《商務(wù)英語(yǔ)函電》課件商務(wù)英語(yǔ)函電第三章

商務(wù)英語(yǔ)函電Module3InquiriesandReplies【learningobjectives學(xué)習(xí)目標(biāo)】knowledge(知識(shí)目標(biāo))Knowthedefinitionofinquiry；Masterthewordsandphrasesofinquiryletters；Masterthecontentsandmethodsofinquiryletters。Skills（能力目標(biāo)）BeabletouseskillfullytherelatedlanguageofinquiryandreplyBeabletobegoodcommandofwritinginquirylettersandrepliesBeabletopushthereceivertoacceptoffertactfullyPersonalquality（素質(zhì)目標(biāo)）TrainstudentstobeverycautiouswhenmakinganofferTrainstudentstocomparethepricesofthelikeproductsuponreceivinganofferandmakethebestchoice

Lead-In

Inforeigntrade,enquiriesareusuallymadebybuyerstogetinformationofgoodsasstartofabusiness.Accordingtoitscontent,enquiriesareclassifiedintotwotypes,i.e.generalenquiriesandspecificenquiries.Inageneralenquiry,thewriterasksforcatalogues,pricelist,samplesetc.Whileinspecificenquiry,theenquirerwantscriticalinformationofproductlikeitsspecification,timeofshipment,quotation,termsofpaymentandthelike.KnowledgeInput

在對(duì)外貿(mào)易中，詢盤通常是由買方發(fā)出以獲取信息，開始貿(mào)易的。根據(jù)內(nèi)容，詢盤可以分為兩類，即一般詢盤和具體詢盤。在一般詢盤中，發(fā)盤者索要產(chǎn)品目錄、價(jià)格表及樣品等。而在具體詢盤里，詢盤者索要產(chǎn)品的關(guān)鍵信息，如規(guī)格，裝運(yùn)期，報(bào)價(jià)，支付方式等。詢盤

詢盤（inquiry）也叫詢價(jià)，是指交易的一方準(zhǔn)備購(gòu)買或出售某種商品，向?qū)Ψ皆儐栙I賣該商品的有關(guān)交易條件。詢盤的內(nèi)容可涉及：價(jià)格、規(guī)格、品質(zhì)、數(shù)量、包裝、裝運(yùn)以及索取樣品等，而多數(shù)知識(shí)詢問價(jià)格。所以，業(yè)務(wù)上常把詢盤稱作詢價(jià)。詢盤不是每筆交易必經(jīng)的程序，如交易雙方彼此都了解情況，不需要向?qū)Ψ教綄こ山粭l件或交易的可能性，則不必使用詢盤，可直接向?qū)Ψ桨l(fā)盤。詢盤的寫作原則1).具體PRECISENESS

寫信之前考慮一下通過這封信函你想要獲取什么信息，是產(chǎn)品規(guī)格，產(chǎn)品描述，還是價(jià)格，包裝方式。確定之后按照這個(gè)方向去陳述。另外，還要注明你要咨詢的是哪一種型號(hào)的產(chǎn)品，你的詢盤越詳細(xì)，對(duì)方的回復(fù)就越有針對(duì)性，越能滿足你的需求。例如：“Pleasesendmecompletedescriptiveinformationandcurrentpricesoftheofficeequipmentandsuppliesavailablefromyourcompany.”（請(qǐng)寄給我你公司可以提供的辦公設(shè)備的完整信息和現(xiàn)價(jià)。）

KnowledgeInput

2).體諒Consideration多站在對(duì)方角度考慮信函的措辭，避免問一些涉及保密的問題。如果對(duì)方可能會(huì)對(duì)你的詢問產(chǎn)生疑問，應(yīng)該簡(jiǎn)要說明一下你的原因。例如，在信的開頭說明獲得對(duì)方信息的來源。所有的組織都希望了解他們的宣傳是多么有效，你通過提供這樣的信息告訴了他們，他們會(huì)很感激。例如：PleasesendmeacopyofModernizingYourKitchen,thefreebookletmentionedinyouradvertisementintheJune14issueofTheDailyNews.（請(qǐng)給我寄一份“使你的廚房現(xiàn)代化”，——你們6月14號(hào)每日新聞的廣告中提到的免費(fèi)手冊(cè)。）客氣COURTESY用禮貌的語(yǔ)言擬寫你的信函。要避免命令的、晦澀難懂的、要?jiǎng)e人領(lǐng)情的語(yǔ)氣。記住你目的是要與對(duì)方建立良好關(guān)系,達(dá)成貿(mào)易從而獲得利潤(rùn)的。KnowledgeInput

Task:Howtowritealettertoacknowledgetheorder?

Situation(Warming-up)SomecustomersofChinaHengshengTradingCo.areinneedofjuicedispenser.TheyhavefoundamanufacturerfromGermanonInternet.WritealetterforChinaHengshengTradingCo.togetnecessaryproductinformation.1.寫信人想要什么？2.寫信人需要獲取什么信息？3.寫信人應(yīng)該如何安排該信函？4.擬寫一封詢盤函。

WritingStepsforreference

1.wheredidyougetthenameandaddressoftheircompany;2.whatyouwantfromtheenquiree3.showyourgoodwillforfuturebusiness4.expressyourgratitudetotheenquireefortheircooperationandexpectationforreply.中文翻譯：獲取對(duì)方公司名稱和地址的途徑；需要報(bào)盤人給提供的信息；表達(dá)對(duì)未來貿(mào)易的良好愿望；表達(dá)對(duì)詢盤人合作的感激及對(duì)回復(fù)的期盼；Example--Letter1Anenquirytoanewcustomer進(jìn)口商給新客戶發(fā)詢盤

DearSirs，

Messrs.Edwards&Bro.recommendedyourcompanytous,fromwhomweknowthatyouareanexporteroffoodprocessingmachines.

WeareinterestedinyourWellySnackMachineandshallbemuchobligedifyouwillsendusacopyofyourillustratedcatalogueandlatestpricelist.Shouldyourpricebefoundcompetitive,wewouldliketoplacelargeorderwithyou.

Welookforwardtoyourearlyreply.

YoursfaithfullyLiuMing. Manager中文翻譯

敬啟者：

愛德華兄弟公司向我方推薦貴公司，得悉貴公司出口食品加工機(jī)。

我方對(duì)貴公司的WellySnackMachine感興趣，如蒙惠寄插圖產(chǎn)品目

錄及最新的價(jià)目表，我方將不勝感激。

如你方價(jià)格有競(jìng)爭(zhēng)力，我方將向貴公司下訂單。

期待你方回復(fù)。

劉明

經(jīng)理謹(jǐn)上Example--Letter2

Replytotheaboveletter出口商給進(jìn)口商的回復(fù)

DearMr.Liu,

WethankyouforyourenquiryofJune6fromwhichwearegladtolearnthatyouareinterestedinourcommodities.Complyingwithyourrequest,weareenclosingsomecopiesofourillustratedcataloguesandapricelist.

Webelievethatyoumayfindoutthatourproductsandpriceappealtothemostselectivebuyer.Besideswealsoallowadiscountaccordingtothequantityordered.

Yourreplywillbetreatedpromptlyandcarefullyandawaityourorder

Yourstruly中文翻譯

尊敬的劉先生，感謝貴公司6月6日詢盤，欣悉貴公司對(duì)我方商品感興趣。應(yīng)你放要求，現(xiàn)附上幾份插圖產(chǎn)品目錄及價(jià)格清單。我們相信貴方會(huì)發(fā)現(xiàn)我方產(chǎn)品和價(jià)格非常有吸引力。除此之外，我們還有相應(yīng)的數(shù)量折扣。我公司將快速、認(rèn)真地處理貴方回復(fù)。期待貴公司訂單。謹(jǐn)上Example--Letter3Afirstenquiry

首次詢盤DearSirs,

LearnedfromEcplazathatyourcompanymanufacturesredbeanproducts,Weareinterestedinyournaturalseasoning.

Havingbeeninthislineforovertwentyyears,wearewellconnectedwithmanycustomersinourcountry.ItwillbehighlyappreciatedifyoucouldsendussomebrochuresandsamplesforourreferenceandquoteyourlowestpriceonCIFbasisincludingour5%commission.Inyourreply,pleaseinformusofyourtermsofpayment.

Shouldyourgoodsprovesatisfactoryandpricebefoundcompetitive,youmayexpectsubstantialordersfromus.

Wearelookingforwardtoyourearlyreply.

Yoursfaithfully中文翻譯：

敬啟者：

從Ecplaza網(wǎng)站上了解到貴公司生產(chǎn)紅豆產(chǎn)品，我方對(duì)貴公司的自然調(diào)料感興趣。

我公司在這一行經(jīng)營(yíng)了二十余年，與國(guó)內(nèi)許多客戶保持良好關(guān)系。如蒙貴公司惠寄小冊(cè)子及樣品共我方參考，并報(bào)你方CIF最低價(jià)，包含5%的傭金，我方將不勝感激。

在你方回復(fù)中，請(qǐng)告知你方的支付方式。

如你方產(chǎn)品令人滿意，價(jià)格有競(jìng)爭(zhēng)力，我方將下大額訂單。

期待你方早日恢復(fù)。謹(jǐn)上Example--Letter4Replytoanenquiry詢盤回復(fù)DearSirs,

WeareinreceiptofyourletterofOctober11enquiringforACFFilterG11652500003425-3/4"40.WearesorrytoinformyouthatatpresentweareabletosupplyG11652000001220-1/2"60only,thepriceofwhichissimilartothatofG11652500003425-3/4"40,i.e.atUSD320percartonCIF…less2%discount.Asamatteroffactitisbetterthantheoneyouenquirefor,andwearesureyouwillfinditworthbuyingwhenyoureadtheenclosedillustratedbrochures.

Wecanassureyouthatshipmentwillbemadewithin15daysafterreceiptofyourL/Candawaityourorderwithkeeninterest.

Yourssincerely

Encl.IllustratedBrochures中文翻譯

敬啟者：10月11日對(duì)ACF過濾器

G11652500003425-3/4"40的詢盤已收到。很遺憾告知貴方，目前我公司只能供應(yīng)G11652000001220-1/2"60，價(jià)格與G11652500003425-3/4"40接近，即320美元每公噸CIF…價(jià)，減2%折扣。事實(shí)上，它要比貴方詢價(jià)的型號(hào)更好，在閱讀我方隨函附上的插圖小冊(cè)子之后，相信你方會(huì)發(fā)現(xiàn)該型號(hào)值得購(gòu)買。我方保證在收到信用證后15天內(nèi)安排裝運(yùn)。期待你方的訂單。謹(jǐn)上

附：插圖小冊(cè)子Example--Letter5DearSirs,

WelearnfromtheSwedishEmbassythatyouareproducingforexportdecorativewallclockofexcellentquality.

Thereisasteadydemandhereforhigh-classproductsofthistype,especiallyinthenoiselesstypes.Salesarenothigh,butagoodpricecanbeobtainedforinventivedesigns. Wouldyoupleasesendusyourquotationsheetcoversfulldetailsofyourexportpricesandtermsofpayment.Ifpossible,willyouletushavesomesamples?

Welookforwardtohearingfromyousoon.Yoursfaithfully,中文翻譯

敬啟者：從瑞典大使館處獲悉貴公司生產(chǎn)出口的高品質(zhì)墻掛裝飾鐘。我處市場(chǎng)對(duì)高品質(zhì)裝飾鐘有穩(wěn)定的需求，尤其是無聲的那種。銷售量雖然不大，但造型新穎的價(jià)格較高。請(qǐng)發(fā)給我方報(bào)價(jià)單，包括價(jià)格詳表及支付方式。如有可能，請(qǐng)發(fā)樣品。盼早日回復(fù)謹(jǐn)上KnowledgeOutputSkillDrillingTranslatethefollowinglettertoChinese.DearSirs,WearegladtoknowyournameandaddressontheInternetandareIinterestedinyourjeans.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,colorsandprices,andalsosamplesofdifferentqualitiesofmaterialused.Wetakethisopportunitytointroduceourselvesaslargedealersinapparelandbelievethere’sapromisingmarketinourareaformoderatelypricedjeans.Ifyourpricesandtermsmeetourrequirements,wewillbegladtoplaceregularlyorderswithyou.Wearelookingforwardtoreceivinganearlyreply.

Yoursfaithfully中文翻譯：

敬啟者：從互聯(lián)網(wǎng)上悉知貴公司名稱和地址，我們對(duì)你公司的牛仔褲感興趣。希望貴公司能惠寄貴公司詳細(xì)產(chǎn)品信息，包括尺寸，顏色及價(jià)格，及使用不同品質(zhì)的材料制作的樣品。借此機(jī)會(huì)作一下自我介紹，我們是大型服裝經(jīng)銷商，我們相信中等價(jià)格的牛仔褲在我地區(qū)有潛在市場(chǎng)。如你方價(jià)格及條款符合我方要求，我們將向你方下長(zhǎng)期訂單。期待收到你方的早日回復(fù)謹(jǐn)上KnowledgeOutput2.TranslatethefollowinglettertoEnglish.敬啟者：你方上月廣交會(huì)上展出的外衣令我們印象深刻。我們是大型連鎖零售商，正在尋找能提供各種成年男士外衣的生產(chǎn)商。由于我方經(jīng)常下大額訂單，我們期待報(bào)盤時(shí)在產(chǎn)品凈價(jià)基礎(chǔ)上允許22%的數(shù)量折扣。我方接受的支付方式為電匯。如對(duì)以上條款感興趣，并能滿足每次供貨1,000件以上，請(qǐng)給我方報(bào)最優(yōu)惠價(jià)。期待你方早日回復(fù)。謹(jǐn)上英文翻譯：

DearSirs,ThegarmentsyoushowedinCantonFairlastmonthimpressedusalot.Wearelargechaineddealersofgarmentsandareseekingformanufactureswhichcanproducemen’sgarments.Sinceweusuallyputlargeorders,wehopetherewillbea22%qualitydiscountonnetpricewhenyoumakequotation.WeacceptthepaymentofT/T.Ifyouareinterestedintheabovetermsandcanprovideover1,000eachsupply,pleasequoteusyourbestprice.Weareexpectingyourearlyreply.Yoursfaithfully3.SituationalTraining

DearSirorMadam,HavinghadyournameandaddressonInternet,weknowthatyoucompanyproducesfoodprocessingmachines.WeareoneofthefoodprocessingmachinesimportersinChina.SomeofourcustomersareinterestedinyourjuicedispenserandwishtohaveyourCIFquotationwithbrochuresandfullparticulars.Wehopethatyourpriceswillbeworkableandthatbusinesswillmaterializetoourmutualadvantage.

Yoursfaithful

中文譯文：

敬啟者，從互聯(lián)網(wǎng)上悉知貴公司名稱和地址我們了解到貴公司生產(chǎn)食物加工機(jī)。我方是中國(guó)食物加工機(jī)進(jìn)口商之一。我方一些客戶對(duì)你方的果汁機(jī)感興趣希望你方報(bào)上CIF價(jià)并惠寄產(chǎn)品小冊(cè)子及詳細(xì)產(chǎn)品信息。我們希望你方的價(jià)格合理以便我們達(dá)成互惠貿(mào)易。謹(jǐn)上WordsandExpressions

1.processvt.加工，處理，

n.過程，工序eg.Thismachinecanprocesssoybeansintomanyedibleproducts.這個(gè)機(jī)器能夠

把大豆加工成很多種可食用的產(chǎn)品。2.illustratevt.說明；表明；給…加插圖；（用示例，圖畫等）說明eg.Pleasesendussomecopiesofyourillustratedcatalogueandyourlatestpricelistbyairmail..

請(qǐng)空郵給給我們貴公司的有插圖的產(chǎn)品目錄及你方最新的價(jià)目表。WordsandExpressions

3.latestadj.

最新的，最近的eg.Enclosedpleasefindourlatestquotationforyourreference..

附件為我方最新報(bào)價(jià)單，供你方參考。4.competitiveadj.競(jìng)爭(zhēng)的，比賽的；（價(jià)格等）有競(jìng)爭(zhēng)力的eg.Ifyourpriceiscompetitive,wewillplacelargeorders.

如果你方價(jià)格有競(jìng)爭(zhēng)力，我方將下大額訂單。WordsandExpressions

5.commodityn.商品；日用品

（modities）

eg.Thepriceofthiscommodityisquitechangeableintheinternationalmarket..

該產(chǎn)品在國(guó)際市場(chǎng)上價(jià)格比較易變。

拓展：commodityinspection商品檢驗(yàn)commodityprice商品價(jià)格

除了commodity之外，goods，merchandise,item等都可以翻譯為商品。6.selectiveadj.講究的，有選擇性的，精挑細(xì)選的，講究的

eg.Wehaveconfidencetosatisfythemostselectivebuyers.我們有信心滿足最挑剔的買家。WordsandExpressions7.discountn..折扣額；貼現(xiàn)；數(shù)目

vt.打折扣，減價(jià)出售eg.Wewillallowyoua2%quantitydiscount.我們將會(huì)給你方2%的數(shù)量折扣。8.quantityn.數(shù)量，量

eg.ThequantityinyourL/Cdonotconformtothatinthecontract.

信用證里的數(shù)量與合同數(shù)量不符。拓展：

qualityn.

質(zhì)量，品質(zhì)

該詞因與quantity拼寫相近，學(xué)生易將

二者混淆，特在此辨析。

eg.Ourproductsareofhighqualityandreasonableprice.

我們的貨物質(zhì)量上乘，價(jià)格合理。WordsandEmptlyadv.敏捷地；迅速地；立即地eg.Wewilltreatthismatterpromptlyandcarefullyandwillletyouknowthefirsttimewefindoutthetruth.

我們將快速認(rèn)真地處理此事，一旦發(fā)現(xiàn)真相將立即通知你方。拓展：promptadj.敏捷的；迅速地；立刻的eg.Yourpromptattentionwillbehighlyappreciated

如你方能及時(shí)關(guān)注此事我方將不勝感激。10.linen.行業(yè)，行當(dāng)eg.Wehavebeeninthislineformanyyears.

我們從事這一行業(yè)已經(jīng)有很多年了。

WordsandExpressions11.connectvt.連接，聯(lián)結(jié)；使…有聯(lián)系eg..Wearewell-connectedwithcustomersinourarea.我們與當(dāng)?shù)氐目蛻舯３至己玫穆?lián)系。

拓展：

connectionn.連接；聯(lián)系，關(guān)系；親戚eg.Scientistshaveestablishedaconnectionbetweencholesterollevelsandheartdisease..科學(xué)家已經(jīng)證實(shí)膽固醇含量與心臟病之間有關(guān)聯(lián)。12.brochuren.小冊(cè)子，手冊(cè)eg.Wewillsendyouabrochureandsomesamplesbyairmail.

我們將空郵給你方手冊(cè)及一些樣品。

WordsandExpressions13.referencen.參考；參考書eg.Hereisourbestquotationforyourreference.

拓展：foryourreference供你參考；僅供參考14.quotevt

報(bào)價(jià)；引述eg.ThisisthelowestpriceIcanquoteyou.這是我能報(bào)給你的最低價(jià)。

拓展：quotationn.

引用，引證；報(bào)價(jià)；報(bào)價(jià)單WordsandEvevt.

證明，證實(shí)Theyhopethenewdrugwillproveespeciallyefficaciousinthereliefofpain.他們希望這種新藥能在緩解疼痛方面產(chǎn)生特效。16.satisfactoryadj..令人滿意的；盡如人意的eg.Yourproductisquitesatisfactorytoourcustomers.

貴公司產(chǎn)品令我方客戶非常滿意。WordsandExpressions17.expectvt.期望，預(yù)料

vi.預(yù)期；期待Weexpectyourearlyandfavorablereply.18.decorativeadj.裝飾的，裝潢用

19.noiselessadj.沒有噪音的，寂靜的，不出聲的eg.Hemovedwithnoiselesssteps.他腳步輕輕地走動(dòng)拓展：noiselesslyadv.無聲地，寂靜地eg.Brockwaywatchedmeoutofthecornerofhiseye,snickeringnoiselessly.

布羅克韋斜著眼睛看我，無聲地竊笑著。

WordsandExpressions20.inventiveadj.發(fā)明的，善于發(fā)明的，有創(chuàng)造力的，獨(dú)出心裁的eg.Itinspiredmetobemoreinventivewithmyowncooking.

它激發(fā)我在自己烹飪時(shí)更富創(chuàng)造性。Phrases＆Expressionsbeobligedplaceanorderwithcomplywithappealtoaccordingtotermsofpaymentinreceiptofwithkeeninterestexcellentqualitysteadydemandhigh-classExercises

PutthefollowingChineseintoEnglish（1）插圖目錄（2）價(jià)目表（3）挑剔的買家（4）小冊(cè)子

（5）大額訂單（6）支付方式（7）成本保險(xiǎn)加運(yùn)費(fèi)（8）榨汁機(jī)（9）安排裝運(yùn)（10）食品加工機(jī)Answers:1、PutthefollowingChineseintoEnglish(1）插圖目錄

illustratedcatalogue（2）價(jià)目表

pricelist（3）挑剔的買家

selectivebuyers（4）小冊(cè)子

brochures（5）大額訂單

largeorder（6）支付方式

termofpayment（7）成本保險(xiǎn)加運(yùn)費(fèi)

CIF(Cost、InsuranceandFreight)（8）榨汁機(jī)

juicedispenser（9）安排裝運(yùn)

arrangeshipment（10）食品加工機(jī)

foodprocessor

2、Fillintheblankswiththeproperformsofthefollowingwords

recommendcopylinecompetitivecommoditycomplywithappealpromptdiscountmanufacture

(1)_____________yourrequest,weenclosedherewithabrochure.(2)Onlythegoodsofferedat_____________pricewillsecureinterestfromseriouspurchasers.(3)Fromtheintroductiononyourwebsite,yourproducts_____________tous.(4)Wouldyouplease___________usacompanywhichcanproducebeanproducts?(5)_____________actionisrequiredasthefirespread.

((6)Iencloseherewitha_____________ofourquotationforyourreference.(7)The_____________youareinthemarketforareingreatdemandoninternationalmarketatpresent.(8)Weareverymuchfamiliarwiththis_____________.(9)Ourcompany_____________allsizesofmen’sshirts.(10).Theyarealwaysavailableata_____________.Answers：

(1)Complyingwithyourrequest,weenclosedherewithabrochure.(2)Onlythegoodsofferedat_competitive__pricewillsecureinterestfromseriouspurchasers.(3)Fromtheintroductiononyourwebsite,yourproductsappealtous.(4)Wouldyoupleaserecommendusacompanywhichcanproducebeanproducts?(5)Promptactionisrequiredasthefirespread.(6)Iencloseherewithacopyofourquotationforyourreference.(7)The_commodities_youareinthemarketforareingreatdemandoninternationalmarketatpresent.(8)Weareverymuchfamiliarwiththisline.(9)Ourcompany_manufactures_allsizesofmen’sshirts.(10)Theyarealwaysavailableata_discount_.

3、TranslatethefollowingintoChinese:

(1)Ourcustomersareinterestedinimportingyourproducts.Pleasesendusyourcatalogue,pricesandsamplesbyairmail.(2)Ifyourpriceisfavorable,weshallbepleasedtopurchase6,000tonsofsoybeansfromyou.(3)AsweareinthemarketforAirWrenchtoolskit,weshouldbeverypleasedifyouwouldsendusyourbestquotation.(4)WeshallgreatlyappreciateitifyoucanletusknowthequantityandpriceoftheAppleiPadyoucansupplyfromstockatpresent.(5)Wetrustthatyouwillmakeeveryefforttomeetourparticularrequirements.Answers:(1)我們的客戶對(duì)引進(jìn)你方產(chǎn)品很感興趣，請(qǐng)空郵給我們你方產(chǎn)品目錄價(jià)格及

樣品。

(2)如果你方價(jià)格優(yōu)惠，我們將從你方購(gòu)買6,000噸大豆。(3)由于我方正欲購(gòu)買AirWrench牌工具套裝，如你方能給我們報(bào)最優(yōu)惠價(jià)，我方將不勝感激。(4)如能告知你方現(xiàn)貨供應(yīng)的蘋果iPad的數(shù)量和價(jià)錢，我方將不勝感激。(5)相信你方能盡一切努力滿足我們的特殊要求。

(6)Ifyourpriceswillbecompetitiveenough,webelievethatbusinesswillmater