外贸函电-Unit-3

1、Business English Correspondence外贸英语函电外贸英语函电外外 贸贸 函函 电电Unit 3 Enquiries and Replies询价及回复询价及回复外外 贸贸 函函 电电Learning objectivesUpon completion of this chapter, you should: be aware of the information to be covered in general inquiry and specific inquiry. be able to make inquiries on the detailed informat

2、ion about different products. be able to use related words and expressions to make inquiries.外外 贸贸 函函 电电3外外 贸贸 函函 电电 Basic Knowledge Concerned Letter-writing Guide Other Commonly Used Expressions and Sentences Sample Letters Practical Training Part Two Part Three Part Four Part FiveContents Part One

3、4外外 贸贸 函函 电电5Part OneBasic knowledge concernedWarming-up:After the market research and establishment of business relations, it comes to the real procedure of an import/export transaction:enquiry （询盘）（询盘）offer （发盘）（发盘）counter offer （还盘）（还盘）acceptance （接受）（接受）So enquiry is the first real step in busin

4、ess negotiation.Q: 1. Which steps are indispensable in a successful business transaction?2. Which of the above steps is made by (prospective) buyers? Or sellers?6 Suggested answers:1. Offer and acceptance are irrevocable business steps in international trade negotiation. That is to say, enquiry and

5、counter offer can be omitted in real business transaction.2. Enquiry, offer, counter offer and acceptance can be made by either prospective buyers or potential sellers. But usually enquiry is made by the prospective buyer without engagement（约束）（约束） and offer is usually made by the prospective seller

6、 with engagement (firm offer实盘实盘) or without engagement (non-firm offer虚盘虚盘).Enquiry7The importance of enquiry: Enquiry is the first real step in business negotiation.The nature of enquiry: In foreign trade an enquiry is usually (not absolutely) made by the prospective buyer without engagement（约束）（约

7、束）, requesting for information on the supply of certain goods. So we call it 询盘询盘 or 询价询价 in Chinese.The classification of enquiries:I. General Enquiries: （一般询盘）（一般询盘）request for price lists, literature宣传资料宣传资料 or catalogue, etc.II. Specific Enquiries: （具体询盘）（具体询盘）(stronger intension to make an orde

8、r than general enquiries)request for quotations/offers or detailed trade terms such as prices, trade term, discount, packing conditions, time of shipment, terms of payment, specifications, insurance or other information for certain articles.Enquiry8外外 贸贸 函函 电电General enquiry If the importer wants to

9、 have a general idea of the commodity, he may make a request for general information, a pricelist, a catalogue, samples and other terms. This is a general enquiry. (Generally, it is also a first enquiry. That is an enquiry writing without first writing a letter to establish business relations).外外 贸贸

10、 函函 电电9外外 贸贸 函函 电电Specific enquiry If the importer intends to purchase goods of a certain specification, he may ask the exporter to make an offer or a quotation for the goods. That is a specific enquiry. What is the difference between offer and quote?外外 贸贸 函函 电电10外外 贸贸 函函 电电Offer & Quotel OFFER

11、在报盘的有效期内，一经对方接受，合同即告成立报盘的主要内容应该包括商品名称，品质，数量，包装，价格，交名称，品质，数量，包装，价格，交货日期和方式，及支付方式等货日期和方式，及支付方式等. 报盘还有实盘实盘和虚盘虚盘之分实盘是指可以从报盘的内容上判明发盘人有肯定的订立合同的意图此报盘一经接受，发盘人就不得更改或撤销报盘的内容，否则将承担法律责任它具有内容名确(clear), 内容完整(complete) 和无保留条件(final)三个特点。虚盘则是指从报盘的内容上可以看出发盘人有某种保留并无肯定的订立合同的意图此报盘对发盘人来说，无任何法律约束力它的特点就是内容不明确，主要交易条件不完整或有保

12、留条件l QUOTE 是卖方报价，一般是指只报出价格，而未提出其他条件.11外外 贸贸 函函 电电 OFFER：报盘 QUOTE：报价12外外 贸贸 函函 电电 (1) source of information and a brief self-introduction(2) intention of writing the letter, i.e. to ask for a catalogue, samples or a price list(3) the possibility of placing an order and expectation of an offer A speci

13、fic inquiry usually includes the following contents:(1) names and descriptions, including specifications, quantitypossibility of giving a special discount and what terms of payment and time of delivery (2) possibility of placing an order and expectation of an offerThe Main Contents of a Letter for E

14、nquiry询价信函的主要内容询价信函的主要内容13外外 贸贸 函函 电电14Part TwoLetter writing guide外外 贸贸 函函 电电Part TwoLetter writing guideSteps/ContentsTypical ExpressionsFor letters making inquiries1. Telling the addressees how and where their names and addresses are known (source of information)See also Unit 2.2. Self-introducin

15、gSee also Unit 2.3. Indicating the intention of writing the letter and the specific goods you want to purchase We are considering the purchase of. 我方打算购买We are interested in importing dinner tables but we need to have further details before making a final decision. 我方有兴趣进口餐桌, 但在做决定前需要对此做进一步的了解15外外 贸

16、贸 函函 电电Part TwoSteps/ContentsTypical ExpressionsWe are regular buyers of mens shirts. 我们是购买男士衬衫的老客户We are in the market for mens leather gloves.我们想购买男士皮手套4. Inviting a quotation or an offer (asking for a price list, a catalogue, samples and other terms, stating clearly your exact requirements)We wou

17、ld be pleased to receive your latest price list for stainless steel tableware.我们非常希望能收到贵方不锈钢餐具的最新价目单Please send us samples and quote us your lowest prices for the captioned goods. 请就标题商品给我们寄样品和报最低价16外外 贸贸 函函 电电Part TwoSteps/ContentsTypical Expressions4. Inviting a quotation or an offer (asking for a

18、 price list, a catalogue, samples and other terms, stating clearly your exact requirements)Would you please supply us with a complete set of catalogues for textile accessories so that we may make a choice? 能否请您给我们提供一整套纺织品配件的目录让我们做选择?Please send us your best offer by fax indicating packing, specifica

19、tion, quantity available, discount and the earliest time of delivery. 请传真向我们报最低价并注明包装 规格 可供数量 折扣和最早交货期If you can supply goods of the type and quality required, please make us a firm offer and quote your lowest prices. 如果你们能够提供我方要求的种类和质量的商品,请向我们报实盘和最低价17外外 贸贸 函函 电电Part TwoSteps/ContentsTypical Expres

20、sionsWe would like to know if you allow discounts.我们想知道贵方是否给我们折扣Would you let us know what a discount you can give for an order exceeding 1000 metric tons能否告知超过1000公吨后的订单折扣是多少?5. Stressing the point that the quotation or offer should be reasonable and competitive; Stating the possibility of placing

21、an order and expectation of an offerWe hope that your price will be workable and that our business will result in our mutual advantage.希望贵方的价格能做得开,交易可以在互利的条件下达成You must take into consideration when quoting a price that 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18外外 贸贸 函函

22、 电电Part TwoSteps/ContentsTypical Expressions5. Stressing the point that the quotation or offer should be reasonable and competitive; Stating the possibility of placing an order and expectation of an offerIf your prices prove reasonable and satisfactory, we will place a large order with you immediate

23、ly. 若贵方价格合理,当即大批订货Prices provided should be acceptable/reasonable. 前提是价格可接受/合理Will you please inform us of your decision by October 10, 2007, so that we can place our order promptly?能否请贵方在2007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 expressions.19外外 贸贸 函函 电电Part TwoSteps/ContentsTypical Expr

24、essionsFor letters in reply to inquiries1. Expressing your thanks for inquiriesSee also Unit 2.2.Stating that you are glad to enclose/send. to the addressees or explaining the no stock situation and assuring that you will revert to it once a supply becomesavailableWe have much pleasure in enclosing

25、a quotation sheet for our products and trust that their high quality will convince you to place a trial order.很高兴附上我们产品的报价单 相信我们产品的高质量能使贵方试订试订We are enclosing our latest catalogue and price list giving the details you asked for. 现附上有你们所需详细情况的最新目录与价目单最新目录与价目单20外外 贸贸 函函 电电Part TwoSteps/ContentsTypical

26、 Expressions2.Stating that you are glad to enclose/send. to the addressees or explaining the no stock situation and assuring that you will revert to it once a supply becomesavailableWe very much regret that we are unable to supply you the small quantity you require.很遗憾由于贵方所订数量太少,我们无法供货We regret to i

27、nform 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所述商品的需求 一旦有新货供应有新货供应,我们将再和你们接洽Owing to heavy orders, we regret being unable to meet your requirement for the time being. 由于订单甚多订

28、单甚多,目前暂且不能满足您的需要,很抱歉21外外 贸贸 函函 电电Part TwoSteps/ContentsTypical Expressions3. Indicating the advantages and the details of the goods you offer We are confident that you will find our products the finest on the market and considerably better than those of our competitors.我们坚信,贵公司会认为我方的产品是市场上最好的,大大优于竞争

29、对手的产品The samples we sent will convince you of the excellent quality of our products. 寄去的样品会使贵方相信我方的产品质量上乘This is the best offer we can make and we believe that none of our competitors can equal these terms. 这是我们能做到的最低报盘 我们相信竞争者中没有一家能提供一样的条件22外外 贸贸 函函 电电Part TwoSteps/ContentsTypical Expressions4. Sta

30、ting the terms and conditions of the transaction you can acceptThe price is. 我们的价格是Our terms of payment are. 我们的付款条件是We can usually deliver within three weeks of receiving an order.我们通常在收到订单后三个星期内交货交货A reply to inquiries usually means an offer, so please see also Unit 4 for other expressions. 5. Exp

31、ressing your expectation We hope you will find our quotation satisfactory and look forward to receiving your order.希望贵方对我方的报价满意并期盼贵方的订货 We look forward to doing business with you.期待着能与贵方做生意23外外 贸贸 函函 电电24Part Three Other Commonly Used words and Expressions外外 贸贸 函函 电电 Words and phrases外外 贸贸 函函 电电 价格价

32、格 合理的价格合理的价格 最低价最低价 优惠的价格优惠的价格 单价单价 总值总值 金额金额 佣金佣金 净价净价 pricereasonable pricerock-bottom/lowest/best pricefavorable price unit price total value amount commissionnet price 25外外 贸贸 函函 电电外外 贸贸 函函 电电 折扣折扣 批发价批发价 零售价零售价 现行价格（时价）现行价格（时价） 国际市场价格国际市场价格 discount wholesale price retail price current / prevai

33、ling price world (International) market price 离岸价（船上交货价）离岸价（船上交货价） 成本加运费价（离岸加运费价）成本加运费价（离岸加运费价） 到岸价（成本加运费、保险费价）到岸价（成本加运费、保险费价）FOBCFRCIF Words and phrases26外外 贸贸 函函 电电27Useful expressions for enquiries1.说明信息来源说明信息来源 （See Unit 2）2.直截了当说明要买的货物直截了当说明要买的货物pattern 1: take (have, feel) interest in We take

34、interest in your canned goods and wish to have the catalogues.Pattern 2: be interested in/ be of interest to sb. We are interested in bicycles in various sizes and please send us a copy of your illustrated catalogue with details of the prices and terms of payment.Pattern 3: be in the market for sth.

35、 We are in the market for the mechanical toys illustrated in your catalogue.Pattern 4: be desirous of sth. We are desirous of your lowest quotations for frozen rabbit.外外 贸贸 函函 电电28Useful expressions for enquiries3.请求对方寄送目录，价格表和样品请求对方寄送目录，价格表和样品 Will you please send us your illustrated/latest catalog

36、ue and price list? Kindly let us have a description of your . We would like to receive a copy of your latest catalogue and full details of your export prices and terms of payment, together with samples.4.强调对方报价合理强调对方报价合理 Provided prices are right, If your quotation is really competitive, . If your p

37、roducts and terms compare favorably with those of other suppliers, we shall send you an order.外外 贸贸 函函 电电29Useful expressions for enquiries5.询问对方所能提供的折扣。写清所能接受的支付条件和期望询问对方所能提供的折扣。写清所能接受的支付条件和期望的交货时间的交货时间 We whould like to know if you allow discounts. Please let us know your lowest FOB prices, togeth

38、er with your terms of payment, and state your best delivery date. We require the delivery of goods would be effected within six weeks after order.6.表示订购货物的可能性表示订购货物的可能性 Will you please let us know by 4 April so that we can place our order promptly? Please let us know by return of post (立即回信立即回信) whe

39、ther you would be interested in such an order.外外 贸贸 函函 电电30Useful expressions for enquiriesMore expressions and sentences in your textbook.P 55-58外外 贸贸 函函 电电31Part Four Sample Letters外外 贸贸 函函 电电 The Letters of Enquiries and Replies 询价和回复的信函例文询价和回复的信函例文 1. General Enquiry and Reply 一般询价和回复一般询价和回复 - (

40、Enquiry 询价询价) Gentlemen: 敬启者敬启者: We learn from ABC & Co. Ltd., New York that you are a leading exporter in your country. 从纽约的从纽约的ABC公司处得知公司处得知,贵公司是贵国主要出口商之一贵公司是贵国主要出口商之一. We are, at present, very much interested in importing your goods and would appreciate your sending us catalogues, sample book

41、s or even samples if possible. 目前目前,我方对进口贵方产品很感兴趣我方对进口贵方产品很感兴趣.若能向我方函寄产品目录若能向我方函寄产品目录,样品薄或者在样品薄或者在可能的情况下惠寄样品可能的情况下惠寄样品,我方将不胜感激我方将不胜感激. Please give us detailed information on CIF Guangzhou prices, discounts, and terms of payment. 请告知详细的广州到岸价格请告知详细的广州到岸价格,折扣及付款方式折扣及付款方式. We hope this will be a good st

42、art for a long and profitable business relations. 希望此次合作将是我们双方长期而有利的贸易关系的良好开端希望此次合作将是我们双方长期而有利的贸易关系的良好开端. Truly yours, 谨上谨上32 (Reply 回复回复) Gentlemen: 敬启者敬启者: We welcome you for your enquiry of March 21 and thank you for your interest in our export commodities. We are enclosing some copies of our ill

43、ustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some samples which will show you clearly the quality and craftsmanship. We trust that when you see them you will agree that our products appeal to the most selective buyer. 贵方贵方3月月21日询价

44、函收悉。感谢贵方对我方出口产品感兴趣。兹随函附寄数份带日询价函收悉。感谢贵方对我方出口产品感兴趣。兹随函附寄数份带插图的目录和价目表，上面有贵方要求了解的情况。同时，我方为贵方另函寄一些插图的目录和价目表，上面有贵方要求了解的情况。同时，我方为贵方另函寄一些样品，由此可了解到我方产品的质量和工艺。我方相信，当贵方看到产品时，一定样品，由此可了解到我方产品的质量和工艺。我方相信，当贵方看到产品时，一定会同意我方的产品对很挑剔的顾客也是很有吸引力的。会同意我方的产品对很挑剔的顾客也是很有吸引力的。 We allow a proper discount according to the quanti

45、ty ordered. As to the terms of payment we usually require Letter of Credit payable by sight draft. 按照订购货品的数量，我方可以给予适当的折扣。至于付款方式，我方通常要按照订购货品的数量，我方可以给予适当的折扣。至于付款方式，我方通常要求用即期信用证支付。求用即期信用证支付。 Thank you again for your interest in our products. We are looking forward to your order and you may be assured t

46、hat it will receive our prompt and careful attention. 再次感谢贵方对我方产品感兴趣。我方期盼着贵方的订单，同时请贵方相信，我再次感谢贵方对我方产品感兴趣。我方期盼着贵方的订单，同时请贵方相信，我方会对贵方订单作出及时而认真的考虑。方会对贵方订单作出及时而认真的考虑。 Truly yours, 谨上谨上332. Specific Enquiry and Reply (Enquiry for Chinese Cotton Piece goods) Dear sirs, 敬启者敬启者: We are glad to note from your

47、letter of March 9 that, as exporters of Chinese Cotton Piece Goods, you are desirous of entering into direct business relations with us. This happens to coincide with our desire. 从贵方从贵方3月月9日来函有幸得知，作为中国棉织品的出口商，贵方热切盼望与我方日来函有幸得知，作为中国棉织品的出口商，贵方热切盼望与我方建立直接的贸易关系。这正好与我方的愿望相同。建立直接的贸易关系。这正好与我方的愿望相同。 At prese

48、nt, we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues, samples 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 Vancouver, in

49、clusive of our 5% commission, stating the earliest date of shipment. 目前目前,我方对印花衬布很感兴趣我方对印花衬布很感兴趣.若能收到贵方航寄的有关这类产品的目录、样品若能收到贵方航寄的有关这类产品的目录、样品及必要的资料，以帮助我方了解贵方产品的质量和工艺，及必要的资料，以帮助我方了解贵方产品的质量和工艺， 我方将不胜感激我方将不胜感激.同时请同时请报贵方报贵方CIF温哥华最低价，包括我方温哥华最低价，包括我方5%的佣金，并告知最早的装船日期。的佣金，并告知最早的装船日期。 Should your price be foun

50、d competitive and delivery date acceptable, we intend to place a large order with you. 若贵方的报价具有竞争力，装运日期可以接受，我方打算从贵方大量订货。若贵方的报价具有竞争力，装运日期可以接受，我方打算从贵方大量订货。 We trust you will give us an early reply. 期盼早复！期盼早复！ Yours faithfully, 谨上谨上34外外 贸贸 函函 电电 Commission 佣金佣金 A commission is an amount of money paid t

51、o middleman for selling goods. 佣金（佣金（Commission）是指卖方或买方支付给中间）是指卖方或买方支付给中间商买卖或介绍交易的服务酬金。商买卖或介绍交易的服务酬金。 佣金通常以英文缩写字母佣金通常以英文缩写字母C表示。比如每公吨表示。比如每公吨1000美元美元 CIF纽约含佣金纽约含佣金2，可写成：，可写成： US1000 per M/T CIFC2 New York 。其中的。其中的 “C2”即表示佣金率为即表示佣金率为2 。 佣金的规定应合理，其比率一般掌握在佣金的规定应合理，其比率一般掌握在至至之间，不宜偏高。之间，不宜偏高。2. Specific

52、Enquiry and Reply (Enquiry for Cosmetics 对化妆品的询价对化妆品的询价) Dear sirs, 敬启者敬启者: Re: COSMETICS 事由：化妆品事由：化妆品 We are one of the leading importers of Daily Chemicals in this city and shall be pleased to establish business relations with your corporation. 我方是本城市日化用品的主要进口商。若能与贵公司建立贸易关系，将感到非我方是本城市日化用品的主要进口商。若能

53、与贵公司建立贸易关系，将感到非常高兴。常高兴。 At present we are interested in your cosmetics, details as per our Enquiry Note No. 1345 attached, and shall be glad to receive your lowest quotation as soon as possible. 目前目前,我方对贵公司的化妆品很感兴趣（详情参见我方所附第我方对贵公司的化妆品很感兴趣（详情参见我方所附第1345号询价单），号询价单），并期盼贵方早日报最低价。并期盼贵方早日报最低价。 We would li

54、ke to mention that if your price is attractive and delivery date acceptable, we shall place our order with you immediately. 我方想提及的是，如果贵方产品价格具有吸引力，交货日期可以接受，我方将即我方想提及的是，如果贵方产品价格具有吸引力，交货日期可以接受，我方将即刻从贵方订货。刻从贵方订货。 We look forward to your early reply. 期盼早复！期盼早复！ Faithfully yours, 谨上谨上 Encl. As stated 附件：如

55、文所述。附件：如文所述。36外外 贸贸 函函 电电37Part FivePractical training外外 贸贸 函函 电电Part Five1. Put the following English into Chinese. (1)Beginning Training带有图片说明的目录表(1) illustrated catalogue (2) date of delivery交货期 (3) special discount特别折扣(4) the taste of the market市场需求/品位/偏好38外外 贸贸 函函 电电Part Five1. Put the followin

56、g English into Chinese. (2)最新价目表(5) up-to-date/latest price list (6) promising market有前景的市场(7) bulk buying大量购买(8) available from stock有存货的(9) as specified below下列39外外 贸贸 函函 电电Part Five(商品)在出售中(10) be under offer, be on sale(11) One of our customers takes interest in the model 123, and we would like

57、to receive a sample and quotation. 我方一客户想买123型货物，希望贵方寄一样品和报价单来。(12) Im interested in your Green Tea. I think some of the items will find a ready market at our end. Id like to have your lowest quotation CIF Victoria. 我方对贵方的绿茶感兴趣。我方认为，其中的某些品种在我方市场上会很畅销。希望贵方报CIF维多利亚港最低价。1. Put the following English int

58、o Chinese. (3)40外外 贸贸 函函 电电Part Five我们想购买贵方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。(13) We are in the market for mens shirts illustrated in your catalogue No.4. Please quote us your lowest price with the best discount and the date of delivery. (14) Please quote your lowest price CIF Singapore for each of the

59、following items, inclusive of our 3% commission. 请报下列各种商品的新加坡到岸价，包括我方3%的佣金。 (15) We hope that your prices will be workable and that business will result to our mutual benefit. 我们希望贵方价格可行，同时希望交易能令双方受益。1. Put the following English into Chinese. (4)41外外 贸贸 函函 电电Part Five我们看过贵方在海外杂志上的广告，请惠寄贵方价目表和详细的交易条件

60、。(16) We have seen your advertisement in the Overseas Journal and would be glad to have price list and details of your terms. (17) We understand that you are manufacturers of air conditioners and wo- uld like to know whether you can supply the items as specified below.我们获悉贵方是空调生产商，请问贵方是否能供应下列规格的产品？(18) Encl