致用商务英语阅读（上）programmesevenEnquiry.ppt

Enquiry,Programme Seven,Contents,Programme Content,Read a passage on enquiry; Read a passage on how to make a good enquiry; Learn the common expressions on business enquiry; Learn how to make an enquiry and reply to an enquiry.,Programme Objective,Talk about how to make an enquiry in the business activities; Talk about how to reply to an enquiry in the business activities; Negotiate on the price clauses in the business activities; Communicate with foreign business partners on the matters of enquiry.,Part one,Warming-up,Challenge Yourself Can you tell us the Chinese meaning of the following words immediately?,1. commence,2. concisely,3. sample,4. specification,5. bid,6. potential,7. promotional,9. available,10. substitute,Short Survey Have you got some idea of the following terms before reading the passage?,1. invitation to offer,2. quotation,3. make an enquiry,4. general enquiry,5. specific enquiry,Passage One Enquiry,An enquiry is made to seek the supply of products, services or information. Usually, business negotiations in foreign trade commence with an enquiry by an overseas buyer to a seller, enquiring upon the terms of a sale. Nevertheless, at some times, a seller can also initiate the negotiation by making an enquiry to a foreign buyer, including his intention of selling certain goods to the latter. In order to obtain the needed information, an enquirer should state clearly, simply, and concisely. Generally speaking, there are two types of enquiries: general enquiry and specific enquiry. A general enquiry is a request message that asks for preliminary information such as catalogues, price lists, samples and so on. A specific enquiry may request detailed information about a product or service, such as the,name of a commodity, quality, price, discount, specifications and description of specific lots of goods, terms of price, terms of payment, time of shipment, packing method, delivery, and other details. A specific enquiry is with more concrete and detailed information, which the dealer supplies to particular companies who have expressed an interest. It is worthy of note that whoever makes an enquiry is not liable for the buying or the selling, and, the opposite party, at the same time, can make no reply at all. But according to the commercial practice, the receiver of an enquiry will respond without delay in the usual form of a quotation, an offer, or a bid. An enquiry can be made not only to one party but also to several clients. In this way the enquirer can make,a comparison between the terms of sales stated in the different replies and thus trade beneficially with the one who has quoted or offered the best terms. For exporters, promotional communication is a very important step before getting enquiries from importer. Through it, exporters can make themselves and their commodities known to potential customers. Many ways could be used for promotional communication. Advertisements could be made through various mass media. Sales literature and price lists can be distributed. Trade fairs could be used to exhibit commodities. Exporters may also send out Invitation to Offer directly to potential customers. Following this, potential customers will send their enquiries to ask for the terms of transaction. These inquiries may come in by fax, email, telephone or mail. Nowadays,many companies use printed enquiry forms instead of letters. A “first enquiry” is an enquiry sent to a supplier whom you have not previously dealt with, should begin by telling him how you obtained his name and address. Also some detailed information of your own business should be introduced to him, such as your business scope, quantities needed, usual terms of trade and any other information that contributes to the supplier to decide what he can do for you. In the case of customers of long-standing or repeat orders, the enquiry may be very simple. Often a phone call or printed enquiry form or even a post card is enough. Enquiries should be sent to the company rather than to a certain person, because in this way your enquiry will receive quick attention. If you send the enquiry to an individual the enquiry may be delayed because of his or her absence. Or you,may make a mistake and send it to the wrong person who is not in charge of the matter, this will also mean delay. Anyway an enquiry is made to obtain the information needed. It should be brief, reasonable, specific and courteous. Enquiries mean potential business so they should be responded promptly and politely. In reply to an inquiry, you should first express your thanks for the enquiry. Then offer all the detailed information the buyer wants to know such as illustrated catalogue, price list, and terms of payment, in case the goods required for are currently out of stock, the supplier should inform the enquirer when they will be available and, by taking this opportunity, introduce some of your new products or other products as substitutes so as to create a good impression, which hopefully will result in more business.,Generally, an enquiry includes the commoditys name、quality、mode、the desired quantity and delivery date etc. For example: An enquiry made by an importer may be: Please quote us your best price of CFR Singapore for 20 000 meters Chinese brocade at the earliest delivery. An enquiry made by an exporter may be: We can offer Chinese brocade with shipment in May. Please fax us if you are interested.,Words & Expressions,1) enquiry n. 询盘，询价 2) commence v. 开始 3) initiate v. 开始实施；发起 4) concisely adv. 简明地 5) preliminary adj. 开端的，预备性的 6) catalogue n. 目录，目录册 7) price list 价目表，价格单 8) sample n. 样品 9) specification n. 规格说明 10) be liable for 对负责 11) commercial practice 商业惯例 12) quotation n. 报价 13) bid n. 出价 14) make a comparison作比较 15) beneficially adv. 有益处地 16) promotional adj. 促销性的 17) potential adj. 潜在的 18) mass media 大众宣传媒介 19) sales literature 商品销售说明书 20) distribute v. 分发，分配 21) send out 送出，发出 22) contribute to 有助于 23) out of stock 脱销 24) illustrated catalogue 带插图的产品目录 25) substitute n. 替代品 26) result in 导致，结果是,Notes (1) Nevertheless, at some times, a seller can also initiate the negotiation by making an enquiry to a foreign buyer, including his intention of selling certain goods to the latter. 然而，有时卖方也可以向国外买方主动表示出售商品意图，进行询盘，发起商务谈判。,(2) It is worthy of note that whoever makes an enquiry is not liable for the buying or the selling, and, the opposite party, at the same time, can make no reply at all. 值得注意的是，无论哪一方做出询盘都不对买卖行为负有责任，并且对方同时也可以不做任何回复。 其中，固定搭配be liable for的意思是“对负责”，例如，短语be liable for the breach of contract的意思是“对违约负责”，短语be liable for safety 的意思是“对安全负责”。又如，be liable for the accident的意思是“为此次事故负责”。从句whoever makes an enquiry是主语从句，意思是“无论谁做出询盘”。,(3) Also some detailed information of your own business should be introduced to him, such as your business scope, quantities needed, usual terms of trade and any other information that contributes to the supplier to decide what he can do for you. 并且，你自己公司的一些详细信息应向供应商介绍，例如经营范围、所需数量、通常的交易条件及任何其它有助于其决定他能为你所做的信息。 其中，固定搭配contribute to的意思是“有助于”，例如，短语contribute to the success的意思是“有助于成功”，contribute to good health的意思是“有助于健康”，又如，Everybody should do something to contribute to social security.（每个人都应为有助于社会稳定做些事情。）,Business Link:,Business link Contents of an Enquiry Letter and How to Reply an Enquiry Letter Properly,9/4/2019,Contents of an enquiry letter An expression of thanks for the previous letter you have received Enquiry about the detailed information of the items you are interested in: names and descriptions, including specifications, quantity, etc. Asking whether there is a possibility of giving a special discount and what items of payment and time of delivery you would expect Stating the possibility of placing an order,9/4/2019,A reply to an enquiry is normally fairly brief, polite and direct. Thank the buyer for his enquiry. Supply all the information requested, such as samples, catalogue, price list, etc. Sometimes provide relevant additional information. Conclude with one or two lines encouraging the buyer to place order and assuring him of good service.,Read and Think,After Reading,9/4/2019,Task 1: After the passage, you will find 5 questions. For each question there are 4 choices marked A、B、C and D. You should make the correct choice.,1. Usually, business negotiations in foreign trade commence with _ by an overseas buyer to a seller. an offer B. a quotation C. an enquiry D. a counter-offer 2. In order to obtain the needed information, an enquirer should state _. complicatedly, clearly and concisely B. clearly, simply and previously C. clearly, simply and concisely D. simply, concisely and generally,9/4/2019,3. In the case of customers of long-standing or repeat orders, the enquiry may be made _ A. through a phone call B. with a formal letter C. face to face D. by an intermediary 4. Enquiries mean_ so they should be responded promptly and politely. a promised deal B. a potential business C. a successful transaction D. a coming negotiation 5. In reply to an inquiry, you should first express your _ for the enquiry. A. happiness B. pleasure C. excitement D. thanks,9/4/2019,Task 2: Fill in the blanks with the words and expressions given in the box. Change the form if necessary.,quotation commence available specification be liable for beneficially bid potential sample substitute,9/4/2019,1. Please send me some _ of your products. 2. Could you provide the detailed _ of the equipment? 3. There are many companies _for the new project. 4. The meeting will _ with a free presentation. 5. We must find someone to _ the safety of the community. 6. Your _ is too high to be acceptable. 7. When dealing with _ clients, one should try to be polite. 8. The tickets of most parks in our city are _ for free. 9. This deal is _ to both sides, which will have a win-win result. 10. The _ is not so good as the original one.,Read and Translate,After Reading,9/4/2019,Task 1: Translate the following phrases into English.,1. 询盘 2. 对负责 3. 主动发起谈判 4. 一般询盘 5. 具体询盘 6. 作比较 7. 促销性交流 8. 可能的客户 9. 而不是 10. 致谢,9/4/2019,Task 2: Translate the following sentences into Chinese.,1. Your success should contribute to the success of others! 2. Would you like a packet of our promotional booklets? 3. Will you please send us your price list or catalogue? 4. In the case of flood, no one can escape if there are no boats. 5. Thank you for your inquiry, but the goods are now out of stock.,After Reading,Read and Speak,9/4/2019,Task 1: Discuss the following questions with your partner after reading the passage.,Explain what is an enquiry in your own words and list the types of enquiry. How to make an enquiry with the best terms?,9/4/2019,Task 2: Recite the following paragraph.,Enquiries mean potential business so they should be responded promptly and politely. In reply to an inquiry, you should first express your thanks for the enquiry. Then offer all the detailed information the buyer wants to know such as illustrated catalogue, price list, and terms of payment, in case the goods required for are currently out of stock, the supplier should inform the enquirer when they will be available and, by taking this opportunity, introduce some of your new products or other products as substitutes so as to create a good impression, which hopefully will result in more business.,Passage Two How to Make a Good Enquiry?,Q 1 Have you ever made an enquiry? If you have, how was it?,Q 2 What to be paid attention to if you want to make a good inquiry?,As a request for a quotation, an enquiry is an unavoidable stage in the sourcing work flow. A good enquiry should provide sufficient information for buyers to quote efficiently and accurately. It can also build up initial understanding between buyers and sellers so as to give impetus to the succeeding procedures like quotations, further contact and transactions. What would then make a good enquiry? The following are some items of information I suggest buyers should include in their enquiries:,Brief introduction of the buyer and background of the enquiry A brief introduction of the buyer will give the seller an idea of who they will be quoting to. Chinese suppliers usually receive enquiries by fax or email with an individuals name and a company name, but no company information. Such enquiries can easily be ignored because the sellers are uncertain whether the enquiry is from a competitor or from a fake company. Providing more background information on the buyer and the enquiry will help the seller understand where the products in question will be used and judge if their products are suitable.,Product names All buyers know that they must include product names in their enquiries, but sometimes they just put the abbreviation or just a “byname”, which are all difficult to understand for sellers who speak a different language. One should never underestimate the language barrier, and the most standard product names should always be used. Or, if unsure, all the possible names should be included.,Quantity Sellers need quantity information of potential orders to know if their manufacturing capacity can meet the demand and to determine what price they will be able to offer. Quantity information should be combined with order frequency. Common questions can include the following: Is it a once-off or a long-term order? How many orders will the buyer place per year? How big will the average volume of each order be?,Many buyers often enlarge the order quantity in their original enquiry in order to get better prices. I personally disagree with this practice because once the seller realizes that the order quantity is not as big as promised, the relationship will usually be damaged and the seller could try to reduce after service or increase prices by adding extra charges.,Words & Expressions,1) unavoidable adj. 不可避免的 2) stage n. 时期，阶段 3) sourcing n. 采购 4) sufficient adj. 充足的 5) accurately adv. 准确地 6) build up 建立 7) initial adj. 开始的，最初的 8) understanding n. 理解, 协议 9) impetus n. 动力 10) succeeding adj. 随后的 11) ignore v. 忽视 12) fake adj. 虚假的，冒牌的 13) in question 谈及的，考虑中的 14) judge v. 评判，判断 15) abbreviation n. 缩写 16) byname n. 别名，绰号 17) underestimate v. 低估 18) standard adj. 标准的 19) manufacturing capacity 生产能力 20) be combined with 与结合 21) frequency n. 频度，频率 22) a once-off order 一次性订购 23) a long-term order 长期订购 24) volume n. 数量 25) enlarge v. 变大，扩大 26) original adj. 原始的，最初的 27) disagree with 不同意 28) after service 售后服务,Notes (1) As a request for a quotation, an enquiry is an unavoidable stage in the sourcing work flow. 作为报价请求，询盘是采购工作流程中不可避免的一个步骤。 其中，形容词unavoidable的意思是“不可避免的”，例如，unavoidable failure的意思是“不可避免的失败”，unavoidable things的意思是“不可避免的事情”。unavoidable的反义词为avoidable，意思是“可避免的”。单词sourcing的意思是“采购”，例如，a sourcing manager的意思是“采购经理”，the sourcing of suppliers 的意思是“供应商采购”。,9/4/2019,(2) Providing more background information on the buyer and the enquiry will help the seller understand where the products in question will be used and judge if their products are suitable. 提供更多有关买方和询盘的背景信息将帮助卖方明白所谈及产品的用途并判断他们的商品是否适合。 其中，providing的用法为动名词，Providing more background information on the buyer and the enquiry为动名词短语做主语。短语in question的意思是“谈及的”，例如，短语subjects in question的意思是“谈及的课题”，短语issue in question的意思是“所讨论的问题”，又如， The job in question is a desirable one.（所谈及的工作是非常令人向往的工作。）,(3) I personally disagree with this practice because once the seller realizes that the order quantity is not as big as promised, the relationship will usually be damaged and the seller could try to reduce after service or increase prices by adding extra charges. 我个人不同意这种做法，因为一旦卖方意识到订购数量并没有承诺的那样大，那么通常双方关系将受到破坏且卖方可能会降低售后服务或是通过增加额外费用来提高价格。 其中，单词quantity的意思是“数量”，例如，a small quantity的意思是“少量的”，quality and quantity的意思是“质量和数量”。短语after service的意思是“售后服务”, 就是在商品出售以后所提供的各种服务活动，例如，Customers ask for after service.（消费者要求提供售后服务。）,Business Link:,Business link Price Terms in International Business,9/4/2019,单价 price 总值 total value 净价 net price 批发价 wholesale price 零售价 retail price 现行价格current price 运费 freight 码头费 wharfage 卸货费 landing charges 关税 customs duty 印花税 stamp duty 港口税 port duty 装运港 port of shipment 卸货port of discharge 目的港 port of destination 现货价格spot price 期货价格 forward price 折扣 discount 含佣价price including commission 回佣return commission 进口许口证import license 出口许口证export license 火车交货价FOR (Free on Rail),9/4/2019,农场交货价 Ex Plantation 仓库交货价 Ex Warehouse 目的港船上交货价 Ex Ship 工厂交货价Ex Factory 船边交货价FAS (Free alongside Ship) 汽车交货价 FOT (Free on Truck) 国际市场价格 world (International) market price 离岸价（船上交货价）FOB (Free on Board) 飞机离岸价（用于紧急情况）F.O.B. plane 目的港码头完税交货价 Ex Dock Duty Paid 目的港码头未完税交货价Ex Dock Duty Unpaid 成本加运费价（离岸加运费价）C&F (Cost and Freight) 到岸价（成本加运费、保险费价）CIF (Cost, Insurance and Freight),Comprehension Check,9/4/2019,Task 1: Tell whether each of the following statements is true (T) or false (F) according to the passage.,( ) 1. A good enquiry should provide sufficient information for buyers to quote efficiently and accurately. ( ) 2. The author suggests that we should not make brief introduction of the buyer and background of the enquiry ( ) 3. A “byname” of a product will make it difficult for a seller using a foreign language. ( ) 4. Quantity information neednt be combined with order frequency. ( ) 5. The author also believes that to get better prices, one should enlarge the order quantity in the original enquiry.,9/4/2019,Task 2: Discuss the following questions in gro