商务英语写作34.pptx

外语教学与研究出版社外语教学与研究出版社 Reasons for writing a request letter:lto obtain information;lto receive printed matter;lto receive sample products;lto order merchandise;lto engage service;lto make reservations;lto seek special favors.外语教学与研究出版社外语教学与研究出版社 General Plan for Direct Order1.Begin directly with the objectiveeither a specific question or a general request for information.2.Include necessary explanationwherever it fits.3.If a number of questions are involved,list the questions by numbers or bullets,or leave space between questions.4.End with goodwill words adapted to each particular situation.外语教学与研究出版社外语教学与研究出版社 What is an inquiry?lIn international trade,inquiries are usually made by the buyers to get information about the goods to be ordered.外语教学与研究出版社外语教学与研究出版社 Generally a detailed inquiry includes many parts:lthe name and descriptions of commodity;lquality or specifications;lquantity;lterms of price(FOB,CFR,CIF,etc.)lterms of payment(by L/C,D/P,etc.)ltime of shipment;lpacking method;l 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl1.We visited your stand at the Canton Fair and are now writing you to inquire about your silk neckties.我们参观了你方设在广我们参观了你方设在广交会上的展位，现特致交会上的展位，现特致函向你方询问有关丝制函向你方询问有关丝制领带的情况。领带的情况。外语教学与研究出版社外语教学与研究出版社 Useful Sentence Patternsl1.Would you please/Could you please/Will you please?l2.We are interested in/We are in the market for/We would like tol3.We will appreciate it very much if 外语教学与研究出版社外语教学与研究出版社 Useful ExpressionslCanton Fair:Chinas(Spring/Autumn)Export Commodities Fair 广交会：中国（春季广交会：中国（春季/秋季）出口商品交易会秋季）出口商品交易会 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl2.We are interested in/in the market for/potential buyers of/considering buying/ready to purchase your mens shirts displayed in your showroom.我们对你方货品展览室里陈列的男式衬衫很感兴趣。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl3.Your advertisement in the latest issue of China Foreign Trade interests us,and we would like to receive full details of your commodities.我们对贵方在最新一期中国对外贸易上所刊登的广告很感兴趣，并希望得知该商品的详细情况。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl4.Please send us five copies of your latest catalogues at your earliest convenience.请尽早寄来最新目录5份。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl5.Perhaps at the same time you could quote us your lowest/best/prevailing/competitive prices for the above-mentioned goods.也许与此同时你方能报给我们上述商品的最低价。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl6.We would also like to know your terms of payment.我们还想了解你方的支付条件。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl7.Your products are of great interest to one of our clients in Tianjin,who wishes to have your quotations for the items specified below.我们一位天津的客户对你方的产品很感兴趣，并希望了解下列项目的报价。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl8.If terms and delivery date are satisfactory,we should expect to place regular/trial/large/considerable/substantial orders with you.如果交易条件和交货日期合意的话，相信我们会定期向你方订货。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl9.Please advise if you are able to offer/provide/supply/furnish this product and include lead time,packaging and price FOB China port and CIF Chicago.请告知你方是否能供应这种商品，包括订货与交货之间的时间、包装、FOB中国港口和CIF芝加哥的价格。外语教学与研究出版社外语教学与研究出版社 Translate the inquiry into English敬启者：敬启者：纽约的琼斯纽约的琼斯 史密斯公司告知我们，你史密斯公司告知我们，你们是各类棉布床单和枕套的出口商。请你寄们是各类棉布床单和枕套的出口商。请你寄给我们各种产品的详细资料，包括型号、颜给我们各种产品的详细资料，包括型号、颜色和价格以及所用各种品质原料的样品。色和价格以及所用各种品质原料的样品。我们是本地最大的纺织品经销商。相信我们是本地最大的纺织品经销商。相信所提到的这种产品如在我地定价适当市场将所提到的这种产品如在我地定价适当市场将会看好。会看好。报价时，请说明你方的支付条件和就每报价时，请说明你方的支付条件和就每种商品购买量不少于种商品购买量不少于100100打所能给予的折扣。打所能给予的折扣。所报的价格应包括保险和到利物浦的运费。所报的价格应包括保险和到利物浦的运费。诚挚问候。诚挚问候。外语教学与研究出版社外语教学与研究出版社 Sample versionDear Sirs,Messrs Johns&Smith of New York inform us that you are exporters of all cotton bed-sheets and pillowcases.We would like you to send us details of your various ranges,including sizes,colors and prices,as well as samples of the different qualities of material used.We are the largest dealer in textiles 外语教学与研究出版社外语教学与研究出版社 Sample version page 2here and believe there is a promising market in our area for moderately priced goods of this kind mentioned When quoting,please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items.Price quoted should include insurance and freight to Liverpool.Yours faithfully,外语教学与研究出版社外语教学与研究出版社 Chapter 4 Replies 外语教学与研究出版社外语教学与研究出版社 Direct plan for writing a reply1.Express thanks for receiving the inquiry.2.Supply all the information concerning the matter,and refer both to enclosures and to samples,catalogues and other items being sent by separate post.3.Provide additional information,such as market quotation and marketability of the goods concerned,in order to attract the prospects.4.Finish the letter with hope by encouraging customers to place orders but not force them to.外语教学与研究出版社外语教学与研究出版社 Guidelines for replying to a routine request1.Begin with the answer or state that you are complying with the request.2.Show thanks or sincere interest in the request and the person.3.Present the most important information in a positive way.4.Focus on the readers benefits associated with the information.5.Provide additional helpful information and tell the reader what actions you will take for him or her.6.End the letter with confidence and courtesy.外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl1.We have received/are in receipt of/acknowledge/wish to thank you for your inquiry dated March 20,2006.我们收到了你方我们收到了你方2006年年3月月20日的询盘。日的询盘。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl2.We are enclosing/mailing to you/sending you with this letter/attaching to this letter our illustrated catalogue and export prices.随函附寄给贵方我们的产品插图目录及出口报价单。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl3.We are pleased to forward you the samples of our products with their quotations and discounts for your reference.很高兴寄去我们产品的样品、价格和折扣率，很高兴寄去我们产品的样品、价格和折扣率，供你方参考供你方参考。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl4.We shall make delivery of the goods upon receipt of/immediately after we receive/as soon as we have/shortly after we receive/once we receive your order.一旦收到你方订单，我们将立即发货。一旦收到你方订单，我们将立即发货。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl5.Please note that we can only accept payment by L/C in our business dealings with developing countries.请注意，我们与发展中国家做生意时只接受信用证付款方式。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl6.In reply to/In response to/With respect to/With reference to your letter dated October 17 inquiring about our“Zhonghua”pencils,we are sending you the samples you requested under separate cover.复你方复你方10月月17日询问我日询问我“中华中华”牌铅笔的牌铅笔的函，我们将另寄去你方所需的样品。函，我们将另寄去你方所需的样品。外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl7.We have the products of fine materials and high craftsmanship and shall be ready to grant/give/allow/make you a 20%special discount for a quantity of more than 100 dozen.我们的产品原料优良，加工精细。如果订货超过100打，我们愿给你方20%的特别折扣。外语教学与研究出版社外语教学与研究出版社 Homework:translation practice敬启者：敬启者：感谢你公司感谢你公司8月月1日寄来的询价单，该函及所日寄来的询价单，该函及所附的样品均已收悉。附的样品均已收悉。根据对该样品检验的结果，我们向你公司保根据对该样品检验的结果，我们向你公司保证，我公司能够制造与该样品相同型号与品质的证，我公司能够制造与该样品相同型号与品质的产品。产品。基于你公司每年基于你公司每年100 000双的需求量，我报双的需求量，我报盘如下：盘如下：价格：价格：CIF大连每双大连每双25美元美元 包装：塑料袋，外包装纸板箱包装：塑料袋，外包装纸板箱 外语教学与研究出版社外语教学与研究出版社 Homework(continued)支付：即期的不可撤销的保兑信用证支付：即期的不可撤销的保兑信用证交货：收到订单后的交货：收到订单后的90天内，即天内，即11、12月船期月船期我们可向你公司保证，此种价格是基于上述我们可向你公司保证，此种价格是基于上述数量的最低价。其他技术性事项可参阅我公司的数量的最低价。其他技术性事项可参阅我公司的商品手册。商品手册。希望尽早收到你方订单。希望尽早收到你方订单。诚挚问候。诚挚问候。附件：商品手册一本附件：商品手册一本 外语教学与研究出版社外语教学与研究出版社 Sample Version Page 1Dear Sirs,We have received your enquiry sheet of 1st Aug.together with the attached sample for which we thank you.As for the result of inspection of sample,we may assure you that we are in a position to manufacture the same products in design and quality as the sample.On the basis of 100 000 pairs annual requirement we offer you as follows:外语教学与研究出版社外语教学与研究出版社 Sample Version Page 2lPrice:25 cents CIF Dalian per pairlPacking:in plastic bags outer-packed in cardboard cartons.lPayment:by irrevocable confirmed sight L/ClDelivery:during Nov./Dec.,90 days after receipt of your order.We can assure you that this price is the lowest price according to the above 外语教学与研究出版社外语教学与研究出版社 Sample Version Page 3quantity.You may refer to our catalogue regarding the other technical items.We look forward to receiving your order at an early date.Yours faithfully,Enc.:a copy of catalogue 外语教学与研究出版社外语教学与研究出版社 The End