1、商务英语函电商务英语函电lModule 3 Inquiries and Replies【learning objectives学习目标】学习目标】l knowledge(知识目标知识目标)lKnow the definition of inquiry；lMaster the words and phrases of inquiry letters；lMaster the contents and methods of inquiry letters。lSkills（能力目标）（能力目标）lBe able to use skillfully the related language of inq
2、uiry and replylBe able to be good command of writing inquiry letters and replieslBe able to push the receiver to accept offer tactfullylPersonal quality（素质目标）（素质目标）lTrain students to be very cautious when making an offerlTrain students to compare the prices of the like products upon receiving an off
3、er and make the best choice Lead-In In foreign trade,enquiries are usually made by buyers to get information of goods as start of a business.According to its content,enquiries are classified into two types,i.e.general enquiries and specific enquiries.In a general enquiry,the writer asks for catalogu
4、es,price list,samples etc.While in specific enquiry,the enquirer wants critical information of product like its specification,time of shipment,quotation,terms of payment and the like.Knowledge Input 在对外贸易中，询盘通常是由买方发出以获取信息，开始贸易的。根据内容，询盘可以分为两类，即一般询盘和具体询盘。在一般询盘中，发盘者索要产品目录、价格表及样品等。而在具体询盘里，询盘者索要产品的关键信息，如
5、规格，装运期，报价，支付方式等。询盘 询盘（inquiry）也叫询价，是指交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。询盘的内容可涉及：价格、规格、品质、数量、包装、装运以及索取样品等，而多数知识询问价格。所以，业务上常把询盘称作询价。询盘不是每笔交易必经的程序，如交易双方彼此都了解情况，不需要向对方探寻成交条件或交易的可能性，则不必使用询盘，可直接向对方发盘。询盘的写作原则1).具体PRECISENESS 写信之前考虑一下通过这封信函你想要获取什么信息，是产品规格，产品描述，还是价格，包装方式。确定之后按照这个方向去陈述。另外，还要注明你要咨询的是哪一种型号的产品，
6、你的询盘越详细，对方的回复就越有针对性，越能满足你的需求。例如：“Please send me complete descriptive information and current prices of the office equipment and supplies available from your company.”（请寄给我你公司可以提供的办公设备的完整信息和现价。）Knowledge Input2).体谅Consideration多站在对方角度考虑信函的措辞，避免问一些涉及保密的问题。如果对方可能会对你的询问产生疑问，应该简要说明一下你的原因。例如，在信的开头说明获得对方信息
7、的来源。所有的组织都希望了解他们的宣传是多么有效，你通过提供这样的信息告诉了他们，他们会很感激。例如：Please send me a copy of Modernizing Your Kitchen,the free booklet mentioned in your advertisement in the June 14 issue of The Daily News.（请给我寄一份“使你的厨房现代化”，你们6月14号每日新闻的广告中提到的免费手册。）客气COURTESY用礼貌的语言拟写你的信函。要避免命令的、晦涩难懂的、要别人领情的语气。记住你目的是要与对方建立良好关系,达成贸易从而获
8、得利润的。Knowledge InputTask:How to write a letter to acknowledge the order?Situation(Warming-up)lSome customers of China Hengsheng Trading Co.are in need of juice dispenser.They have found a manufacturer from German on Internet.Write a letter for China Hengsheng Trading Co.to get necessary product info
9、rmation.1.写信人想要什么？2.写信人需要获取什么信息？3.写信人应该如何安排该信函？4.拟写一封询盘函。Writing Steps for reference l1.where did you get the name and address of their company;l2.what you want from the enquireel3.show your goodwill for future businessl4.express your gratitude to the enquiree for their cooperation and expectation f
10、or reply.中文翻译：l获取对方公司名称和地址的途径；l需要报盘人给提供的信息；l表达对未来贸易的良好愿望；l表达对询盘人合作的感激及对回复的期盼；Example-Letter 1 An enquiry to a new customer 进口商给新客户发询盘进口商给新客户发询盘 Dear Sirs，Messrs.Edwards&Bro.recommended your company to us,from whom we know that you are an exporter of food processing machines.We are interested in your
11、 Welly Snack Machine and shall be much obliged if you will send us a copy of your illustrated catalogue and latest price list.Should your price be found competitive,we would like to place large order with you.We look forward to your early reply.Yours faithfullyLiu Ming.Manager中文翻译中文翻译敬启者：爱德华兄弟公司向我方推
12、荐贵公司，得悉贵公司出口食品加工机。我方对贵公司的Welly Snack Machine感兴趣，如蒙惠寄插图产品目 录及最新的价目表，我方将不胜感激。如你方价格有竞争力，我方将向贵公司下订单。期待你方回复。刘明 经理谨上 Example-Letter2 Reply to the above letter出口商给进口商的回复出口商给进口商的回复Dear Mr.Liu,We thank you for your enquiry of June 6 from which we are glad to learn that you are interested in our commodities.C
13、omplying with your request,we are enclosing some copies of our illustrated catalogues and a price list.We believe that you may find out that our products and price appeal to the most selective buyer.Besides we also allow a discount according to the quantity ordered.Your reply will be treated promptl
14、y and carefully and await your order Yours truly中文翻译中文翻译尊敬的刘先生，感谢贵公司6月6日询盘，欣悉贵公司对我方商品感兴趣。应你放要求，现附上几份插图产品目录及价格清单。我们相信贵方会发现我方产品和价格非常有吸引力。除此之外，我们还有相应的数量折扣。我公司将快速、认真地处理贵方回复。期待贵公司订单。谨上Example-Letter 3 A first enquiry 首次询盘首次询盘Dear Sirs,Learned from Ecplaza that your company manufactures red bean products,
15、We are interested in your natural seasoning.Having been in this line for over twenty years,we are well connected with many customers in our country.It will be highly appreciated if you could send us some brochures and samples for our reference and quote your lowest price on CIF basis including our 5
16、%commission.In your reply,please inform us of your terms of payment.Should your goods prove satisfactory and price be found competitive,you may expect substantial orders from us.We are looking forward to your early reply.Yours faithfully 中文翻译：中文翻译：l敬启者：l 从Ecplaza网站上了解到贵公司生产红豆产品，我方对贵公司的自然调料感兴趣。l 我公司在
17、这一行经营了二十余年，与国内许多客户保持良好关系。如蒙贵公l司惠寄小册子及样品共我方参考，并报你方CIF最低价，包含5%的佣金，我方l将不胜感激。l 在你方回复中，请告知你方的支付方式。l 如你方产品令人满意，价格有竞争力，我方将下大额订单。l 期待你方早日恢复。l谨上 Example-Letter 4Reply to an enquiry 询盘回复询盘回复Dear Sirs,We are in receipt of your letter of October 11 enquiring for ACF Filter G11 65 25000034 25-3/4 40.We are sorry
18、 to inform you that at present we are able to supply G11 65 20000012 20-1/2 60 only,the price of which is similar to that of G11 65 25000034 25-3/4 40,i.e.at USD320 per carton CIFless 2%discount.As a matter of fact it is better than the one you enquire for,and we are sure you will find it worth buyi
19、ng when you read the enclosed illustrated brochures.We can assure you that shipment will be made within 15 days after receipt of your L/C and await your order with keen interest.Yours sincerely Encl.Illustrated Brochures中文翻译中文翻译敬启者：10月11日对ACF 过滤器 G11 65 25000034 25-3/4 40的询盘已收到。很遗憾告知贵方，目前我公司只能供应G11
20、65 20000012 20-1/2 60，价格与G11 65 25000034 25-3/4 40接近，即320美元每公吨CIF价，减2%折扣。事实上，它要比贵方询价的型号更好，在阅读我方随函附上的插图小册子之后，相信你方会发现该型号值得购买。我方保证在收到信用证后15天内安排装运。期待你方的订单。谨上 附：插图小册子Example-Letter 5Dear Sirs,We learn from the Swedish Embassy that you are producing for export decorative wall clock of excellent quality.Th
21、ere is a steady demand here for high-class products of this type,especially in the noiseless types.Sales are not high,but a good price can be obtained for inventive designs.Would you please send us your quotation sheet covers full details of your export prices and terms of payment.If possible,will y
22、ou let us have some samples?We look forward to hearing from you soon.Yours faithfully,中文翻译中文翻译敬启者：从瑞典大使馆处获悉贵公司生产 出口的高品质墙挂装饰钟。我处市场对高品质装饰钟有稳定的需求，尤其是无声的那种。销售量虽然不大，但造型新颖的价格较高。请发给我方报价单，包括价格详表及支付方式。如有可能，请发样品。盼早日回复谨上Knowledge OutputSkill Drilling Translate the following letter to Chinese.Dear Sirs,We are g
23、lad to know your name and address on the Internet and are Iinterested in your jeans.We would like you to send us details of your various ranges,including sizes,colors and prices,and also samples of different qualities of material used.We take this opportunity to introduce ourselves as large dealers
24、in apparel and believe theres a promising market in our area for moderately priced jeans.If your prices and terms meet our requirements,we will be glad to place regularly orders with you.We are looking forward to receiving an early reply.Yours faithfully中文翻译：中文翻译：敬启者：从互联网上悉知贵公司名称和地址，我们对你公司的牛仔裤感兴趣。希望
25、贵公司能惠寄贵公司详细产品信息，包括尺寸，颜色及价格，及使用不同品质的材料制作的样品。借此机会作一下自我介绍，我们是大型服装经销商，我们相信中等价格的牛仔裤在我地区有潜在市场。如你方价格及条款符合我方要求，我们将向你方下长期订单。期待收到你方的早日回复谨上Knowledge Output2.Translate the following letter to English.敬启者：你方上月广交会上展出的外衣令我们印象深刻。我们是大型连锁零售商，正在寻找能提供各种成年男士外衣的生产商。由于我方经常下大额订单，我们期待报盘时在产品净价基础上允许22%的数量折扣。我方接受的支付方式为电汇。如对以上条
26、款感兴趣，并能满足每次供货1,000件以上，请给我方报最优惠价。期待你方早日回复。谨上英文翻译：英文翻译：Dear Sirs,The garments you showed in Canton Fair last month impressed us a lot.We are large chained dealers of garments and are seeking for manufactures which can produce mens garments.Since we usually put large orders,we hope there will be a 22%q
27、uality discount on net price when you make quotation.We accept the payment of T/T.If you are interested in the above terms and can provide over 1,000 each supply,please quote us your best price.We are expecting your early reply.Yours faithfully3.Situational Training Dear Sir or Madam,Having had your
28、 name and address on Internet,we know that you company produces food processing machines.We are one of the food processing machines importers in China.Some of our customers are interested in your juice dispenser and wish to have your CIF quotation with brochures and full particulars.We hope that you
29、r prices will be workable and that business will materialize to our mutual advantage.Yours faithful 中文译文：中文译文：敬启者，从互联网上悉知贵公司名称和地址我们了解到贵公司生产食物加工机。我方是中国食物加工机进口商之一。我方一些客户对你方的果汁机感兴趣希望你方报上CIF价并惠寄产品小册子及详细产品信息。我们希望你方的价格合理以便我们达成互惠贸易。谨上Words and Expressions1.process vt.加工，处理，n.过程，工序 eg.This machine can proce
30、ss soybeans into many edible products.这个机器能够 把大豆加工成很多种可食用的产品。2.illustrate vt.说明；表明；给加插图；（用示例，图画等）说明eg.Please send us some copies of your illustrated catalogue and your latest price list by airmail.请空邮给给我们贵公司的有插图的产品目录及你方最新的价目表。Words and Expressions3.latest adj.最新的，最近的eg.Enclosed please find our lates
31、t quotation for your reference.附件为我方最新报价单，供你方参考。petitive adj.竞争的，比赛的；（价格等）有竞争力的 eg.If your price is competitive,we will place large orders.如果你方价格有竞争力，我方将下大额订单。Words and Emodity n.商品；日用品 （modities）eg.The price of this commodity is quite changeable in the international market.该产品在国际市场上价格比较易变。拓展：commod
32、ity inspection商品检验 commodity price 商品价格 除了commodity之外，goods，merchandise,item 等都可以翻译为商品。6.selective adj.讲究的，有选择性的，精挑细选的，讲究的 eg.We have confidence to satisfy the most selective buyers.我们有信心满足最挑剔的买家。Words and Expressions7.discount n.折扣额；贴现；数目 vt.打折扣，减价出售 eg.We will allow you a 2%quantity discount.我们将会给
33、你方2%的数量折扣。8.quantity n.数量，量 eg.The quantity in your L/C do not conform to that in the contract.信用证里的数量与合同数量不符。拓展：quality n.质量，品质 该词因与quantity拼写相近，学生易将 二者混淆，特在此辨析。eg.Our products are of high quality and reasonable price.我们的货物质量上乘，价格合理。Words and Expressions9.promptly adv.敏捷地；迅速地；立即地 eg.We will treat t
34、his matter promptly and carefully and will let you know the first time we find out the truth.我们将快速认真地处理此事，一旦发现真相将立即通知你方。拓展：prompt adj.敏捷的；迅速地；立刻的 eg.Your prompt attention will be highly appreciated 如你方能及时关注此事我方将不胜感激。10.line n.行业，行当 eg.We have been in this line for many years.我们从事这一行业已经有很多年了。Words an
35、d Expressions11.connect vt.连接，联结；使有联系 eg.We are well-connected with customers in our area.我们与当地的客户保持良好的联系。拓展：connection n.连接；联系，关系；亲戚 eg.Scientists have established a connection between cholesterol levels and heart disease.科学家已经证实胆固醇含量与心脏病之间有关联。12.brochure n.小册子，手册 eg.We will send you a brochure and
36、 some samples by airmail.我们将空邮给你方手册及一些样品。Words and Expressions13.reference n.参考；参考书eg.Here is our best quotation for your reference.拓展：for your reference 供你参考；仅供参考14.quote vt 报价；引述eg.This is the lowest price I can quote you.这是我能报给你的最低价。拓展：quotation n.引用，引证；报价；报价单Words and Expressions15.prove vt.证明，证
37、实They hope the new drug will prove especially efficacious in the relief of pain.他们希望这种新药能在缓解疼痛方面产生特效。16.satisfactory adj.令人满意的；尽如人意的eg.Your product is quite satisfactory to our customers.贵公司产品令我方客户非常满意。Words and Expressions17.expect vt.期望，预料 vi.预期；期待 We expect your early and favorable reply.18.decor
38、ative adj.装饰的，装潢用 19.noiseless adj.没有噪音的，寂静的，不出声的eg.He moved with noiseless steps.他脚步轻轻地走动拓展：noiselessly adv.无声地，寂静地eg.Brockway watched me out of the corner of his eye,snickering noiselessly.布罗克韦斜着眼睛看我，无声地窃笑着。Words and Expressions20.inventive adj.发明的，善于发明的，有创造力的，独出心裁的eg.It inspired me to be more inv
39、entive with my own cooking.它激发我在自己烹饪时更富创造性。Phrases Expressionslbe obliged lplace an order with lcomply withlappeal tolaccording tolterms of paymentlin receipt oflwith keen interestlexcellent quality lsteady demandlhigh-classExercisesPut the following Chinese into English（1）插图目录（2）价目表（3）挑剔的买家（4）小册子（5
40、）大额订单（6）支付方式（7）成本保险加运费（8）榨汁机（9）安排装运（10）食品加工机Answers:1、Put the following Chinese into English(1）插图目录 illustrated catalogue（2）价目表 price list（3）挑剔的买家 selective buyers（4）小册子 brochures（5）大额订单 large order（6）支付方式 term of payment（7）成本保险加运费 CIF(Cost、Insurance and Freight)（8）榨汁机 juice dispenser（9）安排装运 arrange
41、 shipment（10）食品加工机 food processor 2、Fill in the blanks with the proper forms of the following words recommend copy line competitive commodity comply with appeal prompt discount manufacture (1)_ your request,we enclosed herewith a brochure.(2)Only the goods offered at _ price will secure interest fro
42、m serious purchasers.(3)From the introduction on your website,your products _ to us.(4)Would you please _ us a company which can produce bean products?(5)_ action is required as the fire spread.(6)I enclose herewith a _ of our quotation for your reference.(7)The _you are in the market for are in gre
43、at demand on international market at present.(8)We are very much familiar with this _.(9)Our company _ all sizes of mens shirts.(10).They are always available at a _.Answers：(1)Complying with your request,we enclosed herewith a brochure.(2)Only the goods offered at _competitive_ price will secure in
44、terest from serious purchasers.(3)From the introduction on your website,your products appeal to us.(4)Would you please recommend us a company which can produce bean products?(5)Prompt action is required as the fire spread.(6)I enclose herewith a copy of our quotation for your reference.(7)The _commo
45、dities_ you are in the market for are in great demand on international market at present.(8)We are very much familiar with this line.(9)Our company _manufactures_ all sizes of mens shirts.(10)They are always available at a _discount_.3、Translate the following into Chinese:(1)Our customers are intere
46、sted in importing your products.Please send us your catalogue,prices and samples by airmail.(2)If your price is favorable,we shall be pleased to purchase 6,000 tons of soybeans from you.(3)As we are in the market for Air Wrench tools kit,we should be very pleased if you would send us your best quota
47、tion.(4)We shall greatly appreciate it if you can let us know the quantity and price of the Apple iPad you can supply from stock at present.(5)We trust that you will make every effort to meet our particular requirements.Answers:(1)我们的客户对引进你方产品很感兴趣，请空邮给我们你方产品目录价格及 样品。(2)如果你方价格优惠，我们将从你方购买6,000吨大豆。(3)由
48、于我方正欲购买Air Wrench牌工具套装，如你方能给我们报最优惠价，我方将不胜感激。(4)如能告知你方现货供应的苹果iPad的数量和价钱，我方将不胜感激。(5)相信你方能尽一切努力满足我们的特殊要求。(6)If your prices will be competitive enough,we believe that business will materialize to our mutual advantage.(7)Please send us your best offer,stating specifications,packing,quantities available a
49、nd the earliest date of delivery.(8)If your price is competitive and the delivery date acceptable,we would like to place a large order with you.(9)If you can supply goods of the type and quality required,please quote your lowest prices.(10)Our associates in the packaging industry speak highly of you
50、r packing machines and we would like to have more information about them.Answers:(6)如你方价格有足够的竞争力，我们相信我们会达成对双方互利的贸易。(7)请报你方最优惠价，阐明规格，包装，数量及最早交货期。(8)如你方价格有竞争力，交货期可接受，我方将下大额订单。(9)如你方能按要求类型和数量供应，请报最低价。(10)我们在包装行业的合伙人高度赞扬你方的包装设备，我们想了解该产品 的更多信息。4、Translate the following into English:(1)请寄给我们你方新产品的小册子。(2)我
