Unit_04_询盘及回复.ppt

1、Enquiries and Replies,4.1 Introduction（简介）,目的: 了解询盘的基本写作技巧和回复。 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，是指买方或卖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（General Enquiry）和具体询价（Specific Enquiry）。一般询价是指买方或卖方向对方索取商品目录、价目表样品等。具体询价则是指买方或卖方就指定商品要求对方发盘。,4.2 Writing Skills（写作技巧）,回复询盘信函的写作步骤及常见表达方式：,4.3 Specimen

2、 Letters（样函）,Letter 1：General enquiry Dear Sirs, We have been informed by the Bank of U.S. Commerce, New York, that you are one of the leading exporters of textiles in China, and that you wish to export pure silk garments to our market. You will be pleased to note that our corporation is one of the

3、leading importers of textile products, having over 30 years history and high reputation. We shall be able to give you considerable orders, if the quality of your products is fine and the prices are moderate. We would be obliged if you will send us some samples with the best terms at your earliest co

4、nvenience. Yours faithfully, VANCOUVER TEXTILES CORPORATION,Letter 2：A reply to the above Dear Sirs, We take pleasure to acknowledge receipt of your letter of January 20, from which we learn that you are interested in bringing silk garments to the New York market. We are enclosing our quotation shee

5、t covering different sizes and colors of our pure silk garments that can be supplied from stock. We are also airmailing you two dozen sample garments in different sizes and colors. Delivery will be within 30 days after your placing an order to us. Payment of the purchase is to be effected by an irre

6、vocable L/C at sight in our favor.,This offer is subject to your immediate reply which should reach us not later than the end of next month. The price will probably be changed once this particular offer has lapsed. Yours faithfully, CHINA NATIONAL TEXTILES IMP. & EXP. CORP. SHANGHAI HOME TEXTILES BR

7、ANCH,Letter 3：A sellers enquiry Dear Sirs, We are looking for companies who can help us distribute our products in new markets. We manufacture computer components. At present we export to Europe, but we would like to export to your country. Please find enclosed our brochure, which gives details of o

8、ur products. We look forward to hearing from you. Sincerely yours, Jin Baicuan,Letter 4：A reply to the above Dear Sirs, We thank you for your enquiry of Dec.12, 2004, as one of the largest computer companies in South Korea, we are interested in your computer components. Please send us your latest CI

9、F Pushan prices, together with your terms of payment, and the earliest delivery date. Thank you in advance. Sincerely yours, Son Young,Letter 5：A specific enquiry Dear Sirs, We learn with pleasure from your letter of April 12, 2004 that you are exporters of Chinese Blanket Cover and are willing to e

10、stablish business relations with us. At present, we are interested in Blanket Cover and shall be pleased if you will send us by airmail sample books and all necessary information on Blanket Cover, so as to acquaint us with4 material and workmanship of your supplies. Meanwhile, please quote us the lo

11、west price CIF London, inclusive of our 3% commission, stating the earliest date of shipment. Should your price be found competitive and delivery time acceptable, we shall place a large order with you. Yours truly, Leon Allen,Letter 6：A reply to the above Dear Sirs, Thank you very much for your lett

12、er of April 28, 2004, we are pleased to send you samples and all the necessary information on Blanket Cover under separate cover. At your request, we are pleased to make you an offer, subject to your final confirmation, as follows: Commodity: “Golden Cock” Brand Blanket Cover No.21 Size: 180cm200cm

13、Color: All kinds of colors Quantity: 1 000 pieces Price: GBP20 each piece CIF London inclusive of 3% commission Shipment: During August/September,Payment: By 100% confirmed, irrevocable L/C in our favor payable by draft at sight to reach the sellers one month before shipment, and remain valid for ne

14、gotiation in China till the 15th day after shipment. As you will realize from the catalogue we sent you, our Blanket Cover is a perfect combination of warmth, softness and easy care. We are sure that you can get benefit from our products. We look forward to your prompt reply. Yours faithfully, Baicu

15、,4.4 Focal Words（焦点词汇）,compare vt. & vi. 比较 If you compare our products with theirs, you will agree that our price is not high at all. comparison: n. 比较 If you make a comparison between the two samples, you will see which is of better quality. These good qualities are characteristic of our Tea Sets

16、and make those of other origins pale by comparison.,compete vi.竞争 Japan competes in textiles against Britain. We have to compete with a number of major producers here. competent: adj. 有能力的 You should select competent workers to deal with those buyers. We are fully competent for the sales promotion o

17、f your products here. competition: n. 竞争 Competition is getting keener in the cotton market.,credit n. 信用，信誉；信贷，赊欠；记入贷方 We should like to know exactly how their credit stands. Our products are in high credit with the customers in Australia. Please let us know whether this firm is likely to be reliab

18、le for credit up to USD5 000. We shall be happy to supply you with goods on credit. Letter of Credit,regular adj. 经常的 If your prices are competitive, our company will be pleased to place regular orders with you. As your purchases are regular and numerous, it would be advisable for you to open a revo

19、lving L/C in our favor.,sell v. 卖，出售 The rest of the goods will be sold off at greatly reduced prices. To our regret, we have to inform you of our inability to accept your order as the goods have now been sold out. seller: n. 卖主，卖方；出售的货物 The seller assumes no liability hereunder for its failure to m

20、ake shipments. We believe that you will find our new camera a very good seller at the above competitive price.,4.5 Useful Sentences（实用语句）,1. 提出询盘 We addressed our inquiry to the firm. Will you please let us have a list of items that are imported by you. Please put us on your best terms, as this orde

21、r forms part of a contract. Please put us on your very best shipping terms as regards discount. Please state your best terms and discount for cash.,Kindly let us know at what price you are able to deliver quantities of best refined sugar. We would appreciate it if you will please let us know the ruling prices of the goods. We shall be obliged by a quotation of your lowest price for the said goods free delivered at our works. I shall be glad if you will send me your catalogue together with quotati