外贸函电-Unit 04 询盘及回复

提供商品
的详细信
息及优点 The specimens sent will convince you of the excellent
quality of our medical instruments.（寄去的样品会
使您相信我方制造的医疗器械质量上乘。）
（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 格的期限
（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。）
回复询盘信函的写作步骤及常见表达方式：
写作步骤
表达方式
Price is valid until Dec.31.（这些价格至12月31 日有效。）
Subject to being unsold.（以未售出为前提。）
Our terms of payment are cash on delivery.（我们的 付款条件是货到付款。）
（5）
阐明所能 接受的付 款条件和 可能的交
for…（在……的……公司向我们介绍了作为……独
家代理的贵公司的名称。）
We are considering the purchase of…（我们打算购 买……。）
（2） We are interested in importing snooker tables but we 直截了当 need to have further details of the costs before 地说明想 making a final decision.（我们有兴趣进口台球桌， 要购买的 但在最后决定之前需要进一步了解有关价格的详
Provided prices are right.（前提是价格便宜。）
If your products and terms compare favorably with those of other suppliers, we shall send you an order. （如果贵公司的产品及条件与其他供货商相比有 优势，我方就会下订单。）
This offer is subject to your immediate reply which should reach us not later than the end of next month. The price will probably be changed once this particular offer has lapsed.
We should like to know if you allow discounts. （我们想知道，你方是否给我们折扣。）
（5）
询问对方所 能提供的折 扣，写清你 所能接受的 支付条件和 期望的交货
时间
Please let us have your lowest FOB prices, together with your terms of business, and state your best delivery date.（请告知贵公司最低离 岸价和交易条件，并说明最早交货日期。）
We are pleased to enclose …（我们很高兴附寄给 您……。）
（2） We have pleasure in enclosing …（我们很高兴附寄 表示很高 给您……。） 兴寄…… 给对方 We are sending you our latest price-list and catalogue.
This is the most favorable offer we can make and you will agree that none of our competitors can equal these terms.（这是我们能做到的最低报 价，您会承认，在我们的竞争者中没有一家能 提供与我们一样的报价。）
知对方从 Your firm has been recommended to us by Bayer AG,
何种渠道 with whom we have done business for many years. 得知对方 （多年来与我们有业务联系的拜尔股份公司将贵公 公司的情 司推荐给我们。）
况） Messrs…of … have given me your name as sole agents
Yours faithfully, VANCOUVER TEXTILES CORPORATION
Baidu Nhomakorabea
Letter 2：A reply to the above
Dear Sirs,
We take pleasure to acknowledge receipt of your letter of January 20, from which we learn that you are interested in bringing silk garments to the New York market. We are enclosing our quotation sheet3 covering different sizes and colors of our pure silk garments that can be supplied from stock. We are also airmailing you two dozen sample garments in different sizes and colors. Delivery will be within 30 days after your placing an order to us. Payment of the purchase is to be effected by an irrevocable L/C at sight in our favor.
We look forward to doing business with you. （我们盼望与你方洽谈业务。）
4.3 Specimen Letters（样函）
Letter 1：General enquiry
Dear Sirs, We have been informed by the Bank of U.S. Commerce, New York, that you are one of the leading exporters of textiles in China, and that you wish to export pure silk garments to our market. You will be pleased to note that our corporation is one of the leading importers of textile products, having over 30 years’ history and high reputation1. We shall be able to give you considerable orders, if the quality of your products is fine and the prices are moderate. We would be obliged if you will send us some samples with the best terms2 at your earliest convenience.
FOREIGN BUSINESS CORRESPONDENCE
Unit 4 Enquiries and Replies 询盘及回复
4.1 Introduction（简介）
目的: 了解询盘的基本写作技巧和回复。
交易磋商的一般程序分为“询盘”、“发盘”、“还盘” 和“接受”四个环节。 询盘（Enquiry）又称询价，是指买方或卖方向对方询 问以价格为中心的各种相关的交易条件，包括一般询价 （General Enquiry）和具体询价（Specific Enquiry）。 一般询价是指买方或卖方向对方索取商品目录、价目表 样品等。具体询价则是指买方或卖方就指定商品要求对 方发盘。
4.2 Writing Skills（写作技巧）
写作步骤
表达方式
Your name has been given us by the Chamber of
（1） Commerce/ the… Embassy/ the… bank in…).（我们
说明信息 来源（告
从在……地方的商会/从……使馆/从……银行获悉 你方名称。）
（我们附寄给您我们的最新价格表和产品目录。）
We are confident you will find our products the finest
on the market and considerably better than those of
（3） 说明所能
our competitors who supply your market at present. （我们确信，您将会认为我方产品是市场上最好 的，大大优于竞争对手目前所供的产品。）
Many thanks for your enquiry of …（多谢您于…… 日的询价。）
（1） Thank you for your enquiry and for your interest in
感谢对方 的询价
our products.（感谢你方询价以及对我方产品的兴 趣。）
We thank you for your enquiry of …（对你方 在……日的询价信深表感谢。）
寄请送求目对录方、Wcaetaslohgouueldalnidkefutoll rdeecteaiivlse
a copy of your
of your latest export prices
and
价格表和 terms of payment, together with samples.（我们非
样品 常希望获得贵公司的最新产品目录和有关出口价
We require the goods delivery would be effected within six weeks of order.（我们要求在下订单 后六周内供货。）
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。）
格、付款条件以及样品的详细材料。）
Kindly let me have a description of your electric hedge trimmers.（请贵方寄来电动修剪机的说明 书。）
（4）
强调对 方所报 价格应 合理和
具有竞 争性
If your quotation is really competitive, …（如果你 方报价具有竞争力，……。）
货物 细情况。）
We are regular buyers of men’s knitwear.（我们是购 买男用针织品的老客户。）
（3）
Will you please send us your illustrate/ latest catalogue and price-list.（请您寄给我们带插图的/ 最新的产品目录和价格表。）
货期
We should require payment by banker’s draft on receipt of our pro forma invoice.（我们要求在收到 形式发票后通过银行汇票付款。）
We can usually deliver within three weeks of receiving an order.（通常我们在收到订单后三个星 期内就可供货。）
（6）
希望客户对 报价满意并 能很快收到 订单或希望 未来长期开
展交易
We hope you will find our quotation satisfactory and look forward to receiving your order.（我们希望您对我们的报价满意并 期盼您的订货。）