外贸英语函电_unit 3
合集下载
外贸函电(unit3建立业务关系)
○ As an exporter, send necessary information. 作为一个出口，将必要的信息 ● In order to give you a general idea of various kinds of the table-cloth we are handling, we are airmailing you under separate cover our latest catalogue for your reference.
Unit 3 establishing business relations
3单元建立业务关系
• Objectives:目标：
• Know where to obtain the information of the foreign merchants.
• 知道在哪里可以获得的外国商人的信息。 • Know how to write a letter of establishing business
望早日得到你方的答复。
我们盼
Yours faithfully,你的忠实的，
Exercise:translate the following into English.
美国J&M有限公司已将贵公司的名称和地址告 知我们，并认为贵公司是中国有潜力的棉布买 主。棉布属于我公司的经营范围，我们将很乐 于与贵公司建立直接的业务关系。 兹随函附上商品目录和价目单各一份,以便于了 解我们产品的概况。一俟接到贵方的具体询价， 将立即航空邮寄我公司的报价单和样本。 盼早复。
○ 至于我们的财务状况，请参阅我们的银行，......银行，我们肯 定会很高兴为您提供任何您所需要的信息
Our bankers are … Bank .They can provide you information about our business and finances.
外贸英语函电课件unit3
Recently, payments have been quite irregularly made, and more than one occasion we have had to press for them.
We are sorry we are not able to give precise information about the company you asked about.
The firm enjoys the fullest respect and unquestionable confidence in the business world.
信用不佳：
Replying to yours of 10th May, we inform you that we have ho personal knowledge as to the standing of Messrs. Yada & Co., of our city.
So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.
资信调查信函回复
Dear Sirs,
This is in reply to your enquiry dated April 8th about the credit status of Da Cheng Mechanical Equipment Company. we regret we have to make an unfavorable account. We found that the company is now being pressed
We are sorry we are not able to give precise information about the company you asked about.
The firm enjoys the fullest respect and unquestionable confidence in the business world.
信用不佳：
Replying to yours of 10th May, we inform you that we have ho personal knowledge as to the standing of Messrs. Yada & Co., of our city.
So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.
资信调查信函回复
Dear Sirs,
This is in reply to your enquiry dated April 8th about the credit status of Da Cheng Mechanical Equipment Company. we regret we have to make an unfavorable account. We found that the company is now being pressed
外贸英语函电教程Unit 3 Counter-offers
I am sorry but that's completely unacceptable. Our standard policy 17 on discount of 10% is payment within 14.thirty days of delivery
This is my final offer. 15.30,000 at 45 18
II. Complete the dialogue of negotiating prices with appropriate sentences or expressions.
KEYS SUSIE: Thanks. So let’s clarify the position so far. As far as Model A-114 is concerned, 9___B_._m__y_l_a_s_t_o_f_f_e_r_o_f_t_h_e__u_n_i_t_p_r_i_c_e_o__f_1_0_._5_f_o_r_3__0_,0_0__0_u__n_it_s___and it is our lowest price for an order of this size. Now let’s look at the terms of payment. DANNY: Sixty days. SUSIE: I’m sorry Mr. Smith, but that’s completely unacceptable. Our standard policy on discounts of over 10 percent is payment within thirty days of delivery. DANNY: I can’t believe it. I am making such a large order, but you... SUSIE: 10________K_._C_a_n__I_j_u_s_t_c_o_m__e_i_n__h_e_r_e_________________, Mr. Smith? I know you’re making a large order but you are also getting an excellent product at a very large discount. DANNY: 11_G_. This is my_f_in__a_l _o_f_fe_r_:_3_0__,0_0_0__a_t_4__5_d_a_y_s__p_a_y_m__e_n_t_._T_a_k_e__it__o_r_l_e_a_v_e_i_t_. SUSIE: I think that offer will be acceptable.
外贸函电-Unit-3概要
Sample Letters
Practical Training
4
Part One
外贸函电
Basic knowledge concerned
5
Warming-up: After the market research and establishment of business relations, it comes to the real procedure of an import/export transaction: enquiry （询盘） offer （发盘） counter offer （还盘） acceptance （接受） So enquiry is the first real step in business negotiation. Q: 1. Which steps are indispensable in a successful business transaction? 2. Which of the above steps is made by (prospective) buyers? Or sellers?
Enquiry
7
Enquiry
The importance of enquiry:
Enquiry is the first real step in business negotiation.
The nature of enquiry:
In foreign trade an enquiry is usually (not absolutely) made by the prospective buyer without engagement（约束）, requesting for information on the supply of certain goods. So we call it 询盘 or 询价 in Chinese.
Practical Training
4
Part One
外贸函电
Basic knowledge concerned
5
Warming-up: After the market research and establishment of business relations, it comes to the real procedure of an import/export transaction: enquiry （询盘） offer （发盘） counter offer （还盘） acceptance （接受） So enquiry is the first real step in business negotiation. Q: 1. Which steps are indispensable in a successful business transaction? 2. Which of the above steps is made by (prospective) buyers? Or sellers?
Enquiry
7
Enquiry
The importance of enquiry:
Enquiry is the first real step in business negotiation.
The nature of enquiry:
In foreign trade an enquiry is usually (not absolutely) made by the prospective buyer without engagement（约束）, requesting for information on the supply of certain goods. So we call it 询盘 or 询价 in Chinese.
外贸函电_Unit 3销售
Unit Three
Section 2: Specimen letters
You will find enclosed leaflets describing this Vacuum Cleaner and we look forward to your agreeing to handle our product as the sole agent in your district.
Unit Three
Section 2: Specimen letters
Notes increase in 在…方面增长 businessmen’s suits 西装 state of affairs 事态、情势 be attributed to 把某事归因于……
Unit Three
Sect
Unit Three
Section 2: Specimen letters
Letter 3.2 A seller writes to promote the new products
Dear Sirs，
Last year we achieved a 30% increase in the sales of our businessmen’s suits. We believe that this happy state of affairs can be attributed to two causes. First, we managed to avoid passing on any part of our increased manufacturing costs. Second, we believe our designs and colors are the most attractive that we have ever produced.
外贸函电UNIT 3
16.regret being unable to do sth/ regret one’s inability to do sth 为不能做某事而感到遗憾 We regret that we cannot be more helpful 抱歉不能提供帮助 17.to make further enquiries from/ through other enquiry agencies 向其他咨询机构作进一步咨询
5.The… Bank of your city will give you any information you may require concerning our credit standing as well as our manner of doing business. 6.Any information you may be able to pass on to us will be treated as confidential. 7.We advise you to proceed with every possible caution in dealing with the firm in question. 8.They are a firm of high reputation and have large financial reserves.
V. 1 Jan. 20th, 19… The Bank of China Shanghai Branch Shanghai Dear Sirs Recently we have received an order for our goods to the value of $1,600 from a new customer William Baker & Sons. As we have not done any business with them in the past, we would like to know if you could provide us with any information concerning their financial and credit status.
外贸英语函电Unit3-询盘和回复(精)
潑示卖方要承担包括到目的港的运费，风险自货物装船后转移给
\严、
\CIF：价格术语^Cost, Insurance and Freightn成本.保险加运费.W后接li的港名称.表示卖方要承担包括到目的港的运费和保险费.\k风险自货物装船后转移给了买方.又称到卑价.
3.2 Writing Skills of Enquiries
We canummIIvdeliver within threv weeks, of receiving an order.（•通常我们在收到订单后三个星期内就可供货.〉
“ProbmuT处拔丁丈.它的心8 “竝九形式的”o所以■从參
V*«MtPn>fornia Invoke欠3赚九戈的袅・。
珥”反■卒*疋8方社*5*・吋. 力了僚栄方nrrrj<口从毛, »X5tA&MM的一碎发■<>决称上. 井汉"•戎出貨*的KWt正因为如比. 垃静发・包■赫电为“《算发4»斤o
U he specimens sent Millconvinceyouolthe excellent qualitv of iHir muikiil liistrunientv«寄去的样品会使您相（8我方制迈的医疗器械质虽匕乘.）
呂作步骤
衷达方式
1
（4）
表明所提供的价格 是合理的和具有竞 争性的且说明实行 价賂的期限
折扣(discuunl〉是卖方按照原价给买方以一定的减让。
佣金，习惯上应先由卖方收到全部货款后.再支付给中间 商.折扣一般可由买方在支何货款时预先扣除。
一是用文字说明・
如：USD100per M/T CIF London including3%Commission土是直接在贸易术语后面加上Commksion的缩吗字母和所付的佣金率.
\严、
\CIF：价格术语^Cost, Insurance and Freightn成本.保险加运费.W后接li的港名称.表示卖方要承担包括到目的港的运费和保险费.\k风险自货物装船后转移给了买方.又称到卑价.
3.2 Writing Skills of Enquiries
We canummIIvdeliver within threv weeks, of receiving an order.（•通常我们在收到订单后三个星期内就可供货.〉
“ProbmuT处拔丁丈.它的心8 “竝九形式的”o所以■从參
V*«MtPn>fornia Invoke欠3赚九戈的袅・。
珥”反■卒*疋8方社*5*・吋. 力了僚栄方nrrrj<口从毛, »X5tA&MM的一碎发■<>决称上. 井汉"•戎出貨*的KWt正因为如比. 垃静发・包■赫电为“《算发4»斤o
U he specimens sent Millconvinceyouolthe excellent qualitv of iHir muikiil liistrunientv«寄去的样品会使您相（8我方制迈的医疗器械质虽匕乘.）
呂作步骤
衷达方式
1
（4）
表明所提供的价格 是合理的和具有竞 争性的且说明实行 价賂的期限
折扣(discuunl〉是卖方按照原价给买方以一定的减让。
佣金，习惯上应先由卖方收到全部货款后.再支付给中间 商.折扣一般可由买方在支何货款时预先扣除。
一是用文字说明・
如：USD100per M/T CIF London including3%Commission土是直接在贸易术语后面加上Commksion的缩吗字母和所付的佣金率.
外贸英语函电课件Unit_3
When writing a letter of establishing business relations, tell your receiver how you get his name and address, what your business line is, state your idea and purpose, express your hope to cooperate in future business and to get an early reply.
The channels to get information about prospective dealers
attendance at the export commodities fairs or exhibitions（Canton Fair广交会）; the chambers of commerce（商会）, the commercial counselor’s offices（商务参赞） or other commercial institutions at home and abroad.
Letter 2
Self-introduction by an Exporter
1. be in the market for sth. = want to buy sth. e.g. They are in the market for cotton piece goods of high quality. An American delegation came to visit our city in the market for leather products.
4. be interested in doing…
外贸函电Unit 3
3.3.1 A reply
4.Feel free to let us know Please don’t hesitate to let us know.
5. Satisfy you to the best of our ability尽可能地满足贵方 6. see that …请注意… 请贵方务必在3月底前发送此批货物。
3.3.2 General enquiry and reply
Under separate cover单独邮寄，另邮寄 Craftsmanship工艺水平 Appeal to对…有吸引力 Sight draft即期汇票
我们另邮寄样品一批（a batch of），深信 一旦你们有机会查看样品，定会承认该货品 质优良，工艺精湛，价格合理。
3.3.3 Specific Enquiry and Reply
A ready market有市场 Be given to understand了解到… Have confidence in … Agree with the taste of …适合…的口味 Feel confident of placing a trial order 有信心下试订单
3.3.1 A reply
7.L/C reaches us at least 30 days before…
即期信用证务必至少在装运期前30天送达我公 司。 因为全棉质地的衬衫经久耐穿，越来越受到市 场的青睐。我们不得不扩大生产，以满足市场 不断增长的需求。
3.3.1 A reply
请把贵公司的最新样品寄给我们并附上最优 惠的价格，不胜感激。
3.3.2 General enquiry and reply
外贸英语函电unit 3 special letter
approach/ contact/ get in touch with our
Commercial Counsellor’s Office in
your country.
▪ We trust you will observe changes in your market and keep us advised/ informed.
▪ Senior ▪ Representative ▪ Delegation ▪ Interests ▪ Reciprocate ▪ Provide ▪ Recommend ▪ Itinerary ▪ Host ▪ Reception ▪ Personnel
Review
▪ Attendance ▪ Byproduct ▪ Branch ▪ Acceptance ▪ Subsequent ▪ Coliseum ▪ Advice ▪ Previously ▪ Merchandise ▪ Schedule ▪ Associate
▪ We are well/ fully aware of its importance. ▪ Buyers are holding off in view of/ because
of large arrivals.
▪ Our trade delegation will be visiting your country next month at the invitation of
youle you
their exact date of arrival later.
▪ We are going to send a Trade Group to visit your country in October. Headed by Mr. Liu, our vice/ assistant director/ manager, the Group is planning to stay in
Commercial Counsellor’s Office in
your country.
▪ We trust you will observe changes in your market and keep us advised/ informed.
▪ Senior ▪ Representative ▪ Delegation ▪ Interests ▪ Reciprocate ▪ Provide ▪ Recommend ▪ Itinerary ▪ Host ▪ Reception ▪ Personnel
Review
▪ Attendance ▪ Byproduct ▪ Branch ▪ Acceptance ▪ Subsequent ▪ Coliseum ▪ Advice ▪ Previously ▪ Merchandise ▪ Schedule ▪ Associate
▪ We are well/ fully aware of its importance. ▪ Buyers are holding off in view of/ because
of large arrivals.
▪ Our trade delegation will be visiting your country next month at the invitation of
youle you
their exact date of arrival later.
▪ We are going to send a Trade Group to visit your country in October. Headed by Mr. Liu, our vice/ assistant director/ manager, the Group is planning to stay in
外贸函电第三单元
外贸函电第三单元IV2.1)This will help cement our business relations.2)To establish business relations with you is whatwe have longed for for years.3)We avail this opportunity of writing to you andsee if we can establish business relations by a st art of some practical transactions.4)We are only too pleased to deal in your products.5)You as well as him are right.6)Please place order with us if you find our price competitive.7)We shall get in touch with you as soon as we h ave fresh supplies.8)We are in urgent/great need of Grade A.9)With a view to securing orders,please send us a quotation sheet for this article.10)We very much regret/much regret our inability to make you an offer at present.1这将有助于巩固我们的业务关系。
2.与贵公司建立业务关系是我们多年来的愿望。
3.我们借此机会与贵方通信，意在达成一些实际交易为开端，以建立业务关系。
4.我们非常乐意经营贵公司的产品。
5你和他都是对的。
6.如果你方认为我方价格有竞争力，请向我方订货。
外贸英语函电 unit three
Moderately priced
Terms of payment discount
定价适中的
付款方式 折扣
Illustrated catalogue
By separate post Irrevocable L/C at sight
插图目录
另寄 即期不可撤销信用证
Durability
Prompt shipment A steady demand
Some tips for you
Don‟t use sentences like “it was our utmost pleasure that we receive…” or “we deeply regret that we cannot supply you with …”. As you will appear a bit desperate, or even worse insincere. Write reply letter in plain, direct English, with a straightforward “thank you for…”, or “I am sorry that…” will create an impression of an efficient company.
Review
2.
What information usually included in the letter of “first enquiry”？ A brief mention of how you obtained his name. A general introduction of your own company. Some indication of the demands for the goods which he deals in. Details of what you would like him to send you. (a catalogue, a price list, samples, etc.) A closing sentence to round off the enquiry.
外贸英语函电unit 3 special letter
▪ We shall warmly welcome you at the Fair. And we would also invite you to Beijing to have a face-to-face discussion on sole agency.
▪ We take pleasure in enclosing our Quotation Sheet No. 345 as per your enquiry of June 15th, 2006. In order to better acquaint you with our products, we suggest that you send your representatives to Beijing. We would be pleased to accompany them to our manufacturing plants.
▪ Make hotel and travel arrangements ▪ Ensure an organized and well-planned visit ▪ We would be pleased to host a reception for
the delegation… ▪ Informally ▪ Subsequent visits ▪ This visit will benefit … ▪ Insure the complete success of the visit
Lesson 10 Advice of Itinerary
▪ Advice of itinerary = Itinerary advice
➢ Advice of shipment/ arrival/ payment = shipment/ arrival/ payment advice
外贸英语函电Unit_03_询盘及回复1
（5） We should like to know if you allow discounts.（我们 询问对 想知道，你方是否给我们折扣。）
方所能
提供的
折扣， Please let us have your lowest FOB prices, together 写清你 with your terms of business, and state your best 所能接 delivery date.（请告知贵公司最低离岸价和交易条件， 受的支 并说明最早交货日期。）
付条件 We require the goods delivery would be effected 和期望 within six weeks of order.（我们要求在下订单后六周 的交货 内供货。）
时间
Will you please let us know by 4 April so that we can place our order promptly.（请在4月4日前告知我们， 以便我方及时下单订货。）
3.2 Writing Skills（写作技巧）
写作步骤
表达方式
（1） Your name has been given us by the Chamber of
说明信 Commerce/ the… Embassy/ the… bank in…).（我们
息来源 （告知
从在……地方的商会/从……使馆/从……银行获悉你 方名称。）
（6） 表示定 购货物 的可能 性
Please let us know by return of post whether you would be interested in such an order.（请发信告知 我们，你方是否对这样的订单感兴趣。）
外贸英语函电 Unit 3 Online Foreign Trade and the Relevant Concepts
网上外贸是指在计算机和互联网上利用电子商务手段进行外贸业务操作。互联网 技术突飞猛进并普遍应用，改变了传统的外贸业务方式。凭借一台上网的计算机，
几乎可以获取所需的一切外贸知识和贸易信息。越来越多的外贸业务员依靠网站
来展示产品，发布广告，通过网络寻找客户，使用电子邮件、MSN等即时通信软 件来交流信息、洽谈生意、操作业务，网络已成为外贸企业发展外贸业务的一种 不可或缺的重要手段，无论你与客户相距多么遥远，你们都可以“面对面”地交 流，“一台计算机通天下”已经成为外贸的主流职人员带来了前所未有的便利和广 阔的发展空间。
2．Explanation of Relevant Terms 有关名词解释 Website of Business to Business B2B网站 B2B是Business to Business的简称（2是to的谐音），即商家 （泛指企业）对商家的电子商务。在电子商务的发展过程中还有 C2C（Custom to Custom）、B2C、C2B等模式。 B2B是指进行电子商务交易的供需双方都是商家（或企业、公 司），他们使用了互联网技术或商务网络平台，完成商务交易的 过程。这些过程包括寻找买卖商家，发布供求信息，订货及确认 订货，支付过程及票据的签发、传送和接收，确定配送方案并监 控配送过程等。B2B模式是当前电子商务模式中份额最大、最具 操作性和最容易成功的模式。
（2）Foreign Trade Network Marketing 外贸网络营销 外贸网络营销可以简单地理解为利用互联网作为一种营销渠道、资源 库和交流工具，来进行外贸营销活动和国际贸易的方式，是外贸企业开展 电子商务的前期准备和重要环节。 传统外贸经营主要通过展会、传统媒体，甚至人脉关系作为销售渠道， 产品销售也一般通过电话、传真、实地考察和面对面谈判等方式完成。当 互联网兴起之后，网络营销以较低成本、24/7全天候在线、全球无国界限 制，以及实时、互动的沟通功能等特征，顺理成章地成为外贸销售的新渠 道，颇受国际营销人员的欢迎。目前，通过互联网获得新客户成为一种理 想的外贸渠道，不仅深受新兴外贸企业的青睐，也是传统外贸企业探寻新 的增长点的机会所在，成为出口企业对未来海外市场拓展和提升竞争性的 战略方式。 因特网作为外贸营销渠道，最大的优势是利用庞大的网络资源与潜在 的和现有的客户（或供应商）直接对话。
几乎可以获取所需的一切外贸知识和贸易信息。越来越多的外贸业务员依靠网站
来展示产品，发布广告，通过网络寻找客户，使用电子邮件、MSN等即时通信软 件来交流信息、洽谈生意、操作业务，网络已成为外贸企业发展外贸业务的一种 不可或缺的重要手段，无论你与客户相距多么遥远，你们都可以“面对面”地交 流，“一台计算机通天下”已经成为外贸的主流职人员带来了前所未有的便利和广 阔的发展空间。
2．Explanation of Relevant Terms 有关名词解释 Website of Business to Business B2B网站 B2B是Business to Business的简称（2是to的谐音），即商家 （泛指企业）对商家的电子商务。在电子商务的发展过程中还有 C2C（Custom to Custom）、B2C、C2B等模式。 B2B是指进行电子商务交易的供需双方都是商家（或企业、公 司），他们使用了互联网技术或商务网络平台，完成商务交易的 过程。这些过程包括寻找买卖商家，发布供求信息，订货及确认 订货，支付过程及票据的签发、传送和接收，确定配送方案并监 控配送过程等。B2B模式是当前电子商务模式中份额最大、最具 操作性和最容易成功的模式。
（2）Foreign Trade Network Marketing 外贸网络营销 外贸网络营销可以简单地理解为利用互联网作为一种营销渠道、资源 库和交流工具，来进行外贸营销活动和国际贸易的方式，是外贸企业开展 电子商务的前期准备和重要环节。 传统外贸经营主要通过展会、传统媒体，甚至人脉关系作为销售渠道， 产品销售也一般通过电话、传真、实地考察和面对面谈判等方式完成。当 互联网兴起之后，网络营销以较低成本、24/7全天候在线、全球无国界限 制，以及实时、互动的沟通功能等特征，顺理成章地成为外贸销售的新渠 道，颇受国际营销人员的欢迎。目前，通过互联网获得新客户成为一种理 想的外贸渠道，不仅深受新兴外贸企业的青睐，也是传统外贸企业探寻新 的增长点的机会所在，成为出口企业对未来海外市场拓展和提升竞争性的 战略方式。 因特网作为外贸营销渠道，最大的优势是利用庞大的网络资源与潜在 的和现有的客户（或供应商）直接对话。
外贸英语函电Unit 3 Enquiries
• It will be appreciated if you could send us your latest catalogues and samples.
句型3 要求报价
• We shall appreciate it if you could make us the best offer for your bicycles on CIF New York basis.
回复信的主要组成部分
1、以感谢开头，并告知对方收到的询盘信 是哪天写的，还要将询盘内容加以概括。 2、回答询盘。 3、表达希望你所提供的信息对对方有所帮 助，并希望很快收到回信。
Useful Sentences
句型1：对某产品感兴趣
• We are interested in various kinds of Men’s shirts.
• Your textiles are of interest to us.
句型2 要求寄送有关资料
• We shall be glad if you will send us your samples.
• We would appreciate your sending us your samples and brochure.
外贸英语函电Unit 3 Enquiries
什么是询盘？
一方向另一方询问是否有买进或卖 出某种商品的意图，以及询问对方要 求什么样的交易条件。
询问信正文的组成部分
1、说明询价人的兴趣所在，简单介绍 自己的情况并提出写信的目的或请求。
2、提出要询问的详细具体信息。 3、谢辞和结尾句。对于对方将给予回 复的信息表示感谢，并盼早日答复。
• We will be pleased if you could quote us a price for your bicycles on the basis of CIF New York .
句型3 要求报价
• We shall appreciate it if you could make us the best offer for your bicycles on CIF New York basis.
回复信的主要组成部分
1、以感谢开头，并告知对方收到的询盘信 是哪天写的，还要将询盘内容加以概括。 2、回答询盘。 3、表达希望你所提供的信息对对方有所帮 助，并希望很快收到回信。
Useful Sentences
句型1：对某产品感兴趣
• We are interested in various kinds of Men’s shirts.
• Your textiles are of interest to us.
句型2 要求寄送有关资料
• We shall be glad if you will send us your samples.
• We would appreciate your sending us your samples and brochure.
外贸英语函电Unit 3 Enquiries
什么是询盘？
一方向另一方询问是否有买进或卖 出某种商品的意图，以及询问对方要 求什么样的交易条件。
询问信正文的组成部分
1、说明询价人的兴趣所在，简单介绍 自己的情况并提出写信的目的或请求。
2、提出要询问的详细具体信息。 3、谢辞和结尾句。对于对方将给予回 复的信息表示感谢，并盼早日答复。
• We will be pleased if you could quote us a price for your bicycles on the basis of CIF New York .
外贸英语函电3咨询、旬盘及回复
6.quality n. 质量 adj.高质量的 质量, Quality is the essence of this order. 质量是这笔订货的关键。 This is a quality product. 这是一种高质量的产品。
平均质量 精选的质量 最好的质量 average quality choice quality best quality 一般水平以上的质量 above the average quality 一般水平以下的质量 below the average quality 尚好的质量 大路货 fair quality fair average quality(F.A.Q) 次质量 低质量 inferior quality low quality
询价的回复
在回复询价时一定要及时认真，因为每接收到一 封询价信，就意味着有了做成交易的机会。即使一时 没货，也不要置之不理或者简单的说句“无货”了事。 要采取积极主动的态度，有礼貌地、得体地作出回复。 注：假如不能提供对方感兴趣的商品，暂时无货的， 假如不能提供对方感兴趣的商品，暂时无货的， 可以在交货期上做文章，长期无货的， 可以在交货期上做文章，长期无货的，可以向对方 推荐类似的产品。 推荐类似的产品。 Could you accept delivery in July or September? May I draw your attention to item 14?
5.(a) under separate cover =by separate post =by separate mail 另封，另邮寄 We are mailing you, under separate cover, photographs of the ordered goods. 我们另寄你所订货的照片。 (b) under cover=herewith 随函 We are sending you under cover a copy of our price list.= We are enclosing(herewith) a copy of our price list.随函寄去我方价目表一份。
外贸函电Unit 3
外贸函电——Unit 3 Enquiries and Replies—ZMC
3. New Words & Expressions
discount 折扣 wholesale price 批发价 retail price 零售价 离岸价（船上交货价） FOB(Free on Board) 成本加运费价 C&F(Cost and Freight) 成本加保险费加运费 CIF(Cost Insurance & Freight)
外贸函电——Unit 3 Enquiries and Replies—ZMC
请报最低价，包括3%的佣金。
Please quote the lowest price, including 3% commission.
Hale Waihona Puke 请报最低价，说明最早的装运期。
Please quote the lowest price, stating the earliest date of shipment.
外贸函电——Unit 3 Enquiries and Replies—ZMC
New Words & Expressions
表示各种订单的说法有： regular order 长期订货 trial order 试订单 first / initial order 首笔订单 substantial order 大宗订单 repeat order 再次订货/续订
外贸函电——Unit 3 Enquiries and Replies—ZMC
Business Knowledge
Many Steps in Business Negotiation
enquiry
世纪商务英语-外贸函电unit 3 Inquiry
精品文档 LOGO
Part One
1. An Inquiry and Reply (1)
An inquiry is a request for information on goods. When business people intend to import a product, they send out an inquiry to an exporter. It may ask for a quotation or an offer for the goods they wish to buy or simply request for some general information regarding these goods. An inquiry can be made by written correspondence, such as a letter, telegram, telex, fax, e-mail or verbally by talk in person. Inquiries from regular customers may be very simple in content, in which only the name and/or specifications of the commodity will be mentioned. Other inquiries may include great details such as the name of the commodity, quality, specifications, quantity, terms of price, terms of payment, time of shipment, packing method, etc. required by the buyer so as to enable the seller to make proper offers.
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
11. discount 折扣 12. grant 批准 13. to make an inquiry for sth 对某物询价 14. to keep the inquiry on file 把询价记录在卷 15. to inquiry for sth 对某物询价
16. to inquiry about sth 询问某事 17. process 加工 18. guarantee, guarantor 保证, 保证人 19. delivery 交货 20. port of delivery 交货港
– – – – – Thanks Reply each point of the inquiry Quick response ASAP Wishes Contact information
(Reply) Gentlemen: We welcome you for your enquiry of March 21 and thank you for your interest in our export commodities. We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some samples which will show you clearly the quality and craftsmanship. We trust that when you see them you will agree that our products appeal to the most selective buyer. We allow a proper discount according to the quantity ordered. As to the terms of payment we usually require Letter of Credit payable by sight draft. Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt and careful attention. Truly yours,
• 21. time of delivery 交货期 22. prompt delivery 即期交货 23. to effect delivery 办理交货 24. to make delivery 办理交货 25. to postpone delivery 推迟交货 26. to deliver sth to sb 把某物交付给某人 27. shipment 装船 28. to make shipment 装船 29. to receive shipment 接货 30. partial shipment 分批装船
– –
Dear Sirs, We glad to note your letter of March 9 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,samples and all necessary info regarding these goods so as to acquaint us with the quality and workmanship of your supplies. Meanwhile Pls 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,
Definition of an inquiry
• An inquiry is a request for information. • In the international business the importer may send an inquiry to an exporter, inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods.
敬启者： 从纽约的ABC公司处得知，贵方是贵 国主要出口商之一。 目前，我方对进口贵方产品很感兴趣。 若能向我方函寄产品目录、样品薄或者在 可能的情况下惠寄样品，我方将不胜感激。 请告知详细的广州到岸价格、折扣及 付款方式等。 希望此次合作将是我们双方长期而有 利的贸易关系的良好开端。 谨上
Reply to general inquiry
Specific inquiry
– – Specific products Specific details of price, specifications, payment, insurance package and other requirements Specific time for delivery Wishes
III. Writing Skills
General inquiry Reply to general inquiry Specific inquiry Reply to Specific inquiryຫໍສະໝຸດ General inquiry
– – – – – – – – How did you know the information Your products interested Type of our company: manufacturer/exporter/importer/broker Line and products General ideas of price list and catalogue Samples requirement Other details you want to know Wishes
• 41. to make an offer 报价 42. to offer firm 报实盘 43. to offer subject to final confirmation 报盘以最后确认为准 44. specialize in 专门经营 • 45. sales conditions 销售条件
II. Words and Expressions
• 1. general inquiry 一般询盘 • 2. specific inquiry 具体询盘 3. dealer 商人 4. quotation 报价 5. sales department 销售部 6. purchase 购买 7. enquiry 询价 8. quote 开价 9. sample 样品 • 10. a long-term contract 长期合同
English Correspondence for International Trade
Chapter Three Enquiries
Luo: qq18029037
I. Introduction
Steps of business negotiation
• Inquiry, offer, counter offer, acceptance and order.
• 30. partial shipment 分批装船 31. prompt shipment 即期装运 32. time of shipment 装运期 33. offer 报盘报价 34. a firm offer 实盘 35. a counter offer 还盘 36. to accept an offer 接受报盘 37. to extend an offer 延长报盘 38. to renew an offer 更新报盘 39. to withdraw an offer 撤消报盘 40. the validity of an offer 报盘有效期
Please give us detailed information on CIF Guangzhou prices, discounts, and terms of payment.
We hope this will be a good start for a long and profitable business relations. Truly yours,
（回复） 敬启者： 贵方3月21日询价函收悉。感谢贵方对我方 的出口产品感兴趣。兹随函附寄数份带插图的目 录和价目表，上面有贵方要求了解的情况。同时， 我方又为贵方另函寄去产品样品，由此即可了解 到我方产品的质量和工艺。我方相信，当贵方看 到产品时，一定会同意我方的产品对很挑剔的顾 客也是很有吸引力的。 按照订购货品的数量多少，我方可以给予 适当的折扣。至于付款方式，我方通常要求用即 期信用证支付。 再次感谢贵方对我方产品的兴趣。我方期 盼着贵方的订单，同时请贵方相信，我方会对贵 方订单作出及时而认真的考虑。 谨上