外贸函电unit4

1、新世纪高职高专商务英语类课程规划教材新世纪高职高专教材编委会组编主编吴思乐胡秋华大连理工大学出版社InquiryUnit 4Part 1Basic Knowledge ConcernedPart 2Letter-writing GuidePart 3Other Commonly Used Expressions and SentencesPart 4Sample LettersPart 5Practical Training大连理工大学出版社InquiryUnit 4Leading-in TasksTry to finish the following tasks and predict th

2、e objectives and focus of this unit.Task 1.假设你是中国光明国际贸易有限公司（Guangming International Trading Co. Ltd.；Address：30 Sichuan Road, Shanghai, China；Tel：86-21-12345678；Fax：86-21-23456789；Email: ）进出口部的经理。最近，你公司打算从英国伦敦亚瑟父子公司（Messrs. Arthur Grey & Son Co., Ltd.；Address：19 Cheapside, London, E.C.2；Tel：0044

3、-20-876543；Fax：0044-20-765432；E-mail：mags_）进口100 台真空吸尘器（vacuumcleaner）。现在，请致函该公司向其询盘。大连理工大学出版社InquiryUnit 4Leading-in Tasks注意信中务必包含以下内容：(1) 我们在广交会（Guangzhou Fair）上得知贵公司以及贵公司的产品。(2) 我方是中国上海主要的吸尘器经销商。(3) 我方拟购100 台V-368 号真空吸尘器，如能详报含2%佣金的成本加运费、保险费到伦敦的最低价，将不胜感激。(4) 报盘时，请说明支付条款、最早装运期、包装条款以及折扣等方面的情况。(5) 静候

4、佳音。大连理工大学出版社InquiryUnit 4Leading-in TasksTask 2.针对任务1 中所拟信函的内容，以亚瑟父子公司出口部经理的身份拟一封回函。注意该回函中务必包含以下内容：(1) 感谢贵公司的询盘。(2) 很抱歉由于订单甚多，贵方所需型号的产品暂时无法供货。(3) 很遗憾不能满足贵公司的需要，一旦有新货供应，我们将立即与你们接洽。(4) 随函附上本公司其他同类产品的目录及价格表，如有兴趣或者有进一步的需要，务请告知。(5) 希望将来能与贵公司做生意。大连理工大学出版社Basic Knowledge ConcernedPart 11. An InquiryAn inqu

5、iry is a request for information on goods. When business people intend to import a product, they send out an inquiry to an exporter. It may ask for a quotation or an offer for the goods they wish to buy or simply request for some general information regarding these goods. An inquiry can be made by w

6、ritten correspondence, such as a letter, telegram, telex, fax, e-mail or verbally by talk in person.Inquiries from regular customers may be very simple in content, in which only the name and/ or specifications of the commodity will be mentioned. Other inquiries may include great details such as the

7、name of the commodity, quality, specifications, quantity, terms of price, terms of payment, time of shipment, packing method, etc. required by the buyer so as to enable the seller to make proper offers.大连理工大学出版社Basic Knowledge ConcernedPart 12. The Reply to an InquiryAn inquiry received from abroad

8、must be answered fully and promptly.The reply to an inquiry can be regarded as an OFFER if you state all the terms and conditions as requested. (Details as Unit 5)If there is no stock available for the time being, you should acknowledge the inquiry at once, explaining the situation and assuring that

9、 you will reply to it once a supply becomes available. If the inquiry is from a regular customer, express how much you appreciate it. If it is from a new customer, say you are glad to receive it and express the hope of a future business relationship. In a word, the reply to an inquiry should be prom

10、pt and courteous and cover all the information asked for.大连理工大学出版社Basic Knowledge ConcernedPart 13. Categories of Inquiries(1) General Inquiries: If the importers want to have a general idea of the commodity, which the exporter is in a position to supply, they may make a request for a pricelist, a c

11、atalogue, samples and other terms. This is a general inquiry. Generally, it is also a first inquiry without first writing a letter to establish business relations.(2) Specific Inquiries: If the importers intend to purchase goods of a certain specification, they may ask the exporter to make an offer

12、or a quotation for specific goods. That is a specific inquiry.大连理工大学出版社Basic Knowledge ConcernedPart 14. The Main Contents of a Letter for Inquiry(1) General InquiriesA general inquiry usually includes the following contents:a. Telling addressees the source of information and making a brief self-int

13、roduction.b. Indicating the intention of writing the letter, i.e. to ask for a catalogue, samples or a pricelist.c. Stating the possibility of placing an order and expectation of an offer.(2) Specific InquiriesA specific inquiry usually includes the following contents:a. Indicating the names and des

14、criptions of the goods inquired for, including specifications, quantity, etc.b. Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect.c. Stating the possibility of placing an order and expectation of an offer.大连理工大学出版社Lette

15、r-writing GuidePart 2Steps/ContentsTypical ExpressionsFor letters making inquiries:1. Telling the addressees how and where their names and address are known (source of information).See also Unit 2.2. Self-introducing.See also Unit 2.大连理工大学出版社Letter-writing GuidePart 2Steps/ContentsTypical Expression

16、sFor letters making inquiries:3. Indicating the intention of writing the letter and the specific goods you want topurchase.We are in the market for. (我方拟购)We are considering the purchase of. (我们正打算购买)We are interested in importing., but we need to have further details before making a final decision.

17、 (我方有兴趣进口，但在做决定前需要对此做进一步的了解。)We are regular buyers of. (我们是购买的老客户。)See also Unit 2 for other similar expressions.大连理工大学出版社Letter-writing GuidePart 2Steps/ContentsTypical ExpressionsFor letters making inquiries:4. Inviting a quotation or an offer (asking for a pricelist, a catalogue, samples and othe

18、r terms, stating clearlyyour exact requirements).We would be pleased to receive your latest pricelist for. (我们非常希望能收到贵方的最新价目单。)Please send us samples and quote us your lowest prices for. (请就给我们寄样品和报最低价。)Would you please supply us with a complete set of catalogues for. So that we may make a choice?(能

19、否请您给我们提供一整套的目录让我们做选择？)Please send us your best offer by fax indicating packing, specification, quantity available，discount and the earliest time of delivery. (请向我们报最低价并注明包装、规格、可供数量、折扣和最早的交货期。)大连理工大学出版社Letter-writing GuidePart 2Steps/ContentsTypical ExpressionsFor letters making inquiries:4. Inviting

20、 a quotation or an offer (asking for a pricelist, a catalogue, samples and other terms, stating clearlyyour exact requirements).If you can supply goods of the type and quality required, please make us a firm offer and quote your lowest prices.(如果你们能够提供同类同质商品，请向我们报实盘和最低价。)We would like to know if you

21、 allow discounts. (我们想知道，你方是否给我们折扣。)Would you let us know what discount you can give for an order exceeding 1,000 metric tons? (能否告知超过1000 公吨后的订单折扣是多少？)See also Unit 2 for other similar expressions.大连理工大学出版社Letter-writing GuidePart 2Steps/ContentsTypical ExpressionsFor letters making inquiries:5. St

22、ressing that the quotation or offer should be reasonable and competitive; stating the possibility of placing an order.We hope that your price will be workable and that our business will result to our mutual advantage. (希望贵方的价格可行，交易可以在互利的条件下达成。)Please take into consideration when quoting a price that

23、 we may place regular orders for large quantities. (你们在报价时要考虑到我们会经常性地大量订购。)If your prices prove reasonable and satisfactory, we will place a large order with you soon. (若贵方价格合理，我们会当即大批订货。)If your quality is good and the price is suitable for our market, we would consider signing a long term contract

24、 with you. (若贵方质好价适，我们愿与贵公司签署一项长期合同。)Prices provided should be acceptable/reasonable. (前提是价格便宜。)大连理工大学出版社Letter-writing GuidePart 2Steps/ContentsTypical ExpressionsFor letters making inquiries:6. Expressing your expectation.We are looking forward to. (盼)Will you please inform us of your decision by

25、October 10, 2014, so that we can place our order promptly? (能否请贵方在2014年10月10 日前告知我方，以便我方及时下订单。)See also Unit 2 for other similar expressions.大连理工大学出版社Letter-writing GuidePart 2Steps/ContentsTypical ExpressionsFor letters in reply（unfavourable reply）1. Expressing your thanksfor inquiries.Thank you fo

26、r your inquiry of. for. (谢谢贵方时候对的询盘。)See also Unit 2.2. Making an offer.A reply to inquiries usually means an offer.(Details as Unit 5)大连理工大学出版社Letter-writing GuidePart 2Steps/ContentsTypical ExpressionsFor letters in reply（unfavourable reply）5. Stressing that the quotation or offer should be reason

27、able and competitive; stating the possibility of placing an order.We very much regret that we are unable to supply you the small quantity you require. (很遗憾由于你方所订数量太少，我们无法供货。)Owing to heavy orders, we regret being unable to meet your requirement for the time being. (由于订单甚多，目前暂不能满足你 的需要，很抱歉。)We regret

28、 to inform you that we do not have in stock the goods in the desired quality. (很遗憾通知贵方，我们目前没有你们想要的同质量现货。)We regret to inform you that we are not in a position to cover your need for the said goods. Once our supplies are replenished, we shall be pleased to revert to this matter.(很遗憾我们不能满足你们对该商品的需求。一旦

29、有新货供应，我们将再和你们接洽。)大连理工大学出版社Letter-writing GuidePart 2Steps/ContentsTypical ExpressionsFor letters in reply（unfavourable reply）4. Expressing your expectation.We look forward to doing business with you in the future. (期待将来能与贵方做生意。)See also Unit 2 for other similar expressions.A favourable reply to an i

30、nquiry means an OFFER, so please see next unit for other expressions.大连理工大学出版社Other Commonly Used Expressions and SentencesPart 3Expressions1. be in the market for .; be considering the purchase of . 拟购be desirous of .; desire.; be interested in . 想要(买)2. to make /send sb. an inquiry for .; to inqui

31、re (for). 就向某人询盘3. to make/ cable sb. an offer for . 就商品给某人发盘/以电报的形式发盘4. place an order with sb. (for sth.) 向某人订购(某物)；（就商品）向某人下订单5. illustrated catalogue 带有图片说明的目录大连理工大学出版社Other Commonly Used Expressions and SentencesPart 3Expressions6. Please state the terms of . 请说明的条款7. This is in reply to ones i

32、nquiry of . 兹答复某人时候的询盘8. date of delivery 交货期9. lowest price; best price; favourable price; rock bottom price; competitive price; reasonable price；fair price最低价；最佳价；最优惠价；底价；竞争价；合理价；公平价10. regular order；regular supply；bulk buying 定期购买；定期供应；大量购买大连理工大学出版社Other Commonly Used Expressions and SentencesPar

33、t 3Expressions11. special discount 特别折扣12. available from stock；offer from stock；have goods in stock 供现货；有现货13. up-to-date price list; latest price list 最新价目表14. as specified below; as stated below; as stipulated; as above-mentioned 规格如下；说明如下；按规定；如上所述15. ready market；ready buyers 现成的市场，成熟的市场；现成的买主大连

34、理工大学出版社Other Commonly Used Expressions and SentencesPart 3Expressions16. the taste of the market 市场需求/品位/偏好17. captioned goods 标题商品(标题中提到的商品)18. to be under offer; to be on sale (商品)在出售中19. steady demand 稳定的需求大连理工大学出版社Other Commonly Used Expressions and SentencesPart 3Typical Sentences1. Inquiring f

35、or the full details of particular goods in courteous phrases:(用客气的表达询问某种商品的详细情况：用客气的表达询问某种商品的详细情况：(1) There is a steady demand for stainless steel tableware at our end. Will you please send us your illustrated/latest catalogue and full details of your prices and terms of payment, together with sampl

36、es?(2) Please send me a description of your electric hedge trimmers (切边机，绿篱修剪机).(3)We have seen your advertisement in Chinas Foreign Trade and would be glad if you will send us the particulars of bed sheets and pillowcases.(4) We would be pleased if you would let us have a list of the items you requ

37、ired.(5) We have an importer enquiring for woolen blankets and would like to obtain a catalogue, and price-list together with the samples as soon as possible.大连理工大学出版社Other Commonly Used Expressions and SentencesPart 3Typical Sentences2. Stating your intention of purchasing and inviting an offer dir

38、ectly:(直接说明你的购买意愿并邀请对方发直接说明你的购买意愿并邀请对方发盘：盘：)(1) We would be pleased if you send us your lowest quotation for the following:.(2) A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods, as specified below, for which you are requested to make an offer.(3) We have pl

39、easure in informing you that we are interested in your plastic kitchen- ware and would like you to make us an offer.(4) We have an inquiry in hand for a large quantity of Bitter Apricot Kernels. Please inform us of the prices of the products that you can supply.大连理工大学出版社Other Commonly Used Expressio

40、ns and SentencesPart 3Typical Sentences2. Stating your intention of purchasing and inviting an offer directly:(直接说明你的购买意愿并邀请对方发直接说明你的购买意愿并邀请对方发盘：盘：)(5) Wed like to have your lowest quotations CIF Vancouver.(6) Kindly let us know the prices and quantities of the best refined sugar you are able to del

41、iver to us.(7)We would be much obliged if you could quote us the best CIF Shanghai and indicate the respective quantities and various sizes that you could supply for prompt shipment.(8) Please let us know at what price, on what terms and in what quantity you can supply the captioned goods.大连理工大学出版社O

42、ther Commonly Used Expressions and SentencesPart 3Typical Sentences3. Indicating the possibility of placing a favourable order and stressing that the offer should be reasonable and workable: (指出大量购买的可能性，希望对方的报盘合理、指出大量购买的可能性，希望对方的报盘合理、可行：可行：)(1) Please take into consideration when quoting a price tha

43、t we may place regular orders for large quantities.(2) We have ready buyers of these commodities and, if your prices are competitive, we have every reason to believe that we can place large orders with you.(3) If you are in a position to meet our demand, we will place a large order with you.(4) We h

44、ope that your price will be workable and that our business will result to our mutual advantage.(5)If your quality is good and the price is suitable for our market, we would consider signing a long term contract with you.大连理工大学出版社Sample LettersPart 4Sample 1: A General InquirySample 2: A Specific Inq

45、uirySample 3: A Reply to Sample 2NotesNotesNotes大连理工大学出版社Sample LettersPart 4Sample 1: A General InquirySample 2: A Specific InquirySample 3: A Reply to Sample 2NotesNotesNotes大连理工大学出版社Sample LettersPart 4Sample 3: A Reply to Sample 2Sample 2: A Specific InquirySample 1: A General InquiryNotesNotesN

46、otes大连理工大学出版社NotesPart 41. detail n. 详细情况（一般用复数）in detail 详细地，逐一地2. promising market：有前景的市场3. moderate 意思是“适度的；合适的”，所以“moderately priced”指“适中定价的”。大连理工大学出版社NotesPart 41. www.C 中国出口商品网2. cushions n. 垫子，软垫；back cushions 指靠背垫。3. be well connected with 与某人关系好，与某人联系密切4. CIF：成本加保险费、运费至指定目的港这是进出口交易的一种价格术语，英

47、文全称为cost, insurance and freight（成本、保险费加运费），指产品价格里包含了成本以及货物运至目的港的运费和保险费。大连理工大学出版社NotesPart 41. be in a position 指“处在某种状态，能够”。所以“are not in a position”可以理解为“不能够”。2. heavy orders 指大量的、过量的订单，而large order 则指“大(额)订单”。3. available 这是商务函电里用得很频繁的一个词，意思是“可获得的，可供应的，有存货的”。中文中的“现货供应”常被翻译为“available from stock”。大

48、连理工大学出版社Practical TrainingPart 5I. Elementary Training(1) illustrated catalogue(2) date of delivery1. Translate the following English into Chinese.带有图片说明的目录表交货期大连理工大学出版社Practical TrainingPart 5I. Elementary Training(3) special discount(4) the taste of the market1. Translate the following English int

49、o Chinese.优惠折扣市场需求大连理工大学出版社Practical TrainingPart 5I. Elementary Training(5) up-to-date price list(6) promising market1. Translate the following English into Chinese.最新价目表有前景的市场大连理工大学出版社Practical TrainingPart 5I. Elementary Training(7) bulk buying(8) available from stock1. Translate the following En

50、glish into Chinese.大量购买有存货的大连理工大学出版社Practical TrainingPart 5I. Elementary Training(9) One of our customers takes interest in Model 123, and we would like to receive a sample and quotation.(10) Im interested in your Green Tea. I think some of the items will find a ready market at our end. Id like to

51、have your lowest quotation, CIF Victoria.1. Translate the following English into Chinese.我方一客户想买123 型货物，希望你方寄一样品和报价单来。我方对你方的绿茶感兴趣。我方认为，其中的某些品种在我方市场上会很畅销。希望得到你方的维多利亚目的港交货最低价。大连理工大学出版社Practical TrainingPart 5I. Elementary Training(11) We are in the market for the Mens Shirts illustrated in your catalo

52、gue No. 4. Please quote us your lowest price with the best discount and the date of delivery.(12) Please quote your lowest price CIF Singapore for each of the following items, inclusive of our 3% commission.1. Translate the following English into Chinese.我们想购买你方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。请报下列各种商

53、品的成本加保险费、运费至新加坡价，包括我方百分之三的佣金。大连理工大学出版社Practical TrainingPart 5I. Elementary Training(13) We hope that your prices will be workable and that business will result to our mutual benefit.(14) We understand that you are manufacturers of air conditioners and would like to know whether you can supply the i

54、tems as specified below.1. Translate the following English into Chinese.我们希望你方价格可行，同时希望交易能令双方受益。我们获悉你方是空调生产商，请问你方是否能供应以下规格的产品？大连理工大学出版社Practical TrainingPart 5I. Elementary Training(15) Some of our customers have interest in your canned goods and we wish to have your CIF quotations with samples and

55、full particulars.1. Translate the following English into Chinese.我方一些客户对你方的罐头食品有兴趣，请报到成本加保险费、运费至目的港价并惠寄样品及详细资料。大连理工大学出版社Practical TrainingPart 5I. Elementary Training2. Read the following letters and fill in each blank with one of the prepositions given.toatof withinonforfromontointobytoatofwithinon

56、forfromontointobyLetter 1Dear Sirs,Iron NailsWe are interested _ buying large quantities of Iron Nails _ all sizes and would be thankful if you could give us a quotation per metric ton CIF Lagos, Nigeria.It would also be appreciated if samples and a brochure could be forwarded to us.We used to purch

57、ase this article from other sources but we now prefer to buy from your corporation because we are given to understand that you are able to supply larger quantities _ more attractive prices. Besides, we have confidence _ the quality of Chinese products.We look forward to hearing _ you by return.Yours

58、 sincerely,inofatinfrom大连理工大学出版社Practical TrainingPart 5I. Elementary Training2. Read the following letters and fill in each blank with one of the prepositions given.toatofwithinonforfromontointobyLetter 2Dear Sirs,We acknowledge _ thanks the receipt of your letter dated March 11th inquiring about t

59、he possibility of selling your mens shirts, Tiantan Brand, in our market._ reply, we wish to inform you that we are well connected _ major dealers in the line of textiles. There is always a ready market here _ mens shirts, provided they are of good quality and competitive in price. Therefore, it wil

60、l be appreciated if you will let us have your best firm offer, preferably by fax, and send us samples by airmail. If your shirts agree _ the taste of our market, we feel confident of placing a trial order with you.Please give this inquiry your prompt attention.Yours sincerely,withtoatof withinonforfromo