4.1.1 询盘信函的写作要点(课件）《外贸英文函电第3版》（电子工业出版社）

外贸英文函电 李辉 白丹 主编 第3版 1 Enquiries and Replies 专业知识简介 学习目标 学习内容 本章小结 Chapter 4 复习思考题 2 专业知识简介 在国际贸易中，买卖双方在订立合同之前，要对合同条款的各项内容进行交易磋商，即一般要经过询盘、发盘、还盘和接受四个环节。其中，发盘和接受是合同成立不可缺少的两个环节。询盘是准备购买或出售商品的人向潜在的供货人或买主探寻该商品的成交条件或交易可能性的一种表示，通常是买卖双方交易磋商的开始。由于询盘多数是询问成交价格，因此在实际业务中，也有人把询盘称为询价。 询盘按询问的内容可以分为一般询盘（general inquiry）和具体询盘（specific inquiry）。一般询盘是指关于商品目录（catalogue）、价格单（price-list）和样品（sample）的一般询问，这种询盘并不一定涉及具体的交易，一般属于大致了解。具体询盘是买方在有了比较明确的意向后关于某种具体商品的价格（price）、包装（packing）、交货期（time of shipment）、付款方式（terms of payment）等的询问，实际上就是请求对方报盘（request for an offer）。询盘按双方的交易历史，可以分为首次询盘（initial inquiry）和非首次询盘（non-initial inquiry）。顾名思义，首次询盘是写信方和收信方之前没有交易历史；而非首次询盘发生在有交易历史的买卖双方之间。 3 专业知识简介 对于询盘人和被询盘人来说，询盘没有任何法律约束力，所列内容多是探询和参考的性质，其意义在于摸清市场行情和刺探竞争企业的信息等，而且不是交易磋商的必经步骤。接受询盘的一方可给予答复，也可不做回答，但作为交易磋商的起点，商业习惯上，收到询盘的一方应迅速做出答复。 首次询盘函的买卖双方由于是初次联系，目的在于建立贸易关系，因此信函语气更为礼貌和正式。在写具体询盘函时，一定要做到具体，把所需了解的信息阐述清楚，如价格、装运条件等。 回复询盘函的作用是回答问题，提供资料信息，给予特殊帮助，尽量满足来函人的要求。对于询盘函的答复，迅速、及时、热情、周到和尽可能满足对方的要求，会激发对方的购买欲望，最终促成交易。尤其是具体询盘往往成功率较高，买方的诚意也较大，所以应慎重对待，尽早报盘，尽量满足客户的要求。 4 学习目标 了解询盘的种类和特点； 掌握询盘常用的词汇和表达； 掌握一般询盘和具体询盘信函的写作； 掌握回复询盘信函的写作。 5 学习内容 写作指南 4.1 样函解析 实用句子 4.2 4.3 常用表达 4.4 6 4.1 写作指南 4.1.1 询盘信函的写作要点 （1）如果是初次询盘，该信就必须告知信息来源，如通过什么方式、由谁告知、信息来源何处。 （2）表达写信的意图。 （3）说明所需货物在市场上的需求情况。 （4）希望了解交易条款，如打算购买的商品、数量、规格、报价、支付条款、包装、保险等，索求目录、价格单和样品等。 （5）要求对方报价或报盘。 4.1.2 回复询盘信函的写作要点 （1）询价函已经收悉，提及已将索要的商品目录及价目表附于信中或另函寄送。 （2）回答征询，具有诚意地回复对方所关心的商品的样品、价格、付款条件、优惠条件等信息。 （3）强调所报价格具有竞争性，说明要求的支付条件及能提供的服务。 （4）希望客户对提供的信息满意，并希望很快收到回信。 7 4.2 样函解析 4.2.1 样函1：具体询盘 Dear Sirs, The New York Machines Co., Ltd. informed us that you are exporting electric mowers. Will you kindly send us your quotation for three models: I, II and III? We would require 100 units of each model. Please quote us your lowest price CIF Shanghai, inclusive of our 5% commission, stating the earliest date of shipment and payment terms.We are looking forward to your reply. Yours faithfully, 8 4.2 样函解析 4.2.2 样函2：对样函1的答复 Dear Sirs, Thank for your inquiry of September 4, 2016. The enclosed price list and illustrated catalogues will give you details of the models in which you are especially interested. The illustrations will also give you all necessary information about other items we are exporting. As to our terms and conditions, please see page 8 of the catalogue, we usually require an irrevocable L/C payable by draft at sight. The goods will be shipped in October. The electric mowers have enjoyed a high reputation in Western European countries. Because they are excellent in quality and reasonable in price, you can be sure that our products will no doubt help you expand your market. We look forward to receiving your trial order. Yours faithfully, 9 4.2 样函解析 4.2.3 样信3：一般询盘 Dear Sirs, Subject: Cotton bed-sheets and pillowcases—request for a quotation Messrs. John and Smith of this city inform us that you are exporters of all cotton bed-sheets and pillowcases. We would like you to send us details of your various ranges, including sizes, colors and prices, and also samples of the different qualities of material used. We are leading dealers in textiles and believe there is a promising market in our area for moderately-priced goods of this kind mentioned. When replying, please state your terms of payment and discount you will allow on purchases of quantities of not less than 100 dozen of individual items. Price quoted should include insurance and freight to Liverpool. If your quality is suitable and the price is competitive, we trust our business will be materialized soon. Yours faithfully, 10 4.2 样函解析 4.2.4 样信4：对样函3的回复 Dear Sirs, Subject: Cotton bed-sheets and pillowcases We are very pleased to receive your enquiry of 15th January and enclose our illustrated catalogue and price list giving the details you ask for. We are airmailing you some samples and trust that when you have examined them you will agree the goods are both excellent in quality and reasonable in price. For regular purchases in quantities of not less than 100 dozen of individual items we would allow you a discount of 2%. As to the payment terms, we do business on the basis of L/C. Because of their softness and durability, our all cotton bed-sheets and pillowcases are rapidly becoming popular and after studying our prices you will not be surprised to learn that we find it difficult to meet the demand. But if you place your order not later than the end of this month, we will ensure prompt shipment. We invite your attention to our other products, details of which you will find in the catalogue, and look forward to receiving your first order. Yours faithfully, 11 4.2 样函解析 4.2.5 样信5：具体询盘 Dear linda, Subject: Interest in leather purse WT1008 Allow me to introduce myself. My name is Jane Black and I own a trading company, specializing in the sales of various kinds of leather products. I would be interested in receiving information and prices for your WT1008 model after seeing them in the Canton Fair yesterday. Could you please send us details of the series, including the price, delivery and minimum sales volume CIF New York for our reference ? Also, I wonder if you could send us some samples. I look forward to your early reply. Yours faithfully, Jane Black General Manager 12 4.2 样函解析 4.2.6 样信6：对样函5的回复 Dear Jane, Very glad to see you in Canton Fair yesterday. Thank you for your interest in our products. Concerning the item WT1008 you inquired, please find our offer as follows : Item : leather purse WT1008 Unit price : USD 16 CIF New York Delivery : within7 working days upon receipt of the order MOQ :500PCS Packing : gift box(10×16×6cm) Gross weight :0.3lbs/pc Validity : within 7 days from the date of samples could be prepared in 5 working days Please send me your address in detail with the courier account, if you would like to evaluate the samples. Best regards, linda He 13 4.3 实用句子 4.3.1 关于交易条款 （1）Prices quoted should include insurance and freight to Vancouver. 所报价格需包括到温哥华的保险和运费。 （2）We would like to have your lowest quotation CIF Busan. 希望您报成本保险费、加运费到釜山的最低价格。 （3）Please quote us your prices CIF/FOB/CFR London, stating packing, specifications, quantity available, discount and the earliest date of shipment. 请报出CIF/FOB/CFR伦敦价格，注明包装、规格、可供数量、折扣和最早装运期。 （4）On regular purchase in quantities of not less than 800 dozen of individual items, we will allow you a discount of 3%. 对于定期购买单项商品数量不少于800打，我们可给予你方3%的折扣。 （5）We have made an enquiry for your articles. Please make an offer before the end of this month. 我方已对你方商品询盘，请在本月底之前报盘。 （6）We are interested in the mechanical toys demonstrated in the recent Carton Fair, we shall appreciate it if you will quote us the price CFR New York for 2000 sets. 我们对你们最近在广州交易会上展列的机械玩具感兴趣，如能报出2000台成本加运费纽约价，不胜感激。 （7）We sell various kinds of furniture in the Philippines. Please quote the best price CFR Manila for your furniture and tell us the earliest possible date of delivery. 我们在菲律宾销售各类家具。请报贵方家具最优惠的成本加运费到马尼拉价，并告知最早交货期。 （8）Please inform us on what terms you can supply iron nails. 请告知贵方供应铁钉的条件。 14 4.3 实用句子 4.3.2 向对方表明想要与其进行业务往来的愿望 （1）We shall place substantial orders with you, provided your new products are excellent in quality and competitive in price. 只要贵方产品质量优良，价格有竞争性，我们将向你们大量订购。 （2）If your prices are competitive, we are willing to place our first order for 1,200 dozen, i.e., 400 dozen of each type. 如果贵方价格有竞争力，我们愿首次订购1 200打，即每种型号各400打。 （3）Will you please grant us a special allowance on annual total purchase above USD20,000? 如果每年总购买量在2万美元以上，能否给予我方特别折扣？ （4）We should appreciate it if you would let us know what discount you may grant us if we place an order for 20000 pieces. 如蒙告知，倘若我方订购20000件，贵方能给予多少折扣，将不胜感激。 （5）Please quote us as soon as you receive our inquiry. 请接到我们的询价单后马上给我们报价。 （7）We have received your letter of July 5, enquiring about the best terms of sugar. 贵公司7月5日就砂糖的优惠条件的询盘收悉。 15 4.3 实用句子 4.3.3 索要目录、价目表和样品 （1）Will you please send us your catalogue together with a detailed quotation sheet? 请寄样品目录和详细报价单。 （2）We would appreciate your sending us the latest samples with their best prices. 请把贵公司的最新样品及最优惠的价格寄给我们，不胜感激。 （3）We would also appreciate it if you could send us a copy of your export list regarding all the goods you are handling so that we can contact you at any time when there is a need. 如能寄来有关你们经营的所有商品的出口单，以便我方在需要时，可以随时联系你方，我方将不胜感激。 （4）Full information as to prices, quality, quantity available and other relative particulars would be appreciated. 若能告知关于价格、质量、现有数量及其他相关事项的全部资料，将不胜感激。 （5）We would like you to send us details of your plastic toys, including colors and prices, and also samples of different colors. 我们希望您能寄给我们你们生产的塑料玩具的详细资料，包括颜色、价格以及不同颜色的样品。 16 4.3 实用句子 4.3.4 询价函已经收悉，提及已将资料附于信中或另函寄送 （1）In reply to your letter dated March 28, we enclose our latest illustrated catalogue for your reference. 兹复贵方3月28日函，我们附上最新的带有插图的目录单，供贵方参考。 （2）We have received your enquiry of August 2 and learn of your interest in our Vacuum Cleaners MP208. We are now enclosing our illustrated catalogues and price list you asked for. 收到贵公司8月2日询价，得悉你们对我们MP208型号的真空吸尘机感兴趣，现将你们所需的插图目录单和价格表寄给你们。 （3）We have today sent you two copies of our latest catalogs by separate airmail. 今天另随函航空寄去两份我方最新的目录。 17 4.4 常用表达 （1）报价单quotation sheet （2）货号article number （3）数量折扣quantity discount （4）规格specification （5）老客户regular customer （6）询价enquire for （7）一般询盘general inquiry （8）给予2%佣金allow a 2% commission （9）具体询盘specific inquiry （10）满足某人的要求meet one’s demand （11）带插图的目录illustrated catalogue （12）报FOB最低价格 quote the lowest price FOB （13）代表样品representative sample （14）物美价廉excellent in quality and reasonable in price （15）广交会Carton Fair 18 在对外贸易中，询盘是买卖双方磋商交易的开始。询盘分为一般询盘和具体询盘，首次询盘和非首次询盘，所以，在写哪一种询盘信函时，其写作步骤略有差异。首次询盘信函往往属于一般询盘函，其写法类似于旨在建立商业关系信函的写法，信函的开头应告知对方你是如何获悉它的情况的，然后告知贵方业务情况，如经营范围、所需商品数量、一般贸易条款及可能使供货人决定为你效劳的任何资料。首次询盘的买卖双方由于是初次联系，目的在于建立起贸易关系，因此信函语气更为礼貌和正式，内容简明切题、礼貌诚恳，以求对方能够迅速做出发盘反应。非首次询盘信则多为具体询盘信，由于交易双方之前有一定交易历史，相互间已经比较熟悉，信函的语气相对比较随意，少了客套和拘谨。而且，询盘信精短、简洁，开门见山，切中主题。另外，非首次询盘信的发信人和收信人不再是泛指的Dear sirs和Yours faithfully，而是具体的Dear Linda和Dear Jane，如样函5和样函6。 一般询盘只说明买卖商品的范围，目的是要对方进一步介绍情况。在询盘时，可以随函附寄或索取价格单、目录以及样品以供参考，有时指定具体商品，要求明确提供数量、包装、交货期以及报价。具体询盘，往往都会列出产品的相关资料，如尺寸、型号、功能、相关的参数、颜色、起订量、单价等明细，同时可能会附上图片或图纸。 本章小结 19 According to the given information, write a reply including the following contents. （1）产品的规格、价格和包装等资料可参见随寄的价目表；（2）样品另寄；（3）数量可以给2%的优惠；（4）要求信用证付款。 背景材料： 创鸿（香港）有限公司收到美国I.C. ISAACS & CO., LP的来函，其文如下： I.C. ISAACS & CO., LP 3840 BANK STREET, BALTIMORE, MARYLAND 21224, U.S.A. May 15, 2018 SUPERB AIM (HONG KONG) LTD WESTERN DISTRICT BILLS CENTER 128 BONHAM STRAND E. H.K. Dear Sirs: We learned that you are manufacturer of polyester cotton bed-sheets and pillowcases from the internet. We’d like you to send us details of your various ranges and some samples. Please state the terms of payment and discount you would allow on purchase of more than 300 of individual item. We believed there is a promising market in our area for moderately priced goods. We are looking forward to your favorable reply. Yours truly, I.C. ISAACS & CO., LP Jonathan Smith 复习思考题 20 PPT模板下载：/moban/ 行业PPT模板：/hangye/ 节日PPT模板：/jieri/ PPT素材下载：/sucai/ PPT背景图片：/beijing/ PPT图表下载：/tubiao/ 优秀PPT下载：/xiazai/ PPT教程： /powerpoint/ Word教程： /word/ Excel教程：/excel/ 资料下载：/ziliao/ PPT课件下载：/kejian/ 范文下载：/fanwen/ 试卷下载：/shiti/ 教案下载：/jiaoan/ 字体下载：/ziti/ Thank you! 21 $$