unit-letter-of-inquiry.ppt

外贸英语函电Unit 3Letters of Inquiry and Reply ObjectivesObjectives通过本章的学习，帮助学生掌握:v 询盘的定义及种类v 询盘信函的撰写v 询盘信函中常用的专业词汇及句型 Many Steps in Business Negotiation inquiryoffercounter-offeracceptanceBusiness Knowledge41.What is an inquiry?First real step in business negotiation.An inquiry is a request for the terms and conditions as to the target goods.2.When does a buyer make an inquiry?When an importer intends to buy.Read and answer53.What are the advantages of making inquiries to several parties?The inquirer can make a comparison between the terms and conditions of the incoming offers and decide which offer is the most favourable.4.How many kinds of inquiries all together?Two categories:A general inquiry(一般询盘)and a specific inquiry(具体询盘)5.What is a general inquiry?How about a specific inquiry?Read and answer66.Whats the difference between inquiries made by old customers and the ones made by new customers?Old customers-simple in contents;New customers-complicated,e.g.:terms of price,specifications of the item,packing method,delivery date,etc.71.说明信息来源说明信息来源2.直截了当说明要买的货物直截了当说明要买的货物pattern 1:take(have,feel)interest in We take interest in your canned goods and wish to have the catalogues.Pattern 2:be interested in/be of interest to sb.We are interested in bicycles in various sizes and please send us a copy of your illustrated catalogue with details of the prices and terms of payment.Useful expressions for enquiries8大家有疑问的，可以询问和交流大家有疑问的，可以询问和交流可以互相讨论下，但要小声点可以互相讨论下，但要小声点可以互相讨论下，但要小声点可以互相讨论下，但要小声点91.说明信息来源说明信息来源2.直截了当说明要买的货物直截了当说明要买的货物Pattern 3:be in the market for sth.We are in the market for the mechanical toys illustrated in your catalogue.Pattern 4:be desirous of sth.We are desirous of your lowest quotations for frozen rabbit.Useful expressions for enquiries103.请求对方寄送目录，价格表和样品请求对方寄送目录，价格表和样品Will you please send us your illustrated/latest catalogue and price list?Kindly let us have a description of your.We should like to receive a copy of your latest catalogue and full details of your export prices and terms of payment,together with samples.114.强调强调如果对方报价合理，如果对方报价合理，Provided prices are right,If your quotation is really competitive,.If your products and terms are favorable compared with those of other suppliers,we shall send you an order.125.询问对方所能提供的折扣。写清所能接受的支付询问对方所能提供的折扣。写清所能接受的支付条件和期望的交货时间条件和期望的交货时间We should like to know if you allow discounts.Please let us know your lowest FOB prices,together with your terms of business,and state your best delivery date.We require the goods delivery would be effected within six weeks of order.136.表示订购货物的可能性表示订购货物的可能性Will you please let us know by 4 April so that we can place our order promptly?14New Words&ExpressionsNew Words&Expressions1.inquiry(enquiry)n.询盘，询价 make(or:send,give)sb.an inquiry for sth.向某人询购某种商品 We thank you for your inquiry for sunflower seeds.我们感谢你方有关向日葵籽的询盘。(sunflower seeds)Upon receipt of your specific inquiry,we shall send you our quotations and samples.一收到你方具体询盘，我方立即给你方寄出我方的报价及样品。(upon)15New Words&ExpressionsNew Words&Expressionsinquire v.询价，询购，询问inquire for sth.询购某种商品Thank you for your letter of September 1 inquiring for 3,000 m/ts Northeast Rice.感谢你方九月一日询购三千公吨东北大米的来信。(metric ton)The ladies pyjamas you are inquiring for are now out of stock.你方现询价的女士睡衣没货。(ladies pyjamas)We are inquiring about the supply of sugar and coffee.我方正在询购糖和咖啡的货源。16New Words&ExpressionsNew Words&Expressions2.be interested in 对(某商品)有兴趣，常用以表示有意购买某种商品，是打算购买 某种商品的初步表示。We are interested in the import of Chinese silk neckties.我 们 对 进 口 中 国 丝 绸 领 带 感 兴 趣。(silk necktie)17New Words&ExpressionsNew Words&Expressions3.quote v.报价 quote sb.a price for(or:on)sth.报给某人某种商品的价格 Please quote us your lowest prices for personal computers.请报个人电脑的最低价。We quoted this article at US$278 per case.这种商品每箱报价二百七十八美元。Would you please quote us your best price FOB Dalian for(or:on)1,000 pieces of leather jacket.请报一千件皮夹克的最好大连船上交货价。(leather jacket,FOB Dalian)18 请报最低价。(quote)请 报 上 海 船 上 交 货 最 低 价。(FOB Shanghai)Please quote the lowest price.Please quote the lowest price,F.O.B Shanghai.New Words&ExpressionsNew Words&Expressions19 Please quote us the lowest price,C.I.F.Lagos,including 5%commission,stating the earliest date of shipment.请报最低价，包括3%的佣金。(commission)请报最低价，说明最早的装运期。Please quote the lowest price,including 3%commission.Please quote the lowest price,stating the earliest date of shipment.20New Words&ExpressionsNew Words&Expressions4.marketmarket n.市场，行市 come to the market 上市find a market 找销路 a good(poor)market 畅销(滞销)in the market for 要购买 an advancing market 市场上涨a brisk market 市场活跃 a strong market 市场坚挺21New Words&ExpressionsNew Words&ExpressionsThey are in the market for table-cloth and pillowcases.他们要购买桌布和枕头套。The market is strengthening.行情在上涨。(strengthen)market v.推销，销售，在市场上出售There is no difficulty in marketing these traditional products in the Southeast Asian market.在东南亚市场推销这些传统产品不会有困难。225.regarding covering 关于请寄给我们一个关于你方新产品的商品目录.我们将寄关于这些产品的价格单供你方参考。Please send us a catalogue regarding your new products.We shall send the pricelist regarding these products for your reference.New Words&ExpressionsNew Words&Expressions237.discount n.折扣折扣常用作：give/make/grant a%discount off/on the prices of goods 按货价给予.%的折扣cash discount 现金折扣quantity discount 数量折扣special discount 特别折扣现金付款，我们给予九折优惠。We give a 10%discount for cash payment.New Words&ExpressionsNew Words&Expressions24这种商品我们所能给的最高折扣是10%。The highest discount we can grant you on this article is 10%.坦率地说，4%的折扣意义不大。(help much)To be frank with you,a discount of 4%wouldnt help very much.New Words&ExpressionsNew Words&Expressions25Case 1我方是哥本哈根东部的一家纺织品经销商，有着多年的从业经验。从我驻外使馆商务参赞处了解到对方是全棉床罩和枕套的主要出口商之后，写信给对方以建立业务关系并索要对方的商品目录和价目单。Key Points 1.从事纺织品进口从事纺织品进口2.求购高质量的全棉床罩和枕套求购高质量的全棉床罩和枕套3.进行询盘进行询盘4.简单介绍市场的需求简单介绍市场的需求5.表达下订单的可能性表达下订单的可能性26Useful Wordsembassy embsileading li:ditextiles tekstailspromising prmisipillowcase pilkeisCopenhagen.kupnheigndealer di:lall cotton bedspreadn.大使馆大使馆a.第一位的，最主要的第一位的，最主要的n.纺织品纺织品a.有前途的有前途的n.枕套枕套n.哥本哈根哥本哈根7.n.经销商，商人经销商，商人8.全棉床罩全棉床罩27Case 1 General InquiryDear Sirs,We learn from the Commercial Counselors Office of our Embassy in your country that you are a leading exporter of all cotton bedspreads and pillowcases in your country.We take this opportunity to approach you in the hope of establishing business relations with you.We are large dealers in textiles,located at the east of Copenhagen,having many years of experience in this line and there is a promising market in our country for your products.We shall appreciate it if you send us your catalogue and price list at your earliest convenience.We shall place large orders if your prices are reasonable.Yours faithfully,Mark MatthewsMark Matthews28How to write a reply express your gratitude for his inquiry,repeat the inquiry to avoid misunderstanding.Give a full answer to the inquiry.If you cannot do as requested,try to offer a substitute.You may end your letter by hoping that the information you provided is helpful and by offering further help.You may express your expectation for order.29Case 2出口商在收到询盘信后，给予答复。随信寄了几本带有插图的商品目录和一份价目单，另外为了证明产品的质量及工艺，单独邮寄了一些样品。信中还提出对成批购买给予3%优惠，凭不可撤消即期信用证付款。Key Points 1.给予答复给予答复2.寄出目录、价目单和样品寄出目录、价目单和样品3.对付款方式和折扣优惠进行回对付款方式和折扣优惠进行回答答30Useful Words and Expressionscraftsmanship kr:ftsmnipenclose inkluzillustrated catalogueby separate post=under separate coverirrevocable L/C at sightbulk purchasen.技能，技术vt.随信附寄带有插图的目录单独邮寄不可撤销的即期信用证批量采购31We are pleased to receive your inquiry of September 10 and are enclosing our illustrated catalogue and price list as requested.We are pleased to know that we have been recommended by .We hope the above information will turn out to be useful to you.Please feel free to contact us if you have any further questions.Useful Sentences32Letter Two Reply to a General InquiryDear Mr.Matthews,We welcome your inquiry of May 16 and thank your interest in our export commodities.We are enclosing some copies of our illustrated catalogues and a price list giving the details you requested.Also by separate post,we are sending you some samples which will show you clearly the quality and craftsmanship.Youll find that our products are both excellent in quality and reasonable in price.We offer a 3%discount for bulk purchase.Payment is to be made by irrevocable L/C payable at sight.Thank you again for your interest in our products.If you would like to have more information,please let us know as soon as possible.Well be glad to assist you in any way we can.Yours faithfully,Jane StottJane Stott33irrevocable L/C=irrevocable letter of credit 不可撤销的信用证irrevocable documentary letter of credit不可撤销的跟单信用证Notes to Letter Two34How to write a specific inquiryGreetingTell the names and describe the goods inquired for,including specifications,quantity,etc.requirements(Ask whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect)State the possibility of placing an order35Case 3 我方是韩国一家毛衣的主要进口商。在一次广交会上看到对方的毛衣后，就有意购买对方商品号为GE-0756的毛衣。因此写信给对方，询问CIF到釜山Pusan的最低价（包括5%的佣金）、每款产品的最低订单数量、最早的装船日期及付款方式，同时要对方提供不同颜色的毛衣样品。Key Points 1.有意购买毛衣有意购买毛衣2.对对CIF、装船日期和付款方式、装船日期和付款方式等进行具体询价等进行具体询价36Useful Words and Expressionscommission kminin the market for=be interested in buying sth.quote sb.a price for sth.place an order with sb.for sth.the minimum quantity(MOQ)n.佣金有意买某物 向某人就某物报价向某人就某物下订单最低订单量 37Useful SentencesPlease quote us your lowest prices/rock bottom price for this product,CIF,inclusive of 5%commission.We may place regular orders for large quantities if your quality is excellent and the prices are competitive.If the quality of is satisfactory and the prices are acceptable,we shall be able to give you considerable orders.38Useful SentencesHow much discount could you offer on an order of this size?We find it the most helpful if you can supply samples of your products.We would also like to know the minimum quantity(MOQ)per color and per design.Your prompt attention to this matter will be much appreciated.39Letter Three Specific InquiryDear Sir,We are one of the leading importers of sweaters in Korea.We have seen your products displayed at the Canton Fair.At present,we are in the market for your sweater,Item No.GE-0756.Will you please quote the lowest price CIF Pusan,inclusive of our 5%commission,stating the earliest date of shipment and terms of payment?We would find it the most helpful if you could provide us with the samples of different colors.And how about the minimum quantity(MOQ)per color and per design?40Should your price be found competitive and delivery date acceptable,we intend to place a large order with you.Your prompt attention to this matter will be much appreciated.Yours faithfully,Letter Three Specific Inquiry41Case 4 在收到上述询盘信后，对商品号为GE-0756女式毛衣的可供货尺寸、最低订单量、价格、装船日期和付款方式给予答复。(referring to case 4)Key Points可供货可供货及时给予答复及时给予答复42Useful Words and Expressions assorted s:tidanticipate ntisipeitawait weittake advantage ofwith keen interesta.多样混合的,各色俱备vt.预期，期望vt.等候,准备.以待利用殷切地43Letter 4 Reply to a Specific InquiryDear Sir,Re:inquiry of Womens Sweater GE-0756Thank you for your inquiry of Sept.23 and we are pleased to send you our quotation as follows:Commodity:Womens sweater in assorted colors,Item No.GE-0756 Size:Large(L),Medium(M),Small(S)Minimum Order Quantity:100 dozen per color per size44Reply to a Specific Inquiry Price:US$40.00 per dozen,CIFC 5%Pusan Shipment:within 25 days after receipt of L/C Payment:by irrevocable L/C at sightYou are cordially invited to take advantage of this attractive offer.We are anticipating a large order from Japan,and that will cause a sharp rise in price.We look forward to receiving your first order with keen interest.Yours Faithfully,Cecilia Xu45Translate the following sentences into English从ABC公司处得知你公司供应毛衫。正如你们所知，我们是经营此类商品已有多年的国营公司。请寄给我们关于你方新产品的小册子。如果你方价格具有竞争力并且装方式可以接受的话，我们打算下一笔大订单。我们有意获得你方新产品的商品目录及价目单。46Translate the following sentences into English衬衣用塑料袋包装，五打装一纸板箱。销售包装就新颖独特，以引起消费者的兴趣。此种包装是这种产品国际市场上的流行包装。根据你的建议，我们已改进了内包装，以适合你方市场消费者的需要。额外的包装费用，由买方负担。47Thank you!50