商务英语书信之询价和报价复习过程.doc

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商务英语书信 之 询价和报价
Business English
---Enquiries and Quotations

内容提要：

询盘如何开始
如何回询盘
询盘常用的句子
报价常用的句子
关于价格表达
询盘、报价、还盘的例子
生活买卖中实用的巧答

How to start:
● We are
(想买入)
interested in
in the market for
looking for

(Name of the products)
● Please send us

● We shall be obliged/grateful if you could send us

● We would like to have

● We trust that you will make an effort to quote us

● We would appreciated your sending details information
your latest catalogue/sample (如蒙惠予商品目录/样品，不胜感激)

pattern/quotation/pricelist (如蒙惠予贵方样品/报价单/价目表，不胜感激)
full details of your… (如承赐示商品完整详情，不胜感激)

your lowest quotation for… (请向我方报…的最低报价)

your favorable terms for big quantities… （我方相信，对于大宗订货，贵方会给予优惠的报价条件）

on CIF prices, discounts, and delivery schedule… （如能获悉贵方CIF价格/折价/交货时间表，将不胜感激）

How to reply:
Dear Sir or Madam:
● We are pleased to have
● We have received
● We acknowledge receipt of

your inquiry/letter dated…. （收到您….[日期]的来信/询盘）
● Thank you for your letter…
● We thank you for your inquiry of…
感谢您…(日期)的来信/询盘
● As requested
● In reply/answer to your request/letter of …
we enclosed
we are pleased to send you
we are sending you here with
our samples 随函附上我方的样品
catalogue 随函附上我方商品目录
pricelist 随函附上我方报价表
Useful sentences in enquiries (Enquiries) 询盘常用的句子
● We have seen your advertisement in the …. Would you please send us patterns and prices of quality cotton piece goods?

● I’d like to have your lowest quotations C.I.F. China.

● We wish to place an order with your corporation for….

● Please let us have the information on the price and quality of the goods.

● We want to know what you can offer in this line as well as sales, such as mode of payment, delivery, discount, etc.

● Will you please send me a copy of your catalogue and pricelist of desktop computers?

● Will you send us some your samples with the quotations.

● Please put us on your best terms.

● Kindly favor us with the lowest cash price for the goods.

● Please quote us the lowest price for….

● Will you please let us have a list of items that are imported by you?

● If your prices are favorable, I can place the order right away.

● When can I have your C.I.F. prices, Mr. Li?

How long does it usually take you to make delivery?

● Can you make prompt delivery?

● Can you tell me which kind of payment terms you'll choose?

● Do you take special orders?

● Please send us a catalog of your …together with terms of payment.？

Your prices are too high to be accepted.

● We hope we can do business with you in this line。

● To know more your products, we need some technical details. Please send us literatures, brochures, or leaflets dealing with your products.

● We are satisfied with the quality of your samples, so the business depends on your price.
我们看到你们在《。。。》上刊登的广告，如能寄来优质布匹的报价单和样品，将十分高兴。
我想请你们报中国到岸价的最低价格。

我们希望向贵公司订购…。

请告知该商品的价格和质量。

我们想了解一下你们在这方面的供货能力、付款、装运和折扣等销售条件。

请寄我一份台式计算机的目录本和价目单，或者任何说明小册子?

敬请惠寄报价单和样品可否?

请提供最好的(优惠)条件。

敬请告知该货以现金支付的最低价格。 

请对…报最低价格。

请将贵公司的进口商品目录寄来为荷。

如果价格优惠，我们可以马上订货。

李先生，什么时候能得到你们到岸价？

你们通常要多久才能交货？

可以即期交货吗？

能否告知你们将采用哪种付款方式？

你们接受特殊订货吗？

请给我们寄来一份。。。（商品名）的目录，连同告诉我们付款方式。

你的价格太高，我们不能接受。

我们希望能和你们展开贸易来往。

为使我们了解贵公司的产品，我们需要一些技术方面的细节。请寄有关产品的说明书，小册子或者活页目录。

我们对样品的质量很满意，因此交易的成败取决于你们的价格。

(Quotation) 报价常用的句子
● We hope the enclosed brochure will be helpful to you.

● What about having a look at sample first?

● Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?

● Reliability is our strong point.

● We will allow you 10% discount if you purchase 5000 dozens or more.

● I think they will find a ready market in Malaysia.

● Our products are very good in quality, and the price is low.

● Our offers are for three days.

● Our quotation is subject to change without notice.

● Because this is the first deal of us, please understand that this is an exceptional treatment, and we can’t drop for you any more.

● Here are our F.O.B. price lists. The final prices are subject to our confirmation.

● What do you think of the payment terms?

● If you can raise your order to …we can offer you a better price.

● Our manager has visited the material company many times, we have tried our best.

● Your target price is not realistic, we find it intolerable because ours is the best possible price if you take the quality into consideration.

● Our price is our minimum we refuse to lower it any more.

● Your price is not quite realistic. No business can be done at your level.

● We are prepared to make a 2% reduction if your order is big enough.

我们希望附寄的小册子对您有所帮助。

先看一看样品吧？

谢谢你询价。为了便于我方提出报价，能否请你谈谈你方需求数量？

可靠性正是我们产品的优点。

如果你方能订购5000打或5000打以上，我们将给予10%的折扣。

我觉得它们在马来西亚会很有销路。

我们的产品质高价低。

我们的报盘三天有效。

我方报价如有变更不另通知。

鉴于我们第一次合作，请明白，这已经是一个破格待遇，我们不能再降。

 这是我们离岸价的价目单,最后价格以我方确认为准。

对支付条件有何看法？

若你公司能提高订购数量到。。。我们可以提供一个更好的价格。

我方经理已多次与原料公司协商，我们已经尽力。

你们的价格目标太低，是难以接受的，因为如果考虑到商品的质量，我方价格已属最低。
这是我们最低价，我们拒绝进一步降低。

你们价格太不现实，按照你们的价格不能达成交易。

如果你们订货数量大，我们准备减价2%。

About Prices 关于价格表达
Your price inacceptable (unacceptable).
Your price is feasible (infeasible).
Your price is workable.
Your price is realistic (unrealistic).
Your price is reasonable (unreasonable).
Your price is practicable (impracticable).
Your price is attractive (not attractive).
Your price is inducing (not inducing).
Your price is competitive (not competitive).
The goods are (not) competitively priced.
Business is closed at this price.
Business is possible if you can lower the price to….
The best we can do is to reduce the price by 2%.
We cannot take anything off the price.
We''ve already cut down our prices to cost level.
There is no room for any reduction in price.
Can you cut down the price for me?
你方价格可以（不可以）接受。
你方价格是可行（不可行）的。
你们出价可行。
你方价格合乎实际（不现实）。
你方价格合理（不合理）。
你方价格是行得通的（行不通）。
你方价格有吸引力（无吸引力）。
你方价格有吸引力（无吸引力）。
你方价格有竞争力（无竞争力）。
此货的定价有（无）竞争力。
交易就按此价敲定。
你方若能减价到…，可能成交。
我们最多能减价百分之二。
我们不能再减价了。
我们已经将价格降到成本费的水平了。
价格毫无再减的余地了
你们可以降低价格吗？

Examples: 询盘、报价、还盘的例子
Letter 1: Enquiry (询盘)
Dear Sir,
We are in the market for Melon Seeds of the first grade and second grade and should be appreciated if you let us have your offers with some representative samples. When offering the seeds, please state the earliest possible time of shipment and quantities available.
Your faithful

您好！
我们有意采购甲级以及乙级西瓜子。如蒙惠赐贵方样品及报价，将不胜感激。报价时，请注明可提供的数量以及最早装运期。
此致
敬礼

Letter 2: Offers and Quotations （报价）
Dear Sir,
Thanks for your letter of 19th May.
Our “D.D.” (raincoat) range is particularly suitable for warm climates, and during the past years we have supplied this range to dealers in several tropical countries. This range is popular not only because it is light in weight, but also because the material used has been specially treated to prevent excessive condensation on the insider surface.
For the quantities you mention, we are pleased to quote as follows:
…
…
…
Payment: by irrevocable L/C at sight
Shipment: Shipment will be effected within three or four days after receiving the L/C
This offer is subject to our final confirmation. We feel you may be interested in our other products and enclose some pamphlets for your reference.
We are waiting for your early orders.
Yours sincerely

您好！
感谢您五月十九日的来信。
我们的DD型雨衣特别适用于暖热气候的区域。过去的几年里，我们已和多个热带国家的经销商建立的业务关系。DD型雨衣之所以受到欢迎，一方面因为重量轻；另一方面雨衣内表层由一种特殊材料制成，可以防止过多的水汽。
根据您需要的数量，我们报价如下：
。。。
。。。
。。。
支付方式：不可撤销即期信用证
装运时间：收到信用证三到四天内安排装运
此报盘以我方最终确认为有效。我们认为贵公司可能对我方其他产品感兴趣，随函附上宣传小册以供参考。
期待您的佳音。
此致
敬礼

Letter 3: Counter-offers （还盘）
Dear Sir,
Thank you for your letter dated October 20. As regards your count-offer, we regret we are unable to accept it because our current price has already been proved workable by many orders received from other buyers.
However, in order to meet you on this occasion, we are prepared to grant you a special discount of 2% on condition that the quantity of the order is no less than 1000 pieces.
We hope this will enable you to enjoy the benefit of our special discount.
Yours sincerely

您好！
感谢您10月20日的来信。很遗憾，我们无法接受您还盘的价格，大多订我们货的买家都认为此价格是可行的。
但是，在这种情况下，我们还是打算给2%的特别折扣以满足您的要求，条件是，订单数量不能少于1000。
希望我们此次的特别折扣能给您带来实惠。
此致
敬礼

Letter 4: Counter-offers （还盘）
Dear Sir,
From your letter of November 22, we are disappointed at learning that you find our offer unacceptable because other suppliers are offering lower prices.
We are not in a position to accept your count-offer because our price is reasonably fixed. Regarding the qualities of the goods offered by others, we are rather doubtful whether they are similar to or comparable with those of ours. Please call the attention to this point and convince that not only price but also quality should be taken into consideration.
We hope to hear from you before long.
Yours sincerely

您好！
从您11月22日的来信，我们很失望地获知您认为我们的报价难以接受，因为其他供销商能提供比我们更为低廉的价格。
我们无法接受您回盘的价格，我们的价格十分合理的。至于您说的那些比我们报价还低的供销商，我们怀疑他们产品的质量是否能比得上或者类似我们的产品质量。请您务必要注意到这一点。不能单单只看价格，质量也应列入考虑的范围之内。
期盼您的佳音。
致辞
敬礼

生活买卖中实用的巧答
如何接受电话预定
除非是熟客，双方足够信任，否则，餐馆、旅店通常的电话应对方式是“What time can we expect you ?”（您几点来？）

如何给客人菜单
餐厅里，引领顾客落座后通常递上菜单“Good evening, sir. Here‘s the dinner menu”捎待一会，再询问“May I take your order ?”（您要来点什么？）

如何引客人入座
可以先询问“How many people, please ?”（请问几位？）以及“Do you have a reservation ?”（您订位了吗？），接下来就应该“Where would you prefer to sit ?”（您喜欢坐哪？）而引客人入座了

如何针对多人游说
女性购物常常成群结队，所以您要多角度揣摩消费者喜好。在叽叽喳喳的意见中，找出主要购买者，对她说“Please insist your taste and need.”（请坚持您的品位和考虑实际需要）

如何应付挑剔的顾客
挑剔的顾客主管意识极强，所以要避免正面争论，实在不行，记得说句“I’m very sorry we couldn’t help you, sir.”（很抱歉，我帮不上什么忙）。

如何让顾客试穿
展示商品的下一步就是顾客试穿了，可以说“Please try on whichever you like.”（随便试）或“Would you like to try it on?”（要不要试穿一下？）

如何说明用途
商品要买得好，推销员对商品必须有足够的了解，说明使用方法的简易及商品的来用性，往往有利于顾客下决心购买，所以一句“Well, the self-filling device is simple.”（这种自动充墨装置十分简单）对您的推销术有举一反三之效的。

如何介绍新产品
优秀推销员除了要有说服力、自信心和洞悉顾客心理的能力外，还要能经常介绍公司的最新或最畅销的产品。可以说“This is our newest product.”或“This is our most recently developed product.”（这是我公司最新产品），甚至还可以强调“They are of the newest patterns that can be obtained in town”(这个款式目前在市面上绝无仅有)。

如何说明产品特色
面对令人眼花缭乱的产品，特色是顾客考虑的要素之一。所以，把“Its durability will be an agreeable surprise to you.”（它的耐久性将让您吃惊）常挂嘴边是必要。

如何帮客人搭配
推销致胜的关键是要懂得搭配之道。如今的顾客已不是因为需要，或是因为缺乏而购买衣物，而是为了搭配原有物品，比如西装配领带，上衣配裤子等等。因此， “The gray one suits you well”（灰色比较适合您）之类的句子，就成了流行的推销用语。

如何推荐特卖品
一般而言，每家商号都自己的特色或特制品，这句“It’s our specialty”（这是本店的特制品）要用得很娴熟。总之，无论是推销的商店，还是推销本身都要风格独具，才能立于不败之地。

如何提出保证
保证有很多种，如保证期（warranty）、耐用性（durability）、新奇度（novelty）、价格低（reasonable price）等等。可以使用“It has a five-year guarantee against mechanical defects”（机件保用五年）之类的语句。

如何附送赠品
附送赠品是经久不衰的推销手法，因此，像“That includes an extra pair of shoelaces and a bottle of polish”（附送鞋带一对及鞋油一瓶）这类的说法是能讨顾客欢心的。

如何讨论款式
与顾客讨论款式，既能对顾客表示尊重，又能抓住顾客的实际需求。像“How do you like this one?”（您觉得这件如何？）或“Will you not try that one?”（试试那件怎么样？）这类话语往往是讨论的前奏，如果能加上“This style is quite elegant, I think you'll like it.”这句话，则交易更易成功。

如何说明注意事项
买卖的同时，应该将注意事项向顾客交待清楚，免得日后发生纠纷事小，影响商誉事大。因此，像“You can exchange it provided it''s clean”（如果还是干净的，可以要求退换）或“I'm sorry we won't refund you.”（很抱歉，我们概不退款）一定要表述清楚。

如何电话拜访
电话拜访也是必备手段之一，同样也需注意礼节和态度。一般先要询问对方此时听电话是否方便，然后再说明来意“I’ll do my best for you”（我会尽最大努力来达成您的心愿）

如何说最低消费
尽管菜单都已标明最低消费，除非想被炒鱿鱼，否则顾客问起来，还是得毕恭毕敬地回答“I'm afraid the minimum charge for any first order is ￥100”（我们的最低消费是100元），而不能说：“菜单上有，您不会自己看呀？！”

如何拒绝降价
顾客讨价还价几乎是不可避免的事情，直接说no的推销员估计很少，所以你应该充分解释“We make so little on this line！”（这方面的东西我们没***）

如何拒绝小费
如果店铺规定不能收取小费，你可婉拒顾客：“It's so kind of you, sir. But we can't accept your tips”（先生您太好了，不过我们不能收取小费）

如何说明高/低价位
一分钱，一分货。如果顾客抱怨价格太高，您可以说：“We have cheaper products if you want. But value depends on expense”（如果您愿意，我们有更便宜的商品，但是价值完全取决于价格高低）

如何谢绝讨价还价
如果没有议价的余地，态度虽然要坚定，但口气仍要十分委婉：“We have but one price, sir.”（我们不二价的）或“Sorry we can't reduce the price, sir.”（很抱歉，我们没办法降低价格）

如何说分期付款
如今分期付款很流行，所以要学会说：“You can buy them by installment”

如何解释分期付款
还要会解释：“You pay a down-payment of five hundred dollars, and then, within a year, one hundred for each an every month.”（可以先付订金500元，然后在一年内，每月付100元）

如何收取货款
如果是当场付清货款，就可能用到这个句子：“Could you pay at the Cashier's Desk?”（请到收银台付款）

如何找零
下列句子要活学活用：“Thirteen dollars and twenty cents from one hundred dollars leaves eighty six dollars and eighty cents. You might see if that's all right, sir.”（收您100元，减去13元2角，应找您86元8角，请点下数目）

如何开立发票、收据
东西卖出后，并非万事大吉，开发票、给收据、找零钱是一贯作业，一句“Here's your receipt”过后，别忘了说声谢谢。

找错钱了怎么办
谁都有出错的时候，这时态度一定要诚恳：“I'm very sorry for the mistake”，然后再说：“Here's the right change.”（这才是要找您的零钱数）

标准买单方式
当顾客问你：“How much will this be”（多少钱？），你可以说“Just a moment, please. I'll calculate that for you.”（请等一下，我算算看）

解释税率及服务费
顾客的疑虑多针对服务费service charge（在国外还有税率tax rate），您的说明一定要明白无误：“A 10% service charge have been added to your bill.”（账单已经加了10%的服务费）

如何议价
如果愿意降价，可以使用however来转折语气：“However,..., we can give you a discount.”（然而，由于……，我们可以给您打折）

如何优待熟客
对熟客可以说：“Ordinarily we sell them for one hundred and fifteen dollars, but I'll make a concession.”（我们一般要卖115元，但您可以优惠）

如何给新顾客打折
对新顾客可以说：“I can manage to give you a discount of ten percent, deeming it as a kind of expenditure for advertisement.”（给您9折，当作是宣传费吧）

如何说明价廉物美
“It's indeed two-pence colored”（真是价廉物美）这句流行用语可是中外皆宜

如何解说免税商品
免税商品的标签通常会注明“It's tax-free”，当然，您首先要确认顾客是否属于观光客，可以说：“May I see your passport, please?”

如何介绍名贵产品
名贵产品通常价格不菲，所以“A good product will always sell.”（货好销路好）要比一直强调“pretty good”更具说服力

如何收取首付款
分期付款与收取其他货款并没有多大不同，后者除手续稍微复杂一点外，前提是“May I have some money as a deposit?”（您可以付部分订金吗？）

支票付款时
当今，顾客逐渐习惯使用支票（check）或信用卡（credit card）付款，面对这种情况，您要会说：“Of course you can pay by check.”

如何说明折扣
方式有多种多样，不过千万不要认为“15% discount to you.”是打一五折！(八五折)

如何利用大甩卖
这可是您大展身手的好机会，“You may not have the same chance again.”（请勿错失良机）是使用频率最高的一句话

如何说明免费修改
衣服的改短（shorten）及改小（take in）多半是免费的，你可以向顾客说清楚“We don't charge for this.”

如何廉价倾销
告诉顾客，其购买量的大小决定折扣的高低：“If you buy more than four pounds, we can allow you ten percent discount”（如果您购买4磅以上，可以打9折）

如何推介品牌
优秀的推销员应该懂得在适当的时机，向顾客推销名牌产品，像“Are you interested in a particular brand?”（您有没有感兴趣的品牌？）之类的介绍性开场白，要很熟悉。至于PLAYBOY、issey miyake、LACOSTE、Christian Dior等世界级名牌，只要知道牌子的名字就行了，甚至根本用不着推销。

如何证明质地
有些特定商品，要证明其品质，有其特别的鉴定法：如果是羊毛(pure wool), 您说：“let me prove it”(让我证明给您看)。接下来要做的是strike a match and burn a thread of it(划根火柴，烧一条毛线)就明白了。

如何附带推销
一个成功的salesperson