外贸英语函电课件Unit 4

Unit4InquiriesAndReplies,Enquiries,Definition:ARequestforInformationgeneralenquiries(一般询盘)forgeneralinformation：informationaboutvariousgoodsspecificenquiries（具体询盘）forspecificinformation：informationaboutsomespecificgoods,specificenquiries,regularcustomers:stateonlytheproductname,quality,quantity&priceothercustomers:stateclearlyallnecessarytradetermsincludingthename,quality,quantityofcommodity,priceterms,shipmentterms,paymentterms,discount,etc.,RepliestoEnquiries,Fromanoldcustomer,statefirstlyhowmuchyouappreciateit.Thenprovidetheinformationaskedfor.,Enquiries,Replies,Fromanewcustomer,statefirstlyyouaregladtoreceiveitbeforeanswerthequestions,andexpresslastlyyourexpectationofcooperation.,1.besuitablefor“适合”e.g.Iwanttobuysomeclothesthataresuitableforcoldweather.Heisnotsuitableforthiswork.,Letter1AnEnquiryforIBM-CompatiblePCs,2.Whenquoting=WhenyouarequotingTheuseof“quote”:quotesb.apriceforsth.e.g.ThisisthebestpriceIquoteyou.quotesth.at+pricee.g.Thesharesarecurrentlybeingquotedat54penceashare.,Letter1AnEnquiryforIBM-CompatiblePCs,3.termsofpayment“支付条款，支付方式”4.ShouldyourcomputersbeofgoodqualityandShould用于if/incase后，可以省略if/incase，将主语与动词倒置，表示“万一”e.g.Ifyoushouldchangeyourmind,doletmeknow.=Shouldyouchangeyourmind,doletmeknow.,Letter1AnEnquiryforIBM-CompatiblePCs,5.inyourfavor“以你方为受益人”6.referto“参阅，向某人或某事物查询信息”e.g.Astotermsofpayment,pleaserefertoourletterdatedSeptember16.Youcanrefertothedictionaryifyouhaveanydifficultyinreadingtheessay.refersb./sth.tosb./sth.“将某事物/人送交某人/事物谋求指点、帮助、行动支持”e.g.Thenursereferredthepatienttoaspecialistfortreatment.,Letter1AnEnquiryforIBM-CompatiblePCs,Letter2AnEnquiryfromaBuyingAgent,1.onbehalfofsb.(USinbehalfofsb.)=onsb.sbehalf(USinsb.sbehalf)“做某人代表或代言人，为的利益”e.g.Thegovernmentmustactonbehalfofthepeople.2.principal“委托人，当事人”，“主犯”e.g.Imustconsultmyprincipalsbeforeagreeingyourproposal.,Letter3AnEnquiryfromanImporterAbroad,1.grant“给与，答应”e.g.Theministergrantedjournalistsaninterview.2.quantitydiscount“数量折扣”3.L/Catsight“即期信用证”4.sellingseasonslackseason,5.Wewouldappreciateitverymuchifyougiveusapromptreply.=Weappreciateyourearlyreply.=Yourearlyreplyisappreciated.=Welookforwardtoyourearlyreply.,Letter3AnEnquiryfromanImporterAbroad,Appreciate的用法,Weappreciateyourkindcooperation.（接名词）感谢你方的真诚合作。Weshallappreciateitifyouwillsendusasamplebooksoon.（接代词）如能立即将样品簿寄来将不胜感激。Weshallappreciateyoursendingusasamplebooksoon.（接动名词）如能立即将样品簿寄来将不胜感激。为了表示客气，还可以使用虚拟式句子：Weshallappreciateitifyouwouldsendusasamplebooksoon.如能立即将样品簿寄来，我们将不胜感激。,外函中表示感激的表达方式还有：,Weshouldbethankfulifyouwould.Weshouldbegratefulifyouwould.Weshouldbeobligedifyouwould.,Letter4AskingtoSendProformaInvoice,1.proformainvoice“形式发票，报价单”,2.aconsignmentof“一批货物”3.shouldlike婉转地表示意愿，“想要，希望”e.g.Ishouldliketomakeaphonecall,ifpossible.,Whatisaproformainvoice？,Letter4AskingtoSendProformaInvoice,4.ImportLicence“进口许可证”5.actas“充当，担当，起作用”e.g.Idontunderstandtheirlangue,youhavetoactastheinterpreter.,Letter4AskingtoSendProformaInvoice,6.soleagent“独家代理”agencyagreementpaper“代理协议书”7.inadvance“提前，预先”e.g.Therentmustbepaidinadvance.,Letter5ReplytotheEnquiryfromaCustomerAbroad,1.enclosedpleasefind“随信附上”=Weenclosee.g.Enclosedpleasefindthreecopiesofourlatestcatalog.2.drawonesattentionto“让某人注意”e.g.Shedrewmyattentiontoanerrorinthereport.,Letter5ReplytotheEnquiryfromaCustomerAbroad,3.beguaranteedforoneyear“保修一年”4.back=backup/support“支持，帮助；提供资金支持”e.g.Thisplanisbackedbyastate-ownedcorporation.5.byseparatepost=underseparatecover,Letter6ReplytoanImporter,1.advertise“给做广告”，可以直接跟宾语，如advertisesth.n.advertisementad.2.abrandname“品牌，品名”3.profitmargin“盈余，利润幅度”,Letter6ReplytoanImporter,4.urge“竭力推荐或力陈某事物”urgesb.todosth.劝告某人做某事5.asaspossibleasap“尽可能地”e.g.Youmustfinishyourworkassoonaspossible.,Letter7ReplytoaGeneralEnquiry,1.beinapositiontodo=beabletoe.g.ImsorryImnotinapositiontohelpyou.(pp58)2.CFRC3%NewYork3.areadysale“畅销”,HowtoWriteanInquiryLetter,一般询价信写四或五段：a.Sourceofinformationb.ReasonforEnquiryc.Askingforprice,list,andcatalogued.Givingreferencese.FurtherBusiness,OpeningSentences,SourceofinformationWeweregivenyournameby.Youhavebeenrecommendedtousby.Aswehavelearnedfrom.,youraremanufacturesof.Wehaveseenyouradin.andweareinterestedin.,ReasonsforEnquiry,Weareinterestedin.Weneed/areinthemarketfor.Wehavereceivedmanyenquiriesfromourcustomersfor.Wehaveaconsiderabledemandherefor.,AskingforPrice,Pleasesendyourcurrent/latestcatalogue/pricelist/brochure.Pleasequoteyourbest/mostcompetitive/lowestprice.Weshallbegladtoreceiveanofferfromyouon.,GivingReferences,Forinformationaboutourcompanypleasereferto/contact.Shouldyouwishtomakeanyenquiriesaboutus,pleasewriteto.Weshallbepleasedtoprovidetheusualtradereferences.,FurtherBusiness,Ifthegoodscomeuptoourexpectations,wewouldexpecttobeplaceregularorder.Ifthesamplesmeetwithourapprovalweintendtoplacesubstantialorders.Ifyourpricesarecompetitiveandyourgoodsuptostandard,weshallorderonaregularbasis.,NegotiationProcess,Thepreparationandplanningforthenegotiationhavebeencarriedout,andtheactualconductofthenegotiationwillnowbeconsidered.,Theperiodcoveredbythenegotiationmaybedividedintofourstages:theopeninganditsreviewthefollowupidentifyingthebargainconcludingthebargain,NegotiationProcess,Theperiodcoveredbythenegotiationmaybedividedintoforstages:theopeninganditsreviewthefollowupidentifyingthebargainconcludingthebargain,NegotiationProcess,WRITINGPRACTICR,SupplythemissingwordsDearSirs,Weacknowledger_ofyourletterofAugust12,andareveryp_tohearthatyouarei_inourhandmadegloves.Asr_,wee_ourlatestcatalogandapricelistgivingdetailsforyourr_.Underseparatec_,wesendyoubyairmailarangeofs_.Asyouwillfind,ourhandmadeglovesareexcellentinqualityandr_inprice.Theyaregoods_inover30countries.Welookf_tor_yourorderssoon.,WRITINGPRACTICR,写信给MessersJSmith&Co.，告诉对方你从我驻美大使馆商务处得知对方经营电动剃须刀（electricshaver）出口业务，而你是此类商品国内主要进口商之一。最近你们接到了大量客户询盘，希望对方寄来产品目录和价格清单，并告诉对方如果产品品种优良价格合理的话你将长期大量订购。,DearSirs,WeareverygladtolearnthroughtheCommercialCounselorsOfficeofourEmbassyinAmericathatyouarehandlingtheexportofelectricshavers.Weareoneoftheleadingimportersofelectricshaversinourcountry.Recently,wehavereceivedalotofenqu