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Unit 3 Enquiries and Replies,,1,Enquiry(詢盤、詢價(jià)): 通常是由買方發(fā)出，請求對方提供價(jià)格表（price list）、商品目錄（catalog）、樣品（sample）、款式（pattern）、型號(hào)（model)。 在許多情況下，買方將詢價(jià)信函與建立業(yè)務(wù)關(guān)系的信函融為一體。 種類：一般詢價(jià)（general enquiry）、具體詢價(jià)(specific enquiry),購貨商應(yīng)清楚的表明自己所需要的包括一般信息、產(chǎn)品目錄或價(jià)目表，以及樣品簿等有關(guān)內(nèi)容。,,,應(yīng)指出所要購買的產(chǎn)品名稱。既可以所要產(chǎn)品目錄、價(jià)格表和樣品，也可以尋求報(bào)盤。,2,詢價(jià)函的內(nèi)容一般只要包括三個(gè)重點(diǎn)即已足夠。 （一）從何處知道該項(xiàng)產(chǎn)品 1、收到對方（賣方）寄來的D.M.（Direct Mail即Sales letter 推銷信）。 2、從報(bào)章或雜志上看到對方所刊登的廣告。 3、經(jīng)由第三者的介紹得知。 4、在某展覽會(huì)場看到對方所展示的產(chǎn)品。 （二）希望收到對方的詳細(xì)目錄、價(jià)目表、樣品及其它說明資料。 （三）詢問可以給予的折扣條件及要求的支付條件。 最后，友好的結(jié)尾。,3,詢價(jià)的回復(fù) 在回復(fù)詢價(jià)時(shí)一定要及時(shí)認(rèn)真，因?yàn)槊拷邮盏揭环庠儍r(jià)信，就意味著有了做成交易的機(jī)會(huì)。即使一時(shí)沒貨，也不要置之不理或者簡單的說句“無貨”了事。要采取積極主動(dòng)的態(tài)度，有禮貌地、得體地作出回復(fù)。,注：假如不能提供對方感興趣的商品，暫時(shí)無貨的，可以在交貨期上做文章，長期無貨的，可以向?qū)Ψ酵扑]類似的產(chǎn)品。 Could you accept delivery in July or September? May I draw your attention to item 14?,4,1.sample n.樣品 1) We have forwarded you by separate airmail 2 lbs sample of this material. 我們已空郵寄這種商品的樣品2磅。 2) Quality must be up to sample . 質(zhì)量必須完全樣品相同。 3) The sample is for reference only. 樣品僅供參考。 as per sample counter sample sample post 按照樣品 反樣、對等樣品 樣品郵寄 full range of sample sample book 全套樣品 樣品冊 注意：在表示“……的樣品”時(shí)，常接介詞of或for,一、General Enquiry and Reply,5,2.price 1）n.價(jià)格 a. Business is possible if you can raise(lift, improve) the price by 5%. 如你方出價(jià)能提高5%，可能成交。 b.Business is possible if you can reduce (cut, cut down, lower) the price to ￡… 價(jià)格上漲 advance boost increase jump 價(jià)格下跌 decline go down drop fall,6,1競爭價(jià)格 2優(yōu)惠價(jià)格 3合理的價(jià)格 competitive price favorable price fair price 4毛價(jià) 5 凈價(jià) 6單價(jià) 7總價(jià) gross price net price unit price total price 8批發(fā)價(jià) 9零售價(jià) 10打過折扣的價(jià)格 wholesale price retailer price discount price 11半價(jià) 12最高價(jià)格 13最低價(jià)格 half price top price floor price 14計(jì)件價(jià)格 15 價(jià)格補(bǔ)貼 16收購價(jià)格 piece price price support purchasing price,關(guān)于價(jià)格的基本詞匯,7,2）V. 開價(jià)，定價(jià) Please price your offer as low as possible. 請盡可能報(bào)低價(jià) The goods are priced too high. 此貨定價(jià)太高 The new product of ours is moderately priced. 我們的這項(xiàng)新產(chǎn)品定價(jià)適度,8,3.discount 1) n. 折扣：貼現(xiàn) The highest discount we can allow (or give, make, grant) on this article is 10%. 我們對這項(xiàng)商品最多只能打九折。 We allow you a 10% discount.(a discount of 10%) You earn a 10% discount. at a discount(AAD) 折扣 adj. Many articles are reported to be selling at a discount. 據(jù)報(bào)道，有許多商品按低于正常價(jià)格出售。,9,2）discount v. 貼現(xiàn)，打折扣 Bills can be easily discounted in London. 匯票在倫敦貼現(xiàn)毫無困難。 If you can discount your price by 10%, we are ready to take 300 bales. 如果你方價(jià)格能予以九折處理，我方樂于接受300包。 注：discount 和 commission的區(qū)別：前者是賣方給的優(yōu)惠折扣，后者是賣方給代理商或中間商的傭金。,10,4.terms of payment 支付條件 在國際貿(mào)易中，付款時(shí)間分為3種： 1）交貨前付款（payment before delivery） 2）交貨時(shí)付款（payment as delivery） 3）交貨后付款（payment after delivery） 支付方式有幾下幾種： 1）匯款 Transfer Mail Transfer M/T 信匯 Telegraphic Transfer T/T 電匯 Banker’s Demand Draft D/D 票匯,11,2）托收 Collection Documents against Payment D/P 付款交單 Documents against Acceptance D/A 承兌交單 3）信用證 Letter of Credit L/C Irrevocable Letter of Credit 不可撤銷信用證 Confirmed Letter of Credit 保兌信用證 Revolving Letter of Credit 循環(huán)信用證 Documentary Letter of Credit 跟單信用證 Clean Letter of Credit 光票信用證 Sight Letter of Credit 即期信用證 4) 分期付款 instalment payment,12,5.(a) under separate cover =by separate post =by separate mail 另封，另郵寄 We are mailing you, under separate cover, photographs of the ordered goods. 我們另寄你所訂貨的照片。 (b) under cover=herewith 隨函 We are sending you under cover a copy of our price list.= We are enclosing(herewith) a copy of our price list.隨函寄去我方價(jià)目表一份。,13,6.quality n. 質(zhì)量, adj.高質(zhì)量的 Quality is the essence of this order. 質(zhì)量是這筆訂貨的關(guān)鍵。 This is a quality product. 這是一種高質(zhì)量的產(chǎn)品。,14,平均質(zhì)量 精選的質(zhì)量 最好的質(zhì)量 average quality choice quality best quality 一般水平以上的質(zhì)量 above the average quality 一般水平以下的質(zhì)量 below the average quality 尚好的質(zhì)量 大路貨 fair quality fair average quality(F.A.Q) 次質(zhì)量 低質(zhì)量 inferior quality low quality,15,7.quantity n.數(shù)量，打量，多批（用復(fù)數(shù)） We can supply any reasonable quantity of this goods。 對這種商品我們能供應(yīng)任何適當(dāng)?shù)臄?shù)量。 This is the maximal quantity we can offer at present. 這是我們目前所能報(bào)的最大數(shù)量。 We are prepared to purchase a shipment quantity of this material. 我們準(zhǔn)備購買數(shù)量夠一次裝運(yùn)的這種商品。 If you cannot arrange entire quantity, please offer us at least half. 如果你方辦不到全數(shù)，請至少報(bào)給我們半數(shù),16,關(guān)于數(shù)量的表述： 1.追加數(shù)量 2.相應(yīng)的數(shù)量 additional quantity corresponding quantity 3.最大數(shù)量 4.最小數(shù)量 maximum quantity minimum quantity 5.大數(shù)量 6.小數(shù)量 considerable quantity small quantity 7.中等數(shù)量 8.總數(shù)量 moderate quantity total quantity 9.夠裝運(yùn)的數(shù)量 shipment quantity,17,8. Order 1）n. 訂單，訂購，所訂的貨 We accept the order subject to payment in advance. 如果預(yù)付貨款我們就可以接受訂貨。 Please do not send any remittance until the order is confirmed. 在未確定訂單以前，請勿將款匯來。 We expect to ship your order sometime next week. 我們預(yù)計(jì)在下周內(nèi)裝運(yùn)你方所訂的貨 表示所訂的商品時(shí)，名詞order一般后接for或of,18,2）v. 訂購，訂 If you order immediately, we can probably arrange 5000 cases. 如你方立即訂貨，我方可能安排5000箱。,19,accept an order be on order 接受訂單 已訂購 block order cancel an order 整批預(yù)定 取消定貨 carry out an order confirm an order 執(zhí)行訂單 確認(rèn)訂單 decline an order goods on order 謝絕訂貨 訂購貨品,20,8.assure 向……保證，使確信 1) assure sb. of sth. 2) assure sb. that 3) be assured of sth 4) be assured that,21,二、Specific Enquiry and Reply 1. quote v. 報(bào)價(jià) quotation n. quote sb a price for sth Please quote us your lowest price for walnut. 請向我方報(bào)核桃最低價(jià)。 有時(shí)也可以用： quote sb. for sth quote sb. a price,22,2. commission 傭金 明 傭：包括在價(jià)格內(nèi)的傭金，如USD1050 per M/T C.I.F. New York including commission of 3% 暗 傭：不在合同中列明 雙頭傭：指中間人從買賣雙方的一筆交易中同時(shí)收取傭金。這種情況往往是一邊拿明傭，一邊拿暗傭。 習(xí)慣用法： a commission of ……% 或 ……% commission 百分之幾的傭金 your/our commission of ……% 或 your/our……% commission 你方/我方百分之幾的傭金 two or several items of commission兩筆或幾筆傭金 all commission 一切傭金或各項(xiàng)傭金,23,3.Place an order with sb (for sth) 向訂貨… place a large order with sb for sth 向某人大量訂購某物 place a substantial order with sb for sth 向某人大批量訂購某物 We are glad to place an order with you for 50 tons Dried Potato Slices. 我們很高興向你方訂購五十噸干土豆片。,24,Practice Lessons,Translate the following sentences into Chinese:,We are enclosing herewith an inquiry sheet.,We are looking forward to receiving your inquiry at an early date.,盼早日收到你方的詢盤。,As soon as we have received your inquiry, we will immediately mail you the samples and offer you most favorable prices.,我們隨函寄上詢價(jià)單一份。,一俟收到你方的詢盤，我們即會(huì)寄上樣品并報(bào)最優(yōu)惠的價(jià)格。,If your quotation is competitive, we are ready to place orders of Men's Shirts.,如果你方報(bào)價(jià)具有競爭性的話，我們準(zhǔn)備訂購男式襯衫。,25,Please quote as requested in our inquiry sheet your lowest prices and state the earliest delivery date.,請按照我方詢價(jià)單報(bào)最低價(jià)并說明最早交貨期,If you are interested in our electronic products, please let us know with a specific inquiry.,如果你方對電子產(chǎn)品感興趣，請告知我方。,We are making you the following offer, subject to your reply reaching here within five days.,現(xiàn)報(bào)盤如下，以你方五日內(nèi)復(fù)到有效。,If you think this offer is acceptable to you, please cable us immediately for our confirmation.,如果你方認(rèn)為此報(bào)盤可接受，即來電以便我方確認(rèn)。,26,1.如果你方有興趣，請電告我方，說明所需數(shù)量。,If you are interested, please cable us and indicate the quantity you require.,2.我們對貴方發(fā)盤頗感興趣，不日內(nèi)將給予明確答復(fù)。,We find your offer interesting and shall give you our definite reply in a few days.,4.這是我方最新的價(jià)格表，你會(huì)發(fā)現(xiàn)我方價(jià)格具有競爭性的。,This is our latest price list. You will find our price is very competitive.,Translate the following sentences into English:,3.如果你方訂貨數(shù)量大，價(jià)格還可以進(jìn)一步考慮。,We can reconsider our price if your order is big enough.,27,敬啟者： 事由：紡織品 本公司是芝加哥最大的紡織品進(jìn)口商之一。我們希望與貴公司建立直接的貿(mào)易關(guān)系，發(fā)展我們兩國之間的貿(mào)易。 隨函附上第345號(hào)詢價(jià)單一份，盼望你方早日給我們報(bào)CIF芝加哥，包括我方百分之五的傭金。報(bào)價(jià)時(shí)，請說明最早的交貨期和可供數(shù)量。 倘若你方報(bào)價(jià)具有競爭性的話，我們打算大量成交。 早日答復(fù)，不勝感激。 謹(jǐn)上，,Practice Lessons,28,Dear Sirs, Re: Textiles This company is one of the largest textile importers in Chicago. We hope to establish direct business relations with you so as to promote trade between our two countries. We are enclosing an inquiry note No.345 and looking forward to receiving your quotation CIF Chicago inclusive of our commission of 5% at an early date. While quoting, please state the earliest shipment and quantity available. If your quotation is competitive, we are ready to place a large order with you. Your early reply will be much appreciated. Yours faithfully,29,1.請報(bào)你方最優(yōu)惠的上海CIF價(jià)，包括我方3%的傭金。 Please quote us your best price CIF Shanghai, inclusive of our 3% commission. 2.如果你方價(jià)格有競爭力的話，我們打算訂購30萬碼棉布。 Should your price be found competitive, we intend to place an order with you for 300,000 yards of Cotton Cloth 3.我方有一家客戶對貴國琴島海爾冰箱感興趣，請電開400臺(tái)倫敦到岸價(jià)4月船期的報(bào)盤。 One of our customers is now interest in the Qindao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April.,30,4.為了便于你方了解我方的產(chǎn)品，我們立即航寄樣品書兩份。 To enable you to have a better understanding of our products, we are sending you by air 2 sample books. 5.為答復(fù)你方4月28日詢價(jià)，隨函寄去我方最新價(jià)目單以供參考。 In reply to your enquiry dated April 28, we are now sending you our latest price list for you reference.,31,