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,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,2025/11/8 周六,Chapter 4 Inquiries,1/33,2025/11/8 周六,Warm-Up Exercises:,We certainly accept your offer _ you will ship the goods during August.,A.except B.provided C.unless D.but,(2)_ you make a 10%reduction,we will have to decline your offer this time.,A.When B.Except C.As D.Unless,(3)As we are one of the leading importers in this line,we are _ a position to handle quantities.,A.at B.in C.on D.of,(4)We hope to receive your quotation with details _ the possible time of shipment.,A.to include B.to be included C.including D.being included,B,D,B,C,2/33,(5)If you can supply your goods immediately,we shall _ to place a prompt trial order.,A.be prepared B.be preparing C.prepare D.preparing,(6)As we have an extensive business connection in this field,we hope _ your special terms.,A.to give B.giving C.to be given D.to be giving,(7)If your prices are competitive,we are confident _ the goods in great quantities in this market.,A.to sell B.to be selling C.in being sold D.in selling,(8)We confirm our fax just dispatched _ the following items.,A.offering you firm B.firm offering you,C.to be offered you firm D.to firm offer you,A,C,D,A,3/33,Pair-Discussion,If you want to buy the goods or services from other companies,how do you enquire?,What principles do you think you should follow when you write an enquiry?,2025/11/8 周六,4/33,2025/11/8 周六,1.Reasons for writing a request letter:,to obtain information;,to receive printed matter;,to receive sample products;,to order merchandise;,to engage service;,to make reservations;,to seek special favors.,5/33,2025/11/8 周六,2.What is an inquiry?,Business negotiations in foreign trade begins with an enquiry upon the terms of a sale.An inquiry is made by a buyer to a seller to seek a supply of products,service or information.,6/33,2025/11/8 周六,Introduction to inquiries,询盘也叫询价，指交易一方准备购置或出售某种商品，向对方问询买卖该商品相关,交易条件,过程。,询盘分为,普通询盘,（,usually made by the buyer to ask for catalogue,price lists,samples or some other reference materials from the exporter,），和,详细询盘,（,usually made by the buyer to get information about all the terms of transaction of a certain article,）。,7/33,2025/11/8 周六,Generally a detailed inquiry includes many parts:,the name and descriptions of commodity;,quality or specifications;,quantity;,terms of price(FOB,CIF,etc.),terms of payment(by L/C,T/T,etc.),time of shipment;,packaging;,8/33,3.Features of inquiries,The inquirer should state simply,clearly and concisely what he wants.,Inquiries should be specific and provide the necessary details to enable the receiver to answer the questions completely.,2025/11/8 周六,9/33,2025/11/8 周六,Tips for inquiries,Whoever makes an enquiry is not liable for the buying or the selling,；,For some goods,not only an enquiry of quotations but an enquiry of specifications,quantities,etc.are needed as well to avoid repeated requests,；,An enquiry can be made not only to one party but also to several clients to get the best terms.,10/33,Contents of inquiries,Begin directly with a general inquiry about products or services.,Include specific requests or questions about the products or services.,If a number of questions are involved,list them by numbers or leave a space between them.,End with goodwill words.,2025/11/8 周六,11/33,2025/11/8 周六,惯用贸易术语,FOB(Free on Board),It means the seller clears the goods for export and delivers them,on board the vessel,nominated by the buyer at the named port of shipment.The risk of loss or damage to the goods passes when the goods are,on board the vessel,and buyer bears all costs from that moment onwards.,FOB,is used only regarding delivering the goods on board a ship in ocean or inland waterway transport.,12/33,2025/11/8 周六,惯用贸易术语,FOB(Free on Board),在我国习惯把,FOB,称作“离岸价”，因其不准确性而渐受淘汰。采取这一价格术语是指卖方在协议要求,装运港,把货物装到买方指派船上，并负责负担货物在装运港装上船以前一切费用和风险。,FOB,只适合用于海运和内河船运，也即排除了空运和铁路运输使用该术语可能性。,13/33,2025/11/8 周六,CIF(Cost,Insurance&Freight),CIF,term means that the seller clears the goods for export and delivers them,on board the vessel,at the port of shipment.The risk of loss or damage to the goods passes when the goods are on board the vessel.The seller must contract for and pay the costs and freight necessary to bring the goods to the named,port of destination,.The seller also contracts for the minimum cover insurance against the buyers risk of loss or damage to the goods during the carriage.,14/33,2025/11/8 周六,CIF(Cost,Insurance&Freight),CIF,在我国习惯叫做“到岸价”，这种叫法也不准确。采取,CIF,这种术语，在其后面应注明目标港，如,CIFQingdao,。,CIF,条件是指卖方负责租船订舱，按期在装运港将协议要求货物装上运往约定,目标港,船上，办理保险手续，并负责支付运费和保险费。至于相关风险和责任划分则同,FOB,条件一致，即卖方仅负责货物在装运港装上船以前发生风险。,15/33,5.Sample analysis,See samples in our book.,16/33,quote vt,报,(,价,);,开,(,价,),他给出了维修费用报价。,Hequoted a price for the repairs.,quotation n.,报价,(,单,),你能不能给我一张你们浴室设备报价单,?,Can you give me aquotationfor bathroom fittings?,17/33,place orders with,向,订货,我们希望向贵企业订购,5,0000,辆自行车。,We wish toplaceanorderwithyou for 5,0000 bicycles.,你方价格太高,我们极难订货。,Your price is so high that we find it difficult toplaceanorderwithyou.,18/33,Liverpool,19/33,2025/11/8 周六,The Beatles,Yesterday,20/33,no less than,不少于，多达,全部商品订单金额不少于,800,美元时，我们给予,5%,折扣。,We would allow a 5%discount on all our products for orders of no less than$800.,他买彩票竟然中了,5000,英镑。,He won no less than,5000 in the lottery.,21/33,promising adj.,很有前途；前景很好,她是所在年纪组中最有前途选手之一。,She is among the mostpromisingplayers in her age group.,22/33,price vt.,给,.,定价,定价,3,元,be priced at 3 yuan,星巴克因为在中国歧视定价而受到批评。,Starbucks has been criticized for discriminatory pricing in China.,23/33,Exercises:Discuss with your classmates whether there are any problems in the following letter and how you can improve them.,Dear Sir/Madam:,Im very interested in your products after I visited your stand at the Paris Trade Exhibition last month.,I would be grateful if you could tell me the prices of your products.,Besides stainless steel cutlery,I also request a quotation for mild steel sheet CIF.Let me know your terms of payment and the time required for delivery after receiving the order.If terms and delivery time are satisfactory,we shall place regular order.,Sincerely,Linda Wang,24/33,Improved,Dear Sir/Madam:,Im very interested in,your display of stainless-steel cutlery,after I visited your stand at the Paris Trade Exhibition last month.I would be grateful if you could,send me a catalogue and your lowest quotations for various items,.,Would you please,also send me a quotation for mild steel sheet,CIF Shanghai,?,Please,also advise your terms of payment and the time required for delivery after receiving the order.If terms and delivery time are satisfactory,we,are hoping to/expect to,place regular orders,with you,.,Yours sincerely,Linda Wang,25/33,Wrap-up exercises,我们参观了你方设在广交会上展位，现特致函向你方问询相关丝制领带情况。,(inquire about),我们欲购置你方货物展览室里陈列男式衬衫。,(,in the market for),可能与此同时你方能报给我们上述商品最低价。,We visited your stand at the Canton Fair and are now writing to you to inquire about your silk neckties.,We are in the market for your mens shirts displayed in your showroom.,Perhaps at the same time you could quote us your lowest/best prices for the above-mentioned goods.,26/33,Wrap-up exercises,假如交易条件和交货日期合意话，相信我们会大量向你方订货。,请通知你方是否能供给这种商品，包含订货与交货之间时间、包装、,FOB,中国港口和,CIF,芝加哥价格。,(lead time),If terms and delivery date are satisfactory,we should expect to place large orders with you.,Please advise if you are in a position to supply this product and include lead time,packaging and price FOB China port and CIF Chicago.,27/33,Homework,Write an inquiry letter based on the following information in about 120 words.,Amanda Moore,Business Development Manager of Sunflower Corporation,will send a letter to Morris inquiring about their fiber products.,saying where she got the information about their products;,requesting a catalog and a quotation for fiber products;,ending with a positive and genuine statement.,2025/11/8 周六,28/33,Peer review checklist,Is his/her purpose clearly stated?,Does the letter cover all the points in the assignment?,Has he/she checked carefully for spelling and grammar errors?,Has he/she kept within the word limits of the assignments?,2025/11/8 周六,29/33,Feedback Using a Scale,2025/11/8 周六,Aspects of writing,Comments,Richness of vocabulary,1-2-3-4-5,Mechanics(spelling,punctuation),1-2-3-4-5,Grammatical accuracy and complexity,1-2-3-4-5,Organization and coherence,1-2-3-4-5,Content,1-2-3-4-5,30/33,2025/11/8 周六,Sample version,Dear Mr.Morris,My name is Amanda Moore,Business Development Manager of Sunflower Corporationa major player in the telecom industry.,Last week,I was at the industry exhibition and had a very pleasant conversation with your marketing people.They suggested/recommended I contact you regarding our requests.,31/33,2025/11/8 周六,Sample version,continued,Would you please send me a catalogue of your fiber products and your lowest quotations for various items?If the prices are favorable,I will place an order soon.,Yours faithfully,Amanda Moore,Business Development Manager,32/33,2025/11/8 周六,Translation,亲爱莫里斯,(Morris),先生：,我是大型电信企业,Sunflower,集团业务发展,(business development),经理,Amanda Moore,。,上周我参加了行业博览会，并和贵企业负责市场营销同事相谈甚欢。他们提议我联络您，方便商讨详细采购事宜。,能否麻烦您将贵企业光纤产品,(fiber product),目录和最低报价寄给我？假如价格适当，我能够马上订货。,真挚问候,Amanda Moore,33/33,
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