商务英语写作_3_询盘与回复
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2015/10/9
3
Replies to Sales-related Inquiries
Almost all the business people know that every inquiry they answer ( whether obviously sales-related or not) may carry the seed of future business. Inquirers who are not themselves customers or potential customers may be in a position to influence others to buy. The writer’s first objective, therefore, is to build goodwill. His second objective is to influence the sale, if the inquiry opens up the opportunity for new or additional business. The success of both objectives depends largely on your adherence to these principles:
2015/10/9
5
The general plan for sales-related replies is as follows:
1. Begin by courteously indicating that you are answering his/her requests about products or services, identifying the correspondence being answered (incidentally or in a subject line ) 2. Express interest in the request. 3. If possible, answer all questions and requests, preferably in the order posed. 4. Include any necessary details that the reader may need to know about products or services. 5. Use sales opportunities when appropriate. 5. 5. Consider including extras ( e.g. using resale material to encourage the reader to buy. ) 6. Express goodwill or take an optimistic look into the future.
BUSINESS WRITING 商务英语写作
Chapter 3
Sales-related Inquiries and Replies
询盘与回复函
Communication is a Bridge.
卢宗聪 沈宏 方凯迪
1
Part 1
Sales–related inquires
Letters seeking information fall into two broad categories: general inquiries and sales-related inquires. In this chapter, we only discuss sales–related inquires which are written in regard to a product or a service purchased/sold or being considered for purchase/sale. In order to obtain a satisfactory response, the writer of such inquiry should state his/her request specifically and courteously. Because businesses usually benefit from such correspondence, you can write salesrelated inquiries in direct order.
10、订单 Order
11、试订单Trial Order
12、欧洲主要港口Eropean Main Ports(EMS) 13、净价 Net Price 14、商标 Trade Mark
15、品牌 Brand
17、尺码 Size 19、批发商 Wholesalers 21、分销商 Distributors 23、式样 Style
herein = in this herewith: = with this在此 hereby = by this thereby = by that hereof = of this thereof = of that hereafter=after this thereafter=afterthat hereto = to this thereto = to that herefrom=from this therefrom=from that hereinafter = in this and after this
2015/10/9
2
The general plan for sales-related inquiries:
1. Begin directly with the obwenku.baidu.comective, indicating a general inquiry about products or service. 2. Include specific requests or questions about the products or services. 3. If a number of questions or requests are involved, list them by numbers or bullets, or leave space between them. 4. End with goodwill words adapted to each particular situation.
2015/10/9
11
Questions P43
1 Do the letters use direct order or indirect order? 2 How does the first paragraph in each letter begin? 3 Does each letter include necessary explanations about its purpose? …………
16、规格 Specification
18、存货 20、零售商 22、毛利 24、设计 Stock Retailers Gross Profit Design
25、模型 Model
26、花样
Pattern
P43 therein = in that
是商业信件、公文等正式文件中常用的副词， 做状语。类似结构的词有很多，各有不同的意思 ， 如下所示：
2015/10/9
10
Usually, goods will be ready three weeks after we have got the order. Our customers do get discounts for regular large orders. But the discount rate for each deal will depend on the quantity and terms of payment to be used. We will assure you that you will be provided with bathroom fittings excellent in quality and reasonable in price. We look forward to the pleasure of your trial order. Yours sincerely, Mary Wang Mary Wang
2015/10/9
7
LETTER 1
An inquiry about bathroom fittings
Dear Sirs:
Would you kindly send us details of your bathroom fittings which you advertised in Business Week October 11? Please quote us all the items listed in the enclosed inquiry form, giving your prices CIF Shanghai. Will you please also indicate delivery time, your terms of payment and discount details for regular purchases
12
2015/10/9
Part 2
询盘用语
1、询盘 Enquiry
2、具体询盘 Specific Enquiry
4、询价单 6、佣金 8、递价 Enquiry Sheet Commission Bid
3、一般询盘 General Enquiry 5、报价 Quotation 7、折扣 Discount 9、折让 Allowance
2015/10/9
4
Principles for sales-related replies
1) Answer Promptly. 2) Reply Courteously. 3) Respond Completely. 4) Provide Additional Information.
5) Follow up the Answer.
2015/10/9
8
and large orders?
Our annual requirements for bathroom fittings are considerable, and we may be able to place substantial orders with' you if your prices are competitive and your delivery is prompt. We are expecting your quotation. Yours faithfully, Tom Zhang Tom Zhang
2015/10/9
6
The following two letters are written according to the writing principles mentioned above. Read them and try to figure out how the writing principles are applied. The questions after them might help you accomplish the task.
2015/10/9
9
LETTER 2
A reply to the inquiry about bathroom fittings
Dear Mr. Zhang
Thanks for your inquiry about our bathroom fittings, and as requested, we are sending you a copy of our illustrated catalog, together with our latest price list (under separate cover) for the items you listed in the inquiry form. Details of our conditions of sale and terms of payment are stated therein.
3
Replies to Sales-related Inquiries
Almost all the business people know that every inquiry they answer ( whether obviously sales-related or not) may carry the seed of future business. Inquirers who are not themselves customers or potential customers may be in a position to influence others to buy. The writer’s first objective, therefore, is to build goodwill. His second objective is to influence the sale, if the inquiry opens up the opportunity for new or additional business. The success of both objectives depends largely on your adherence to these principles:
2015/10/9
5
The general plan for sales-related replies is as follows:
1. Begin by courteously indicating that you are answering his/her requests about products or services, identifying the correspondence being answered (incidentally or in a subject line ) 2. Express interest in the request. 3. If possible, answer all questions and requests, preferably in the order posed. 4. Include any necessary details that the reader may need to know about products or services. 5. Use sales opportunities when appropriate. 5. 5. Consider including extras ( e.g. using resale material to encourage the reader to buy. ) 6. Express goodwill or take an optimistic look into the future.
BUSINESS WRITING 商务英语写作
Chapter 3
Sales-related Inquiries and Replies
询盘与回复函
Communication is a Bridge.
卢宗聪 沈宏 方凯迪
1
Part 1
Sales–related inquires
Letters seeking information fall into two broad categories: general inquiries and sales-related inquires. In this chapter, we only discuss sales–related inquires which are written in regard to a product or a service purchased/sold or being considered for purchase/sale. In order to obtain a satisfactory response, the writer of such inquiry should state his/her request specifically and courteously. Because businesses usually benefit from such correspondence, you can write salesrelated inquiries in direct order.
10、订单 Order
11、试订单Trial Order
12、欧洲主要港口Eropean Main Ports(EMS) 13、净价 Net Price 14、商标 Trade Mark
15、品牌 Brand
17、尺码 Size 19、批发商 Wholesalers 21、分销商 Distributors 23、式样 Style
herein = in this herewith: = with this在此 hereby = by this thereby = by that hereof = of this thereof = of that hereafter=after this thereafter=afterthat hereto = to this thereto = to that herefrom=from this therefrom=from that hereinafter = in this and after this
2015/10/9
2
The general plan for sales-related inquiries:
1. Begin directly with the obwenku.baidu.comective, indicating a general inquiry about products or service. 2. Include specific requests or questions about the products or services. 3. If a number of questions or requests are involved, list them by numbers or bullets, or leave space between them. 4. End with goodwill words adapted to each particular situation.
2015/10/9
11
Questions P43
1 Do the letters use direct order or indirect order? 2 How does the first paragraph in each letter begin? 3 Does each letter include necessary explanations about its purpose? …………
16、规格 Specification
18、存货 20、零售商 22、毛利 24、设计 Stock Retailers Gross Profit Design
25、模型 Model
26、花样
Pattern
P43 therein = in that
是商业信件、公文等正式文件中常用的副词， 做状语。类似结构的词有很多，各有不同的意思 ， 如下所示：
2015/10/9
10
Usually, goods will be ready three weeks after we have got the order. Our customers do get discounts for regular large orders. But the discount rate for each deal will depend on the quantity and terms of payment to be used. We will assure you that you will be provided with bathroom fittings excellent in quality and reasonable in price. We look forward to the pleasure of your trial order. Yours sincerely, Mary Wang Mary Wang
2015/10/9
7
LETTER 1
An inquiry about bathroom fittings
Dear Sirs:
Would you kindly send us details of your bathroom fittings which you advertised in Business Week October 11? Please quote us all the items listed in the enclosed inquiry form, giving your prices CIF Shanghai. Will you please also indicate delivery time, your terms of payment and discount details for regular purchases
12
2015/10/9
Part 2
询盘用语
1、询盘 Enquiry
2、具体询盘 Specific Enquiry
4、询价单 6、佣金 8、递价 Enquiry Sheet Commission Bid
3、一般询盘 General Enquiry 5、报价 Quotation 7、折扣 Discount 9、折让 Allowance
2015/10/9
4
Principles for sales-related replies
1) Answer Promptly. 2) Reply Courteously. 3) Respond Completely. 4) Provide Additional Information.
5) Follow up the Answer.
2015/10/9
8
and large orders?
Our annual requirements for bathroom fittings are considerable, and we may be able to place substantial orders with' you if your prices are competitive and your delivery is prompt. We are expecting your quotation. Yours faithfully, Tom Zhang Tom Zhang
2015/10/9
6
The following two letters are written according to the writing principles mentioned above. Read them and try to figure out how the writing principles are applied. The questions after them might help you accomplish the task.
2015/10/9
9
LETTER 2
A reply to the inquiry about bathroom fittings
Dear Mr. Zhang
Thanks for your inquiry about our bathroom fittings, and as requested, we are sending you a copy of our illustrated catalog, together with our latest price list (under separate cover) for the items you listed in the inquiry form. Details of our conditions of sale and terms of payment are stated therein.