国际商务函电课件.ppt

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1、UNIT 3 INQUIRIES AND REPLIESLead in Inquiries are made when a businessperson intends to purchase certain goods or obtain desired services.The buyer usually sends an inquiry to invite a quotation or an offer from the seller;therefore inquiries mean potential business for both the buyer and the seller

2、.Based on the inquired contents,inquiries can be divided into general inquiries and specific inquiries.The writer of a general inquiry asks for general information,a catalogue,a price list,or a sample book,while that of a specific inquiry focuses on the detailed information about the specific target

3、 goods or services.A satisfactory inquiry will include the following:Source of information,asking for a catalogue and a price list;Introduction of the seller or the buyers general information and business scope,statement of the products of interest;Quantity discounts and terms of payments(such as FO

4、B,CIF etc.);Terms of delivery;Hope for reply A reply to an inquiry and especially to a first inquiry should be handled with special care to create good will.When the goods inquired are out of stock,the seller should inform the buyer of the reason and when the goods will be available.If special reque

5、st cannot be met,the seller needs to answer the inquiry with care and avoids making direct refusal that may offend the other party.Besides,the seller must make sure that all the questions asked in an inquiry have been answered in the reply,and if there are many questions to reply to,bullets or numbe

6、rs are recommended to enumerate them.A satisfactory reply will include the following:Please to receive the inquiry;Mention that products catalogue and price list asked for in the inquiry are enclosed in the letter;Emphasize the competitive quotation and tell clearly available discount;Declare terms

7、of payment and delivery service available;Hope for early reply.Specimen Letters 样函 1 1.inquiry询盘，又作enquiry，指交易一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件，又称询价。We thank you for your inquiry of Aug.23rdfor ground nut kernels.They promised to transfer their future enquiries to China corporations.We can not make of

8、fers without specific enquiries.2.principal producer and exporter 主要的/最大的生产商和出口商 They are the principal producer and exporter of this class of goods here.3.be desirous of 渴望，想要 desire 期望，渴望，要求，请求 We are desirous of entering into direct business relations with you.What do you desire to buy at present

9、?It is desired that the catalogues shall be airmailed to us within one week.4.coincide（意见等）一致；（时间上）相同 We are glad that our ideas coincide.Your inquiry coincided with our offer.5.regarding 关于，与with regard to,in regard to同义 We have already written to you regarding this matter.Regarding the balance,we

10、will advise you of the position in a few days.6.quote 报价，与介词for 连用:quote sb.a price for sth.或 quote sb.for sth.Please quote us your lowest price for walnuts.Please quote us for walnuts.7.floor price 最低价，和rock bottom price同义，其反义词为ceiling price 8.inclusive of our 5%commission 包括我方5%佣金 This offer is in

11、clusive of your 2%commission.=This offer includes your 2%commission.9.provided 如果，假若，这里用作连词，词义相当于if,但强调“以为条件”。如：Provided(that)you can guarantee regular supplies,we may place bulk orders with you.We accept your order provided shipment is made in March.10.place a large order with you 向你方大量订货 名词order常与

12、动词make,send,place等连用，当表示订购某项货物时后接介词for If your price is in line,we will send you an order for 5,000 sets.If you allow us 10%discount,we will order 10,000 dozen.Specimen Letters 样函 2 1.display 展览；展开；陈列 a fashion display 时装展览 the exhibition display 陈列的展览品 department stores display their goods in the w

13、indow 商店在橱窗陈列商品 2.the Spring Commodities Fair 春季商品交易会 the Chinese Export Commodity Fair 中国出口商品交易会 mini fair小型交易会 3.be in urgent need of sth.急需 be in need of sth.be in badly need of sth.be in dire need of sth.be in great need of sth.4.replacement n.替换物；更换 We request your replacement of the goods as i

14、t is stipulated in the contract.5.Karachi卡拉奇港，是巴基斯坦的最大及最繁忙的港口,处理大约60%的全国货运。6.in advance 尽早；预先；事先；提前 Please keep us fully informed as far in advance as possible.We thank you for your close cooperation in advance.Specimen Letters 样函 3 1.quotation 报价，与动词make,send,give,cable,fax连用，后接介词for,有时也用of quotati

15、on sheet 报价单 Please quote us your most favorable price CIF Seattle for the above goods,including our commission 5%.We are going to give you a quotation which is based upon the prevailing international market price.2.discount 折扣,打折 The highest discount we can allow(give,make,grant)on this article is

16、10%.The rate of discount in London is now 5%.If you can discount your price by 10%,we are ready to take 300 bales.Bills can be easily discounted in London.3.term 时间；条款；条件 It is not our practice to accept term L/C.The rights of agent are clearly defined in Term No.7 of the Agreement.We can not do bus

17、iness on your terms.4.catalogue 目录 classified catalogue 分类目录 descriptive catalogue 带有说明的目录 illustrated catalogue 有插图的目录 catalogue of industrial products 工业产品目录 5.appreciate 感谢，感激 We highly appreciate your kind cooperation.We shall appreciate your sending us a sample book soon.Specimen Letters 样函 4 1

18、.request请求，要求 as requested 按照要求 on request 一经要求就 at the request of：at ones request 应某人要求 As requested,we send you our latest price list.Sample books and catalogues will be sent on request.At your request we make you the following quotation.2.examine 检验，检查；审查，核查。examine表示调查已确定某事的真正性质、特性、状况或测定某事的质量、效力

19、、真实性或功能等。The goods were carefully examined before shipment.The issuing bank shall have a reasonable time to examine the documents.3.confident 相信的，有信心的 We are confident that we can push the sales of your products in our market.We are confident of being able to ship the goods to you by the end of this

20、 month.4.stock n.库存；存货 a stock of 一批现货 from stock 动用库存 in stock 库存中 out of stock 无货；缺货 There is no more stock on hand.We can supply from stock.The type you required is out of stock,but the similar type is in stock.Our stock will be exhausted soon.5.regular 经常的 If your prices are competitive,our comp

21、any will be pleased to place regular orders with you.As your purchases are regular and numerous,it would be advisable for you open a revolving L/C in our favor.Specimen Letters 样函 5 1.be in the market for想要购买（如果去掉介词 for，表示要买或要卖）We note from your letter of 16th this month that you are in the market f

22、or textiles.Please let us know when you are in the market.2.rock-bottom price 最低价，类似的表达方式还有：minimum price，lowest price，bedrock price，floor price等。As we have quoted you our rock-bottom price，we can not do better.3.the same或 same在书信中常用作代词来指前面所说的人或事。这是商业信函中的一种陈旧的用法。If you require further information，we

23、 can supply the same.4.for your information 顺告你方 For your information,the tendency of the leather market is still uncertain.5.survey 检查，调查，鉴定public surveyor公证检验行，是指站在独立公正（independent and impartial）立场上的社会检验机构，接受委托对商品的品质、规格、数量进行检验并出具检验证书。customs surveyor 海关检验人员 marine surveyor 海事鉴定人 survey report 鉴定报告

24、 surveyors report 鉴定行报告 6.shortage 不足；不足之量 Please do your utmost to ship shortage by the next available steamer.7.acceptable 可接受，合意的 Your offer is not acceptable.The quality is acceptable,but the time of shipment is not.July shipment is acceptable to our customer.Specimen Letters 样函 6 1.attention 愿意

25、为“注意，处理”，译文为了简洁此词未直接译出。Your letter addressed to our Head Office has been passed on to us for attention and reply.2.specialize 专门经营（后跟介词 in）Being specialized in the export of light industrial products，we express our desire to trade with you in this line.They specialize in dyestuffs.3.Hero Brand Pens

26、在商业信函中，某某牌号的产品通常用大写。4.meet with warm（favorable）reception 受到欢迎，在商业信函中引申为畅销。还可以说 well received。We are glad that our handicrafts have met with a warm reception at your end.We are pleased to note from your letter that our products are well received in your market.5.Art No.是 Article Number的缩写，表示“货号”。6.Sp

27、ecifications规格，指产品规格，常用复数。7.it is understood 不言而喻，无庸讳言。类似的表达方式还有：need-less to say，it goes without saying等。It is understood that the L/C should be opened on time.It is understood that as soon as we receive your confirmation，a letter of credit will be opened through the Bank of China，Shandong branch.8

28、.on FOB Shanghai basis以 FOB 上海作价。FOB 是外贸业务中的价格术语，它是 free on board 的缩略语，译作“装运港船上交货价”，后面接指定装运港（named port of shipment），此信中指定装运港是上海。Please make us an offer for the above goods on FOB Qingdao basis.9.without engagement无约束力，不承担义务，不承担责任。类似的表达方式还有：without obligation。The above are offers without engagement.

29、10.subject to our final confirmation 以我方最后确认为准，表示此交易是否成立，要由卖方最后确认来决定，又如：subject to goods being unsold 以货物未售出为有效；subject to prior sale以货先售出为准。As requested，we are making you an offer as follows，subject to our final confirmation.11.L/C at sight即期信用证，还可以说 sight L/C。L/C 是 letter of credit的缩略语，它是一种银行在买方的要求下开立的有条件的承诺付款的书面文件。即期信用证是开证银行或付款银行收到符合信用证条款的跟单汇票或装运单据后，立即履行付款义务的信用证。We require payment by an L/C at sight.