《商务英语函电教程》unit 3询价与回复课件
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《商务英语函电》课件商务英语函电第三章
equipment and supplies available from your company.” （请寄给我你公司可以提供的办公设备的完整信息和现价。）
Knowledge Input
2). 体谅Consideration 多站在对方角度考虑信函的措辞，避免问一些涉及保密的问题。如果对方 可能会对你的询问产生疑问，应该简要说明一下你的原因。 例如，在信的开头说明获得对方信息的来源。所有的组织都希望了解他们 的宣传是多么有效，你通过提供这样的信息告诉了他们，他们会很感激。 例如： Please send me a copy of Modernizing Your Kitchen, the free booklet mentioned in your advertisement in the June 14 issue of The Daily News. （请给我寄一份“使你的厨房现代化”，——你们6月14号每日新闻的广告中提
Knowledge Input
在对外贸易中，询盘通常是由买方发出以获取信息，开始贸易的。根据内容，询 盘可以分为两类，即一般询盘和具体询盘。
在一般询盘中，发盘者索要产品目录、价格表及样品等。而在具体询盘里，询盘者 索要产品的关键信息，如规格，装运期，报价，支付方式等。
询盘 询盘（inquiry）也叫询价，是指交易的一方准备购买或出售某种商品，向对方询 问买卖该商品的有关交易条件。询盘的内容可涉及：价格、规格、品质、数量、 包装、装运以及索取样品等，而多数知识询问价格。所以，业务上常把询盘称作 询价。询盘不是每笔交易必经的程序，如交易双方彼此都了解情况，不需要向对 方探寻成交条件或交易的可能性，则不必使用询盘，可直接向对方发盘。
1. 写信人想要什么？ 2. 写信人需要获取什么信息？ 3. 写信人应该如何安排该信函？ 4. 拟写一封询盘函。
Knowledge Input
2). 体谅Consideration 多站在对方角度考虑信函的措辞，避免问一些涉及保密的问题。如果对方 可能会对你的询问产生疑问，应该简要说明一下你的原因。 例如，在信的开头说明获得对方信息的来源。所有的组织都希望了解他们 的宣传是多么有效，你通过提供这样的信息告诉了他们，他们会很感激。 例如： Please send me a copy of Modernizing Your Kitchen, the free booklet mentioned in your advertisement in the June 14 issue of The Daily News. （请给我寄一份“使你的厨房现代化”，——你们6月14号每日新闻的广告中提
Knowledge Input
在对外贸易中，询盘通常是由买方发出以获取信息，开始贸易的。根据内容，询 盘可以分为两类，即一般询盘和具体询盘。
在一般询盘中，发盘者索要产品目录、价格表及样品等。而在具体询盘里，询盘者 索要产品的关键信息，如规格，装运期，报价，支付方式等。
询盘 询盘（inquiry）也叫询价，是指交易的一方准备购买或出售某种商品，向对方询 问买卖该商品的有关交易条件。询盘的内容可涉及：价格、规格、品质、数量、 包装、装运以及索取样品等，而多数知识询问价格。所以，业务上常把询盘称作 询价。询盘不是每笔交易必经的程序，如交易双方彼此都了解情况，不需要向对 方探寻成交条件或交易的可能性，则不必使用询盘，可直接向对方发盘。
1. 写信人想要什么？ 2. 写信人需要获取什么信息？ 3. 写信人应该如何安排该信函？ 4. 拟写一封询盘函。
《商务英语函电教程》unit 3询价与回复资料
Tel:86-591-66664444 Fax: 86-591-66664422 E-mail: artsfujian@
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.
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.
外贸英语函电之咨询、旬盘及回复(英文版)PPT(共33页)
full range of sample sample book
全套样品
样品册
注意：在表示“……的样品”时，常接介词of或for
2.price 1）n.价格
a. Business is possible if you can raise(lift, improve) the price by 5%. 如你方出价能提高5%，可能成交。
If you cannot arrange entire quantity, please offer us at least half.
如果你方办不到全数，请至少报给我们半数
关于数量的表述：
1.追加数量
2.相应的数量
additional quantity corresponding quantity
2）discount v. 贴现，打折扣 Bills can be easily discounted in London.
汇票在伦敦贴现毫无困难。
If you can discount your price by 10%, we are ready to take 300 bales. 如果你方价格能予以九折处理，我方乐于接受300包。
4) 分期付款 instalment payment
5.(a) under separate cover =by separate post =by separate mail 另封，另邮寄
We are mailing you, under separate cover, photographs of the ordered goods. 我们另寄你所订货的照片。 (b) under cover=herewith 随函
Could you accept delivery in July or September? May I draw your attention to item 14?
外贸英语函电Unit3-询盘和回复(精)
潑示卖方要承担包括到目的港的运费，风险自货物装船后转移给
\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.
\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.
外贸英语函电课件Unit_3
When writing a letter of establishing business relations, tell your receiver how you get his name and address, what your business line is, state your idea and purpose, express your hope to cooperate in future business and to get an early reply.
The channels to get information about prospective dealers
attendance at the export commodities fairs or exhibitions（Canton Fair广交会）; the chambers of commerce（商会）, the commercial counselor’s offices（商务参赞） or other commercial institutions at home and abroad.
Letter 2
Self-introduction by an Exporter
1. be in the market for sth. = want to buy sth. e.g. They are in the market for cotton piece goods of high quality. An American delegation came to visit our city in the market for leather products.
4. be interested in doing…
外贸函电Unit 3
3.3.1 A reply
4.Feel free to let us know Please don’t hesitate to let us know.
5. Satisfy you to the best of our ability尽可能地满足贵方 6. see that …请注意… 请贵方务必在3月底前发送此批货物。
3.3.2 General enquiry and reply
Under separate cover单独邮寄，另邮寄 Craftsmanship工艺水平 Appeal to对…有吸引力 Sight draft即期汇票
我们另邮寄样品一批（a batch of），深信 一旦你们有机会查看样品，定会承认该货品 质优良，工艺精湛，价格合理。
3.3.3 Specific Enquiry and Reply
A ready market有市场 Be given to understand了解到… Have confidence in … Agree with the taste of …适合…的口味 Feel confident of placing a trial order 有信心下试订单
3.3.1 A reply
7.L/C reaches us at least 30 days before…
即期信用证务必至少在装运期前30天送达我公 司。 因为全棉质地的衬衫经久耐穿，越来越受到市 场的青睐。我们不得不扩大生产，以满足市场 不断增长的需求。
3.3.1 A reply
请把贵公司的最新样品寄给我们并附上最优 惠的价格，不胜感激。
3.3.2 General enquiry and reply
实用商务英语函电课件-Unit 3
Lesson 2 Order Enquiry
• 1． order enquiry 客户询盘， 买方详细地说明订 购产品所要求的材料、型号、颜色、尺寸等，要 求卖方综合细节进行报价。一般在客户下 purchase order之前，都会有相关的order enquiry 给业务部。 • 2. learn vi 获悉；得知 • to learn from （书面表达） • to note that（书面表达） • to understand that （书面表达） • to know （更口语化）
9. open an account 开立账户 公司之间开立账户，意味着双方建立贸易关系， 即enter into/establish business relations 10. confirm v.证实，确认 His letter confirmed everything. 他的信件证实了一切。 We confirm having agreed on the following points. 我们确认同意如下几点。
Status enquiries
• Status enquiries are usually conducted at the beginning of establishing business relations or executing orders. They are letters asking for information about the financial position, credit, reputation, and business methods of the prospective business partners.
Introduction
In international business, enquiries fall into two categories: business enquiries and status enquiries.
国际商务函电课件Unit (3)
We learn from Brother Co. that you are a leading exporter of table cloth. Would you please send us details of your various ranges, including sizes, colors , prices, and samples of the different qualities of material used? We are large dealers in textiles and believe there is a promising market between us. If your prices are competitive and your goods up to standard, we shall order on a regular basis. When quoting, could you give the following details: 1. Terms of payment 2. Discount 3. Delivery time when we purchase 1000 dozen of table cloth We hope to hear from you soon.
Attachment: illustrated catalogue and price list
Dear Sir or Madam:
Thank you for your email of Mar 15, We are glad to enter into business relations with you. We have enclosed our latest illustrated catalogue and price list. Also, we are separately sending you some samples and feel confident that when you have examined them you will agree the products are in high quality. You will obtain a discount of 5% if your order is more than 1000 dozen. We accept payment by irrevocable L/C payable against shipping documents. As to delivery, we usually deliver all our order within 3 months after receipt of the covering L/C. If you would like to have more information, please let us know.
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General View General Enquiry is sent to acquire
some general information about products, such as asking for a catalogue, or price list, a sample, terms of payment.
Guidelines for Writing
(3). State briefly to first enquirers the strengths and advantages of your products. (4). If you are unable to supply the products required, give a reason or explanation in addition to expressing regret. Always end your letter positively by offering other products as substitutes so as to create a good impression, which hopefully result in more business.
Guidelines for Writing
(3)If it is a first enquiry, start your letter by informing how you obtained their name and address. Meanwhile, you can give a brief introduction of your own business. Some details about what you would like to get from the exporter would be mentioned in the end. (4)The tactic often used in order to invite better terms is to give the seller some hope of substantial orders or continued business by saying “Should your prices be competitive, we shall place an order…” or “If your quotation is favorable, we’ll place regular order with you.”
Guidelines for Writing
1.How to write an enquiry letter (1) Be specific and state clearly what you want, the goods needed, a catalogue, a price list, a sample, a quotation or an offer, etc, so that the seller can offer what you need. (2)Keep the enquiry concise and to the point.
Specimen Letter-3 (Specific Enquiry)
May 8, 2008 Dear Miss Huang, As for the radio-controlled toy car with musical IC that you advertised at http:// www, Made –in –China. Com, could you please send me a copy of your latest catalogue? I would also like to know you monthly production capacity and earliest delivery.
Guidelines for Writing
A letter of enquiry is usually composed of three main parts:
• Opening paragraph/sentences, with mention of how you get the name and address, the items you are interested in, brief introduction to your company if necessary and your initial intention or the purpose of writing. • Second part/message part, with details about your specific requirements. • Close part, where you express thanks in advance and hopes of receiving an early reply.
Sincerely yours Henry
Specimen Letter-2 （Reply to Importer’s Enquiry）
Fujian Provincial Arts and Craft I/E Corporation 12-11/F, Zhongshan Mansion, 123 Hudong Road, Fuzhou, China
Guidelines for Writing
2. How to reply an enquiry
(1). Express thanks to the inquirer for his or her interest in your products. (2). Answer the questions asked and provide other relevant and necessary information.
Guidelines for Writing
(5)In an enquiry letter, the following structures are often used instead of the term ”enquiry” : Please advise~~~ Interested in~~~ ,please~~~ Pleased quote~~~
Specimen Letter-1 (General Enquiry and Reply)
Messrs. Smith & Co. 153 Third Avenue, New York NY 10017, U.S.A Tel: (415) 543-0028 Fax: (415)543-0030 E-mail: smith@ February 3, 2008 Fujian Provincial Arts and Crafts I/E Corporation 12-11/F, Zhongshan Mansion 123 Hudong Road, Fuzhou, China
Specific Enquiry expresses a definite
wish to purchase a specific product if conditions are met and it requires more detailed information such as price terms, quantity, port of destination, packing.
Tel:86-591-66664444 Fax: 86-591-66664422 E-mail: artsfujian@
February 4, 2008 Messrs, Smith & Co. 153 Third Avenue New York NY10017, U.S.A Dear Mr. Henry, We are very glad to 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.
Dear Mr. Wang,
We have seen your advertisement at http:// www. Madein-China. com and are particularly interested in your bamboo and straw articles. We would like to have details of your various types, including sizes, materials and prices.
Unit Three
Enquiries and Replies