国际商务函电：Chapter 4
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Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs,
Thank you for your catalogue and pricelist, which we received last week.
After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience. We used to purchase this article from other sources but we now prefer to buy from your company because we understand you are in a position to supply large quantities at more attractive prices. Besides, we have confidence in the quality of Chinese products. We look forward to concluding the deal with you. Yours faithfully,
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditioቤተ መጻሕፍቲ ባይዱs of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Example: general enquiry
Dear Sirs,
We have been informed by Natwest, London that you are a leading manufacturer of cotton clothes in your city and that you wish to extend your business to the British market.
the definition of an enquiry; the classification of enquiries; guidelines for writing enquiries and replies; the standard format of enquiries and replies; how to use the commom expressions in enquiries and replies.
● Source of Information: a brief mention of how you obtained your potential supplier’s name; ● Offering alluring terms: Some indication of the demand in your area for the goods which the supplier deals in; ● Making requests: Details of what you would like your prospective supplier to send you. Normally you will be interested in a catalogue, price list, a sample, a quotation, and so on.
A first enquiry
For a first inquiry — a letter sent to a supplier with whom you have not previously done business，usually, the following information should be included：
Example:
Dear Sirs, We owe your name and address to our Commercial Counselor’s Office in your country who have informed us that you are one of the leading exporters of construction machinery in China. As large dealers, we import a complete range of construction machinery from other countries. Having been in this line of equipment for more than 40 years, we have a high reputation in this area and have an edge in marketing these products in our country. If you have a particular interest in merchandising your products in our market, please send us your most competitive offer together with catalogues. Samples may be required on our further notice. We normally order in large quantities and source suppliers on a long term basis. We require suppliers who have strong production capability and can provide competitive prices. We are looking forward to your early reply. Yours faithfully,
Requirements in a specific enquiry
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
Basic procedures in the conclusion of a business deal
Enquiry Offer Counter offer Acceptance Conclusion of the deal
General/specific enquiry
General enquiries: requesting pricelists, catalogues or samples only; Specific enquiries: including relevant terms and conditions for a trade including description of the product, quotation and quality requirement,etc. Difference: A general enquiry focuses on information in general terms, but specific ones focus on particular terms and conditions on particular items.
Example: an enquiry from a seller
Dear Sirs, We are honoured to be your long-term supplier for the past 5 years and we hold high value on your credit standing and ability for marketing our commodities in your area. We are writing to introduce our new drive-on trowels, a developed model with all the advantages of past models and many new improved features. We would like to invite you to visit our website for more details regarding the specifications, functions and other features of the machine for your comments and comparison with the existing ones on the market. Considering our long term successful cooperation, we would like to offer you the sole agency for this new product in your particular region, so long as your proposed terms and conditions are comparable to competitors. Your proposal is required by the end of this month in order to secure your privileged authorization. Thank you and best regards, Yours faithfully,
We trust you will give this enquiry your immediate attention and let us have your reply at an early date. Requirements in a general enquiry Yours faithfully,
We are an importer of beach suits and we have engaged in this particular line of business for more than thirty years. In order to acquaint us with the material and workmanship of your products, we shall appreciate it if you will send us your catalogues, a sample book and your latest price list.
1
Politeness brings you fortune.
-------- an old Chinese saying
Discuss the following questions
1) 2) 3) 4) 5) What is an enquiry？ What are the procedures involved in the conclusion of a deal? What is an offer? Who sends an enquiry, buyer or seller, or both? What is a general enquiry, and what a specific enquiry?
Example: specific enquiry
Dear Sirs,
Thank you for your catalogue and pricelist, which we received last week.
After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience. We used to purchase this article from other sources but we now prefer to buy from your company because we understand you are in a position to supply large quantities at more attractive prices. Besides, we have confidence in the quality of Chinese products. We look forward to concluding the deal with you. Yours faithfully,
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditioቤተ መጻሕፍቲ ባይዱs of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Example: general enquiry
Dear Sirs,
We have been informed by Natwest, London that you are a leading manufacturer of cotton clothes in your city and that you wish to extend your business to the British market.
the definition of an enquiry; the classification of enquiries; guidelines for writing enquiries and replies; the standard format of enquiries and replies; how to use the commom expressions in enquiries and replies.
● Source of Information: a brief mention of how you obtained your potential supplier’s name; ● Offering alluring terms: Some indication of the demand in your area for the goods which the supplier deals in; ● Making requests: Details of what you would like your prospective supplier to send you. Normally you will be interested in a catalogue, price list, a sample, a quotation, and so on.
A first enquiry
For a first inquiry — a letter sent to a supplier with whom you have not previously done business，usually, the following information should be included：
Example:
Dear Sirs, We owe your name and address to our Commercial Counselor’s Office in your country who have informed us that you are one of the leading exporters of construction machinery in China. As large dealers, we import a complete range of construction machinery from other countries. Having been in this line of equipment for more than 40 years, we have a high reputation in this area and have an edge in marketing these products in our country. If you have a particular interest in merchandising your products in our market, please send us your most competitive offer together with catalogues. Samples may be required on our further notice. We normally order in large quantities and source suppliers on a long term basis. We require suppliers who have strong production capability and can provide competitive prices. We are looking forward to your early reply. Yours faithfully,
Requirements in a specific enquiry
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
Basic procedures in the conclusion of a business deal
Enquiry Offer Counter offer Acceptance Conclusion of the deal
General/specific enquiry
General enquiries: requesting pricelists, catalogues or samples only; Specific enquiries: including relevant terms and conditions for a trade including description of the product, quotation and quality requirement,etc. Difference: A general enquiry focuses on information in general terms, but specific ones focus on particular terms and conditions on particular items.
Example: an enquiry from a seller
Dear Sirs, We are honoured to be your long-term supplier for the past 5 years and we hold high value on your credit standing and ability for marketing our commodities in your area. We are writing to introduce our new drive-on trowels, a developed model with all the advantages of past models and many new improved features. We would like to invite you to visit our website for more details regarding the specifications, functions and other features of the machine for your comments and comparison with the existing ones on the market. Considering our long term successful cooperation, we would like to offer you the sole agency for this new product in your particular region, so long as your proposed terms and conditions are comparable to competitors. Your proposal is required by the end of this month in order to secure your privileged authorization. Thank you and best regards, Yours faithfully,
We trust you will give this enquiry your immediate attention and let us have your reply at an early date. Requirements in a general enquiry Yours faithfully,
We are an importer of beach suits and we have engaged in this particular line of business for more than thirty years. In order to acquaint us with the material and workmanship of your products, we shall appreciate it if you will send us your catalogues, a sample book and your latest price list.
1
Politeness brings you fortune.
-------- an old Chinese saying
Discuss the following questions
1) 2) 3) 4) 5) What is an enquiry？ What are the procedures involved in the conclusion of a deal? What is an offer? Who sends an enquiry, buyer or seller, or both? What is a general enquiry, and what a specific enquiry?