1、国际商务英语函电CHAP3 Inquiry and ReplyObjectives:213Be familiar with some useful expressions in making inquiries Be familiar with writing steps in making inquires.Be able to know basic points of inquiries.After learning this chapter,you will 3Be able to write letters on business inquiries and status inquir
2、ies.4Lesson 4 (A)A General Enquiry (B)A Reply to the AboveLesson 5 An Order EnquiryLesson 6 (A)Status Inquiry(B)Reply to the AboveIntroduction In international business,inquiries fall into two categories:business inquiries and status inquiries.Business inquiries are usually made by buyers without en
3、gagement to obtain information about the goods to be ordered.They could be divided into general inquiries and specific inquiries in terms of the contents.In a general enquiry,the importer may only ask for the basic information,such as a price and conditions of sales,and asks for a catalogue,a pricel
4、ist,a sample,or some other reference materials from the exporter.If both parties have never dealt with each other before,then the importer will inform the exporter of the source of his information at the beginning of his letter.Details of his own company and/or business will also be included.The let
5、ter as such is known as a“First Enquiry”.The importer who sends a specific enquiry may require information as to price,specifications,discount,quantity,terms of payment,date of shipment,etc.regarding some definite goods in addition to reference materials.But in practice,a specific inquiry is often r
6、eferred to as an order inquiry Status inquiries are usually conducted at the beginning of establishing business relations.They are letters at the beginning of establishing business relations or executing orders.They are letters asking for information about the financial position,credit,reputation,an
7、d business methods of the prospective business partners.The main sources from which such information could be obtained are as follows:1.Bank 2.The Economic and Commercial Counsellors office of our Embassy in Foreign Countries 3.Chambers of Commerce 4.Professional inquiry agencies such as SINOSURE(中信
8、保中信保)5.Another company that has business with the new company.Writing Tips A general inquiry usually includes products interested,asking for general information,catalogue and pricelist,wishes for relationships,etc.A specific inquiry should include the following:specific products interested,asking fo
9、r such details as quantities,color,size,price,package,leading time，and terms of payment.Also wishes for relationships are put at the end of letters.Letters of status inquiries are more or less stereotyped.They usually begin with the request or inquiry,followed by a brief clarification,and then end w
10、ith a promise to keep the information provided secret.Some large firms even make their status inquiries on specially printed forms containing the questions they would like to have answered.They are generally headed“Confidential or“Private and Confidential”,which is also written on the envelope.About
11、 the letters1）.Enquiries are one of the major links in conducting business.When importers wish to buy goods,they usually send a letter of enquiry to the exporters.A general enquiry may be a request for the basic information,such as a price and conditions of sales,and asks for a catalogue,a pricelist
12、,a sample,or some other reference materials from the exporter.The prospective buyer can ask for any of the above according to his need.In this letter,the buyers show interest in“Men Slipper”TRF081142 and ask for basic information.2）.Letter B is written in reply to the previous letter enquiring for F
13、lip flop.When replying to such an enquiry,the writer should always remember when there is an enquiry,there is business.So such letters should be dealt with promptly and courteously.Lesson Four(A)A General EnquiryFrom:Jeremy Weiner To: Date:5 November 2010-11:49 Subject:Slipper&Flip Flop Dear Alicia,
14、I am the purchasing manager from AL ABRA SUB TRADING EST.We have met each other in last Canton Fair.Thank you very much for your hospitality in your booth at the Canton Fair 2010.We are looking to produce for Spring 2011 for our European market.We would be interested in producing flip flop slippers
15、similar to the Men Slipper TRF081142(focusing on smaller boys sizes).However,I do not like the frills on the strap.Do you have a model that is simpler?We would add our brand to the foot strap.We should not have a problem meeting minimums.Can you give me an estimate on how much 5,000 units would cost
16、(US$)?I estimate that our first order will run about 5,000 pairs and future orders will be significantly larger.Can you send samples to our CATANIA offices?If you need more objective information concerning our credit,please refer to the Banca Monte Dei Paschi Di Siena S.p.A.We are looking forward to
17、 your reply.Best regards,Jeremy WeinerCorporate Development Manager AL ABRA SUB TRADING EST.Jeremy Weiner Chinese version(B)A Reply to the AboveFrom: To:Jeremy Weiner Sent:November 8,2010 10:07 AMSubject:Flip Flop Dear Jeremy Weiner,Thank you very much for your kind inquiry to us.Regarding Men Slipp
18、er TRF081142 flip flop,the price for you is as below:“Men Slipper TRF081142 USD0.80/pair FOB Fuzhou And the packing charges are not included in the above price.The price we give you is on the basis of MOQ 7000pcs for each color.If your order reaches a certain amount,the cost of making molds can be o
19、ffset.We can give you a special discount of 2%for quantities over 1,4000 pairs.We can change the frills on the strap.We have rich experience in making OEM slippers.You can send your logo and detailed requirements to us.All sizes and different designs are welcome.The price can be various if the quali
20、ty is different.If you have different opinions or target price,please dont hesitate to contact me.I sincerely hope we can have a chance to open an account soon.Regarding samples,we are arranging now.I will confirm you when we send out.Normally we need 5 days to send out a new sample.Best regards,Ali
21、ciaChina Oriental Footwear Import&Export Corp.Chinese versionNoteshospitality n.盛情，热情款待盛情，热情款待2.look for/to 找寻找寻(询盘常用句子询盘常用句子)We look to buy alarm clock!我们要购买闹钟。我们要购买闹钟。I am looking for a supplier for solar energy products.我在我在寻找太阳能产品的供应商。寻找太阳能产品的供应商。3.estimate n./v.估计估计;估价估价I will give you an estim
22、ate on the amount of time it will take to complete this job.我会告诉你完成这份工作的预计所需时间。我会告诉你完成这份工作的预计所需时间。Notes4.order n./v.订单订单 regular order 定期订单，定期订单，trial order 试订单，试订单，first/initial order 首次订单首次订单 place an order with sb.向某人订购向某人订购5.significantly adv.显著地，大大地显著地，大大地6.Banca Monte Dei Paschi Di Siena S.p.A
23、.意大利意大利西雅那银行集团成立于西雅那银行集团成立于1472年，总部设在意大利中部年，总部设在意大利中部中世纪的古城西雅那城市。总资产达到中世纪的古城西雅那城市。总资产达到1282亿亿欧元欧元，集团主要成员包括西雅那银行、托斯卡那银行、曼托集团主要成员包括西雅那银行、托斯卡那银行、曼托瓦纳农业银行。瓦纳农业银行。BackNotes 7.refer to vt.咨询，提交，查阅，参阅，转给咨询，提交，查阅，参阅，转给 vi.谈到，谈谈，提到谈到，谈谈，提到 We refer you to our bank for our financial standing.请你们去向我们的银行了解我们的资信
24、状况。请你们去向我们的银行了解我们的资信状况。We refer you to our letter of March 15.请你们参阅我方请你们参阅我方3月月15日信函。日信函。The matter of difference shall be referred to arbitration.不同意见将提交仲裁。不同意见将提交仲裁。Your enquiry for watches has been referred to us for attention.你方对手表的询价已经转交给我们办理。你方对手表的询价已经转交给我们办理。8.regarding prep.关于关于商品是商务英语信函的传递信
25、息，是主要话题。因此突出商品功能的这类连词比商品是商务英语信函的传递信息，是主要话题。因此突出商品功能的这类连词比其他不同类型语篇明显的多，其它的还有其他不同类型语篇明显的多，其它的还有as regards,with reference to,covering和和concerning等。等。We have already written to you regarding this matter.关于此事我们已写信答复。关于此事我们已写信答复。BackNotes9.charge n.费用费用10.MOQ=minimum order quantity 即最小订购量（最即最小订购量（最小订单量）小订
26、单量）后面跟具体的数量，一般公司都会规定最小订单量的，后面跟具体的数量，一般公司都会规定最小订单量的，达到这个量才可以卖。达到这个量才可以卖。11.offset vt.补偿补偿;抵消抵消He has to offset his small salary by living economically.他薪水微薄，不得不节俭度日。他薪水微薄，不得不节俭度日。12.discount n.折扣折扣We may offer 2%trade discount only for the order this week.我们仅对本周订单提供我们仅对本周订单提供2%的折扣。的折扣。BackNotes13.bra
27、nd n.品牌品牌 logo n.是是徽标徽标或者商标的英文或者商标的英文说法。说法。14.open an account 开立帐户开立帐户公司之间开立帐户，意味着双方建立贸易关系，即公司之间开立帐户，意味着双方建立贸易关系，即enter into business relations/establish relations.15.confirm v.证实，确认证实，确认His letter confirmed everything.他的信证实了一切。他的信证实了一切。We confirm having agreed on the following points.兹兹确认确认双方就下列各点达
28、成协议。双方就下列各点达成协议。BackChinese Version of the letters:(A)一般询盘一般询盘艾丽西亚：艾丽西亚：我是我是AL ABRA SUB TRADING EST.的采购经理，去年在广的采购经理，去年在广交会上我们见过面。非常感谢你在展位上的热情款待。交会上我们见过面。非常感谢你在展位上的热情款待。我们在寻购我们在寻购2011春季欧洲市场的产品。我们要生产类似春季欧洲市场的产品。我们要生产类似“男男子拖鞋子拖鞋”TRF081142（侧重于小男孩的尺寸）的拖鞋。然而，（侧重于小男孩的尺寸）的拖鞋。然而，我不喜欢拖鞋带子上的我不喜欢拖鞋带子上的“”“”frill
29、s“”字样。你有没有一个更简字样。你有没有一个更简单的模型？我们想把我们的品牌印在鞋带上。满足最小订购单的模型？我们想把我们的品牌印在鞋带上。满足最小订购量我们应该不会有问题，如果订量我们应该不会有问题，如果订5000双大概价格是多少（美双大概价格是多少（美元）？我估计初次订单为元）？我估计初次订单为5000双，将来的订单还会更大。你双，将来的订单还会更大。你可以寄样品给我们的卡塔尼亚办事处吗？可以寄样品给我们的卡塔尼亚办事处吗？如果你需要有关我们公司的客观资料，请向意大利西雅那银如果你需要有关我们公司的客观资料，请向意大利西雅那银行查询。行查询。我们期待您的回复。我们期待您的回复。商祺商祺/
30、杰瑞米杰瑞米BackChinese Version of the letters:(B)答复答复杰瑞米：杰瑞米：非常感谢你的询盘。非常感谢你的询盘。关于关于“男子拖鞋男子拖鞋”TRF081142,给你的价格如下：给你的价格如下：“男人拖鞋男人拖鞋”TRF081142 每双每双 0.80美元福州美元福州FOB 价价上述的价格不包括包装费用。上述的价格不包括包装费用。我们给你的价格是基于起订量每种颜色我们给你的价格是基于起订量每种颜色7000双。如双。如果你的订单达到一定数量，开模费可以抵消。数量超果你的订单达到一定数量，开模费可以抵消。数量超过过1，4000双我们可以给你双我们可以给你2%的特别
31、折扣。的特别折扣。我们可以改鞋带上的我们可以改鞋带上的frills字样，我们有丰富的经字样，我们有丰富的经验做贴牌拖鞋。你可以把你的标志和具体要求发给我验做贴牌拖鞋。你可以把你的标志和具体要求发给我们，各种尺寸和不同的设计都是可以做到的。们，各种尺寸和不同的设计都是可以做到的。如果质量不同，价格也不同。如果你有不同意见或目如果质量不同，价格也不同。如果你有不同意见或目标价格，请尽快与我联系。我真诚地希望我们能尽快标价格，请尽快与我联系。我真诚地希望我们能尽快开启交易。开启交易。我们正在安排样品，发送时我们会与你方确认，发出我们正在安排样品，发送时我们会与你方确认，发出一个新样品通常需要一个新样
32、品通常需要5天时间。天时间。商祺商祺/艾丽西亚艾丽西亚BackExercises I.Translate the following expressions A.From Chinese into English:1.special discount 2.objective information3.logo 4.MOQ5.open an account6.on the basis of 特殊折扣特殊折扣 客观资料客观资料 商标商标 最小订单量最小订单量 开启交易开启交易在在基础上基础上 B.From Chinese into English:1.数量折扣 2.订购3.查阅 4.首次订单qua
33、ntity discountplace an order refer to initial orderII.Choose the suitable expressions for each blank.:()1.If you can supply this article,kindly _ me a detailed pricelist.a.sending b.sent c.to send d.send()2.We are a corporation,_ both the import and export of textiles.a.handling in b.trading c speci
34、alizing d.dealing in()3.If your price is reasonable,we shall _ an order _ you.a.place/with b.make/from c.have/with d.take/for D D A()4.We confirm _ your inquiry of June 15.a.to receive b.received c.having received d.receive()5.We have been importers _ foodstuffs for many years.a.to b.of c.for d.on()
35、6.One of our clients _ Chinese black tea.a.in the market for b.are in the market for c.is in the market for d.be in the market for()7.Please refer_ the pricelist enclosed.a.to b.with c.for d.on()8.Please let us have a copy of your pricelist so that we may acquaint ourselves _ your products.a.to b.wi
36、th c.for d.in.A B C B C()9.We are a Germany(Berlin)_company looking for a long term partner.a.based in b.on the basis of c.based d.based on()10._ your information,we are giving the details you ask for.a.To b.With c.For d.On()11.The email we received yesterday is an inquiry _ discounts.a.for b.after
37、c.before d.unless()12.Our products are displayed in Stand B22,_you will find me during office hours.a.when b.which c.that d.where D C C A III.Translate the following sentences into English:1.我们在寻找能够供应手提电脑的可靠厂家。我们在寻找能够供应手提电脑的可靠厂家。2.我们想购买电脑配件，请寄最小订单量的详细价目表及运我们想购买电脑配件，请寄最小订单量的详细价目表及运费费。We are looking f
38、or a reliable supplier who can provide us withlaptops.We would like to buy computer parts.Please send me a detailed pricelist with min.order and shipping costs.3.关于所附的这种型号，我们的目标价位是每台关于所附的这种型号，我们的目标价位是每台9.5美元。美元。4.订购量超过订购量超过1000件，可允许给予件，可允许给予3%的折扣。的折扣。5.至于我们的信用情况，请向中国银行上海分行咨询付款。至于我们的信用情况，请向中国银行上海分行咨询
39、付款。Regarding the model we attached here,our target price is USD9.5 per piece for our market.We allow you a discount of 3%for quantity over 1000 pieces of the offered item.As regards our financial standing,please refer to the Bank of China,Shanghai Branch.An Order EnquiryAn Order EnquiryAn order inqu
40、iry is the specific information asked by the buyer for a specific product or several specific products on specific terms.It is usually sent before a purchase order is placed.Generally,an order inquiry should include the following:specific products interested,asking for specific introduction with mod
41、el,color,size of a product,specifications,package as well as photos or samples,especially a price quotation of products interested.About the letterChinese versionNotes 1.Order Inquiry 客户询盘，买方详细的说明订购产品所要求的客户询盘，买方详细的说明订购产品所要求的材料、型号、颜色、尺寸等，要求卖方综合细节进行报价。一般在客户下材料、型号、颜色、尺寸等，要求卖方综合细节进行报价。一般在客户下purchase Ord
42、er之前之前,都会有相关的都会有相关的Order Inquiry给业务部给业务部,做一些细节上的了解。做一些细节上的了解。2.sketch 鞋草图鞋草图3.spec为为specification 的缩写，的缩写，Size Spec/Spec sheet尺寸表尺寸表在电子邮件中还流行使用一些由首字母或读音组成的缩略词，在电子邮件中还流行使用一些由首字母或读音组成的缩略词，如：如：yr:your,pls:please,ASAP：As soon as possible,pcs:pieces,CTN：carton,ETD:estimated time of delivery,PRS:pairsBack
43、Notes4.quote v.报价报价 Please quote us the lowest price for Printed Shirting.请报印花细布的最低价。请报印花细布的最低价。quotation n.报价报价quotation 后可接后可接for或或on;若买方提到卖方已对某货作出的若买方提到卖方已对某货作出的报价时，可用报价时，可用 ofsend/give/make/fax/email/sb.a quotation for/on sth.向某人报某商品的价格向某人报某商品的价格We should be obliged if you would give us a quotat
44、ion for the supply of 200 Kitchen Cupboards.如能向如能向我方报我方报200个橱柜的价格，我们将不胜感激。个橱柜的价格，我们将不胜感激。Your quotation of Sewing Machines is too high to be acceptable.你方缝纫机的报价太高，不能接受你方缝纫机的报价太高，不能接受Notes 5.sample 样品样品 这里指买方提供的样品这里指买方提供的样品6.upper material鞋帮材料鞋帮材料Outsole Material 大底材料大底材料7.navy blue 海军蓝海军蓝 其它颜色还有：其它颜
45、色还有：beige 米色，米色，bone 骨色，骨色，camel 骆驼色等。骆驼色等。8.delivery date 交货期交货期9.payment terms 付款方式付款方式10.L/C 60days 60天的远期信用证天的远期信用证Notes11Orient Overseas Container Line(OOCL)-东方海外东方海外,是香港联交所上市公司是香港联交所上市公司(0316)东方海外东方海外(国际国际)有限公司有限公司(OOIL)的全资附属公司，为世的全资附属公司，为世界具规模之综合国际货柜运输、物流及码头公司之一亦界具规模之综合国际货柜运输、物流及码头公司之一亦为香港最为熟
46、悉之环球商标之一，为客户提供全面的物为香港最为熟悉之环球商标之一，为客户提供全面的物流及运输服务，航线联系亚洲流及运输服务，航线联系亚洲、欧洲、北美、欧洲、北美、地中海、地中海、印度次大陆、中东及澳洲印度次大陆、中东及澳洲/纽西兰等地，创始人为香港富纽西兰等地，创始人为香港富商商董浩云董浩云。BackNotes12.shipping agent 海运代理，货代海运代理，货代 13.FOB 全文是全文是Free On Board，即船上交货，即船上交货(指定装运港指定装运港)，习，习惯称为惯称为装运港船上交货装运港船上交货。另两个常用的是。另两个常用的是CIF:Cost,Insurance an
47、d Freight与与CFR:Cost and Freight。mission佣金佣金 指买卖中付给中间人的报酬。指买卖中付给中间人的报酬。The above price includes your commission of 2%.以上价格包括以上价格包括了你方百分之二的佣金。了你方百分之二的佣金。There are three items of commission left unpaid.还有三笔佣金未还有三笔佣金未付。付。This amount includes all commissions.此数包括一切佣金在内。此数包括一切佣金在内。Business English Corresp
48、ondenceNotescommission n.佣金关于佣金的一些习惯说法：1）百分之几佣金可说：a commission of%或 .%commission2）你方或我方百分之几佣金可说：your/our commission of%或 your/our%commission3）两笔佣金或几笔佣金 不可说：two or several commissions 应该说：two or several items of commissionBusiness English Correspondence4）一切佣金或各项佣金可说：all commissions5）allow(or:grant,gi
49、ve,offer)sb.a commission of%on（for）sth.对于某物给予某人百分之几的佣金 eg.The above price includes your commission of 2%.There are three items of commission left unpaid.还有三笔佣金未付。This amount includes all commissions.此数包括一切佣金在内。Business English Correspondence eg.On an order for more than US$100,000,we usually allow a
50、 5%commission.对于一份超过十万美元的订 单，我们通常给予百分之五的佣金。Enclosed is our check for US$782 to pay all commissions due to you.随函附上一张782美元的支票用以支付所欠你 方的全部佣金。We regret to say that we can do nothing more for you unless you pay the five items of commission into your account.歉告，除非你们将五笔佣金付清，否则我们 再也无法为你们做任何事情。BackBusiness
