国际商务函电4

1第四单元询价及回复一、询价的注意事项1、询价可分为一般询价和具体询价2、第一次询价（一般询价）需要介绍自己从何处得知对方的资料。3、询价函最重要的是写得明确。4、询价函应该直接寄给公司，不寄给个人。二、回复的注意事项1、回复要及时2、介绍、推介其他产品。2三、询价的表达方式写作步骤表达方式（1）说明信息来源（告知对方从何种渠道得知对方公司的情况）YournamehasbeengivenusbytheChamberofCommerce/the…Embassy/the…bankin…).（我方从在……地方的商会/从……使馆/从……银行获悉你方名称。）YourfirmhasbeenrecommendedtousbyBayerAG,withwhomwehavedonebusinessformanyyears.（多年来与我方有业务联系的拜尔股份公司将贵公司推荐给我方。）3（2）直截了当地说明想要购买的货物Weareconsideringthepurchaseof…（我方打算购买……。）Weareinterestedinimportingsnookertablesbutweneedtohavefurtherdetailsofthecostsbeforemakingafinaldecision.（我方有兴趣进口台球桌，但在最后决定之前需要进一步了解有关价格的详细情况。）Weareregularbuyersofmen’sknitwear.（我方是购买男用针织品的老客户。）4（3）请求对方寄送目录、价格表和样品Willyoupleasesendusyourillustrated/latestcatalogueandprice-list.（请寄送我方带插图的/最新的产品目录和价格表。）Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.（我方非常希望获得贵公司的最新产品目录和有关出口价格、付款条件以及样品的详细材料。）Kindlyletmehaveadescriptionofyourelectrichedgetrimmers.（请贵方寄来电动修剪机的说明书。）5（4）强调对方所报价格应合理和具有竞争性Ifyourquotationisreallycompetitive,…（如果你方报价具有竞力，……。）Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.（如果贵公司的产品及条件与其他供货商相比有优势，我方就会下订单。）6（5）询问对方所能提供的折扣，写清你所能接受的支付条件和期望的交货时间Weshouldliketoknowifyouallowdiscounts.（我方想知道，你方是否给我方折扣。）PleaseletushaveyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyourbestdeliverydate.（请告知贵公司最低离岸价和交易条件，并说明最早交货日期。）Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.（我方要求在下订单后六周内供货。）7（6）表示定购货物的可能性Willyoupleaseletusknowby4Aprilsothatwecanplaceourorderpromptly.（请在4月4日前告知我方，以便我方及时下单订货。）Pleaseletusknowbyreturnofpostwhetheryouwouldbeinterestedinsuchanorder.（请发信告知我方，你方是否对这样的订单感兴趣。）8四、回复的表达方式写作步骤表达方式（1）感谢对方的询价Manythanksforyourenquiryof…（多谢你方于……日的询价。）Thankyouforyourenquiryandforyourinterestinourproducts.（感谢你方询价以及对我方产品的兴趣。）Wethankyouforyourenquiryof…（对你方在……日的询价信深表感谢。）9（2）表示很高兴寄……给对方Wearepleasedtoenclose…（很高兴附寄给你方……。）Wehavepleasureinenclosing…（很高兴附寄给你方……。）Wearesendingyouourlatestprice-listandcatalogue.（附寄给你方最新价格表和产品目录。）10（3）说明所能提供商品的详细信息及优点Weareconfidentthatyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.（我方确信，你方将会认为我方产品是市场上最好的，大大优于竞争对手目前所供的产品。）Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.（寄去的样品会使你方相信我方制造的医疗器械质量上乘。）11（4）表明所提供的价格是合理的和具有竞争性的且说明实行价格的期限Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.（这是我方能做到的最低报价，你方会承认，在我方的竞争者中没有一家能提供与我方一样的报价。）PriceisvaliduntilDec.31.（这些价格至12月31日有效)12（5）阐明所能接受的付款条件和可能的交货期Ourtermsofpaymentarecashondelivery.（我方的付款条件是货到付款。）Weshouldrequirepaymentbybanker’sdraftonreceiptofourproformainvoice.（我方要求在收到形式发票后通过银行汇票付款。）Wecanusuallydeliverwithinthreeweeksofreceivinganorder.（通常我们在收到订单后三个星期内就可供货。）13（6）希望客户对报价满意并能很快收到订单或希望未来长期开展交易Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.（希望你方对我方的报价满意并期盼你方的订货。）Welookforwardtodoingbusinesswithyou.（盼望与你方洽谈业务。）14Letter-4(1)具体知识点1、…wouldlikesb.todosth.类似的表达方法：…shouldlikesb.todosth.想要某人做某事Iwouldlikeyoutohelpmecompletethiswork.Whatwouldyoulikemetodo?2、apromisingmarketforsth.对…有销路的市场apromisingyouth153、allow(give,make,grant)sb.adiscount打折扣Weagreetogiveyou15%discountprovidedyouorder100,000sets.Thehighestdiscountwecanallowyouonthisarticleis10%.Havinggivenitafurtherthought,wethinkthat5%discountonpricewillhelpyouenlargeyourtradeinAfrica.16discount折扣aspecialdiscount特别折扣cashdiscount现金折扣tradediscount同业折扣，商业折扣quantitydiscount数量折扣exceptionaldiscount额外折扣atadiscount削价，降价，无销路的174、individualitem商品；货物（指前面所提到的商品或货物）类似的表达法及区别：goods在商业英语中泛指货物article指某一种商品而且有不同的规格commodity比较正式用语，尤其指一个国家的主要商品merchandise泛指商品，不特指某一商品，不可加不定冠词，没有复数形式cargo,shipment指已装上运输工具、准备运走的货物185、quotev.报价quoteapricequotesbapricequotesbforsthquotesbapriceforsthPleasequoteusyourmostfavorablepriceCIFSeattlefortheabovegoods,includingourcommission5%.请就上述货物向我方报CIF西雅图最优惠价，含佣金5%。19Letter-4(2)具体知识点1、Weareverypleasedtoreceiveyourenquiryon15thJanuary.（多用于复信的开头）类似的表达方法：We’vereceivedyourletterofWe’reinreceiptofyourletterdatedWelearnfromyourletterofWenote…fromyourletterofthat…20inreplyto.现答复；兹复=inresponseto=inanswertoInreplytoyourletterof26thofthismonth,wearemakingyouthefollowingfirmoffer.现答复你方本月26日来函，向你们报实盘如下。Thisisinresponsetoyourletterof26thofthismonth.Wearemakingyouthefollowingfirmoffer.现答复你方本月26日来函，向你们报实盘如下。212、byseparatepost另航类似的表达：byseparateairmailpost/airmailtosb.underseparatecoverseparateadj.单独Thediscussionoftheseissuesshouldbekeptseparate.vt.分离、分隔Pleaseseparatetheblowntinsfromthegoodonesforeasyidentification.223、meetthedemand满足需求n.需求（和supply供给相对应）Thesupplyisinadequatetomeetthedemand.vt.要求、需要Theletterdemandsanimmediatereply.4、placeanorder/alargeorderwithsbforsthIfyourpriceisreasonable,wemayplacealarge/substantialorderwithyou.若你方价格合理，我方可能向你方大量订购。23Letter-4(4)具体知识点1、representativen.代表（通常和of连用）arepresentativeofacompanyadj.代表性的、典型的berepresentativeofsb./sth.Istheanswertrulyrepresentativeofnationalopinion?2、callon拜访=visit=callinIwillcallonyouonSunday.243、appealtosb.1）对…有吸引力，使…感兴趣Theideaoftravelinghasnever