询盘与答复课件

第三章询盘与答复

EnquiriesandRepliesLearningObjectivesBystudyingthisUnit,youwillbeableto:1.Knowwhatandhowtoenquireforthegoodsanimporterintendstobuy2.Knowtheessentialcomponentsofalettertomakeanenquiry3.Mastertypicalsentencesandexpressionsinwritingsuchletters重点词汇

Enquiry和Inquiry在美国，这两个词是同义词，美国人主要使用Inquiry，含义是“询问”。例如：

AnInquiryOffice询问处在英国，Enquiry表示询问;Inquiry表示调查+into。例如：

Sheenquiredabouthishealth.

Therewillbeaninquiryintothisriot.3.1Introduction

交易磋商的一般程序分为“询盘”、“发盘”、“还盘”和“接受”四个环节。

询盘（Enquiry）又称询价，是指买方向对方询问以价格为中心的各种相关的交易条件，包括一般询价（GeneralEnquiry）和具体询价（SpecificEnquiry）。

一般询价是指买方向对方索取商品目录、价目表、报价单、样品以及支付条件、交货时间等;

具体询价则是指买方就指定商品要求对方发盘。Writinganenquiryshouldobservethefollowing8guidelines:1.Statespecificallywhatyourequest.2.Makearequestforreplyinexplicititemsbypointingoutemphaticallythevalueoftheinformationtoyou.3.Enumeratethequestionsinyourenquirywhentheyaremany.4.Sayhowyouobtainthenameandaddressofthecompanyanditsproductsandintroducethesituationofyourownbusiness,whenyouenquireacompanywhichyourhaveneverdealtwithbefore.(Tobecontinued)5.Makeexplanationofthesituationthatthecompanyyouarerequestingisrecommended.

如果给所推荐的供应商写询问信，应说明受推

的情况6.Donotmentionthepricelimitthatyousetpreviously,otherwisethesuppliermayraisethequotationtothelimit.7.Showcourteousnessandpolitenessbyusing“please”,“thanks”and“wewillgreatlyappreciate”,etc.8.Keepyourenquirybriefandconciseandtothepoint.询问信应遵循的原则1.应确定要询问的内容，明确陈述你的要求。2.强调所询问信息的重要性，请求对方给予具体明确的回复;3.如果要询问的问题较多，采用按序排列的方法，有助于达到明白无误的目的;4.如果过去从未与对方有过贸易往来，告诉他你是根据什么消息来源发出征询的（比如广告），并告知对方你在经营上的一些情况;（续）5.如果给所推荐的供应商写询问信，应说明受推荐的情况;6.如果对于准备购买的商品事先有限价，不要在询问信函中提及此事，否则供应商可能会针对该限价采取措施，抬高行情;7.去信询问要客气礼貌，不要忽略“请”，“谢谢”和“我方将非常感激”等礼貌用语;8.表达要简洁清楚，中心突出。Theletterofenquiryusuallyincludes3points:1.Thebeginningparagraphiswhereyouexpresswhatyouareinterested,makebriefintroductionofyourcompanyorstatethepurposetowritetheenquiry.2.Inthefollowingparagraphthespecificinformationisaskedindetail.3.Thelastparagraphisforcourteousclosewheretoextendthanksandexpressthehopeofreceivingrepliesassoonaspossible.询盘信的主要内容1.第一段开始就说明询价人的兴趣所在，简单介绍自己的情况并提出写信的目的或请求。2.第二部分明确提出要询问的详细具体信息，和/或对目的、请求作出解释。3.最后是谢辞和结尾句。对于对方将给予回复的信息表示感谢，并盼早日答复。3.2WritingSkills（写作技巧）写作步骤（1）说明信息来源（告知对方从何种渠道得知对方公司的情况）表达方式YournamehasbeengivenusbytheChamberofCommerce/the…Embassy/the…bankin…我们从在……地方的商会/从……使馆/从……银行获悉你方名称YourfirmhasbeenrecommendedtousbyBayerCo.,Ltd.withwhomwehavedonebusinessformanyyears.多年来与我们有业务联系的拜尔股份公司将贵公司推荐给我们Thecompany…in…hasgivenmeyournameasasoleagentfor…在……的……公司向我们介绍了作为……独家代理的贵公司的名称表达方式写作步骤（2）直截了当地说明想要购买的货物我们有兴趣进口台球桌，但在最后决定之前需要进一步了解有关价格的详细情况Weareinterestedinimportingsnookertablesbutweneedtohavefurtherdetailsofthecostsbeforemakingafinaldecision.我们打算购买……Weareconsideringthepurchaseof…表达方式写作步骤（3）请求对方寄送目录、价格表和样品Kindlyletmehaveadescription/handbookofyourelectrichedgetrimmers.请贵方寄来电动修剪机的说明书Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.我们非常希望获得贵公司的最新产品目录和有关出口价格、付款条件以及样品的详细材料请您寄给我们带插图的/最新的产品目录和价格表Willyoupleasesendusyourillustrate/latestcatalogueandprice-list.表达方式写作步骤（4）强调对方所报价格应合理和具有竞争性Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.如果贵公司的产品及条件与其他供货商相比有优势，我方就会下订单Providedpricesareright/reasonable.前提是价格便宜Ifyourquotationisreallycompetitive,…如果你方报价具有竞争力，……表达方式写作步骤（5）询问对方所能提供的折扣，写清你所能接受的支付条件和期望的交货时间PleaseletushaveyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyourbestdeliverydate.请告知贵公司最低离岸价和交易条件，并说明最早交货日期Weshouldliketoknowifyouallowdiscounts.我们想知道，你方是否给我们折扣Freeonboard表达方式写作步骤（6）表示定购货物的可能性Pleaseletusknowbyreturnofpostwhetheryouwouldbeinterestedinsuchanorder.请发信告知我们，你方是否对这样的订单感兴趣Willyoupleaseletusknowby4Aprilsothatwecanplaceourorderpromptly.请在4月4日前告知我们，以便我方及时下单订货Areply（回复函）shouldbecomposedofthefollowing3points:1.Theopeningparagraphinareplytoenquirybeginswithexpressingthanksandacknowledgingtheenquiry.Thedatetheenquirywaswrittenshouldbementioned,andwhathasbeenrequestedintheenquiryshouldbesummarizedintheacknowledge.2.Thesecondparagraphisusedtoanswertheenquiryindetail.3.Thefinalparagraphisusedtoexpressthehopethattheinformationwhichyouhavegivenwillbeusefulandtolookforwardtothereplyagain.回复函一般应包括：1.第一部分以感谢开头，并告知对方收到的询盘函的日期和内容;2.第二部分回答对方提出的问题;3.最后一部分用以表达希望你所提供的信息对对方有所帮助，并希望很快收到回信。回复询盘信函的写作步骤及常见表达方式写作步骤（1）感谢对方的询价表达方式Manythanksforyourenquiryof4April…多谢您于……日的询价Thankyouforyourenquiryandforyourinterestinourproducts.感谢你方询价以及对我方产品的兴趣Wethankyouforyourenquiryof…对你方在……日的询价信深表感谢表达方式写作步骤（2）表示很高兴……给对方….Wearesendingyouourlatestprice-listandcatalogue.我们附寄给您我们的最新价格表和产品目录Wehavepleasureinenclosing…我们很高兴附寄给您……Wearepleasedtoenclose…我们很高兴附寄给您……表达方式写作步骤（3）说明所能提供商品的详细信息及优点Thespecimens/samplessentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.寄去的样品会使您相信我方制造的医疗器械质量上乘Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.我们确信，您将会认为我方产品是市场上最好的，大大优于竞争对手目前所供的产品

表达方式写作步骤（4）表明所提供的价格是合理的和具有竞争性的且说明实行价格的期限Subjecttobeingunsold.以未售出为前提PriceisvaliduntilDec31.这些价格至12月31日有效Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.这是我们能做到的最低报价，您会承认，在我们的竞争者中没有一家能提供与我们一样的报价表达方式写作步骤（5）阐明所能接受的付款条件和可能的交货期Wecanusuallydeliverwithinthreeweeksofreceivinganorder.通常我们在收到订单后三个星期内就可供货Weshouldrequirepaymentbybanker’sdraftonreceiptofourinvoice.我们要求在收到发票后通过银行汇票付款Ourtermsofpaymentarecashondelivery.我们的付款条件是货到付款表达方式写作步骤（6）希望客户对报价满意并能很快收到订单或希望未来长期开展交易Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.我们希望您对我们的报价满意并期盼您的订货Welookforwardtodoingbusinesswithyou.我们盼望与你方洽谈业务4.3SpecimenLetters（样函）Letter1：Generalenquiry

DearSirs,WehavebeeninformedbytheBankofU.S.Commerce,NewYork,thatyouareoneoftheleadingexportersoftextilesinChina,andthatyouwishtoexportpuresilkgarmentstoourmarket.Youwillbepleasedtonotethatourcorporationisoneoftheleadingimportersoftextileproducts,havingover30years’historyandhighreputation.Weshallbeabletogiveyouconsiderableorders,ifthequalityofyourproductsisfineandthepricesaremoderate.Wewouldbeobligedifyouwillsendussomesampleswiththebesttermsatyourearliestconvenience.

Yoursfaithfully,VANCOUVERTEXTILESCORPORATIONLetter2：AreplytotheaboveDearSirs,WetakepleasuretoacknowledgereceiptofyourletterofJanuary20,fromwhichwelearnthatyouareinterestedinbringingsilkgarmentstotheNewYorkmarket.Weareenclosingourquotationsheetcoveringdifferentsizesandcolorsofourpuresilkgarmentsthatcanbesuppliedfromstock.Wearealsoairmailingyoutwodozensamplegarmentsindifferentsizesandcolors.Deliverywillbewithin30daysafteryourplacinganordertous.PaymentofthepurchaseistobeeffectedbyanirrevocableL/Catsightinourfavor.

Thisofferissubjecttoyourimmediatereplywhichshouldreachusnotlaterthantheendofnextmonth.Thepricewillprobablybechangedoncethisparticularofferhaslapsed.

Yoursfaithfully,CHINANATIONALTEXTILESIMP.&EXP.CORP.SHANGHAIHOMETEXTILESBRANCHLetter3：Aseller’senquiryDearSirs,Wearelookingforcompanieswhocanhelpusdistributeourproductsinnewmarkets.Wemanufacturecomputercomponents.AtpresentweexporttoEurope,butwewouldliketoexporttoyourcountry.Pleasefindenclosedourbrochure,whichgivesdetailsofourproducts.Welookforwardtohearingfromyou.

Sincerelyyours,JinBaicuanLetter4：AreplytotheaboveDearSirs,WethankyouforyourenquiryofDec.12,2004,asoneofthelargestcomputercompaniesinSouthKorea,weareinterestedinyourcomputercomponents.PleasesendusyourlatestCIFPushanprices,togetherwithyourtermsofpayment,andtheearliestdeliverydate.Thankyouinadvance.

Sincerelyyours,SonYoungLetter5：Aspecificenquiry

DearSirs,WelearnwithpleasurefromyourletterofApril12,2004thatyouareexportersofChineseBlanketCoverandarewillingtoestablishbusinessrelationswithus.Atpresent,weareinterestedinBlanketCoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonBlanketCover,soastoacquaintuswith4materialandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yourstruly,LeonAllenLetter6：AreplytotheaboveDearSirs,ThankyouverymuchforyourletterofApril28,2004,wearepleasedtosendyousamplesandallthenecessaryinformationonBlanketCoverunderseparatecover.Atyourrequest,wearepleasedtomakeyouanoffer,subjecttoyourfinalconfirmation,asfollows:Commodity:“GoldenCock”BrandBlanketCoverNo.21Size:180cm×200cmColor:AllkindsofcolorsQuantity:1000piecesPrice:GBP20eachpieceCIFLondoninclusiveof3%commissionShipment:DuringAugust/September

Payment:By100%confirmed,irrevocableL/Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment,andremainvalidfornegotiationinChinatillthe15thdayaftershipment.Asyouwillrealizefromthecataloguewesentyou,ourBlanketCoverisaperfectcombinationofwarmth,softnessandeasycare.Wearesurethatyoucangetbenefitfromourproducts.Welookforwardtoyourpromptreply.

Yoursfaithfully,

Baicu3.4FocalWords（焦点词汇）comparevt.&vi.比较Ifyoucompareourproductswiththeirs,youwillagreethatourpriceisnothighatall.comparison:n.比较Ifyoumakeacomparisonbetweenthetwosamples,youwillseewhichisofbetterquality.ThesegoodqualitiesarecharacteristicofourTeaSetsandmakethoseofotheroriginspalebycomparison.competevi.竞争JapancompetesintextilesagainstBritain.Wehavetocompetewithanumberofmajorproducershere.competent:adj.有能力的Youshouldselectcompetentworkerstodealwiththosebuyers.Wearefullycompetentforthesalespromotionofyourproductshere.competition:n.竞争Competitionisgettingkeenerinthecottonmarket.creditn.信用，信誉；信贷，赊欠；记入贷方Weshouldliketoknowexactlyhowtheircreditstands.OurproductsareinhighcreditwiththecustomersinAustralia.PleaseletusknowwhetherthisfirmislikelytobereliableforcredituptoUSD5000.Weshallbehappytosupplyyouwithgoodsoncredit.LetterofCreditregularadj.经常的Ifyourpricesarecompetitive,ourcompanywillbepleasedtoplaceregularorderswithyou.Asyourpurchasesareregularandnumerous,itwouldbeadvisableforyoutoopenarevolvingL/Cinourfavor.sellv.卖，出售Therestofthegoodswillbesoldoffatgreatlyreducedprices.Toourregret,wehavetoinformyouofourinabilitytoacceptyourorderasthegoodshavenowbeensoldout.seller:n.卖主，卖方；出售的货物Thesellerassumesnoliabilityhereunderforitsfailuretomakeshipments.Webelievethatyouwillfindournewcameraaverygoodsellerattheabovecompetitiveprice.3.5UsefulSentences（实用语句）1.提出询盘Weaddressedourinquirytothefirm.Willyoupleaseletushavealistofitemsthatareimportedbyyou.Pleaseputusonyourbestterms,asthisorderformspartofacontract.Pleaseputusonyourverybestshippingtermsasregardsdiscount.Pleasestateyourbesttermsanddiscountforcash.Kindlyletusknowatwhatpriceyouareabletodeliverquantitiesofbestrefinedsugar.Wewouldappreciateitifyouwillpleaseletusknowtherulingpricesofthegoods.Weshallbeobligedbyaquotationofyourlowestpriceforthesaidgoodsfreedeliveredatourworks.Ishallbegladifyouwillsendmeyourcataloguetogetherwithquotations.2.受理询盘Ourtermsarecashwithinthreemonthsofdateofdelivery,orsubjectto5percentdiscountifpaidwithinonemonth.Terms:earlydelivery,andnetcashpaymentafterreceiptofthematerialatourworks,andverificationofweightandquality.Inreplytoyourenquiryofyesterday’sdate,wearesendingyouherewithseveralsamplesofwallpapercloselyresemblingtowhatyouwant.Wethinkyoucanwellaccordusasubstantialdiscountoffyourlistprices,whichweseearequotednetcash.Ourterms,asourinvoicestates,are2%cashdiscount,onlywithintendaysofdateofinvoice.Weshallbegladifyouwillquoteusthebestdiscountforcashoffyourlistpriceforcashforthisquantity.一、写信目的——向交易对手询问价格或其他交易条件。二、信件内容第一部分：说明如何得知对方第二部分：说明写信目的

情况A：说明想要购买的货物，请对方报价

Weareconsideringthepurchaseof…

情况B：要求对方寄送目录、价格表、样品

Willyoupleasesendus…第三部分提出附加要求

（1）要求得到低价

Ifyourquotationisreallycompetitive…

（2）要求得到折扣

Ifyourallowdiscounts

（3）要求告知交易条件

Pleaseletushaveyourtermsofbusiness

（4）要求明确交货时间

Pleasestateyourbestdeliverydate第四部分表示订货的可能性（1）说明如何得知对方

WehavebeeninformedbytheBank…Ourcorporationisoneof…（2）表示交易的可能性

Weshallbeabletogiveyouconsiderableorder/Welookforwardtohearingfromyou.…（3）说明写信目的

Wearelookingforcompanies

ifyouwillsendussomesamples…（1）自我介绍

Wearelookingforcompanies…（2）说明写信目的

Pleasefindenclosedourbrochure…（3）表示交易的可能性

Welookforwardtohearingfromyou.（1）说明如何得知对方

Welearnwithpleasureforyourletter…（2）说明写信目的

ifyouwillsendusbyairmailsamplebooks（3）提出附加要求

Pleasequoteusthelowestprice（4）表示交易的可能性

Shouldyoupricebefoundcompetitve回函的内容第一部分感谢对方的询盘

Wethankyouforyourenquiryof…第二部分回应对方的要求（1）寄送对方要求的样品或目录

Wearepleasedtoenclose…（2）说明商品的详细信息

youwillfindourproducts…（3）说明价格的合理性

Thisisthemostfavorableoffer（4）说明付款条件和可能的交货期

Ourtermofpaymentarecashondelivery第三部分希望对方满意

Welookingforwardtodoingbusinesswithyou.（1）感谢对方来信

Wetakepleasuretoacknowledgereceiptofyourletter…（2）回应对方的要求

Weareenclosingourquotationsheet…（3）提出附加说明

Thisofferissubjuetto…（1）感谢对方的来信

Wethankyouforyourenquiryof…（2）回应对方的要求

Pleasesendusyourlatestinformationabout….（3）感谢对方

Thankyouinadvance.（1）感谢对方来信

Thankyouverymuchforyourletter…（2）回应对方要求

Wearepleasedtomakeyouanoffer…（3）做出附加说明

ourBlanketCoveris…（4）希望对方满意

Welookforwardtoyourpromptreply.重点词汇Enquiry和Inquiry在美国，这两个词是同义词，美国人主要使用Inquiry，含义是“询问”

AnInquiryOffice询问处在英国，Enquiry表示询问，Inquiry表示调查。Sheenquiredabouthishealth.她询问他的健康状况Therewillbeaninquiryintothisriot.对骚乱进行调查。comparev.比较comparisonn.比较thecomparisonofherworkwith/tohisIfyoucomparetheirworksIfyoucompareherworkwithhis三句话意思相同

Ifyoucompareherworktohiscompetevi.竞争compete(against/withsb)(insth)(forsth)Severalcompaniesarecompeting(against/witheachother)(forthecontract/togainthecontract)competenta.有能力的ahighlycompetentdriverSheisnotcompetenttodosomething.competitiona.竞争beautycompetition选美比赛credit

n.借款，贷款refuse/grantsbcreditLetterofcredit信用证n.信誉Ican’ttakeanyofthecredit–theothersdidallthework.regulara.经常的，稳定的，有规律的Theyhavebeenmeetingonaregularbasis.他们定期会面。Jasonwasaregularcustomerintheshop.Jason以前是这家店的常客。…wemayplaceregularordersforlargequantitieswithyou.定期大量订货prospectn.前景，前途WefindthatthesellingprospectsforyourcolorTV…Youremploymentprospectswouldbemuchbetterifyoufinishedyourdegree.

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