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1、English for International Business Communication,Unit Two,Enquiries and Replies,I.Teaching Aims and Requirements:,What is an enquiry?The types of enquiry(General Enquiry Useful words and expressions in making enquiries and their replies,II.Resources/Materials:,戚云方，新编外经贸英语函电与谈判浙江大学出版社，2007戚云方，新编外经贸英语
2、写作与套语浙江大学出版社，2007诸葛霖，外贸英文书信（第三版）对外经贸大学出版社，2007PPT slide shows:Enquiries and Replies,III.Study of the Background Knowledge:,1.What is an enquiry?2.What is to be noted when making an enquiry?3.Types of enquiries4.To whom should an enquiry be addressed?5.“First Enquiry”6.Key points in replying to an en
3、quiry,III.Study of the Background Knowledge:,1.What is an enquiry?An enquiry is made when one party of a transaction wants to get a supply of products,service or information from the other party/parties.It is the first step of a business negotiation.The essential points of an enquiry should be：simpl
4、icity,clearness and conciseness.,III.Study of the Background Knowledge:,2.What is to be noted when making an enquiry?1)Select the prospective offerer beforehand;2)Be tactful enough to avoid unnecessary divulgence of business secrets.,III.Study of the Background Knowledge:,3.Types of enquiries:1)Gene
5、ral Enquiry-a request for a pricelist,catalogue,sample or quotation of price and other terms This kind of letter should be simple and direct in content.2)Specific Enquiry-an enquiry for goods of a certain specification(It is made when a buyer intends to conclude some business with the seller.)When t
6、his is to be sent,many companies use a printed form for the purpose of eliminating the trouble of writing a letter.,III.Study of the Background Knowledge:,4.To whom should an enquiry be addressed?Enquiries should be addressed to the company instead of an individual,only in this way,prompt attention
7、will be received.,III.Study of the Background Knowledge:,5.“First Enquiry”:If a buyer sends his enquiry to a seller whom he has never before dealt with,this is the“First Enquiry”.In such a letter,he should begin by telling the addressee how he obtains his name.Some details of his own business such a
8、s the kind of goods handled,quantities needed,usual terms of trade,and any information likely to enable the supplier to decide what he can do for you,will also help.,III.Study of the Background Knowledge:,6.Key points in replying to an enquiry:If you cannot satisfy the enquirers demand at the moment
9、,acknowledge the letter immediately,giving the reason and assuring that you will do all you can to meet his requirements.If the enquiry is from an old client,express your appreciation of his interest in your products.If it is from a new customer,say you are glad to receive it and express the hope of
10、 lasting friendly business relations so as to create goodwill and leave a good impression on the reader.,IV.Study of the Specimen Letters:A:Key points,Useful Words and Expressions in Enquiries:York House Lawton Street Liverpool,ML3 2LL England Our Ref:CT-SH Your Ref:15th January 19 China National Im
11、port&Export Corp.Shanghai China,addressee,1.necessary components in an enquiry,(esp.for the first enquiry)How you obtained the addressees information,e.g.1)Messrs.Brown&Clark of this city inform us that you are exporters of all cotton bed-sheets and pillowcases.2)We have seen your advertisement in A
12、 and are interested in 3)We have been informed by the Bank of Canada,Vancouver,that you are one of the leading exporters of textiles in Shanghai and 4)We learn from our Embassy in your country that you are manufacturing and exporting a variety of Cassette Tape Recorders,(esp.in the first enquiry)add
13、ressers self-introduction,e.g.1)We are large dealers in textiles and believe there is a promising market in our area for your goods.2)We are proud to inform you that we are one of the biggest silk importers in the world,and weve been importing from India before.3)Our firm,established nearly half a c
14、entury ago,has extensive connections with food stores in the cities and towns.(Letter 3,Unit Two),what you want:.illustrated catalogues/catalogues.quotations(price,price terms,payment terms,discount,etc).lead time.sample(s),备运时间:从订货至到货所需的时间。,ending:.Looking forward to your early reply.Your early rep
15、ly will be highly appreciated.We anticipate your early response.,2.Generally speaking,enquiries should be brief,specific,courteous and reasonable.,short,to the point,Clear and exact,but no need for over-politeness and humbleness,3.Words and expressions:We would like you to send us details of your va
16、rious ranges,including sizes,colours and prices,and similar expressions:.Will you please send us details of.We should find it most helpful if you could.We should be pleased/glad if you would.We would appreciate it if you could.We wonder if you could,to show ones courtesy,2).We are large dealers in t
17、extiles and believe there is a promising market in our area for moderately priced goods of the kind mentioned.a promising market:有希望的市场，大有可为的市场 a potential market,a possible market,a future market.moderately priced goods:价格适中的商品 reasonably priced goods,goods at reasonable prices,3).When replying,ple
18、ase state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items.回复时，请注明你方支付条件以及个别货品购买100打以上的折扣优待办法。.terms of payment:付款方式.discount n.:deduction from nominal value or price 折扣，优惠(常以百分比来计算)常用的习惯搭配(见后)：,常用的习惯搭配：(1)to give/offer/gran
19、t/allow(sb.)a discount of 10%/a 10%discount on/for sth.对某物打九折(出售)e.g.We would allow you a special discount of 10%on an order exceeding 500 pieces.对你方超过500件货物的订单，我们给予10%的特别折扣。(2)at a discount:at reduced prices 低于正常价格，打折扣 e.g.They were selling everything at a discount.他们销售的所有商品都打折。We are selling off o
20、ur repair kits with a quantity discount.我们正打数量折扣以销售我们的工作服。,4).Prices quoted should include insurance and freight to Liverpool.报价应包括到利物浦的保险费和运费。5).There is a steady demand here for gloves of high quality and,although sales are not particularly high,good prices can be obtained.这里对高质量的手套有稳定的需求。虽然销售量不是特
21、别大，但价格好。,demand n.:call for commodity by consumers;urgent or pressing requirement 要求，急需e.g.an increasing demand,a growing demand 日益增长的需求 an active demand,a brisk demand,a keen demand 需求甚殷 a large demand,a great demand,a good demand,a heavy demand 需求很大 an urgent demand 急需 demand and supply 供与求；供求 The
22、 supply is inadequate to meet the demand.(The demand exceeds the supply.)供不应求。,Supply exceeds demand.供大于求。Oil is in great demand these days.This cheque is payable on demand.对某物的需求：a demand for sth.e.g.There is a keen demand for your products in our market.本地市场对你方产品需求很大。There is a great(little)demand
23、 for cotton textiles in Europe.vt.:require,need 需求，要求 e.g.The letter demands an immediate reply.The claim demands compensation for the buyers losses.,B.Key points,Useful Words and Expressions in Replies:Replies to enquiries should be prompt,courteous and helpful.Replies usually start with the acknow
24、ledgement with thanks for the enquiries.e.g.1)We are very pleased to receive your enquiry of 15th January 2)We have received your enquiry of 20th August and thank you for your interest in our products.3)Thank you for your letter of April 14 enquiring for 4)This is in reply to your enquiry of March 8
25、.,有针对性,As a prospective seller,tell the buyer what you are doing to satisfy his demand.1)By separate post we are sending you some samples.2)A copy of our illustrated catalogue is being sent to you today,with samples of.3)For the items you mention we are pleased to quote as follows:,Reply to every de
26、tail required by the enquirer.If necessary,put more information which is thought to be helpful for the enquirer.Our goods are both excellent in quality and reasonable in price.This range is popular not only because but also because.We invite your attention to our other products which may interest yo
27、u.Replies usually end with the hope for future business.e.g.1)We look forward to receiving your first order.2)We look forward very much to the pleasure of getting/obtaining an order from you.3)We expect to have your decision at an early date.,Words and Expressions:1.illustrated catalogue:带图片的产品目录/产品
28、说明书 2.Also by separate post we are sending you some samples by separate post:另邮 separate adj.:divided,individual 单独的，分开的 e.g.1)The discussion of these issues should be kept separate.2)We have forwarded under separate cover a copy of the contract.,separate vt.:to cause(things or people which were joi
29、ned together or mixed)to be no longer joined or mixed 分开，分离 e.g.Please separate the blown tins from the good ones for easy identification.3.On regular purchases in quantities of not less than 100 dozen of individual items we would allow you a discount of 2%.如果定期订货，且每种品种的数量不少于100打，我方可给予2%的折扣。4.Paymen
30、t is to be made by irrevocable L/C at sight.,不可撤销即期信用证,5.But if you place your order not later than the end of this month,we would ensure prompt shipment.place an order:下订单,订货 ensure vt.:1)make sure,guarantee 确保，保证 2)make sb.certain to get sth.,assure 保证得到 常用的习惯搭配：to ensure sth.to ensure sb.s doing
31、sth.to ensure that prompt shipment:立即发货，立即装运,6.We invite your attention to our other products such as table-cloth and table napkins This sentence is used to introduce more additional products for the enquirers reference,which hopefully will result in more business.Similar expressions:We also manufac
32、ture a wide range of hand-made leather handbags in which we think you may be interested.As the goods of your specifications are in short supply,we intend to furnish you with as a substitute,which is of good quality and very close to your specification but will be offered at a more favourable price.,
33、7.Unfortunately,we cannot send you immediately a full range of samples,but you may take it that,are of the same high quality.take it:believe,be sure about(goods)to be of quality（货物）具有 品质,8.enquiry n.（英式）询盘，询价(美式为inquiry)商务函电中常用的习惯搭配：to make an enquiry for sth.(goods)对某物进行询价 e.g.We are now writing yo
34、u to make an enquiry for your products.We are pleased to have your enquiry for our products.We have received a number of enquiries from our regular customers for your new models.Our offer will be sent to you upon receipt of your specific enquiry.enquire v.1)vt.ask to be told 询问，打听 e.g.We should like
35、 to enquire whether you can supply the following items.We wish to enquire the current price for your Chinaware.2)vi.ask for 询价 e.g.We are glad to inform you that we can supply the goods you are enquiring for.enquire into:investigate or try to find out about something 调查 e.g.We are enquiring into the
36、 background of the new supplier.enquire about:ask for information about 咨询 e.g.Please write a letter to our Branch Office at Chicago to enquire about the market conditions there.在商务英语函电中，enquiry更多地用来表达“询价”；inquiry则更多地用来表达“询问”；“调查”等。,C.Reminders for writing enquires and replies:enquiries:brief,specif
37、ic,courteous and reasonable replies:prompt,courteous,helpful,additional information if necessary,V.Key points and difficult points:,the definition of enquiry and what is to be noted when making enquiries types of enquiry and the ways of writing each type of enquirygeneral components of a first enqui
38、ryuseful words and expressions in making enquiries and their replies,VI.Exercises in class:1.Answer the following questions:1)What is the aim of making enquiries?2)What are the types of enquiry?3)Should enquiries be addressed to an individual?Why not?4)What should be normally included in a first enq
39、uiry?5)What should the answers to enquiries be?6)What should enquiries be?,VI.Exercises in class:2.Multiple Choice:1)We acknowledge _ thanks the receipt of your enquiry of 11th May,2008.A.with B.by C.in D.to 2)As we are in the market for auto parts,we should_ if you would send us your best quotation
40、s.A.pleasure B.please C.be pleased D.please 3)We put forward for your consideration an offer for our new products,and hope you will_ this opportunity.A.make good B.take advantage of C.take care of D.look for 4)We look forward to _ your orders soon.A.get B.have C.receiving D.taking 5)You may_ that we
41、 will ship your order without delay.A.ensure B.assurance C.assured D.rest assured,VI.Exercises in class:,6)Please be informed that the quotation _ change without previous notice.A.subjects to B.subject to C.is subject to D.is subjected to7)We intend to furnish you with our substitute,which is of goo
42、d quality and will be offered at a more_ price.A.good B.better C.cheaper D.favorable8)We are sending you by _ post the samples for the new season.A.another B.other C.separate D.extra9)The supply is inadequate to _ the demand.A.meet B.have C.surpass D.catch10)We shall be pleased to forward samples an
43、d catalogues as well as detailed information upon _ of your reply.A.receive B.receiving C.receipt D.received,VI.Exercises in class:3.Translate the following sentences into Chinese:1)We have much pleasure in enclosing a quotation sheet for our products and trust that their high quality will induce yo
44、u to place a trial order.2)Your company has been introduced to us by THAT company with whom we have traded for many years.Would you please supply us with a complete set of catalogues for cable accessories so that we may make choice and work on them.,VI.Exercises in class:,3)We very much regret that
45、we are unable to supply you with the small quantity you require.4)While thanking you for your enquiry dated June 7,were sorry to inform you that we are not in a position to cover your requirement.However,as soon as we have secured our supplies,we will revert to the matter.5)Please be informed that,o
46、n account of the fluctuations of foreign exchanges,the quotation is subject to change without previous notice.,VI.Exercises after class:,1.Translate the following into English:1)我们另邮寄样品一批，深信一旦你们有机会查看样品之后，定会承认该批货品质优良，价格合理。2）据悉你公司能出口最新型的照相机RX-31型，故与你们联系，希望寄我方该相机目录一份。同时并请告知其最低价，以便我与客户联系。3）我公司是一家国营公司，专营
47、各种轻工业产品的进出口业务，与你地Gorden&Co.已有多年业务关系。4）收到贵司5月14日的询价，得悉你对我们手工制作的台灯(desk lamp)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。5）盼望收到你方的定单。请放心，你方的定单一定会得到我们的及时关注。,VI.Exercises after class:,2.Writing:1)Write a letter of enquiry to YOYO,who is introduced to you as the biggest manufacturer of tableware in Japan by one of yo
48、ur old customers,to get information which you think is necessary for you to start the business with him.2)Reply to an enquiry from your old customer about bicycles.Inform them that the bicycles they required are temporarily out of stock,and recommend them another brand which you think is similar to
49、what they required but with better price.,IV.Study of the Specimen Letters:,(Usually)the company.Why?1.to ensure quick attention 2.to avoid mistakes on wrong individual addressee,IV.Study of the Specimen Letters:,e.g.irrevocable L/C at sight,D/A,D/P,T/T in advance,T/T on receipt of goods,etc.(details pls refer to Unit Ten),
