徐美荣外贸英语函电(第二版)chapter three(latest)

Chapter Three Inquiry1.The definition of inquiry 2.The classification of inquiry3. Inquiry letter writing Main & Difficult PointsBuying CarrotsDo you have carrots here? Yes! Plenty of !Do you want some? How much is it? Four yuan for 1 kilo. Thats too much! Three for 1 kilo?Three yuan and eight. Deal. Ill take 5 kilos!Buying Carrots Customer: Do you have carrots here? Seller: Yes! Plenty of !Do you want some?Customer: How much is it?Seller: Four yuan for 1 kilo.Customer: Thats too much! Three for 1 kilo?Seller: Three yuan and eight.Customer: Deal. Ill take 5 kilos!n Inquiry 询盘n Reply 回复询盘n Inquiry 询盘n Offer 报盘n Counter offer 还盘n Counter counter offer 反还盘n Acceptance 承诺The Process of Price NegotiationThe general practice of price negotiation goes through the following procedures:Inquiry Counter offer Offer Acceptance Counter counter offer What is an “inquiry”? n An inquiry is a request for information on the supply of certain goods made by a perspective buyer to a perspective seller.询盘，询价，是买方对所要购买的商品向卖方作出的探寻。其内容并不仅限于价格，还可兼问商品的规格、性能。包装和交货期等。目的主要是从卖方即出口商获得具有竞争性的价格，然后从几家报价中选择最佳者。The two types of inquiry? General Inquiry 一般询盘availibilityspecificationssamplequotation sheetprice listcataloguegeneral informationSpecific Inquiry 具体询盘insuranceterms of payment shipmentquantity availablepricespecific informationGeneral enquiry 一般询价这种询价并不一定立即接触具体交易，一般属摸底性质。其内容包括： 1）请寄某种商品的样品、目录及价格表； 2）探寻某种商品的品质、价格、数量、交货期等。Specific enquiry 具体询价请求对方报盘，也就是说，买方已经准备购买某种商品，或已有现成买主，请卖方就这一商品报价。Inquiry letter-writing1. State the reasons of your letter2. State what you intend to know or receive- (general information a catalogue, price list, sample, etc. and/or particulars like price, terms of payment, quantity, quality, packing conditions, insurance, shipment , etc.)3. State the appreciation for the receivers reply and attention and invite the receiver to make quotationLetter 1 Requesting for catalogues and price lists Language Points1.the captioned goods 标题项下的货物2. stock n. 库存；存货 a stock of 一批 现货 from stock （ ex stock） 现货；动用库存 be in stock 库存中 come into （ to） stock 库存有货 be out of stock 无货；缺货 Language Points1)There is no more stock on hand. 2)We can supply you from stock. 我们可以现货供应 。手头已无存货 。3)The type you required is out of stock， but the similar type is in stock.你方询购的型号无货。类似的型号有货 。 Chinese version of the letter执事先生：关于圣诞节装饰物作为英格兰主要经销商之一，我方希望了解标题项下货物的详细情况。请寄交我方有关不同颜色的灯泡、铃铛、小动物以及其他用于装饰圣诞树的彩色铝制饰物的价格表。我方所需货物应耐用、颜色鲜艳、具有吸引力。因我方所需货物应为高质量，故若质量可行，我方愿出高价。报价时，请提供能现货供应的样品。至于我方资信状况，贵方可向我方银行 伦敦巴克莱银行查询。期待贵方的早日答复。谨上，Letter 2 The first inquiry Language Points1.wholesaler n. 批发商retailers n 零售商2. Cotton Bleached Poplin全棉漂白府绸3.keen competition竞争激烈 Language Points4.discount n 折扣at a discount 削价，降价 to give (allow, make, grant) sb a discount 打折扣 执事先生：我们同好运公司交往多年，承蒙他们向我们推荐了贵公司。我们是美国主要的纺织品批发商。现有意进口10， 000码货号为 2040全棉漂白府绸。由于竞争激烈，因此你方报价须在本月底前到达我处以免错过商机。如能告知所给折扣将不胜感激。谨上， Chinese version of the letterLetter 3 General inquiry Language Points1. Trade Directory : 贸易指南（杂志）2. illustrated catalogue 附有 说 明 书 （插 图 ）的目 录 Chinese version of the letter执事先生 :从第二期 “贸易指南 ”上看到贵公司的广告。我们对贵公司的纯棉衬衫很感兴趣，若能尽快寄给我方这些货物的价格表和带有图片的目录册，将不胜感激。我们的往来银行是新加坡银行。盼早日答复。谨上，Letter 4 Specific inquiryLanguage Points我们高兴地得知贵方已接受我们的订单。1. learn vi 获悉；得知 to note that（书面表达） to learn from （书面表达） to understand that （书面表达） to know （更口语化）v Practice1） We are glad to learn from your letter of June 18 that you have booked our order. 2）从你 12月 30日来信得知你方对我羊绒衫感兴趣 。We note from your letter of Dec. 30 that you are interested in our cashmere sweaters. Language Points2. Crepe Georgette 乔其纱3. silk piece goods 绸缎 cotton piece goods 棉布 4. delivery n 交货effect delivery； make delivery 交货 take delivery 提货 1） To ensure fastest delivery, you are required to forward the above order by air freight. 为保证最快交货，我方要求对上述订单用航空运货。 你方能否在收到订单后五周内交货？ 3） Will you be able to deliver within 5 weeks in receipt of the order? 我们坚持在原定日期内交货，若迟交则保留拒收的权利。2） We must insist on delivery within the time dated, and reserve the right to reject the goods, should they be delivered later. Language Points Language Points 5.C.I.F.C3% 价格术语：成本保险加运费含佣金百分之三 Chinese version of the letter执事先生：从你方 3月 20日来信中欣悉贵公司作为中国绸缎出口商，有意与我公司建立直接的