外贸英语函电3咨询旬盘及回复ppt课件

Unit3EnquiriesandReplies,1,Enquiry(询盘、询价):通常是由买方发出，请求对方提供价格表（pricelist）、商品目录（catalog）、样品（sample）、款式（pattern）、型号（model)。在许多情况下，买方将询价信函与建立业务关系的信函融为一体。种类：一般询价（generalenquiry）、具体询价(specificenquiry),购货商应清楚的表明自己所需要的包括一般信息、产品目录或价目表，以及样品簿等有关内容。,应指出所要购买的产品名称。既可以所要产品目录、价格表和样品，也可以寻求报盘。,2,询价函的内容一般只要包括三个重点即已足够。（一）从何处知道该项产品1、收到对方（卖方）寄来的D.M.（DirectMail即Salesletter推销信）。2、从报章或杂志上看到对方所刊登的广告。3、经由第三者的介绍得知。4、在某展览会场看到对方所展示的产品。（二）希望收到对方的详细目录、价目表、样品及其它说明资料。（三）询问可以给予的折扣条件及要求的支付条件。最后，友好的结尾。,3,询价的回复在回复询价时一定要及时认真，因为每接收到一封询价信，就意味着有了做成交易的机会。即使一时没货，也不要置之不理或者简单的说句“无货”了事。要采取积极主动的态度，有礼貌地、得体地作出回复。,注：假如不能提供对方感兴趣的商品，暂时无货的，可以在交货期上做文章，长期无货的，可以向对方推荐类似的产品。CouldyouacceptdeliveryinJulyorSeptember?MayIdrawyourattentiontoitem14?,4,1.samplen.样品1)Wehaveforwardedyoubyseparateairmail2lbssampleofthismaterial.我们已空邮寄这种商品的样品2磅。2)Qualitymustbeuptosample.质量必须完全样品相同。3)Thesampleisforreferenceonly.样品仅供参考。aspersamplecountersamplesamplepost按照样品反样、对等样品样品邮寄fullrangeofsamplesamplebook全套样品样品册注意：在表示“的样品”时，常接介词of或for,一、GeneralEnquiryandReply,5,2.price1）n.价格a.Businessispossibleifyoucanraise(lift,improve)thepriceby5%.如你方出价能提高5%，可能成交。b.Businessispossibleifyoucanreduce(cut,cutdown,lower)thepriceto价格上涨advanceboostincreasejump价格下跌declinegodowndropfall,6,1竞争价格2优惠价格3合理的价格competitivepricefavorablepricefairprice4毛价5净价6单价7总价grosspricenetpriceunitpricetotalprice8批发价9零售价10打过折扣的价格wholesalepriceretailerpricediscountprice11半价12最高价格13最低价格halfpricetoppricefloorprice14计件价格15价格补贴16收购价格piecepricepricesupportpurchasingprice,关于价格的基本词汇,7,2）V.开价，定价Pleasepriceyourofferaslowaspossible.请尽可能报低价Thegoodsarepricedtoohigh.此货定价太高Thenewproductofoursismoderatelypriced.我们的这项新产品定价适度,8,3.discount1)n.折扣：贴现Thehighestdiscountwecanallow(orgive,make,grant)onthisarticleis10%.我们对这项商品最多只能打九折。Weallowyoua10%discount.(adiscountof10%)Youearna10%discount.atadiscount(AAD)折扣adj.Manyarticlesarereportedtobesellingatadiscount.据报道，有许多商品按低于正常价格出售。,9,2）discountv.贴现，打折扣BillscanbeeasilydiscountedinLondon.汇票在伦敦贴现毫无困难。Ifyoucandiscountyourpriceby10%,wearereadytotake300bales.如果你方价格能予以九折处理，我方乐于接受300包。注：discount和commission的区别：前者是卖方给的优惠折扣，后者是卖方给代理商或中间商的佣金。,10,4.termsofpayment支付条件在国际贸易中，付款时间分为3种：1）交货前付款（paymentbeforedelivery）2）交货时付款（paymentasdelivery）3）交货后付款（paymentafterdelivery）支付方式有几下几种：1）汇款TransferMailTransferM/T信汇TelegraphicTransferT/T电汇BankersDemandDraftD/D票汇,11,2）托收CollectionDocumentsagainstPaymentD/P付款交单DocumentsagainstAcceptanceD/A承兑交单3）信用证LetterofCreditL/CIrrevocableLetterofCredit不可撤销信用证ConfirmedLetterofCredit保兑信用证RevolvingLetterofCredit循环信用证DocumentaryLetterofCredit跟单信用证CleanLetterofCredit光票信用证SightLetterofCredit即期信用证4)分期付款instalmentpayment,12,5.(a)underseparatecover=byseparatepost=byseparatemail另封，另邮寄Wearemailingyou,underseparatecover,photographsoftheorderedgoods.我们另寄你所订货的照片。(b)undercover=herewith随函Wearesendingyouundercoveracopyofourpricelist.=Weareenclosing(herewith)acopyofourpricelist.随函寄去我方价目表一份。,13,6.qualityn.质量,adj.高质量的Qualityistheessenceofthisorder.质量是这笔订货的关键。Thisisaqualityproduct.这是一种高质量的产品。,14,平均质量精选的质量最好的质量averagequalitychoicequalitybestquality一般水平以上的质量abovetheaveragequality一般水平以下的质量belowtheaveragequality尚好的质量大路货fairqualityfairaveragequality(F.A.Q)次质量低质量inferiorqualitylowquality,15,7.quantityn.数量，打量，多批（用复数）Wecansupplyanyreasonablequantityofthisgoods。对这种商品我们能供应任何适当的数量。Thisisthemaximalquantitywecanofferatpresent.这是我们目前所能报的最大数量。Wearepreparedtopurchaseashipmentquantityofthismaterial.我们准备购买数量够一次装运的这种商品。Ifyoucannotarrangeentirequantity,pleaseofferusatleasthalf.如果你方办不到全数，请至少报给我们半数,16,关于数量的表述：1.追加数量2.相应的数量additionalquantitycorrespondingquantity3.最大数量4.最小数量maximumquantityminimumquantity5.大数量6.小数量considerablequantitysmallquantity7.中等数量8.总数量moderatequantitytotalquantity9.够装运的数量shipmentquantity,17,8.Order1）n.订单，订购，所订的货Weaccepttheordersubjecttopaymentinadvance.如果预付货款我们就可以接受订货。Pleasedonotsendanyremittanceuntiltheorderisconfirmed.在未确定订单以前，请勿将款汇来。Weexpecttoshipyourordersometimenextweek.我们预计在下周内装运你方所订的货表示所订的商品时，名词order一般后接for或of,18,2）v.订购，订Ifyouorderimmediately,wecanprobablyarrange5000cases.如你方立即订货，我方可能安排5000箱。,19,acceptanorderbeonorder接受订单已订购blockordercancelanorder整批预定取消定货carryoutanorderconfirmanorder执行订单确认订单declineanordergoodsonorder谢绝订货订购货品,20,8.assure向保证，使确信1)assuresb.ofsth.2)assuresb.that3)beassuredofsth4)beassuredthat,21,二、SpecificEnquiryandReply1.quotev.报价quotationn.quotesbapriceforsthPleasequoteusyourlowestpriceforwalnut.请向我方报核桃最低价。有时也可以用：quotesb.forsthquotesb.aprice,22,mission佣金明佣：包括在价格内的佣金，如USD1050perM/TC.I.F.NewYorkincludingcommissionof3%暗佣：不在合同中列明双头佣：指中间人从买卖双方的一笔交易中同时收取佣金。这种情况往往是一边拿明佣，一边拿暗佣。习惯用法：acommissionof%或%commission百分之几的佣金your/ourcommissionof%或your/our%commission你方/我方百分之几的佣金twoorseveralitemsofcommission两笔或几笔佣金allcommission一切佣金或各项佣金,23,3.Placeanorderwithsb(forsth)向订货placealargeorderwithsbforsth向某人大量订购某物placeasubstantialorderwithsbforsth向某人大批量订购某物Wearegladtoplaceanorderwithyoufor50tonsDriedPotatoSlices.我们很高兴向你方订购五十吨干土豆片。,24,PracticeLessons,TranslatethefollowingsentencesintoChinese:,Weareenclosingherewithaninquirysheet.,Wearelookingforwardtoreceivingyourinquiryatanearlydate.,盼早日收到你方的询盘。,Assoonaswehavereceivedyourinquiry,wewillimmediatelymailyouthesamplesandofferyoumostfavorableprices.,我们随函寄上询价单一份。,一俟收到你方的询盘，我们即会寄上样品并报最优惠的价格。,Ifyourquotationiscompetitive,wearereadytoplaceordersofMensShirts.,如果你方报价具有竞争性的话，我们准备订购男式衬衫。,25,Pleasequoteasrequestedinourinquirysheetyourlowestpricesandstatetheearliestdeliverydate.,请按照我方询价单报最低价并说明最早交货期,Ifyouareinterestedinourelectronicproducts,pleaseletusknowwithaspecificinquiry.,如果你方对电子产品感兴趣，请告知我方。,Wearemakingyouthefollowingoffer,subjecttoyourreplyreachingherewithinfivedays.,现报盘如下，以你方五日内复到有效。,Ifyouthinkthisofferisacceptabletoyou,pleasecableusimmediatelyforourconfirmation.,如果你方认为此报盘可接受，即来电以便我方确认。,26,1.如果你方有兴趣，请电告我方，说明所需数量。,Ifyouareinterested,pleasecableusandindicatethequantityyourequire.,2.我们对贵方发盘颇感兴趣，不日内将给予明确答复。,Wefindyourofferinterestingandshallgiveyouourdefinitereplyinafewdays.,4.这是我方最新的价格表，你会发现我方价格具有竞争性的。,Thisisourlatestpricelist.Youwillfindourpriceisverycompetitive.,TranslatethefollowingsentencesintoEnglish:,3.如果你方订货数量大，价格还可以进一步考虑。,Wecanreconsiderourpriceifyourorderisbigenough.,27,敬启者：事由：纺织品本公司是芝加哥最大的纺织品进口商之一。我们希望与贵公司建立直接的贸易关系，发展我们两国之间的贸易。随函附上第345号询价单一份，盼望你方早日给我们报CIF芝加哥，包括我方百分之五的佣金。报价时，请说明最早的交货期和可供数量。倘若你方报价具有竞争性的话，我们打算大量成交。早日答复，不胜感激。谨上，,PracticeLessons,28,DearSirs,Re:TextilesThiscompanyisoneofthelargesttextileimportersinChicago.Wehopetoestablishdirectbusinessrelationswithyousoastopromotetradebetweenourtwocountries.WeareenclosinganinquirynoteNo.345andlookingforwardtoreceivingyourquotationCIFChicagoinclusiveofourcommissionof5%atanearlydate.Whilequoting,pleasestatetheearliestshipmentandquantityavailable.Ifyourquo