3.enquiries and replies(精品).ppt

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1、UnitThreeInquiries(询盘询盘)ObjectivesIntroductionNew Words&Expressions Chinese Version of the TextKeys to ExercisesObjectivesUnit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)通过本章的学习，帮助学生掌握通过本章的学习，帮助学生掌握:v 询询盘的定义及种类盘的定义及种类v 询盘信函的撰写询盘信函的撰写v 询盘信函中常用的专业词汇及句型询盘信函中常用的专业词汇及句型 IntroductionAninquiryisarequestf

2、orinformation.Intheinternationalbusinesstheimportermaysendaninquirytoanexporter,invitingaquotationandoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods.Definitionofaninquiry:Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)IntroductionInaGeneralInquiry(一一般般询询价价)

3、,theimportermayaskonlyforcatalogues,pricelists,samples,samplebooks,orquotations,etc.,inordertogetageneralideaofthebusinessscopeoftheexporter.InaSpecificInquiry(具具体体询询价价),the importerpointsoutwhatproductsheneedsandasksforaquotationoranofferforthisitem.Generallyspeaking,inquiriesfallintotwocategories:

4、aGeneralInquiryandaSpecificInquiry.Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)Introduction1.State the source of the information and make a self-introductionatthebeginningoftheletter.2.Statethepurposeofwritingtheletter.Forexample,thewritermayexplaintotherecipientwhathewants,giveadescriptionors

5、pecificationofthegoodsherequiresorexpresshiswillingnesstoenterintobusinessrelationswiththerecipient,etc.3.Endtheletterbyexpressingtheexpectationforanearlyreply.Thefollowingstructuremaybereferredtoinwritinganinquiry:Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions1.inquiry(enqui

6、ry)n.询盘，询价询盘，询价 make(or:send,give,fax)sb.aninquiryfor sth.向某人询购某种商品向某人询购某种商品 Wethankyouforyourinquiryforsunflower seeds.我们感谢你方有关向日葵籽的询盘。我们感谢你方有关向日葵籽的询盘。Uponreceiptofyourspecificinquiry,weshall sendyouourquotationsandsamples.一一收收到到你你方方具具体体询询盘盘，我我方方立立即即给给你你方方寄寄出出我我方方的的报价及样品。报价及样品。Atpresent,therearelar

7、geinquiriesforour“Cool”BrandAirConditionerinourmarket.目前，我们市场有大量对我目前，我们市场有大量对我“凉爽凉爽”牌空调的询盘。牌空调的询盘。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressionsinquirev.询价，询购，询问询价，询购，询问inquireforsth.询购某种商品询购某种商品ThankyouforyourletterofSeptember1inquiringfor3,000m/tsNortheastRice.感谢你方九月一日询购三千公

8、吨东北大米的来信。感谢你方九月一日询购三千公吨东北大米的来信。Theladiespyjamasyouareinquiringforarenowoutofstock.你方现询价的女士睡衣没货。你方现询价的女士睡衣没货。Weareinquiringaboutthesupplyofsugarandcoffee.我方正在询购糖和咖啡的货源。我方正在询购糖和咖啡的货源。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions2.beinterestedin对对(某商品某商品)有兴趣，有兴趣，常用以表示有意购买某种商品，是

9、打算购买常用以表示有意购买某种商品，是打算购买 某种商品的初步表示。某种商品的初步表示。WeareinterestedintheimportofChinesesilkneckties.我们对进口中国丝绸领带感兴趣。我们对进口中国丝绸领带感兴趣。TheyhavecustomerswhoareinterestedinyoursixdesignsofOrnamentalCloth.他们有客户对你方六种图样的装饰布感兴趣。他们有客户对你方六种图样的装饰布感兴趣。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressionsb

10、einterestedtodosth.对做某事感兴趣对做某事感兴趣They are interested to export Hand-Embroidered SilkScarf.他们对出口手绣丝围巾感兴趣。他们对出口手绣丝围巾感兴趣。interestn.兴趣兴趣We have/take/feel no interest in the terms of paymentonD/Abasis.我们不想用我们不想用D/A的付款条件。的付款条件。interestv.使使感兴趣感兴趣Thegarmentsondisplayatthefairwereattractive,especially their

11、fashionable styles interested the visitorsverymuch.交交易易会会上上展展出出的的服服装装很很吸吸引引人人，特特别别是是时时尚尚的的款款式式令参观者非常感兴趣。令参观者非常感兴趣。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions3.quotequotev.报价报价quotesb.apricefor(or:on)sth.报给某人某种商品的价格报给某人某种商品的价格Pleasequoteusyourlowestpricesforpersonalcomputer

12、s.请报个人电脑的最低价。请报个人电脑的最低价。WequotedthisarticleatUS$278percase.这种商品每箱报价二百七十八美元。这种商品每箱报价二百七十八美元。WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.请报一千件皮夹克的最好大连船上交货价。请报一千件皮夹克的最好大连船上交货价。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions4.marketmarketn.市场，行市

13、市场，行市cometothemarket上市上市findamarket找销路找销路agood(poor)market畅销畅销(滞销滞销)inthemarketfor要购买要购买anadvancingmarket市场上涨市场上涨abriskmarket市场活跃市场活跃astrongmarket市场坚挺市场坚挺Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&ExpressionsTheyareinthemarketfortable-clothandpillowcases.他们要购买桌布和枕头套。他们要购买桌布和枕头套。Pleas

14、ekeepusinformedofthesupplyanddemandpositioninyourmarket.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。Themarketisstrengthening.行情在上涨。行情在上涨。marketv.推销，销售，在市场上出售推销，销售，在市场上出售ThereisnodifficultyinmarketingthesetraditionalproductsintheSoutheastAsianmarket.在东南亚市场推销这些传统产品不会有困难。在东南亚市场推销这些传统产品不会有困难。Unit Three InquiriesUnit

15、Three Inquiries(询盘询盘询盘询盘)NewWords&ExpressionsInordertomeetyourneedsinmarketing,wetake this opportunity to recommend“GoodLuck”BrandElectricFans.为满足你方销售需求，我方借此机会向你方为满足你方销售需求，我方借此机会向你方推荐推荐“好运好运”牌电风扇。牌电风扇。marketableadj.适销对路的，可销的适销对路的，可销的Thegoodsarenotmarketableinourareaatthepriceyouquoted.按你方报价，这种产品在我们地

16、区没有销路。按你方报价，这种产品在我们地区没有销路。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions5.placev.发出，置于，售出发出，置于，售出Ifthequalityofyourgoodsisgoodandthepriceisacceptabletous,wewillplacealargeorderwithyou.如你方产品质量好，价格可接受，我们将与如你方产品质量好，价格可接受，我们将与你方大量订货。你方大量订货。Weregretthatourcustomershaveplacestheiro

17、rderselsewhere.很遗憾我方的客户在其他地方已经订货了。很遗憾我方的客户在其他地方已经订货了。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions6.ordern.订单订单place(or:make,send)anorderforsth.订购某项货物订购某项货物Ifyourpriceisinline,wewillsendyouanorderfor1,000sets.如果你方价格与市价相符，我方将订购如果你方价格与市价相符，我方将订购1000台。台。Pleaseseetoitthattheorde

18、risshippedwithinthestipulatedtime.请务确保此订单在规定的时间内装运。请务确保此订单在规定的时间内装运。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressionsorderv.订购，订订购，订(货货)Ifyouallowus5%discount,wewillorder5,000dozen.如果你方给予如果你方给予5%的折扣，我方将订购的折扣，我方将订购5000打。打。Canyousupplythegoodsfromstockifweorderimmediately?如果我方立即订货

19、，你方能有现货供应吗？如果我方立即订货，你方能有现货供应吗？Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressionsinorder整齐无误，妥当整齐无误，妥当Wouldyoupleasesignandreturnonecopyforourfileifyoufindeverythinginorder?如果你方觉得一切妥当能否签署且返回一份如果你方觉得一切妥当能否签署且返回一份供我方存档？供我方存档？ingood(bad)order情况良好情况良好(不好不好)Thegoodshavearrivedingoodord

20、er.这些货完好无损地抵达。这些货完好无损地抵达。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions7.beinapositiontodosth.能够能够benotinaposition/innopositiontodosth.不能做某事不能做某事beinagoodpositiontodosth.很有能力做某事，完全能做某事很有能力做某事，完全能做某事beinadifficultpositiontodosth.很难做某事很难做某事Unit Three InquiriesUnit Three Inquiri

21、es(询盘询盘询盘询盘)NewWords&ExpressionsWeareverysorrytosaythatwearenotinapositiontoagreeonyourcounter-offer.很抱歉告之我方不能同意你方的还盘。很抱歉告之我方不能同意你方的还盘。Weareinapositiontoofferyou50metrictonsofsoybean,FAQ,2002crop.我方可以报给你方五十公吨大豆，我方可以报给你方五十公吨大豆，2002年收年收成的大路货。成的大路货。Weareinagoodpositiontomeetyourrequirements.我们完全可以满足你方的

22、需求。我们完全可以满足你方的需求。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions8.discountn.折扣，折价，贴现折扣，折价，贴现 allow(or:give,make,grant)%discountoff(on)thepricesofgoods按货价给予按货价给予%的折扣的折扣Theymake20%discountforcashpayment.现金付款，他们予以八折优待。现金付款，他们予以八折优待。atadiscount低于正常价格，打折扣低于正常价格，打折扣(货物货物无销路无销路)Thepr

23、oductsaresellingatadiscount.该产品正以低价销售。该产品正以低价销售。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Epetitiveadj.有竞争力的有竞争力的competitiveprice有竞争力的价格有竞争力的价格competitivepower 竞争能力竞争能力competevi.竞争竞争WehavetocompetewithalotofsuppliersforEuropeanmarket.我们要与很多供货商竞争欧洲市场。我们要与很多供货商竞争欧洲市场。Unit Three Inquir

24、iesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressionscompetitionn.竞争竞争Thosewhocanmaketheirfitforcustomersneedswillsurviveinthecompetition.那些产品适合消费者需要的企业才能在竞争中生那些产品适合消费者需要的企业才能在竞争中生存。存。competitorn.竞争者，竞争对手竞争者，竞争对手Thesuperiorquality,attractivedesignandfavorablepriceoftheirproductswillenablethemtodefea

25、tthecompetitors.他们产品的优良质量，诱人的设计，合理的价格他们产品的优良质量，诱人的设计，合理的价格将使他们击败竞争对手。将使他们击败竞争对手。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions10.referv.谈到，谈及，参考；提交；参阅谈到，谈及，参考；提交；参阅refertosb.forsth.向某人打听向某人打听(查询查询)某事某事e.g.WereferyoutoourletterofOctober1.请你方参阅我们请你方参阅我们10月月1日的函。日的函。referencen.谈

26、到，谈及；参考；查询谈到，谈及；参考；查询e.g.ReferenceismadetoyourletterofMay5.兹提及你方兹提及你方5月月5日的来信。日的来信。Acopyofourfeasibilitystudyreportwillbesenttoyouforyourreference.我们将寄送一份可行性研究报告供你方参考。我们将寄送一份可行性研究报告供你方参考。With(in)referenceto关于关于Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions11.contactv.t.与与联系，与

27、联系，与接洽接洽(和和approach同义，但被动语态用同义，但被动语态用approach较多较多)。e.g.Pleasecontact(approach)usagain.请再与我们联系。请再与我们联系。contactn.联系，交往联系，交往e.g.Wehavebeenincontactwiththatcompanyfornearlytwoyears.我们与那家公司有近两年的交往。我们与那家公司有近两年的交往。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions12.availableadj.可利用的，可供

28、应的，可得到可利用的，可供应的，可得到的的(做定语时前置后置均可，后置较为常用做定语时前置后置均可，后置较为常用)。commoditiesavailableforexport供出口的商品供出口的商品notavailable缺货缺货TheonlyopportunityavailablenowistheHarbinFair.目前唯一的机会就是哈尔滨交易会。目前唯一的机会就是哈尔滨交易会。Wearesendingyouundercoveracatalogcoveringthegoodsavailableatpresent.随函附上一份我方目前可供之货的目录单。随函附上一份我方目前可供之货的目录单。U

29、nit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)敬启者：敬启者：我我们们参参观观了了贵贵方方6月月份份在在北北京京举举行行的的国国际际技技术术博博览览会会的的展展台台，我我们们对对贵贵方方IBM-CPU80586个个人人电电脑脑的的展展示示很很感感兴兴趣趣。贵贵方方展展示示的的电电脑脑最最适适合合我我方方市市场场。在在我我国国我我们们是是电电子子产产品品的的批批发发商商。贵贵方方能能否否寄给我们包括功能及必要软件在内的详细资料？寄给我们包括功能及必要软件在内的详细资料？请请贵贵方方报报到到烟烟台台的的最最低低价价，并并说说明明支支付付方方式式和

30、和采采购购量量不不少少于于500台所允许的折扣。台所允许的折扣。如如贵贵方方报报价价具具有有竞竞争争力力，运运货货日日期期可可以以接接受受，我我方方打打算算从从贵贵方方大大量量订订货货，并并且且及及时时开开立立以以贵贵方方为为受受益益人人的的信信用用证证。关关于于我我方方资资金金情况，业务能力和信誉，请查询我们的银行，中国银行。情况，业务能力和信誉，请查询我们的银行，中国银行。盼收到贵方有利的答复。盼收到贵方有利的答复。谨上谨上烟台电子进口有限公司烟台电子进口有限公司2004年年7月月5日日SampleLetterUnit Three InquiriesUnit Three Inquiries

31、(询盘询盘询盘询盘)敬启者：敬启者：我我方方有有客客户户对对你你方方“天天鹅鹅“牌牌毛毛巾巾感感兴兴趣趣且且让让我我方方与与你方联系报价和现可供出口的产品的样品。请报你方货你方联系报价和现可供出口的产品的样品。请报你方货号号AK-18的的30，000打成本加运费的纽约最低价，指出可打成本加运费的纽约最低价，指出可能最早装运时间及支付条件。能最早装运时间及支付条件。顺告你方，这里类似产品的竞争力非常激烈。务请顺告你方，这里类似产品的竞争力非常激烈。务请保证你方价格与现在市价相一致，这样使我们能够为你保证你方价格与现在市价相一致，这样使我们能够为你方争取更多订单。方争取更多订单。盼尽快收到回信。盼

32、尽快收到回信。谨上谨上温哥华纺织品公司温哥华纺织品公司2004年年11月月5日日SampleLetterUnit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)敬启者：敬启者：我方有从贵方刊发在我方有从贵方刊发在5月月2日的日的商务世界商务世界上的广告里，敬悉贵公司生产各类手工制人造皮上的广告里，敬悉贵公司生产各类手工制人造皮革手套。本地区对中等价格的高品质手套向有稳革手套。本地区对中等价格的高品质手套向有稳定的需求。定的需求。请惠寄贵公司的手套目录一份，详述有关价请惠寄贵公司的手套目录一份，详述有关价目与付款条件。希望贵公司顺带惠赐样品。目与付款条

33、件。希望贵公司顺带惠赐样品。静候佳音。静候佳音。谨上谨上2004年年5月月20日日SampleLetterUnit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)Exercise1.Whenever you are in the market for theproducts,pleasecontactusforyourrequirementsdirectly.(请请就就你你方方的的需需求求直直接接与与我方联系我方联系).2.Ifyourpricesarecompetitive(如如果果你你方方价价格格有有竞竞争争力力),wearewillingtop

34、laceourfirstorderfor1200dozen,i.e.400dozenofeachtype.3.Onlythegoodswhicharefineinqualitybutlowinpricecaninterestourcustomers.(才才能能吸引我方客户吸引我方客户).Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)4.Severalofour customershave recentlyexpressedinterestinyourproductsandweareenclosingourinquiryfor1,000pie

35、cesofChildrensBicycles.(现现随函附上我方有关一千辆童车的询盘随函附上我方有关一千辆童车的询盘).5.We should be obliged if you will quote us yourlowestpriceCIFNewYork,U.S.A.(如如蒙蒙报报给给最最低低成成本本加加运运费费、保保险险费费美美国国纽纽约约价价)forthefollowinggoods.Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)ExerciseExercise1.WenotefromyourletterofOctober5that

36、youareinterestedinChineseCottonPieceGoods.2.TheletterwesentlastweekisaninquiryforcolorTVsets.3.Weproducedecorativefabricsofdifferentkinds.4.Wewouldliketoknowsomethingaboutthestylesprevailingatyourend.5.Weshouldbepleasedtosendyousomesamplesofourshoesandhatsonapprovalatourownexpense.Unit Three Inquiri

37、esUnit Three Inquiries(询盘询盘询盘询盘)ExerciseGapFillingDearSirsWeareinformedthatyouareoneofthe_importersoftextiles.Pleasebeadvisedthatweare_intheexportofsuchcommodities.Ifyouare_in_businessrelationswithusinthis_,weshallbepleasedto_samplesandcataloguesaswellas_informationupon_.Weassureyou_ourbestattention

38、toanyenquiries_youandanticipateyourpromptresponseinthe_.Yoursfaithfully ExerciseTranslatethefollowingsentencesintoEnglish1.从纽约从纽约A.B.C.公司获悉，你公司出口尼龙公司获悉，你公司出口尼龙床单和枕套。对上述品质优良价格公道的床单和枕套。对上述品质优良价格公道的商品，本地区常有需求。商品，本地区常有需求。2.我们另邮寄样品一批，深信一旦那么有我们另邮寄样品一批，深信一旦那么有机会查看样品之后，定会承认该货品质优机会查看样品之后，定会承认该货品质优良，价格合理。良，价格

39、合理。3.收到你公司收到你公司5月月14日询价，得悉你对我们日询价，得悉你对我们手工制人造革手套感兴趣。现将你所需的手工制人造革手套感兴趣。现将你所需的详细资料，具有插图的目录和价格单附寄详细资料，具有插图的目录和价格单附寄给你。给你。4.所附价格单和图解目录将给你提供有关你所附价格单和图解目录将给你提供有关你方最感兴趣的型号的具体情况。方最感兴趣的型号的具体情况。KeystoExercise1.WelearnfromA.B.C.Co.ofNewYorkthatyouareexportingNylonbed-sheetsandpillow-cases.Thereisasteadydemandh

40、erefortheabove-mentionedcommoditiesofhighqualityatmoderateprices.2.Underseparatecover,wearesendingyouarangeofsamplesandwhenyouhaveachancetoexaminethem,wefeelconfidentthatyouwillagreethatthegoodsarebothexcellentinqualityandreasonableinprice.3.Wehavereceivedyourenquiryof14thMayandlearnofyourinterestin

41、ourhandmadeartificialleathergloves.Weareenclosingourillustratedcataloguesandpricelistgivingthedetailsyouaskfor.4.Theenclosedpricelistandillustratedcataloguewillgiveyoudetailsofthemodelinwhichyouareespeciallyinterested.ExerciseExerciseTranslatethefollowingintoChineseTranslatethefollowingintoChineseDe

42、arSirs,WearegladtoinformyouthatFloppyDiskDriveModelNo.R1816isofspecialinteresttous.With the popularity of personal computers,we trustthereisapromisingmarketforreasonably-priceddrivesin our country.If possible,please send us relativetechnicaldataandyourbestquotationCIFRotterdamfor100,000pieces,shipme

43、ntinNovember,2004.Weshallalsobeveryinterestedifyouhaveanymodelsinthesamerangetosupply.Welookforwardtoyourearlyreply.Yoursfaithfully,Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)LetterofCreditDefinitionA letter from one bank to another bank,by which a third party,usually a customer,is able to ob

44、tain money.信用证；信用状（由一家银行交给另一家银行，表明某客户等的第三方可获取款项）CategoriesCircularL/CA letter of credit which is addressed to all branches,correspondents and agents of the issuing bank 流通信用证；循环信用证（由开证行发给其所有分行、往来银行和代理行）ConfirmedL/CA letter of credit to which the paying bank has added it guarantee that payment will b

45、e made against presentation of certain documents 保兑信用证（由支付银行担保）UnconfirmedL/CThe issuing bank gives no promise that it will accept bills drawn upon it不保兑信用证（开证行不保证兑付所开立的汇票）DirectL/CA letter of credit which the issuing bank addresses to one particular branch 直接信用证（由开证银行向特定的分行开出）LimitedL/CA circular l

46、etter of credit which can only be used in a certain number of places有限信用证（只能在某些地方使用的流通信用证）DocumentaryL/CA letter of credit to which a number of other documents such as a bill of lading,an insurance certificate,etc have been joined by the exporter to obtain payment from the bank跟单信用证（出口商须同时交出提货单、保险证等

47、其他单证，才能向银行收取款项）IrrevocableL/CA letter of credit that can only be cancelled with the agreement of the person expecting payment不可撤销信用证（除非信用人同意，信用证不得撤销）RevocableL/C 可撤销信用证TravellersL/CA document issued by a bank to a traveller whereby the traveller may receive money up to a stated amount from all the b

48、anks agents abroad旅游信用证（旅游者凭证可在签发银行在国外的任何代理行预支某限额的款项）OtherCategoriesTransferable/Untransferable L/C 可转让、不可转让信用证Divisible/Indivisible L/C 可分割、不可分割信用证Revolving L/C 循环信用证L/C with T/T(telegraphic transfer)Reimbursement Clause带电汇条款信用证Without Recourse/With Recourse L/C无追索权、有追索权信用证Deferred Payment/Anticipatory L/C延期付款、预支信用证 Back to Back L/C 背对背信用证（开证申请人和受益人为一人，以原始证为基础开的第二信用证）Reciprocal L/C 对开信用证（交易双方互为开证申请人和受益人，金额大致相等的信用证）