商务函电 Chapter 4 - Enquiries and Replies

2020/3/221EnquiryTodayisSundayandyouwanttobuysomefreshflowerstodecorateyourdormitory,soyougotoaflowermarketwithyourroommate.Ifyouwanttobuythisbunchoflily,andthisgirlistheselleroftheflowers,whatwillyousaytoher?howmuchisthebunchoflily?2020/3/222OfferAfteryourenquiry,whatwillthegirlreplytoyou?“100yuan!”2020/3/223Counter-offerWhatwillyouanswertoherafterhearingtheofferof100yuan?“howabout20yuan?”2020/3/224AcceptanceTheselleracceptyourcounter-offer,andthenyoupaytheflowers.Howdoyoucallthisstep(thelaststep)?2020/3/225Chapter4Inquiries/EnquiriesandReplies2020/3/226ReviewWhatarethefourstepsbeforeanexporterandanimportersignacontract?Enquiry1Offer2Counter-Offer3Acceptance42020/3/227Warming-upQuestions1.Whatisanenquiry?Enquiryisarequestforsomeinformationaboutaproductorservicethewriterisinterestedin,suchasthequality,thename,thespecification,thepacking,thetimeofshipping,thetermsofpaymentetc.2020/3/228Warming-upQuestions2.Enquiriesmayfallintotwocategories:generalenquiriesandspecificenquiries.GeneralInquiry:askingforcommondata,suchascatalogue,pricelist,sampleandpictures,etc.SpecificInquiry:specificallyinquiryaboutnameofcommodity,specifications,quantity,unitprice,dateofshipment,paymenttermsandpacking,etc.2020/3/229SampleLetter1GeneralEnquiryDearMr…Weareagroupofconsultingcompaniesactiveinthefieldofexport-importpromotionandofjointventuresespeciallysetuptoprovideservicestoChina.WehavenoticedthatseverallocalproducersofgarmentsareinterestedinenteringintoajointventureagreementwithChinesefirms.Also,companiesimportinggarmentsfromHongkongwishtogetintodirectcontactwithproducersontheMainland.WhenIwasinChinarecentlyIalsonoticedthatthelocaldemandfortextileshadincreasedconsiderablyinthepastseveralyears.Wewould,therefore,appreciateitverymuchifyoucouldgiveuswhateverinformationyoucaninthisregard.Yourssincerely,2020/3/2210SampleLetter2SpecificEnquiryDearMr.Zhang,Wehavereceivedyourletterof18thAugustwiththanks.Aftercarefullyexaminesamplesandillustratedcatalogue,wefindoutthequalityanddesignturnedouttobesatisfactorybutthequotedpriceisonthehighside.However,westillbelievethatwewillhavechancetoconcludebusiness.WeareespeciallyinterestedinyourNo.7982item.Couldyoupleaseanswerquestionsbelow?1.Whatcolorisavailable?2.Whatwouldyourbestpricebeforquantitybuyingnolessthan15gross?3.Howsooncouldyoudeliver?4.Whichtermsofpaymentareyouusuallyaccepted?Wearelookingforwardtohearingfromyou.YoursSincerely,2020/3/2211Warming-upQuestions3.Areplytoanenquiry:istheresponsetotheenquirer’srequirementsforsomeinformationaboutacertainproduct.2020/3/2212Onetypicalinquirylettershouldinclude1)thesourceofinformation2)makerequestforsamples,pricelist,booklet,catalogueetc.3)lookingforearlyreply写作注意:1)Theinquiryshouldstatesimply,clearlyandconcisely2)Don’taskformanyquestionsinoneletterAboutreply:Thereplyshouldbepromptandcourteousandshouldcoveralltheinformationaskedfor…2020/3/2213ModelLetter1GeneralInquiryDiscount1)n.折扣，折价，贴现aspecialdiscount特别折扣cashdiscount现金折扣quantitydiscount数量折扣exceptionaldiscount额外折扣atadiscount削价，降价，无销路的togive(allow,make,grant)sb.adiscount2020/3/2214ModelLetter1GeneralInquiryDiscountE.g.Theymake20%discountforcashpayment.Thehighestdiscountwecanallowyouonthisarticleis10%.Thefollowingitemsareofferedatadiscountof10%.Theproductsaresellingatadiscount.2020/3/2215ModelLetter1GeneralInquiryDiscount2)Verb折扣，贴现Thatoriginalpricewasdiscountedby10%.Theydiscounted10%fromoriginalprice.Billscanbediscountedatarateof10%inourbank.(贴现)2020/3/2216ModelLetter2SpecificEnquiry1.onFOBbasis=onthebasisofFOB=priceFOB**=FOB**price请报FOB价【报价】Pleasequoteuslowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.(1)Pleasequotethelowestprice.(2)Pleasequotethelowestprice,F.O.BShanghai.(3)Pleasequotethelowestprice,including3%commission.(4)Pleasequotethelowestprice,statingtheearliestdateofshipment.2020/3/2217WritingGuidelinesEnquiryLetter1.Mentioninghowyouobtainedyourpotentialsupplier’snameandaddress2.Introducingyourcompanybrieflyandshowingyourmarketconditions3.Givingcausesfortheenquiry4.Statingclearlyyourrequirement5.Askingforareply2020/3/2218WritingGuidelinesReplyLetter1.Acknowledgingreceiptoftheenquiry2.Givingrepliestotherequirements3.Introducingyourownproducts4.Includingallthenecessaryinformation5.Expressingyourhope2020/3/2219SampleLetter4-4Areplywithfurtherpromotion1.range:（产品）系列E.g.awide/broadrangeof各种各样的awhole/full/completerangeof整套，整个系列2020/3/2220SampleLetter4-5Offeringasubstitute1.stockn.库存；存货outofstock无货；缺货instock有现货tosupplyfromstock/exstock现货；动用库存astockof一批…现货comeinto/tostock库存有货2020/3/2221SampleLetter4-5OfferingasubstituteE.g.Wehavealargestockofcannedfruits.Thereisnomorestockonhand.Wecansupplywalnutmeatfromstock.Ifyouhavepinekernelsinstock,pleasesendussomesamples.Freshshrimpsarenowoutofstock.2020/3/2222MoreUsefulSentencesPart21.moderatelypricedgoods价格适中的产品moderateprices公道的价格amoderateincome中等的收入atmoderatespeed中速驾驶2020/3/2223MoreUsefulSentencesPart22.marketv.推销，销售，在市场上出售E.g.ThereisnodifficultyinmarketingthesetraditionalproductsintheSouth