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1、Chapter Three Inquiry,1.The definition of inquiry 2.The classification of inquiry3. Inquiry letter writing,Main & Difficult Points,Buying Carrots,Do you have carrots here?,Yes! Plenty of !Do you want some?,How much is it?,Four yuan for 1 kilo.,Thats too much! Three for 1 kilo?,Three yuan and eight.,
2、Deal. Ill take 5 kilos!,Buying Carrots,Customer: Do you have carrots here? Seller: Yes! Plenty of !Do you want some? Customer: How much is it?Seller: Four yuan for 1 kilo.Customer: Thats too much! Three for 1 kilo?Seller: Three yuan and eight.Customer: Deal. Ill take 5 kilos!,Inquiry 询盘Reply 回复询盘Inq
3、uiry 询盘Offer 报盘Counter offer 还盘Counter counter offer 反还盘Acceptance 承诺,The Process of Price Negotiation,The general practice of price negotiation goes through the following procedures:,What is an “inquiry”?,An inquiry is a request for information on the supply of certain goods made by a perspective b
4、uyer to a perspective seller.询盘，询价，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。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。,The two types of inquiry?,General Inquiry 一般询盘,Specific Inquiry 具体询盘,General enquiry 一般询价这种询价并不一定立即接触具体交易，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 enq
5、uiry 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，或已有现成买主，请卖方就这一商品报价。,Inquiry letter-writing,1. State the reasons of your letter2. State what you intend to know or receive- (general information a catalogue, price list, sample, etc. and/or particulars like price, terms of payment, quantity, quality, packing conditio
6、ns, insurance, shipment , etc.)3. State the appreciation for the receivers reply and attention and invite the receiver to make quotation,Letter 1 Requesting for catalogues and price lists,Language Points,1.the captioned goods 标题项下的货物,2. stock n. 库存；存货,a stock of 一批现货,from stock （ex stock） 现货；动用库存,be
7、 in stock 库存中,come into （to） stock 库存有货,be out of stock 无货；缺货,Language Points,1)There is no more stock on hand.,2)We can supply you from stock.,我们可以现货供应。,手头已无存货。,3)The type you required is out of stock， but the similar type is in stock.,你方询购的型号无货。类似的型号有货。,Chinese version of the letter,执事先生： 关于圣诞节装饰物
8、作为英格兰主要经销商之一，我方希望了解标题项下货物的详细情况。请寄交我方有关不同颜色的灯泡、铃铛、小动物以及其他用于装饰圣诞树的彩色铝制饰物的价格表。我方所需货物应耐用、颜色鲜艳、具有吸引力。因我方所需货物应为高质量，故若质量可行，我方愿出高价。报价时，请提供能现货供应的样品。至于我方资信状况，贵方可向我方银行伦敦巴克莱银行查询。期待贵方的早日答复。 谨上，,Letter 2 The first inquiry,Language Points,1.wholesaler n. 批发商,retailers n 零售商2. Cotton Bleached Poplin全棉漂白府绸3.keen com
9、petition竞争激烈,Language Points,4.discount n 折扣,at a discount 削价，降价 to give (allow, make, grant) sb a discount 打折扣,执事先生：我们同好运公司交往多年，承蒙他们向我们推荐了贵公司。我们是美国主要的纺织品批发商。现有意进口10，000码货号为2040全棉漂白府绸。由于竞争激烈，因此你方报价须在本月底前到达我处以免错过商机。如能告知所给折扣将不胜感激。 谨上，,Chinese version of the letter,Letter 3 General inquiry,Language Poi
10、nts,1. Trade Directory : 贸易指南（杂志）,2. illustrated catalogue 附有说明书（插图）的目录,Chinese version of the letter,执事先生:从第二期“贸易指南”上看到贵公司的广告。我们对贵公司的纯棉衬衫很感兴趣，若能尽快寄给我方这些货物的价格表和带有图片的目录册，将不胜感激。我们的往来银行是新加坡银行。盼早日答复。 谨上，,Letter 4 Specific inquiry,Language Points,我们高兴地得知贵方已接受我们的订单。,1. learn vi 获悉；得知,to note that（书面表达） to
11、 learn from （书面表达） to understand that （书面表达） to know （更口语化）,Practice,1）We are glad to learn from your letter of June 18 that you have booked our order.,2）从你12月30日来信得知你方对我羊绒衫感兴趣。,We note from your letter of Dec. 30 that you are interested in our cashmere sweaters.,Language Points,2. Crepe Georgette 乔
12、其纱 3. silk piece goods 绸缎 cotton piece goods 棉布 4. delivery n 交货effect delivery；make delivery 交货 take delivery 提货 1）To ensure fastest delivery, you are required to forward the above order by air freight. 为保证最快交货，我方要求对上述订单用航空运货。,你方能否在收到订单后五周内交货？,3）Will you be able to deliver within 5 weeks in receipt
13、 of the order?,我们坚持在原定日期内交货，若迟交则保留拒收的权利。,2）We must insist on delivery within the time dated, and reserve the right to reject the goods, should they be delivered later.,Language Points,Language Points,5.C.I.F.C3% 价格术语：成本保险加运费含佣金百分之三,Chinese version of the letter,执事先生：从你方3月20日来信中欣悉贵公司作为中国绸缎出口商，有意与我公司建
14、立直接的贸易关系，这恰好与我们的愿望相一致。目前我们对乔其纱感兴趣，请给我们最新的成本保险加运费含佣金百分之三的拉各斯报价，以及你方的支付条件并说明你方能否在收到订单后一个月内完成交货。为使我方对你们的产品和工艺情况有所了解，如能寄给我们有关乔其纱的目录册、样本和一切必要资料，将不胜感激。倘若你方价格具有竞争性且交货期可接受的话，我们有意向你方大批量订购。如蒙早日答复将不胜感激。 谨上，,Letter 5 Tabulated inquiry,Language Points,1. Stainless steel table-ware :不锈钢餐具,2. terms and conditions：
15、条款与条件,条款与条件：这两个词常常连用，条款指大的方面，如价格、支付、交货期等。条件指具体方面，如一旦确定用信用证支付后，由什么银行开证、什么时候开证等等细节问题。实际上，在商业书信中要求的并不严谨，两词连用或任用其中一个均可，区别不大，但正规合同还是使用terms and conditions,Tips:,请就上述货物向我方报CIF西雅图最优惠价，含佣金5% 。,1)Please quote us your most favorable price CIF Seattle for the above goods, including our commission 5%.,2) We are
16、 going to give you a quotation which is based upon the prevailing international market price.,我们准备按当前的国际市场价格给你报价。,Inquiry Note = Inquiry Sheet 询价单,3. quotation sheet 报价单,Language Points,执事先生： 事由：不锈钢餐具我们渴望按下列条款得到你方上述产品的最低报价，要求你方对此事能予以迅速办理： 商品名称：不锈钢餐具 数量要求：1000套 价格:成本加运费（神户），含适于出口包装费用 支付条件：凭保兑的、不可撤销的信用证 装运期：2001年6 / 7月相信你方会立即回复。 谨上，,
