外贸函电第二版-Unit_03_询盘及回复备课讲稿.ppt
82页
Unit 3 Enquiries and Replies询盘及回复询盘及回复(huífù)第一页，共82页 Introduction（简介（简介(jiǎn jiè)））目的目的: 了解了解(liǎojiě)询盘的基本写作技巧和回复询盘的基本写作技巧和回复 交易磋商的一般程序分为交易磋商的一般程序分为“询盘询盘”、、“发盘发盘”、、“还盘还盘”和和“接受接受”四个环节四个环节 询盘（询盘（Enquiry）又称询价，是指买方或卖方向对）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（括一般询价（General Enquiry）和具体询价）和具体询价（（Specific Enquiry） 第二页，共82页 3EnquiriesDefinition: A Request for Informationgeneral enquiries(一般询盘一般询盘) for general information：：information about various goods : 目录目录(a catalogue)、价目表或报、价目表或报价单价单(a price-list or quotation sheets)、样品、样品 (a sample)、图片、图片(illustrated photo prints)specific enquiries（具体（具体(jùtǐ)询盘）询盘） for specific information：具体：具体(jùtǐ)询问商品询问商品名称名称(the name of the commodity)、规格、规格(the specifications)、数量、数量(the quantity)、单价、单价(the unit price FOB… CIF…),装船期装船期(the time of shipment)、付款方式、付款方式(the terms of payment)第三页，共82页。
Five steps of EnquiryStep I The identity of the buyer behind you (level, recognition)Step II Clarify about requirements of your clients (analysis, nail on contents)Step III Digestion of enquiry information (EXCEL, specialty)第四页，共82页 Step IV Deliberated thinking to reply (calm, advantages)Step V Follow- Through (cottoning up, Friends first)第五页，共82页 phishing website一定要注意钓鱼网站，新人要注意钓鱼网站目的是要你的密一定要注意钓鱼网站，新人要注意钓鱼网站目的是要你的密码输入和账户，他给的是一个外部连接，点进去后其实是一码输入和账户，他给的是一个外部连接，点进去后其实是一个个“钓鱼邮箱输入界面钓鱼邮箱输入界面”，新人们如果不加小心，把自己，新人们如果不加小心，把自己(zìjǐ)的外贸邮箱和密码输入进去，就会导致邮箱丢失，也的外贸邮箱和密码输入进去，就会导致邮箱丢失，也有可能直接导致你贝宝的资金被转走，所以如果这样的询盘有可能直接导致你贝宝的资金被转走，所以如果这样的询盘包涵外部连接，请大家多加小心。
包涵外部连接，请大家多加小心凡是需要输入账户密码的，千万别上当凡是需要输入账户密码的，千万别上当要想取得胜利，首先学会保护好自己要想取得胜利，首先学会保护好自己(zìjǐ)第六页，共82页 Dear FriendThanks for your reply On behalf of our Nasatech Inter Co Ltd this is the samples of the product that we want develop.Please Kindly view our website for the samples and the product we need if your company can make the similar like this product.xxxxxxxx(一个外部(wàibù)连接)Please quote us your best prices and the cost of delivery to our port and if the prices meets ourprice target we can place our order as soon as possible.Best RegardsMr Edwin MartezPurchasing ManagerNasatech Inter Co Ltd Address: 479 Allen Avenue, By Charles Walter,State : stockholmCountry : United StatesMobile Phone : 1-330-3436799purchasing@第七页，共82页。
Enquiry ExamplesRe：：I'm interested in your 50HZ 120W Home - Made Fast Automatic Pasta Machine, Equipment For Making Rigatoni Bucatinitime：：2013-12-12 17:22:04rostradeco@yahoo.itAiman Elshazly0020222746936RostradeEgypt82.201.175第八页，共82页 Dear sir ,Kindly be informed that I am so interesting with fresh pasta “ pasta machine” . I am asking for you to send your best offer for this machine fresh pasta machine with all any equipments to make diff. type of fresh pasta such as fresh pasta as follow:Pasta fresca type :1- Fettuccine (宽面宽面)2- sheet （面片）（面片） 3- Rigatoni （通心粉）（通心粉）showing machine types and capacity ,Waiting for your urgent reply, Pls. feel free to contact me any timeBest Regards Rostrade co G.M Dr. Aiman El Shazly TEl: 00202227469361e-mail : rostradeco@yahoo.第九页，共82页。
2 Writing Skills（写作技巧）该啰嗦(suō suō)时就啰嗦(suō suō)写作步骤写作步骤 表达方式表达方式 （（1））说明信息说明信息来源（告来源（告知对方从知对方从何种渠道何种渠道得知对方得知对方公司的情公司的情况）况） Your name has been given us by the Chamber of Commerce/ the… Embassy/ the… bank in…).（我（我们从在们从在……地方的商会地方的商会/从从……使馆使馆/从从……银行获银行获悉你方名称悉你方名称 Your firm has been recommended to us by Bayer AG, with whom we have done business for many years.（多年来与我们有业务联系的拜尔股份公司（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将贵公司推荐给我们 Messrs…of … have given me your name as sole agents for…（在（在……的的……公司向我们介绍了作为公司向我们介绍了作为……独家代理的贵公司的名称。
独家代理的贵公司的名称第十页，共82页 （（2））直截了当直截了当地说明想地说明想要购买的要购买的货物货物 We are considering the purchase of…（我们打算（我们打算购买购买…… We take an interest in various kinds of Men‘s shirts我们对各式男式衬衫感兴趣我们对各式男式衬衫感兴趣Your textiles are of interest to us.（我们对你公（我们对你公司的纺织品感兴趣司的纺织品感兴趣 ））We are regular buyers of men’s knitwear.（我们是（我们是购买男用针织品的老客户购买男用针织品的老客户 第十一页，共82页 •of interest 有趣的，引起兴趣的有趣的，引起兴趣的•much of it is of interest to ….. •这其中有很多对于这其中有很多对于(duìyú)……来说是很有来说是很有趣的•in the interest of 或或 in the interests of• 为了为了…的利益；为了的利益；为了…的缘故的缘故•thinking in the interest of the whole family•为了整个家着想为了整个家着想第十二页，共82页。
（（3））请求对方请求对方寄送目录、寄送目录、价格表和价格表和样品样品 Will you please send us your illustrate/ latest catalogue and price-list.（请您寄给我们带插图的（请您寄给我们带插图的/最新的产品目录和价格表最新的产品目录和价格表 We should like to receive a copy of your latest catalogue and full details of your export prices and terms of payment, together with samples.（我（我们非常希望获得贵公司的最新产品目录和有关出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口价格、付款条件以及样品的详细材料 • catalogue n 商品目录册•△ the latest catalogue 最新目录• illustrated catalogue 附有说明书（插图）的目录•△ list 货单 △ brochure 小册子•△ leaflet 单页的商品说明书 △ pamphlet 小册子•△ the full details of ---的全部细节(xìjié)•△ all necessary information 所有必要的信息第十三页，共82页。
（（4））强调对方强调对方所报价格所报价格应合理和应合理和具有竞争具有竞争性性 If your prices are in line , we trust important business can be concluded.（如你方价格可行，（如你方价格可行，相信我们能达成大笔交易相信我们能达成大笔交易 ））Kindly favour us with the lowest cash price for the goods. （（敬请告知该货以现金支付的最低价格敬请告知该货以现金支付的最低价格 Cash payment 现金付款现金付款If your quotation is really competitive, …（如果你方（如果你方报价具有竞争力，报价具有竞争力，……We have to point out that we intend to place a large order with you if the price is competitive.（请注意，（请注意，如你方价格具有竞争性，我们将大量订购如你方价格具有竞争性，我们将大量订购第十四页，共82页 •quote v 报价，价， 与介与介词for连用用•quotation n报价，与价，与动词(dòngcí)make，，send，，give，，cable，，fax连用，后接介用，后接介词for，但当，但当买方提及方提及卖方方报价价时一般用介一般用介词of•quote sb a price for sth•quote sb for sth•quote sb a price•quote a price•Please quote us your most favorable price CIF Seattle for the above goods, including our commission 5%.• 请就上述就上述货物向我方物向我方报CIF西雅西雅图最最优惠价，含佣金惠价，含佣金5%。
• attractive price第十五页，共82页 We shall be pleased if you will give us a reasonable quotation for color TV sets.如能如能给我方彩色我方彩色电视合理合理(hélǐ)报价，将不价，将不胜感激We are going to give you a quotation which is based upon the prevailing international market price.我方准我方准备按当前的国按当前的国际市市场价格价格给你方你方报价prevailing （（market）） price 现行价，市价行价，市价第十六页，共82页 •place an order with sb for sth • 向某人向某人订购某物某物•place a large (substantial) order with sb for sth• 向某人大量向某人大量订购某物某物•If your price is reasonable, we may place a large order with you.• 若你方价格合理，我方可能向你方大量若你方价格合理，我方可能向你方大量订购。
•As your women’s dresses are of high quality and prices are reasonable, we’ll place a substantial order with you.• 因因为你方的你方的连衣裙衣裙质量量(zhìliàng)好、价格合理，好、价格合理，所以向你方大量所以向你方大量订购第十七页，共82页 （（5））询问对方所询问对方所能提供的折能提供的折扣，写清你扣，写清你所能接受的所能接受的支付条件和支付条件和期望的交货期望的交货时间时间We should like to know if you allow discounts.（我们想知道，你方是否给我们折（我们想知道，你方是否给我们折扣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（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岸价和交易条件，并说明最早交货日期。
We require the goods delivery would be effected within six weeks of order.（我们要求（我们要求在下订单后六周内供货在下订单后六周内供货 第十八页，共82页 •1. discount n 折扣折扣•a special discount 特别折扣特别折扣•cash discount 现金折扣现金折扣•trade discount 同业同业(tóngyè)折扣，商业折扣折扣，商业折扣•quantity discount 数量折扣数量折扣•at a discount 削价，降价，无销路的削价，降价，无销路的•to give (allow, make, grant) sb a discount • 打折扣打折扣•We agree to give you 15% discount provided you order 100,000 sets. 我我方方同同意意给给你你方方百百分分之之十十五五的的折折扣扣，，但但你你方方得得订订购十万套才可以。
购十万套才可以•In view of our long-standing relationship, we agree to allow you a discount. •考虑到我们长期的关系考虑到我们长期的关系, 我方同意给你方折扣我方同意给你方折扣第十九页，共82页 20Terms佣金（佣金（commission）是卖方或买方付给中间）是卖方或买方付给中间商为其对货物商为其对货物(huòwù)的销售或购买提供中介的销售或购买提供中介服务的酬金中间商通常为经纪人或代理人，服务的酬金中间商通常为经纪人或代理人，但在实际业务中，凡是为招揽生意、促进交但在实际业务中，凡是为招揽生意、促进交易提供服务的企业或个人，都可能称为佣金易提供服务的企业或个人，都可能称为佣金的收受者的收受者折扣（折扣（discount）是卖方按照原价给买方以一）是卖方按照原价给买方以一定的减让定的减让第二十页，共82页 21佣金佣金(yòngjīn)(yòngjīn) 佣金有佣金有佣金有佣金有““““明佣明佣明佣明佣””””、、、、““““暗佣暗佣暗佣暗佣””””两种 明佣的表示明佣的表示明佣的表示明佣的表示(biǎoshì)(biǎoshì)(biǎoshì)(biǎoshì)方法有三种：方法有三种：方法有三种：方法有三种：一是用文字说明。
一是用文字说明一是用文字说明一是用文字说明 如：如：如：如：USD 100 per M/T CIF London including USD 100 per M/T CIF London including USD 100 per M/T CIF London including USD 100 per M/T CIF London including 3%Commission3%Commission3%Commission3%Commission二是直接在贸易术语后面加上二是直接在贸易术语后面加上二是直接在贸易术语后面加上二是直接在贸易术语后面加上CommissionCommissionCommissionCommission的缩写字母的缩写字母的缩写字母的缩写字母“C”“C”“C”“C”和所付的佣金率和所付的佣金率和所付的佣金率和所付的佣金率 如：如：如：如：USD 100 per M/T CIF C 3% LondonUSD 100 per M/T CIF C 3% LondonUSD 100 per M/T CIF C 3% LondonUSD 100 per M/T CIF C 3% London三是绝对数表示三是绝对数表示三是绝对数表示三是绝对数表示(biǎoshì)(biǎoshì)(biǎoshì)(biǎoshì)。
如：如：如：如：Pay commission USD100 per M/TPay commission USD100 per M/TPay commission USD100 per M/TPay commission USD100 per M/T第二十一页，共82页 暗佣暗佣——在出口合同中定有佣金，但在价格在出口合同中定有佣金，但在价格条件、出口发票上未列明的佣金条件、出口发票上未列明的佣金 暗佣的支付方式有两种：议付佣金汇付佣金暗佣的支付方式有两种：议付佣金汇付佣金议付佣金议付佣金——指在出口货物结汇时，由银行指在出口货物结汇时，由银行从货款总额中扣留佣金并付给国外中间商的从货款总额中扣留佣金并付给国外中间商的佣金支付方式佣金支付方式该方式下，出口企业收到的该方式下，出口企业收到的结汇款结汇款(huì kuǎn)为扣除佣金后的货款净额为扣除佣金后的货款净额)第二十二页，共82页 23折扣折扣(zhé kòu) 明扣有三种表示方法明扣有三种表示方法明扣有三种表示方法明扣有三种表示方法一是用文字来说明表示一是用文字来说明表示一是用文字来说明表示一是用文字来说明表示。
如如如如:USD 100 per M/T FOB Dalian including 2% :USD 100 per M/T FOB Dalian including 2% :USD 100 per M/T FOB Dalian including 2% :USD 100 per M/T FOB Dalian including 2% discountdiscountdiscountdiscount二是用绝对数来表示二是用绝对数来表示二是用绝对数来表示二是用绝对数来表示如如如如:Discount USD 200Per M/T:Discount USD 200Per M/T:Discount USD 200Per M/T:Discount USD 200Per M/T 三是在贸易术语三是在贸易术语三是在贸易术语三是在贸易术语(shùyǔ)(shùyǔ)(shùyǔ)(shùyǔ)中加注中加注中加注中加注“D”(Discount)“D”(Discount)“D”(Discount)“D”(Discount)或或或或“R”(Rebate)“R”(Rebate)“R”(Rebate)“R”(Rebate)和折扣率来表示。
和折扣率来表示和折扣率来表示和折扣率来表示 如如如如:CIF D 2% :CIF D 2% :CIF D 2% :CIF D 2% 新加坡或新加坡或新加坡或新加坡或CIF R 2% CIF R 2% CIF R 2% CIF R 2% 伦敦伦敦伦敦伦敦 第二十三页，共82页 （（6））表示定购表示定购货物的可货物的可能性能性 Will you please let us know by 4 April so that we can place our order promptly.（请在（请在4月月4日前日前告知我们，以便我方及时下单订货告知我们，以便我方及时下单订货 Please let us know by return of post whether you would be interested in such an order.（请发信告（请发信告知我们，你方是否对这样的订单感兴趣知我们，你方是否对这样的订单感兴趣 第二十四页，共82页 询盘总结询盘总结(zǒngjié)买家的询盘中可能提到的需求有以下分类汇买家的询盘中可能提到的需求有以下分类汇总：总： 目标价格目标价格 MOQ（最小起订量）（最小起订量） OEM/ODM 是否允许是否允许(yǔnxǔ)寄样寄样 颜色颜色/尺寸等产品额外要求尺寸等产品额外要求 6. 语言问题（是否需要支持其他语种，尤其语言问题（是否需要支持其他语种，尤其是产品说明书）是产品说明书） 7. 出口经验要求及相关证出口经验要求及相关证书。
书8. 付款方式付款方式 9. 物流问题物流问题 10. 公司资质要求公司资质要求 第二十五页，共82页 回复回复(huífù)询盘（询盘（Reply）） 拿到询盘的激动，分析询盘的仔细，回复询盘时候就显得异常紧张了，因为之前(zhīqián)你所有步骤的努力就靠这一步来传递了，成败在此一举，加油！第二十六页，共82页 回复回复(huífù)询盘时候需注意询盘时候需注意 1. 查看是否明确买家目的 2. 检查邮件语言啰嗦 3. 查看回复内容结构是否完整 4. 价格和产品是否已经考虑同行竞争 5. 你是否主动推进，并留给买家再次回复形成互动的空间 6. 你的产品行业专业(zhuānyè)度够了吗？ 7. 一个询盘究竟多久回复较合适 8. 如何写邮件标题第二十七页，共82页。
脑子里想到自家脑子里想到自家(zìjiā)优势优势• 发货期快 • 价格(jiàgé)有绝对的优势 • 有多年生产或外贸经验 • 有参加买家当地的展会，或业内知名展会 •有自己的研发团队 •有跟知名品牌或企业合作 •有证书，品质有保证 •提供OEM（Original Equipment Manufacturer 贴牌生产）,个性化定制服务（ personalized customization ） 第二十八页，共82页 Letter 1：：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 sheet 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. 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. Yours faithfully, CHINA NATIONAL TEXTILES IMP. & EXP. CORP. SHANGHAI HOME TEXTILES BRANCH 第二十九页，共82页。
回复(huífù)询盘信函的写作步骤及常见表达方式： 写作步骤写作步骤 表达方式表达方式 （（1））感谢对方感谢对方的询价的询价 Many thanks for your enquiry of …（多谢您于（多谢您于……日的询价日的询价 Thank you for your enquiry and for your interest in our products.（感谢你方询价以及对我方产品（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（对你方在……日的询价信深表感谢日的询价信深表感谢第三十页，共82页 （（2））表示很高表示很高兴寄兴寄……给对方给对方 We are pleased to enclose …（我们很高兴附寄给（我们很高兴附寄给您您…… We have pleasure in enclosing …（我们很高兴附（我们很高兴附寄给您寄给您…… We are sending you our latest price-list and catalogue.（我们附寄给您我们的最新价格表和产（我们附寄给您我们的最新价格表和产品目录。
品目录 第三十一页，共82页 （（3））说明所能说明所能提供商品提供商品的详细信的详细信息及优点息及优点 We are confident you will find our products the finest on the market and considerably better than those of our competitors who supply your market at present.（我们确信，您将会认为我方产品是市（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场上最好的，大大优于竞争对手目前所供的产品 The specimens sent will convince you of the excellent quality of our medical instruments.（寄（寄去的样品会使您相信我方制造的医疗器械质量上去的样品会使您相信我方制造的医疗器械质量上乘 第三十二页，共82页 （（4））表明所提供表明所提供的价格是合的价格是合理的和具有理的和具有竞争性的且竞争性的且说明实行价说明实行价格的期限格的期限 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（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。
家能提供与我们一样的报价Price is valid/open until Dec.31.（这些价格至（这些价格至12月月31日有效 Subject to being unsold.（以未售出为前提以未售出为前提 第三十三页，共82页 （（5））阐明所能阐明所能接受的付接受的付款条件和款条件和可能的交可能的交货期货期 Our terms of payment are cash on delivery.（我们（我们的付款条件是货到付款的付款条件是货到付款 We should require payment by banker’s draft on receipt of our pro forma invoice.（我们要求在收（我们要求在收到形式发票后通过银行汇票付款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（通常我们在收到订单后三个星期内就可供货星期内就可供货 第三十四页，共82页 35Ø Language Pointsq payment n. （不可数）支付（不可数）支付(zhīfù)；（可数）支付；（可数）支付(zhīfù)的款的款 § payment terms 支付条件；付款条件支付条件；付款条件 §payment in advance 预付货款预付货款§ deferred payment 延期付款延期付款§ cash payment 现金付款现金付款§ payment on deferred terms 迟期付款迟期付款 § monthly payments of US$3,000 每月付款每月付款3000美元美元 § in payment of 付某种费用的款，如发票付某种费用的款，如发票(fāpiào)、费用、佣、费用、佣金等金等 § in payment for 付某种具体实物的款，如广告、商品、样品付某种具体实物的款，如广告、商品、样品等等 第三十五页，共82页。
（（6））希望客户对希望客户对报价满意并报价满意并能很快收到能很快收到订单或希望订单或希望未来长期开未来长期开展交易展交易 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（我们希望您对我们的报价满意并期盼您的订货期盼您的订货 we found that one of your goods is to our satisfactionWe look forward to doing business with you.（我们盼望与你方洽谈业务我们盼望与你方洽谈业务 第三十六页，共82页 • stock n. 库存库存(kùcún)；存货；存货•from stock （（ex stock）现货；动用库存）现货；动用库存(kùcún)•in stock 库存库存(kùcún)中中•come into （（to）） stock 库存库存(kùcún)有有货货•out of stock 无货；缺货无货；缺货第三十七页，共82页。
•We can supply you from stock. •我方可以我方可以(kěyǐ)现货供供应•The type you required is out of stock，， but the similar type is in stock.•你方你方询购的型号无的型号无货类似的型号有似的型号有货•If you have Fountain Pens in stock, please send us some samples.•如果你方有自来水笔如果你方有自来水笔现货，，请给我方寄些我方寄些样品•We can supply this quantity from stock . •这个数量我方可供个数量我方可供现货第三十八页，共82页 1．．in one‘s favor 以以…为受益人为受益人 指有权享有信用证的利益指有权享有信用证的利益(lìyì)的人，一般指出口商的人，一般指出口商 in one's favor与与in favor of 短语意思相同短语意思相同e.g. As soon as the licence is approved, an L/C will be opened in your favour. 只要许可证一批准，就开立以贵方为受益人的信用证。
只要许可证一批准，就开立以贵方为受益人的信用证第三十九页，共82页 40•L/C 常用常用(chánɡ yònɡ)搭配搭配•covering/regarding+goods•for the amount of+ amount•in one’s favor+beneficiary•for one’s account+ payer•with/through+ issuing bank第四十页，共82页 41•请开立一个请开立一个20吨苹果的信用证，金额为吨苹果的信用证，金额为2万美元•Please open an L/C covering twenty tons of apples for the amount of USD 20,000.•今早，我们今早，我们(wǒ men)经由花旗银行开立了一个经由花旗银行开立了一个以你方为受益人的信用证以你方为受益人的信用证• We opened an L/C in your favor through the Citi Bank this morning.第四十一页，共82页 42支付(zhīfù)条款常用句型（（1）付款）付款(fù kuǎn)方式以不可撤销即期信方式以不可撤销即期信用证支付，并以我方为受益人。
用证支付，并以我方为受益人Payment is to be made by irrevocable L/C at sight to be opened in our favor.(2)我们要求以不可撤销信用证凭即期汇票支我们要求以不可撤销信用证凭即期汇票支付，在装运前付，在装运前30天开出We require payment by irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment .第四十二页，共82页 43常用(chánɡ yònɡ)句型（（3）我们支付方式是保兑的，不可撤销）我们支付方式是保兑的，不可撤销(chèxiāo)即期信用证，凭全套装运单据支即期信用证，凭全套装运单据支付Our terms of payment are by confirmed, irrevocable L/C payable at sight against presentation of shipping documents.第四十三页，共82页 444．．The offer is firm, subject to your reply reaching us before 5 p.m. Sep 30, our time. 此报盘以你方答复在此报盘以你方答复在9月月30日之前到达我方为准日之前到达我方为准 subject to 以以……为准，为准， 以以……为条件为条件 The offer is subject to our confirmation. 此报盘以我方确认为准此报盘以我方确认为准 Our offer is firm subject to your reply reaching here within a week. 我方报盘以你方答复一周内到达此地我方报盘以你方答复一周内到达此地(cǐ dì)为有效为有效第四十四页，共82页。
Letter 2：：A reply Dear Sirs, We thank you for your enquiry of Dec.12, 2004, as one of the largest computer companies in South Korea, we are interested in your computer components. Please send us your latest CIF Pushan prices, together with your terms of payment, and the earliest delivery date. Thank you in advance. Sincerely yours, Son Young第四十五页，共82页。
Letter 3：：A specific enquiry Dear Sirs, We learn with pleasure from your letter of April 12, 2004 that you are exporters of Chinese Blanket Cover and are willing to establish business relations with us. At present, we are interested in Blanket Cover and shall be pleased if you will send us by airmail sample books and all necessary information on Blanket Cover, so as to acquaint us with material and workmanship of your supplies. Meanwhile, please quote us the lowest price CIF London, inclusive of our 3% commission, stating the earliest date of shipment. Should your price be found competitive and delivery time acceptable, we shall place a large order with you. Yours truly, Leon Allen第四十六页，共82页。
Letter 4：：A reply to the aboveDear Sirs,Thank you very much for your letter of April 28, 2004, we are pleased to send you samples and all the necessary information on Blanket Cover under separate cover.At your request, we are pleased to make you an offer, subject to your final confirmation, as follows:Commodity: “Golden Cock” Brand Blanket Cover No.21Size: 180cm×200cmColor: All kinds of colorsQuantity: 1 000 piecesPrice: GBP20 each piece CIF London inclusive of 3% commissionShipment: During August/September第四十七页，共82页。
Payment: By 100% confirmed, irrevocable L/C in our favor payable by draft at sight to reach the sellers one month before shipment, and remain valid for negotiation in China till the 15th day after shipment.As you will realize from the catalogue we sent you, our Blanket Cover is a perfect combination of warmth, softness and easy care. We are sure that you can get benefit from our products.We look forward to your prompt reply. Yours faithfully, Baicu第四十八页，共82页。
491．．send sth. under separate cover 另邮，另寄另邮，另寄 airmail sth. under separate cover 另空邮寄送另空邮寄送 We are airmailing you under separate cover the samples for the new season. 今另航空邮寄奉下季度的样品数份今另航空邮寄奉下季度的样品数份类似类似(lèi sì)词组还有：词组还有：by separate post; separately; by separate airmail第四十九页，共82页 50§ draw a draft on sb for an amount against sth§ draw on sb at sight for an amount against sth§ 根据根据…向某人向某人(mǒu rén)开出金额为开出金额为…的的…汇票汇票draw 开出开出(kāi chū)（汇（汇票）票）第五十页，共82页 51Ø Language Points1)我我们们已已根根据据这这些些单单据据通通过过亚亚洲洲(yà zhōu)银银行行向向你方开立了发票金额的即期汇票。
你方开立了发票金额的即期汇票We have drawn a sight draft on you against the documents for the amount of invoice through the Bank of Asia .2)请请确确认认我我们们可可以以就就你你328号号订订单单向向你你方方开开出出金金额额(jīn é)为两万八千美元的六十天远期汇票收款为两万八千美元的六十天远期汇票收款Please confirm that we can draw on you at 60 days after sight for US$28,000 against your Order No. 328.第五十一页，共82页 Letter 5：：A specific enquiry Dear Sirs, We are a leading dealer in waterproof garments in this city. Our customers have expressed interest in your raincoats and enquired about their quality. Provided quality and price are satisfactory there are prospects of good sales here, but before placing a firm order we should be glad if you would send us, on fourteen day's approval, a selection of men's and women's raincoats. Any of the items unsold at the end of the period, and which we decide not to keep as stock, would be returned at our expense. We look forward to hearing from you soon. Sincerely yours, Anderson第五十二页，共82页。
Letter 6：：A reply to the above Dear Anderson, Thank you for your letter of 10th March. We are gratified to receive your request for men and women's raincoats on approval. As we have not previously done business together, perhaps you will kindly agree to supply either the usual trade references, or the name of a bank to which we may refer. As soon as these enquiries are satisfactorily settled, we shall be happy to send you the items you mention in your letter. We sincerely hope this will be the beginning of a long and pleasant business association. We shall do our best to make it so. Best wishes, Marry第五十三页，共82页。
Notes to the specimen letters1. high reputation信誉信誉(xìnyù)良好良好2. with the best terms以优惠条件以优惠条件 3. quotation sheet报价单报价单4. to acquaint somebody with something使某使某人了解、熟悉某事人了解、熟悉某事5. material and workmanship材料及工艺材料及工艺6. at your request应你方请求应你方请求7. be subject to须经，以须经，以……为条件为条件8. blanket cover被罩被罩 第五十四页，共82页 Notes to the specimen letters9. inclusive of 3% commission包括包括3%的佣金的佣金10. By 100% confirmed, irrevocable L/C in our favor payable by draft at sight to reach the sellers one month before shipment, and remain valid for negotiation in China till the 15th day after shipment. 以你方为受益以你方为受益人的人的100％保兑的、不可撤销的信用证、凭％保兑的、不可撤销的信用证、凭即期汇票支付，信用证必须在装运前一个即期汇票支付，信用证必须在装运前一个月开到对方，并在装船后月开到对方，并在装船后15天内在天内在(nèizài)中国议付有效。
中国议付有效11. a perfect combination of warmth, softness and easy care柔软暖和、使用方便柔软暖和、使用方便12. get benefit from …从从……获利获利 第五十五页，共82页 4.4 Focal Words（焦点(jiāodiǎn)词汇）Comparevt. & vi. 比较比较(bǐjiào)If you compare our products with theirs, you will agree that our price is not high at parison: n. 比较比较(bǐjiào)If you make a comparison between the two samples, you will see which is of better quality. These good qualities are characteristic of our Tea Sets and make those of other origins pale by comparison.第五十六页，共82页。
competevi.竞争竞争(jìngzhēng)Japan competes in textiles against Britain. We have to compete with a number of major producers petent: adj. 有能力的有能力的You should select competent workers to deal with those buyers.We are fully competent for the sales promotion of your products petition: n. 竞争竞争(jìngzhēng)Competition is getting keener in the cotton market.第五十七页，共82页 creditn. 信用，信誉信用，信誉(xìnyù)；信贷，赊欠；记入贷方；信贷，赊欠；记入贷方We should like to know exactly how their credit stands.Our products are in high credit with the customers in Australia.Please let us know whether this firm is likely to be reliable for credit up to USD5 000.We shall be happy to supply you with goods on credit.Letter of Credit 第五十八页，共82页。
regularadj. 经常经常(jīngcháng)的的If your prices are competitive, our company will be pleased to place regular orders with you. As your purchases are regular and numerous, it would be advisable for you to open a revolving L/C in our favor.第五十九页，共82页 4.5 Useful Sentences（实用(shíyòng)语句）1. 提出(tí chū)询盘We addressed our inquiry to the firm.Will you please let us have a list of items that are imported by you.Please put us on your best terms, as this order forms part of a contract.Please put us on your very best shipping terms as regards discount.Please state your best terms and discount for cash.第六十页，共82页。
Kindly let us know at what price you are able to deliver quantities of best refined sugar.We would appreciate it if you will please let us know the ruling prices of the goods.We shall be obliged by a quotation of your lowest price for the said goods free delivered at our works.I shall be glad if you will send me your catalogue together with quotations.第六十一页，共82页 2. 受理(shòulǐ)询盘Our terms are cash within three months of date of delivery, or subject to 5 per cent discount if paid within one month.Terms: early delivery, and net cash payment after receipt of the material at our works, and verification of weight and quality.In reply to your enquiry of yesterday’s date, we are sending you herewith several samples of wall paper closely resembling to what you want.第六十二页，共82页。
We think you can well accord us a substantial discount off your list prices, which we see are quoted net cash.Our terms, as our invoice states, are 2% cash discount, only within ten days of date of invoice.We shall be glad if you will quote us the best discount for cash off your list price for cash for this quantity.第六十三页，共82页 641．．Translate the following phrases.enquiry terms of payment place regular orders quotation enclosed please findby separate post out of stockby draft on the receipt of 下订单下订单 现货供应现货供应具体询价具体询价 竞争性的价格竞争性的价格数量折扣数量折扣 资金资金(zījīn)情况情况 报报CIF伦敦价格伦敦价格即期信用证即期信用证 保兑的，不可撤销的信用证保兑的，不可撤销的信用证询盘，询价询盘，询价定期定期(dìngqī)订购订购报价报价(bào jià)，报价，报价(bào jià)单单另邮另邮以汇票方式以汇票方式place orderspecific enquiryquantity discountL/C at sight付款条件付款条件附上附上……请查收，随函寄去请查收，随函寄去缺货缺货一收到一收到……supply from stockcompetitive pricesfinancial standingquote CIF Londonconfirmed, irrevocable L/C第六十四页，共82页。
652．．Fill in the blanks with prepositions and then translate the following into Chinese.________receipt of your specific enquiry, we’ll make you a firm offer.On/ Upon 一收到你方具体询盘，我们就给你们报实盘一收到你方具体询盘，我们就给你们报实盘2) The e-mail we sent last week is an enquiry _________washing machines.for我们上周的邮件我们上周的邮件(yóujiàn)是有关洗衣机的询盘是有关洗衣机的询盘3) What we should pay attention ________ is that demand _________foreign markets have decreased a lot.to; for值得我们注意的是对外国货的需求已大大降低值得我们注意的是对外国货的需求已大大降低第六十五页，共82页 66(4) Your price in not in line __________the prevailing market here.with你们的价格与此地现行市场行情不符。
你们的价格与此地现行市场行情不符5) Please keep us informed ________the supply and demand position _______your market.of; in请随时告知你处市场的供求状况请随时告知你处市场的供求状况6) We hop you can cooperate _________us to enable punctual arrival _________the goods.with;of希望你们能予以希望你们能予以(yǔyǐ)合作，保证货物按时到达合作，保证货物按时到达第六十六页，共82页 67(7) When we are _______the market, we’ll get ________touch ________you.in; in; with 如我方有货，将及时与贵方联系如我方有货，将及时与贵方联系8) In reply________ your inquiry _______ August 5, we are glad to quote ________follows.to; of; as作为对贵方作为对贵方8月月5日询盘的答复，我们很高兴报价如下日询盘的答复，我们很高兴报价如下(rúxià)。
9) Our goods are much better ________those ____our competitors ________both quality and price.than; from; in我们的货物在质量和价格上比竞争对手的要好得多我们的货物在质量和价格上比竞争对手的要好得多第六十七页，共82页 683．．Supply the missing words in the blanks and translate the letters into Chinese.Dear sirs, We are glad to i___________ ourselves to you .We are i_________ in your hand-made handbags in a variety of natural leathers. There is a steady d____________ for leather handbags with moderately p______ and of high q___________ here. Would you please s__________ us as soon as possible the d__________ of your various ranges, including sizes, informinteresteddemandqualitysenddetailsprice第六十八页，共82页。
69colors and your latest p__________ list, with the lowest q ____________ together with the s______________ of different qualities of material used. We look forward to your early reply. Yours faithfully,pricedquotationssamples第六十九页，共82页 704.Translate the following sentences into Chinese and remember these useful sentences. (1) Enquiries are dwindling. 询盘正在减少询盘正在减少 (2)They promised to transfer their future enquiries to Chinese Corporations. 他们答应他们答应(dā yìng)将以后的询盘转给中国公司将以后的询盘转给中国公司 (3) We regret that the goods you inquired about are not available. 很遗憾，你们所询的货物现在无货。
很遗憾，你们所询的货物现在无货4)In the import and export business, we often make inquiries from foreign suppliers. 在进出口交易中，我们常向外商询价在进出口交易中，我们常向外商询价 第七十页，共82页 71 (5) To make an inquiry about our oranges, a representative of the Japanese company paid us a visit.为了对我们为了对我们(wǒ men)的橙子询价的橙子询价,那家日本公司的一名代表访问了那家日本公司的一名代表访问了我们我们(wǒ men) (6) Your enquiry is too vague to enable us to reply . 你们的询盘不明确，我们你们的询盘不明确，我们(wǒ men)无法答复无法答复 (7)Now that we've already made an inquiry about your articles, will you please reply as soon as possible? 既然我们既然我们(wǒ men)已经对你们产品询价，可否尽快给予答复？已经对你们产品询价，可否尽快给予答复？第七十一页，共82页。
72(8) Would you please inform us by letter of the price, discounts, terms of payment and the time when you can deliver them. 请函报有关请函报有关(yǒuguān)的价格、折扣、付款方式及最早的交货时间的价格、折扣、付款方式及最早的交货时间9) If your quotations are suitable and the quality proves good, we’ll be pleased to invite your representative over for detailed discussion. 如果报价合理并能证明质量优秀，我方将邀请贵方的代表过来详谈如果报价合理并能证明质量优秀，我方将邀请贵方的代表过来详谈第七十二页，共82页 73(10) Through comparing our prices with those of other suppliers, you will appreciate the moderate prices of ours.与其他厂商的价格比较与其他厂商的价格比较(bǐjiào)，我方的报价定会使贵方满意。
我方的报价定会使贵方满意 (11) For a total purchase of not less than 100,000 and not more than 200,000 American dollars, we would allow a discount of 5% and for a purchase larger than 200,000 American dollars, we would allow a 10% special discount.凡总定购量超过凡总定购量超过100,000美元但不足美元但不足200,000美元者，我方将美元者，我方将给予给予5%的折扣；凡总定购量超过的折扣；凡总定购量超过200,000美元者，我方将给美元者，我方将给予予10%的折扣 第七十三页，共82页 745．．Please understand the given article and try to translate it into English.A敬启者：敬启者： 我方收到贵公司我方收到贵公司(ɡōnɡ sī)6月月5日来函，但非常遗憾，我方日来函，但非常遗憾，我方无法对贵方所需产品报盘。
其原因是，此货品在我处已经脱销无法对贵方所需产品报盘其原因是，此货品在我处已经脱销而且，由于原料短缺，生产厂家已经拒绝了我方订单而且，由于原料短缺，生产厂家已经拒绝了我方订单 我方已将贵方询函备案，一经有货，我方将以电报报盘我方已将贵方询函备案，一经有货，我方将以电报报盘第七十四页，共82页 75•敬启者：敬启者：• 我方收到贵公司我方收到贵公司6月月5日来函，但非常遗日来函，但非常遗憾憾(yíhàn)，我方无法对贵方所需产品报盘我方无法对贵方所需产品报盘•Dear sirs,• Referring to your letter of the 5th of June, we very much regret that we are unable to make you an offer for the goods you demand.第七十五页，共82页 76 其原因是，此货品其原因是，此货品(huòpǐn)在我处已经脱销在我处已经脱销 The reason is that the product you need has been out of stock. 而且，由于原料短缺，生产厂家已经拒绝了而且，由于原料短缺，生产厂家已经拒绝了我方订单。
我方订单 What’s more our manufacturers have declined orders because of shortage of raw materials.第七十六页，共82页 77 我方已将贵方询函备案我方已将贵方询函备案(bèi àn)，一经有货，，一经有货，我方将以电报报盘我方将以电报报盘 We shall, however, file your inquiry and cable you our offers as soon as we have got supplies.第七十七页，共82页 78B敬启者：敬启者： 感谢你方寄来的商品目录，我们目前感谢你方寄来的商品目录，我们目前(mùqián)对你方的运动鞋感兴趣，如能报我对你方的运动鞋感兴趣，如能报我方方500打约成本加保费和运费的最低价当十分打约成本加保费和运费的最低价当十分感谢 如果价格具有竞争性，我们拟向你方大量如果价格具有竞争性，我们拟向你方大量订购 谨上谨上第七十八页，共82页。
79 感谢你方寄来的商品目录，感谢你方寄来的商品目录， Thank you for your catalogues sending to us 我们我们(wǒ men)目前对你方的运动鞋感兴趣目前对你方的运动鞋感兴趣 and we are now interested in your Sport Shoes, 如能报我方如能报我方500打纽约成本加保费和运费的最低价当十分感谢打纽约成本加保费和运费的最低价当十分感谢 and should appreciate it if you would give us the best quotation for 500 dozen CIF New York. 第七十九页，共82页 80 如果如果(rúguǒ)价格具有竞争性，我们拟向你价格具有竞争性，我们拟向你方大量订购方大量订购 If your prices are competitive, we intend to place a large order with you. 第八十页，共82页。
81答案(dá àn)Dear sirs, Thank you for your catalogues sending to us and we are now interested in your Sport Shoes, and should appreciate it if you would give us the best quotation for 500 dozen CIF New York. If your prices are competitive, we intend to place a large order with you. yours faithfully第八十一页，共82页 Thanks!第八十二页，共82页。
