《商英写作unit3requiriesandrepl.ppt》由会员分享，可在线阅读，更多相关《商英写作unit3requiriesandrepl.ppt（82页珍藏版）》请在三一办公上搜索。
1、ENQUIRIES AND REPLIES,Unfavorable reply,We are not sure about the financial standing of this company and therefore recommend a cautious approach when dealing with them.该公司资信状况不明，建议与其交易时采取谨慎态度。We assure you that all the information about the financial and business standing of the company will be kept
2、 in strict confidence and without any responsibility on your part.我方向你方保证，所有关于该公司资信情况的资料都将严格保密，并且你们不承担任何责任。,In resent years the company has experienced a serious difficulty in finance and delayed in executing their normal payment.We would suggest you to pay more attention to the business with them.H
3、owever,this is just our personal opinion and we wish you to make further information.最近几年该公司在财务上经历严重危机而延误正常的付款，谨建议贵公司与其谨慎交易，然而此乃我们个人意见，希望贵公司作进一步调查。,敬启者：您方2006年5月12日有关新西兰ABC工程公司资信状况的来函已收到。很遗憾地告知，该公司承约过多，交易额超过了其储备资金。许多债主都向他们索债，其地位岌岌可危。因此奉劝，小心为是。对本报告，请务必保密。谨上,Dear Sirs,We have received your letter of M
4、ay 12,2006,respecting the standing of ABC Engineering Company of New Zealand.We regret to say that we have to make in reply an unfavorable communication to you.The mentioned firm is known to be heavily committed and have overrun their reserves.They are being pressed by several creditors and their po
5、sition is precarious.Caution is advisable.Please consider this information as given in strict confidence.Yours faithfully,We have excellent connections in the trade and are fully experienced with the import business for the type of product.我方在贸易界有极好的关系，对这类产品的进口有丰富的经验。,As this is our first transactio
6、n with you,will you kindly send us the name of your bank to whom reference can be made.As soon as these inquiries have been satisfactorily settled,we shall be pleased to carry out your order.We sincerely hope that this is the beginning of a long and pleasant business relation.鉴于这是双方初次交易，请告知贵方银行以便我方查
7、询贵方的资信情况。一旦资信查询能够获得满意的结果我们即可执行贵方订单。殷切希望这是我们长期而愉快的贸易关系的开始。,I.Aims&Requirements,1.Know what and how to enquire for the goods an importer intends to buy2.Know the essential components of a letter to make an enquiry3.Master typical sentences and expressions in writing such letters.,Background Informatio
8、n,1.询价：交易一方欲购买某种商品，问另一方发出的探询买卖该商品及有关交易条件的一种表示。enquiry(inquiry)Enquiry is to request the possible seller to give the information about the goods he intends to purchase as well as the information about trade conditions,especially the price of the goods,and asks the seller to make quotation.,General En
9、quirySpecific Enquiryconcise,clear,to the pointprompt,courteous,completeThank you for you enquiry.We are sorry that we have no stock at present.,Could you accept delivery in July or September?May I draw your attention to item 14?Perhaps youd like to glance through our catalogue.,A satisfactory inqui
10、ry will include the following:,1.Source of information,asking for a catalogue and a price list etc.2.Introduction of the seller or the buyers general information and business scope,statement of the products of interest3.Discounts and terms of payments(such as FOB,CIF)etc.4.Terms of delivery5.Hope fo
11、r reply,1.General Enquiry and Reply,Gentlemen:We learn from ABC&Co.Ltd,New York that you are a leading exporter in your country.We are,at present,very much interested in importing your goods and would appreciate your sending us catalogues,sample books or even samples if possible.Please give us detai
12、led information of CIF Guangzhou prices,discounts,and terms of payment.We hope this will be a good start for a long and profitable business relations.Truly yours,Chinese version to the first letter:,敬启者：从纽约的ABC公司处得知，贵方是贵国主要出口商之一。目前，我方对进口贵方产品很感兴趣。若能向我方函寄产品目录、样品簿或者在可能的情况下惠寄样品，我方将不胜感激。请告知详细的广州到岸价格、折扣及付
13、款方式等。希望此次合作将是我们双方长期而有利的贸易关系的良好开端。谨上,Reply,Gentlemen:We welcome you for your enquiry of March 21 and thank you for your interest in our export commodities.We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for.Also under separate cover,we are sendin
14、g you some samples which will show you clearly the quality and craftsmanship.We trust that when you see them you will agree that our products appeal to the most selective buyer.,We allow a proper discount according to the quantity ordered.As to the terms of payment we usually require Letter of Credi
15、t payable by sight draft.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 and careful attention.Truly yours,Chinese version of the reply:,敬启者：贵方3月21日询价函收悉。感谢贵方对我方的出口产品感兴趣。兹随函附寄数份带插图的目录和价目表，上面由贵方要求了解的情况。同时，我方
16、又为贵方另函寄去产品样品，由此即可了解到我方产品的质量和工艺。我方相信，当贵方看到产品时，一定会同意我方的产品对很挑剔的顾客也是很有吸引力的。按照订购货品的数量多少，我方可以给予适当的折扣。至于付款方式，我方通常要求用即期信用证支付。再次感谢贵方对我方产品的兴趣。我方期盼着贵方的订单，同时请贵方相信，我方会对贵方订单做出及时而认真的考虑。谨上,Notes,1.CIF 价格术语 Cost,Insurance and Freight,成本、保险加运费的缩写。通常称作到岸价。2.discount n.折扣，折价，贴现 allow(or:give,make,grant)%discount off(on
17、)the prices of goods 按货价给予%的折扣 If you order 5,000 sets,we would grant you 10%discount.如果你方能订购5000台，我们将给予10%的折扣。,We give 10%discount for cash payment.现金付款，我们予以九折优待。at a discount 低于正常价格；打折扣；（货物无销路）The goods are selling at a discount.该货正以低价销售。,discount,The highest discount we can allow(give,make,grant)
18、on this article is 10%.我们对这项商品最多只能打九折。If you can discount your price by 10%,we are ready to take 300 bales.如果你方价格能予以九折处理，我方乐于接受300包。,3.terms of payment 支付条件，也可以说 payment terms4.profitable adj.有益的，有利的，可获利的 profitable fields of investment 有利的投资场所 profit n.（常用复数）利润 net profits 净利润，纯利润 total profits 总利润
19、,profit ratio(rate)利润率 gross profits 总利润；毛利 sell sth.at a profit 出售某物而获利,5.craftsmanship n.（工匠的）技术，技艺6.appeal(to)vi.有吸引力，有感染力 appeal to the most selective buyer 吸引最挑剔的买主7.Letter of Credit payable by sight draft 即期信用证也可以说L/C available by sight draft,(a)Letter of Credit Letters of Credit(an)L/C,Ls/Cby
20、 sight draft 凭即期汇票支付a draft at sight=a sight draft 即期汇票即期：a Letter of Credit payable by draft at sight,a letter of credit available against draft at sight.sight L/C,sight Letter of Credit,远期：usance L/C,time L/C,term L/C()L/C available by draft at 30 days after sight()L/C at 30 days after sight()L/C
21、at 30 days30 days()L/C,confirmed L/Cirrevocable L/Cdocumentary L/Ctransferable and divisible L/Crevolving L/Cback to back L/Creciprocal L/C,8.assure v.向保证，使确信，主要用于以下四种结构：(1)assure sb.of sth.We assure you of the reliability of the information.我们可以向你方保证这信息的可靠性。(2)assure sb.that We assure you that we s
22、hall do our best to expedite shipment.请确信我们将迅速装运。,(3)be(or:rest)assured of sth(rest是系动词)Please(or:You may)be(or:rest)assured of our continued cooperation.请确信我方仍将继续合作。(4)be(or:rest)assured that You may(Please)be(rest)assured that we will contact you as soon as our fresh supply comes in.请确信一俟我方新供货到来，我
23、方即与你方联系。,Specific Enquiry and Reply,(1)Enquiry for Chinese Cotton Piece Goods 对中国棉织品的询价Dear Sirs,We are glad to note from your letter of March 9 that,as exporters of Chinese Cotton Piece Goods,you are desirous of entering into direct business relations with us.This happens to coincide with our desir
24、e.At present,we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues,samples and all necessary information regarding these goods so as to acquaint us with the quality and workmanship of your supplies.Meanwhile please quote us your lowest price,C.I.F.Vanco
25、uver,inclusive of our 5%commission,stating the earliest date of shipment.,Should your price be found competitive and delivery date acceptable,we intend to place a large order with you.We trust you will give us an early reply.Yours faithfully,Notes,1.be desirous of 渴望，想要 We are desirous of entering i
26、nto(to enter into)direct business relations with you.我们热切盼望与你方建立直接的贸易关系。desire n.v.期望，渴望，要求，请求（比wish强烈）What do you desire to buy at present?你方目前想要买些什么？It is desired that the catalogues shall be airmailed to us within one week.深盼在一周内给我们航邮目录本。,2.coincide v.（意见等）一致；（时间上）相同 We are glad that our ideas co
27、incide.很高兴我们双方意见一致。Your enquiry coincided with our offer.你方询盘正好与我方报盘同时发出。,3.regarding prep.关于，与with regard to,in regard to,as regards 同义，一般可以换用。We have already written to you regarding this matter.关于此事我们已给你方写过信。Regarding the balance,we will advise you of the position in a few days.关于剩余数量的情况，将于日内告知。,
28、4.quote v.报价,基本结构是：quote sb.a price for sth.Please quote us your lowest price for walnuts.请向我方报核桃最低价。有时可用：quote sb.for sth.Please quote us for walnuts.请向我方报核桃价。也可用：quote sb.a price Please quote us your lowest price.请报你方最低价。,5.inclusive of our 5%commission 包括我方5%佣金 This offer(or:price)is inclusive of
29、 your 2%commission.=This offer(or:price)includes your 2%commission.此报盘（或：价格）包括你方2%的佣金。本课原句Please quote us your lowest price,C.I.F.Vancouver,inclusive of our 5%commission.=Please quote us your lowest price,C.I.F.Vancouver,including our 5%commission.请报你方CIF温哥华最低价，包括我方5%佣金。,Chinese version to the enqui
30、ry for Chinese Cotton Piece Goods:,敬启者：从贵方3月9日来函有幸得知，作为中国棉织品的出口商，贵方热切盼望与我方建立直接的贸易关系。这正好与我方愿望相同。目前，我方对印花衬布很感兴趣。若能收到贵方航寄的有关这类产品的目录、样品及必要的资料，以帮助我方了解贵方产品的质量和工艺，我方将不胜感激。同时，请报贵方CIF温哥华最低价，包括我方5%的佣金，并告知最早的装船日期。若贵方的报价具有竞争力，装运日期可以接受，我方便从贵方大量订货。期盼早复！谨上,Dear Sirs,We have seen your advertisement in the Trade Dir
31、ectory No.2.We are very interested in your pure cotton shirts and should be glad if you would send us your illustrated catalogue and price list of the goods.Our bank is the Singapore bank,Ltd.We are looking forward to receiving your prompt reply.Faithfully yours,A satisfactory reply will include the
32、 following:,1.Pleased to receive the inquiry;2.Mention that the product catalogue and price list asked for in the inquiry are enclosed in the letter.3.Emphasize the competitive quotation and tell clearly available discount;4.Declare terms of payment and delivery service available.5.Hope for early re
33、ply.,Commission:,a commission of 3%,3%commission百分之三的佣金two items of commission 两笔佣金The above price is inclusive of your commission of 1%.We receive a commission of 3%on sales.我们按销售量收取3%的佣金。,for Digital Cameras,Gentlemen:We are interested in buying large quantities of Digital Cameras in different bra
34、nds,We would be obliged if you would give us a favorable quotation CIF Shenzhen,China.It would also be appreciated if you could forward samples and your price list to us.,We used to purchase these products from other sources.We may now prefer to buy form your company because we understand that you a
35、re able to supply large quantities at more attractive prices.In addition,we have confidence in the quality of your products.We look forward to hearing from you soon.Kindest regards.Yours truly,Chinese version to the enquiry for Digital Cameras:,敬启者：我公司有意大量购买各品牌数码相机，如蒙告知送抵中国深圳交货的成本、保险加运费将不胜感激。如能惠寄样本和
36、价格表，亦必感谢不尽。我公司素来向其他公司购买此类货品，获悉贵公司能大量供货且价格有吸引力，此外，我们相信贵公司产品的质量。盼早复！诚挚问候。谨上,Gentlemen:We warmly welcome your enquiry of July 15 and thank you for your interest in our digital cameras.We are enclosing our illustrated catalogue and price list giving the details you ask for.As for the payment terms we us
37、ually require confirmed,irrevocable Letter of Credit payable by draft at sight.,We have already sold some of those cameras to China and are now represented there by The*Import&Export Ltd.,Beijing.May we suggest that you contact the company directly?We think the firm may supply you with more details
38、of our cameras.We feel confident that you will find the goods are both excellent in quality and very reasonable in price.With best regards.Yours truly,1.digital camera 数码相机2.from other sources 从其他渠道（从其他供货商）3.Confirmed,irrevocable Letter of Credit payable by draft at sight 保兑的，不可撤消的，凭即期汇票支付的信用证2.be r
39、epresented by 由代理 representative n.代理人 a legal representative 法定代理人,3.reasonable adj.合理的 Our price is quite reasonable.我方价格是相当合理的。类似的表达法还有：realistic adj.符合实际的，现实的；workable adj.可行的；in the line with the present market 与现行价格相符，etc.,Chinese version to the reply for Digital Cameras:,敬启者：欢迎贵方7月15日的询盘，并感谢贵
40、方对我方的数码相机感兴趣。现随函寄上我方附插图的产品目录和价目表，上面有贵方想要了解的详细情况。至于付款条件，我方通常要求是保兑的、不可撤销的即期信用证。我方已向中国销售过此类产品，并且在该国有北京*进出口公司代理。敬请贵方直接与该公司联系。我方认为该公司回想贵方提供有关我方产品的详细情况，并且相信贵方定会发现我方产品质量可靠，价格合理。谨致问候。谨上,(3)Enquiry for Textiles 对纺织品的询价,Dear Sir,It is a pleasure for us to introduce ourselves to you as a commission for Chinese
41、 Commodities.Weve been engaged with this post for over 5 years now.We would be so much grateful if you send us catalogues and samples for the following items.(1)Towels,bed-sheets and blankets(2)Baby napkins and diapers(3)Garments for men,women and children(4)Underwear for men,women and children,(3)E
42、nquiry for Textiles 对纺织品的询价,(5)Cotton piece goods and cotton fabrics(6)Sewing thread(7)Cotton knitwear 棉绒针织衣(8)Synthetic fabric 合成纤维织品(9)Any other item that you wish to offer We are awaiting your earliest reply.Yours faithfully,Notes,mission n.委任，委托，代办（权），代理（权）；委员会；佣金 commission house 委托商行；证券经纪公司 co
43、mmission sale 委托销售 commission agent 佣金商；代理商,commission broker 掮客，经纪人commission of authority 授权书commission for acceptance 承兑佣金,commission ticket 佣金票证2.cotton fabrics 棉织品3.synthetic fabrics 合成纤维织品,Enquiry for Cosmetics 对化妆品的询价,Dear Sirs,(Re:COSMETICS)We are one of the leading importers of Daily Chemic
44、als in this city and shall be pleased to establish business relations with your corporation.At present we are interested in your cosmetics,details as per our Enquiry Note No.1345 attached,and shall be glad to receive your lowest quotation as soon as possible.,We would like to mention that if your pr
45、ice is attractive and delivery date acceptable,we shall place our order with you immediately.We look forward to your early reply.Faithfully yours,Encl.As stated,1.cosmetics n.化妆品2.as per 按照，根据 as per list price 按照表上价格 as per enclosed documents 根据所附单据3.Enquiry Note No.1345 1345号询价单,4.attach v.t.附加 or
46、der with conditions attached 带有附加条件的订单 aid with no conditions attached 无附加条件的援助5.quotation n.报价（单），行情（表）,lowest quotation 最低报价 discount quotation 贴现行情 exchange rate quotation 外汇行情 quotation table 价目表,quote v.t.报价，开价 quote favourable price 报优惠价格6.delivery date 交货期 也可以用下列方式表示：date of delivery;time of
47、delivery;delivery time;date of shipment;time of shipment;shipment time(date)etc.,Chinese version to the enquiry for Textiles：,敬启者：我方有幸自荐，我方是中国纺织品的代理商，从事此种经营已有五年之久。如若贵方能向我方邮寄数份如下产品的目录及样品，将非常感激。谨上,Chinese version to the enquiry for Cosmetics：,敬启者：事由：化妆品 我方是本城市日用化学品的主要进口商。若能与贵公司建立贸易关系，将感到非常高兴。目前，我方对贵公司
48、化妆品很感兴趣（详情参见我方所付第1345号询价单），并期盼早日报最低价。我方想提及的是，如果贵方产品价格具有吸引力，交货日期可以接受，我方将即刻从贵方订货。期盼早复！谨上,(1)Dear Mr.Haan:Re:Parts for Machine Type B-114We purchased from you ten sets of the captioned machine in 1989.The machines have been very satisfactory.However,at present we need a large quantity of parts/accessor
49、ies as per the enclosed list.Please send us as soon as possible your proforma invoice by fax.You are kindly requested to quote the FOB New York rate.,The parts and accessories are urgently needed so we wish to receive your proforma invoice by return fax.Sincerely,Wang LimingManagerWLM/smEncl.:a copy
50、 of inquiry list.,Re:Parts for Machine Type B-114We purchased from you ten sets of the captioned machine in 1989.The machines have been very satisfactory.标题：B-114型机器零部件我方于1989年从贵公司购买了10台标题所示机器。其令人非常满意。,However,at present we need a large quantity of parts/accessories as per the enclosed list.Please s
