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1、Unit 4 Enquiries and Replies,Brief Introduction 1). Enquiries: a. Definition: A Request for Information general enquiries(一般询盘) general information: information about various goods specific information : information about some specific goods specific enquiries（具体询盘）,b. specific enquiries regular cus
2、tomers: state only the name, quality, quality & price other customers: state clearly all necessary trade terms including the name , quality, quality of commodity, price terms, shipment terms, payment terms, discount, etc. writing principles: complete concise clear to the point,2). Replies to Enquiri
3、es Enquiries Replies From an old customer state firstly how much you appreciate it. From a new customer state firstly you are glad to receive it/ express lastly your expectation of cooperation. writing principles: complete: answer all the questions courteous prompt,询盘 亲爱的先生： 本公司有意大量购买各型号钢螺钉，欲知每公斤运抵英
4、国利物浦的成本价运费价格。如蒙惠赐上述报价单，不胜感激。如能惠寄样本和价格表，亦必感激不尽。 本公司素来从其他公司购买此类货物，闻悉贵公司货物质优价廉，故欲与贵公司建立合作关系。 盼复。 你真诚的xxx,Dear Sirs, We learn from Thomas H. Pennie of New York that you are producing hand-made gloves in a variety of artificial leathers. There is a steady demand here for gloves of high quality at moderat
5、e prices. Will you please send me a copy of your glove catalogue, with details of your prices and terms of payment. I should find it most helpful if you could also supply samples of these gloves. Yours faithfully, Tony SmithChief Buyer,Dear Sir, We are interested in buying large quantities of steel
6、screws in all sizes. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. It would also be appreciated if you could forward samples and your price-list to us. We used to purchase these products from other sources. We may now prefer to buy from your company becaus
7、e we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products. We look forward to hearing from you by return E-mail. Sincerely, Xxx,(1) Could you give us some idea about your price? 请介绍贵方的价格好吗? (2) Do you offe
8、r FOB or CIF? 你们报船上交货价还是到岸价？ (3) How long does your offer remain valid/firm/open? 你们的报价多长时间有效? (4)Will you let us know what your terms of payment are? 能否告知贵方付款条件？ 5）Please make us an offer within this month since we have made an inquiry for your products.我们已对你们的产品进行询价，请在本月内给予报盘。 （6）Please send us yo
9、ur best offer by Internet stating payment terms and time of shipment.请用互联网向我们报最优价，说明支付条件和装运期。 （7）Full information as to prices, quality, quantity available and other relative particulars would be appreciated. 请详告价格、质量、可供数量及其它有关情况。,Appreciate,We appreciate your kind cooperation.（接名词）感谢你方的真诚合作。 We sha
10、ll appreciate it if you will send us a sample book soon.（接代词）如能立即将样品簿寄来将不胜感激。 We shall appreciate your sending us a sample book soon.（接动名词）如能立即将样品簿寄来将不胜感激。 为了表示客气，还可以使用虚拟式句子： We shall appreciate it if you would send us a sample book soon.如能立即将样品簿寄来，我们将不胜感激。 外函中表示感激的表达方式还有： We should be thankful if y
11、ou would . We should be grateful if you would . We should be obliged if you would .,Letter 1,Terms of payment: 支付条款 Quote :报价 quote sb. a price for sth. Eg: This is the best price I can quote(you) All prices are quoted in US dollars at a special discount of 40%,Discount : 折扣 quantity discount: 数量折扣
12、cash discount： 现金折扣 The highest discount we can allow(give,make,grant)on this article is 10%.,Place an order with sb.: 向订货 We are glad to place(book) an order with you for 100 tons of Dried Potato Slices(干土豆片） Character: credit Refer to :参阅，查询,Letter 2,Place regular orders: 定期订购,Letter 3,Selection:
13、可供选择的东西 Stand: 展台 Range : （一）系列，（一）种，（一）类 a full range of samples: 一整套样品 a full range of shipping documents:一整套装运单据。,Letter 5,Enclosed please find our illustrated catalogues and price-list giving details of CIF Vancouver prices On regular purchases of quantities of not less than 300 of individual it
14、ems, we would allow a trade discount of 3%,Letter 7,We are in a position to supply you from our wide selection of shirts and blouses which we make for all age groups Any orders you may place with us will have our prompt attention.,Word study,Enquiry Market,Exercises,1. Terms of payment 支付条款 2. Quant
15、ity discounts 数量折扣 3. Place regular orders 定期订购,4. A wide range of 各种各样的 5. On behalf of 代表， 为了的利益 6. Enclosed please find 附上请查收,7. Promote the sales of 促销 8. Profit margin 盈余，利润幅度 9. By separate post 另邮寄,10. Be in a position to do sth. 能够做某事 11. Competitive prices 竞争性的价格 12. Financial standing, bus
16、iness capacity and character 资金情况，业务能力和信誉,13. Selling season 销售季节 14. Supply from stock 现货供应 15. In our favour 以我方为受益人,16. import licence 进口许可证 17. Proforma Invoice 形式发票 18. L/C at sight 即期信用证,19. Quote CIF London 报CIF伦敦价 20. Confirmed ,irrevocable L/C 保兑的，不可撤销的信用证,III. B: an C: illustrated C: for C: 去掉will C: advertised B: to send,7. A: in 8. A: on 9. D: detailed 10.B: enquiring,VI. Transl
