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1、外贸英语函电,石如璧,3.1 Enquiries and replies,Many Steps in Business Negotiation,enquiry,offer,counter-offer,acceptance,具体询函的写作步骤如下：1.说明想要购买的货物；2.请求对方寄送有关该商品的目录、价格或样品；3.询问对方所能提供的折扣，你方所能接受的支付条件和期望的交货时间；4.以盼早复收尾。,Useful Expressions,1.learn from 从得知2.Commercial Counselors Office 商务参战处3.handicraft article 手工艺品4.
2、brocade handbag 锦绣手袋5.leading importer 大进口商6.quote sb.a price for sth 向某人就某物报价7.place an order with sb.for sth 向某人就某物下订单,Useful Sentences,Useful Sentences,Useful sentences,Thomas Co,Ltd120Garden Street Vancounver V5ZEG7,Canada May 24,2006Ningbo Qianhu Trading Co,Ltd.101 Lianfeng RaodNingbo 315000Chi
3、naDear Sirs,We have learned from the Commercial Counselors Office of Canadian Embassy in your country that you manufacture and export a variety of handicraft articles.,Our company is one of the leading importers of handicraft articles in Canada.As there is a steady demand here for high quality broca
4、de handbags,we would like you send us as soon as possible your illustrated catalogues,samples and all information about the goods.Meanwhile,please quote your lowest price,CIF Vancouver,stating the earliest date of shipment.Should your quality be suitable and the price competitive,well be ready to pl
5、ace an order for at least 5,000 pieces with you.Your prompt attention to this matter will be much appreciated.Yours faithfully,Crown,Notes,1.handicraft articles 手工艺品2.a steady demand for 对有稳定的需求There has been steady demand for our jade boxes in your market.贵方市场对我们的玉器盒子需求一直很稳定。3.illustrated catalogue
6、 带有插图的目录4.Please quote your lowest price.请报公司最低的价格quote 报价，开价quote sb.（a price）for sth.,e.g.:1.Please quote your lowest price for mens shirts CFR Rotterdam.2.Please quote us for mens shirts CIF Rotterdam.报最低价quote ones lowest price/make(give/send)lowest quotations.,5.stating the earliest date of shi
7、pment.说明最早装船期。现在分词短语作状语，表伴随状态。6.Should your quality be suitable and the price competitive.如果产品质量合适且价格具有竞争力的话。此句为倒装条件句，相当于If your quality is,in case your quality is.,7.place an order for sth with sb 向某人订购某物1）名词order常与动词make,send,place 等连用，表示订购某项货物。e.g.If your prices are competitive,we shall be please
8、d to place an order with you for printing bedcovers.2)表示各种订单的说法有：regular order 长期订货Trial order 试订单First/initial order 首笔订单Substantial order 大宗订单Repeat order 再次订货/续订单,8.appreciate 感激可接名词或动名词作宾语，不可接不定式e.g.We highly appreciate your kind cooperation.We shall appreciate it if you will send us a pamphlet
9、and four samples by air immediately.We shall appreciate your giving this matter your serious considerations.,Exercises:Translate the following into Chinese,1.We shall appreciate it very much,if you will quote us your lowest price for walnuts.2.We should like to mention that our quotation is CIF Live
10、rpool net.3.Please note that our quotation is inclusive of your commission of 3%.4.Will you kindly quote us CIF Melbourne for Butterfly Brand Sewing machine?,Reply to an Enquiry,Dear Mr.Crown,We warmly welcome your enquiry of May 24 and thank you for your interest in our brocade handbags.We are send
11、ing you samples,illustrated catalogues and price list of brocade handbags giving the detailsyou asked for under separate cover.We feel confident that the goods both excellent in quality and reasonablein price.Best regards.,Yours sincerely,Mr.Lu JianAssistant to General Manager,1.feel confident 感到自信T
12、hey have good reason to feel confident.2.reasonable adj.合理的,有道理的;通情达理的,公道的 I think its a reasonable price.He gave me a reasonable explanation.,Review:,1.handicraft articles 2.对有稳定的需求3.illustrated catalogue4.请报公司最低的价格5.stating the earliest date of shipment6.如果产品质量合适且价格具有竞争力的话7.place an order for sth
13、with sb 8.appreciate 感激,Review:,9.giving the details you asked for 10.under separate cover,Firm offer and Non-firm offer,实盘所列的交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。虚盘即发盘人有保留地愿按照一定条件达成交易的表示。虚盘不必有完整的内容，没有时限的规定，而且也不明确不肯定，如参考价、数量视我供应可能、以我最后确认有效(Subject to our final confirmation),以我货未售出为准(subject to unsold),此发价
14、可按市价增减(We offersubject to market fluctuation)等。,1.subject to your reply reaching here before June23,2006.(实盘）2.以本公司最终确认为准（表示此盘为虚盘）3.Subject to your acceptance within two weeks.以贵公司在两周之内接受为条件（说明此报盘为实盘）4.Subject to your immediate acceptance.(实盘）以贵公司立即接受为条件。,Ningbo Qianhu Trading Co.,Ltd.101Lianfeng Ro
15、ad,Ningbo315000,China June1,2006Thomas Co.,Ltd120 Garden StreetVancouver V5Z3G7,CanadaDear Mr.Crown,Thank you for your enquiry of May 24.At your request,we are making you the following offer subject to your reply reaching here before June23,2006.Article:Brocade HandbagsPrice:US$12.00/pc,CIF Vancouve
16、rQuantity:5,000 pcsShipment:August,2006Packing:twenty pieces to a cartonTerms of Payment:by irrevocable documentary Letter of Credit in the sellers favor.,We hope that the above will be acceptable to you,and await with keen interest your formal orders.Your Sincerely,David Chen,Notes,1.At your reques
17、t 应你方要求这是商业信函中的常用语，用作状语e.g.At your request,we have amended the L/C.应贵公司要求，我们已经修改了信用证。也可用：as requested,at the request of sb应某人的要求e.g.As request,we are giving you an estimate of approximate requirements for next year.应贵公司要求，寄上一份明年所需货物的预估表。We are sending the counter sample at the request of your agent.
18、应贵公司代理商要求，寄上对等货样。,2.offer V.报盘（包括交易的种种条件，如货名、规格、数量、价格、船期及答复期限等）e.g.We can offer you various kinds of baskets.We can offer you large quantities of headdress flowers at attractive price.我们能以很具吸引力的价格给公司报盘大量头花。Offer 还可用作名词，在make offer,send offer,give offer后经常接介词for 或者one.g.Please make/send us an offer f
19、or gold and silver thread embroidered articles.请报金银绣品价格。,3.subject to your reply reaching here before June23,2006.(实盘）以本公司最终确认为准（表示此盘为虚盘）Subject to your acceptance within two weeks.以贵公司在两周之内接受为条件（说明此报盘为实盘）Subject to your immediate acceptance.(实盘）以贵公司立即接受为条件。4.Terms of Payment 付款条件,5.irrevocable docu
20、mentary letter of credit 不可撤销的跟单信用证letter of credit 可数的普通名词,单数为a letter of credit,复数为letters of credit.常用大写缩写形式，可写为L/C 或Ls/C.当credit表示信用证时，复数为credits.6.in sellers favor 以卖方为受益人还可以in the favor of the seller,这是外贸业务术语，尤指把信用证开给某人名下。,表示“以某人为收益人”“对有利”可以用：in ones favor,in the favor of sb.e.g.We have made a
21、rrangements with Bank of China to open a credit in your favor.我们已安排由中国银行开立以贵公司为抬头的信用证。,8.and await with keen interest your formal orders.并殷切地等待着贵公司正式下单。1）With keen interest 殷切地2）await（正式用语）V.等待，期待（与wait for 相近）e.g.We await your final confirmation.盼贵公司最终确认。,7.acceptable 可接受的e.g.The quality is accepta
22、ble,but the time of shipment is not.质量可以接受，但装运期不行。We trust the above offer will be acceptable to you.我们相信上述报价贵公司是可以接受的。,Complete the following sentences in English,1.As soon as we receive your specific enquiry,a.我们将立即给你们报最优惠的拉哥斯（Lagos)到岸价b.我们即将给你们报最低价。2.To acquaint you with the cotton piece goods we
23、 export now,a.我们已用航空快递给你邮件3样品书。b.我们已经邮寄了5本样品书。,3.If you quotation is competitive,A.我们将打算订购300台蝴蝶牌缝纫机。B.我们将大量订购男士衬衣。C.我们确信我们能大量订购印花床单。,Review:,1.Thank you for your enquiry of May 242.按照你方的要求3.subject to your reply reaching here before June 23,20064.商品名称5.价格6.数量7.装船时间8.包装9.支付条款,10.The above will be ac
24、ceptable to you.11.await for your formal orders,Key points,1.With reference to your enquiry2.make the following offer3.5,000 pieces of brocade handbags4.irrevocable documentary 5.in sellers favor6.please note that7.is subject to goods being unsold8.run out 9.take advantage of,Useful sentences,1.With
25、 reference to your enquiry of May 24,we make you the following offer2.“5,000 pieces of brocade handbags,at US$12.00/pc CIF Vancouver for shipment in August,2006.3.Please note that this offer is subject to goods being unsold.”4.As we have received large number of orders from our clients,our present s
26、tock may soon run out.5.We look forward to receiving your order.,Ningbo Qianhu Trading Co.,Ltd.101Lianfeng Road,Ningbo315000,China June1,2006Thomas Co.,Ltd120 Garden StreetVancouver V5Z3G7,CanadaDear Mr.Crown,With reference to your enquiry of May 24,we take pleasure in making the following offer:“5,
27、000 pieces of brocade handbags,at US$12.00/pc CIF Vancouver for shipment in August,2006,for payment by irrevocable documentary L/C in sellers favor,which we hope youwill find in order.Please note that this offer is subject to goods being unsold.”,As we have received large number of orders from our c
28、lients,it is quite probable that our present stock may soon run out.We would therefore suggestthat you take advantage of this attractive offer.We look forward to receiving your order.Your Sincerely,David Chen,Notes,Notes,Exercises,1.Please reply as soon as possible,说明最早装船其和付款条件。2.If you are interest
29、ed,please cable us,说明所需的数量。3.We cabled you yesterday,告知你方2000公斤核桃肉要在五月期间装运。4.Please reply as soon as possible,告知我方所有必要的详细信息。5.We cabled you yesterday,向你们下5000打钢笔的订单。,6.We wrote you last week,要求你方寄来最近的价目表。7.Please quote us your lowest price,说明支付条款和包装条件。,Task:Writing a letter about a non-firm offer,1.
30、With reference to your enquiry of,we make you the following offer2.“5,000 pieces of,at US$12.00/pc CIF Vancouver for shipment in August,2006.3.Please note that this offer is subject to goods being unsold.”4.As we have received large number of orders from our clients,our present stock may.5.We look f
31、orward to receiving your order.,Useful Sentences,1.With reference to your enquiry of May 24,we make you the following offer,which is subject to our final confirmation.2.Replying to your enquiry of May 8,we have the pleasure of quoting our brocade handbags as follows.3.We are in receipt of your enqui
32、ry of May 24,and send you samples of our various brocade handbags,for which we can quote you as follows.4.These quotations are all subject to the fluctuation of the market,and we hope to have your definite enquiries shortly.,5.We offer,subject to goods being unsold.6.We offer,subject to prior sale.7
33、.We hope you will agree that our prices are very competitive for these good quality brocade handbags,and we look forward to your initial order.8.This favorable offer will not be repeated for some time,and we accordingly look forward to an early order from you.,9.As for the above offer,it is extremel
34、y probable that the prices will rise more,and it would therefore be to your interest to place your orders without delay.10.As the prices quoted are exceptionally low and likely to be adjusted,we would advise you to place orders without delay.,Review:,1.with reference to your enquiry of May 24.2.我们很高
35、兴报盘如下。3.请注意4.以卖方为收益人5.以未货物未售出为准6.Our present stock may soon run out.,Case 4,价格是贸易双方极为关注的交易条件，Martin Crown 先生收到陈先生的报盘后认为其报价过高，于是对其价格进行了还盘。Key points:1.收到报盘信2.考虑我们的还盘3.你方价格偏高,Useful Expressions,1.be on high side 偏高2.are not in a position to accept the offer3.make some allowance 打折扣4.push the sales of
36、your goods in our market5.make regular orders 6.consider our counter offer,Useful sentences,1.Thank you for your offer of June 1 for2.we are not in a position to accept the offer3.Your price appears to be on rather high side.4.we suggest that you make some allowance,say 8%on your quoted price,that w
37、ould help to push the sales of your goods in our markets.5.We will appreciate it very much if you will consider our counter offer.,10.In view of the above,we suggest that it is to your interest to accept our price without delay.,Thomas Co,Ltd120Garden Street Vancounver V5ZEG7,Canada June 14,2006Ning
38、bo Qianhu Trading Co,Ltd.101 Lianfeng RaodNingbo 315000ChinaDear Mr Chen,Thank you for your offer of June 1 for 5,000 pieces of brocade handbags.We appreciate the good quality of your goods,but unfortunately we are not in a position to accept the offer on your terms.Your price appears to be on rathe
39、r high side.Actually we can obtain the products with similar quality through another channel at a much lower price than you quoted us.,May we suggest that you make some allowance,say 8%on your quoted price,that would help to push the sales of your goods in our markets.If you can do so,we will possib
40、ly make regular orders from you.We hope you will take advantage of this chance so that both of us will benefit from the expanding market.We will appreciate it very much if you will consider our counter offer favorably and fax us your acceptance as soon as possible.Yours sincerely,Mr.Crown,Notes,1.Co
41、unter offer 还盘，还价。指受盘人对原报盘提出修改。We have to note that your counter offer is unreasonable.2.be in a position to 能够做At present moment,we are not in a position to supply all what you need.3.be on(rather)high side(价格偏高）The price you offered is on rather high side compared with those of other suppliers.,4.
42、allowance 折扣The dealer gave us an allowance on our old car.5.push v.促销They arent really pushing their business enough.The author pushed her latest book.6.expanding market 扩大的市场,7.in reply 作为答复这个短语可以放在句首，倘若放在一封信的句首，则应写为：In reply to your letter of其他类似的表达方式还有 in response to,in reply(to),replying to,as
43、a reply等。e.g.In response to your enquiry of May 1,we now offer you handbags as follows.,Exercise,1.你们在本月中国对外贸易（“China Foreign Trade”）上所登的广告，我们很感兴趣，先请告知该商品的详细情况。2.一旦收到你方具体询盘，我们将立即给你们报最优惠的拉各斯到岸价。3.如果你们首笔订单使我们满意，随后定期下单。4.根据你方要求，我们报盘如下，这个发盘是以一周之内你方复信到达为准。,5.我们可以从现货中供应你3，000打“天坛”牌男衬衫。6.如果你公司能将9月3日报价单的价格降
44、低3%，则我公司将乐意接受你们的报价。,Useful sentences,1.Thank you for your offer of June 1 for 5,000 pieces of brocade handbags.2.Thank you for your letter of June 1.We regret to say that we can not accept your offer.3.We have acknowledgement of your letter of June 1 offering us 5,000 pieces of brocade handbags at U
45、S$12.00/pc CIF Vancouver.4.We appreciate the good quality of your goods,but we are not in a position to accept the offer on your terms5.In reply,we very much regret to state that we find your price too high and out of line with the prevailing market.,6.As the competitive here is very keen,we regret
46、we are unable to accept your prices,which will leave us a very small margin of profit.7.May we suggest that you make some allowance,by 8%on your quoted price8.If you can do so,we will possibly make regular orders from you9.We will appreciate it very much if you will consider our counter offer favora
47、bly and fax us your acceptance as soon as possible.,Task:writing a letter about counter-offer,1.Thank you for your offer of June 1 for2.we are not in a position to accept the offer3.Your price appears to be on rather high side.4.we suggest that you make some allowance,say on your quoted price,that would help to push the sales of your goods in our markets.5.We will appreciate it very much if you will consider our counter offer.,
