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1、Chapter 3Enquiry and Reply询盘和回盘,BUSINESS LETTERS 商务函电,Introduction,In international trade,enquiry plays a very important role both in import and export negotiation.An enquiry is the first real step in business,usually made by the buyers without engagement to get information about the goods to be ord
2、ered,such as price,catalogue,delivery date and other terms.It should be noted that whoever makes an enquiry is not liable for the buying or the selling.The other party,in the meantime,can make no reply at all.However,according to the business practice the receiver of an enquiry will respond without
3、delay in the usual form of a quotation,an offer,or bid.Enquiry may be either dispatched by mail,cable,telex,fax,or handed to the suppliers through personal contract.,Warming-up Question,If you are interested in certain products and want to know something about them.What would you write in your lette
4、r of inquiry?,Terms,1、询盘 Enquiry 2、具体询盘 Specific Enquiry3、一般询盘 General Enquiry 4、询价单Enquiry Sheet 5、报价 Quotation 6、佣金 Commission 7、折扣 Discount8、递价 Bid 9、折让 Allowance10、订单 order 11、试订单 Trial Order12、欧洲主要港口 European Main Ports（EMP）13、净价 Net Price 14、商标 Trade Mark15、品牌 Brand 16、规格 Specification,Terms,1
5、7、尺码 Size 18、存货 Stock19、批发商 Wholesalers 20、零售商 Retailers21、分销商 Distributors 22、毛利 Gross Profit23、样式 Style 24、花样 pattern定期订购 Place regular orders,1、on CIF basis 按成本报费加运费报价 2、be desirous of 渴望3、have confidence in 有信心4、be given to understand 听说5、quote a price for 报价6、be prepared to 打算7、in regard to 关于8
6、、attractive prices 优惠价9、place a large orders 大量订购10、be valid for 有效期,4.A wide range of 各种各样的 5.On behalf of 代表，为了的利益 6.Enclosed please find 附上请查收7.Promote the sales of 促销 8.Profit margin 盈余，利润幅度 9.By 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 stan
7、ding,business capacity and character 资金情况，业务能力和信誉13.Selling season 销售季节 14.Supply from stock 现货供应 15.In our favour 以我方为受益人16.import licence 进口许可证 17.Proforma Invoice 形式发票 18.L/C at sight 即期信用证Quote CIF London 报CIF伦敦价 20.Confirmed,irrevocable L/C 保兑的，不可撤销的信用证,Classification of Enquiry,General enquiry
8、:the buyer asks for general information he needs,such as a catalogue,a price list or quotation sheets,a sample,an illustration,a photo,etc.,which the exporter is in a position to supply.,Specific enquiry:the buyer points to the product(s)he wants,such as the name of the commodity,the specifications,
9、the quantity,the unit price FOB or CIF,the time of shipment,the terms of payment and may request an offer.,Status enquiry:traders request information concerning the financial position,credit,reputation,and business methods of other firms.,1.learn fromthat be given to understandthat 从得知,获悉 e.g.从贵方6月2
10、1日信中得悉，贵方对我们的盒式磁带录音机感兴趣。We learned from your letter of June 21 that you are interested in our tape recorder.2.for export 供出口的 e.g.获悉你方有一批待出口的纺织产品。We are informed that you have a stock of textile products for export.,3.illustrated adj.with explanatory or decorative features 有插图的，有说明的 e.g.随附的插图商品目录里，有
11、我公司的最新几类产品。There are the latest types of products mentioned in the enclosed illustrated catalogue.n.illustration 插图，说明，说明书 v.illustrate 说明 4.for your information 消息供你方参考 e.g.消息供你方参考，最近我方以此条件和日本的出口商成交了一笔 贸易。For your information,we have recently concluded with a Japanese exporter a transaction on the
12、terms.,5.a steady demand 稳定需求 e.g.我方市场对这样的产品有稳定的需求。There is a steady demand for such kind of products in our market.目前对这种商品没有需求。There is no demand for the goods.,6.of high quality 优质的 7.appeal to attract，be attractive or interesting to sb.吸引，有吸引力，引起兴趣 e.g.商品包装应既吸引顾客的钱包又能吸引顾客的眼睛.The package of the go
13、ods should appeal to not only the purse but also the eyes.,8.discount n.a reduction on the selling price of something 折扣 allow/give/provide/grant a 5%discount 给予5%的折扣 quantity discount 数量折扣 e.g.对于金额超过1000美元的订货，我们给予20%的折扣.Well give a 20%discount on the order of over$1,000.,9.rely on rest assured 放心 e
14、.g.你尽可放心，我们对于以后的询价予以即时处理的。You can rely on our prompt attention to your future enquiry.,Requirements for writing a general enquiry,1 The source of information and a brief self-introduction or interest in the goods.2 The intention of writing the letter.(Ask for a catalogue,samples or a price list)3 Wi
15、sh early favorable reply.,A General Enquiry and Its Reply,Dear Sirs,Your firm has been recommended to us by the Haier Electrics Company,with whom we have done business for many years.We are interested in your electric typewriters for use in offices and shall be glad if you will send us a copy of you
16、r illustrated catalogue and current price list.We are awaiting your prompt reply.Yours sincerely,Susan Bloc Manager,Requirements for writing a reply to an general enquiry,Confirm receipt of the enquiry;Make reply or take action as requested;Promote your product simply;Express your hope for early ord
17、er.(or Express your favorable terms and best attention),Appeal to:attractive to 有吸引力的，感兴趣的。Discount:a reduction in the usual price of something折扣Assure:保证You may be assured that we will do our best to expedite shipment.,In marketing,discount is the price off,there are trade discount商业,quantity disco
18、unt,Cash discount and prompt-delivery discount.折扣，包括商业折扣，数量折扣，付现折扣和即付折扣,A Reply,Dear Ms.Bloc,We welcome you for your enquiry of Feb.1 and thank you for your interest in our commodities.We are enclosing some copies of our illustrated catalogues and a price list giving the details you asked for.We tru
19、st that you will agree that our products and price appeal to the most selective buyer.And we also allow a proper discount according to the quantity ordered.Thank you again for your interest in our products.We are looking forward to your order and you may be assured that it will receive our prompt an
20、d careful attention.Yours truly,Li Ming Export Manager,The names and descriptions of the goods inquired for,including specifications,quantity,etc.Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect.Ask for best price term
21、s.Wish early favorable reply.Stating the possibility of placing an order.,Requirements for writing Special enquiry,A Special Enquiry for White Cat Shampoo,Dear Sirs,White Cat Shampoo We are interested in buying large quantities of White Cat Shampoo and should be obliged if you would give us a quotat
22、ion per bottle CIF Lagos Nigeria.It would also be appreciated if samples and brochure（说明书）could be forwarded to us.We used to purchase this article from other sources but we now prefer to buy from your corporation because we understand you are able to supply large quantities at more attractive price
23、s.Besides,we have confidence in the quality of Chinese products.We look forward to hearing from you by return(立即回复).Yours faithfully,Main points for making a reply to a specific enquiry,a.receipt of the enquiry b.details of meeting requirements(sending catalogue and samples etc.)c.more information a
24、bout goods d.expectation of trial order,In reply to:in answer to 兹答复This is in reply to your letter of August 25.Subject to:be liable to 容易受到影响的The offer is subject to confirmation.As per:according to/based on,(but this phrase is only applied to business correspondence)按照We handle a wide range of li
25、ght industrial products as per list enclosed.Net:after all the things like tax,rent,electricity have been paid(付清税款、租金和电费等之后)净的；纯的,This word is contrary to“gross”referring to the price or profit or weight Without cost or without package weight,for example,net price(without commission),net weight(the
26、 weight of something without its container),net profit(no cost involved).,A Reply,Dear Sirs,In reply to your letter of August 15th,we are giving you an offer,subject to our final confirmation,as follows:Commodity:White Cat Shampoo Specifications:as per attached list Packing:Ply-plastic bottle of ,50
27、 bottles in a carton Quantity:100 cartons Price:RMB 55 per bottle CIF Lagos Shipment:September/October,2007 Payment:Confirmed,Irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.Under separate cover,we have sent you samples and the brochure required.If you find
28、 the above acceptable,please cable us for confirmation.Yours faithfully,H.Liang Encl.,信的内容,1.调查的原因，并表明要求得到某一公司的资信资料。2.请对方直言相告。3.保证保密。4.说些感激的话。,Standing credit:a credit of fixed amount 资信状况reference:a confidential written statement about a persons character,ability or financial position 介绍人，资信证明人Conc
29、ern:a business organization 公司 family concern:a family-owned business/a business run by familyCommitment:a promise,a pledge or an undertaking to do sth.承诺，保证，责任On ones part:on ones side 由承担，在一边The responsibility of shipment arrangement is on sellers part according to contract terms and conditions.,A
30、 Status Enquiry,April 4,2007The manager Barminster Bank Ltd.London.EC2 5BPEngland Private&ConfidentialDear Sirs,The Colston Engineering Co.Ltd.has asked for a standing credit of$10,000,but as our knowledge of the company is limited to a few months,trading on an L/C basis,we would like to have some i
31、nformation about their financial and credit standing before dealing with the request.The only reference they give us is that of their bank,the National Bank of Nigeria.We shall be most grateful for any information you can obtain for us.Yours faithfully,The bank of China Henan Branch Manager,A Reply,
32、April 14,2007The Bank of ChinaHenan BranchZhengzhou,China Private&Confidential Dear Sirs,We have now received from the National Bank of Nigeria the information asked for in your letter of April 4.The company you mentioned is a private company run as a family concern by three brothers and was founded
33、 fifteen years ago.It enjoys a good reputation.As far as our information goes,it is punctually meeting its commitments and a credit in the sum you mention would seem to be safe.This information is strictly confidential and is given without any responsibility on our part.Yours faithfully,Barminster B
34、ank Ltd.Manager,Useful Expression 句型,常用句型,句型1：对某产品感兴趣（1）我们对各式男式衬衫感兴趣。We take an interest in various kinds of Mens shirts。（2）我们对节能灯感兴趣。We are interested in the Electronic Energy Saving Lamps。（3）我们对你公司的纺织品感兴趣。Your textiles are of interest to us。,常用句型,句型2 要求寄送有关资料（1）请给我们及你公司的样品。We shall be glad if you
35、will send us your samples.We shall appreciate it if you will send us your samples and brochure.It will be appreciated if you could send us your latest catalogues and samples.,常用句型,句型3 要求报价（1）请报你公司童车的CIF纽约最低价。We shall appreciate if you could make us the best offer for your Childrens Bicycles on CIF N
36、ew York basis.(2)如能报印花细布的CIF纽约价当十分感谢。We will be pleased if you could quote us a price for Printed Shirting on the basis of CIF New York.,常用句型,(3)请报我方500吨核桃最低价。Please make us your lowest quotation for 500 tons of Walnuts.,常用句型,句型4 其他要求1、请注意，如你方价格具有竞争性，我们将大量订购。We have to point out that we intend to pl
37、ace a large order with you if the price is competitive.2、我们拟提请你方注意，如你方价格合理，我们将大量订购。We have to draw your pattention to the point that we will place substantial orders if your price is acceptable.,常用句型,3、如你方价格可行，相信我们能达成大笔交易。If your prices are in line,we trust important business can be concluded.,We ar
38、e importer in and would like to get in touch with suppliers of our company is and we specialize in the import and export of We are engaged in/a dealer in We have seen your advertisement in and should be glad if you would send us by return patterns and prices of good qualityavailable from stock.We un
39、derstand that you are manufacturers of and should like to know whether you can supplyWe are interested in your recently developed technology.,Enquiry:Opening,Enquiry:More Examples,We have been informed of your company and address through the Chamber of Commerce in Beijing.We are interested in produc
40、t for sales in market.You are recommended to us by that you are one of the leading dealers.Right now,we are particularly interested in importing various ranges of.We have learned from one company of the same trade that you are a dealer of.We re interested in them,for there is a steady demand in our
41、market for of good quality.,Enquiry:Making requests,We are interested in your and shall be glad if you will send us a copy of your illustrated catalogue and current price list.I would appreciate your sending me an up-to-date price list for yourproducts.Would you please provide information on the typ
42、es and quality of you have available,together with the prices?As we are in the market for your,we should be pleased if you would send us your best quotations.We will be appreciative if you send us a copy of your handbag catalogue,with details of your price and terms of payment.It is helpful if you c
43、ould also supply samples of.We are prepared to purchase substantial quantity of and shall appreciate your quoting us your bottom prices and acceptable terms of payments.,More Examples,It would be helpful if you could send us your latest catalogue and price list.If the quality of the goods comes up t
44、o our expectation and the delivery date is acceptable,we can probably let you have regular orders.In order to acquaint us with the materials and workmanship of your products,we shall be pleased if you could send us your catalogues,sample books and other necessary information on,Enquiry:Ending,In vie
45、w of the demand for your products,an immediate reply is appreciated.Your immediate attention to the above is appreciated.We are looking forward to your earliest reply.We are awaiting your prompt reply.We look forward to hearing from you by return.We should appreciate it greatly if you would give us
46、a prompt reply.,Replies:Opening,We thank you for your enquiry of April 5 for,and are enclosing our illustrated catalogue and price list giving the details you asked.We warmly welcome your enquiry of October 7,and thank you for your interest in our cotton blankets and bed sheets.We are pleased to lea
47、rn from/receive your letter of/dated,and delighted to send you,Answering the enquiry,We are enclosing our illustrated catalogue and price list giving the details you ask for.We allow a 2%discount according to the quantity ordered.As the terms of payment,we usually require Letter of Credit payable by
48、 sight draft.,Reply:ending,We are looking/look forward to your first order/receiving your first order.Should you need any further information,please do not hesitate to let us know.We are looking forward to your order.We are looking forward to your order,and thank you again for your interest in our p
49、roducts.If you need any other information not contained in the letter and enclosure,please let us know.We look forward to receiving your orders soon.Your early reply will be very much appreciated.,In-class Practice,Make yourself skilled,I Basic Training1.Translate the following expressions into Chin
50、ese:illustrated catalogue a steady demand selective buyer general enquiry high quality fashionable designs craftsmanship quantity discount,有插图的商品目录,稳定的需求,挑剔的买主,一般询盘,优质,款式新颖的设计,精湛的工艺,数量折扣,II.Improving Training,Translate the following sentences into English:1)我公司对贵公司的款式新颖的待出口的棉布很感兴趣。(be interested in,
