英语商务函电PPT-Unit 4 Enquiries and Replies

Unit4EnquiriesandReplies,Chapter3NegotiationofacontractUnit4EnquiriesAndRepliesUnit5SendingProformaInvoiceUnit7Quotations,OffersAndCounter-offersUnit8SalesPromotion,Unit4EnquiriesandReplies,Review,EnquiriesOffersCounter-offersAcceptance,Enquiry,Ifyouwanttobuythisbunchoflily,andthisgirlistheselleroftheflowers,whatwillyousaytoher?howmuchisthebunchoflily?,TodayisSundayandyouwanttobuysomefreshflowerstodecorateyourdormitory,soyougotoaflowermarketwithyourroommate.,Offer,Afteryourenquiry,whatwillthegirlreplytoyou?“100yuan!”,Counter-offer,Whatwillyouanswertoherafterhearingtheofferof100yuan?“howabout20yuan?”,Acceptance,TheselleracceptyourCounter-offer,andthenyoupaytheflowers.Howdoyoucallthisstep(thelaststep)?,ThewholeprocessbeforesigningacontractWhatarethefourstepsbeforeanexporterandanimportersignsacontract?,EnquiryOfferCounter-offerAcceptance,回顾：贸易磋商的一般程序,1、询盘enquiry是指买方为了购买或卖方为了销售货物而向对方提出有关交易条件的询问。2、发盘offer是买方或卖方向对方提出各项交易条件，并愿意按照这些条件达成交易、订立合同的一种肯定的表示。,3、还盘counter-offer又称还价，是受盘人对发盘内容不完全同意而提出修改或变更的表示。还盘既是受盘人对发盘的拒绝，也是受盘人以发盘人的地位所提出的新发盘。4、接受acceptance是买方或卖方同意对方在发盘中提出的各项交易条件，并愿按这些条件与对方达成交易、订立合同的一种肯定的表示。,Offer+Acceptance=Contract,Unit4EnquiriesAndReplies,学习目的和要求了解询盘商务信函的写作步骤，询盘商务信函的词汇和常用句式。,本章主要内容,1询盘商务信函的写作步骤；2询盘商务信函的写作原则；3询盘商务信函的例文分析和词汇；4询盘商务信函的常用句式。,询盘是指交易的一方欲购买或售出某种商品，向对方询问买卖该种商品的各项交易条件（如商品的品质，规格，价格，装运等）。询盘实质上是邀请对方发盘（invitationofoffers），在商法上属于邀请要约。,询盘，又称为询价，可以分成两种一种只询问价格，索取商品目录或样品，被称为一般询盘（GeneralEnquiries）；另一种询盘则包括特定商品的各项交易条件，被称为具体询盘（SpecificEnquiry）.,一般询价并不一定立即接触具体交易，一般属摸底性质。其内容包括：1买主为了了解情况向卖主索取某种商品的样品、目录和价目表。2探寻某种商品的品质、数量、价格、交货期等等。具体询价实际上就是请求对方报盘。也就是说，买方已准备购买某种商品，或已有现成买主，请卖主就这一商品报价。,Whatarethecontentsinageneralenquiry?,Catalogues,pricelists,samples,referencematerials,etc.Itisoftenusedbyandealerwhoisdoingthefirstbusinesswithitscustomer.Sowealsocallthisenquiryasafirstenquiry.,ASpecificEnquiry,PriceSpecificationsDiscountQuantityTermsofpaymentDateofshipment,第一节TheStepsofWritingInquiryLetters询盘信的写作步骤第二节ThePrinciplesofInquiryLetters询盘信的写作原则第三节TextExplanationandVocabulary例文分析和词汇1第四节TextExplanationandVocabulary例文分析和词汇2,第一节TheStepsofWritingInquiryLetters询盘信的写作步骤,询盘信的具体写作结构如下：1介绍信息来源或提一下上一封信;2具体的询价；3表示合作愿望。,1介绍信息来源或提一下上一封信等；（Introductorystatementofresourcesofinformationorpreviousletter，etc.）,情景搭配用语：Usefulexpressions（1）Weknowyourcompanythrough（2）Weareacompanydealingin（3）Wewritetoinformyouthatweareinterestedin（4）Wehavepleasureininformingyouthatwe,2具体的询价（Specificenquiry,e.g.whatinformationorservicedoyouneedthereadertosupply,etc.Thispartshouldbespecific,clear）,情景搭配用语：Usefulexpressions（1）Ifyoucanquoteusafirmofferforweshallappreciateit（2）Wewillbepleasedtohaveyouroffer（3）Yourquotationforthefollowingwillbehighlyappreciated.,3表示合作愿望（Wishtocooperate）,情景搭配用语：Usefulexpressions（1）Wewouldlikeverymuchtocooperatewithyou.（2）Shouldyourpriceweintendtoplacealargeorderwithyou.（3）Weappreciateyourco-operation,第二节ThePrinciplesofInquiryLetters询盘信的写作原则,1、具体PRECISENESS2、合理REASONABLENESS3、客气COURTESY4、感谢APPRECIATION,处理询盘的技巧,1、询盘邮件的分类与甄别2、如何识别客户询盘的价值3、对询价的几种解决方式4、如何回复进口商的询盘,1、询盘邮件的分类与甄别,（1）寻找卖家型（2）准备入市型（3）无事生非型（4）信息收集型（5）索要样品型（6）窃取情报型,2、如何识别客户询盘的价值,（1）询盘内容（2）署名和网址（3）电话询问关键性问题,3、对询价的几种解决方式,（1）准备报价表（2）初步了解市场价格的进口商：不同档次产品的报价（3）货比三家的进口商：让进口商有选择空间（4）提供样品、规格等详细资料的进口商：（5）随口询问价钱的进口商：笼统的报价,4、如何回复进口商的询盘,回复函一般应包括：1、第一部分以感谢开头，并告知对方收到的询盘函的日期和内容。2、第二部分回答对方提出的问题。3、最后一部分用以表达希望你所提供的信息对对方有所帮助，并希望很快收到回信。,第三节TextExplanationandVocabulary例文分析和词汇1,DearSirs，Re：textiles1ThiscompanyisoneofthelargesttextileimportersinNewYork.Wesincerelyhopetoestablishbusinessrelationswithyourcompanysoastopromote2tradebetweenourtwocountries.（自我介绍及写信目的）Weareenclosinganinquiry3note4No.303andlookingforwardto5receivingyourquotation6soon,C.I.F7.NewYorkinclusiveof8our5%commission9.Whilequoting10,pleasestate11theearliestshipment12andquantityavailable13.（具体询盘）Ifyourquotationiscompetitive14,wearereadytoconcludesubstantial15businesswith16you.Yourearlyreplywillbeverymuchappreciated17.（希望早日收到回复）Sincerely,1textiles意思用作“纺织品”时用复数形式。2Promote，动词，促进，提高。Promotesales促销。（1）A5%discountwillhelpuspromotesales.（2）Ouraimistopromotetherelationshipbetweenourtwocountries.（3）Wehopeyouwilldoyourutmosttopromotethesalesofthisnewproduct.（4）Wewilldoourbesttopromotebusiness.,3inquiry名词，询价（enquiry），词组包括makeanenquiryforsth；sendanenquiry（sheet）。（1）Thegoodsyouenquireforareoutofstocknow.（2）Thebuyerenquiredoftheselleraboutthequalityofthisnewproduct.（3）Weshallsendyouourquotationonreceiptyourspecificenquiry.4inquirynote询价单。,5lookforwardto盼望、期待。lookforwardto后接名词或动名词，不能接动词不定式，这里to是介词。人做主语，通常用于信的结尾，表示希望。类似的表达还有expect，await，anticipate，appreciate，hope，wish等（1）Wearelookingforwardtoyourearlyreply.（2）Welookforwardtoreceivingyourgoodnews.,6quotation报价。买方询价后，卖方需要报价。报价可使用动词quote，例如quotesbaprice，也可以用名词短语makeaquotation，例如makeyouaquotationforshirts（1）Yourquotationofbicyclesistoohightobeacceptable.（2）WewillbegladtoquoteyouCIFLagos7CIF即成本加运费加保险费价。,8Inclusiveof=include,包括。9Commission佣金。10quote动词，报价，是外贸信函中的常用语，其主要句型是：（1）toquotesb.apriceforsth.，该句型也可变成以下几种说法：（2）toquotesb.aprice（3）toquotesb.forsth.（4）toquoteaprice（1）Pleasequoteusyourlowestpriceforfertilizers.（2）PleasequoteusyourlowestpriceCIFLagos.（3）Willyoupleasequoteusforthefollowingitems?,11state说明，提到。例：Inyourquotation，pleasestatethedeliverytime.12Shipment名词，装运。词组有：make（effect）shipment；动词ship。例：Whencanyoumakeshipment?（什么时候装运？）13Available可以得到的、可以用的available作形容词用，通常放在它所修饰的名词后面。可以修饰人或事。（1）Therearenosuchmensshirtsavailableforexport.（2）Pleaseshipthegoodsbythefirstavailablesteamer.（3）Heisnotavailablenow.（4）Canyouquoteusapriceforyourbicyclesavailableforexport?,14Competitive有竞争力的，即价格低的Ourpriceisthemostcompetitive.15Substantial大量的。Ifyourpriceiscompetitive,wecanplaceasubstantialorder.16Concludebusinesswithsb.也可以说closebusinesswithsb.与某人达成生意,17appreciate感谢。用法如下：（1）sbappreciatesth,（2）sbappreciateitif,（3）sthbeappreciated。如果要是强调的话，不能写成veryappreciate，而要写成appreciateverymuch。（1）Weappreciateverymuchyourfavorablereply.（2）Weshallappreciateitifyouwillsendusabrochureandtwosamplebooksbyairimmediately.（3）Yourearlyreplyishighlyappreciated.注：Appreciate后面接事物，thank后面接人。,译文,事由：本公司是纽约最大的纺织品进口商之一，我们切盼与贵公司建立贸易关系，发展我们两国之间的贸易。随函附上第303号询价单一份，盼望你方早日给我们报纽约到岸价，包括我方5%的佣金。报价时请说明最早交货期和可供数量。倘若你方报价具有竞争性的话，我们打算大量成交。如能早日复信，不胜感激。谨上,第四节TextExplanationandVocabulary课文分析和词汇2,DearMr.Linoi,Asweplanourfallinventory,weareagaininmarkettobuywoolens.Weareprincipallyinterestedinthetraditionalsweater（mensandwomenscardigansandpullovers),andwouldliketorequest6asample.（表明写信目的）Pleasealsosendinformationonanyotherknitwearthatyourcompanyproducesandacurrentpricelist.（具体询问）IfyouplantohavearepresentativeattheParisTradeFairattheendofJuly,pleaseadviseusofyourstandnumbersothatwecancontactyouatthattime.（询问进一步的信息）Thankyouforyourattention.（最后一段表示感谢）Yourssincerely,第一段：Asweplanourfall1inventory2,weareagaininmarket3tobuywoolens.Weareprincipally4interestedin5thetraditionalsweater（mensandwomenscardigansandpullovers），andwouldliketorequest6asample7.,1Fall秋季，等于autumn。2Inventory名词，库存。例：Weplantoreduceourinventory.（我们计划减少库存。）3tobeinthemarketfor想要购买。意思等于buy，purchase。(1)Inthemarketfor正式，尤其用于贸易(2)Buy是个人或小批量买。(3)Purchase大量购买。这里beinthemarkettobuy意思同buy。例：Theyhaveinformedusthatyouareinthemarketforchemicals.,4Principally主要地。意思同mainly。例：Wehandleprincipallytextiles.5tobeinterestindoingsth.（ortodosth.）有兴趣做某事。若后跟商品名称，表示某人对某商品有兴趣，意欲购买某商品，也可以说成：tobeinterestedinsth.例：（1）WeareinterestedinbuyingyourWoolenSweaters.（2）WeareinterestedinChinesesilkhandkerchief.（3）WeareinterestedtobuyChineseleathershoes.,6Request动词，要求。Requestsbtodosth.请求某人做某事。词组有：Asrequested按照要求。有时也可以说asyourequested，atyourrequest。例：Asrequested，wearesendingyouabrochureandasamplebook.Request还可以当名词，请求。例：Yourrequestofbeingoursoleagentisunderdiscussionnow.7Sample样品。例：Weshallsendyouoursamplesseparately.,Pleasealsosend8information9onanyotherknitwearthatyourcompanyproducesandacurrentpricelist9.,8Send邮寄。例：Wearesendingyouourcatalogandpricelistforyourinformation.9information信息，消息。为不可数名词。不能说aninformation或informations，但可以说apieceofinformation或allkindsofinformation。例：Weshallbegladtoreceivemoreinformationon（about）thismatter.10pricelist价格表。和quotation不一样，pricelist只列出产品和产品的价格，不包括其他条款。例：Willyoupleasesendusyourlatestpricelist?,Ifyouplantohavearepresentative11attheParisTradeFair12attheendofJuly,pleaseadviseusof13yourstand14numbersothatwecancontact15youatthattime.,11representative代表。这里指代理。意思同agent。12TradeFair贸易交易会。例：GuangzhouTradeFair广交会13advisesb.ofsth.通知,意思同informsb.ofsth.还有类