商务英语函电unit 3

LOGOPartOnePartTwoPartThreePartFourPartFiveContentsLOGO:enquiry（询盘）offer（发盘）counteroffer（还盘）acceptance（接受）Soenquiryisthefirstrealstepinbusinessnegotiation.Warming-up:TheProcedureofImport/ExportTransactionLOGOQuestions1.Whichstepsareirrevocable（不可取消的；不可缺少的）inasuccessfulbusinesstransaction?2.Eachoftheabovestepscanbemadeby(prospective)buyersorsellers?LOGO（约束）andofferisusuallymadebythepotentialsellerwithengagement(firmoffer实盘)orwithoutengagement(non-firmoffer虚盘).EnquiryWarming-up:TheProcedureofImport/ExportTransactionLOGO:Inforeigntradeanenquiryisusually(notabsolutely)madebytheprospectivebuyerwithoutengagement,requestingforinformationonthesupplyofcertaingoods.Sowecallit询盘or询价inChinese.TheImportanceandNatureofEnquiryLOGO(1)LOGO(2)LOGO(3)LOGO(1)GeneralInquiries（一般询盘）:Iftheimporterswanttohaveageneralideaofthecommodity,whichtheexporterisinapositiontosupply,theymaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry.Generally,itisalsoafirstinquirywithoutfirstwritingalettertoestablishbusinessrelations.(2)SpecificInquiries:（具体询盘）(strongerintensiontomakeanorderthangeneralenquiries)Iftheimportersintendtopurchasegoodsofacertainspecification,theymayasktheexportertomakeanofferoraquotationforspecificgoods.Thatisaspecificinquiry.2.CategoriesofInquiriesLOGO(1)Tellingaddresseesthesourceofinformationandmakingabriefself-introduction(2)Indicatingtheintentionofwritingtheletter,i.e.toaskforacatalogue,samplesorapricelist(3)Statingthepossibilityofplacinganorderandexpectationofanoffer3.TheMainContentsofaLetterforInquiry(1)LOGOAspecificinquiryusuallyincludesthefollowingcontents:(1)Indicatingthenamesanddescriptionsofthegoodsinquiredfor,includingspecifications,quantity,etc.(2)Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect(3)Statingthepossibilityofplacinganorderandexpectationofanoffer3.TheMainContentsofaLetterforInquiry(2)LOGO(sourceofinformation)SeealsoUnit2.2.Self-introducingSeealsoUnit2.3.IndicatingtheintentionofwritingtheletterandthespecificgoodsyouwanttopurchaseWeareconsideringthepurchaseof...我方打算购买……Weareinterestedinimportingdinnertablesbutweneedtohavefurtherdetailsbeforemakingafinaldecision...我方有兴趣进口餐桌,但在做决定前需要对此做进一步的了解｡LOGO’sshirts.我们是购买男士衬衫的老客户｡Weareinthemarketformen’sleathergloves.我们想购买男士皮手套｡4.Invitingaquotationoranoffer(askingforapricelist,acatalogue,samplesandotherterms,statingclearlyyourexactrequirements)Wewouldbepleasedtoreceiveyourlatestpricelistforstainlesssteeltableware.我们非常希望能收到贵方不锈钢餐具的最新价目单｡Pleasesendussamplesandquoteusyourlowestpricesforthecaptio