外贸函电3ppt课件.ppt

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1、Enquiries and replies,Chapter 3,Establishing Business Relations,询盘(Enquiry)是交易的一方有意购买或出售某一种商品，向对方询问买卖该商品的有关交易条件。其为不定向发布自己的购买（或出售）意向，其内容可以是询问价格，也可询问其他一项或几项交易条件，而多数是询问价格，所以通常将询盘称为询价。询盘可以由买方发出，也可由由卖方发出。,Information Related,Enquiries,Definition: A Request for Informationgeneral enquiries(一般询盘) for gener

2、al information：information about various goodsspecific enquiries（具体询盘） for specific information：information about some specific goods,specific enquiries,regular customers: state only the product name, quality, quantity & priceother customers: state clearly all necessary trade terms including the nam

3、e , quality, quantity of commodity, price terms, shipment terms, payment terms, discount, etc.,询盘时，询问的主要项目：,样品：sample/sample-book/pattern design 款式sample-cuttings目录：catalogue/list/display cards价格：export price/the best price/moderate price付款：payment terms折扣：quantity discount/cash discount,交货：delivery

4、 date/estimated delivery date一般资料：brochure/booklet/pamphletthe full details of publicity material 公开性资料technical information 技术资料,Letter of enquiry,Letter of reply,Sample Letter 1,general enquiry and reply,Sample Letter 1-1 P62,Language Points,1. inquiry (enquiry) n. 询盘，询价 make / send/give/fax sb. a

5、n inquiry for sth. 向某人询购某种商品Upon receipt of your specific inquiry, we shall send you our quotations and samples immediately. 一收到你方具体询盘，我方立即给你方寄出我方的报价及样品。,inquire v. 询价，询购，询问inquire for sth. 询购某种商品,Eg.感谢你方九月一日询购三千公吨东北大米的来信。,Thank you for your letter of September 1 inquiring for 3,000 m/ts Northeast R

6、ice.,m/t =metric ton 公吨,2. detail n. 细节，详细情况details of 的详细情况the full details of 的全部详情/全部细节the full information about 的全部信息3. range n. 行列，（一）系列，（一）种， （一）类），范围，区域a wide / full range of a full range of shipping documents.一整套装运单据 range of business activities 业务范围,4. price n. 价格 v. 开价，定价涨价raise/gift/incr

7、ease/improve the price by *% to $*降价 reduce/cut/cut down/lower the price 优惠价competitive/favorable/reasonable price最低价keenest/best/lowest price各类表达： P65,Translation:,5. dealer n. 商人，商号 ，经销商wholesale dealer/ wholesaler n. 批发商retailer n. 零售商We are detailers in *a promising market 有前景的市场,Translation:,6.

8、quote v.报价 quote a price quote sb. a price quote sb.a price for sth.,EG. 请向我们报该商品的最低价。,Please quote us a best price for this article.,7. term n. 时间，专有名词，条款，条件term/time L/C 远期信用证eg. P67It is not our practice to accept term L/C.接受远期信用证不是我们的习惯做法。terms of payment 支付条件,EG. 我们不能按照你方的条件进行交易。,We can not do

9、business on your term.,8.discount n. 折扣，折价，贴现 allow / give/ make/grant *% discount a discount of *%on purchases of * 按购买量给予%的折扣 special discount 特别折扣 cash discount 现金折扣 quantity discount 数量折扣,EG. 我们对这种商品最多打九折。,We usually get 5% to 10% discount from our suppliers.,EG. 我们通常从供货商那儿获得百分之五到百分之十的折扣。,The hi

10、ghest discount we can give on this article is 10%.,at a discount 低于正常价格，打折扣 没有销路，不受欢迎,EG. 该产品正以低价销售。,The products are selling at a discount.,9.quantity n. 数量 各种表达 P69,Translation:,各种表示商品的词,article 同一商品且有不同规格色彩good 泛指货物items 前面所提到的商品或货物commodity 较正式，表一个国家的主要商品cargo 已装上运输工具，准备运走的货物merchandise 泛指商品prod

11、uct 工业产品,10. catalogue n. 商品目录the latest catalogue 最新目录illustrated catalogue 附有插图的目录list 货单display cards 展览卡,Sample Letter 1-2 P69,收悉的各种表达,We are very pleased to receive your letter ofWe are in receipt of We acknowledge receipt ofThank you for your letter of,Translation:,11. by separate post 另邮寄= un

12、der separate cover by separate mail,我们另寄你所订货物的照片。,We are mailing, under separate cover, photographs of the offered goods.,under cover (herewith) 随函,2)我们已随函收到可供出口的轻工产品的详细价目单。,We have received，under cover，a detailed price list of light industrial goods available for export.,12. sample + of/for 的样品 各种表

13、达 P71eg. Quality must be up to sample. 质量必须与样品完全一致。 The sample is for reference only. 样品仅供参考。feel confident that clause 深信,13. examine v. 检验，检查，审查，审核eg. The goods were carefully examined before shipment.货物在装运前经过仔细检查。The issuing bank shall have a reasonable time to examine the documents.开证行应有一个合理的时间来

14、审核单据。,Translation:,14. purchase n. 购买，所购置物 v. 购买L/C at sight = sight L/C 即期信用证,Translation:,15. place /make/send an order with sb. for sth. 向某人订购某物,EG.如果你方价格合理，我方将订购1000台。,If your price is in line, we will place you an order for 1,000 sets.,Translation:,16.invite ones attention to 提请某人注意 call/draw/d

15、irect ones attention to sth.invite/call/draw ones attention to the fact thatbring sth. to ones attention 提出某事请某人注意receive ones attention 得到注意，予以办理eg. P73,17. order n. 订单 ，所定的货 accept /confirm an order cancel/cut fulfill/execute refuse/decline first/initial order new order repeat order,Please see to

16、it that the order is shipped within the stipulated time.请务必确保此订单在规定时间内装运。,order v. 订购，订(货)如果你方给予5%的折扣，我方将订购5000打。 If you allow us 5% discount, we will order 5,000 dozen.,in good (bad) order 情况良好(不好)Eg.The goods have arrived in good order. 这些货完好无损地抵达。,Translation:,Sample Letter 2,specific enquiry,1.

17、agent n.代理 agency n.代理（处），厅局署，机构 ships agent agent service sole/exclusive agency 独家代理 law enforcement agency government agency,Sample Letter 2-1 P85,Language Points,2.demand n. 需求 +forThere is no/little demand at present for this article. large/strongThe goods are in large/small/regular demand.,dema

18、nd v. 需要，需求用法： demand+sth. that(虚拟语气） to do of sb. to do,eg.The buyer demands of the seller to ship the goods within a week.The buyer demands that the seller ship the goods within a week.the captioned/subject goods.标题项下货物,Translation:,3.mill n. 工厂各类工厂的表示mill 纺织厂，与碎磨压等工序有关的工厂factory 轻工业消费性产品工厂works 军

19、事，市政公用事业相关的工厂plant 重工业相关的工厂,4. as expected 正如所预料的expect v. 期待，预期，预料用法： expect + n. (sb.)to do that clausesb. expect thatIt is expected thateg. We expect you to give this matter your prompt attention.,5. anticipate v. 盼望，期望，预料，提前用法： anticipate + n. doing that clauseeg.We anticipate receiving your ear

20、ly reply.We anticipate that fresh supplies will arrive next month.,6. season n. 季节，当令期be in season 正当时令be out of season 不当时令busy/rush/peak season for (produce)某商品的销售旺季off/dull/slack season for (produce)某商品的销售淡季The season for (product）is coming.某商品的销售季节将至。The season for (product）has closed.某商品的销售季节已过

21、。,Translation:,7. delivery n. 交货make /effect delivery 交货take delivery 提货在远洋贸易中，delivery(交货）即为shipment（装运），二者可替换。,Translation:,8. commission n. 佣金several items of commission 几笔佣金commission agent 代理商，佣金商commission house 代办行，证券经纪公司give/allow sb. a commission of *%. *% commission给予某人百分之几的佣金,eg.The above

22、 price includes your 2% commission. is inclusive of 上述报价中包含你方2%的佣金。Please quote your best price, CIFHongkong, including our 5% commission.orPlease quote your best price on CIFC5%Hongkong.,9. in sb.s favor 以为受益人eg.We will open the L/C in your favor upon receipt of your Sales Contract.,Translation:,Tr

23、anslation:,1. 感激某人thank you for sth.be grateful to sb. for sth. obliged indebtedIt will be appreciated if.,Sample Letter 2-2 P93,Language Points,2. date n. 日期 v. 注明日期Thank you for your letter of July 8. dated at the earlier date / at an early date 尽早/早日= as early as possible out of date 过时current da

24、te 当天eg. Please reply at an early date. P94,Translation:,3. for your information 顺告你方4. quality n. 质量 P77 adj. 高质量的eg. 如果你们首笔运来的货物令人满意，随后将有大批续订。 If the quality of your initial shipment is found /proved satisfactory, large repeat order will follow.5. be packed in 用来包装,Translation:,6. survey n. 检查，调查，

25、鉴定 surveyor 检验员，鉴定人 independent surveyor survey report 鉴定报告 7. as to/as for/as regards/with regard to 关于 be ready for shipment 备妥待运 right away/immediately 立即,Translation:,Translation:,8. require v. 需要，需求用法：+ 宾语+to do n. that （虚拟语气+should v原） doing (表被动意）,eg. As to terms of payment, we usually requir

26、e Letter of credit payable against sight draft.关于支付方式，我们常常要求即期信用证。eg. P95The import licence requires the goods to arrive on or before September 15. 进口许可证规定货物应在9月15日或之前到达。,9.request v. 请求，要求，恳求 n. 请求，要求request sb. to do sth. 请求某人做某事request that (虚拟语气）eg. 两笔订货请一次发运。P96It is requested that two orders b

27、e shipped in one lot.,按照你方要求as requestedat request/ at the request of ,eg.按照你方要求，随函寄去商业发票一式两份 P96,As requested/At your request, we are sending you herewith our commercial invoice in duplicate.,Translation:,Part3 Useful expressions,1、询盘 Enquiry 2、 具体询盘 Specific Enquiry3、一般询盘 General Enquiry 4、询价单Enqu

28、iry Sheet 5、报价 Quatation 6、佣金 Commission 7、折扣 Discount8、尺码 Size 9、折让 Allowance10、订单 order 11、试订单 Trial Order12、欧洲主要港口 European Main Ports（EMP）13、净价 Net Price 14、商标 Trade Mark15、品牌 Brand 16、规格 Specification,17、花样 pattern 18、存货 Stock19、批发商 Wholesalers 20、零售商 Retailers21、分销商 Distrbutors 22、毛利 Gross Pro

29、fit23、样式 Style,For letters making inquiries,step1 Telling the addressees how and where their names and addresses are known (source of information) step2 Self-introducing (Chapter 2 part 3),Step3. Indicating the intention of writing the letter,1. We are considering the purchase of. 我方打算购买,2.We are in

30、terested in importing dinner tables， but we need to have further details before making a final decision. 我方有意进口餐桌,但在做决定前需要对此做进一步的了解,3.We are in the market for mens leather gloves.我们想购买男士皮手套,We have a considerable demand here for.We are interested in.We are in the market for.We have received many enq

31、uiries from our customers for.,Step4. Inviting a quotation or an offer (asking for a price list, a catalogue, samples and other terms, stating clearly your exact requirements)寄资料,1.We would be pleased to receive your latest price list for 我们非常希望能收到贵方(某商品）的最新价目单。,2. 请给我们寄你公司的样品。We shall be glad if yo

32、u will send us your samples.We shall appreciate it if you will send us your samples and brochure.It will be appreciated if you could send us your latest catalogues and samples.,3.send sb. particulars /details of 告知某人的详细情况We have seen your advertisement in Chinas Foreign Trade and shall be glad if yo

33、u will send us particulars of bed sheets and pillowcases.我们在中国对外贸易杂志上看到你们的广告，敬请告知有关床单和枕套的详细情况。,5.Would you please supply us with a complete set of catalogues for textiles so that we may make a choice.能否请您给我们提供一整套纺织品的目录让我们做选择？,4.We are interested in bicycles in various sizes and please send us a copy

34、 of your illustrated catalogue with details of the prices and terms of payments.我们对不同尺寸的自行车感兴趣，请寄一份带插图的目录并详告价格和付款方式。,要求报价,1.Please send us your best offer by fax indicating packing, specification, quantity available, discount and the earliest time of delivery. 请传真向我们报最低价并注明包装、规格、可供应的数量、折扣和最早交货期。,2.P

35、lease send us samples and quote us your lowest prices for the captioned goods. 请就标题商品给我们寄样品和报最低价,3.We shall appreciate if you could make us the best offer for your Childrens Bicycles on CIF New York basis/on the basis of CIF New York. 请报你公司童车的CIF纽约最低价。,4.Please make us your lowest quotation for 500

36、tons of Walnuts.请报我方500吨核桃最低价。,5.Wed like to have your lowest quotations, F.O.B. Hongkong.我们想知道贵方香港离岸价的最低报价。,6. When quoting, please state terms of payment and time of delivery. 报价时，请说明付款条件和交货时间。,7. inform sb. on terms one can supply 告知某人在何种条件下可供应Please inform us on what terms you can supply iron na

37、ils. 请告知你方供应铁钉的条件。,1.We would like to know if you allow discounts.我们想知道贵方是否给我们折扣,2.Would you let us know what a discount you can give on/for an order exceeding 1000 metric tons能否告知超过1000公吨后的订单折扣是多少?,要求折扣,3.Would you please allow us a special allowance on annual total purchase above $500,000?如果我们每年购买

38、总金额超过50万美金，请给予特别折扣。,Step5. Stressing the point that the quotation or offer should be reasonable and competitive; Stating the possibility of placing an order and expectation of an offer,1.We have to point out that /We invite your attention to the fact that we intend to place a large order with you if

39、 the price is competitive.请注意，如你方价格具有竞争性，我们将大量订购。,2.If your prices prove reasonable, we will soon place a substantial order with you. 若贵方价格合理,当即大批订货,3.If your quality is good and the price is suitable for our market, we would consider signing a long term contract with you.若贵方质好价适,我们愿与贵公司签署一项长期合同,For

40、 letters in reply to inquiries,Step1. Expressing your thanks for inquiries,1.We are very pleased to receive your enquiry of We are in receipt of We acknowledge receipt of Thank you for your enquiry dated.,welcome ones enquiry 欢迎某人的询盘We welcome your enquiry of May 26th, 2019 and thank you for your in

41、terest in our products. We specialize in this line of business.欢迎你们2019年5月26日询盘，并感谢你们对我产品的兴趣，我们专营此业务。,3. in reply (to ones enquiry) 答复某人询盘This is in reply to your enquiry of Oct. 8th, 2000.现答复你方2000年10月8日询盘。With regard to your enquiry for typewriters, we wish to give the following in reply.关于你方打字机的询

42、盘，我们愿做如下的答复。,4.Your enquiry of October 10th is receiving our attention, and thank you for your interest in our products.你方10月10日询盘我们正在处理，同时感谢你们有意购买我方产品。,Step2.Stating that you are glad to enclose/send. to the addressees or explaining the no stock situation and assuring that you will revert to it onc

43、e a supply becomes available,1.We have much pleasure in enclosing a quotation sheet for our products and trust that their high quality will convince you to place a trial order.很高兴附上我方产品的报价单。相信我们产品的高质量将使贵方试订。,convince sb. to do sth. 说服某人做某事convince sb. of sth. 使某人相信某事,2.We are enclosing our latest ca

44、talogue and price list giving the details you asked for. 现附上有你们所需详细情况的最新目录与价目单。,3. On regular purchases in quantities of not less than 100 dozen of individual items we would allow you a discount of 3%. We can allow you a special discount of 2% on orders exceeding /above Payment is to be made by conf

45、irmed irrevocable L/C.,4.We regret to inform you that we are not in a position to meet/cover your need for the said goods. 很遗憾我们不能满足你们对该商品的需求。,5.Owing to heavy orders, we regret being unable to meet your requirement for the time being. 由于订单甚多,目前暂不能满足您的需要,很抱歉。,6.We regret to inform you that the goods

46、 you required are out of stock. We shall file your inquiry and contact you as soon as we get fresh supplies.我们很遗憾地告知贵方你们所需商品现在缺货。我们会记录贵方询盘，一旦我们有新货供应会及时联系你们。,Step3. Indicating the advantages and the details of the goods you offer,1.The samples we sent will convince you of the excellent quality of our

47、 products. 寄去的样品会使贵方相信我方的产品质量上乘,2.We are confident/feel confident that you will agree that the goods from stock are both excellent in quality and very reasonable in price.我们确信你会认同，我方的现货商品品品质优良价格合理。,in stock 库存中out of stock 缺货supply from stock 现货供应be available from stock 库存可供,Step4. Expressing your e

48、xpectation,1.We hope you will find our quotation satisfactory and look forward to receiving your order.希望您对我们的报价满意并期盼您的订货,2.We look forward to doing business with you.期待着能与贵方做生意,3.Should you need further information about the articles, please dont hesitate to get in touch with us.如果你需要该商品的进一步信息，请及时联

49、系我。,Part4 Exercises,A)Supply the missing wordsDear Sirs,We acknowledge r_ of your letter of August 12, and are very p_ to hear that you are i_ of textiles.As r_, we e_ our latest catalog and a price list giving details for your r_.Under separate c_, we send you by airmail a range of s_. As you will

50、find, our goods are excellent in quality and r_ in price.We look f_ to r_ your orders soon.,Part4 Exercises,A)Supply the missing wordsDear Sirs,We acknowledge receipt of your letter of August 12, and are very pleased to hear that you are importersof textiles.As requested, we enclose our latest catal