Chapter 3 Enquiry(课件)-《外贸英语函电》（第三版）（清华大学出版社）同步教学

Chapter Three Enquiry BUSINESS LETTERS Chapter Three Enquires Introduction Writing guide Letter for example Introduction The first step of a business transaction : Enquiry Buyer Seller Enquiry Reply ◆Catalogues or sample books ◆ The latest price list ◆ Quantity and package ◆ Terms of trade ◆ Port of shipment Writing guide Enquiry Reply First part: tell our supplier how we obtain his/her name and why we write the letter to him/her Third part: state the response we hope for a prompt reply to receive Second part: introduce our own business, including the goods we need, the quantity we want, the terms of trade we prefer and so on Third part: state the hope of receiving orders Second part: answer the questions asked and provide other relevant and necessary information First part: express our thanks to the enquirer for his/her interest in our products Letter one: A first enquiry Dear Sirs, We have been informed by the Bank of Canada, Vancouver, that you are one of the leading exporters of textiles in Shanghai and that you wish to extend export business to our market. You will be pleased to note that we are an importer of bed-sheets and other home textile products, having over 20 years’ experience in this particular line of business. At present, we are keenly interested in bed-sheets and shall be glad if you will kindly send us your latest price list for bed-sheets in various colors specifying sizes and designs. If possible, please also rush us samples by airmail for our reference. In the meantime, we think it necessary to stress the importance of the material of bed-sheets used. Here in Vancouver only all-cotton bed-sheets are salable and any synthetic fiber or blended fiber is not in demand. If the quality of your products comes up to expectations and your prices are attractive, we expect to place regular orders for fairly large numbers. And if you are in a position to meet our demand we think your products will enjoy popular sales in our market. For your information, we would like to state that we usually pay for our imports by sight L/C, which we feel sure will be agreeable to you. Your early reply will be appreciated. Yours faithfully, Tom Dear Sirs, Thank you for your letter of 15th November enquiring for bed-sheets, we wish to inform you that the sample-cutting book, price list and catalogue asked for in your above letter have been airmailed you separately. We are confident that these will give you all the details you required. All the items are of good quality and can be supplied in a wide range of designs and colors to meet the requirements in your market. However, if you are in need of any other information not contained therein, please feel free to let us know. We shall satisfy you to the best of our ability. Your payment terms by L/C at sight are acceptable to us. In order to ensure punctual shipment of the goods to be ordered, please see that the covering L/C reaches us at least 30 days before the stipulated time of shipment. By the way, we wish to inform you that our all-cotton bed-sheets have become very popular on the world market because of their durability and reasonable prices and it has been difficult for us to meet the increasing demand. However, if you place your orders before the 10th December, we assure you of our prompt shipment. We hope that our price will be workable and that business will result to our mutual advantage. We look forward to receiving your orders soon. Yours faithfully, Letter two: a reply to letter one Gentlemen, We have read your advertisement in “China Daily” and are glad to know you are an important exporter of textiles in your country. We shall appreciate it if you send us a copy of your catalogue, with details of your prices and terms of payment. We should find it most helpful if you could also supply some samples of the various types. In view of the demand for your products, an immediate reply is appreciated. Truly yours, Tom Letter three: A general enquiry Gentlemen, We are very pleased to receive your enquiry of 15th November and enclose our illustrated catalogue and price list giving the details you ask for. Also by separate post we are sending you a full range of samples and when you have had an opportunity to examine them, you will agree that the goods are both excellent in quality and very reasonable in price. On regular purchases in quantities of not less than five hundred of individual items we would allow you a discount of 1/3 and a special discount of 5% of net price for payment within ten days from receipt of invoice. If you place your order not later than the end of this month, we would guarantee delivery within fourteen days of receipt. We look forward to receiving your first order. Truly yours, Tony Li   Letter four: a reply to letter three Gentlemen, Re: “White Healthier” cloth We are now considering buying large quantities of your “White Healthier” cloth which could be made into ladies’ skirts. There is always a ready market here for cloth, provided it is of good quality and competitive in price. We should be thankful if you would send us its full details concerning the prices, discounts, terms of payment, delivery date, and packing and so on. It would also be appreciated if you send us your samples. We used to purchase this article from other sources, but we now prefer to buy from your company, because we are given to understand you are able to supply larger quantities at more attractive prices. Besides, we have confidence in the quality of Chinese products. If your terms are favorable, we shall probably order about 10,000 meters. If your “White Healthier” cloth agrees with the taste of our market, we feel confident of placing a trial order with you. We look forward to hearing from you by return. Yours faithfully, Letter five: A specific Enquiry Gentlemen, Re: “White Healthier” cloth We acknowledge with thanks receipt of your letter of 15th November, inquiring about our “White Healthier” cloth. We have pleasure in sending you a copy of the catalogue and samples of the full range of colors and the prices. They will reach you within next week. You will see detailed information about “White Healthier” cloth on page 3 of the catalogue. Besides, the “White Healthier” cloth is packed in plastic bags, with 1 piece in each bag, 10 bags in a paper box, 20 boxes in a carton reinforced by hook iron. On regular purchases in quantities of not less than five hundred of individual items we would allow you a trade discount of 10% and a special discount of 5% of net price for payment within ten days from receipt of invoice and payment must be made by Confirmed, Irrevocable Letter of Credit payable by draft at sight. Our time of delivery is within 30 days after receipt of your L/C. We should be very pleased to do business with you and would ask you to let us have the usual trade and bank references. We hope the catalogue gives all the information you need. If you find the above acceptable, please cable us for confirmation. And if you would like any further details, please do not hesitate to write again. Yours sincerely, Tony Li Letter six: A reply to letter five Chapter Four Offers BUSINESS LETTERS Chapter Four Offers Introduction Writing guide Letters for example Introduction an offer should be a promise to supply goods on the terms and conditions stated usually made either by way of advertisements, circulars and letters or in reply to enquiries made and accepted before a contract can exist made with accuracy it always concludes with an expression of hope that the offer will be accepted Two types firm offer non-firm offer Writing guide An offer should include the following parts: An expression thanks for the enquiry, if any; Name of commodities, quality, quantity, and specifications; Details of prices, terms of payment, commissions, or discounts, if any; Packing and date of delivery; The validity of the offer; Favorable comments on the goods themselves; An expression of hopes for an order. Letter one Dear sirs, We thank you for your enquiry of October 15. As requested, we are airmailing you, under separate cover, one catalogue and sample books for our Tianjin printed pure silk fabrics. We hope they will reach you in due course and will help you in making your selection. In order to start a concrete transaction between us, we take pleasure in making you a special offer as follows: Article: No.8002 Tianjin Printed Pure Silk Fabrics Design: No.46839-2A Minimum: 20000 yards Packing: In bales or in wooden cases, at seller’s option Price: US $54 per yard CIF London Shipment: To be made in three equal monthly installments, beginning from January 2013. Payment: By confirmed L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above offer will be acceptable to you and await with keen interest your trial order. Yours faithfully Letter two Dear sirs, Thank you for your letters of September 30. As you know, the quality of our products is very good, and during the past few years we have supplied our goods to dealers in several tropical countries. In compliance with your request, we are making you the following offer: Art No. T1258 USD68.50 Per Set CIF3 Dubai Art No. T1356 USD15.60 Per Set CIF3 Dubai Art No. T1436 USD30.20 Per Set CIF3 Dubai Art No. T1789 USD25.50 Per Piece CIF3 Dubai Minimum Order Quantity: One 20’ FCL container for each Art No. Packing: Art No. T1258, one set per carton, total 150 cartons to a 20’FCL. Art No. T1356, 12 sets per carton, total 150 cartons to a 20’FCL. Art No. T1436, 8 pieces per carton, total 150 cartons to a 20’FCL. Art No. T1789, 10 sets per carton, total 150 cartons to a 20’FCL. Shipment: To be made within one month upon receipt of relevant L/C. Payment: By confirmed L/C payable by draft at sight. Insurance: To be covered by the seller for 110% of the invoice value against All Risks and War Risk. We should particularly stress the importance of price since the principle market here is for mass-produced goods at popular prices. And we trust your enquiry will get the careful and prompt attention by our corporation. If you are interested in other models, please see the enclosed illustrated catalogue. We are awaiting your early orders. Yours faithfully Dear sirs, Thank you for your letter and samples sent on October 10. We have carefully examined the sample and can assure you that we are able to produce articles of identical type and quality. For the quantities you mention we are pleased to quote as follows: Men’s Box Calf Shoes (brown) Sept. 100 pairs $15.00pr. ---ditto---(black) Immediate 100 pairs $15.50pr. Ladies’ kid Tie Shoes Sept. 100 pairs $14.50pr. Ladies Calf Court Shoes Oct. 100 pairs $14.00pr. Net price, FOB London All items for which we have quoted are made from very best quality leather. And we have a good reason to believe that we could place regular orders with you if your prices are competitive. We are awaiting your reply. If you find it acceptable, please let us have your reply as soon as possible. Yours sincerely Letter three Dear sirs, Thank you for your inquiry of September 30 for our Trial Grabber brand bicycles. In reply, we take pleasure in offering you as follows: Item# Unit Price 032340 20” men’s US$ 55.00 032341 20” women’s US$ 57.00 042340 26” men’s US$ 56.00 042341 26” women’s US$ 58.00 Payment: By Letter of Credit in seller’s favor. Delivery Date: Within 60 days after receipt of your order. The above prices are on a CIF London basis. Shipment can be made within two months after receipt of your order. We have quoted our most favorable price and are unable to entertain any counter offer. Please note there has lately been a large demand for the above commodities and such growing demand will likely result in increased prices. However you can secure these prices if you send us an immediate reply. Sincerely yours, Letter four Dear sirs, Your letter of October 10 asking us to offer you the cotton shirts has received our immediate attention. We are pleased to be told that there is a great demand for our products in London. In compliance with your request, we are making you the following offer subject to our final confirmation. Commodity: Cotton shirts different colors and pattern assortments Size: Large( L ), Medium( M ), Small( S ) Packing: Shirt are wrapped in plastic bags and packed in standard export cardboard cartons Price: CIF London per dozen in RMB, L: 45, M: 42, S: 35 Payment: By confirmed L/C payable by draft at sight We hope the above will be acceptable to you and await with interest you early order.  Yours faithfully Letter five $$