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1、外贸英语函电,石如璧,3.1 Enquiries and replies,Many Steps in Business Negotiation,enquiry,offer,counter-offer,acceptance,具体询函的写作步骤如下： 1.说明想要购买的货物； 2.请求对方寄送有关该商品的目录、价格或样品； 3.询问对方所能提供的折扣，你方所能接受的支付条件和期望的交货时间； 4.以盼早复收尾。,Useful Expressions,1. learn from 从得知 2. Commercial Counselors Office 商务参战处 3.handicraft articl
2、e 手工艺品 4. brocade handbag 锦绣手袋 5.leading importer 大进口商 6.quote sb. a price for sth 向某人就某物报价 7. place an order with sb. for sth 向某人就某物下订单,Useful Sentences,Useful Sentences,Useful sentences,Thomas Co,Ltd 120Garden Street Vancounver V5ZEG7,CanadaMay 24,2006 Ningbo Qianhu Trading Co,Ltd. 101 Lianfeng Ra
3、od Ningbo 315000 ChinaDear Sirs, We have learned from the Commercial Counselors Office of Canadian Embassy in your country that you manufacture and export a variety of handicraft articles.,Our company is one of the leading importers of handicraft articles in Canada. As there is a steady demand here
4、for high quality brocade handbags, we would like you send us as soon as possible your illustrated catalogues, samples and all information about the goods. Meanwhile, please quote your lowest price, CIF Vancouver, stating the earliest date of shipment.Should your quality be suitable and the price com
5、petitive, well be ready to place an order for at least 5,000 pieces with you.Your prompt attention to this matter will be much appreciated.Yours faithfully, Crown,Notes,1. handicraft articles 手工艺品 2. a steady demand for 对有稳定的需求 There has been steady demand for our jade boxes in your market. 贵方市场对我们的
6、玉器盒子需求一直很稳定。 3.illustrated catalogue 带有插图的目录 4.Please quote your lowest price. 请报公司最低的价格 quote 报价，开价 quote sb. （a price）for sth.,e.g.: 1.Please quote your lowest price for mens shirts CFR Rotterdam. 2.Please quote us for mens shirts CIF Rotterdam. 报最低价 quote ones lowest price/ make (give/send) lowes
7、t quotations.,5. stating the earliest date of shipment. 说明最早装船期。 现在分词短语作状语，表伴随状态。 6. Should your quality be suitable and the price competitive. 如果产品质量合适且价格具有竞争力的话。 此句为倒装条件句，相当于 If your quality is ,in case your quality is.,7. place an order for sth with sb 向某人订购某物 1）名词order常与动词make,send,place 等连用，表示订
8、购某项货物。 e.g. If your prices are competitive, we shall be pleased to place an order with you for printing bedcovers.2) 表示各种订单的说法有： regular order 长期订货 Trial order 试订单 First/initial order 首笔订单 Substantial order 大宗订单 Repeat order 再次订货/续订单,8. appreciate 感激 可接名词或动名词作宾语，不可接不定式 e.g. We highly appreciate your
9、 kind cooperation . We shall appreciate it if you will send us a pamphlet and four samples by air immediately. We shall appreciate your giving this matter your serious considerations.,Exercises: Translate the following into Chinese,1.We shall appreciate it very much, if you will quote us your lowest
10、 price for walnuts. 2.We should like to mention that our quotation is CIF Liverpool net. 3. Please note that our quotation is inclusive of your commission of 3%. 4. Will you kindly quote us CIF Melbourne for Butterfly Brand Sewing machine?,Reply to an Enquiry,Dear Mr.Crown,We warmly welcome your enq
11、uiry of May 24 and thank you for your interest in our brocade handbags.We are sending you samples, illustrated catalogues and price list of brocade handbags giving the details you asked for under separate cover. We feel confident that the goods both excellent in quality and reasonable in price.Best
12、regards.,Yours sincerely, Mr. Lu Jian Assistant to General Manager,1. feel confident 感到自信 They have good reason to feel confident. 2. reasonable adj.合理的,有道理的;通情达理的,公道的 I think its a reasonable price. He gave me a reasonable explanation.,Review:,1. handicraft articles 2. 对有稳定的需求 3.illustrated catalog
13、ue 4.请报公司最低的价格 5. stating the earliest date of shipment 6.如果产品质量合适且价格具有竞争力的话 7. place an order for sth with sb 8. appreciate 感激,Review:,9. giving the details you asked for 10. under separate cover,Firm offer and Non-firm offer,实盘所列的交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。 虚盘即发盘人有保留地愿按照一定条件达成交易的表示。虚盘不必有完整的内容，
14、没有时限的规定，而且也不明确不肯定，如参考价、数量视我供应可能、以我最后确认有效(Subject to our final confirmation), 以我货未售出为准(subject to unsold),此发价可按市价增减 (We offersubject to market fluctuation)等。,1.subject to your reply reaching here before June23,2006.(实盘）2.以本公司最终确认为准（表示此盘为虚盘）3.Subject to your acceptance within two weeks. 以贵公司在两周之内接受为条件
15、（说明此报盘为实盘） 4.Subject to your immediate acceptance. (实盘）以贵公司立即接受为条件。,Ningbo Qianhu Trading Co.,Ltd. 101Lianfeng Road, Ningbo315000,ChinaJune1,2006 Thomas Co.,Ltd 120 Garden Street Vancouver V5Z3G7, CanadaDear Mr. Crown, Thank you for your enquiry of May 24. At your request, we are making you the foll
16、owing offer subject to your reply reaching here before June23, 2006.Article: Brocade Handbags Price: US$12.00/pc,CIF Vancouver Quantity: 5,000 pcs Shipment: August,2006 Packing: twenty pieces to a carton Terms of Payment: by irrevocable documentary Letter of Credit in the sellers favor.,We hope that
17、 the above will be acceptable to you, and await with keen interest your formal orders.Your Sincerely, David Chen,Notes,1.At your request 应你方要求 这是商业信函中的常用语，用作状语 e.g. At your request, we have amended the L/C. 应贵公司要求，我们已经修改了信用证。 也可用：as requested, at the request of sb 应某人的要求 e.g. As request, we are giving you an estimate of approximate requirements for next year. 应贵公司要求，寄上一份明年所需货物的预估表。We are sending the counter sample at the request of your agent. 应贵公司代理商要求，寄上对等货样。,
