《商務(wù)英語函電》課件-Module 3-1 Enquiry 詢盤

BusinessCorrespondences外貿(mào)英語函電Module3-1Enquiry詢盤Introduction

詢盤是商務(wù)洽談中真正的第一步?！霸儽P”是指交易的一方欲買、賣某項商品向交易方的另一方詢問買、賣該項商品的各項交易條件的一種表示。包括一般詢盤（GeneralEnquiry）和具體詢盤（SpecificEnquiry）。而一般詢盤指買方或賣方向?qū)Ψ剿魅∩唐纺夸?、價目表、樣品等，具體詢盤指買方或賣方就指定商品要求對方發(fā)盤。詢盤信函要求簡短，具體，合理，有禮貌寫作要點及要求:

詢盤要點：開頭：1）說明寫信的目的，消息來源和感興趣的商品。正文：2)具體說明想了解的商品的有關(guān)細(xì)節(jié)，如商品的目錄、價格、交易條件等；

3)介紹本地對商品的需求情況等；結(jié)尾：4)期望；希望盡快收到報盤。寫作要點及要求:

回信要點：開頭：1）感謝對方的詢盤；正文：2)具體介紹商品：名稱、質(zhì)量、數(shù)量和規(guī)格；

3)進一步介紹商品的價格、優(yōu)惠條件、貿(mào)易術(shù)語和裝運等；

4)如果是實盤，說明報盤的有效期；結(jié)尾：5)期望；希望報盤能得到對方接受。每封信件的具體內(nèi)容會有變化，需要根據(jù)實際情況加以調(diào)整。注：針對買方的詢盤回復(fù)，其實就是一封報盤信。TeachingobjectivesUponcompletionofthischapter,youshould:beawareoftheinformationtobecoveredingeneralinquiryandspecificinquiry.beabletomakeinquiriesonthedetailedinformationaboutdifferentproducts.beabletouserelatedwordsandphrasestomakeinquiries.Warming-up:Afterthemarketresearchandestablishmentofbusinessrelations,itcomestotherealprocedureofanimport/exporttransaction:

enquiry（詢盤）offer（發(fā)盤）counteroffer（還盤）acceptance（接受）Soenquiryisthefirstrealstepinbusinessnegotiation.Q:

1.Whichstepsareirrevocable（不可取消的；不可缺少的）inasuccessfulbusinesstransaction?2.Eachoftheabovestepsismadeby(prospective)buyersorsellers?Suggestedanswers:1.Offerandacceptanceareirrevocablebusinessstepsininternationaltradenegotiation.Thatistosay,enquiryandcounteroffercanbeomittedinrealbusinesstransaction.2.Enquiry,offer,counterofferandacceptancecanbemadebyeitherprospectivebuyersorpotentialsellers.Butusuallyenquiryismadebytheprospectivebuyerwithoutengagement（約束）andofferisusuallymadebytheprospectivesellerwithengagement(firmoffer實盤)orwithoutengagement(non-firmoffer虛盤).EnquiryTheimportanceofenquiry:Enquiryisthefirstrealstepinbusinessnegotiation.Thenatureofenquiry:Inforeigntradeanenquiryisusually(notabsolutely)madebytheprospectivebuyerwithoutengagement（約束）,requestingforinformationonthesupplyofcertaingoods.Sowecallit詢盤or詢價inChinese.Theclassificationofenquiries:I.GeneralEnquiries:

（一般詢盤）requestforpricelists,literature宣傳資料orcatalogue,etc.II.SpecificEnquiries:

（具體詢盤）(strongerintensiontomakeanorderthangeneralenquiries)requestforquotations/offersordetailedtradetermssuchasprices,tradeterm,discount,packingconditions,timeofshipment,termsofpayment,specifications,insuranceorotherinformationforcertainarticles.GeneralinquiryIftheimporterwantstohaveageneralideaofthecommodity,hemaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry.(Generally,itisalsoafirstinquiry.Thatisaninquirywritingwithoutfirstwritingalettertoestablishbusinessrelations).Generalinquiry一般詢盤——買主為了了解情況向賣主索取商品目錄本、價目單、樣品或樣本等一般信息。GeneralinquiryStructureThesourceofinformationandabriefself-introductionTheintentionofwritingtheletter.(Askforacatalogue,samplesorapricelist)StatingthepossibilityofplacinganorderGeneralinquiry初次詢盤信一般包含以下內(nèi)容：簡單告知如何獲得賣方的名址，寫一些你方的業(yè)務(wù)情況。你地市場需對方經(jīng)營的貨物告知對方你所需的信息3.StepsinwritinganEnquiryletter:1)Introducingyourfirmandtheproductsitdealsin

2)Statingthepurposeoftheletter

3)Explainingwhatyouwanttherecipienttodo4)Endingwithanoptimisticnoteandrequestanearlyreply

SpecificinquiryIftheimporterintendstopurchasegoodsofacertainspecification,hemayasktheexportertomakeanofferoraquotationforthegoods.Thatisaspecificinquiry.Whatisthedifferencebetweenofferandquote?OFFER是外貿(mào)業(yè)務(wù)恰談的第一步,是交易的一方向另一方提出買或者賣某種商品的各項交易條件．并表示愿意按這些條件達成交易．在報盤的有效期內(nèi)，一經(jīng)對方接受，合同即告成立．報盤的主要內(nèi)容應(yīng)該包括商品名稱，品質(zhì)，數(shù)量。包裝，價格，交貨日期和方式，及支付方式等．報盤還有實盤和虛盤之分．實盤是指可以從報盤的內(nèi)容上判明發(fā)盤人有肯定的訂立合同的意圖．此報盤一經(jīng)接受，發(fā)盤人就不得更改或撤銷報盤的內(nèi)容，否則將承擔(dān)法律責(zé)任．它具有內(nèi)容名確（ＣＬＥＡＲ），內(nèi)容完整（ＣＯＭＰＬＥＴＥ）和無保留條件（ＦＩＮＡＬ）三個特點。虛盤則是指從報盤的內(nèi)容上可以看出發(fā)盤人有某種保留并無肯定的訂立合同的意圖．此報盤對發(fā)盤人來說，無任何法律約束力．它的特點就是內(nèi)容不明確，主要交易條件不完整或有保留條件．ＱＵＯＴＥ是賣方報價，一般是指只報出價格，而未提出其他條件．OFFER：報盤QUOTE：報價SpecificinquiryStructureMentioningthepreviousletteryou’vereceivedfromtheexporter.Enquiringaboutthedetailsofthegoodssuchasnames,descriptions,specifications,quantity,etc.Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect.Statingthepossibilityofplacinganorder.Wordsandphrases價格price合理的價格reasonableprice具有競爭力的價格competitiveprice優(yōu)惠的價格favorableprice單價unitprice

總值totalvalue

金額amount

傭金commission凈價netprice折扣discount

批發(fā)價wholesaleprice

零售價retailprice

現(xiàn)行價格（時價）current/prevailingprice國際市場價格world(International)marketprice離岸價（船上交貨價）FreeonBoardFOB成本加運費價（離岸加運費價）CostandFreightCFR到岸價（成本加運費、保險費價）cost,insuranceandfreightCIFWarming-UpIfyouareinterestedinthefollowingproductsandwanttoknowsomethingaboutthem,whatwouldyouwriteinyourletterofinquiry?SampleletterDearSirs,WethankyouforyourletterofMay3andshallbegladtoenterintobusinessrelationswithyou.WehaveseenyourbrochureandareinterestedinGreenTeaExtractandPorcelain（瓷的）TeaSetNo.TSM001.Weshallbepleasedifyouwillkindlysendussamplesandallthenecessaryinformationregardingthesetwoproducts.Meanwhile,pleasequoteusthelowestprice,CIFLiverpool,statingtheearliestdateofshipmentandtheminimumquantity.Shouldyourpricebecompetitiveanddateofshipmentacceptable,weintendtoplacealargeorderwithyou.Yourearlyreplywillbehighlyappreciated.Trulyyours,1. inquiry(enquiry)n.詢盤，詢價make(or:send,give,fax)sb.aninquiryforsth.向某人詢購某種商品Wethankyouforyourinquiryforsunflowerseeds.我們感謝你方有關(guān)向日葵籽的詢盤。Uponreceiptofyourspecificinquiry,weshallsendyouourquotationsandsamples.一收到你方具體詢盤，我方立即給你方寄出我方的報價及樣品。Atpresent,therearelargeinquiriesforour“Cool”BrandAirConditionerinourmarket.目前，我們市場有大量對我“涼爽”牌空調(diào)的詢盤。NewWords&ExpressionsNewWords&Expressionsinquirev.詢價，詢購，詢問inquireforsth.詢購某種商品ThankyouforyourletterofSeptember1Theladies’pyjamasyouareinquiringforarenowoutofstock.你方現(xiàn)詢價的女士睡衣沒貨。Weareinquiringaboutthesupplyofsugarandcoffee.我方正在詢購糖和咖啡的貨源。NewWords&Expressions2. beinterestedin…對(某商品)有興趣，常用以表示有意購買某種商品，是打算購買某種商品的初步表示。WeareinterestedintheimportofChinesesilkneckties.我們對進口中國絲綢領(lǐng)帶感興趣。TheyhavecustomerswhoareinterestedinyoursixdesignsofOrnamentalCloth.他們有客戶對你方六種圖樣的裝飾布感興趣。NewWords&Expressions3.quotequotev.報價quotesb.apricefor(or:on)sth.報給某人某種商品的價格Pleasequoteusyourlowestpricesforpersonalcomputers.請報個人電腦的最低價。WequotedthisarticleatUS$278percase.這種商品每箱報價二百七十八美元。WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.請報一千件皮夾克的最好大連船上交貨價Languagepointssend…underseparatecoverWehavethepleasureofsendingyouunderseparatecoverourlatestcatalogue.我們很榮幸給你方另寄我方最新的商品目錄。請另寄一個樣品。Pleasesendasampleunderseparatecover.Languagepointsregardingcovering關(guān)于1.請寄給我們一個關(guān)于你方新產(chǎn)品的商品目錄.Pleasesendusacatalogueregardingyournewproducts.2.我們將寄關(guān)于這些產(chǎn)品的價格單供你方參考。Weshallsendthepricelistregardingtheseproductsforyourreference.LanguagepointsPleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.(1)請報最低價。Pleasequotethelowestprice.(2)請報上海船上交貨最低價。Pleasequotethelowestprice,F.O.BShanghai.LanguagepointsPleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.(3)請報最低價，包括3%的傭金。Pleasequotethelowestprice,including3%commission.(4)請報最低價，說明最早的裝運期。Pleasequotethelowestprice,statingtheearliestdateofshipment.Languagepointscompetitive具有競爭力的1.他們的價格更具有競爭性。Theirpricesaremorecompetitive.2.我們的商品賣的很快因為它們的價格具有競爭力。Ourproductsaresellingveryfastbecauseoftheircompetitiveprices.Languagepointsreasonable/favorable合理的/優(yōu)惠的1.我們的價格很合理。我們不能降價。Ourpriceisveryreasonable.It’simpossibleforustoreducetheprice.2.我們的價格非常優(yōu)惠，所以我們建議你方立即購買。Ourpriceisveryfavorable,sowerecommendyoutopurchaseimmediately.Languagepointsacceptablecanbeaccepted可接受的1.如果你方的價格可接受，我們將大量購買。Ifyourpriceisacceptabletous,wewillbuyinlargequantities.2.我們不能接受你方價格。我們只好在別處購買Yourpriceisunacceptabletous.Wehavenochoicebuttopurchaseelsewhere.Languagepointsplaceanorderwithsb.forsth.向某人定購某商品如果你能降價，我們將大量訂購。Wecanplacealargeorderifyoucanreducetheprice.Languagepointsappreciate感激，感謝1.Weshallbeappreciatedifyoucouldsendusabrochure.如果你方能寄給我們一個商品小冊子，我們將不勝感激。2.WeshallappreciateitifyoucanshipthegoodsbeforeAugust.如果你方能在八月前裝運貨物我們將不勝感激。Usefulexpressionsforenquiries1.說明信息來源2.直截了當(dāng)說明要買的貨物pattern1:take(have,feel)interestinWetakeinterestinyourcannedgoodsandwishtohavethecatalogues.Pattern2:beinterestedin/beofinteresttosb.Weareinterestedinbicyclesinvarioussizesandpleasesendusacopyofyourillustratedcataloguewithdetailsofthepricesandtermsofpayment.Pattern3:beinthemarketforsth.Weareinthemarketforthemechanicaltoysillustratedinyourcatalogue.Pattern4:bedesirousofsth.

Wearedesirousofyourlowestquotationsforfrozenrabbit.3.請求對方寄送目錄，價格表和樣品Willyoupleasesendusyourillustrated/latestcatalogueandpricelist?Kindlyletushaveadescriptionofyour….Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.4.強調(diào)對方報價合理Providedpricesareright,…Ifyourquotationisreallycompetitive,….Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.5.詢問對方所能提供的折扣。寫清所能接受的支付條件和期望的交貨時間Weshouldliketoknowifyouallowdiscounts.PleaseletusknowyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyourbestdeliverydate.Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.6.表示訂購貨物的可能性Willyoupleaseletusknowby4Aprilsothatwecanplaceourorderpromptly?Pleaseletusknowbyreturnofpostwhetheryouwouldbeinterestedinsuchanorder.SummaryInquiryLanguagepointsGeneralinquiryquoteStructureofgeneralinquiryinclusiveofSpecificinquiryCompetitive/favorableStructureofspecificinquiryplaceanorderwithsb.forsth.

appreciateAssignmentsCasestudyTask:Workinpairs.Readthefollowinglettersanddiscusswithyourpartnerwhatyoushoulddobeforesendingtheelectronicfiles.discusshowtoreplyincasesomeoneenquiresforBottlePod.discusswithyourpartnerhowtoreplytothethirdletterifyoudonotproduceMulti-FunctionTripods?WritingYouarerequestedtowritethreelettersonthebasisoftheresultsofyourdiscussionabove.Letter1DearSirorMadam:WehaveseenthebriefintroductionaboutyourGorillaPodandarequiteinterested.Wouldyoupleasesendusmoreinformationastothepriceterm,minimumquantity,etc.Meanwhile,aswewouldalsoliketoknowaboutsomeotherlinesyouhandle,yourillustratedcatalogbye-mailwillbeappreciated.YourssincerelyLetter2DearMr.Johnson,LastyearweboughtfromyouaconsignmentofBottleCameraPods,andtheysoldwellhere.Doyoustillmakecamerapodsofthistyp