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1、Chapter 3Inquiries（詢盤（詢盤）Introduction Sample Letters ExercisesPatterns and SubstitutionsAn inquiry is a request for information. In 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 ge
2、neral information about these goods. Definition of an inquiry:In a General Inquiry (一般詢價一般詢價), the importer may ask only for catalogues, price lists, samples, sample books, or quotations, etc., in order to get a general idea of the business scope of the exporter. In a Specific Inquiry（具體詢價）（具體詢價）, t
3、he importer points out what products he needs and asks for a quotation or an offer for this item.Generally speaking, inquiries fall into two categories: a general inquiry and a specific inquiry.1. State the source of the information and make a self-introduction at the beginning of the letter.2. Stat
4、e the purpose of writing the letter. For example, the writer may explain to the recipient what he wants, give a description or specification of the goods he requires or express his willingness to enter into business relations with the recipient, etc.3. End the letter by expressing the expectation fo
5、r an early reply.The following structure may be referred to in writing an inquiry:inquiry (enquiry) n. 詢盤，詢價詢盤，詢價 make (or: send, give, fax) sb. an inquiry for sth. 向某人詢購某種商品向某人詢購某種商品 We thank you for your inquiry for sunflower seeds. 我們感謝你方有關(guān)葵花籽的詢盤。我們感謝你方有關(guān)葵花籽的詢盤。 Upon receipt of your specific inqu
6、iry, we shall send you our quotations and samples. 一收到你方具體詢盤，我方立即給你方寄出我方的報價一收到你方具體詢盤，我方立即給你方寄出我方的報價及樣品。及樣品。 At present, there are large inquiries for our “Cool” Brand Air Conditioners in our market. 目前，我們市場有大量對我目前，我們市場有大量對我“涼爽涼爽”牌空調(diào)的詢盤。牌空調(diào)的詢盤。inquire v. 詢價，詢購，詢問詢價，詢購，詢問inquire about/for sth. 詢購某種商品，
7、詢購某種商品， 對對詢價詢價Thank you for your letter of September 1 inquiring for 3,000 mts Northeast Rice.感謝你方九月一日詢購三千公噸東北大米的來信。感謝你方九月一日詢購三千公噸東北大米的來信。The ladies pyjamas you are inquiring for are now out of stock.你方詢價的女士睡衣現(xiàn)已脫銷。你方詢價的女士睡衣現(xiàn)已脫銷。We are inquiring about the supply of sugar and coffee.我方正在詢購糖和咖啡和貨源。我方正在
8、詢購糖和咖啡和貨源。be interested in 對（某商品）有興趣，常用以表對（某商品）有興趣，常用以表示有意購買某種商品，是打算購買某種商品的初步示有意購買某種商品，是打算購買某種商品的初步表示。表示。They have customers who are interested in your six designs of Ornamental Cloth. 他們有客戶對你方六種圖樣的裝飾布感興趣。他們有客戶對你方六種圖樣的裝飾布感興趣。我們對進口中國絲綢領(lǐng)帶感興趣。我們對進口中國絲綢領(lǐng)帶感興趣。We are interested in the import of Chinese si
9、lk neckties. be interested to do sth. 對做某事感興趣對做某事感興趣They are interested to export Hand-Embroidered Silk Scarf. 他們對出口手繡絲圍巾感興趣。他們對出口手繡絲圍巾感興趣。 interest n. 興趣興趣 We have/take/feel no interest in the terms of payment on D/A basis. 我們不想用承兌交單的付款方式。我們不想用承兌交單的付款方式。 interest v. 使使感興趣感興趣 The garments on display
10、 at the fair were attractive; especially their fashionable styles interested the visitors very much. 交易會上展出的服裝很吸引人，特別是時交易會上展出的服裝很吸引人，特別是時尚的款式令參觀者非常感興趣。尚的款式令參觀者非常感興趣。quote v. 報價報價 （quotation n.）quote sb. a price for (or: on) sth. 報給某人某種商品報給某人某種商品的價格的價格請為我們報個人電腦的最低價。請為我們報個人電腦的最低價。Please quote us your
11、lowest prices for personal computers. We quoted this article at US$278 per case.我們對這種商品的報價為我們對這種商品的報價為每箱每箱二百七十八美元。二百七十八美元。Would you please quote us your best price FOB Dalian for (or: on) 1,000 pieces of leather jacket. 請為我們報一千件皮夾克的最優(yōu)惠的大連船上交貨價請為我們報一千件皮夾克的最優(yōu)惠的大連船上交貨價（離岸價）。（離岸價）。 market n. 市場，行市市場，行市
12、come to the market 上市上市find a good (poor) market 暢銷（滯銷）暢銷（滯銷）in the market for 要購買要購買 They are in the market for table-cloth and pillowcases. 他們要購買桌布和枕頭套。他們要購買桌布和枕頭套。Please keep us informed of the supply and demand position in your market.請隨時告知我們你處市場的供求狀況。請隨時告知我們你處市場的供求狀況。The market is strengthening
13、. 行情在上漲。行情在上漲。market v. 推銷，銷售，在市場上出售推銷，銷售，在市場上出售There is no difficulty in marketing these traditional products in the Southeast Asian market. 在東南亞市場推銷這些傳統(tǒng)產(chǎn)品不會有困難。在東南亞市場推銷這些傳統(tǒng)產(chǎn)品不會有困難。In order to meet your needs in marketing, we take this opportunity to recommend “ Good Luck” Brand Electric Fans. 為滿足你
14、方銷售需求，我方借此機會向你方推薦為滿足你方銷售需求，我方借此機會向你方推薦“好運好運”牌電風扇。牌電風扇。marketable adj. 適銷對路的，可銷的適銷對路的，可銷的The goods are not marketable in our area at the price you quoted.按你方報價，這種產(chǎn)品在我們地區(qū)沒有銷路。按你方報價，這種產(chǎn)品在我們地區(qū)沒有銷路。 place v. 發(fā)出，置于，售出發(fā)出，置于，售出If the quality of your goods is good and the price is acceptable to us, we will p
15、lace a large order with you .如你方產(chǎn)品質(zhì)量好，價格可接受，我們將與如你方產(chǎn)品質(zhì)量好，價格可接受，我們將與你方大量訂貨。你方大量訂貨。We regret that our customers have placed their orders elsewhere. 很遺憾我方的客戶在其他地方已經(jīng)訂貨很遺憾我方的客戶在其他地方已經(jīng)訂貨了。了。 order n. 訂單訂單 place (or: make, send) an order (with sb.) for sth. （向某人）訂購某項貨物（向某人）訂購某項貨物If your price is in line, w
16、e will send you an order for 1,000 sets. 如果你方價格與市價相符，我方將訂購如果你方價格與市價相符，我方將訂購1000臺。臺。Please see to it that the order is shipped within the stipulated time.請務確保此訂單在規(guī)定的時間內(nèi)裝運。請務確保此訂單在規(guī)定的時間內(nèi)裝運。order v. 訂購，訂（貨）訂購，訂（貨）If you allow us 5% discount, we will order 5,000 dozen. 如果你方給予如果你方給予5%的折扣，我方將訂購的折扣，我方將訂購50
17、00打。打。Can you supply the goods from stock if we order immediately?如果我方立即訂貨，你方能有現(xiàn)貨供應嗎？如果我方立即訂貨，你方能有現(xiàn)貨供應嗎？in order 整齊無誤，妥當整齊無誤，妥當Would you please sign and return one copy for our file if you find everything in order? 如果你方覺得一切妥當能否簽署且返回一份供我如果你方覺得一切妥當能否簽署且返回一份供我方存檔？方存檔？in good (bad) order 情況良好（不好）情況良好（不好
18、）The goods have arrived in good order. 這些貨已經(jīng)完好無損地抵達了。這些貨已經(jīng)完好無損地抵達了。 discount n. 折扣，折價，貼現(xiàn)折扣，折價，貼現(xiàn)allow (give, make, grant)% discount off (on) the prices of the goods 按貨價給予按貨價給予%的折扣的折扣They make a 20% discount for cash payment.現(xiàn)金付款，他們予以八折優(yōu)待。現(xiàn)金付款，他們予以八折優(yōu)待。at a discount 低于正常價格，打折扣（貨物無銷路）低于正常價格，打折扣（貨物無銷路）
19、The products are selling at a discount. 該產(chǎn)品正在折價銷售。該產(chǎn)品正在折價銷售。 competitive adj. 有競爭力的有競爭力的competitive price 有競爭力的價格有競爭力的價格 competitive power/edge 競爭能力競爭能力 compete vi. 競爭競爭We have to compete with a lot of suppliers for European market. 我們要與很多供貨商競爭歐洲市場。我們要與很多供貨商競爭歐洲市場。competition n. 競爭競爭Those who can ma
20、ke their goods fit for customers needs will survive in the competition. 那些產(chǎn)品適合消費者需要的企業(yè)才能在競爭中生存。那些產(chǎn)品適合消費者需要的企業(yè)才能在競爭中生存。competitor n. 競爭者，競爭對手競爭者，競爭對手The superior quality, attractive design and favorable price of their products will enable them to defeat the competitors. 他們產(chǎn)品的優(yōu)良質(zhì)量，誘人的設計，合理他們產(chǎn)品的優(yōu)良質(zhì)量，誘人
21、的設計，合理的價格將使他們擊敗競爭對手。的價格將使他們擊敗競爭對手。refer v. （to）談到，談及，參考；提交；參閱）談到，談及，參考；提交；參閱 refer sth. to sb. 把把提交給提交給/委托給委托給They are going to refer this matter to the committee.他們打算把這件事情提交到委員會去處理。他們打算把這件事情提交到委員會去處理。refer （sb.）to sb./sth. for sth. (讓某人讓某人)向某人打聽向某人打聽（查詢）某事（查詢）某事We refer you to our letter of October
22、 1 for further information. 有關(guān)具體事宜，請你方參閱我們有關(guān)具體事宜，請你方參閱我們10月月1日的信函。日的信函。If you want to know his telephone number, you may refer to the telephone directory. 如果你想知道他的電話號碼，你可以查電話簿。如果你想知道他的電話號碼，你可以查電話簿。 They referred their successful cooperation to their mutual efforts.他們將其成功的合作他們將其成功的合作歸功于歸功于雙方共同的努力。雙方共
23、同的努力。reference n. 談到，談及；參考；查詢談到，談及；參考；查詢Reference is made to your letter of May 5. 茲提及你方茲提及你方5月月5日的來信。日的來信。A copy of our feasibility study report will be sent to you for your reference.我們將寄送一份可行性研究報告供你方參考。我們將寄送一份可行性研究報告供你方參考。with (in) reference to 關(guān)于關(guān)于With reference to our credit standing, please co
24、ntact our banker for information.關(guān)于我方的信譽狀況，請向我方銀行咨詢。關(guān)于我方的信譽狀況，請向我方銀行咨詢。contact v.t. 與與聯(lián)系，與聯(lián)系，與接洽（和接洽（和approach同義，但被動語態(tài)用同義，但被動語態(tài)用approach較多）。較多）。請與我方在貴國的銷售代表聯(lián)系。請與我方在貴國的銷售代表聯(lián)系。Please contact (approach) our sales representative in your country. contact n. 聯(lián)系，交往聯(lián)系，交往We have been in contact with that com
25、pany for nearly two years.我們與那家公司有近兩年的交往。我們與那家公司有近兩年的交往。 available adj. 可利用的，可供應的，可得到的可利用的，可供應的，可得到的（做定語時前置后置均可，后置較為常用）。（做定語時前置后置均可，后置較為常用）。供出口的商品供出口的商品commodities available for export not available 缺貨缺貨The only opportunity available now is the Harbin Fair.目前唯一的機會就是哈爾濱交易會。目前唯一的機會就是哈爾濱交易會。We are send
26、ing you under cover a catalog covering the goods available at present. 隨函附上一份我方目前可供貨的目錄單。隨函附上一份我方目前可供貨的目錄單。敬啟者：敬啟者：我們參觀了貴方我們參觀了貴方6 6月份在北京舉行的國際技術(shù)博覽會的展臺，我們對貴月份在北京舉行的國際技術(shù)博覽會的展臺，我們對貴方方IBM-CPU80586IBM-CPU80586個人電腦的展示很感興趣。貴方展示的電腦最適合我方個人電腦的展示很感興趣。貴方展示的電腦最適合我方市場。在我國我們是電子產(chǎn)品的批發(fā)商。貴方能否寄給我們包括功能及市場。在我國我們是電子產(chǎn)品的批發(fā)商
27、。貴方能否寄給我們包括功能及必要軟件在內(nèi)的詳細資料？必要軟件在內(nèi)的詳細資料？請貴方報到煙臺的最低價，并說明支付方式和采購量不少于請貴方報到煙臺的最低價，并說明支付方式和采購量不少于500500臺所允臺所允許的折扣。許的折扣。如貴方報價具有競爭力，運貨日期可以接受，我方打算從貴方大量訂貨，如貴方報價具有競爭力，運貨日期可以接受，我方打算從貴方大量訂貨，并且及時開立以貴方為受益人的信用證。關(guān)于我方資金情況，業(yè)務能力并且及時開立以貴方為受益人的信用證。關(guān)于我方資金情況，業(yè)務能力和信譽，請查詢我們的銀行，中國銀行。和信譽，請查詢我們的銀行，中國銀行。盼收到貴方有利的答復。盼收到貴方有利的答復。謹上謹上
28、 煙臺電子進口有限公司煙臺電子進口有限公司Sample Letter 敬啟者：敬啟者： 我方有客戶對你方我方有客戶對你方“天鵝天鵝“牌毛巾感興趣且讓我方與你方聯(lián)牌毛巾感興趣且讓我方與你方聯(lián)系報價和現(xiàn)可供出口的產(chǎn)品的樣品。請報你方貨號系報價和現(xiàn)可供出口的產(chǎn)品的樣品。請報你方貨號AK-18的的30，000打成本加運費的紐約最低價，指出可能最早裝運時間打成本加運費的紐約最低價，指出可能最早裝運時間及支付條件。及支付條件。 順告你方，這里類似產(chǎn)品的競爭力非常激烈。務請保證你方順告你方，這里類似產(chǎn)品的競爭力非常激烈。務請保證你方價格與現(xiàn)在市價相一致，這樣使我們能夠為你方爭取更多訂價格與現(xiàn)在市價相一致，這
29、樣使我們能夠為你方爭取更多訂單。單。 盼盡快收到回信。盼盡快收到回信。 謹上謹上 溫哥華紡織品公司溫哥華紡織品公司Sample Letter Sample Letter 從貴方刊發(fā)在從貴方刊發(fā)在5月月2日的日的商務世界商務世界上的廣告里，敬悉貴公上的廣告里，敬悉貴公司生產(chǎn)各類手工制人造皮革手套。本地區(qū)對中等價格的高品司生產(chǎn)各類手工制人造皮革手套。本地區(qū)對中等價格的高品質(zhì)手套向有穩(wěn)定的需求。質(zhì)手套向有穩(wěn)定的需求。請惠寄貴公司的手套目錄一份，詳述有關(guān)價目與付款條件。請惠寄貴公司的手套目錄一份，詳述有關(guān)價目與付款條件。希望貴公司順帶惠賜樣品。希望貴公司順帶惠賜樣品。 靜候佳音。靜候佳音。敬啟者：敬啟
30、者：謹上謹上Dear Sirs,We visited your stand at the International Technology Exhibition held in Beijing in June, and we were very interested in your display of your IBM-CPU80586 PCs. The computers you showed would be most suitable for our market. We are wholesaler of electronic products in our country. Wou
31、ld you please send us details of your computers including the functions and the necessary software? State the source of his information and make a brief introduction of his business scopePlease quote us your lowest price, CIF Yantai, stating terms of payment and discount you would allow on purchase
32、of quantities not less than 500 sets. Inquire about the price, terms of payment and so onSample Letter Should your price be found competitive and delivery date acceptable, we intend to place a large order with you and open L/C in your favor in time. As for our financial standing（財務狀況）（財務狀況）, busines
33、s capacity（業(yè)務能力）（業(yè)務能力） and character（信（信譽）譽） please refer to our bankers, Bank of China. Inform the recipient of his intention to place orders and show the reference to his credit standingWe are looking forward to receiving your favorable reply. Express the hope for a favorable replyYours faithfully
34、,YANTAI ELECTRONICS IMP. & EXP. CO. LTD.Dear Sirs, We have customers who are interested in your “Swan” Brand Towels and ask us to contact you for quotations and samples of the goods available for export now. We would like you to quote us your lowest price CIF Ottawa for 30,000 dozen of Art. No. AK-1
35、8, indicating the earliest possible date of shipment and your payment terms. Ask for information as to price, samples of the goods, the date of shipment and the terms of paymentSample Letter For your information, competition from similar makes（產(chǎn)品種類、款式、牌子）（產(chǎn)品種類、款式、牌子） is very keen here. Please see to
36、 it that your price is quite in line with the prevailing market so as to enable us to obtain more orders for you. Suggest the recipient to quote the lowest priceWe look forward to hearing from you by return (of post)（回信）（回信）. Express the expectation for an early replyYours faithfully,VANCOUVER TEXTI
37、LES CORP.Dear Sirs,We learn from your ad in the May 2nd issue of Business World that you are producing hand-made gloves in a variety of artificial leathers. There is a steady demand here for gloves of high quality at moderate prices. State the source of his information and inform the recipient of th
38、e demand for his productsWill you please send me a copy of your glove catalogue, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of these gloves. Ask the recipient for information about the prices, terms of payment and samplesWe are w
39、aiting for your early reply. Express his expectation for an early replyYours faithfully, Sample Letter Patterns and Substitutionsn1. We visited your stand at the Canton Fair and are now writing you to inquire about your silk neckties.我們參觀了你方設在廣交會上的展位，現(xiàn)特致函向你方詢問有關(guān)絲制領(lǐng)帶的情況。Useful ExpressionsnCanton Fair
40、: Chinas (Spring / Autumn) Export Commodities Fair 廣交會：中國（春季廣交會：中國（春季/秋季）出口商品交秋季）出口商品交易會易會Patterns and Substitutionsn2. We are interested in / in the market for / potential buyers of / considering buying / ready to purchase your mens shirts displayed in your showroom.我們對你方貨品展覽室里陳列的男式襯衫很感興趣。Patterns
41、and Substitutionsn3. Your advertisement in the latest issue of China Foreign Trade interests us, and we would like to receive full details of your commodities.我們對貴方在最新一期中國對外貿(mào)易上所刊登的廣告很感興趣，并希望得知該商品的詳細情況。Patterns and Substitutionsn4. Please send us five copies of your latest catalogues at your earliest
42、 convenience.請盡早寄來最新目錄5份。Patterns and Substitutionsn5. Perhaps at the same time you could quote us your lowest / best / prevailing / competitive prices for the above-mentioned goods.也許與此同時你方能報給我們上述商品的最低價。Patterns and Substitutionsn6. We would also like to know your terms of payment.我們還想了解你方的支付條件。Pat
43、terns and Substitutionsn7. Your products are of great interest to one of our clients in Tianjin, who wishes to have your quotations / samples / price-list / illustrated catalogues for the items specified below.我們一位天津的客戶對你方的產(chǎn)品很感興趣，并盼按下列項目報價。Patterns and Substitutionsn8. If terms and delivery date are
44、 satisfactory, we should expect to place regular / trial / large / considerable / substantial orders with you.如果交易條件和交貨日期合意的話，相信我們會定期向你方訂貨。Patterns and Substitutionsn9. Please advise if you are able to offer / provide / supply / furnish this product and include lead time, packaging and price FOB China port and CIF Chicago.請告知你方是否能供應這種商品，包括訂貨與交貨之間的時間、包裝、FOB中國港口和CIF芝加哥的價格。
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