外贸英语函电lesson3
外贸英语函电03
3.
4.
5.
not available 缺货、没空 Inquiry 询价、询盘 = enquiry Quotation 报价、行情 quote vt. 开价、报价； quote favourable terms 报优惠价 Deal with 经营、处理 = handle, deal in, trade in, be in the line Forward 转交、转发、传递 Favourable 有利的、赞成的、有帮助的
If a new firm wishes to open up a market to sell something to or buy something from firms in foreign countries, the person in charge (behind the writing) must first of all find out whom he is going to deal with. Usually, such information is obtained through various channels 新公司想要在国外开拓新市场（买/卖），首 先要了解做交易或买卖的对象是谁---关于寄 信人获得收信人情况的多种渠道
Continue….
5. 6.
7.
8.
9.
10.
Attendance at the export commodities fairs 利用参加商品交易会的机会 Visit abroad by trade delegations and groups 派遣贸易代表团赴国外参观考察 Self-introductions or enquires received from the merchants abroad 通过自我介 绍或答复国外贸易上的询盘 The banks 通过银行的介绍 The Commercial Counsellor’s Office 通过 商务参赞的介绍 The chambers of commerce both at home and abroad 通过国外商会的介绍
外贸英语函电教程Unit 3 Counter-offers
I am sorry but that's completely unacceptable. Our standard policy 17 on discount of 10% is payment within 14.thirty days of delivery
This is my final offer. 15.30,000 at 45 18
II. Complete the dialogue of negotiating prices with appropriate sentences or expressions.
KEYS SUSIE: Thanks. So let’s clarify the position so far. As far as Model A-114 is concerned, 9___B_._m__y_l_a_s_t_o_f_f_e_r_o_f_t_h_e__u_n_i_t_p_r_i_c_e_o__f_1_0_._5_f_o_r_3__0_,0_0__0_u__n_it_s___and it is our lowest price for an order of this size. Now let’s look at the terms of payment. DANNY: Sixty days. SUSIE: I’m sorry Mr. Smith, but that’s completely unacceptable. Our standard policy on discounts of over 10 percent is payment within thirty days of delivery. DANNY: I can’t believe it. I am making such a large order, but you... SUSIE: 10________K_._C_a_n__I_j_u_s_t_c_o_m__e_i_n__h_e_r_e_________________, Mr. Smith? I know you’re making a large order but you are also getting an excellent product at a very large discount. DANNY: 11_G_. This is my_f_in__a_l _o_f_fe_r_:_3_0__,0_0_0__a_t_4__5_d_a_y_s__p_a_y_m__e_n_t_._T_a_k_e__it__o_r_l_e_a_v_e_i_t_. SUSIE: I think that offer will be acceptable.
《对外经贸英语函电》Lesson 3
4) Please be informed that the company in question, mainly dealing in import and export of agricultural products, has a good credit standing. 5) We shall appreciate it if you can recommend our products to the importer from North America. 6) We are not sure about the financial standing of this company and therefore recommend a cautious approach when dealinwith them. 7) As to our financial standing, please refer to Bank of China, Shanghai branch. We trust that they will provide you with every information you need. 3.Choose the best answers: 1) d 2) a 3) c 4)b 5)b 6) a 7)b 8)c 9)a 10)d
execution n. 执行 We hope that you will promptly accept our order and make your usual careful execution. 我们希望贵方迅速接受我方订货，并同往常一样交货时多加 注意。 2. appreciate vt. 感谢，感激 1) Your close co-operation will be highly appreciated. 如蒙密切合作，我们将不胜感激。 可接动名词 We shall appreciate your placing large orders with us at an early date. 如蒙你方早日大量订购，我们将不胜感激。
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.
外贸英语函电lesson3
Lesson 3Replies to Enquiries一、回复询函是商务活动中应有的礼貌大致分几种情况1.肯定答复用平铺直叙法，开门见山的结构，先说最重要的信息。
如果是回答多个问题，要用项目符号将其一一分开。
如果来函中有项目符号，则要一一对应。
2.答复是否定或部分否定的，均采用曲折迂回法。
可以用肯定的部分做缓冲垫。
例1：肯定答复Dear Mr. Long:Thank you for your interest in A&M equipment. We are happy to supply you with the information you requested.The following prices are quoted on FOB basis:If you need more information, just send us an e-mail or you may login Yahoo conference room so that we can chat online. Our ID on MSN messenger is AnMequip@ and we are usually online during office hours.例2：拒绝提供价格信息Dear Mrs. Tong:Thanks for your inquiry. We certainly appreciate your interest in our sportswear.Because we do not sell our garments directly to consumers, we try to keep our wholesale prices between ourselves and our dealers. It is our way of meriting both the loyalty and good faith of those with whom we do business. Clearly, disclosing our wholesale prices to a consumer would be a violation of a trust. So, I am afraid I cannot supply you with the information you request.However, I have enclosed a list of our dealers in your area. A number of these dealers sell Maxine Sportswear at discount.Very truly yours,二、结尾 the closing sentenceAll is well that ends well.avoid such endings:anticipating your favor, I remainanticipating your favorable response, we areanticipation your reply by return mail, I remainassuring you of our sincere cooperation, I am不能用分词短语作为结尾Hoping to hear from you soon.Thanking you for your interest.改为：I hope to hear from you soon.We look forward to your early reply.Thank you for your interest.避免负面信息Please accept our apology again for our inability to grant your request.避免提前致谢Thank you in advance for the favor, I remain.避免罗嗦We trust this is satisfactory, but should you have any further questions, please do not hesitate to contact us.We hope you are happy with this arrangement but if you have any questions, please contact us.三、ExercisesⅠ.Choose the best answer:1. We must__insist hearing from you within the next 10 days.a. inb. overc. ond. to2. All prices must be quoted__US dollars.a. inb. onc. ford. as3.__to your inquiry of 6th September, we are pleased to quote as follows.a. Replyb. Replyingc. For replyingd. To be replied4. AS requested, we are__our quotation and shall appreciate your placing orders with us as early as possible.a. acceptingb. takingc. submittingd. thinking5. As you will note in our illustrated catalog, our plastic kitchenware is superior to any other competing products__the market.a. onb. forc. atd. under6. As you will see from our catalog, we can offer a wide selection of carpets which are well-known __ their unique design and fine workmanship.a. withb. tod. of7. Considering the quality of the goods __ we quoted, we do not feel that the prices are at all excessive.a. whichb. thatc. for whichd. for that8. Mr. Bill Browning, your import manager, wrote us last week that our price was __ and asked us to secure supplies.a. acceptableb. managerialc. impossibled. unfortunate9. Our quotation __ 30 000 tons of corn is valid for 10 days.a. tob. afterc. ifd. for10.Please __ us for the supply of the items listed in the enclosed inquiry form.a.giveb.offerc.quoted.send11.Please keep us posted of the developments in your market __ we can adjust our quotations to the extent you indicate.a.so thatb.such thatc.as long asd.so long as12.Please let us have lowest quotation on CIF Lagos basis __ 500 pieces of 24”electric fans.a.inb.atc.ford.on13.Please reply __ fax if you find our quotation acceptable.a.inb.with ac.byd.with14.We agree to the amendments to the contract __ requested in your letter of May 5.a.to bec.whend.as15.We can not make any offer as the goods are __.a.without stockb.out of stockc.no stockd.not in stockⅡ.Put the following into English:1.鉴于我们在亚洲地区业务的迅速发展，有必要在下列地点设立分公司。
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.
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
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
Lesson 3Replies to Enquiries一、回复询函是商务活动中应有的礼貌大致分几种情况1.肯定答复用平铺直叙法，开门见山的结构，先说最重要的信息。
如果是回答多个问题，要用项目符号将其一一分开。
如果来函中有项目符号，则要一一对应。
2.答复是否定或部分否定的，均采用曲折迂回法。
可以用肯定的部分做缓冲垫。
例1：肯定答复Dear Mr. Long:Thank you for your interest in A&M equipment. We are happy to supply you with the information you requested.The following prices are quoted on FOB basis:If you need more information, just send us an e-mail or you may login Yahoo conference room so that we can chat online. Our ID on MSN messenger is AnMequip@ and we are usually online during office hours.例2：拒绝提供价格信息Dear Mrs. Tong:Thanks for your inquiry. We certainly appreciate your interest in our sportswear.Because we do not sell our garments directly to consumers, we try to keep our wholesale prices between ourselves and our dealers. It is our way of meriting both the loyalty and good faith of those with whom we do business. Clearly, disclosing our wholesale prices to a consumer would be a violation of a trust. So, I am afraid I cannot supply you with the information you request.However, I have enclosed a list of our dealers in your area. A number of these dealers sell Maxine Sportswear at discount.Very truly yours,二、结尾 the closing sentenceAll is well that ends well.avoid such endings:anticipating your favor, I remainanticipating your favorable response, we areanticipation your reply by return mail, I remainassuring you of our sincere cooperation, I am不能用分词短语作为结尾Hoping to hear from you soon.Thanking you for your interest.改为：I hope to hear from you soon.We look forward to your early reply.Thank you for your interest.避免负面信息Please accept our apology again for our inability to grant your request.避免提前致谢Thank you in advance for the favor, I remain.避免罗嗦We trust this is satisfactory, but should you have any further questions, please do not hesitate to contact us.We hope you are happy with this arrangement but if you have any questions, please contact us.三、ExercisesⅠ.Choose the best answer:1. We must__insist hearing from you within the next 10 days.a. inb. overc. ond. to2. All prices must be quoted__US dollars.a. inb. onc. ford. as3.__to your inquiry of 6th September, we are pleased to quote as follows.a. Replyb. Replyingc. For replyingd. To be replied4. AS requested, we are__our quotation and shall appreciate your placing orders with us as early as possible.a. acceptingb. takingc. submittingd. thinking5. As you will note in our illustrated catalog, our plastic kitchenware is superior to any other competing products__the market.a. onb. forc. atd. under6. As you will see from our catalog, we can offer a wide selection of carpets which are well-known __ their unique design and fine workmanship.a. withb. tod. of7. Considering the quality of the goods __ we quoted, we do not feel that the prices are at all excessive.a. whichb. thatc. for whichd. for that8. Mr. Bill Browning, your import manager, wrote us last week that our price was __ and asked us to secure supplies.a. acceptableb. managerialc. impossibled. unfortunate9. Our quotation __ 30 000 tons of corn is valid for 10 days.a. tob. afterc. ifd. for10.Please __ us for the supply of the items listed in the enclosed inquiry form.a.giveb.offerc.quoted.send11.Please keep us posted of the developments in your market __ we can adjust our quotations to the extent you indicate.a.so thatb.such thatc.as long asd.so long as12.Please let us have lowest quotation on CIF Lagos basis __ 500 pieces of 24”electric fans.a.inb.atc.ford.on13.Please reply __ fax if you find our quotation acceptable.a.inb.with ac.byd.with14.We agree to the amendments to the contract __ requested in your letter of May 5.a.to bec.whend.as15.We can not make any offer as the goods are __.a.without stockb.out of stockc.no stockd.not in stockⅡ.Put the following into English:1.鉴于我们在亚洲地区业务的迅速发展，有必要在下列地点设立分公司。
2.祝贺你们亚特兰大市公司开张！我们希望它成为今后我们多年紧密合作的契机。
3.在谈判过程中，我们相互增强了理解，这对我们今后的业务很有意义。
4.我们忠诚的希望不久能为您服务。
5.如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。
6.我们对你们的合作态度非常满意。
7.这笔交易的达成当然不是结束。
它仅仅是个开端，一个我们之间长期友好业务关系的开端。
8.市场萧条导致贸易停滞。
9.你们询问的那一家公司证实了他们是有竞争力的，并且是信誉良好的。
10.这两种等级（的货）目前需求甚殷。
Ⅲ.Put the following into Chinese：1.To merit your confidence and goodwill is our aim at all times.2.We are grateful to you for having offered us the information about your local markets.3.We are happy to have concluded the business with you. Our work was not wasted. The time-taking negotiations were worth our while.4.We can get preferential duty rates when we ship to U.S.A.5.We look forward to reactivating our business relationship.6.When looking back, we are happy to see we have come a long way and finally succeeded in securing the transaction.7.Your communication of October 27 addressed to our Head Office has been passed on to us for attention and reply, as the products you require fall within the scope of our business activities.8.Enclosed is our latest catalog in which Page 14 details the unique features of our laser printers.9.I have seen one of your safes in the office of local firm with whom I have regular dealings and they have recommended you as a maker of reliable and inexpensive safes. Please send me a copy of your catalogue. I am particularly interested in safes suitable for a small office.10.We will allow you10% discount if you purchase 5000 dozens or more.Ⅳ.Rewrite the following to make them more effective:1.Awaiting your reply, we are,2.Feel free to contact the undersigned if you have any questions.3.H5.Thanking you in advance for your consideration tendered in its regard, we remain.6.Thanking you in advance for your cooperation, we are,Ⅴ.Situational Writing:1.You have a wholesale in Canada who regularly buy graduation souvenirs from you.2.yours of the 22nd received and contents duly noted. Enclosed please find one copy of our latest catalog as per your request.We are glad to be able to provide you with same.Yours.。