外贸函电第二版-Unit_03_询盘及回复.ppt

Unit3EnquiriesandReplies询盘及回复 Introduction 简介 目的 了解询盘的基本写作技巧和回复 交易磋商的一般程序分为 询盘 发盘 还盘 和 接受 四个环节 询盘 Enquiry 又称询价 是指买方或卖方向对方询问以价格为中心的各种相关的交易条件 包括一般询价 GeneralEnquiry 和具体询价 SpecificEnquiry Enquiries Definition ARequestforInformationgeneralenquiries 一般询盘 forgeneralinformation informationaboutvariousgoods 目录 acatalogue 价目表或报价单 aprice listorquotationsheets 样品 asample 图片 illustratedphotoprints specificenquiries 具体询盘 forspecificinformation 具体询问商品名称 thenameofthecommodity 规格 thespecifications 数量 thequantity 单价 theunitpriceFOB CIF 装船期 thetimeofshipment 付款方式 thetermsofpayment FivestepsofEnquiry StepITheidentityofthebuyerbehindyou level recognition StepIIClarifyaboutrequirementsofyourclients analysis nailoncontents StepIIIDigestionofenquiryinformation EXCEL specialty StepIVDeliberatedthinkingtoreply calm advantages StepVFollow Through cottoningup Friendsfirst phishingwebsite 一定要注意钓鱼网站 新人要注意钓鱼网站目的是要你的密码输入和账户 他给的是一个外部连接 点进去后其实是一个 钓鱼邮箱输入界面 新人们如果不加小心 把自己的外贸邮箱和密码输入进去 就会导致邮箱丢失 也有可能直接导致你贝宝的资金被转走 所以如果这样的询盘包涵外部连接 请大家多加小心 凡是需要输入账户密码的 千万别上当 要想取得胜利 首先学会保护好自己 DearFriendThanksforyourreplyOnbehalfofourNasatechInterCoLtdthisisthesamplesoftheproductthatwewantdevelop PleaseKindlyviewourwebsiteforthesamplesandtheproductweneedifyourcompanycanmakethesimilarlikethisproduct xxxxxxxx 一个外部连接 Pleasequoteusyourbestpricesandthecostofdeliverytoourportandifthepricesmeetsourpricetargetwecanplaceourorderassoonaspossible BestRegardsMrEdwinMartezPurchasingManagerNasatechInterCoLtdAddress 479AllenAvenue ByCharlesWalter State stockholmCountry UnitedStatesMobilePhone 1 330 3436799purchasing EnquiryExamples Re I minterestedinyour50HZ120WHome MadeFastAutomaticPastaMachine EquipmentForMakingRigatoniBucatinitime 2013 12 1217 22 04rostradeco yahoo itAimanElshazly36RostradeEgypt82 201 175 Dearsir KindlybeinformedthatIamsointerestingwithfreshpasta pastamachine Iamaskingforyoutosendyourbestofferforthismachinefreshpastamachinewithallanyequipmentstomakediff typeoffreshpastasuchasfreshpastaasfollow Pastafrescatype 1 Fettuccine 宽面 2 sheet 面片 3 Rigatoni 通心粉 showingmachinetypesandcapacity Waitingforyoururgentreply Pls feelfreetocontactmeanytimeBestRegardsRostradecoG MDr AimanElShazlyTEl 361e mail rostradeco yahoo 2WritingSkills 写作技巧 该啰嗦时就啰嗦 ofinterest有趣的 引起兴趣的muchofitisofinterestto 这其中有很多对于 来说是很有趣的 intheinterestof或intheinterestsof为了 的利益 为了 的缘故thinkingintheinterestofthewholefamily为了整个家着想 cataloguen商品目录册 thelatestcatalogue最新目录illustratedcatalogue附有说明书 插图 的目录 list货单 brochure小册子 leaflet单页的商品说明书 pamphlet小册子 thefulldetailsof 的全部细节 allnecessaryinformation所有必要的信息 quotev报价 与介词for连用quotationn报价 与动词make send give cable fax连用 后接介词for 但当买方提及卖方报价时一般用介词ofquotesbapriceforsthquotesbforsthquotesbapricequoteapricePleasequoteusyourmostfavorablepriceCIFSeattlefortheabovegoods includingourcommission5 请就上述货物向我方报CIF西雅图最优惠价 含佣金5 attractiveprice WeshallbepleasedifyouwillgiveusareasonablequotationforcolorTVsets 如能给我方彩色电视合理报价 将不胜感激 Wearegoingtogiveyouaquotationwhichisbasedupontheprevailinginternationalmarketprice 我方准备按当前的国际市场价格给你方报价 prevailing market price现行价 市价 placeanorderwithsbforsth向某人订购某物placealarge substantial orderwithsbforsth向某人大量订购某物Ifyourpriceisreasonable wemayplacealargeorderwithyou 若你方价格合理 我方可能向你方大量订购 Asyourwomen sdressesareofhighqualityandpricesarereasonable we llplaceasubstantialorderwithyou 因为你方的连衣裙质量好 价格合理 所以向你方大量订购 1 discountn折扣aspecialdiscount特别折扣cashdiscount现金折扣tradediscount同业折扣 商业折扣quantitydiscount数量折扣atadiscount削价 降价 无销路的togive allow make grant sbadiscount打折扣Weagreetogiveyou15 discountprovidedyouorder100 000sets 我方同意给你方百分之十五的折扣 但你方得订购十万套才可以 Inviewofourlong standingrelationship weagreetoallowyouadiscount 考虑到我们长期的关系 我方同意给你方折扣 Terms 佣金 commission 是卖方或买方付给中间商为其对货物的销售或购买提供中介服务的酬金 中间商通常为经纪人或代理人 但在实际业务中 凡是为招揽生意 促进交易提供服务的企业或个人 都可能称为佣金的收受者 折扣 discount 是卖方按照原价给买方以一定的减让 佣金 佣金有 明佣 暗佣 两种 明佣的表示方法有三种 一是用文字说明 如 USD100perM TCIFLondonincluding3 Commission二是直接在贸易术语后面加上Commission的缩写字母 C 和所付的佣金率 如 USD100perM TCIFC3 London三是绝对数表示 如 PaycommissionUSD100perM T 暗佣 在出口合同中定有佣金 但在价格条件 出口发票上未列明的佣金 暗佣的支付方式有两种 议付佣金汇付佣金议付佣金 指在出口货物结汇时 由银行从货款总额中扣留佣金并付给国外中间商的佣金支付方式 该方式下 出口企业收到的结汇款为扣除佣金后的货款净额 折扣 明扣有三种表示方法 一是用文字来说明表示 如 USD100perM TFOBDalianincluding2 discount 二是用绝对数来表示 如 DiscountUSD200PerM T三是在贸易术语中加注 D Discount 或 R Rebate 和折扣率来表示 如 CIFD2 新加坡或CIFR2 伦敦 询盘总结 买家的询盘中可能提到的需求有以下分类汇总 目标价格MOQ 最小起订量 OEM ODM是否允许寄样颜色 尺寸等产品额外要求6 语言问题 是否需要支持其他语种 尤其是产品说明书 7 出口经验要求及相关证书 8 付款方式9 物流问题10 公司资质要求 回复询盘 Reply 拿到询盘的激动 分析询盘的仔细 回复询盘时候就显得异常紧张了 因为之前你所有步骤的努力就靠这一步来传递了 成败在此一举 加油 回复询盘时候需注意 1 查看是否明确买家目的2 检查邮件语言啰嗦3 查看回复内容结构是否完整4 价格和产品是否已经考虑同行竞争5 你是否主动推进 并留给买家再次回复形成互动的空间6 你的产品行业专业度够了吗 7 一个询盘究竟多久回复较合适8 如何写邮件标题 脑子里想到自家优势 发货期快价格有绝对的优势有多年生产或外贸经验有参加买家当地的展会 或业内知名展会 有自己的研发团队有跟知名品牌或企业合作有证书 品质有保证提供OEM OriginalEquipmentManufacturer贴牌生产 个性化定制服务 personalizedcustomization Letter1 AreplytotheaboveDearSirs WetakepleasuretoacknowledgereceiptofyourletterofJanuary20 fromwhichwelearnthatyouareinterestedinbringingsilkgarmentstotheNewYorkmarket Weareenclosingourquotationsheetcoveringdifferentsizesandcolorsofourpuresilkgarmentsthatcanbesuppliedfromstock Wearealsoairmailingyoutwodozensamplegarmentsindifferentsizesandcolors Deliverywillbewithin30daysafteryourplacinganordertous PaymentofthepurchaseistobeeffectedbyanirrevocableL Catsightinourfavor Thisofferissubjecttoyourimmediatereplywhichshouldreachusnotlaterthantheendofnextmonth Thepricewillprobablybechangedoncethisparticularofferhaslapsed Yoursfaithfully CHINANATIONALTEXTILESIMP EXP CORP SHANGHAIHOMETEXTILESBRANCH 回复询盘信函的写作步骤及常见表达方式 LanguagePoints paymentn 不可数 支付 可数 支付的款 paymentterms支付条件 付款条件paymentinadvance预付货款deferredpayment延期付款cashpayment现金付款paymentondeferredterms迟期付款monthlypaymentsofUS 3 000每月付款3000美元inpaymentof付某种费用的款 如发票 费用 佣金等inpaymentfor付某种具体实物的款 如广告 商品 样品等 stockn 库存 存货fromstock exstock 现货 动用库存instock库存中comeinto to stock库存有货outofstock无货 缺货 Wecansupplyyoufromstock 我方可以现货供应 Thetypeyourequiredisoutofstock butthesimilartypeisinstock 你方询购的型号无货 类似的型号有货 IfyouhaveFountainPensinstock pleasesendussomesamples 如果你方有自来水笔现货 请给我方寄些样品 Wecansupplythisquantityfromstock 这个数量我方可供现货 1 inone sfavor以 为受益人 指有权享有信用证的利益的人 一般指出口商 inone sfavor与infavorof短语意思相同 e g Assoonasthelicenceisapproved anL Cwillbeopenedinyourfavour 只要许可证一批准 就开立以贵方为受益人的信用证 L C常用搭配covering regarding goodsfortheamountof amountinone sfavor beneficiaryforone saccount payerwith through issuingbank 请开立一个20吨苹果的信用证 金额为2万美元 PleaseopenanL CcoveringtwentytonsofapplesfortheamountofUSD20 000 今早 我们经由花旗银行开立了一个以你方为受益人的信用证 WeopenedanL CinyourfavorthroughtheCitiBankthismorning 支付条款常用句型 1 付款方式以不可撤销即期信用证支付 并以我方为受益人 PaymentistobemadebyirrevocableL Catsighttobeopenedinourfavor 2 我们要求以不可撤销信用证凭即期汇票支付 在装运前30天开出 WerequirepaymentbyirrevocableL Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment 常用句型 3 我们支付方式是保兑的 不可撤销即期信用证 凭全套装运单据支付 Ourtermsofpaymentarebyconfirmed irrevocableL Cpayableatsightagainstpresentationofshippingdocuments 4 Theofferisfirm subjecttoyourreplyreachingusbefore5p m Sep30 ourtime 此报盘以你方答复在9月30日之前到达我方为准subjectto以 为准 以 为条件Theofferissubjecttoourconfirmation 此报盘以我方确认为准Ourofferisfirmsubjecttoyourreplyreachingherewithinaweek 我方报盘以你方答复一周内到达此地为有效 Letter2 AreplyDearSirs WethankyouforyourenquiryofDec 12 2004 asoneofthelargestcomputercompaniesinSouthKorea weareinterestedinyourcomputercomponents PleasesendusyourlatestCIFPushanprices togetherwithyourtermsofpayment andtheearliestdeliverydate Thankyouinadvance Sincerelyyours SonYoung Letter3 AspecificenquiryDearSirs WelearnwithpleasurefromyourletterofApril12 2004thatyouareexportersofChineseBlanketCoverandarewillingtoestablishbusinessrelationswithus Atpresent weareinterestedinBlanketCoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonBlanketCover soastoacquaintuswithmaterialandworkmanshipofyoursupplies Meanwhile pleasequoteusthelowestpriceCIFLondon inclusiveofour3 commission statingtheearliestdateofshipment Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable weshallplacealargeorderwithyou Yourstruly LeonAllen Letter4 AreplytotheaboveDearSirs ThankyouverymuchforyourletterofApril28 2004 wearepleasedtosendyousamplesandallthenecessaryinformationonBlanketCoverunderseparatecover Atyourrequest wearepleasedtomakeyouanoffer subjecttoyourfinalconfirmation asfollows Commodity GoldenCock BrandBlanketCoverNo 21Size 180cm 200cmColor AllkindsofcolorsQuantity 1000piecesPrice GBP20eachpieceCIFLondoninclusiveof3 commissionShipment DuringAugust September Payment By100 confirmed irrevocableL Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment andremainvalidfornegotiationinChinatillthe15thdayaftershipment Asyouwillrealizefromthecataloguewesentyou ourBlanketCoverisaperfectcombinationofwarmth softnessandeasycare Wearesurethatyoucangetbenefitfromourproducts Welookforwardtoyourpromptreply Yoursfaithfully Baicu 1 sendsth underseparatecover另邮 另寄airmailsth underseparatecover另空邮寄送Weareairmailingyouunderseparatecoverthesamplesforthenewseason 今另航空邮寄奉下季度的样品数份 类似词组还有 byseparatepost separately byseparateairmail drawadraftonsbforanamountagainststhdrawonsbatsightforanamountagainststh根据 向某人开出金额为 的 汇票 draw开出 汇票 LanguagePoints 1 我们已根据这些单据通过亚洲银行向你方开立了发票金额的即期汇票 WehavedrawnasightdraftonyouagainstthedocumentsfortheamountofinvoicethroughtheBankofAsia 2 请确认我们可以就你328号订单向你方开出金额为两万八千美元的六十天远期汇票收款 Pleaseconfirmthatwecandrawonyouat60daysaftersightforUS 28 000againstyourOrderNo 328 Letter5 AspecificenquiryDearSirs Wearealeadingdealerinwaterproofgarmentsinthiscity Ourcustomershaveexpressedinterestinyourraincoatsandenquiredabouttheirquality Providedqualityandpricearesatisfactorythereareprospectsofgoodsaleshere butbeforeplacingafirmorderweshouldbegladifyouwouldsendus onfourteenday sapproval aselectionofmen sandwomen sraincoats Anyoftheitemsunsoldattheendoftheperiod andwhichwedecidenottokeepasstock wouldbereturnedatourexpense Welookforwardtohearingfromyousoon Sincerelyyours Anderson Letter6 AreplytotheaboveDearAnderson Thankyouforyourletterof10thMarch Wearegratifiedtoreceiveyourrequestformenandwomen sraincoatsonapproval Aswehavenotpreviouslydonebusinesstogether perhapsyouwillkindlyagreetosupplyeithertheusualtradereferences orthenameofabanktowhichwemayrefer Assoonastheseenquiriesaresatisfactorilysettled weshallbehappytosendyoutheitemsyoumentioninyourletter Wesincerelyhopethiswillbethebeginningofalongandpleasantbusinessassociation Weshalldoourbesttomakeitso Bestwishes Marry Notestothespecimenletters1 highreputation信誉良好2 withthebestterms以优惠条件3 quotationsheet报价单4 toacquaintsomebodywithsomething使某人了解 熟悉某事5 materialandworkmanship材料及工艺6 atyourrequest应你方请求7 besubjectto须经 以 为条件8 blanketcover被罩 Notestothespecimenletters9 inclusiveof3 commission包括3 的佣金10 By100 confirmed irrevocableL Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment andremainvalidfornegotiationinChinatillthe15thdayaftershipment 以你方为受益人的100 保兑的 不可撤销的信用证 凭即期汇票支付 信用证必须在装运前一个月开到对方 并在装船后15天内在中国议付有效 11 aperfectcombinationofwarmth softnessandeasycare柔软暖和 使用方便12 getbenefitfrom 从 获利 4 4FocalWords 焦点词汇 Comparevt vi 比较Ifyoucompareourproductswiththeirs parison n 比较Ifyoumakeacomparisonbetweenthetwosamples youwillseewhichisofbetterquality ThesegoodqualitiesarecharacteristicofourTeaSetsandmakethoseofotheroriginspalebycomparison competevi 竞争JapancompetesintextilesagainstBritain Wpetent adj 有能力的Youshouldselectcompetentworkerstodealwiththosebuyers Wpetition n 竞争Competitionisgettingkeenerinthecottonmarket creditn 信用 信誉 信贷 赊欠 记入贷方Weshouldliketoknowexactlyhowtheircreditstands OurproductsareinhighcreditwiththecustomersinAustralia PleaseletusknowwhetherthisfirmislikelytobereliableforcredituptoUSD5000 Weshallbehappytosupplyyouwithgoodsoncredit LetterofCredit regularadj 经常的Ifyourpricesarecompetitive ourcompanywillbepleasedtoplaceregularorderswithyou Asyourpurchasesareregularandnumerous itwouldbeadvisableforyoutoopenarevolvingL Cinourfavor 4 5UsefulSentences 实用语句 1 提出询盘Weaddressedourinquirytothefirm Willyoupleaseletushavealistofitemsthatareimportedbyyou Pleaseputusonyourbestterms asthisorderformspartofacontract Pleaseputusonyourverybestshippingtermsasregardsdiscount Pleasestateyourbesttermsanddiscountforcash Kindlyletusknowatwhatpriceyouareabletodeliverquantitiesofbestrefinedsugar Wewouldappreciateitifyouwillpleaseletusknowtherulingpricesofthegoods Weshallbeobligedbyaquotationofyourlowestpriceforthesaidgoodsfreedeliveredatourworks Ishallbegladifyouwillsendmeyourcataloguetogetherwithquotations 2 受理询盘Ourtermsarecashwithinthreemonthsofdateofdelivery orsubjectto5percentdiscountifpaidwithinonemonth Terms earlydelivery andnetcashpaymentafterreceiptofthematerialatourworks andverificationofweightandquality Inreplytoyourenquiryofyesterday sdate wearesendingyouherewithseveralsamplesofwallpapercloselyresemblingtowhatyouwant Wethinkyoucanwellaccordusasubstantialdiscountoffyourlistprices whichweseearequotednetcash Ourterms asourinvoicestates are2 cashdiscount onlywithintendaysofdateofinvoice Weshallbegladifyouwillquoteusthebestdiscountforcashoffyourlistpriceforcashforthisquantity 1 Translatethefollowingphrases enquirytermsofpaymentplaceregularordersquotationenclosedpleasefindbyseparatepostoutofstockbydraftonthereceiptof下订单现货供应具体询价竞争性的价格数量折扣资金情况报CIF伦敦价格即期信用证保兑的 不可撤销的信用证 询盘 询价 定期订购 报价 报价单 另邮 以汇票方式 placeorder specificenquiry quantitydiscount L Catsight 付款条件 附上 请查收 随函寄去 缺货 一收到 supplyfromstock competitiveprices financialstanding quoteCIFLondon confirmed irrevocableL C 2 FillintheblankswithprepositionsandthentranslatethefollowingintoChinese receiptofyourspecificenquiry we llmakeyouafirmoffer On Upon一收到你方具体询盘 我们就给你们报实盘 2 Thee mailwesentlastweekisanenquiry washingmachines for我们上周的邮件是有关洗衣机的询盘 3 Whatweshouldpayattention isthatdemand foreignmarketshavedecreasedalot to for值得我们注意的是对外国货的需求已大大降低 4 Yourpriceinnotinline theprevailingmarkethere with你们的价格与此地现行市场行情不符 5 Pleasekeepusinformed thesupplyanddemandposition yourmarket of in请随时告知你处市场的供求状况 6 Wehopyoucancooperate ustoenablepunctualarrival thegoods with of希望你们能予以合作 保证货物按时到达 7 Whenweare themarket we llget touch you in in with如我方有货 将及时与贵方联系 8 Inreply yourinquiry August5 wearegladtoquote follows to of as作为对贵方8月5日询盘的答复 我们很高兴报价如下 9 Ourgoodsaremuchbetter those ourcompetitors bothqualityandprice than from in我们的货物在质量和价格上比竞争对手的要好得多 3 SupplythemissingwordsintheblanksandtranslatethelettersintoChinese Dearsirs Wearegladtoi ourselvestoyou Wearei inyourhand madehandbagsinavarietyofnaturalleathers Thereisasteadyd forleatherhandbagswithmoderatelyp andofhighq here Wouldyoupleases usassoonaspossiblethed ofyourvariousranges includingsizes inform interested demand quality send details price colorsandyourlatestp list withthelowestq togetherwiththes ofdifferentqualitiesofmaterialused Welookforwardtoyourearlyreply Yoursfaithfully priced quotations samples 4 TranslatethefollowingsentencesintoChineseandremembertheseusefulsentences 1 Enquiriesaredwindling 询盘正在减少 2 TheypromisedtotransfertheirfutureenquiriestoChineseCorporations 他们答应将以后的询盘转给中国公司 3 Weregretthatthegoodsyouinquiredaboutarenotavailable 很遗憾 你们所询的货物现在无货 4 Intheimportandexportbusiness weoftenmakeinquiriesfromforeignsuppliers 在进出口交易中 我们常向外商询价 5 Tomakeaninquiryaboutouroranges arepresentativeoftheJapanesecompanypaidusavisit 为了对我们的橙子询价 那家日本公司的一名代表访问了我们 6 Yourenquiryistoovaguetoenableustoreply 你们的询盘不明确 我们无法答复 7 Nowthatwe vealreadymadeaninquiryaboutyourarticles willyoupleasereplyassoonaspossible 既然我们已经对你们产品询价 可否尽快给予答复 8 Wouldyoupleaseinformusbyletteroftheprice discounts termsofpaymentandthetimewhenyoucandeliverthem 请函报有关的价格 折扣 付款方式及最早的交货时间 9 Ifyourquotationsaresuitableandthequalityprovesg