《商务函电》PPT课件.ppt
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1、Chapter 3Enquiry and Reply询盘和回盘,BUSINESS LETTERS 商务函电,Introduction,In international trade,enquiry plays a very important role both in import and export negotiation.An enquiry is the first real step in business,usually made by the buyers without engagement to get information about the goods to be ord
2、ered,such as price,catalogue,delivery date and other terms.It should be noted that whoever makes an enquiry is not liable for the buying or the selling.The other party,in the meantime,can make no reply at all.However,according to the business practice the receiver of an enquiry will respond without
3、delay in the usual form of a quotation,an offer,or bid.Enquiry may be either dispatched by mail,cable,telex,fax,or handed to the suppliers through personal contract.,Warming-up Question,If you are interested in certain products and want to know something about them.What would you write in your lette
4、r of inquiry?,Terms,1、询盘 Enquiry 2、具体询盘 Specific Enquiry3、一般询盘 General Enquiry 4、询价单Enquiry Sheet 5、报价 Quotation 6、佣金 Commission 7、折扣 Discount8、递价 Bid 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,Terms,1
5、7、尺码 Size 18、存货 Stock19、批发商 Wholesalers 20、零售商 Retailers21、分销商 Distributors 22、毛利 Gross Profit23、样式 Style 24、花样 pattern定期订购 Place regular orders,1、on CIF basis 按成本报费加运费报价 2、be desirous of 渴望3、have confidence in 有信心4、be given to understand 听说5、quote a price for 报价6、be prepared to 打算7、in regard to 关于8
6、、attractive prices 优惠价9、place a large orders 大量订购10、be valid for 有效期,4.A wide range of 各种各样的 5.On behalf of 代表,为了的利益 6.Enclosed please find 附上请查收7.Promote the sales of 促销 8.Profit margin 盈余,利润幅度 9.By separate post 另邮寄,10.Be in a position to do sth.能够做某事 11.Competitive prices 竞争性的价格 12.Financial stan
7、ding,business capacity and character 资金情况,业务能力和信誉13.Selling season 销售季节 14.Supply from stock 现货供应 15.In our favour 以我方为受益人16.import licence 进口许可证 17.Proforma Invoice 形式发票 18.L/C at sight 即期信用证Quote CIF London 报CIF伦敦价 20.Confirmed,irrevocable L/C 保兑的,不可撤销的信用证,Classification of Enquiry,General enquiry
8、:the buyer asks for general information he needs,such as a catalogue,a price list or quotation sheets,a sample,an illustration,a photo,etc.,which the exporter is in a position to supply.,Specific enquiry:the buyer points to the product(s)he wants,such as the name of the commodity,the specifications,
9、the quantity,the unit price FOB or CIF,the time of shipment,the terms of payment and may request an offer.,Status enquiry:traders request information concerning the financial position,credit,reputation,and business methods of other firms.,1.learn fromthat be given to understandthat 从得知,获悉 e.g.从贵方6月2
10、1日信中得悉,贵方对我们的盒式磁带录音机感兴趣。We learned from your letter of June 21 that you are interested in our tape recorder.2.for export 供出口的 e.g.获悉你方有一批待出口的纺织产品。We are informed that you have a stock of textile products for export.,3.illustrated adj.with explanatory or decorative features 有插图的,有说明的 e.g.随附的插图商品目录里,有
11、我公司的最新几类产品。There are the latest types of products mentioned in the enclosed illustrated catalogue.n.illustration 插图,说明,说明书 v.illustrate 说明 4.for your information 消息供你方参考 e.g.消息供你方参考,最近我方以此条件和日本的出口商成交了一笔 贸易。For your information,we have recently concluded with a Japanese exporter a transaction on the
12、terms.,5.a steady demand 稳定需求 e.g.我方市场对这样的产品有稳定的需求。There is a steady demand for such kind of products in our market.目前对这种商品没有需求。There is no demand for the goods.,6.of high quality 优质的 7.appeal to attract,be attractive or interesting to sb.吸引,有吸引力,引起兴趣 e.g.商品包装应既吸引顾客的钱包又能吸引顾客的眼睛.The package of the go
13、ods should appeal to not only the purse but also the eyes.,8.discount n.a reduction on the selling price of something 折扣 allow/give/provide/grant a 5%discount 给予5%的折扣 quantity discount 数量折扣 e.g.对于金额超过1000美元的订货,我们给予20%的折扣.Well give a 20%discount on the order of over$1,000.,9.rely on rest assured 放心 e
14、.g.你尽可放心,我们对于以后的询价予以即时处理的。You can rely on our prompt attention to your future enquiry.,Requirements for writing a general enquiry,1 The source of information and a brief self-introduction or interest in the goods.2 The intention of writing the letter.(Ask for a catalogue,samples or a price list)3 Wi
15、sh early favorable reply.,A General Enquiry and Its Reply,Dear Sirs,Your firm has been recommended to us by the Haier Electrics Company,with whom we have done business for many years.We are interested in your electric typewriters for use in offices and shall be glad if you will send us a copy of you
16、r illustrated catalogue and current price list.We are awaiting your prompt reply.Yours sincerely,Susan Bloc Manager,Requirements for writing a reply to an general enquiry,Confirm receipt of the enquiry;Make reply or take action as requested;Promote your product simply;Express your hope for early ord
17、er.(or Express your favorable terms and best attention),Appeal to:attractive to 有吸引力的,感兴趣的。Discount:a reduction in the usual price of something折扣Assure:保证You may be assured that we will do our best to expedite shipment.,In marketing,discount is the price off,there are trade discount商业,quantity disco
18、unt,Cash discount and prompt-delivery discount.折扣,包括商业折扣,数量折扣,付现折扣和即付折扣,A Reply,Dear Ms.Bloc,We welcome you for your enquiry of Feb.1 and thank you for your interest in our commodities.We are enclosing some copies of our illustrated catalogues and a price list giving the details you asked for.We tru
19、st that you will agree that our products and price appeal to the most selective buyer.And we also allow a proper discount according to the quantity ordered.Thank you again for your interest in our products.We are looking forward to your order and you may be assured that it will receive our prompt an
20、d careful attention.Yours truly,Li Ming Export Manager,The names and descriptions of the goods inquired for,including specifications,quantity,etc.Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect.Ask for best price term
21、s.Wish early favorable reply.Stating the possibility of placing an order.,Requirements for writing Special enquiry,A Special Enquiry for White Cat Shampoo,Dear Sirs,White Cat Shampoo We are interested in buying large quantities of White Cat Shampoo and should be obliged if you would give us a quotat
22、ion per bottle CIF Lagos Nigeria.It would also be appreciated if samples and brochure(说明书)could be forwarded to us.We used to purchase this article from other sources but we now prefer to buy from your corporation because we understand you are able to supply large quantities at more attractive price
23、s.Besides,we have confidence in the quality of Chinese products.We look forward to hearing from you by return(立即回复).Yours faithfully,Main points for making a reply to a specific enquiry,a.receipt of the enquiry b.details of meeting requirements(sending catalogue and samples etc.)c.more information a
24、bout goods d.expectation of trial order,In reply to:in answer to 兹答复This is in reply to your letter of August 25.Subject to:be liable to 容易受到影响的The offer is subject to confirmation.As per:according to/based on,(but this phrase is only applied to business correspondence)按照We handle a wide range of li
25、ght industrial products as per list enclosed.Net:after all the things like tax,rent,electricity have been paid(付清税款、租金和电费等之后)净的;纯的,This word is contrary to“gross”referring to the price or profit or weight Without cost or without package weight,for example,net price(without commission),net weight(the
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