外贸函电第二版-Unit_03_询盘及回复

Unit3EnquiriesandReplies询盘及回复Introduction（简介）目的:了解询盘的基本写作技巧和回复。交易磋商的一般程序分为“询盘”、“发盘”、“还盘”和“接受”四个环节。询盘（Enquiry）又称询价，是指买方或卖方向对方询问以价格为中心的各种相关的交易条件，包括一般询价（GeneralEnquiry）和具体询价（SpecificEnquiry）。3EnquiriesDefinition:ARequestforInformation•generalenquiries(一般询盘)forgeneralinformation：informationaboutvariousgoods:目录(acatalogue)、价目表或报价单(aprice-listorquotationsheets)、样品(asample)、图片(illustratedphotoprints)•specificenquiries（具体询盘）forspecificinformation：具体询问商品名称(thenameofthecommodity)、规格(thespecifications)、数量(thequantity)、单价(theunitpriceFOB…CIF…),装船期(thetimeofshipment)、付款方式(thetermsofpayment)FivestepsofEnquiryStepITheidentityofthebuyerbehindyou(level,recognition)StepIIClarifyaboutrequirementsofyourclients(analysis,nailoncontents)StepIIIDigestionofenquiryinformation(EXCEL,specialty)StepIVDeliberatedthinkingtoreply(calm,advantages)StepVFollow-Through(cottoningup,Friendsfirst)phishingwebsite一定要注意钓鱼网站，新人要注意钓鱼网站目的是要你的密码输入和账户，他给的是一个外部连接，点进去后其实是一个“钓鱼邮箱输入界面”，新人们如果不加小心，把自己的外贸邮箱和密码输入进去，就会导致邮箱丢失，也有可能直接导致你贝宝的资金被转走，所以如果这样的询盘包涵外部连接，请大家多加小心。凡是需要输入账户密码的，千万别上当。要想取得胜利，首先学会保护好自己。DearFriendThanksforyourreplyOnbehalfofourNasatechInterCoLtdthisisthesamplesoftheproductthatwewantdevelop.PleaseKindlyviewourwebsiteforthesamplesandtheproductweneedifyourcompanycanmakethesimilarlikethisproduct.xxxxxxxx(一个外部连接)Pleasequoteusyourbestpricesandthecostofdeliverytoourportandifthepricesmeetsourpricetargetwecanplaceourorderassoonaspossible.BestRegardsMrEdwinMartezPurchasingManagerNasatechInterCoLtdAddress:479AllenAvenue,ByCharlesWalter,State:stockholmCountry:UnitedStatesMobilePhone:[e-mail]：I'minterestedinyour50HZ120WHome-MadeFastAutomaticPastaMachine,EquipmentForMakingRigatoniBucatinitime：2013-12-1217:22:[e-mail]0020222746936RostradeEgypt82.201.175Dearsir,KindlybeinformedthatIamsointerestingwithfreshpasta“pastamachine”.Iamaskingforyoutosendyourbestofferforthismachinefreshpastamachinewithallanyequipmentstomakediff.typeoffreshpastasuchasfreshpastaasfollow:Pastafrescatype:1-Fettuccine(宽面)2-sheet（面片）3-Rigatoni（通心粉）showingmachinetypesandcapacity,Waitingforyoururgentreply,Pls.feelfreetocontactmeanytimeBestRegardsRostradecoG.MDr.AimanElShazlyTEl:00202227469361e-mail:rostradeco@yahoo.2WritingSkills（写作技巧）该啰嗦时就啰嗦写作步骤表达方式（1）说明信息来源（告知对方从何种渠道得知对方公司的情况）YournamehasbeengivenusbytheChamberofCommerce/the…Embassy/the…bankin…).（我们从在……地方的商会/从……使馆/从……银行获悉你方名称。）YourfirmhasbeenrecommendedtousbyBayerAG,withwhomwehavedonebusinessformanyyears.（多年来与我们有业务联系的拜尔股份公司将贵公司推荐给我们。）Messrs…of…havegivenmeyournameassoleagentsfor…（在……的……公司向我们介绍了作为……独家代理的贵公司的名称。）（2）直截了当地说明想要购买的货物Weareconsideringthepurchaseof…（我们打算购买……。）WetakeaninterestinvariouskindsofMen‘sshirts。（我们对各式男式衬衫感兴趣。）Yourtextilesareofinteresttous.（我们对你公司的纺织品感兴趣。）Weareregularbuyersofmen’sknitwear.（我们是购买男用针织品的老客户。）•ofinterest有趣的，引起兴趣的•muchofitisofinterestto…..•这其中有很多对于……来说是很有趣的。•intheinterestof或intheinterestsof为了…的利益；为了…的缘故•thinkingintheinterestofthewholefamily•为了整个家着想（3）请求对方寄送目录、价格表和样品Willyoupleasesendusyourillustrate/latestcatalogueandprice-list.（请您寄给我们带插图的/最新的产品目录和价格表。）Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.（我们非常希望获得贵公司的最新产品目录和有关出口价格、付款条件以及样品的详细材料。）•cataloguen商品目录册•△thelatestcatalogue最新目录•illustratedcatalogue附有说明书（插图）的目录•△list货单△brochure小册子•△leaflet单页的商品说明书△pamphlet小册子•△thefulldetailsof---的全部细节•△allnecessaryinformation所有必要的信息（4）强调对方所报价格应合理和具有竞争性Ifyourpricesareinline,wetrustimportantbusinesscanbeconcluded.（如你方价格可行，相信我们能达成大笔交易。）Kindlyfavouruswiththelowestcashpriceforthegoods.（敬请告知该货以现金支付的最低价格。）Cashpayment现金付款Ifyourquotationisreallycompetitive,…（如果你方报价具有竞争力，……。）Wehavetopointoutthatweintendtoplacealargeorderwithyouifthepriceiscompetitive.（请注意，如你方价格具有竞争性，我们将大量订购。）•quotev报价，与介词for连用•quotationn报价，与动词make，send，give，cable，fax连用，后接介词for，但当买方提及卖方报价时一般用介词of•quotesbapriceforsth•quotesbforsth•quotesbaprice•quoteaprice•PleasequoteusyourmostfavorablepriceCIFSeattlefortheabovegoods,includingourcommission5%.请就上述货物向我方报CIF西雅图最优惠价，含佣金5%。attractivepriceWeshallbepleasedifyouwillgiveusareasonablequotationforcolorTVsets.如能给我方彩色电视合理报价，将不胜感激。Wearegoingtogiveyouaquotationwhichisbasedupontheprevailinginternationalmarketprice.我方准备按当前的国际市场价格给你方报价。prevailing（market）price现行价，市价•placeanorderwithsbforsth向某人订购某物•placealarge(substantial)orderwithsbforsth向某人大量订购某物•Ifyourpriceisreasonable,wemayplacealargeorderwithyou.若你方价格合理，我方可能向你方大量订购。•Asyourwomen’sdressesareofhighqualityandpricesarereasonable,we’llplaceasubstantialorderwithyou.因为你方的连衣裙质量好、价格合理，所以向你方大量订购。（5）询问对方所能提供的折扣，写清你所能接受的支付条件和期望的交货时间Weshouldliketoknowifyouallowdiscounts.（我们想知道，你方是否给我们折扣。）PleaseletushaveyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyourbestdeliverydate.（请告知贵公司最低离岸价和交易条件，并说明最早交货日期。）Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.（我们要求在下订单后六周内供货。）•1.discountn折扣•aspecialdiscount特别折扣•cashdiscount现金折扣•tradediscount同业折扣，商业折扣•quantitydiscount数量折扣•atadiscount削价，降价，无销路的•togive(allow,make,grant)sbadiscount打折扣•Weagreetogiveyou15%discountpro