商務(wù)英語(yǔ)寫(xiě)作-3-詢(xún)盤(pán)與回復(fù)

盧宗聰沈宏方凱迪1

CommunicationisaBridge.BUSINESSWRITING

商務(wù)英語(yǔ)寫(xiě)作Chapter3

Sales-relatedInquiries

andReplies詢(xún)盤(pán)與回復(fù)函

2023/2/12Sales–relatedinquiresLettersseekinginformationfallintotwobroadcategories:generalinquiriesandsales-relatedinquires.Inthischapter,weonlydiscusssales–relatedinquireswhicharewritteninregardtoaproductoraservicepurchased/soldorbeingconsideredforpurchase/sale.Inordertoobtainasatisfactoryresponse,thewriterofsuchinquiryshouldstatehis/herrequestspecificallyandcourteously.Becausebusinessesusuallybenefitfromsuchcorrespondence,youcanwritesales-relatedinquiriesindirectorder.Part12023/2/13Begindirectlywiththeobjective,indicatingageneralinquiryaboutproductsorservice.Includespecificrequestsorquestionsabouttheproductsorservices.Ifanumberofquestionsorrequestsareinvolved,listthembynumbersorbullets,orleavespacebetweenthem.Endwithgoodwillwordsadaptedtoeachparticularsituation.Thegeneralplanforsales-relatedinquiries:

2023/2/14RepliestoSales-relatedInquiriesAlmostallthebusinesspeopleknowthateveryinquirytheyanswer(whetherobviouslysales-relatedornot)maycarrytheseedoffuturebusiness.Inquirerswhoarenotthemselvescustomersorpotentialcustomersmaybeinapositiontoinfluenceotherstobuy.Thewriter’sfirstobjective,therefore,istobuildgoodwill.Hissecondobjectiveistoinfluencethesale,iftheinquiryopensuptheopportunityforneworadditionalbusiness.Thesuccessofbothobjectivesdependslargelyonyouradherencetotheseprinciples:2023/2/15AnswerPromptly.ReplyCourteously.RespondCompletely.ProvideAdditionalInformation.FollowuptheAnswer.Principlesforsales-relatedreplies2023/2/16Thegeneralplanforsales-relatedrepliesisasfollows:

1.Beginbycourteouslyindicatingthatyouareansweringhis/herrequestsaboutproductsorservices,identifyingthecorrespondencebeinganswered(incidentallyorinasubjectline)2.Expressinterestintherequest.3.Ifpossible,answerallquestionsandrequests,preferablyintheorderposed.4.Includeanynecessarydetailsthatthereadermayneedtoknowaboutproductsorservices.5.Usesalesopportunitieswhenappropriate.5.5.Considerincludingextras(e.g.usingresalematerialtoencouragethereadertobuy.)6.Expressgoodwillortakeanoptimisticlookintothefuture.2023/2/17Thefollowingtwolettersarewrittenaccordingtothewritingprinciplesmentionedabove.Readthemandtrytofigureouthowthewritingprinciplesareapplied.Thequestionsafterthemmighthelpyouaccomplishthetask.2023/2/18AninquiryaboutbathroomfittingsDearSirs:WouldyoukindlysendusdetailsofyourbathroomfittingswhichyouadvertisedinBusinessWeekOctober11?Pleasequoteusalltheitemslistedintheenclosedinquiryform,givingyourpricesCIFShanghai.Willyoupleasealsoindicatedeliverytime,yourtermsofpaymentanddiscountdetailsforregularpurchasesLETTER12023/2/19andlargeorders?Ourannualrequirementsforbathroomfittingsareconsiderable,andwemaybeabletoplacesubstantialorderswith'youifyourpricesarecompetitiveandyourdeliveryisprompt.Weareexpectingyourquotation.Yoursfaithfully,

TomZhangTomZhang2023/2/110AreplytotheinquiryaboutbathroomfittingsDearMr.ZhangThanksforyourinquiryaboutourbathroomfittings,andasrequested,wearesendingyouacopyofourillustratedcatalog,togetherwithourlatestpricelist(underseparatecover)fortheitemsyoulistedintheinquiryform.Detailsofourconditionsofsaleandtermsofpaymentarestatedtherein.LETTER22023/2/111

Usually,goodswillbereadythreeweeksafterwehavegottheorder.Ourcustomersdogetdiscountsforregularlargeorders.Butthediscountrateforeachdealwilldependonthequantityandtermsofpaymenttobeused.Wewillassureyouthatyouwillbeprovidedwithbathroomfittingsexcellentinqualityandreasonableinprice.Welookforwardtothepleasureofyourtrialorder.Yourssincerely,

MaryWangMaryWangQuestionsP431Dothelettersusedirectorderorindirectorder?2Howdoesthefirstparagraphineachletterbegin?3Doeseachletterincludenecessaryexplanationsaboutitspurpose?…………2023/2/112詢(xún)盤(pán)用語(yǔ)Part21、詢(xún)盤(pán)Enquiry2、具體詢(xún)盤(pán)SpecificEnquiry3、一般詢(xún)盤(pán)GeneralEnquiry4、詢(xún)價(jià)單EnquirySheet5、報(bào)價(jià)Quotation6、傭金Commission7、折扣Discount8、遞價(jià)Bid9、折讓Allowance10、訂單Order11、試訂單TrialOrder12、歐洲主要港口EropeanMainPorts(EMS)13、凈價(jià)NetPrice14、商標(biāo)TradeMark15、品牌Brand16、規(guī)格Specification17、尺碼Size18、存貨Stock19、批發(fā)商Wholesalers20、零售商Retailers21、分銷(xiāo)商Distributors22、毛利GrossProfit23、式樣Style24、設(shè)計(jì)Design25、模型Model26、花樣PatternCompanyLogoP43

therein=inthat

是商業(yè)信件、公文等正式文件中常用的副詞，

做狀語(yǔ)。類(lèi)似結(jié)構(gòu)的詞有很多，各有不同的意思，

如下所示：

herein=inthis herewith:=withthis在此 hereby=bythis thereby=bythat hereof=ofthis thereof=ofthat hereafter=afterthis thereafter=afterthat hereto=tothis thereto=tothat herefrom=fromthis therefrom=fromthat hereinafter=inthisandafterthis

你沒(méi)必要都去記，只明白其含義即可。其中hereby較常用，要學(xué)會(huì)使用。

SampleAnalysisSample2Sample42023/2/1162023/2/117AninquiryaboutbedsheetsandpillowcasesDearMs.Smith:Youradvertisementforcottonsheetsandpillowcasesattractsourattention.Wouldyoupleasesendusdetailsofyourproducts,includingsizes,colorsandprices(FOBLiverpool)andalsoindicatethedifferentqualitiesofmaterialsused?Whenquoting,pleasestateyourtermsofpaymentsanddiscountsthatyouwouldallowonpurchaseofnolessthan100dozenofindividualitems.Wealsopreferthatyousendussamplesofeachcategorybyair-mailsoastoenableustomakeasounddecision.SAMPLE22023/2/118AswearealargedealerintextilesintheUSandthereisapromisingmarketinourareaformoderatelypricedbedclothing,yourpromptattentionwillbringyouabigbusinesswithus.Bestwishes,

JamesLiuJamesLiuSalesManager2023/2/119AreplytoaninquiryaboutwatchesDearMr.Emerson:ThankyouforyourinquiryofSeptember20.Wearestillmakingwatchesofthetypereferredtoandwelcometheprospectofyourrenewedcustom.Owingtotheincreaseddemandforthem,wecannowofferthesewatchesinawiderrangethanwhenyouplacedyourlastorder.Forquantityofnolessthanadozenofeachtypeourprices,CIFHuston,arefrom$90perdozenfortheSAMPLE42023/2/120"Popular"to$240perdozenforthe"Aristocrat".Thesepricesaresubjecttoatradediscountof40%ontheexworkscosts.Theenclosedbookletcontainsdetailsofallourwatchesandwillenableyoutomakeasuitableselection.Faralltypeswecanpromisedeliverywellwithintheperiodoffourweeksmentionedinyourletter.Sincerely,LilyShenPart3SampleContrastP462023/2/1212023/2/122Aninquiryaboutlight-weightraincoatsDearSirs:Wehavegotyourcatalogandareinterestedinbuyinglight-weightraincoatsfromyou.Pleasesendusthelatestpricelist.We'dliketoknowifyoucanoffersomediscountifweplaceregularorderswithyou.Wearelookingforwardtoyourreply.Yoursfaithfully,

JohnSmithJohnSmith12023/2/123Aninquiryaboutlight-weightraincoatsDearSirs:Yourcatalogshavearousedourcustomers'stronginterest.Recentlywehavereceivedanumberofrequestsforyourlightweightraincoats.Wehavegoodreasonstobelievethatwecouldplaceregularorderswithyouprovidedyourpricesarecompetitive.Fromthedescriptioninyourcatalog,wefeelthatyourrangeistheonemost,suitableforourareaandshouldbegladifyouwouldsendusyourquotationformen'sandwomen'scoats,inbothsmalland22023/2/124mediumsizes,deliveredCIFShanghai.Ifpricesarerightweshouldplaceafirstorderfor400raincoats.Shipmentwouldberequiredwithinthreeweeksoforder.Wewouldparticularlystresstheimportanceofpricesincetheprincipalmarkethereisformass-producedgoodsatpopularprices.Yoursfaithfully,

JohnSmithJohnSmithAnalysisP472023/2/1252023/2/126Areplytotheinquiryaboutlight-weightraincoatsDearMr.Smith:Wehavegotyourletterinquiringaboutourlight-weightraincoats.Asyoumayhavefoundinthecatalogwehavegotadozentypesoflight-weightraincoats.ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows:men'sinsmallsize,$2.75foreach;men'sinmediumsize,$3foreach;women'sinsmallsize,$2.25foreach;andwomen'sinmediumsize,$2.50foreach.SAMPLECONTRASTP4812023/2/127ShipmentwillbeeffectedwithinthreetofourweeksafterwehavereceivedL/C.Lookingforwardtohearingfromyousoon.Yourstruly,ThomasHanson2023/2/128Areplytotheinquiryaboutlight-weightraincoatsDearMr.Smith:Thankyouforyourinquiryaboutourraincoats.Ourrangeisparticularlysuitableforwarmclimateandduringthepastyearswehavehadrepeatedordersfromdealersinseveraltropicalandsubtropicalregions.ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows:

100men'ssmall$2.75each$275

100men'smedium$3each$300

100women'ssmall$2.25each$225

100women'smedium$2.50each$25022023/2/129

ShipmentwillbeeffectedwithinthreetofourweeksafterwehavereceivedL/C.Wefeelyoumaybeinterestedinsomeofourotherproducts,soweenclosedescriptivebookletsandasupplyofsalesliteratureforusewithyourcustomers.Welookforwardtoreceivingyourorder.Yourstruly,

ThomasHansonThomasHansonAnalysisP492023/2/1302023/2/131Generallyadetailedinquiryincludesmanyparts:1.thenameanddescriptionsofcommodity;2.qualityorspecifications;3.quantity;4.termsofprice(FOB,CFR,CIF,etc.)5.termsofpayment(byL/C,D/P,etc.)6.timeofshipment;7.packingmethod;…UsefulPatternsandSentences句型1：對(duì)某產(chǎn)品感興趣1)WetakeaninterestinvariouskindsofMan’sShirts.我們對(duì)各種男式襯衫感興趣。2)WeareinterestedintheElectronicEnergySavingLamps.我們對(duì)節(jié)能燈感興趣。3)Yourtextilesareofinteresttous.我們對(duì)你公司的紡織品感興趣。句型2：要求寄送有關(guān)資料1)Weshallbegladifyouwillsendusyoursamples.請(qǐng)給我們寄你公司的樣品。2)Weshallappreciateitifyouwillsendusyoursamplesandbrochure.如能寄你們的樣品和目錄小冊(cè)子當(dāng)十分感謝。3)Itwillbeappreciatedifyoucouldsendusyourlatestcataloguesandsamples.請(qǐng)寄來(lái)最新的目錄和樣品為感。句型3：要求報(bào)價(jià)1)WeshallappreciateifyoucouldmakeusthebestofferforyourChildren’sBicyclesonCIFNewYorkbasis.請(qǐng)報(bào)你公司童車(chē)的CIF紐約最低價(jià)。2)WewillbepleasedifyoucouldquoteusapriceforPrintedShirtingonthebasisofCIFNewYork.如能報(bào)印花細(xì)布的CIF紐約價(jià)當(dāng)十分感謝。3)Pleasemakeusyourlowestquotationfor500tonsofWalnuts.請(qǐng)報(bào)你方500噸核桃的最低價(jià)。句型4：其他要求1)Wehavetopointoutthatweintendplacealargewithyouifyourpriceiscompetitive.請(qǐng)注意，如你方價(jià)格具有競(jìng)爭(zhēng)性，我們將大量訂購(gòu)。2)Wehavetodrawyourattentiontothepointthatwewill