第4课 询盘及答复Enquiries and Replies-课件

1、第4课 询盘及答复Enquiries and Replies教学目的要求：了解询盘的种类及什么是“第一次询盘”；掌握什么是询价/询盘、掌握本单元“书信指导”(letter-writing guide)、本单元相关边缘业务知识、词汇、术语及有用的表达教学重点与难点：询盘的种类及什么是“第一次询盘”；写作中要求使用符合商务英语特点的语言资信调查的方式；资信调查的途径教学时数：共计2学时（其中理论课2学时，实验课 学时，习题课 学时，讨论课 学时）教学内容与方法：4.1 Enquiries4.1.1 Information RelatedAn enquiry is a request for inf

2、ormation about the goods, including catalogues, samples, prices, payment terms, delivery etc (et cetera it'setr   ).Enquiries are generally made/sent by buyers/importers to sellers/exporters after seeing an advertisement in newspaper, or visiting a trade fair etc.Enquiries may be made by po

3、st, fax, e-mail, even telephone or through face-to-face talk.1First enquiryAn enquiry sent to a supplier/exporter that importers have not previously dealt with. It should begin by telling how importers obtained the name of the company and the importer makes an introduction of his own business.2Gener

4、al enquiryAn enquiry made to get the general information about the goods. In the general enquiry, the importer may only ask for catalogues, price lists, samples, or other information from the exporter.3Specific enquiryAn enquiry made to get detailed information about the goods, such as price, terms

5、of payment, delivery etc. concerning particular goods the importer are interested in.4.1.2 Words and Phraseshome textile products家用纺织品all-cotton bed sheets全棉床单bed sheets of various sizes and designs各种尺码和花色的床单sample-cutting book布料剪样本place substantial/regular/large orders大量订购pay by sight L/C即期信用证支付Be

6、accepted by sbsynthetic fiber or blended fiber人造纤维或合成纤维at a workable price以可行的价格4.1.3 Writing Steps 1. Tell the reader where you learnt of his company and its products. Or/And introduce your own business. (if this is the first time you write to the reader)2. Make the enquiry: state exactly what you

7、want, a catalogue, or samples (general enquiry), or the specific products, quantity, terms of price (FOB, CIF) (specific enquiry). You can also mention your own terms of payment, time of delivery, discount, packing or insurance.3. Ending on an optimistic note and request an early reply.4.2 Replies4.

8、2.1 Words and Phrasespunctual/prompt shipment及时交货或者装运see (to it) that确保stipulated time规定的时间meet the increasing demand满足增长的需要assure sb. of sth. 向某人确保4.2.2 Writing Steps 1. Thank the customer for their interest in your products and confirm that you can help.2. Say that you are sending to them, such as

9、 a catalogue, a price list, advertising literature etc.3. Quote1) Terms of payment (L/C)2) Shipping date, etc.4. Promote your product and explain how it suits the customers needs. Introduce marketability (市场适销性).5. End on an optimistic note and encourage the customer to phone or fax you for more inf

10、ormation.4.2.3 Useful Expression1In order to ensure punctual shipment of the goods to be ordered, please see that the L/C reaches us at least 30 days before the stipulated time of shipment.为保证所订货物及时发运，请确保信用证在规定的发运日前30天开到我处。2If you are in need of any other information, please feel free to let us know

11、.如需其他信息，请随时与我们联系。课后教学小结：1) n. 报盘 (通常和介词for, of或on连用)Please make us an offer CIF London for (on) 20 metric tons groundnuts.请给我们一个20公吨花生伦敦到岸价格的报盘。The offer is firm(valid, good, open, for effective, enforce) for two weeks. 此报盘两周内有效。2) v.报盘If you can offer, please telex us.你方如能报盘，请电传通知我们。At present

12、, we cannot offer more than 1000 short tons.目前， 我们的报盘不能多于1000短吨。firm offer 实盘受盘人在有效期内表示完全同意，交易立即达成的报盘为实盘。表示有效期的方法：We offer you firm subject to reply by 5 p.m.our time,Wednesday, 3rd, Oct.兹报实盘，以我方时间10月3日星期三下午5时以前答复为有效。non-firm offer 虚盘发盘人没有肯定的订立合同的意旨，例如反映在发盘内容不明确(Not clear),或者主要条件不完备(Not complete),或者

13、不是最后的(Not final),这种发盘对发盘人无约束力(Without engagement)。We are ready to sell A我方准备卖A商品。We offer A,Shipment July, CIF London sterling 500 per metric ton.我方报盘A商品，七月份装船，每公吨CIF伦敦500英镑。与offer连用的动词有：send, give, make, cable, telex, forward等。与offer有关的常见短语to accept offer       &#

14、160;         接受报盘to confirm offer                确认报盘to decline offer                拒绝报盘to entertain offer

15、60;             考虑报盘to extend offer                 延长报盘to withdraw(cancel)offer        撤回报盘to renew offer   &

16、#160;              恢复报盘 作业布置：Please write the following sentences into English:1感谢在纽约的ABB公司处得知贵司，希望与你建立业务关系。2谢谢你们7月20日询问我们的产品并要求我们报大宗购买条件。3我们很想收到你们的插图目录和报价单。4感谢ABC公司的先生向我们推荐你方作为巴黎的主要进口商。5ABC公司建议我方与你方联系做计算机产品的生意。教学后记：此课采用了将班分成两组，一组

17、讨论询盘的内容及注意事项，另一组作为答复组。这种上课方式，调动了同学们的学习积极性，取得了预期的效果。several group number, then with b ± a, =c,c is is methyl b two vertical box between of accurate size. Per-23 measurement, such as proceeds of c values are equal and equal to the design value, then the vertical installation accurate. For example a, b, and