外贸英语函电第3章：EnquiryPPT演示幻灯片

UnitThreeEnquiries,1,商务英语写作UnitThreeEnquiries,Objectives,2,Tolearnbasicknowledgeofenquiry.Tolearnusefultermsandexpressionsformakingenquiries.Topracticewritinglettersofenquiry.,Aninquiryisarequestforinformation.Intheinternationalbusinesstheimportermaysendaninquirytoanexporter,invitingaquotationandoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods.,Definitionofaninquiry:,Introduction,UsefulInformation,3,Introduction,InaGeneralInquiry(一般询价),theimportermayaskonlyforcatalogues,pricelists,samples,samplebooks,orquotations,etc.,inordertogetageneralideaofthebusinessscopeoftheexporter.InaSpecificInquiry(具体询价),theimporterpointsoutwhatproductsheneedsandasksforaquotationoranofferforthisitem.,Generallyspeaking,inquiriesfallintotwocategories:aGeneralInquiryandaSpecificInquiry.,UsefulInformation,4,Introduction,1.Statethesourceoftheinformationandmakeaself-introductionatthebeginningoftheletter.2.Statethepurposeofwritingtheletter.Forexample,thewritermayexplaintotherecipientwhathewants,giveadescriptionorspecificationofthegoodsherequiresorexpresshiswillingnesstoenterintobusinessrelationswiththerecipient,etc.3.Endtheletterbyexpressingtheexpectationforanearlyreply.,Thefollowingstructuremaybereferredtoinwritinganinquiry:,UsefulInformation,5,thenameofgoodsqualityquantitytermsofpricetermsofpaymenttimeofshipmentpackingmethods,etc.Ifpossible,tellthereaderwhereyoulearntofhiscompanyoritsproducts.,Generallyanenquiryincludesmanyparts:,UsefulInformation,6,GeneralenquiryInwhichthebuyerhopestogetthegeneralinformationaboutthegoodshewantstobuyfromtheseller.,商务英语写作UnitThreeEnquiries,UsefulInformation,Kindsofenquiry(1),7,商务英语写作UnitThreeEnquiries,Sample1,DearSir/Madam,ThankyouverymuchforyourletterofDecember12thfromwhichweknowthatyouareexportingElectricProducts.Wehaveanenquiryhereforyourproductsandtheirpackingindetailassoonaspossibleforourreference.Wewouldalsoliketohaveyourpricelist.Wewillreallyappreciateitifyouquoteusyourmostfavorableterms.Yoursfaithfully,AGeneralEnquiry,UsefulInformation,Kindsofenquiry(1),8,商务英语写作UnitThreeEnquiries,SpecificinquiryInwhichthebuyerhopesthatthesellercanquotepricesforspecificcommodities.,UsefulInformation,Kindsofenquiry(2),9,Sample2,DearSir/Madam,ThankyouforyourfaxofAugust8,2005fromwhichwelearnthatyouareanexporterofmedicine.PleasequotethelowestpricesonCIFRotterdamforthefollowing:1.2MTVitaminE50%2.4MTVitaminBcomplexPacking:25KGS/BAGTermsofpayment:ByIrrevocableL/CatsightTimeofShipment:September20th,2005Yourpromptreplywillbeappreciated.Yoursfaithfully,SpecificEnquiry,UsefulInformation,Kindsofenquiry(2),10,NewWords&Expressions,1.inquiry(enquiry)n.询盘，询价make(or:send,give,fax)sb.aninquiryforsth.向某人询购某种商品Wethankyouforyourinquiryforsunflowerseeds.我们感谢你方有关向日葵籽的询盘。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。,11,NewWords&Expressions,2.beinterestedin对(某商品)有兴趣，常用以表示有意购买某种商品，是打算购买某种商品的初步表示。TheyhavecustomerswhoareinterestedinyoursixdesignsofOrnamentalCloth.他们有客户对你方六种图样的装饰布感兴趣。Thegarmentsondisplayatthefairwereattractive,especiallytheirfashionablestylesinterestedthevisitorsverymuch.交易会上展出的服装很吸引人，特别是时尚的款式令参观者非常感兴趣。,12,NewWords&Expressions,3.quotev.报价quotesb.apricefor(or:on)sth.报给某人某种商品的价格Pleasequoteusyourlowestpricesforpersonalcomputers.请报个人电脑的最低价。WequotedthisarticleatUS$278percase.这种商品每箱报价二百七十八美元。WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.请报一千件皮夹克的最好大连船上交货价。,13,4.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,NewWords&Expressions,14,NewWords&Expressions,Themarketisstrengthening.行情在上涨。ThereisnodifficultyinmarketingthesetraditionalproductsintheSoutheastAsianmarket.在东南亚市场推销这些传统产品不会有困难。Thegoodsarenotmarketableinourareaatthepriceyouquoted.按你方报价，这种产品在我们地区没有销路,15,NewWords&Expressions,placev.发出，置于，售出placeanorderwithsb.向某人下订单Ifthequalityofyourgoodsisgoodandthepriceisacceptabletous,wewillplacealargeorderwithyou.如你方产品质量好，价格可接受，我们将与你方大量订货。Weregretthatourcustomershaveplacestheirorderselsewhere.很遗憾我方的客户在其他地方已经订货了。,16,NewWords&Expressions,6.ordern.订单place(or:make,send)anorderforsth.订购某项货物Ifyourpriceisinline,wewillsendyouanorderfor1,000sets.如果你方价格与市价相符，我方将订购1000台。Ifyouallowus5%discount,wewillorder5,000dozen.如果你方给予5%的折扣，我方将订购5000打。,17,NewWords&Expressions,7.discountn.折扣，折价，贴现allow/give/make/grant%discountoff(on)thepricesofgoods按货价给予%的折扣Theymake20%discountforcashpayment.现金付款，他们予以八折优待。atadiscount，打折扣(货物无销路)Theproductsaresellingatadiscount.该产品正以低价销售。,18,NewWords&Expressions,8.referv.谈到，谈及，参考；提交；参阅refertosb.forsth.向某人打听(查询)某事WereferyoutoourletterofOctober1.请你方参阅我们10月1日的函。referencen.谈到，谈及；参考；查询Acopyofourfeasibilitystudyreportwillbesenttoyouforyourreference.我们将寄送一份可行性研究报告供你方参考。,19,SpecimenLetters,Sample1,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,PleasereadSpecimen3onPage49,20,SpecimenLetters,Sample3,DearSirs,Pleaseletusknowatwhatpriceperyardanduponwhattermsofpayment,youareabletodeliverquantitiesofPrintedCottonmadeinChina.Ifyourquotationisfavorable,weproposetocoverallourpresentrequirementsthroughyou.Yourstruly,敬启者：请报中国印花棉布的每码价格及支付条款。如报价优惠，拟向你方购进我方目前的全部所需。.启,21,SpecimenLetters,Sample6,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,22,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,23,SpecimenLetters,Sample7,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,24,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,25,SpecimenLetters,Sample8,DearSirs,ThankyouforyourletterofJune10.Wenotewithpleasurethatyouintendtodevelopbusinesswithusinthecaptionedgoods.WehavegonethroughyourcatalogueandfindthatCottonTable-ClothsArtNo.510andNo.514areofinteresttous.Weshallbepleasedifyourquotationalsoindicatethequantitiesofthevarioussizesthatyoucansupplyforpromptdelivery.Ifyourpricesarereasonableandquantitysatisfactory,weshallconsiderplacingsubstantialorders.WehavehandledTable-Clothsformorethanthirtyyearsandhavegoodconnectionsalloverthiscountry.Wehavealsosomeassociatedfirmsintheneighboringcountries,wherewecanfindareadymarketforyourproductsaswell.Wetrustyouwillgivethisenquiryyourimmediateattentionandletushaveyourreplyatearlydate.Yourssincerely,.,Table-Cloths,26,敬启者：事由：台布你6月10日来信收到，谢谢。欣悉你方拟与我公司对上述商品发展业务关系。经仔细研究你们的商品目录，我们对510及514两种货号的台布较有兴趣。请用英镑报最优惠CIF拉哥斯价，包括给我们5%的佣金，并请说明能供即期装运各种尺寸的台布数量。如价格公道，数量令人满意，将考虑大量订购。我号经营台布已有30多年，在全国各地都有可靠的业务关系。在邻国也有联号，你们的产品在那里同样会有销路。相信你方定会迅速办理我们的询购事宜，并予早日见复。.启2000年6月28日,27,Messrs.ArthurGrey&Son,19Cheapside,London,E.C.2DearSirs,WehaveobtainedyournameandaddressfromChinaCouncilforPromotionofInternationalTradeandlearnedthatyouareoneoftheleadingexportersofAutomaticDishwasherinyourdistrict.Wearenowinterestedin100setsofthesaidarticleandshouldbepleasedifyouwouldletusknowwhetheryoucansupplyuswiththequantityandqualitywedesire.PleasequoteusyourbestpriceonCIFGuangzhoubasis.Whenoffering,pleasestateclearlytermsofpayment,timeofdelivery,packingconditionstogetherwithillustratedcatalogueforourconsideration.Wearelookingforwardtoyourearlyreply.Yoursfaithfully,练习,Page59III,28,Lettersconveystwothings:交易Businessstrictdemands交情Friendshipsincereattitudes,29,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.,30,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.,31,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,wemayplaceregularordersforlargequantities.,32,练习1：询盘信,敬启者：从中国贸易指南中看到贵公司的广告，请贵公司尽快惠寄中国玩具最新价格单和带有图片的商品目录，以及最优惠的报价为盼。同时，我司也渴望了解贵司最优惠的交易条件和有关的资信情况。我司业务往来银行是伦敦股份有限银行。盼早日回复为感。敬上,33,ExerciseofInquiry,DearSirs,SeeingyouradvertisementintheChinaTradeDirectory,weaskyoukindlytosendusyourlatestpricelistofChinesetoysassoonaspossible,withthelowestquotations,togetherwithanillustratedcatalogue.Weshallbepleasedtohaveyouinformusofyourbesttermsandconditions,anda