3.enquiries and replies.ppt

1、Unit Three Inquiries (询盘),Objectives,Introduction,New Words & Expressions,Chinese Version of the Text,Keys to Exercises,Objectives,Unit Three Inquiries(询盘),通过本章的学习，帮助学生掌握: 询盘的定义及种类 询盘信函的撰写 询盘信函中常用的专业词汇及句型,Introduction,An inquiry is a request for information. In the international business the importe

2、r may send an inquiry to an exporter, inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods.,Definition of an inquiry:,Unit Three Inquiries(询盘),Introduction,In a General Inquiry (一般询价), the importer may ask only for catalo

3、gues, price lists, samples, sample books, or quotations, etc., in order to get a general idea of the business scope of the exporter. In a Specific Inquiry(具体询价), the importer points out what products he needs and asks for a quotation or an offer for this item.,Generally speaking, inquiries fall into

4、 two categories: a General Inquiry and a Specific Inquiry.,Unit Three Inquiries(询盘),Introduction,1.State the source of the information and make a self-introduction at the beginning of the letter. 2. State the purpose of writing the letter. For example, the writer may explain to the recipient what he

5、 wants, give a description or specification of the goods he requires or express his willingness to enter into business relations with the recipient, etc. 3. End the letter by expressing the expectation for an early reply.,The following structure may be referred to in writing an inquiry:,Unit Three I

6、nquiries(询盘),New Words & Expressions,1. inquiry (enquiry) n. 询盘，询价 make (or: send, give, fax) sb. an inquiry for sth. 向某人询购某种商品 We thank you for your inquiry for sunflower seeds. 我们感谢你方有关向日葵籽的询盘。 Upon receipt of your specific inquiry, we shall send you our quotations and samples. 一收到你方具体询盘，我方立即给你方寄出

7、我方的报价及样品。 At present, there are large inquiries for our “Cool” Brand Air Conditioner in our market. 目前，我们市场有大量对我“凉爽”牌空调的询盘。,Unit Three Inquiries(询盘),New Words & Expressions,inquire v. 询价，询购，询问 inquire for sth. 询购某种商品 Thank you for your letter of September 1 inquiring for 3,000 m/ts Northeast Rice. 感

8、谢你方九月一日询购三千公吨东北大米的来信。 The ladies pyjamas you are inquiring for are now out of stock. 你方现询价的女士睡衣没货。 We are inquiring about the supply of sugar and coffee. 我方正在询购糖和咖啡的货源。,Unit Three Inquiries(询盘),New Words & Expressions,2. be interested in 对(某商品)有兴趣， 常用以表示有意购买某种商品，是打算购买 某种商品的初步表示。 We are interested in

9、 the import of Chinese silk neckties. 我们对进口中国丝绸领带感兴趣。 They have customers who are interested in your six designs of Ornamental Cloth. 他们有客户对你方六种图样的装饰布感兴趣。,Unit Three Inquiries(询盘),New Words & Expressions,be interested to do sth. 对做某事感兴趣 They are interested to export Hand-Embroidered Silk Scarf. 他们对出

10、口手绣丝围巾感兴趣。 interest n. 兴趣 We have/take/feel no interest in the terms of payment on D/A basis. 我们不想用D/A的付款条件。 interest v. 使感兴趣 The garments on display at the fair were attractive, especially their fashionable styles interested the visitors very much. 交易会上展出的服装很吸引人，特别是时尚的款式令参观者非常感兴趣。,Unit Three Inquir

11、ies(询盘),New Words & Expressions,3. quote quote v. 报价 quote sb. a price for (or: on) sth. 报给某人某种商品的价格 Please quote us your lowest prices for personal computers. 请报个人电脑的最低价。 We quoted this article at US$278 per case. 这种商品每箱报价二百七十八美元。 Would you please quote us your best price FOB Dalian for (or: on) 1,

12、000 pieces of leather jacket. 请报一千件皮夹克的最好大连船上交货价。,Unit Three Inquiries(询盘),New Words & Expressions,4. market market n. 市场，行市 come to the market 上市 find a market 找销路 a good (poor) market 畅销(滞销) in the market for 要购买 an advancing market 市场上涨 a brisk market 市场活跃 a strong market 市场坚挺,Unit Three Inquirie

13、s(询盘),New Words & Expressions,They are in the market for table-cloth and pillowcases. 他们要购买桌布和枕头套。 Please keep us informed of the supply and demand position in your market. 请随时告知你处市场的供求状况。 The market is strengthening. 行情在上涨。 market v. 推销，销售，在市场上出售 There is no difficulty in marketing these traditiona

14、l products in the Southeast Asian market. 在东南亚市场推销这些传统产品不会有困难。,Unit Three Inquiries(询盘),New Words & Expressions,In order to meet your needs in marketing, we take this opportunity to recommend “ Good Luck” Brand Electric Fans. 为满足你方销售需求，我方借此机会向你方 推荐“好运”牌电风扇。 marketable adj. 适销对路的，可销的 The goods are no

15、t marketable in our area at the price you quoted. 按你方报价，这种产品在我们地区没有销路。,Unit Three Inquiries(询盘),New Words & Expressions,5. place v. 发出，置于，售出 If the quality of your goods is good and the price is acceptable to us, we will place a large order with you . 如你方产品质量好，价格可接受，我们将与 你方大量订货。 We regret that our c

16、ustomers have places their orders elsewhere. 很遗憾我方的客户在其他地方已经订货了。,Unit Three Inquiries(询盘),New Words & Expressions,6. order n. 订单 place (or: make, send) an order for sth. 订购某项货物 If your price is in line, we will send you an order for 1,000 sets. 如果你方价格与市价相符，我方将订购1000 台。 Please see to it that the orde

17、r is shipped within the stipulated time. 请务确保此订单在规定的时间内装运。,Unit Three Inquiries(询盘),New Words & Expressions,order v. 订购，订(货) If you allow us 5% discount, we will order 5,000 dozen. 如果你方给予5%的折扣，我方将订购5000 打。 Can you supply the goods from stock if we order immediately? 如果我方立即订货，你方能有现货供应吗？,Unit Three In

18、quiries(询盘),New Words & Expressions,in order 整齐无误，妥当 Would you please sign and return one copy for our file if you find everything in order? 如果你方觉得一切妥当能否签署且返回一份 供我方存档？ in good (bad) order 情况良好(不好) The goods have arrived in good order. 这些货完好无损地抵达。,Unit Three Inquiries(询盘),New Words & Expressions,7.be

19、 in a position to do sth. 能够 be not in a position/in no position to do sth. 不能做某事 be in a good position to do sth. 很有能力做某事，完全能做某事 be in a difficult position to do sth. 很难做某事,Unit Three Inquiries(询盘),New Words & Expressions,We are very sorry to say that we are not in a position to agree on your count

20、er-offer. 很抱歉告之我方不能同意你方的还盘。 We are in a position to offer you 50 metric tons of soybean, FAQ, 2002 crop. 我方可以报给你方五十公吨大豆，2002年收 成的大路货。 We are in a good position to meet your requirements. 我们完全可以满足你方的需求。,Unit Three Inquiries(询盘),New Words & Expressions,8. discount n. 折扣，折价，贴现 allow (or: give, make, gr

21、ant)% discount off (on) the prices of goods 按货价给予%的折扣 They make 20% discount for cash payment. 现金付款，他们予以八折优待。 at a discount 低于正常价格，打折扣(货物 无销路) The products are selling at a discount. 该产品正以低价销售。,Unit Three Inquiries(询盘),New Words & Expressions,9. competitive adj. 有竞争力的 competitive price有竞争力的价格 compet

22、itive power 竞争能力 compete vi. 竞争 We have to compete with a lot of suppliers for European market. 我们要与很多供货商竞争欧洲市场。,Unit Three Inquiries(询盘),New Words & Expressions,competition n. 竞争 Those who can make their fit for customers needs will survive in the competition. 那些产品适合消费者需要的企业才能在竞争中生 存。 competitor n.

23、 竞争者，竞争对手 The superior quality, attractive design and favorable price of their products will enable them to defeat the competitors. 他们产品的优良质量，诱人的设计，合理的价格 将使他们击败竞争对手。,Unit Three Inquiries(询盘),New Words & Expressions,10. refer v. 谈到，谈及，参考；提交；参阅 refer to sb. for sth. 向某人打听(查询)某事 e.g. We refer you to ou

24、r letter of October 1. 请你方参阅我们10月1日的函。 reference n. 谈到，谈及；参考；查询 e.g. Reference is made to your letter of May 5. 兹提及你方5月5日的来信。 A copy of our feasibility study report will be sent to you for your reference. 我们将寄送一份可行性研究报告供你方参考。 With(in) reference to 关于,Unit Three Inquiries(询盘),New Words & Expressions,

25、11. contact v.t. 与联系，与接洽(和 approach同义，但被动语态用approach较多)。 e.g. Please contact (approach) us again. 请再与我们联系。 contact n. 联系，交往 e.g. We have been in contact with that company for nearly two years. 我们与那家公司有近两年的交往。,Unit Three Inquiries(询盘),New Words & Expressions,12. available adj. 可利用的，可供应的，可得到 的(做定语时前置后

26、置均可，后置较为常用)。 commodities available for export 供出口的商品 not available 缺货 The only opportunity available now is the Harbin Fair. 目前唯一的机会就是哈尔滨交易会。 We are sending you under cover a catalog covering the goods available at present. 随函附上一份我方目前可供之货的目录单。,Unit Three Inquiries(询盘),敬启者： 我们参观了贵方6月份在北京举行的国际技术博览会的展台

27、，我们对贵方IBM-CPU80586个人电脑的展示很感兴趣。贵方展示的电脑最适合我方市场。在我国我们是电子产品的批发商。贵方能否寄给我们包括功能及必要软件在内的详细资料？ 请贵方报到烟台的最低价，并说明支付方式和采购量不少于500台所允许的折扣。 如贵方报价具有竞争力，运货日期可以接受，我方打算从贵方大量订货，并且及时开立以贵方为受益人的信用证。关于我方资金情况，业务能力和信誉，请查询我们的银行，中国银行。 盼收到贵方有利的答复。 谨上 烟台电子进口有限公司 2004年7月5日,Sample Letter ,Unit Three Inquiries(询盘),敬启者： 我方有客户对你方“天鹅“牌

28、毛巾感兴趣且让我方与 你方联系报价和现可供出口的产品的样品。请报你方货 号AK-18的30，000打成本加运费的纽约最低价，指出可 能最早装运时间及支付条件。 顺告你方，这里类似产品的竞争力非常激烈。务请 保证你方价格与现在市价相一致，这样使我们能够为你 方争取更多订单。 盼尽快收到回信。 谨上 温哥华纺织品公司 2004年11月5日,Sample Letter ,Unit Three Inquiries(询盘),敬启者： 我方有从贵方刊发在5月2日的商务世界 上的广告里，敬悉贵公司生产各类手工制人造皮 革手套。本地区对中等价格的高品质手套向有稳 定的需求。 请惠寄贵公司的手套目录一份，详述有

29、关价 目与付款条件。希望贵公司顺带惠赐样品。 静候佳音。 谨上 2004年5月20日,Sample Letter ,Unit Three Inquiries(询盘),Exercise ,1.Whenever you are in the market for the products, please contact us for your requirements directly. (请就你方的需求直接与我方联系). 2. If your prices are competitive (如果你方价格有竞争力),we are willing to place our first order f

30、or 1200 dozen, i.e. 400 dozen of each type. 3. Only the goods which are fine in quality but low in price can interest our customers. (才能吸引我方客户).,Unit Three Inquiries(询盘),4. Several of our customers have recently expressed interest in your products and we are enclosing our inquiry for 1,000 pieces of

31、 Childrens Bicycles.(现随函附上我方有关一千辆童车的询盘). 5. We should be obliged if you will quote us your lowest price CIF New York, U.S.A. (如蒙报给最低成本加运费、保险费美国纽约价)for the following goods.,Unit Three Inquiries(询盘),Exercise ,Exercise ,1. We note from your letter of October 5 that you are interested in Chinese Cotton

32、Piece Goods. 2. The letter we sent last week is an inquiry for color TV sets. 3. We produce decorative fabrics of different kinds. 4. We would like to know something about the styles prevailing at your end. We should be pleased to send you some samples of our shoes and hats on approval at our own ex

33、pense.,Unit Three Inquiries(询盘),Exercise Gap Filling Dear Sirs We are informed that you are one of the _ importers of textiles. Please be advised that we are _ in the export of such commodities. If you are _ in _ business relations with us in this _,we shall be pleased to _ samples and catalogues as

34、 well as _ information upon _. We assure you _ our best attention to any enquiries _ you and anticipate your prompt response in the _. Yours faithfully,Exercise Translate the following sentences into English 1. 从纽约A.B.C.公司获悉，你公司出口尼龙床单和枕套。对上述品质优良价格公道的商品，本地区常有需求。 2. 我们另邮寄样品一批，深信一旦那么有机会查看样品之后，定会承认该货品质优

35、良，价格合理。,3.收到你公司5月14日询价，得悉你对我们手工制人造革手套感兴趣。现将你所需的详细资料，具有插图的目录和价格单附寄给你。 4.所附价格单和图解目录将给你提供有关你方最感兴趣的型号的具体情况。,Keys to Exercise 1. We learn from A.B.C.Co. of New York that you are exporting Nylon bed-sheets and pillow-cases. There is a steady demand here for the above-mentioned commodities of high quality

36、at moderate prices. 2. Under separate cover, we are sending you a range of samples and when you have a chance to examine them, we feel confident that you will agree that the goods are both excellent in quality and reasonable in price.,3. We have received your enquiry of 14th May and learn of your in

37、terest in our handmade artificial leather gloves. We are enclosing our illustrated catalogues and price list giving the details you ask for. 4. The enclosed price list and illustrated catalogue will give you details of the model in which you are especially interested.,Exercise Translate the followin

38、g into Chinese,Dear Sirs, We are glad to inform you that Floppy Disk Drive Model No. R1816 is of special interest to us. With the popularity of personal computers, we trust there is a promising market for reasonably-priced drives in our country. If possible, please send us relative technical data an

39、d your best quotation CIF Rotterdam for 100,000 pieces, shipment in November, 2004. We shall also be very interested if you have any models in the same range to supply. We look forward to your early reply. Yours faithfully,Unit Three Inquiries(询盘),Letter of Credit,Definition A letter from one bank t

40、o another bank, by which a third party, usually a customer, is able to obtain money. 信用证；信用状（由一家银行交给另一家银行，表明某客户等的第三方可获取款项）,Categories Circular L/C A letter of credit which is addressed to all branches, correspondents and agents of the issuing bank 流通信用证；循环信用证（由开证行发给其所有分行、往来银行和代理行）,Confirmed L/C A letter of credit to which the paying bank has added it guarantee that payment will be made against