国际商务函电(第二版)unit3-Enquiry课件.ppt

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1、国际商务函电（第二版）主编：李宏亮Unit 3 Enquiry国际商务函电（第二版）Study Aims 应知目标应知目标1.Toknowthewritingstepsofaletterofanenquiry2.Toknowthewritingstepsofareplytoanenquiry.3.Toknowtheknowledgeof“Leadin”Part.4.Toknowtheknowledgeof“BusinessLink”Part.应会目标应会目标1.Tobeabletotranslateanenquiryproperly.2.Tobeabletomakeanenquiryprope

2、rly.3.Tobeabletotranslateareplytoanenquiryproperly.4.Tobeabletoreplytoanenquiryproperly.ContentsV Task PracticesIV Cases studyIII Key Sentence PatternsII Writing skillsI Lead-inVI Business LinkVII More to PracticePart I Lead in As a start of international trade,enquiry is very important.It refers to

3、 the process that the buyer asks the seller questions about the goods he is interested in or going to purchase and other information such as catalogue,shipment,delivery etc.Generally speaking,it is made by the buyer,also by seller.It can be divided into general enquiry and specific enquiry.The forme

4、r is about asking for quotations,catalogues and samples,etc.,while the latter includes many details in terms of transaction.The purpose of enquiry is to obtain information.An enquiry letter may contains different content,but if you want to get a friendly reply,the following principles should be focu

5、sed on:1.Preciseness in enquiring information2.Reasonableness in necessary explanations3.Courtesy in choosing expressions4.Appreciation in proper way Since enquiry has become the general practice in international business correspondence,lets get to know how to write it.Part II Writing skills Step 1:

6、To state the source of the sellers informationStep 2:To express what information or service you needStep 3:To give references about the buyers companyStep 4:To show the wish of further business and an early replyPart III Key Sentence Patterns 1.YourfirmhasbeenrecommendedtousbyABCCo.,withwhomwehavedo

7、nebusinessformanyyears.2.Wehaveaconsiderabledemandhereforyourgoods.3.Wewouldlikeyoutosendussomesamples/patterns.4.Weshouldbeobligedifyouwouldkindlysendussomesamplesforourinspection.5.Pleasequoteyourpricegross/net/FOB.6.WillyoupleasegiveusdetailedinformationofFOBpricesanddiscounts?7.Fullinformationas

8、toprices,quality,quantityavailableandotherrelativeparticularswouldbeappreciated.Part III Key Sentence Patterns 8.Weshouldappreciatefurtherdetails/informationaboutyourproduct.9.Pleaseincludeinformationaboutpackingandshipping.10.Pleaseletusknowonwhattermyoucangiveussomediscount.11.Forinformationabouto

9、urcompanypleasereferto/contactABCCo.12.Inordertomakeusfamiliarizedwithyourproducts,weshallappreciateyourgivingusthetechnicaldetailsofthem.13.Ifthegoodscomeuptoourexpectations,wewouldexpecttobeplaceregularorder.14.Ifyourpricesarecompetitiveandyourgoodsuptostandard,weshallorderonaregularbasis.15.Wetru

10、stthatyouwillsendusyourreplyassoonaspossible.Part IV Cases study Case1 1Business backgroundSenders information:Name:JackCompany:AmericanCoconutTradeCo.,Ltd.Add:18DownStreet,Dahlonega,Georgia,USA30533Tel:001-706-545-888Fax:001-706-545-887Website:Email:Business scope:textiles,garmentsOverseas markets:

11、Europe,Asia,AfricaPart IV Cases study Case1 1Business backgroundRecipients information:Name:BenCompany:QuzhouKingdomTradeCo.,Ltd.Add:220LaodongRdQuzhou,Zhejiang,P.R.China324000Tel:0086-570-8886666Fax:0086-570-8886667Website:Email:Business scope:textiles,tablecloth,carpets,cleaningmopsOverseas market

12、s:America,Europe,Asia,SouthAfricaPart IV Cases study Case 1Task descriptionJack,on behalf of American Coconut Trade Co.,Ltd(herein called ACT Co.,ltd)got the information of Ben of Quzhou Kingdom Trade Co.,Ltd.(herein called QKT Co.,ltd)through Brother Company which is a long-term cooperation company

13、 of both.He will send an email to Ben for making an enquiry to establish business relations between two companies.HintsmentionthesourceofthesellersinformationgiveabriefintroductionofonesowncompanystateinformationorserviceoneneedsshowthedesireforfurtherbusinessrelationshipwishtogetanearlyreplyCase 1

14、Specimen letter 1 Key:From:(ACT Co.,Ltd.)From:(ACT Co.,Ltd.)To:(QKT Co.,Ltd.)To:(QKT Co.,Ltd.)Date:Mar 15,2013 Date:Mar 15,2013 Subject:an enquiry Subject:an enquiry Attachment:Attachment:Dear Ben,Dear Ben,We learn from Brother Co.that you are a leading exporter of table cloth.We learn from Brother

15、Co.that you are a leading exporter of table cloth.Would you please send us details of your various ranges,including sizes,colors,prices,and samples of the different Would you please send us details of your various ranges,including sizes,colors,prices,and samples of the different qualities of materia

16、l used?We are a large dealer in textiles and believe there is a promising market between us.If your qualities of material used?We are a large dealer in textiles and believe there is a promising market between us.If your prices are competitive and your goods up to standard,we shall order on a regular

17、 basis.prices are competitive and your goods up to standard,we shall order on a regular basis.When quoting,could you give the following details:When quoting,could you give the following details:1.Terms of payment1.Terms of payment2.Discount2.Discount3.Delivery time when we purchase 5,000 pieces of t

18、able cloth3.Delivery time when we purchase 5,000 pieces of table clothWe look forward to hearing from you soon.We look forward to hearing from you soon.Yours faithfully,Yours faithfully,Jack Jack ACT Co.,Ltd.ACT Co.,Ltd.Part IV Cases study Case2 2Business backgroundSenders information:Name:HowardCom

19、pany:AmericanLemontreeInternationalTradeCo.,Ltd.Add:298ConepinetreeRd,NewYork,USATel:001-212-222-2222Fax:001-212-222-2221Website:Email:Business scope:arts,crafts,householdwareOverseas markets:China,Japan,Korea,SouthAfricaPart IV Cases study Case2 2Business backgroundRecipients information:Name:AmyCo

20、mpany:JinwenArtcraftTradeCo.,Ltd.Add:228WenhuiRd,Hangzhou,Zhejiang,China310000Tel:0086-Fax:0086-Website:Email:Business scope:arts,crafts,silkproductsOverseas markets:America,Europe,AsiaPart IV Cases study Case 2Task descriptionHoward,on behalf of Lemon tree International Trade Co.,Ltd(herein called

21、LIT Co.,Ltd)got the information about the introduction and products of JinWen Art&Craft Trade Co.,Ltd.(herein called JACT Co.,Ltd)at the website of alibaba on the Internet last week.He will send an email to Amy for an enquiry to establish business relations.Hintsmentionthesourceofthesellersinformati

22、ongiveabriefintroductionofonesowncompanystateinformationorserviceoneneedsshowthedesireforfurtherbusinessrelationshipwishtogetanearlyreplyCase 2 Specimen letter 2 Key:From:(LIT Co.,Ltd)From:(LIT Co.,Ltd)To:To:artartc c (JACT Co.,Ltd)(JACT Co.,Ltd)Date:July 8,2013 Date:July 8,2013 Subject:an enquiry S

23、ubject:an enquiry Attachment:Attachment:Dear Amy,Dear Amy,We have seen the introduction of your products at the website of Alibaba.We have seen the introduction of your products at the website of Alibaba.We are one of the leading importers of Chinese arts and crafts and have enjoyed a good We are on

24、e of the leading importers of Chinese arts and crafts and have enjoyed a good reputation from our customers.reputation from our customers.At present we are quite interested in your products.Please let us know what quantities you are At present we are quite interested in your products.Please let us k

25、now what quantities you are able to deliver at regular intervals,quoting your best terms CIF New York.able to deliver at regular intervals,quoting your best terms CIF New York.Should your price be found competitive and delivery date acceptable,we intend to place a large Should your price be found co

26、mpetitive and delivery date acceptable,we intend to place a large order with you.order with you.We look forward to receiving your early reply.We look forward to receiving your early reply.Yours sincerely,Yours sincerely,Howard Howard LIT Co.,Ltd LIT Co.,Ltd Part V Task Practice Task 1 Conepine Tree

27、International Trade Co.,Ltd is one of the largest importers of Christmas products and has been in this line for years with a good reputation.Howard,a manager of Conepine Tree International Trade Co.,Ltd.has got the information of Happy Gifts International Trade Co.,Ltd at the website of alibaba.He w

28、ill send an email to Happy Gifts International Trade Co.,Ltd for an enquiry.You are required to send an email to Happy Gifts International Trade Co.,Ltd as the role of Howard,according to the following tips.DescriptionDescriptionRequirements Part V Task Practice Task 1 mentionthewayofgettingthecusto

29、mersinformationgiveabriefintroductionofonesowncompanystateinformationorserviceoneneedsshowthedesireforfurtherbusinessrelationshipwishtogetanearlyreplyTipsTipsPart V Task Practice Task 1 Dear Sir or Madam:We have learnt your name and address at the website of Alibaba.As a growing exporter on gifts,yo

30、u are looking forward to entering into American market.This happens to coincide with our desire.We are very interested in importing your goods at present.Would you please let us know the detailed information on CIF San Francisco basis?It would be appreciated if you could tell us discounts and terms

31、of payment;and let us have illustrated catalogues or even samples if possible.We hope this will be a good start for long and profitable business relations.Wish to have your early reply.Yours faithfully,HowardCTIT Co.,Ltd.Suggested answer for Task 1Suggested answer for Task 1Part V Task Practice Task

32、 2 Happy Gifts International Trade Co.,Ltd is a well-known firm of arts and crafts.May,a foreign salesperson of Happy Gifts International Trade Co.,Ltd has got the email from Howard of Conepine Tree International Trade Co.,Ltd.She will send an email to Howard to reply the enquiry.You are required to

33、 reply an email to Howard as the role of May,according to the following tips.DescriptionDescriptionRequirements Part V Task Practice Task 2 thankforthebuyersinterestandemailstateclearlyofalltheinformationaskedforshowthedesireforfurtherbusinessrelationshipwishtogettheearlyorderTipsTipsPart V Task Pra

34、ctice Task 2 Dear Howard,Thank you for your enquiry of Jan 8 and your interest in our commodities.Enclosed please find some copies of our illustrated catalogues and a price list.Also under separate cover,we are sending you some samples which will show you clearly the quality and specifications.We tr

35、ust that when you see them you will agree that our products would appeal to the most selective buyers.Should your order be large,we would offer you attractive prices.As to the terms of payment,we usually require Letter of Credit payable by sight draft.We are looking forward to your order and you may

36、 be assured that it will receive our prompt and careful attention.Yours truly,MayHHIT Co.,Ltd.Suggested answer for Task 2Suggested answer for Task 2Part VI Business Link 外贸询盘回复技巧外贸询盘回复技巧供应商给买家回复电子邮件时，要尽量遵循以下5大要决：全面全面：要全面彻底地回答买家查询的方方面面，包括买家所有的问题和感兴趣的点点滴滴。准确准确：要将回复信写得很清楚，首先要正确理解买家来函的准确意思；其次，供应商要多使用有说服

37、力，准确的数据，切忌使用模棱两可或含糊的词语和内容。清楚清楚：电子邮件也应象传统的商业书信一样，不论是排版还是语句都应整洁明了，少使用难懂的词语或表达法。具体具体：给买家回复的信息无疑越具体，越能方便买家做出决策。礼貌礼貌：要多使用正式的表达，少用口语语气，尊重对方的风土人格，禁忌和宗教信仰。Part VI Business Link 询价文件涉及的主要内容询价文件涉及的主要内容一、询价项目的“品名”与“料号”二、询价项目的“数量”三、询价项目的“规格书”四、询价项目的“品质”要求 A.品牌(BrandorTradeNames)B.或同级品(OrEqual)C.商业标准(CommercialS

38、tandard)D.材料与制造方法规格(MaterialorMethod-of-ManufactureSpecification)E.性能或功能规格(PerformanceorFunctionSpecification)F.工程图面(EngineeringDrawing)G.市场等级(MarketGrade)H.样品(Sample)I.工作说明书(StatementOfWork,SOW)Part VI Business Link 询价函件内容框架如下：询价函件内容框架如下：1.怎样得知对方公司名称和地址的？如：WehaveobtainedyournameandaddressformtheInt

39、ernet.OurmarketsurveyshowedthatyouarethelargestimporterofcasesandbagsinCanada.2.表明建立业务关系的愿望如:Wewishtoestablishfriendlybusinessrelationswithyousothatbothofuscouldbenefitfromit.Wearewillingtohavebusinessrelationswithyourfirmonthebasisofequalityandmutualbenefit.3.提供本公司简介如:Wearealeadingcompanywith30year

40、sexperienceinmakingchemicallaboratoryequipment.Acrediblesalesnetworkhasbeensetupandourcompanyhasregularclientsfromover100countriesandregionsworldwide.4.提供销售的商品及有关条件如:ArtNo.JD102isanewlylaunchedproductwithexcellentquality,fashionabledesignandcompetitiveprice.Togiveyouageneralideaofourproducts,weattac

41、hedthecatalogueforyourreference.。Part VI Business Link 5.介绍市场状况如:Thepresentpricefluctuationintheworldmarkethasnecessitatedtheadjustmentoftheprice.Owingtotheheavydemand,wecanacceptordersonlyforshipmentduringApril/May.6.告知对方应从何处了解写信人的信用情况如:Astoourcreditstanding,pleaserefertothefollowingbank:TheBankofT

42、okyo,OsakaBranch(address).Forourbusinessandfinancialstanding,wemayreferyoutoBankofChinaHongKongBranch.7.结尾写上期待对方回应的话如：Webelievethatyourinitialorderwillbedisposedofwithoutdelay.Wearelookingforwardtoyourspecificinquiries.Yourcommentsonourproductsoranyinformationonyourmarketdemandwillbeappreciated.注意：对

43、客户来函来电，要认真及时答复，以树立良好的贸易形象。注意：对客户来函来电，要认真及时答复，以树立良好的贸易形象。Part VII More to PracticeI.Translate the following business terms or expressions 1.享有良好声誉 2.询盘3.从获悉 4.插图目录5.广阔的市场6.定期交货数量7.进口领跑企业8.收到有关信用证后9.公道的价格 10.盼复Key：1.enjoyagoodreputation2.thebesttermsCIFLiverpool3.learnfrom4.illustratedcatalogue5.aprom

44、isingmarket6.quantitiesatregularintervals7.aleadingexporter8.afterreceiptofthecoveringL/C9.reasonableprice10.lookforwardtoreceivingyourreplyPart VII More to PracticeII.Translate the following sentences into Chinese.1.Pleasesendusyourbrochureandwholesalepricelistwithtermsofpayment.2.Whatisyourbestpri

45、ceforfivemachinetools?3.Pleasesendusasampleofeachoftheitemslistedabove.4.Wouldyoupleaseletusknowifthesegoodsarestillavailable?5.Weareinterestedinpurchasingcomputersbutweneedtohavefurtherdetailsofthecostsbeforemakingafinaldecision.Key：1.请发给我们贵方的宣传手册、批发价格单以及付款方式。2.五台机床的最优惠价格是多少?3.上面所列各项每一样请发一个样品给我们。4.

46、请告知我方是否有现货。5.我方有兴趣购买电脑，但在做出最后决定前我方需要了解更多关于费用的具体信息。Part VII More to PracticeII.Translate the following sentences into Chinese.6.WeareinthemarketforthemenstiesillustratedinyourcatalogueNo.8.7.Wewouldliketoknowifyoucansupplyporcelaintoourdesign.Ifso,pleaseletushavefulldetails.8.Ifyourproductsandtermsco

47、mparefavorablywiththoseofothersuppliers,weshallsendyouanorder.9.Pleasequoteusyourlowestpricewiththebestdiscountandthedateofdelivery.10.Wearegladtosendyousamplesofourproductswiththeirquotations.Key：6.我方想买贵方目录八所列的男士领带。7.我们想了解贵方是否能够提供我方设计的瓷器。如果可以，请告知我方全面信息。8.如果贵方产品和条件比其他供货商更优惠，我方将向贵方定货。9.请给我们报贵方的最低价、最大

48、折扣和交货日期。10.我方很乐意向贵方发样品和报价。Part VII More to PracticeIII.Translate the following sentences into English.1.我方一客户对意大利皮鞋感兴趣，请寄样品及报价单。2.请报最低价及最早交货期。3.请报洛杉矶成本加运费，包括5%的佣金。4.我方对你方太阳镜感兴趣，请报最低价和最优折扣。5.请寄可提供花色的样品。Key：1.OneofourclientsisinterestedinItalyshoes.Pleasesendusyoursamplesandquotations.2.Pleaseofferthe

49、lowestpriceandtheearliestdeliverydate.3.PleasequoteusCFRC5%LosAngeles.4.Weareinterestedinyoursunglasses,pleasequoteusyourlowestpricewiththebestdiscount.5.Pleasesendusthesamplesinavailabledesignsandcolors.Part VII More to PracticeIII.Translate the following sentences into English.6.如订购数量超过1000台，我们将给予

50、30%的折扣。7.请告知最大的定期交货数量。8.为使贵方对我们的产品有所了解，现附寄了我们的产品目录供你方参考。9.请告知我方成本加保险加运费价、折扣以及付款条件的详情。10.我们在这个领域合作具有广阔的前景。Key：6.Wewilloffera30%discountiftheorderismorethan1000units.7.Pleaseinformusthelargestquantitiesyouareabletodeliveratregularintervals.8.Enclosedisacatalogueforyourreferencetogiveyouageneralideaofo