询价函询盘商务英语外贸省公开课一等奖全国示范课微课金奖PPT课件.pptx

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,*,第六讲,询价与议价,（Letter of Inquiry and Negotiation）,1/33,惯用术语与表示,询盘（enquiry）,报盘(offer),还盘（counter-offer）,定盘（firm offer）,2/33,1.,询价函,概念,询价函,就是买方向卖方就某项商品交易条件提出问询,信函,。,询价,目标是请对方报出,商品价格,，,询价,对交易双方都没有法律上约束力。,3/33,主要内容,商品目录本；,价目单；,商品样品，,样本,等。,4/33,格式,1标题：写明信函种类。,2称谓。3正文：主要内容,4结尾。,5/33,询盘（enquiry）,询盘（enquiry）也叫询价，是指交易一方准备购置或出售某种商品人向潜在供货人或买主探寻该商品成交条件或交易可能性业务行为，它不含有,法律,上约束力。,询盘内容可包括：,价格,、规格、品质、,数量,、包装、装运以及索取样品等，而多数只是问询价格。所以，业务上常把询盘称作询价。,6/33,询盘,询盘不是每笔交易必经程序，如交易双方彼此都了解情况，不需要向对方探询成交条件或交易可能性，则无须使用询盘，可直接向对方,发盘,。,询盘可采取口头或书面形式。,在实际业务中,询盘只是探寻买或卖可能性,所以不具备法律上约束力,询盘一方对能否达成协议不负有任何责任.因为询盘不含有,法律效力,所以可作为与对方试探性接触,询盘人能够同时向若干个交易对象发出询盘。,但,协议订立,后，询盘内容成为磋商文件中不可分割部分，若发生争议，也可作为处理争议依据。,7/33,在实际业务中，询盘普通多由买方向卖方发出，是买方主动发出向国外厂商询购所需,货物,函电。,对多数大宗货物和商品，应同时向不一样地域、,国家,和厂商分别询盘，以了解,国际市场行情,，争取最正确贸易条件。,对规格复杂或项目繁多商品，不但要问询,价格,，而且要求对方告之详细规格、,数量,等，以免往返磋商、浪费时间。,询盘对发出人虽无法律约束力，但要尽可能防止询盘而无购置诚意做法，不然轻易丧失信誉。,对垄断性较强商品，应提出较多品种，要求对方一一报价，以防对方趁机抬价。,8/33,询盘也能够是卖方向买方发出咨询其购置意见函电。,卖方对国外客户发出询盘大多是在市场处于动荡改变及,供求关系,反常情况下，探听市场虚实、选择成交时机，主动寻找有利交易条件。,9/33,询盘问题，从表面看，是一个比较简单问题，其实是一个很深问题，也是一个全部从事外贸工作需要思索问题，因为这关系到能不能抓住这个客户、能不能发展这个客户问题。,10/33,询盘需要考虑问题,11/33,询盘技巧,12/33,样例,13/33,14/33,15/33,16/33,17/33,18/33,19/33,20/33,21/33,22/33,23/33,询盘 Inquiry惯用表示,1.What is it in particular youre interested in?,2.Im interested in your bicycles.,3.I think they will find,a ready market,in Malaysia.,4.Id like to have your,lowest quotations,C.I.F.Rotterdam,.,5.Thank you for your inquiry.,6.Would you tell us,what quantity you require,so that we can work out the offer?,7.We wish to place an order with your corporation for 5,0000 bicycles.,你对哪些产品感兴趣？,我对你们自行车感兴趣。,我以为它们在马来西亚会很有销路。,我想请你们报鹿特丹到岸价最低价格。,谢谢你询价。,为了便于我方提出报价，能否请你谈谈你方需求数量？,我们希望向贵企业订购5,0000辆自行车。,24/33,8.Could you give me,an indication of the price,?,9.Here are our F.O.B.price lists.,The final prices are subject to our confirmation,.,10.Wed like to know what you can offer in this line as well as sales,such as,mode of payment,delivery,discount,etc.,11.As a rule,we,deliver all our orders within three months after receipt of the covering letters of credit.,12.Our prices,compare favorably,with those offered by other manufacturers either in Europe or anywhere,else.,你们提出一个预计价格好吗？,这是我们离岸价价目单，最终价格以我方确认为准。,我们想了解一下你们在这方面供货能力、付款、装运和折扣等销售条件,普通来说，在收到信用证后3个月内就能够全部交货。,同欧洲或其它地域供货商提出报价相比，我们价格是优惠。,25/33,26/33,27/33,询盘函翻译：译例1,28/33,29/33,译例2,30/33,译文：,31/33,询价函翻译练习,Dear sirs,We are glad to note from your letter of 1st September that,as exporters of Chinese Cotton Piece Goods,you are desirous of entering into direct business relations with us.This happens to coincide with our desire.,At present,we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues,sample books and all necessary information,regarding these goods so as to acquaint us with the quality and workmanship of your supplies.Meanwhile,please quote us your lowest price,C.I.F.Vancouver,inclusive of our 5%commission,stating the earliest date of shipment.,Should your price be found competitive and delivery date acceptable,we intend to place a large order with you.,We trust you will give us an early reply.,Yours faithfully,32/33,询盘函(Enquiry)翻译练习,Dear sirs,We learn from Spett.Ditta Fratelli of Rome that you are producing for export hand-made gloves in a variety of natural leathers.There is a steady demand here for gloves of high quality and although sales are not particularly high.Good prices are obtained.,Will you please send me a copy of your glove catalogue,with details of your prices and terms of payment?I should find it most helpful if you could also supply samples of the various skins of which the gloves are made.,Yours faithfully,33/33,