国际商务函电实务6 询盘ppt课件

1、单击此处编辑母版标题款式 单击此处编辑母版副标题款式11国际商务函电实务International Business Correspondence PracticePart Two Business Correspondence Writing PracticePart Two Business Correspondence Writing Practice第二部第二部 商务函电写作实务商务函电写作实务Page 2国际商务函电实务国际商务函电实务Project 4Page 3 Making Enquiries 询盘询盘国际商务函电实务国际商务函电实务Lead In导入导入nTo reach t

2、he goal of the project, the following knowledge and talents are required:nA good awareness of the main conditions of a transaction.nSome knowledge and talents of marketing and consumer psychology. nGood English in expression and grammar. nAn enquiry is a request usually made buyers for information a

3、bout certain commodity he or she is going to purchase, inviting a quotation or an offer from sellers inclusive of trade terms and conditions before the buyer placing an order with a prospective business partner, or seldom it is made by sellers as an invitation for quotation inviting the potential bu

4、yer to make a bid for the goods under trade. nAn inquiry is the first step in business negotiation but not a necessary one. A specific enquiry is also called a GOOD INQUIRY which should usually be concise and accurate or to the point, specific, polite or courteous in mood and flexible.Page 4Project

5、4 Making Enquiries Aims and Demands学习目的学习目的To master the strategies for making general inquiries and specific inquiries, and know the deference between these two types.To master typical sentences & expressions in writing such letters.To learn the methods of translating such letters from Chinese into

6、 English and vice versa. Personal qualitySkillsKnowledgeTo write the letters making general inquiry and specific inquiry persuasively and efficiently with correct strategies; To express yourselves and to translate the messages in the project jobs skillfully and correctly. To train the talents of dis

7、covery or exploratory learning, trying to find out the rules and / or the strategies for reaching the goal of the jobs in the project; To train to learn how to communicate and cooperate with your companions or co-workers. Page 5Project 4 Making Enquiries Page 6Difficulties and Focuses难点和重点 To write

8、the letters making general inquiry and specific inquiry persuasively and efficiently with correct strategies; To train to know discovery or exploratory learning, trying to find out rules and / or strategies; To express yourselves and to translate the messages in the project jobs skillfully and corre

9、ctly for reaching the goal of the jobs in the project; To train to learn how to communicate and cooperate with your companions or co-workers.Project 4 Making Enquiries Case Study案例学习Page 7There are two cases in making inquiries. One is to ask for some general information, such as catalogue, price li

10、st, sample etc and the other is to ask for some specific information, including definite item, specification, minimum quantity, price with its term, terms of payment, packing, and the time of delivery etc. In both cases, such written communication should sound persuasive, effective, correct, cordial

11、, sincere and courteous.Project 4 Making Enquiries Case 4.1 General Enquiry from New ClientPage 8Situation: Johnson & Johnson Textiles Co., Ltd. in London, UK has received the letter from Linfeng Import and Export Co., Ltd. for establishing the business relations. After carefully studying the catalo

12、gue, they are interested in the JK serial of 100% cotton mens trousers. Now you are required to draft a letter to Jack Wang王大力王大力asking for an illustrated catalogue, price list and some samples. All the prices are offered in GBP on the basis of FCA, CPT and CIP.Project 4 Making Enquiries Page 9In-cl

13、ass Presentation: Students are required to present their PPT in class, showing the letter you have drafted and what you have learned about making a general inquiry.Project 4 Making Enquiries Case 4.1 General Enquiry from New ClientPage 10Reference letter:The following is a reference letter for the c

14、ase. Please read it carefully and compare it with your draft, rewriting parts of the letter when you feel necessary. Pay attention to the fact that there are some mistakes or errors in it and you should find them out.Project 4 Making Enquiries Case 4.1 General Enquiry from New ClientPage 11Reference

15、 letter:Project 4 Making Enquiries Case 4.1 General Enquiry from New ClientPage 12Reference letter:Project 4 Making Enquiries Case 4.1 General Enquiry from New Clientc & DConsideration and Discussion思索与讨论 Project 4 Making Enquiries Page 14Consideration and Discussion思索与讨论 1.What are the moves or str

16、ategies in a letter to make general inquiry?2.Is the format of the business letter wrong or correct?3. Do you think there are any mistakes in grammar or style? How to improve them?4. Are there any necessary improvements for the business practice in the letter? What do you think about them?Project 4

17、Making Enquiries Page 15Consideration and Discussion思索与讨论 Strategies for making general inquiresIn usual, a letter to make a general inquiry should contain the following basic parts:1. Confirmation of the incoming letter with appreciation or source of information and aims of writing (when the first

18、inquiry is made)2. Brief self-introduction (business scope, experience, position, size, reference to financial or credit status and corporate integrity) 3. Inquiry for general information about goods and value of the inquiry4. Encouragement and ExpectationProject 4 Making Enquiries Page 16Considerat

19、ion and Discussion思索与讨论 As to PT2, PT3 and PT4, please refer to the Reference Book for them.Project 4 Making Enquiries Reference Key to Case 4.1 General Enquiry from New ClientPage 17Project 4 Making Enquiries Page 18Project 4 Making Enquiries Reference Key to Case 4.1 General Enquiry from New Clien

20、tPage 19Project 4 Making Enquiries Reference Key to Case 4.1 General Enquiry from New ClientCase 4.2 Specific Enquiry from Old Business PartnerPage 20Situation: After receiving the letter of March 19, 2021 from Susan Li of Jingpeng Trading Company, Jose A. Delgado, a salesman of the ARTIMFER, has ca

21、refully studied the catalogue and samples. He finds the XV serial of womens dress shoes and RV serial of womens leisure shoes will probably sell fast in the market there, so he is writing a letter to show his agreement of re-establishing win-win business relations and make a specific inquiry for tho

22、se products. Please draft a letter for him. All the prices are required to be on FOB, CFR, CIF including 5% commission.Project 4 Making Enquiries Page 21In-class Presentation:Students are required to present their PPT in class, showing the letter you have drafted and what you have learned about maki

23、ng a specific inquiry.Project 4 Making Enquiries Case 4.2 Specific Enquiry from Old Business PartnerPage 22Reference letter:The following is a reference letter for the case. Please read it carefully and compare it with your draft, rewriting parts of the letter when you feel necessary. Pay attention

24、to the fact that there are some mistakes or errors in it and you should find them out.Project 4 Making Enquiries Case 4.2 Specific Enquiry from Old Business PartnerPage 23Reference letter:Project 4 Making Enquiries Case 4.2 Specific Enquiry from Old Business PartnerPage 24Reference letter:Project 4

25、Making Enquiries Case 4.2 Specific Enquiry from Old Business Partnerc & DConsideration and Discussion思索与讨论 Project 4 Making Enquiries Page 26Consideration and Discussion思索与讨论 1.What are the moves or strategies in a letter to ask for a specific inquiry with a client who has stopped doing business wit

26、h you?2.Do you think there are any mistakes in grammar or style? Please improve them.3.Are there any necessary improvements for the business practice in the letter? What do you think about them?Project 4 Making Enquiries Page 27Consideration and Discussion思索与讨论 Strategies for making specific inquire

27、sUsually, a letter making a specific inquiry should contain the following basic parts:1. Confirmation of the incoming letter with thanks 2. Explanation of the purchasing market, valuing the information 3. Stating the specific Inquiry 4. Courteous or polite close with encouragement and expectation, d

28、rawing the partners attention to possibility of order, market situation, etc. Project 4 Making Enquiries Page 28Consideration and Discussion思索与讨论 As to PT2 and PT3, please refer to the Reference Book for them.Project 4 Making Enquiries Reference Key to Case 4.2 Specific Enquiry from Old Business Par

29、tnerPage 29Project 4 Making Enquiries Page 30Project 4 Making Enquiries Reference Key to Case 4.2 Specific Enquiry from Old Business PartnerPage 31Project 4 Making Enquiries Reference Key to Case 4.2 Specific Enquiry from Old Business PartnerTraining in Class课堂训练Training in Class课堂训练Page 33Complete

30、the following sentences with the phases or expressions given below. Change the form where necessary. specific enquiry indicatebe well connected with keen available find a good markefor ones reference terms and conditions for ones information see to it that current market be in line with1.You can _ h

31、ere for your products as long as they are reasonably-priced. 2.They sent us a _ for our Cool Air Conditioner. 3.We hereby confirm having sold you the goods on _ as specified below. 4.We wonder if you _ the local suppliers before we start our cooperation. find a good marketspecific enquiryterms and c

32、onditionsare well connectedProject 4 Making Enquiries Training in Class课堂训练Page 34Complete the following sentences with the phases or expressions given below. Change the form where necessary. 5.Some samples have been sent to you under separate air parcel _. 6.We regret being unable to supply you wit

33、h the quantity _ in your enquiry letter of May 8. 7.Good profits are_ only if your exports are superior to those from others. 8.Your price _ not _ the prevailing market. for your referenceindicatedavailableisin line withspecific enquiry indicate be well connected with keen available find a good mark

34、e for ones reference terms and conditions for ones information see to it that current market be in line withProject 4 Making Enquiries Training in Class课堂训练Page 35Complete the following sentences with the phases or expressions given below. Change the form where necessary. 9.We hope you will _ everyt

35、hing is ready before the end of this month. 10.We are glad to learn that our products have stood a _ competition in your market. 11.Please keep us informed of the_ and demand position in your market.12._ , 3% commission is the best we can do. see to it thatkeencurrent marketFor your informationspeci

36、fic enquiry indicatebe well connected with keen available find a good markefor ones reference terms and conditions for ones information see to it that current market be in line withProject 4 Making Enquiries Project Practice Tasks工程实际任务义务I. Sentence Translation单句翻译单句翻译 Task 4.1 A. Translate the foll

37、owing sentences into Chinese:Page 36n1. We are interested in your products and enclosing our inquiry for 5,000 pieces of childrens bicycles.n1. 我方有意购买贵方的产品，随函附上我方关于5000辆童车的询盘。n2. Your full cooperation in this respect will be highly appreciated.n2. 贵方在这方面的通力协作将令人不胜赞赏。n3. Would you please send us the

38、details of your products including the function and necessary software?n3. 恳请贵方寄送产品的详细资料以及产品的功能和所需的软件。Project 4 Making Enquiries Project Practice Tasks工程实际任务义务I. Sentence Translation单句翻译单句翻译 Task 4.1 A. Translate the following sentences into Chinese:Page 37n4. We shall appreciate it if you will send

39、 us some samples of your products and two copies of illustrated catalogues.n4. 如蒙寄送一些样品和两份有插图的目录，我方将不胜赞赏。n5. If your products and terms compare favorably with those of other suppliers, we shall send you an order.n5. 假设贵方的产品和条款比其他供应商有利，我们将寄送订单。n6. We have been handling import and export of bicycles s

40、ince 1985 and are well connected with many customers.n6. 从1985年开场，我们不断从事自行车的进出口业务，与许多客户关系亲密。Project 4 Making Enquiries Project Practice Tasks工程实际任务义务I. Sentence Translation单句翻译单句翻译 Task 4.1 B. Translate the following sentences into English:Page 38n1. 我方拟购中国皮鞋。如蒙贵方报出报给我方以下产品的本钱加运、保费新加坡最优惠价钱低价，我方将不胜赞赏

41、。n1. We are in the market for China leather shoes. It will be highly appreciated if you will quote us your most favorable price CIF Singapore.n2. 请报标题商品的最具竞争力价为感。报盘时，请阐明包装情况及最早装运期，并寄商品阐明书。n2.We should be grateful if you would quote your keenest price for the captioned / subject goods. When offering,

42、 please indicate packing conditions and the earliest possible date of delivery and send us the covering literatures.Project 4 Making Enquiries Project Practice Tasks工程实际任务义务I. Sentence Translation单句翻译单句翻译 Task 4.1 B. Translate the following sentences into English:Page 39n3. 欣告他方，近来他“蜻蜓牌男士皮鞋在我方市场很畅销。

43、n3. We are pleased to inform you that your Drangon fly Brand mens leather shoes have found a good market here recently.n4. 我方拟购30台他公司运营的电动机。请电开最优惠CIF汉堡价，包括我方的5%佣金。n4. We are interested in 30 sets of the electric motors you are handling and shall be pleased to have your best offer by fax / cable on C

44、IF Hamburg basis, including our 5% commission.Project 4 Making Enquiries Project Practice Tasks工程实际任务义务I. Sentence Translation单句翻译单句翻译 Task 4.1 B. Translate the following sentences into English:Page 40n5. 我方对贵方的太阳镜感兴趣，请电报5000副最大折扣的九月船期的实盘。n5. Your sun glasses are of interest to us. Please cable / fa

45、x / us a firm offer for 5000 pairs for September shipment with the best discount. n6. 为使贵方对我们的产品有所了解，现附寄一份我们的最新产品目录供他方参考。n6. To acquaint you with our products, we are now enclosing you a copy of the latest catalogue of our products for your reference.Project 4 Making Enquiries Project Practice Tasks

46、工程实际任务义务I. Sentence Translation单句翻译单句翻译 Task 4.1 B. Translate the following sentences into English:Page 41n7. 如贵方能供应所要求的质量和型号的产品，我方能够经常向他方大量订购。n7. If you can supply goods of the type and quality required, we may place you regular orders for large quantities.n8. 我们通常看样以后才订货。请给我们寄几件样品来看看。n8. We usuall

47、y order after having tested samples. Please send us a few samples of your products for study.n9. 在这笔订单以外，请再报给我们五十吨货。n9. In addition to this order, please offer us another / a further (quantity of) 50 metric tons.Project 4 Making Enquiries Project Practice Tasks工程实际任务义务I. Sentence Translation单句翻译单句翻译

48、 Task 4.1 B. Translate the following sentences into English:Page 42n10.盼告他方能按什么价钱、什么条款和多少数量供应以下商品：n10.You are expected to let us know at what price, on what terms and in what quantity you can supply us with the following articles.n11.我们想知道订货超越10 000打，能给多少折扣。n11. We should like to know how much disco

49、unt you can allow us for / on orders of more than / exceeding 10 000 dozens.Project 4 Making Enquiries Project Practice Tasks工程实际任务义务. Message Translation短文翻译短文翻译 Task 4.2 Translate the following letter into Chinese:Page 43Dear Sirs,Thank you for your letter of June 10 and the catalogue enclosed.Aft

50、er studying the catalogue carefully, our customers are interested in your rice and soybeans.We will appreciate it if you can quote us your lowest price CFR Singapore for 500 M/Ts of polished rice, indicating the earliest date of shipment.敬启者：敬启者：赞赏贵方赞赏贵方6月月10日的来函及随函附寄的目录。日的来函及随函附寄的目录。仔细研讨目录后，我方客户想要购

51、买贵方的大米和大豆。仔细研讨目录后，我方客户想要购买贵方的大米和大豆。如蒙报给我方如蒙报给我方500公吨精制大米的公吨精制大米的CFR新加坡最低价以及最早船期，我方将不胜赞赏。新加坡最低价以及最早船期，我方将不胜赞赏。Project 4 Making Enquiries Project Practice Tasks工程实际任务义务. Message Translation短文翻译短文翻译 Task 4.2 Translate the following letter into Chinese:Page 44For your information, competition for such k

52、ind of product is tough here. Please ensure that your price is quite competitive so that we can secure more orders for you.We are awaiting your early reply with keen interest.Yours faithfully, 顺告他方，当地同类产品的竞争非常猛烈。请确保贵方的价钱极具竞争力，以便我方顺告他方，当地同类产品的竞争非常猛烈。请确保贵方的价钱极具竞争力，以便我方能为他争取更多的订单。能为他争取更多的订单。我方殷切等待着他方早日

53、回复。我方殷切等待着他方早日回复。商祺！商祺！Project 4 Making Enquiries Page 45Task 4.3Project 4 Making Enquiries Situational Practice 情境任务实际Page 46Task 4.3Reference Key to Project Practice TasksBuyers General InquiryProject 4 Making Enquiries Situational Practice 情境任务实际Page 47Task 4.3Reference Key to Project Practice Ta

54、sksBuyers General InquiryProject 4 Making Enquiries Situational Practice 情境任务实际Page 48Task 4.3Reference Key to Project Practice TasksBuyers General InquiryProject 4 Making Enquiries Situational Practice 情境任务实际Page 49Task 4.4You are the purchase manager of Samuel & Varge Trading Co., Ltd. and writing

55、 a letter to Kunming Ruili Industrial Trading Co., Ltd. after receiving their inquiry. In the letter you appreciate their improvement in work and agree to re-establish business relations with them stating some good reasons. You are making an inquiry for 1000 sets of cell phones Art.No.U85 at the low

56、est price in CNY on DAP Chiang Rai and FCA Ruili basis, the best discount, the time of delivery and the payment terms.When drafting the letter, you need decide a proper date and all the necessary details by yourself to fulfill the task.Project 4 Making Enquiries Situational Practice 情境任务实际Page 50Tas

57、k 4.4Reference Key to Project Practice TasksBuyers Specific InquiryProject 4 Making Enquiries Situational Practice 情境任务实际Page 51Task 4.4Reference Key to Project Practice TasksBuyers Specific InquiryProject 4 Making Enquiries Situational Practice 情境任务实际Page 52Task 4.4Reference Key to Project Practice

58、 TasksBuyers Specific InquiryProject 4 Making Enquiries Situational Practice 情境任务实际Page 53Task 4.5You are representing the Marketing Dept. of the Miller Consultant to reply to the letter of inquiry in Task 3.5, and the following contents must be mentioned in it:1. To have received the letter and the

59、 catalog with thanks2. To introduce your company3. The clients are interested in Rainbow Brand Weed Eradicator Design No. WE925 and ask for some specific information of the article, such as price in USD on FOBc3, CFRc3 and CIFc3 basis, packing, delivery date, payment term, insurance coverage All Risks and War Risk, etc.4. To make some encouragementWhen drafting the letter, you need decide a proper date and all the necessary details by yourself to fulfill the task.Project 4 Making Enquiries Situational Practice 情境任务实际Page 54Task 4.5Reference