外貿(mào)函電第二版-Unit-03-詢盤及回復(fù)備課講稿

Unit3EnquiriesandReplies詢盤及回復(fù)(huífù)第一頁，共82頁。Introduction（簡介(jiǎnjiè)）目的:了解(liǎojiě)詢盤的基本寫作技巧和回復(fù)。交易磋商的一般程序分為“詢盤”、“發(fā)盤”、“還盤”和“接受”四個(gè)環(huán)節(jié)。

詢盤（Enquiry）又稱詢價(jià)，是指買方或賣方向?qū)Ψ皆儐栆詢r(jià)格為中心的各種相關(guān)的交易條件，包括一般詢價(jià)（GeneralEnquiry）和具體詢價(jià)（SpecificEnquiry）。

第二頁，共82頁。3EnquiriesDefinition:ARequestforInformationgeneralenquiries(一般詢盤)forgeneralinformation：informationaboutvariousgoods:目錄(acatalogue)、價(jià)目表或報(bào)價(jià)單(aprice-listorquotationsheets)、樣品(asample)、圖片(illustratedphotoprints)specificenquiries（具體(jùtǐ)詢盤）forspecificinformation：具體(jùtǐ)詢問商品名稱(thenameofthecommodity)、規(guī)格(thespecifications)、數(shù)量(thequantity)、單價(jià)(theunitpriceFOB…CIF…),裝船期(thetimeofshipment)、付款方式(thetermsofpayment)第三頁，共82頁。FivestepsofEnquiryStepITheidentityofthebuyerbehindyou(level,recognition)StepIIClarifyaboutrequirementsofyourclients

(analysis,nailoncontents)StepIIIDigestionofenquiryinformation(EXCEL,specialty)第四頁，共82頁。StepIVDeliberatedthinkingtoreply(calm,advantages)StepVFollow-Through(cottoningup,Friendsfirst)第五頁，共82頁。phishingwebsite一定要注意釣魚網(wǎng)站，新人要注意釣魚網(wǎng)站目的是要你的密碼輸入和賬戶，他給的是一個(gè)外部連接，點(diǎn)進(jìn)去后其實(shí)是一個(gè)“釣魚郵箱輸入界面”，新人們?nèi)绻患有⌒?，把自?zìjǐ)的外貿(mào)郵箱和密碼輸入進(jìn)去，就會(huì)導(dǎo)致郵箱丟失，也有可能直接導(dǎo)致你貝寶的資金被轉(zhuǎn)走，所以如果這樣的詢盤包涵外部連接，請大家多加小心。凡是需要輸入賬戶密碼的，千萬別上當(dāng)。要想取得勝利，首先學(xué)會(huì)保護(hù)好自己(zìjǐ)。第六頁，共82頁。DearFriendThanksforyourreplyOnbehalfofourNasatechInterCoLtdthisisthesamplesoftheproductthatwewantdevelop.PleaseKindlyviewourwebsiteforthesamplesandtheproductweneedifyourcompanycanmakethesimilarlikethisproduct.xxxxxxxx(一個(gè)外部(wàibù)連接)Pleasequoteusyourbestpricesandthecostofdeliverytoourportandifthepricesmeetsourpricetargetwecanplaceourorderassoonaspossible.BestRegardsMrEdwinMartezPurchasingManagerNasatechInterCoLtdAddress:479AllenAvenue,ByCharlesWalter,State:stockholmCountry:UnitedStatesMobilePhone:1-330-3436799purchasing@第七頁，共82頁。EnquiryExamplesRe：I'minterestedinyour50HZ120WHome-MadeFastAutomaticPastaMachine,EquipmentForMakingRigatoniBucatini

time：2013-12-1217:22:04

rostradeco@yahoo.it

AimanElshazly

0020222746936Rostrade

Egypt

82.201.175

第八頁，共82頁。Dearsir,KindlybeinformedthatIamsointerestingwithfreshpasta“pastamachine”.Iamaskingforyoutosendyourbestofferforthismachinefreshpastamachinewithallanyequipmentstomakediff.typeoffreshpastasuchasfreshpastaasfollow:Pastafrescatype:1-Fettuccine(寬面)2-sheet（面片）

3-Rigatoni（通心粉）showingmachinetypesandcapacity,Waitingforyoururgentreply,Pls.feelfreetocontactmeanytimeBestRegardsRostradecoG.MDr.AimanElShazlyTEl:00202227469361e-mail:rostradeco@yahoo.第九頁，共82頁。2WritingSkills（寫作技巧）

該啰嗦(suōsuō)時(shí)就啰嗦(suōsuō)寫作步驟表達(dá)方式（1）說明信息來源（告知對方從何種渠道得知對方公司的情況）YournamehasbeengivenusbytheChamberofCommerce/the…Embassy/the…bankin…).（我們從在……地方的商會(huì)/從……使館/從……銀行獲悉你方名稱。）YourfirmhasbeenrecommendedtousbyBayerAG,withwhomwehavedonebusinessformanyyears.（多年來與我們有業(yè)務(wù)聯(lián)系的拜爾股份公司將貴公司推薦給我們。）Messrs…of…h(huán)avegivenmeyournameassoleagentsfor…（在……的……公司向我們介紹了作為……獨(dú)家代理的貴公司的名稱。）第十頁，共82頁。（2）直截了當(dāng)?shù)卣f明想要購買的貨物Weareconsideringthepurchaseof…（我們打算購買……。）WetakeaninterestinvariouskindsofMen‘sshirts。（我們對各式男式襯衫感興趣。）Yourtextilesareofinteresttous.（我們對你公司的紡織品感興趣。）Weareregularbuyersofmen’sknitwear.（我們是購買男用針織品的老客戶。）第十一頁，共82頁。ofinterest有趣的，引起興趣的muchofitisofinterestto…..這其中有很多對于(duìyú)……來說是很有趣的。intheinterestof或intheinterestsof為了…的利益；為了…的緣故thinkingintheinterestofthewholefamily為了整個(gè)家著想第十二頁，共82頁。（3）請求對方寄送目錄、價(jià)格表和樣品Willyoupleasesendusyourillustrate/latestcatalogueandprice-list.（請您寄給我們帶插圖的/最新的產(chǎn)品目錄和價(jià)格表。）Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.（我們非常希望獲得貴公司的最新產(chǎn)品目錄和有關(guān)出口價(jià)格、付款條件以及樣品的詳細(xì)材料。）cataloguen商品目錄冊△

thelatestcatalogue最新目錄illustratedcatalogue附有說明書（插圖）的目錄△

list貨單△

brochure小冊子△

leaflet單頁的商品說明書△

pamphlet小冊子△

thefulldetailsof---的全部細(xì)節(jié)(xìjié)△

allnecessaryinformation所有必要的信息第十三頁，共82頁。（4）強(qiáng)調(diào)對方所報(bào)價(jià)格應(yīng)合理和具有競爭性Ifyourpricesareinline,wetrustimportantbusinesscanbeconcluded.（如你方價(jià)格可行，相信我們能達(dá)成大筆交易。）Kindlyfavouruswiththelowestcashpriceforthegoods.（敬請告知該貨以現(xiàn)金支付的最低價(jià)格。）

Cashpayment現(xiàn)金付款I(lǐng)fyourquotationisreallycompetitive,…（如果你方報(bào)價(jià)具有競爭力，……。）Wehavetopointoutthatweintendtoplacealargeorderwithyouifthepriceiscompetitive.（請注意，如你方價(jià)格具有競爭性，我們將大量訂購。）第十四頁，共82頁。quotev報(bào)價(jià)，與介詞for連用quotationn報(bào)價(jià)，與動(dòng)詞(dòngcí)make，send，give，cable，fax連用，后接介詞for，但當(dāng)買方提及賣方報(bào)價(jià)時(shí)一般用介詞ofquotesbapriceforsthquotesbforsthquotesbapricequoteapricePleasequoteusyourmostfavorablepriceCIFSeattlefortheabovegoods,includingourcommission5%.請就上述貨物向我方報(bào)CIF西雅圖最優(yōu)惠價(jià)，含傭金5%。attractiveprice第十五頁，共82頁。WeshallbepleasedifyouwillgiveusareasonablequotationforcolorTVsets.如能給我方彩色電視合理(hélǐ)報(bào)價(jià)，將不勝感激。Wearegoingtogiveyouaquotationwhichisbasedupontheprevailinginternationalmarketprice.我方準(zhǔn)備按當(dāng)前的國際市場價(jià)格給你方報(bào)價(jià)。prevailing（market）price現(xiàn)行價(jià)，市價(jià)第十六頁，共82頁。placeanorderwithsbforsth向某人訂購某物placealarge(substantial)orderwithsbforsth向某人大量訂購某物Ifyourpriceisreasonable,wemayplacealargeorderwithyou.若你方價(jià)格合理，我方可能向你方大量訂購。Asyourwomen’sdressesareofhighqualityandpricesarereasonable,we’llplaceasubstantialorderwithyou.因?yàn)槟惴降倪B衣裙質(zhì)量(zhìliàng)好、價(jià)格合理，所以向你方大量訂購。第十七頁，共82頁。（5）詢問對方所能提供的折扣，寫清你所能接受的支付條件和期望的交貨時(shí)間Weshouldliketoknowifyouallowdiscounts.（我們想知道，你方是否給我們折扣。）PleaseletushaveyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyourbestdeliverydate.（請告知貴公司最低離岸價(jià)和交易條件，并說明最早交貨日期。）Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.（我們要求在下訂單后六周內(nèi)供貨。）第十八頁，共82頁。1.discountn折扣aspecialdiscount特別折扣cashdiscount現(xiàn)金折扣tradediscount同業(yè)(tóngyè)折扣，商業(yè)折扣quantitydiscount數(shù)量折扣atadiscount削價(jià)，降價(jià)，無銷路的togive(allow,make,grant)sbadiscount打折扣Weagreetogiveyou15%discountprovidedyouorder100,000sets.我方同意給你方百分之十五的折扣，但你方得訂購十萬套才可以。Inviewofourlong-standingrelationship,weagreetoallowyouadiscount.考慮到我們長期的關(guān)系,我方同意給你方折扣第十九頁，共82頁。20Terms傭金（commission）是賣方或買方付給中間商為其對貨物(huòwù)的銷售或購買提供中介服務(wù)的酬金。中間商通常為經(jīng)紀(jì)人或代理人，但在實(shí)際業(yè)務(wù)中，凡是為招攬生意、促進(jìn)交易提供服務(wù)的企業(yè)或個(gè)人，都可能稱為傭金的收受者。折扣（discount）是賣方按照原價(jià)給買方以一定的減讓。第二十頁，共82頁。21傭金(yòngjīn)傭金有“明傭”、“暗傭”兩種。明傭的表示(biǎoshì)方法有三種：一是用文字說明。如：USD100perM/TCIFLondonincluding3%Commission二是直接在貿(mào)易術(shù)語后面加上Commission的縮寫字母“C”和所付的傭金率。如：USD100perM/TCIFC3%London三是絕對數(shù)表示(biǎoshì)。如：PaycommissionUSD100perM/T第二十一頁，共82頁。暗傭——在出口合同中定有傭金，但在價(jià)格條件、出口發(fā)票上未列明的傭金。暗傭的支付方式有兩種：議付傭金匯付傭金議付傭金——指在出口貨物結(jié)匯時(shí)，由銀行從貨款總額中扣留傭金并付給國外中間商的傭金支付方式。(該方式下，出口企業(yè)收到的結(jié)匯款(huìkuǎn)為扣除傭金后的貨款凈額。)第二十二頁，共82頁。23折扣(zhékòu)明扣有三種表示方法。一是用文字來說明表示。如:USD100perM/TFOBDalianincluding2%discount。二是用絕對數(shù)來表示。如:DiscountUSD200PerM/T三是在貿(mào)易術(shù)語(shùyǔ)中加注“D”(Discount)或“R”(Rebate)和折扣率來表示。如:CIFD2%新加坡或CIFR2%倫敦第二十三頁，共82頁。（6）表示定購貨物的可能性Willyoupleaseletusknowby4Aprilsothatwecanplaceourorderpromptly.（請?jiān)?月4日前告知我們，以便我方及時(shí)下單訂貨。）Pleaseletusknowbyreturnofpostwhetheryouwouldbeinterestedinsuchanorder.（請發(fā)信告知我們，你方是否對這樣的訂單感興趣。）第二十四頁，共82頁。詢盤總結(jié)(zǒngjié)買家的詢盤中可能提到的需求有以下分類匯總：目標(biāo)價(jià)格MOQ（最小起訂量）OEM/ODM是否允許(yǔnxǔ)寄樣顏色/尺寸等產(chǎn)品額外要求6.語言問題（是否需要支持其他語種，尤其是產(chǎn)品說明書）7.出口經(jīng)驗(yàn)要求及相關(guān)證書。8.付款方式9.物流問題10.公司資質(zhì)要求第二十五頁，共82頁?；貜?fù)(huífù)詢盤（Reply）

拿到詢盤的激動(dòng)，分析詢盤的仔細(xì)，回復(fù)詢盤時(shí)候就顯得異常緊張了，因?yàn)橹?zhīqián)你所有步驟的努力就靠這一步來傳遞了，成敗在此一舉，加油！第二十六頁，共82頁?；貜?fù)(huífù)詢盤時(shí)候需注意

1.查看是否明確買家目的2.檢查郵件語言啰嗦3.查看回復(fù)內(nèi)容結(jié)構(gòu)是否完整4.價(jià)格和產(chǎn)品是否已經(jīng)考慮同行競爭5.你是否主動(dòng)推進(jìn)，并留給買家再次回復(fù)形成互動(dòng)的空間6.你的產(chǎn)品行業(yè)專業(yè)(zhuānyè)度夠了嗎？7.一個(gè)詢盤究竟多久回復(fù)較合適8.如何寫郵件標(biāo)題第二十七頁，共82頁。腦子里想到自家(zìjiā)優(yōu)勢

發(fā)貨期快價(jià)格(jiàgé)有絕對的優(yōu)勢有多年生產(chǎn)或外貿(mào)經(jīng)驗(yàn)有參加買家當(dāng)?shù)氐恼箷?huì)，或業(yè)內(nèi)知名展會(huì)。有自己的研發(fā)團(tuán)隊(duì)有跟知名品牌或企業(yè)合作有證書，品質(zhì)有保證提供OEM（OriginalEquipmentManufacturer貼牌生產(chǎn)）,個(gè)性化定制服務(wù)（personalizedcustomization）第二十八頁，共82頁。Letter1：Areplytotheabove

DearSirs,WetakepleasuretoacknowledgereceiptofyourletterofJanuary20,fromwhichwelearnthatyouareinterestedinbringingsilkgarmentstotheNewYorkmarket.Weareenclosingourquotationsheetcoveringdifferentsizesandcolorsofourpuresilkgarmentsthatcanbesuppliedfromstock.Wearealsoairmailingyoutwodozensamplegarmentsindifferentsizesandcolors.Deliverywillbewithin30daysafteryourplacinganordertous.PaymentofthepurchaseistobeeffectedbyanirrevocableL/Catsightinourfavor.Thisofferissubjecttoyourimmediatereplywhichshouldreachusnotlaterthantheendofnextmonth.Thepricewillprobablybechangedoncethisparticularofferhaslapsed.Yoursfaithfully,CHINANATIONALTEXTILESIMP.&EXP.CORP.SHANGHAIHOMETEXTILESBRANCH第二十九頁，共82頁。回復(fù)(huífù)詢盤信函的寫作步驟及常見表達(dá)方式：寫作步驟表達(dá)方式（1）感謝對方的詢價(jià)Manythanksforyourenquiryof…（多謝您于……日的詢價(jià)。）Thankyouforyourenquiryandforyourinterestinourproducts.（感謝你方詢價(jià)以及對我方產(chǎn)品的興趣。）Wethankyouforyourenquiryof…（對你方在……日的詢價(jià)信深表感謝。）第三十頁，共82頁。（2）表示很高興寄……給對方Wearepleasedtoenclose…（我們很高興附寄給您……。）Wehavepleasureinenclosing…（我們很高興附寄給您……。）Wearesendingyouourlatestprice-listandcatalogue.（我們附寄給您我們的最新價(jià)格表和產(chǎn)品目錄。）第三十一頁，共82頁。（3）說明所能提供商品的詳細(xì)信息及優(yōu)點(diǎn)Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.（我們確信，您將會(huì)認(rèn)為我方產(chǎn)品是市場上最好的，大大優(yōu)于競爭對手目前所供的產(chǎn)品。）Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.（寄去的樣品會(huì)使您相信我方制造的醫(yī)療器械質(zhì)量上乘。）第三十二頁，共82頁。（4）表明所提供的價(jià)格是合理的和具有競爭性的且說明實(shí)行價(jià)格的期限Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.（這是我們能做到的最低報(bào)價(jià)，您會(huì)承認(rèn)，在我們的競爭者中沒有一家能提供與我們一樣的報(bào)價(jià)。）Priceisvalid/openuntilDec.31.（這些價(jià)格至12月31日有效。）Subjecttobeingunsold.（以未售出為前提。）第三十三頁，共82頁。（5）闡明所能接受的付款條件和可能的交貨期Ourtermsofpaymentarecashondelivery.（我們的付款條件是貨到付款。）Weshouldrequirepaymentbybanker’sdraftonreceiptofourproformainvoice.（我們要求在收到形式發(fā)票后通過銀行匯票付款。）Wecanusuallydeliverwithinthreeweeksofreceivinganorder.（通常我們在收到訂單后三個(gè)星期內(nèi)就可供貨。）第三十四頁，共82頁。35

LanguagePointspaymentn.（不可數(shù)）支付(zhīfù)；（可數(shù)）支付(zhīfù)的款paymentterms支付條件；付款條件paymentinadvance預(yù)付貨款deferredpayment延期付款cashpayment現(xiàn)金付款paymentondeferredterms遲期付款monthlypaymentsofUS$3,000每月付款3000美元inpaymentof付某種費(fèi)用的款，如發(fā)票(fāpiào)、費(fèi)用、傭金等inpaymentfor付某種具體實(shí)物的款，如廣告、商品、樣品等第三十五頁，共82頁。（6）希望客戶對報(bào)價(jià)滿意并能很快收到訂單或希望未來長期開展交易Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.（我們希望您對我們的報(bào)價(jià)滿意并期盼您的訂貨。）wefoundthatoneofyourgoodsistooursatisfaction。Welookforwardtodoingbusinesswithyou.（我們盼望與你方洽談業(yè)務(wù)。）第三十六頁，共82頁。stockn.庫存(kùcún)；存貨fromstock（exstock）現(xiàn)貨；動(dòng)用庫存(kùcún)instock庫存(kùcún)中comeinto（to）stock庫存(kùcún)有貨outofstock無貨；缺貨第三十七頁，共82頁。Wecansupplyyoufromstock.我方可以(kěyǐ)現(xiàn)貨供應(yīng)。Thetypeyourequiredisoutofstock，butthesimilartypeisinstock.你方詢購的型號(hào)無貨。類似的型號(hào)有貨。IfyouhaveFountainPensinstock,pleasesendussomesamples.如果你方有自來水筆現(xiàn)貨，請給我方寄些樣品。Wecansupplythisquantityfromstock.這個(gè)數(shù)量我方可供現(xiàn)貨。第三十八頁，共82頁。1．inone‘sfavor以…為受益人。指有權(quán)享有信用證的利益(lìyì)的人，一般指出口商。

inone'sfavor與infavorof短語意思相同。e.g.Assoonasthelicenceisapproved,anL/Cwillbeopenedinyourfavour.只要許可證一批準(zhǔn)，就開立以貴方為受益人的信用證。第三十九頁，共82頁。40L/C常用(chánɡyònɡ)搭配covering/regarding+goodsfortheamountof+amountinone’sfavor+beneficiaryforone’saccount+payerwith/through+issuingbank第四十頁，共82頁。41請開立一個(gè)20噸蘋果的信用證，金額為2萬美元。PleaseopenanL/CcoveringtwentytonsofapplesfortheamountofUSD20,000.今早，我們(wǒmen)經(jīng)由花旗銀行開立了一個(gè)以你方為受益人的信用證。WeopenedanL/CinyourfavorthroughtheCitiBankthismorning.第四十一頁，共82頁。42支付(zhīfù)條款常用句型（1）付款(fùkuǎn)方式以不可撤銷即期信用證支付，并以我方為受益人。PaymentistobemadebyirrevocableL/Catsighttobeopenedinourfavor.(2)我們要求以不可撤銷信用證憑即期匯票支付，在裝運(yùn)前30天開出。WerequirepaymentbyirrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.第四十二頁，共82頁。43常用(chánɡyònɡ)句型（3）我們支付方式是保兌的，不可撤銷(chèxiāo)即期信用證，憑全套裝運(yùn)單據(jù)支付。Ourtermsofpaymentarebyconfirmed,irrevocableL/Cpayableatsightagainstpresentationofshippingdocuments.第四十三頁，共82頁。444．Theofferisfirm,subjecttoyourreplyreachingusbefore5p.m.Sep30,ourtime.此報(bào)盤以你方答復(fù)在9月30日之前到達(dá)我方為準(zhǔn)subjectto以……為準(zhǔn)，以……為條件Theofferissubjecttoourconfirmation.此報(bào)盤以我方確認(rèn)為準(zhǔn)Ourofferisfirmsubjecttoyourreplyreachingherewithinaweek.我方報(bào)盤以你方答復(fù)一周內(nèi)到達(dá)此地(cǐdì)為有效第四十四頁，共82頁。Letter2：AreplyDearSirs,WethankyouforyourenquiryofDec.12,2004,asoneofthelargestcomputercompaniesinSouthKorea,weareinterestedinyourcomputercomponents.PleasesendusyourlatestCIFPushanprices,togetherwithyourtermsofpayment,andtheearliestdeliverydate.Thankyouinadvance.

Sincerelyyours,SonYoung第四十五頁，共82頁。Letter3：Aspecificenquiry

DearSirs,WelearnwithpleasurefromyourletterofApril12,2004thatyouareexportersofChineseBlanketCoverandarewillingtoestablishbusinessrelationswithus.Atpresent,weareinterestedinBlanketCoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonBlanketCover,soastoacquaint

uswith

materialandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yourstruly,LeonAllen第四十六頁，共82頁。Letter4：AreplytotheaboveDearSirs,ThankyouverymuchforyourletterofApril28,2004,wearepleasedtosendyousamplesandallthenecessaryinformationonBlanketCoverunderseparatecover.Atyourrequest,wearepleasedtomakeyouanoffer,subjectto

yourfinalconfirmation,asfollows:Commodity:“GoldenCock”BrandBlanketCoverNo.21Size:180cm×200cmColor:AllkindsofcolorsQuantity:1000piecesPrice:GBP20eachpieceCIFLondoninclusiveof3%commissionShipment:DuringAugust/September第四十七頁，共82頁。Payment:By100%confirmed,irrevocableL/Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment,andremainvalidfornegotiationinChinatillthe15thdayaftershipment.Asyouwillrealizefromthecataloguewesentyou,ourBlanketCoverisaperfectcombinationofwarmth,softnessandeasycare.Wearesurethatyoucangetbenefitfromourproducts.Welookforwardtoyourpromptreply.Yoursfaithfully,

Baicu第四十八頁，共82頁。491．sendsth.underseparatecover另郵，另寄airmailsth.underseparatecover另空郵寄送

Weareairmailingyouunderseparatecoverthesamplesforthenewseason.今另航空郵寄奉下季度的樣品數(shù)份。類似(lèisì)詞組還有：byseparatepost;separately;byseparateairmail第四十九頁，共82頁。50drawadraftonsbforanamountagainststhdrawonsbatsightforanamountagainststh根據(jù)…向某人(mǒurén)開出金額為…的…匯票draw開出(kāichū)（匯票）第五十頁，共82頁。51

LanguagePoints1)我們已根據(jù)這些單據(jù)通過亞洲(yàzhōu)銀行向你方開立了發(fā)票金額的即期匯票。WehavedrawnasightdraftonyouagainstthedocumentsfortheamountofinvoicethroughtheBankofAsia.2)請確認(rèn)我們可以就你328號(hào)訂單向你方開出金額(jīné)為兩萬八千美元的六十天遠(yuǎn)期匯票收款。Pleaseconfirmthatwecandrawonyouat60daysaftersightforUS$28,000againstyourOrderNo.328.第五十一頁，共82頁。Letter5：Aspecificenquiry

DearSirs,Wearealeadingdealerinwaterproofgarmentsinthiscity.Ourcustomershaveexpressedinterestinyourraincoatsandenquiredabouttheirquality.Providedqualityandpricearesatisfactorythereareprospectsofgoodsaleshere,butbeforeplacingafirmorderweshouldbegladifyouwouldsendus,onfourteenday'sapproval,aselectionofmen'sandwomen'sraincoats.Anyoftheitemsunsoldattheendoftheperiod,andwhichwedecidenottokeepasstock,wouldbereturnedatourexpense.Welookforwardtohearingfromyousoon.Sincerelyyours,Anderson第五十二頁，共82頁。Letter6：AreplytotheaboveDearAnderson,Thankyouforyourletterof10thMarch.Wearegratifiedtoreceiveyourrequestformenandwomen'sraincoatsonapproval.Aswehavenotpreviouslydonebusinesstogether,perhapsyouwillkindlyagreetosupplyeithertheusualtradereferences,orthenameofabanktowhichwemayrefer.Assoonastheseenquiriesaresatisfactorilysettled,weshallbehappytosendyoutheitemsyoumentioninyourletter.Wesincerelyhopethiswillbethebeginningofalongandpleasantbusinessassociation.Weshalldoourbesttomakeitso.Bestwishes,Marry第五十三頁，共82頁。Notestothespecimenletters1.highreputation信譽(yù)(xìnyù)良好2.withthebestterms以優(yōu)惠條件3.quotationsheet報(bào)價(jià)單4.toacquaintsomebodywithsomething使某人了解、熟悉某事5.materialandworkmanship材料及工藝6.atyourrequest應(yīng)你方請求7.besubjectto須經(jīng)，以……為條件8.blanketcover被罩

第五十四頁，共82頁。Notestothespecimenletters9.inclusiveof3%commission包括3%的傭金10.By100%confirmed,irrevocableL/Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment,andremainvalidfornegotiationinChinatillthe15thdayaftershipment.以你方為受益人的100％保兌的、不可撤銷的信用證、憑即期匯票支付，信用證必須在裝運(yùn)前一個(gè)月開到對方，并在裝船后15天內(nèi)在(nèizài)中國議付有效。11.aperfectcombinationofwarmth,softnessandeasycare柔軟暖和、使用方便12.getbenefitfrom…從……獲利第五十五頁，共82頁。4.4FocalWords（焦點(diǎn)(jiāodiǎn)詞匯）Comparevt.&vi.比較(bǐjiào)Ifyoucompareourproductswiththeirs,parison:n.比較(bǐjiào)Ifyoumakeacomparisonbetweenthetwosamples,youwillseewhichisofbetterquality.ThesegoodqualitiesarecharacteristicofourTeaSetsandmakethoseofotheroriginspalebycomparison.第五十六頁，共82頁。competevi.競爭(jìngzhēng)JapancompetesintextilesagainstBritain.Wpetent:adj.有能力的Youshouldselectcompetentworkerstodealwiththosebuyers.Wpetition:n.競爭(jìngzhēng)Competitionisgettingkeenerinthecottonmarket.第五十七頁，共82頁。creditn.信用，信譽(yù)(xìnyù)；信貸，賒欠；記入貸方Weshouldliketoknowexactlyhowtheircreditstands.OurproductsareinhighcreditwiththecustomersinAustralia.PleaseletusknowwhetherthisfirmislikelytobereliableforcredituptoUSD5000.Weshallbehappytosupplyyouwithgoodsoncredit.LetterofCredit第五十八頁，共82頁。regularadj.經(jīng)常(jīngcháng)的Ifyourpricesarecompetitive,ourcompanywillbepleasedtoplaceregularorderswithyou.Asyourpurchasesareregularandnumerous,itwouldbeadvisableforyoutoopenarevolvingL/Cinourfavor.第五十九頁，共82頁。4.5UsefulSentences（實(shí)用(shíyòng)語句）1.提出(tíchū)詢盤Weaddressedourinquirytothefirm.Willyoupleaseletushavealistofitemsthatareimportedbyyou.Pleaseputusonyourbestterms,asthisorderformspartofacontract.Pleaseputusonyourverybestshippingtermsasregardsdiscount.Pleasestateyourbesttermsanddiscountforcash.第六十頁，共82頁。Kindlyletusknowatwhatpriceyouareabletodeliverquantitiesofbestrefinedsugar.Wewouldappreciateitifyouwillpleaseletusknowtherulingpricesofthegoods.Weshallbeobligedbyaquotationofyourlowestpriceforthesaidgoodsfreedeliveredatourworks.Ishallbegladifyouwillsendmeyourcataloguetogetherwithquotations.第六十一頁，共82頁。2.受理(shòulǐ)詢盤Ourtermsarecashwithinthreemonthsofdateofdelivery,orsubjectto5percentdiscountifpaidwithinonemonth.Terms:earlydelivery,andnetcashpaymentafterreceiptofthematerialatourworks,andverificationofweightandquality.Inreplytoyourenquiryofyesterday’sdate,wearesendingyouherewithseveralsamplesofwallpapercloselyresemblingtowhatyouwant.第六十二頁，共82頁。Wethinkyoucanwellaccordusasubstantialdiscountoffyourlistprices,whichweseearequotednetcash.Ourterms,asourinvoicestates,are2%cashdiscount,onlywithintendaysofdateofinvoice.Weshallbegladifyouwillquoteusthebestdiscountforcashoffyourlistpriceforcashforthisquantity.第六十三頁，共82頁。641．Translatethefollowingphrases.enquirytermsofpaymentplaceregularordersquotationenclosedpleasefindbyseparatepostoutofstockbydraftonthereceiptof下訂單現(xiàn)貨供應(yīng)具體詢價(jià)競爭性的價(jià)格數(shù)量折扣資金(zījīn)情況報(bào)CIF倫敦價(jià)格即期信用證保兌的，不可撤銷的信用證詢盤，詢價(jià)定期(dìngqī)訂購報(bào)價(jià)(bàojià)，報(bào)價(jià)(bàojià)單另郵以匯票方式placeorderspecificenquiryquantitydiscountL/Catsight付款條件附上……請查收，隨函寄去缺貨一收到……supplyfromstockcompetitivepricesfinancialstandingquoteCIFLondonconfirmed,irrevocableL/C第六十四頁，共82頁。652．FillintheblankswithprepositionsandthentranslatethefollowingintoChinese.________receiptofyourspecificenquiry,we’llmakeyouafirmoffer.On/Upon一收到你方具體詢盤，我們就給你們報(bào)實(shí)盤。(2)Thee-mailwesentlastweekisanenquiry_________washingmachines.for我們上周的郵件(yóujiàn)是有關(guān)洗衣機(jī)的詢盤。(3)Whatweshouldpayattention________isthatdemand_________foreignmarketshavedecreasedalot.to;for值得我們注意的是對外國貨的需求已大大降低。第六十五頁，共82頁。66(4)Yourpriceinnotinline__________theprevailingmarkethere.with你們的價(jià)格與此地現(xiàn)行市場行情不符。(5)Pleasekeepusinformed________thesupplyanddemandposition_______yourmarket.of;in請隨時(shí)告知你處市場的供求狀況。(6)Wehopyoucancooperate_________ustoenablepunctualarrival_________thegoods.with;of希望你們能予以(yǔyǐ)合作，保證貨物按時(shí)到達(dá)。第六十六頁，共82頁。67(7)Whenweare_______themarket,we’llget________touch________you.in;in;with如我方有貨，將及時(shí)與貴方聯(lián)系。(8)Inreply________yourinquiry_______August5,wearegladtoquote________follows.to;of;as作為對貴方8月5日詢盤的答復(fù)，我們很高興報(bào)價(jià)如下(rúxià)。(9)Ourgoodsaremuchbetter________those____ourcompetitors________bothqualityandprice.than;from;in我們的貨物在質(zhì)量和價(jià)格上比競爭對手的要好得多。第六十七頁，共82頁。683．SupplythemissingwordsintheblanksandtranslatethelettersintoChinese.Dearsirs,Wearegladtoi___________ourselvestoyou.Wearei_________inyourhand-madehandbagsinavarietyofnaturalleathers.Thereisasteadyd____________forleatherhandbagswithmoderatelyp______andofhighq___________here.Wouldyoupleases__________usassoonaspossiblethed__________ofyourvariousranges,includingsizes,informinteresteddemandqualitysenddetailsprice第六十八頁，共82頁。69colorsandyourlatestp__________list,withthelowestq____________togetherwiththes______________ofdifferentqualitiesofmaterialused.Welookforwardtoyourearlyreply.Yoursfaithfully,pricedquotationssamples第六十九頁，共82頁。704.TranslatethefollowingsentencesintoChineseandremembertheseusefulsentences.(1)Enquiries

are

dwindling.

詢盤正在減少。

(2)They

promised

to

transfer

their

future

enquiries

to

Chinese

Corporations.

他們答應(yīng)(dāyìng)將以后的詢盤轉(zhuǎn)給中國公司

(3)We

regret

that

the

goods

you

inquiredabout

are

not

available.

很遺憾，你們所詢的貨物現(xiàn)在無貨。(4)In

the

import

and

export

business,

we

often

make

inquiries

from

foreign

suppliers.

在進(jìn)出口交易中，我們常向外商詢價(jià)。

第七十頁，共82頁。71(5)Tomake

an

inquiry

about

our

oranges,

a

representative

ofthe

Japanese

company

paid

us

a

visit.為了對我們(wǒmen)的橙子詢價(jià),那家日本公司的一名代表訪問了我們(wǒmen)。

(6)Your

enquiry

is

too

vague

to

enable

us

to

reply

.

你們的詢盤不明確，我們(wǒmen)無法答復(fù)。

(7)Now

that

we've

already

mad