外貿(mào)函電專業(yè)培訓(xùn)第四單元

1、在書(shū)寫(xiě)一般詢盤(pán)信時(shí)，一定要做到具體，把所需了解的信息闡述清楚，如價(jià)格、裝期等等。在回信時(shí)，確保對(duì)方所詢問(wèn)題都給予了答復(fù)。如一買方與賣方初次聯(lián)系，此買方需先作一自我介紹，如經(jīng)營(yíng)范圍，所需貨物等。如買賣雙方是老客戶，那么詢盤(pán)信就非常簡(jiǎn)單了。 初次詢盤(pán)信一般包含以下內(nèi)容：簡(jiǎn)單告知如何獲得賣方的名址，寫(xiě)一些你方的業(yè)務(wù)情況。你地市場(chǎng)需對(duì)方經(jīng)營(yíng)的貨物 告知對(duì)方你所需的信息 1. the introduction of the enquiry2.the statement of the requirements3.the hope and good wish介紹信息來(lái)源或提上一封信等。具體的詢價(jià)比方要求對(duì)方

2、提供什么信息和效勞等，這一局部要寫(xiě)得具體、清楚表達(dá)合作愿望。詢盤(pán)用的具體用語(yǔ)與技巧1.introductory statement of resources of information or previous letter，etc. 介紹信息來(lái)源或提上一封信等。We know your company through the courtesy of We are a company dealing in Useful Expressions通過(guò)我們知道貴公司我公司經(jīng)營(yíng)We write to inform you that we are interested in We have pleasu

3、re in informing you that we 茲寫(xiě)信告知我們對(duì)感興趣很快樂(lè)向貴方告知我方2.special enquiry, e.g. what information or service do you need the reader to supply, etc. 具體的詢價(jià)比方要求對(duì)方提供什么信息和效勞等，這一局部要寫(xiě)得具體、清楚Useful expressionsIf you can quote us a firm offer forwe shall appreciate itWe will be pleased to have your offer Your quotati

4、ons for the following will be highly appreciated. 如能報(bào)最低價(jià)，我們將不勝感謝我們很快樂(lè)得貴方報(bào)價(jià) 對(duì)貴方對(duì)以下商品的報(bào)價(jià)將不勝感謝。3.Wish to cooperate. We would like very much to cooperate with you. Should you price be competitive, we intend to place a large order with you.We appreciate your cooperation. 如果貴方價(jià)格有競(jìng)爭(zhēng)性，我們打算與你們大量訂貨。 Letter 1b

5、e keenly interested in:很感興趣 for our reference: 供我們參考in demand for sth.: 需要sight L/C,L/C at sight: 即期信用證 meet :1滿足，應(yīng)付We will do our best to meet your demand.我們將盡力滿足您的需要。2)meet with:遭遇，受到We hope our offer will meet with your approval. 希望我們的報(bào)盤(pán)得到貴方贊同。3)enquire into 調(diào)查，探究如：We would like you to enquire in

6、to the credit standing of J.A. Hussain & Co. on our behalf. 煩請(qǐng)貴方代我調(diào)查一下J.A. Hussain 公司的信用情況。regarding： 關(guān)于 concerning，about, with regard to, in regard to, as regardsI send you a fax this morning regarding order No.1234.我今天早晨給你發(fā)了一份關(guān)于1234號(hào)訂單的 。Letter 2in response to: in reply to ,in answer to 回復(fù)，答復(fù)to th

7、e best of ones ability: 盡力In need of： 需要如：We are in need of bed-sheets.assure sb of sth：使確信,保證 We assure you of punctual shipment. 我們保證準(zhǔn)時(shí)裝船。fall due:匯票 到期 The draft will fall due soon.Expire:(信用證 到期 The L/C will expire soon.engage 1) v.允諾,容許,擔(dān)保 如:we cannot accept your order because we are fully enga

8、ged. 我們不能接受你方的訂單,因?yàn)槲覀円呀?jīng)滿約了.2)engage in : 從事,忙于如:We have been engaged in machine tools for more than ten years. 我們已從事機(jī)床業(yè)務(wù)十多年了. 3)engagement: 約定,契約(正式用語(yǔ)) fulfill ones engagement 履行契約 break ones engagement 毀約 keep ones engagement 遵守約定 enter into new engagement 達(dá)成新契約 meet ones engagement 履行契約Exercises A

9、nswer the following questions:1.Who will usually make the enquiry?2.What are the contents of an enquiry?3.To whom the enquiry is to be issued?4.How should an enquiry be dealt with upon receiving it?II. Correct the following message.You are among the first our clients whom we sent a month ago the new

10、est samples of our products. We feel that they will be interesting you. The price we have made is quite beneficial.ofinterestA prompt order will certainly be entitled you to get early delivery which will interest you a great deal. We assure you our prompt attention on your first order.entitleofFilli

11、ng the blanks with proper words:1. We regret being unable to ( ) your requirements for the time being.2.If our quotation ( ) your approval, we will ship the goods promptly.3.Our latest design has won worldwide ( ).acceptis in line withpopularity4.Your payment terms are ( ) to us.5.As we are ( ) urge

12、nt need of these goods, please ship our order without delay.6.As the goods are ( ) great demand we regret being unable to cover your requirements.acceptableinin7.Our products enjoy the fame of wide ( ).A. selling B. salable C. sales D. sell c1. terms of payment 支付條款 2. quantity discounts 數(shù)量折扣 3. pla

13、ce regular orders 定期訂購(gòu) 4. a wide range of 各種各樣的 5. on behalf of 代表， 為了的利益 6. enclosed please find 附上請(qǐng)查收 7. promote the sales of 促銷 8. profit margin 盈余，利潤(rùn)幅度 9. by separate post 另郵寄 10. be in a position to do sth. 能夠做某事 11. competitive prices 競(jìng)爭(zhēng)性的價(jià)格 12. financial standing, business capacity and charac

14、ter 資金情況，業(yè)務(wù)能力和信譽(yù) 13. selling season 銷售季節(jié) 14. supply from stock 現(xiàn)貨供給 15. In our favor 以我方為受益人 16. import license 進(jìn)口許可證 17. L/C at sight 即期信用證 18. quote CIF London 報(bào)CIF倫敦價(jià) 19. confirmed ,irrevocable L/C 保兌的，不可撤銷的信用證Exercises 1. We have been approached by one of the leading importers of hand tools here

15、 who is in need of various hand tools to be supplied to a governmental repair shop. Would you please supply us with a comprehensive catalogue for the same with indication of the relative prices. 此處一家主要的手工具進(jìn)口商同我們聯(lián)系，需要各種手工具供給給一政府機(jī)構(gòu)的修理車間。請(qǐng)?zhí)峁┪覀円粌?cè)綜合性目錄，并注明有關(guān)價(jià)格。2.We are pleased to inform you that there is

16、 a good sale for your drilling machine model Z-33 and would ask you to send us your best offer. If your price is found competitive, we are confident there are good prospects for business.我們樂(lè)于告訴你們，你們的z33型鉆床銷路很好。請(qǐng)寄給我們最低的報(bào)盤(pán)。如果你們的價(jià)格有競(jìng)爭(zhēng)力，我們確信有良好的業(yè)務(wù)前景。3.we have much pleasure in enclosing an enquiry sheet

17、for great wall brand canned meat, each can containing 250 grams. This enquiry is from a very famous supermarket with branches all over the country. You will notice from the enquiry that their requirement is in large quantity and therefore price is of utmost importance in concluding the transaction.我

18、們樂(lè)于附寄長(zhǎng)城牌罐頭肉詢價(jià)單一份，每聽(tīng)重量為250克。這份詢價(jià)是從一很有名的超市來(lái)的，這個(gè)超級(jí)市場(chǎng)在全國(guó)有分支機(jī)構(gòu)，你們會(huì)從詢價(jià)單上注意到他們的需求量很大，因此價(jià)格是達(dá)成交易最重要的因素。4.If you are in a position to supply the goods as per the attached enquiry at very competitive prices, we trust large orders will be obtained. 如果你們能夠按有競(jìng)爭(zhēng)性的價(jià)格提供所附詢價(jià)單上的貨物，我們相信將獲得大的訂單。5.We have received an ord

19、er from James Sharp & Co. for the supply of 100 metric tons of Newsprints. This company is a very big publisher here and is in constant need of all sorts of printing paper. We are sending you this order and understand that a 5% commission will be allowed as usual. 經(jīng)常需要傭金我們從杰姆夏普公司得到一張定購(gòu)100公噸新聞紙的訂單。這家

20、公司是本地一家大出版商，經(jīng)常需要各種印刷紙張。我們寄上該訂單，并理解你們將如通常那樣給予5的傭金。1.我公司是一國(guó)營(yíng)公司，專營(yíng)各種輕工業(yè)產(chǎn)品的進(jìn)出口業(yè)務(wù)，與你地戈登公司已有多年業(yè)務(wù)關(guān)系。We are a state-owned corporation, specializing in the import and export of various light industrial products. We have had business relations with Gordon & Company at your end for many years.2.據(jù)悉你公司能出口最新型的照相機(jī)

21、RX31型，故與你們聯(lián)系，希望能寄我該相機(jī)目錄一份。同時(shí)并請(qǐng)告知其最低價(jià)，以便我與客戶聯(lián)系。 We have learned that you are in a position to export Cameras of the latest model RX-31.We are therefore writing to you and hope that you will send us a catalogue. In the meantime, please let us know the lowest price so that we can approach our clients. 3. 我們是世界上最大的絲綢出口商之一。我們過(guò)去一直是從日本進(jìn)口的，現(xiàn)在我們想到中國(guó)市場(chǎng)定購(gòu)。 We are one of the largest importers of silk in the world. We had been importing this item from Japan ,and now intend to import the same from China.4.我們希望你能告訴我們可供出口的主要品種，最好能寄我們幾份你們