Unit 3 Enquiries and Replies

外贸函电第三单元主讲教师：黄霜林Enquiryisthefirststepaftertheestablishmentofbusiness.Itmeansthatinabusinessdealthebuyerinquiriesabouttheinformationoftheproducts.Throughenquiry,thebuyercanknowthepricesofthegoodsandpossibilityofabusinessdeal.Itisusuallydividedintogeneralenquiryandspecificenquiry.Throughgeneralenquiry,thebuyercangetthegeneralinformationabouttheproductshewantstobuy,suchasthecatalog,thesample,etc..Throughspecificenquiry,thebuyercangetthespecificinformationonthespecificproductshewantstobuy,includingthesize,thecolor,andotherspecification.Enquiryprovidesthefirststeptoabusinessdealandiftheenquirycangetafavorablereply,thiscanbecomethepreludetogoodbusinessrelationship.Thusitshouldbenotedthewritinganenquiryletterisallthemoreimportant.本章写作要点询价或询盘一般是买方就所要购买的商品向卖方探询，其内容不仅限于价格，同时对于商品规格、性能、包装、和交货期等都可以询问。询价信通常以简单、清楚和切题为原则，一般在信的开始就写明询价人的兴趣所在。Unit3EnquiriesandRepliesPointsforattention:1.询价或询盘是一种询问。按其内容可分为一般询盘（generalenquiry)和具体询盘（specificenquiry)一般询盘是买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等等。具体询盘是买主有做买卖的要求，指定商品要求卖主报盘。2.在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚，如价格、装期等等。在回信时，确保对方所询问题都给予了回答。3.如一买方与卖方初次联系，此买方需先作一自我介绍，如经营范围，所需货物等。如买卖双方是老客户，则询盘信就非常简单了。4.初次询盘信一般包含以下内容：简单告知如何获得卖方的名址，写一些你方的业务情况。你地市场需对方经营的货物告知对方你所需的信息1．AGeneralEnquiry一般询盘DearSirs,Wearegladtonotefromyourletterof1stSept.thatasexportersofChineseCottonPiecegoodsyouaredesirousofenteringintodirectbusinessrelationswithus.Thishappenstocoincidewithourdesire.Atpresent,weareinterestedinPrintedShirtingandshallbepleasedtoreceivefromyoubyairmailcatalogues,samplebooksandallnecessaryinformationregardingthesegoodssoastoacquaintuswiththequalityandworkmanshipofyoursupplies.MeanwhilepleasequoteusyourlowestpriceCIFVancouverinclusiveofour5%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.Wetrustyouwillgiveusanearlyreply.Yoursfaithfully,2ASpecificEnquiry(进口商具体询盘)DearSirs,Ourcustomersareinterestedinyour“Swan”BrandTowelsandaskustoapproachyouforquotationsandsamplesofthegoodsavailableforexportnow.WewillappreciateitverymuchifyouwillquoteusyourlowestpriceCIFC5NewYork250000dozensforArt.No.AK-16,indicatingtheearliestdateofshipmentandyourpaymentterms.Foryourinformation,competitionfromsimilarmakesisverykeenhere.PleaseseetoitthatyourpriceisquiteinlinewiththecurrentmarketsoastoenableustosecuremoreordersforyouWearelookingforwardtoreceivingyourfavorablereply.Yoursfaithfully,3．ASpecificEnquiry零售连锁商询盘DearSirorMadam:Weareverymuchinterestedinimportingselectionofsweatersinpopulardemands.Wearealargechainofretailersandlookingforamanufacturerwhocouldsupplyuswithawiderangeofsweatersfortheteenagemarket.Asweusuallyplaceverylargeorders,wewouldexpectaquantitydiscountinadditiontoa10%tradediscountoffnetprices,andourtermsofpaymentarenormally30daysbillofexchange,documentsagainstpayment.Iftheseconditionsinterestyou,andyoucanmeetordersofover1000pcs.ofgarmentsatonetime,pleasesendusyourcurrentcatalogueandprice-list.WehopethiswillbeagoodstartforalongandprofitablebusinessrelationsYoursfaithfully,词组荟萃regardingprep.关于Iwrotealetterregardingtheshipment..我写了一封关于装船的信。类似的词组有：inreferenceto;withrespectto;concerning.asregardsinregardtowithregardtoquotationn.报价(单),行情表引用语,Hisquotationforpaintingmyhousewastoohigh.他为我油漆房子索价太高。quotationlist报价单give(send/make)sb.aquotationforsth.报给某人某种商品的价格pleasemakeusyourbestquotationfor100pcsofSewingMachines,CIFSingapore.请报100台缝纫机CIF新加坡最低价quotevtvi报价开价；pleasequote(us)immediatelyyourmostfavorable(best/lowest)priceCFRLondon.请速报最低成本加运费伦敦价Whichbookdothesequotationscomefrom?这些引文出自哪本书？quotesb.apriceforsth.向某人就某种商品报价ThisisthebestpriceIcanquote(you)AllpricesarequotedinUSdollarsataspecialdiscountof10%有关样品方面的词组：aspersample按照样品onthebasisofsample根据样品countersample回样，对等货样equaltosample和样品相同fullrangeofsample全套样品freesample无价样品outturnsample到货样uptosample达到样品，比得上样品representativesample有代表性样品samplebook样品册samplepad样品duplicatesample复样sampleofnovalue无价样品sampleofnocharge免费样品samplefreeofcharge免费样品samplepost样品邮寄sampleforreference参考样品sampleinvoice样品发票awiderangeof广泛；涉及的所有范围;各种各样的rangen范围；界限（一）系列，（一）种，（一）类awidepricerange.极大的价格变化范围arangeof=asetof一套同类的不同物件arangeofgardeningtools一套园艺工具afullrangeofsamples:一整套样品afullrangeofshippingdocuments:一整套装运单据。discountn.tosellorofferforsaleatareducedprice.折扣adiscountmarket;打折商场discountmerchandise.；打折商品quantitydiscounts数量折扣cashdiscount：现金折扣Thehighestdiscountwecanallow(give/make/grant)onthisarticleis10%.Onregularpurchasesofquantitiesofnotlessthan300ofindividualitems,wewouldallowatradediscountof5%atadiscount打折扣；不值钱的；不受重视的meetvttosatisfy(aneed,forexample);fulfill:满足（如需要）；实现：meetalltheconditionsinthecontract.符合合同中的所有条款Doesthehotelmeetyourexpectations?这家旅馆符合你的要求吗?meet(satisfy)yourrequirements满足你方需求类似的还有：meet(satisfy)yourneedsmeet(satisfy)yourdemandWehopeoursupplycanmeettheneeds(requirements/demand)ofyourclientsWe’lldoourbesttomeetyourneeds(requirements/demand).brochuren.asmallbookletorpamphlet,oftencontainingpromotionalmaterialorproductinformation.小册子：一种小书或册子，常包括推销材料或产品信息aholidaybrochure假日指南类似的词还有：catalogue目录;booklet/pamphlet小册子;leaflet单页说明书lit