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ChapterThreeInquiriesContentsThedefinitionofinquiryTheclassificationofinquiryInquiryletterwritingSomeimportanttermsSamplesofinquiryletterBuyingapplesBuyingapplesCustomer:DoyouhaveYantaiappleshere?Seller:Yes!Plentyof!Doyouwantsome?Customer:Howmuchisit?Seller:6yuanforakilo.Customer:That’stoomuch!5yuanforakilo?Seller:5.5yuan.Customer:Deal!I’lltake3kilos!Whatisan“inquiry”?Aninquiryisarequestforinformationonthesupplyofcertaingoodsmadebyaperspectivebuyertoaperspectiveseller.(询盘/询价)TheclassificationofinquiryGeneralInquirySpecificInquiryIftheimporterintendstopurchasegoodsofacertainspecification,hemayasktheexportertomakeanofferoraquotationforthegoods.TwoTypesofInquiryAgeneralideaofthecommoditywhichmayincludeapricelist,acatalogue,samplesandotherterms.Aim:toestablishbusinessrelationsspecificationsamplePricelistGeneralInformationGeneralInquiry一般询价Quota-tionsheetcatalogueHowtowriteageneralinquiry?Thesourceofinformationandabriefself-introduction.Theintentionofthisletter(youmayaskforthecatalogue,thepricelist,orsamples,etc..)Statingthepossibilityofplacinganorder.SpecificInquiry具体询盘PriceInsuranceDiscountQuantityavailableTermsofpaymentShipmentSpecificinforma-tionHowtowriteaspecificinquiry?Thenamesanddescriptionsofthegoodsinquiredfor,includingthespecificationandquantity,etc.Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouexpect.Statingthepossibilityofplacinganorder.MainstructuresofinquirylettersThefirstpart:Beginwiththemainpointinthefirstparagraph(whatinformationdoyouwanttoget?).Expressyourideadirectlyandclearly.Iftherearelotsofinformationyouwanttoget.Paragraphproperlyofnumbertheparagraphs.InquiryDetailsoftheproduct(descriptionoftheproduct:size,color,quantity,quality)Sample;cataloguePricelistPaymenttermsDiscountdetailsShipmentdateMainstructuresofinquirylettersUsefulsentences1.Would(could;will)youpleasesendus…Wouldyoupleasequoteus…2.Pleasequoteusthe…3.Weareinterestedin…,wouldyoupleasesendus…4.Yourad.for…arouseourattention.Wouldyoupleasesend(mail)us…5.Itwouldbegrateful(appreciated)ifyousendus…UsefulsentencesUsefulsentencesUsefulsentencesThesecondpart:Inthesecondparagraph,therearetwosituations:1)Ifthisinquiryissentbyanewclienttothesupplier,itisnecessaryfortheinquirertoexplainhowyougetthesupplier’sinformationandmakeaself-introduction.2)Ifyouaretheoldclient,theservicesandhelpshouldbementionedinthesecondparagraph.Mainstructuresofinquiryletters1.Weknowthatyouareamanufactureof…throughtherecommendationof…2.Ontherecommendationof…Co.ltd.,weknowyournameandaddress.3.WehavelearnedfromChinaDailythatyouarealeadingimporterof…4.Weareinterestedin…from…UsefulsentencesUsefulsentencesUsefulsentencesThethirdpart:NegotiationskillsMainstructuresofinquirylettersUsefulsentencesTheforthpart:GoodwillsMainstructuresofinquiryletters1.Weareexpectingyouearly(favorable)quotation.2.Weappreciateyourearlyreply.3.Lookforwardtoyourreply.4.Thankyouinadvanceforyourhelp.UsefulsentencesTermsQuote报价买卖其中一方（一般是卖方）将价格报给对方，它通常不包含其它条件或只提出某些条件。用offer时，通常已决定了交易数量及其他交易条件。而用quote或quotation时，尚未确定交易数量等详细条款。TermsDelivery交货卖方将货物的占有权交给买方的行为，即卖方按照交易双方商定的时间，地点和方式等规定将出售的货物交给买方。在国际贸易中，由工厂交货，铁路交货，装运港船边交货，装运港船上交货，目的港船上交货，目地港码头交货等。交货方式由买卖双方商定并在合同中明确规定。TermsCommission佣金也称“手续费”。经营国际贸易的商人接受有关厂商的委托，进行代理进出口业务或为推销成交提供服务，在完成交易后由有关卖方或买方付给的报酬。佣金通常是按实际成交额的一定百分比记付，也可按一定的金额或成交的数量记付。TermsCIFcost,insuranceandfreight成本加运保费价格，又称“到岸价”。卖方将货物装上运输工具并支付起运港至目的港运费和保险费为条件的价格。这种价格仅使用于海运及内河水运货物。卖方负责租订运输工具，在合同规定的港口和期限内将货物装上运输工具，支付运费，向买方提供货运单据，办理保险手续并支付保险费，缴纳出口税，承担货物装上运输工具以前的一切费用和风险。TermsFOBFreeonboard船上交货价格又称“离岸价格”，即卖方将货物交到装运港买方指定船上为交货调价的价格。TermsCFRCostandfreight成本加运费价格又称“离岸加运费价格”，即卖方将货物装上运输工具并支付起运港至目的港的运费为条件的价格。仅使用于海运及内河水运货物。卖方负责租订运输工具，支付费用，向买方提供货运单据，并及时将运输工具的名称和起航时间通知买方，由买方自行保险。Sample1-AGeneralInquirySample1-AGeneralInquirySample2-ASpecificInquirySample2-ASpecificInquiryThankyouforyourattention,boysandgirls!