unit 3 enquiriespptppt

1、ReviewvWhat are the major channels through which you can obtain the general information of a company? vIn writing a(n) request or enquiry about a companys financial status, what points should be paid close attention to? (formal, courtesy, and enclosing a stamped, addressed envelop)vWhat are the step

2、s of writing an enquiry about financial status?Unit 3Regarding General Enquiry and Specific Enquiry第一讲. General idea of an Enquiry 1. What is an enquiry?In international trade, inquiries are usually made by the buyers to get the information about the goods to be ordered.2. Points for Attention: 询价或询

3、盘是一种询问。按其内容可分为一询价或询盘是一种询问。按其内容可分为一般询盘（般询盘（general enquiry）和具体询盘）和具体询盘( specific enquiry)。一般询盘一般询盘是买主为了了解情况，向卖主索取是买主为了了解情况，向卖主索取商品目录本、价目单、样本或样品等等。商品目录本、价目单、样本或样品等等。具具体询盘体询盘是买主有做买卖的要求，指定商品要是买主有做买卖的要求，指定商品要求卖主报盘。求卖主报盘。3. Generally a specific inquiry includes many parts :vThe name and descriptions of co

4、mmodity;vQuality and specifications;vQuantity;vTerms of price (FOB, CIF, CFR, etc.)vTerms of payment (L/C, D/P, etc.)vTime of shipment;vPacking method;v4. Guidelines for an effective enquiry:vBegin in different ways at your need;vGive the reasons why you are making the enquiry;vItemize and list the

5、specific facts your want;vMake your enquiry politely.vA Sample letter: (pointing out the main points of the guideline in the letter)Dear Sirs,We visited your stand at the Guangzhou Fair and are interested in your products. We are now writing to you to enquire for your silk neckties. It would be appr

6、eciated if you send us catalogues, sample books or even samples.Please give us detailed information on CIF Guangzhou prices.We hope this will be a good start for a long and profitable business relations. Sincerely yours,. The Usual Ways of Writing Different Enquiries and Replying Enquires询盘及答复的写作套路询

7、盘及答复的写作套路1. Ways of writing a letter of general enquiry (一般询盘一般询盘)vInforming the reader of certain commodity you are interested in;vAsking the reader for catalogue, pricelist, or samples related to the said commodity;v Enquiring the discount which can be offered, and the acceptable items of payment

8、and the expected time of delivery;vClosing the letter by hoping for an early reply. 2. Ways of how to reply an enquiryvThanks for the enquiry and expressing your willingness to supply the material asked;vSaying the price you supplied is reasonable and competitive;vTelling the reader the acceptable t

9、erms of payment and possible time of delivery;vInviting the reader to inquire you specifically for a special commodity. 3. Ways of writing a specific enquiry（具体询盘）（具体询盘）vThanks for the samples, pricelists, catalogues, etc. supplied;vEnquiring for the general transaction terms of a specific commodity

10、 (the price, quantity, possible delivery time, terms of payment and packing);vInforming the reader of the possibility of placing an order if the price is reasonable;vClosing the letter by hoping an early reply.Typical expressionsvOur terms of payment are by L/C at sight.vPayment is to be made by irr

11、evocable L/C at sight.vWe should appreciate it very much if you would send us your latest catalogue and price list.vWould you please send us by airmail your latest catalogue and price list.vOn regular purchase of quantities of more than 300 sets of individual items, we would allow a trade discount o

12、f 3%.vIf your quotation is favorable,Typical expressions continuedvThank you for your enquiry of/ dated May 15 in which you asked about our silk ties we displayed at Guangzhou Fair.vWe are pleased to learn from your enquiry of May 25 that you are interested in our Fully Automatic Washing Machines.vP

13、lease quote us your best CIF prices.vWould you please quote us your lowest price for knitted wear.vWe would place regular orders with you provided your prices are competitive.Sample letter studyvStep one: we have two sample letters here. First please read them and figure out the purposes of them and

14、 who wrote them respectively；please define which one is a general enquiry or a specific enquiry, and find the representative sentences of them in the two letters. vStep two: mark different functions of each paragraph in the second specimen letter.Words and notesv注释2: enclose: v. 附寄，随附 n. enclosure e

15、.g. We enclose our latest pricelist herewith for your reference. Enclosed you will find our latest pricelist. Enclosed is our s/c of the ordered goods in duplicate. (sales confirmation) v注释8：quote us the latest CIF Pusan prices 意为：报最新釜山成本加保险费、运费价 quote sb. a price for sth. 向某人报某商品价格 quote an FOB/ CF

16、R/ CIF price 报一个FOB或 CFR或 CIF价 （ FOB: 指装运港船上交货; CFR: 成本加运费； CIF: 成本加保险费、运费） 特别注意： FOB 、 CFR 、 CIF 同指装运港交货的贸易术语，是国际贸易中常用的三种贸易术语。另有： EXW 、FCA 、FAS 、CPT 、CIP (见 2000通则)v注释9： terms of payment 支付条件 (也可以为payment terms) 1) payment by L/C用信用证付款We adopt payment by L/C. 我们采用信用证付款方式。2) Under (on)terms按方式We reg

17、ret that we are unable to consider your request for payment under D/A terms. (D/A: Documents against Acceptance 指承兑交单)对你方要求以承兑交单方式付款一事，我们歉难考虑。v注释11: competitive: 具有竞争力的 e.g. You will find our commodity is competitive in your market. a competitive price: 具有竞争力的价格 e.g. a company offering competitive p

18、rices: 在价格上有竞争力的公司v注释12： place an order with sb for sth.或者place with sb. an order 向某人下订单或向某人买进order: n. 订单 （通常与动词place, send, give, make, etc.搭配） vt. 订购e.g.1. If you reduce quotation price by 2%, we will place an order with you / send you an order immediately.如果你方能将报价降低2%，我方会立即发送订单。 e.g. 2. Wed like

19、 to order 100 pieces of your “Gree” Brand air-conditioners according to your quotation on March 3rd. 我方愿意根据贵方三月三号的报价订购100台格力空调。vOther phrases related to “Order” to place (enclose) a trial order = to order as a trial下（附寄）试订单e.g.1. In reply to your letter of May 10 quoting us the prices of soy beans,

20、we are pleased to place a trial order as mentioned in the enclosed sheet.兹回复贵方5月10日大豆报价函，现试订购如所附订单所示。e.g. 2. We find both quality and prices of your products satisfactory and enclose our trial order for prompt supply.我方对贵方产品的质量和价格均感满意，现寄去试订单，请供应现货。 to confirm ones order 确认订单We are glad to confirm ou

21、r cable order dispatched this morning as follows.兹乐意确认今早拍发的电报订单如下。 to accept ones order接受某人订单With reference to the goods you ordered, we have decided to accept your order at the same price as that of last year.关于贵方所订货物，我方决定按去年价格接受你方订单。 to execute (fulfill) an order 或者to work on an order 执行订单e.g. 1.

22、We have received your order No. 751 and it will be executed to your satisfaction.我方已收到贵方751号订单，订单的执行将使贵方满意。e.g. 2. Please be assured that the order will be punctually fulfilled. 请放心，我方将准时运交订单定货。e.g. 3. Your order is booked and we are working on it.已接受贵方订单，现正在执行中。 to cancel an order 取消订单e.g. 1. We re

23、gret that we have to cancel our order because of the inferior quality of your products. We ask you to cover any loss which might be caused as a result of the cancellation of the order.很抱歉，由于贵方产品质量低劣，我方不得不取消合同，并要求贵方赔偿由于取消订单可能带来的损失。e.g. 2. Something unexpected has compelled us to ask you to cancel par

24、t of our order and to deliver only 500 cases black tea instead of 1,000 cases.意外的事件迫使我方要求贵方取消部分订单，改发500箱红茶，而不是1,000箱。Sample expression in enquiries1. Could you give us some idea about your price? 请介绍贵方的价格好吗？请介绍贵方的价格好吗？2. Do you offer FOB or CIF?你们报船上交货价还是到岸价？你们报船上交货价还是到岸价？3. How long does your offer

25、 remain valid/ firm/ open?你们的报价多长时间有效期？你们的报价多长时间有效期？4. Will you let us know what your terms of payment are?能否告知贵方的付款条件？能否告知贵方的付款条件？5. Please make us an offer within this month since we have made an enquiry for your products.我们已对你们的产品进行询价，请在本月内给予报我们已对你们的产品进行询价，请在本月内给予报盘。盘。6. Please send us your best

26、offer by internet stating terms of payment and time of shipment. 请用互联网报最优价，并说明支付条件和装运期。请用互联网报最优价，并说明支付条件和装运期。7. Full information as to prices, quality, quantity available and other relative particulars would be appreciated. 请详告价格、数量、可供数量及其他相关情况。请详告价格、数量、可供数量及其他相关情况。8. Since the competition of textil

27、es is very keen in our market, it is necessary you quote us rock-bottom prices.由于纺织品在我方市场竞争激烈，你方有必由于纺织品在我方市场竞争激烈，你方有必要报最低价。要报最低价。9. We shall place substantial orders with you provided your new products are excellent in quality and competitive in price. 只要你方产品质量优良，价格有竞争性，我只要你方产品质量优良，价格有竞争性，我方将向你们大量订购

28、。方将向你们大量订购。10. In reply to your letter dated August 10, we enclose our latest illustrated catalogue for your reference. 兹复你方兹复你方8月月10日函，我们附上最新的带有日函，我们附上最新的带有插图的目录单，供你方参考。插图的目录单，供你方参考。 Answers for Exercises:. Translate the following words or phrases into Chinese or English:1. 业务关系 2. 给我们航寄样品3. 通过实验室测

29、试 4. 与你方磋商贸易条件5. 顺告你方 6. 锌含量99%的锌锭7. 样品 8. quote us the lowest CIF Pusan price9. terms of payment10. delivery date11. Place a large order with you12. Prompt reply13. Competitive price. Translate the following sentences into Chinese:v如能惠予产品目录和最新报价单，我们很高兴。如能惠予产品目录和最新报价单，我们很高兴。v请为请为1,000吨吨“雪花雪花”牌锌锭报价。牌

30、锌锭报价。v如果贵公司能给我们报加如果贵公司能给我们报加5%佣金的天津港成本加佣金的天津港成本加保险费保险费、运费价，并说明能够提供马上装运货物运费价，并说明能够提供马上装运货物的各自数量和各种规格，我们将不胜感激。的各自数量和各种规格，我们将不胜感激。v我们新西兰的客户想买中国的茶叶。我们想订购我们新西兰的客户想买中国的茶叶。我们想订购一些。一些。1.希望这将是我们互利商业往来的良好开端。我们希望这将是我们互利商业往来的良好开端。我们保证将对贵方的报价予以认真考虑。保证将对贵方的报价予以认真考虑。6. 贵方的刺绣在欧洲很受欢迎。我们欲订购。请贵方的刺绣在欧洲很受欢迎。我们欲订购。请告知我方你

31、们能提供什么样的产品，以及你们告知我方你们能提供什么样的产品，以及你们的销售条件，如支付方式、交货日期、折扣率的销售条件，如支付方式、交货日期、折扣率等。等。7. 我们特别向进口贵方的我们特别向进口贵方的“爱国者爱国者”牌牌MP4。如。如能报能报CIF热那亚价、折扣以及发货日期等情况，热那亚价、折扣以及发货日期等情况，将不胜感激。并请一并寄来贵公司的小册子或将不胜感激。并请一并寄来贵公司的小册子或商品目录。商品目录。. Translate the following sentences into English:vSome of our customers have recently expr

32、essed interest in your woolen carpets and inquired about their quality and price.vWe would like to know your availability and conditions of sale of this line.vIf your prices are competitive, we will place a large order with you. 1.We should appreciate further information about your “Zhang Yu” dried

33、red wine advertised by CCTV4. 5. We understand that you are leading exporters of the goods and you can provide the specifications we need. 6. Please quote your price on FOB basis, including the earliest delivery date.7. We should like to receive a copy of your latest catalogue and full details of your export pri