商务英语写作chapterPPT课件.ppt

Chapter3 Sales relatedInquiriesandReplies 1 商务英语写作 UnitThreeEnquiries Objectives Tolearnwaysofmakinganinquiry Tolearnusefultermsandexpressionsformakinginquiries Topracticewritinglettersofinquiry 2 Proceduresofbusinesstransaction 3 Whatisaninquiry Ininternationaltrade inquiriesareusuallymadebythebuyerstogetinformationaboutthegoodstobeordered 4 商务英语写作 UnitThreeEnquiries 介绍如果一个商人想购买某种商品 他就会发出询问 以获得服务或相关该商品的相关信息 这种情况下 他就是一个买者或可能成为买者 有些公司就是通过写询问函来开始他们的业务的 询问可通过书信 传真 电子邮件 电话或面对面进行 询问意味着买方愿意与卖方做生意 5 thenameofgoodsqualityquantitytermsofpricetermsofpaymenttimeofshipmentpackingmethods etc Ifpossible tellthereaderwhereyoulearntofhiscompanyoritsproducts Generallyaninquiryincludesmanyparts 商务英语写作 UnitThreeEnquiries UsefulInformation 6 商务英语写作 UnitThreeEnquiries 写作规则 在发出询问时 确保将自己的意思表达清晰以避免获得错误的信息 通常情况询问包括以下几个部分 商品名 质量 数量 价格条款 支付条款 装运时间 包装方式 等等 如果可能的话 告诉对方你是从哪里获得有关其公司及产品信息的 在写询问函时要表示出你的礼貌来 用诸如 请 或 不禁感激 等词语表述 7 GeneralPlanforDirectOrder 1 Begindirectlywiththeobjective indicatingageneralinquiryaboutproducts 2 Includespecificrequestsorquestionsabouttheproductsorservices 3 Ifanumberofquestionsareinvolved listthequestionsbynumbersorbullets orleavespacebetweenquestions 4 Endwithgoodwillwordsadaptedtoeachparticularsituation 8 UsefulSentencePatternsp49 50 1 Wouldyouplease Couldyouplease Willyouplease 2 Weareinterestedin Weareinthemarketfor 3 Wewillappreciateitverymuchif 9 PatternsandSubstitutions 1 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 10 PatternsandSubstitutions 2 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 11 PatternsandSubstitutions 3 Pleasesendusfivecopiesofyourlatestcataloguesatyourearliestconvenience 请尽早寄来最新目录5份 12 PatternsandSubstitutions 4 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 13 PatternsandSubstitutions 5 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 14 PatternsandSubstitutions 6 Pleaseadviseifyouareabletoofferthisproduct packagingandpriceFOBChinaportandCIFChicago 请告知你方是否能供应这种商品 包括包装 FOB中国港口和CIF芝加哥的价格 15 MoreSamples Onpage43 45 16 Exercise 17 ExerciseII Aonpage52 ReachedItemsMarketableSamplesAdviseRemitMailExpect 18 ExerciseIIIonpage53 Rearrangetheordertomakeitacompleteinquiry dbafec 19 Exercise1onpage51 DiscusswithyourclassmateswhetherthereareanyproblemsinthefollowingletterA 20 Dearsir Iamveryinterestedinyourdisplayofstainless steelcutleryafterIvisitedyourstandattheParisTradeExhibitionlastmonth Iwouldbegratefulifyoucouldsendmeyourcatalogueofthisproductsandyourpricelist Wouldyoualsosendmeaquotationformildsteelsheet CIFShanghai Pleaseletmeknowyourtermsofpaymentandthetimerequiredfordeliveryafterreceivetheorder Iftermsanddeliverytimearesatisfactory wearehopingtoplaceregularorderswithyou 21 Replies Offers 22 Proceduresofbusinesstransaction Inquiry询盘Offer报盘 报价Counter offer还盘Acceptance接受Signthecontract签合同 23 Whatisoffer reply Anofferistheseller spromisetosupplygoodsonstipulatedterms 协定的条款 Anoffercanbemadeinreplytoaninquiryormadevoluntarilywithaviewtoexpandingbusiness 24 商务英语写作 UnitfourOffersandCounterOffers 介绍报盘 就是卖方为签署合同而向买方提出的一种建议 收到报盘后 买家应予以答复 他可接受或拒绝此报盘 如买家认为报盘中任何条件无法接受 可提出还盘 counter offer 就价格 包装 数量或交货日期提出异议 并提出己方条件 卖方对此还盘可进行再次还盘 25 Typesofoffer Afirmoffer 实盘 isadefinitepromisetosellgoodsatfixedpricewithinastatedperiodoftime Anon firmoffer 虚盘 isanofferwithoutengagement Thedetailsofoffermaychangeincertainsituations Inthiscase itissubjectto 以 为准 confirmationbythesellerafterbeingacceptedbythebuyer 此报盘须得到卖方最后确认为准 26 Anefficientofferwillinclude AnexpressionofthanksfortheinquiryNameofgoods qualityorspecification quantity detailsofprices discounts termsofpayment timeofshipmentandpackingconditionssoastoenablethebuyertomakeadecisionAbriefintroductiontothegoodsAnexpressionofhopesforanorder 27 商务英语写作 UnitfourOffersandCounterOffers 写作规则 在写商业书信时长期合作的老客户询价时 发盘可相当简要 做到礼貌直接即可 一份令人满意的报价单应包括 对询盘表示感谢 商品名称 质量 数量及规格 详细说明价格及价格所包含的内容 说明付款条款 装运期 交货时间和包装情况 报价的有效期 如是实盘 结尾表示希望该报价对方能接受 28 UsefulSentencePatternsp50 51 1 Weacknowledgewiththanksthereceiptof 2 Thankyouforyourinquiryof date 3 Asrequested wearesubmittingourquotation sendingyouourcatalogue 4 Wearecertain 29 PatternsandSubstitutions 1 Wehavereceived areinreceiptof acknowledge wishtothankyouforyourinquirydatedMarch20 2015 你方2015年3月20日的询盘已收悉 30 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 31 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 32 PatternsandSubstitutions 4 Weshallmakedeliveryofthegoodsuponreceiptof immediatelyafterwereceive assoonaswehave shortlyafterwereceive oncewereceiveyourorder 一旦收到你方订单 我们将立即发货 33 PatternsandSubstitutions 5 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 34 Moresamples Onpage45 46 35 SampleReply DearSirs WeareinreceiptofyourletterdatedMarch22and asrequested areairmailingyou underseparatecover onecatalogueandtwosamplebooksforyourPrintedShirting Wehopetheywillreachyouinduecourseandwillhelpyouinmakingyourselection 敬启者 3月22日函已收悉 根据请求现另封航寄我印花细布的目录本一册和样本二册 希望贵方收到后有助于选货 36 Inordertostartaconcretetransactionbetweenus wetakepleasureinmakingyouaspecialoffer subjecttoourfinalconfirmation asfollows 为在我们之间开始具体业务 现特作出下列优惠报盘 以我方确认为准 37 Art No 81000PrintedShirtingDesign No 72435 2ASpecifications 30X36Quantity 18 000yardsPacking Inbalesorinwoodencases atseller soptionPrice USDollar200peryardC I F Lagos商品 81000号印花细布花色 第72435 2A号规格 30X36数量 18000码包装 打包或装木箱 由卖方选择价格 每码200美元 成本加保险费运费到拉各斯价 38 Shipment Tobemadeinthreeequalmonthlyinstallments beginningfromJune2014Payment Byconfirmed irrevocableL Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment交货 由2014年6月分三个月三次平均装运付款 装船前30天开出保兑的不可撤销的信用证见票即付 39 Wetrusttheabovewillbeacceptabletoyouandawaitwithkeeninterestyourtrialorder Yoursfaithfully 希望以上能为贵方所接受 等待贵方来试订 谨上 40 Exercise 41 Matching InquiryOfferNegotiationNon f