unit-3-enquiries.ppt.ppt

ReviewWhatarethemajorchannelsthroughwhichyoucanobtainthegeneralinformationofacompany?Inwritinga(n)requestorenquiryaboutacompany’sfinancialstatus,whatpointsshouldbepaidcloseattentionto?(formal,courtesy,andenclosingastamped,addressedenvelop)Whatarethestepsofwritinganenquiryaboutfinancialstatus?Unit3RegardingGeneralEnquiryandSpecificEnquiry第一讲Ⅰ.GeneralideaofanEnquiry1.Whatisanenquiry?Ininternationaltrade,inquiriesareusuallymadebythebuyerstogettheinformationaboutthegoodstobeordered.2.PointsforAttention: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、样本或样品等等。具体询盘是买主有做买卖的要求，指定商品要求卖主报盘。3.Generallyaspecificinquiryincludesmanyparts:Thenameanddescriptionsofcommodity;Qualityandspecifications;Quantity;Termsofprice(FOB,CIF,CFR,etc.)Termsofpayment(L/C,D/P,etc.)Timeofshipment;Packingmethod;…4.Guidelinesforaneffectiveenquiry:Beginindifferentwaysatyourneed;Givethereasonswhyyouaremakingtheenquiry;Itemizeandlistthespecificfactsyourwant;Makeyourenquirypolitely.ASampleletter:(pointingoutthemainpointsoftheguidelineintheletter)DearSirs,①WevisitedyourstandattheGuangzhouFairandareinterestedinyourproducts.Wearenowwritingtoyoutoenquireforyoursilkneckties.②Itwouldbeappreciatedifyousenduscatalogues,samplebooksorevensamples.③PleasegiveusdetailedinformationonCIFGuangzhouprices.④Wehopethiswillbeagoodstartforalongandprofitablebusinessrelations.Sincerelyyours,Ⅱ.TheUsualWaysofWritingDifferentEnquiriesandReplyingEnquires询盘及答复的写作套路1.Waysofwritingaletterofgeneralenquiry(一般询盘)Informingthereaderofcertaincommodityyouareinterestedin;Askingthereaderforcatalogue,pricelist,orsamplesrelatedtothesaidcommodity;Enquiringthediscountwhichcanbeoffered,andtheacceptableitemsofpaymentandtheexpectedtimeofdelivery;Closingtheletterbyhopingforanearlyreply.2.WaysofhowtoreplyanenquiryThanksfortheenquiryandexpressingyourwillingnesstosupplythematerialasked;Sayingthepriceyousuppliedisreasonableandcompetitive;Tellingthereadertheacceptabletermsofpaymentandpossibletimeofdelivery;Invitingthereadertoinquireyouspecificallyforaspecialcommodity.3.Waysofwritingaspecificenquiry（具体询盘）Thanksforthesamples,pricelists,catalogues,etc.supplied;Enquiringforthegeneraltransactiontermsofaspecificcommodity(theprice,quantity,possibledeliverytime,termsofpaymentandpacking);Informingthereaderofthepossibilityofplacinganorderifthepriceisreasonable;Closingtheletterbyhopinganearlyreply.TypicalexpressionsOurtermsofpaymentarebyL/Catsight.PaymentistobemadebyirrevocableL/Catsight.Weshouldappreciateitverymuchifyouwouldsendusyourlatestcatalogueandpricelist.Wouldyoupleasesendusbyairmailyourlatestcatalogueandpricelist.Onregularpurchaseofquantitiesofmorethan300setsofindividualitems,wewouldallowatradediscountof3%.Ifyourquotationisfavorable,…TypicalexpressionscontinuedThankyouforyourenquiryof/datedMay15inwhichyouaskedaboutoursilktieswedisplayedatGuangzhouFair.WearepleasedtolearnfromyourenquiryofMay25thatyouareinterestedinourFullyAutomaticWashingMachines.PleasequoteusyourbestCIFprices.Wouldyoupleasequoteusyourlowestpriceforknittedwear.Wewouldplaceregularorderswithyouprovidedyourpricesarecompetitive.SampleletterstudyStepone:wehavetwosamplelettershere.Firstpleasereadthemandfigureoutthepurposesofthemandwhowrotethemrespectively；pleasedefinewhichoneisageneralenquiryoraspecificenquiry,andfindtherepresentativesentencesoftheminthetwoletters.Steptwo:markdifferentfunctionsofeachparagraphinthesecondspecimenletter.Wordsandnotes注释2:enclose:v.附寄，随附n.enclosuree.g.Weencloseourlatestpricelistherewithforyourreference.Enclosedyouwillfindourlatestpricelist.Enclosedisours/coftheorderedgoodsinduplicate.(salesconfirmation)注释8：quoteusthelatestCIFPusanprices意为：报最新釜山成本加保险费、运费价quotesb.apriceforsth.向某人报某商品价格quoteanFOB/CFR/CIFprice报一个FOB或CFR或CIF价（FOB:指装运港船上交货;CFR:成本加运费；CIF:成本加保险费、运费）特别注意：FOB、CFR、CIF同指装运港交货的贸易术语，是国际贸易中常用的三种贸易术语。另有：EXW、FCA、FAS、CPT、CIP(见《2000通则》)注释9：termsofpayment支付条件(也可以为paymentterms)1)paymentbyL/C用信用证付款WeadoptpaymentbyL/C.我们采用信用证付款方式。2)Under(on)…terms按……方式WeregretthatweareunabletoconsideryourrequestforpaymentunderD/Aterms.(D/A:DocumentsagainstAcceptance指承兑交单)对你方要求以承兑交单方式付款一事，我们歉难考虑。注释11:competitive:具有竞争力的e.g.Youwillfindourcommodityiscompetitiveinyourmarket.acompetitiveprice:具有竞争力的价格e.g.acompanyofferingcompetitiveprices:在价格上有竞争力的公司注释12：placeanorderwithsbforsth.或者placewithsb.anorder向某人下订单或向某人买进order:n.订单（通常与动词place,send,give,make,etc.搭配）vt.订购e.g.1.Ifyoureducequotationpriceby2%,wewillplaceanorderwithyou/sendyouanorderimmediately.如果你方能将报价降低2%，我方会立即发送订单。e.g.2.We’dliketoorder100piecesofyour“Gree”Brandair-conditionersaccordingtoyourquotationonMarch3rd.我方愿意根据贵方三月三号的报价订购100台格力空调。Otherphrasesrelatedto“Order”①toplace(enclose)atrialorder=toorderasatrial下（附寄）试订单e.g.1.InreplytoyourletterofMay10quotingusthepricesofsoybeans,wearepleasedtoplaceatrialorderasmentionedintheenclosedsheet.兹回复贵方5月10日大豆报价函，现试订购如所附订单所示。e.g.2.Wefindbothqualityandpricesofyourproductssatisfactoryandencloseourtrialorderforpromptsupply.我方对贵方产品的质量和价格均感满意，现寄去试订单，请供应现货。②toconfirmone’so