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1、Chapter 3 Inquiries and Requests,Reasons for writing a request letter:,to obtain information; to receive printed matter; to receive sample products; to order merchandise; to engage service; to make reservations; to seek special favors.,General Plan for Direct Order,1. Begin directly with the objecti
2、veeither a specific question or a general request for information. 2. Include necessary explanationwherever it fits. 3. If a number of questions are involved, list the questions by numbers or bullets, or leave space between questions. 4. End with goodwill words adapted to each particular situation.,
3、What is an inquiry?,In international trade, inquiries are usually made by the buyers to get information about the goods to be ordered.,Generally a detailed inquiry includes many parts:,the name and descriptions of commodity; quality or specifications; quantity; terms of price (FOB, CFR, CIF, etc.) t
4、erms of payment (by L/C, D/P, etc. ) time of shipment; packing method; ,FOB,（Free On Board的首字母缩写），也称“离岸价”，是国际贸易中常用的贸易术语之一。按离岸价进行的交易，买方负责派船接运货物，卖方应在合同规定的装运港和规定的期限内将货物装上买方指定的船只，并及时通知买方。货物在装船时越过船舷，风险即由卖方转移至买方。,CFR,成本加运费(COST AND FREIGHT) CFR/CNF 是COST AND FREIGHT三个单词的其中一个字母组合而成,中文意思为成本加运费,指定目的港 是指卖方必须在
5、合同规定的装运期内，在装运港将货物交至运往指定目的港的船上，负担货物的一切费用和货物灭失或损坏的风险，并负责租船或订舱，支付抵达目的港的正常运费。,CIF,Cost Insurance and Freight（成本、保险费加运费) 这一价格术语习惯上又称为“到岸价格”，按照国际贸易惯例的一般解释，在C.I.F.条件下，买卖双方的责任如下： 卖方责任：(1)负责租船或订舱，在合同规定的装运港期限内，将货物装上船并支付到目的港的运费，装船后通知买方；(2)负责货物装上船以前的一切费用和风险；(3)负责办理保险，支付保险费；(4)负责办理出口手续，提供出口国政府或有关方面签发的证件；(5)负责提供有
6、关货运单据，包括正式的保险单据。 买方责任：(1)负担货物装上船以后的一切费用和风险；(2)接受卖方提供的有关货运单据，并按合同规定支付货款；(3)办理在目的港收货的进口手续。,Letter of Credit，L/C,信用证（Letter of Credit，L/C），是指开证银行应申请人的要求并按其指示向第三方开立的载有一定金额的，在一定的期限内凭符合规定的单据付款的书面保证文件。信用证是国际贸易中最主要、最常用的支付方式。,D/P,即是Documents against Payment 付款交单，分为即期和远期两种。 即期交单（D/P Sight）指出口方开具即期汇票，由代收行向进口方提
7、示，进口方见票后即须付款，货款付清时，进口方取得货运单据。远期交单（D/P after sight or after date),指出口方开具远期汇票，由代收行向进口方提示，经进口方承兑后，于汇票到期日或汇票到期日以前，进口方付款赎单。,Patterns and Substitutions,1. We visited your stand at the Canton Fair and are now writing you to inquire about your silk neckties.,我们参观了你方设在广交会上的展位，现特致函向你方询问有关丝制领带的情况。,Useful Sente
8、nce Patterns,1. Would you please/ Could you please/ Will you please? 2. We are interested in/ We are in the market for/ We would like to 3. We will appreciate it very much if,Useful Expressions,Canton Fair: Chinas (Spring / Autumn) Export Commodities Fair 广交会：中国（春季/秋季）出口商品交易会,Patterns and Substituti
9、ons,2. We are interested in / in the market for / potential buyers of / considering buying / ready to purchase your mens shirts displayed in your showroom.,我们对你方货品展览室里陈列的男式衬衫很感兴趣。,Patterns and Substitutions,3. Your advertisement in the latest issue of China Foreign Trade interests us, and we would l
10、ike to receive full details of your commodities.,我们对贵方在最新一期中国对外贸易上所刊登的广告很感兴趣，并希望得知该商品的详细情况。,Patterns and Substitutions,4. Please send us five copies of your latest catalogues at your earliest convenience.,请尽早寄来最新目录5份。,Patterns and Substitutions,5. Perhaps at the same time you could quote us your low
11、est / best / prevailing / competitive prices for the above-mentioned goods.,也许与此同时你方能报给我们上述商品的最低价。,Patterns and Substitutions,6. We would also like to know your terms of payment.,我们还想了解你方的支付条件。,Patterns and Substitutions,7. Your products are of great interest to one of our clients in Tianjin, who wi
12、shes to have your quotations for the items specified below.,我们一位天津的客户对你方的产品很感兴趣，并希望了解下列项目的报价。,Patterns and Substitutions,8. If terms and delivery date are satisfactory, we should expect to place regular / trial / large / considerable / substantial orders with you.,如果交易条件和交货日期合意的话，相信我们会定期向你方订货。,Patte
13、rns and Substitutions,9. Please advise if you are able to offer / provide / supply / furnish this product and include lead time, packaging and price FOB China port and CIF Chicago.,请告知你方是否能供应这种商品，包括订货与交货之间的时间、包装、FOB中国港口和CIF芝加哥的价格。,Translate the inquiry into English,敬启者： 纽约的琼斯史密斯公司告知我们，你们是各类棉布床单和枕套的出
14、口商。请你寄给我们各种产品的详细资料，包括型号、颜色和价格以及所用各种品质原料的样品。 我们是本地最大的纺织品经销商。相信所提到的这种产品如在我地定价适当市场将会看好。 报价时，请说明你方的支付条件和就每种商品购买量不少于100打所能给予的折扣。所报的价格应包括保险和到利物浦的运费。 诚挚问候。,Sample version,Dear Sirs, Messrs Johns & Smith of New York inform us that you are exporters of all cotton bed-sheets and pillowcases. We would like you
15、 to send us details of your various ranges, including sizes, colors and prices, as well as samples of the different qualities of material used. We are the largest dealer in textiles,Sample version page 2,here and believe there is a promising market in our area for moderately priced goods of this kin
16、d mentioned When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. Price quoted should include insurance and freight to Liverpool. Yours faithfully,Messrs,收货人 Messieurs Messrs后面的是写公司的具体名称和地址。是尊称的 M/S在一般情况下是法语Messrs.的缩写,其后可直接跟公司名或姓氏,但它有时也可表示Motor ship.从上述语意理解起来应取前意,即以Messrs.表示对对方的尊称,Chapter 4,Replies,Direct plan for writing a reply,1. Express thanks for receiving the inquiry. 2. Supply
