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1、Business English,Points for attention:1.询价或询盘是一种询问。按其内容可分为一般询盘（general enquiry)和具体询盘（specific enquiry)一般询盘是买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等等。具体询盘是买主有做买卖的要求，指定商品要求卖主报盘。,Business Writing Letters of Enquiries and Replies,在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚，如价格、装期等等。在回信时，确保对方所询问题都给予了回答。如一买方与卖方初次联系，此买方需先作一自我介绍，如
2、经营范围，所需货物等。如买卖双方是老客户，则询盘信就非常简单了。,初次询盘信一般包含以下内容：简单告知如何获得卖方的名址，写一些你方的业务情况。你地市场需对方经营的货物 告知对方你所需的信息,1.Place an order with sb.:向订货2.We are glad to place(book)an order with you for 100 tons of Dried Potato Slices.3.a full range of samples:一整套样品4.a full range of shipping documents:一整套装运单据。5.long/short stra
3、tegies 做多头/空头的；买空/卖空。指投资者在预测未来市场行情看涨/看跌时买入/卖出而后再进行卖出/买入而获利的行为。,Words&expressions,Terms,1.Supply from stock 现货供应 2.Quantity discounts 数量折扣 3.Place regular orders 定期订购 4.L/C at sight 即期信用证 5.Quote CIF London 报CIF伦敦价 6.Enclosed please find 附上请查收,7.Promote the sales of sth 促销 8.Profit margin 盈余，利润幅度 9.B
4、y separate post 另邮寄 10.Be in a position to do sth.能够做某事 11.Competitive prices 竞争性的价格 12.Financial standing,business capacity and character 资金情况，业务能力和信誉 13.In our favour 以我方为受益人,Enclosed please find our illustrated catalogues and price-list giving details of CIF Vancouver pricesOn regular purchases o
5、f quantities of not less than 300 of individual items,we would allow a trade discount of 3%,We are in a position to supply you from our wide selection of shirts and blouses which we make for all age groupsAny orders you may place with us will have our prompt attention.,Useful sentences,Since the com
6、petition of textiles is very keen in our market,it is necessary that you quote us rock-bottom prices.由于纺织品在我方市场竞争激烈，你方有必要报最低价。,2.We shall place substantial orders with you provided your new products are excellent in quality and competitive in price.只要你方产品质量优良，价格有竞争性，我们将向你们大量订购。,3.There is a steady d
7、emand here for bicycles of high quality,as cycling is popular in our country.由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求。,4.Will you please grant us a special allowance on annual total purchases above USD 20,000?This would enable us to maintain the low selling prices that will be an important reason for the growth
8、 of our business.,如果每年总购买量在2万美元以上，请能给予我方特别折扣。这样可使我们保持较低的销售价，这将是我们贸易发展的一个重要因素。,5.In reply to your letter dated March 28,we enclose our latest illustrated catalogue for your reference.兹复你方3月28日函，我们附上最新的带有插图的目录单，供你方参考。,6.请报最好的CIF上海价格，注明最早装运期。Please quote us your best CIF Shanghai prices,stating the ear
9、liest date of shipment.,7.如果你方价格有竞争力，我们愿首次订购1200打，即每种型号各400打。If your prices are competitive,we are willing to place our first order for 1200 dozen,i.e.,400 dozen of each type,8.请放心，贵公司给我们的任何订单都将得到我们迅速和仔细的处理 Please rest assured that any orders you may place with us will have our prompt and careful at
10、tention.,收到贵公司8月2日询价，得悉你们对我们MP208型号的真空吸尘机感兴趣，现将你们所需的插图目录单和价格表寄给你们。,9.We have received your enquiry of August 2 and learn of your interest in our Vacuum Cleaners MP208.We are now enclosing our illustrated catalogues and price list you asked for.,10.对于定期购买单项商品数量不少于800打，我们可给予3的折扣，用保兑的、不可撤销的即期信用证付款。,On
11、regular purchases in quantities of not less than 800 dozen of individual items,we would allow you a discount of 3%.Payment is to be made by confirmed,irrevocable L/C at sight.,Abdulla Samih Co.,659 Saleem RoadKarachi,Pakistan.10 November,2013China National Import Export Corp.,Shanghai Branch Shangha
12、i,China.Dear Sir or Madam,Re:Forever Brand Bicycles,Sample inquiry,As we are advised by one of our clients that you are one of the leading exporters of Bicycles in Shanghai,we would like you to quote us CIF Karachi,for 350 sets bicycles with indication of specifications and the earliest date of ship
13、ment.If your price is reasonable,quality satisfactory and delivery acceptable,we will send you large orders.We await your early reply with interest and shall appreciate it very much if you will quote us your best price so as to enable us to conclude some business.Yours sincerely,(signed)Abdulla Sami
14、h&Co.,Useful Sentences,1.Seeing your advertisement in China Daily,we should be pleased to receive your latest price list for stainless steel tableware.2.We thank you for your intention to enter into business relations with us.At present,we are interested in your.and wish to receive a sample for whic
15、h we will pay upon receipt of your advice.,3.We learn from our Embassy in your country that you are manufacturing and exporting a variety of Cassette Tape Recorders.As there is a good demand here we should appreciate your sending us a sample together with the prices of various models for which we wi
16、ll pay immediately upon receipt of your debit note(清单).4.Please be informed that one of our endorsers转让人 is in the market for.and we should be glad if you could send us your best prices with indication of time of shipment.,5.Your company has been introduced to us by Messrs.with whom we have traded f
17、or many years.Would you please supply us with a complete set off catalogues for Textile Accessories女性小装饰物 so that we may make choice and work on them.6.At present,we are keenly interested in bed-sheets and shall be glad if you will kindly send us your latest price list for bed-sheets in various colo
18、rs specifying sizes and designs.,7.If possible,please send us a sample-cutting book for our reference.8.We are pleased to inform you that there is good sale for your Drilling Machine,Model Z-33 and would ask you to send us your best offer.If your price is found competitive,we are confident there are
19、 good prospects for business.,9.We have much pleasure in enclosing an enquiry sheet for Great Wall Brand Canned Meat,each can containing 250 grams.This enquiry is from a very famous supermarket with branches all over the country.You will notice from the enquiry that their requirement is in large qua
20、ntity and therefore price is of utmost importance in concluding the transaction.10.If you are in a position to supply the goods as per the attached enquiry at very competitive price,we trust large orders will be obtained.,Making Replies to an Enquiry,Dear Sir or Madam,We have received your letter of
21、 June 16,inquiring about the best terms of our Japanese toys and sundries(杂物)，and requesting some samples of the same.In compliance with your request,we have today forwarded to you by parcel post some samples of our Japanese toys and sundries,together with a revised price-list,in which you will see
22、our best possible terms of them.,We are confident that the samples and terms submitted will give you every satisfaction and lead to business with you.As we carry a large stock of the goods in superior quality,we can execute your commands promptly and faithfully,at the rock bottom prices as shown in
23、the price-list.We solicit that you will favor us with your orders,which shall always have our best attention.We await your early reply.Yours faithfully,(signed)Abdulla Samih&Co.,Terms,considerable order 大宗订单Customer designed products 客户指定产品Custom-made goods 订做商品Actual sample 实物样品Parcel post 邮包Superi
24、or quality 优等质量To carry a large stock of the goods 备有大量存货The given design 来样Rock bottom price 最低价格To execute command promptly 快速执行订单,Writing,Particulars:Messrs.Arthur Grey&Son writes to China National Import&Export Corporation,stating that they have an order to supply a hotel with table-cloths.They
25、request samples in handsome designs of medium and best linen(亚麻）suitable for the purpose.,Business Writing Quotations,Offers and Counter-offers,Points for Attention:发盘一般用通函，信件或者答复询价的方法来进行。在答复询价时，可寄送报价单。完整的发盘应包括下列几点：1.对询价表示感谢 2.表明价格，折扣及付款条件的细节 3.详细说明价格包含的内容（如运费，保费等）,4.对交货期或装运期的承诺 5.报价的有效期 6.表达希望实盘有效期
26、的表示：1.Subject to your reply reaching us by(before)2.Subject to your reply(acceptance)here within days 3.This offer is firm(open,valid.Good)for days.,虚盘的表示：Without engagement(obligation)Subject to prior saleSubject to our final confirmation,拒绝接受发盘的信应包括以下几点：对发盘表示感谢对不能接受表示遗憾如适当可还盘提示一起做生意的其他机会,In reply,
27、we are making you,subject to your reply reaching us by April 15,the following offer.Our color TV sets are of top quality and reasonable price.We have examined your proposal to place an order for a guaranteed minimum number of our new products in return for a special allowance,but after considering i
28、t carefully,we feel it would be better to offer you a special allowance on the following sliding scale basis.,Useful Sentences,4.We are pleased to make you a special offer,subject to our final confirmation,as follows.5.Make sb an offer for sth.6.Shipment is to be made in three equal monthly installm
29、ents beginning from December,2007.Payment is by L/C at sight.,7.Your prices appear to be on rather high side.8.We will appreciate it very much if you will consider our counter-offer most favorably and fax us your acceptance as soon as possible.9.In reply to your letter of April 6 requesting a 10%red
30、uction in price,we regret we find it very difficult to comply with.,Translate the following1.In return for 回报2.Conditions of sales 销售条件3.Be in receipt of 收到4.Quotation 报价5.As per 按照,6.Annual total purchase 每年总购买量7.Similar products 类似产品8.Make sb.an offer 向某人发盘9.Assure sb.of sth 使某人确信10.Commission on
31、a sliding-scale basis 递加佣金11.Non-firm offer 虚盘12.Firm offer 实盘13.Subject to our final confirmation 以我方最后确认为准,14.The minimum quantity for order 最低起订量15.A trial order 试订16.After-sales service 售后服务17.Make shipment in three equal monthly 分三个月每月平均装运18.At buyers option 由买方选择19.Push the sales of new produc
32、ts 推销新产品20.Art.No 货号,Translate the following sentences,我们确认已向电报下列商品实盘，以9月20日前复到有效。We confirm having cabled you a firm offer for the following goods,subject to your reply reaching us by September 20.,2.获悉你地市场对核桃有很大需求，兹附上第6868号报价单供参考。We have learned that there is a good demand for walnuts in your mark
33、et,and take this opportunity of enclosing our Quotation Sheet No.6868 for your consideration.,3.你方6月3日来电要求我们报第33号毯子。现确认我方于6月6日电报向你方报盘如下，该盘不受约束。In reply to your cable of June 3,which asked us to make an offer for our Blanket No.33,We wish to confirm our cable despatched on June 6 offering you without
34、 engagement the following.,4.你方7月9日来函收悉，谢谢，很遗憾，你方价格偏高，无法成交。While we thank you for your letter dated July 9,we find it very regrettable to point out that your prices appear to be on the high side and that there is no possibility of business,Writing,Write a letter for a curtain material manufacturer,w
35、ith a quotation enclosed therein,giving favourable comments on the goods offered and recommending their clients acceptance.,Dear Sir or Madam，We thank you for your enquiry of 30th November and enclose our quotation for curtain materials.We have made a good selection of patterns and sent them to you
36、today by post.Their fine quality,attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value.,There is a heavy demand for our goods from house furnishers in various districts and regions,which we are finding it difficult to meet
37、,but provided that we receive your order within the next ten days,we will give priority to it for prompt delivery.Your early reply will be appreciated.Yours faithfully,BUSINESS WRITING:QUOTATION,November 24th,2008Dear Sirs,Quotation for bathroom showers In reply to your letter of 21st November,we ha
38、ve pleasure in enclosing a detailed quotation for bathroom showers.Besides those advertised in the Builders Journal,our illustrated catalogue also enclosed shows various types of bathroom fittings and the sizes available.Most types can be supplied from stock.45-60 days should be allowed for delivery
39、 of those marked with an asterisk.Building contractors in Hong Kong and Taiwan have found our equipment easy to install and attractive in appearance.Naturally all parts are replaceable,and our quotation includes prices of spare parts.We can allow a 2%discount on all orders of US$6,000 in value and o
40、ver,and a 3%on orders exceeding US$20,000.Any orders you place with us will be processed promptly.Yours sincerely,Francesco Marani,Sales Manager,Business Writing Letters of Offers,China National Import Export CorporationShanghai BranchShanghai China9 November,2008.Abdulla Samih Co.,659 Saleem Road K
41、arachiPakistan,Dear Sir or Madam,Re:Forever Brand Bicycles We thank you for your letter of 10th November enquiring for Forever Brand Bicycles.We are exporting bicycles of various brands among which Forever Brand and Phoenix Brand are the most famous ones.They are in great demand abroad and our stock
42、s are running down quickly.They are popular not only for their light weight,but also for the reasonable prices.We are confident that once you have tried our bike you will place repeat orders with us in large quantities.,Based on your requirement,we are quoting as follows:Forever Brand bicycles:20 Me
43、ns Style at US$25 per set 20 Womens Style at US$27 per set 26 Mens Style at US$27 per set 26 Womens Style at US$28 per set Payment Terms:By L/C at sight to be opened through a bank to be approved by the sellers.Shipment:January/February,2004 provided the covering L/C reaches the sellers by the end o
44、f this year.,The above prices are understood to be on CIF Karachi basis net.Please note that we do not allow any Commission on our bicycles,but a discount of 5%may be allowed if the quantity for each specification is more than 1,000 sets.The above quotation is made without engagement and is subject
45、to our final confirmation.,Meanwhile,we would like to take this opportunity of introducing to you our Phoenix Brand Bicycles which enjoy the same popularity as Forever Brand.Enclosed please find a copy of our illustrative catalogue which will give you all the details.We hope you will find them inter
46、esting and let us have your orders.We look forward to your early reply.Yours faithfully,(signed)China National Import Export Corp.Encl.,Useful Sentences,1.We thank you for your letter of 12 March and have the pleasure of offering you the following 2.We have pleasure in quoting as follows:3.We have p
47、leasure in offering you the following goods:4.We are pleased to inform you that our prices are quoted CIF Hamburg.5.This offer is firm(open)(valid)for 5 days.6.This is a special offer and is not subject to our usual discount.7.This article is in good(great,heavy)demand.,8.After carefully calculating
48、 the price again,we decide to make a further concession of US 2 per yard in the hope that this would lead to an increase in business between us.9.We offer,subject to your reply reaching here on or before 28th February,500 Phoenix Brand Bicycles at 12 per set C1F London for shipment in April.10.We ha
49、ve received your letter of.and are pleased to quote you for 1.500 dozen Mens Shirts as per the sample sent you before,at the price of US 5 per piece CIF New York for prompt shipment.,Business Writing Letters of Counter-offers,Abdulla Samih Co.,659 Saleem RoadKarachiPakistan25 November,2003.China Nat
50、ional Import Export Corp.Shanghai BranchShanghai,China.Dear Sirs,Re:Forever Brand Bicycles,We thank you for your letter of 19th November quoting us for the captioned（提到）Bicycles.While appreciating the quality of your bicycles,we find your prices are too high to be acceptable.May we refer you to S/C（
