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Unit 3 Enquiries

Unit 3 Enquiries


II． For the opening sentences of enquiry letter
1. We have an inquiry for large quantities of … 2. We have an inquiry for 600 dozen silk handkerchiefs. 3. We have recently closed a 3-year contract for the supply of...
3.3 Guidelines for replying Enquiries
The replying letters should be answered fully, promptly and courteously. Thank the writer of the enquiry for the letter in question Supply all the information requested and don‟t forget to “sell”your products. Provide additional information, not specifically requested by the customer, so long as it is relevant. In case the required goods are not available, explain the situation and introduce some other substitutes. Conclude with one or two lines encouraging the customer to place orders and assuring him or her of good service.
Unit 3 Enquiries and Replies

Unit 3 Enquiries and Replies

• (5) If an unfamiliar reader, try to personalize your letter like the one between friends.
• (6) Use courtesy words.
询盘采用的主要词句： Please advise…… Please quote……. Please offer … ….
• 询价（Inquiry）是指交易一方欲购买或出售某种 商品，问另一方发出的探询买卖该商品及有关交 易条件的一种表示。
• In a General Enquiry(一般询价), a businessman states
clearly all the information he needs---- general information, a catalogue目录, or price list报价单, a sample样品or sample book样本，illustrated photo prints图片, etc.
• In a Specific Enquiry(具体询价), he points out what product(s) he wants. He may ask for a catalogue目录, a price list报价单, sample样品, etc., or ask for an offer报 盘.（）the name of the commodity商品名称、the specifications规格、the quantity数量、the unit price FOB… CIF…单价、 the time of shipment装船期、the terms of payment付款方式）
interested in....
Unit 3 enquiry, offer , counter-offer (useful sentences)

Unit 3 enquiry, offer , counter-offer (useful sentences)

quote, offer1.we’d rather you quote us your CIF price.2.would you give us an offer for Item No.6?3.we want to find out if Article No.1 is available.4.do you quote FOB or CIF?5.would you give us an offer for Art. No. 6 CFRC5% London?6.when is the earliest date of shipment you could make?7.we often quote on FOB basis.8.we can quote you a price of USD 3 per piece.9.our goods are quite competitive in price.10.our offer is open/valid/firm/effective/good for three days.11.we can offer you 10,000 pieces of Art. No. 17 at US $70 per piece CFR Londonfor shipment in May.12.this offer is inclusive of your commission of 3%.13.we offer you firm for three days on FOB basis.Offer, counter-offer1. we are surprised to find that your price is 25% higher compared with other companies.2. as the market is advancing, your suggested price is rather on the low side. up to now we cannot see our way clear to entertain your counter offer,3. much to our regret, we are unable to entertain your offer because the specifications you quoted do not meet our clients’ requirements.4. while thanking you for your offer of yesterday, we regret being unable to accept it as the time of delivery is too distant. In our letter of enquiry, we have stated that the time of delivery is of utmost importance.5. in compliance with your request, we are now offering you 2,000 dozen Men’s Shirts at USD 60 per dozen CIF San Francisco, September shipment. This offer is subject to our final confirmation.6. we regret that your prices are too high for the market.7. we feel regretful that we can’t accept your offer, for we are purchasing the products of the same quality from other suppliers at a price 5% lower than yours.8. we regret to say that we can’t come to terms unless you reduce your price by 4% because of the declining market.9. we are sorry that we can’t reduce the price any more as there is little profit in the market for such goods now.10. with a view to expanding the market in your place, we have offered the lowest prices, which leave us only small profit.11. in reply to your letter of May 10, we take pleasure in making you an offer for the goods required.12. as you are not familiar with the quality of the product, we recommend buying a small quantity for trial.13种常用贸易术语:1. EXW ( Ex Works) 工厂交货2. FCA (Free Carrier) 货交承运人3. FAS (Free Alongside Ship) 装运港船边交货4. FOB (Free on Board) 装运港船上交货5. CFR (Cost and Freight) 成本加运费6. CIF (Cost Insurance and Freight) 成本加运费加保险费7. CPT (Carriage Paid to) 运费付至8. CIP (Carriage and Insurance Paid to) 运费,保险费付至9. DAF (Delivered at Frontier )边境交货10 DES (Delivered Ex Ship ) 目的港船上交货11. DEQ (Delivered Ex Quay )目的港码头交货12. DDU (Delivered Duty Unpaid )未完税交货13. DDP ( Delivered Duty Paid) 完税后交货Ex: 在…交货。

Unit 3inquiry (2学时)

Unit 3inquiry (2学时)


on the point of executing
be on the point of doing sth., be about to do sth. I was on the point of communicating with him by paper. On being sent to hospital, he was on the point of breathing his last. It started raining when I was on the point of leaving home. The film is on the point of completion.
enquire
1. enquire for 询购某物 The goods you enquire for are out of stock. 2. enquire about 打听某事 They have enquired about the possibility of the sale of their products. I want to enquire about the quantity you require for next quarter. 3. enquire into 调查；了解 It’s our duty to enquire into this matter. The whole matter has to be enquired into.
Status
status n. position, condition credit/financial status inquiry / enquiry n. a request for information on the supply of certain goods We are pleased to have your enquiry for our car. We will send you our offer and samples on receipt of your specific enquiry.
外贸英语函电unit3Enquiries

外贸英语函电unit3Enquiries


Strategies and Techniques for Counteroffer
Use concessions strategically
Be prepared to make concessions in areas that are less important to you in order to secure a better deal in areas that are more important.
Politeness
Use polite language and a friendly tone to create a positive impression.
Tips and strategies for responding to inquiries
Example analysis: Successfully replied to inquiry
02
Inquiries and Replies
VS
An inquiry is a request for information or clarification regarding a product, service, or other business matter.
Classification
01
introduction
Purpose and background
The purpose of this unit is to introduce the concept and importance of inquiries in foreign trade, as well as to provide guidelines for writing effective inquiries in English.
外贸英语函电第3章：Enquiry

外贸英语函电第3章：Enquiry


New Words & Expressions
3. quotev. 报价 quote sb. a price for (or: on) sth. 报给某人某种商品的价格
Please quote us your lowest prices for persona3. End the letter by expressing the expectation for an early reply.
Useful Information
Generally an enquiry includes many parts:
✓the name of goods ✓quality ✓quantity ✓terms of price ✓terms of payment ✓time of shipment ✓packing methods, etc.
Unit Three
Enquiries
Objectives
To learn basic knowledge of enquiry. To learn useful terms and expressions for making enquiries.
To practice writing letters of enquiry.
If you allow us 5% discount, we will order 5,000 dozen. 如果你方给予5%的折扣，我方将订购5000打。
New Words & Expressions
7. discount n. 折扣，折价，贴现 allow/give/make/grant …% discount off (on) the prices of goods 按货价给予……%的折扣
unit3 Enquiry

unit3 Enquiry


Business Letters
Caution:
In providing a credit profile, we do not assume any part of the viewer’s business risk and do not guarantee the accuracy, completeness, or timeliness of the information.
• Foreign commercial Counselor’s office in china; • Chamber of Commerce; • Business Directories;
• Professional inquiry agencies.
• Business partners of the exporters
Business Letters
This is a short and simple letter of enquiry for you to get acquainted with the general form.
• Penang, June 20, 2000
Dear Sirs,
We are in the market for Melon Seeds of the first and second grade, and should be appreciated if you let us have your offers with some representative samples by airmail. When offering the seeds, please state the earliest possible time of shipment and quantities available.
Unit 3 Enquiries and Replies

Unit 3 Enquiries and Replies


询盘可分为
• • General enquiry 一般询盘 Specific enquiry 具体询盘
General enquiry 一般询盘 这种询价并不一定立即接触具体交易，一般属 摸底性质，通常是买方向卖方询问产品的一般信 息。其内容包括：1）请寄某种商品的样品、目 录及价格表；2）探寻某种商品的品质、价格、 数量、交货期等。 Specific enquiry 具体询盘 请求对方报盘，也就是说，买方已经准备购买某 种或某几种商品，或已有现成买主，请卖方就这 一商品报价。
Price: 如果跟对方谈价格，表示出优惠时， 一般会用到以下的几 种表达法： competitive（竞争的） suitable/reasonable/in line（合适的） favourable(优惠的） workable(可行的） realistic( 实在的）
• 4. representative [repri'zentətiv] • n. 代表, 众议员, 典型 • That representative brought forth an amendment to the press law.
Inquiries and Replies
Chapter Three
询盘及答复
Objectives 通过本章的学习，大家需掌握:
询盘的定义及种类
询盘信函的撰写
询盘信函中常用的专业词汇及句型
Definition of an enquiry: An enquiry is a request for information. In the international business, the importer may send an enquiry to an exporter, inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods.
Unit 3Enquiry《外贸英语函电》PPT课件

Unit 3Enquiry《外贸英语函电》PPT课件

with a range of samples of the various skins used in the manufacture of our gloves and shoes.We think the colors will be just what you want for the fashionable trade，and the beauty and elegance of our designs，coupled with the superb workmanship，should appeal to the discriminating buyers.
Unit 3 Enquiry
Text
Байду номын сангаас
A
Dear Sirs， We learn from the British Embassy that you are producing for
export hand⁃made shoes and gloves in pure hide and other natural materials.
We look forward to receiving an order from you. Yours faithfully，
Text
B
Dear Sirs， We have received your letter of March 11 inquiring about the
possibility of selling your Men's Shirts，Gold⁃deer Brand in our market.
your interest in our products. We are glad to tell you that we are in a position to supply the items enquired
Unit Three Enquiries

Unit Three Enquiries


Language points
1. Useful terms and expressions:
( Letter 6)
(1) Enclosed are… : we enclose (2) Please note that… : 请注意… (3) supply from stock : 从库存中供应，有现货供应 (4) handle : deal in (5) under separate cover (6) be available from stock : can be supplied from stock (7) at your end : in your place, on your side (8) refer to : refer to sth.参考，查阅； refer to sb.询问
ቤተ መጻሕፍቲ ባይዱ
Pre-text questions
1. How to understand “make enquiries”?(询盘) 2. What is “specific enquiry” ? 3. What is “general enquiry” ?
Pre-text questions
Q1: How to understand “make enquiries”?
A: If a buyer intends to buy some goods, he often writes a letter to the seller to get information about the price, samples, catalogues, discount, delivery date, terms of payment and other terms.
Unit3 Enquiry

Unit3 Enquiry


Sample letter: first enquiry
Dear sirs, We are interested in all your products, could you please send us more informaiton and samples about your products and price lists? Yours faithfully,
பைடு நூலகம்
Sample letter: general enquiry
Dear sirs, We learn fro mABC Co.Ltd.New York that you are a leading exporter in your country. We are, at present,very much interested in importing your goods, and would appreciate your sending us catalogs,sample books or even samples if possible.Please give us detailed information of CIF prices,discounts,and terms of payment. We hope this will be a start for long and profitable business relations. Yours faithfully,
Dear Sir /Madam, Thank you for your enquiry at . We are professional supplier for plush toys at competitive prices, located in Nanjing,jiangsu Province.Here is the attachment with some pictures of our products that may suit your requirements.For more,please check our website,and select the products that you are interested in. We have great interest in developing business with you.Should you have inquiries or comments,we would be glad to talk in details through MSN:lily@,mails or any way you like. Best regards,

unit 3 Enquiries and Replies

Commission n. 佣金
关于佣金的一些习惯说法： 1）百分之几佣金可说： a commission of…%或…% commission 2）你方/我方百分之几佣金可说： your/our commission of …% 或your/our …% commission 3）两笔佣金或几笔佣金不可说：two or several commissions 应该说：two or several items of commission 4) 一切佣金或各项佣金：all commissions 5) draw (receive) a commission of 5% on each sale 在每笔生意中抽取 (收取)5%的佣金
4
1) An example of an inquiry from the buyer may be: “ we are interested in ordering from you 100 Flying Pigeon Brand Bicycles and shall be pleased if you will kindly cable us your lowest offer Karachi inclusive of our commission of 3%. When quoting, please state your terms of payment and time of shipmeric Heaters
17
Dear Sirs, We are interested in your electric heaters, particularly Model B, for use in offices and shall be glad if you will send us a copy of your illustrated catalogue and current price list. If your products agree with the taste of our market, we feel confident of placing regular orders. Faithfully yours,

Unit Three Enquiries and Replies


10．popularity n. 普及、流行、声望 11．favorable a. 赞成的、有利的、赞许 的、良好的、讨人喜欢的、起促进作用 的 12．issue n. (报刊等)期、号 13．discount n. 折扣 14．deliver v. 分娩、送货、交付、提供
15．provided（常与that连用）conj. on the condition; if 在……的条件下；如果 倘若，亦作 providing（that） 16．Christmas rush 圣诞节的购物潮
Ⅱ. Replies to enquiries
If the enquiry is from an old customer, say 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 lasting friendly business relationship. If the products enquired about are out of stock, you should explain the situation.
issue [5isju:] n. 出版、发行、(报刊等) 期号 bed-sheet n. 床单 pillowcase n. 枕套 brochure [brEu5FjuE] n. 小册子 discount [5diskaunt] n. 折扣 deliver [di5livE] vt. 递送,交付 leading [5li:diN] a. 领导的、第一位的 provided [prE:5vaidid] conj. 倘若 assure [E5FuE] vt. 确告、保证、担保 cooperation [kEu7CpE5reiFEn]n. 合作、协作

外贸英语函电3咨询、旬盘及回复


6.quality n. 质量 adj.高质量的 质量, Quality is the essence of this order. 质量是这笔订货的关键。 This is a quality product. 这是一种高质量的产品。
平均质量 精选的质量 最好的质量 average quality choice quality best quality 一般水平以上的质量 above the average quality 一般水平以下的质量 below the average quality 尚好的质量 大路货 fair quality fair average quality(F.A.Q) 次质量 低质量 inferior quality low quality
询价的回复
在回复询价时一定要及时认真，因为每接收到一 封询价信，就意味着有了做成交易的机会。即使一时 没货，也不要置之不理或者简单的说句“无货”了事。 要采取积极主动的态度，有礼貌地、得体地作出回复。 注：假如不能提供对方感兴趣的商品，暂时无货的， 假如不能提供对方感兴趣的商品，暂时无货的， 可以在交货期上做文章，长期无货的， 可以在交货期上做文章，长期无货的，可以向对方 推荐类似的产品。 推荐类似的产品。 Could you accept delivery in July or September? May I draw your attention to item 14?
5.(a) under separate cover =by separate post =by separate mail 另封，另邮寄 We are mailing you, under separate cover, photographs of the ordered goods. 我们另寄你所订货的照片。 (b) under cover=herewith 随函 We are sending you under cover a copy of our price list.= We are enclosing(herewith) a copy of our price list.随函寄去我方价目表一份。

Unit 3 Enquiry and reply


Words & Expressions
1. enquiry (enquiry) n. 询盘，询价 询盘， ) make (or: send, give, fax) sb. an enquiry for ) sth. 向某人询购某种商品 We thank you for your enquiry for sunflower seeds. 我们感谢你方有关向日葵籽的询盘。 我们感谢你方有关向日葵籽的询盘。 At present, there are large enquiries for our “Cool” Brand Air Conditioner in our market. 目前，我们市场有大量对我“凉爽”牌空调的询盘。 目前，我们市场有大量对我“凉爽”牌空调的询盘。
be interested to do sth. 对做某事感兴趣 They are interested to export Hand-Embroidered Silk Scarf. 他们对出口手绣丝围巾感兴趣。 他们对出口手绣丝围巾感兴趣。 interest n. 兴趣 We have/take/feel no interest in the terms of payment on D/A basis. 我们不想用 我们不想用D/A的付款条件。 的付款条件。 的付款条件 interest v. 使…感兴趣 感兴趣 The garments on display at the fair were attractive, especially their fashionable styles interested the visitors very much. 交易会上展出的服装很吸引人， 交易会上展出的服装很吸引人 ， 特别是时尚的款 式令参观者非常感兴趣。 式令参观者非常感兴趣。
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• General inquiry • Specific inquiry
Business Letters
first enquiry
• A "first enquiry", that is an enquiry sent to a supplier whom you have not previously dealt with, should begin by telling him how you obtained his name. Some details of your own business, such as the kind of goods handled, quantities needed, usual terms to trade and any information likely to enable the supplier to decide what he can do for you, will also help.
• An enquiry, made by importers, normally shall include trading terms, delivery time, company brochure, price catalogue, sample availability, etc.
Business Letters
Credit inquiries ensure that you are dealing with trustworthy importers.
Business Letters
Methods of making a credit inquiry
• Bank reference;
• Chinese Commercial Counselor’s office in foreign countries;
Business Letters
Specimen 1 General enquiry Dear Sirs, We learn from the advertisement in China Trade Directory that you are making toys for export. We are quite interested in your products. Would you please send us as soon as possible your illustrated catalogue and the latest price list, together with any samples you can let us have. We are given to understand that you are able to supply large quantities at attractive prices. For your information, there is a steady demand here for Chinese toys of high quality. Sales are not particularly high, but good sales and price can be obtained for fashionable designs. We are looking forward to receiving your immediate reply. Yours truly, Ellen Glance
Business Letters
Structure of inquiry letters
—To tell where you learned the company and its products and your interest in them;
—To describe your specific needs, wants or trading terms —share the information with your partner of potential market, price, etc. and expect an early reply. (optional)
Unit 3
Inquiries & Replies
Business Letters
What is the inquiry
• An inquiry is a request for product information before placing an order with a prospective exporter.
Business Letters
Caution:
In providing a credit profile, we do not assume any part of the viewer’s business risk and do not guarantee the accuracy, completeness, or timeliness of the information.
• Foreign commercial Counselor’s office in china; • Chamber of Commerce; • Business Directories;
• Professional inquiry agencies.
• Business partners of the expor
A type of specific inquiry –credit inquiry
A credit enquiry is an examination of an importer’s or the exporter’s credit history, aiming to obtain information such as the financial position, credit, reputation, business conduct, payment methods of your prospective trading partners.