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1、Exercise从你方5月5日的来信中，我们很高兴得悉你们对我方缝纫机感兴趣。(beinterestedin)WearepleasedtoknowfromyourletterofMay5thatyouareinterestedinoursewingmachines.如你方报价具有竞争性，我们将很高兴向你方订货。(toplaceanorderwith)Weshallbeverygladtoplaceourorderwithyouifyourquotationiscompetitive.请寄来贵公司产品最新样品并附价格，我们不胜感激。(toappreciate)Wewouldbeappreciat
2、edifyousendusthelatestsampleswiththeirprices.1.While()anenquiry,yououghttoenquireintoqualityspecificationandprice,etc.(making,offering,sending,giving)2.Wewishtointroduceourselves()astate-runcorporationdealing()textiles.(as,with;for,in;as,in;with,with)3.Weareaspecializedcompany,()theexportofanimalby-
3、products.(dealing;handling;dealingwith;dealtin)4.Astheitem()thescopeofourbusinessactivities,weshallbepleasedtoestablishdirecttraderelationswithyou.(lieswith;fallswith;comeswith;bewithin)5.Wearewillingtoenterintobusinessrelationswithyouonthe()ofequalityandmutualbenefit.(base;basis;bases;based)6.Wetha
4、nkyouforyourletterofMarch12andthe()catalogue.(sent;enclosed;given;presented)7.Theletterwesentlastweekisanenquiry()colorTVsets.(about;for;of;as)8.Weenquire()glasswareavailable()export.(for,to;for,for;to,for;of,about)ReviewWordsandexpressions(inquiry)inquiry;quote(quotation);beinterestedinsth.;item;re
5、garding;description（说明书）;competitive;available;placeanorderwith;GeneralinquirySpecificinquiry询盘函的写作内容：1.告知对方你从什么渠道获得该公司的名称和地址。2.解释为什么联系这家公司的原因。3.阐述具体要求。4.如有任何疑问或特殊的要求应在信函中指明。5.希望对方尽快回复。Questionsforsampleletter31.Findoutthecorrespondingpartofthecontentnecessaryinaletterofinquiry.Sample letter 3DearSi
6、rs,Wearegladtolearnfromyouradvertisementin“BusinessWorld”thatyouaremanufacturerofHaierwashers.Inrecentyearstherehasbeenanincreasingdemandforthislineinourdistrict,solargedealscanbeclosedifitsfunctionsappealtoourlocalmarket.Weusedtopurchasetheseproductsfromotherresources,butnowweprefertoturntoyourcomp
7、any,becausewebelieveyouareabletosupplythewashersinthelatestmodelandatmoreattractiveprices.Inaddition,wehaveconfidenceinthequalityofChinesewashingmachines.Fromthedescriptioninyouradvertisementwefeelthelarge-capacityseriesisthemostsuitableforourcustomers.Willyoupleasesendusyourquotation,forfrontloadin
8、gwashersofthiskind,withtubcapacityof4.4,4.7and11.00cu.ft,deliveredC.I.F.Vancouver.Providedyourpricesarecompetitive,wewillplaceafirstorderfor300sets,namely100ofeachofthethreecapacities.Shipmentwouldbeeffectedwithintwoweeksoforder.Wewouldfinditmosthelpfulifyoucouldalsostateyourtermsofpaymentandsupplya
9、copyofcatalogueshowingthewiderangeofwashersyoumake.Wearelookingforwardtohearingfromyousoon.Yoursfaithfully,closeadeal;closebusiness;closeatransaction达成交易frontloadingwasher前装式洗衣机tub桶cu.ft立方英尺C.I.FVancouver温哥华到岸价（成本、保险加运费）（卖方负责把货送到温哥华港并承担所有的成本、保险费加运费）CIF+目的港名称FOB(FreeonBoard)离岸价（卖方在温哥华，卖方负责把货送到温哥华港后所有
10、责任都转归买方）FOB+装运港名称termsofpayment付款条件Termsofpayment信用证letterofcredit(L/C;LC)（买方订货，又暂时不给钱，就要叫银行开信用证，要卖家相信自己的货出来了有人买，不然银行会付这笔钱）IrrevocableLetterofCredit不可撤销的信用证（信用证开出后，非经卖方同意，在信用证有效期内买方不得擅自撤销）ConfirmedLetterofCredit保兑信用证（除开行证明外，由另一银行“保付”责任AtSightLetterofCredit即期信用证（即期就是拿到信用证就生效，见票即付）Term/TimeLetterofCre
11、dit远期信用证（远期一般规定有日期，要到规定日期才生效）Wearegladtolearnfromyouradvertisementin“BusinessWorld”thatyouaremanufacturerofHaierwashers.Inrecentyearstherehasbeenanincreasingdemandforthislineinourdistrict,solargedealscanbeclosedifitsfunctionsappealtoourlocalmarket.Weusedtopurchasetheseproductsfromotherresources,butn
12、owweprefertoturntoyourcompany,becausewebelieveyouareabletosupplythewashersinthelatestmodelandatmoreattractiveprices.Inaddition,wehaveconfidenceinthequalityofChinesewashingmachines.Fromthedescriptioninyouradvertisementwefeelthelarge-capacityseriesisthemostsuitableforourcustomers.Willyoupleasesendusyo
13、urquotation,forfrontloadingwashersofthiskind,withtubcapacityof4.4,4.7and11.00cu.ft,deliveredC.I.F.Vancouver.Providedyourpricesarecompetitive,wewillplaceafirstorderfor300sets,namely100ofeachofthethreecapacities.Shipmentwouldbeeffectedwithintwoweeksoforder.Wewouldfinditmosthelpfulifyoucouldalsostateyo
14、urtermsofpaymentandsupplyacopyofcatalogueshowingthewiderangeofwashersyoumake.Wearelookingforwardtohearingfromyousoon.2.Isthisaletterofgeneralorspecificinquiry?Why?InquirysheetSubject(事由)Uses(用途)Quantity(数量)Delivery(交货期)Price(价格)Specifications(规格)Shipment(装运)Packing(包装)Termsofpayment(支付条件)Inquiryshee
15、tItemsContents SubjectHaierfrontloadingwashersUsesLargedemandinthisdistrictQuantity300setsSpecificationstubcapacityof4.4cu.ft100setstubcapacityof4.7cu.ft100setstubcapacityof11.00cu.ft100setsDeliveryC.I.F.VancouverShipmentWithintwoweeksoforderTermsofpaymentAcopyofcatalogueTabulatedinquiryDearSirs,Wea
16、regladtolearnfromyouradvertisementin“BusinessWorld”thatyouaremanufacturerofHaierwashers.Wearedesirousofhavingyourlowestquotationforyourfrontloadingwashersonthetermsandconditionsmentionedbelow.Subject:HaierfrontloadingwashersUses:LargedemandinthisdistrictQuantity:300setsSpecifications:tubcapacityof4.
17、4cu.ft100setstubcapacityof4.7cu.ft100setstubcapacityof11.00cu.ft100setsDelivery:C.I.F.VancouverShipment:WithintwoweeksoforderWetrustthatyouwillsendusyourreplysoon.Yoursfaithfully,Sample4(Reply)DearSirs,Thankyouforyourletterof3rdMarch.WearepleasedtolearnofyourenquiriesforourHaierlarge-capacityfrontlo
18、adingwashers.Thebrand-newwashingmachineshavemetwithwarmacceptanceinthemarketsinthemiddleAsiaastheyaredesignedtomeetthedemandsoflargefamiliesforfrequentandlargerpieceswashing.Incompliancewithyourrequest,wearenowsendingyouourlatestcatalogueandpricelistoftheseriesyouaskforbythefirstmail.Ifyouplaceyouro
19、rderwithuspromptly,say,withinthreedays,wewillallowyouadiscountof2%.Ourtermsofpaymentaredraftatsightunderanirrevocableletterofcredit.Wearelookingforwardtoreceivingyourfirstorder.Yoursfaithfully,draftatsightunderanirrevocableletterofcredit(=L/Catsight)即期信用证（见票即付）irrevocable不可撤销的L/C;LC:letterofcredit信用
20、证atsight见票即付Thankyouforyourletterof3rdMarch.WearepleasedtolearnofyourenquiriesforourHaierlarge-capacityfrontloadingwashers.Thebrand-newwashingmachineshavemetwithwarmacceptanceinthemarketsinthemiddleAsiaastheyaredesignedtomeetthedemandsoflargefamiliesforfrequentandlargerpieceswashing.Incompliancewith
21、yourrequest,wearenowsendingyouourlatestcatalogueandpricelistoftheseriesyouaskforbythefirstmail.Ifyouplaceyourorderwithuspromptly,say,withinthreedays,wewillallowyouadiscountof2%.Ourtermsofpaymentaredraftatsightunderanirrevocableletterofcredit.Wearelookingforwardtoreceivingyourfirstorder.对收到来信表示感谢对产品的
22、适度夸奖满足客户提出的要求可以满足的额外条件希望能尽早回复SampleletterHelloPatricia,Hopeyouhavegotagreatweekend.PleaseletmeknowyournewordersforOctobershipments,sayingchoppedstrandmat,panelrovingER91A1anddirectrovingER469L-2200.Oranyotherproducts.Justletmeknowyourrequirements.Thanksandhaveagreatday,CathleenLee这是一个催客户定单的邮件Transla
23、tion敬启者：事由：山地牌自行车敬请贵公司寄给我们一册山地牌自行车的目录和最新报价单。我们对男女式的自行车都非常感兴趣。自行车在本市很流行，有大量需求。因油价偏高，可能越来越多的人将用自行车来取代汽车。倘若贵公司的自行车质量令人满意且报价具有竞争性，我们打算大量购进。早日复信，不胜感激。*敬上DearSirs,Subject:ShanDiBicyclesKindlymailusacopyofyourcatalogueandlatestpricelistforShanDiBicycles.Weareveryinterestedinbicyclesbothformenandwomen.There
24、isaheavydemandforbicyclesinthiscity,wherecyclinghasbecomeverypopular.Owingtothehighpriceofpetroleum,itislikelythatmorepeoplewillusebicyclesinsteadofcars.Ifthequalityofyourbicyclesprovessatisfactoryandyourquotationiscompetitive,wearereadytoconcludesubstantialbusinesswithyou.Yourearlyreplywillbeveryap
25、preciated.Yoursfaithfully,Exercise(aletterofinquiry)YourcompanyisveryinterestedinsellingthesweatersmanufacturedbyAACGarmentFactory.YouaregoingtowritealettertotheSalesDepartmentofthefactory,including:-yourinterestintheproducts;-thecatalogueandpricelistofthegoods;-promisetoplacelargeordersifthegoodspr
26、ovestoyourentiresatisfactionOffers(发盘)firmoffernon-firmofferQuestion:Whichoneisaletteroffirmoffer?Andwhichoneisaletterofnon-firmoffer?Why?Sampleletter1DearSirs,WeareinreceiptofyourletterofMay20,2008,askingustooffer10,000MTsofsugarforshipmenttoJapan.Tocomplywithyourrequest,wearequotingyouasfollows:Co
27、mmodity:superiorWhiteCrystalSugarPacking:Tobepackedinnewgunnybagsof100kgs.eachQuantity:10,000MTsPrice:US$105.00/MTCIFOsaka,JapanPayment:ByirrevocableandconfirmedL/CatsighttobeopenedinourfavorthroughBankofTokyoShipment:OnemonthafterreceiptoftheL/CAboveofferisfirmsubject to yourreplyreachingusherebefo
28、reJune10th.Yoursfaithfully,Sampleletter2DearSirs,WethankyouforyourletterdatedApril8inquiringforleatherhandbags.As requested,wetakepleasureinofferingyou,subject to our final confirmation,300dozenofdeerskinhandbagsstyleNo.190at$124perdozenCIFHambug.Shipmentwillbeeffectedwithin25daysafterreceiptofthere
29、levantL/Cissuedbyyourfirstclassbankin our favor uponsigningSalesContract.Wearemanufacturingvariouskindsofleatherpursesandwaist-beltsforexport,andunderseparatecover,abrochureofproductsandsampleshavebeensenttoyoubyairmailtoday.Wehopesomeofthemwouldmeetyourcustomerstasteandneed.Ifwecanbeofanyfurtherhel
30、p,pleasefeelfreetoletusknow.Customersinquiresalwaysmeetwithourcarefulattention.Weawaitwithkeeninterestyourorder.Yoursfaithfully,Afirmofferisanofferwithengagement(约束力).Itisirrevocableandunchangeableonceitisaccepted.发盘人对其发盘的内容不得变更或反悔，否则将承担违约的法律责任。Anon-firmofferisanofferwithoutengagement.（没有约束力的发盘）一般用“
31、以我方最后确认为准”(subjecttoourfinalconfirmation)这一形式，以避免发生误解而引起不必要的争议和纠纷。Themaindifferencebetweenafirmofferandanon-firmofferisthattheformerhasvaliditywhilethelatterdoesnot.Expressionsusedinaletterofnon-firmofferWearenowmakingyouthefollowingofferwithoutengagement.现报盘如下，此报盘无约束力。Atyourrequest,weareofferingthe
32、following,subjecttoourfinalconfirmation.按你方要求，现报盘如下，此报盘以我方最后确认为准。Wearenowmakingyouaspecialoffersubjecttothegoodsbeingunsold.我方向你方报特惠盘，以未售出货物为准。Wearenowmakinganofferforair-conditionersasfollows,subjecttopriorsale.我方现报空调盘如下，以已售出货物为准。Weofferyousubjecttochangewithoutnotice.我方向你方报盘，此报盘如有变化不另行通知。Expressio
33、nsusedinaletteroffirmofferWearenowofferingyoufirmasfollows.我方现向你方报实盘如下。Weofferyoufirmsubjecttoyourreplyherewithinoneweekfromtoday.兹报实盘，以自本日起一周之内你方复函为准。Theofferisvalid/firm/open/effectivefortwoweeks.此报盘两周内有效。acceptanoffer接收报盘confirmanoffer确认报盘declineanoffer谢绝报盘entertainanoffer考虑报盘withdraw/cancelanoff
34、er撤回报盘renewanoffer恢复报盘subjectto在条件下，以为条件，只要subjecttoyourreplyreachingherebeforeMarch28以你方答复于3月28日前到达这里为准Wellgiveyouadiscountof2%,subjecttoyourimmediateacceptance.我们会给你方2%的折扣，以你方立即接受为条件。receipt收到，接收inreceiptofWeareinreceiptofyourletterofJune5.你方6月5日的来函已收到。WeacknowledgewiththanksreceiptofyourletterofJ
35、une5.你方6月5日的来函已收到，谢谢。Thegoodswillbesentuponreceiptofyourletterofcredit.收到你方信用证后立即发货。insbsfavor1)对有利，（信用证等）以某人为受益人Thecurrentexchangerateisinyourfavor.当前的汇率对你方有利。WeherebyopenanirrevocableL/Cinyourfavortotheamountof$85000foraccountofABCCo.兹代表ABC公司开去由你公司为受益人的不可撤销信用证一张，金额为85000美元。2)受某人欢迎Thegoodsyoumadeac
36、cordingtothesamplegivenareinourcustomersfavor.你方按所给样品制造的产品受到我方顾客的欢迎。发盘时需注意：1.发盘的内容和词句必须肯定，不能用“大约about”“参考价referenceprice”等模棱两可的词。2.发盘的内容应完整，应包括商品品质quality，数量quantity，包装packing，价格price，装运shipment，支付payment，有效期validity等以及买方在询盘时所提出的想了解的额外信息。3.发实盘时不能有保留条件，如：以我方最后确认为准subjecttoourfinalconfirmation.Transla
37、tion1.希望给我们最优惠的实盘。2.我们将此盘有效期保留至本月底。3.此报盘五天内不接受，就作撤销。4.现按你方请求报盘如下，以我方最后确认为准。5.上述报盘无约束力。敬启者：感谢贵公司8月1日寄来的询价单，该函及所附的样品均已收悉。对该样品检验的结果，我们敢保向贵公司保证，我公司能够制造与该样品相同型号与品质的产品。基于贵公司每年100,000双的需求量，我方报盘如下：价格：CIF大连每双25美元包装：塑料袋，外包装纸板箱支付：即期，不可撤销，保兑的信用证交货：收到订单后的90天内我们可向贵公司保证，此种价格是基于上述数量的最低价。其他技术性事项可参阅我公司的商品手册。如有其他问题，请多多指点。你真诚的附件：商品手册一本