《商务英语函电》课件-Module 3-1 Enquiry 询盘

BusinessCorrespondences外贸英语函电Module3-1Enquiry询盘Introduction

询盘是商务洽谈中真正的第一步。“询盘”是指交易的一方欲买、卖某项商品向交易方的另一方询问买、卖该项商品的各项交易条件的一种表示。包括一般询盘（GeneralEnquiry）和具体询盘（SpecificEnquiry）。而一般询盘指买方或卖方向对方索取商品目录、价目表、样品等，具体询盘指买方或卖方就指定商品要求对方发盘。询盘信函要求简短，具体，合理，有礼貌写作要点及要求:

询盘要点：开头：1）说明写信的目的，消息来源和感兴趣的商品。正文：2)具体说明想了解的商品的有关细节，如商品的目录、价格、交易条件等；

3)介绍本地对商品的需求情况等；结尾：4)期望；希望尽快收到报盘。写作要点及要求:

回信要点：开头：1）感谢对方的询盘；正文：2)具体介绍商品：名称、质量、数量和规格；

3)进一步介绍商品的价格、优惠条件、贸易术语和装运等；

4)如果是实盘，说明报盘的有效期；结尾：5)期望；希望报盘能得到对方接受。每封信件的具体内容会有变化，需要根据实际情况加以调整。注：针对买方的询盘回复，其实就是一封报盘信。TeachingobjectivesUponcompletionofthischapter,youshould:beawareoftheinformationtobecoveredingeneralinquiryandspecificinquiry.beabletomakeinquiriesonthedetailedinformationaboutdifferentproducts.beabletouserelatedwordsandphrasestomakeinquiries.Warming-up:Afterthemarketresearchandestablishmentofbusinessrelations,itcomestotherealprocedureofanimport/exporttransaction:

enquiry（询盘）offer（发盘）counteroffer（还盘）acceptance（接受）Soenquiryisthefirstrealstepinbusinessnegotiation.Q:

1.Whichstepsareirrevocable（不可取消的；不可缺少的）inasuccessfulbusinesstransaction?2.Eachoftheabovestepsismadeby(prospective)buyersorsellers?Suggestedanswers:1.Offerandacceptanceareirrevocablebusinessstepsininternationaltradenegotiation.Thatistosay,enquiryandcounteroffercanbeomittedinrealbusinesstransaction.2.Enquiry,offer,counterofferandacceptancecanbemadebyeitherprospectivebuyersorpotentialsellers.Butusuallyenquiryismadebytheprospectivebuyerwithoutengagement（约束）andofferisusuallymadebytheprospectivesellerwithengagement(firmoffer实盘)orwithoutengagement(non-firmoffer虚盘).EnquiryTheimportanceofenquiry:Enquiryisthefirstrealstepinbusinessnegotiation.Thenatureofenquiry:Inforeigntradeanenquiryisusually(notabsolutely)madebytheprospectivebuyerwithoutengagement（约束）,requestingforinformationonthesupplyofcertaingoods.Sowecallit询盘or询价inChinese.Theclassificationofenquiries:I.GeneralEnquiries:

（一般询盘）requestforpricelists,literature宣传资料orcatalogue,etc.II.SpecificEnquiries:

（具体询盘）(strongerintensiontomakeanorderthangeneralenquiries)requestforquotations/offersordetailedtradetermssuchasprices,tradeterm,discount,packingconditions,timeofshipment,termsofpayment,specifications,insuranceorotherinformationforcertainarticles.GeneralinquiryIftheimporterwantstohaveageneralideaofthecommodity,hemaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry.(Generally,itisalsoafirstinquiry.Thatisaninquirywritingwithoutfirstwritingalettertoestablishbusinessrelations).Generalinquiry一般询盘——买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等一般信息。GeneralinquiryStructureThesourceofinformationandabriefself-introductionTheintentionofwritingtheletter.(Askforacatalogue,samplesorapricelist)StatingthepossibilityofplacinganorderGeneralinquiry初次询盘信一般包含以下内容：简单告知如何获得卖方的名址，写一些你方的业务情况。你地市场需对方经营的货物告知对方你所需的信息3.StepsinwritinganEnquiryletter:1)Introducingyourfirmandtheproductsitdealsin

2)Statingthepurposeoftheletter

3)Explainingwhatyouwanttherecipienttodo4)Endingwithanoptimisticnoteandrequestanearlyreply

SpecificinquiryIftheimporterintendstopurchasegoodsofacertainspecification,hemayasktheexportertomakeanofferoraquotationforthegoods.Thatisaspecificinquiry.Whatisthedifferencebetweenofferandquote?OFFER是外贸业务恰谈的第一步,是交易的一方向另一方提出买或者卖某种商品的各项交易条件．并表示愿意按这些条件达成交易．在报盘的有效期内，一经对方接受，合同即告成立．报盘的主要内容应该包括商品名称，品质，数量。包装，价格，交货日期和方式，及支付方式等．报盘还有实盘和虚盘之分．实盘是指可以从报盘的内容上判明发盘人有肯定的订立合同的意图．此报盘一经接受，发盘人就不得更改或撤销报盘的内容，否则将承担法律责任．它具有内容名确（ＣＬＥＡＲ），内容完整（ＣＯＭＰＬＥＴＥ）和无保留条件（ＦＩＮＡＬ）三个特点。虚盘则是指从报盘的内容上可以看出发盘人有某种保留并无肯定的订立合同的意图．此报盘对发盘人来说，无任何法律约束力．它的特点就是内容不明确，主要交易条件不完整或有保留条件．ＱＵＯＴＥ是卖方报价，一般是指只报出价格，而未提出其他条件．OFFER：报盘QUOTE：报价SpecificinquiryStructureMentioningthepreviousletteryou’vereceivedfromtheexporter.Enquiringaboutthedetailsofthegoodssuchasnames,descriptions,specifications,quantity,etc.Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect.Statingthepossibilityofplacinganorder.Wordsandphrases价格price合理的价格reasonableprice具有竞争力的价格competitiveprice优惠的价格favorableprice单价unitprice

总值totalvalue

金额amount

佣金commission净价netprice折扣discount

批发价wholesaleprice

零售价retailprice

现行价格（时价）current/prevailingprice国际市场价格world(International)marketprice离岸价（船上交货价）FreeonBoardFOB成本加运费价（离岸加运费价）CostandFreightCFR到岸价（成本加运费、保险费价）cost,insuranceandfreightCIFWarming-UpIfyouareinterestedinthefollowingproductsandwanttoknowsomethingaboutthem,whatwouldyouwriteinyourletterofinquiry?SampleletterDearSirs,WethankyouforyourletterofMay3andshallbegladtoenterintobusinessrelationswithyou.WehaveseenyourbrochureandareinterestedinGreenTeaExtractandPorcelain（瓷的）TeaSetNo.TSM001.Weshallbepleasedifyouwillkindlysendussamplesandallthenecessaryinformationregardingthesetwoproducts.Meanwhile,pleasequoteusthelowestprice,CIFLiverpool,statingtheearliestdateofshipmentandtheminimumquantity.Shouldyourpricebecompetitiveanddateofshipmentacceptable,weintendtoplacealargeorderwithyou.Yourearlyreplywillbehighlyappreciated.Trulyyours,1. inquiry(enquiry)n.询盘，询价make(or:send,give,fax)sb.aninquiryforsth.向某人询购某种商品Wethankyouforyourinquiryforsunflowerseeds.我们感谢你方有关向日葵籽的询盘。Uponreceiptofyourspecificinquiry,weshallsendyouourquotationsandsamples.一收到你方具体询盘，我方立即给你方寄出我方的报价及样品。Atpresent,therearelargeinquiriesforour“Cool”BrandAirConditionerinourmarket.目前，我们市场有大量对我“凉爽”牌空调的询盘。NewWords&ExpressionsNewWords&Expressionsinquirev.询价，询购，询问inquireforsth.询购某种商品ThankyouforyourletterofSeptember1Theladies’pyjamasyouareinquiringforarenowoutofstock.你方现询价的女士睡衣没货。Weareinquiringaboutthesupplyofsugarandcoffee.我方正在询购糖和咖啡的货源。NewWords&Expressions2. beinterestedin…对(某商品)有兴趣，常用以表示有意购买某种商品，是打算购买某种商品的初步表示。WeareinterestedintheimportofChinesesilkneckties.我们对进口中国丝绸领带感兴趣。TheyhavecustomerswhoareinterestedinyoursixdesignsofOrnamentalCloth.他们有客户对你方六种图样的装饰布感兴趣。NewWords&Expressions3.quotequotev.报价quotesb.apricefor(or:on)sth.报给某人某种商品的价格Pleasequoteusyourlowestpricesforpersonalcomputers.请报个人电脑的最低价。WequotedthisarticleatUS$278percase.这种商品每箱报价二百七十八美元。WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.请报一千件皮夹克的最好大连船上交货价Languagepointssend…underseparatecoverWehavethepleasureofsendingyouunderseparatecoverourlatestcatalogue.我们很荣幸给你方另寄我方最新的商品目录。请另寄一个样品。Pleasesendasampleunderseparatecover.Languagepointsregardingcovering关于1.请寄给我们一个关于你方新产品的商品目录.Pleasesendusacatalogueregardingyournewproducts.2.我们将寄关于这些产品的价格单供你方参考。Weshallsendthepricelistregardingtheseproductsforyourreference.LanguagepointsPleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.(1)请报最低价。Pleasequotethelowestprice.(2)请报上海船上交货最低价。Pleasequotethelowestprice,F.O.BShanghai.LanguagepointsPleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.(3)请报最低价，包括3%的佣金。Pleasequotethelowestprice,including3%commission.(4)请报最低价，说明最早的装运期。Pleasequotethelowestprice,statingtheearliestdateofshipment.Languagepointscompetitive具有竞争力的1.他们的价格更具有竞争性。Theirpricesaremorecompetitive.2.我们的商品卖的很快因为它们的价格具有竞争力。Ourproductsaresellingveryfastbecauseoftheircompetitiveprices.Languagepointsreasonable/favorable合理的/优惠的1.我们的价格很合理。我们不能降价。Ourpriceisveryreasonable.It’simpossibleforustoreducetheprice.2.我们的价格非常优惠，所以我们建议你方立即购买。Ourpriceisveryfavorable,sowerecommendyoutopurchaseimmediately.Languagepointsacceptablecanbeaccepted可接受的1.如果你方的价格可接受，我们将大量购买。Ifyourpriceisacceptabletous,wewillbuyinlargequantities.2.我们不能接受你方价格。我们只好在别处购买Yourpriceisunacceptabletous.Wehavenochoicebuttopurchaseelsewhere.Languagepointsplaceanorderwithsb.forsth.向某人定购某商品如果你能降价，我们将大量订购。Wecanplacealargeorderifyoucanreducetheprice.Languagepointsappreciate感激，感谢1.Weshallbeappreciatedifyoucouldsendusabrochure.如果你方能寄给我们一个商品小册子，我们将不胜感激。2.WeshallappreciateitifyoucanshipthegoodsbeforeAugust.如果你方能在八月前装运货物我们将不胜感激。Usefulexpressionsforenquiries1.说明信息来源2.直截了当说明要买的货物pattern1:take(have,feel)interestinWetakeinterestinyourcannedgoodsandwishtohavethecatalogues.Pattern2:beinterestedin/beofinteresttosb.Weareinterestedinbicyclesinvarioussizesandpleasesendusacopyofyourillustratedcataloguewithdetailsofthepricesandtermsofpayment.Pattern3:beinthemarketforsth.Weareinthemarketforthemechanicaltoysillustratedinyourcatalogue.Pattern4:bedesirousofsth.

Wearedesirousofyourlowestquotationsforfrozenrabbit.3.请求对方寄送目录，价格表和样品Willyoupleasesendusyourillustrated/latestcatalogueandpricelist?Kindlyletushaveadescriptionofyour….Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.4.强调对方报价合理Providedpricesareright,…Ifyourquotationisreallycompetitive,….Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.5.询问对方所能提供的折扣。写清所能接受的支付条件和期望的交货时间Weshouldliketoknowifyouallowdiscounts.PleaseletusknowyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyourbestdeliverydate.Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.6.表示订购货物的可能性Willyoupleaseletusknowby4Aprilsothatwecanplaceourorderpromptly?Pleaseletusknowbyreturnofpostwhetheryouwouldbeinterestedinsuchanorder.SummaryInquiryLanguagepointsGeneralinquiryquoteStructureofgeneralinquiryinclusiveofSpecificinquiryCompetitive/favorableStructureofspecificinquiryplaceanorderwithsb.forsth.

appreciateAssignmentsCasestudyTask:Workinpairs.Readthefollowinglettersanddiscusswithyourpartnerwhatyoushoulddobeforesendingtheelectronicfiles.discusshowtoreplyincasesomeoneenquiresforBottlePod.discusswithyourpartnerhowtoreplytothethirdletterifyoudonotproduceMulti-FunctionTripods?WritingYouarerequestedtowritethreelettersonthebasisoftheresultsofyourdiscussionabove.Letter1DearSirorMadam:WehaveseenthebriefintroductionaboutyourGorillaPodandarequiteinterested.Wouldyoupleasesendusmoreinformationastothepriceterm,minimumquantity,etc.Meanwhile,aswewouldalsoliketoknowaboutsomeotherlinesyouhandle,yourillustratedcatalogbye-mailwillbeappreciated.YourssincerelyLetter2DearMr.Johnson,LastyearweboughtfromyouaconsignmentofBottleCameraPods,andtheysoldwellhere.Doyoustillmakecamerapodsofthistyp