外贸函电-Unit-3概要
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外贸函电-第三单元
e 10
绝对保密：
treated be held complete absolute in confidence
kept
gave
6、对你提供的任何资料，我们都予以保密。
Any information you may be able to pass on to us will be treated as confidential.
背景
文本和线条
阴影
标题文本
填充
强调
超链接
已访超链接
Page 16
商。多年来在同行中享有良好的声誉。
The firm you inquire about is one of the most reliable importers in our district and has enjoyed a good reputation among the 8 traders for many years.
关于：
with reference to with regard to regarding concerning
5、你地XX银行将给你提供有关我们的信誉和经 营作风等方面的资料。
背景 文本和线条 阴影 标题文本 填充 强调 超链接 已访超链接
The xx bank of your city will give you any information you may require concerning our credit standing as well as our manner of doing business.
Uint3 Status Enquiries
信誉：
prestige credit reputation credit standing
绝对保密：
treated be held complete absolute in confidence
kept
gave
6、对你提供的任何资料，我们都予以保密。
Any information you may be able to pass on to us will be treated as confidential.
背景
文本和线条
阴影
标题文本
填充
强调
超链接
已访超链接
Page 16
商。多年来在同行中享有良好的声誉。
The firm you inquire about is one of the most reliable importers in our district and has enjoyed a good reputation among the 8 traders for many years.
关于：
with reference to with regard to regarding concerning
5、你地XX银行将给你提供有关我们的信誉和经 营作风等方面的资料。
背景 文本和线条 阴影 标题文本 填充 强调 超链接 已访超链接
The xx bank of your city will give you any information you may require concerning our credit standing as well as our manner of doing business.
Uint3 Status Enquiries
信誉：
prestige credit reputation credit standing
外贸函电(unit3建立业务关系)
○ As an exporter, send necessary information. 作为一个出口，将必要的信息 ● In order to give you a general idea of various kinds of the table-cloth we are handling, we are airmailing you under separate cover our latest catalogue for your reference.
Unit 3 establishing business relations
3单元建立业务关系
• Objectives:目标：
• Know where to obtain the information of the foreign merchants.
• 知道在哪里可以获得的外国商人的信息。 • Know how to write a letter of establishing business
望早日得到你方的答复。
我们盼
Yours faithfully,你的忠实的，
Exercise:translate the following into English.
美国J&M有限公司已将贵公司的名称和地址告 知我们，并认为贵公司是中国有潜力的棉布买 主。棉布属于我公司的经营范围，我们将很乐 于与贵公司建立直接的业务关系。 兹随函附上商品目录和价目单各一份,以便于了 解我们产品的概况。一俟接到贵方的具体询价， 将立即航空邮寄我公司的报价单和样本。 盼早复。
○ 至于我们的财务状况，请参阅我们的银行，......银行，我们肯 定会很高兴为您提供任何您所需要的信息
Our bankers are … Bank .They can provide you information about our business and finances.
外贸英语函电课件unit3
Recently, payments have been quite irregularly made, and more than one occasion we have had to press for them.
We are sorry we are not able to give precise information about the company you asked about.
The firm enjoys the fullest respect and unquestionable confidence in the business world.
信用不佳：
Replying to yours of 10th May, we inform you that we have ho personal knowledge as to the standing of Messrs. Yada & Co., of our city.
So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.
资信调查信函回复
Dear Sirs,
This is in reply to your enquiry dated April 8th about the credit status of Da Cheng Mechanical Equipment Company. we regret we have to make an unfavorable account. We found that the company is now being pressed
We are sorry we are not able to give precise information about the company you asked about.
The firm enjoys the fullest respect and unquestionable confidence in the business world.
信用不佳：
Replying to yours of 10th May, we inform you that we have ho personal knowledge as to the standing of Messrs. Yada & Co., of our city.
So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.
资信调查信函回复
Dear Sirs,
This is in reply to your enquiry dated April 8th about the credit status of Da Cheng Mechanical Equipment Company. we regret we have to make an unfavorable account. We found that the company is now being pressed
Unit 3 Enquiry《外贸英语函电》PPT课件
或…（goods）be in…demand句型，如“我们市场上对男式衬衫需求量很
大”。可译作“There is a large demand for Men s Shirts in our
market.”或“Men’s Shirts are in great demand in our market.”。
the terms of an order with you or to negotiate a contract.
We look forward to receiving an order from you.
Yours faithfully，
Text B
Dear Sir，
We have received your letter of March 11 inquiring about
3% is granted.If you place your order not later than the end
of this week，we would guarantee prompt delivery within 20
days，and demand your payment by sight L/C.
on to us for our attention.你方5月8日鞋和手套的询盘已转交我
方处理。
5.We think the colors will be just what you want for the
fashionable trade，and the beauty and elegance of our
Enclosed please find our quotation sheet and a copy of
大”。可译作“There is a large demand for Men s Shirts in our
market.”或“Men’s Shirts are in great demand in our market.”。
the terms of an order with you or to negotiate a contract.
We look forward to receiving an order from you.
Yours faithfully，
Text B
Dear Sir，
We have received your letter of March 11 inquiring about
3% is granted.If you place your order not later than the end
of this week，we would guarantee prompt delivery within 20
days，and demand your payment by sight L/C.
on to us for our attention.你方5月8日鞋和手套的询盘已转交我
方处理。
5.We think the colors will be just what you want for the
fashionable trade，and the beauty and elegance of our
Enclosed please find our quotation sheet and a copy of
外贸英语函电unit3Enquiries
Strategies and Techniques for Counteroffer
Use concessions strategically
Be prepared to make concessions in areas that are less important to you in order to secure a better deal in areas that are more important.
Politeness
Use polite language and a friendly tone to create a positive impression.
Tips and strategies for responding to inquiries
Example analysis: Successfully replied to inquiry
02
Inquiries and Replies
VS
An inquiry is a request for information or clarification regarding a product, service, or other business matter.
Classification
01
introduction
Purpose and background
The purpose of this unit is to introduce the concept and importance of inquiries in foreign trade, as well as to provide guidelines for writing effective inquiries in English.
外贸函电unit3
Notes: Discount : 折扣 quantity discount: 数量折扣 cash discount： 现金折扣 The highest discount we can allow (give, make, grant) on this article is 10%.
Practice
practice
你们在5月期《好管家》刊登的台灯广告，我们很感兴
趣。 We are interested in the desk lamps you advertised in the May issue of “good housekeeping”
Pattern2：reasons for---for materials
An enquiry
Enquiry
• offer
• First Enquiry • 首次询盘 • Firm offer • 实盘 • Negotiating bank
• negotiate
Enquiries
Definition: A Request for
Information without engagement
growth of our business
Pattern2--Ask for price with discount
2.We shall appreciate if you could make us the best offer for your Children’s Bicycles on CIF New York basis with terms of payment and the largest discount you can allow us.
(1) We shall be glad if you will send us your samples. We shall appreciate it if you will send us your samples and brochure. (2)We would like you to send us the catalogue (3)Please send us your catalogue…..
外贸函电_Unit 3销售
Unit Three
Section 2: Specimen letters
You will find enclosed leaflets describing this Vacuum Cleaner and we look forward to your agreeing to handle our product as the sole agent in your district.
Unit Three
Section 2: Specimen letters
Notes increase in 在…方面增长 businessmen’s suits 西装 state of affairs 事态、情势 be attributed to 把某事归因于……
Unit Three
Sect
Unit Three
Section 2: Specimen letters
Letter 3.2 A seller writes to promote the new products
Dear Sirs，
Last year we achieved a 30% increase in the sales of our businessmen’s suits. We believe that this happy state of affairs can be attributed to two causes. First, we managed to avoid passing on any part of our increased manufacturing costs. Second, we believe our designs and colors are the most attractive that we have ever produced.
外贸函电UNIT 3
16.regret being unable to do sth/ regret one’s inability to do sth 为不能做某事而感到遗憾 We regret that we cannot be more helpful 抱歉不能提供帮助 17.to make further enquiries from/ through other enquiry agencies 向其他咨询机构作进一步咨询
5.The… Bank of your city will give you any information you may require concerning our credit standing as well as our manner of doing business. 6.Any information you may be able to pass on to us will be treated as confidential. 7.We advise you to proceed with every possible caution in dealing with the firm in question. 8.They are a firm of high reputation and have large financial reserves.
V. 1 Jan. 20th, 19… The Bank of China Shanghai Branch Shanghai Dear Sirs Recently we have received an order for our goods to the value of $1,600 from a new customer William Baker & Sons. As we have not done any business with them in the past, we would like to know if you could provide us with any information concerning their financial and credit status.
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Sample Letters
Practical Training
4
Part One
外贸函电
Basic knowledge concerned
5
Warming-up: After the market research and establishment of business relations, it comes to the real procedure of an import/export transaction: enquiry （询盘） offer （发盘） counter offer （还盘） acceptance （接受） So enquiry is the first real step in business negotiation. Q: 1. Which steps are indispensable in a successful business transaction? 2. Which of the above steps is made by (prospective) buyers? Or sellers?
Enquiry
7
Enquiry
The importance of enquiry:
Enquiry is the first real step in business negotiation.
The nature of enquiry:
In foreign trade an enquiry is usually (not absolutely) made by the prospective buyer without engagement（约束）, requesting for information on the supply of certain goods. So we call it 询盘 or 询价 in Chinese.
6
Suggested answers:
1. Offer and acceptance are irrevocable business steps in international trade negotiation. That is to say, enquiry and counter offer can be omitted in real business transaction. 2. Enquiry, offer, counter offer and acceptance can be made by either prospective buyers or potential sellers. But usually enquiry is made by the prospective buyer without engagement（约束） and offer is usually made by the prospective seller with engagement (firm offer实盘) or without engagement (non-firm offer虚盘).
request for quotations/offers or detailed trade terms such as prices, trade term, discount, packing conditions, time of shipment, terms of payment, specifications, insurance or other information for certain articles. 8
The classification of enquiries: I. General Enquiries: （一般询盘）
request for price lists, literature宣传资料 or catalogue, etc.
II. Specific Enquiries: （具体询盘）(stronger intension to make an order than general enquiries)
• be able to make inquiries on the detailed information about different products.
• be able to use related words and expressions to make inquiries.
3
Contents
Business English Correspondence
外贸英语函电
Unit 3
外贸函电
Enquiries and Replies
询价及回复
Learning objectives
外贸函电
Upon completion of this chapter, you should:
• be aware of the information to be covered in general inquiry and specific inquiry.
General enquiry
外贸函电
• If the importer wants to have a general idea of the commodity, he may make a request for general information, a pricelist, a catalogue, samples and other terms. This is a general enquiry. (Generally, it is also a first enquiry. That is an enquiry writing without first writing a letter to establish business relations). • 一般询盘——买主为了了解情况向卖主索取商品 目录本、价目单或样品等一般信息。
Part One Part Two Part Three Part Four Part Five Basic Knowledge Concerned Lettery Used Expressions and Sentences
Practical Training
4
Part One
外贸函电
Basic knowledge concerned
5
Warming-up: After the market research and establishment of business relations, it comes to the real procedure of an import/export transaction: enquiry （询盘） offer （发盘） counter offer （还盘） acceptance （接受） So enquiry is the first real step in business negotiation. Q: 1. Which steps are indispensable in a successful business transaction? 2. Which of the above steps is made by (prospective) buyers? Or sellers?
Enquiry
7
Enquiry
The importance of enquiry:
Enquiry is the first real step in business negotiation.
The nature of enquiry:
In foreign trade an enquiry is usually (not absolutely) made by the prospective buyer without engagement（约束）, requesting for information on the supply of certain goods. So we call it 询盘 or 询价 in Chinese.
6
Suggested answers:
1. Offer and acceptance are irrevocable business steps in international trade negotiation. That is to say, enquiry and counter offer can be omitted in real business transaction. 2. Enquiry, offer, counter offer and acceptance can be made by either prospective buyers or potential sellers. But usually enquiry is made by the prospective buyer without engagement（约束） and offer is usually made by the prospective seller with engagement (firm offer实盘) or without engagement (non-firm offer虚盘).
request for quotations/offers or detailed trade terms such as prices, trade term, discount, packing conditions, time of shipment, terms of payment, specifications, insurance or other information for certain articles. 8
The classification of enquiries: I. General Enquiries: （一般询盘）
request for price lists, literature宣传资料 or catalogue, etc.
II. Specific Enquiries: （具体询盘）(stronger intension to make an order than general enquiries)
• be able to make inquiries on the detailed information about different products.
• be able to use related words and expressions to make inquiries.
3
Contents
Business English Correspondence
外贸英语函电
Unit 3
外贸函电
Enquiries and Replies
询价及回复
Learning objectives
外贸函电
Upon completion of this chapter, you should:
• be aware of the information to be covered in general inquiry and specific inquiry.
General enquiry
外贸函电
• If the importer wants to have a general idea of the commodity, he may make a request for general information, a pricelist, a catalogue, samples and other terms. This is a general enquiry. (Generally, it is also a first enquiry. That is an enquiry writing without first writing a letter to establish business relations). • 一般询盘——买主为了了解情况向卖主索取商品 目录本、价目单或样品等一般信息。
Part One Part Two Part Three Part Four Part Five Basic Knowledge Concerned Lettery Used Expressions and Sentences