第二章 第一节 整理询盘信息（课件）-《外贸商函》（高教版2025-教学改革成果教材）同步精品课堂

You're looking to improve your results with suppliers in china. Here are the top ten questions you should be asking your suppliers in order to get the best results. So the number one, are you a trading company or are you a factory now to be honest, to answer to this question doesn't really matter. Worked with plenty of good trading companies, and I ve worked plenty of good factories. There is this notion that, okay, I have to work directly to factory because the trading companies add on their own margin. But in actual case, sometimes a trading company offer you a very good service for that margin that they are adding on. Sometimes the factory doesn't necessarily have an export license, so they have to go through a trading company. Or sometimes the trading companies just very familiar with a lot of different factories, so they know the strength of each factory. They know the right place to place the order, and sometimes a trading company also specializes in that category, so they can also reach out factories making different items, and a trading company can be your one stop shop, rather than having to deal with many different factories. But there are advantages working for factory directly as well. So like I said, there's not a right or a wrong answer to work with a trading company or a factory, but is important for you to understand which you're working with. So you know, what are their strengths and what are their weaknesses? Question number two, where's your factory located now? Is important to ask this question because you want to know, are the office and the factory located together? Because quite often, and the factory can be based in the rural part of china, whether the office can be in the city. So you make an appointment to go and visit your factory where you actually going to the office. And when you want IT to go to see the factory, you're like, where is IT? And they are like always a four hour plane journey, a four hour train journey into the country, but even only set outside that day for visiting the factory. So it's very important to know where they're located. And as well, knowing where they're located, you also want to know which port did they ship from. Because if you are dealing with multiple different suppliers, you might consider IT. Okay, they all ship from the same port. And if you ship from the same point, then you can consolidate your orders. So you not just sending full containers, but you can do half a container for another supplier and a half container from another supplier, and emerged those two together and ship out as one food container. So you do maximize on your shipping costs as well. But you can ask, which port do you ship from? And also F, B, which port? F, B, G, A stands for freed on board, and that's a typical pricing term that they're going to be. The factory will covered the Price of the goods from their factory, the unit cost and delivering IT to the port. So when they give you an F, OB Priced, just means from that port is we're going to delivered the goods to and they covered the insurance of the fate until IT gets to the port, you're only covering IT from the port to your destination. That I will be Price question number three, how many workers do you have in your factory? Now this is important to understand because I don't know who you're doing business with and what type of capacity you're doing business with. With i've worked with some factories, which have only got fifty workers, and i've worked some factories, which i've got fifty hundred or two thousand workers. The factor which has fifty workers might be a lot more flexible to your needs, give you lower mo cues that you try lots of different colors. Where's the one just got? Two thousand workers might have much Better systems in place, so much Better quality control, much Better faster lead times. So you again, you just wanted know who you're working with and what is the capacity of the factory that you're working with. Question number four, I like to ask is which markets are you supplying and as a result of which markets which countries are supplying specifically because it's important to consider that if the factory is placing their attention in the african market and probably the quality standards aren't as high is in the american market after supplying, maybe the japanese and the korean market maybe are going for really higher products. Officers are supplying the south american market. Maybe they don't really pay attention to testing and things like that. They're making slightly cheap for products. But if they're supplying in you know western europe like germany, france, UK, then maybe all the regulations and all the product quality that are doing is to a high standard. okay? And if they are also supplying in the USA, then hopefully they supply they understand your market very well and in other types of testing and regulations that you need to pass as well. So that's not going to be alien to them when you ask them to pass for certain quality standards. If they supply your market and they supply repetitive customers, then they should be to pass to the highest standard. Then question number five, a leads onto that. I like to ask, which brands do you supply? And then as a lead on to that, who is your bigger customer? Because you could ask a supply which brands you supply. They could bring off all the biggest brands in the world. But if you say who's your biggest customer is, like where's your attention going? It's kind of like eighty, twenty rule. They could supply a brand like the north face, but they might have done one order seven years ago. But that's not what they're focused on. That's not where their strength are. If you know what brands actually supplying and you going research those brands and you find those brands even on their own website, you go to their stores, you find them on amazon, you read the reviews, you find out really what the quality levels of those brands. And if that's a brand that you are line with and you associate with, and you're very much like their products, then that's also a factory that you would be happy working with as well. Okay, question number six, then why did this? I think this is in chinese. This means six. So of my hand signals have gone chinese a little bit. okay. Question number six, have you supplied any retailers or department stores? Now this is very important to understand because if they have supplied a retail store, let's say they've supplied walmart, a target, a bed, bathroom beyond that means that are supplying real large quantities, which means that they're y've managed to engineer the product down to the lowest possible cost IT can be. Now if you're go into any retail store like a walmart or a target or a bed bathroom beyond, you can see that the Prices of these products are generally quite low because of the scale that they are doing. And that means a factory also can benefit from those economies, economies of scale. But silken, you, if you can, sort of pigg back off of their orders. So what I like to do is ask my manufacturer, hey, if you're placing in order, if you're getting in order from a retailer, let me know, give me a call and I might pick back and I might place an order of the back at that. Now i'm gonna copy the product and make IT the exact same. But I will do is if they are ordering materials for hundred thousand products, so i'm going to make sure my product is the same material so I can get the wrong materia Price at the same cost that they are getting IT far as well. But again, this is a type of question that you can only really ask once you've built up a relationship with, with your manufacturer and you have some orders going because the first time you approach your manufacturing, if you ask them a question like this time to get lost, they're not going to open up and tell you all this information. So only really asked this type of question once you've got a bit of leverage in the relationship as well and they want to help satisfy you because they want your business to grow as a result of the orders you've ve been placing to them. Now a question number seven, do you supply any brands selling on amazon? This is quite important to understand because it's again, it's not a right or a wrong thing if a factories is supplying someone on amazon. But it's good to know for your reference because if they do supply someone selling on amazon, then they understand like the labelling. They understand like how urgent we need our shipments. They understand that the product quality has to be great if there's a bad batch is going to be a lot of negative views, which is going to affect the ranking, which is going to affect future orders. So if they have an understanding of how amazon works, then that's a bonus to you. And again, if they don't deal of any amazon customers, that's also good because then they don't you know other people aren't also placing their order ers to the same factory. So you aren't competing on Price for the same products. So again, you just want to improve your understanding of what the factory is actually capable of is not necessarily a good or a bad thing, but it's good for you to know. Now another good question to ask number eight is, has factory completed any third party audits? Now this is a question that the factor is going to be like, okay, they're really, really care about quality because a third party audit is done when you really want to be sure and confirm that this factory is capable of manufacturing products to the highest standard, but also that their factory run to a high standard as well. So if you ask about this, that means you care about the quality of that factory is in putting out. And also when you work with big retailers is essential. You can't manufacturer for a retailer or or a license without providing audit documents of the factory to your customer, to your retail customer. So if you ask for these things, they know that you're looking for the top suppliers and you're going to step their game up a little bit. Now if they have IT, they should build to just send you the certificates IT could be bsc I IT could be settled IT could be a warm or audit, could be a disney audit, someone's big companies to do their own audits. And once you've done at the factory, orality have the paperwork and make you send IT to you. But very important, if you do get a factories order form, make sure you check the dates on the form because audit could have been done in two thousand and eight. You know you're looking for something which has been done recently within the last like eighteen months or something like that, but definitely check that. And you know you're when you're working with the good factories or the bad ones. Now if a factory doesn't have to audit. IT doesn't mean are not capable of passing, but if they have done IT, they should definitely able to send you for reference what i've done so far. Then question number nine, one of my favorites. What new products have you been working on now? We all pride ourselves on developing products ourself. But there in mind, while we developed products here in our officers, in our companies, so did the factories. The fact also like to work on new products because they want to get older, smaller customers, not their clients. Now they're not going to show these products on alibaba. They're not going to show these products front and sensor at the canton on fair. But if you have a good relationship with your manufacturer, they're going to show you what they're working on him before IT even comes to market, before it's even available, they are going to let you know what they're building because essentially, they want to sell that stuff to you. And if you're a good customer, well, they're going to show you what they're working on. So you can already be ahead of the market. You can start to think about your marketing in your promotion, in your ads and that sort of stuff advertising the features of this new product, which nothing else on the market has based on the knowledge of the factory. So ask them what they have been working on. And in finally, question number ten, what I like to ask as well is, when would be the best time to visit your factory? Now, if you like me, you go to china regularly. I always like to go to china, like to visit my manufacturers. I like to do about business face to face. I like to build relationships. But even if you have no intention of going to china, you you should always ask, when is the best time to visit your factory? Because that shows that you're serious about visiting. Now the factories really respect the buyers who come to their place of business, who have made the long journey from wherever they are in the world to come to china, to come to their factory, and, you know, by the chinese hospital, and that they take you up for nice dinners and entertainment and things like that in the factory, toured the really, really appreciate you coming over. Now, if you ask when I would be the best time to visit your factory, another a little bit on IT. Like, okay, cool. If this guy is onna, come in a visit as Better. Make sure we're given with the best service as well as we Better make sure we didn't lie about any of the other stuff we told them because if we told them we've got one hundred and fifty workers in our factory and he's coming to visit and exceeds only got fifty, then it's gona think what else have we've been lying about? So if you sure to intent that you plan on visiting the factory and that doesn't need to be the next month, you know, you plan out your trips a year in advance, you can say in the next year when we would be the best time to visit your factory. And then the other good thing is they give you information about when they're high season, when is their low season? When is a factory busy? When it's not busy? When is the chinese new year holiday? When are there are all the other holidays like the dragon boat holidays, all these sorts of things. So that again, just shows your seriousness with the manufacture. Hello, i'm interested in your product. Can you tell me . more about IT? Of course, this is our latest model. It's made of high quality stainless steel, durable and resistance to rest. IT also has a modern design that suits both indoor and outdoor use. Sounds good. Could you tell me the Price if I order two hundred pieces for . in order of two hundred pieces, we can offer a Price of five dollars in fifty cents per unit. We also provided discount for larger quantities. great. And what payment methods do you accept? We accept T, T, paypal and L, C. For larger orders. Usually we require a thirty percent deposit, with the remaining seventy percent paid before shipment. understood. When could you deliver? If I place the order this week. we can arrange shipment within two weeks after receiving the deposit. Shipping usually takes about five, seven days via Alfred, depending on your location that works. One last question, do you offer any warranty or after sales service? Yes, we offer a one year warranty for any manufacturing defects. And if there are any issues, you can contact us within thirty days for a return or exchange. perfect. Thank you for the information. I'll prepare the order and let you know soon. You're very welcome looking forward to doing business with you. 《外贸商函》 （高教版2025-教学改革成果教材） 第二章 询盘 第一节 整理询盘信息 同步精品课堂 Contects 教学目标 教学重难点 情景导入 教学内容——任务实施 教学内容——知识链接 知识巩固 课堂小结 课后作业 教学目标 了解询盘信的种类及相关国际贸易术语。 理解询盘信函的常用词组和句型。 知识目标 能正确解读询盘信函，并整理询盘信息。 梳理询盘信函的写作思路。 能力目标 具备开拓精神、商务礼仪素养，树立良好的沟通协调和创新意识 素质目标 教学重难点 梳理询盘信函的写作思路 询盘信函的常用词组和句型 教学重点 完成询盘信息 教学难点 课前导入 询盘报价|实用外贸英语情景对话 tips 课前导入 老外采购最喜欢问的这10个问题，你都能对答如流吗？ 小tips 教学内容——任务实施 BCD 贸易公司收到了美国ABC公 司Wendy Brown关于女士唐装的询盘信函，销售经理Matt Li 让王 海伦先完成询盘信息整理表，王海伦开始阅读梳理该询盘信函。 任务背景： 思考：王海伦在梳理中从哪些思路整理信息呢？ 教学内容——任务实施 【Step1】完成询盘信息整理表 ltem Enuiny Letter Country   Company   Name   Position   E-mail   Products   Other Request 教学内容——任务实施 【Step1】完成询盘信息整理表 From:Wendy Brown<wendybrown@ABC.com> To:Helen Wang<helenwang@BCD.com> Date:2024-02-1010:00:09 Cc: Bcc: Subject:Enquiry:Chinese traditional costumes for ladies Attachment: Dear Ms.Wang,   Thank you for your E-mail of Feb.7th,from which we know you are a leading exporter of various textiles, Chinese traditional costumes for ladies are increasingly popular in America for the time being,so we are considering importing some of them.We will be glad if you can airmail us some cuttings covering your full range of products,Meanwhile,quotation as well as discount is needed if the quantity is over 1500 pieces. 教学内容——任务实施 【Step1】完成询盘信息整理表 We anticipate our long-term cooperation.   Yours sincerely,   Wendy Brown Purchasing Assistant ABC Company Add:**Tower Street,Las Vegas,USA Tel.:001-702-4532** Fax.:001-702-4532** E-mail:wendybrown@ABC.com 教学内容——任务实施 (1)enquiry[m'kwarɪ]n.询问， 询盘，询价 (2)costume ['kostju:m]n.服装 (3)increasingly [1n'kr1;srli] adv.越来越 (4)popular ['pppjolə(r)]adj.受欢 迎的，流行的 (5)consider [kon'sid(r)]v.考虑 (6)airmail['eomell]v、航空邮寄 (7)cutting['katun ]n.剪样 【Step1】 完成询盘信息整理表 教学内容——任务实施 (8)range [rend3]n.范围 (9)meanwhile['mi:nwarl]adv. 同时 (10)quotation [kwəu'terfn]n.报价 (11)discount ['drskaunt ]n.折扣 (12)quantity['kwontətr]n.数量 (13)cooperation [kau'ppa'rerʃn] n.合作 【Step1】 完成询盘信息整理表 教学内容——任务实施 【Step2】梳理询盘信函的写作思路 王海伦完成了询盘信息整理表后，对Wendy Brown询盘信函的诉求也进行了梳理分析。 阅读梳理：Wendy Brown 询盘信函的写作思路是怎样的呢? 开头部分：告知对方信息来源，表明交易意愿。 中间部分：向对方说明感兴趣的商品，索取商品的目录、价目表、样品等，或者了解有关贸易条件。 结尾部分：请对方尽快回信，反馈所需要的信息 。 教学内容——任务实施 【Step3】理解询盘信函的常用词组和句型 1.Chinese traditional costumes for ladies are increasingly popular in America for the time being. 目前，女士唐装在美国越来越流行。 (1)Chinese traditional costumes意为“唐装”。 (2)for the time being意为“目前、现在”,类似的表达有：at present,at the moment等 。 教学内容——任务实施 【Step3】理解询盘信函的常用词组和句型 2.We will be glad if you can airmail us some cuttings covering your full range of products. 如果你方能航空邮寄整套产品的剪样给我方，我方会很高兴。 3. Meanwhile,quotation as well as discount is needed if the quantity is over 1500 pieces. 同时请向我方报价，并告知订单量达1500件时的折扣。 教学内容——任务实施 【Step3】理解询盘信函的常用词组和句型 4.We anticipate our long-term cooperation. 我方期待我们长期的合作。 教学内容——知识链接 一笔买卖成交， 一般要经过询盘(enquiry)、发 盘(offer)、还 盘(counter-offer)和接受(acceptance) 等环节， 买卖双方以口头或者函电形式，就贸易合同中的交易条件——质量、数量、价格、包装、运输、付款、保险条款等，根据惯例进行商谈以达成协议。这个过程称为交易磋商(business negotiation)。 一 、交易磋商(business negotiation) 其中，询盘不是交易必经的步骤，询盘可由卖方做出，也可由买方做出， 一般多由买方做出。询盘只是 探询交易条件，因此，不具备约束力，法律上称之为邀请或邀约。 教学内容——知识链接 询盘是进口商为了了解供货情况而进行的，是交易磋商的开端。 按内容和目的划分，询盘通常分为一般询盘和具体询盘。 二 、询盘及询盘的种类 1. 一般询盘的概念 一般询盘(general enquiry)主要是想了解感兴趣的商品的总体情况，是试探性的，因而大多不会涉及付 款方式、保险、装运、折扣等交易条件。但也可以要求出口商寄送目录(catalogue)、价目表(pricelist) 和样品 (samples) 等 。 (一)一般询盘 教学内容——知识链接 询盘是进口商为了了解供货情况而进行的，是交易磋商的开端。 按内容和目的划分，询盘通常分为一般询盘和具体询盘。 二 、询盘及询盘的种类 (一)一般询盘 2. 一般询盘信函的主要内容 (1)说明信息来源(若之前对方有来函，则要表达谢意); (2)介绍己方公司业务以及市场情况，询问感兴趣的商品； (4)表明订货的可能性。 (3)索要该商品的目录、价目表、样品； 教学内容——知识链接 询盘是进口商为了了解供货情况而进行的，是交易磋商的开端。 按内容和目的划分，询盘通常分为一般询盘和具体询盘。 二 、询盘及询盘的种类 1. 具体询盘的概念 具体询盘(specific enquiry)是进口商有意购买某具体产品或商品，可以要求出口商对此产品或 商品报价或发盘，其目的是找到能立即达成交易的对象，并希望对方明确告知商品的各项具体交易 条件。 (二)具体询盘 教学内容——知识链接 询盘是进口商为了了解供货情况而进行的，是交易磋商的开端。 按内容和目的划分，询盘通常分为一般询盘和具体询盘。 二 、询盘及询盘的种类 (二)具体询盘 2. 具体询盘信函的主要内容 (1)说明信息来源(若之前对方有来函，则要表达谢意); (2)介绍己方公司业务以及市场情况； (3)针对感兴趣的商品要求报价，并询问佣金、折扣、付款方式、装运日期并索要样品及相关详细 资料 ； (4)表明交易条件合理即有可能达成交易。 知识巩固 【题目一】一般买卖合同的最终成立环节是（ ） A. 询盘  B. 发盘  C. 还盘  D. 接受 【答案】：D 【解析】：接受(acceptance)是合同最终成立的环节。 知识巩固 【题目二】在交易磋商中，询盘在法律上被视为（ ） A. 要约  B. 承诺  C. 邀请或邀约  D. 反要约 【答案】C 【解析】询盘只是探询条件，不具备约束力，法律上称为邀请或邀约。 知识巩固 【题目三】下列哪一项通常不会出现在一般询盘中？ A. 索要样品  B. 询问折扣  C. 索要价目表  D. 索要商品目录 【答案】B 【解析】一般询盘不涉及付款方式、折扣等具体条件。​ 知识巩固 【题目四】具体询盘的核心目的在于（ ） A. 了解市场总体情况  B. 试探对方信誉  C. 立即寻找可成交 【答案】C 【解析】具体询盘希望对方报具体交易条件，以迅速达成交易。 知识巩固 【题目五】关于询盘主体，下列说法正确的是（ ） A. 只能由买方发出  B. 只能由卖方发出  C. 买卖双方均可发出  D. 必须由中间商发出 【答案】C 【解析】询盘可由卖方或买方发出，多为买方。 知识巩固 【题目六】在一般询盘信函中，首先应做的是（ ） A. 索要样品  B. 要求发盘  C. 说明信息来源并致谢  D. 提出价格 【答案】C 【解析】礼貌与背景交代是一般询盘信函的首要内容。 知识巩固 【题目七】下列哪项属于具体询盘必含内容？ A. 索要公司宣传册  B. 询问装运日期  C. 索要年度报告  D. 仅询问商品颜色 【答案】B 【解析】装运日期是具体交易条件之一，具体询盘会问及。 知识巩固 【题目八】交易磋商不包括以下哪个环节？ A. 询盘  B. 还盘  C. 发货  D. 接受 【答案】C 【解析】发货属于履约阶段，非磋商环节。 课堂小结 BCD 贸易公司收到了美国ABC公 司Wendy Brown关于女士唐装的询盘信函，销售经理Matt Li 让王海伦先完成询盘信息整理表，王海伦开始阅读梳理该询盘信函。 【Step1】 完成询盘信息整理表 【Step2】梳理询盘信函的写作思路 【Step3】理解询盘信函的常用词组和句型 课后作业 根据所讲内容和课本，梳理本节课知识点； 1 完成本节课的知识巩固练习； 2 预习下一节课的内容。 3 课后作业 Lavf59.27.100 Bilibili VXCode Swarm Transcoder v1.0.28 Lavf58.29.100 Packed by Bilibili XCoder v2.0.2 $$