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1、LOGO AHSTUAHSTU 安徽科技学院安徽科技学院 Chapter 3Chapter 3 Enquiries and RepliesEnquiries and Replies AHSTU What are main steps in business negotiation? AHSTU Main Steps in Business Negotiation enquiry offer counter-offeracceptance AHSTU Business knowledge Writing points Exercise objectivesobjectives Sample le
2、tters Enquiries AHSTU Inquiry and Reply Business knowledge The Study of Letters Case 1 Case 5 Case 2 Exercise objective AHSTU vObjectives Be familiar with the expressions and sentences Learn to write an inquiry and a reply vFocus Study Sample letters and summarize writing points vDifficulty Identify
3、 the category and writing an enquiry. AHSTU Definition Categories Business knowledge BACK AHSTSU AHSTU Enquiries vDefinition A Request for Information about the goods, including catalogues, samples, payment terms, delivery. etc. Intention? AHSTU vMade by the buyers to the sellers vMeans a possible o
4、pportunity AHSTU Categories vgeneral enquiries(一般询盘) for general information： information about various goods vspecific enquiries（具体询盘） for specific information Stronger intension to make an order AHSTU vIf you are a new customer, what kind of inquiry do you choose? vA general one . it is the first
5、letter, so you may want to have a general idea of his products. maybe a general one is the best choice AHSTU vHow can you identify the kind of sample1 and sample5? vSample 1 is for general information of various goods, so it is a general enquiry. vSample 5 points out what products he wants and they
6、obtain strong intension to make an order AHSTU Sample 1 vQuestions vLanguage points vWriting points vSentence patterns vSummary AHSTU Question: （P62） vWhom is the enquiry made by? vWhat specific goods do they require for? vWhat information do they require for? AHSTU Language points vEnquiry (美)、inqu
7、iry(英) vEnquire for sth 寻购 vEnquire about 询问一般情况 AHSTU vCotton bed-sheets棉布床单 Table cloth table napkin Printed bed-sheets Stripped bed-sheets vrange n. 系列，范围，种类 a full range of samples 一整套样品 a full range of shipping documents一 整套装运单据 AHSTU vPromising : sth likely to be good or successful =potential
8、/prospective There is a promising market for sth vModerately 适当地，不大不小 We always use this word to describe sth that is neither large nor small in amount or degree Moderately priced goods 定价适当 的产品 AHSTU vWhen quoting =When you are quoting vQuote vQuotation AHSTU vQuote的用法 vquote sb. a price for sth. e
9、.g. Please quote us your best price we will quote you the lowest price for bed sheets vquote a price please quote your lowest price vQuote sb for sth Please quote us for the shoes vQuote sth. at + price e.g. we quote the shares at 54 pence a share. vQuote CIF London报CIF伦敦价 vSend/make/give quotation
10、for sth对报价 AHSTU pDiscount：折扣。是卖方给与 卖方的价格减让，一般按原价的 百分比来计算。 pAllow/give /make /grant% discount on sth按给予折扣 p=a discount of% pWe give10% discount for cash payment p现金付款我们给予九折优惠 p国贸中使用的折扣有cash discount pquantity discount special discount AHSTU p国贸中使用的折扣有 pcash discount pquantity discount pspecial disco
11、unt AHSTU vHow to Write an Inquiry Letter? AHSTU 一般询价信写四或五段： a. Source of information/thanks/intention b. Reason for Enquiry or self-introduction c. Details of requirement Asking for price, list, and catalogue d. State the possibility of placing an order e. Expectation early reply or cooperation. AH
12、STU Opening Sentences Source of information vWe were given your name by. vYou have been recommended to us by. vAs we have learned from., your are manufactures of . vWe have seen your ad in .and we are interested in. AHSTU Reasons for Enquiry vWe are interested in. vWe need /are in the market for. vW
13、e have received many enquiries from our customers for. vWe have a considerable demand here for. AHSTU Asking for Price vPlease send your current / latest catalogue / price list / brochure. vPlease quote your best / most competitive / lowest price. vWe shall be glad to receive an offer from you on. A
14、HSTU The possibility of placing an order vIf the goods come up to our expectations, we would expect to be place regular order. vIf the samples meet with our approval we intend to place substantial orders. vIf your prices are competitive and your goods up to standard, we shall order on a regular basi
15、s. AHSTU Summarize vEnquiry A request for information about the goods A general enquiry Information about various goods A specific enquiry Information about specific goods AHSTU Case 1 vQuote quote sb. a price for sth quote a price Quote sb for sth Quote sth. at + price Quote CIF London报CIF伦敦价 vSend
16、/make/give quotation for sth对报价 vAllow % discount on sth =allow a discount of % AHSTU Writing points vSource of information/thanks/intention vReason for Enquiry or self- introduction vDetails of requirement Asking for price, list, and catalogue vState the possibility of placing an order vExpectation early repl
