国际贸易Enquiry,offer,counter-offerand acceptance

向客户进行询盘1. 文体介绍在对外贸易中，询盘，也叫询价（inquiry或enquiry）是买方或买方对于所要购买或出售的商品向另一方作出的询问。

询盘是交易的起点，可以分为：普通询盘（a general inquiry）:索取普通资料，诸如：目录（a catalogue）、价目表或报价单（a price-list or quotation sheets）、样品（a sample）、图片（illustrated photo prints）等。

具体询盘（a specific inquiry）: 具体询问商品名称（the name of the commodity）、规格（the specifications）、数量（the quantity）、单价（the unit price FOB…CIF…）,装船期（the time of shipment）、付款方式（the terms of payment）等。

询盘一般多为买方向卖方发出，买方通过询盘信，简明扼要的向卖方了解一般的商品信息。

利用E-mail 写询盘信，无须写的过分客气，只需具体、简洁、措词得体。

有的询盘信开门见山，直截了当说明订购打算，希望对方给予一定优惠条件；有的询盘信则以征询信息的方式，不许下订货诺言，以避免结果未订购可能形成的日后交易中的障碍。

2．实用范例Subject: EnquiryDear Sir,We are interested in buying large quantities of steel screws in all sizes.We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. It would also be appreciated if you could forward samples and your price-list to us.We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.We look forward to hearing from you by return E-mail.Sincerely,Xxx3、参考译文主题：询盘亲爱的先生：本公司有意大量购买各型号钢螺钉，欲知每公斤运抵英国利物浦的成本价运费价格。

如蒙惠赐上述报价单，不胜感激。

如能惠寄样本和价格表，亦必感激不尽。

本公司素来从其他公司购买此类货物，闻悉贵公司货物质优价廉，故欲与贵公司建立合作关系。

盼复。

你真诚的xxx4、典型句型(1) Could you give us some idea about your price? 请介绍贵方的价格好吗?(2) Do you offer FOB or CIF? 你们报船上交货价还是到岸价？(3) How long does your offer remain valid/firm/open? 你们的报价多长时间有效?(4)Will you let us know what your terms of payment are? 能否告知贵方付款条件？5）Please make us an offer within this month since we have made an inquiry for your products.我们已对你们的产品进行询价，请在本月内给予报盘。

（6）Please send us your best offer by Internet stating payment terms and time of shipment.请用互联网向我们报最优价，说明支付条件和装运期。

（7）Full information as to prices, quality, quantity available and other relative particulars would be appreciated. 请详告价格、质量、可供数量及其它有关情况。

一、General enquiry and reply 一般询价和回复(Enquiry)Date: March 21,2012Gentlemen:We learn from ABC Co., Ltd., New York that you are a leading exporter in your country.We are,at present,very much interested in importing your goods and would appreciate your sending us catalogues,sample books or even samples if possible.Please give us detailed information on CIF Guangzhou prices,discounts,and terms of payment.We hope this will be a good start for a long and profitable business es relations.Truly yours,(Reply)Gentlemen,We welcome you for your enquiry of March 21 and thank you for your interest in our export commodities. We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some samples which will show you clearly the quality and craftsmanship. We trust that when you see them you will agree that our products appeal to the most selective buyer.We allow a proper discount according to ther quantity ordered. As to the terms of payment we usually require Letter of Credit payable by sight draft.Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt and careful attention.Truly yours,二、Specific Enquiry and Reply 具体询价和答复(1) Enquiry for Chinese Cotton Piece Goods1Dear Sirs,We are glad to note from your letter of March 9 that, as exporters of Chinese Cotton Piece Goods,you are desirous of entering into direct business relations with us.At present, we are interested in printed shirting and shall be pleased to receive from you byairmail catalogues, samples and all necessary information regarding these goods so as to acquaint us with quality and workmanship of your supplies. Meanwhile please quote us your lowest price,C.I.F. Vancouver,inclusive of our 5% commission, stating the earlest date of shipment.Should your price be found competitive and delivery date acceptable,we intend to place a large order with you.We trust you will give us an early reply.Yours faithfully,2July 15,2012Gentlemen,We are interested in buying large quantities of digital cameras in different brands. We would be oblighted if you would give us a favouralbe quotation CIF Shenzhen,China.It would also be appreciated if you could forward samples and your price list to us.We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply large quantities at more attractive prices. In addition,we have confidence in the quality of your products.We look forward to hearing from you soon.Kindest regards,Yours truly,(Reply)Gentlemen,We warmly welcome your enquiry of July 15 and thank you for our interest in our digital cameras.We are enclosing our illustrated catalogue and price list giving the details you ask for. As for the payment terms we usually require confirmed, irrevocable Letter of Credit payable by draft at sight.We have already sold some of those cameras to China and are now represented there by the ASD Company Ltd., Beijing. May we suggest that you contact the company directly? We think the firm may supply you with more details of our cameras. We feel confident that you will find the goods are both excellent in quality and very reasonable in price.With best regards,Yours sincerely,3.Dear Sir,It is a pleasure for us to introduce ourselves to you as a commission agent for Chinese commodities. We’ve been engaged in this post for over 5 years now.We would be so much grateful if you send us catalogues and samples for the following items.(1)towels, bed-sheets and blankets(2)Baby napkins and diapers(3)Garments for men,women and children(4)Underwear for men, women and children(5)Cotton piece goods and cotton fabricsWe are awaiting your earliest reply.Yours faithfully,4Dear Sirs,Re: COSMETICSWe are one of the leading importers of daily chemicals in this city and shall be pleased to establish business with your corporation.At present we are interested in your cosmetics,detail as per our Enquiry Note No. 1368 attached,and shall be glad to receive your lowest quotation as soon as possible.We would like to mention that if your price is attractive and delivery date acceptable, we shall place our order with you immediately.We look forward to your early reply.Faithfully yours,Encl. As stated5 Enquiry for portable computersDear Sirs,We are pleased to learn from your letter of 1st August that, as a manufacturer of computers ,you are desirous of entering into direct business relation with us. This is just our desire,too. We have studied your catalogues and are interested in your portable computer Model PH-88. please quote us your lowest price, CIF Guangzhou,inclusive of our 2% commission, stating the earliest date of shipment.Should your price be found competitive and delivery date accptable, we intend to place a large order with you.Please give us your reply as soon as possible.Yours faithfully,二、Quotation, firm offers & counter offers报盘、实盘、还盘(Quotation)Date: August 26,2012Dear Sirs,We thank you for your enquiry of August 22 and are pleased to send you our quotation for the goods you required as follows;Commodity: “White Rabbit” Brand Woolen Mixed Blanket No.38.Size: 76x86 inWeight: 41bsColour: Yellow,brown,green assortmentQuantity: 1,000 pcs.Price:US$36.00 per piece CIF MontrealShipment: OctoberYou are cordially invited to take advantage of this attractive quotation. We are anticipating a large order from the the United States ,and that will cause a sharp rise in price.We look forward to receiving your order.Yours faithfully,(Reply)Dear Sirs,“White Rabbit Brand Woolen Mixed Blanket”Thank you for your quotation of August 26 for 1,000 pieces of the captioned goods.We immediately contacted our customers and they showed great interest because there is a growing demand for woolen blankets. The prices you quoted, however, are found too much on the high side. ABD company ,one of our customers ,told us that they would possibly order 2,000 pieces of the goods,provided that you can reduce your price to US$ 33.00 per piece. ABD is one of the leading importers in our country, so there is a good chance of finalizing an order with them if the present price can be lowered to meet their requirement. We hope you will take advantage of this chance so that you will benefit from the expanding market.We are most anxious that you will do your utmost to reduce the price and we await your reply with great interest.Yours faithfully,***Sending a quotationDear Sirs,We thank you for your Enquiry List No.303 and enclose our quotation No.502 for the captioned goods.We have sent you our latest illustrated catalogue today by air. Their attractive designs and the reasonable prices at which we offer them will,we hope, convince you that our toys are really good value. Provided we receive your order by 15 May, we make you a firm offer for delivery by the end of June at the prices quoted.On order for 500 pieces or more we allow a special discount of 5% and look forward to receiving your order.Yours faithfully,Encl: Quotation No.502******Offer of Electronic Calculators 电子计算器商报盘Dear Sirs,Inreply to your letterof July 18, we are giving you an offer, subject to you reply here by 6 P.M. our time,Tuesday,August 5,as follows:Commodity: Electronic CalculatorsSpecifications: As per attached listPacking: As per the buyers opionQuantity: 3,000 piecesPrice: US$ 9.00 net per piece CIF LagosShipment: September/ October,2012Payment: Confirmed,Irrevocable Letter of Credit payable by draft at sight to be opened 30 days before the time of shipment.Under separate cover,we have sent you 2 copies of illustrated atalogue of various brands as per your request.We are expecting your early order.Yours faithfully,********Offer of Refrigerators 电冰箱商报盘Dear Sirs,Haier REFRIGERATORYour fax of February 10 asking us to offer you the subject article has received our immediate attention. We are pleased to know that you are interested in our products.In reply to your enquiry, we take pleasure in making you an offer as follows,provided your reply reaches us within 7 days from today:Specification: Quantity(set) : Price:(USD)BYD212 1,000 410.00BYD175 1,000 380.00BYD219 500 395.00The price is on the basis of CIF AlexandraPacking: at buyer’s option.Shipment: Total quantity to be delivered by 3 equal monthly shipment,March through May,2012 Payment: 100% by irrevocable , revolving letter of credit.In view of the fact that our stock on hand has been quite low owing to heavy commitment,your early order is absolutely essential.Yours faithfully,******Offer of Personal Computers 计算机商报价Dear Sirs,DELL Personal ComputerWe confirm your fax of 10th August, asking us to make you an offer for the captioned personal computers,CIF Daker. Now we are making you an offer as follows;Commodity: Dell Personal ComputerSpecification: Intel @Pentium@4 Processor FeaturesQuantity:2,000 setsPacking: Each set is wrapped in a polybag and packed in a standard export cardboard carton lined with foam.Price:US$400.00 per set CIF Dakar, SenegalShipment: September/October,2012Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the date of shipment.This offer is subjiect to your reply here on or before 27th August.Please note that we have given you our most favourable price and we trust that the above will be acceptable to you.We highly appreciate your early reply.Yours faithfully,三、Counter Offers还盘1. Counter –offer on price of refrigerators 对电冰箱价格的还价Dear Sirs,Yours Offer No.146 for Haier RefrigeratorsWe have received your offer No.146 offering us 2,500 sets for three designs of the subject goods. In reply, we regret to inform you that our clients find your price much too high. Information indicates that some kinds of said articles made in other countries have been sold here at a level about 5% lower than that of yours.We do not deny that the quality of your produts is slightly better, but the difference in price should,in no case,be so big. To set up the trade, we counter offer as follows,subject to your reply here by 5 p.m. our time, February 18:US$ 240.00 for BYD212US$235.00 for BYD175US$245.00 for BYD219As the market is of keen competition, we recommend your immediate acceptable.Yours faithfully,2. Counter-offer on price of hand embroidered silk scarf 对手绣丝围巾价格的还价Dear Sirs,Hand-embroidered Silk ScarfsWe thank you for your offer by fax of September 3 for 5,000 pieces of the captioned goods at USD 9.50 per piece CIF Hamburg.We immediately contacted our customers and they showed great interest in the quality and designs of your products. However they said that your price is 10% higher than the a average. They told us if you can reduce your price to USD 8.00 per piece, they will increase 1,000 pieces to the quantity. So there is a good chance of concluding a bigger transaction with them if you can meet their requirement.We hope you will take advantage of this opportunity so that you will benefit from the expanding market.We await your favourable reply with great interest.Yours faithfully,3. Counter-offer on price of medical apparatus and instruments 对医疗器械价格还价Gentlemen:We thank you for your Quotation No.135 for yourNDY-FM 789 Medial Apparatus and Instruments, and we have given it very careful consideration.We don’t deny that we are interested with your products, as you know.however,we find that we can obtain from another firm a price of 5% lower than that of yours.If you would reduce your price to that extent, we will be pleased to place with you an order that will carry us for the rest of this year.Hope to hear from you soon.Yours faithfully,4.Buyer ask for reduction of minimum quantity 买方要求降低起订量Dear Sirs,Your Offer No.123We thank you for your fax of April 4 offering us 6 designs of Ornamental Cloth. However we regret to inform you that the minimum of 10,000yards per design is too big for this market.In case you can reduce the minimum to 7,000 yards per design, there is a possibility of placing orders with you, because a considerable quantity of this material is required on this market for manufacturing curtains, bed sheets,etc.Your early reply will be highly appreciated.Yours faithfully,5. Counter-offer on payment term 对支付方式的还盘Dear Sirs,We thank you for your quotation of February 3 for 1,000 sets of Changhong 3188 colour TV.We find your price as well as delivery date satisfactory,however we would give our suggestion of an alteration of your payment terms.Our past purchase of other household electrical appiances from you has been paid as a rule by confirmed, irrevocable letter of credit at sight. On this basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us,the tie-up of our funds lasts about four months. Under the present circumstances, this question is particularly taxing owing to the tight money condition and unprecedentedly high bank interestIn view of our long business relations and our amicable cooperation prospects,we suggest that you accept either “Cash against Documents on arrival of goods” or “Drawing on us at 60 day’s sight”.Your first priority to the consideration of the above request and an early favourable reply will be highly appreciated.Yours faithfully,6. Buyer asks for earlier delivery 买方要求提前提货Dear Sirs,COMPRESSORSWe refer to your offer of March 13 for 2,000 pieces of the subject articles.\As our customers urgently need the goods, they request us to fax you to shift your delivery time from “the end of July” to “on or before June 15”, or they will get the goods from other sources.In order to promote your business, please accept this unharsh condition.We await your pleasant reply.Yours faithfully,四、Acceptance of order for portable TV sets 接受订购手提式电视机的订单（1）Dear Sirs,we were very pleased to receive your order No. 678 for portable Tv sets. We accordingly accept the order and shall arrange delivery as soon as possible. We have confidence that you will be completely satisfied with our goods when you received them.As you may not be aware of the wide range of goods we deal in we are enclosing a copy of our catalogue and hope that our handling of your first order with us will lead to further business between us and mark the beginning of a happy working relationship.Yours faithfully,（2）Date:Dear Sir or Madam:Re: Ladies JacketsThank you for your fax of today.After due consideration, we decide to accept your price. Now we confirm supplying the Ladies Jackets on the following terms and conditions:modity2.packing:we will send you our sales confirmation for your signature.Thank you for your cooperation.Yours faithfully,(3)Date:Dear Sirs,With reference to our exchanged faxes, we are pleased to come to a deal on Lady Jackets of 4,500 pieces at the price of USD19,00 per piece CIF DUBAI for shipment in May. Enclosed you will find our Sale Confirmation No. 01008 in duplicated of which please countersign and return one copy to us for our file. We trust you will open the relative L/C at an early date.We look forward to receiving your further enquiries.Yours faithfully,(4)Date:Dear Sirs,We have duly received your Sale Confirmation No.01008 covering 4500 pieces Ladies Jackets we have booked with you. Enclosed please find the duplicate with our counter-signature.The relative L/C will be established with Bank of China, DUBAI Branch in your favor in a few days. It will reach you in due course.Yours faithfully,。