商务英语函电unit

,Unit3Inquiry询盘,BasicKnowledgeConcerned,Letter-writingGuide,OtherCommonlyUsedExpressionsandSentences,SampleLetters,PracticalTraining,PartOne,PartTwo,PartThree,PartFour,PartFive,Contents,PartOne,Afterthemarketresearchandestablishmentofbusinessrelations,itcomestotherealprocedureofanimport/exporttransaction:enquiry（询盘）offer（发盘）counteroffer（还盘）acceptance（接受）Soenquiryisthefirstrealstepinbusinessnegotiation.,Warming-up:TheProcedureofImport/ExportTransaction,PartOne,Questions1.Whichstepsareirrevocable（不可取消的；不可缺少的）inasuccessfulbusinesstransaction?2.Eachoftheabovestepscanbemadeby(prospective)buyersorsellers?,PartOne,1.Offerandacceptanceareirrevocablebusinessstepsininternationaltradenegotiation.Thatistosay,enquiryandcounteroffercanbeomittedinrealbusinesstransaction.2.Enquiry,offer,counterofferandacceptancecanbemadebyeitherprospectivebuyersorpotentialsellers.Butusuallyenquiryismadebytheprospectivebuyerwithoutengagement（约束）andofferisusuallymadebythepotentialsellerwithengagement(firmoffer实盘)orwithoutengagement(non-firmoffer虚盘).Enquiry,Warming-up:TheProcedureofImport/ExportTransaction,PartOne,Theimportanceofenquiry:Enquiryisusuallythefirstrealstepinbusinessnegotiation.Thenatureofenquiry:Inforeigntradeanenquiryisusually(notabsolutely)madebytheprospectivebuyerwithoutengagement,requestingforinformationonthesupplyofcertaingoods.Sowecallit询盘or询价inChinese.,TheImportanceandNatureofEnquiry,PartOne,Aninquiryisarequestforinformationongoods.Whenbusinesspeopleintendtoimportaproduct,theysendoutaninquirytoanexporter.Itmayaskforaquotationoranofferforthegoodstheywishtobuyorsimplyrequestforsomegeneralinformationregardingthesegoods.Aninquirycanbemadebywrittencorrespondence,suchasaletter,telegram,telex,fax,e-mailorverballybytalkinperson.,1.AnInquiryandReply(1),PartOne,Inquiriesfromregularcustomersmaybeverysimpleincontent,inwhichonlythenameand/orspecificationsofthecommoditywillbementioned.Otherinquiriesmayincludegreatdetailssuchasthenameofthecommodity,quality,specifications,quantity,termsofprice,termsofpayment,timeofshipment,packingmethod,etc.requiredbythebuyersoastoenablethesellertomakeproperoffers.,1.AnInquiryandReply(2),PartOne,Aninquiryreceivedfromabroadmustbeansweredfullyandpromptly.Ifthereisnostockavailableforthetimebeing,youshouldacknowledgetheinquiryatonce,explainingthesituationandassuringthatyouwillreplytoitonceasupplybecomesavailable.Iftheinquiryisfromanoldcustomer,expresshowmuchyouappreciateit.Ifitisfromanewcustomer,sayyouaregladtoreceiveitandexpressthehopeofafuturebusinessrelationship.Inaword,thereplytoaninquiryshouldbepromptandcourteousandcoveralltheinformationaskedfor.,1.AnInquiryandReply(3),PartOne,(1)GeneralInquiries（一般询盘）:Iftheimporterswanttohaveageneralideaofthecommodity,whichtheexporterisinapositiontosupply,theymaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry.Generally,itisalsoafirstinquirywithoutfirstwritingalettertoestablishbusinessrelations.(2)SpecificInquiries:（具体询盘）(strongerintensiontomakeanorderthangeneralenquiries)Iftheimportersintendtopurchasegoodsofacertainspecification,theymayasktheexportertomakeanofferoraquotationforspecificgoods.Thatisaspecificinquiry.,2.CategoriesofInquiries,PartOne,Ageneralinquiryusuallyincludesthefollowingcontents:(1)Tellingaddresseesthesourceofinformationandmakingabriefself-introduction(2)Indicatingtheintentionofwritingtheletter,i.e.toaskforacatalogue,samplesorapricelist(3)Statingthepossibilityofplacinganorderandexpectationofanoffer,3.TheMainContentsofaLetterforInquiry(1),PartOne,Aspecificinquiryusuallyincludesthefollowingcontents:(1)Indicatingthenamesanddescriptionsofthegoodsinquiredfor,includingspecifications,quantity,etc.(2)Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect(3)Statingthepossibilityofplacinganorderandexpectationofanoffer,3.TheMainContentsofaLetterforInquiry(2),PartTwo,PartTwo,PartTwo,PartTwo,PartTwo,PartTwo,PartTwo,PartTwo,PartTwo,PartTwo,PartThree,Expressions(1),1.take/have/feel/beinterestin.对感兴趣2.beinthemarketfor.,bedesirousof.,desire想购买,想要3.make/sendsb.aninquiryfor.,inquire(for).询购4.illustratedcatalogue带有图片说明的目录表5.Pleasestatetermsof.请说明的条款6.Thisisinreplytoonesinquiryof.兹答复某人的询盘7.dateofdelivery交货期8.lowest/bestprice最低价;favorableprice最优惠价;rock-bottomprice底价;competitiveprice竞争价;reasonableprice合理价9.placeanorderwithsb.forsth.向某人订购某物10.regularorder定期购买;regularsupply定期供应,PartThree,Expressions(2),11.specialdiscount特别折扣12.bulkbuying大量购买13.availablefromstock有存货的14.make/cablesb.anofferfor.就商品给某人报盘;给报盘15.up-to-date/latestpricelist最新价目表16.asspecifiedbelow下列17.steadydemand稳定的需求18.readymarket现成的市场;成熟的市场19.thetasteofthemarket市场需求/品味/偏好20.beunderoffer,beonsale(商品)在出售中,PartThree,TypicalSentences(1),1.Willyoupleasesendusyourillustrated/latestcatalogueandfulldetailsofyourpricesandtermsofpayment,togetherwithsamples2.Pleasesendmeadescriptionofyourelectrichedgetrimmers.3.Wewouldbepleasedifyousendusyourlowestquotationforthefollowing:4.AclientofoursisinterestedinsecuringacertainquantityofChineseCottonPieceGoods,asspecifiedbelow,forwhichyouarerequestedtomakeanoffer.5.Wehavepleasureininformingyouthatweareinterestedinyourplastickitchenwareandwouldlikeyoutomakeusanoffer.,6.WehaveaninquiryinhandforalargequantityofBitterApricotKernels.7.Weunderstandthatthereisagooddemandforglasswareinyourmarket,andtakethisopportunityofenclosingourquotationNo.1338foryourconsideration.,PartThree,TypicalSentences(2),8.Wearesendingyoubyairmailasmallsample.Acopyoftherelativedescriptionleafletisenclosed.9.Willyoupleasesendusyourcataloguetogetherwithadetailedoffer10.Pleaseinformusofthepricesoftheproductsthatyoucansupply.11.WedliketohaveyourlowestquotationsCIFVancouver.12.WehaveseenyouradvertisementinChinasForeignTradeandwouldbegladifyouwillsendustheparticularsofbedsheetsandpillowcases.13.Youmusttakeintoconsiderationwhenquotingapricethatwemayplaceregularordersforlargequantities.14.Kindlyletusknowthepricesandquantitiesofthebestrefinedsugaryouareabletodelivertous.,PartThree,TypicalSentences(3),15.Wehavereadybuyersofthesecommoditiesandifyourpricesarecom-petitive,wehaveeveryreasontobelievethatwecanplacelargeorderswithyou.16.Wewouldbepleasedifyouwouldletushavealistofitemsthatareimportedbyyou.17.Wehaveanimporterinquiringforwoolenblanketsandwouldliketoobtainacatalogue,andpricelisttogetherwiththesamplesassoonaspossible.18.WewouldbemuchobligedifyoucouldquoteusthebestCIFC5%Shanghaiandindicatetherespectivequantitiesandvarioussizesthatyoucouldsupplyforpromptshipment.19.Pleaseletusknowonwhattermsyoucansupplytheabovegoods.20.Ifyouareinapositiontomeetourdemand,wewillplacealargeorderwithyou.,PartFour,Sample1(1),AGeneralInquiry,UnitedTextilesLtd.YorkHouse:LawtonStreetLiverpool:ML32LLEnglandTel:.Fax:.E-mail:.OurRef:CT-GZYourRef:September16,2007GuangdongTextilesImport合适地,1.byseparatepost另封邮寄2.irrevocableL/Catsight不可撤销的即期信用证,中国出口商品网2.cushionn.垫子,软垫;backcushions靠背垫3.bewellconnectedwith与某人关系好,与某人联系密切e.g.Wethinkyouarewellconnectedwiththelocalbuyers.,1.此句可译为“我们特此附上样品和价目表,里面含有你们所希望了解的所有详情”句中的进行时含有“特此”,“兹”之意;“givingthedetails.”作定语,修饰“samplesandapricelistofbackcushions”,PartFive,1.PutthefollowingEnglishintoChinese.(1),BeginningTraining,带有图片说明的目录表,(1)illustratedcatalogue,(2)dateofdelivery,交货期,(3)specialdiscount,特别折扣,(4)thetasteofthemarket,市场需求/品位/偏好,PartFive,1.PutthefollowingEnglishintoChinese.(2),最新价目表,(5)up-to-date/latestpricelist,(6)promisingmarket,有前景的市场,(7)bulkbuying,大量购买,(8)availablefromstock,有存货的,(9)asspecifiedbelow,下列,PartFive,1.PutthefollowingEnglishintoChinese.(3),(商品)在出售中,(10)beunderoffer,beonsale,(11)Oneofourcustomerstakesinterestinthemodel123,andwewouldliketoreceiveasampleandquotation.,我方一客户想买123型货物，希望贵方寄一样品和报价单来。,(12)IminterestedinyourGreenTea.Ithinksomeoftheitemswillfindareadymarketatourend.IdliketohaveyourlowestquotationCIFVictoria.,我方对贵方的绿茶感兴趣。我方认为，其中的某些品种在我方市场上会很畅销。希望得到贵方的维多利亚目的港交货最低价。,PartFive,1.PutthefollowingEnglishintoChinese.(4),我们想购买贵方4号目录表上所列的男式衬衫。请报最低价、最优折扣以及交货期。,(13)WeareinthemarketformensshirtsillustratedinyourcatalogueNo.4.Pleasequoteusyourlowestpricewiththebestdiscountandthedateofdelivery.,(14)PleasequoteyourlowestpriceCIFSingaporeforeachofthefollowingitems,inclusiveofour3%commission.,请报下列各种商品的新加坡到岸价，包括我方3%的佣金。,(15)Wehopethatyourpriceswillbeworkableandthatbusinesswillresulttoourmutualbenefit.,我们希望贵方价格可行，同时希望交易能令双方受益。,PartFive,1.PutthefollowingEnglishintoChinese.(5),我们看过贵方在海外杂志上的广告，请惠寄贵方价目表和详细的交易条件。,(16)WehaveseenyouradvertisementintheOverseasJournalandwouldbegladtohavepricelistanddetailsofyourterms.,(17)Weunderstandthatyouaremanufacturersofairconditionersandwo-uldliketoknowwhetheryoucansupplytheitemsasspecifiedbelow.,我们获悉贵方是空调生产商，请问贵方是否能供应下列规格的产品？,(18)EnclosedpleasefindsamplesofourNylonSocks.Ifyouareabletosupplyuswith5000dozen,wewouldbepleasedtohaveyouquoteafavorablepriceCIFHongKong.,随函附寄我方尼龙袜样品，请查收。如贵方能供货5000打，请报最优惠的香港到岸价。,PartFive,1.PutthefollowingEnglishintoChinese.(6),我们所需的商品列在所附清单上。如贵方有存货，请告知数量以及最低的香港到岸价。,(19)Thearticleswerequirearelistedontheattachedsheet.Ifyouhavetheminstock,pleasetellusthequantityandalsothelowestCIFHongKongprice.,(20)SomeofourcustomershaveaninterestinyourcannedgoodsandwewishtohaveyourCIFquotationswithsamplesandfullparticulars.,我方一些客户对贵方的罐头食品有兴趣，请报到岸价并惠寄样品及详细资料。,PartFive,2.Readthefollowinglettersandchoosethebestonefromthegivenanswersforthemissingprepositions.,to;at;of;with;in;on;for;from;onto;into;by,Letter1,DearSirs,IronNailsWeareinterested(1)buyinglargequantitiesofIronNailsofallsizesandwouldbethankfulifyoucouldgiveusaquotationpermetrictonCIFLagos,Nigeria.Itwouldalsobeappreciatedifsamplesand/orabrochurecouldbeforwardedtous.Weusedtopurchasethisarticlefromothersourcesbutwenowprefertobuyfromyourcorporationbecausewearegiven(2)understandthatyouareabletosupplylargerquantities(3)moreattractiveprices.Besides,wehaveconfidence(4)thequalityofChineseproducts.Welookforwardtohearingfromyou(5)return.Yourssincerely,to,_,in,_,at,_,in,_,by,_,PartFive,to;at;of;with;in;on;for;from;onto;into;by,Letter2,DearSirs,Weacknowledge(1)thanksthereceiptofyourletterdatedMarch11inquiringaboutthepossibilityofsellingyourmensshirts,TiantanBrandinourmarket.(2)reply,wewishtoinformyouthatwearewellconnected(3)majordealersinthelineoftextiles.Thereisalwaysareadymarkethere(4)mensshirts,providedtheyareofgoodqualityandcompetitiveinprice.Therefore,itwillbeappreciatedifyouletushaveyourbestfirmoffer,preferablybyfax,andrushussamplesbyairmail.Ifyourshirtsagree(5)thetasteofourmarket,wefeelconfidentofplacingatrialorderwithyou.Pleasegivethisinquiryyourpromptattention.Yourssincerely,with,_,In,_,with,_,for,_,with,_,PartFive,IntermediateTraining,1.PutthefollowingChineseintoEnglish.(1),inquirysheet,inquirenote,(1)询价单,(2)另封邮寄,byseparatepost,(3)想购买,想要,beinthemarketfor,bedesirousof,desire,(4)不可撤销的即期信用证,irrevocableL/Catsight,PartFive,1.PutthefollowingChineseintoEnglish.(2),lowest/bestprice;favorableprice;rock-bottomprice;competitiveprice;reasonableprice,(5)最低价/最优惠价/底价/竞争价/合理价,(6)询购,make/sendsb.aninquiryfor,inquirefor,(7)兹答复某人的询盘,Thisisinreplytoonesinquiryof,(8)向某人订购某物,placeanorderwithsb.forsth.,PartFive,1.PutthefollowingChineseintoEnglish.(3),readymarket,(9)现成的市场;成熟的市场,(10)请说明的条款,Pleasestatetermsof,(11)我们拟购男式皮手套,请报最优惠价格为荷,Asweareinthemarketformensleathergloves,wewouldbepleasedifyouwouldsendusyourbestquotation.,PartFive,1.PutthefollowingChineseintoEnglish.(4),Pleasesendusyourbestfirmofferbyfaxindicatingpacking,specifications,quantityavailable,lowestpriceswiththebestdiscountandtheearliestdateofdelivery.,(12)请用传真发最优惠实盘,并注明包装规格可供数量最低价格连同最优惠折扣和最早交货期,(13)如贵方可供所需型号及质量的货物,我们将定期向贵方大量订购,Ifyoucansupplygoodsofthetypeandqualityrequired,wemayplaceregularordersforlargequantities.,(14)很高兴附寄我方345-9号询盘,请贵方报FOB价,WetakepleasureinenclosingourinquiryNo.345-9againstwhichyouarerequestedtomakeusanofferonFOBbasis.,PartFive,1.PutthefollowingChineseintoEnglish.(5),Weareinterestedinhand-madeshoesinavarietyofstylesmadeofgenuineleather.Willyousendusacopyofyourlatestcataloguewithdetailsofyourpricesandtermsofpayment?,(15)我们想买手工制作的各式真皮鞋,请寄贵方最新商品目录表一份以及详细的价格和支付条件,(16)请告知贵方能按什么价格及条款,多少数量供应下列商品:,Pleaseletusknowatwhatprice,onwhattermsandinwhatquantityyoucansupplyuswiththefollowingarticles:,(17)我方拟购300辆贵公司经营的“五羊”牌自行车,请电开最优惠CIF汉堡价,包括我方的5%佣金,Weareinterestedin300setsof“FiveRams”bicyclesandwouldbepleasedtohaveyourbestofferbycableonCIFHamburgbasis,includingour5%commission.,PartFive,1.PutthefollowingChineseintoEnglish.(6),Weshouldbegratefulifyouwouldquoteyourlowestpriceforthecapt-ionedgoods.Whenofferingpleaseindicatepackingconditionsandtheearliestpossibledateofdeliveryandsendusthecoveringliteratures.,(18)请报标的商品的最低价为感报盘时,请说明包装情况及最早装运期,并寄商品说明书,(19)我们有一客户对你们的电动机有稳定的需求请电开10台9月船期的实盘,Asoneofourcustomershasasteadydemandforyourelectricmotors,pleasecableusafirmofferfor10setsforshipmentinSeptember.,(20)我们想知道订货超过1000打能给多少折扣,Wewouldliketoknowwhatdiscountyouwouldallowusforanorderformorethan1000dozen.,PartFive,2.Supplythemissingwordsintheblanksofthefollowingletter.Thefirstlettersaregiven.,DearMadamorSir:Wehavereadyour(1)ainInternationalTradeandaregladtoknowthatyouareoneofthe(2)lexportersofsilkblousesinChina.Weare(3)iinthegoodsandwouldliketobeinformedofthe(4)dofyourvarioustypes,includingsizes,colorsandprices.Wearelarge(5)dinsilkgarments,havingover15yearsexperienceinthisparticular(6)lofbusiness.Silkblousesofgoodqualityandmoderatepricescommandagoodsaleinour(7)m.When(8)r,pleasestatetermsofpaymentanddiscountsyouwouldallowonpurchasesofquantitiesof(9)o100dozenofindividual(10)i.Welookforwardtoyourearlyreply.Yourssincerely,dvertisement,_,eading,_,nterested,_,etails,_,ine,_,ealers,_,arket,_,eplying,_,ver,_,tems,_,PartFive,AdvancedTraining,1.LetterComp