unit3(询盘)演示课件.ppt

LOGOUnit 3Unit 3 InquiryInquiry询询 盘盘大连理工大学电子音像出版社世纪商务英语 外贸函电http:/1LOGOBackground informationLetter-writing GuideCommonly Used Expressions and Sentences Sample Letters Practical TrainingContentshttp:/2LOGOPart Onev1.介绍案例交易背景介绍案例交易背景 出口外贸公司(简称思科)：南京思科纺织服装有限公司 NANJING SICO TEXTILE GARMENT CO.,LTD.HUARONG MANSION RM2901 NO.85 GUANJIAQIAO,NANJING 210005,CHINA TEL:[phone] FAX:[phone] 国外客户(简称FF)：FASHION FORCE CO.,LTD P.O.BOX 8935 NEW TERMINAL,ALTA,VISTA OTTAWA,CANADA TEL:[phone] FAX:[phone] 交易商品：COTTON BLAZER全棉运动上衣 成交方式：CIF 付款方式：即期信用证(L/C AT SIGHT)通知行：中国银行江苏省分行 出口口岸：上海 服装加工厂：无锡季节制衣有限公司 面、辅料工厂：无锡百合纺织有限公司 货运代理公司：上海凯通国际货运代理有限公司 承运船公司：中国远洋集装箱运输有限公司3LOGOPart One2.2.出口商公司简介：出口商公司简介：南京思科纺织服装有限公司(NANJING SICO TEXTILE GARMENT CO.,LTD，以下简称思科公司)成立于1992年，是经国家外经贸部批准的具有进出口经营权的贸易公司，从事纺织服装等产品进出口业务。公司拥有多家下属工厂，产品主要销往欧洲、美加地区及日本等国家和地区。3 3.上周教学情境上周教学情境v交易情境一：交易情境一：加拿大客户加拿大客户FASHION FORCE CO.,LTD(以下简称以下简称F.F.公司公司)是是思科公司思科公司的的业务员许强在参加业务员许强在参加2007年秋广交会上结识的客人，该客人对思科公司生产的全面运动上年秋广交会上结识的客人，该客人对思科公司生产的全面运动上衣很感兴趣。衣很感兴趣。2007年年11月月2日，许强回公司后向澳大利亚的一家银行写信调查该公司的资日，许强回公司后向澳大利亚的一家银行写信调查该公司的资信，结果是该客户资信良好。许强于是给该客人写信进一步介绍自己的公司和产品，并信，结果是该客户资信良好。许强于是给该客人写信进一步介绍自己的公司和产品，并寄了产品目录和报价单供对方参考，希望能够建立业务关系。寄了产品目录和报价单供对方参考，希望能够建立业务关系。v本周教学情境本周教学情境v交易情境二（询盘）：交易情境二（询盘）：11月月4日，日，F.F.公司公司回信，表示在广交会上对型号为回信，表示在广交会上对型号为BJ123的全面的全面运动上衣很感兴趣，希望思科公司报含运动上衣很感兴趣，希望思科公司报含3%佣金的佣金的CIF到蒙特利尔的美元价格，同时希望到蒙特利尔的美元价格，同时希望思科公司告知付款方式等其关的贸易条件，同时邮寄样品。此次寄样要求思科公司通过思科公司告知付款方式等其关的贸易条件，同时邮寄样品。此次寄样要求思科公司通过DHL国际快递寄送，邮寄费由进口方承担。国际快递寄送，邮寄费由进口方承担。4.4.本次工作任务分析：根据以上交易情境写一封询盘的信函。本次工作任务分析：根据以上交易情境写一封询盘的信函。4LOGOPart OnevA:Some useful Expressions:v 1.经销商 dealerv 2.询盘 inquiryv 3.和.有密切联系 be well connected withv 4.型号 Model No./Style No.v 5.面料 shellv 6.衬里 liningv 7.如蒙.将不胜感激 We would be highly appreciated if you.v8.报价 quotev9.最优价格 best pricev10.以.（元）in USD(in US$/PC)in ED/PC v11.报 CIF/FOB+港口名称包含.的佣金 on CIF/FOB.including a%commission v12.交易条件 terms of transaction v13.付款方式 terms of payment/payment termsv14.包装 packagev15.保险 insurancev16.代指特定型号的产品 itemv17.下订单 place an orderv18.邮寄 mailv19.联邦快递 DHLv20.邮寄费用 courier charge5LOGOPart Twohttp:/ A general inquiry usually includes the following contents:(1)Telling addressees the source of information and making a brief self-introduction(2)Indicating the intention of writing the letter,i.e.to ask for a catalogue,samples or a price list(3)Stating the possibility of placing an order and expectation of an offer A specific inquiry usually includes the following contents:(1)Indicating the names and descriptions of the goods inquired for,including specifications,quantity,etc.(2)Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect(3)Stating the possibility of placing an order and expectation of an offerThe Main Contents of a Letter for Inquiry6LOGOPart Threehttp:/Steps/ContentsTypical ExpressionsFor letters making inquiries1.Telling the addressees how and where their names and addresses are known(source of information)See also Unit 2.2.Self-introducingSee also Unit 2.3.Indicating the intention of writing the letter and the specific goods you want to purchase We are considering the purchase of.我方打算购买We are interested in importing dinner tables，but we need to have further details before making a final decision.我方有兴趣进口餐桌,但在做决定前需要对此做进一步的了解7LOGOPart Threehttp:/Steps/ContentsTypical ExpressionsWe are regular buyers of mens shirts.我们是购买男士衬衫的老客户We are in the market for mens leather gloves.我们想购买男士皮手套4.Inviting a quotation or an offer(asking for a price list,a catalogue,samples and other terms,stating clearly your exact requirements)We would be pleased to receive your latest price list for stainless steel tableware.我们非常希望能收到贵方不锈钢餐具的最新价目单Please send us samples and quote us your lowest prices for the captioned goods.请就标题商品给我们寄样品和报最低价8LOGOPart Threehttp:/Steps/ContentsTypical Expressions4.Inviting a quotation or an offer(asking for a price list,a catalogue,samples and other terms,stating clearly your exact requirements)Would you please supply us with a complete set of catalogues for textile accessories so that we may make a choice?能否请您给我们提供一整套纺织品配件的目录让我们做选择?Please send us your best offer by fax indicating packing,specification,quantity available,discount and the earliest time of delivery.请传真向我们报最低价并注明包装规格可供数量折扣和最早的交货期If you can supply goods of the type and quality required,please make us a firm offer and quote your lowest prices.如果你们能够提供同类同质商品,请向我们报实盘和最低价9LOGOPart Threehttp:/Steps/ContentsTypical ExpressionsWe would like to know if you allow discounts.我们想知道贵方是否给我们折扣Would you let us know what a discount you can give for an order exceeding 1000 metric tons能否告知超过1000公吨后的订单折扣是多少?See also Unit 2 for other expressions.We hope that your price will be workable and that our business will result to our mutual advantage.希望贵方的价格能做得开,交易可以在互利的条件下达成10LOGOPart Threehttp:/Steps/ContentsTypical Expressions5.Stressing the point that the quotation or offer should be reasonable and competitive;Stating the possibility of placing an order and expectation of an offerYou must take into consideration when quoting a price that we may place regular orders for large quantities.你们在报价时要考虑到我们会经常性地大量订购If your prices prove reasonable and satisfactory,we will soon place a large order with you.若贵方价格合理,当即大批订货If your quality is good and the price is suitable for our market,we would consider signing a long term contract with you.若贵方质好价适,我们愿与贵公司签署一项长期合同11LOGOPart Threehttp:/Steps/ContentsTypical ExpressionsPrices provided should be acceptable/reasonable.前提是价格便宜Will you please inform us of your decision by October 10,2007,so that we can place our order promptly能否请贵方在2007年10月10日前告知我方,以便我方及时下订单?See also Unit 2 for other expressions.12LOGOPart Threehttp:/Steps/ContentsTypical ExpressionsFor letters in reply to inquiries1.Expressing your thanks for inquiriesSee also Unit 2.2.Stating that you are glad to enclose/send.to the addressees or explaining the no stock situation and assuring that you will revert to it once a supply becomesavailableWe have much pleasure in enclosing a quotation sheet for our products and trust that their high quality will convince you to place a trial order.很高兴附上我们产品的报价单相信我们产品的高质量能使贵方试订We are enclosing our latest catalogue and price list giving the details you asked for.现附上有你们所需详细情况的最新目录与价目单13LOGOPart Threehttp:/Steps/ContentsTypical ExpressionsWe very much regret that we are unable to supply you the small quantity you require.很遗憾由于贵方所订数量太少,我们无法供货We regret to inform you that we are not in a position to cover your need for the said goods.Once our supplies are replenished,we shall be pleased to revert to this matter.很遗憾我们不能满足你们对该商品的需求一旦有新货供应,我们将再和你们接洽Owing to heavy orders,we regret being unable to meet your requirement for the time being.由于订单甚多,目前暂不能满足您的需要,很抱歉See also Unit 2 for other expressions.14LOGOPart Threehttp:/Steps/ContentsTypical Expressions3.Indicating the advantages and the details of the goods you offer We are confident that you will find our products the finest on the market and considerably better than those of our competitors.我们坚信,贵公司会认为我方的产品是市场上最好的,大大优于竞争对手的产品The samples we sent will convince you of the excellent quality of our products.寄去的样品会使贵方相信我方的产品质量上乘This is the best offer we can make and we believe that none of our competitors can equal these terms.这是我们能做到的最低报盘我们相信竞争者中没有一家能提供一样的条件15LOGOPart Threehttp:/Steps/ContentsTypical Expressions4.Stating the terms and conditions of the transaction you can acceptThe price is.我们的价格是Our terms of payment are.我们的付款条是We can usually deliver within three weeks of receiving an order.我们通常在收到订单后三个星期内交货A reply to inquiries usually means an offer,so please see also Unit 4 for other expressions.5.Expressing your expectation We hope you will find our quotation satisfactory and look forward to receiving your order.希望您对我们的报价满意并期盼您的订货 We look forward to doing business with you.期待着能与贵方做生意 See also Unit 2 for other expressions.16LOGOPart Threehttp:/Expressions (1)1.take/have/feel/be interest in.对感兴趣2.be in the market for.,be desirous of.,desire 想购买,想要3.make/send sb.an inquiry for.,inquire(for).询购4.illustrated catalogue 带有图片说明的目录表5.Please state terms of.请说明的条款6.This is in reply to ones inquiry of.兹答复某人的询盘7.date of delivery 交货期8.lowest/best price 最低价;favorable price 最优惠价;rock-bottom price 底 价;competitive price 竞争价;reasonable price 合理价9.place an order with sb.for sth.向某人订购某物10.regular order 定期购买;regular supply 定期供应17LOGOPart Threehttp:/Expressions (2)11.special discount 特别折扣12.bulk buying 大量购买13.available from stock 有存货的14.make/cable sb.an offer for.就商品给某人报盘;给报盘15.up-to-date/latest price list 最新价目表16.as specified below 下列17.steady demand 稳定的需求18.ready market 现成的市场;成熟的市场19.the taste of the market 市场需求/品味/偏好20.be under offer,be on sale (商品)在出售中18LOGOPart Threehttp:/Typical Sentences (1)1.Will you please send us your illustrated/latest catalogue and full details of your prices and terms of payment,together with samples 2.Please send me a description of your electric hedge trimmers.3.We would be pleased if you send us your lowest quotation for the following:4.A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods,as specified below,for which you are requested to make an offer.5.We have pleasure in informing you that we are interested in your plastic kitchenware and would like you to make us an offer.6.We have an inquiry in hand for a large quantity of Bitter Apricot Kernels.7.We understand that there is a good demand for glassware in your market,and take this opportunity of enclosing our quotation No.1338 for your consideration.19LOGOPart Threehttp:/Typical Sentences (2)8.We are sending you by airmail a small sample.A copy of the relative description leaflet is enclosed.9.Will you please send us your catalogue together with a detailed offer10.Please inform us of the prices of the products that you can supply.11.Wed like to have your lowest quotations CIF Vancouver.12.We have seen your advertisement in Chinas Foreign Trade and would be glad if you will send us the particulars of bed sheets and pillowcases.13.You must take into consideration when quoting a price that we may place regular orders for large quantities.14.Kindly let us know the prices and quantities of the best refined sugar you are able to deliver to us.20LOGOPart Threehttp:/Typical Sentences (3)15.We have ready buyers of these commodities and if your prices are com-petitive,we have every reason to believe that we can place large orders with you.16.We would be pleased if you would let us have a list of items that are imported by you.17.We have an importer inquiring for woolen blankets and would like to obtain a catalogue,and price list together with the samples as soon as possible.18.We would be much obliged if you could quote us the best CIFC5%Shanghai and indicate the respective quantities and various sizes that you could supply for prompt shipment.19.Please let us know on what terms you can supply the above goods.20.If you are in a position to meet our demand,we will place a large order with you.21LOGOPart FourvA sample LettervDear Mr.Xu,vSubject:Cotton BlazervThank you for your letter of November 5th,2007.We are an importer dealing in various kinds of garments.We are well connected with all the major dealers of garments in our area.vIn the Canton Fair,We are quite interested in your products,especially your cotton blazer,Style No.123,the shell of which is 100%cotton and the lining is 100%polyester.It would be highly appreciated if you could quote us your best price in USD/pc on CIF Montreal including 3%commission for 5000 pcs.vMeanwhile,please inform us other terms of transaction such as payment term,package and insurance.vWe would like to have one sample of the above item for our customers to test before we place a firm order.Please mail it by DHL as soon as possible.We will pay the courier charge.If the tests go well,and your price is competitive enough,wed certainly be able to place the order.vWe are looking forward to receiving your immediate reply.vYours sincerely,vFASHION FORCE CO.,LTDvEllen Glancev (Miss)Ellen Glancev C.C.Manager22LOGOPart Fivehttp:/1.Put the following English into Chinese.(1)Beginning Training带有图片说明的目录表(1)illustrated catalogue(2)date of delivery交货期(3)special discount特别折扣(4)the taste of the market市场需求/品位/偏好23LOGOPart Fivehttp:/1.Put the following English into Chinese.(2)最新价目表(5)up-to-date/latest price list(6)promising market有前景的市场(7)bulk buying大量购买(8)available from stock有存货的(9)as specified below下列24LOGOPart Fivehttp:/1.Put the following English into Chinese.(3)(商品)在出售中(10)be under offer,be on sale(11)One of our customers takes interest in the model 123,and we (12)would like to receive a sample and quotation.我方一客户想买123型货物，希望贵方寄一样品和报价单来。(12)Im interested in your Green Tea.I think some of the items will find a ready market at our end.Id like to have your lowest quotation CIF Victoria.我方对贵方的绿茶感兴趣。我方认为，其中的某些品种在我方市场上会很畅销。希望得到贵方的维多利亚目的港交货最低价。25LOGOPart Fivehttp:/1.Put the following English into Chinese.(4)我们想购买贵方4号目录表上所列的男式衬衫。请报最低价、最优折扣以及交货期。(13)We are in the market for mens shirts illustrated in your catalogue No.4.Please quote us your lowest price with the best discount and the date of delivery.(14)Please quote your lowest price CIF Singapore for each of the following items,inclusive of our 3%commission.请报下列各种商品的新加坡到岸价，包括我方3%的佣金。(15)We hope that your prices will be workable and that business will result to our mutual benefit.我们希望贵方价格可行，同时希望交易能令双方受益。26LOGOPart Fivehttp:/1.Put the following English into Chinese.(5)我们看过贵方在海外杂志上的广告，请惠寄贵方价目表和详细的交易条件。(16)We have seen your advertisement in the Overseas Journal and would be glad to have price list and details of your terms.(17)We understand that you are manufacturers of air conditioners and wo-uld like to know whether you can supply the items as specified below.我们获悉贵方是空调生产商，请问贵方是否能供应下列规格的产品？(18)Enclosed please find samples of our Nylon Socks.If you are able to supply us with 5000 dozen,we would be pleased to have you quote a favorable price CIF Hong Kong.随函附寄我方尼龙袜样品，请查收。如贵方能供货5000打，请报最优惠的香港到岸价。27LOGOPart Fivehttp:/1.Put the following English into Chinese.(6)我们所需的商品列在所附清单上。如贵方有存货，请告知数量以及最低的香港到岸价。(19)The articles we require are listed on the attached sheet.If you have them in stock,please tell us the quantity and also the lowest CIF Hong Kong price.(20)Some of our customers have an interest in your canned goods and we wish to have your CIF quotations with samples and full particulars.我方一些客户对贵方的罐头食品有兴趣，请报到岸价并惠寄样品及详细资料。28LOGOPart Fivehttp:/2.Read the following letters and choose the best one from the given answers for the missing prepositions.to;at;of;with;in;on;for;from;onto;into;byLetter 1Dear Sirs,Iron NailsWe are interested(1)buying large quantities of Iron Nails of all sizes and would be thankful if you could give us a quotation per metric ton CIF Lagos,Nigeria.It would also be appreciated if samples and/or a brochure could be forwarded to us.We used to purchase this article from other sources but we now prefer to bu