世纪商务英语——外贸函电unit3-PPT课件.pptx

LOGOBasic Knowledge ConcernedLetter-writing GuideOther Commonly Used Expressions and Sentences Sample Letters Practical Training Part One Part Two Part Three Part Four Part FiveContentsContentsLOGOPart OnePart One 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.1.An Inquiry and Reply (1)LOGOPart OnePart One An inquiry received from abroad must be answered fully and promptly.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.1.An Inquiry and Reply (2)LOGOPart OnePart One(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 price list,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 a specific inquiry.2.Categories of InquiriesLOGOPart OnePart One A general inquiry usually includes the following contents:(1)Telling addressees the source of information and making a brief self-introduction(2)Indicating the intention of writing the letter,i.e.to ask for a catalogue,samples or a price list(3)Stating the possibility of placing an order and expectation of an offer A specific inquiry usually includes the following contents:(1)Indicating the names and descriptions of the goods inquired for,including specifications,quantity,etc.(2)Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect(3)Stating the possibility of placing an order and expectation of an offer3.The Main Contents of a Letter for InquiryLOGOPart TwoPart TwoSteps/ContentsTypical ExpressionsFor letters making inquiries1.Telling the addressees how and where their names and addresses are known(source of information)See also Unit 2.2.Self-introducingSee also Unit 2.3.Indicating the intention of writing the letter and the specific goods you want to purchase We are considering the purchase of.我方打算购买We are interested in importing dinner tables but we need to have further details before making a final decision.我方有兴趣进口餐桌,但在做决定前需要对此做进一步的了解LOGOPart TwoPart TwoSteps/ContentsTypical ExpressionsWe are regular buyers of mens shirts.我们是购买男士衬衫的老客户We are in the market for mens leather gloves.我们想购买男士皮手套4.Inviting a quotation or an offer(asking for a price list,a catalogue,samples and other terms,stating clearly your exact requirements)We would be pleased to receive your latest price list for stainless steel tableware.我们非常希望能收到贵方不锈钢餐具的最新价目单Please send us samples and quote us your lowest prices for the captioned goods.请就标题商品给我们寄样品和报最低价LOGOPart TwoPart TwoSteps/ContentsTypical Expressions4.Inviting a quotation or an offer(asking for a price list,a catalogue,samples and other terms,stating clearly your exact requirements)Would you please supply us with a complete set of catalogues for textile accessories so that we may make a choice?能否请您给我们提供一整套纺织品配件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.请传真向我们报最低价并注明包装规格可供数量折扣和最早的交货期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LOGOPart TwoPart TwoSteps/ContentsTypical ExpressionsWe would like to know if you allow discounts.我们想知道贵方是否给我们折扣Would you let us know what a discount you can give for an order exceeding 1000 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 expressions.We hope that your price will be workable and that our business will result to our mutual advantage.希望贵方的价格能做得开,交易可以在互利的条件下达成LOGOPart TwoPart TwoSteps/ContentsTypical Expressions5.Stressing the point that the quotation or offer should be reasonable and competitive;Stating the possibility of placing an order and expectation of an offerYou must take into consideration when quoting a price that we may place regular orders for large quantities.你们在报价时要考虑到我们会经常性地大量订购If your prices prove reasonable and satisfactory,we will soon 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LOGOPart TwoPart TwoSteps/ContentsTypical ExpressionsPrices provided should be acceptable/reasonable.前提是价格便宜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2007年10月10日前告知我方,以便我方及时下订单?See also Unit 2 for other expressions.LOGOPart TwoPart TwoSteps/ContentsTypical ExpressionsFor letters in reply to inquiries1.Expressing your thanks for inquiriesSee also Unit 2.2.Stating that you are glad to enclose/send.to the addressees or explaining the nostock situation and assuring that you will revert to it once a supply becomesavailableWe have much pleasure in enclosing a quotation sheet for our products and trust that their high quality will convince you to place a trial order.很高兴附上我们产品的报价单相信我们产品的高质量能使贵方试订We are enclosing our latest catalogue and price list giving the details you asked for.现附上有你们所需详细情况的最新目录与价目单LOGOPart TwoPart TwoSteps/ContentsTypical ExpressionsWe very much regret that we are unable to supply you the small quantity you require.很遗憾由于贵方所订数量太少,我们无法供货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Owing to heavy orders,we regret being unable to meet your requirement for the time being.由于订单甚多,目前暂不能满足您的需要,很抱歉See also Unit 2 for other expressions.LOGOPart TwoPart TwoSteps/ContentsTypical Expressions3.Indicating the advantages and the details of the goods you offer We are confident that you will find our products the finest on the market and considerably better than those of our competitors.我们坚信,贵公司会认为我方的产品是市场上最好的,大大优于竞争对手的产品The samples we sent will convince you of the excellent quality of our products.寄去的样品会使贵方相信我方的产品质量上乘This is the best offer we can make and we believe that none of our competitors can equal these terms.这是我们能做到的最低报盘我们相信竞争者中没有一家能提供一样的条件LOGOPart TwoPart TwoSteps/ContentsTypical Expressions4.Stating the terms and conditions of the transaction you can acceptThe price is.我们的价格是Our terms of payment are.我们的付款条件是We can usually deliver within three weeks of receiving an order.我们通常在收到订单后三个星期内交货A reply to inquiries usually means an offer,so please see also Unit 4 for other expressions.5.Expressing your expectation We hope you will find our quotation satisfactory and look forward to receiving your order.希望您对我们的报价满意并期盼您的订货 We look forward to doing business with you.期待着能与贵方做生意 See also Unit 2 for other expressions.LOGOPart ThreePart ThreeExpressions (1)1.take/have/feel/be interest in.对感兴趣2.be in the market for.,be desirous of.,desire 想购买,想要3.make/send sb.an inquiry for.,inquire(for).询购4.illustrated catalogue 带有图片说明的目录表5.Please state terms of.请说明的条款6.This is in reply to ones inquiry of.兹答复某人的询盘7.date of delivery 交货期8.lowest/best price 最低价;favorable price 最优惠价;rock-bottom price 底 价;competitive price 竞争价;reasonable price 合理价9.place an order with sb.for sth.向某人订购某物10.regular order 定期购买;regular supply 定期供应LOGOPart ThreePart ThreeExpressions (2)11.special discount 特别折扣12.bulk buying 大量购买13.available from stock 有存货的14.make/cable sb.an offer for.就商品给某人报盘;给报盘15.up-to-date/latest price list 最新价目表16.as specified below 下列17.steady demand 稳定的需求18.ready market 现成的市场;成熟的市场19.the taste of the market 市场需求/品味/偏好20.be under offer,be on sale (商品)在出售中LOGOPart ThreePart ThreeTypical Sentences (1)1.Will you please send us your illustrated/latest catalogue and full details of your prices and terms of payment,together with samples 2.Please send me a description of your electric hedge trimmers.3.We would be pleased if you send us your lowest quotation for the following:4.A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods,as specified below,for which you are requested to make an offer.5.We have pleasure in informing you that we are interested in your plastic kitchenware and would like you to make us an offer.6.We have an inquiry in hand for a large quantity of Bitter Apricot Kernels.7.We understand that there is a good demand for glassware in your market,and take this opportunity of enclosing our quotation No.1338 for your consideration.LOGOPart ThreePart ThreeTypical Sentences (2)8.We are sending you by airmail a small sample.A copy of the relative description leaflet is enclosed.9.Will you please send us your catalogue together with a detailed offer10.Please inform us of the prices of the products that you can supply.11.Wed like to have your lowest quotations CIF Vancouver.12.We have seen your advertisement in Chinas Foreign Trade and would be glad if you will send us the particulars of bed sheets and pillowcases.13.You must take into consideration when quoting a price that we may place regular orders for large quantities.14.Kindly let us know the prices and quantities of the best refined sugar you are able to deliver to us.LOGOPart ThreePart ThreeTypical Sentences (3)15.We have ready buyers of these commodities and if your prices are com-petitive,we have every reason to believe that we can place large orders with you.16.We would be pleased if you would let us have a list of items that are imported by you.17.We have an importer inquiring for woolen blankets and would like to obtain a catalogue,and price list together with the samples as soon as possible.18.We would be much obliged if you could quote us the best CIFC5%Shanghai and indicate the respective quantities and various sizes that you could supply for prompt shipment.19.Please let us know on what terms you can supply the above goods.20.If you are in a position to meet our demand,we will place a large order with you.LOGOPart FourPart FourSample 1 (1)A General Inquiry United Textiles Ltd.York House:Lawton Street Liverpool:ML3 2LL England Tel:.Fax:.E-mail:.Our Ref:CT-GZ Your Ref:September 16,2007Guangdong Textiles Import&Export Corporation779 East Dongfeng Road，GuangzhouChina LOGOPart FourPart FourSample 1 (2)Dear Sirs,Messrs.Brown&Clark of this city inform us that you are an exporter of all kinds of cotton bed sheets and pillowcases.We would like you to send us details of your various ranges,including sizes,colors and prices,and also samples of the different qualities of material used.We are large dealers1 in textiles and believe there is a promising market2 in our area for moderately3 priced goods of the kind mentioned.When replying,please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items.Prices quoted should include insurance and freight to Liverpool.Yours faithfully,United Textiles Ltd.ManagerLOGOPart FourPart FourGuangdong Textiles Import&Export Corporation779 East Dongfeng RoadGuangzhou,ChinaTel:.Fax:.E-mail:.Our Ref:GD 2007(8)Your Ref:CT-GZSeptember 22,2007United Textiles Ltd.York House,Lawton StreetLiverpool,ML3 2LLEnglandA Reply to the Letter of Sample 1Sample 2 (1)LOGOPart FourPart FourDear Sirs,We are very pleased to receive your inquiry of September 16 and enclose our illustrated catalogue and price list giving the details you ask for.Also by separate post1 we are sending you some samples and feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price.On regular purchases for quantities of not less than 100 dozen of individual items we would allow you a discount of 2%.Payment is to be made by irrevocable L/C at sight2.We invite your attention to our other products such as table-cloths and table napkins,details of which you will find in the catalogue,and look forward to receiving your first order.Yours sincerely,Guangdong Textiles Import&Export CorporationManagerSample 2 (2)LOGOPart FourPart FourBradley&Bros Plc.18 West Way,Runcorne Cheshire,U.K.Tel:.Fax:.E-mail:.Our Ref:Your Ref:August 8,2007Guangdong Light Industries Products Import&Export Corporation779 East Dongfeng Road,Guangzhou,P.R.ChinaSample 3 (1)A Specific InquiryLOGOPart FourPart FourDear Madam or Sir,We have noticed from your advertisement in 1 that you export large quantities of cushions2 to European markets.Being specialized in this line for a long time,we are well connected with3 many customers in our country.At present,we are interested in back cushions fine in quality and low in price.It would be highly appreciated if you could send us some brochures and samples for our reference and quote your lowest price on CIF basis including our 3%commission.Should your goods prove satisfactory and the price be found competitive,you may expect substantial orders from us.We are looking forward to your early reply.Yours faithfully,Jean BeanManagerSample 3 (2)LOGOPart FourPart FourGuangdong Light Industries Products Import&Export Corporation779 East Dongfeng Road,Guangzhou,P.R.ChinaTel:.Fax:.E-mail:.Our Ref:Your Ref:August 15,2007 Mr.Jean BeanManagerBradley&Bros Plc.18 West Way,Runcorne Cheshire,U.K.Sample 4 (1)A Reply to the Letter of Sample 3 LOGOPart FourPart FourDear Mr.Bean,Your inquiry of August 8,2007,has been well received.Thank you very much for your interest in our cushions.We are enclosing samples and a price list of back cushions giving the details you asked for1.We feel confident that you will find the goods both excellent in quality and reasonable in price.Yours sincerely,Ms.WangSales ManagerEncls:as statedSample 4 (2)LOGOPart FivePart Five1.Put the following English into Chinese.(1)Beginning Training带有图片说明的目录表(1)illustrated catalogue(2)date of delivery交货期(