1. Unit 4 Enquiries and Replies 询盘及回复

2. 4.1 Introduction （简介） 目的 : 了解询盘的基本写作技巧和回复。 交易磋商的一般程序分为 “ 询盘 ” 、 “ 发盘 ” 、 “ 还盘 ” 和 “ 接 受 ” 四个环节。询盘（ Enquiry ）又称询价，是指买方或 卖方向对方询问以价格为中心的各种相关的交易条件， 包括一般询价（ General Enquiry ）和具体询价 （ Specific Enquiry ）。一般询价是指买方或卖方向对 方索取商品目录、价目表样品等。具体询价则是指买 方或卖方就指定商品要求对方发盘。

3. How to write a letter of enquiry 1.You should state clearly what you want and why you want it. 2.Do not make too many requests all at once. If you have to ask for several things, the most important thing comes first. When you have to make a demanding request, you should do it tactfully by using more polite expressions. 3.You should appreciate whatever help you may obtain.

4. How to write a reply 1.You should answer promptly when you get an enquiry, say within two days if it is possible. 2.Begin the reply by repeating the date and the enquiry. 3.If the person who makes the enquiry has been recommended by someone, you should make a reference to that recommendation.

5. 4.2 Writing Skills （写作技巧） 写作步骤表达方式 （ 1 ） 说明信 息来源 （告知 对方从 何种渠 道得知 对方公 司的情况） Your name has been given us by the Chamber of Commerce/ the… Embassy/ the… bank in…). （我们 从在 …… 地方的商会 / 从 …… 使馆 / 从 …… 银行获悉你 方名称。） Your firm has been recommended to us by Bayer AG, with whom we have done business for many years. （多年来与我们有业务联系的拜尔股份公司将贵公司 推荐给我们。） Messrs…of … have given me your name as sole agents for… （在 …… 的 …… 公司向我们介绍了作 为 …… 独家代理的贵公司的名称。）

6. （ 2 ） 直截了 当地说 明想要 购买的 货物 We are considering the purchase of… （我们打算购 买 …… 。） We are interested in importing snooker tables but we need to have further details of the costs before making a final decision. （我们有兴趣进口台球桌，但 在最后决定之前需要进一步了解有关价格的详细情 况。） We are regular buyers of men’s knitwear. （我们是购 买男用针织品的老客户。）

7. （ 3 ） 请求对 方寄送 目录、 价格表 和样品 Will you please send us your illustrate/ latest catalogue and price-list. （请您寄给我们带插图的 / 最新的产品目录和价格表。） We should like to receive a copy of your latest catalogue and full details of your export prices and terms of payment, together with samples. （我们非 常希望获得贵公司的最新产品目录和有关出口价格、 付款条件以及样品的详细材料。） Kindly let me have a description of your electric hedge trimmers. （请贵方寄来电动修剪机的说明 书。）

8. （ 4 ） 强调对 方所报 价格应 合理和 具有竞 争性 If your quotation is really competitive, … （如果你方 报价具有竞争力， …… 。） Provided prices are right. （前提是价格便宜。） If your products and terms compare favorably with those of other suppliers, we shall send you an order. （如果贵公司的产品及条件与其他供货商相比有优势， 我方就会下订单。）

9. （ 5 ） 询问对 方所能 提供的 折扣， 写清你 所能接 受的支 付条件 和期望 的交货 时间 We should like to know if you allow discounts. （我们 想知道，你方是否给我们折扣。） Please let us have your lowest FOB prices, together with your terms of business, and state your best delivery date. （请告知贵公司最低离岸价和交易条件， 并说明最早交货日期。） We require the goods delivery would be effected within six weeks of order. （我们要求在下订单后六周 内供货。）

10. （ 6 ） 表示定 购货物 的可能 性 Will you please let us know by 4 April so that we can place our order promptly. （请在 4 月 4 日前告知我们， 以便我方及时下单订货。） Please let us know by return of post whether you would be interested in such an order. （请发信告知 我们，你方是否对这样的订单感兴趣。）

11. 回复询盘信函的写作步骤及常见表达方式： 写作步骤表达方式 （ 1 ） 感谢对方的 询价 Many thanks for your enquiry of … （多谢您 于 …… 日的询价。） Thank you for your enquiry and for your interest in our products. （感谢你方询价以及对我方产品 的兴趣。） We thank you for your enquiry of … （对你方 在 …… 日的询价信深表感谢。）

12. （ 2 ） 表示很高 兴寄 …… 给对方 We are pleased to enclose … （我们很高兴附寄给 您 …… 。） We have pleasure in enclosing … （我们很高兴附 寄给您 …… 。） We are sending you our latest price-list and catalogue. （我们附寄给您我们的最新价格表和产品 目录。）

13. （ 3 ）说明所 能提供商品 的详细信息 及优点 We are confident you will find our products the finest on the market and considerably better than those of our competitors who supply your market at present. （我们确信，您将会认为我方产品是市 场上最好的，大大优于竞争对手目前所供的产品。） The specimens sent will convince you of the excellent quality of our medical instruments. （寄 去的样品会使您相信我方制造的医疗器械质量上 乘。）

14. （ 4 ）表明所提 供的价格是合 理的和具有竞 争性的且说明 实行价格的期 限 This is the most favorable offer we can make and you will agree that none of our competitors can equal these terms. （这是我 们能做到的最低报价，您会承认，在我们的竞 争者中没有一家能提供与我们一样的报价。） Price is valid until Dec.31. （这些价格至 12 月 31 日有效。） Subject to being unsold. （以未售出为前提。）

15. （ 5 ）阐明所能 接受的付款条 件和可能的交 货期 Our terms of payment are cash on delivery. （我们的付款条件是货到付款。） We should require payment by banker’s draft on receipt of our pro forma invoice. （我们要 求在收到形式发票后通过银行汇票付款。） We can usually deliver within three weeks of receiving an order. （通常我们在收到订单后三 个星期内就可供货。）

16. （ 6 ）希望客户 对报价满意并 能很快收到订 单或希望未来 长期开展交易 We hope you will find our quotation satisfactory and look forward to receiving your order. （我们希望您对我们的报价满意并 期盼您的订货。） We look forward to doing business with you. （我们盼望与你方洽谈业务。）

17. 4.3 Specimen Letters （样函） Letter 1 ： General enquiry Dear Sirs, We have been informed by the Bank of U.S. Commerce, New York, that you are one of the leading exporters of textiles in China, and that you wish to export pure silk garments to our market. You will be pleased to note that our corporation is one of the leading importers of textile products, having over 30 years’ history and high reputation. We shall be able to give you considerable orders, if the quality of your products is fine and the prices are moderate. We would be obliged if you will send us some samples with the best terms at your earliest convenience. Yours faithfully, VANCOUVER TEXTILES CORPORATION

18. Letter 2 ： A reply to the above Dear Sirs, We take pleasure to acknowledge receipt of your letter of January 20, from which we learn that you are interested in bringing silk garments to the New York market. We are enclosing our quotation sheet covering different sizes and colors of our pure silk garments that can be supplied from stock. We are also airmailing you two dozen sample garments in different sizes and colors. Delivery will be within 30 days after your placing an order to us. Payment of the purchase is to be effected by an irrevocable L/C at sight in our favor.

19. This offer is subject to your immediate reply which should reach us not later than the end of next month. The price will probably be changed once this particular offer has lapsed. Yours faithfully, CHINA NATIONAL TEXTILES IMP. & EXP. CORP. SHANGHAI HOME TEXTILES BRANCH

20. Letter 3 ： A seller’s enquiry Dear Sirs, We are looking for companies who can help us distribute our products in new markets. We manufacture computer components. At present we export to Europe, but we would like to export to your country. Please find enclosed our brochure, which gives details of our products. We look forward to hearing from you. Sincerely yours, Jin Baicuan

21. Letter 4 ： A reply to the above Dear Sirs, We thank you for your enquiry of Dec.12, 2004, as one of the largest computer companies in South Korea, we are interested in your computer components. Please send us your latest CIF Pushan prices, together with your terms of payment, and the earliest delivery date. Thank you in advance. Sincerely yours, Son Young

22. Letter 5 ： A specific enquiry Dear Sirs, We learn with pleasure from your letter of April 12, 2004 that you are exporters of Chinese Blanket Cover and are willing to establish business relations with us. At present, we are interested in Blanket Cover and shall be pleased if you will send us by airmail sample books and all necessary information on Blanket Cover, so as to acquaint us with material and workmanship of your supplies. Meanwhile, please quote us the lowest price CIF London, inclusive of our 3% commission, stating the earliest date of shipment. Should your price be found competitive and delivery time acceptable, we shall place a large order with you. Yours truly, Leon Allen

23. Letter 6 ： A reply to the above Dear Sirs, Thank you very much for your letter of April 28, 2004, we are pleased to send you samples and all the necessary information on Blanket Cover under separate cover. At your request, we are pleased to make you an offer, subject to your final confirmation, as follows: Commodity: “Golden Cock” Brand Blanket Cover No.21 Size: 180cm×200cm Color: All kinds of colors Quantity: 1 000 pieces Price: GBP20 each piece CIF London inclusive of 3% commission Shipment: During August/September

24. Payment: By 100% confirmed, irrevocable L/C in our favor payable by draft at sight to reach the sellers one month before shipment, and remain valid for negotiation in China till the 15th day after shipment. As you will realize from the catalogue we sent you, our Blanket Cover is a perfect combination of warmth, softness and easy care. We are sure that you can get benefit from our products. We look forward to your prompt reply. Yours faithfully, Baicu

25. 4.4 Focal Words （焦点词汇） compare vt. & vi. 比较 If you compare our products with theirs, you will agree that our price is not high at all. comparison: n. 比较 If you make a comparison between the two samples, you will see which is of better quality. These good qualities are characteristic of our Tea Sets and make those of other origins pale by comparison.

26. compete vi. 竞争 Japan competes in textiles against Britain. We have to compete with a number of major producers here. competent: adj. 有能力的 You should select competent workers to deal with those buyers. We are fully competent for the sales promotion of your products here. competition: n. 竞争 Competition is getting keener in the cotton market.

27. credit n. 信用，信誉；信贷，赊欠；记入贷方 We should like to know exactly how their credit stands. Our products are in high credit with the customers in Australia. Please let us know whether this firm is likely to be reliable for credit up to USD5 000. We shall be happy to supply you with goods on credit. Letter of Credit

28. regular adj. 经常的 If your prices are competitive, our company will be pleased to place regular orders with you. As your purchases are regular and numerous, it would be advisable for you to open a revolving L/C in our favor.

29. sell v. 卖，出售 The rest of the goods will be sold off at greatly reduced prices. To our regret, we have to inform you of our inability to accept your order as the goods have now been sold out. seller: n. 卖主，卖方；出售的货物 The seller assumes no liability hereunder for its failure to make shipments. We believe that you will find our new camera a very good seller at the above competitive price.

30. 4.5 Useful Sentences （实用语句） 1. 提出询盘 We addressed our inquiry to the firm. Will you please let us have a list of items that are imported by you. Please put us on your best terms, as this order forms part of a contract. Please put us on your very best shipping terms as regards discount. Please state your best terms and discount for cash.

31. Kindly let us know at what price you are able to deliver quantities of best refined sugar. We would appreciate it if you will please let us know the ruling prices of the goods. We shall be obliged by a quotation of your lowest price for the said goods free delivered at our works. I shall be glad if you will send me your catalogue together with quotations.

32. 2. 受理询盘 Our terms are cash within three months of date of delivery, or subject to 5 per cent discount if paid within one month. Terms: early delivery, and net cash payment after receipt of the material at our works, and verification of weight and quality. In reply to your enquiry of yesterday’s date, we are sending you herewith several samples of wall paper closely resembling to what you want.

33. We think you can well accord us a substantial discount off your list prices, which we see are quoted net cash. Our terms, as our invoice states, are 2% cash discount, only within ten days of date of invoice. We shall be glad if you will quote us the best discount for cash off your list price for cash for this quantity.