《商务函电》PPT课件

Chapter3EnquiryandReply询盘和回盘,BUSINESSLETTERS商务函电,Introduction,Ininternationaltrade,enquiryplaysaveryimportantrolebothinimportandexportnegotiation.Anenquiryisthefirstrealstepinbusiness,usuallymadebythebuyerswithoutengagementtogetinformationaboutthegoodstobeordered,suchasprice,catalogue,deliverydateandotherterms.Itshouldbenotedthatwhoevermakesanenquiryisnotliableforthebuyingortheselling.Theotherparty,inthemeantime,canmakenoreplyatall.However,accordingtothebusinesspracticethereceiverofanenquirywillrespondwithoutdelayintheusualformofaquotation,anoffer,orbid.Enquirymaybeeitherdispatchedbymail,cable,telex,fax,orhandedtothesuppliersthroughpersonalcontract.,Warming-upQuestion,Ifyouareinterestedincertainproductsandwanttoknowsomethingaboutthem.Whatwouldyouwriteinyourletterofinquiry?,Terms,1、询盘Enquiry2、具体询盘SpecificEnquiry3、一般询盘GeneralEnquiry4、询价单EnquirySheet5、报价Quotation6、佣金Commission7、折扣Discount8、递价Bid9、折让Allowance10、订单order11、试订单TrialOrder12、欧洲主要港口EuropeanMainPorts（EMP）13、净价NetPrice14、商标TradeMark15、品牌Brand16、规格Specification,Terms,17、尺码Size18、存货Stock19、批发商Wholesalers20、零售商Retailers21、分销商Distributors22、毛利GrossProfit23、样式Style24、花样pattern定期订购Placeregularorders,1、onCIFbasis按成本报费加运费报价2、bedesirousof渴望3、haveconfidencein有信心4、begiventounderstand听说5、quoteapricefor报价6、bepreparedto打算7、inregardto关于8、attractiveprices优惠价9、placealargeorders大量订购10、bevalidfor有效期,4.Awiderangeof各种各样的5.Onbehalfof代表，为了的利益6.Enclosedpleasefind附上请查收7.Promotethesalesof促销8.Profitmargin盈余，利润幅度9.Byseparatepost另邮寄,10.Beinapositiontodosth.能够做某事11.Competitiveprices竞争性的价格12.Financialstanding,businesscapacityandcharacter资金情况，业务能力和信誉13.Sellingseason销售季节14.Supplyfromstock现货供应15.Inourfavour以我方为受益人16.importlicence进口许可证17.ProformaInvoice形式发票18.L/Catsight即期信用证QuoteCIFLondon报CIF伦敦价20.Confirmed,irrevocableL/C保兑的，不可撤销的信用证,ClassificationofEnquiry,Generalenquiry:thebuyerasksforgeneralinformationheneeds,suchasacatalogue,apricelistorquotationsheets,asample,anillustration,aphoto,etc.,whichtheexporterisinapositiontosupply.,Specificenquiry:thebuyerpointstotheproduct(s)hewants,suchasthenameofthecommodity,thespecifications,thequantity,theunitpriceFOBorCIF,thetimeofshipment,thetermsofpaymentandmayrequestanoffer.,Statusenquiry:tradersrequestinformationconcerningthefinancialposition,credit,reputation,andbusinessmethodsofotherfirms.,1.learnfromthatbegiventounderstandthat从得知,获悉e.g.从贵方6月21日信中得悉，贵方对我们的盒式磁带录音机感兴趣。WelearnedfromyourletterofJune21thatyouareinterestedinourtaperecorder.2.forexport供出口的e.g.获悉你方有一批待出口的纺织产品。Weareinformedthatyouhaveastockoftextileproductsforexport.,3.illustratedadj.withexplanatoryordecorativefeatures有插图的，有说明的e.g.随附的插图商品目录里，有我公司的最新几类产品。Therearethelatesttypesofproductsmentionedintheenclosedillustratedcatalogue.n.illustration插图，说明，说明书v.illustrate说明4.foryourinformation消息供你方参考e.g.消息供你方参考，最近我方以此条件和日本的出口商成交了一笔贸易。Foryourinformation,wehaverecentlyconcludedwithaJapaneseexporteratransactionontheterms.,5.asteadydemand稳定需求e.g.我方市场对这样的产品有稳定的需求。Thereisasteadydemandforsuchkindofproductsinourmarket.目前对这种商品没有需求。Thereisnodemandforthegoods.,6.ofhighquality优质的7.appealtoattract，beattractiveorinterestingtosb.吸引，有吸引力，引起兴趣e.g.商品包装应既吸引顾客的钱包又能吸引顾客的眼睛.Thepackageofthegoodsshouldappealtonotonlythepursebutalsotheeyes.,8.discountn.areductiononthesellingpriceofsomething折扣allow/give/provide/granta5%discount给予5%的折扣quantitydiscount数量折扣e.g.对于金额超过1000美元的订货，我们给予20%的折扣.Wellgivea20%discountontheorderofover$1,000.,9.relyonrestassured放心e.g.你尽可放心，我们对于以后的询价予以即时处理的。Youcanrelyonourpromptattentiontoyourfutureenquiry.,Requirementsforwritingageneralenquiry,1Thesourceofinformationandabriefself-introductionorinterestinthegoods.2Theintentionofwritingtheletter.(Askforacatalogue,samplesorapricelist)3Wishearlyfavorablereply.,AGeneralEnquiryandItsReply,DearSirs,YourfirmhasbeenrecommendedtousbytheHaierElectricsCompany,withwhomwehavedonebusinessformanyyears.Weareinterestedinyourelectrictypewritersforuseinofficesandshallbegladifyouwillsendusacopyofyourillustratedcatalogueandcurrentpricelist.Weareawaitingyourpromptreply.Yourssincerely,SusanBlocManager,Requirementsforwritingareplytoangeneralenquiry,Confirmreceiptoftheenquiry;Makereplyortakeactionasrequested;Promoteyourproductsimply;Expressyourhopeforearlyorder.(orExpressyourfavorabletermsandbestattention),Appealto:attractiveto有吸引力的，感兴趣的。Discount:areductionintheusualpriceofsomething折扣Assure:保证Youmaybeassuredthatwewilldoourbesttoexpediteshipment.,Inmarketing,discountisthepriceoff,therearetradediscount商业,quantitydiscount,Cashdiscountandprompt-deliverydiscount.折扣，包括商业折扣，数量折扣，付现折扣和即付折扣,AReply,DearMs.Bloc,WewelcomeyouforyourenquiryofFeb.1andthankyouforyourinterestinourcommodities.Weareenclosingsomecopiesofourillustratedcataloguesandapricelistgivingthedetailsyouaskedfor.Wetrustthatyouwillagreethatourproductsandpriceappealtothemostselectivebuyer.Andwealsoallowaproperdiscountaccordingtothequantityordered.Thankyouagainforyourinterestinourproducts.Wearelookingforwardtoyourorderandyoumaybeassuredthatitwillreceiveourpromptandcarefulattention.Yourstruly,LiMingExportManager,Thenamesanddescriptionsofthegoodsinquiredfor,includingspecifications,quantity,etc.Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect.Askforbestpriceterms.Wishearlyfavorablereply.Statingthepossibilityofplacinganorder.,RequirementsforwritingSpecialenquiry,ASpecialEnquiryforWhiteCatShampoo,DearSirs,WhiteCatShampooWeareinterestedinbuyinglargequantitiesofWhiteCatShampooandshouldbeobligedifyouwouldgiveusaquotationperbottleCIFLagosNigeria.Itwouldalsobeappreciatedifsamplesandbrochure（说明书）couldbeforwardedtous.Weusedtopurchasethisarticlefromothersourcesbutwenowprefertobuyfromyourcorporationbecauseweunderstandyouareabletosupplylargequantitiesatmoreattractiveprices.Besides,wehaveconfidenceinthequalityofChineseproducts.Welookforwardtohearingfromyoubyreturn(立即回复).Yoursfaithfully,P.T.Lin,Mainpointsformakingareplytoaspecificenquiry,a.receiptoftheenquiryb.detailsofmeetingrequirements(sendingcatalogueandsamplesetc.)c.moreinformationaboutgoodsd.expectationoftrialorder,Inreplyto:inanswerto兹答复ThisisinreplytoyourletterofAugust25.Subjectto:beliableto容易受到影响的Theofferissubjecttoconfirmation.Asper:accordingto/basedon,(butthisphraseisonlyappliedtobusinesscorrespondence)按照Wehandleawiderangeoflightindustrialproductsasperlistenclosed.Net:afterallthethingsliketax,rent,electricityhavebeenpaid(付清税款、租金和电费等之后)净的；纯的,Thiswordiscontraryto“gross”referringtothepriceorprofitorweightWithoutcostorwithoutpackageweight,forexample,netprice(withoutcommission),netweight(theweightofsomethingwithoutitscontainer),netprofit(nocostinvolved).,AReply,DearSirs,InreplytoyourletterofAugust15th,wearegivingyouanoffer,subjecttoourfinalconfirmation,asfollows:Commodity:WhiteCatShampooSpecifications:asperattachedlistPacking:Ply-,50bottlesinacartonQuantity:100cartonsPrice:RMB55perbottleCIFLagosShipment:September/October,2007Payment:Confirmed,IrrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.Underseparatecover,wehavesentyousamplesandthebrochurerequired.Ifyoufindtheaboveacceptable,pleasecableusforconfirmation.Yoursfaithfully,H.LiangEncl.,信的内容,1.调查的原因，并表明要求得到某一公司的资信资料。2.请对方直言相告。3.保证保密。4.说些感激的话。,Standingcredit:acreditoffixedamount资信状况reference:aconfidentialwrittenstatementaboutapersonscharacter,abilityorfinancialposition介绍人，资信证明人Concern:abusinessorganization公司familyconcern:afamily-ownedbusiness/abusinessrunbyfamilyCommitment:apromise,apledgeoranundertakingtodosth.承诺，保证，责任Ononespart:ononesside由承担，在一边Theresponsibilityofshipmentarrangementisonsellerspartaccordingtocontracttermsandconditions.,AStatusEnquiry,April4,2007ThemanagerBarminsterBankLtd.London.EC25BPEnglandPrivate&ConfidentialDearSirs,TheColstonEngineeringCo.Ltd.hasaskedforastandingcreditof$10,000,butasourknowledgeofthecompanyislimitedtoafewmonths,tradingonanL/Cbasis,wewouldliketohavesomeinformationabouttheirfinancialandcreditstandingbeforedealingwiththerequest.Theonlyreferencetheygiveusisthatoftheirbank,theNationalBankofNigeria.Weshallbemostgratefulforanyinformationyoucanobtainforus.Yoursfaithfully,ThebankofChinaHenanBranchManager,AReply,April14,2007TheBankofChinaHenanBranchZhengzhou,ChinaPrivate&ConfidentialDearSirs,WehavenowreceivedfromtheNationalBankofNigeriatheinformationaskedforinyourletterofApril4.Thecompanyyoumentionedisaprivatecompanyrunasafamilyconcernbythreebrothersandwasfoundedfifteenyearsago.Itenjoysagoodreputation.Asfarasourinformationgoes,itispunctuallymeetingitscommitmentsandacreditinthesumyoumentionwouldseemtobesafe.Thisinformationisstrictlyconfidentialandisgivenwithoutanyresponsibilityonourpart.Yoursfaithfully,BarminsterBankLtd.Manager,UsefulExpression句型,常用句型,句型1：对某产品感兴趣（1）我们对各式男式衬衫感兴趣。WetakeaninterestinvariouskindsofMensshirts。（2）我们对节能灯感兴趣。WeareinterestedintheElectronicEnergySavingLamps。（3）我们对你公司的纺织品感兴趣。Yourtextilesareofinteresttous。,常用句型,句型2要求寄送有关资料（1）请给我们及你公司的样品。Weshallbegladifyouwillsendusyoursamples.Weshallappreciateitifyouwillsendusyoursamplesandbrochure.Itwillbeappreciatedifyoucouldsendusyourlatestcataloguesandsamples.,常用句型,句型3要求报价（1）请报你公司童车的CIF纽约最低价。WeshallappreciateifyoucouldmakeusthebestofferforyourChildrensBicyclesonCIFNewYorkbasis.(2)如能报印花细布的CIF纽约价当十分感谢。WewillbepleasedifyoucouldquoteusapriceforPrintedShirtingonthebasisofCIFNewYork.,常用句型,(3)请报我方500吨核桃最低价。Pleasemakeusyourlowestquotationfor500tonsofWalnuts.,常用句型,句型4其他要求1、请注意，如你方价格具有竞争性，我们将大量订购。Wehavetopointoutthatweintendtoplacealargeorderwithyouifthepriceiscompetitive.2、我们拟提请你方注意，如你方价格合理，我们将大量订购。Wehavetodrawyourpattentiontothepointthatwewillplacesubstantialordersifyourpriceisacceptable.,常用句型,3、如你方价格可行，相信我们能达成大笔交易。Ifyourpricesareinline,wetrustimportantbusinesscanbeconcluded.,WeareimporterinandwouldliketogetintouchwithsuppliersofourcompanyisandwespecializeintheimportandexportofWeareengagedin/adealerinWehaveseenyouradvertisementinandshouldbegladifyouwouldsendusbyreturnpatternsandpricesofgoodqualityavailablefromstock.WeunderstandthatyouaremanufacturersofandshouldliketoknowwhetheryoucansupplyWeareinterestedinyourrecentlydevelopedtechnology.,Enquiry:Opening,Enquiry:MoreExamples,WehavebeeninformedofyourcompanyandaddressthroughtheChamberofCommerceinBeijing.Weareinterestedinproductforsalesinmarket.Youarerecommendedtousbythatyouareoneoftheleadingdealers.Rightnow,weareparticularlyinterestedinimportingvariousrangesof.Wehavelearnedfromonecompanyofthesametradethatyouareadealerof.Wereinterestedinthem,forthereisasteadydemandinourmarketforofgoodquality.,Enquiry:Makingrequests,Weareinterestedinyourandshallbegladifyouwillsendusacopyofyourillustratedcatalogueandcurrentpricelist.Iwouldappreciateyoursendingmeanup-to-datepricelistforyourproducts.Wouldyoupleaseprovideinformationonthetypesandqualityofyouhaveavailable,togetherwiththeprices?Asweareinthemarketforyour,weshouldbepleasedifyouwouldsendusyourbestquotations.Wewillbeappreciativeifyousendusacopyofyourhandbagcatalogue,withdetailsofyourpriceandtermsofpayment.Itishelpfulifyoucouldalsosupplysamplesof.Wearepreparedtopurchasesubstantialquantityofandshallappreciateyourquotingusyourbottompricesandacceptabletermsofpayments.,MoreExamples,Itwouldbehelpfulifyoucouldsendusyourlatestcatalogueandpricelist.Ifthequalityofthegoodscomesuptoourexpectationandthedeliverydateisacceptable,wecanprobablyletyouhaveregularorders.Inordertoacquaintuswiththematerialsandworkmanshipofyourproducts,weshallbepleasedifyoucouldsendusyourcatalogues,samplebooksandothernecessaryinformationon,Enquiry:Ending,Inviewofthedemandforyourproducts,animmediatereplyisappreciated.Yourimmediateattentiontotheaboveisappreciated.Wearelookingforwardtoyourearliestreply.Weareawaitingyourpromptreply.Welookforwardtohearingfromyoubyreturn.Weshouldappreciateitgreatlyifyouwouldgiveusapromptreply.,Replies:Opening,WethankyouforyourenquiryofApril5for,andareenclosingourillustratedcatalogueandpricelistgivingthedetailsyouasked.WewarmlywelcomeyourenquiryofOctober7,andthankyouforyourinterestinourcottonblanketsandbedsheets.Wearepleasedtolearnfrom/receiveyourletterof/dated,anddelightedtosendyou,Answeringtheenquiry,Weareenclosingourillustratedcatalogueandpricelistgivingthedetailsyouaskfor.Weallowa2%discountaccordingtothequantityordered.Asthetermsofpayment,weusuallyrequireLetterofCreditpayablebysightdraft.,Reply:ending,Wearelooking/lookforwardtoyourfirstorder/receivingyourfirstorder.Shouldyouneedanyfurtherinformation,pleasedonothesitatetoletusknow.Wearelookingforwardtoyourorder.Wearelookingforwardtoyourorder,andthankyouagainforyourinterestinourproducts.Ifyouneedanyotherinformationnotcontainedintheletterandenclosure,pleaseletusknow.Welookforwardtoreceivingyourorderssoon.Yourearlyreplywillbeverymuchappreciated.,In-classPractice,Makeyourselfskilled,IBasicTraining1.TranslatethefollowingexpressionsintoChinese:illustratedcatalogueasteadydemandselectivebuyergeneralenquiryhighqualityfashionabledesignscraftsmanshipquantitydiscount,有插图的商品目录,稳定的需求,挑剔的买主,一般询盘,优质,款式新颖的设计,精湛的工艺,数量折扣,II.ImprovingTraining,TranslatethefollowingsentencesintoEnglish:1)我公司对贵公司的款式新颖的待出口的棉布很感兴趣。(beinterestedin,forexport)2)从你方8月30日信中得悉，你方对我方的新产品感兴趣。(learnfromthat)3）现随函寄去我方的最新商品插图目录，以及你方想要的一些样品。(illustratedcatalogue)4）我们有一批优质的羊毛衫待售。(ofhighquality,forsale),Weareinterestedinyourfashionablecottonpiecegoodswhichareforexport.,WelearnedfromyourletterofAugust30thatyouareinterestedinournewproducts.,Weareenclosingourlatestillustratedcatalogueandpricelist,togetherwithsomesamplesyouaskfor.,Wehaveastockofwoolensweatersofhighqualityforsale.,5）应你方要求，现另寄我方冬季价目表一份以供参考。(asrequested,foryourinformation)6）我们要求的货物应经久耐用、色彩鲜艳，这样才能吸引顾客。(appealto)7）你方尽可放心，我方的产品能够满足你方市场的需要。(relyon,meettheneedof)8）供你方参考，如订购超过5,000美元，我们愿意给你方3%的特殊折扣。(foryourinformation,allowaspecialdiscount),Asrequested,wearenowsendingunderseparatecoverourwinterpricelistforyourinformation.,Thegoodswerequireshouldbedurableinquality,brightincolorsoastoappealtothecustomers.,Youcanrelyonthefactthatourproductwillmeettheneedofyourmarket.,Foryourinformation,wewouldliketoallowyouaspecialdiscountof3%ontheorderofover$5,000.,II.ImprovingTraining,TranslatethefollowingsentencesintoEnglish:1)我们愿意与你方建立合作以便扩大市场。(cooperate,expand)2）我们很高兴地向你方试订以下家用电器。(placeatrialorderfor)3)插图目录将提供给你方我们正在出口的其他产品情况。(illustratedcatalogue,giveinformationabout)4)关于我方的贸易条件，见目录的第5页。(asto),Wedliketocooperatewithyoutoexpandthemarket,Wearepleasedtoplaceatrialorderwithyouforthefollowinghouseholdelectricappliance.,Theillustratedcataloguewillgiveyouinformationaboutotheritemsweareexporting,Astoourtermsandconditions,pleaseseepage5ofthecatalogue.,5）请报给我方最低FOB伦敦价。(quote)6)请推荐我方市场急需的产品并提供相关的信息。(recommend,beinurgentneedof)7)感谢10月18日的询盘来信，请相信我方将尽快寄给你方价目表和样品。(besure)8）由约翰逊先生推荐，很高兴地获悉你方生产并出口高品质的电子产品。(ontherecommendationof,ofhighquality),PleasequotemethemostfavorablepriceFOBLondon.,Pleaserecommendtheproductwhichweareinurgentneedofinourmarketandgiverelativeinformationaboutthat.,ThankyouforyourenquiryofOctober18,Youmaybesurethatwewillsendyoulistofpriceandsamplesassoonaspossible.,OntherecommendationofMr.Johnson,wearegladtolearnthatyouareproducingandexportingelectricalproductsofhighquality.,3.CompletethefollowingsentencesinEnglish:,1)Weshouldbeobligedifyouwould_.a.立即给我们寄样品b.告知我方你处市场行情c.报女式衬衫的最低价2)Weshouldappreciateditifyouwill_.a.随函附有插图的商品目录b有兴趣购买我公司的茶叶c介绍你公司的其他产品3)Wearesendingyouunderseparatecover_.a.你方询盘的样品b两本关于我们产品的小册子c有关商品的价目单,rmusofyourmarketc.giveusthelowestpriceforladiesblouse,roduceyourotherproducts,samplesyouenquiredforb.twopamphletsaboutourproductsc.thepricelistforrelativecommodities,III.Letter-writingpractice:,TranslatethefollowingletterintoEnglish:先生:从纽约的托马斯HP公司处，获悉贵公司生产各类手工制人造皮革手套.我公司是中国专营这类产品的进口商之一,我公司对你们的产品很感兴趣。本地区对高品质手套有稳定的需求,尤其是款式新颖、色彩鲜艳的产品。如贵公司所报