外贸函电-Unit-3概要
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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