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1、外贸英语函电 石如璧石如璧3.1 Enquiries and repliesMany Steps in Business Negotiation enquiryoffercounter-offeracceptancen具体询函的写作步骤如下：具体询函的写作步骤如下：n1.说明想要购买的货物；说明想要购买的货物；n2.请求对方寄送有关该商品的目录、价格或样请求对方寄送有关该商品的目录、价格或样品；品；n3.询问对方所能提供的折扣，你方所能接受的询问对方所能提供的折扣，你方所能接受的支付条件和期望的交货时间；支付条件和期望的交货时间；n4.以盼早复收尾。以盼早复收尾。Useful Expressi
2、onsn1.learn from 从从得知得知n2.Commercial Counselors Office 商务参战处商务参战处n3.handicraft article 手工艺品手工艺品n4.brocade handbag 锦绣手袋锦绣手袋n5.leading importer 大进口商大进口商n6.quote sb.a price for sth 向某人就某物报价向某人就某物报价n7.place an order with sb.for sth 向某人就某物下订向某人就某物下订单单Useful SentencesUseful SentencesUseful sentences nThom
3、as Co,Ltdn120Garden Street Vancounver V5ZEG7,Canadan May 24,2006nNingbo Qianhu Trading Co,Ltd.n101 Lianfeng RaodnNingbo 315000nChinanDear Sirs,nWe have learned from the Commercial Counselors Office of Canadian Embassy in your country that you manufacture and export a variety of handicraft articles.n
4、Our company is one of the leading importers of handicraft articles in Canada.As there is a steady demand here for high quality brocade handbags,we would like you send us as soon as possible your illustrated catalogues,samples and all information about the goods.Meanwhile,please quote your lowest pri
5、ce,CIF Vancouver,stating the earliest date of shipment.nShould your quality be suitable and the price competitive,well be ready to place an order for at least 5,000 pieces with you.nYour prompt attention to this matter will be much appreciated.n nYours faithfully,nCrownNotes n1.handicraft articles 手
6、工艺品手工艺品n2.a steady demand for 对对有稳定的需求有稳定的需求nThere has been steady demand for our jade boxes in your market.n贵方市场对我们的玉器盒子需求一直很稳定。贵方市场对我们的玉器盒子需求一直很稳定。n3.illustrated catalogue 带有插图的目录带有插图的目录n4.Please quote your lowest price.n请报公司最低的价格请报公司最低的价格nquote 报价，开价报价，开价nquote sb.（a price）for sth.ne.g.:n1.Please
7、 quote your lowest price for mens shirts CFR Rotterdam.n2.Please quote us for mens shirts CIF Rotterdam.n报最低价报最低价nquote ones lowest price/make(give/send)lowest quotations.n5.stating the earliest date of shipment.n说明最早装船期。说明最早装船期。n现在分词短语作状语，表伴随状态。现在分词短语作状语，表伴随状态。n6.Should your quality be suitable and
8、 the price competitive.n如果产品质量合适且价格具有竞争力的话。如果产品质量合适且价格具有竞争力的话。n此句为倒装条件句，相当于此句为倒装条件句，相当于nIf your quality is,in case your quality is.n7.place an order for sth with sb 向某人订购某物向某人订购某物n1）名词）名词order常与动词常与动词make,send,place 等连用，表示订购某项等连用，表示订购某项货物。货物。ne.g.If your prices are competitive,we shall be pleased to
9、 place an order with you for printing bedcovers.n2)表示各种订单的说法有：表示各种订单的说法有：nregular order 长期订货长期订货nTrial order 试订单试订单nFirst/initial order 首笔订单首笔订单nSubstantial order 大宗订单大宗订单nRepeat order 再次订货再次订货/续订单续订单n8.appreciate 感激感激n可接名词或动名词作宾语，不可接不定式可接名词或动名词作宾语，不可接不定式ne.g.We highly appreciate your kind cooperati
10、on.nWe shall appreciate it if you will send us a pamphlet and four samples by air immediately.nWe shall appreciate your giving this matter your serious considerations.Exercises:Translate the following into Chinesen1.We shall appreciate it very much,if you will quote us your lowest price for walnuts.
11、n2.We should like to mention that our quotation is CIF Liverpool net.n3.Please note that our quotation is inclusive of your commission of 3%.n4.Will you kindly quote us CIF Melbourne for Butterfly Brand Sewing machine?Reply to an Enquiry Dear Mr.Crown,We warmly welcome your enquiry of May 24 and tha
12、nk you for your interest in our brocade handbags.We are sending you samples,illustrated catalogues and price list of brocade handbags giving the detailsyou asked for under separate cover.We feel confident that the goods both excellent in quality and reasonablein price.Best regards.nYours sincerely,n
13、Mr.Lu JiannAssistant to General Managern1.feel confident 感到自信感到自信nThey have good reason to feel confident.n2.reasonable adj.合理的合理的,有道理的有道理的;通情达理的通情达理的,公公道的道的 nI think its a reasonable price.nHe gave me a reasonable explanation.Review:n1.handicraft articles n2.对对有稳定的需求有稳定的需求n3.illustrated cataloguen4
14、.请报公司最低的价格请报公司最低的价格n5.stating the earliest date of shipmentn6.如果产品质量合适且价格具有竞争力的话如果产品质量合适且价格具有竞争力的话n7.place an order for sth with sb n8.appreciate 感激感激Review:n9.giving the details you asked for n10.under separate coverFirm offer and Non-firm offern实盘所列的交易条件必须肯定、明确，不能含实盘所列的交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何
15、保留。糊和模棱两可；也不应有任何保留。n虚盘即发盘人有保留地愿按照一定条件达成交虚盘即发盘人有保留地愿按照一定条件达成交易的表示。虚盘不必有完整的内容，没有时限易的表示。虚盘不必有完整的内容，没有时限的规定，而且也不明确不肯定，如参考价、数的规定，而且也不明确不肯定，如参考价、数量视我供应可能、以我最后确认有效量视我供应可能、以我最后确认有效(Subject to our final confirmation),以我货未售出为以我货未售出为准准(subject to unsold),此发价此发价可按市价可按市价增减增减(We offersubject to market fluctuation
16、)等。等。1.subject to your reply reaching here before June23,2006.(实盘）实盘）n2.以本公司最终确认为准（表示此盘为虚盘）以本公司最终确认为准（表示此盘为虚盘）n3.Subject to your acceptance within two weeks.n以贵公司在两周之内接受为条件（说明此报盘为实盘）以贵公司在两周之内接受为条件（说明此报盘为实盘）n4.Subject to your immediate acceptance.n(实盘）以贵公司立即接受为条件。实盘）以贵公司立即接受为条件。nNingbo Qianhu Trading
17、 Co.,Ltd.n101Lianfeng Road,Ningbo315000,Chinan June1,2006nThomas Co.,Ltdn120 Garden StreetnVancouver V5Z3G7,CanadanDear Mr.Crown,nThank you for your enquiry of May 24.At your request,we are making you the following offer subject to your reply reaching here before June23,2006.nArticle:Brocade Handbag
18、snPrice:US$12.00/pc,CIF VancouvernQuantity:5,000 pcsnShipment:August,2006nPacking:twenty pieces to a cartonnTerms of Payment:by irrevocable documentary Letter of Credit in the sellers favor.nWe hope that the above will be acceptable to you,and await with keen interest your formal orders.nYour Sincer
19、ely,nDavid ChenNotesn1.At your request 应你方要求应你方要求n这是商业信函中的常用语，用作状语这是商业信函中的常用语，用作状语ne.g.At your request,we have amended the L/C.n应贵公司要求，我们已经修改了信用证。应贵公司要求，我们已经修改了信用证。n也可用：也可用：as requested,at the request of sbn应某人的要求应某人的要求ne.g.As request,we are giving you an estimate of approximate requirements for nex
20、t year.n应贵公司要求，寄上一份明年所需货物的预估表。应贵公司要求，寄上一份明年所需货物的预估表。nWe are sending the counter sample at the request of your agent.n应贵公司代理商要求，寄上对等货样。应贵公司代理商要求，寄上对等货样。n2.offer V.报盘报盘n（包括交易的种种条件，如货名、规格、数量、价格、船期及答（包括交易的种种条件，如货名、规格、数量、价格、船期及答复期限等）复期限等）ne.g.We can offer you various kinds of baskets.nWe can offer you la
21、rge quantities of headdress flowers at attractive price.n我们能以很具吸引力的价格给公司报盘大量头花。我们能以很具吸引力的价格给公司报盘大量头花。nOffer 还可用作名词，在还可用作名词，在make offer,send offer,give offer后经后经常接介词常接介词for 或者或者onne.g.Please make/send us an offer for gold and silver thread embroidered articles.n请报金银绣品价格。请报金银绣品价格。n3.subject to your re
22、ply reaching here before June23,2006.(实盘）实盘）n以本公司最终确认为准（表示此盘为虚盘）以本公司最终确认为准（表示此盘为虚盘）nSubject to your acceptance within two weeks.n以贵公司在两周之内接受为条件（说明此报盘为实盘）以贵公司在两周之内接受为条件（说明此报盘为实盘）nSubject to your immediate acceptance.n(实盘）以贵公司立即接受为条件。实盘）以贵公司立即接受为条件。n4.Terms of Payment 付款条件付款条件n5.irrevocable documentar
23、y letter of credit 不可撤不可撤销的跟单信用证销的跟单信用证nletter of credit 可数的普通名词可数的普通名词,单数为单数为a letter of credit,复数为复数为letters of credit.常用大写缩写形式，可常用大写缩写形式，可写为写为L/C 或或Ls/C.n当当credit表示信用证时，复数为表示信用证时，复数为credits.n6.in sellers favor 以卖方为受益人以卖方为受益人n还可以还可以in the favor of the seller,这是外贸业务术语，这是外贸业务术语，尤指把信用证开给某人名下。尤指把信用证开给
24、某人名下。n表示表示“以某人为收益人以某人为收益人”“对对有利有利”可以用：可以用：nin ones favor,in the favor of sb.ne.g.We have made arrangements with Bank of China to open a credit in your favor.n我们已安排由中国银行开立以贵公司为抬头的信用证。我们已安排由中国银行开立以贵公司为抬头的信用证。n8.and await with keen interest your formal orders.n并殷切地等待着贵公司正式下单。并殷切地等待着贵公司正式下单。n1）With keen
25、 interest 殷切地殷切地n2）await（正式用语）正式用语）V.等待，期待（与等待，期待（与wait for 相相近）近）ne.g.We await your final confirmation.n盼贵公司最终确认。盼贵公司最终确认。n7.acceptable 可接受的可接受的ne.g.The quality is acceptable,but the time of shipment is not.n质量可以接受，但装运期不行。质量可以接受，但装运期不行。nWe trust the above offer will be acceptable to you.n我们相信上述报价贵公
26、司是可以接受的。我们相信上述报价贵公司是可以接受的。Complete the following sentences in Englishn1.As soon as we receive your specific enquiry,na.我们将立即给你们报最优惠的拉哥斯（我们将立即给你们报最优惠的拉哥斯（Lagos)到岸价到岸价nb.我们即将给你们报最低价。我们即将给你们报最低价。n2.To acquaint you with the cotton piece goods we export now,na.我们已用航空快递给你邮件我们已用航空快递给你邮件3样品书。样品书。nb.我们已经邮寄了我
27、们已经邮寄了5本样品书。本样品书。n3.If you quotation is competitive,nA.我们将打算订购我们将打算订购300台蝴蝶牌缝纫机。台蝴蝶牌缝纫机。nB.我们将大量订购男士衬衣。我们将大量订购男士衬衣。nC.我们确信我们能大量订购印花床单。我们确信我们能大量订购印花床单。Review:n1.Thank you for your enquiry of May 24n2.按照你方的要求按照你方的要求n3.subject to your reply reaching here before June 23,2006n4.商品名称商品名称n5.价格价格n6.数量数量n7.装
28、船时间装船时间n8.包装包装n9.支付条款支付条款n10.The above will be acceptable to you.n11.await for your formal ordersKey pointsn1.With reference to your enquiryn2.make the following offern3.5,000 pieces of brocade handbagsn4.irrevocable documentary n5.in sellers favorn6.please note thatn7.is subject to goods being unso
29、ldn8.run out n9.take advantage of Useful sentencesn1.With reference to your enquiry of May 24,we make you the following offern2.“5,000 pieces of brocade handbags,at US$12.00/pc CIF Vancouver for shipment in August,2006.n3.Please note that this offer is subject to goods being unsold.”n4.As we have re
30、ceived large number of orders from our clients,our present stock may soon run out.n5.We look forward to receiving your order.nNingbo Qianhu Trading Co.,Ltd.n101Lianfeng Road,Ningbo315000,Chinan June1,2006nThomas Co.,Ltdn120 Garden StreetnVancouver V5Z3G7,CanadanDear Mr.Crown,nWith reference to your
31、enquiry of May 24,we take pleasure in making the following offer:n n“5,000 pieces of brocade handbags,at US$12.00/pc CIF Vancouver for shipment in August,2006,for payment by irrevocable documentary L/C in sellers favor,which we hope younwill find in order.Please note that this offer is subject to go
32、ods being unsold.”nAs we have received large number of orders from our clients,it is quite probable that our present stock may soon run out.We would therefore suggestnthat you take advantage of this attractive offer.nWe look forward to receiving your order.nYour Sincerely,nDavid ChenNotesNotes Exerc
33、isesn1.Please reply as soon as possible,说明最早装船说明最早装船其和付款条件。其和付款条件。n2.If you are interested,please cable us,说明所需说明所需的数量。的数量。n3.We cabled you yesterday,告知你方告知你方2000公斤核桃公斤核桃肉要在五月期间装运。肉要在五月期间装运。n4.Please reply as soon as possible,告知我方所有告知我方所有必要的详细信息。必要的详细信息。n5.We cabled you yesterday,向你们下向你们下5000打钢笔的打钢笔
34、的订单。订单。n6.We wrote you last week,要求你方寄来最近的价目要求你方寄来最近的价目表。表。n7.Please quote us your lowest price,说明支付条款说明支付条款和包装条件。和包装条件。Task:Writing a letter about a non-firm offern1.With reference to your enquiry of,we make you the following offern2.“5,000 pieces of,at US$12.00/pc CIF Vancouver for shipment in Aug
35、ust,2006.n3.Please note that this offer is subject to goods being unsold.”n4.As we have received large number of orders from our clients,our present stock may.n5.We look forward to receiving your order.Useful Sentencesn1.With reference to your enquiry of May 24,we make you the following offer,which
36、is subject to our final confirmation.n2.Replying to your enquiry of May 8,we have the pleasure of quoting our brocade handbags as follows.n3.We are in receipt of your enquiry of May 24,and send you samples of our various brocade handbags,for which we can quote you as follows.n4.These quotations are
37、all subject to the fluctuation of the market,and we hope to have your definite enquiries shortly.n5.We offer,subject to goods being unsold.n6.We offer,subject to prior sale.n7.We hope you will agree that our prices are very competitive for these good quality brocade handbags,and we look forward to y
38、our initial order.n8.This favorable offer will not be repeated for some time,and we accordingly look forward to an early order from you.n9.As for the above offer,it is extremely probable that the prices will rise more,and it would therefore be to your interest to place your orders without delay.n10.
39、As the prices quoted are exceptionally low and likely to be adjusted,we would advise you to place orders without delay.Review:n1.with reference to your enquiry of May 24.n2.我们很高兴报盘如下。我们很高兴报盘如下。n3.请注意请注意n4.以卖方为收益人以卖方为收益人n5.以未货物未售出为准以未货物未售出为准n6.Our present stock may soon run out.Case 4n价格是贸易双方极为关注的交易条
40、件，价格是贸易双方极为关注的交易条件，Martin Crown 先生收到陈先生的报盘后认为其报价过先生收到陈先生的报盘后认为其报价过高，于是对其价格进行了还盘。高，于是对其价格进行了还盘。nKey points:n1.收到报盘信收到报盘信n2.考虑我们的还盘考虑我们的还盘n3.你方价格偏高你方价格偏高Useful Expressionsn1.be on high side 偏高偏高n2.are not in a position to accept the offern3.make some allowance 打折扣打折扣n4.push the sales of your goods in
41、our marketn5.make regular orders n6.consider our counter offerUseful sentencesn1.Thank you for your offer of June 1 forn2.we are not in a position to accept the offern3.Your price appears to be on rather high side.n4.we suggest that you make some allowance,say 8%on your quoted price,that would help
42、to push the sales of your goods in our markets.n5.We will appreciate it very much if you will consider our counter offer.n10.In view of the above,we suggest that it is to your interest to accept our price without delay.nThomas Co,Ltdn120Garden Street Vancounver V5ZEG7,Canadan June 14,2006nNingbo Qia
43、nhu Trading Co,Ltd.n101 Lianfeng RaodnNingbo 315000nChinanDear Mr Chen,nThank you for your offer of June 1 for 5,000 pieces of brocade handbags.nWe appreciate the good quality of your goods,but unfortunately we are not in a position to accept the offer on your terms.Your price appears to be on rathe
44、r high side.Actually we can obtain the products with similar quality through another channel at a much lower price than you quoted us.nMay we suggest that you make some allowance,say 8%on your quoted price,that would help to push the sales of your goods in our markets.If you can do so,we will possib
45、ly make regular orders from you.We hope you will take advantage of this chance so that both of us will benefit from the expanding market.nWe will appreciate it very much if you will consider our counter offer favorably and fax us your acceptance as soon as possible.nYours sincerely,nMr.CrownNotes n1
46、.Counter offer 还盘，还价。还盘，还价。n指受盘人对原报盘提出修改。指受盘人对原报盘提出修改。nWe have to note that your counter offer is unreasonable.n2.be in a position to 能够做能够做nAt present moment,we are not in a position to supply all what you need.n3.be on(rather)high side(价格偏高）价格偏高）nThe price you offered is on rather high side compar
47、ed with those of other suppliers.n4.allowance 折扣折扣nThe dealer gave us an allowance on our old car.n5.push v.促销促销nThey arent really pushing their business enough.nThe author pushed her latest book.n6.expanding market 扩大的市场扩大的市场n7.in reply 作为答复作为答复n这个短语可以放在句首，倘若放在一封信的句首，则这个短语可以放在句首，倘若放在一封信的句首，则应写为：应写为
48、：nIn reply to your letter ofn其他类似的表达方式还有其他类似的表达方式还有 in response to,in reply(to),replying to,as a reply等。等。ne.g.In response to your enquiry of May 1,we now offer you handbags as follows.Exercisen1.你们在本月你们在本月中国对外贸易中国对外贸易（“China Foreign Trade”）上所登的广告，我们很感兴趣，先请告知该上所登的广告，我们很感兴趣，先请告知该商品的详细情况。商品的详细情况。n2.一旦
49、收到你方具体询盘，我们将立即给你们报最优一旦收到你方具体询盘，我们将立即给你们报最优惠的拉各斯到岸价。惠的拉各斯到岸价。n3.如果你们首笔订单使我们满意，随后定期下单。如果你们首笔订单使我们满意，随后定期下单。n4.根据你方要求，我们报盘如下，这个发盘是以一周根据你方要求，我们报盘如下，这个发盘是以一周之内你方复信到达为准。之内你方复信到达为准。n5.我们可以从现货中供应你我们可以从现货中供应你3，000打打“天坛天坛”牌男衬牌男衬衫。衫。n6.如果你公司能将如果你公司能将9月月3日报价单的价格降低日报价单的价格降低3%，则我，则我公司将乐意接受你们的报价。公司将乐意接受你们的报价。Usefu
50、l sentencesn1.Thank you for your offer of June 1 for 5,000 pieces of brocade handbags.n2.Thank you for your letter of June 1.We regret to say that we can not accept your offer.n3.We have acknowledgement of your letter of June 1 offering us 5,000 pieces of brocade handbags at US$12.00/pc CIF Vancouve