外贸函电-Unit-3概要
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外贸函电-第三单元
e 10
绝对保密：
treated be held complete absolute in confidence
kept
gave
6、对你提供的任何资料，我们都予以保密。
Any information you may be able to pass on to us will be treated as confidential.
背景
文本和线条
阴影
标题文本
填充
强调
超链接
已访超链接
Page 16
商。多年来在同行中享有良好的声誉。
The firm you inquire about is one of the most reliable importers in our district and has enjoyed a good reputation among the 8 traders for many years.
关于：
with reference to with regard to regarding concerning
5、你地XX银行将给你提供有关我们的信誉和经 营作风等方面的资料。
背景 文本和线条 阴影 标题文本 填充 强调 超链接 已访超链接
The xx bank of your city will give you any information you may require concerning our credit standing as well as our manner of doing business.
Uint3 Status Enquiries
信誉：
prestige credit reputation credit standing
绝对保密：
treated be held complete absolute in confidence
kept
gave
6、对你提供的任何资料，我们都予以保密。
Any information you may be able to pass on to us will be treated as confidential.
背景
文本和线条
阴影
标题文本
填充
强调
超链接
已访超链接
Page 16
商。多年来在同行中享有良好的声誉。
The firm you inquire about is one of the most reliable importers in our district and has enjoyed a good reputation among the 8 traders for many years.
关于：
with reference to with regard to regarding concerning
5、你地XX银行将给你提供有关我们的信誉和经 营作风等方面的资料。
背景 文本和线条 阴影 标题文本 填充 强调 超链接 已访超链接
The xx bank of your city will give you any information you may require concerning our credit standing as well as our manner of doing business.
Uint3 Status Enquiries
信誉：
prestige credit reputation credit standing
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
Unit 3 Enquiry《外贸英语函电》PPT课件
或…（goods）be in…demand句型，如“我们市场上对男式衬衫需求量很
大”。可译作“There is a large demand for Men s Shirts in our
market.”或“Men’s Shirts are in great demand in our market.”。
the terms of an order with you or to negotiate a contract.
We look forward to receiving an order from you.
Yours faithfully，
Text B
Dear Sir，
We have received your letter of March 11 inquiring about
3% is granted.If you place your order not later than the end
of this week，we would guarantee prompt delivery within 20
days，and demand your payment by sight L/C.
on to us for our attention.你方5月8日鞋和手套的询盘已转交我
方处理。
5.We think the colors will be just what you want for the
fashionable trade，and the beauty and elegance of our
Enclosed please find our quotation sheet and a copy of
大”。可译作“There is a large demand for Men s Shirts in our
market.”或“Men’s Shirts are in great demand in our market.”。
the terms of an order with you or to negotiate a contract.
We look forward to receiving an order from you.
Yours faithfully，
Text B
Dear Sir，
We have received your letter of March 11 inquiring about
3% is granted.If you place your order not later than the end
of this week，we would guarantee prompt delivery within 20
days，and demand your payment by sight L/C.
on to us for our attention.你方5月8日鞋和手套的询盘已转交我
方处理。
5.We think the colors will be just what you want for the
fashionable trade，and the beauty and elegance of our
Enclosed please find our quotation sheet and a copy of
外贸英语函电unit3Enquiries
Strategies and Techniques for Counteroffer
Use concessions strategically
Be prepared to make concessions in areas that are less important to you in order to secure a better deal in areas that are more important.
Politeness
Use polite language and a friendly tone to create a positive impression.
Tips and strategies for responding to inquiries
Example analysis: Successfully replied to inquiry
02
Inquiries and Replies
VS
An inquiry is a request for information or clarification regarding a product, service, or other business matter.
Classification
01
introduction
Purpose and background
The purpose of this unit is to introduce the concept and importance of inquiries in foreign trade, as well as to provide guidelines for writing effective inquiries in English.
外贸函电unit3
Notes: Discount : 折扣 quantity discount: 数量折扣 cash discount： 现金折扣 The highest discount we can allow (give, make, grant) on this article is 10%.
Practice
practice
你们在5月期《好管家》刊登的台灯广告，我们很感兴
趣。 We are interested in the desk lamps you advertised in the May issue of “good housekeeping”
Pattern2：reasons for---for materials
An enquiry
Enquiry
• offer
• First Enquiry • 首次询盘 • Firm offer • 实盘 • Negotiating bank
• negotiate
Enquiries
Definition: A Request for
Information without engagement
growth of our business
Pattern2--Ask for price with discount
2.We shall appreciate if you could make us the best offer for your Children’s Bicycles on CIF New York basis with terms of payment and the largest discount you can allow us.
(1) We shall be glad if you will send us your samples. We shall appreciate it if you will send us your samples and brochure. (2)We would like you to send us the catalogue (3)Please send us your catalogue…..
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
外贸函电第二版-Unit03询盘及回复
Aiman Elshazly 36 Rostrade Egypt 82.201.175
Dear sir , Kindly be informed that I am so interesting with fresh pasta “ pasta machine” . I am asking for you to send your best offer for this machine fresh pasta machine with all any equipments to make diff. type of fresh pasta such as fresh pasta as follow: Pasta fresca type : 1- Fettuccine (宽面) 2- sheet （面片） 3- Rigatoni （通心粉） showing machine types and capacity ,Waiting for your urgent reply, Pls. feel free to contact me any time Best Regards
价格表和 We should like to receive a copy of your latest 样品 catalogue and full details of your export prices and terms of payment, together with samples.（我 们非常希望获得贵公司的最新产品目录和有关出
place an order with sb for sth 向某人订购某物
place a large (substantial) order with sb for sth 向某人大量订购某物
If your price is reasonable, we may place a large order with you. 若你方价格合理，我方可能向你方大量订购。
Dear sir , Kindly be informed that I am so interesting with fresh pasta “ pasta machine” . I am asking for you to send your best offer for this machine fresh pasta machine with all any equipments to make diff. type of fresh pasta such as fresh pasta as follow: Pasta fresca type : 1- Fettuccine (宽面) 2- sheet （面片） 3- Rigatoni （通心粉） showing machine types and capacity ,Waiting for your urgent reply, Pls. feel free to contact me any time Best Regards
价格表和 We should like to receive a copy of your latest 样品 catalogue and full details of your export prices and terms of payment, together with samples.（我 们非常希望获得贵公司的最新产品目录和有关出
place an order with sb for sth 向某人订购某物
place a large (substantial) order with sb for sth 向某人大量订购某物
If your price is reasonable, we may place a large order with you. 若你方价格合理，我方可能向你方大量订购。
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。）
Unit 3 Enquiries 外贸英语函电课件
4）to be desirous of sth. 想要… • We are desirous of establishing (to establish)
business relations with you.
2. Enquiry
Part 2 The Specimen Letters
• Dear Sir, • You were recommended to our company by the Bank of Communications,
New York Branch, which told us that you export Chinese textiles. • Our company imports general merchandise. We have been in business
• If appropriate, you might want to include additional information about your organization, the products or services you sell, or the subject matter of the inquiry, beyond the scope of the original inquiry.
and please send us a copy of your illustrated catalogue with details of the prices and terms of payments.我们对不同尺寸的自行车感兴趣，请寄一份
带插图的目录并详告价格和付款方式。
3) to be in the market for sth.要购买…… • The Indians are in the market for copper. • We’ll mail you as soon as we are in the market.
business relations with you.
2. Enquiry
Part 2 The Specimen Letters
• Dear Sir, • You were recommended to our company by the Bank of Communications,
New York Branch, which told us that you export Chinese textiles. • Our company imports general merchandise. We have been in business
• If appropriate, you might want to include additional information about your organization, the products or services you sell, or the subject matter of the inquiry, beyond the scope of the original inquiry.
and please send us a copy of your illustrated catalogue with details of the prices and terms of payments.我们对不同尺寸的自行车感兴趣，请寄一份
带插图的目录并详告价格和付款方式。
3) to be in the market for sth.要购买…… • The Indians are in the market for copper. • We’ll mail you as soon as we are in the market.
外贸函电-Unit-3概要
9SpecifiFra bibliotek enquiry
外贸函电
• If the importer intends to purchase goods of a certain specification, he may ask the exporter to make an offer or a quotation for the goods. That is a specific enquiry.
• What is the difference between offer and quote?
10
Offer & Quote
外贸函电
OFFER 在报盘的有效期内，一经对方接受，合同即告成立．报 盘的主要内容应该包括商品名称，品质，数量，包装，价格，交 货日期和方式，及支付方式等. 报盘还有实盘和虚盘之分．实盘是指可以从报盘的内容上判明发 盘人有肯定的订立合同的意图．此报盘一经接受，发盘人就不得 更改或撤销报盘的内容，否则将承担法律责任．它具有内容名确 (clear), 内容完整(complete) 和无保留条件(final)三个特点。虚盘则 是指从报盘的内容上可以看出发盘人有某种保留并无肯定的订立 合同的意图．此报盘对发盘人来说，无任何法律约束力．它的特 点就是内容不明确，主要交易条件不完整或有保留条件． QUOTE 是卖方报价，一般是指只报出价格，而未提出其他条件.
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?
外贸函电
• If the importer intends to purchase goods of a certain specification, he may ask the exporter to make an offer or a quotation for the goods. That is a specific enquiry.
• What is the difference between offer and quote?
10
Offer & Quote
外贸函电
OFFER 在报盘的有效期内，一经对方接受，合同即告成立．报 盘的主要内容应该包括商品名称，品质，数量，包装，价格，交 货日期和方式，及支付方式等. 报盘还有实盘和虚盘之分．实盘是指可以从报盘的内容上判明发 盘人有肯定的订立合同的意图．此报盘一经接受，发盘人就不得 更改或撤销报盘的内容，否则将承担法律责任．它具有内容名确 (clear), 内容完整(complete) 和无保留条件(final)三个特点。虚盘则 是指从报盘的内容上可以看出发盘人有某种保留并无肯定的订立 合同的意图．此报盘对发盘人来说，无任何法律约束力．它的特 点就是内容不明确，主要交易条件不完整或有保留条件． QUOTE 是卖方报价，一般是指只报出价格，而未提出其他条件.
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?
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
国际商务函电信函写法Unit-3--Status-enquiriesPPT课件
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Endings:
We thank you for your information and express our willingness to reciprocate if the occasion should arise.
The above information is given on the understanding that it is to be treated as strictly confidential.
We regret being unable to help you with information about the firm referred to in your letter of …since we have not done any business with them in the past.
We should be very pleased if you would assist us in this respect, and we can assure you that any information you may give us will be treated in absolute confidence.
financial & … We should be grateful if … We should be obliged if …
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Please accept our thanks for any assistance you can give us.
We shall be most grateful for any information you can obtain for us .
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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.
6
Suggested answers:
1. Offer and acceptance are irrevocable business steps in international trade negotiation. That is to say, enquiry and counter offer can be omitted in real business transaction. 2. Enquiry, offer, counter offer and acceptance can be made by either prospective buyers or potential sellers. But usually enquiry is made by the prospective buyer without engagement（约束） and offer is usually made by the prospective seller with engagement (firm offer实盘) or without engagement (non-firm offer虚盘).
request for quotations/offers or detailed trade terms such as prices, trade term, discount, packing conditions, time of shipment, terms of payment, specifications, insurance or other information for certain articles. 8
The classification of enquiries: I. General Enquiries: （一般询盘）
request for price lists, literature宣传资料 or catalogue, etc.
II. Specific Enquiries: （具体询盘）(stronger intension to make an order than general enquiries)
• be able to make inquiries on the detailed information about different products.
• be able to use related words and expressions to make inquiries.
3
Contents
Business English Correspondence
外贸英语函电
Unit 3
外贸函电
Enquiries and Replies
询价及回复
Learning objectives
外贸函电
Upon completion of this chapter, you should:
• be aware of the information to be covered in general inquiry and specific inquiry.
General enquiry
外贸函电
• If the importer wants to have a general idea of the commodity, he may make a request for general information, a pricelist, a catalogue, samples and other terms. This is a general enquiry. (Generally, it is also a first enquiry. That is an enquiry writing without first writing a letter to establish business relations). • 一般询盘——买主为了了解情况向卖主索取商品 目录本、价目单或样品等一般信息。
Part One Part Two Part Three Part Four Part Five Basic Knowledge Concerned Lettery Used Expressions and Sentences
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.
6
Suggested answers:
1. Offer and acceptance are irrevocable business steps in international trade negotiation. That is to say, enquiry and counter offer can be omitted in real business transaction. 2. Enquiry, offer, counter offer and acceptance can be made by either prospective buyers or potential sellers. But usually enquiry is made by the prospective buyer without engagement（约束） and offer is usually made by the prospective seller with engagement (firm offer实盘) or without engagement (non-firm offer虚盘).
request for quotations/offers or detailed trade terms such as prices, trade term, discount, packing conditions, time of shipment, terms of payment, specifications, insurance or other information for certain articles. 8
The classification of enquiries: I. General Enquiries: （一般询盘）
request for price lists, literature宣传资料 or catalogue, etc.
II. Specific Enquiries: （具体询盘）(stronger intension to make an order than general enquiries)
• be able to make inquiries on the detailed information about different products.
• be able to use related words and expressions to make inquiries.
3
Contents
Business English Correspondence
外贸英语函电
Unit 3
外贸函电
Enquiries and Replies
询价及回复
Learning objectives
外贸函电
Upon completion of this chapter, you should:
• be aware of the information to be covered in general inquiry and specific inquiry.
General enquiry
外贸函电
• If the importer wants to have a general idea of the commodity, he may make a request for general information, a pricelist, a catalogue, samples and other terms. This is a general enquiry. (Generally, it is also a first enquiry. That is an enquiry writing without first writing a letter to establish business relations). • 一般询盘——买主为了了解情况向卖主索取商品 目录本、价目单或样品等一般信息。
Part One Part Two Part Three Part Four Part Five Basic Knowledge Concerned Lettery Used Expressions and Sentences