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1Unit4EnquiriesandReplies询盘及回复4.1Introduction4.1Introduction（简介）（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）。一般询价是指买方或卖方向对方索取商品目录、价目表样品等。具体询价则是指买方或卖方就指定商品要求对方发盘。24.2WritingSkills4.2WritingSkills（写作技巧）（写作技巧）写作步骤表达方式（1）说明信YournamehasbeengivenusbytheChamberofCommerce/theEmbassy/thebankin)（我们说明信息来源（告知对方从何种渠道得知Commerce/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）道得知对方公司的情况）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）Weareconsideringthepurchaseof…（我们打算购买……。）Weareinterestedinimportingsnookertablesbutwe直截了当地说明想要购买的货物needtohavefurtherdetailsofthecostsbeforemakingafinaldecision.（我们有兴趣进口台球桌，但在最后决定之前需要进一步了解有关价格的详细情况。）Weareregularbuyersofmen’sknitwear.（我们是购买男用针织品的老客户。）3（3）请求对Willyoupleasesendusyourillustrate/latestcatalogueandprice-list.（请您寄给我们带插图的/最新的产品目录和价格表。）方寄送目录、价格表和样品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。）Kindlyletmehaveadescriptionofyourelectrichedgetrimmers.（请贵方寄来电动修剪机的说明书。）（4）强调对方所报Ifyourquotationisreallycompetitive,…（如果你方报价具有竞争力，……。）方所报价格应合理和具有竞争性Providedpricesareright.（前提是价格便宜。）Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.（如果贵公司的产品及条件与其他供货商相比有优势，（如果贵公司的产品及条件与其他供货商相比有优势，我方就会下订单。）4（5）询问对方所能提供的Weshouldliketoknowifyouallowdiscounts.（我们想知道，你方是否给我们折扣。）提供的折扣，写清你所能接受的支付条件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。）Werequirethegoodsdeliverywouldbeeffected和期望的交货时间qgywithinsixweeksoforder.（我们要求在下订单后六周内供货。）（6）Willyoupleaseletusknowby4Aprilsothatwecanplaceourorderpromptly.（请在4月4日前告知我们，以便我方及时下单订货。）表示定购货物的可能性Pleaseletusknowbyreturnofpostwhetheryouwouldbeinterestedinsuchanorder.（请发信告知我们你方是否对这样的订单感兴趣）我们，你方是否对这样的订单感兴趣。）5回复询盘信函的写作步骤及常见表达方式：回复询盘信函的写作步骤及常见表达方式：写作步骤表达方式Manythanksforyourenquiryof…（多谢您（1）感谢对方的询价yyqy于……日的询价。）Thankyouforyourenquiryandforyourinterestinourproducts.（感谢你方询价以及对我方产品的兴趣。）Wethankyouforyourenquiryof…（对你方在……日的询价信深表感谢。）（2）Wearepleasedtoenclose…（我们很高兴附寄给您……。）Wehavepleasureinenclosing…（我们很高兴附寄给您）表示很高兴寄……给对方寄给您……。）Wearesendingyouourlatestprice-listandcatalogue.（我们附寄给您我们的最新价格表和产品目录。）6Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.（我们确信，您将会认为我方产品是市场上最好的，大大优于竞争对手目前所供的产品。）（3）说明所能提供商品的详细信息及优点Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments（寄excellentqualityofourmedicalinstruments.（寄去的样品会使您相信我方制造的医疗器械质量上乘。）（4）表明所提Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.（这是我们能做到的最低报价，您会承认，在我们的竞争者中没有一家能提供与我们一样的报价。）（4）表明所提供的价格是合理的和具有竞争性的且说明实行价格的期限PriceisvaliduntilDec.31.（这些价格至12月31日有效。）Subjecttobeingunsold.（以未售出为前提。）7（5）阐明所能接受的付款条Ourtermsofpaymentarecashondelivery.（我们的付款条件是货到付款。）Weshouldrequirepaymentbybanker’sdraft接受的付款条件和可能的交货期Weshouldrequirepaymentbybankersdraftonreceiptofourproformainvoice.（我们要求在收到形式发票后通过银行汇票付款。）Wecanusuallydeliverwithinthreeweeksofreceivinganorder.（通常我们在收到订单后三个星期内就可供货。）Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.（我们希望您对我们的报价满意并期盼您的订货。）（6）希望客户对报价满意并能很快收到订单或希望未来长期开展交易Welookforwardtodoingbusinesswithyou.（我们盼望与你方洽谈业务。）84.3SpecimenLetters4.3SpecimenLetters（样函）（样函）Letter1：GeneralenquiryDearSirs,WehavebeeninformedbytheBankofU.S.Commerce,NewYorkthatyouareoneoftheleadingexportersofNewYork,thatyouareoneoftheleadingexportersoftextilesinChina,andthatyouwishtoexportpuresilkgarmentstoourmarket.Youwillbepleasedtonotethatourcorporationisoneoftheleadingimportersoftextileproducts,havingover30years’historyandhighreputation.Weshallbeabletogiveyouconsiderableorders,ifthegy,qualityofyourproductsisfineandthepricesaremoderate.Wewouldbeobligedifyouwillsendussomesampleswiththebesttermsatyourearliestconvenience.Yoursfaithfully,VANCOUVERTEXTILESCORPORATIONLetter2：AreplytotheaboveDearSirs,WetakepleasuretoacknowledgereceiptofyourletterofJanuary20,fromwhichwelearnthatyouareinterestedy,yinbringingsilkgarmentstotheNewYorkmarket.Weareenclosingourquotationsheetcoveringdifferentsizesandcolorsofourpuresilkgarmentsthatcanbesuppliedfromstock.Wearealsoairmailingyoutwodozensamplegarmentsindifferentsizesandcolors.Deliverywillbewithin30daysafteryourplacinganordertous.yypgPaymentofthepurchaseistobeeffectedbyanirrevocableL/Catsightinourfavor.9Thisofferissubjecttoyourimmediatereplywhichshouldreachusnotlaterthantheendofnextmonth.Thepricewillprobablybechangedoncethisparticularofferhldhaslapsed.Yoursfaithfully,CHINANATIONALTEXTILESIMP.&EXP.CORP.SHANGHAIHOMETEXTILESBRANCH4.4FocalWords4.4FocalWords（焦点词汇）（焦点词汇）comparevt.&vi.比较Ifyoucompareourproductswiththeirs,youwillagreethatourIfyoucompareourproductswiththeirs,youwillagreethatourpriceisnothighatall.comparison:n.比较Ifyoumakeacomp