《现代商务函电写作的基本知识》-Transaction situation 2 enquiry

ContentsLearningObjectives学习目标WorkTask工作任务Howtowrite如何写

ExampleTransactions操作示范12433CompetencePractice能力训练5一、LearningObjectives（学习目标）Ability’sobjective：Canwritetheletterofmakingenquiries.Knowledgeobjective：Befamiliarwiththewordsandexpressionsrelatedthetopicofmakingenquiryandansweringenquiry.上次交易情境复习加拿大客户CANADIANFASHIONTRADECO.,LTD是南京思科纺织服装有限公司业务员Victor在参加2010年秋季广交会上结识的客户，该客户对思科公司生产的全棉运动上衣很感兴趣。2010年11月5日，Victor回公司后向加拿大的一家银行写信调查该公司的资信，结果是该客户资信良好。以南京思科纺织服装有限公司外贸业务员Victor的名义写一封给加拿大客户建立业务关系的信函，要求：

1.说明如何获得对方公司及相关信息。2.简单对自己公司进行介绍，并寄了产品目录和报价单供对方参考。3.表达希望能与对方建立业务关系，并希望能得到对方的早日答复。二、WorkTask1（工作任务一）11月9日，加拿大CANADIANFASHIONTRADECO.,LTD.公司的业务员Ellen对Victor11月8日来信进行回复，要求：

1.感谢Victor的来信。2.表示在广交会上对型号为BJ123的全棉运动上衣很感兴趣，希望邮寄样品一件。3.希望对方能尽快回信。

WorkTask2（工作任务二）在收到加拿大CANADIANFASHIONTRADECO.,LTD.公司的询盘后，Victor按照对方的要求把一件型号为BJ123的全棉运动上衣邮寄过去了，并告知对方已按要求将样品寄出，请查收，并希望尽早收到对方的回信。Ellen收到样品后，进行回复，请以Ellen的名义写一封回复函，要求：1.对寄来样品表示感谢，并且对样品比较满意。2.要求Victor对型号为BJ123的全棉运动上衣报含3%佣金的CIF到蒙特利尔的美元价格。3.表示如果报价合理并且具有竞争力，将会很快大批订货。三、Howtowrite（如何写）

Businessnegotiationsininternationaltradeusuallybeginwithanenquirybyanoverseasbuyertoseller,enquiringaboutthetermsorconditionsofasale.Itmaybemadebyletter,E-mail,andfaxorevenbytelephoneorthroughface-to-facetalk.Sometimes,asellercanalsoinitiatethenegotiationbymakinganoffertoaforeignbuyertowhomthesellerintendstosellhisproducts.Anenquiryreceivedfromabroadmustbeansweredfullyandpromptly.Ifthereisnostockavailableforthetimebeing,youshouldacknowledgetheenquiryatonce,explainingthesituationandassuringthatyouwillreplytoitonceasupplybecomesavailable.Iftheenquiryisfromanoldcustomer,expresshowmuchyouappreciateit.Ifitisfromanewcustomer,sayyouaregladtoreceiveitandexpressthehopeofafuturebusinessrelationship.Inconclusion,theenquiryshouldbebrief,specific,courteousandreasonable.Inreturn,thereplytoanenquiryshouldbepromptandcourteousandcoveralltheinformationaskedfor.Introduction(简介)

Ifyouwanttowriteageneralenquiry,thefollowingcontentsmaybeincluded:1.Thesourceofinformationandabriefself-introduction2.Theintentionofwritingtheletter(Askforacatalogue,samplesorapricelist);3.Statingthepossibilityofplacinganorder.Ifyouwanttowriteaspecificenquiry,thefollowingcontentsmayinclude:1.Thenamesanddescriptionsofthegoodsinquiredfor,includingspecifications,quantity,etc;2.Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect;3.Statingthepossibilityofplacinganorder.2.Writingskills(写作技巧)

3.TypicalExpressions(常见表达方式)Forlettersmakingenquiry(询盘信函常用表达句型):Writingsteps（写作步骤）Typicalexpressions（常用表达句型）1.告知对方你是从何种渠道得知对方公司的情况

1.Yourcompanyhasbeenkindlyintroducedtousby...贵公司由……介绍给我们｡2.Throughthecourtesyof...,wearegiventounderstandthat…

承蒙……我们得知……

2.对你公司进行简单介绍

1.Wehavebeenengagedformanyyearsinthelineof...我们已经从事……多年。2.Wearemainlydealingin...我们主要从事……

3.表明你写信想购买的货物

1.Weareconsideringthepurchaseof…我们正打算购买……

2.Weareinterestedinimportingcottonblazerbutweneedtohavefurtherdetailsbeforemakingafinaldecision.我们有兴趣进口全棉运动上衣，但在最后决定之前需要对此作进一步的了解。

3.Weareregularbuyersofcottonblazer.我们是购买全棉运动上衣的老客户。

4.希望对方寄送目录、价格表和样品等并告知其他事项

1.Wewouldbepleasedtoreceiveyourlatestcatalogueandpricelistforcottonblazer.我们非常希望收到贵方全棉运动上衣的最新产品目录和价目单。

2.Pleasesendussamplesandquoteusyourlowestpricesforthecaptionedgoods.请就标题商品给我们寄样品和报最低价。

3.Pleasesendusyourbestofferbyfaxindicatingpacking,specification,quantityavailable,discountandtheearliesttimeofdelivery.

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。

5.强调希望对方报价合理并具有竞争力，同时表示自己有定购货物的可能性

1.Ifyourquotationisreallyreasonableandcompetitive,wewillsoonplacealargeorderwithyou.如果贵方报价合理且具有竞争力，我们会很快大批订货。

2.Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.如果贵公司产品及条件与其他供货商相比有优势，我方就会下订单。

3.WillyoupleaseletusknowbyNovember10,2010sothatwecanplaceourorderpromptly?

请在2010年11月10日之前告知我们，以便我们及时下单订货。

四、SpecimenLetters(操作示范函)CANADIANFASHIONTRADECO.,LTDP.O.BOX8935NEWTERMINAL,ALTAVISTAOTTAWACANADA

TEL:001-613-4563508FAX:001-613-4562421November9,2010NANJINGSICOTEXTILEGARMENTCO.,LTD.NO.168BEIJINGEASTROADNANJING210008CHINA

TEL:0086-25-88010168FAX:0086-25-88010169WorkTask1DearVictor,ThankyouforyourletterofNovember8,2010,andweareverypleasedtoestablishbusinessrelationswithyou.Asyouknow,Wehavebeenengagedformanyyearsinthelineofgarment,andweareoneofthebiggestimportersinNorthAmericawithanimportvalueformorethan10milliondollarsperyear.Weareinterestedinimportingcottonblaze,especiallyyourcottonblazer,StyleNo.123,butweneedtohavefurtherdetailsbeforemakingafinaldecision.We’dliketohaveyoursamplesfirst.Ifyourproductsaresatisfactory,wearepleasedtoplaceanorderwithyou.Wearelookingforwardtoyourfavorablereply.Yoursfaithfully,Ellen

1.establishbusinessrelationswith…与……建立业务关系2.makeafinaldecision作出最后的决定3.placeanorderwithsb.向某人下订单

1.Thankyouforyourletterof…

感谢贵方……日的来信｡2.Wehavebeenengagedformanyyearsinthelineof…

我们已经从事……多年。3.Weareinterestedinimportingcottonblaze,butweneedtohavefurtherdetailsbeforemakingafinaldecision.

我们有兴趣进口全棉运动上衣，但在最后决定之前需要对此作进一步的了解。NewWordsNotes四、SpecimenLetters(操作示范函)CANADIANFASHIONTRADECO.,LTDP.O.BOX8935NEWTERMINAL,ALTAVISTAOTTAWACANADA

TEL:001-613-4563508FAX:001-613-4562421November18,2010NANJINGSICOTEXTILEGARMENTCO.,LTD.NO.168BEIJINGEASTROADNANJING210008CHINA

TEL:0086-25-88010168FAX:0086-25-88010169WorkTask2DearVictor,Weareinreceiptofyoursampleswithmanythanks.Wearesatisfiedwiththem.Itwouldbehighlyappreciatedifyoucouldquoteusyourbestprice

inUSDperpieceonCIFMontrealincluding3%commissionon

yourcottonblazer,StyleNo.BJ123.Ifyourquotationisreallyreasonableandcompetitive,wewillsoonplacealargeorderwithyou.Meanwhile,pleaseinformusothertermsoftransactionsuchaspaymentterm,packageandinsurance.Wearelookingforwardtoreceivingyourimmediatereply.Yourssincerely,Ellen1.inreceiptof…收到……2.quote报价3.commission佣金4.competitive有竞争力的5.termsoftransaction交易条件6.paymentterm付款方式7.package包装8.insurance保险1.Itwouldbehighlyappreciatedif…如蒙……将不胜感激。2.Ifyourquotationisreallyreasonableandcompetitive,wewillsoonplacealargeorderwithyou.如果贵方报价合理且具有竞争力，我们会很快大批订货。NewWordsNotes五、CompetencePractice（能力训练）A.FromEnglishtoChinese:Ⅰ.Translatethefollowingterms:收到

1

inreceiptof

2termsoftransaction

交易条件3placeanorderwithsb.

向某人下订单

4commission

佣金5latestcatalogue

最新商品目录

inquiry/enquiry

1询盘2报最低价quotethelowestprice

3下订单placeanorder

4有存货availablefromstock5有竞争力的competitive

B.FromChinesetoEnglish:A.FromEnglishtoChinese:(1)我们已经从事儿童服装多年了。

1.Wehavebeenengagedformanyyearsinthelineofchildren’sgarment.

2.I’minterestedinyourGreenTea.Ithinksomeoftheitemswillfindareadymarketatourend.I’dliketohaveyourlowestquotationCIFVictoria.

如果贵公司产品及条件与其他供货商相比有优势，我方就会下订单。

3.Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.

我方对贵方的绿荼感兴趣。我方认为，其中的某些品种在我方市场上会很畅

销。希望得到贵方的成本加运费和保险费维多利亚目的港交货最低价。Ⅱ.Translatethefollowingsentences:A.FromEnglishtoChinese:(2)我们希望贵方价格可行，同时希望交易能令双方受益。

Wehopethatyourpriceswillbeworkableandthatbusinesswillresulttoourmutualbenefit.

PleasequoteyourlowestpriceCIFSingaporeforeachofthefollowingitems,inclusiveofour3%commission.我们希望贵方价格可行，同时希望交易能令双方受益请报下列各种商品的成本加运费和保险费新加坡目的港的价格，包括我方3%的佣金。

B.FromChinesetoEnglish:(1)Wewouldbepleasedtoreceiveyourlatestcatalogueandpricelistformen’sshirts.

1.我们非常希望收到贵方男式衬衫（men’sshirts）的最新产品目录和价目单。

2.如果贵方报价合理且具有竞争力，我们会很快大批订货。

Weareenclosingourlatestillustratedcatalogueandpricelistyouaskforindetails.

3.现附上有你们所需详细情况的最新目录和价目单。

Ifyourquotationisreallyreasonableandcompetitive,wewillsoonplacealargeorderwithyou.

B.FromChinesetoEnglish:(2)Pleasequoteusyourlowestpricefor100metrictonsofRiceCIFGuangzhou,statingearliestdateofshipment.4.请报我方100公吨大米CIF广州最低价，并表明最早交货期。

5.按惯例，我们通常从亚洲其他供应商处得到5%的佣金。

Asarule,weusuallyget5%commissionfromtheotherAsiansuppliers.Ⅲ.TranslatethefollowingletterintoEnglish: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感兴趣，如能报我方1000双成本加保费和运费的最低价，当十分感谢。如果价格合理且具有竞争性，我们拟向你方大量订购。

谨上DearSirs,ThankyouforyourcataloguessenttousandwearenowinterestedinyourSportShoes,andshouldappreciateitifyouwouldgiveusthebestquotationfor1,000pairsCIFLondon.Ifyourpricesarereasonableandcompetitive,weintendtoplacealargeorderwithyou.Yoursfaithfully,(Signature)Ⅳ.Writeareplyaccordingtotheincominge-mail:UnitedTextilesLtd.YorkHouse:LawtonStreetLiverpool:ML32LLEnglandTel:...Fax:...E-mail:...OurRef:CT-GZYourRef:June10,2011GuangdongTextilesImport&ExportCorporation779EastDongfengRoad，GuangzhouChinaDearSirs,Messrs.Brown&Clarkofthiscityinformusthatyouareanexporterofallkindsofcottonbedsheetsandpillowcases.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,colorsandprices,andalsosamplesofthedifferentqualitiesofmaterialused.Wearelargedealersintextilesandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthekindmentioned.Whenreplying,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchasesofquantitiesofnotlessthan100dozenofindividualitems.PricesquotedshouldincludeinsuranceandfreighttoLiverpool.Yoursfaithfully,UnitedTextilesLtd.ManagerDearSirs,WeareverypleasedtoreceiveyourinquiryofJune10andencloseourillustratedcatalogueandpricelistgivingthedetailsyouaskfor.Alsobyseparatepostwe