383000K96CRIwithOSRAMLEDs?Ourtargetpriceis$14.00,need5-yearwarranty.Thanks.LarryLoganOldornewcustomerTargetproductsSpecificneedsWritingstyleA.FormalB.InformalCustomerNeedsAnalysisFormNewcustomerB.Informal60WPAR38LarryLoganalightingcompanywithmorethan15years’historyinCaliforniaNote1.PAR38：灯具的最大外径尺寸38英分。2.K：表示光的色温的单位。3000K：暖白光4000K：中性光6000K：冷白光3.CRI：显色指数Wouldliketoknowifthecompanymakes60WPAR383000K96CRIwithOSRAMLEDsThetargetpriceis$14.00Need5-yearwarrantyToSubjectPAR38eisen@Activity2Replyinginquiries1.Lookatthefollowingtable,whichtriestohelpyouwriteareplytoInquiry1onpage20.Foreachiteminthe“Analysis”column,makeanappropriatechoice(ormore)inthe“response”column.Wehavelearnedtoanalyzecustomers’inquiriesinActivity1.Inthisactivity,wearegoingtowriterepliestothefourinquiriesinStep2,Activity1.StudytheresponseplantoInquiry1belowandthengoontocomposeyourresponsetooneoftheremainingthreeinquiries.AnalysisofInquiry1Appropriateresponse(s)A.DearSirorMadam,B.Dearmanager,C.DearWater,D.Hi,Water!A.IamgladtoknowthatyouaregoingtoexpandyourmarketinSouthAmerica.Ihopewecanhelpyouwithyourplan.B.OurproductsenjoygreatpopularityinSouthAmerica.C.Hopewecanhavemorecooperationinthefuture.D.Hopewecanserveyoubetterinthefuture.(1)Customer’sname:WaterA.Attachedpleasefindthequotationofvariousbootsforyourreference.B.Wemakeyouaspecialofferasfollows.C.Enclosedpleasefindourquotationofladies’boots,workbootsandsportsboots.D.Wouldyoupleasetellmewhichbootsyouareparticularlyinterestedin?A.Iamgladyou’llcometoShenzhen.B.Pleasetellmetheschedule.I’llbeveryhonoredtoarrangeafactoryvisit.C.Doyouwantmetopickyouupandbookhotelforyou?D.AnythingIcandotohelpyouduringyourvisit?A.Iamgladyou’llcometoShenzhen.B.Pleasetellmetheschedule.I’llbeveryhonoredtoarrangeafactoryvisit.C.Doyouwantmetopickyouupandbookhotelforyou?D.AnythingIcandotohelpyouduringyourvisit?Informationsharedbythecustomer:goingtoexpandmarketinSouthAmerica(2)Targetproduct:ladies’boots,workboots&sportboots(3)Otherinformation:cometoShenzhennextmonth(4)ResponseplantoInquiry1inStep2,Activity1C.DearWater,A.IamgladtoknowthatyouaregoingtoexpandyourmarketinSouthAmerica.Ihopewecanhelpyouwithyourplan.B.OurproductsenjoygreatpopularityinSouthAmerica.A.Attachedpleasefindthequotationofvariousbootsforyourreference

D.Wouldyoupleasetellmewhichbootsyouareparticularlyinterestedin?AnalysisofinquiryYourresponseInformationsharedbythecustomer(ifany):____________________________________________________________________________Workingroups2.ChooseoneinquiryfromtheremainingthreeinStep2,Activity1(P20-22),makeananalysisofitandwritedownyourresponses.Customer’sName:____________________(2)Targetproduct:____________________________________________________________________________(3)Otherinformation:____________________________________________________________________________3.WriteacompletereplytotheinquirybasedonyouranalysisinStep2above.4.Compareyourreplywiththesamplereplyprovidedattheendoftheunit,andmakerevisionsifnecessary.Activity3Firmoffersandnon-firmoffers1.Readtheinquirybelowandagreeonalistoftermsthatyouwouldliketoincludeinyourofferfortheinquiry.Thepicturesandwordsbelowmayhelpyouwithyourplanning.WorkinpairsToSubjectDearLily,Ihopeyouaredoingwell.MynameisMichael.IrepresentPacificExportfromBrazil.WemeteachotherattheCantonFairlastOctober.ActuallyweareoneoftheleadingdealersinBrazilrelatingtoLEDlights.Irememberthatduringourmeeting,youinformedmeaboutsomeofyourproductsthatweresuitableforus.I’dliketoknowyourquotationforthefollowingarticles.3/6/9/12/15/18/20/23/28WLEDPanellightLEDpanellamp59.5cm×59.5cm45WPanelSurfaceMountedInquiryaboutLEDlightslily@EmailToSubjectThepricesshouldbeFOBChinamainport.

Ifthequalityandpriceprovetobesuitable,theordersizewillbearound20,000pcsofeacharticle.Whenreplying,pleasestateyourtermsofpaymentandearliestdeliverydate.Awaityourearlyreply.Bestregards,MichaelInquiryaboutLEDlightslily@EmailcataloguepricecertificatepackagingquantitycommoditydiscountinsurancetermsofpaymentdeliveryThefollowingtermsneedtobecoveredinmyoffer:Commodity,price,quantity,termsofpayment,anddeliveryCertificatemightbecoveredtoprovethequalityoftheproducts.Othertermslikepackagingandinsurancemightalsobecovered.2.Readthefollowingtwosampleoffersandfindoutthedifferencesbetweenthem.Thendecidewhichoneisafirmofferandwhichoneisanon-firmoffer.ToSubjectDearMichael,ThankyouforyourinquiryofMarch4th.Wetakepleasureinmakingyouaspecialofferasfollows:3/6/9/12/15/18/20/23/28WLEDPanellightUSD5.00/PCLEDpanellamp59.5cm×59.5cm45WPanelSurfaceMountedUSD6.00/PCTheabovepricesarebasedonFOBShenzhenforquantityof20,000pcs.Timeofshipment:beforeApril30th,2023Paymentterms:30%inadvance,thebalancebeforeshipmentPackaging:inexportcartonsValidity:7daysfromthedatethereofWearelookingforwardtoyourfavorablereply.Bestregards,LilyWangSalesManagerFirmofferforyourinquiryofMar.4thmichaelsmith@ToSubjectDearMs.Smith,ThankyouforyourinquiryofMarch4th.Wetakepleasureinmakingyouaspecialofferasfollows:3/6/9/12/15/18/20/23/28WLEDPanellightUSD5.00/PCLEDpanellamp59.5cm×59.5cm45WPanelSurfaceMountedUSD6.00/PCTheabovepricesarebasedonFOBShenzhenforquantityof20,000pcs.Timeofshipment:beforeApril30th,2023Paymentterms:30%inadvance,thebalancebeforeshipmentPackaging:inexportcartonsWearelookingforwardtoyourfavorablereply.Bestregards,LilyWangSalesManagerOfferforyourinquiryofMar.4thmichaelsmith@Offer2Thedifferencesbetweenthetwooffers:Asageneralrule,alloffersarerevocableatanytimepriortoacceptance.Afirmofferisanofferthatwillremainopenforacertainperiodoftime,duringwhichitisincapableofbeingrevoked.TipThedifferencebetweenthetwooffersisthatthefirstonehasavaliditywhilethesecondonedoesn’t.Thefirstoneisafirmofferandthesecondoneisanon-firmoffer.3.Readthefollowingconditionsforoffersandputthemintotwogroups.Group1:forfirmoffersGroup2:fornon-firmoffersSubjecttopriorsaleASubjecttothegoodsbeinginstockonreceiptofordersFValidity:5daysfromthedatethereofBSubjecttothegoodsbeingunsoldCSubjecttothereceiptofyourreplybyMay31,2023DSubjecttoourfinalconfirmationESubjecttochangewithoutnoticeGBDACEFGActivity4Firmoffersandnon-firmoffers1.AbuyernamedAndersonmadeaninquiryforNo.822puresilkfabricsonApril4th.Thesalesmanager,JohnLi,madeafirmofferaccordingly,buthehadmadesomemistakes.Underlineandcorrectthemistakes.WorkinpairsToSubjectDearMr.Anderson,

Wetakepleasureinmakingyouasfollows:

Article:No.822PureSilkFabricsDesign:No.3345-2xMOQ:20,000yardsPackaging:Inbalesorinwoodencases,atseller’soptionPrice:Leadtime:30daysafterdepositandallartworkconfirmedPayment:30%inadvance,thebalancebeforeshipmentValidity:7daysfromthedatethereof

Pleasenotethattherehasbeenaheavydemandforthiskindofproduct.Pleaseplaceyourorderassoonaspossible.

forNo.822PureSilkFabricsanderson@EmailFirm

offerdelete“subjecttoourfinalconfirmation”US$54–56peryardFOBShenzhen,basedonMOQaspecialoffer,subjecttoourfinalconfirmationQuotationUS$54–56,basedonMOQYoursfaithfully,JohnLiYoursfaithfully,JohnLi2.Writeafirmofferbasedonthefollowinginformation.假定你收到美国Sage公司的Smith先生2月4日关于青岛牌缝纫机的询盘，根据下列信息发实盘，有效期7天：型号数量（台）单价（美元）BYD212BYD176BYD2191000500300370400450上述价格为深圳离岸价，包装由买方决定，在2023年3月10日之前发货，付款方式为不可撤销的即期信用证。提醒对方近期需求旺盛，库存不多（ourstockhasbeenquitelow）。ToSubjectDearMr.Smith,ThanksforyourinquiryofFebruary4th.Wetakepleasureinmakingafirmofferasfollows:SewingMachine,QingdaoBrandArtNo.BYD212USD370/PCFOBShenzhenQTY:1000pcsArtNo.BYD176USD400/PCFOBShenzhenQTY:500pcsArtNo.BYD219USD450/PCFOBShenzhenQTY:300pcsTimeofshipment:March10th,2023Packaging:Atbuyer’soptionFirmOfferforSewingMachine,QingdaoBrandSmithEmailToSubjectPaymentterms:ByirrevocableletterofcreditpayablebydraftatsightValidity:7daysfromthedatethereofPleasenotethattherehasbeenaheavydemandforthiskindofproduct.Ourstockhasbeenquitelow,pleaseplaceyourorderassoonaspossible.Kindregards,SalesManagerFirmOfferforSewingMachine,QingdaoBrandSmithEmailLanguagePractice1.MatchthefollowingChineseexpressionswiththeEnglishones.a.aspecificinquiryb.specialdiscountc.placeanorderwithsomebodyd.atyourearliestconveniencef.placelong-termordersg.onrequesth.dateofdeliveryi.PleasequotethemostfavorableFOBpricej.dealerk.thelatestpricelistl.Pleasestatethetermsof...m.illustratedcataloguen.readymarketo.allow/offera2%discounte.supplyfromstock给2%的折扣带插图的目录特别折扣请报最优离岸价请说明条款供现货经销商长期订购按要求方便时最新的价格表成熟的市场向某人订货交货期具体询盘ombilejfgdkncha2.TranslatethefollowingsentencesintoEnglish.实盘1firmoffer虚盘2报价3品名4证书5最低订单量6保险7折扣8装运期9付款方式10non-firmofferquotationcommoditycertificateMOQ(minimumorderquantity)insurancediscountshipment/deliverytermsofpayment3.TranslatethefollowingsentencesintoEnglish.价格：每打120美金，新加坡到岸价1Price:USD120perdozen,CIFSingapore有效期：自即日起7日内有效2Validity:7daysfromthedatethereof包装：由买方决定3Packaging:atbuyer’soption感谢贵方3月12日的询盘。4ThankyouforyourinquiryofMarch12th.3.TranslatethefollowingsentencesintoEnglish.我方报实盘如下，以4月5日前收到你方回复为准。5Weofferfirmasfollows,subjecttothereceiptofyourreplybyApril5th.我方报盘如下，以货物未售出为准。6Weofferasfollows,subjecttothegoodsbeingunsold/subjecttopriorsales.Emailsandexperiencefromprofessionalsininternationaltrade1.Readthefollowinginquiresandfillouttheform.ToSubjectDearEric,IamMaryfromUltimateInc,acompanywithheadquartersinMiamiandsubsidiariesinVenezuela,BrazilandPanama,specializedinglobalprocurementandtrading.WehaveacustomerinVenezuela,whoisstartinganewoperationofsewingmachinesdistributioninVenezuelawithanextensivelistofproducts,whichisattached.Wewouldliketohaveyourquotationforonecontainerofeachproductthatwillbeboughtassamplesandafterapproval,wewillestablishayearlyprogram.WewillbestartinginVenezuelaandwillextendthisdistributionprojecttoBrazilandArgentina.Inquiryaboutsewingmachineseric@Inquiry1PleasesendusyourbestFOBprice,TechnicalSpecificationsSheetandQuantitythatcanbeloadedpercontainertotheproductsthatyouhaveavailabilitytotheattachedlist.AlsoletmeknowaboutyouravailabilitytoreceiveusbyJulyandthefirstquarterofAugustforafactoryvisit.WeareorganizingthescheduleforatripatthisperiodinChina.Lookingforwardtoyouranswer.Letmeknowifyouhaveanydoubt.BestRegards,MaryMellomCompany:UltimateInc.Phone:005525356525Website:.brInquiry1ToSubjectJames,Nowbuyinganother1,000Lpesticide120in200Lneutraldrumsifyouarenowcompetitive.AwaittomorrowforyourbestFOBChinaseaportD/A90B/Ldatewiththedeliverydate.DrumsneedtobeUNifgoodsarehazardousforroad/seatransportationandpleasestenciltheproperhazardlabels.BestRegardsAlbertInquiryaboutpesticide120james@Inquiry2ToSubjectFlora,TodaySinosureBranchinHangzhougaveusacreditlimitofUS$200,000onT/T90B/Lforsomeorders.Ifyouwanttodobusinesswithus,confirmnowyourverystrongestproductsandwhenweneedtobuythese,wewillcontactyou.Bestregards,PeterInquiryaboutsewingmachinesflora@Inquiry3Note1.Sinosure中国出口信用保险公司2.DrumstobeUN联合国危险货物编号（UNnumber）是一组4位数字，它们可以被用来识别有商业价值的危险物质和货物（例如爆炸物或有毒物质）。这种数字架构在国际贸易当中被广泛使用，以便于标注货运容器的内容。例如打火机和可燃气体都是UN1057。InquiryOldorNewCustomerCustomerNeeds123Nowcompletethetablebelow.NewOldOldHaveyourquotationforonecontainerofeachproductwiththebestFOBpriceTechnicalSpecificationsSheetQuantitythatcanbeloadedpercontainertotheproductsavailabletotheattachedlistYouravailabilitytoreceiveusbyJulyandfirstquarterofAugustforafactoryvisitAnother1000Lpesticide120in200LneutraldrumsBestFOBChinaseaportD/A90B/LdatewiththedeliverydateDrumstobeUNProperhazardlabelsWantpaymentbyT/T90B/Lforsomeorderswithacreditlimitof$200,000bySinosureConfirmtheverystrongestproducts扫码看视频！2.Experiencefromaprofessionalininternationaltradefield.Attachment1:ReadtheQuotationsheetfromtherealbusinessscenarioandfindoutsomethingyoucanlearn.Customer:

Quotation

SheetReferenceNo.ABC

QS-20160706-0Buyer:

QS

Date:6-Jul-16Mail:

Validuntil:13-Jul-16Tel:

ItemNO.PictureMarketinfosharedVideolinkFeaturesDescription

andfunctionPrice

(FOBShenzhenfor

FCL)ELCCost

(for

reference)MSRP(suggestretailprice)MOQforeachorderBoxSize(cm)QTY/CTN

(pcs)CTN

size

(cm)CBM/CTNG.W.N.W.QTY/20GP(pcs)QTY/40GP(pcs)QTY/HQ(pcs)

1.Exchangerate:pricequotedbasedonexchangerateUSD:RMB

notless

than

1:6.152.2.Deliverytimeforsample:

5–7daysafterthereceiptof

yoursamplerequest

and

sample

charge.Deliverytimeformassproduction:45–60daysaftertheorderconfirmedanddepositreceived.3.Paymentterms:30%TTinadvance,

thebalancebefore

shipment.4.Package&Productdesign:pricequotedbased

on

originalfactorybox,originalproduct

design

and

original

packagefor

export

carton.

If

thebuyerwantstochangethepackagebox:freeof

chargeforMOQ3,000pcs.If

thebuyerneedsanysilkprintingonproducts,wewillquoteyouthepriceafterreceivingyourartwork.If

thebuyerneedstochangethepackagequantityinoutercarton,orcartonmaterialsorcartonthickness,

it

maycauseprice

increase.5.Manual:pricequotedbasedonoriginalEnglishmanual.If

thebuyerwantstochangemanual,USD

100–300willbeaddedbasedonthebuyer’smanual.If

theorderquantityexceed3,000pcs,wecandobuyer’smanualfreeof

chargebasedonthebuyerprovidemanual

artwork.6.H.S

Code

for

customers:

9503

0082.Moreinformationabouttheproduct:1.

SellingpointsforB2Bbuyers:(Listnomorethan

3sellingpoints)2.

Sellingpointsforfinalconsumers:(Listnomorethan

3sellingpoints)3.Marketinformationforsimilarproducts:(Listphotosandpriceinformationof

thesimilarproducts)ToSubjectRe.VisitChinanextmonthwater@Replytoinquiry1DearWater,WearegladtoknowthatyouwillexpandyourmarketinSouthAmerica.Ihopewecanhelpyouwithyourplan.OurproductsenjoygreatpopularityinSouthAmerica.First,pleaserefertotheattachmentsforyourreference.ItisgreatthatyouwillcometoShenzhenforbusiness.Pleasekindlyarrangeyourscheduletovisitourfactory.Wehopewecanhaveaface-to-facetalk.Thenwecouldshowyouourproductionlinesandsampleroom.Whenyourvisitscheduleisavailable,pleasekindlyletmeknow.Bestregards,Mi