3.商务英语写作 第三章

3
Chapter
Sales-related Inquiries and Replies
II. Sample Analysis
Letter A 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 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
If possible, answer all requests and questions, preferably in the order posed.
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Chapter
Sales-related Inquiries and Replies
2. Replies to sales-related inquiries
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Chapter
Sales-related Inquiries and Replies
II. Sample Analysis
Letter B 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. 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
3
Chapter
Sales-related Inquiries and Replies
II. Sample Analysis
Questions for comprehension:
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 purposes? 4. Does each letter end with goodwill words adapted to the particular case? 5. How do the authors fulfill their tasks? 6. Can you sum up the writing principles of sales–related inquiries and replies? 7. What is the purpose of each letter? 8. What are included in each letter? 9. List the outlines for each letter. 10. In what situation is an inquiry written?
3
Chapter
Sales-related Inquiries and Replies
2. Replies to sales-related inquiries
Adherence on the principles: Answer Promptly. Reply Courteously. v Respond Completely. Provide Additional Information. Follow up the Answer.
3
Chapter
Sales-related Inquiries and Replies
I. Introduction
Inquiries and replies are among the most common types of business letters:
1. Sale-related inquiries
3
Chapter
Sales-related Inquiries and Replies
1. Sale-related inquiries
The general plan for sales-related inquiries: Begin directly with the objective, indicating a general inquiry about products or services. Include specific requests or questions about the products or services. If a number of questions or requests are involved, list them by numbers, or leave a space between them. End with goodwill words adapted to each particular situation.
The general plan for sales-related replies: Include any necessary details that the reader may Leabharlann Baidueed to know.
v Use the
opportunities to promote other products or services when appropriate. Express goodwill or take an optimistic look into the future.
In international trade, inquiries are usually made by the buyers to get information about the goods to be ordered.
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Chapter
Sales-related Inquiries and Replies
3
Chapter
Sales-related Inquiries and Replies
2. Replies to sales-related inquiries
The general plan for sales-related replies: Begin by courteously indicating that you are answering his/her inquiries about products or services, identifying the correspondence being answered (incidentally or in a subject line). Express interest in the inquiry.
I. Introduction
Generally a detailed inquiry includes many parts: 1. the name and descriptions of commodity; 2. quality or specifications; 3. quantity; 4. terms of price (FOB, CFR, CIF, etc.); 5. terms of payment (by L/C, D/P, etc.); 6. time of shipment; 7. packing method; …
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Chapter
Sales-related Inquiries and Replies
2. Replies to sales-related inquiries
The writer’s first objective is to build goodwill. His/Her second objective is to make a sale, if the inquiry opens up the opportunity.
高等学校英语拓展系列教程
主 编：胡英坤 车丽娟 外语教学与研究出版社
Chapter 3
Sales-related Inquiries and Replies
商务写作概述
3
Chapter
Sales-related Inquiries and Replies
Contents of this chapter
I. Introduction II. Sample Analysis III. Sample Contrast IV. Patterns and Sentences (additional)
3
Chapter
Sales-related Inquiries and Replies
I. Introduction
2. Replies to sales-related inquiries
3
Chapter
Sales-related Inquiries and Replies
1. Sale-related inquiries
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 products or services purchased/sold or being considered for purchase/sale. In order to obtain a satisfactory response, the writer of such inquiries should state his/her requests specifically and courteously.