商务英语写作 3 询盘与回复

2020/9/211BUSINESSWRITING商务英语写作CourseOutline2020/9/212TextBook《商务英语写作》胡英坤车丽娟主编外语教学与研究出版社2020/9/213Contents1AnOverviewofBusinessWriting2StructureandStyleofBusinessLetters3Sales-relatedInquiriesandReplies4OrdersandConfirmationLetters5LettersaboutShipment商务信函的结构与格式商务写作概述询盘与回复函订单与确认函装运函2020/9/2146LettersAboutPaymentandSettlementofAccounts7RoutineClaimsandAdjustment8PersuasiveClaimsandRefusals9SalesLetters10InvitationandThank-youLetters付款与结帐函日常投诉与理赔邀请函与感谢信销售函说服性索赔与拒绝函2020/9/21511LettersofApologyandCongratulation12NoticeandAnnouncement13MemosandMinutes14Preparingresumes15LettersofApplication道歉信与祝贺信通知与通告备忘录与会议记录准备简历申请信2020/9/21616LettersofRecommendation17Proposals18OrganizingandPreparingReports19Questionnaires20BusinessAgreements意向书商务协议调查问卷推荐信报告2020/9/217CommunicationisaBridge.BUSINESSWRITING商务英语写作Chapter3Sales-relatedInquiriesandReplies询盘与回复函2020/9/218Sales–relatedinquiresLettersseekinginformationfallintotwobroadcategories:generalinquiriesandsales-relatedinquires.Inthischapter,weonlydiscusssales–relatedinquireswhicharewritteninregardtoaproductoraservicepurchased/soldorbeingconsideredforpurchase/sale.Inordertoobtainasatisfactoryresponse,thewriterofsuchinquiryshouldstatehis/herrequestspecificallyandcourteously.Becausebusinessesusuallybenefitfromsuchcorrespondence,youcanwritesales-relatedinquiriesindirectorder.2020/9/2191.Begindirectlywiththeobjective,indicatingageneralinquiryaboutproductsorservice.2.Includespecificrequestsorquestionsabouttheproductsorservices.3.Ifanumberofquestionsorrequestsareinvolved,listthembynumbersorbullets,orleavespacebetweenthem.4.Endwithgoodwillwordsadaptedtoeachparticularsituation.Thegeneralplanforsales-relatedinquiries:2020/9/2110RepliestoSales-relatedInquiriesAlmostallthebusinesspeopleknowthateveryinquirytheyanswer(whetherobviouslysales-relatedornot)maycarrytheseedoffuturebusiness.Inquirerswhoarenotthemselvescustomersorpotentialcustomersmaybeinapositiontoinfluenceotherstobuy.Thewriter’sfirstobjective,therefore,istobuildgoodwill.Hissecondobjectiveistoinfluencethesale,iftheinquiryopensuptheopportunityforneworadditionalbusiness.Thesuccessofbothobjectivesdependslargelyonyouradherencetotheseprinciples:2020/9/21111)AnswerPromptly.2)ReplyCourteously.3)RespondCompletely.4)ProvideAdditionalInformation.5)FollowuptheAnswer.Principlesforsales-relatedreplies2020/9/2112Thegeneralplanforsales-relatedrepliesisasfollows:1.Beginbycourteouslyindicatingthatyouareansweringhis/herrequestsaboutproductsorservices,identifyingthecorrespondencebeinganswered(incidentallyorinasubjectline)2.Expressinterestintherequest.3.Ifpossible,answerallquestionsandrequests,preferablyintheorderposed.4.Includeanynecessarydetailsthatthereadermayneedtoknowaboutproductsorservices.5.Usesalesopportunitieswhenappropriate.5.5.Considerincludingextras(e.g.usingresalematerialtoencouragethereadertobuy.)6.Expressgoodwillortakeanoptimisticlookintothefuture.2020/9/2113Thefollowingtwolettersarewrittenaccordingtothewritingprinciplesmentionedabove.Readthemandtrytofigureouthowthewritingprinciplesareapplied.Thequestionsafterthemmighthelpyouaccomplishthetask.2020/9/2114AninquiryaboutbathroomfittingsDearSirs:WouldyoukindlysendusdetailsofyourbathroomfittingswhichyouadvertisedinBusinessWeekOctober11?Pleasequoteusalltheitemslistedintheenclosedinquiryform,givingyourpricesCIFShanghai.Willyoupleasealsoindicatedeliverytime,yourtermsofpaymentanddiscountdetailsforregularpurchasesLETTER12020/9/2115andlargeorders?Ourannualrequirementsforbathroomfittingsareconsiderable,andwemaybeabletoplacesubstantialorderswith'youifyourpricesarecompetitiveandyourdeliveryisprompt.Weareexpectingyourquotation.Yoursfaithfully,TomZhangTomZhang2020/9/2116AreplytotheinquiryaboutbathroomfittingsDearMr.ZhangThanksforyourinquiryaboutourbathroomfittings,andasrequested,wearesendingyouacopyofourillustratedcatalog,togetherwithourlatestpricelist(underseparatecover)fortheitemsyoulistedintheinquiryform.Detailsofourconditionsofsaleandtermsofpaymentarestatedtherein.LETTER22020/9/2117Usually,goodswillbereadythreeweeksafterwehavegottheorder.Ourcustomersdogetdiscountsforregularlargeorders.Butthediscountrateforeachdealwilldependonthequantityandtermsofpaymenttobeused.Wewillassureyouthatyouwillbeprovidedwithbathroomfittingsexcellentinqualityandreasonableinprice.Welookforwardtothepleasureofyourtrialorder.Yourssincerely,MaryWangMaryWang2020/9/2118InquiryaboutzincsheetsDearSirs:WillyoupleasesendusyourlatestcatalogueandofferusthebestpricesbasedonFOBHamburgandC.I.F.Shanghai.WeknowthatyouareamanufacturerofvariousZincSheetsthroughtherecommendationoftheChamberofCommerceinHamburg.Withmorethanthirtyyears'experienceinimportingandselling,ourcompanyhasownedtheSAMPLE12020/9/2119foremostpositioninthislineinChina.Wehaveverygoodsaleschannelsanddistributorsineachplace,andalsohavemorethan50salesmenwithprofessionalexperience.Itwillbeinthebestinterestofbothpartiestosetupbusinessrelations.Weappreciateyourearlyreply.Sincerelyyours,2020/9/2120AninquiryaboutbedsheetsandpillowcasesDearMs.Smith:Youradvertisementforcottonsheetsand