外贸函电第二版-Unit03询盘及回复.ppt

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1、,Unit 3 Enquiries and Replies 询盘及回复,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）。,3,Enquiries,Definition: A Request for Information general enquiries(一般询盘) for general information：

2、information about various goods : 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) specific enquiries（具体询盘） for specific information：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

3、 of shipment)、付款方式(the terms of payment),Five steps of Enquiry,Step 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),Step IV Deliberated thinking to

4、 reply (calm, advantages) Step V Follow- Through (cottoning up, Friends first),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“钓鱼邮箱输入界面”，新人们如果不加小心，把自己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。 要想取得胜利，首先学会保护好自己。,Dear Friend Thanks for yo

5、ur 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(一个外部连接) Please quote us your best prices and the cost of de

6、livery to our port and if the prices meets our price target we can place our order as soon as possible. Best Regards Mr Edwin Martez Purchasing Manager Nasatech Inter Co Ltd Address: 479 Allen Avenue, By Charles Walter, State : stockholm Country : United States Mobile Phone : 1-330-3436799 ,Enquiry

7、Examples,Re：Im interested in your 50HZ 120W Home - Made Fast Automatic Pasta Machine, Equipment For Making Rigatoni Bucatini time：2013-12-12 17:22:04 rostradecoyahoo.itAiman Elshazly0020222746936 RostradeEgypt82.201.175,Dear sir , Kindly be informed that I am so interesting with fresh pasta “ pasta

8、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) 2- sheet （面片） 3- Rigatoni （通心粉） showing machine types and capacity ,Waiting for

9、your urgent reply, Pls. feel free to contact me any time Best Regards Rostrade co G.M Dr. Aiman El Shazly TEl: 00202227469361 e-mail : rostradecoyahoo.,2 Writing Skills（写作技巧）该啰嗦时就啰嗦,of interest 有趣的，引起兴趣的 much of it is of interest to . 这其中有很多对于来说是很有趣的。 in the interest of 或 in the interests of 为了的利益；为

10、了的缘故 thinking in the interest of the whole family 为了整个家着想,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 all necessary information 所有必要的信息,quote v 报价， 与介词for连用 quotation n报价，与动词make，send，giv

11、e，cable，fax连用，后接介词for，但当买方提及卖方报价时一般用介词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%. 请就上述货物向我方报CIF西雅图最优惠价，含佣金5%。 attractive price,We shall be pleased if you will give

12、us a reasonable quotation for color TV sets. 如能给我方彩色电视合理报价，将不胜感激。 We are going to give you a quotation which is based upon the prevailing international market price. 我方准备按当前的国际市场价格给你方报价。 prevailing （market） price 现行价，市价,place an order with sb for sth 向某人订购某物 place a large (substantial) order with sb

13、 for sth 向某人大量订购某物 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订购。 As your womens dresses are of high quality and prices are reasonable, well place a substantial order with you. 因为你方的连衣裙质量好、价格合理，所以向你方大量订购。,1. discount n 折扣 a special discount 特别折扣 cash discount

14、现金折扣 trade discount 同业折扣，商业折扣 quantity discount 数量折扣 at a discount 削价，降价，无销路的 to give (allow, make, grant) sb a discount 打折扣 We agree to give you 15% discount provided you order 100,000 sets. 我方同意给你方百分之十五的折扣，但你方得订购十万套才可以。 In view of our long-standing relationship, we agree to allow you a discount. 考

15、虑到我们长期的关系, 我方同意给你方折扣,20,Terms,佣金（commission）是卖方或买方付给中间商为其对货物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，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，都可能称为佣金的收受者。 折扣（discount）是卖方按照原价给买方以一定的减让。,21,佣金,佣金有“明佣”、“暗佣”两种。 明佣的表示方法有三种： 一是用文字说明。 如：USD 100 per M/T CIF London including 3%Commission 二是直接在贸易术语后面加上Commission的缩写字母“C”和所付的佣金率。 如

16、：USD 100 per M/T CIF C 3% London 三是绝对数表示。 如：Pay commission USD100 per M/T,暗佣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。 暗佣的支付方式有两种：议付佣金汇付佣金议付佣金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佣金支付方式。(该方式下，出口企业收到的结汇款为扣除佣金后的货款净额。),23,折扣,明扣有三种表示方法。 一是用文字来说明表示。 如:USD 100 per M/T FOB Dalian including 2% discount。 二是用绝对数来表示。 如:Discoun

17、t USD 200Per M/T 三是在贸易术语中加注“D”(Discount)或“R”(Rebate)和折扣率来表示。 如:CIF D 2% 新加坡或CIF R 2% 伦敦,询盘总结,买家的询盘中可能提到的需求有以下分类汇总： 目标价格 MOQ（最小起订量） OEM/ODM 是否允许寄样 颜色/尺寸等产品额外要求 6. 语言问题（是否需要支持其他语种，尤其是产品说明书） 7. 出口经验要求及相关证书。 8. 付款方式 9. 物流问题 10. 公司资质要求,回复询盘（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，因为之前你所有步骤的努力就靠这一步来传递了，成败在此

18、一举，加油！,回复询盘时候需注意,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,脑子里想到自家优势,发货期快 价格有绝对的优势 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（ personaliz

19、ed customization ）,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

20、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 o

21、ffer 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. separately; by separate airmail,50,draw a draft on sb for an amount against sth

22、 draw on sb at sight for an amount against sth 根据向某人开出金额为的汇票,draw 开出（汇票）,51,Language Points,1)我们已根据这些单据通过亚洲银行向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)请确认我们可以就你328号订单向你方开出金额为两万八千美元的六十天远期汇票收款。,Please confirm that w

23、e can draw on you at 60 days after sight for US$28,000 against your Order No. 328.,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

24、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 days approval, a selection of mens and womens raincoats. Any of the items unsold at the end of the period, and which we decide not to keep as stock, would be r

25、eturned at our expense. We look forward to hearing from you soon. Sincerely yours, Anderson,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 womens raincoats on approval. As we have not previously done business

26、 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 o

27、f a long and pleasant business association. We shall do our best to make it so. Best wishes, Marry,Notes to the specimen letters 1. high reputation信誉良好 2. with the best terms以优惠条件 3. quotation sheet报价单 4. to acquaint somebody with something使某人了解、熟悉某事 5. material and workmanship材料及工艺 6. at your reque

28、st应你方请求 7. be subject to须经，以为条件 8. blanket cover被罩,Notes to the specimen letters 9. inclusive of 3% commission包括3%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

29、day after shipment. 以你方为受益人的100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月开到对方，并在装船后15天内在中国议付有效。 11. a perfect combination of warmth, softness and easy care柔软暖和、使用方便 12. get benefit from 从获利,4.4 Focal Words（焦点词汇）,Compare vt. for 值得我们注意的是对外国货的需求已大大降低。,66,(4) Your price in not in line _the prevailing market her

30、e. with 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。 (6) We hop you can cooperate _us to enable punctual arrival _the goods. with;of 希望你们能予以合作，保证货物按时到达。,67,(7) When we are _the market, well get _touch _you. in; in; with 如我方有货，将及时与

31、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8月5日询盘的答复，我们很高兴报价如下。 (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。,68,3Supply the missing words in the blanks and translate the letters

32、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 si

33、zes,inform,interested,demand,quality,send,details,price,69,colors 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,priced,quotations,samples,70,4.Translate the following sentences into Chi

34、nese and remember these useful sentences.,(1) Enquiriesaredwindling. 询盘正在减少。 (2)Theypromisedtotransfertheirfutureenquiries toChineseCorporations. 他们答应将以后的询盘转给中国公司 (3) Weregretthatthegoodsyouinquired about arenotavailable. 很遗憾，你们所询的货物现在无货。 (4)Intheimportandexportbusiness,weoftenmake inquiriesfromfore

35、ignsuppliers. 在进出口交易中，我们常向外商询价。,71,(5) To makeaninquiryaboutouroranges,arepresentative of theJapanesecompanypaidusavisit. 为了对我们的橙子询价,那家日本公司的一名代表访问了我们。 (6) Yourenquiryistoovaguetoenableustoreply. 你们的询盘不明确，我们无法答复。 (7)Nowthatwevealreadymadeaninquiryaboutyour articles,willyoupleasereplyassoonaspossible?

36、 既然我们已经对你们产品询价，可否尽快给予答复？,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, well be pleased to invite your representative over for det

37、ailed 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。,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，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

38、 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100,000美元但不足200,000美元者，我方将 给予5%的折扣；凡总定购量超过200,000美元者，我方将给 予10%的折扣。,74,5Please understand the given article and try to translate it into English. A 敬启者： 我方收到贵公司6月5日来函，但非常遗憾，我方无法对贵方

39、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。 我方已将贵方询函备案，一经有货，我方将以电报报盘。,75,敬启者： 我方收到贵公司6月5日来函，但非常遗憾，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.,76,其原因是，此货品在我处已经脱销。 The reason is that th

40、e 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我方订单。 Whats more our manufacturers have declined orders because of shortage of raw materials.,77,我方已将贵方询函备案，一经有货，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.,78,B 敬启者： 感谢你方寄来的商品目录

41、，我们目前对你方的运动鞋感兴趣，如能报我方500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，我们拟向你方大量订购。 谨上,79,感谢你方寄来的商品目录， Thank you for your catalogues sending to us 我们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500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

42、 CIF New York.,80,如果价格具有竞争性，我们拟向你方大量订购。 If your prices are competitive, we intend to place a large order with you.,81,答案 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,Thanks!,