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1、Chapter Three Enquires3.1 Introduction3.2 Writing guide3.3 Letters for example 3.4 Words and Phrases 3.5 Notes3.6 Useful expressions 3.7 Exercises 二、交易磋商的一般程序二、交易磋商的一般程序询盘询盘Inquiry发盘发盘offer还盘还盘counteroffer接受接受acceptance例：例：1、PleaseoffernortheastsoybeanlowestpriceFOBdalian;2、Wecanoffer1000MTnortheast
2、soybeanlowestUSD200/MTFOBdalian,shipmentfor2005.04,IrrevacableL/Cforpayment;3、Yourcable10THcounter-offerUSD200/MTCIFNewyork;4、Yourcable12THWeaccepted.例：例：1、Cansupplynortheastsoybeanlowest,PleaseBID;2、Weneed1000MTnortheastsoybeanlowestUSD200/MTCIFNewyork,shipmentfor2005.04;3、Yourcable10THcounter-offe
3、rUSD200/MTFOBdalian;4、Yourcable12THWeaccepted.vGeneral Questions to start with vQ1:What is an enquire?vQ2:Sellers may get enquires form different customers,say,group them into two kinds:regular customers and others.Are the enquiries from these two kinds of customers the same?Try to tell the differen
4、ce between these two in contents?vQ3:Generally,for the reply to an enquiry,there are some essential language features,what are they?3.1 Introduction People often need information about prices,products,services that other company can supply.They may require a quotation or an estimate for products.An
5、enquiry is such a request for information about certain commodity or service and the trade terms as well.It is often made by buyers to sellers and usually the first step of a business transaction.In a routine letter of enquiry,a buyer will state clearly and concisely the general information he wants
6、,including a catalogue,a price list,a sample,a quotation,an estimate and so on.As far as the content is concerned,enquiries are of two types:general and specific.The former is sent to acquire some general information about products,such as asking for price lists,samples,catalogues,terms of payment.T
7、he latter expresses a definite wish to purchase a specific product if conditions are met,and it requires more detailed information such as price terms,quantity,port of shipment,packing.An inquiry should be written directly and clearly.And an enquiry must be acknowledged by way of establishing goodwi
8、ll.Because it could lead to important business.In the reply to enquiry,all enquires should be replied promptly.Our response and the time it takes us to reply are critical to be successful.Reply today with complete information for best results.（一）询盘（一）询盘（Inquiry）交易一方欲购买或出售某种商品，问另一方发出的探询买卖交易一方欲购买或出售某种
9、商品，问另一方发出的探询买卖该商品及有关交易条件的一种表示。该商品及有关交易条件的一种表示。An inquiry is a request for information.In the international business the importer may send an inquiry to an exporter,inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods.说明：说
10、明：1、询盘法律效力、询盘法律效力询盘对于询盘人和被询盘人均无法律上的约束询盘对于询盘人和被询盘人均无法律上的约束力，而且不是交易磋商的必经步骤。力，而且不是交易磋商的必经步骤。2、询盘采用的主要词句：、询盘采用的主要词句：PleaseadvisePleasequote.Pleaseoffer.vDefinition:A Request for Informationvgeneral enquiries(一般询盘一般询盘)vfor general information：information about various goods.The importer may ask only for
11、catalogues,price lists,samples,sample books,or quotations,etc.,in order to get a general idea of the business scope of the exporter.vspecific enquiries（具体询盘）（具体询盘）vfor specific information：information about some specific goods.The importer points out what products he needs and asks for a quotation o
12、r an offer for this item.v对外贸易中，询盘，也叫询价（对外贸易中，询盘，也叫询价（inquiryinquiry或或enquiryenquiry）是买方或买方）是买方或买方对于所要购买或出售的商品向另一方作出的询问。询盘是交易的起对于所要购买或出售的商品向另一方作出的询问。询盘是交易的起点，可以分为：点，可以分为：v普通询盘普通询盘（a general inquirya general inquiry）:索取普通资料，索取普通资料，诸如：目录（诸如：目录（a a cataloguecatalogue）、价目表或报价单（）、价目表或报价单（a price-list or
13、quotation a price-list or quotation sheetssheets）、样品（）、样品（a samplea sample）、图片（）、图片（illustrated photo illustrated photo printsprints）等。）等。v具体询盘具体询盘（a specific inquirya specific inquiry）:具体询问商品名称（具体询问商品名称（the name the name of the commodityof the commodity）、规格（）、规格（the specificationsthe specifications
14、）、数量（）、数量（the the quantityquantity）、单价（）、单价（the unit price FOB CIFthe unit price FOB CIF）,装船期（装船期（the the time of shipmenttime of shipment）、付款方式（）、付款方式（the terms of paymentthe terms of payment）等。）等。v询盘一般多为买方向卖方发出，买方通过询盘信，简明扼要的向卖询盘一般多为买方向卖方发出，买方通过询盘信，简明扼要的向卖方了解一般的商品。利用方了解一般的商品。利用E-mail E-mail 写询盘信，无须
15、写的过分客气，只写询盘信，无须写的过分客气，只需具体、简洁、措词得体。有的询盘信开门见山，直截了当说明订需具体、简洁、措词得体。有的询盘信开门见山，直截了当说明订购打算，希望对方给予一定优惠条件；有的询盘信则以征询的方式，购打算，希望对方给予一定优惠条件；有的询盘信则以征询的方式，不许下订货诺言，以避免结果未订购可能形成的日后交易中的障碍不许下订货诺言，以避免结果未订购可能形成的日后交易中的障碍 。specific enquiriesvregular customers:state only the product name,quality,quantity&pricevother custo
16、mers:state clearly all necessary trade terms including the name,quality,quantity of commodity,price terms,shipment terms,payment terms,discount,etc.Replies to EnquiriesFrom an old customerstate firstly how much you appreciate it.Then provide the information asked for.EnquiriesRepliesFrom a new custo
17、merstate firstly you are glad to receive it before answer the questions,and express lastly your expectation of cooperation.3.2 Writing guide Enquiry LetterWhen writing an enquiry letter:vAddress directly to the person in charge;vWe may give the name of the product in the subject line;vThe enquiries
18、should be written concisely,clearly to the point,courteous and helpful.An enquiry letter can usually be divided into three parts.In the first part:tell our supplier how we obtain his/her name and why we write the letter to him or her.In the second part:introduce our own business,including the goods
19、we need,the quantity we want,the terms of trade we prefer and so on.In the third one:state the response we hope for a prompt reply to receive.End our letter with a complementary close.Replyto an Enquiry vBe prompt and courteous;vCover all the information asked for;vExpress our thanks to the enquirer
20、 for his or her interest in our products;vAnswer the questions asked and provide other relevant and necessary information;vIf the enquiries are first inquiries,we should also state briefly to them the strengths and advantages of our products.Introduction1.State the source of the information and make
21、 a self-introductionatthebeginningoftheletter.2.Statethepurposeofwritingtheletter.Forexample,thewritermayexplaintotherecipientwhathewants,giveadescriptionorspecificationofthegoodsherequiresorexpresshiswillingnesstoenterintobusinessrelationswiththerecipient,etc.3.Endtheletterbyexpressingtheexpectatio
22、nforanearlyreply.Thefollowingstructuremaybereferredtoinwritinganinquiry:Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions1.inquiry(enquiry)n.询盘，询价询盘，询价 make(or:send,give,fax)sb.aninquiryfor sth.向某人询购某种商品向某人询购某种商品 Wethankyouforyourinquiryforsunflower seeds.我们感谢你方有关向日葵籽的询盘。我们感谢你方有
23、关向日葵籽的询盘。Uponreceiptofyourspecificinquiry,weshall sendyouourquotationsandsamples.一一收收到到你你方方具具体体询询盘盘，我我方方立立即即给给你你方方寄寄出出我我方方的的报价及样品。报价及样品。Atpresent,therearelargeinquiriesforour“Cool”BrandAirConditionerinourmarket.目前，我们市场有大量对我目前，我们市场有大量对我“凉爽凉爽”牌空调的询盘。牌空调的询盘。Unit Three InquiriesUnit Three Inquiries(询盘询盘
24、询盘询盘)NewWords&Expressionsinquirev.询价，询购，询问询价，询购，询问inquireforsth.询购某种商品询购某种商品ThankyouforyourletterofSeptember1inquiringfor3,000m/tsNortheastRice.感谢你方九月一日询购三千公吨东北大米的来信。感谢你方九月一日询购三千公吨东北大米的来信。Theladiespyjamasyouareinquiringforarenowoutofstock.你方现询价的女士睡衣没货。你方现询价的女士睡衣没货。Weareinquiringaboutthesupplyofsugar
25、andcoffee.我方正在询购糖和咖啡的货源。我方正在询购糖和咖啡的货源。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions2.beinterestedin对对(某商品某商品)有兴趣，有兴趣，常用以表示有意购买某种商品，是打算购买常用以表示有意购买某种商品，是打算购买 某种商品的初步表示。某种商品的初步表示。WeareinterestedintheimportofChinesesilkneckties.我们对进口中国丝绸领带感兴趣。我们对进口中国丝绸领带感兴趣。Theyhavecustomerswhoa
26、reinterestedinyoursixdesignsofOrnamentalCloth.他们有客户对你方六种图样的装饰布感兴趣。他们有客户对你方六种图样的装饰布感兴趣。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressionsbeinterestedtodosth.对做某事感兴趣对做某事感兴趣They are interested to export Hand-Embroidered SilkScarf.他们对出口手绣丝围巾感兴趣。他们对出口手绣丝围巾感兴趣。interestn.兴趣兴趣We have/tak
27、e/feel no interest in the terms of paymentonD/Abasis.我们不想用我们不想用D/A的付款条件。的付款条件。interestv.使使感兴趣感兴趣Thegarmentsondisplayatthefairwereattractive,especially their fashionable styles interested the visitorsverymuch.交交易易会会上上展展出出的的服服装装很很吸吸引引人人，特特别别是是时时尚尚的的款款式式令参观者非常感兴趣。令参观者非常感兴趣。Unit Three InquiriesUnit Thre
28、e Inquiries(询盘询盘询盘询盘)NewWords&Expressions3.quotequotev.报价报价quotesb.apricefor(or:on)sth.报给某人某种商品的价格报给某人某种商品的价格Pleasequoteusyourlowestpricesforpersonalcomputers.请报个人电脑的最低价。请报个人电脑的最低价。WequotedthisarticleatUS$278percase.这种商品每箱报价二百七十八美元。这种商品每箱报价二百七十八美元。WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on
29、)1,000piecesofleatherjacket.请报一千件皮夹克的最好大连船上交货价。请报一千件皮夹克的最好大连船上交货价。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions4.marketmarketn.市场，行市市场，行市cometothemarket上市上市findamarket找销路找销路agood(poor)market畅销畅销(滞销滞销)inthemarketfor要购买要购买anadvancingmarket市场上涨市场上涨abriskmarket市场活跃市场活跃astrongmar
30、ket市场坚挺市场坚挺Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&ExpressionsTheyareinthemarketfortable-clothandpillowcases.他们要购买桌布和枕头套。他们要购买桌布和枕头套。Pleasekeepusinformedofthesupplyanddemandpositioninyourmarket.请随时告知你处市场的供求状况。请随时告知你处市场的供求状况。Themarketisstrengthening.行情在上涨。行情在上涨。marketv.推销，销售，在市场上出售
31、推销，销售，在市场上出售ThereisnodifficultyinmarketingthesetraditionalproductsintheSoutheastAsianmarket.在东南亚市场推销这些传统产品不会有困难。在东南亚市场推销这些传统产品不会有困难。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&ExpressionsInordertomeetyourneedsinmarketing,wetake this opportunity to recommend“GoodLuck”BrandElectricFans.
32、为满足你方销售需求，我方借此机会向你方为满足你方销售需求，我方借此机会向你方推荐推荐“好运好运”牌电风扇。牌电风扇。marketableadj.适销对路的，可销的适销对路的，可销的Thegoodsarenotmarketableinourareaatthepriceyouquoted.按你方报价，这种产品在我们地区没有销路。按你方报价，这种产品在我们地区没有销路。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions5.placev.发出，置于，售出发出，置于，售出Ifthequalityofyourgood
33、sisgoodandthepriceisacceptabletous,wewillplacealargeorderwithyou.如你方产品质量好，价格可接受，我们将与如你方产品质量好，价格可接受，我们将与你方大量订货。你方大量订货。Weregretthatourcustomershaveplacestheirorderselsewhere.很遗憾我方的客户在其他地方已经订货了。很遗憾我方的客户在其他地方已经订货了。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions6.ordern.订单订单place(o
34、r:make,send)anorderforsth.订购某项货物订购某项货物Ifyourpriceisinline,wewillsendyouanorderfor1,000sets.如果你方价格与市价相符，我方将订购如果你方价格与市价相符，我方将订购1000台。台。Pleaseseetoitthattheorderisshippedwithinthestipulatedtime.请务确保此订单在规定的时间内装运。请务确保此订单在规定的时间内装运。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressionsorder
35、v.订购，订订购，订(货货)Ifyouallowus5%discount,wewillorder5,000dozen.如果你方给予如果你方给予5%的折扣，我方将订购的折扣，我方将订购5000打。打。Canyousupplythegoodsfromstockifweorderimmediately?如果我方立即订货，你方能有现货供应吗？如果我方立即订货，你方能有现货供应吗？Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressionsinorder整齐无误，妥当整齐无误，妥当Wouldyoupleasesignandr
36、eturnonecopyforourfileifyoufindeverythinginorder?如果你方觉得一切妥当能否签署且返回一份如果你方觉得一切妥当能否签署且返回一份供我方存档？供我方存档？ingood(bad)order情况良好情况良好(不好不好)Thegoodshavearrivedingoodorder.这些货完好无损地抵达。这些货完好无损地抵达。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions7.beinapositiontodosth.能够能够benotinaposition/inno
37、positiontodosth.不能做某事不能做某事beinagoodpositiontodosth.很有能力做某事，完全能做某事很有能力做某事，完全能做某事beinadifficultpositiontodosth.很难做某事很难做某事Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&ExpressionsWeareverysorrytosaythatwearenotinapositiontoagreeonyourcounter-offer.很抱歉告之我方不能同意你方的还盘。很抱歉告之我方不能同意你方的还盘。Weareina
38、positiontoofferyou50metrictonsofsoybean,FAQ,2002crop.我方可以报给你方五十公吨大豆，我方可以报给你方五十公吨大豆，2002年收年收成的大路货。成的大路货。Weareinagoodpositiontomeetyourrequirements.我们完全可以满足你方的需求。我们完全可以满足你方的需求。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions8.discountn.折扣，折价，贴现折扣，折价，贴现 allow(or:give,make,grant)%d
39、iscountoff(on)thepricesofgoods按货价给予按货价给予%的折扣的折扣Theymake20%discountforcashpayment.现金付款，他们予以八折优待。现金付款，他们予以八折优待。atadiscount低于正常价格，打折扣低于正常价格，打折扣(货物货物无销路无销路)Theproductsaresellingatadiscount.该产品正以低价销售。该产品正以低价销售。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Epetitiveadj.有竞争力的有竞争力的competitivepr
40、ice有竞争力的价格有竞争力的价格competitivepower 竞争能力竞争能力competevi.竞争竞争WehavetocompetewithalotofsuppliersforEuropeanmarket.我们要与很多供货商竞争欧洲市场。我们要与很多供货商竞争欧洲市场。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressionscompetitionn.竞争竞争Thosewhocanmaketheirfitforcustomersneedswillsurviveinthecompetition.那些产品适
41、合消费者需要的企业才能在竞争中生那些产品适合消费者需要的企业才能在竞争中生存。存。competitorn.竞争者，竞争对手竞争者，竞争对手Thesuperiorquality,attractivedesignandfavorablepriceoftheirproductswillenablethemtodefeatthecompetitors.他们产品的优良质量，诱人的设计，合理的价格他们产品的优良质量，诱人的设计，合理的价格将使他们击败竞争对手。将使他们击败竞争对手。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expr
42、essions10.referv.谈到，谈及，参考；提交；参阅谈到，谈及，参考；提交；参阅refertosb.forsth.向某人打听向某人打听(查询查询)某事某事e.g.WereferyoutoourletterofOctober1.请你方参阅我们请你方参阅我们10月月1日的函。日的函。referencen.谈到，谈及；参考；查询谈到，谈及；参考；查询e.g.ReferenceismadetoyourletterofMay5.兹提及你方兹提及你方5月月5日的来信。日的来信。Acopyofourfeasibilitystudyreportwillbesenttoyouforyourrefere
43、nce.我们将寄送一份可行性研究报告供你方参考。我们将寄送一份可行性研究报告供你方参考。With(in)referenceto关于关于Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions11.contactv.t.与与联系，与联系，与接洽接洽(和和approach同义，但被动语态用同义，但被动语态用approach较多较多)。e.g.Pleasecontact(approach)usagain.请再与我们联系。请再与我们联系。contactn.联系，交往联系，交往e.g.Wehavebeenincontac
44、twiththatcompanyfornearlytwoyears.我们与那家公司有近两年的交往。我们与那家公司有近两年的交往。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)NewWords&Expressions12.availableadj.可利用的，可供应的，可得到可利用的，可供应的，可得到的的(做定语时前置后置均可，后置较为常用做定语时前置后置均可，后置较为常用)。commoditiesavailableforexport供出口的商品供出口的商品notavailable缺货缺货Theonlyopportunityavailablen
45、owistheHarbinFair.目前唯一的机会就是哈尔滨交易会。目前唯一的机会就是哈尔滨交易会。Wearesendingyouundercoveracatalogcoveringthegoodsavailableatpresent.随函附上一份我方目前可供之货的目录单。随函附上一份我方目前可供之货的目录单。Unit Three InquiriesUnit Three Inquiries(询盘询盘询盘询盘)13.be suitable for “适合适合”e.g.I want to buy some clothes that are suitable for cold weather.He
46、is not suitable for this work.Words and Expressions14.When quoting=When you are quotingvThe use of“quote”:vquote sb.a price for sth.e.g.This is the best price I quote you.vquote sth.at+price e.g.The shares are currently being quoted at 54 pence a share.Words and Expressions15.terms of payment “支付条款，
47、支付方式支付条款，支付方式”16.Should your computers be of good quality andShould用用于于if/in case 后后，可可以以省省略略if/in case，将主语与动词倒置，表示将主语与动词倒置，表示“万一万一”e.g.If you should change your mind,do let me know.=Should you change your mind,do let me know.Words and Expressions17.in your favor “以你方为受益人以你方为受益人”18.refer to “参阅，向某人或
48、某事物查询信息参阅，向某人或某事物查询信息”e.g.As to terms of payment,please refer to our letter dated September 16.You can refer to the dictionary if you have any difficulty in reading the essay.vrefer sb./sth.to sb./sth.“将将某某事事物物/人人送送交交某某人人/事物谋求指点、帮助、行动支持事物谋求指点、帮助、行动支持”e.g.The nurse referred the patient to a specialis
49、t for treatment.Words and ExpressionsWords and Expressions19.on behalf of sb.(US in behalf of sb.)=on sb.s behalf(US in sb.s behalf)“做某人代表或代言人，为做某人代表或代言人，为的利益的利益”e.g.The government must act on behalf of the people.20.principal “委托人，当事人委托人，当事人”，“主犯主犯”e.g.I must consult my principals before accepting
50、your proposal.Words and Expressions21.grant “给与，答应给与，答应”e.g.The minister granted journalists an interview.22.quantity discount “数量折扣数量折扣”23.L/C at sight “即期信用证即期信用证”24.selling seasonslack season25.We would appreciate it very much if you give us a prompt reply.=We appreciate your early reply.=Your ea