函电第3章.ppt

1、ChapterThreeEnquires,3.1Introduction3.2Writingguide3.3Lettersforexample3.4WordsandPhrases3.5Notes3.6Usefulexpressions3.7Exercises,3.1Introduction,Peopleoftenneedinformationaboutprices,products,servicesthatothercompanycansupply.Theymayrequireaquotationoranestimateforproducts.Anenquiryissucharequestfo

2、rinformationaboutcertaincommodityorserviceandthetradetermsaswell.Itisoftenmadebybuyerstosellersandusuallythefirststepofabusinesstransaction.Inaroutineletterofenquiry,abuyerwillstateclearlyandconciselythegeneralinformationhewants,includingacatalogue,apricelist,asample,aquotation,anestimateandsoon.Asf

3、arasthecontentisconcerned,enquiriesareoftwotypes:generalandspecific.Theformerissenttoacquiresomegeneralinformationaboutproducts,suchasaskingforpricelists,samples,catalogues,termsofpayment.Thelatterexpressesadefinitewishtopurchaseaspecificproductifconditionsaremet,anditrequiresmoredetailedinformation

4、suchaspriceterms,quantity,portofshipment,packing.Aninquiryshouldbewrittendirectlyandclearly.Andanenquirymustbeacknowledgedbywayofestablishinggoodwill.Becauseitcouldleadtoimportantbusiness.Inthereplytoenquiry,allenquiresshouldberepliedpromptly.Ourresponseandthetimeittakesustoreplyarecriticaltobesucce

5、ssful.Replytodaywithcompleteinformationforbestresults.,3.2Writingguide,3.3Lettersforexample,VancouverTextilesCorporation356MadisonStreetVancouver,Canada15thJuly,2008ChinaNationalTextilesImp.&Exp.Corp.ShanghaiHomeTextilesBranch18ChungShanRoadShanghai,ChinaDearSirs,WehavebeeninformedbytheBankofCanada,

6、Vancouver,thatyouareoneoftheleadingexportersoftextilesinShanghaiandthatyouwishtoextendexportbusinesstoourmarket.Youwillbepleasedtonotethatweareimportersofbedsheetsandotherhometextileproducts,havingover20yearsexperienceinthisparticularlineofbusiness.Atpresent,wearekeenlyinterestedinbed-sheetsandshall

7、begladifyouwillkindlysendusyourlatestpricelistforbed-sheetsinvariouscoloursspecifyingsizesanddesigns.Ifpossible,pleasealsorushussamplesbyairmailforourreference.Inthemeantime,wethinkitnecessarytostresstheimportanceofthematerialofbed-sheetsused.HereinVancouveronlyall-cottonbed-sheetsaresalableandanysy

8、ntheticfiberorblendedfiberisnotindemand.Ifthequalityofyourproductscomesuptoexpectationsandyourpricesareattractive,weexpecttoplaceregularordersforfairlylargenumbers.Andifyouareinapositiontomeetourdemandwethinkyourproductswillenjoypopularsalesinourmarket.Foryourinformation,wewouldliketostatethatweusua

9、llypayforourimportsbysightL/C,whichwefeelsurewillbeagreeabletoyou.Yourearlyreplywillbeappreciated.Yoursfaithfully,TomVANCOUVERTEXTILESCORPORATION,Letter1,ChinaNationalTextilesImp.&Exp.CorporationShanghaiHomeTextilesBranchShanghai,China25thJuly,2008VancouverTextilesCorp.356MadisonStreetVancouver,Cana

10、daDearSirs,Thankyouforyourletterof15thJulyenquiringforbed-sheets,wewishtoinformyouthatthesample-cuttingbook,pricelistandcatalogueaskedforinyouraboveletterhavebeenairmailedyouseparately.Weareconfidentthatthesewillgiveyouallthedetailsyourequire.Alltheitemsareofgoodqualityandcanbesuppliedinawiderangeof

11、designsandcolorstomeettherequirementsinyourmarket.However,ifyouareinneedofanyotherinformationnotcontainedtherein,pleasefeelfreetoletusknow.Weshallsatisfyyoutothebestofourability.YourpaymenttermsbyL/Catsightareacceptabletous.Inordertoensurepunctualshipmentofthegoodstobeordered,pleaseseethatthecoverin

12、gL/Creachesusatleast30daysbeforethestipulatedtimeofshipment.Bytheway,wewishtoinformyouthatourall-cottonbed-sheetshavebecomeverypopularontheworldmarketbecauseoftheirdurabilityandreasonablepricesandithasbeendifficultforustomeettheincreasingdemand.However,ifyouplaceyourordersbeforethe10thAugust,weassur

13、eyouofourpromptshipment.Wehopethatourpricewillbeworkableandthatbusinesswillresulttoourmutualadvantage.Welookforwardtoreceivingyourorderssoon.Yoursfaithfully,ChinaNationalTextilesImp.&Exp.Corp.ShanghaiHomeTextilesBranchTonyLi,Letter2,3.4WordsandPhrases,enquiryn.(orinquiry)actofrequestinginformationon

14、theavailabilityofspecificproduct询盘，询价，查询quotationn.statementofthepriceofacertainproduct报价单requestn.actofaskingforsth.inspeechorwriting,esppolitely（口头或书面的）要求，（尤指）请求commodityn.article,productormaterialthatisexchangedin(ernational)trade商品，货物，（尤指国际贸易中的）物品、产品或材料correspondencen.letter-writing,lette

15、rs通信，信件acknowledgev.acceptthetruthof(sth),admit(sth)承认（某事物）属实，供认（某事物）lastinga.tocontinuetoexistforalongtimeorforever持久的，耐久的criticala.crucial关键的outofstock脱销textilen.wovenormachine-knittedfabric织物，纺织品foronesreference供某人参考stressv.putstressoremphasison(sth)着重，强调（某事物）syntheticfiber人造纤维，合成纤维blendedfiber混合

16、纤维comesupto达到，符合hatplace在那里，在其中punctuala.happeningordoingsthattheagreedorpropertime按时的，准时的，守时的stipulatev.state(sth)clearlyandfirmlyasarequirement讲明，规定（某要求）craftsmanshipn.skilledworkmanship技艺，手艺appealto有吸引力，有感染力irrevocablea.thatcannotbechangedorrevoked,final不可撤销的payablea.thatmustormaybe

17、paid可支付的，应支付的,3.5Notes,1.enquirev.咨询，询问，询价。常与about和for连用。e.g.Manyforeigncustomersareenquiringaboutourproducts.很多外商询问我们的新产品。ThankyouforyourfaxofJuly24inquiringforourModelYN-116machinetool.感谢你方7月24日询问我方YN-116型机械工具的传真。2.rush=sendimmediately立即递送，例如：rushussamplesbyairmail赶快航寄样品e.g.Pleaserushmeyourlatestc

18、atalogue.请赶快将你方最新目录递送给我。3.ordern.订单&v.订购，订货e.g.Placealargeorderwithyou.向你方大量订货。Ifyouallowus10%discount,wewillorder10,000dozen.如果你方给予10%的折扣，我们将订购10000打。名词order常与动词make,send,place等联用，如果表示订购某项货物，后接“for”，也可接“on”或“of”，但“for”最为普遍。e.g.Ifyourpriceisinline,wewillsendyouanorderfor5,000sets.如果你方价格与市价相符，我们将订购50

19、0台。4.Ifyouareinapositiontomeetourdemand,wethinkyourproductswillenjoypopularsalesinourmarket.假如你们能够满足我们的要求，我们认为你方产品能在我方市场畅销。,5.WewouldliketostatethatweusuallypayforourimportsbysightL/C,whichwefeelsurewillbeagreeabletoyou.我们要告诉你们，我们对进口货一般用即期信用证付款。我们认为你们会同意。6.beofgoodquality=thequalityisgood.质量上乘7.feel

20、freetodosth随意做某事，欢迎你类似的表达方式有：Pleasedonothesitatetodosth.请毫不犹豫地做某事。e.g.Ifyouhavefurtherquestions,pleasefeelfreetoaskus.如果你们有任何其他的问题，请随时向我们询问。Pleasedonothesitatetocontactusifyouneedhelp.如需要帮助，请立即与我们联系。8.reasonable合理的Ourpriceisquitereasonable.我方价格是相当合理的。类似的表达方法有：realistic符合实际的，现实的；workable可行的inthelinew

21、iththepresentmarket与现行价格相符9.Ourall-cottonbed-sheetshavebecomeverypopularontheworldmarketbecauseoftheirdurabilityandreasonablepricesandithasbeendifficultforustomeettheincreasingdemand.我们的全棉床单因其经久耐用和合理的价格已十分畅销，我们难以满足日益增大的需求。,10.allow(or:give,make,grant)%discountoff(on)thepricesofgoods按货价给予%的折扣e.g.Ifyo

22、uorder5000sets,wewouldgrantyou10%discount.如果你方能订购5000台，我们将给予10%的折扣。atadiscount低于正常价格，打折扣e.g.Thegoodsaresellingatadiscount.该货正以低价销售。11.deliverydate交货期，其它表达方式有：dateofdelivery,timeofdelivery,deliverytime,dateofshipment,timeofshipment,shipmenttime(date)etc.12.appealtothemostselectivebuyer吸引最挑剔的买主13.area

23、dymarket销路好，畅销14.providedtheyareofgoodqualityandcompetitiveinprice只要物美价廉provided=onconditionthat只要e.g.Illagreetogoprovidedthatmyexpensesarepaid.只要我的费用被付清，我就同意走。15.agreewith=suit适合，符合e.g.Ifyourshirtsagreewiththetasteofourmarket.如果你们的衬衫符合本市场的口味的话Thehumidclimatedidntagreewithhim.他不适应潮湿的气候。16.placeatria

24、lorder=placeanorderfortrial试订e.g.Wefeelconfidentofplacingatrialorderwithyou.我们有信心向你们订购一批试销。17.byreturn书信中常用语，也可以说byreturnmail，表示收信后立即回信。18.tradeandbankreferences商业和银行证明人在首次与买主做交易时，卖方往往需对买方进行资信调查，以决定交易风险的大小，采用何种付款方式为宜等。其了解的渠道通常有两个，一个是买方的开户银行，另一个是与买方有业务往来的公司。,3.6Usefulexpressions,1.询盘Pleasequoteusfort

25、hegoodslistedontheenclosedinquirysheet,givingyourpricesCIFShanghai.Pleasealsostateyourearliestdeliverydate,yourtermsofpayment,anddiscountsforregularpurchases.请向我们报出列在被附上的询盘表上的货物的上海到岸价格。并且请说明你方对于常规购买的最早交货期、支付条件和折扣。Wehavepleasureinenclosingourinquiryforhandmadeglovesinleathers,againstwhichyouarereques

26、tedtomakeusanofferonCIFbasis.我们很高兴封入我们的皮革手工手套的询盘，这是应你方请求我们做出的以到岸价为基础的发盘。Weshallbepleasedifyouwillfurnishuswithyourlowestquotationforthefollowinggoods.如果你们为我们提供下列产品的最低报价，我们将会很高兴。WearepleasedtoinformyouthatthereisgoodsaleforyourDrillingMachine,ModelZ-33andwouldaskyoutosendusyourbestoffer.Ifyourpriceis

27、foundcompetitive,weareconfidenttherearegoodprospectsforbusiness.我们很高兴告知你方，贵方型号为Z-33的钻机很畅销，并请求你方报此钻机的最优惠价格。如果你方所报价格具有竞争力，我方相信我们能够达成交易。Asweareinthemarketforcannedmushroom,weshouldbepleasedifyouwouldsendusyourbestquotations.我方市场上需要罐装蘑菇，如果你方能够向我们发送你方最优报价，我们将很高兴。,2.索取Willyoupleasesendmeacopyofyourcatalog

28、ue,withdetailsofyourpricesandtermsofpayment?你方能向我发送一份带有你方价格和支付条件详细资料的目录吗？Willyoupleasesendusacopyofyourcatalogueandcurrentpricelistforbicycles?Weareinterestedinbicyclesforbothmenandwomen,andalsoforchildren.你方能向我们发送一份你们关于自行车的目录和市场价格表吗？我们对男式、女士以及儿童的自行车感兴趣。Pleasesendusyourcatalogueandtheinformationabou

29、tyourplastictoysadvertisedintheTimeMagazineofAugust21,2007.请向我们发送你们于2007年八月21日在时间杂志上广告的塑料玩具的目录和信息。Wehaveseenyouradvertisementinthe“ForeignTrade”andshouldbegladifyouwouldsendusbyreturnpatternsandpricesofgoodqualitycottonsavailablefromstock.我们已经看到了贵方在“对外贸易”上的广告，如果你方能够给我们发送从存货中得到的优等棉花的来样和价格，我们将很高兴。Wear

30、einterestedinyourproducts.Doyouhaveanylatestcatalogue,pricelistandbrochurewhichyoucouldsendus?我们对你方产品感兴趣。你方有能向我们发送的最新目录、价格单和小册子吗？,3.答复Wethankyouforyourenquiryof13thAugustandarepleasedtosendyouourquotationforleathershoesandhandbags.我们感谢你方八月13日询盘且很高兴向你方发送我们的皮革鞋和手提包的报价。Wewerepleasedtoknowfromyourletter

31、of24thJulyofyourinterestinourproductsandenclosethecatalogueandpricelistgivingthedetailsyouaskedfor.Alsoenclosedyouwillfinddetailsofourconditionsofsaleandtermsofpayment.我们很高兴地从你方七月24日的来信中获悉，你方对我们的产品感兴趣，封入的目录和价格单给出了你方要求的详细资料。你方也将看到我们的销售条件和支付条件被封入在内。WethankyouforyourenquiryofJuly3rdand,asrequested,encl

32、osesamplesofdifferentqualitiesofposterpaperforadvertisement.我们感谢贵方7月3日的来信，应贵方要求，我们封入了做广告用的不同质量的招贴纸的样本。Inresponsetoyourletterof15thJulyenquiryingforbed-sheets,wewishtoinformyouthatthesample-cuttingbook,pricelistandcatalogueaskedforinyouraboveletterhavebeenairmailedyouseparately.作为对你方7月15日对床单询盘来信的回复，我

33、们想通知你们贵方在上封信要求的剪样本、价格单和目录已经被分别地航邮给你们了。Wearemakingyouthefollowingoffer,subjecttoyourreplyreachingherewithinfivedays.根据你方回复到达这里在五天之内，我们做如下报价。,3.7Exercises,1.FillintheblanksDearSirs,Re:SampleCostWereallyappreciateyour（1）cooperationduringthepastseveralyears.Wethinkwehavedevelopedabeneficialtrade（2）youra

34、rea（3）thebasisofequalityandmutualbenefit.Wehopethatwewillreachabiggerturnover（4）thecomingyears.As（5）thenewsamplesofourproducts,ourstatisticsshowedthatwehadaveryheavyburden（6）samplecost.Asyouknow,duringthepastyearswealwayssuppliedsmallquantity（7）samplestoourcustomersfree（8）charge.Wenotonlyhadtopaythe

35、samplescost,butalsopayforthepostage（9）expresscouriers,suchasUPS,Fedex.However,ourprofitisgettingsmallerandsmallerowing（10）theuprisingpricesofrawmaterials.（11）suchcircumstance,wefinditisgettingdifficulttorunbusinessinthisway.Inordertosolvethisproblem（12）areasonableway,wehopeourcustomercouldhelptoshar

36、ethecost（13）payingthepostage.SocouldyoupleaseinformusyouraccountnumberofUPSorFedexorotherexpress（14）return?Sothatwecouldsendsamplesbyyouraccountnumber,whilewewillsupplythesamplesfreeofchargeinnormalsmallquantity（15）before.Wehopethatourrequestwillgainyourapproval.Yourssincerely,Answer:（1）full（2）in（3）

37、on（4）in（5）to（6）on（7）of（8）of（9）to（10）to（11）Under/In（12）in（13）by（14）by（15）as,2.TranslatethefollowingsentencesintoEnglish.（1）我们对你方报价单里的彩笔有兴趣，请寄报价单来。Answer:Weareinterestedinyourcolourpensinthesamplebook.Weshouldbegladifyouwouldsendusyourquotations.（2）求购种花工具，请寄带价目表的商品目录以供我们参考。Answer:Asweareinthemarketforgardentools,weshouldbepleasedtohaveyourcataloguewithpricelistforourconsideration.（3）为了给你