Unit 04 询盘及回复 商务信函的写作 PPT 外贸函电

Unit4EnquiriesandReplies询盘及回复4.1Introduction（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（GeneralEnquiry）和具体询价（SpecificEnquiry）。一般询价是指买方或卖方向对方索取商品目录、价目 表 关于同志近三年现实表现材料材料类招标技术评分表图表与交易pdf视力表打印pdf用图表说话 pdf 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。4.2WritingSkills（写作技巧）写作步骤表达方式（1）说明信息来源（告知对方从何种渠道得知对方公司的情况）YournamehasbeengivenusbytheChamberofCommerce/the…Embassy/the…bankin…).（我们从在……地方的商会/从……使馆/从……银行获悉你方名称。）YourfirmhasbeenrecommendedtousbyBayerAG,withwhomwehavedonebusinessformanyyears.（多年来与我们有业务联系的拜尔股份公司将贵公司推荐给我们。）Messrs…of…havegivenmeyournameassoleagentsfor…（在……的……公司向我们介绍了作为……独家代理的贵公司的名称。）（2）直截了当地说明想要购买的货物Weareconsideringthepurchaseof…（我们打算购买……。）Weareinterestedinimportingsnookertablesbutweneedtohavefurtherdetailsofthecostsbeforemakingafinaldecision.（我们有兴趣进口台球桌，但在最后决定之前需要进一步了解有关价格的详细情况。）Weareregularbuyersofmen’sknitwear.（我们是购买男用针织品的老客户。）（3）请求对方寄送目录、价格表和样品Willyoupleasesendusyourillustrate/latestcatalogueandprice-list.（请您寄给我们带插图的/最新的产品目录和价格表。）Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.（我们非常希望获得贵公司的最新产品目录和有关出口价格、付款条件以及样品的详细 材料 关于××同志的政审材料调查表环保先进个人材料国家普通话测试材料农民专业合作社注销四查四问剖析材料 。）Kindlyletmehaveadescriptionofyourelectrichedgetrimmers.（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Ifyourquotationisreallycompetitive,…（如果你方报价具有竞争力，……。）Providedpricesareright.（前提是价格便宜。）Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.（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。）（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Weshouldliketoknowifyouallowdiscounts.（我们想知道，你方是否给我们折扣。）PleaseletushaveyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyourbestdeliverydate.（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。）Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.（我们要求在下订单后六周内供货。）（6）表示定购货物的可能性Willyoupleaseletusknowby4Aprilsothatwecanplaceourorderpromptly.（请在4月4日前告知我们，以便我方及时下单订货。）Pleaseletusknowbyreturnofpostwhetheryouwouldbeinterestedinsuchanorder.（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（1）感谢对方的询价Manythanksforyourenquiryof…（多谢您于……日的询价。）Thankyouforyourenquiryandforyourinterestinourproducts.（感谢你方询价以及对我方产品的兴趣。）Wethankyouforyourenquiryof…（对你方在……日的询价信深表感谢。）（2）表示很高兴寄……给对方Wearepleasedtoenclose…（我们很高兴附寄给您……。）Wehavepleasureinenclosing…（我们很高兴附寄给您……。）Wearesendingyouourlatestprice-listandcatalogue.（我们附寄给您我们的最新价格表和产品目录。）（3）说明所能提供商品的详细信息及优点Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.（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。）Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.（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Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.（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。）PriceisvaliduntilDec.31.（这些价格至12月31日有效。）Subjecttobeingunsold.（以未售出为前提。）（5）阐明所能接受的付款条件和可能的交货期Ourtermsofpaymentarecashondelivery.（我们的付款条件是货到付款。）Weshouldrequirepaymentbybanker’sdraftonreceiptofourproformainvoice.（我们要求在收到形式发票后通过银行汇票付款。）Wecanusuallydeliverwithinthreeweeksofreceivinganorder.（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Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.（我们希望您对我们的报价满意并期盼您的订货。）Welookforwardtodoingbusinesswithyou.（我们盼望与你方洽谈业务。）4.3SpecimenLetters（样函）Letter1：GeneralenquiryDearSirs,WehavebeeninformedbytheBankofU.S.Commerce,NewYork,thatyouareoneoftheleadingexportersoftextilesinChina,andthatyouwishtoexportpuresilkgarmentstoourmarket.Youwillbepleasedtonotethatourcorporationisoneoftheleadingimportersoftextileproducts,havingover30years’historyandhighreputation.Weshallbeabletogiveyouconsiderableorders,ifthequalityofyourproductsisfineandthepricesaremoderate.Wewouldbeobligedifyouwillsendussomesampleswiththebesttermsatyourearliestconvenience.Yoursfaithfully,VANCOUVERTEXTILESCORPORATIONLetter2：AreplytotheaboveDearSirs,WetakepleasuretoacknowledgereceiptofyourletterofJanuary20,fromwhichwelearnthatyouareinterestedinbringingsilkgarmentstotheNewYorkmarket.Weareenclosingourquotationsheetcoveringdifferentsizesandcolorsofourpuresilkgarmentsthatcanbesuppliedfromstock.Wearealsoairmailingyoutwodozensamplegarmentsindifferentsizesandcolors.Deliverywillbewithin30daysafteryourplacinganordertous.PaymentofthepurchaseistobeeffectedbyanirrevocableL/Catsightinourfavor.Thisofferissubjecttoyourimmediatereplywhichshouldreachusnotlaterthantheendofnextmonth.Thepricewillprobablybechangedoncethisparticularofferhaslapsed.Yoursfaithfully,CHINANATIONALTEXTILESIMP.&EXP.CORP.SHANGHAIHOMETEXTILESBRANCHLetter3：Aseller’senquiryDearSirs,Wearelookingforcompanieswhocanhelpusdistributeourproductsinnewmarkets.Wemanufacturecomputercomponents.AtpresentweexporttoEurope,butwewouldliketoexporttoyourcountry.Pleasefindenclosedourbrochure,whichgivesdetailsofourproducts.Welookforwardtohearingfromyou.Sincerelyyours,JinBaicuanLetter4：AreplytotheaboveDearSirs,WethankyouforyourenquiryofDec.12,2004,asoneofthelargestcomputercompaniesinSouthKorea,weareinterestedinyourcomputercomponents.PleasesendusyourlatestCIFPushanprices,togetherwithyourtermsofpayment,andtheearliestdeliverydate.Thankyouinadvance.Sincerelyyours,SonYoungLetter5：AspecificenquiryDearSirs,WelearnwithpleasurefromyourletterofApril12,2004thatyouareexportersofChineseBlanketCoverandarewillingtoestablishbusinessrelationswithus.Atpresent,weareinterestedinBlanketCoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonBlanketCover,soastoacquaintuswith4materialandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yourstruly,LeonAllenLetter6：AreplytotheaboveDearSirs,ThankyouverymuchforyourletterofApril28,2004,wearepleasedtosendyousamplesandallthenecessaryinformationonBlanketCoverunderseparatecover.Atyourrequest,wearepleasedtomakeyouanoffer,subjecttoyourfinalconfirmation,asfollows:Commodity:“GoldenCock”BrandBlanketCoverNo.21Size:180cm×200cmColor:AllkindsofcolorsQuantity:1000piecesPrice:GBP20eachpieceCIFLondoninclusiveof3%commissionShipment:DuringAugust/SeptemberPayment:By100%confirmed,irrevocableL/Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment,andremainvalidfornegotiationinChinatillthe15thdayaftershipment.Asyouwillrealizefromthecataloguewesentyou,ourBlanketCoverisaperfectcombinationofwarmth,softnessandeasycare.Wearesurethatyoucangetbenefitfromourproducts.Welookforwardtoyourpromptreply.Yoursfaithfully,Baicu4.4FocalWords（焦点词汇）comparevt.&vi.比较Ifyoucompareourproductswiththeirs,youwillagreethatourpriceisnothighatall.comparison:n.比较Ifyoumakeacomparisonbetweenthetwosamples,youwillseewhichisofbetterquality.ThesegoodqualitiesarecharacteristicofourTeaSetsandmakethoseofotheroriginspalebycomparison.competevi.竞争JapancompetesintextilesagainstBritain.Wehavetocompetewithanumberofmajorproducershere.competent:adj.有能力的Youshouldselectcompetentworkerstodealwiththosebuyers.Wearefullycompetentforthesalespromotionofyourproductshere.competition:n.竞争Competitionisgettingkeenerinthecottonmarket.creditn.信用，信誉；信贷，赊欠；记入贷方Weshouldliketoknowexactlyhowtheircreditstands.OurproductsareinhighcreditwiththecustomersinAustralia.PleaseletusknowwhetherthisfirmislikelytobereliableforcredituptoUSD5000.Weshallbehappytosupplyyouwithgoodsoncredit.LetterofCreditregularadj.经常的Ifyourpricesarecompetitive,ourcompanywillbepleasedtoplaceregularorderswithyou.Asyourpurchasesareregularandnumerous,itwouldbeadvisableforyoutoopenarevolvingL/Cinourfavor.sellv.卖，出售Therestofthegoodswillbesoldoffatgreatlyreducedprices.Toourregret,wehavetoinformyouofourinabilitytoacceptyourorderasthegoodshavenowbeensoldout.seller:n.卖主，卖方；出售的货物Thesellerassumesnoliabilityhereunderforitsfailuretomakeshipments.Webelievethatyouwillfindournewcameraaverygoodsellerattheabovecompetitiveprice.4.5UsefulSentences（实用语句）1.提出询盘Weaddressedourinquirytothefirm.Willyoupleaseletushavealistofitemsthatareimportedbyyou.Pleaseputusonyourbestterms,asthisorderformspartofacontract.Pleaseputusonyourverybestshippingtermsasregardsdiscount.Pleasestateyourbesttermsanddiscountforcash.Kindlyletusknowatwhatpriceyouareabletodeliverquantitiesofbestrefinedsugar.Wewouldappreciateitifyouwillpleaseletusknowtherulingpricesofthegoods.Weshallbeobligedbyaquotationofyourlowestpriceforthesaidgoodsfreedeliveredatourworks.Ishallbegladifyouwillsendmeyourcataloguetogetherwithquotations.2.受理询盘Ourtermsarecashwithinthreemonthsofdateofdelivery,orsubjectto5percentdiscountifpaidwithinonemonth.Terms:earlydelivery,andnetcashpaymentafterreceiptofthematerialatourworks,andverificationofweightandquality.Inreplytoyourenquiryofyesterday’sdate,wearesendingyouherewithseveralsamplesofwallpapercloselyresemblingtowhatyouwant.Wethinkyoucanwellaccordusasubstantialdiscountoffyourlistprices,whichweseearequotednetcash.Ourterms,asourinvoicestates,are2%cashdiscount,onlywithintendaysofdateofinvoice.Weshallbegladifyouwillquoteusthebestdiscountforcashoffyourlistpriceforcashforthisquantity.