《商務英語函電》課件-Module 3 詢盤的回復

BusinessCorrespondences外貿英語函電Module3ReplytotheEnquiry詢盤和回復目的:了解詢盤回復的基本寫作技巧3.2WritingSkillsofReplies寫作步驟表達方式（1）感謝對方的詢價Manythanksforyourenquiryof…（多謝您于……日的詢價。）Thankyouforyourenquiryandforyourinterestinourproducts.（感謝你方詢價以及對我方產品的興趣。）Wethankyouforyourenquiryof…（對你方在……日的詢價信深表感謝。）（2）表示很高興寄……給對方Wearepleasedtoenclose…（我們很高興附寄給您……。）Wehavethepleasureofenclosing…（我們很高興附寄給您……。）Wearesendingyouourlatestpricelistandcatalogue.（我們附寄給您我們的最新價格表和產品目錄。）寫作步驟表達方式（3）說明所能提供商品的詳細信息及優(yōu)點Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.（我們確信，您將會認為我方產品是市場上最好的，大大優(yōu)于競爭對手目前所供的產品。）Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.（寄去的樣品會使您相信我方制造的醫(yī)療器械質量上乘。）寫作步驟

表達方式（4）表明所提供的價格是合理的和具有競爭性的且說明實行價格的期限Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.（這是我們能做到的最低報價，您會承認，在我們的競爭者中沒有一家能提供與我們一樣的報價。）PriceisvaliduntilDec.31.（這些價格至12月31日有效。）Subjecttobeingunsold.（在未出售前有效。）寫作步驟

表達方式（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星期內就可供貨。）寫作步驟表達方式寫作步驟表達方式（6）希望客戶對報價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價滿意并期盼您的訂貨。）wefoundthatoneofyourgoodsistooursatisfaction.Welookforwardtodoingbusinesswithyou.（我們盼望與你方洽談業(yè)務。）SpecimenLetter1--GeneralEnquirySubject:InquiryaboutBarbiesCollectionGirl’sWear.

DearAmy, WearetheimportersandmanufacturerofvariousChildren’sWearinIndia.IamlookingfortheBarbiesCollectiontobesuppliedinIndiaonaregularbasis.LookingforSkirtsandlongpants.Kindlyreplyonanurgentbasis. ContactName:Mrnareshshukla Company:i-care Country/Territory:India BusinessEmail:naresh.shukla@Telephone:91-11-30825970Fax:91-11-308259751Web:SpecimenLetter2--AReplyDearMr.Naresh,SogladreceivingyourenquiryforourBarbies'collectionfromAdatedXXX.Thanksalot.Wearealeadingmanufacturerinchildren’swearinChinaandourproductshavebeenexportedtocustomersallovertheworldsuchas****.TheBarbiesCollectionisthemostpopularstyleinourfactory,sellingfast.However,detailedpricelistfortheskirtsandlongpantswillbe

senttoyoubasedonyourspecificfurtherproductdescriptionsuchascolor,specification,specialdesignrequirementetc.PleasecheckthefollowingstylesphotowhichshouldbesuitableforyourIndianmarketandtellusmorerequirementsontheexactskirtsandlongpants.Pleasedonothesitatetocontactusifanyquestionandwearewaitingforyourreply.Bestregards,SpecimenLetter3--ASpecificEnquiryDearSirs,WelearnwithpleasurefromyourletterofApril12,2004thatyouareexportersofChineseblanketcoverandarewillingtoestablishbusinessrelationswithus.

Atpresent,weareinterestedinblanketcoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonblanketcover,soastoacquaintuswithmaterialandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commission,statingtheearliestdateofshipment.

Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yourstruly,LeonAllenSpecimenLetter4--AReplytotheAboveDearSirs,ThankyouverymuchforyourletterofApril28,2004.Wearepleasedtosendyousamplesandallthenecessaryinformationonblanketcoverunderseparatecover.Atyourrequest,wearedelightedtomakeyouanoffer,subjecttoyourfinalconfirmation,asfollows:Commodity:“GoldenCock”BrandBlanketCoverNo.21Size:180cm×200cmColor:AllkindsofcolorsQuantity:1000piecesPrice:GBP20eachpieceCIFLondoninclusiveof3%commissionShipment:DuringAugust/SeptemberPayment:By100%confirmed,irrevocableL/Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment,andremainvalidfornegotiationinChinatillthe15thdayaftershipment.Youwillrealizefromthecataloguewesentyou,ourblanketcoverisaperfectcombinationofwarmth,softnessandeasycare.Wearesurethatyoucangetbenefitfromourproducts.Welookforwardtoyourpromptreply.Yoursfaithfully,Baicu發(fā)盤函寫作------實盤FirmOffer發(fā)盤函的內容1.確認收到詢盤，回復客戶提出的要求

2.強調產品優(yōu)勢和特色3.按客戶要求發(fā)盤，列明主要交易條件4.說明報價的有效期5.鼓勵客戶訂貨6.禮貌性結尾確認收到詢盤，回復客戶提出的要求WearepleasedtoreceiveyourenquiryofMar.13,inwhichyouaskedaboutourplushtoys.Thesamplesyouaskedforwillbesent

toyoubyseparatepost.sent：空郵：airmailedbyseparatepost：另郵。還可以說byseparatemail/underseparatecover強調產品優(yōu)勢和特色Wethinkyouhavemadeanexcellentchoiceinselectingthefouritems,andonceyouhaveseenthesamples,wearesureyouwillbeimpressedbythequalityofinnerandouterfabric.優(yōu)良工藝fineworkmanship獨特的設計uniquedesignArt.No.CommodityNameMin.OrderQuantityUnitPriceCIFRotterdam20’FCLBasisLCLBasisKB0278TwinBear400setsUSD9.79/setUSD11.49/setKB0677BrownBearwithRedBow400setsUSD14.79/setUSD16.37/setKB5411TwinBearinBalletCostume400setsUSD11.69/setUSD13.39/setKB7900BearinPinkT-Shirt400setsUSD15.67/setUSD17.25/set按客戶要求發(fā)盤，列明主要交易條件(規(guī)格、數量、包裝、裝運、價格、付款、保險)Asrequested,wewouldliketoquoteourfavorablepricesasfollows:按客戶要求發(fā)盤，列明主要交易條件Packing（包）:KB0278&KB5411:2pcs/set,4sets/ctn,1008sets/20’FCLKB0677&KB7900:3pcs/set,8sets/ctn,1080sets/20’FCL

紙箱包裝方式集裝箱容納數量Payment（付）:BysightL/C(也可以說成L/Catsight)其他支付方式還有什么呢？L/Cat30days’sight/L/C30daysaftersight;L/C30daysafterB/Ldate;D/P;D/A;T/TShipment（裝）:Tobeeffectedwithin30daysfromreceiptoftherelevantL/C.

uponreceiptof…:等…一收到；等…一寄到

若訂貨早于本月底，到證后30天內交貨：with(相當于“條件是，若”)

yourordernolaterthan

theendofthismonth能在5月出運，但信用證必須在2009年3月底前開到：withtherelevantL/CreachingusbytheendofMarch2009Insurance（保）:For110%invoicevalue

coveringAllRisksandWarRisks.

說明投保加成率說明投保險種說明報價的有效期Becauseoffluctuatingexchangerates,theofferisvalidfor21days/3weeks.實盤：是發(fā)盤人在一定期限內愿按所提條件達成交易的肯定表示。實盤的發(fā)盤人在其規(guī)定的有效期限內受到所發(fā)實盤的約束，即在發(fā)盤有效期內發(fā)盤人非經收盤人同意，不得撤回、變更或修改。受盤人在有效期內如無保留地接受，交易即告成立。除以上表達方式以外，還有如：Theofferisfirmsubjecttoyourreplyreachingusby5p.m.,March19,ourtime.3月19日我方當地時間下午5點前收到你方答復為準。虛盤：非承諾性的表示，沒有時限的規(guī)定。如：Theofferissubjecttoourfinalconfirmation鼓勵客戶訂貨WebelieveyouwillfindareadysaleforourproductsinNetherlands

ashaveotherretailersthroughoutEuropeandAmerica,andwedohopewecanreachanagreementonthetermsquoted.areadysale：暢銷，很快賣出去的禮貌性結尾Thankyouforyourinterest;welookforwardtohearingfromyousoon.必不可少！注意事項發(fā)盤的內容需完整，對于客戶在詢盤函中指定的某項交易條件，即使同意都應在發(fā)盤函中作明確的表述。WewouldliketopointoutthatweusuallysettleouraccountsonD/Pat30daysaftersight.WerequesttheDecemberdelivery.在發(fā)盤函中對客戶感興趣產品的賣點予以突出強調。Onceyouhaveseenthemachineinoperation,youwillbeimpressedbyitstrouble-freeperformance.對于客戶在詢盤函中的特殊要求或詢問，一定及時作出回應。Sincewehavereceivedarushoforders,weregrettosaythatweareunabletomakedeliveryuntilJanuary.發(fā)盤時應明確數量。數量的改變會直接影響到國內費用的分攤！所以在報價時，必須說明每一個價格所對應的數量。報LCL時，告知客戶工廠所提出的最低起訂量。報FCL時，告知客戶整箱所對應的商品數量。實盤范文：DearSirorMadam,Wehavereceivedyourletterdated

日期

andappreciateyourinterestIn

ourproducts.(Wewerepleasedtoreceiveyourletterof

日期

andthankYou

foryourinterestinourproducts.)Youwillnotefromourcablethatweareinapositiontoofferyouproductasfollows:Quality:Size:Weight:Color:Quantity:Price:Shipment:Payment:Thisofferisfirmsubjecttoyourimmediatereplywhichshouldreachus

notlaterthan

具體日期。闡述其它事項Weshouldsuggestinyourinterestthatyouplacetheorderwithuswithoutdelay.Unit3EnquiriesandReplies詢盤和回復Unit3EnquiriesandReplies詢盤和回復目的:學習詢盤相關范文。

詢盤（Enquiry）在對外貿易中，詢盤，也叫詢價(inquiry或enquiry)是買方或買方對于所要購買或出售的商品向另一方作出的詢問。詢盤是交易的起點，可以分為：一般詢盤(ageneralinquiry):

索取普通資料，諸如：目錄(acatalogue)、價目表或報價單(aprice-listorquotationsheets)、樣品(asample)、圖片(illustratedphotoprints)等。具體詢盤(aspecificinquiry):具體詢問商品名稱(thenameofthecommodity)、規(guī)格(thespecifications)、數量(thequantity)、單價(theunitpriceFOB…CIF…),裝船期(thetimeofshipment)、付款方式(thetermsofpayment)等。詢盤一般多為買方向賣方發(fā)出，買方通過詢盤信，簡明扼要的向賣方了解一般的商品信息。利用E-mail寫詢盤信，無須寫的過分客氣，只需具體、簡潔、措詞得體。有的詢盤信開門見山，直截了當說明訂購打算，希望對方給予一定優(yōu)惠條件;有的詢盤信則以征詢信息的方式，不許下訂貨諾言，以避免結果未訂購可能形成的日后交易中的障礙。SpecimenLetter1--ASpecificEnquirySubject:EnquiryDearSir,

Weareinterestedinbuyinglargequantitiesofsteelscrewsinallsizes.

WewouldbeobligedifyouwouldgiveusaquotationperkilogramC&FLiverpool,England.Itwouldalsobeappreciatedifyoucouldforwardsamplesandyourprice-listtous.Weusedtopurchasetheseproductsfromothersources.Wemaynowprefertobuyfromyourcompanybecauseweunderstandthatyouareabletosupplylargerquantitiesatmoreattractiveprices.Inaddition,wehaveconfidenceinthequalityofyourproducts.WelookforwardtohearingfromyoubyreturnE-mail.Sincerely,主題：詢盤親愛的先生：本公司有意大量購買各型號鋼螺釘，欲知每公斤運抵英國利物浦的成本價運費價格。如蒙惠賜上述報價單，不勝感激。如能惠寄樣本和價格表，亦必感激不盡。本公司素來從其他公司購買此類貨物，聞悉貴公司貨物質優(yōu)價廉，故欲與貴公司建立合作關系。盼復。你真誠的xxxSpecimenLetter1--ASpecificEnquiryDearSirs,WelearnwithpleasurefromyourletterofApril12,2004thatyouareexportersofChineseblanketcoverandarewillingtoestablishbusinessrelationswithus.Atpresent,weareinterestedinblanketcoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonblanketcover,soastoacquaintuswithmaterialandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yourstruly,LeonAllenSpecimenLetter2--ASpecificEnquiryDearSirs,Wearealeadingdealerinwaterproofgarmentsinthiscity.Ourcustomershaveexpressedinterestinyourraincoatsandenquiredabouttheirquality.Providedqualityandpricearesatisfactorythereareprospectsofgoodsaleshere.Butbeforeplacinganfirmorder,weshouldbegladifyouwouldsendus,onfourteenday'sapproval,

aselectionofmen'sandwomen'sraincoats.Anyoftheitemsunsoldattheendoftheperiod,andwhichwedecidenottokeepasstock,wouldbereturnedatourexpense.Welookforwardtohearingfromyousoon.Sincerelyyours,Anderson常用句型(1)Couldyougiveussomeideaaboutyourprice?請介紹貴方的價格好嗎?(2)DoyouofferFOBorCIF?你們報船上交貨價還是到岸價?(3)Howlongdoesyourofferremainvalid/firm/open?你們的報價多長時間有效?(4)Willyouletusknowwhatyourtermsofpaymentare?能否告知貴方付款條件?(5)Pleasemakeusanofferwithinthismonthsincewehavemadeaninquiryforyourproducts.我們已對你們的產品進行詢價，請在本月內給予報盤。(6)PleasesendusyourbestofferbyInternetstatingpaymenttermsandtimeofshipment.請用互聯網向我們報最優(yōu)價，說明支付條件和裝運期。(7)Fullinformationastoprices,quality,quantityavailableandotherrelativeparticularswouldbeappreciated.請詳告價格、質量、可供數量及其它有關情況。Module3-1Enquiry詢盤Introduction

詢盤是商務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對方索取商品目錄、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細節(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、質量、數量和規(guī)格；

3)進一步介紹商品的價格、優(yōu)惠條件、貿易術語和裝運等；

4)如果是實盤，說明報盤的有效期；結尾：5)期望；希望報盤能得到對方接受。每封信件的具體內容會有變化，需要根據實際情況加以調整。注：針對買方的詢盤回復，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容：簡單告知如何獲得賣方的名址，寫一些你方的業(yè)務情況。你地市場需對方經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是外貿業(yè)務恰談的第一步,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，一經對方接受，合同即告成立．報盤的主要內容應該包括商品名稱，品質，數量。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容上判明發(fā)盤人有肯定的訂立合同的意圖．此報盤一經接受，發(fā)盤人就不得更改或撤銷報盤的內容，否則將承擔法律責任．它具有內容名確（ＣＬＥＡＲ），內容完整（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”牌空調的詢盤。NewWords&ExpressionsNewWords&Expressionsinquirev.詢價，詢購，詢問inquireforsth.詢購某種商品ThankyouforyourletterofSeptember1Theladies’pyjamasyouareinquiringforarenowoutofstock.你方現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關于1.請寄給我們一個關于你方新產品的商品目錄.Pleasesendusacatalogueregardingyournewproducts.2.我們將寄關于這些產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.Doyoustillmakecamerapodsofthistype?Ifso,pleaseletusknowthepricesforquantitiesofnotlessthanonegreatgross.Deliverywithinsixweeksoforderwouldbehighlyappreciated.Bestregards,Letter3DearSirorMadam:1.AsoneoftheleadingimportersandwholesalersofphotographicequipmentinAustralia,weareveryimpressedbythenewesttripodsyoudisplayedattherecentexhibitioninNewYork.2.Thereisasteadydemandherefordifferenttypesoftripods,especiallythefashionablerangeswithhighquality.Wehavebeenreceivinganumberofenquiriesfromourtradeconnectionsinthisareaforthefollowingtripod:3.ProductName:Multi-FunctionTripodsFeatures:1.Threewayultra-smoothphoto/videofluid-effectpanheadwithquick-releaseplateandbubblelevel2.Panhandletensionlockforsecurepositioningandeasyadjustment3.2bubblelevelsforfineadjustmentsFour–sectionlegswithrubberfeetandretractablespikesQuick-leverleglocksforfastandeasysetupDiameterof1stleg:20mmExtendedheight:144cmFoldedlength:45.0cmGrossweight:1kg.Max.load:2.0kg.Willyouplease,therefore,quoteusyourlowestpriceC.I.F.Sydney?Thiswouldenableustomaintainlowsellingpricesthathavebeenanimportantreasonforthegrowthofourbusiness.Wemaybeabletoplaceregularorderswithyouifyourpricesarecompetitive.Wearelookingforwardtoreceivingyourearlyreply.Yoursverytruly,Module3-2Offer報盤發(fā)盤/報盤函是指賣方在銷售某種商品時，向買方報價、介紹商品情況、提出交易條件，包括商品名稱（commodity）、品牌(brand)、規(guī)格(specifications)、數量（quantity）、單價（Unitprice）、包裝（packing）、裝運（shipment）、付款方式（payment）、交貨日期（date）等。發(fā)盤有實盤（firmoffer）和虛盤（no-firmoffer）之分。實盤是發(fā)盤人在規(guī)定的期限內愿按所提條件達成交易的肯定表示。發(fā)盤人所發(fā)實盤的內容具有達成交易的全部必要條件。實盤的發(fā)盤人在其規(guī)定的有效期限內受所發(fā)實盤的約束，即在發(fā)盤有效期內發(fā)盤人非經受盤人同意，不得撤回、變更或修改。受盤人在有效期內如無保留地接受，交易即告成立。虛盤是指對發(fā)盤人無約束力的發(fā)盤。凡是不具備實盤條件和要求的發(fā)盤都是虛盤。例如發(fā)盤的內容不肯定、不明確；或主要交易條件不完備；或發(fā)盤人有保留條件等。Introduction

簡之：實盤是發(fā)盤人（Offerer）按其提供的條件以達成交易目的的明確表示。實盤具有法律效力.受盤人(Offeree)一旦在有效期限內接受實盤上的條