国际商务函电Unit-4-enquiries-and-replies

外贸英语函电,Unit4EnquiriesandReplies,询盘和回复,ManyStepsinBusinessNegotiations,enquiry,offer,counter-offer,acceptance,Definitionofaninquiry,Aninquiry(enquiry)isarequestforinformation.Intheinternationalbusinesstheimportermaysendaninquirytoanexporter,invitingaquotationandanofferforthegoodshewishestobuy,orsimplyaskingforsomegeneralinformationaboutthesegoods.,Typesofenquiry,InaGeneralInquiry(一般询价),theimportermayaskonlyforcatalogues,pricelists,samples,samplebooks,orquotations,etc.,inordertogetageneralideaofthebusinessscopeoftheexporter.InaSpecificInquiry(具体询价),theimporterpointsoutwhatproductsheneedsandasksforaquotationoranofferforthisitem.,3.Statingthepossibilityofplacinganorder,Componentsofgeneralinquiryletter,1.Thesourceofinformationandabriefself-introduction,2.Theintentionofwritingtheletter.(Askforacatalogue,samplesorapricelist),Sample1,AGeneralEnquiry,DearSir/Madam,ThankyouverymuchforyourletterofDecember12thfromwhichweknowthatyouareexportingElectricProducts.Wehaveanenquiryhereforyourproductsandtheirpackingindetailassoonaspossibleforourreference.Wewouldalsoliketohaveyourpricelist.Wewillreallyappreciateitifyouquoteusyourmostfavorableterms.Yoursfaithfully,Componentsofspecificinquiryletter,1.Namesanddescriptionsofgoodsinquiredfor,includingspecifications,quantity,etc.2.Askingforaspecialdiscount,termsofpaymentandtimeofdelivery.3.Statingthepossibilityofplacinganorder.,Sample2,ASpecificEnquiry,DearSir/Madam,ThankyouforyourfaxofAugust8,2005fromwhichwelearnthatyouareanexporterofmedicine.PleasequotethelowestpricesonCIFRotterdamforthefollowing:1.2MTVitaminE50%2.4MTVitaminBcomplexPacking:25KGS/BAGTermsofpayment:ByIrrevocableL/CatsightTimeofShipment:September20th,2005Yourpromptreplywillbeappreciated.Yoursfaithfully,Notes,1.inquiry(enquiry)n.询盘，询价make(or:send,give,fax)sb.aninquiryforsth.向某人询购某种商品1)Wethankyouforyourinquiryforsunflowerseeds.我们感谢你方有关向日葵籽的询盘。2)Uponreceiptofyourspecificinquiry,weshallsendyouourquotationsandsamples.一收到你方具体询盘，我方立即给你方寄出我方的报价及样品。,2.quotev.报价quotesb.apricefor(or:on)sth.报给某人某种商品的价格1)Pleasequoteusyourlowestpricesforpersonalcomputers.请报个人电脑的最低价。2)WequotedthisarticleatUS$278percase.这种商品每箱报价二百七十八美元。3)WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.请报一千件皮夹克的最好大连船上交货价。,Notes,3.marketcometothemarketfindamarketagood(poor)marketinthemarketforanadvancingmarketabriskmarketastrongmarket,n.市场，行市,上市,找销路,畅销(滞销),要购买,市场上涨,市场活跃,市场坚挺,Notes,1)Themarketisstrengthening.行情在上涨。2)ThereisnodifficultyinmarketingthesetraditionalproductsintheSoutheastAsianmarket.在东南亚市场推销这些传统产品不会有困难。3)Thegoodsarenotmarketableinourareaatthepriceyouquoted.按你方报价，这种产品在我们地区没有销路。,Notes,4.discountn.折扣，折价，贴现allow/give/make/grant%discountoff(on)thepricesofgoods按货价给予%的折扣1）Theymake20%discountforcashpayment.现金付款，他们予以八折优待。atadiscount打折扣(货物无销路)2)Theproductsaresellingatadiscount.该产品正以低价销售。,Notes,5.referv.谈到，谈及，参考；提交；参阅refertosb.forsth.向某人打听(查询)某事1)WereferyoutoourletterofOctober1.请你方参阅我们10月1日的函。referencen.谈到，谈及；参考；查询2)Acopyofourfeasibilitystudyreportwillbesenttoyouforyourreference.我们将寄送一份可行性研究报告供你方参考。,Notes,SpecimenLetters,Sample3,DearSirs,WeareinthemarketforMelonSeedsofthefirstandsecondgrade,andshouldbeappreciatedifyouletushaveyourofferswithsomerepresentativesamplesbyairmail.Whenofferingtheseeds,pleasestatetheearliestpossibletimeofshipmentandquantitiesavailable.Yoursfaithfully,敬启者：我方拟购甲、乙级瓜子，请予报盘，并请航邮有代表性的样品为感。报价时，请说明最早装运期及可供量。启2010年6月20日,对象：regularcustomer信息：price,shipment语言：simple,brief,short,SpecimenLetters,Sample4,DearSirs,Messrs.BrotherandClarkofthiscityinformusthatyouareexportersofallcottonbed-sheetsandpillowcases.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,colorsandprices,andalsosamplesofthedifferentqualitiesofmaterialused.Wearelargedealersintextilesandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthekindmentioned.Whenreplying,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchasesofquantitiesofnotlessthan1000dozenofindividualitems.PricesquotedshouldincludeinsuranceandfreighttoLiverpool.Yourssincerely,UnitedTextilesLimitedManager,询问哪些信息？商品详情，尺寸，颜色，价格索要样品,提出请求：付款条款，折扣贸易术语,1.交代信息来源,2.表明写信目的,3.提出具体要求,4.强调该信息对公司的价值,敬启者：本市Brother&Clark公司告知我们，你们是全棉床单及枕套的主要出口商。请你寄下你方经营的各种商品的详情，包括尺寸、颜色及价格，以及所用的各种材料的样品。我们是纺织品的大贸易商，相信价格适中的上述商品在本地区有良好的市场。请在答复时说明你方付款条款以及单项商品的购买量不少于1000打所能给予的折扣。所报价格需包括到利物浦的保险及运费。UnitedTextilesLimited经理,Replytoanenquiry,1.roducesomeofyournewproductsthatmaybeofinteresttothecustomer.4.expressthehopeforanorder,SpecimenLetters,Sample5,DearSirs,Weareverypleasedtoreceiveyourenquiryof20thAugustandencloseourillustratedcatalogueandpricelistgivingyouthedetailsaskedfor.Alsobyseparatepostwearesendingyousomesamplesandfeelconfidentthatwhenyouhaveexaminedthemyouwillagreethatthegoodsarebothexcellentinqualityandreasonableinprice.Onregularpurchaseofnotlessthan200dozenofindividualitemwewouldallowyouadiscountof2%.PaymentistobemadebyirrevocableL/Catsight.Becauseoftheirsoftnessanddurability,ourcottonbed-sheetsandpillowcasesarerapidlybecomingpopularandafterstudyingourpricesyouwilllearnthatwearefindingitdifficulttomeetthedemand.Weinviteyourattentiontoourotherproductssuchastable-clothandtablenapkins,andlookforwardtoreceivingyourfirstorder.Yourssincerely,1.感谢对方来信询盘,2.满足对方需求,3.展示公司情况,4.表明愿意提供进一步服务,敬启者：收到你方8月20日询价殊为欣慰。今附上你所要求的具体详细内容的附图目录及价格单。另邮寄上一些样品，我们相信在你细查这些样品后，你将会同意，这些货物是价廉物美的。对于定期购买单项商品数量不少于200打，我们可给予2%的折扣。用不可撤消的即期信用证付款。由于品质柔软而耐用，我们的全棉床单及枕套很快成了畅销商品。你们在研究了我方价格之后，对我们为什么甚难满足需求这一事实你方就不难知道了。但你方如能在本月底前向我们订货，我们将保证迅速发货。同时我们也请你注意我们的其他产品，如台布及台巾，其详细情况也可以从目录上找到。等候你方首次定单。启,外贸实战经验,一、询盘,DearSir,OurcompanyXXXXXXXXisawholesalerforpestcontrolsuppliesinItaly.Weareinterestingforyoursprayerssopleasesendusacatalogandapricelistforthem.,询盘-实操案例1,阿里巴巴版权所有1999-2008,DearSir,Weareinterestedinyourproducts.PleasesendusdetailsofyourproductspecificationsandpricetermsforCIFGenova.Welookforwardtohearingfromyousoon.xxxxxCompany:ABCAddress:XXXItalyBusinessEmail:XXXXXXXXXTelephone:0039-xxxFax:0039-xxx,实操案例2,阿里巴巴版权所有1999-2008,实操案例3,DearAmy,pleasequotefor:AlNiCOVcylinder,axiallymagnetizedQUANTITY:N20.000pcs/lotSHIPMENT:CIFLosAngelesbyseaThanksinadvanceandbestregards.Mr.TravisWinnABCCompanyAddress:xxxDistrictCAUSABusinessEmail:xxxxxxPhone:001-xxxFax:001-xxx,1.询盘的价值,有（无）收件人称呼有（无）对产品的详细询问（数量、颜色、规格、交货时间、包装、付款方式等）有（无）自己公司的背景介绍客户的EMAIL后缀是（不是）其网站的落款有（没有）自己公司网址和联系电话,阿里巴巴版权所有1999-2008,1)毫无关系的询盘.2)没有提到相关产品，只是大致寻求合作的询盘.3)有提到具体产品的询盘4)提到产品的同时还需要一些价格、装箱和出货资料的询盘,2询盘分类（内容）,3询盘分类（动机）,1、索要样品型D2、信息收集型D3、目标不明确型C4、目标明确非专业型B5、目标明确专业型A,27,二、询盘回复,29,1.询盘回复时间,及时根据时差重点回复港、台、日、韩、澳大利亚马上回复印度上午11:00前中东下午1:00前欧洲下午3:00前美国、加拿大、墨西哥等美洲和拉美国家下午下班前无法当天及时回复的，说明原因。,30,2.询盘回复格式,五要点称呼：带上客户姓名问候语：礼节呼应正文：有问必答无法回答则给出解释重点突出意思明确结束语：希望对方的回复落款：统一规范信息完整,31,DearSirorMadam，-称呼Howareyou?-问候ManythanksforyourinquirydatedXXXXX-呼应.-正文wearelookingforwardtoyourearlyreply。-结束语Sincerelyyours/Yoursfaithfully/BestregardsXXXExportManagerHangzhouxxxCo.,Ltd.8thGaofengRoad,QuZhou,ZheJiang,325000,China-落款Tel:00860571-XXXFax:00860571-XXXE-mail:xxxWebsite:,阿里巴巴版权所有1999-2009,三、跟进客户,阿里巴巴版权所有1999-2009,询盘跟进样函一,DearJoe,Havingnonewsfromyouforseveraldays.Idliketoknowyourcommentsonourquotations/samplesdatedxxxx.Anycommentsbyreturnwillbehighlyappreciated.Itwillbeourgreatpleasureifwecouldco-operatewithyouinnearfuture.Thanksforyourkindattention.Lookingforwardtoyourpromptresponse.BRgds,阿里巴巴版权所有1999-2009,询盘跟进样函二,DearJoe,Howareyou.Thisismyfurtherletteronbasisofmyquotationdatedxxx.Imwritingforkeepingintouchwithyou.Howaboutthesituationofyourenquirynow?AndanotherproductinsteadwethinkwillalsomeetyourneedPlskindlygiveusyourcomments.ThanksandRegards,阿里巴巴版权所有1999-2009,跟进方式,价格变动通知（尤为重要）国内，国际市场的形势交流（体现专业度）节日的问候新产品的推荐邀请到工厂来参观展会上的面谈,UsefulExpressions,1.learnfrom从得知2.CommercialCounselorsOffice商务参赞处3.handicraftarticle手工艺品4.brocadehandbag锦绣手袋5.leadingimporter大进口商6.quotesb.apriceforsth向某人就某物报价7.placeanorderwithsb.forsth向某人就某物下订单,ThomasCo,Ltd120GardenStreetVancounverV5ZEG7,CanadaMay24,2006NingboQianhuTradingCo,Ltd.101LianfengRaodNingbo315000ChinaDearSirs,WehavelearnedfromtheCommercialCounselorsOfficeofCanadianEmbassyinyourcountrythatyoumanufactureandexportavarietyofhandicraftarticles.,OurcompanyisoneoftheleadingimportersofhandicraftarticlesinCanada.Asthereisasteadydemandhereforhighqualitybrocadehandbags,wewouldlikeyousendusassoonaspossibleyourillustratedcatalogues,samplesandallinformationaboutthegoods.Meanwhile,pleasequoteyourlowestprice,CIFVancouver,statingtheearliestdateofshipment.Shouldyourqualitybesuitableandthepricecompetitive,wellbereadytoplaceanorderforatleast5,000pieceswithyou.Yourpromptattentiontothismatterwillbemuchappreciated.Yoursfaithfully,Crown,1.placeanorderforsthwithsb向某人订购某物1）名词order常与动词make,send,place等连用，表示订购某项货物。e.g.Ifyourpricesarecompetitive,weshallbepleasedtoplaceanorderwithyouforprintingbedcovers.2)表示各种订单的说法有：regularorder长期订货Trialorder试订单First/initialorder首笔订单Substantialorder大宗订单Repeatorder再次订货/续订单,Notes,2.appreciate感激可接名词或动名词作宾语，不可接不定式1）Wehighlyappreciateyourkindcooperation.2)Weshallappreciateitifyouwillsendusapamphletandfoursamplesbyairimmediately.3)Weshallappreciateyourgivingthismatteryourseriousconsiderations.,Notes,询问价格,我方获知你方是生产商，请问你方是否能提供Weunderstandthatyouaremanufacturersof,andshouldliketoknowwhetheryoucansupply请惠寄样品并报你方的最低价。Pleasesendussamplesandquoteusyourlowestpricesfor我方想买各式各样的，请寄你方最新商品目录表一份及详细的价格和支付条款。Weareinterestedinvarious,andwearepleasedifyoucouldsendusacopyofyourlatestcataloguewithdetailsofyourpricesandtermsofpayment.,UsefulExpressions,索要样品/交货期,1.我方想买在你方2号目录表上所列的男士衬衫。请报你方最低价，最低折扣以及交货期。WeareinthemarketforthemenshirtsillustratedinyourcatalogueNo.2.Pleasequoteusyourlowestpricewiththebestdiscountandthedateofdelivery.2.请报下各种商品的大连到岸价，包括我方百分之二的佣金。PleasequoteyourlowestpriceCIFDalianforeachofthefollowingitems,includingour2%commission.,UsefulExpressions,表达合作,如你方课提供所需型号及质量的货物，我们将定期向你方大量订购。Ifyoucansupplygoodsofthetypeandqualityrequired,wemayplaceregularorder