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1、Inquiry, Offer and Counter-offer,Section I Inquiry and Reply,Business knowledge The Study of Letters Case 1 Case 2 Case 3 Case 4 Letter-writing Guide,Many Steps in Business Negotiation,enquiry,offer,counter-offer,acceptance,Business Knowledge,Enquiry,An enquiry is a request for information. First re
2、al step in business negotiation Two categories: A general enquiry(一般询盘) and a specific enquiry(具体询盘),How to write an general inquiry,Tell the source of information and make a brief self-introduction Express the intention of writing the letter State the possibility of placing an order,How to write a
3、specific inquiry,Tell the names and describe the goods inquired for, including specifications, quantity, etc. Ask whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect State the possibility of placing an order,How to write a reply
4、,Begin the reply by repeating the date and the inquiry. If the inquiry is from an old client, you may tell him that you are glad to hear from him again. Give a full answer to the inquiry. If you cannot do as requested, try to offer a substitute. You may end your letter by hoping that the information
5、 you provided is helpful and by offering further help.,Case 1,我方是哥本哈根东部的一家纺织品经销商，有着多 年的从业经验。在从我驻外使馆商务参赞处了解到 对方是全棉床罩和枕套的主要出口商之后，写信给 对方以建立业务关系并索要对方的商品目录和价目 单。,Key Points,1. 从事纺织品进口 2. 求购高质量的全棉床罩和枕套 3. 进行询盘,Useful Words,inquiry/enquiry inkwairi embassy embsi competitive kmpetitiv quantity kwntiti leadi
6、ng li:di textiles tekstails promising prmisi pillowcase pilkeis Copenhagen .kupnheign dealer di:l profitable prfitbl,n.询价，询盘 n.大使馆 a.有竞争力的 n.数量 a.第一位的，最主要的 6. n.纺织品 7. a.有前途的 8. n. 枕套 n.哥本哈根 10. n.经销商，商人 11. a.有利可图的,learn from Commercial Counselors Office handicraft article in this line of business
7、all cotton bed sheets in the hope of doing something at your earliest convenience terms of payment,从.得知 商务参赞处 手工艺品 在这一行业中 全棉床单 希望做某事 尽早 付款方式,Useful Expressions,Useful Sentences,We learn from the Commercial Counselors Office of our Embassy in your country that you We have obtained your name and addre
8、ss from the Commercial Counselors Office of our Embassy in your country that you We would like to introduce us as one of the leading importers of handicraft articles in Canada. We are a leading company with many years experience in the import of handicraft articles.,Useful Sentences,We enjoy a good
9、reputation internationally in the circle of handicraft. We are very much interested in your brocade handbags, and would appreciate it if you will let us have information as to prices, quantity available, and the other relative particulars.,7. As we are in the market for brocade handbags, would you p
10、lease send us a copy of your illustrated catalogue with details of your prices and payment terms?,Useful Sentences,Case 2,出口商在收到询盘信后，给予答复。随信寄了几本 带有插图的商品目录和一份价目单，另外为了证明 产品的质量及工艺，单独邮寄了一些样品。信中还 提出对成批购买给予3折优惠，凭不可撤消信即期用 证付款。,Key Points,1. 给予答复 2. 寄出目录、价目单和样品 3. 对付款方式和折扣优惠进行询问,Useful Words and Expressions
11、,craftsmanship kr:ftsmnip enclose inkluz illustrated catalogue by separate post= under separate cover irrevocable L/C at sight bulk purchase,n.技能，技术 vt.随信附寄 带有插图的目录 单独邮寄 不可撤销的即期信用证 批量采购,We are pleased to receive your enquiry of September 10 and are enclosing our illustrated catalogue and price list
12、as requested. We pleased to know that we have been recommended by ABC Company. We hope the above information will turn out to be useful to you. Please feel free to contact us again if you have any further questions.,Useful Sentences,Translate the following sentences into English,从ABC公司处得知你公司供应毛衫。 正如
13、你们所知，我们是经营此类商品已有多年的国营公司。 请寄给我们关于你方新产品的小册子。 如果你方价格具有竞争力并且装方式可以接受的话，我们打算下一笔大订单。 我们有意获得你方新产品的商品目录及价目单。,Exercise,Key,We learn from ABC Co. that you are one of the suppliers of sweaters. As you know, we are a state-owned enterprise dealing with this kind of articles for many years. Please send us your br
14、ochure on your latest products. If your price is competitive and the terms of payment is acceptable, we will place a large order. We would like the catalogue and price list of your latest products.,Case 3,我方是韩国一家毛衣的主要进口商。在一次交易会上看到对方的毛衣后，就有意购买对方商品号为GE-0756的毛衣。因此写信给对方，询问CIF到釜山的最低价（包括5%的佣金）、最早的装船日期及付款方
15、式，同时要对方提供不同颜色的毛衣样品。,Key Points,1. 有意购买毛衣 2. 对CIF、装船日期和付款方式等进行具体询价,Useful Words and Expressions,commission kmin in the market for= be interested in buying sth. prompt attention to sth. quote sb. a price for sth. place an order with sb. for sth. the minimum quantity,n.佣金 有意买某物 及时关注某事 向某人就某物报价 向某人就某物下订
16、单 最低出口量,Useful Sentences,Please quote us your lowest prices/rock bottom price for this product, CIF , including our 5% commission. We may place regular orders for large quantities if your quality is suitable and the prices competitive. If the quality of your brocade handbags is satisfactory and the prices acceptable, we shall be able to give you considerable orders.,Useful Sentences,How much discount could you offer on an order of this size? We find it the most helpful if you can sup
