商务英语函电Chapter3.pptx

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1、商务英语函电Chapter3Chapter 3Inquiries and Replies询盘与回复YCF3.13.23.3目录CATALOG3.4Case1Case2Knowledge LinksCase33.53.6Case4Case5 询盘与回复是走向合同签订的第一步，是一笔成功业务的起点。如何根据洽谈双方所处的行业特点、产品特点、市场地位以及通信人的业务发展策略，准确而灵活地运用商务函电语言的表达方法和技巧，为业务的促成创造一个好的开始是本章讨论的核心内容。熟练掌握在询盘及回复的业务阶段常用词汇和句型结构，能够准确地区分不同常用语之间的语气差别，能够对通信中所应包含的业务要素心中有数。学

2、习目标 能够有效地组织语言，利用基本的商务英语的语言及技巧，拟写符合业务发展需要的信函，积极促成或是为下一步的谈判做好准备。能力目标3.1Case 1Background（业务背景）“福星食品有限公司（Lucky Star Food Co.，Limited）”是位于中国吉林长春的一家食用油加工厂，生产以大豆油为主的多种食用油。该公司长期以来不断依靠价格优势扩大市场份额，现在初次向巴西一家大豆公司提出大豆的询盘，以求在全球大豆涨价的市场环境下，通过多元化供货渠道解决供货的稳定性和成本问题。3.1.1 Background&Task3.1.1 Background&TaskSenders info

3、rmation：Name：Mr.Charles Zhou（Manager of Supply Department）Company：Lucky Star Food Co.，Limited Address：31 Minzu Road，Changchun，Jilin Province，China 130010 Telephone：0086（0431）86675003 Fax：0086（0431）86675002 E-mail： Website： Business scope：oil processing，including oil extracted from soybean，peanut，ses

4、ame and corn Scale：a state-owned company-one of the largest food oil processors in China Recipients information：Name：Mr.Jose Gonzalez（Manager of Sales Department）Company：Batavo Cooperative Agroindustrial Address：Cooperative Av dos Pioneiros 2324，Carambei，84145-000，Brazil Telephone：0055（42）3231 9000

5、Fax：0055（42）3231 9015 E-mail：josegonzalezbatavo.coop.br Website：www.batavo.coop.br Business scope：with interests in the production of milk，pigs and poultry，cattle raising，soybeans，kidney beans，maize and wheats warehousing and distribution Scale：one of the largest local soybean planters，processors an

6、d distributorsTask（工作任务）“Lucky Star”公司向“Batavo”公司发出询盘，盼望能够尽快得到对方的优惠报价，以扩大原有的货源渠道，解决原料供给问题。但是大豆属于大宗交易商品，并且收信人“Batavo”公司规模很大，所以如何在初次询盘中取得对方的信任，作出有合作诚意的报盘，是“Lucky Star”公司本次信函拟写中的首要问题。请参考以下提示，构思相关业务活动及信函的内容。Key points：初次询盘应对己方公司情况做介绍具体说明己方的行业经验，避免对方报出过高价格说明积极合作的前景争取优惠价格 表达长期合作的愿望，大型农业企业由于产品周期的特点非常希望和进口商

7、形成稳定的购销关系明确请求给予优惠实盘报价提供己方的具体联系信息 Lucky Star Food Co.，Limited 31 Minzu Road，Changchun，Jilin Province，China 130010 Telephone：0086（0431）86675003，Fax：0086（0431）86675002，Website：Date：January 20，2019Mr.Jose Gonzalez（Manager of Sales Department）Batavo Cooperative AgroindustrialCooperative Av dos Pioneiros

8、2324，Carambei，84145-000，BrazilSubject：Request for a firm offer for soybeans3.1.2 Specimen Letter3.1.2 Specimen Letter Dear Mr.Jose Gonzalez，As one of the largest extractors and processors of food oil in China，our annual demand for soybeans is 100，000 M/T.Along with the fast expansion of our business

9、，the annual purchase amount will be increased by 10%in the next five years.We sincerely wish to establish a win-win business relationship with you，who are an important provider of soybeans in Brazil.Though the demand is large，the more and more violent competition keeps the price down.We will appreci

10、ate if you can offer us a competitive price.Meanwhile，we would like to draw your attention to the long term business cooperation.Please kindly send us your firm offer for an annual purchase of 60，000 tons of grade one soybeans in gunny bag.Should you have any question，please call me at 0086（0431）866

11、75003.We look forward to your early reply.Yours faithfully，Mr.Charles ZhouManager of Supply DepartmentTelephone：0086（0431）86675003Fax：0086（0431）86675002E-mail： 1.supply department供应部supplyn.供应，供给supply and demand供给和需求The raw materials are in short supply.原材料供应不足。vt.供应Please confirm whether you can s

12、upply the requested goods from stock.请确认对所需货物你方是否可以供应现货。2.luckyadj.幸运的luckn.运气Good luck!祝你好运！3.1.3 Key Words and Phrases3.1.3 Key Words and Phrases 3.food oil processing食用油加工processvt.加工；处理，办理The new plant is to process coffee beans.那家新的工厂将用来加工咖啡豆。We have a lot of orders to process after the show.展销

13、会后，我们有许多订单要处理。processn.加工；过程；处理，办理food process食品加工the whole process of custom clearance清关的全部过程processorn.处理器；处理者food processor食品搅拌机，食品加工机the central processor（计算机的）中央处理芯片 4.soybean大豆，大豆科植物soyn.大豆，黄豆；酱油 5.a state-owned company一家国有公司staten.国；州New York State纽约州ownvt.拥有，所有The warehouse is owned by our c

14、ompany.那家仓库为我公司所有。6.Braziln.巴西 7.poultryn.（总称）家禽a poultry farm家禽饲养场 8.cattle raising养牛cattlen.（总称）牛；家畜 9.kidney bean菜豆，花豆kidneyn.肾 10.maizen.玉米 11.wheatn.麦子 12.warehousing and distribution仓储和发送warehousevt.放在仓库中n.仓库 13.plantern.种植者plantvt.种植n.工厂 14.offern.报盘v.报价；提供Please keep us informed if we can of

15、fer any help for you.如果我们能为贵方提供任何帮助，请随时通知我们。15.a firm offer一份实盘报盘firmadj.确定的；牢固的；结实的a firm market position牢固的市场地位n.公司（一般指提供会计、法律等专业服务的公司）a law firm一家律师事务所an accounting firm一家会计师事务所13 16.extractorn.榨油厂；提取者；提取器a juice extractor榨汁机an air extractor抽气机extractvt.榨取，提取；拔出，抽出；引出；摘录，引用extract peanut oil榨取花生油

16、extract a specimen letter from the textbook从教材中摘录一篇例信 17.M/Tmetric ton公吨（1 000公斤）18.along with随着，和一起近义词：together with 19.expansionn.扩展，扩大；延伸the expansion of marketing channels销售渠道的扩大expandvt./vi.使扩大，扩展It is critical to expand our customer base.扩大我们的客户群是非常关键的。20.in the next five years在今后五年中 21.sincer

17、elyadv.真诚地 22.win-win双赢a win-win situation一个双赢的局面 23.providern.供应商 24.thoughconj.虽然，尽管Though your order quantity is large，the price you request is too low to be acceptable.尽管贵公司的订单数量很大，但是你方所要求的价格太低，我方无法接受。25.violentadj.猛烈的，激烈的a violent price war一场激烈的价格战 26.appreciatevt.感激，感谢We highly appreciate your

18、 effort at the negotiation.对于谈判时贵公司的努力，我们深表感谢。27.cooperationn.合作，联合We will give you a full cooperation.我方将会与贵公司全力配合。28.grade one一级graden.级；年级3.2Case 2Background（业务背景）“Elite”公司经过与日本“Pilot”公司的建交函电往来后，从日方的回复中，获知“Pilot”公司已指定对中国地区销售的负责人Mr.Kevin Funakoshi与己方联系。请根据Kevin在复信提出的要求，发出首次正式询盘。3.2.1 Background&Ta

19、sk3.2.1 Background&TaskSenders information：Sender：Miss Lucy Luo（Manager of Purchase Department）Company：Elite Stationery Co.，Limited Address：15 Jianshe Road，Heping District，Tianjin，China 300067 Telephone：0086（22）23201259 Fax：0086（22）23201258。E-mail address： Website： Scope：the manufacture，distribution

20、，import and export of stationery products Market：the northern areas of ChinaRecipients information：Recipient：Mr.Kevin Funakoshi（Account Manager in charge of sales to the Chinese market）Company：Pilot Corporation Address：3-6-22，Kyobashi，Chuo-ku，Tokyo 104-8304，Japan Telephone：81（3）35383700 ext.211Fax：8

21、1（3）35383701 E-mail： Scope：specializing in the manufacture of quality ink pens and markers Market：products sold to countries worldwideTask（工作任务）“Elite”公司以电子邮件的方式迅速向Mr.Kevin Funakoshi发出首次正式询盘。询盘中说明了所询货物的名称、型号/规格、包装、发货日期和付款方式等交易要素。请参考以下提示，构思相关业务活动和信函的内容。Key points：确认此次通信的起点（应日方要求发出详细询盘）清楚说明询盘包含的各项内容 明

22、确请求收信人报出最优惠价格 指出本次为试订单 指出长期合作的积极前景From：To：Date：November 20，2019Subject：Inquiry for Ink Pen&Marker Pen3.2.2 Specimen Letter3.2.2 Specimen LetterDear Mr.Kevin Funakoshi，Thank you for your reply of November 15，2019.We highly appreciate the illustrated catalogue and samples you sent to us.Please kindly

23、have our detailed enquiry as follows：Please have your price quoted on a CFR Xingang，Tianjin basis.The colors in the model section refer to colors of both the bodies and the ink of the pens as they are supposed the same.Meanwhile，we would like to make the payment by D/P 60 days.Though the order quant

24、ity is moderate，we would still like to ask for your best price as this only serves as a trial order.We hope we can start a long profitable business relationship through this transaction.Should you have any question，please do not hesitate to call me at 0086（22）23201259 ext.112 or send your e，mail mes

25、sage to me at .Yours truly，Lucy LuoManager of Purchase DepartmentElite Stationery Co.，LimitedTelephone：0086（22）23201259 ext.112E-mail： 1.inquiryn.询盘，询价；询问同义词：enquiryWe are glad to send you our inquiry for 40 M/T of chestnut meat.我们很高兴向你方发出40公吨栗子肉的询盘。inquirevt./vi.询盘，询价；询问同义词：enquireWe regret to info

26、rm you that the goods you inquire is out of stock.很遗憾地通知贵公司你方所询的货物没有现货。3.2.3 Key Words and Phrases3.2.3 Key Words and Phrases 2.illustrated catalogue带图例的目录illustratevt.用图或例子说明The price fluctuation can be illustrated by charts and pictures.价格的波动可以用图表和图片来说明。illustrationn.例证，插图；说明in illustration of（用以）

27、说明 modityn.商品，日用品a commodity fair商品展销会 4.modeln.（产品的）型号；榜样；模特近义词：specification规格 5.quantityn.数量The company has a large quantity of stock at present.那家公司现在有大量的库存。6.packingn.包装packing list装箱单 7.medium point中号笔尖mediumadj.中号的；中等的pointn.笔尖 8.Dr.Grip博士易握笔（Pilot公司此款笔的名字）Dr.doctor（博士）的缩写gripn./v.握；掌握 9.fine

28、 bullet point细的子弹头形笔尖fineadj.优良的；纤细的；精致的，（研磨的）很碎的fine china细瓷瓷器fine sugar/coffee/salt细糖/咖啡/盐，精制糖/咖啡/盐bulletn.子弹 10.broad chisel point宽錾子形笔尖broadadj.宽的，宽广的chiseln.錾子 11.cartonn.纸箱；纸板近义词：carton board case纸板箱20 boxes per carton（6 pieces in one box）每箱二十盒（每盒六件）perprep.每（天，箱）；按照；经，由This sort of shoes is s

29、old at five dollars per pair.这种鞋卖五美元一双。Per our discussion this morningwe are sending a firm offer to you.按照我们今天早上的讨论，我方现向贵公司发出实盘报价。The goods are shipped per S.S.October.货物由十月号轮船装运。12.in container由集装箱运输containern.集装箱；容器a container ship一艘集装箱船containvt.装有，包含；控制One case contains twenty pieces.一箱装有二十件。13

30、.sectionn.一段，部分The second section of our inquiry contains the order quantity.在我方询盘的第二部分包含订单的数量。14.both the bodies and the ink of the pens笔身和墨水bothand两者都，既有又有 15.D/P见单付款（document against payment的缩写）16.moderateadj.合理范围内的，公道的；中等的at moderate level在合理的水平上 17.ask（sb.）for（sth.）（向）要We would like to ask you

31、for a better price.我们希望取得你方更优惠的价格。18.a trial order一份试订单trialadj.尝试的；企图的 19.profitableadj.有益的，有用的；有利润的，有利可图的 20.transactionn.交易；事务3.3Case 3 Background（业务背景）“汉森医疗设备有限公司（Hanson Medical Equipment Co.，Limited）”是我国天津的一家医疗器械进口公司，主要为所在地及其周边地区的医院代理采购医疗器械。“汉森”公司目前的经营规模不大，但客户渠道非常稳定。现在向德国的“Ace Group”公司提出电子显微镜的询

32、盘。“Ace Group”是一家生产精密机械和医疗设备的综合公司，在其所处的领域占据技术领先地位。3.3.1 Background&Task3.3.1 Background&TaskSenders information：Name：Miss Jennifer Li（Manager of Import Department）Company：Hanson Medical Equipment Co.，Limited Address：151 Hongqi Road，Nankai District，Tianjin，China 300112 Telephone：0086（22）23234658 ext.1

33、26 Fax：0086（22）23234659 E-mail： Website： Business scope：import of medical equipment for the local hospitals Market position：having a tight relationship with customers in the local areaRecipients information Name：Mr.Friedrich Kilian（Manager of Sales Department）Company：Ace Group Address：Johann-Maus-St

34、r.271254 Ditzingen Germany Telephone：0049（71）5630308 Fax：0049（71）5630309 Website： Business scope：the manufacture of medical equipment and mechanical equipment Market position：a leading manufacturer with customers in all major countries worldwideTask（工作任务）“Hanson”公司向“Ace Group”传真发出十台电子显微镜的询盘，请对方报出价格、

35、包装、培训和保修等内容。请参考以下提示，构思相关业务活动和传真的内容。Key points：确认获得对方信息的来源 简明介绍己方公司，突出渠道优势 请对方给予优惠报盘 请对方确认各项相关服务责任内容 指出今后扩大合作范围的可能性 请求尽快回复 提供己方联系方式 Hanson Medical Equipment Co.，Limited151 Hongqi Road，Nankai District，Tianjin，China 300112Telephone：0086（22）23234658 ext.126Fax：0086（22）23234659Website：To：Ace Group（Fax：00

36、49-71-5630309）Attn：Mr.Friedrich Kilian（Manager of Sales Department）Date：November 20-2019From：Jennifer Li（Fax：0086-22-23234659）Subject：Request for Electron Microscope3.3.2 Specimen Letter3.3.2 Specimen LetterDear Mr.Friedrich Kilian，Your company is recommended to us by our agent in Frankfurt，Germany，

37、with whom we have done business on medical equipment for about five years.We are a major importer of medical equipment in Tianjin，China.Through quality products and professional services，we have earned an outstanding reputation among hospitals in Tianjin and North China.Our clients keep appointing u

38、s to handle the import of medical equipment in a variety of functions after times of successful cooperation.We are now looking for the opportunity to order from you ten sets of Electron Microscope magnifying 8，000 diameters.The microscopes should be able to fulfill all the requirements of regular bl

39、ood and cell examination.We would like to have your quotation on the basis of FOB Frankfurt and CFR Tianjin，respectively.Meanwhile，please make sure that you provide us with all the necessary information like packing，warranty period，specification and training program，together with your price.As we ma

40、intain a long term and steady relationship with our clients，we only keep a very thin margin.Please kindly make your favorable firm offer for us so that we can build up our business relationship soon through this deal.Your early reply will be highly appreciated.Should you have any question，please do

41、not hesitate to call me at 0086（22）23234658 ext.126 or send e-mail to me at .Yours truly，Jennifer LiManager of Import DepartmentTelephone：0086（22）23234658 ext.126Fax：0086（22）23234659E-mail： 1.electron microscope电子显微镜electronn.电子electricadj.电的；电动的microscopen.显微镜 2.recommendvt.推荐，介绍；劝告，建议You were reco

42、mmended to us by the local chamber of commerce.贵公司是由当地商会推荐给我方的。recommendationn.推荐，介绍；劝告a very nice recommendation letter一封很好的推荐信3.3.3 Key Words and Phrases3.3.3 Key Words and Phrases 3.agentn.代理商a shipping agent船运代理a forwarding agent货运代理 4.Frankfurt法兰克福（德国的主要城市）5.medical equipment医疗设备medicaladj.医疗的；

43、医药的；医学的 6.majoradj.主要的；较重要的 7.earnvt.赚取；赢得（常指通过努力而得到）8.outstandingadj.杰出的；出色的We provide our customers with outstanding services.我们给客户提供非常出色的服务。9.amongprep.在中（用于三者或三者以上）Among these three modelsthe red one is sold out.在这三个型号中，红色的已经卖光了。10.timen.次；倍times of数次的；数倍的 11.ten sets of十套setn.套one set of tablew

44、are一套餐具 12.magnifyvt.放大The microscope can magnify 8，000 diameters.这个显微镜能够放大8 000倍。13.fulfillvt.满足（愿望，要求）；完成；履行（承诺）We hope the information will fulfill your request.我们希望这些信息将能满足你方的要求。All the sales contracts have been fulfilled.所有的销售合同均已完成。Each party should fulfill its responsibilities stipulated in t

45、he agreement.每一方都应履行协议所规定的责任。14.requirementn.要求It is one of the essential requirements to make the delivery in time.准时发货是一项基本的要求。15.regularadj.普通的，经常性的；定期的，有规律的a regular blood and cell examination一个例行的血液和细胞检查There are two regular lines in the middle of the month.在月中有两班定期航船。16.bloodn.血；血液 17.celln.细胞

46、 18.examinationn.检查 19.FOB Frankfurt法兰克福船弦交货价 20.CFR Tianjin天津港到岸价 21.respectivelyadv.分别地，各自地The order quantities of those two models are 500 cases and 100 cases，respectively.对那两种型号的订货数量分别是500箱和100箱。22.make sure确保，保证同义词：ensure 23.training program培训课程trainingn.培训；训练programn.课程；计划，方案 24.marginn.利润；差额，

47、幅度；边缘We can hardly make any margin at this price level.在这个价格水平上我们几乎无利润可言。We only make a narrow margin of profit.我们只赚取很少的利润。margin profits边际利润 25.build up建立同义词：establish 26.through this deal通过这单生意3.4Case 43.4.1 Background&Task3.4.1 Background&TaskBackground（业务背景）美国“Four Seasons Merchandise Co.，Limite

48、d”在接到“长荣箱具有限公司”的建交函和产品目录后，对利用现有渠道在美国中西部销售“长荣”公司的箱包产品很感兴趣。但由于受到目录图片的限制，无法准确了解各种箱包的面料和手感，所以希望见到样品后考虑发出试订单（双方信息请参考2.1.1）。Task（工作任务）“Four Seasons”公司发函告知“长荣”公司建立业务往来的愿望，请“长荣”公司通告货物装箱所占体积的数据，同时请“长荣”公司提供样品，并报出一个二十尺货柜的试订单价格。请参考以下提示，构思相关业务活动及信函的内容。Key points：确认收到对方的建交函表达合作的积极愿望 清楚说明目前存在的问题 有条理地提出要求 给出己方的联系方式

49、（Body of text）Dear Michael，It is such a great pleasure to have received your letter of November 10 after our meeting in Las Vegas.Your exhibits at the show are very impressive.We have a strong interest in pushing the sales of your products in the mid-western area.3.4.2 Specimen Letter3.4.2 Specimen

50、Letter Can you manage to send us the samples of fabric which can match each item on your illustrated catalogue?It can help us learn the texture，patterns and the feel of the materials you use.Please also advise us how many cases can be loaded in a twenty-feet container if we order each item in the sa