《商务函电Cha》PPT课件.ppt

Chapter 3Chapter 3 Enquiry and ReplyEnquiry and Reply 询盘和回盘询盘和回盘 BUSINESS LETTERS 商务函电 Introduction lIn international trade, enquiry plays a very important role both in import and export negotiation. lAn enquiry is the first real step in business, usually made by the buyers without engagement to get information about the goods to be ordered, such as price, catalogue, delivery date and other terms. lIt should be noted that whoever makes an enquiry is not liable for the buying or the selling. The other party, in the meantime, can make no reply at all. However, according to the business practice the receiver of an enquiry will respond without delay in the usual form of a quotation, an offer, or bid. lEnquiry may be either dispatched by mail, cable, telex, fax, or handed to the suppliers through personal contract. Warming-up Question If you are interested in certain products and want to know something about them. What would you write in your letter of inquiry? Terms 1、询盘 Enquiry 2、 具体询盘 Specific Enquiry 3、一般询盘 General Enquiry 4、询价单Enquiry Sheet 5、报价 Quotation 6、佣金 Commission 7、折扣 Discount 8、递价 Bid 9、折让 Allowance 10、订单 order 11、试订单 Trial Order 12、欧洲主要港口 European Main Ports（EMP） 13、净价 Net Price 14、商标 Trade Mark 15、品牌 Brand 16、规格 Specification Terms 17、尺码 Size 18、存货 Stock 19、批发商 Wholesalers 20、零售商 Retailers 21、分销商 Distributors 22、毛利 Gross Profit 23、样式 Style 24、花样 pattern 定期订购 Place regular orders 1、on CIF basis 按成本报费加运费报价 2、be desirous of 渴望 3、have confidence in 有信心 4、be given to understand 听说 5、quote a price for 报价 6、be prepared to 打算 7、in regard to 关于 8、attractive prices 优惠价 9、place a large orders 大量订购 10、be valid for 有效期 4. A wide range of 各种各样的 5. On behalf of 代表， 为了的利益 6. Enclosed please find 附上请查收 7. Promote the sales of 促销 8. Profit margin 盈余，利润幅度 9. By separate post 另邮寄 10. Be in a position to do sth. 能够做某事 11. Competitive prices 竞争性的价格 12. Financial standing, business capacity and character 资金情 况，业务能力和信誉 13. Selling season 销售季节 14. Supply from stock 现货供应 15. In our favour 以我方为受益人 16. import licence 进口许可证 17. Proforma Invoice 形式发票 18. L/C at sight 即期信用证 Quote CIF London 报CIF伦敦价 20. Confirmed ,irrevocable L/C 保兑的，不可撤销的信用证 Classification of Enquiry lGeneral enquiry : the buyer asks for general information he needs, such as a catalogue, a price list or quotation sheets, a sample, an illustration, a photo, etc., which the exporter is in a position to supply. lSpecific enquiry: the buyer points to the product (s) he wants, such as the name of the commodity, the specifications, the quantity, the unit price FOB or CIF, the time of shipment, the terms of payment and may request an offer. lStatus enquiry: traders request information concerning the financial position, credit, reputation, and business methods of other firms. 1. learn fromthat be given to understandthat 从得知, 获悉 e.g. 从贵方6月21日信中得悉，贵方对我们的盒式磁带录音机感兴趣。 We learned from your letter of June 21 that you are interested in our tape recorder. 2. for export 供出口的 e.g. 获悉你方有一批待出口的纺织产品。 We are informed that you have a stock of textile products for export. similar expressions: note that , be informed that, get to know that, get information fromthat e.g.从你处10月3日来信获悉这项业务属于你方经营范围。 We learn from your telegram of October 7 that the goods lie within the scope of your business. similar expressions: for sale，for shipment e.g. 我们有许多货物待售。 We have a lot of goods for sale. 我们已经准备好了待装运的货物。 We have already got the goods ready for shipment. 3. illustrated adj. with explanatory or decorative features 有插图的，插图的， 有说明的 e.g. 随附的插图商品目录里，有我公司的最新几类产品。 There are the latest types of products mentioned in the enclosed illustrated catalogue. n. illustration 插图，说明，说明书 v. illustrate 说明 4.for your information 消息供你方参考 e.g. 消息供你方参考，最近我方以此条件和日本的出口商成交了一笔 贸易。 For your information, we have recently concluded with a Japanese exporter a transaction on the terms. similar expressions：for your reference; for your consideration e.g. 现寄一些样品供你方参考，并期待你方的试订。 We are now sending some samples for your reference and looking forward to your trial order. e.g. 目前我们对中国的工艺品感兴趣，很向获得你方关于这些产品的 插图目录和报价。 At present, we are interested in Chinese arts and crafts, we would appreciate your illustrated catalogues and quotations about these products. 产品的包装里都有说明书。 There are illustrations in the package of the products. 5. a steady demand 稳定需求 e.g. 我方市场对这样的产品有稳定的需求。 There is a steady demand for such kind of products in our market. 目前对这种商品没有需求。 There is no demand for the goods. n. demand 需求 sth. has a great demand sth is in great demand e.g. 对中国茶叶的需求很大. Chinese tea is in great demand. Or: There is a great demand for Chinese tea. Demand for Chinese tea is great. 句式：The demand foris rising /going up /growing /increasing /brisk /active /steady /strong/great /large /big/ high /heavy /important. 对.的需求上升，增加，活跃 The demand foris going down/low/lessening/Soft/declining/down/weak/smalletc. 对需求下降，减少 v. demand 要求 句式:demand for demand that demand of sb. to do sth. 6. of high quality 优质的 7. appeal to attract，be attractive or interesting to sb. 吸引，有吸引 力，引起兴趣 e.g. 商品包装应既吸引顾客的钱包又能吸引顾客的眼睛. The package of the goods should appeal to not only the purse but also the eyes. high 可以由good, fine, superior, better取代(反义词:bad, low, inferior, worse) e.g. 我们可供应优质的羊毛。 We can supply wools of high quality. 我们可供应的羊毛质量很好。 Wools we supplied are of high quality. * sale n. 销售 trial sale 试销 push sales 推销 expand sales with sb., expand business 与扩大业务 enjoy fast sale畅销 enjoy good sale e.g. 感谢你方在推销我方产品方面所做的努力。 Thank you for your efforts in pushing the sale of our products. 由于价格合理，质地优良，我们的棉布销售很好。 Our Cotton enjoys fast sales for reasonable price and fine quality. 我们商品在你方市场上很畅销。 Our goods are enjoying fast sale in your market. e.g. 相信我们的新产品对贵方市场具有吸引力。 We trust our new products will appeal to your market. 这种产品的靓丽色彩吸引了我。 The bright color of the goods appeals to me. 8.discount n. a reduction on the selling price of something 折 扣 allow/give/ provide/ grant a 5% discount 给予5%的折扣 quantity discount 数量折扣 e.g. 对于金额超过1000美元的订货，我们给予20%的折扣. Well give a 20% discount on the order of over $1,000. 句式：sell at a discount 折价出售 get/offer a discount 得到折扣 cash discount 现金折扣 value discount 价值折扣 e.g. 如你方订购超过5，000美元，我们愿意给你方3%的特殊折扣。 We would like to allow you a special discount of 3% if your order exceeds $5,000. 现金付款，我们给予九折优惠。 We give 10% discount for cash payment. 9. rely on rest assured 放心 e.g. 你尽可放心，我们对于以后的询价予以即时处理的。 You can rely on our prompt attention to your future enquiry. rely on sb. 信赖 e.g. 你尽可放心，我们有能力供货给你方。 You can rely on our ability to supply you. 你尽可放心，我们会及时装船。 You can rely on the fact that we will ship the goods in time. Requirements for writing a general enquiry 1 The source of information and a brief self-introduction or interest in the goods. 2 The intention of writing the letter. (Ask for a catalogue, samples or a price list) 3 Wish early favorable reply. A General Enquiry and Its Reply Dear Sirs, Your firm has been recommended to us by the Haier Electrics Company, with whom we have done business for many years. We are interested in your electric typewriters for use in offices and shall be glad if you will send us a copy of your illustrated catalogue and current price list. We are awaiting your prompt reply. Yours sincerely, Susan Bloc Manager Requirements for writing a reply to an general enquiry lConfirm receipt of the enquiry; lMake reply or take action as requested; lPromote your product simply; lExpress your hope for early order. (or Express your favorable terms and best attention ) Appeal to: attractive to 有吸引力的，感兴趣的。 Discount: a reduction in the usual price of something折扣 Assure: 保证 You may be assured that we will do our best to expedite shipment. In marketing, discount is the price off, there are trade discount商业, quantity discount, Cash discount and prompt-delivery discount. 折扣，包括商业折扣，数量折扣，付现折扣和即付折扣 A Reply Dear Ms. Bloc, We welcome you for your enquiry of Feb. 1 and thank you for your interest in our commodities. We are enclosing some copies of our illustrated catalogues and a price list giving the details you asked for. We trust that you will agree that our products and price appeal to the most selective buyer. And we also allow a proper discount according to the quantity ordered. Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt and careful attention. Yours truly, Li Ming Export Manager lThe names and descriptions of the goods inquired for, including specifications, quantity, etc. lAsking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect. lAsk for best price terms. lWish early favorable reply. lStating the possibility of placing an order. Requirements for writing Special enquiry A Special Enquiry for White Cat Shampoo Dear Sirs, White Cat Shampoo We are interested in buying large quantities of White Cat Shampoo and should be obliged if you would give us a quotation per bottle CIF Lagos Nigeria. It would also be appreciated if samples and brochure （说明书 ）could be forwarded to us. We used to purchase this article from other sources but we now prefer to buy from your corporation because we 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(立即回复). Yours faithfully, P.T.Lin Main points for making a reply to a specific enquiry a. receipt of the enquiry b. details of meeting requirements (sending catalogue and samples etc.) c. more information about goods d. expectation of trial order In reply to: in answer to 兹答复 This is in reply to your letter of August 25. Subject to: be liable to 容易受到影响的 The offer is subject to confirmation. As per: according to / based on, (but this phrase is only applied to business correspondence) 按照 We handle a wide range of light industrial products as per list enclosed. Net: after all the things like tax, rent, electricity have been paid (付清税款、租金和电费等之后)净的；纯 的 This word is contrary to “gross” referring to the price or profit or weight Without cost or without package weight, for example, net price (without commission), net weight (the weight of something without its container), net profit (no cost involved). A Reply Dear Sirs, In reply to your letter of August 15th, we are giving you an offer, subject to our final confirmation, as follows: Commodity: White Cat Shampoo Specifications: as per attached list Packing: Ply-plastic bottle of 200g. net, 50 bottles in a carton Quantity: 100 cartons Price: RMB 55 per bottle CIF Lagos Shipment: September/ October, 2007 Payment: Confirmed, Irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. Under separate cover, we have sent you samples and the brochure required. If you find the above acceptable, please cable us for confirmation. Yours faithfully, H. Liang Encl. 信的内容 l1.调查的原因，并表明要求得 到某一公司的资信资料。 l2.请对方直言相告。 l3.保证保密。 l4.说些感激的话。 Standing credit: a credit of fixed amount 资信状况 reference: a confidential written statement about a persons character, ability or financial position 介绍人， 资信证明人 Concern: a business organization 公司 family concern: a family-owned business/ a business run by family Commitment: a promise, a pledge or an undertaking to do sth. 承诺，保证，责任 On ones part: on ones side 由承担，在一边 The responsibility of shipment arrangement is on sellers part according to contract terms and conditions. A Status Enquiry April 4, 2007 The manager Barminster Bank Ltd. London. EC2 5BP England Private & Confidential Dear Sirs, The Colston Engineering Co. Ltd. has asked for a standing credit of $ 10,000, but as our knowledge of the company is limited to a few months, trading on an L/C basis, we would like to have some information about their financial and credit standing before dealing with the request. The only reference they give us is that of their bank, the National Bank of Nigeria. We shall be most grateful for any information you can obtain for us. Yours faithfully, The bank of China Henan Branch Manager A Reply April 14, 2007 The Bank of China Henan Branch Zhengzhou, China Private & Confidential Dear Sirs, We have now received from the National Bank of Nigeria the information asked for in your letter of April 4. The company you mentioned is a private company run as a family concern by three brothers and was founded fifteen years ago. It enjoys a good reputation. As far as our information goes, it is punctually meeting its commitments and a credit in the sum you mention would seem to be safe. This information is strictly confidential and is given without any responsibility on our part. Yours faithfully, Barminster Bank Ltd. Manager Useful Expression 句型 常用句型 句型1：对某产品感兴趣 （1）我们对各式男式衬衫感兴趣。 We take an interest in various kinds of Mens shirts。 （2）我们对节能灯感兴趣。 We are interested in the Electronic Energy Saving Lamps。 （3）我们对你公司的纺织品感兴趣。 Your textiles are of interest to us。 常用句型 句型2 要求寄送有关资料 （1）请给我们及你公司的样品。 We shall be glad if you will send us your samples. We shall appreciate it if you will send us your samples and brochure. It will be appreciated if you could send us your latest catalogues and samples. 常用句型 句型3 要求报价 （1）请报你公司童车的CIF纽约最低价。 We shall appreciate if you could make us the best offer for your Childrens Bicycles on CIF New York basis. (2)如能报印花细布的CIF纽约价当十分感谢。 We will be pleased if you could quote us a price for Printed Shirting on the basis of CIF New York . 常用句型 (3)请报我方500吨核桃最低价。 Please make us your lowest quotation for 500 tons of Walnuts. 常用句型 句型4 其他要求 1、请注意，如你方价格具有竞争性，我们将大量订购 。 We have to point out that we intend to place a large order with you if the price is competitive. 2、我们拟提请你方注意，如你方价格合理，我们将大 量订购。 We have to draw your pattention to the point that we will place substantial orders if your price is acceptable. 常用句型 3、如你方价格可行，相信我们能达成大笔交 易。 If your prices are in line , we trust important business can be concluded. lWe are importer in and would like to get in touch with suppliers of our company is and we specialize in the import and export of lWe are engaged in/ a dealer in lWe have seen your advertisement in and should be glad if you would send us by return patterns and prices of good qualityavailable from stock. lWe understand that you are manufacturers of and should like to know whether you can supply lWe are interested in your recently developed technology. Enquiry: Opening Enquiry: More Examples lWe have been informed of your company and address through the Chamber of Commerce in Beijing. We are interested in product for sales in market. lYou are recommended to us by that you are one of the leading dealers. Right now, we are particularly interested in importing various ranges of . lWe have learned from one company of the same trade that you are a dealer of . We re interested in them, for there is a steady demand in our market for of good quality. Enquiry: Making requests lWe are interested in your and shall be glad if you will send us a copy of your illustrated catalogue and current price list. lI would appreciate your sending me an up-to-date price list for yourproducts. lWould you please provide information on the types and quality of you have available, together with the prices? lAs we are in the market for your, we should be pleased if you would send us your best quotations. lWe will be appreciative if you send us a copy of your handbag catalogue, with details of your price and terms of payment. It is helpful if you could also supply samples of . lWe are prepared to purchase substantial quantity of and shall appreciate your quoting us your bottom prices and acceptable terms of payments. More Examples lIt would be helpful if you could send us your latest catalogue and price list. If the quality of the goods comes up to our expectation and the delivery date is acceptable, we can probably let you have regular orders. lIn order to acquaint us with the materials and workmanship of your products, we shall be pleased if you could send us your catalogues, sample books and other necessary information on Enquiry: Ending lIn view of the demand for your products, an immediate reply is appreciated. lYour immediate attention to the above is appreciated. lWe are looking forward to your earliest reply. lWe are awaiting your prompt reply. lWe look forward to hearing from you by return. lWe should appreciate it greatly if you would give us a prompt reply. Replies: Opening lWe thank you for your enquiry of April 5 for , and are enclosing our illustrated catalogue and price list giving the details you asked. lWe warmly welcome your enquiry of October 7, and thank you for your interest in our cotton blankets and bed sheets. lWe are pleased to learn from / receive your letter of / dated , and delighted to send you Answering the enquiry We are enclosing our illustrated catalogue and price list giving the details you ask for. We allow a 2% discount according to the quantity ordered. As the terms of payment, we usually require Letter of Credit payable by sight draft. Reply: ending lWe are looking / look forward to your first order/ receiving your first order. lShould you need any further information, please do not hesitate to let us know. We are looking forward to your order. lWe are looking forward to your order, and thank you again for your interest in our products. lIf you need any other information not contained in the letter and enclosure, please let us know. We look forward to receiving your orders soon. lYour early reply will be very much appreciated. In-class Practice Make yourself skilled I Basic Training 1. Translate the following expressions into Chinese: illustrated catalogue a steady demand selective buyer general enquiry high quality fashionable designs craftsmanship quantity discount 有插图的商品目录 稳定的需求 挑剔的买主 一般询盘 优质 款式新颖的设计 精湛的工艺 数量折扣 II. Improving Training