国际商务函电实务6询盘.pptx

单击此处编辑母版标题样式单击此处编辑母版副标题样式11国际商务函电实务International Business Correspondence PracticePart Two Business Correspondence Writing PracticePart Two Business Correspondence Writing Practice第二部 商务函电写作实务Page 2国际商务函电实务国际商务函电实务Project 4Page 3 Making Enquiries（询盘）国际商务函电实务国际商务函电实务Lead In（导入）nTo reach the goal of the project,the following knowledge and talents are required:nA good awareness of the main conditions of a transaction.nSome knowledge and talents of marketing and consumer psychology.nGood English in expression and grammar.nAn enquiry is a request usually made buyers for information about certain commodity he or she is going to purchase,inviting a quotation or an offer from sellers inclusive of trade terms and conditions before the buyer placing an order with a prospective business partner,or seldom it is made by sellers as an invitation for quotation inviting the potential buyer to make a bid for the goods under trade.nAn inquiry is the first step in business negotiation but not a necessary one.A specific enquiry is also called a GOOD INQUIRY which should usually be concise and accurate or to the point,specific,polite or courteous in mood and flexible.Page 4Project 4 Making Enquiries Aims and Demands（学习目标）To master the strategies for making general inquiries and specific inquiries,and know the deference between these two types.To master typical sentences&expressions in writing such letters.To learn the methods of translating such letters from Chinese into English and vice versa.Personal qualitySkillsKnowledgeTo write the letters making general inquiry and specific inquiry persuasively and efficiently with correct strategies;To express yourselves and to translate the messages in the project jobs skillfully and correctly.To train the talents of discovery or exploratory learning,trying to find out the rules and/or the strategies for reaching the goal of the jobs in the project;To train to learn how to communicate and cooperate with your companions or co-workers.Page 5Project 4 Making Enquiries Page 6Difficulties and Focuses（难点和重点）To write the letters making general inquiry and specific inquiry persuasively and efficiently with correct strategies;To train to know discovery or exploratory learning,trying to find out rules and/or strategies;To express yourselves and to translate the messages in the project jobs skillfully and correctly for reaching the goal of the jobs in the project;To train to learn how to communicate and cooperate with your companions or co-workers.Project 4 Making Enquiries Case Study（案例学习）Page 7There are two cases in making inquiries.One is to ask for some general information,such as catalogue,price list,sample etc and the other is to ask for some specific information,including definite item,specification,minimum quantity,price with its term,terms of payment,packing,and the time of delivery etc.In both cases,such written communication should sound persuasive,effective,correct,cordial,sincere and courteous.Project 4 Making Enquiries Case 4.1 General Enquiry from New ClientPage 8Situation:Johnson&Johnson Textiles Co.,Ltd.in London,UK has received the letter from Linfeng Import and Export Co.,Ltd.for establishing the business relations.After carefully studying the catalogue,they are interested in the JK serial of 100%cotton mens trousers.Now you are required to draft a letter to Jack Wang（王大力）asking for an illustrated catalogue,price list and some samples.All the prices are offered in GBP on the basis of FCA,CPT and CIP.Project 4 Making Enquiries Page 9In-class Presentation:Students are required to present their PPT in class,showing the letter you have drafted and what you have learned about making a general inquiry.Project 4 Making Enquiries Case 4.1 General Enquiry from New ClientPage 10Reference letter:The following is a reference letter for the case.Please read it carefully and compare it with your draft,rewriting parts of the letter when you feel necessary.Pay attention to the fact that there are some mistakes or errors in it and you should find them out.Project 4 Making Enquiries Case 4.1 General Enquiry from New ClientPage 11Reference letter:Project 4 Making Enquiries Case 4.1 General Enquiry from New ClientPage 12Reference letter:Project 4 Making Enquiries Case 4.1 General Enquiry from New Clientc&DConsideration and Discussion（思考与讨论）Project 4 Making Enquiries Page 14Consideration and Discussion（思考与讨论）1.What are the moves or strategies in a letter to make general inquiry?2.Is the format of the business letter wrong or correct?3.Do you think there are any mistakes in grammar or style?How to improve them?4.Are there any necessary improvements for the business practice in the letter?What do you think about them?Project 4 Making Enquiries Page 15Consideration and Discussion（思考与讨论）Strategies for making general inquiresIn usual,a letter to make a general inquiry should contain the following basic parts:1.Confirmation of the incoming letter with appreciation or source of information and aims of writing(when the first inquiry is made)2.Brief self-introduction(business scope,experience,position,size,reference to financial or credit status and corporate integrity)3.Inquiry for general information about goods and value of the inquiry4.Encouragement and ExpectationProject 4 Making Enquiries Page 16Consideration and Discussion（思考与讨论）As to PT2,PT3 and PT4,please refer to the Reference Book for them.Project 4 Making Enquiries Reference Key to Case 4.1 General Enquiry from New ClientPage 17Project 4 Making Enquiries Page 18Project 4 Making Enquiries Reference Key to Case 4.1 General Enquiry from New ClientPage 19Project 4 Making Enquiries Reference Key to Case 4.1 General Enquiry from New ClientCase 4.2 Specific Enquiry from Old Business PartnerPage 20Situation:After receiving the letter of March 19,2012 from Susan Li of Beijing Jingpeng Trading Company,Jose A.Delgado,a salesman of the ARTIMFER,has carefully studied the catalogue and samples.He finds the XV serial of womens dress shoes and RV serial of womens leisure shoes will probably sell fast in the market there,so he is writing a letter to show his agreement of re-establishing win-win business relations and make a specific inquiry for those products.Please draft a letter for him.All the prices are required to be on FOB,CFR,CIF including 5%commission.Project 4 Making Enquiries Page 21In-class Presentation:Students are required to present their PPT in class,showing the letter you have drafted and what you have learned about making a specific inquiry.Project 4 Making Enquiries Case 4.2 Specific Enquiry from Old Business PartnerPage 22Reference letter:The following is a reference letter for the case.Please read it carefully and compare it with your draft,rewriting parts of the letter when you feel necessary.Pay attention to the fact that there are some mistakes or errors in it and you should find them out.Project 4 Making Enquiries Case 4.2 Specific Enquiry from Old Business PartnerPage 23Reference letter:Project 4 Making Enquiries Case 4.2 Specific Enquiry from Old Business PartnerPage 24Reference letter:Project 4 Making Enquiries Case 4.2 Specific Enquiry from Old Business Partnerc&DConsideration and Discussion（思考与讨论）Project 4 Making Enquiries Page 26Consideration and Discussion（思考与讨论）1.What are the moves or strategies in a letter to ask for a specific inquiry with a client who has stopped doing business with you?2.Do you think there are any mistakes in grammar or style?Please improve them.3.Are there any necessary improvements for the business practice in the letter?What do you think about them?Project 4 Making Enquiries Page 27Consideration and Discussion（思考与讨论）Strategies for making specific inquiresUsually,a letter making a specific inquiry should contain the following basic parts:1.Confirmation of the incoming letter with thanks 2.Explanation of the purchasing market,valuing the information 3.Stating the specific Inquiry 4.Courteous or polite close with encouragement and expectation,drawing the partners attention to possibility of order,market situation,etc.Project 4 Making Enquiries Page 28Consideration and Discussion（思考与讨论）As to PT2 and PT3,please refer to the Reference Book for them.Project 4 Making Enquiries Reference Key to Case 4.2 Specific Enquiry from Old Business PartnerPage 29Project 4 Making Enquiries Page 30Project 4 Making Enquiries Reference Key to Case 4.2 Specific Enquiry from Old Business PartnerPage 31Project 4 Making Enquiries Reference Key to Case 4.2 Specific Enquiry from Old Business PartnerTraining in Class（课堂训练）Training in Class（课堂训练）Page 33Complete the following sentences with the phases or expressions given below.Change the form where necessary.specific enquiry indicatebe well connected with keen available find a good markefor ones reference terms and conditions for ones information see to it that current market be in line with1.You can _ here for your products as long as they are reasonably-priced.2.They sent us a _ for our Cool Air Conditioner.3.We hereby confirm having sold you the goods on _ as specified below.4.We wonder if you _ the local suppliers before we start our cooperation.find a good marketspecific enquiryterms and conditionsare well connectedProject 4 Making Enquiries Training in Class（课堂训练）Page 34Complete the following sentences with the phases or expressions given below.Change the form where necessary.5.Some samples have been sent to you under separate air parcel _.6.We regret being unable to supply you with the quantity _ in your enquiry letter of May 8.7.Good profits are_ only if your exports are superior to those from others.8.Your price _ not _ the prevailing market.for your referenceindicatedavailableisin line withspecific enquiry indicate be well connected with keen available find a good marke for ones reference terms and conditions for ones information see to it that current market be in line withProject 4 Making Enquiries Training in Class（课堂训练）Page 35Complete the following sentences with the phases or expressions given below.Change the form where necessary.9.We hope you will _ everything is ready before the end of this month.10.We are glad to learn that our products have stood a _ competition in your market.11.Please keep us informed of the_ and demand position in your market.12._,3%commission is the best we can do.see to it thatkeencurrent marketFor your informationspecific enquiry indicatebe well connected with keen available find a good markefor ones reference terms and conditions for ones information see to it that current market be in line withProject 4 Making Enquiries Project Practice Tasks（项目实践工作任务）I.Sentence Translation（单句翻译）Task 4.1 A.Translate the following sentences into Chinese:Page 36n1.We are interested in your products and enclosing our inquiry for 5,000 pieces of childrens bicycles.n1.我方有意购买贵方的产品，随函附上我方关于5000辆童车的询盘。n2.Your full cooperation in this respect will be highly appreciated.n2.贵方在这方面的通力合作将令人不胜感激。n3.Would you please send us the details of your products including the function and necessary software?n3.恳请贵方寄送产品的详细资料以及产品的功能和所需的软件。Project 4 Making Enquiries Project Practice Tasks（项目实践工作任务）I.Sentence Translation（单句翻译）Task 4.1 A.Translate the following sentences into Chinese:Page 37n4.We shall appreciate it if you will send us some samples of your products and two copies of illustrated catalogues.n4.如蒙寄送一些样品和两份有插图的目录，我方将不胜感激。n5.If your products and terms compare favorably with those of other suppliers,we shall send you an order.n5.如果贵方的产品和条款比其他供应商有利，我们将寄送订单。n6.We have been handling import and export of bicycles since 1985 and are well connected with many customers.n6.从1985年开始，我们一直从事自行车的进出口业务，与许多客户关系密切。Project 4 Making Enquiries Project Practice Tasks（项目实践工作任务）I.Sentence Translation（单句翻译）Task 4.1 B.Translate the following sentences into English:Page 38n1.我方拟购中国皮鞋。如蒙贵方报出报给我方下列产品的成本加运、保费新加坡最优惠价格低价，我方将不胜感激。n1.We are in the market for China leather shoes.It will be highly appreciated if you will quote us your most favorable price CIF Singapore.n2.请报标题商品的最具竞争力价为感。报盘时，请说明包装情况及最早装运期，并寄商品说明书。n2.We should be grateful if you would quote your keenest price for the captioned/subject goods.When offering,please indicate packing conditions and the earliest possible date of delivery and send us the covering literatures.Project 4 Making Enquiries Project Practice Tasks（项目实践工作任务）I.Sentence Translation（单句翻译）Task 4.1 B.Translate the following sentences into English:Page 39n3.欣告你方，近来你“蜻蜓”牌男士皮鞋在我方市场很畅销。n3.We are pleased to inform you that your Drangon fly Brand mens leather shoes have found a good market here recently.n4.我方拟购30台你公司经营的电动机。请电开最优惠CIF汉堡价，包括我方的5%佣金。n4.We are interested in 30 sets of the electric motors you are handling and shall be pleased to have your best offer by fax/cable on CIF Hamburg basis,including our 5%commission.Project 4 Making Enquiries Project Practice Tasks（项目实践工作任务）I.Sentence Translation（单句翻译）Task 4.1 B.Translate the following sentences into English:Page 40n5.我方对贵方的太阳镜感兴趣，请电报5000副最大折扣的九月船期的实盘。n5.Your sun glasses are of interest to us.Please cable/fax/email us a firm offer for 5000 pairs for September shipment with the best discount.n6.为使贵方对我们的产品有所了解，现附寄一份我们的最新产品目录供你方参考。n6.To acquaint you with our products,we are now enclosing you a copy of the latest catalogue of our products for your reference.Project 4 Making Enquiries Project Practice Tasks（项目实践工作任务）I.Sentence Translation（单句翻译）Task 4.1 B.Translate the following sentences into English:Page 41n7.如贵方能供应所要求的品质和型号的产品，我方可能经常向你方大量订购。n7.If you can supply goods of the type and quality required,we may place you regular orders for large quantities.n8.我们通常看样以后才订货。请给我们寄几件样品来看看。n8.We usually order after having tested samples.Please send us a few samples of your products for study.n9.在这笔订单以外，请再报给我们五十吨货。n9.In addition to this order,please offer us another/a further(quantity of)50 metric tons.Project 4 Making Enquiries Project Practice Tasks（项目实践工作任务）I.Sentence Translation（单句翻译）Task 4.1 B.Translate the following sentences into English:Page 42n10.盼告你方能按什么价格、什么条款和多少数量供应下列商品：n10.You are expected to let us know at what price,on what terms and in what quantity you can supply us with the following articles.n11.我们想知道订货超过10 000打，能给多少折扣。n11.We should like to know how much discount you can allow us for/on orders of more than/exceeding 10 000 dozens.Project 4 Making Enquiries Project Practice Tasks（项目实践工作任务）.Message Translation（短文翻译）Task 4.2 Translate the following letter into Chinese:Page 43Dear Sirs,Thank you for your letter of June 10 and the catalogue enclosed.After studying the catalogue carefully,our customers are interested in your rice and soybeans.We will appreciate it if you can quote us your lowest price CFR Singapore for 500 M/Ts of polished rice,indicating the earliest date of shipment.敬启者：感谢贵方6月10日的来函及随函附寄的目录。仔细研究目录后，我方客户想要购买贵方的大米和大豆。如蒙报给我方500公吨精制大米的CFR新加坡最低价以及最早船期，我方将不胜感激。Project 4 Making Enquiries Project Practice Tasks（项目实践工作任务）.Message Translation（短文翻译）Task 4.2 Translate the following letter into Chinese:Page 44For your information,competi