商务英语写作 3 询盘与回复PPT幻灯片.ppt

BUSINESSWRITING商务英语写作CourseOutline 2020 3 6 1 TextBook 商务英语写作 胡英坤车丽娟主编外语教学与研究出版社 2020 3 6 2 Contents 1AnOverviewofBusinessWriting2StructureandStyleofBusinessLetters3Sales relatedInquiriesandReplies4OrdersandConfirmationLetters5LettersaboutShipment 商务信函的结构与格式 商务写作概述 询盘与回复函 订单与确认函 装运函 2020 3 6 3 6LettersAboutPaymentandSettlementofAccounts7RoutineClaimsandAdjustment8PersuasiveClaimsandRefusals9SalesLetters10InvitationandThank youLetters 付款与结帐函 日常投诉与理赔 邀请函与感谢信 销售函 说服性索赔与拒绝函 2020 3 6 4 11LettersofApologyandCongratulation12NoticeandAnnouncement13MemosandMinutes14Preparingresumes15LettersofApplication 道歉信与祝贺信 通知与通告 备忘录与会议记录 准备简历 申请信 2020 3 6 5 16LettersofRecommendation17Proposals18OrganizingandPreparingReports19Questionnaires20BusinessAgreements 意向书 商务协议 调查问卷 推荐信 报告 2020 3 6 6 CommunicationisaBridge BUSINESSWRITING商务英语写作 Chapter3 Sales relatedInquiriesandReplies 询盘与回复函 2020 3 6 7 Sales relatedinquires Lettersseekinginformationfallintotwobroadcategories generalinquiriesandsales relatedinquires Inthischapter weonlydiscusssales relatedinquireswhicharewritteninregardtoaproductoraservicepurchased soldorbeingconsideredforpurchase sale Inordertoobtainasatisfactoryresponse thewriterofsuchinquiryshouldstatehis herrequestspecificallyandcourteously Becausebusinessesusuallybenefitfromsuchcorrespondence youcanwritesales relatedinquiriesindirectorder 2020 3 6 8 Begindirectlywiththeobjective indicatingageneralinquiryaboutproductsorservice Includespecificrequestsorquestionsabouttheproductsorservices Ifanumberofquestionsorrequestsareinvolved listthembynumbersorbullets orleavespacebetweenthem Endwithgoodwillwordsadaptedtoeachparticularsituation Thegeneralplanforsales relatedinquiries 2020 3 6 9 RepliestoSales relatedInquiriesAlmostallthebusinesspeopleknowthateveryinquirytheyanswer whetherobviouslysales relatedornot maycarrytheseedoffuturebusiness Inquirerswhoarenotthemselvescustomersorpotentialcustomersmaybeinapositiontoinfluenceotherstobuy Thewriter sfirstobjective therefore istobuildgoodwill Hissecondobjectiveistoinfluencethesale iftheinquiryopensuptheopportunityforneworadditionalbusiness Thesuccessofbothobjectivesdependslargelyonyouradherencetotheseprinciples 2020 3 6 10 AnswerPromptly ReplyCourteously RespondCompletely ProvideAdditionalInformation FollowuptheAnswer Principlesforsales relatedreplies 2020 3 6 11 Thegeneralplanforsales relatedrepliesisasfollows 1 Beginbycourteouslyindicatingthatyouareansweringhis herrequestsaboutproductsorservices identifyingthecorrespondencebeinganswered incidentallyorinasubjectline 2 Expressinterestintherequest 3 Ifpossible answerallquestionsandrequests preferablyintheorderposed 4 Includeanynecessarydetailsthatthereadermayneedtoknowaboutproductsorservices 5 Usesalesopportunitieswhenappropriate 5 5 Considerincludingextras e g usingresalematerialtoencouragethereadertobuy 6 Expressgoodwillortakeanoptimisticlookintothefuture 2020 3 6 12 Thefollowingtwolettersarewrittenaccordingtothewritingprinciplesmentionedabove Readthemandtrytofigureouthowthewritingprinciplesareapplied Thequestionsafterthemmighthelpyouaccomplishthetask 2020 3 6 13 Aninquiryaboutbathroomfittings DearSirs WouldyoukindlysendusdetailsofyourbathroomfittingswhichyouadvertisedinBusinessWeekOctober11 Pleasequoteusalltheitemslistedintheenclosedinquiryform givingyourpricesCIFShanghai Willyoupleasealsoindicatedeliverytime yourtermsofpaymentanddiscountdetailsforregularpurchases LETTER1 2020 3 6 14 andlargeorders Ourannualrequirementsforbathroomfittingsareconsiderable andwemaybeabletoplacesubstantialorderswith youifyourpricesarecompetitiveandyourdeliveryisprompt Weareexpectingyourquotation Yoursfaithfully TomZhangTomZhang 2020 3 6 15 Areplytotheinquiryaboutbathroomfittings DearMr ZhangThanksforyourinquiryaboutourbathroomfittings andasrequested wearesendingyouacopyofourillustratedcatalog togetherwithourlatestpricelist underseparatecover fortheitemsyoulistedintheinquiryform Detailsofourconditionsofsaleandtermsofpaymentarestatedtherein LETTER2 2020 3 6 16 Usually goodswillbereadythreeweeksafterwehavegottheorder Ourcustomersdogetdiscountsforregularlargeorders Butthediscountrateforeachdealwilldependonthequantityandtermsofpaymenttobeused Wewillassureyouthatyouwillbeprovidedwithbathroomfittingsexcellentinqualityandreasonableinprice Welookforwardtothepleasureofyourtrialorder Yourssincerely MaryWangMaryWang 2020 3 6 17 Inquiryaboutzincsheets DearSirs WillyoupleasesendusyourlatestcatalogueandofferusthebestpricesbasedonFOBHamburgandC I F Shanghai WeknowthatyouareamanufacturerofvariousZincSheetsthroughtherecommendationoftheChamberofCommerceinHamburg Withmorethanthirtyyears experienceinimportingandselling ourcompanyhasownedthe SAMPLE1 2020 3 6 18 foremostpositioninthislineinChina Wehaveverygoodsaleschannelsanddistributorsineachplace andalsohavemorethan50salesmenwithprofessionalexperience Itwillbeinthebestinterestofbothpartiestosetupbusinessrelations Weappreciateyourearlyreply Sincerelyyours 2020 3 6 19 Aninquiryaboutbedsheetsandpillowcases DearMs Smith Youradvertisementforcottonsheetsandpillowcasesattractsourattention Wouldyoupleasesendusdetailsofyourproducts includingsizes colorsandprices FOBLiverpool andalsoindicatethedifferentqualitiesofmaterialsused Whenquoting pleasestateyourtermsofpaymentsanddiscountsthatyouwouldallowonpurchaseofnolessthan100dozenofindividualitems Wealsopreferthatyousendussamplesofeachcategorybyair mailsoastoenableustomakeasounddecision SAMPLE2 2020 3 6 20 AswearealargedealerintextilesintheUSandthereisapromisingmarketinourareaformoderatelypricedbedclothing yourpromptattentionwillbringyouabigbusinesswithus Bestwishes JamesLiuJamesLiuSalesManager 2020 3 6 21 Aresponsetoaninquiryforautoparts DearMs Allison ThanksforyourletterdatedDecember20 2004 expressingyourinterestinourAutoParts Enclosedpleasefindourlatestcatalogue pricelistandabookletregardingournewlineofpartsforyourconsideration Youwillgetaspecialdiscountof5 ifyouplaceanorderover5 000sets Sinceweareawell experiencedandspecializedmaker SAMPLE3 2020 3 6 22 andexporterinthislineinChina wewillbeabletoofferyouthetop qualityproductsatlowprices Duetotheincreasingdemandforthepartsinthemarket wewillbeforcedtoraiseourpriceinthenearfuture WesuggestyouorderwithusbeforeMarch2005 Wehopeyougiveusthechancetoprovideyouwithourbestqualityproducts Sincerelyyours 2020 3 6 23 Areplytoaninquiryaboutwatches DearMr Emerson ThankyouforyourinquiryofSeptember20 Wearestillmakingwatchesofthetypereferredtoandwelcometheprospectofyourrenewedcustom Owingtotheincreaseddemandforthem wecannowofferthesewatchesinawiderrangethanwhenyouplacedyourlastorder Forquantityofnolessthanadozenofeachtypeourprices CIFHuston arefrom 90perdozenforthe SAMPLE4 2020 3 6 24 Popular to 240perdozenforthe Aristocrat Thesepricesaresubjecttoatradediscountof40 ontheexworkscosts Theenclosedbookletcontainsdetailsofallourwatchesandwillenableyoutomakeasuitableselection Faralltypeswecanpromisedeliverywellwithintheperiodoffourweeksmentionedinyourletter Sincerely LilyShen 2020 3 6 25 Aninquiryaboutlight weightraincoats DearSirs Wehavegotyourcatalogandareinterestedinbuyinglight weightraincoatsfromyou Pleasesendusthelatestpricelist We dliketoknowifyoucanoffersomediscountifweplaceregularorderswithyou Wearelookingforwardtoyourreply Yoursfaithfully JohnSmithJohnSmith SAMPLECONTRAST 1 2020 3 6 26 Aninquiryaboutlight weightraincoats DearSirs Yourcatalogshavearousedourcustomers stronginterest Recentlywehavereceivedanumberofrequestsforyourlightweightraincoats Wehavegoodreasonstobelievethatwecouldplaceregularorderswithyouprovidedyourpricesarecompetitive Fromthedescriptioninyourcatalog wefeelthatyourrangeistheonemost suitableforourareaandshouldbegladifyouwouldsendusyourquotationformen sandwomen scoats inbothsmalland 2 2020 3 6 27 mediumsizes deliveredCIFShanghai Ifpricesarerightweshouldplaceafirstorderfor400raincoats Shipmentwouldberequiredwithinthreeweeksoforder Wewouldparticularlystresstheimportanceofpricesincetheprincipalmarkethereisformass producedgoodsatpopularprices Yoursfaithfully JohnSmithJohnSmith 2020 3 6 28 Areplytotheinquiryaboutlight weightraincoats DearMr Smith Wehavegotyourletterinquiringaboutourlight weightraincoats Asyoumayhavefoundinthecatalogwehavegotadozentypesoflight weightraincoats ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows men sinsmallsize 2 75foreach men sinmediumsize 3foreach women sinsmallsize 2 25foreach andwomen sinmediumsize 2 50foreach SAMPLECONTRAST 1 2020 3 6 29 ShipmentwillbeeffectedwithinthreetofourweeksafterwehavereceivedL C Lookingforwardtohearingfromyousoon Yourstruly ThomasHanson 2020 3 6 30 Areplytotheinquiryaboutlight weightraincoats DearMr Smith Thankyouforyourinquiryaboutourraincoats Ourrangeisparticularlysuitableforwarmclimateandduringthepastyearswehavehadrepeatedordersfromdealersinseveraltropicalandsubtropicalregions ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows 100men ssmall 2 75each 275100men smedium 3each 300100women ssmall 2 25each 225100women smedium 2 50each 250 2 2020 3 6 31 ShipmentwillbeeffectedwithinthreetofourweeksafterwehavereceivedL C Wefeelyoumaybeinterestedinsomeofourotherproducts soweenclosedescriptivebookletsandasupplyofsalesliteratureforusewithyourcustomers Welookforwardtoreceivingyourorder Yourstruly ThomasHansonThomasHanson 2020 3 6 32 Whatisaninquiry Ininternationaltrade inquiriesareusuallymadebythebuyerstogetinformationaboutthegoodstobeordered 2020 3 6 33 Generallyadetailedinquiryincludesmanyparts 1 thenameanddescriptionsofcommodity 2 qualityorspecifications 3 quantity 4 termsofprice FOB CFR CIF etc 5 termsofpayment byL C D P etc 6 timeofshipment 7 packingmethod 2020 3 6 34 PatternsandSubstitutions 1 WevisitedyourstandattheCantonFairandarenowwritingyoutoinquireaboutyoursilkneckties 我们参观了你方设在广交会上的展位 现特致函向你方询问有关丝制领带的情况 2020 3 6 35 UsefulSentencePatterns 1 Wouldyouplease Couldyouplease Willyouplease 2 Weareinterestedin Weareinthemarketfor Wewouldliketo3 Wewillappreciateitverymuchif 2020 3 6 36 UsefulExpressions CantonFair China s Spring Autumn ExportCommoditiesFair广交会 中国 春季 秋季 出口商品交易会 2020 3 6 37 PatternsandSubstitutions 2 Weareinterestedin inthemarketfor potentialbuyersof consideringbuying readytopurchaseyourmen sshirtsdisplayedinyourshowroom 我们对你方货品展览室里陈列的男式衬衫很感兴趣 2020 3 6 38 PatternsandSubstitutions 3 YouradvertisementinthelatestissueofChinaForeignTradeinterestsus andwewouldliketoreceivefulldetailsofyourcommodities 我们对贵方在最新一期 中国对外贸易 上所刊登的广告很感兴趣 并希望得知该商品的详细情况 2020 3 6 39 PatternsandSubstitutions 4 Pleasesendusfivecopiesofyourlatestcataloguesatyourearliestconvenience 请尽早寄来最新目录5份 2020 3 6 40 PatternsandSubstitutions 5 Perhapsatthesametimeyoucouldquoteusyourlowest best prevailing competitivepricesfortheabove mentionedgoods 也许与此同时你方能报给我们上述商品的最低价 2020 3 6 41 PatternsandSubstitutions 6 Wewouldalsoliketoknowyourtermsofpayment 我们还想了解你方的支付条件 2020 3 6 42 PatternsandSubstitutions 7 YourproductsareofgreatinteresttooneofourclientsinTianjin whowishestohaveyourquotations samples price list illustratedcataloguesfortheitemsspecifiedbelow 我们一位天津的客户对你方的产品很感兴趣 并盼按下列项目报价 2020 3 6 43 PatternsandSubstitutions 8 Iftermsanddeliverydatearesatisfactory weshouldexpecttoplaceregular trial large considerable substantialorderswithyou 如果交易条件和交货日期合意的话 相信我们会定期向你方订货 2020 3 6 44 PatternsandSubstitutions 9 Pleaseadviseifyouareabletooffer provide supply furnishthisproductandincludeleadtime packagingandpriceFOBChinaportandCIFChicago 请告知你方是否能供应这种商品 包括订货与交货之间的时间 包装 FOB中国港口和CIF芝加哥的价格 2020 3 6 45 TranslatetheinquiryintoEnglish 敬启者 纽约的琼斯 史密斯公司告知我们 你们是各类棉布床单和枕套的出口商 请你寄给我们各种产品的详细资料 包括型号 颜色和价格以及所用各种品质原料的样品 我们是本地最大的纺织品经销商 相信所提到的这种产品如在我地定价适当市场将会看好 报价时 请说明你方的支付条件和就每种商品购买量不少于100打所能给予的折扣 所报的价格应包括保险和到利物浦的运费 诚挚问候 个 2020 3 6 46 Sampleversion DearSirs MessrsJohns SmithofNewYorkinformusthatyouareexportersofallcottonbed sheetsandpillowcases Wewouldlikeyoutosendusdetailsofyourvariousranges includingsizes colorsandprices aswellassamplesofthedifferentqualitiesofmaterialused 2020 3 6 47 Sampleversionpage2 Wearethelargestdealerintextileshereandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthiskindmentioned Whenquoting pleasestateyourtermsofpaymentanddiscountyou 2020 3 6 48 Sampleversionpage3 wouldallowonpurchasesofquantitiesofnotlessthan100dozenofindividualitems PricequotedshouldincludeinsuranceandfreighttoLiverpool Yoursfaithfully 2020 3 6 49 PatternsandSubstitutions 1 Wehavereceived areinreceiptof acknowledge wishtothankyouforyourinquirydatedMarch20 2006 我们收到了你方2005年3月20日的询盘 2020 3 6 50 PatternsandSubstitutions 2 Weareenclosing mailingtoyou sendingyouwiththisletter attachingtothisletterourillustratedcatalogueandexportprices 随函附寄给贵方我们的产品插图目录及出口报价单 2020 3 6 51 PatternsandSubstitutions 3 Wearepleasedtoforwardyouthesamplesofourproductswiththeirquotationsanddiscountsforyourreference 很高兴寄去我们产品的样品 价格和折扣率 供你方参考 2020 3 6 52 PatternsandSubstitutions 4 Weshallmakedeliveryofthegoodsuponreceiptof immediatelyafterwereceive assoonaswehave shortlyafterwereceive oncewereceiveyourorder 一旦收到你方订单 我们将立即发货 2020 3 6 53 PatternsandSubstitutions 5 PleasenotethatwecanonlyacceptpaymentbyL Cinourbusinessdealingswithdevelopingcountries 请注意 我们与发展中国家做生意时只接受信用证付款方式 2020 3 6 54 PatternsandSubstitutions 6 Inreplyto Inresponseto Withrespectto WithreferencetoyourletterdatedOctober17inquiringaboutour Zhonghua pencils wearesendingyouthesamplesyourequestedunderseparatecover 复你方10月17日询问我 中华 牌铅笔的函 我们将另寄去你方所需的样品 2020 3 6 55 PatternsandSubstitutions 7 Wehavetheproductsoffinematerialsandhighcraftsm