Chapter_4_Inquiry_and_reply

Chapter4EnquiriesandReplies,Correspondence,EnglishBusiness,Anenquiryistomadeseekasupplyofproducts,serviceorinformation.,ChapterFourInquiryandReplies,Introduction:,Mostenquiresaremadebybuyerstosellers.,Types:Generalenquiry:theimportermayonlyaskforcatalogues,pricelists,samples,orothergeneralinformationaboutthegoodsfromtheexporter.Specificenquiry:invitingaquotationoranofferforthegoodshewishestobuy,mayrequestdetailedinformationabouttheprice,quantity,specifications,termsofpayment,delivery,andsoon,concerningtheparticulargoodsthatinterestthebuyer.,PointsforattentionWhenabuyermakesanenquiry,hehasnoobligationtopurchase.Ontheotherhand,thesellerwhoreceivessuchanenquiryisundernoobligationtoreply.Althoughanenquiryisnotlegallybindinguponeithertheexporterortheimporter,itisthefirststeptowardssuccessfulbusinessandshouldbehandledwithgreatcare.,Intheletterofreply,thesellerissupposedtogiveafullanswertotheenquiry.Hemaysendaquotationorevenmakeanoffer.ThemostcommonlyusedtradetermsareIncoterms,whichareshortforInternationalCommercialTerms.Thesearestandardtradedefinitionswidelyusedininternationalsalescontracts.Weshallrefertosomeoftheterms,suchasFOB,CFR,CIFetc,inthisandthefollowingunits.,Guidelinesinwritingenquiries:Tellthereaderwhereyoulearntofhiscompanyanditsproducts.Moreover,youcanintroduceyourownbusinessandtheproductsitdealsin.Theenquirershouldstatesimply,clearlyandconciselywhathewantsgeneralinformation,acatalogue,pricelist,orasample.Enquiryshouldbespecificandprovidethenecessarydetailstoenablethereceivertoanswerthequestionscompletely.Youshouldmentionthesizeofyourorder,aslargeordersmayobtainafavorablequotation.Alsostateyourtermsofmethodsofpayment.Indicateclearlywhyandwhenyoumusthavetheinformationandendonanoptimisticnoteandrequestanearlyreply.,SpecimenLetter1,DearSirs,WearegladtolearnfromyourletterofMarch20that,asexportersofChineseSilkPieceGoods,youintenttoestablishdirectbusinessconnectionswithuswhichhappenstobeourdesire.Atpresent,weareinterestedinCrepeGeorgetteandpleaseletushaveyourlatestC.I.F.C3%Lagostogetherwithyourtermsofpaymentandstatewhetheryouwouldbeabletoeffectdeliverywithinonemonthafterreceivingourorder.Inordertoacquaintuswiththematerialandworkmanshipofyourproducts,weshallbepleasedifyoucouldsendusyourcatalogues,samplebooksandallnecessaryinformationonCrepeGeorgette.Shouldyourpricebefoundcompetitiveanddeliverydateisacceptable,weintendtoplaceasubstantialorder.Yourearlyreplywillbehighlyappreciated.Yoursfaithfully,LanguagePoints,我们高兴地得知贵方已接受我们的订单。,learnvi获悉；得知,tolearnfrom（书面表达）tonotethat（书面表达）tounderstandthat（书面表达）toknow（更口语化）,Practice,WearegladtolearnfromyourletterofJune18thatyouhavebookedourorder.,从你12月30日来信得知你方对我羊毛衫感兴趣。,WenotefromyourletterofDec.30thatyouareinterestedinoursweaters.,LanguagePoints,你的报盘碰巧和我们昨天收到的韩国报盘吻合。,happenv发生,Yourintentionhappenstocoincidewithourwishes.,你方的意图碰巧与我们的愿望相一致。,YourofferhappenstobeexactlythesameaswhatwehavereceivedfromKoreayesterday.,LanguagePoints,cottonpiecegoods棉布,effectdelivery交货makedelivery交货takedelivery提货,Toensurefastestdelivery,youarerequiredtoforwardtheaboveorderbyairfreight.,为保证最快交货，我方要求对上述订单用航空运货。,Wemustinsistondeliverywithinthetimedated,andreservetherighttorejectthegoods,shouldtheybedeliveredlater.,我们坚持在原定日期内交货，若迟交则保留拒收的权利。,Willyoubeabletodeliverwithin5weeksofreceiptoforder?,你方能否在收到订单后五周内交货？,CrepeGeorgette乔其纱,silkpiecegoods绸缎,deliveryn交货,/shipment,LanguagePoints,明佣opencommission暗佣sleepingcommission,C.I.F.C3%价格术语：成本保险加运费含佣金百分之三,含我方佣金百分之三,Our3%commission/acommissionof3%,inclusiveofour3%commission,includingourcommissionof3%,commissionn佣金,LanguagePoints,两笔（或几笔）佣金twoitemsofcommission/severalitemsofcommission一切佣金allcommissions,Inviewofourlong-standingbusinessrelationship,wewouldliketoallowyouanother2%commissionforfurtherpromotionofourproducts.,考虑到我们之间长期的贸易关系，我们愿再给你方百分之二的佣金，以促进我方产品进一步扩大销售。,Acommissionof5%willcertainlyhelpyouinpushingyoursales.,百分之五的佣金肯定会有助于你们的销售。,Tomeetyouhalfway,wellgiveyouacommissionof5%.,我们愿给百分之五的佣金作为让步。,Weusuallypayouragentsa5%commissionofthevalueforeachdeal.,通常我们支付给代理人的佣金是每笔交易的百分之五。,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exceptionaldiscount额外折扣atadiscount削价，降价，无销路的E.g.Weagreetogiveyou15%discountprovidedyouorder100,000sets我们同意给你方百分之十五的折扣，但你得订购十万套才可以。,Thehighestdiscountwecanallowyouonthisarticleis10%.Wecannotagreetoyourrequestforanincreaseindiscount.Off-gradequalitiesarenowatadiscount.Weusuallyget5%to10%discountfromoursuppliers.Havinggivenitafurtherthought,wethinkthat5%discountonpricewillhelpyouenlargeyourtradeinAfrica.,LanguagePoints,Practice,Thequalityisacceptabletous，butthedeliverydateisnot.,质量可以接受但交货期不能接受。,Wetrusttheaboveofferwillbeacceptabletoyou.,beacceptabletosb某事对某人来说是可以接受的,相信上述报盘能为你方所接受。,placeanorderwithsbforsth向某人订购某物,placealarge/substantial/considerableorderwithsbforsth向某人大量订购某物,Ifyourpriceisreasonable,wemayplacealargeorderwithyou.,若你方价格合理，我们可能向你大量订购。,acceptableadj可接受的,Asyourwomensdressesareofhighqualityandpricesarereasonable,wellplaceasubstantialorderwithyou.,因为你方的连衣裙质量好、价格合理所以我们向你方大量订购。,itemsn.项目；条款；商品；货物类似的表达法及区别：Goods在商业英语中泛指货物Article指某一种商品而且有不同的规格Commodity比较正式用语，尤其指一个国家的主要商品Merchandise泛指商品，不特指某一商品，Cargo指已装上运输工具、准备运走的货物Consignment指一批货物,Weareinterestedinyourcomputersandifyourpriceisworkableweintendtoplacealargeorderwithyoufortheitems.我们对你们的计算机感兴趣，如果你的价格可行我们有意向你方大量订购。PleaseopentherelativeL/Cimmediatelyasthegoodsyouorderedarereadyforshipmentforquitesometime.请立即开立有关的信用证，因为你方所订购的货物早已备妥待运多时。Asrequested,wearesendingyouherewithasampleofArt.No.123foryourreference.按照要求，随函附上货号为123号的样品以供参考。ThisclassofmerchandiseisusuallysoldonD/Pbasis.这种商品通常在付款交单的基础上出售。ManyforeignbusinessmenarelookingforwardtoattendingtheChineseExportCommodityFair.许多外国商人盼望参加中国出口商品交易会。,SpecimenLetter2,DearSirs,OntherecommendationofOsakaChamberofCommerceandIndustry,wehavelearnedthatyouaremanufacturersofLadiessandMensSportsWear.NowweareparticularlyinterestedinimportingvariousrangeofLadiessandMensSportsWear.Ifthequalityofthegoodscomesuptoourexpectationanddeliverydatebeacceptable,wecanprobablyletyouhaveregularorders.Withthismind,wethinkitwouldalsobehelpfulifyoucanfurnishussomeillustratedcataloguestogetherwithyourlowestquotation.Astoourcreditstanding,pleaserefertoTheBankofTokyo,OsakaBranch.Yourimmediateattentiontotheabovebeappreciated.Yoursfaithfully,SpecimenLetter3-1,Gentlemen:WehavebeeninformedofyourcompanyandaddressthroughBankofChinainHongkong.Rightnow,weareinterestedinvariousknittedgarmentsforsalesinU.S.andCanadianMarket.Itwouldbehelpfulifyoucouldsendusyourlatestcatalogueandpricelist.Wetrustthatyouwillmakeanefforttoquoteusmostfavorabletermsforlargequantities.Lookingforwardtoestablishingdirectbusinessrelationswithyou.Yourstruly,SpecimenLetter3-2(Replytotheabove),DearSirs,Wethankyouforyourinquiryof26Decemberandarepleasedtosendyouourlatestillustratedcatalogueandpricelistforknittedgarmentsthatwecansupplyfromstock.Fromtheattachedpricelistyoucanseethatwehavemanagedtoholdourquotationsdownthoughpriceshavegoneupsteadilysincelastmonth.Wehopeyouwillletushaveyourorderbeforefurtherrisesincosts.Yoursfaithfully,LanguagePoints,knittedgarments针织服装,stockn.库存；存货,astockof一批现货,fromstock（exstock）现货；动用库存,instock库存中,comeinto（to）stock库存有货,outofstock无货；缺货,Thereisnomorestockonhand.,Wecansupplyyoufromstock.,我们可以现货供应。,手头已无存货。,Thetypeyourequiredisoutofstock，butthesimilartypeisinstock.,你方询购的型号无货。类似的型号有货。,LanguagePoints,makeanefforttodosth.努力做,quotev报价，与介词for连用,quotationn报价，Tomake/send/give/cable/faxaquotationforsth，但当买方提及卖方报价时一般用介词of,请就上述货物向我方报CIF西雅图最优惠价，含佣金5%。,quotationsheet报价单,InquiryNote=InquirySheet询价单,PleasequoteusyourmostfavorablepriceCIFSeattlefortheabovegoods,includingourcommission5%.,Wearegoingtogiveyouaquotationwhichisbasedupontheprevailinginternationalmarketprice.,我们准备按当前的国际市场价格给你报价。,Sentencepatterns,ExpressInterestandDesirespattern1:totake(have,feel)interestinWetakeinterestinyourcannedgoodsandwishtohavethecatalogues.Pattern2:tobeinterestedin/beofinteresttosb.Weareinterestedinbicyclesinvarioussizesandpleasesendusacopyofyourillustratedcataloguewithdetailsofthepricesandtermsofpayment.Pattern3:tobeinthemarketforsth.Weareinthemarketforthemechanicaltoysillustratedinyourcatalogue.Pattern4:tobedesirousofsth.Wearedesirousofyourlowestquotationsforfrozenrabbit.,2.EnquiriestoenquireforAclientofmineenquiresfor100casesblacktea.tomake(send,fax,cable)enquiryforUponreceiptofyourcatalogue,wellmakeenquiryfortheitemswhichareofinteresttous.tohave(receive)anenquiry(catalogue,pricelist.)forWehaveanenquiryfor50tonsofchemicalfertilizer.MayIpleasehaveyourlatestpricelistandcatalogueforbicycles.Iwouldappreciateitifyouwillletushaveinformationastoprices,quantityavailable,andtheotherparticulars.Weshouldbegratefulifyouwouldletushavebyreturnyourlowestpriceforthecaptionedgoods.,tostate/indicateWhenquoting,pleasingstateyourtermsofpaymentanddiscountyoushouldallowonpurchaseofquantitiesofnotlessthan100dozenofindividualitems.Tosendsb.particularsofWehaveseenyouradvertisementinChinasForeignTradeandshallbegladifyouwillsendusparticularsofbedsheetsandpillowcases.Pleasequote.PleasequoteyourbestCIFSingaporepricesforeachofthefollowingitems,inclusiveofour3%commission.,3.Repliesinreply/withregard(toyourenquiry)WithregardtoyourenquiryofOctober8,wewishtogivethefollowinginreply.towelcomeyourenquiryWewelcomeyourenquiryofMay26andthankforyourinterestinourproducts.ThankyouforyourenquiryofWethankyouforyourenquiryofFebruary2forthecaptionedgoods.Withreferencetoyourletterofenquiringfor.,weenclose.WithreferencetoyourletterofMay8enquiringfortextile,weencloseourquotationforyourconsiderationantrustyouwillfindourpricesacceptable.WehavethepleasureofconfirmingthatWehavethepleasureofconfirmingthatweareabletosupplytheprodcutsthatyouareseeking.,Wetrustyouwillfindourpricecompetitiveandlookforwardtoreceivingyourorder.Ifyoushouldanyoftheitemsofinterest,pleaseletusknowandwewillsendyouthesamples.Shouldyouneedanyfurtherinformation,pleasefeelfreetoletusknow.Wewouldappreciateareplyatyourearliestconvenience.,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。,Pleasequoteasrequestedinourinquirysheetyourlowestpricesandstatetheearliestdeliverydate.,PracticeLessons,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。,PleasequoteusCIFVancouverincluding3%commission.,PracticeLessons,请报至温哥华成本保险加运费价含佣金百分之三。,Theaboveofferissubjecttoourfinalconfirmation.,上述报盘以我方最后确认为准。,TranslatethefollowingsentencesintoEnglish:,如果你方报价具有竞争性，交货期可接受的话，我们愿向你方订货。,一经收到你方具体询价，我们将电告报价。,Weshallbeverygladtoplaceourorderwithyouifyourquotationiscompetitiveanddeliverydateacceptable.,Assoonaswereceiveyourspecificenquiry,wewillcableyouourquotation.,如果你方有兴趣，请电告我方，说明所需数量。,PracticeLessons,Ifyouareinterested,pleasecableusandindicatethequantityyourequire.,我们对贵方发盘颇感兴趣，不日内将给予明确答复。,Wefindyourofferinterestingandshallgiveyouourdefinitereplyinafewdays.,此报盘为实盘，以你方在本月底前复到有效。,Thisofferisfirm,subjecttoyourreplyreachingherebytheendofthismonth.,这是我方最新的价格表，你会发现我方价格