外贸函电中的询盘

1、Chapter ThreeEnquiryLearning Objective:To master the writing methods of an enquiry; To identify the types of enquiries;To grasp the definition of enquiry and useful expressions.Section One Brief IntroductionIn foreign trade, enquiries are usually made by buyerswithout engagement to get information a

2、bout the goods to beordered, such as price, catalogue, delivery date and other terms.Enquiries may be either dispatched by mail, cable, telex and faxor handed to the supplies through personal contact.When making an enquiry, a buyer usually begins with aquestion or questions he wants to ask. The read

3、er then knows at once what the enquiry is about.Generally speaking, we should keep our enquiry short and to the point; say what needs to be said and then stop. For instance, if you are an enquirer, you should state clearly in your enquiries to foreign suppliers your exact requirements, inclusive of

4、prices, discounts, terms of payment and the length of time required for delivery. There is no need for long, over-polite phrases and still less for humbleness. Nowadays, many firms even use a printed enquiry form instead of a letter.An enquiry must be acknowledged in terms that establish good will i

5、f an immediate sale is not possible. If it is from an old customer, say how much you appreciate it; if it is from a new customer, say you are glad to receive it an express the hope of keeping up friendly business relationship.Furthermore, enquiries should be addressed to the company because, in this

6、 way, your letter will receive quick attention. If you address the enquiries to an individual, your letter may have to wait while he is away. Or you may make a mistake and address it to the wrong individual, and this will also mean delay.To sum up, enquiries should be brief, specific, courteous and

7、reasonable. In return, the answers to enquiries should be prompt, courteous and helpful. In case the goods enquired for are currently out of stock, the supplier should inform the enquirer when they will be available and, by taking this opportunity, introduce some other products as substitutes so as

8、to create a good impression, which hopefully will result in more business.Section Two Writing StepsOpening:If this is the first time the enquirer asks for product details from the reader, the former should state clearly where he obtained the relevant information of the latter. After that, he can mov

9、e further to make a brief introduction about himself. By doing so, the enquirer can help the receiver obtain as much information as possible about the former so as to eliminate the latters worry in establishing business relationship with the enquirer.If this is not the first time, the enquirer would

10、 probably express his current situation and interest in the very beginning. Since the enquirer and the receiver have known each other well, this kind of enquiry letter can be more casual than the situation mention above.Body: In this part, the enquirer should get down to the point and state clearly

11、what details of the product he would like to know.Closing: to express hope of early replySection Three Specimen LettersSpecimen Letter 1 A general enquiryDear Sirs,We learn from Brown & Clark Co. Ltd., New York that you are a leading company in exporting cotton piece goods.At present, we are int

12、erested in Printed shirting and shall be pleased to receive from you by airmail catalogues, sample books and all necessary information regarding these goods so as to acquaint us with the quality and workmanship of your supplies. Meanwhile please quote us your lowest price CIF Pusan, including our 5%

13、 commission, stating the earliest date of shipment.Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.We trust you will give us an early reply.Yours faithfully,Noteslearn from 从获知leading company 大公司，主要的公司cotton piece goods 棉制品at present 目前r

14、eceive from 收到的来信regarding 跟有关的acquaint with 使熟悉，了解workmanship 工艺place a large order with 向下一笔大数额的订单Specimen Letter 2 A specific enquiry for iron nailsDear Sirs,We intend to buy large quantities of Iron Wire Nails of all sizes and should be obliged if you would give us a quotation per metric ton CFR

15、. Lagos, Nigeria.It would also be appreciated if samples and/or brochure could be forwarded to us.We used to purchase this article from other sources, but now prefer to buy from your corporation because we are given to understand you are able to supply large quantities at more attractive prices. Bes

16、ides, we have confidence in the quality of Chinese products.We look forward to hearing from you by return.Yours faithfully,Notesbe obliged 不胜感激metric ton 公吨be appreciated 不胜感激brochure 产品说明书forward 寄送be given to understand 获悉，听说hear from 收到来信by return 立即，收信后立即Specimen Letter 3 An enquiry for porcelai

17、n waresDear Sirs,Through the courtesy of the Chamber of Commerce in your country we learn that you are one of the leading exporters of porcelain wares of a variety of types. We avail ourselves of this opportunity to approach you in the hope of establishing business relations with you.We have been ex

18、porters of porcelain wares for many years. Now we are interested in your porcelain tea and coffee cups and saucers of different shapes.Please inform us of your trade terms and forward samples and product brochures. If your prices are in line, we trust important business can materialize.We are lookin

19、g forward to your early reply.Yours faithfully,NotesThrough the courtesy of 承蒙的帮助或介绍Chamber of Commerce 商务部porcelain wares 陶瓷器皿a variety of 各种各样的avail oneself of this opportunity to 借此机会去approach 靠近，接近in the hope of 寄希望于inform sb of 告知，通知某人be in line 合适materialize 得以实施，实现Specimen Letter 4 Enquiry ab

20、out ability to produce according to specificationsDear Sirs,Can you screen-print T-shirt to our specification?We are now expanding our business to include items for collections. We are looking for manufacturers who can make and print T-shirts according to our patterns and designs. Since the T-shirts

21、 are intended for the niche market of collection, the quality is of utmost importance. Though the number of prints for each design may not be very large, we are prepared to accept prices a little higher than ordinary items. It is understood that the designs are and remain to be our intellectual prop

22、erty rights. You are not supposed to duplicate or sell any of our designs to any other customers without our written approval.In order to safeguard the collection value, defective pieces, if any, shall be destroyed. They shall not be disposed of in any other markets including your own domestic marke

23、t.Please let us know if you are interested in such cooperation. If you are, please quote us lowest FOB price, stating your normal lead-time.If your price is competitive and delivery time acceptable, we are ready to sign long-term contract with you.Your early reply will be highly appreciated.Yours fa

24、ithfully,Notesscreen-print 丝网印刷intend 打算niche market 缝隙市场，瞄准机会的市场of utmost importance 非常重要intellectual property rights 知识产权duplicate 复制written approval 书面同意FOB 离岸价Section Four Useful Expressions and SentencesUseful Expressions1.learn/obtain from 从获知2.Through the courtesy of 承蒙的帮助或介绍3.leading company

25、 大公司，主要的公司4.at present 目前5.be obliged/grateful 不胜感激6.appreciate it if 如果我（们）将不胜感激7.place an order with 向下订单8.brochore/leaflet/pamphlet 产品说明书9. avail oneself of this opportunity to 借此机会去10. in the hope of 寄希望于11. inform sb of 告知，通知某人12. be in line 合适13.intend to 打算14.be of utmost importance 非常重要15. b

26、y return 立即，收信后立即16.prospective customers 潜在的客户17.forward 寄送Useful SentencesOpening1. We learn from that you are exporting 我方从获悉贵方出口2. We know your company through the courtesy of 承蒙公司好意，介绍贵公司给我方。3. We are keenly interested in importing from your company.我方很希望从贵公司进口4. We have seen your advertisement

27、 in and are particularly interested in your 我们在见到你们的广告，我们对你们的尤感兴趣。WeBody1. It will be appreciated if you can quote us a firm offer for 如果你方能报的实价的话，我方将不胜感激。2. Please quote your lowest prices for请报的最低价格。3. Please quote us your best price and shipping date.请报以最低价格及装运日期。4. We would appreciate a sample o

28、f each of the items listed above.请寄来以上物品的样品。5. Please submit specifications, perfectly with illustrations.请说明产品规格，最好附上图示。6. Please send us your latest catalogue with your best CIF Tianjin prices.请寄来你方最新的产品目录并报以最低的天津到岸价。7. If you do not deal in this line, please hand on our enquiry to the appropriate

29、company.如果你方不经营此业务，请将我们的询盘转交给有关公司。8. Should your price be found competitive and delivery date acceptable, we intendto place a large order with you.如果你方报价有竞争性且交货期可以接受，我们将会向你们下一笔大订单。 Closing1. We look forward to hearing from you.期盼你方早日回复。2. We hope this will be a good start for long and profitable bus

30、iness relations. 希望这是我们双方长期互利关系的开始。.3. I am looking forward to a favorable reply at your earliest convenience.急盼佳音。4. We trust you will give us an early reply.相信你方将尽早回复。Section Five ProjectsProject 1Situation:假设你是吉隆坡菲新雅贸易有限公司的业务员，从事各种自行车的进出口，你的一些潜在客户对飞鸽牌自行车感兴趣，打算从你这购买1000辆该品牌自行车，向你寻求报价。你现在写信给中国的一家自行

31、车出口商咨询自行车单价及供应1000辆自行车的条件，并要求对方报1000辆飞鸽牌自行车吉隆坡到岸价及交货时间。Requirements:Write an enquiry letter according to the above situation.Project 2把下列询盘翻译成英文：我公司从纽约ABC公司获悉，你公司专门出口尼龙床单和枕套，我们是中国一家有着40多年历史的大型纺织品进出口公司，现欲从贵公司进口优质床单及枕套，如能将贵公司最新的产品目录及价格单发给我方，将不胜感激。Section Six Exercises Fill the missing words in the bla

32、nkets with the given letters.Dear Sirs，Thank you for your letter of March 6 for our tape recorders and your business relations with us.As requested, we are sending you our sheet covering the types in which you are interested. Unless stated, all the products can be supplied within four weeks after of

33、 your order and the prices listed are to our final . On an order 10,000 sets, we usually allow a 3% .cover for . Should any of the items be suitable for your market, pleaselet us know. As soon as your enquiry is received, we will make you an offer immediately.Y.Yours faithfully, Translate the follow

34、ing sentences into English1承蒙武汉菲新雅贸易有限公司的惠顾，我们了解到贵公司专门从事纺织品的进出口已经数十年了.3我们写信给你寄希望于能和你们建立业务关系.4你方如果能报优质绿茶的成本加运费保险费到墨尔本最低价，我们将不胜感激.5你方所报价格需要包括到温哥华的保险和运费.6希望这是我们双方长期共利关系的开始. Translate the following letter into English事由本公司是芝加哥最大的缝纫机进口商之一，我们经营各种牌号的缝纫机已经有二十多年了。我们热切地希望与你公司建立业务关系，发展我们两国之间的贸易。随函附上地235号询价单一纸，

35、盼望你方早日给我们报芝加哥到岸价，包括我们的佣金5%，报价时请讲明最早交货期和可供数量。为了便于我们了解你们的产品，请你们立即航空邮寄目录十本。倘若你们报价具有竞争性的话，我们打算订购1000台。如蒙早日复信，不胜感激。Section Seven Professional Development外贸业务员如何才能有效促进询盘成交？当外贸企业已经从网络上获得了询盘，并且跨过了群发阶段，与海外买家取得了一对一的连接，这时应该遵循怎样的一些原则，才能尽可能的将询盘向成交的方式引导？首先，业务员主动联系买家的频率不要过高，但要保持所有联系方式畅通可用。外贸业务员需要理解，初期的海外潜在买家一定不会回复

36、您的每一封邮件的，当外贸业务员追问目标价格、出货日期、订单进展等敏感信息时，很多海外买家不得不选择沉默，因为他可能自己还没有落实好，或者他觉得还没有到告知您这些信息的阶段；当外贸业务员只是闲聊式的和他沟通交流，试图拉近距离，他也可能不会搭理您，因为很多海外买家只关注生意本身，不必要的交流他们并不欢迎。当外贸业务员的几封询盘买家没有回复，您或多或少总会感觉心里没底，担心订单是否被别人给抢了，总想做些什么事去争取。但其实，订单实在不是争取来的，您即使每天电话传真邮件轮番轰炸，也很难将一个不属于您的订单争取过来，只可能让买家觉得威胁和反感，更糟糕的是，下一次他有询盘，会犹豫是否还要再发给你。其次，要多和海外买家展望未来，多向买家介绍您的历