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Review1、Wherecanweobtaininformationconcerningothercompany’snameandaddress?•Banks•Commoditiesfairs/thechambersofcommercial/commercialcounseller’soffice•Subsidiaries(branches)/businesspartner•advertisementsReview2、Whatarethefourstepsthereinanestablishingbusinessrelationsletter?•Sourceofhisinformation•Self-introduction•Theintention•Willingforestablishingbusinessrelations/referenceaboutcredit(financial)standing/promptreplyWordsandphrases•Dealer•Competitive/favour-ableprice•Credit/financialstanding•Available/notavailable•Readyseller/quickseller/quick-sellingproduct畅销品•Latest(illustrated)catalogue/pricelist•Enjoyagoodreputation(enjoygreatpopularityin)…享有盛誉•Instrictconfidence严格保密Wordsandphrases•Connectwith…•Makeadealwith…•Dealin(handle,beintheline)•Competewith(or:against)sb.in(for)sth.•With(in)regardto/asregards•Awiderangeof•Beinthemarketfor•Complywith(incompliancewith)依从…•Toacquaintsb.withsth•Fallwithin(liewithin，comewithin)thescope（frame）of……•assumenoresponsibilityassuresb.ofsth.Wordsandphrases•Lightindustrialproduct•ChineseChemicalsandPharmaceuticals•ChineseCottonPieceGoods•Householdelectricappliances•轻工业产品•中国化学医药品•中国棉布•家用电器Unit3EnquiriesandRepliesPointsforattention:1.询价或询盘是一种询问。按其内容可分为一般询盘（generalenquiry)和具体询盘（specificenquiry)一般询盘是买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等等。具体询盘是买主有做买卖的要求，指定商品要求卖主报盘。2.在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚，如价格、装期等等。在回信时，确保对方所询问题都给予了回答。3.如一买方与卖方初次联系，此买方需先作一自我介绍，如经营范围，所需货物等。如买卖双方是老客户，则询盘信就非常简单了。Howtowriteanenquiryletter•Abriefmentionofhowyouobtainedhisname.•Ageneralintroductionofyourowncompany.•Someindicationofdemandsforthegoodswhichhedealsin.•Detailsofwhatyouwouldlikehimtosendyou.•Aclosingsentencetoroundofftheenquiry.HowtoreplyproperlyAreplytoanenquiryisnormallyfairlybrief,politeanddirect.•Thankthebuyerforhisenquiry.•Supplyalltheinformationrequested,suchassamples,catalogue,pricelist,etc.•Sometimesproviderelevantadditionalinformation.•Concludewithoneortwolinesencouragingthebuyertoplaceorderandassuringhimofgoodservice.Letter1•Discountallow/give/grant/make…%discountoff(on)thepricesofgoods.按货价给予…折扣Eg.Thehighestdiscountwecanallow(give,make,grant)onthisarticleis10%.quantitydiscount:数量折扣cashdiscount：现金折扣atadiscount低于正常价，打折扣Assure向……保证，使确信Eg.Youmaybeassuredthatitwillreceiveourpromptandcarefulattention.•assuresb.ofsth./assuresb.that•Be(rest)assuredofsth./Be(rest)assuredthatLetter2（1）•Quote:报价quotation:报价；行情quotesb.apriceforsth.Eg:ThisisthebestpriceIcanquote(you)AllpricesarequotedinUSdollarsataspecialdiscountof40%•Termsofpayment:支付条款•Commission:n.佣金；委任，委托；委员会•Inclusiveof(=including)our5%commission包括我方5%的佣金•Acommissionof…%=…%commissioneg.1、draw(receive)acommissionof5%oneachsale.2、thepriceweofferincludesyour3%commission•Commissionagent/house/sale/brokerLetter2（2）•Wethinkthefirmmaysupplyyouwithmoredetailsofourcameras.•Wefeelconfidentthatyouwillfindthegoodsarebothexcellentinqualityandveryreasonableinprice.attractive/favourable/competitive/reasonablepricesLetter2（3-5）•Wewouldliketomentionthatifyourpriceisattractiveanddeliverydateacceptable,weshallplaceourorderwithyouimmediately.•Delivery(or:shipment)date(or:time)交货期•Promptdelivery(shipment)即期装运eg.Wewillonlyplacetheorderifyoucanpromisepromptshipment.•Placeanorderwithsb.:向…订货Wearegladtoplace(book)anorderwithyoufor100tonsofDriedPotatoSlices(干土豆片）•Placeregularorders:定期订购excises•1、请报你方最优惠的伤害到岸价，包括我方3%的佣金。•PleasequoteusyourbestpriceCIFshanghai,inclusiveofour3%commission.2、Sincethecompetitionoftextilesisverykeeninourmarket,itisnecessarythatyouquoteusrock-bottomprices.由于纺织品在我方市场竞争激烈，你方有必要报最低价。3、如果你方价格有竞争力的话，我们打算订购30万码棉布。Ifyourpricesarecompetitive,weintendtoplaceanorderwithyoufor300,000yardsofcottoncloth.4、Weshallplacesubstantialorderswithyouprovidedyournewproductsareexcellentinqualityandcompetitiveinprice.只要你方产品质量优良，价格有竞争性，我们将向你们大量订购。5、兹复你方3月28日函，我们附上最新的带有插图的目录单，供你方参考。InreplytoyourletterdatedMarch28,weencloseourlatestillustratedcatalogueforyourreference.6、我方有一家客户对贵国青岛海尔电冰箱感兴趣，请电开400台伦敦到岸价4月份船期的报盘。OneofourcustomersisnowinterestedintheQingdaoHaierRefrigeratormadeinyourcountry.PleaseofferCIFLondonfor400setstobedeliveredinApril.7、为了便于你方了解我方的产品，我们立即航寄样品书两份。Toenableyoutohaveabetterunderstandingofyourproducts,wearesendingyoubyair2samplebooks.8、对于定期购买单项商品数量不少于800打，我们可给予3％的折扣，用保兑的、不可撤销的即期信用证付款。Onregularpurchasesinquantitiesofnotlessthan800dozenofindividualitems,wewouldallowyouadiscountof3%.Paymentistobemadebyconfirmed,irrevocableL/Catsight.