商务英语写作_3_询盘与回复

卢宗聪沈宏方凯迪1CommunicationisaBridge.BUSINESSWRITING商务英语写作Chapter3Sales-relatedInquiriesandReplies询盘与回复函2020/1/162Sales–relatedinquiresLettersseekinginformationfallintotwobroadcategories:generalinquiriesandsales-relatedinquires.Inthischapter,weonlydiscusssales–relatedinquireswhicharewritteninregardtoaproductoraservicepurchased/soldorbeingconsideredforpurchase/sale.Inordertoobtainasatisfactoryresponse,thewriterofsuchinquiryshouldstatehis/herrequestspecificallyandcourteously.Becausebusinessesusuallybenefitfromsuchcorrespondence,youcanwritesales-relatedinquiriesindirectorder.Part12020/1/1631.Begindirectlywiththeobjective,indicatingageneralinquiryaboutproductsorservice.2.Includespecificrequestsorquestionsabouttheproductsorservices.3.Ifanumberofquestionsorrequestsareinvolved,listthembynumbersorbullets,orleavespacebetweenthem.4.Endwithgoodwillwordsadaptedtoeachparticularsituation.Thegeneralplanforsales-relatedinquiries:2020/1/164RepliestoSales-relatedInquiriesAlmostallthebusinesspeopleknowthateveryinquirytheyanswer(whetherobviouslysales-relatedornot)maycarrytheseedoffuturebusiness.Inquirerswhoarenotthemselvescustomersorpotentialcustomersmaybeinapositiontoinfluenceotherstobuy.Thewriter’sfirstobjective,therefore,istobuildgoodwill.Hissecondobjectiveistoinfluencethesale,iftheinquiryopensuptheopportunityforneworadditionalbusiness.Thesuccessofbothobjectivesdependslargelyonyouradherencetotheseprinciples:2020/1/1651)AnswerPromptly.2)ReplyCourteously.3)RespondCompletely.4)ProvideAdditionalInformation.5)FollowuptheAnswer.Principlesforsales-relatedreplies2020/1/166Thegeneralplanforsales-relatedrepliesisasfollows:1.Beginbycourteouslyindicatingthatyouareansweringhis/herrequestsaboutproductsorservices,identifyingthecorrespondencebeinganswered(incidentallyorinasubjectline)2.Expressinterestintherequest.3.Ifpossible,answerallquestionsandrequests,preferablyintheorderposed.4.Includeanynecessarydetailsthatthereadermayneedtoknowaboutproductsorservices.5.Usesalesopportunitieswhenappropriate.5.5.Considerincludingextras(e.g.usingresalematerialtoencouragethereadertobuy.)6.Expressgoodwillortakeanoptimisticlookintothefuture.2020/1/167Thefollowingtwolettersarewrittenaccordingtothewritingprinciplesmentionedabove.Readthemandtrytofigureouthowthewritingprinciplesareapplied.Thequestionsafterthemmighthelpyouaccomplishthetask.2020/1/168AninquiryaboutbathroomfittingsDearSirs:WouldyoukindlysendusdetailsofyourbathroomfittingswhichyouadvertisedinBusinessWeekOctober11?Pleasequoteusalltheitemslistedintheenclosedinquiryform,givingyourpricesCIFShanghai.Willyoupleasealsoindicatedeliverytime,yourtermsofpaymentanddiscountdetailsforregularpurchasesLETTER12020/1/169andlargeorders?Ourannualrequirementsforbathroomfittingsareconsiderable,andwemaybeabletoplacesubstantialorderswith'youifyourpricesarecompetitiveandyourdeliveryisprompt.Weareexpectingyourquotation.Yoursfaithfully,TomZhangTomZhang2020/1/1610AreplytotheinquiryaboutbathroomfittingsDearMr.ZhangThanksforyourinquiryaboutourbathroomfittings,andasrequested,wearesendingyouacopyofourillustratedcatalog,togetherwithourlatestpricelist(underseparatecover)fortheitemsyoulistedintheinquiryform.Detailsofourconditionsofsaleandtermsofpaymentarestatedtherein.LETTER22020/1/1611Usually,goodswillbereadythreeweeksafterwehavegottheorder.Ourcustomersdogetdiscountsforregularlargeorders.Butthediscountrateforeachdealwilldependonthequantityandtermsofpaymenttobeused.Wewillassureyouthatyouwillbeprovidedwithbathroomfittingsexcellentinqualityandreasonableinprice.Welookforwardtothepleasureofyourtrialorder.Yourssincerely,MaryWangMaryWangQuestionsP431Dothelettersusedirectorderorindirectorder?2Howdoesthefirstparagraphineachletterbegin?3Doeseachletterincludenecessaryexplanationsaboutitspurpose?…………2020/1/1612询盘用语Part21、询盘Enquiry2、具体询盘SpecificEnquiry3、一般询盘GeneralEnquiry4、询价单EnquirySheet5、报价Quotation6、佣金Commission7、折扣Discount8、递价Bid9、折让Allowance10、订单Order11、试订单TrialOrder12、欧洲主要港口EropeanMainPorts(EMS)13、净价NetPrice14、商标TradeMark15、品牌Brand16、规格Specification17、尺码Size18、存货Stock19、批发商Wholesalers20、零售商Retailers21、分销商Distributors22、毛利GrossProfit23、式样Style24、设计Design25、模型Model26、花样PatternCompanyLogoP43therein=inthat是商业信件、公文等正式文件中常用的副词，做状语。类似结构的词有很多，各有不同的意思，如下所示：herein=inthisherewith:=withthis在此hereby=bythisthereby=bythathereof=ofthisthereof=ofthathereafter=afterthisthereafter=afterthathereto=tothisthereto=tothatherefrom=fromthistherefrom=fromthathereinafter=inthisandafterthis你没必要都去记，只明白其含义即可。其中hereby较常用，要学会使用。SampleAnalysisSample2Sample42020/1/16162020/1/1617AninquiryaboutbedsheetsandpillowcasesDearMs.Smith:Youradvertisementforcottonsheetsandpillowcasesattractsourattention.Wouldyoupleasesendusdetailsofyourproducts,includingsizes,colorsandprices(FOBLiverpool)andalsoindicatethedifferentqualitiesofmaterialsused?Whenquoting,pleasestateyourtermsofpaymentsanddiscountsthatyouwouldallowonpurchaseofnolessthan100dozenofindividualitems.Wealsopreferthatyousendussamplesofeachcategorybyair-mailsoastoenableustomakeasounddecision.SAMPLE22020/1/1618Aswearealargedeal