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1、Unit 3 Enquiries and Replies询盘及回复询盘及回复Introduction（简介）（简介）目的目的: 了解询盘的基本写作技巧和回复。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交易磋商的一般程序分为“询盘询盘”、“发盘发盘”、“还盘还盘”和和“接受接受”四个环节。四个环节。 询盘（询盘（Enquiry）又称询价，是指买方或卖方向对又称询价，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（括一般询价（General Enquiry）和具体询价）和具体询价（Specific Enquiry）。）。
2、 EnquiriesDefinition: A Request for Informationgeneral enquiries( (一般询一般询盘盘) ) for general information：information about various goods : 目录(a catalogue)、价目表或报价单(a price-list or quotation sheets)、样品 (a sample)、图片(illustrated photo prints)specific enquiries（具体询盘（具体询盘） for specific information：具体询问商品名称
3、(the name of the commodity)、规格(the specifications)、数量(the quantity)、单价(the unit price FOB CIF),装船期(the time of shipment)、付款方式(the terms of payment)FivestepsofEnquiryStepITheidentityofthebuyerbehindyou(level,recognition)StepIIClarifyaboutrequirementsofyourclients(analysis,nailoncontents)StepIIIDigest
4、ionofenquiryinformation(EXCEL,specialty)StepIVDeliberatedthinkingtoreply(calm,advantages)StepVFollow-Through(cottoningup,Friendsfirst)phishingwebsite一定要注意钓鱼网站，新人要注意钓鱼网站目的是要你的密一定要注意钓鱼网站，新人要注意钓鱼网站目的是要你的密码输入和账户，他给的是一个外部连接，点进去后其实是一码输入和账户，他给的是一个外部连接，点进去后其实是一个个“钓鱼邮箱输入界面钓鱼邮箱输入界面”，新人们如果不加小心，把自己的，新人们如果不加小心，把
5、自己的外贸邮箱和密码输入进去，就会导致邮箱丢失，也有可能直外贸邮箱和密码输入进去，就会导致邮箱丢失，也有可能直接导致你贝宝的资金被转走，所以如果这样的询盘包涵外部接导致你贝宝的资金被转走，所以如果这样的询盘包涵外部连接，请大家多加小心。连接，请大家多加小心。凡是需要输入账户密码的，千万别上当。凡是需要输入账户密码的，千万别上当。要想取得胜利，首先学会保护好自己。要想取得胜利，首先学会保护好自己。Dear FriendThanks for your reply On behalf of our Nasatech Inter Co Ltd this is the samples of the pr
6、oduct that we want develop.Please Kindly view our website for the samples and the product we need if your company can make the similar like this product.xxxxxxxx(一个外部连接)Please quote us your best prices and the cost of delivery to our port and if the prices meets ourprice target we can place our orde
7、r as soon as possible.Best RegardsMr Edwin MartezPurchasing ManagerNasatech Inter Co Ltd Address: 479 Allen Avenue, By Charles Walter,State : stockholmCountry : United StatesMobile Phone : 1-330-EnquiryExamplesRe：Im interested in your 50HZ 120W Home - Made Fast Automatic Pasta Machine, Equipment For
8、 Making Rigatoni Bucatinitime：2013-12-12 17:22:04rostradecoyahoo.itAiman Elshazly0020222746936RostradeEgypt82.201.175Dearsir,KindlybeinformedthatIamsointerestingwithfreshpasta“pastamachine”.Iamaskingforyoutosendyourbestofferforthismachinefreshpastamachinewithallanyequipmentstomakediff.typeoffreshpas
9、tasuchasfreshpastaasfollow:Pastafrescatype:1-Fettuccine(宽面宽面)2-sheet（面片）（面片）3-Rigatoni（通心粉）（通心粉）showingmachinetypesandcapacity,Waitingforyoururgentreply,Pls.feelfreetocontactmeanytimeBestRegardsRostradecoG.MDr.AimanElShazlyTEl:00202227469361e-mail:rostradecoyahoo.2 Writing Skills（写作技巧）该啰嗦时就啰嗦该啰嗦时就啰嗦
10、写作步骤写作步骤 表达方式表达方式 （1）说明信息说明信息来源（告来源（告知对方从知对方从何种渠道何种渠道得知对方得知对方公司的情公司的情况）况） Your name has been given us by the Chamber of Commerce/ the Embassy/ the bank in).（我（我们从在们从在地方的商会地方的商会/从从使馆使馆/从从银行获银行获悉你方名称。）悉你方名称。） Your firm has been recommended to us by Bayer AG, with whom we have done business for many ye
11、ars.（多年来与我们有业务联系的拜尔股份公司（多年来与我们有业务联系的拜尔股份公司将贵公司推荐给我们。）将贵公司推荐给我们。） Messrsof have given me your name as sole agents for（在（在的的公司向我们介绍了作为公司向我们介绍了作为独家代理的贵公司的名称。）独家代理的贵公司的名称。）（2）直截了当直截了当地说明想地说明想要购买的要购买的货物货物 We are considering the purchase of（我们打算（我们打算购买购买。）。） We take an interest in various kinds of Mens sh
12、irts。（我们对各式男式衬衫感兴趣。）我们对各式男式衬衫感兴趣。）Yourtextilesareofinteresttous.（我们对你（我们对你公司的纺织品感兴趣。公司的纺织品感兴趣。）We are regular buyers of mens knitwear.（我们是（我们是购买男用针织品的老客户。）购买男用针织品的老客户。） ofinterest有趣的，引起兴趣的有趣的，引起兴趣的muchofitisofinterestto.这其中有很多对于这其中有很多对于来说是很有趣的。来说是很有趣的。intheinterestof或或intheinterestsof为了为了的利益；为了的利益；为
13、了的缘故的缘故thinkingintheinterestofthewholefamily为了整个家着想为了整个家着想（3）请求对方请求对方寄送目录、寄送目录、价格表和价格表和样品样品 Will you please send us your illustrate/ latest catalogue and price-list.（请您寄给我们带插图的（请您寄给我们带插图的/最新的产品目录和价格表。）最新的产品目录和价格表。） We should like to receive a copy of your latest catalogue and full details of your ex
14、port prices and terms of payment, together with samples.（我（我们非常希望获得贵公司的最新产品目录和有关出们非常希望获得贵公司的最新产品目录和有关出口价格、付款条件以及样品的详细材料。）口价格、付款条件以及样品的详细材料。） cataloguen商品目录册商品目录册thelatestcatalogue最新目录最新目录illustratedcatalogue附有说明书（插图）的目录附有说明书（插图）的目录list货单货单brochure小册子小册子leaflet单页的商品说明书单页的商品说明书pamphlet小册子小册子thefulldet
15、ailsof-的全部细节的全部细节allnecessaryinformation所有必要的信息所有必要的信息（4）强调对方强调对方所报价格所报价格应合理和应合理和具有竞争具有竞争性性 Ifyourpricesareinline,wetrustimportantbusinesscanbeconcluded.（如你方价格可行，（如你方价格可行，相信我们能达成大笔交易。相信我们能达成大笔交易。）Kindlyfavouruswiththelowestcashpriceforthegoods.（敬请告知该货以现金支付的最低价格敬请告知该货以现金支付的最低价格。） Cashpayment现金付款现金付款I
16、f your quotation is really competitive, （如果你方（如果你方报价具有竞争力，报价具有竞争力，。）。）We have to point out that we intend to place a large order with you if the price is competitive.（请注意，（请注意，如你方价格具有竞争性，我们将大量订购。）如你方价格具有竞争性，我们将大量订购。）quote v 报价，价， 与介与介词for连用用quotation n报价价，与与动词make，send，give，cable，fax连用用，后后接接介介词for，但
17、但当当买方方提提及及卖方方报价价时一一般般用介用介词ofquote sb a price for sthquote sb for sthquote sb a pricequote a pricePlease quote us your most favorable price CIF Seattle for the above goods, including our commission 5%. 请就就上上述述货物物向向我我方方报CIF西西雅雅图最最优惠惠价价，含含佣佣金金5%。 attractive priceWe shall be pleased if you will give us
18、a reasonable quotation for color TV sets.如能如能给我方彩色我方彩色电视合理合理报价，将不价，将不胜感激。感激。We are going to give you a quotation which is based upon the prevailing international market price.我方准我方准备按当前的国按当前的国际市市场价格价格给你方你方报价。价。prevailing（market）price现行价，市价行价，市价placeanorderwithsbforsth向某人向某人订购某物某物placealarge(substant
19、ial)orderwithsbforsth向某人大量向某人大量订购某物某物Ifyourpriceisreasonable,wemayplacealargeorderwithyou.若你方价格合理，我方可能向你方大量若你方价格合理，我方可能向你方大量订购。Asyourwomensdressesareofhighqualityandprices are reasonable, well place a substantialorderwithyou.因因为你你方方的的连衣衣裙裙质量量好好、价价格格合合理理，所所以以向向你你方方大量大量订购。（5）询问对方所询问对方所能提供的折能提供的折扣，写清你扣
20、，写清你所能接受的所能接受的支付条件和支付条件和期望的交货期望的交货时间时间We should like to know if you allow discounts.（我们想知道，你方是否给我们折（我们想知道，你方是否给我们折扣。）扣。）Please let us have your lowest FOB prices, together with your terms of business, and state your best delivery date.（请告知贵公司最低（请告知贵公司最低离岸价和交易条件，并说明最早交货日期。）离岸价和交易条件，并说明最早交货日期。）We requ
21、ire the goods delivery would be effected within six weeks of order.（我们要求（我们要求在下订单后六周内供货。）在下订单后六周内供货。） 1.discountn折扣折扣aspecialdiscount特别折扣特别折扣cashdiscount现金折扣现金折扣tradediscount同业折扣，商业折扣同业折扣，商业折扣quantitydiscount数量折扣数量折扣atadiscount削价，降价，无销路的削价，降价，无销路的togive(allow,make,grant)sbadiscount打折扣打折扣We agree to
22、give you 15% discount provided youorder100,000sets.我我方方同同意意给给你你方方百百分分之之十十五五的的折折扣扣，但你方得订购十万套才可以。但你方得订购十万套才可以。Inviewofourlong-standingrelationship,weagreetoallowyouadiscount.考虑到我们长期的关系考虑到我们长期的关系,我方同意给你方折扣我方同意给你方折扣Terms佣金（佣金（commission）是卖方或买方付给中）是卖方或买方付给中间商为其对货物的销售或购买提供中介服间商为其对货物的销售或购买提供中介服务的酬金。中间商通常为经
23、纪人或代理人，务的酬金。中间商通常为经纪人或代理人，但在实际业务中，凡是为招揽生意、促进但在实际业务中，凡是为招揽生意、促进交易提供服务的企业或个人，都可能称为交易提供服务的企业或个人，都可能称为佣金的收受者。佣金的收受者。折扣（折扣（discount）是卖方按照原价给买方以）是卖方按照原价给买方以一定的减让。一定的减让。佣金佣金 佣金有佣金有佣金有佣金有“明佣明佣明佣明佣”、“暗佣暗佣暗佣暗佣”两种。两种。两种。两种。 明佣的表示方法有三种：明佣的表示方法有三种：明佣的表示方法有三种：明佣的表示方法有三种：一是用文字说明。一是用文字说明。一是用文字说明。一是用文字说明。 如：如：如：如：US
24、D 100 per M/T CIF London including USD 100 per M/T CIF London including USD 100 per M/T CIF London including USD 100 per M/T CIF London including 3%Commission3%Commission3%Commission3%Commission二是直接在贸易术语后面加上二是直接在贸易术语后面加上二是直接在贸易术语后面加上二是直接在贸易术语后面加上CommissionCommissionCommissionCommission的缩写字母的缩写字母的缩写字
25、母的缩写字母“C C C C”和所付的佣金率。和所付的佣金率。和所付的佣金率。和所付的佣金率。 如：如：如：如：USD 100 per M/T CIF C 3% LondonUSD 100 per M/T CIF C 3% LondonUSD 100 per M/T CIF C 3% LondonUSD 100 per M/T CIF C 3% London三是绝对数表示。三是绝对数表示。三是绝对数表示。三是绝对数表示。 如：如：如：如：Pay commission USD100 per M/TPay commission USD100 per M/TPay commission USD100
26、 per M/TPay commission USD100 per M/T暗佣暗佣在出口合同中定有佣金，但在价格条件、出口发票上未列明的佣金。 暗佣的支付方式有两种：暗佣的支付方式有两种：议付佣金汇付佣金议付佣金指在出口货物结汇时，由银行从货款总额中扣留佣金并付给国外中间商的佣金支付方式。(该方式下，出口企业收到的结汇款为扣除佣金后的货款净额。)折扣折扣 明扣有三种表示方法。明扣有三种表示方法。明扣有三种表示方法。明扣有三种表示方法。一是用文字来说明表示。一是用文字来说明表示。一是用文字来说明表示。一是用文字来说明表示。如如如如:USD 100 per M/T FOB Dalian inclu
27、ding 2% :USD 100 per M/T FOB Dalian including 2% :USD 100 per M/T FOB Dalian including 2% :USD 100 per M/T FOB Dalian including 2% discountdiscountdiscountdiscount。二是用绝对数来表示。二是用绝对数来表示。二是用绝对数来表示。二是用绝对数来表示。如如如如:Discount USD 200Per M/T:Discount USD 200Per M/T:Discount USD 200Per M/T:Discount USD 200Per
28、 M/T 三是在贸易术语中加注三是在贸易术语中加注三是在贸易术语中加注三是在贸易术语中加注“D D D D”(Discount)(Discount)(Discount)(Discount)或或或或“R R R R”(Rebate)(Rebate)(Rebate)(Rebate)和折扣率来表示。和折扣率来表示。和折扣率来表示。和折扣率来表示。 如如如如:CIF D 2% :CIF D 2% :CIF D 2% :CIF D 2% 新加坡或新加坡或新加坡或新加坡或CIF R 2% CIF R 2% CIF R 2% CIF R 2% 伦敦伦敦伦敦伦敦 （6）表示定购表示定购货物的可货物的可能性能性
29、 Will you please let us know by 4 April so that we can place our order promptly.（请在（请在4月月4日前日前告知我们，以便我方及时下单订货。）告知我们，以便我方及时下单订货。） Please let us know by return of post whether you would be interested in such an order.（请发（请发信告知我们，你方是否对这样的订单感兴趣。）信告知我们，你方是否对这样的订单感兴趣。） 询盘总结询盘总结买家的询盘中可能提到的需求有以下分类汇买家的询盘中可能提
30、到的需求有以下分类汇总：总：1.目标价格 2.MOQ（最小起订量） 3.OEM/ODM 4.是否允许寄样 5.颜色/尺寸等产品额外要求 6. 语言问题（是否需要支持其他语种，尤其是产品说明书） 7. 出口经验要求及相关证书。8. 付款方式 9. 物流问题 10. 公司资质要求 回复询盘（回复询盘（Reply） 拿到询盘的激动，分析询盘的仔细，回拿到询盘的激动，分析询盘的仔细，回复询盘时候就显得异常紧张了，因为之前你复询盘时候就显得异常紧张了，因为之前你所有步骤的努力就靠这一步来传递了，成败所有步骤的努力就靠这一步来传递了，成败在此一举，加油！在此一举，加油！回复询盘时候需注意回复询盘时候需注意
31、1. 查看是否明确买家目的 2. 检查邮件语言啰嗦 3. 查看回复内容结构是否完整 4. 价格和产品是否已经考虑同行竞争 5. 你是否主动推进，并留给买家再次回复形成互动的空间 6. 你的产品行业专业度够了吗？ 7. 一个询盘究竟多久回复较合适 8. 如何写邮件标题脑子里想到自家优势脑子里想到自家优势 发货期快 价格有绝对的优势 有多年生产或外贸经验 有参加买家当地的展会，或业内知名展会。 有自己的研发团队 有跟知名品牌或企业合作 有证书，品质有保证 提供OEM（Original Equipment Manufacturer 贴牌生产）,个性化定制服务（ personalized custom
32、ization ） Letter 1：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 the New York market. We are enclosing our quotation sheet covering different sizes and colors of our pure
33、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 us. Payment of the purchase is to be effected by an irrevocable L/C at sight in our favor. This offer is s
34、ubject 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 NATIONAL TEXTILES IMP. & EXP. CORP. SHANGHAI HOME TEXTILES BRANCH 回复询盘信函的写作步骤及常见表达方式： 写作步骤写作步骤 表达方式表达方式 （1）感谢对方
35、感谢对方的询价的询价 Many thanks for your enquiry of （多谢您于（多谢您于日的询价。）日的询价。） Thank you for your enquiry and for your interest in our products.（感谢你方询价以及对我方产品（感谢你方询价以及对我方产品的兴趣。）的兴趣。）We thank you for your enquiry of （对你方在（对你方在日的询价信深表感谢。）日的询价信深表感谢。）（2）表示很高表示很高兴寄兴寄给对方给对方 We are pleased to enclose （我们很高兴附寄给（我们很高兴附寄给
36、您您。）。） We have pleasure in enclosing （我们很高兴附（我们很高兴附寄给您寄给您。）。） We are sending you our latest price-list and catalogue.（我们附寄给您我们的最新价格表和产（我们附寄给您我们的最新价格表和产品目录。）品目录。） （3）说明所能说明所能提供商品提供商品的详细信的详细信息及优点息及优点 We are confident you will find our products the finest on the market and considerably better than thos
37、e of our competitors who supply your market at present.（我们确信，您将会认为我方产品是市（我们确信，您将会认为我方产品是市场上最好的，大大优于竞争对手目前所供的产品。）场上最好的，大大优于竞争对手目前所供的产品。） The specimens sent will convince you of the excellent quality of our medical instruments.（寄（寄去的样品会使您相信我方制造的医疗器械质量上去的样品会使您相信我方制造的医疗器械质量上乘。）乘。） （4）表明所提供表明所提供的价格是合的价格是
38、合理的和具有理的和具有竞争性的且竞争性的且说明实行价说明实行价格的期限格的期限 This is the most favorable offer we can make and you will agree that none of our competitors can equal these terms.（这是我们（这是我们能做到的最低报价，您会承认，在我们的竞争能做到的最低报价，您会承认，在我们的竞争者中没有一家能提供与我们一样的报价。）者中没有一家能提供与我们一样的报价。）Price is valid/open until Dec.31.（这些价格至（这些价格至12月月31日有效。）日
39、有效。） Subject to being unsold.（以未售出为前提。）（以未售出为前提。） （5）阐明所能阐明所能接受的付接受的付款条件和款条件和可能的交可能的交货期货期 Our terms of payment are cash on delivery.（我们（我们的付款条件是货到付款。）的付款条件是货到付款。） We should require payment by bankers draft on receipt of our pro forma invoice.（我们要求在收（我们要求在收到形式发票后通过银行汇票付款。）到形式发票后通过银行汇票付款。） We can usua
40、lly deliver within three weeks of receiving an order.（通常我们在收到订单后三个（通常我们在收到订单后三个星期内就可供货。）星期内就可供货。） Language Pointsq payment n. （不可数）支付；（可数）支付的款（不可数）支付；（可数）支付的款 payment terms 支付条件；付款条件支付条件；付款条件 payment in advance 预付货款预付货款 deferred payment 延期付款延期付款 cash payment 现金付款现金付款 payment on deferred terms 迟期付款迟期
41、付款 monthly payments of US$3,000 每月付款每月付款3000美元美元 in payment of 付某种费用的款，如发票、费用、佣金等付某种费用的款，如发票、费用、佣金等 in payment for 付某种具体实物的款，如广告、商品、样付某种具体实物的款，如广告、商品、样品等品等 （6）希望客户对希望客户对报价满意并报价满意并能很快收到能很快收到订单或希望订单或希望未来长期开未来长期开展交易展交易Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.（我们希望您对我们
42、的报价满意（我们希望您对我们的报价满意并期盼您的订货。）并期盼您的订货。）wefoundthatoneofyourgoodsistooursatisfaction。Welookforwardtodoingbusinesswithyou.（我们盼望与你方洽谈业务。）（我们盼望与你方洽谈业务。）stockn.库存；存货库存；存货fromstock（exstock）现现货货；动动用用库库存存instock库存中库存中comeinto（to）stock库存有货库存有货outofstock无货；缺货无货；缺货Wecansupplyyoufromstock.我方可以我方可以现货供供应。Thetypeyou
43、requiredisoutofstock，butthesimilartypeisinstock.你方你方询购的型号无的型号无货。类似的型号有似的型号有货。IfyouhaveFountainPensinstock,pleasesendussomesamples.如果你方有自来水笔如果你方有自来水笔现货，请给我方寄些我方寄些样品。品。Wecansupplythisquantityfromstock.这个数量我方可供个数量我方可供现货。1inonesfavor以以为受益人。为受益人。指有权享有信用证的利益的人，一般指出口商。指有权享有信用证的利益的人，一般指出口商。inonesfavor与与infa
44、vorof短语意思相同。短语意思相同。e.g.Assoonasthelicenceisapproved,anL/Cwillbeopenedinyourfavour.只要许可证一批准，就开立以贵方为受益人的信用证。只要许可证一批准，就开立以贵方为受益人的信用证。L/C常用搭配常用搭配covering/regarding+goodsfortheamountof+amountinonesfavor+beneficiaryforonesaccount+payerwith/through+issuingbank请开立一个请开立一个20吨苹果的信用证，金额为吨苹果的信用证，金额为2万万美元。美元。Plea
45、seopenanL/CcoveringtwentytonsofapplesfortheamountofUSD20,000.今早，我们经由花旗银行开立了一个以你今早，我们经由花旗银行开立了一个以你方为受益人的信用证。方为受益人的信用证。WeopenedanL/CinyourfavorthroughtheCitiBankthismorning.支付条款常用句型（1）付款方式以不可撤销即期信用证支付，）付款方式以不可撤销即期信用证支付，并以我方为受益人。并以我方为受益人。PaymentistobemadebyirrevocableL/Catsighttobeopenedinourfavor.(2)我
46、们要求以不可撤销信用证凭即期汇票支我们要求以不可撤销信用证凭即期汇票支付，在装运前付，在装运前30天开出。天开出。WerequirepaymentbyirrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.常用句型（3）我们支付方式是保兑的，不可撤销即期）我们支付方式是保兑的，不可撤销即期信用证，凭全套装运单据支付。信用证，凭全套装运单据支付。Ourtermsofpaymentarebyconfirmed,irrevocableL/Cpayableatsightagainstpresentationo
47、fshippingdocuments.4Theofferisfirm,subjecttoyourreplyreachingusbefore5p.m.Sep30,ourtime.此报盘以你方答复在此报盘以你方答复在9月月30日之前到达我方为准日之前到达我方为准subjectto以以为准，为准，以以为条件为条件Theofferissubjecttoourconfirmation.此报盘以我方确认为准此报盘以我方确认为准Ourofferisfirmsubjecttoyourreplyreachingherewithinaweek.我方报盘以你方答复一周内到达此地为有效我方报盘以你方答复一周内到达此地
48、为有效Letter 2：A reply 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 your computer components. Please send us your latest CIF Pushan prices, together with your terms of payment, and the earliest delivery date. Tha
49、nk you in advance. Sincerely yours, Son YoungLetter 3：A specific enquiry Dear Sirs, We learn with pleasure from your letter of April 12, 2004 that you are exporters of Chinese Blanket Cover and are willing to establish business relations with us. At present, we are interested in Blanket Cover and sh
50、all be pleased if you will send us by airmail sample books and all necessary information on Blanket Cover, so as to acquaint us with material and workmanship of your supplies. Meanwhile, please quote us the lowest price CIF London, inclusive of our 3% commission, stating the earliest date of shipmen
51、t. Should your price be found competitive and delivery time acceptable, we shall place a large order with you. Yours truly, Leon AllenLetter 4：A reply to the aboveDear 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
52、Blanket Cover under separate cover.At your request, we are pleased to make you an offer, subject to your final confirmation, as follows:Commodity: “Golden Cock” Brand Blanket Cover No.21Size: 180cm200cmColor: All kinds of colorsQuantity: 1 000 piecesPrice: GBP20 each piece CIF London inclusive of 3%
53、 commissionShipment: During August/SeptemberPayment: By 100% confirmed, irrevocable L/C in our favor payable by draft at sight to reach the sellers one month before shipment, and remain valid for negotiation in China till the 15th day after shipment.As you will realize from the catalogue we sent you
54、, our Blanket Cover is a perfect combination of warmth, softness and easy care. We are sure that you can get benefit from our products.We look forward to your prompt reply. Yours faithfully, Baicu1sendsth.underseparatecover另邮，另寄另邮，另寄airmailsth.underseparatecover另空邮寄送另空邮寄送Weareairmailingyouundersepar
55、atecoverthesamplesforthenewseason.今另航空邮寄奉下季度的样品数份。今另航空邮寄奉下季度的样品数份。类似词组还有：类似词组还有：byseparatepost;separately;byseparateairmail draw a draft on sb for an amount against sth draw on sb at sight for an amount against sthq 根据根据向某人开出金额为向某人开出金额为的的汇票汇票draw 开出（汇票）开出（汇票） Language Points1)我我们们已已根根据据这这些些单单据据通通过过亚
56、亚洲洲银银行行向向你你方方开开立立了发票金额的即期汇票。了发票金额的即期汇票。We have drawn a sight draft on you against the documents for the amount of invoice through the Bank of Asia .2)请请确确认认我我们们可可以以就就你你328号号订订单单向向你你方方开开出出金金额额为两万八千美元的六十天远期汇票收款。为两万八千美元的六十天远期汇票收款。Please confirm that we can draw on you at 60 days after sight for US$28,0
57、00 against your Order No. 328.Letter 5：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 there are prospects of good sales he
58、re, 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 fr
59、om you soon. Sincerely yours, AndersonLetter 6：A reply to the above Dear Anderson, Thank you for your letter of 10th March. We are gratified to receive your request for men and womens raincoats on approval. As we have not previously done business together, perhaps you will kindly agree to supply eit
60、her the usual trade references, or the name of a bank to which we may refer. As soon as these enquiries are satisfactorily settled, we shall be happy to send you the items you mention in your letter. We sincerely hope this will be the beginning of a long and pleasant business association. We shall d
61、o our best to make it so. Best wishes, MarryNotes to the specimen letters1. high reputation信誉良好信誉良好2. with the best terms以优惠条件以优惠条件 3. quotation sheet报价单报价单4. to acquaint somebody with something使某人了解、熟使某人了解、熟悉某事悉某事5. material and workmanship材料及工艺材料及工艺6. at your request应你方请求应你方请求7. be subject to须经，以须
62、经，以为条件为条件8. blanket cover被罩被罩 Notes to the specimen letters9. inclusive of 3% commission包括包括3%的佣金的佣金10. By 100% confirmed, irrevocable L/C in our favor payable by draft at sight to reach the sellers one month before shipment, and remain valid for negotiation in China till the 15th day after shipment
63、. 以你方为受益人的以你方为受益人的100保兑的、不可撤销的信用证、凭即期汇票支付，信保兑的、不可撤销的信用证、凭即期汇票支付，信用证必须在装运前一个月开到对方，并在装船后用证必须在装运前一个月开到对方，并在装船后15天内天内在中国议付有效。在中国议付有效。11. a perfect combination of warmth, softness and easy care柔软暖和、使用方便柔软暖和、使用方便12. get benefit from 从从获利获利 4.4 Focal Words（焦点词汇）Comparevt. & vi. 比较比较If you compare our produ
64、cts with theirs, you will agree that our price is not high at parison: n. 比较比较If you make a comparison between the two samples, you will see which is of better quality. These good qualities are characteristic of our Tea Sets and make those of other origins pale by petevi.竞争竞争Japan competes in textil
65、es against Britain. We have to compete with a number of major producers petent: adj. 有能力的有能力的You should select competent workers to deal with those buyers.We are fully competent for the sales promotion of your products petition: n. 竞争竞争Competition is getting keener in the cotton market.creditn. 信用，信
66、誉；信贷，赊欠；记入贷方信用，信誉；信贷，赊欠；记入贷方We should like to know exactly how their credit stands.Our products are in high credit with the customers in Australia.Please let us know whether this firm is likely to be reliable for credit up to USD5 000.We shall be happy to supply you with goods on credit.Letter of Cr
67、edit regularadj. 经常的经常的If your prices are competitive, our company will be pleased to place regular orders with you. As your purchases are regular and numerous, it would be advisable for you to open a revolving L/C in our favor.4.5 Useful Sentences（实用语句）1. 提出询盘We addressed our inquiry to the firm.Wi
68、ll you please let us have a list of items that are imported by you.Please put us on your best terms, as this order forms part of a contract.Please put us on your very best shipping terms as regards discount.Please state your best terms and discount for cash.Kindly let us know at what price you are a
69、ble to deliver quantities of best refined sugar.We would appreciate it if you will please let us know the ruling prices of the goods.We shall be obliged by a quotation of your lowest price for the said goods free delivered at our works.I shall be glad if you will send me your catalogue together with
70、 quotations.2. 受理询盘Our terms are cash within three months of date of delivery, or subject to 5 per cent discount if paid within one month.Terms: early delivery, and net cash payment after receipt of the material at our works, and verification of weight and quality.In reply to your enquiry of yesterd
71、ays date, we are sending you herewith several samples of wall paper closely resembling to what you want.We think you can well accord us a substantial discount off your list prices, which we see are quoted net cash.Our terms, as our invoice states, are 2% cash discount, only within ten days of date o
72、f invoice.We shall be glad if you will quote us the best discount for cash off your list price for cash for this quantity.1Translatethefollowingphrases.enquirytermsofpaymentplaceregularordersquotationenclosedpleasefindbyseparatepostoutofstockbydraftonthereceiptof下订单下订单现货供应现货供应具体询价具体询价竞争性的价格竞争性的价格数量折
73、扣数量折扣资金情况资金情况报报CIF伦敦价格伦敦价格即期信用证即期信用证保兑的，不可撤销的信用证保兑的，不可撤销的信用证询盘，询价询盘，询价定期订购定期订购报价，报价单报价，报价单另邮另邮以汇票方式以汇票方式placeorderspecificenquiryquantitydiscountL/Catsight付款条件付款条件附上附上请查收，随函寄去请查收，随函寄去缺货缺货一收到一收到supplyfromstockcompetitivepricesfinancialstandingquoteCIFLondonconfirmed,irrevocableL/C2Fillintheblankswith
74、prepositionsandthentranslatethefollowingintoChinese.(1)_receiptofyourspecificenquiry,wellmakeyouafirmoffer.On/Upon一收到你方具体询盘，我们就给你们报实盘。一收到你方具体询盘，我们就给你们报实盘。(2)Thee-mailwesentlastweekisanenquiry_washingmachines.for我们上周的邮件是有关洗衣机的询盘。我们上周的邮件是有关洗衣机的询盘。(3)Whatweshouldpayattention_isthatdemand_foreignmarkets
75、havedecreasedalot.to;for值得我们注意的是对外国货的需求已大大降低。值得我们注意的是对外国货的需求已大大降低。(4)Yourpriceinnotinline_theprevailingmarkethere.with你们的价格与此地现行市场行情不符。你们的价格与此地现行市场行情不符。(5)Pleasekeepusinformed_thesupplyanddemandposition_yourmarket.of;in请随时告知你处市场的供求状况。请随时告知你处市场的供求状况。(6)Wehopyoucancooperate_ustoenablepunctualarrival_t
76、hegoods.with;of希望你们能予以合作，保证货物按时到达。希望你们能予以合作，保证货物按时到达。(7)Whenweare_themarket,wellget_touch_you.in;in;with如我方有货，将及时与贵方联系。如我方有货，将及时与贵方联系。(8)Inreply_yourinquiry_August5,wearegladtoquote_follows.to;of;as作为对贵方作为对贵方8月月5日询盘的答复，我们很高兴报价如下。日询盘的答复，我们很高兴报价如下。(9)Ourgoodsaremuchbetter_those_ourcompetitors_bothqual
77、ityandprice.than;from;in我们的货物在质量和价格上比竞争对手的要好得多。我们的货物在质量和价格上比竞争对手的要好得多。3SupplythemissingwordsintheblanksandtranslatethelettersintoChinese.Dearsirs,Wearegladtoi_ourselvestoyou.Wearei_inyourhand-madehandbagsinavarietyofnaturalleathers.Thereisasteadyd_forleatherhandbagswithmoderatelyp_andofhighq_here.Wo
78、uldyoupleases_usassoonaspossiblethed_ofyourvariousranges,includingsizes,informinteresteddemandqualitysenddetailspricecolorsandyourlatestp_list,withthelowestq_togetherwiththes_ofdifferentqualitiesofmaterialused.Welookforwardtoyourearlyreply.Yoursfaithfully,pricedquotationssamples4.Translate the follo
79、wing sentences into Chinese and remember these useful sentences. (1)Enquiriesaredwindling.询盘正在减少。询盘正在减少。(2)TheypromisedtotransfertheirfutureenquiriestoChineseCorporations.他们答应将以后的询盘转给中国公司他们答应将以后的询盘转给中国公司(3)Weregretthatthegoodsyouinquiredaboutarenotavailable.很遗憾，你们所询的货物现在无货。很遗憾，你们所询的货物现在无货。(4)Intheim
80、portandexportbusiness,weoftenmakeinquiriesfromforeignsuppliers.在进出口交易中，我们常向外商询价。在进出口交易中，我们常向外商询价。(5)Tomakeaninquiryaboutouroranges,arepresentativeoftheJapanesecompanypaidusavisit.为了对我们的橙子询价为了对我们的橙子询价,那家日本公司的一名代表访问了我们。那家日本公司的一名代表访问了我们。(6)Yourenquiryistoovaguetoenableustoreply.你们的询盘不明确，我们无法答复。你们的询盘不明确
81、，我们无法答复。(7)Nowthatwevealreadymadeaninquiryaboutyourarticles,willyoupleasereplyassoonaspossible?既然我们已经对你们产品询价，可否尽快给予答复？既然我们已经对你们产品询价，可否尽快给予答复？(8)Wouldyoupleaseinformusbyletteroftheprice,discounts,termsofpaymentandthetimewhenyoucandeliverthem.请函报有关的价格、折扣、付款方式及最早的交货时间。请函报有关的价格、折扣、付款方式及最早的交货时间。(9)Ifyour
82、quotationsaresuitableandthequalityprovesgood,wellbepleasedtoinviteyourrepresentativeoverfordetaileddiscussion.如果报价合理并能证明质量优秀，我方将邀请贵方的代表过如果报价合理并能证明质量优秀，我方将邀请贵方的代表过来详谈。来详谈。(10)Throughcomparingourpriceswiththoseofothersuppliers,youwillappreciatethemoderatepricesofours.与其他厂商的价格比较，我方的报价定会使贵方满意。与其他厂商的价格比较
83、，我方的报价定会使贵方满意。(11)Foratotalpurchaseofnotlessthan100,000andnotmorethan200,000Americandollars,wewouldallowadiscountof5%andforapurchaselargerthan200,000Americandollars,wewouldallowa10%specialdiscount.凡总定购量超过凡总定购量超过100,000美元但不足美元但不足200,000美元者，我方将美元者，我方将给予给予5%的折扣；凡总定购量超过的折扣；凡总定购量超过200,000美元者，我方将给美元者，我方将给
84、予予10%的折扣。的折扣。5PleaseunderstandthegivenarticleandtrytotranslateitintoEnglish.A敬启者：敬启者：我方收到贵公司我方收到贵公司6月月5日来函，但非常遗憾，我方无法日来函，但非常遗憾，我方无法对贵方所需产品报盘。其原因是，此货品在我处已经脱销。对贵方所需产品报盘。其原因是，此货品在我处已经脱销。而且，由于原料短缺，生产厂家已经拒绝了我方订单。而且，由于原料短缺，生产厂家已经拒绝了我方订单。我方已将贵方询函备案，一经有货，我方将以电报报我方已将贵方询函备案，一经有货，我方将以电报报盘。盘。敬启者：敬启者：我方收到贵公司我方收到
85、贵公司6月月5日来函，但非常日来函，但非常遗憾，我方无法对贵方所需产品报盘。遗憾，我方无法对贵方所需产品报盘。Dearsirs,Referringtoyourletterofthe5thofJune,weverymuchregretthatweareunabletomakeyouanofferforthegoodsyoudemand.其原因是，此货品在我处已经脱销。其原因是，此货品在我处已经脱销。Thereasonisthattheproductyouneedhasbeenoutofstock.而且，由于原料短缺，生产厂家已经拒绝而且，由于原料短缺，生产厂家已经拒绝了我方订单。了我方订单。Wh
86、atsmoreourmanufacturershavedeclinedordersbecauseofshortageofrawmaterials.我方已将贵方询函备案，一经有货，我方将我方已将贵方询函备案，一经有货，我方将以电报报盘。以电报报盘。Weshall,however,fileyourinquiryandcableyououroffersassoonaswehavegotsupplies.B敬启者：敬启者：感谢你方寄来的商品目录，我们目前对感谢你方寄来的商品目录，我们目前对你方的运动鞋感兴趣，如能报我方你方的运动鞋感兴趣，如能报我方500打约打约成本加保费和运费的最低价当十分感谢。成本
87、加保费和运费的最低价当十分感谢。如果价格具有竞争性，我们拟向你方大如果价格具有竞争性，我们拟向你方大量订购。量订购。谨上谨上感谢你方寄来的商品目录，感谢你方寄来的商品目录，Thankyouforyourcataloguessendingtous我们目前对你方的运动鞋感兴趣我们目前对你方的运动鞋感兴趣andwearenowinterestedinyourSportShoes,如能报我方如能报我方500打纽约成本加保费和运费的最低价当十分打纽约成本加保费和运费的最低价当十分感谢。感谢。andshouldappreciateitifyouwouldgiveusthebestquotationfor5
88、00dozenCIFNewYork.如果价格具有竞争性，我们拟向你方大量如果价格具有竞争性，我们拟向你方大量订购。订购。If your prices are competitive, we intend to place a large order with you.答案Dear sirs, Thank you for your catalogues sending to us and we are now interested in your Sport Shoes, and should appreciate it if you would give us the best quotation for 500 dozen CIF New York. If your prices are competitive, we intend to place a large order with you. yours faithfullyThanks!
