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1、Unit 4 Enquiries and Replies询盘及回复,4.1 Introduction（简介）,目的:了解询盘的基本写作技巧和回复。交易磋商的一般程序分为“询盘”、“发盘”、“还盘”和“接受”四个环节。询盘（Enquiry）又称询价，是指买方或卖方向对方询问以价格为中心的各种相关的交易条件，包括一般询价（General Enquiry）和具体询价（Specific Enquiry）。,3,Enquiries,Definition:A Request for Informationgeneral enquiries(一般询盘)for general information：info
2、rmation about various goods:目录(a catalogue)、价目表或报价单(a price-list or quotation sheets)、样品(a sample)、图片(illustrated photo prints)specific enquiries（具体询盘）for specific information：具体询问商品名称(the name of the commodity)、规格(the specifications)、数量(the quantity)、单价(the unit price FOB CIF),装船期(the time of shipm
3、ent)、付款方式(the terms of payment),4,enquire v.询盘，询价（1）enquire for sth.询购某种商品Much thanks for your reply to us enquiring for bed-sheets and pillowcases.非常感谢贵方对我们询问床单和枕套的回复。（2）enquire about sth.打听某事Our manager wants to enquire about the quantity you require for next quarter.我们经理想打听一下你们下季度所需要的数量。（3）enquir
4、e into sth.The council set up a committee to enquire into local unemployment.参议会成立了一个委员会调查当地的失业情况。,4.2 Writing Skills（写作技巧）,catalogue n 商品目录册 the latest catalogue 最新目录 illustrated catalogue 附有说明书（插图）的目录 list 货单 brochure 小册子 leaflet 单页的商品说明书 pamphlet 小册子 the full details of-的全部细节 all necessary inform
5、ation 所有必要的信息,quote v 报价，与介词for连用quotation n报价，与动词make，send，give，cable，fax连用，后接介词for，但当买方提及卖方报价时一般用介词of quote sb a price for sth quote sb for sth quote sb a price quote a pricePlease quote us your most favorable price CIF Seattle for the above goods,including our commission 5%.请就上述货物向我方报CIF西雅图最优惠价，含
6、佣金5%。attractive price,We shall be pleased if you will give us a reasonable quotation for color TV sets.如能给我方彩色电视合理报价，将不胜感激。We are going to give you a quotation which is based upon the prevailing international market price.我方准备按当前的国际市场价格给你方报价。prevailing（market）price 现行价，市价,place an order with sb for
7、sth 向某人订购某物place a large(substantial)order with sb for sth 向某人大量订购某物If your price is reasonable,we may place a large order with you.若你方价格合理，我方可能向你方大量订购。As your womens dresses are of high quality and prices are reasonable,well place a substantial order with you.因为你方的连衣裙质量好、价格合理，所以向你方大量订购。,1.discount
8、n 折扣 a special discount 特别折扣 cash discount 现金折扣 trade discount 同业折扣，商业折扣 quantity discount 数量折扣 at a discount 削价，降价，无销路的 to give(allow,make,grant)sb a discount 打折扣We agree to give you 15%discount provided you order 100,000 sets.我方同意给你方百分之十五的折扣，但你方得订购十万套才可以。In view of our long-standing relationship,w
9、e agree to allow you a discount.考虑到我们长期的关系,我方同意给你方折扣,回复询盘信函的写作步骤及常见表达方式：,20,Language Points,payment n.（不可数）支付；（可数）支付的款,payment terms 支付条件；付款条件 payment in advance 预付货款 deferred payment 延期付款 cash payment 现金付款 payment on deferred terms 迟期付款 monthly payments of US$3,000 每月付款3000美元 in payment of 付某种费用的款，
10、如发票、费用、佣金等 in payment for 付某种具体实物的款，如广告、商品、样品等,4.3 Specimen Letters（样函）,Letter 1：General enquiry Dear Sirs,We have been informed by the Bank of U.S.Commerce,New York,that you are one of the leading exporters of textiles in China,and that you wish to export pure silk garments to our market.You will b
11、e pleased to note that our corporation is one of the leading importers of textile products,having over 30 years history and high reputation1.We shall be able to give you considerable orders,if the quality of your products is fine and the prices are moderate.We would be obliged if you will send us so
12、me samples with the best terms2 at your earliest convenience.Yours faithfully,VANCOUVER TEXTILES CORPORATION,Letter 2：A reply to the above Dear Sirs,We take pleasure to acknowledge receipt of your letter of January 20,from which we learn that you are interested in bringing silk garments to the New Y
13、ork market.We are enclosing our quotation sheet3 covering different sizes and colors of our pure silk garments that can be supplied from stock.We are also airmailing you two dozen sample garments in different sizes and colors.Delivery will be within 30 days after your placing an order to us.Payment
14、of the purchase is to be effected by an irrevocable L/C at sight in our favor.This offer is subject to your immediate reply which should reach us not later than the end of next month.The price will probably be changed once this particular offer has lapsed.Yours faithfully,CHINA NATIONAL TEXTILES IMP
15、.&EXP.CORP.SHANGHAI HOME TEXTILES BRANCH,stock n.库存；存货from stock（ex stock）现货；动用库存in stock 库存中come into（to）stock 库存有货out of stock 无货；缺货,We can supply you from stock.我方可以现货供应。The type you required is out of stock，but the similar type is in stock.你方询购的型号无货。类似的型号有货。If you have Fountain Pens in stock,ple
16、ase send us some samples.如果你方有自来水笔现货，请给我方寄些样品。We can supply this quantity from stock.这个数量我方可供现货。,1in ones favor 以为受益人。指有权享有信用证的利益的人，一般指出口商。in ones favor与in favor of 短语意思相同。e.g.As soon as the licence is approved,an L/C will be opened in your favour.只要许可证一批准，就开立以贵方为受益人的信用证。,27,L/C 常用搭配covering/regardi
17、ng+goodsfor the amount of+amountin ones favor+beneficiaryfor ones account+payerwith/through+issuing bank,28,请开立一个20吨苹果的信用证，金额为2万美元。Please open an L/C covering twenty tons of apples for the amount of USD 20,000.今早，我们经由花旗银行开立了一个以你方为受益人的信用证。We opened an L/C in your favor through the Citi Bank this morn
18、ing.,29,支付条款常用句型,（1）付款方式以不可撤销即期信用证支付，并以我方为受益人。Payment is to be made by irrevocable L/C at sight to be opened in our favor.(2)我们要求以不可撤销信用证凭即期汇票支付，在装运前30天开出。We require payment by irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.,30,常用句型,（3）我们支付方式是保兑的，不可撤销即期信用证
19、，凭全套装运单据支付。Our terms of payment are by confirmed,irrevocable L/C payable at sight against presentation of shipping documents.,31,4The offer is firm,subject to your reply reaching us before 5 p.m.Sep 30,our time.此报盘以你方答复在9月30日之前到达我方为准 subject to 以为准，以为条件 The offer is subject to our confirmation.此报盘以我
20、方确认为准 Our offer is firm subject to your reply reaching here within a week.我方报盘以你方答复一周内到达此地为有效,Letter 3：A sellers enquiry Dear Sirs,We are looking for companies who can help us distribute our products in new markets.We manufacture computer components.At present we export to Europe,but we would like t
21、o export to your country.Please find enclosed our brochure,which gives details of our products.We look forward to hearing from you.Sincerely yours,Jin Baicuan,33,做，制造,make：普通用词，很常用，含义广，既可指制造具体的东西，也可指完成一种行为。I made a few phone calls.manufacture：正式用词，一般指用机器大规模地批量生产各种生活或生产用品。produce：普通用词，侧重大量地生产出各种生产用品和
22、生活用品。强调结果。也用于引申。We expect writers to produce more and better works.,Letter 4：A reply to the above Dear Sirs,We thank you for your enquiry of Dec.12,2004,as one of the largest computer companies in South Korea,we are interested in your computer components.Please send us your latest CIF Pushan prices,
23、together with your terms of payment,and the earliest delivery date.Thank you in advance.Sincerely yours,Son Young,Letter 5：A specific enquiry Dear Sirs,We learn with pleasure from your letter of April 12,2004 that you are exporters of Chinese Blanket Cover and are willing to establish business relat
24、ions with us.At present,we are interested in Blanket Cover and shall be pleased if you will send us by airmail sample books and all necessary information on Blanket Cover,so as to acquaint us with4 material and workmanship5 of your supplies.Meanwhile,please quote us the lowest price CIF London,inclu
25、sive of our 3%commission,stating the earliest date of shipment.Should your price be found competitive and delivery time acceptable,we shall place a large order with you.Yours truly,Leon Allen,acquaint someone with something使某人了解Acquaint him with your plans.,Letter 6：A reply to the aboveDear Sirs,Tha
26、nk you very much for your letter of April 28,2004,we are pleased to send you samples and all the necessary information on Blanket Cover under separate cover.At your request6,we are pleased to make you an offer,subject to7 your final confirmation,as follows:Commodity:“Golden Cock”Brand Blanket Cover8
27、 No.21Size:180cm200cmColor:All kinds of colorsQuantity:1 000 piecesPrice:GBP20 each piece CIF London inclusive of 3%commission9Shipment:During August/September,Payment:By 100%confirmed,irrevocable L/C in our favor payable by draft at sight to reach the sellers one month before shipment,and remain va
28、lid for negotiation in China till the 15th day after shipment10.As you will realize from the catalogue we sent you,our Blanket Cover is a perfect combination of warmth,softness and easy care11.We are sure that you can get benefit from12 our products.We look forward to your prompt reply.Yours faithfu
29、lly,Baicu,39,1send sth.under separate cover 另邮，另寄 airmail sth.under separate cover 另空邮寄送 We are airmailing you under separate cover the samples for the new season.今另航空邮寄奉下季度的样品数份。类似词组还有：by separate post;separately;by separate airmail,40,draw a draft on sb for an amount against sth draw on sb at sigh
30、t for an amount against sth 根据向某人开出金额为的汇票,draw 开出（汇票）,41,Language Points,1)我们已根据这些单据通过亚洲银行向你方开立了发票金额的即期汇票。,We have drawn a sight draft on you against the documents for the amount of invoice through the Bank of Asia.,2)请确认我们可以就你328号订单向你方开出金额为两万八千美元的六十天远期汇票收款。,Please confirm that we can draw on you at
31、 60 days after sight for US$28,000 against your Order No.328.,Letter 7：A specific enquiry Dear Sirs,We are a leading dealer in waterproof garments in this city.Our customers have expressed interest in your raincoats and enquired about their quality.Provided quality and price are satisfactory there a
32、re prospects of good sales here,but before placing a firm order we should be glad if you would send us,on fourteen days approval,a selection of mens and womens raincoats.Any of the items unsold at the end of the period,and which we decide not to keep as stock,would be returned at our expense.We look
33、 forward to hearing from you soon.Sincerely yours,Anderson,Letter 8：A reply to the above Dear Anderson,Thank you for your letter of 10th March.We are gratified to receive your request for men and womens raincoats on approval.As we have not previously done business together,perhaps you will kindly ag
34、ree to supply either the usual trade references,or the name of a bank to which we may refer.As soon as these enquiries are satisfactorily settled,we shall be happy to send you the items you mention in your letter.We sincerely hope this will be the beginning of a long and pleasant business associatio
35、n.We shall do our best to make it so.Best wishes,Marry,Notes to the specimen letters1.high reputation信誉良好2.with the best terms以优惠条件 3.quotation sheet报价单4.to acquaint somebody with something使某人了解、熟悉某事5.material and workmanship材料及工艺6.at your request应你方请求7.be subject to须经，以为条件8.blanket cover被罩,Notes to
36、 the specimen letters9.inclusive of 3%commission包括3%的佣金10.By 100%confirmed,irrevocable L/C in our favor payable by draft at sight to reach the sellers one month before shipment,and remain valid for negotiation in China till the 15th day after shipment.以你方为受益人的100保兑的、不可撤销的信用证、凭即期汇票支付，信用证必须在装运前一个月开到对方
37、，并在装船后15天内在中国议付有效。11.a perfect combination of warmth,softness and easy care柔软暖和、使用方便12.get benefit from 从获利,4.5 Useful Sentences（实用语句）,1.提出询盘We addressed our inquiry to the firm.Will you please let us have a list of items that are imported by you.Please put us on your best terms,as this order forms
38、part of a contract.Please put us on your very best shipping terms as regards discount.Please state your best terms and discount for cash.,Kindly let us know at what price you are able to deliver quantities of best refined sugar.We would appreciate it if you will please let us know the ruling prices
39、of the goods.We shall be obliged by a quotation of your lowest price for the said goods free delivered at our works.I shall be glad if you will send me your catalogue together with quotations.,2.受理询盘Our terms are cash within three months of date of delivery,or subject to 5 per cent discount if paid
40、within one month.Terms:early delivery,and net cash payment after receipt of the material at our works,and verification of weight and quality.In reply to your enquiry of yesterdays date,we are sending you herewith several samples of wall paper closely resembling to what you want.,We think you can wel
41、l accord us a substantial discount off your list prices,which we see are quoted net cash.Our terms,as our invoice states,are 2%cash discount,only within ten days of date of invoice.We shall be glad if you will quote us the best discount for cash off your list price for cash for this quantity.,50,1Tr
42、anslate the following phrases.enquiry terms of payment place regular orders quotation enclosed please findby separate post out of stockby draft on the receipt of 下订单 现货供应具体询价 竞争性的价格数量折扣 资金情况 报CIF伦敦价格即期信用证 保兑的，不可撤销的信用证,询盘，询价,定期订购,报价，报价单,另邮,以汇票方式,place order,specific enquiry,quantity discount,L/C at s
43、ight,付款条件,附上请查收，随函寄去,缺货,一收到,supply from stock,competitive prices,financial standing,quote CIF London,confirmed,irrevocable L/C,51,2Fill in the blanks with prepositions and then translate the following into Chinese._receipt of your specific enquiry,well make you a firm offer.On/Upon 一收到你方具体询盘，我们就给你们报
44、实盘。(2)The e-mail we sent last week is an enquiry _washing machines.for我们上周的邮件是有关洗衣机的询盘。(3)What we should pay attention _ is that demand _foreign markets have decreased a lot.to;for值得我们注意的是对外国货的需求已大大降低。,52,(4)Your price in not in line _the prevailing market here.with你们的价格与此地现行市场行情不符。(5)Please keep us
45、 informed _the supply and demand position _your market.of;in请随时告知你处市场的供求状况。(6)We hop you can cooperate _us to enable punctual arrival _the goods.with;of希望你们能予以合作，保证货物按时到达。,53,(7)When we are _the market,well get _touch _you.in;in;with 如我方有货，将及时与贵方联系。(8)In reply_ your inquiry _ August 5,we are glad to
46、 quote _follows.to;of;as作为对贵方8月5日询盘的答复，我们很高兴报价如下。(9)Our goods are much better _those _our competitors _both quality and price.than;from;in我们的货物在质量和价格上比竞争对手的要好得多。,54,3Supply the missing words in the blanks and translate the letters into Chinese.Dear sirs,We are glad to i_ ourselves to you.We are i_ i
47、n your hand-made handbags in a variety of natural leathers.There is a steady d_ for leather handbags with moderately p_ and of high q_ here.Would you please s_ us as soon as possible the d_ of your various ranges,including sizes,inform,interested,demand,quality,send,details,price,55,colors and your
48、latest p_ list,with the lowest q _ together with the s_ of different qualities of material used.We look forward to your early reply.Yours faithfully,priced,quotations,samples,56,4.Translate the following sentences into Chinese and remember these useful sentences.,(1)Enquiriesaredwindling.询盘正在减少。(2)T
49、heypromisedtotransfertheirfutureenquiriestoChineseCorporations.他们答应将以后的询盘转给中国公司(3)Weregretthatthegoodsyouinquired about arenotavailable.很遗憾，你们所询的货物现在无货。(4)Intheimportandexportbusiness,weoftenmakeinquiriesfromforeignsuppliers.在进出口交易中，我们常向外商询价。,57,(5)To makeaninquiryaboutouroranges,arepresentativeof t
50、heJapanesecompanypaidusavisit.为了对我们的橙子询价,那家日本公司的一名代表访问了我们。(6)Yourenquiryistoovaguetoenableustoreply.你们的询盘不明确，我们无法答复。(7)Nowthatwevealreadymadeaninquiryaboutyourarticles,willyoupleasereplyassoonaspossible?既然我们已经对你们产品询价，可否尽快给予答复？,58,(8)Would you please inform us by letter of the price,discounts,terms o
