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1、h,Unit Three Enquiry,Unit Three Enquiry & Reply (询盘与回复),Objectives,Introduction,New Words & Expressions,Keys to Exercises,I. Objectives,Unit Three Enquiry(询盘),通过本章的学习，帮助学生掌握: 询盘的定义及种类 询盘和回复信函的撰写 询盘信函中常用的专业词汇及句型,I. Main points & difficult points,Unit Three Enquiry(询盘),How to write a good enquiry lett
2、er and the relevant reply The useful terms & phrases and sentences,II. Introduction,An enquiry is a request made by a buyer for information. In the international business the importer (buyer) may send an inquiry to an exporter (a seller), inviting a quotation and or an offer for the goods he wishes
3、to buy or simply asking for some general information about these goods.,Definition of an inquiry:,Unit Three Enquiry(询盘),询盘， 是买方对所要购买的商品向卖方作出的探寻。其内容并不仅限于价格，还可兼问商品的规格、性能、包装和交货期等。询问的目的主要是从卖方即出口商获得具有竞争性的价格，然后从几家报价中选择最佳者。,Unit Three Enquiry(询盘),Introduction,询价,Introduction,In a General enquiry, the impo
4、rter may ask only for catalogues, price lists, samples, sample books, or quotations, etc., in order to get a general idea of the business scope of the exporter.,Generally speaking, inquiries fall into two categories:,Unit Three Enquiry(询盘),In a Specific enquiry, the importer points out what products
5、 he needs, including quantities, specifications, etc; and asks whether there is a possibility of giving a special discount, terms of payment and time of delivery you would expect; state the possibility of placing an order.,General Enquiry (一般询盘）,Specific Enquiry （具体询盘）,General enquiry 一般询价 这种询价并不一定立
6、即接触具体交易，一般属摸底性质。其内容包括：1）请寄某种商品的样品、目录及价格表；2）探寻某种商品的品质、价格、数量、交货期等。Specific enquiry 具体询价 请求对方报盘，也就是说，买方已经准备购买某种商品，包括特定商品的各项交易条件；或已有现成买主，请卖方就这一商品报价。,Unit Three Inquiries(询盘),Introduction,Introduction,1.State the source of the information and make a self-introduction at the beginning of the letter. State
7、 the purpose of writing the letter，identify yourselfIndicate clearly the information you are after (the quantities needed, the models desired, the usual terms of trade, etc. 4. End the letter by expressing the expectation for an early reply.,The following structure may be referred to in writing an i
8、nquiry:,Unit Three Inquiries(询盘),Text A,Introduction,1、开始就说明询价人的兴趣所在，简单介绍自己的情况和信息来源。2、写信人的目的或请求；明确提出要询问的详细具体信息，对目的和请求作出解释。3、谢词和结尾句，对于对方将给予回复的信息表示感谢并盼早复。,The following structure may be referred to in writing an inquiry:,Unit Three Inquiries(询盘),Points for attention,Unit Three Inquiries(询盘),State clea
9、rly and concisely what you want general information, a catalogue, price list, sample, quotation, etc. 在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚，如价格、支付条款和装运期等等。在回信时，确保对方所询问题都给予回答。,Points for attention,Unit Three Inquiries(询盘),询盘语言特征 (rules)：开头句开门见山，直接提出问题用词简洁、清楚、切题、具体，不含糊其辞用语正式、礼貌得体（大量套语）结尾表示希望得到对方的答复，并对收信人所能给予
10、的帮助表示感谢,We learn from the British Embassy that you are the exporter of bed sheets and other home textile productsWe were advised by Mr. John King that your were interested in supplying mens leather shoes.We note from your letter of October 5 that you are interested in Chinese Cotton Piece Goods.Mess
11、rs Brown & Clark of the city inform us you are exporters of all cotton bed-sheets and pillowcases.,Unit Three Enquiry(询盘),Useful sentences,We learn from We were advised byWe learn about you throughI heard about your throughI read about your throughYour name and address has been referred / recommende
12、d to me by,Unit Three Enquiry(询盘),Useful sentences,Several of our customers have recently expressed interest in your products and we are enclosing our inquiry for 1,000 pieces of Childrens Bicycles.Please quote us your lowest prices for personal computers.If the quality of your goods is good and the
13、 price is acceptable to us, we will place a large order with you.,Unit Three Enquiry(询盘),Useful sentences,We look forward to your reply.You are early reply will be very appreciated.We look forward to hearing from you soon.,Unit Three Enquiry(询盘),Useful sentences,Generally a detailed inquiry includes
14、 many parts:,the name and descriptions of commodity;quality or specifications;quantity;terms of price (FOB, CFR, CIF, etc.)terms of payment (by L/C, D/P, etc. )time of shipment;packing method;,Unit Three Enquiry(询盘),A satisfactory reply will include the following:,1. Express your thanks for receivin
15、g the Enquiry.2. Offer all the detailed information the buyers want to know: Provide catalog and price listEmphasize competitiveness of productsDeclare price, discount, terms of payment, delivery date, etc. 3. Express hope for early reply,Unit Three Enquiry(询盘),1. We have received / are in receipt o
16、f / acknowledge / wish to thank you for your inquiry dated September 12 , 2010.,我们收到了你方2010年9月12日的询盘。,Unit Three Enquiry(询盘),2. We are enclosing / mailing to you / sending you with this letter / attaching to this letter our illustrated catalogue and export prices.,随函附寄给贵方我们的产品插图目录及出口报价单。,Unit Three Enquiry(询盘),3. We are pleased to forward you the samples of our products with their quotations and discounts for your reference.,
