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1、Unit 4 Enquiries and Replies,Chapter 3 Negotiation of a contract Unit 4 Enquiries And Replies Unit 5 Sending Proforma Invoice Unit 7 Quotations, Offers And Counter-offers Unit 8 Sales Promotion,Unit 4 Enquiries and Replies,Review,Enquiries Offers Counter-offers Acceptance,Enquiry,If you want to buy
2、this bunch of lily, and this girl is the seller of the flowers, what will you say to her?how much is the bunch of lily?,Today is Sunday and you want to buy some fresh flowers to decorate your dormitory, so you go to a flower market with your roommate.,Offer,After your enquiry, what will the girl rep
3、ly to you?“100 yuan!”,Counter-offer,What will you answer to her after hearing the offer of 100 yuan?“how about 20 yuan?”,Acceptance,The seller accept your Counter-offer, and then you pay the flowers.How do you call this step (the last step)?,The whole process before signing a contract What are the f
4、our steps before an exporter and an importer signs a contract?,Enquiry Offer Counter-offer Acceptance,回顾：贸易磋商的一般程序,1、询盘 enquiry是指买方为了购买或卖方为了销售货物而向对方提出有关交易条件的询问。 2、发盘 offer是买方或卖方向对方提出各项交易条件，并愿意按照这些条件达成交易、订立合同的一种肯定的表示。,3、还盘 counter-offer又称还价，是受盘人对发盘内容不完全同意而提出修改或变更的表示。还盘既是受盘人对发盘的拒绝，也是受盘人以发盘人的地位所提出的新发盘。
5、 4、接受 acceptance是买方或卖方同意对方在发盘中提出的各项交易条件，并愿按这些条件与对方达成交易、订立合同的一种肯定的表示。,Offer + Acceptance=Contract,Unit 4 Enquiries And Replies, 学习目的和要求 了解询盘商务信函的写作步骤， 询盘商务信函的词汇和常用句式。, 本章主要内容,1询盘商务信函的写作步骤； 2询盘商务信函的写作原则； 3询盘商务信函的例文分析和词汇； 4询盘商务信函的常用句式。,询盘是指交易的一方欲购买或售出某种商品，向对方询问买卖该种商品的各项交易条件（如商品的品质，规格，价格，装运等）。 询盘实质上是邀请对
6、方发盘（invitation of offers），在商法上属于邀请要约。,询盘，又称为询价，可以分成两种 一种只询问价格，索取商品目录或样品，被称为一般询盘（General Enquiries）； 另一种询盘则包括特定商品的各项交易条件，被称为具体询盘（Specific Enquiry）.,一般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买主为了了解情况向卖主索取某种商品的样品、目录和价目表。 2探寻某种商品的品质、数量、价格、交货期等等。 具体询价实际上就是请求对方报盘。 也就是说，买方已准备购买某种商品，或已有现成买主，请卖主就这一商品报价。,What are the
7、 contents in a general enquiry?,Catalogues, price lists, samples, reference materials, etcIt is often used by an dealer who is doing the first business with its customer.So we also call this enquiry as a first enquiry.,A Specific Enquiry,Price Specifications Discount Quantity Terms of payment Date o
8、f shipment,第一节 The Steps of Writing Inquiry Letters询盘信的写作步骤 第二节 The Principles of Inquiry Letters询盘信的写作原则 第三节 Text Explanation and Vocabulary例文分析和词汇1 第四节 Text Explanation and Vocabulary例文分析和词汇2,第一节 The Steps of Writing Inquiry Letters 询盘信的写作步骤,询盘信的具体写作结构如下： 1介绍信息来源或提一下上一封信; 2具体的询价； 3表示合作愿望。,1介绍信息来源或
9、提一下上一封信等；（Introductory statement of resources of information or previous letter，etc.）,情景搭配用语：Useful expressions （1）We know your company through （2）We are a company dealing in （3）We write to inform you that we are interested in （4）We have pleasure in informingyou that we,2具体的询价 （Specific enquiry, e.g
10、. what information or service do you need the reader to supply, etc. This part should be specific, clear）,情景搭配用语：Useful expressions （1）If you can quote us a firm offer forwe shall appreciate it （2）We will be pleased to have your offer （3）Your quotation for the following will be highly appreciated.,3
11、表示合作愿望（Wish to cooperate）,情景搭配用语：Useful expressions （1）We would like very much to cooperate with you. （2）Should your pricewe intend toplace a large order with you. （3）We appreciate your co-operation,第二节 The Principles of Inquiry Letters 询盘信的写作原则,1、具体 PRECISENESS 2、合理 REASONABLENESS 3、客气 COURTESY 4、感
12、谢 APPRECIATION,处理询盘的技巧,1、询盘邮件的分类与甄别 2、如何识别客户询盘的价值 3、对询价的几种解决方式 4、如何回复进口商的询盘,1、询盘邮件的分类与甄别,（1）寻找卖家型 （2）准备入市型 （3）无事生非型 （4）信息收集型 （5）索要样品型 （6）窃取情报型,2、如何识别客户询盘的价值,（1）询盘内容 （2）署名和网址 （3）电话询问关键性问题,3、对询价的几种解决方式,（1）准备报价表 （2）初步了解市场价格的进口商：不同档次产品的报价 （3）货比三家的进口商：让进口商有选择空间 （4）提供样品、规格等详细资料的进口商： （5）随口询问价钱的进口商：笼统的报价,4、
13、如何回复进口商的询盘,回复函一般应包括： 1、第一部分以感谢开头，并告知对方收到的询盘函的日期和内容。 2、第二部分回答对方提出的问题。 3、最后一部分用以表达希望你所提供的信息对对方有所帮助，并希望很快收到回信。,第三节 Text Explanation and Vocabulary 例文分析和词汇1,Dear Sirs， Re：textiles1 This company is one of the largest textile importers in New York. We sincerely hope to establish business relations with yo
14、ur company so as to promote2 trade between our two countries.（自我介绍及写信目的） We are enclosing an inquiry3 note4 No.303 and looking forward to5 receiving your quotation6 soon, C.I.F7 . New York inclusive of8 our 5% commission9 . While quoting10 , please state11 the earliest shipment12 and quantity availa
15、ble13.（具体询盘） If your quotation is competitive14 , we are ready to conclude substantial15 business with16 you. Your early reply will be very much appreciated17 .（希望早日收到回复）Sincerely,1textiles意思用作“纺织品”时用复数形式。 2Promote，动词，促进，提高。Promote sales促销。 （1）A 5% discount will help us promote sales.（2）Our aim is t
16、o promote the relationship between our two countries. （3）We hope you will do your utmost to promote the sales of this new product.（4）We will do our best to promote business.,3inquiry名词，询价（enquiry）， 词组包括make an enquiry for sth；send an enquiry （sheet）。 （1）The goods you enquire for are out of stock now. （2）The buyer enquired of the seller about the quality of this new product. （3）We shall send you our quotation on receipt your specific enquiry. 4inquiry note询价单。,
