商务英语写作Inquiries and Requests

1、 外语教学与研究出版社外语教学与研究出版社 Chapter 3 Inquiries and Requests 外语教学与研究出版社外语教学与研究出版社 Reasons for writing a request letter:lto obtain information;lto receive printed matter;lto receive sample products;lto order merchandise;lto engage service;lto make reservations;lto seek special favors. 外语教学与研究出版社外语教学与研究出版社

2、General Plan for Direct Order1. Begin directly with the objectiveeither a specific question or a general request for information.2. Include necessary explanationwherever it fits.3. If a number of questions are involved, list the questions by numbers or bullets, or leave space between questions. 4. E

3、nd with goodwill words adapted to each particular situation. 外语教学与研究出版社外语教学与研究出版社 Business negotiationBusiness negotiation usually goes through five stages or links:uEnquiry (Inquiry):询盘询盘uOffer: 发盘发盘 (quotation; quote)uCounter-offer: 还盘还盘uAcceptance:接受接受 uConclusion of contract: 签约签约 外语教学与研究出版社外语教学

4、与研究出版社 What is an inquiry?lIn international trade,inquiries are usually made by the buyers to get information about the goods to be ordered. 外语教学与研究出版社外语教学与研究出版社 General inquiry and specific inquiryGeneral inquiry : all the information about the product.Specific inquiry: the information about a cert

5、ain (specific) product. 外语教学与研究出版社外语教学与研究出版社 E.g.We are interested in your goods and would appreciate your sending us the catalogues, sample books or even samples if possible.E.g.We are interested in your Printed Shirting(印花衬衣布) and shall be pleased to get the catalogues, sample books or even sample

6、s if possible. 外语教学与研究出版社外语教学与研究出版社 Generally a detailed inquiry includes many parts:lthe name and descriptions of commodity;lquality or specifications;lquantity;lterms of price (FOB, CFR, CIF, etc.)lterms of payment (by L/C, D/P, etc. )ltime of shipment;lpacking method;lInsurance; l- 外语教学与研究出版社外语教学

7、与研究出版社 Trade Terms on Price Terms1）FOB (free on board)：离岸价，船上交货（货物越过船舷以前的所有费用和风险发货方承担）由买方负责派船接运货物，卖方应在合同规定的期限内，将货物装上买方指派的船只，并及时通知买方。货物在装船时越过船舷，风险即由卖方转移至买方。 外语教学与研究出版社外语教学与研究出版社 2）CIF (Cost, insurance and freight)：到岸价格（货物到目的港的一切费用, 保险由发货方承担 ）卖方责任：(1)负责租船或订舱，在合同规定的装运港期限内，将货物装上船并支付到目的港的运费，装船后通知买方；(2)负责

8、货物装上船以前的一切费用和风险；(3)负责办理保险，支付保险费；(4)负责办理出口手续，提供出口国政府或有关方面签发的证件；(5)负责提供有关货运单据，包括正式的保险单据。 外语教学与研究出版社外语教学与研究出版社 买方责任：(1)负担货物装上船以后的一切费用和风险；(2)接受卖方提供的有关货运单据，并按合同规定支付货款；(3)办理在目的港收货的进口手续。3）CFR /C&F (Cost & Freight): 成本加运费（货物到目的港的一切费用, 除保险外都由发货方承担 ） 外语教学与研究出版社外语教学与研究出版社 On Payment Terms1）L/C (Letter

9、of Credit):信用证2）T/T (Telegraphic Transfer):电汇 3）D/P (Documents against Payment): 付款交单Documents will not be released to the importer until payment is effected. 外语教学与研究出版社外语教学与研究出版社 4）D/A (Documents against Acceptance): 承兑交单Documents are handed over to the importer upon his acceptance of the bill of e

10、xchange drawn by the exporter. 外语教学与研究出版社外语教学与研究出版社 The letter of credituIts a letter issued by a bank at the request of the importer in which the bank promises to pay upon presentation of the relevant documents.u Its objective is to facilitate international payment by means of the credit-worthiness

11、 of the bank. uIt offers security to both the seller and the buyer. This bilateral security is the unique and characteristic feature of the L/C. 外语教学与研究出版社外语教学与研究出版社 1. the importer (applicant 申请人, opener 开证人, principal 委托人)2. the opening bank, the issuing bank or the establishing bank （开证行）3. the e

12、xporter, the beneficiary (受益人)4. the advising bank （通知行）Four parties involved in the L/C 外语教学与研究出版社外语教学与研究出版社 Its working procedure: uThe importer instructs his bank to issue an L/C in favor of the seller for the amount of the purchase. uThe opening bank sends the credit to the advising bank (通知行) i

13、n the exporters country. uThe advising bank examines the L/C and advises the exporter of its receipt. uThe beneficiary（受惠人） makes a careful examination to all contents of the credit and will request the opener to make amendments to any discrepancies in the credit. 外语教学与研究出版社外语教学与研究出版社 On Shipment Te

14、rms1) G.W (Gross Weight): 毛重毛重2) N.W (Net Weight):净重净重3) B/L (Bill of Lading):提单提单a. It serves as a cargo receipt signed by the carrier (承运人) and issued to the shipper or consignor (货主，托运人);b. It is a contract of carriage between the carrier and the consignor; 外语教学与研究出版社外语教学与研究出版社 c. It is a documen

15、t of title to the goods, and the legal holder of the bill of lading is the owner of the goods it covers. (consignee, 收货人)4) ETA (Estimated Time of Arrival) 预计预计到达时间到达时间5) PO (Purchasing Order) 订单订单 外语教学与研究出版社外语教学与研究出版社 Useful Sentence Patternsl1. Would you please/ Could you please/ Will you please?l

16、2. We are interested in/ We are in the market for/ We would like tol3. We will appreciate it very much if 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl2. We are interested in / in the market for / potential buyers of / considering buying / ready to purchase your mens shirts displayed in your show

17、room.我们对你方货品展览室里陈列的男式衬衫很感兴趣。 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl3. Your advertisement in the latest issue of China Foreign Trade interests us, and we would like to receive full details of your commodities.我们对贵方在最新一期中国对外贸易上所刊登的广告很感兴趣，并希望得知该商品的详细情况。 外语教学与研究出版社外语教学与研究出版社 Patterns and Subst

18、itutionsl4. Please send us five copies of your latest catalogues at your earliest convenience.请尽早寄来最新目录5份。 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl5. Perhaps at the same time you could quote us your lowest / best / prevailing / competitive prices for the above-mentioned goods.也许与此同时你方能报给我们上述

19、商品的最低价。 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl6. We would also like to know your terms of payment.我们还想了解你方的支付条件。 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl7. Your products are of great interest to one of our clients in Tianjin, who wishes to have your quotations for the items specifi

20、ed below.我们一位天津的客户对你方的产品很感兴趣，并希望了解下列项目的报价。 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl8. If terms and delivery date are satisfactory, we should expect to place regular / trial / large / considerable / substantial orders with you.如果交易条件和交货日期合意的话，相信我们会定期向你方订货。 外语教学与研究出版社外语教学与研究出版社 Patterns and Su

21、bstitutionsl9. Please advise if you are able to offer / provide / supply / furnish this product and include lead time, packaging and price FOB China port and CIF Chicago.请告知你方是否能供应这种商品，包括订货与交货之间的时间、包装、FOB中国港口和CIF芝加哥的价格。 外语教学与研究出版社外语教学与研究出版社 Translations:1. 请报给我方100公吨大米的最低价CIF广州,并表明最早交货期。Please quote

22、 us your lowest price for 100 metric tons of rice CIF Guangzhou, stating the earliest date of shipment. 外语教学与研究出版社外语教学与研究出版社 2. 我们相信如你方价格有竞争力,我们能向你方大量订购。We are confident that we could place large orders with you if your prices are competitive. 外语教学与研究出版社外语教学与研究出版社 3. 若产品质量好,价格与我方市场相符，我们愿意向你方订一大笔货。If

23、 your quality is good and the price is in line with the market at our end, we would place a large order with you. 外语教学与研究出版社外语教学与研究出版社 4. 目前,我们对各种葡萄酒很感兴趣，如果能通过航空邮寄最近的价目表，我们将非常感激。At present, we are keenly interested in all kinds of Wines and shall be glad if you will kindly send us your latest price

24、list by airmail. 外语教学与研究出版社外语教学与研究出版社 5. 按惯例，我们通常从欧洲供应商处得到5%的佣金。As a rule, we usually get 5% commission from the European suppliers. 外语教学与研究出版社外语教学与研究出版社 Exercises敬启者: 感谢你方寄来的商品目录，我们目前对你方的运动鞋很感兴趣，如能报我方500打纽约成本加保费和运费的最低价当十分感谢。 如果你方价格具有竞争性，我方拟向你方大量订购。 外语教学与研究出版社外语教学与研究出版社 Dear Sirs,Thank you for your catalogues sent to us and we are now interested in your Sport Shoes, and should appreciate it if you would give us the best quotation for 500 dozen CIF New York. If your prices are competitive,