第四单元询盘及其回复分析.ppt

1、Unit FourEnquiries and Replies 询盘及其回复,2020/7/28,1,Learning Objectives of This Unit,How to make enquiries in writing 询盘 How to reply to enquiries 回复询盘 Structure the train of thought 信函框架 Frequently used expressions 常用表达,2020/7/28,2,Where is enquiry in a whole transaction?,2020/7/28,3,2020/7/28,4,Spec

2、imen Letter Analysis:,The Train of Thought? 写作思路？How to write?,Content + Structure,Whats the difference between Letter-4(1) and Letter-4(3) in Structure?,2020/7/28,5,Enquiries,(1) By new clients,(2) By exisiting clients,4. Tell the source of information （告知信息来源） 5. Make a self-introduction （自我介绍）,1.

3、 Name the product （告知所需产品） 2. Ask for information related to the product （所需相关信息） 3. Encourage giving a favorable offer（鼓励优惠报价）,catalogues prices specifications sample availability / costs discounts delivery date terms of payment insurance packing and any other relevant terms and conditions,2020/7/2

4、8,6,Messrs. Brown & Clark of this city inform us that you are exporters of all cotton bed-sheets and pillowcases. We would like you to send us details of your various ranges, including sizes, colors and prices, and also samples of the different qualities of material used. We are large dealers in tex

5、tiles and believe there is a promising market in our area for moderately priced goods of the kind mentioned. When replying, please state your terms of payment and discount you would allow on purchase of qualities of not less than 100 dozen of individual items. Prices quoted should include insurance

6、and freight to Liverpool.,例. 从纽约A.B.C.公司获悉，你公司出口床单和枕套。对上述品质优良价格公道的商品，本地区常有需求。 We learn from A.B.C. Company of NewYork that you are exporting bed-sheets and pillowcases. There is a steady demand here for the above-mentioned commodities of high quality at equitable prices. Please let us know the 试订购的起

7、订数量. We should like to know your 最早的交付时间. Would you please quote your 最低价 for ,给予xx%的折扣： allow / give / make / grant) xx% discount of /on the prices of goods 按货价给予%的折扣 We give 10% discount for cash payment. 现金付款，我们予以九折优待。,quote sb (the price) for sth 请为我们报10万台34英寸彩电的价格。,如果你方能够供应所需的型号和数量，我们将定期订购大量产品。

8、,If you can supply the model and quantity required, we may place orders for large quantities on a regular basis.,2020/7/28,7,First Enquiry 首次询盘,Source of information 告知消息来源,Self-introduction 自我介绍,Encourage giving a favorable offer 鼓励优惠的报盘,Request information 索取资料,2020/7/28,8,1. We believe there is a

9、 _ market in our area for moderately priced goods of the kind mentioned above. A. promised B. promisingC. promise D. promoting 2. When _, please state your terms of payment and a trade discount for companies that buy in fairly large quantities. A. reply B. replied C. replying D. to reply 3. Samples

10、of our plastic kitchen-ware _ you asked in your enquiry of September 3 are being sent to you today. A. which B. for which C. to which D. in which 4. We are sending you _ separate post the samples for the new season. A. to B. for C. by D. In 5. Our firm is a leading importer _ industrial chemicals. A

11、. dealing by B. dealing in C. deal with D. deal in,Multiple Choice,2020/7/28,9,6. As this model was so popular with our customers, we would like to know if it is still _. A. available B. respectable C. acceptable D. reasonable 7. I would appreciate _ me an up-to-date price list for your building mat

12、erials. A. you to send B. your send C. you send D. your sending 8. Well be very pleased if you can quote us _ a better price for the goods we inquired in our letter of Feb.9. A. / B. for C. at D. with 9. We should like to take this _ to inquire about the price of washing machines. A. occasion B. ope

13、ning C. chance D. opportunity 10. If the prices are _, we trust important business can materialize. A. in line B. in the line C. on line D. on the line,2020/7/28,10,2020/7/28,11,2020/7/28,12,Dear Sirs, We have received an order from one of the famous hotels in this city for table-cloths. We learn th

14、at you are the leading exporters of this article, so we have pleasure in writing to you to see if you could meet our requirements. The table-cloths they require should be made of medium and best quality linen in handsome designs. If you are in a position to supply them, and prices are competitive, w

15、e may place a large order. Please first send us samples so that we may pass them on to them for their reference. If your samples meet with our clients approval, we will contact you for quotations. We look forward to your early reply. Yours faithfully,2020/7/28,13,Dear Sirs, We recently saw the adver

16、tisement of your “White Dove” cloth which could be made into ladies skirts. We would be grateful if you could send us full details of this material. We are a large importer of textile products and would like to introduce a new type of material to our customers. Please send us a catalogue and priceli

17、st, and tell us your terms of business and delivery date. If your terms are favorable we shall probably order about 10,000 meters, and more in future. We look forward to hearing from you.,Sample Letter 2,告知消息来源,自我介绍+索取资料,鼓励优惠的报盘,2020/7/28,14,First Enquiry 首次询盘,Source of information 告知消息来源,Self-intro

18、duction 自我介绍,Encourage favorable offer 鼓励优惠的报盘,Request information 索取资料,2020/7/28,15,1: Express thanks for enquiry 2: State the trade terms 3: Encourage acceptance 4: Recommend other products,How to reply to an enquiry?,Sample Sentences: 2. Under separate cover, we are sending you a range of samples

19、 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 very reasonable in price. 3. We have received your enquiry of May 14 and learn of your interest in our hand-made artificial leather gloves. We are enclosing the details

20、 you asked for, illustrated catalogue and price list. 4. The enclosed price list and illustrated catalogue will give you details of the model in which you are most interested.,2020/7/28,16,Logical Structure逻辑结构,1. Express gratitude for enquiry 感谢对方询盘,2. State trade terms 具体列明交易条款,3. Encourage accept

21、ance 鼓励对方接受报盘,4. Recommend other products 介绍其他产品,2020/7/28,17,required,required,optional,optional,敬启者： Dear Sirs,感谢你方5月4日来信询问我们的印花布，并要求知道我们对大批订购的条件。 Thank you for your letter of May 4, enquiring about our printed cloth and our trade terms for a large order.,2020/7/28,18,我们已经单独给你寄去了综合性的图案和材料，供你们订购时选择

22、。随信附上我们的价格单以及为大批订购者提供的条件和具体细节。 We have sent by separate post the comprehensive patterns and materials for you to choose from when placing orders. Enclosed please find our price list as well as the terms and particulars for large order placers.,2020/7/28,19,盼望收到你方的订单。请放心，你方的订单一定会得到我们及时关注。 We look for

23、ward to receiving your order. Please be assured that your order will attract our prompt attention. 上海进出口公司 Shanghai Imp. & Exp. Corporation,2020/7/28,20,1. Please reply as soon as possible, the earliest shipment date and terms of payment. A. stated B. as stated C. stating D. state 2. There is a stea

24、dy demand in Europe _ leather gloves_ high quality. A. for, with B. for, of C. at, with D. in, of 3. Through the Paris Chamber of Commerce, we are given to understand that you are one of the leading importers of silk in your area. A. courteousness from B. courtesy of C. courteous of D. courtesy from

25、 4. In order to obtain the needed information, the inquirer should simply, clearly and concisely write _ he wants to know. A. that B. so C. what D. because of,2020/7/28,21,C,B,B,C,5. It may interest you to know that there is a good demand here for Chinese Black Tea _ prices. A. at moderate B. in che

26、ap C. for low D. on dear 6. We owe your name and address Italian Commercial Bank who has informed us that you are in the market _ table-cloths. from, for B. to, with C. from, with D. to, for 7. us earlier we could have compiled with your request to the full. A. Do you contact B. Had you contacted C. Have you contacted D. Will you contact 8. Wed like to inform you that moderately-priced goods of fine quality will