外贸函电-第三章(询盘和报盘2014)
Dear Sirs, We learn from Messrs. Johnson Co. of Singapore that you are producing for export handbags in a variety of natural leathers. There is a steady demand here for handbags of high quality and although sales are not particularly high, good prices are obtained. Will you please send us a copy of illustrated catalogue for handbags, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of the various leather of which the handbags are made. Yours faithfully,
具体询盘
例 2：
Dear Sirs We are pleased to advise that some of our prospective customers are interested in the Flying Pigeon Brand Bicycle and have requested us to approach you for quotations. Please let us know the unit price and on what terms of payment you are able to supply 1,000 Flying Pigeon Brand Bicycles. If your price is attractive and time of delivery acceptable, we have confidence in securing an order for you. Please quote 1,000 Flying Pigeon Brand Bicycles CIF Singapore stating your terms of payment and time of shipment. We are looking forward to your favourable reply. Yours sincerely 《
We have been importers of porcelain wares for many years. Now we are interested in your porcelain tea and coffee cups and sauces of different shapes.
Please inform us of your trade terms and forward samples and product brochures. If your prices are in line, we trust important business can materialize. We are looking forward to your early reply.
Exercise 1
1. 我公司从事手工艺产品的出口业务已多年 ，为了进一步拓展业务，可向你提供最优 惠价格。 2. 请在报价单中详细说明商品的规格、品质 、数量、价格和装运条件。 3.你公司的真皮大衣在本地市场前景很好。 4. 请报FOB上海港最低价格。 5. 若你方价格合理，我方将大量订货。第二节 Nhomakorabea回复询盘
第三章 询盘和报盘
学习目标 掌握询盘报盘的具体内容及格式
熟悉答复询盘信的内容要点
常用语句和表达
本章章节
第一节
询盘 第二节 询盘回复 第三节 报盘 第四节 练习
第一节
询盘
询盘，又称询价，是指交易的一方为购买或出售 某种商品，向对方口头或书面发出的探询交易条 件的过程。询盘可只询问价格，也可询问其他有 关的交易条件。询盘的内容可涉及：价格、规格 、品质、数量、包装、装运、付款方式以及索取 样品等。 询盘可分为一般询盘和具体询盘：前者是指进口 商为了了解情况而向出口商索要需要的商品目录 ，价格单，样品等；后者是指进口商就指定的具 体商品要求出口商报价。
Dear Sirs, We thank you for your enquiry of 15 November and enclose our quotation for handbags. We have made a good selection of patterns and sent them to you today by post. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value. There is a heavy demand for our products in various districts and regions, which we are finding it difficult to meet, but provided that we receive your order within the next ten days, we will make you a firm offer for delivery by the middle of February at the prices quoted. On orders for one hundred units or more we allow a special discount of 1.5%. We require payment by L/C to reach us one month prior to the time of shipment. We look forward to receiving your order. Yours truly,
收到询盘应及时回复；即使你不能满足对方的要求，也应该 及时答复，婉言说明原因，为以后可能的交易留有余地，切 忌置之不理。回复询盘的信函一般遵循以下原则：准确、具 体、清楚。 答复询盘的信函通常包括以下内容：感谢客户来函询价；明 确写信具体意图；正面推销我方产品；通知对方所附附件； 提出报盘交货条件；欢迎对方继续联系。 如果出于某些原因（如存货不足等）不能满足对方意愿，则 应及时回信说明情况，为以后的交易留有余地；或者积极向 对方推销同类产品。
Yours faithfully，
<
具体询盘
具体询盘实际上就是请对方报盘。也就是说，当买方已准备 购买某种商品时，请卖方告知价格，支付条件，货物品质， 规格，数量，交货日期，可能的装运时间以及售后服务等。
例1： Dear Sirs, Thank you for your letter of June 10. We note with pleasure that you intend to develop business with us in the captioned goods. We have gone through your catalogue and are interested in Refrigerator Art No. HD-276F(N). Please quote us your lowest price. If your prices are reasonable and quality satisfactory, we shall consider placing substantial orders. We trust you will give this enquiry your immediate attention and let us have your reply at an early date. Yours truly,
一般询盘
一般询盘:一般询盘并不一定立即接触具体交易，大 多仅是摸底，其索取内容包括某种商品的目录，价目 表，样品等一般化信息以及有关的一般化交易条件。
例1： Dear Sir, We are in the market for Melon Seeds of the first and second grade and should be appreciated if you let us have your offer with some representative samples by airmail. When offering the seeds, please state the earliest possible time of shipment and quantities Yours faithfully,
一般询盘
例2： Dear Sirs, Through the courtesy of the Chamber of Commerce in your country we learn that you are one of the leading exporters of porcelain wares of a variety of types. We avail ourselves of this opportunity to approach you in the hope of establishing business relations with you.
回复询盘示例
例1： Dear Sirs， We are in receipt of your inquiry of May 3 and pleased to enclose our illustrated catalogue and price list giving the details you asked for. Also by separate airmail we are sending you some samples. Our regular purchase in quantities is no less than ten sets of individual items. Payment is to be made by irrevocable L/C at sight. Because of the high quality and unique design, our porcelain wares are quite popular. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. But if you place your order no later than this month, we would ensure prompt shipment. Sincerely yours,
外贸函电之询盘、报盘与还盘
The following structure may be referred to in writing an enquiry:
1. State the source of the information and make a selfintroduction at the beginning of the letter.
New Words and Expressions
1.enquire /inquiry v. 询价，询购，询问 inquire for/about sth. 询购某种商品 *Thank you for your letter of September 1 inquiring for 3,000 m/ts Northeast Rice. 感谢你方九月一日询购三千公吨东北大米的来信。 *The ladies’ pyjamas you are inquiring for are now out of stock. 你方现询价的女士睡衣没货。 *We are inquiring about the supply of sugar and coffee. 我方正在询购糖和咖啡的货源。
*This offer is subject to your reply here within seven days. 此盘以7天内 回复为有效。
《商务英语函电教程》unit 3询价与回复资料
February 4, 2008 Messrs, Smith & Co. 153 Third Avenue New York NY10017, U.S.A Dear Mr. Henry, We are very glad to receive your enquiry of February 3 and thank you for your interest in our products. We are sending you our quotation sheet and a copy of our latest catalogue giving the details you asked for, and hope that some of our products will be suitable for your market.
We are large dealers in arts and crafts, having over 15 years experience in this particular line of business. Provided quality and prices are satisfactory, there are prospects of good sales in our market. When replying, please state terms of payment and discounts you would allow on purchase of quantities of over 100 dozen of individual items. We look forward to your early reply.
外贸函电范文 询盘报盘
外贸函电范文询盘报盘1.询盘并邀请访问We had your enclosed drawings of 5types of machines in your letter Feb.2,2000.Would you please inform us by return of the price,discounts,terms of payment and the time when you can deliver them.If your quotations are suitable and the quality proves good,we'll be pleased to invite your representative over for detailed discussion.我方收到贵方2000年2月2日函及随函所附有关5种机械的图纸。
请函报有关机械的价格、折扣、付款方式及最早的交货时间。
如果报价合理并能证明质量优秀，我方将邀请贵方的代表过来详谈。
2.如何索要产品目录We get your name and address from your local Chamber of Commerce.We are an importer of plastic products and we would appreciate it if you would send us your catalogue in the new year.我方从贵公司的商会获知你们的名称与地址。
本公司经营塑料制品的进口业务，希望能够得到贵公司明年的产品目录。
3.根据广告询价Seeing your ad in"Family Life"we become interested in your silver wares of court styles.Please quote us for the supply of the items listed on the enclosed query form and give your prices C.I.F.Shanghai.It would be appreciated if you include your earliest delivery date,terms of payment,and discounts for regular purchases.我们看过贵公司登在《家庭生活》杂志上的广告，对你们的宫廷银器颇感兴趣。
外贸函电之询盘报盘与还盘讲课文档
2. quote v. 报价 quote sb. a price for (or: on) sth. 报给某人某种商品的价格 *Please quote us your lowest prices for personal computers. 请报个人电脑的最低价。 *We quoted this article at US$278 per case. 这种商品每箱报价二百七十八美元。 *Would you please quote us your best price FOB Dalian for (or: on) 1,000 pieces of leather jacket. 请报一千件皮夹克的最优惠大连船上交货价。
现在八页，总共二十一页。
3. place v. 发出，置于，售出 *If the quality of your goods is good and the price is acceptable to us, we will place a large order with you .
如你方产品质量好，价格可接受，我们将与你方大量订货。 *We regret that our customers have places their orders elsewhere. 很遗憾我方的客户在其他地方已经订货了。
2. State the purpose of writing the letter. For example, the writer may explain to the recipient what he wants, give a description or specification of the goods he requires or express his willingness to enter into business relations with the recipient, etc..
外贸商务英文函电例文询盘,报盘和还盘
Enquiry,Offer and Counter-offer(询盘，报盘和还盘)General Enquiry（一般询盘）Dear Sirs,We learn from your adertisement in China Trade Directory that you are producing Chinese toys for are quite interested in your products.Would you please send us as soon as possible yourt illustrated catalogue and the lastest price list,together with any samples you can let us have.We are given to understand that you are able to supply large quantities at attractive your infromation,there is a steady demand here for Chinese toys of high are not particularly high,but good prices can be obtained for fashionable designs.We are looking forward to receiving your immediate reply. Your trulyReply to the aboveDear Sirs,Thanks for your enquiry dated October 10, and your interst in our products as well.We are enclosing some copies of out illustrated catalogue and a price list giving the details you ask under separate cover,we are sending you samples of various fashions which show you clearly the quality and trust that when you see them you will agree that our products appeal to the most selective buyer.We are willing to allow a 5% discount for all orders over 1,000 can rely on us to give your order at immediat attention.Yours sincerelySpecific Enquiry（具体询盘）Dear Sirs,Thank you for your letter dated August 25th. We are pleased to know that you are producing different kinds of shoes. We are intrested in your various casual shoes recommended in your letter,particulaly embroidered slippers and cotton you kindly send us a copy of your illustrated catalogue and some samples with further information? We shall be abliged if you could also quote your lowest prices CIF Liverpool,stating earliest date of shipment.Casual shoes of high quality are believe there is a promising market in our area for moderately priced goods of the type your price is competitve, we will considerplacing an order for 5,000 pairs with are looking forward to your urgent reply.Yours faithfully,Reply to the aboveDear Sirs,Thank you for your specific enquiry of September 1.The enclosed illustrated catalogue and samples will give you details of the two sorts of shoes in which you are especially illustrations will also give you information about other casual shoes we are to our terms and conditions,please see page 8 of the cover,we are sending you our offer on CIF Liverpool, for shipment in we require an irrevocable L/C by draft at sight.Embroidered slippers and cotton shoes are our products of latest of their excellent quality and low prices, you can be sure that our products will help you expand your market. We are looking forward to your trial order.Yours sincerely,Firm Offer（具有约束力的发盘）Dear Sirs,This is to conform your telex of May 2006, asking us to make you a firm offer for rice and soybeans CFR Cairo.We telexed you this morning offering 30 metric tons of polished rice at US$2,400 per metric ton, CFR Cairo, for shipment during July-August 2006. This offer is valid, subject to the receipt of your reply before 10 June 2006.Please note that we have quoted our most favorable price and are unable to entertain any counter-offer. It is likely that the market price will would be your advantage to place orders without delay.We are anticipating your early reply.Yours faithfully,Counter-offer（还盘）Dear Sirs,Thank you for your letter of May 20 quoting for the rice and soybeans.We appreciate the good quality of your products,but unfortunately your prices appear to be on the high side even for goods of this accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range.We like the way in which you have handled our enquiry and would welcome the opportunity to do business with you. Information indicates that the Japanese goods are being sold at a priceapproximately 10% lower that what you wonder if you could reduce your prices to that level.We shall appreciate your favorable reply.Yours sincerely,Reply to the aboveDear Sirs,While we thank you for your letter of 22 May 2006,we are disappointed to hear that our price for rice and soybeans is too high for you work on,because Japanese goods are being offered at a price approximately 10% lower than ours.We do not deny what you say,but we would like to invite your attention to the superior quality of our products. We have to point out that our quotation is quite realistic and have been accepted by buyers of other sources.Although we are keen to do business with you, we regret that we cannot accept your counter-offer or even meet you half best we can do is to reduce our previous quotation by 2%. We trust that this will meet your approval and look forward to your early reply.Yours faithfully.。
外贸英语函电Unit3-询盘和回复(精)
\严、
\CIF：价格术语^Cost, Insurance and Freightn成本.保险加运费.W后接li的港名称.表示卖方要承担包括到目的港的运费和保险费.\k风险自货物装船后转移给了买方.又称到卑价.
3.2 Writing Skills of Enquiries
We canummIIvdeliver within threv weeks, of receiving an order.（•通常我们在收到订单后三个星期内就可供货.〉
“ProbmuT处拔丁丈.它的心8 “竝九形式的”o所以■从參
V*«MtPn>fornia Invoke欠3赚九戈的袅・。
珥”反■卒*疋8方社*5*・吋. 力了僚栄方nrrrj<口从毛, »X5tA&MM的一碎发■<>决称上. 井汉"•戎出貨*的KWt正因为如比. 垃静发・包■赫电为“《算发4»斤o
U he specimens sent Millconvinceyouolthe excellent qualitv of iHir muikiil liistrunientv«寄去的样品会使您相（8我方制迈的医疗器械质虽匕乘.）
呂作步骤
衷达方式
1
（4）
表明所提供的价格 是合理的和具有竞 争性的且说明实行 价賂的期限
折扣(discuunl〉是卖方按照原价给买方以一定的减让。
佣金，习惯上应先由卖方收到全部货款后.再支付给中间 商.折扣一般可由买方在支何货款时预先扣除。
一是用文字说明・
如：USD100per M/T CIF London including3%Commission土是直接在贸易术语后面加上Commksion的缩吗字母和所付的佣金率.
《世纪商务英语——外贸函电》参考书
Unit 3 Inquiry第三章询盘Part Three Other Commonly Used Expressions and SentencesTypical Sentences1. Will you please send us your illustrated/latest catalogue and full details of your prices and terms of payment, together with samples. (能否请你们给我们随样品寄上带有图片说明的/最新的产品目录表以及详细的价目和支付条件？)2. Please send me a description of your electric hedge trimmers. (请惠寄电动修剪机的说明书。
)3. We would be pleased if you send us your lowest quotation for the following:(如能对下列产品报最低价，我方将不胜感激。
)4. A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods, as specified below, for which you are requested to make an offer. (我们的一位客户希望获得一批下列中国棉布，请报盘。
)5. We have pleasure in informing you that we are interested in your plastic kitchenware and would like you to make us an offer. (欣告我方对塑料制厨房用具感兴趣，如蒙惠赐报盘，不胜感激。
) 6．We have an inquiry in hand for a large quantity of Bitter Apricot Kernels. (我方手头现有一份欲购大量苦杏仁的询价单。
世纪商务英语-外贸函电unit 3 Inquiry
精品文档 LOGO
Part One
1. An Inquiry and Reply (1)
An inquiry is a request for information on goods. When business people intend to import a product, they send out an inquiry to an exporter. It may ask for a quotation or an offer for the goods they wish to buy or simply request for some general information regarding these goods. An inquiry can be made by written correspondence, such as a letter, telegram, telex, fax, e-mail or verbally by talk in person. Inquiries from regular customers may be very simple in content, in which only the name and/or specifications of the commodity will be mentioned. Other inquiries may include great details such as the name of the commodity, quality, specifications, quantity, terms of price, terms of payment, time of shipment, packing method, etc. required by the buyer so as to enable the seller to make proper offers.
外贸函电中的询盘(精)
Chapter ThreeEnquiryLearning Objective:To master the writing methods of an enquiry; To identify the types of enquiries;To grasp the definition of enquiry and useful expressions.Section One Brief IntroductionIn foreign trade, enquiries are usually made by buyerswithout engagement to get information about the goods to beordered, such as price, catalogue, delivery date and other terms.Enquiries may be either dispatched by mail, cable, telex and faxor handed to the supplies through personal contact.When making an enquiry, a buyer usually begins with aquestion or questions he wants to ask. The reader then knows at once what the enquiry is about.Generally speaking, we should keep our enquiry short and to the point; say what needs to be said and then stop. For instance, if you are an enquirer, you should state clearly in your enquiries to foreign suppliers your exact requirements, inclusive of prices, discounts, terms of payment and the length of time required for delivery. There is no need for long, over-polite phrases and still less for humbleness. Nowadays, many firms even use a printed enquiry form instead of a letter.An enquiry must be acknowledged in terms that establish good will if an immediate sale is not possible. If it is from an old customer, say how much you appreciate it; if it is from a new customer, say you are glad to receive it an express the hope of keeping up friendly business relationship.Furthermore, enquiries should be addressed to the company because, in this way, your letter will receive quick attention. If you address the enquiries to an individual, your letter may have to wait while he is away. Or you may make a mistake and address it to the wrong individual, and this will also mean delay.To sum up, enquiries should be brief, specific, courteous and reasonable. In return, the answers to enquiries should be prompt, courteous and helpful. In case the goods enquired for are currently out of stock, the supplier should inform the enquirer when they will be available and, by taking this opportunity, introduce some other products as substitutes so as to create a good impression, which hopefully will result in more business.Section Two Writing StepsOpening:If this is the first time the enquirer asks for product details from the reader, the former should state clearly where he obtained the relevant information of the latter. After that, he can move further to make a brief introduction about himself. By doing so, the enquirer can help the receiver obtain as much information as possible about the former so as to eliminate the latter’s worry in establishing business relationship with the enquirer.If this is not the first time, the enquirer would probably express his current situation and interest in the very beginning. Since the enquirer and the receiver have known each other well, this kind of enquiry letter can be more casual than the situation mention above.Body: In this part, the enquirer should get down to the point and state clearly what details of the product he would like to know.Closing: to express hope of early replySection Three Specimen LettersSpecimen Letter 1 A general enquiryDear Sirs,We learn from Brown & Clark Co. Ltd., New York that you are a leading company in exporting cotton piece goods.At present, we are interested in Printed shirting and shall be pleased to receive from you by airmail catalogues, sample books and all necessary information regarding these goods so as to acquaint us with the quality and workmanship of your supplies. Meanwhile please quote us your lowest price CIF Pusan, including our 5% commission, stating the earliest date of shipment.Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.We trust you will give us an early reply.Yours faithfully,Noteslearn from 从……获知leading company 大公司，主要的公司cotton piece goods 棉制品at present 目前receive from 收到……的来信regarding 跟……有关的acquaint ……with 使……熟悉，了解workmanship 工艺place a large order with 向……下一笔大数额的订单Specimen Letter 2 A specific enquiry for iron nailsDear Sirs,We intend to buy large quantities of Iron Wire Nails of all sizes and should be obliged if you would give us a quotation per metric ton CFR. Lagos, Nigeria.It would also be appreciated if samples and/or brochure could be forwarded to us.We used to purchase this article from other sources, but now prefer to buy from your corporation because we are given to understand you are able to supply large quantities at more attractive prices. Besides, we have confidence in the quality of Chinese products.We look forward to hearing from you by return.Yours faithfully,Notesbe obliged 不胜感激metric ton 公吨be appreciated 不胜感激brochure 产品说明书forward 寄送be given to understand 获悉，听说hear from 收到来信by return 立即，收信后立即Specimen Letter 3 An enquiry for porcelain waresDear Sirs,Through the courtesy of the Chamber of Commerce in your country we learn that you are one of the leading exporters of porcelain wares of a variety of types. We avail ourselves of this opportunity to approach you in the hope of establishing business relations with you.We have been exporters of porcelain wares for many years. Now we are interested in your porcelain tea and coffee cups and saucers of different shapes.Please inform us of your trade terms and forward samples and product brochures. If your prices are in line, we trust important business can materialize.We are looking forward to your early reply.Yours faithfully,NotesThrough the courtesy of 承蒙……的帮助或介绍Chamber of Commerce 商务部porcelain wares 陶瓷器皿a variety of 各种各样的avail oneself of this opportunity to 借此机会去……approach 靠近，接近in the hope of 寄希望于inform sb of 告知，通知某人be in line 合适materialize 得以实施，实现Specimen Letter 4 Enquiry about ability to produce according to specificationsDear Sirs,Can you screen-print T-shirt to our specification?We are now expanding our business to include items for collections. We are looking for manufacturers who can make and print T-shirts according to our patterns and designs. Since the T-shirts are intended for the niche market of collection, the quality is of utmost importance. Though the number of prints for each design may not be very large, we are prepared to accept prices a little higher than ordinary items. It is understood that the designs are and remain to be our intellectual property rights. You are not supposed to duplicate or sell any of our designs to any other customers without our written approval.In order to safeguard the collection value, defective pieces, if any, shall be destroyed. They shall not be disposed of in any other markets including your own domestic market. Please let us know if you are interested in such cooperation. If you are, please quote us lowest FOB price, stating your normal lead-time.If your price is competitive and delivery time acceptable, we are ready to sign long-term contract with you.Your early reply will be highly appreciated.Yours faithfully,Notesscreen-print 丝网印刷intend 打算niche market 缝隙市场，瞄准机会的市场of utmost importance 非常重要intellectual property rights 知识产权duplicate 复制written approval 书面同意FOB 离岸价Section Four Useful Expressions and SentencesUseful Expressions1.learn/obtain from 从……获知2.Through the courtesy of 承蒙……的帮助或介绍3.leading company 大公司，主要的公司4.at present 目前5.be obliged/grateful 不胜感激6.appreciate it if 如果……我（们）将不胜感激7.place an order with 向……下订单8.brochore/leaflet/pamphlet 产品说明书9. avail oneself of this opportunity to 借此机会去……10. in the hope of 寄希望于11. inform sb of 告知，通知某人12. be in line 合适13.intend to 打算14.be of utmost importance 非常重要15. by return 立即，收信后立即16.prospective customers 潜在的客户17.forward 寄送Useful SentencesOpening1. We learn from … that you are exporting …我方从…获悉贵方出口…2. We know your company through the courtesy of …承蒙…公司好意，介绍贵公司给我方。
外贸英语函电Unit_03_询盘及回复1
（5） We should like to know if you allow discounts.（我们 询问对 想知道，你方是否给我们折扣。）
方所能
提供的
折扣， Please let us have your lowest FOB prices, together 写清你 with your terms of business, and state your best 所能接 delivery date.（请告知贵公司最低离岸价和交易条件， 受的支 并说明最早交货日期。）
付条件 We require the goods delivery would be effected 和期望 within six weeks of order.（我们要求在下订单后六周 的交货 内供货。）
时间
Will you please let us know by 4 April so that we can place our order promptly.（请在4月4日前告知我们， 以便我方及时下单订货。）
3.2 Writing Skills（写作技巧）
写作步骤
表达方式
（1） Your name has been given us by the Chamber of
说明信 Commerce/ the… Embassy/ the… bank in…).（我们
息来源 （告知
从在……地方的商会/从……使馆/从……银行获悉你 方名称。）
（6） 表示定 购货物 的可能 性
Please let us know by return of post whether you would be interested in such an order.（请发信告知 我们，你方是否对这样的订单感兴趣。）