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1、外贸函电,FOREIGN BUSINESS CORRESPONDENCE,Unit 4 Enquiries and Replies 询盘及回复,4.1 Introduction（简介）,目的: 了解询盘的基本写作技巧和回复。 交易磋商的一般程序分为“询盘”、“发盘”、“还盘”和“接受”四个环节。 询盘（Enquiry）又称询价，是指买方或卖方向对方询问以价格为中心的各种相关的交易条件，包括一般询价（General Enquiry）和具体询价（Specific Enquiry）。 一般询价是指买方或卖方向对方索取商品目录、价目表样品等。具体询价则是指买方或卖方就指定商品要求对方发盘。,4.2 W
2、riting Skills（写作技巧）,回复询盘信函的写作步骤及常见表达方式：,4.3 Specimen Letters（样函）,Letter 1：General enquiry Dear Sirs, We have been informed by the Bank of U.S. Commerce, New York, that you are one of the leading exporters of textiles in China, and that you wish to export pure silk garments to our market. You will be
3、 pleased to note that our corporation is one of the leading importers of textile products, having over 30 years history and high reputation1. We shall be able to give you considerable orders, if the quality of your products is fine and the prices are moderate. We would be obliged if you will send us
4、 some samples with the best terms2 at your earliest convenience. Yours faithfully, VANCOUVER TEXTILES CORPORATION,Letter 2：A reply to the above Dear Sirs, We take pleasure to acknowledge receipt of your letter of January 20, from which we learn that you are interested in bringing silk garments to th
5、e New York market. We are enclosing our quotation sheet3 covering different sizes and colors of our pure silk garments that can be supplied from stock. We are also airmailing you two dozen sample garments in different sizes and colors. Delivery will be within 30 days after your placing an order to u
6、s. Payment of the purchase is to be effected by an irrevocable L/C at sight in our favor. This offer is subject to your immediate reply which should reach us not later than the end of next month. The price will probably be changed once this particular offer has lapsed. Yours faithfully, CHINA NATION
7、AL TEXTILES IMP. & EXP. CORP. SHANGHAI HOME TEXTILES BRANCH,Letter 3：A sellers enquiry Dear Sirs, We are looking for companies who can help us distribute our products in new markets. We manufacture computer components. At present we export to Europe, but we would like to export to your country. Plea
8、se find enclosed our brochure, which gives details of our products. We look forward to hearing from you. Sincerely yours, Jin Baicuan,Letter 4：A reply to the above Dear Sirs, We thank you for your enquiry of Dec.12, 2004, as one of the largest computer companies in South Korea, we are interested in
9、your computer components. Please send us your latest CIF Pushan prices, together with your terms of payment, and the earliest delivery date. Thank you in advance. Sincerely yours, Son Young,Letter 5：A specific enquiry Dear Sirs, We learn with pleasure from your letter of April 12, 2004 that you are
10、exporters of Chinese Blanket Cover and are willing to establish business relations with us. At present, we are interested in Blanket Cover and shall be pleased if you will send us by airmail sample books and all necessary information on Blanket Cover, so as to acquaint us with4 material and workmans
11、hip5 of your supplies. Meanwhile, please quote us the lowest price CIF London, inclusive of our 3% commission, stating the earliest date of shipment. Should your price be found competitive and delivery time acceptable, we shall place a large order with you. Yours truly, Leon Allen,Letter 6：A reply t
12、o the above Dear Sirs, Thank you very much for your letter of April 28, 2004, we are pleased to send you samples and all the necessary information on Blanket Cover under separate cover. At your request6, we are pleased to make you an offer, subject to7 your final confirmation, as follows: Commodity:
13、 “Golden Cock” Brand Blanket Cover8 No.21 Size: 180cm200cm Color: All kinds of colors Quantity: 1 000 pieces Price: GBP20 each piece CIF London inclusive of 3% commission9 Shipment: During August/September,Payment: By 100% confirmed, irrevocable L/C in our favor payable by draft at sight to reach th
14、e sellers one month before shipment, and remain valid for negotiation in China till the 15th day after shipment10. As you will realize from the catalogue we sent you, our Blanket Cover is a perfect combination of warmth, softness and easy care11. We are sure that you can get benefit from12 our produ
15、cts. We look forward to your prompt reply. Yours faithfully, Baicu,Letter 7：A specific enquiry Dear Sirs, We are a leading dealer in waterproof garments in this city. Our customers have expressed interest in your raincoats and enquired about their quality. Provided quality and price are satisfactory
16、 there are prospects of good sales here, but before placing a firm order we should be glad if you would send us, on fourteen days approval, a selection of mens and womens raincoats. Any of the items unsold at the end of the period, and which we decide not to keep as stock, would be returned at our expense. We look forward to hearing from you soon. Sincerely yours, Anderson,Letter 8：A reply to the above Dear Anderson, Thank you for your letter of 10th March. We are gratified to receive your
