UnitEnquiryandreplyPPT课件

外贸英语函电主讲人：胡蕾*Unit4EnquiryandReplies Vocabulary 1.pint(n.)品脱（容量单位,为1/8加仑，英国约合0.568升,美国约合0.473升） 2.saucer(n.)碟状物，茶托，茶碟 3.plate(n.)盘子 4.pot(n.)罐，一罐 5.artificial(adj.)人造的，人工的 6.selective(adj.)挑剔的 7.durability(n.)耐用* Notes Enquiry(n).询盘,询价arequestforinformationonthesupplyofcertaingoods;make(or:send,give,fax)sb.aninquiryforsth. e.g.Wehavereceivedanumberofenquiriesfromourtradeconnectionshereforyournewproducts. Assoonaswereceiveyourspecificenquiry,wewillcableyouourquotation. WeshallmakeyouourmostfavorablequotationsCFRLagosuponreceiptofyourspecificenquiry.*Enquire(v.) ①asktobetold(aperson’sname,business,etc)打听，询问 e.g.Wearewritingtoyoutoenquirethecurrentpriceofblack-tea. Wewouldliketoenquirewhetheryoucansupplythefollowingitems. ②askfor要求，请求 e.g.Weareregretfultoinformyouthatthegoodsyouareenquiringforareoutofstock. WearegladtotellyouthattheTVasenquiredforinyouremailof8thMaycanbesuppliedat$370perset.* enquireinto：investigate调查 e.g.Thecompanyallegedthatthegoodsweredamagedinloading,butwewillenquireintothematterourselves. enquireabout：askforinformationabout咨询，打听 enquireofsbaboutsth e.g.Theymadeareplytoouremailof23thMay,enquiringaboutthestockofgoods. Asheisnotsureofthestockofthenewproduct,heenquiredofMr.Chenaboutit. enquireafter：greeting问候，迎接 e.g.Imustenquireaftermysickfriend.* Order(n.)订单 acommercialdocumentusedtorequestsomeonetosupplysomethinginreturnforpaymentandprovidingspecificationsandquantities; e.g.Ifyourpriceisinline,wewillsendyouanorderfor1,000sets. Ifyourpriceisreasonable,wemayplacealargeorderwithyou. placeinacertainorder;下订单 e.g.Youpayforitatthetimeyouorderit.* Discount(n.)折扣，打折，贴现 areductionintheusualpriceofsomething;interestonanannualbasisdeductedinadvanceonaloan  e.g.Ifyouallowus5%discount,wewillorder5,000dozen. Theygive10%discountforcashpayment. TherateofdiscountinLondonisnow5%. Discountinterestisforbeneficiary'saccount.* Demand(n.)需求 thedesireofconsumerstoobtaingoodsandservices e.g.Thereisanincreasingdemandforluxurygoods. Factoryworkersareworkingovertimetokeepupwithdemand. Demandfortheproducthasreachedsaturationpoint(饱和点). (v.)toneedorrequiresth.需要，需求 e.g.Theworkishighlyskilledanddemandslongtraining. Theydemandanimmediatereply.* Stock(n.) ①sharesintheownershipofacompany,orinvestmentsonwhichafixedamountofinterestwillbepaid.股票 e.g.Asstockpriceshavedropped,sohasbankcapital. Changesinthestockmarketare,ofcourse,highlyun-predictable. ②themerchandisethatashophasonhand;库存，存货 e.g.Thestorekeepsalargestockofgoodsforwintersale. Weregretthatowningtotheshortageofstocksweareunabletoacceptyourorder. Stocksarelightwithactivedemand.存货稀少，需求活跃。* Stock(v.)备有…,提供存货 equipwithastock; e.g.Wearewellstockedwithcarpetsofthelatestdesign. instock:availableforuseorsale;有现货，现存 e.g.Wehavemanypatternsinstockforyoutochoosefrom. outofstock:notavailableforuseorsale;无现货的 e.g.I'msorry,brownsugarisoutofstock. Sorry,thismodelisoutofstockandwe'vediscontinuedcarryingit.* takestock：tolookatcriticallyorsearchingly,orinminutedetail;清查存货，盘货 e.g.It'sJanuary31,afullmonththenewyear,andit'stimetotakestock.* Usefulsentences 1.AclientofoursisinterestedinsecuringacertainquantityofChineseCottonPieceGoods,asspecifiedbelow,forwhichyouarerequestedtomakeanoffer. 2. Ifthequalityofyourgoodsisgoodandthepriceisacceptabletous,wewillplacealargeorderwithyou. 3.Pleaseputusonyourbestterms,asthisorderformspartofacontract. 4.Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstrumentsexcellentqualityofourmedicalinstruments. 5.Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.* 1.如以下说明，我们的一个客户有意购买特定数量的中国棉布头，你需要提供一份报价。 2.如果你方物美价廉，我方将大量订购。 3.因为这次订单形式是的一部分，所以请提供最好的条件。 4.发送的样品将使你方相信我方医疗器械的卓越品质。 5.这是我们所作的最优报盘，而且你会同意任何一家我方的竞争对手都不会有相同的条件。* 6.Weunderstandthatthereisagooddemandforglasswareinyourmarket,andtakethisopportunityofenclosingourquotationNo.1338foryourconsideration 7.Weunderstandthatyouaremanufacturersof…,andshouldliketoknowwhetheryoucansupply… 8.Wewouldappreciateitifyouwillpleaseletusknowtherulingpricesofthegoods. 9.Weareinterestedinvarious…,andwearepleasedifyoucouldsendusacopyofyourlatestcataloguewithdetailsofyourpricesandtermsofpayment. 10.Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.* 6.我们了解到你方市场对玻璃器皿需求强劲，借此良机，附上我方1338号报价单供你考虑。 7.我们了解到你是……的制造商，想知道你是否能供应… 8.如果您能告知该商品的现行价格，我方将不甚感激。 9.我们有兴趣在各种……，如果你能寄一份你方有价格和付款条件细节的最新我们将会很高兴。 10.我们想得到一份您的最新目录、出口价格和付款条件的全部详情以及样品。* 11.Weareinterestedinimportingsnookertablesbutweneedtohavefurtherdetailsofthecostsbeforemakingafinaldecision. 12.Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent. 13.PleaseletushaveyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyourbestdeliverydate.* 11.我们有兴趣进口台球桌，但我们在做最后的决定前需要了解花费的进一步细节。 12.我们相信您会发现我们的产品是市场上最好的，大大优于目前你方市场上供应给您的那些竞争对手。 13.请告知我方您的最低的FOB价格，连同您的业务条款，以及注释您最快的交货日期。* Introduction Anenquiryisarequestforinformationongoodswithoutengagement(约定).Whenbusinesspeopleintendtoimportaproduct,theysendoutanenquirytoanexporter.Itmayaskforaquotationoranofferforthegoodstheywishtobuyorsimplyrequestforsomegeneralinformationregardingthesegoods.Anenquirycanbemadebywrittencorrespondence,suchasaletter,telegram,telex,fax,e-mailorverballybytalkinperson.* CategoriesofEnquiries Therearetwotypesofenquires: a)GeneralEnquiries:Iftheimporterswanttohaveageneralideaofthecommodity,whichtheexporterisinapositiontosupply,theymaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralenquiry.Generally,itisalsothefirstenquirywithoutfirstwritingalettertoestablishbusinessrelations.* b)SpecificEnquiries:Iftheimportersintendtopurchasegoodsofacertainspecification,theymayasktheexportertomakeanofferoraquotationforspecificgoods.Thatisaspecificenquiry.* TheMainContentsofaLetterforEnquiry Ageneralenquiryusuallyincludesthefollowingcontents: a)Tellingaddresseesthesourceofinformationandmakingabriefself-introduction. b)Indicatingtheintentionofwritingtheletter,i.e.toaskforacatalogue,samplesorapricelist. c)Statingthepossibilityofplacinganorderandexpectationofanoffer.* Aspecificenquiryusuallyincludesthefollowingcontents: a)Indicatingthenamesanddescriptionsofthegoodsinquiredfor,includingspecifications,quantity,etc. b)Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect. c)Statingthepossibilityofplacinganorderandexpectationofanoffer.* Anenquiryreceivedfromabroadmustbeansweredfullyandpromptly.Ifthereisnostockavailableforthetimebeing(当时),youshouldacknowledgetheenquiryatonce,explainingthesituationandassuringthatyouwillreplytoitonceasupplybecomesavailable.Iftheenquiryisfromanoldcustomer,expresshowmuchyouappreciateit.* Ifitisfromanewcustomer,sayyouaregladtoreceiveitandexpressthehopeofafuturebusinessrelationship.Inaword,thereplytoanenquiryshouldbepromptandcourteousandcoveralltheinformationaskedfor.* Tellthesellerwhatyouwanttoknow(price,deliverydate,paymentterms) Iwouldbegratefulifyoucouldsendmealittlemoreinformationwithregardtoproducts,pricesanddiscounts. wouldyoupleasequoteyourbestpricesandtermsofpaymentfor…. Thetacticisoftentogivethesellersomehopeofsubstantialordersorcontinuedbusiness. Shouldyourpricesbecompetitive,…. Ifyourquotationisfavorable,wemayplaceregularorderforlargequantities. Enquiries*因为Enquiriesmeanspotentialbusiness.所以对于询盘的答复要及时、准确。reply Promptandcarefulrepliesareofgreatimportance. Makesureyouhaveansweredallquestions Makesureyouhaveincludedallthepointsyouwanttomake assureyourcustomerthatyouhavefaithinyourproductorservice*RepliestoenquiriesBeginning Thankyouforyourletterof(dated)…. wearepleasedtoreceiveyourenquiryof…for…. Wearepleasedtolearnfromyourletterdated…thatyouareinterestedinour…Information Asrequested,weenclose… Enclosedpleasefind… …arebothexcellentinqualityandreasonableinprice. Onregularpurchasesinquantitiesofnotlessthan…ofindividualitems,wewouldallowyouadiscountof… Paymentistobemadeby…Ending Welookforwardtoreceivingatrialorderfromyousoon.*Specimenletters Letter-4(1) 1.quotev. （1）报价 Traditionally,advertisingissoldbysalespeoplewhoquotepricesforadvertisements. 传统广告业是通过销售人员为广告报价来销售。 Theheavyoilwasquotedat$17perbarrel. 重油报价为每桶十七美元。 （2）引用 Letmequotesomefigurestoillustratethepoint. 让我引用一些数据来说明这点吧 Fewwesternerscanquoteasayingofconfucius. 没有几个西方人能引用孔子的话。* Letter-4(1)ASpecificEnquiry 23rdMay2012 DearSirs, 　　　YouhavepreviouslysupplieduswithsamplesandweshouldbeobligedifyouwouldnowquoteCFRNewYorkfortheitemsnamedbelow.Thepatternwerequireislistedinyourcatalogueas“No.6”. Tea-pots,3-pints Teasaucers Teaplates Teacups　* 　Whenreplying,pleasestate(1)earliestpossibledateofdelivery.(2)termsofpayment(3)discountsallowable. 　　　Yoursfaithfully,* Letter-4(2) 1.asfollows如下 Otheruserswillhavetofixtheirsettingsmanuallyasfollows. 其他用户将不得不按以下步骤手动修复他们的设置 WeshouldbeobligedifyouwouldquoteFOBshanghaifortheitemsasfllows.* 2.besubjectto...以...为准，从属于...,条件是... Theabovequotationissubbjecttoourfinalconfirmation. Talkswithauthoritiesaboutstartingthepilotonalimitedbasisinjuneweresuccessful,andthenfurtherimplementationwouldbesubjecttotheresultsofthetestandcontinuedworkingwithauthorities. 与有关当局就6月份开始在有限的范围内进行试点的谈判取得了成功，至于未来的实施则将取决于实验结果和与当局的继续协商. * 3.atsight即期 L/Catsight即期信用证 WeonlyacceptthepaymentbyL/Catsight. 4.findsthadj.发现...是... Wearesurethatyouwillfindourproductssatisfactory. Iamsorrythatwefindyouritemsunfavorable.* Letter-4(2)ReplytoSpecificEnquiry 23rdMay2012 DearSirs, 　Thankyouforyourletterof7May,requestingafurthersupplyofoursamples.Wearepleasedtoquoteasfollows: Teacups……………$400.00perhundred Teasaucers……….$300.00perhundred Teaplates…………$200.00perhundred Tea-pots,3-pint…..$5.00each CFRNewYork 　　　* Theabovequotationissubjecttoourfinalconfirmation. Youareallowedadiscountof4%foritemsorderedinquantitiesof300ormore.ThetermsofpaymentarebyL/CatsightandtheshipmentistobemadewithinfiveweeksuponreceiptofcoveringL/C. Wehopeyouwillfindthesetermssatisfactoryandlookforwardtoreceivingyourorder. 　　　Yoursfaithfully,* Letter-4(3)1.avarietyof各种各样的，多种的Getinformationfromavarietyofdifferentsources.从各种各样的不同的资源里获取信息。Ourcompanyhaveavariousofhouseholdtextile.* Letter-4(3)FirstEnquiry May10,2011 DearSirs, WelearnfromTomH.PennieofSydneythatyouareproducinghand-madeglovesinavarietyofartificialleathers.Thereisasteadydemandhereforglovesofhighqualityatmoderateprices. 　　　Willyoupleasesendusacopyofyourglovecatalogue,withdetailsofyourpricesandtermsofpayment?Weshouldfinditmosthelpfulifyoucouldalsosupplysamplesofthesegloves. Yoursfaithfully,*Letter-4(4) 1.callon拜访，号召，呼吁Wewillcallonyounextmonday.Wecalloninterestedpartiestomeetinseptember.我们呼吁相关各方于9月份召开会议*2.awiderangeof...广泛的，大量的Decadesofprosperityhaveaccustomedconsumerstoawiderangeofchoice.几十年的繁荣使得消费者已经习惯了有广泛的选择。Wehaveawidefangeofcommditiesinstock.3.ingoodtime适时* Letter-4(4) Replytofirstenquiry May11,2011DearSir, WewelcomeyourenquiryofMay10,2011andthankyouforyourinterestinourproducts.Acopyofourillustratedcatalogueisbeingsenttoyoutoday,withsamplesofourproducts. 　Mr.Smith,ouroverseasdirector,willbeinShanghaiearlynextmonthandwillbegladtocallonyou.Hewillhavewithhimawiderangeofourmanufactures,andwhenyouseethemwethinkyouwillagreethatthequalityofthematerialsused,andthehighstandardofcraftsmanshipwillappealtothemostselectivebuyer. 　　* 　Wealsomanufactureawiderangeofhand-madeleathershoesinwhichwethinkyoumaybeinterested.Theyarefullyillustratedinthecatalogueandareofthesamehighqualityasourgloves.Mr.Smithwillbeabletoshowyousampleswhenhecalls. 　Wehopethesampleswillreachyouingoodtimeandlookforwardtoyourorder. Yoursfaithfully,* Letter-4(5) Enquiryforspecialspecification 18thAugust,2012 DearSirs,     Tom&Adamofthiscityinformusthatyouareexportersofpillowcases（枕套）andallcottonbed-sheets.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,pricesandcolors,andalsosamplesofthedifferentqualitiesofmaterialused.     Wearelargedealersintextilesandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthekindmentioned.     * Whenreplying,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchasesofquantitiesofnotlessthan500dozenofindividualitems（单项商品）.Pricesquotedshouldincludeinsuranceandfreight（保费和运费）toLiverpool. Yoursfaithfully* Letter-4(6) Replytotheabovementionedletter 18thAugust,2012 DearSirs,     Weareverypleasedtoreceiveyourenquiryof18thAugustandencloseourillustratedcatalogue（附图的目录）andpricelistgivingyouthedetailsaskedfor.Alsobyseparatepostwearesendingyousomesamplesandfeelconfidentthatwhenyouhaveexaminedthemyouwillagreethatthegoodsarebothexcellentinqualityandreasonableinprice. Onregularpurchase（定期购买）ofnotlessthan300dozenofindividualitemwewouldallowyouadiscountof1%.Paymentistobemadebyirrevocable(不可撤销)L/Catsight. * Becauseoftheirsoftnessanddurability,ourcottonbed-sheetsandpillowcasesarerapidlybecomingpopularandafterstudyingourpricesyouwilllearnthatwearefindingitdifficulttomeetthedemand. Weinviteyourattentiontoourotherproductssuchastable-clothandtablenapkins（餐巾）,andlookforwardtoreceivingyourfirstorder. Yourssincerely,* Exercises I.Listening. Writedownthesentencesyouhear. II.TranslatethefollowingfromChineseintoEnglish: 1.另邮 2.即装 3.具体询价 4.稳定的需求 5.定期购买* 1.byseparatepost/mail 2.shipment/loadatonce 3.specificenquiry 4.steadydemand/needs 5.regularpurchase* III.Choosethebestanswerforeachofthefollowingquestions. 1.Weshallappreciate___________usCIFMelbourne. A.youquoteB.youtoquoteC.yourquotingD.toyouquoting 2.Ifyouarepreparedtoincreaseyour___________to15%,weshallbepleasedtopurchasethecompletestock. A.priceB.discountC.salesvolumeD.cost 3.Whensubmittingourquotation,wesuggestedthattherelevantL/C___________asearlyaspossible. A.beestablishedB.establishesC.isestablishedD.wouldbeestablished 4.YourorderwillbedeliveredonOctober15___________yourequested. A.likeB.sinceC.asD.when 5.Wealsowishtoadviseyouthatthepriceswequotedareour___________prices. A.newB.cheapC.rockbottomD.easiest* 6.Wearepleasedtoinformyouthattheitemyourequiredcanbesupplied______stock. 　A.inB.onC.outD.from 7.Shouldyourproductsprove_________inqualityandreasonableinprice,Itrustsubstantialorderwillfollow. A.satisfyB.satisfactoryC.satisfiedD.satisfaction 8.Mr.Zhanghelpsusto____ourproductsinthatcountry.A.displayB.buyC.marketD.dispose 9.Wethankyouforattending______ourrequestsopromptly. A.atB.forC.toD.on 10.When_______,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchasesofquantitiesofnotlessthan500dozenofindividualitems. A.replyingB.youreplyC.youreplyingD.reply* IV.TranslatetheletterintoEnglish. 敬启者： 我们有意从生产竹地板的主要厂商那里以最具竞争力的价格购买竹地板，因此我们决定与你们联系。 如蒙寄赠你们目前正在生产的各种竹地板的详细资料和价目单以及大量订购的贸易条件，我们将不胜感激。在仔细阅读了你们的产品目录后，我们将立刻与你们联系安排去贵公司参观事宜，以便检验竹地板，选择我们需要的产品。 敬上 * DearSirs, Asweareinterestedinbuyingbamboofloorsfromtheprincipalmanufacturersatthemostcompetitiveprices,wehavedecidedtoapproachyou. Weshouldbeobligedifyouwouldsendusdetailsofthevarioustypesofbamboofloorsthatyouhaveinproductionatthemoment,togetherwithpricelistandtermsofbulkbuying. * Assoonaswehaveexaminedyourcatalogues,weshallcontactyoutoarrangeavisittoyourcompanysothatinspectthebamboofloorsandchoosetheproductswhatwerequire.  Yourfaithfully* V.AdditionalExercises. WritealetterinEnglishwiththefollowinghints: （1）英国的UnitedTextilesLtd.,公司在收到中国进出口公司上海分公司寄来的要求建立业务关系的信函以及所附的商品目录和小册子之后，对其中的棉质印花以及棉质床单和枕套布非常感兴趣，现来信就中国进出口公司上海分公司的这些产品进行询价。  （2）中国进出口公司上海分公司在收到英国UnitedTextilesLtd.,公司的上述询价后，立刻进行了回复，寄上了价目表和样品，并提出：1.如定期购买每种款式200打，将给与3%折扣；2.以不可撤销即期信用证来支付；3.由于货源紧张，建议立即订购。*因为Enquiriesmeanspotentialbusiness.所以对于询盘的答复要及时、准确。