外贸函电课程重点 - 外贸函电 Unit 4 - 图文

Unit 4. Inquiry 第四章 询盘

Leading-in Tasks （任务导入）

Try to finish the following tasks and predict the objectives and focus of this unit.

Task 1. 假设你是中国光明国际贸易有限公司（Guangming International Trading Co. Ltd.，联系地址：30 Sichuan Road, Shanghai, China，Tel：86-21-12345678 Fax：86-21-23456789 E-mail: guangming@hotmail.com）进出口部的经理。最近，你公司打算从英国伦敦亚瑟父子公司（Messrs. Arthur Grey & Son Co. Ltd.，联系地址：19 Cheapside, London, E.C.2 ，Tel：0044-20-876543 Fax：0044-20-765432 E-mail：mags_ld@yahoo.com）进口100台真空吸尘器（vacuum cleaner）。现在，请致函该公司向其询盘。注意信中务必包含以下内容。

1) 我们在广交会（Guangzhou Fair）上得知贵公司以及贵公司的产品。 2) 我方是中国四川省主要的吸尘器经销商。

3) 我方拟购100台V-368号真空吸尘器，如能详报含2%佣金的成本加运费、保险费到伦敦的最低价，将不胜感激。

4) 报盘时，请说明支付条款、最早装运期、包装条款以及折扣等方面的情况。 5) 静候佳音。

Task 2. 针对任务1中所拟信函的内容，以亚瑟父子公司出口部经理的身份拟一封回函。注意该回函中务必包含以下内容。

1) 感谢贵公司的询盘。

2) 很抱歉由于订单甚多，贵方所需型号的产品暂时无法供货。

3) 很遗憾不能满足贵公司的需要，一旦有新货供应，我们将立即与你们接洽。 3) 随函附上本公司其他同类产品的目录及价格表，如有兴趣或者有进一步的需要，务请告知。

4) 希望将来能与贵公司达成交易。

Part One Basic Knowledge Concerned

1. An Inquiry

An inquiry is a request for information on goods. When business people intend to import a product, they send out an inquiry to an exporter. It may ask for a quotation or an offer for the goods they wish to buy or simply request for some general information regarding these goods. An inquiry can be made by written correspondence, such as a letter, telegram, telex, fax, e-mail or verbally by talk in person.

Inquiries from regular customers may be very simple in content, in which only the name and/or specifications of the commodity will be mentioned. Other inquiries may include great details such as the name of the commodity, quality, specifications, quantity, terms of price, terms of payment, time of shipment, packing method, etc. required by the buyer so as to enable the seller to make proper offers.

2. The Reply to an Inquiry

An inquiry received from abroad must be answered fully and promptly. The reply to an inquiry can be regarded as an OFFER if you state all the terms and conditions as requested. (Detais as per Unit 5)

If there is no stock available for the time being, you should acknowledge the inquiry at once, explaining the situation and assuring that you will reply to it once a supply becomes available. If the inquiry is from an old customer, express how much you appreciate it. If it is from a new customer, say you are glad to receive it and express the hope of a future business relationship. In a word, the reply to an inquiry should be prompt and courteous and cover all the information asked for.

3. Categories of Inquiries

1) General Inquiries: If the importers want to have a general idea of the commodity, which the exporter is in a position to supply, they may make a request for a pricelist, a catalogue, samples and other terms. This is a general inquiry. Generally, it is also a first inquiry without first writing a letter to establish business relations 2) Specific Inquiries: If the importers intend to purchase goods of a certain specification, they may ask the exporter to make an offer or a quotation for specific goods. That is an specific inquiry.

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4．The Main Contents of a Letter for Inquiry 1) General inquiry

A general inquiry usually includes the following contents:

a. Telling addressees the source of information and making a brief self-introduction b. Indicating the intention of writing the letter, i.e. to ask for a catalogue, samples or a pricelist.

c. Stating the possibility of placing an order and expectation of an offer 2) Specific Inquiry

A specific inquiry usually includes the following contents:

a. Indicating the names and descriptions of the goods inquired for, including specifications, quantity, etc.

b. Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect.

c. Stating the possibility of placing an order and expectation of an offer.

Part Two Letter-writing Guide

Steps / Contents Typical Expressions For letters making inquiries 1. Telling the See also Unit 2 addressees how and where their names and address are known (source of information). 2. See also Unit 2 Self-introducing. 3. Indicating the intention of writing the letter and the specific goods you want to purchase. 4. Inviting a quotation or an offer (asking for a pricelist, a catalogue,

We are in the market for…(我方拟购……。) We are considering the purchase of …(我们正打算购买……) We are interested in importing …, but we need to have further details before making a final decision.(我方有兴趣进口……，但在做决定前需要对此做进一步的了解。) We are regular buyers of …(我们是购买……的老客户。) See also Unit 2 for other similar expressions We would be pleased to receive your latest pricelist for…(我们非常希望能收到贵方……的最新价目单。) Please send us samples and quote us your lowest prices for… .(请就……给我们寄样品和报最低价。) Would you please supply us with a complete set of catalogues 2

samples and other terms, stating clearly your exact requirements ). for …so that we may make a choice. (能否请您给我们提供一整套……的目录让我们做选择。) Please send us your best offer by fax indicating packing, specification, quantity available，discount and the earliest time of delivery. (请向我们报最低价并注明包装、规格、可供数量和最早的交货期。) If you can supply goods of the type and quality required, please make us a firm offer and quote your lowest prices. (如果你们能够提供同类同质商品，请向我们报实盘和最低价。) We would like to know if you allow discounts.(我们想知道，你方是否给我们折扣。) Would you let us know what a discount you can give for an order exceeding 1,000 metric tons?(能否告知超过1000公吨后的订单折扣是多少？) See also Unit 2 for other similar expressions 5. Stressing that We hope that your price will be workable and that our business the quotation or will result to our mutual advantage.(希望贵方的价格可行，交offer should be 易可以在互利的条件下达成。) reasonable and You must take into consideration when quoting a price that we competitive; may place regular orders for large quantities. (你们在报价时要考Stating the 虑到我们会经常性地大量订购。) possibility of If your prices prove reasonable and satisfactory, we will soon placing an order place a large order with you.(若贵方价格合理，当即大批订货。) If your quality is good and the price is suitable for our market, we would consider signing a long term contract with you. (若贵方质好价适，我们愿与贵公司签署一项长期合同。) Prices provided should be acceptable/ reasonable (前提是价格便宜。) 6. Expressing We are looking forwars to …(盼……) your expectation Will you please inform us of your decision by October 10, 2007, so that we can place our order promptly?(能否请贵方在10月10日前告知我方，以便我方及时下订单。) See also Unit 2 for other similar expressions For letters in reply （unfavourable reply） 1. Expressing Thank you for your inqury of …for …(谢谢贵方……时侯对…your thanks for 的询盘) inquiries. See also Unit 2 2. Making an A reply to inquiries usually means an offer. offer. (Detais as per Unit 5) 3. explaining the We very much regret that we are unable to supply you the small no-stock quantity you require.（很遗憾由于你方所订数量太少，我们无situation and 法供货。） assuring that you Owing to heavy orders, we regret being unable to meet your will revert to it requirement for the time being. (由于订单甚多，目前暂不能满足

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once supply 你的需要，很抱歉。) becomes We regret to inform you that we do not have in stock the goods in available. the desired quality. （很遗憾通知贵方，我们目前没有你们想要的同质量现货） We regret to inform you that we are not in a position to cover your need for the said goods. Once our supplies are replenished, we shall be pleased to revert to this matter. （很遗憾我们不能满足你们对该商品的需求。一旦有新货供应，我们将再和你们接洽。） 4．Expressing We look forward to doing business with you in the future.(期待着your expectation. 将来能与贵方做生意。) See also Unit 2 for other similar expressions A favourable reply to an inquiry means an OFFER, so please see next unit for other expressions.

Part Three Other Commonly Used Expressions and Sentences

Expressions:

1. be in the market for …; be considering the purchase of … 拟购…… be desirous of …; desire…; be interested in …想要(买)……

2. to make /send sb. an inquiry for …; to inquire (for)… 就……向某人询盘 3. illustrated catalogue 带有图片说明的目录 4. Please state the terms of … 请说明……的条款

5. This is in reply to one’s enquiry of … 兹答复某人……时候的询盘 6. date of delivery 交货期

7. lowest price; best price; favourable price; rock bottom price; competitive price; reasonable price；fair price 最低价；最佳价；最优惠价；底价；竞争价；合理价；公平价

8. place an order with sb. (for sth.) 向某人订购(某物)；（就…商品）向某人下订单 9. regular order；regular supply；bulk buying 定期购买；定期供应；大量购买 10. special discount 特别折扣

11. available from stock；offer from stock；have goods in stock 供现货；有现货 12. make/ cable sb. an offer for … 就……商品给某人发盘/以电报的形式发盘 13. up-to-date price list; latest price list 最新价目表 14. as specified below; as stated below 规格如下

16. ready market；ready buyers 现成的市场，成熟的市场；现成的买主 17. the taste of the market 市场需求/品味/偏好 18. captioned goods 标题商品(标题中提到的商品)

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