世紀(jì)商務(wù)英語(yǔ)外貿(mào)函電課件unit 3

1、LOGOUnit 3 Inquiry詢 盤(pán)大連理工大學(xué)電子音像出版社世紀(jì)商務(wù)英語(yǔ) 外貿(mào)函電http:/LOGOBasic Knowledge ConcernedLetter-writing GuideOther Commonly Used Expressions and Sentences Sample Letters Practical Training Part One Part Two Part Three Part Four Part FiveContentshttp:/LOGOPart Onehttp:/ An inquiry is a request for information

2、 on goods. When business people intend to import a product, they send out an inquiry to an exporter. It may ask for a quotation or an offer for the goods they wish to buy or simply request for some general information regarding these goods. An inquiry can be made by written correspondence, such as a

3、 letter, telegram, telex, fax, e-mail or verbally by talk in person. Inquiries from regular customers may be very simple in content, in which only the name and/or specifications of the commodity will be mentioned. Other inquiries may include great details such as the name of the commodity, quality,

4、specifications, quantity, terms of price, terms of payment, time of shipment, packing method, etc. required by the buyer so as to enable the seller to make proper offers. 1. An Inquiry and Reply (1)LOGOPart Onehttp:/ An inquiry received from abroad must be answered fully and promptly. If there is no

5、 stock available for the time being, you should acknowledge the inquiry at once, explaining the situation and assuring that you will reply to it once a supply becomes available. If the inquiry is from an old customer, express how much you appreciate it. If it is from a new customer, say you are glad

6、 to receive it and express the hope of a future business relationship. In a word, the reply to an inquiry should be prompt and courteous and cover all the information asked for.1. An Inquiry and Reply (2)LOGOPart Onehttp:/(1) General Inquiries: If the importers want to have a general idea of the com

7、modity, which the exporter is in a position to supply, they may make a request for a price list, a catalogue, samples and other terms. This is a general inquiry. Generally, it is also a first inquiry without first writing a letter to establish business relations. (2) Specific Inquiries: If the impor

8、ters intend to purchase goods of a certain specification, they may ask the exporter to make an offer or a quotation for specific goods. That is a specific inquiry. 2. Categories of InquiriesLOGOPart Onehttp:/ A general inquiry usually includes the following contents:(1) Telling addressees the source

9、 of information and making a brief self- introduction(2) Indicating the intention of writing the letter, i.e. to ask for a catalogue, samples or a price list(3) Stating the possibility of placing an order and expectation of an offer A specific inquiry usually includes the following contents:(1) Indi

10、cating the names and descriptions of the goods inquired for, including specifications, quantity, etc.(2) Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect(3) Stating the possibility of placing an order and expectation o

11、f an offer3. The Main Contents of a Letter for InquiryLOGOPart Twohttp:/Steps/ContentsTypical ExpressionsFor letters making inquiries1. Telling the addressees how and where their names and addresses are known (source of information)See also Unit 2.2. Self-introducingSee also Unit 2.3. Indicating the

12、 intention of writing the letter and the specific goods you want to purchase We are considering the purchase of. 我方打算購(gòu)買(mǎi)We are interested in importing dinner tables but we need to have further details before making a final decision. 我方有興趣進(jìn)口餐桌,但在做決定前需要對(duì)此做進(jìn)一步的了解LOGOPart Twohttp:/Steps/ContentsTypical E

13、xpressionsWe are regular buyers of mens shirts. 我們是購(gòu)買(mǎi)男士襯衫的老客戶We are in the market for mens leather gloves.我們想購(gòu)買(mǎi)男士皮手套4. Inviting a quotation or an offer (asking for a price list, a catalogue, samples and other terms, stating clearly your exact requirements)We would be pleased to receive your latest p

14、rice list for stainless steel tableware.我們非常希望能收到貴方不銹鋼餐具的最新價(jià)目單Please send us samples and quote us your lowest prices for the captioned goods. 請(qǐng)就標(biāo)題商品給我們寄樣品和報(bào)最低價(jià)LOGOPart Twohttp:/Steps/ContentsTypical Expressions4. Inviting a quotation or an offer (asking for a price list, a catalogue, samples and oth

15、er terms, stating clearly your exact requirements)Would you please supply us with a complete set of catalogues for textile accessories so that we may make a choice? 能否請(qǐng)您給我們提供一整套紡織品配件的目錄讓我們做選擇?Please send us your best offer by fax indicating packing, specification, quantity available, discount and th

16、e earliest time of delivery. 請(qǐng)傳真向我們報(bào)最低價(jià)并注明包裝 規(guī)格 可供數(shù)量 折扣和最早的交貨期If you can supply goods of the type and quality required, please make us a firm offer and quote your lowest prices. 如果你們能夠提供同類(lèi)同質(zhì)商品,請(qǐng)向我們報(bào)實(shí)盤(pán)和最低價(jià)LOGOPart Twohttp:/Steps/ContentsTypical ExpressionsWe would like to know if you allow discounts.

17、我們想知道貴方是否給我們折扣Would you let us know what a discount you can give for an order exceeding 1000 metric tons能否告知超過(guò)1000公噸后的訂單折扣是多少?See also Unit 2 for other expressions.We hope that your price will be workable and that our business will result to our mutual advantage.希望貴方的價(jià)格能做得開(kāi),交易可以在互利的條件下達(dá)成LOGOPart Two

18、http:/Steps/ContentsTypical Expressions5. Stressing the point that the quotation or offer should be reasonable and competitive; Stating the possibility of placing an order and expectation of an offerYou must take into consideration when quoting a price that we may place regular orders for large quan

19、tities. 你們?cè)趫?bào)價(jià)時(shí)要考慮到我們會(huì)經(jīng)常性地大量訂購(gòu)If your prices prove reasonable and satisfactory, we will soon place a large order with you. 若貴方價(jià)格合理,當(dāng)即大批訂貨If your quality is good and the price is suitable for our market, we would consider signing a long term contract with you.若貴方質(zhì)好價(jià)適,我們?cè)概c貴公司簽署一項(xiàng)長(zhǎng)期合同LOGOPart Twohttp:/S

20、teps/ContentsTypical ExpressionsPrices provided should be acceptable/reasonable. 前提是價(jià)格便宜Will you please inform us of your decision by October 10, 2007, so that we can place our order promptly能否請(qǐng)貴方在2007年10月10日前告知我方,以便我方及時(shí)下訂單?See also Unit 2 for other expressions.LOGOPart Twohttp:/Steps/ContentsTypica

21、l ExpressionsFor letters in reply to inquiries1. Expressing your thanks for inquiriesSee also Unit 2.2.Stating that you are glad to enclose/send. to the addressees or explaining the nostock situation and assuring that you will revert to it once a supply becomesavailableWe have much pleasure in enclo

22、sing a quotation sheet for our products and trust that their high quality will convince you to place a trial order.很高興附上我們產(chǎn)品的報(bào)價(jià)單 相信我們產(chǎn)品的高質(zhì)量能使貴方試訂We are enclosing our latest catalogue and price list giving the details you asked for. 現(xiàn)附上有你們所需詳細(xì)情況的最新目錄與價(jià)目單LOGOPart Twohttp:/Steps/ContentsTypical Express

23、ionsWe very much regret that we are unable to supply you the small quantity you require.很遺憾由于貴方所訂數(shù)量太少,我們無(wú)法供貨We regret to inform you that we are not in a position to cover your need for the said goods. Once our supplies are replenished, we shall be pleased to revert to this matter. 很遺憾我們不能滿足你們對(duì)該商品的需求

24、 一旦有新貨供應(yīng),我們將再和你們接洽Owing to heavy orders, we regret being unable to meet your requirement for the time being. 由于訂單甚多,目前暫不能滿足您的需要,很抱歉See also Unit 2 for other expressions.LOGOPart Twohttp:/Steps/ContentsTypical Expressions3. Indicating the advantages and the details of the goods you offer We are confi

25、dent that you will find our products the finest on the market and considerably better than those of our competitors.我們堅(jiān)信,貴公司會(huì)認(rèn)為我方的產(chǎn)品是市場(chǎng)上最好的,大大優(yōu)于競(jìng)爭(zhēng)對(duì)手的產(chǎn)品The samples we sent will convince you of the excellent quality of our products. 寄去的樣品會(huì)使貴方相信我方的產(chǎn)品質(zhì)量上乘This is the best offer we can make and we believe

26、 that none of our competitors can equal these terms. 這是我們能做到的最低報(bào)盤(pán) 我們相信競(jìng)爭(zhēng)者中沒(méi)有一家能提供一樣的條件LOGOPart Twohttp:/Steps/ContentsTypical Expressions4. Stating the terms and conditions of the transaction you can acceptThe price is. 我們的價(jià)格是Our terms of payment are. 我們的付款條件是We can usually deliver within three week

27、s of receiving an order.我們通常在收到訂單后三個(gè)星期內(nèi)交貨A reply to inquiries usually means an offer, so please see also Unit 4 for other expressions. 5. Expressing your expectation We hope you will find our quotation satisfactory and look forward to receiving your order.希望您對(duì)我們的報(bào)價(jià)滿意并期盼您的訂貨 We look forward to doing

28、business with you.期待著能與貴方做生意 See also Unit 2 for other expressions.LOGOPart Threehttp:/Expressions (1)1. take/have/feel/be interest in. 對(duì)感興趣2. be in the market for., be desirous of., desire 想購(gòu)買(mǎi),想要3. make/send sb. an inquiry for., inquire (for). 詢購(gòu)4. illustrated catalogue 帶有圖片說(shuō)明的目錄表5. Please state te

29、rms of. 請(qǐng)說(shuō)明的條款6. This is in reply to ones inquiry of. 茲答復(fù)某人的詢盤(pán)7. date of delivery 交貨期8. lowest/best price 最低價(jià); favorable price 最優(yōu)惠價(jià); rock-bottom price 底 價(jià);competitive price 競(jìng)爭(zhēng)價(jià); reasonable price 合理價(jià)9. place an order with sb. for sth. 向某人訂購(gòu)某物10. regular order 定期購(gòu)買(mǎi); regular supply 定期供應(yīng)LOGOPart Threeht

30、tp:/Expressions (2)11. special discount 特別折扣12. bulk buying 大量購(gòu)買(mǎi)13. available from stock 有存貨的14. make/cable sb. an offer for. 就商品給某人報(bào)盤(pán); 給報(bào)盤(pán)15. up-to-date/latest price list 最新價(jià)目表16. as specified below 下列17. steady demand 穩(wěn)定的需求18. ready market 現(xiàn)成的市場(chǎng);成熟的市場(chǎng)19. the taste of the market 市場(chǎng)需求/品味/偏好20. be un

31、der offer, be on sale (商品)在出售中LOGOPart Threehttp:/Typical Sentences (1)1. Will you please send us your illustrated/latest catalogue and full details of your prices and terms of payment, together with samples 2. Please send me a description of your electric hedge trimmers.3. We would be pleased if yo

32、u send us your lowest quotation for the following: 4. A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods, as specified below, for which you are requested to make an offer.5. We have pleasure in informing you that we are interested in your plastic kitchenware

33、and would like you to make us an offer. 6. We have an inquiry in hand for a large quantity of Bitter Apricot Kernels.7. We understand that there is a good demand for glassware in your market, and take this opportunity of enclosing our quotation No.1338 for your consideration.LOGOPart Threehttp:/Typi

34、cal Sentences (2)8. We are sending you by airmail a small sample. A copy of the relative description leaflet is enclosed. 9. Will you please send us your catalogue together with a detailed offer10. Please inform us of the prices of the products that you can supply.11. Wed like to have your lowest qu

35、otations CIF Vancouver.12. We have seen your advertisement in Chinas Foreign Trade and would be glad if you will send us the particulars of bed sheets and pillowcases.13. You must take into consideration when quoting a price that we may place regular orders for large quantities. 14. Kindly let us kn

36、ow the prices and quantities of the best refined sugar you are able to deliver to us. LOGOPart Threehttp:/Typical Sentences (3)15. We have ready buyers of these commodities and if your prices are com- petitive, we have every reason to believe that we can place large orders with you. 16. We would be

37、pleased if you would let us have a list of items that are imported by you.17. We have an importer inquiring for woolen blankets and would like to obtain a catalogue, and price list together with the samples as soon as possible.18. We would be much obliged if you could quote us the best CIFC5% Shangh

38、ai and indicate the respective quantities and various sizes that you could supply for prompt shipment.19. Please let us know on what terms you can supply the above goods.20. If you are in a position to meet our demand, we will place a large order with you.LOGOPart Fourhttp:/Sample 1 (1)A General Inq

39、uiry United Textiles Ltd. York House: Lawton Street Liverpool: ML3 2LL England Tel: . Fax: . E-mail: .Our Ref: CT-GZ Your Ref:September 16, 2007Guangdong Textiles Import & Export Corporation779 East Dongfeng Road， GuangzhouChina LOGOPart Fourhttp:/Sample 1 (2)Dear Sirs,Messrs. Brown & Clark

40、of this city inform us that you are an exporter of all kinds of cotton bed sheets and pillowcases. We would like you to send us details of your various ranges, including sizes, colors and prices, and also samples of the different qualities of material used.We are large dealers1 in textiles and belie

41、ve there is a promising market2 in our area for moderately3 priced goods of the kind mentioned.When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. Prices quoted should include insurance and freight

42、to Liverpool.Yours faithfully,United Textiles Ltd. ManagerLOGOPart Fourhttp:/Guangdong Textiles Import & Export Corporation779 East Dongfeng RoadGuangzhou, ChinaTel: . Fax: . E-mail: .Our Ref: GD 2007 (8)Your Ref: CT-GZSeptember 22, 2007United Textiles Ltd.York House, Lawton StreetLiverpool, ML3

43、 2LLEnglandA Reply to the Letter of Sample 1Sample 2 (1)LOGOPart Fourhttp:/Dear Sirs,We are very pleased to receive your inquiry of September 16 and enclose our illustrated catalogue and price list giving the details you ask for. Also by separate post1 we are sending you some samples and feel confid

44、ent that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price.On regular purchases for quantities of not less than 100 dozen of individual items we would allow you a discount of 2%. Payment is to be made by irrevocable L/C at sight2.We invit

45、e your attention to our other products such as table-cloths and table napkins, details of which you will find in the catalogue, and look forward to receiving your first order.Yours sincerely,Guangdong Textiles Import & Export CorporationManagerSample 2 (2)LOGOPart Fourhttp:/Bradley & Bros Pl

46、c.18 West Way, Runcorne Cheshire, U.K.Tel: . Fax: . E-mail: .Our Ref: Your Ref:August 8, 2007Guangdong Light Industries Products Import & Export Corporation779 East Dongfeng Road,Guangzhou, P. R. ChinaSample 3 (1)A Specific InquiryLOGOPart Fourhttp:/Dear Madam or Sir,We have noticed from your ad

47、vertisement in 1 that you export large quantities of cushions2 to European markets.Being specialized in this line for a long time, we are well connected with3 many customers in our country. At present, we are interested in back cushions fine in quality and low in price. It would be highly appreciate

48、d if you could send us some brochures and samples for our reference and quote your lowest price on CIF basis including our 3% commission.Should your goods prove satisfactory and the price be found competitive, you may expect substantial orders from us. We are looking forward to your early reply.Your

49、s faithfully,Jean BeanManagerSample 3 (2)LOGOPart Fourhttp:/Guangdong Light Industries Products Import & Export Corporation779 East Dongfeng Road,Guangzhou, P. R. ChinaTel: . Fax: . E-mail: .Our Ref: Your Ref:August 15, 2007 Mr. Jean BeanManagerBradley & Bros Plc.18 West Way, Runcorne Cheshi

50、re, U.K.Sample 4 (1)A Reply to the Letter of Sample 3 LOGOPart Fourhttp:/Dear Mr. Bean,Your inquiry of August 8, 2007, has been well received. Thank you very much for your interest in our cushions. We are enclosing samples and a price list of back cushions giving the details you asked for1. We feel

51、confident that you will find the goods both excellent in quality and reasonable in price.Yours sincerely,Ms. WangSales ManagerEncls: as statedSample 4 (2)LOGONoteshttp:/返回Sample 1Sample 2Sample 3Sample 41. dealer n. 經(jīng)銷(xiāo)商2. promising market 有前景的市場(chǎng)3. moderately ad. 適度地;合適地1. by separate post 另封郵寄2. irr

52、evocable L/C at sight 不可撤銷(xiāo)的即期信用證1. 中國(guó)出口商品網(wǎng)2. cushion n. 墊子,軟墊; back cushions 靠背墊3. be well connected with 與某人關(guān)系好,與某人聯(lián)系密切 e.g. We think you are well connected with the local buyers.1. 此句可譯為“我們特此附上樣品和價(jià)目表,里面含有你們所希望了解的所有詳情 ”句中的進(jìn) 行時(shí)含有“特此”,“茲”之意;“giving the details.”作定語(yǔ),修飾 “samples and a price list of bac

53、k cushions” LOGOPart Fivehttp:/1. Put the following English into Chinese. (1)Beginning Training帶有圖片說(shuō)明的目錄表(1) illustrated catalogue (2) date of delivery交貨期 (3) special discount特別折扣(4) the taste of the market市場(chǎng)需求/品位/偏好LOGOPart Fivehttp:/1. Put the following English into Chinese. (2)最新價(jià)目表(5) up-to-date

54、/latest price list (6) promising market有前景的市場(chǎng)(7) bulk buying大量購(gòu)買(mǎi)(8) available from stock有存貨的(9) as specified below下列LOGOPart Fivehttp:/1. Put the following English into Chinese. (3)(商品)在出售中(10) be under offer, be on sale(11) One of our customers takes interest in the model 123, and we would like to

55、receive a sample and quotation. 我方一客戶想買(mǎi)123型貨物，希望貴方寄一樣品和報(bào)價(jià)單來(lái)。(12) Im interested in your Green Tea. I think some of the items will find a ready market at our end. Id like to have your lowest quotation CIF Victoria. 我方對(duì)貴方的綠茶感興趣。我方認(rèn)為，其中的某些品種在我方市場(chǎng)上會(huì)很暢銷(xiāo)。希望得到貴方的維多利亞目的港交貨最低價(jià)。LOGOPart Fivehttp:/1. Put the fo

56、llowing English into Chinese. (4)我們想購(gòu)買(mǎi)貴方4號(hào)目錄表上所列的男式襯衫。請(qǐng)報(bào)最低價(jià)、最優(yōu)折扣以及交貨期。(13) We are in the market for mens shirts illustrated in your catalogue No.4. Please quote us your lowest price with the best discount and the date of delivery. (14) Please quote your lowest price CIF Singapore for each of the fol

57、lowing items, inclusive of our 3% commission. 請(qǐng)報(bào)下列各種商品的新加坡到岸價(jià)，包括我方3%的傭金。 (15) We hope that your prices will be workable and that business will result to our mutual benefit. 我們希望貴方價(jià)格可行，同時(shí)希望交易能令雙方受益。LOGOPart Fivehttp:/1. Put the following English into Chinese. (5)我們看過(guò)貴方在海外雜志上的廣告，請(qǐng)惠寄貴方價(jià)目表和詳細(xì)的交易條件。(16)

58、We have seen your advertisement in the Overseas Journal and would be glad to have price list and details of your terms. (17) We understand that you are manufacturers of air conditioners and wo- uld like to know whether you can supply the items as specified below.我們獲悉貴方是空調(diào)生產(chǎn)商，請(qǐng)問(wèn)貴方是否能供應(yīng)下列規(guī)格的產(chǎn)品？(18) En

59、closed please find samples of our Nylon Socks. If you are able to supply us with 5000 dozen, we would be pleased to have you quote a favorable price CIF Hong Kong. 隨函附寄我方尼龍襪樣品，請(qǐng)查收。如貴方能供貨5000打，請(qǐng)報(bào)最優(yōu)惠的香港到岸價(jià)。LOGOPart Fivehttp:/1. Put the following English into Chinese. (6)我們所需的商品列在所附清單上。如貴方有存貨，請(qǐng)告知數(shù)量以及最低

60、的香港到岸價(jià)。(19) The articles we require are listed on the attached sheet. If you have them in stock, please tell us the quantity and also the lowest CIF Hong Kong price. (20) Some of our customers have an interest in your canned goods and we wish to have your CIF quotations with samples and full particulars. 我方一些客戶對(duì)貴方的罐頭食品有興趣，請(qǐng)報(bào)到岸