Unit 2. Enquires and Replies ----询价、答复
?Study guide学习导航
?Introduction简介
?How to write怎么写
?Write effective beginnings and endings如何写出有一定作用的开头和结尾
?Style & structure文风和构造
?Specimen letter 范文
In this lesson, students should learn some points about enquiries询盘, such as
? Basic knowledge of translating翻译 or understanding理解 enquiries, and
?Grasp掌握
Enquiry 询盘
?It is the first step in the contract negotiation商务磋商第一步
?It can be sent and received when a buyer or a seller has the intention 当买卖双方有买卖的意向时，询盘即被发出
?It is made by buyers to invite a quotation for buying a certain commodity or obtaining a kind of service买方就购买某项商品或服务发出询盘
?It is made by sellers to send offers for selling a certain commodity or service卖方就出售某项商品或服务时发出询盘
Reply询盘回复
?It answers questions回答询盘中的问题
?It supplies specific information提供具体信息
It attempts to meet the needs of those who make the requests在回复函中尽量满足询盘提出的要求
Essential writing strategies必备写作技巧:
For inquiry
1.It should state
?Simply 简单
?Clearly 清楚
?Concisely 明了
2.Usual terms of trade常用贸易术语
?General information 概况
?Catalogue 商品目录
?Price list 价格目录
?Sample 样品
?Quotation 报价单
3.Useful expressions一些常用表达方式 :
?“Please quote your best prices”请给出你认为最好价格
?“Your quotation is favorable”你的价格最令人满意
?“Should your prices be competitive”你的价格应该更具竞争力一些
For reply
1.The reply must be
Prompt (反应)迅速 Courteous 有礼貌 Objective 目的性 Complete (回答)全面
2. You must show your clients your confidence in your product and service在客户面前展现你对自己公司提供的产品和服务有足够信心
Write Effective Beginnings and Endings
如何写出有一定作用的开头和结尾
Effective beginnings开头 e.g. ?“We understand that了解到 …and should like to know if想知道是否…”
?“We read with interest带着兴趣 your advertisement广告 in…and should be glad to将会很高兴…”
2.Put the idea that will be the reader’s most concern给出读者最想看到的信息 e.g., ?“I’m pleased to tell you…” 我很高兴的告诉你
?“We are pleased to tell you…”我们乐意告诉你 3.Refer to the previous letter(在答复函中)谈及来信函 e.g.,
?“Thank you for your interest in…,expressed in your letter of June 5”感谢您6月5号的来信，信中提及您对…（产品）感兴趣
1.Be specific具体 e.g.
?“We hope to hear soon about your shipment.”我们希望尽快听到你发货的消息 ?“Please send us your illustrated catalogue and price list soon.”请尽快把带有插图的商品目录和价格目录寄给我们
e.g.
?“Please send us these formsby October 2.”请在在10月2号之前将表格 寄给我们 ?“Please send in the forms not later than February 5.”请将表格于2月5号前发出
进行总结 e.g.
?“To sum up, you can either…or …”总结如下，您既可…也可…
Inquiry
Para 1.Explain how you got the receiver’s address, and state the main purpose of the letter.解释你如何得到读者地址,并给出写信目的
Para 2. Add a few details about yourself and what you require for.简单介绍自己并给出自己具体的要求
Para 3. Give receiver an incentive to reply.鼓励读者回复
Para 4. Encourage a prompt reply.鼓励即时回复
Reply to inquiry
Para 1. Express your appreciation of the inquiry 表达感激之情 Para 2. Refer to enclosure of a quotation, a discount and samples.谈及随信附上的报价单，打折或者给出小样
Para 3. Refer to delivery guarantee and invite an early order谈及运送担保并邀请提早下订 Para 4. Conclude your letter in a polite way礼貌性总结
Sentence patterns 句型
Inquiry
1.Your firm has been recommended to us by the James&Co. of Conventry, with whom we have done business for many years.同我们公司有多年往来的考文垂詹姆斯·奥列佛公司向我们推荐了你公司。
2.We are interested in your electric heaters, particularly Model F, for use in offices and shall be glad if you will send us a copy of your illustrated catalogue and current price list.我们对你公司的电热器，特别是办公用F型的电热器感兴趣，请寄给我们一份带有插图的商品目录和当前的价格目录，谢谢。
3.We are a CPA firm currently seeking good business application software for microcomputers .我公司是注册会计公司，想求购性能良好的微机服务软件 。
4.Please send us detailed information on any business application software you have, we will greatly appreciate receiving your information by September 8.请将贵公司所供业务软件详细报告见告,我们殷切希望能在9月8日以前得到贵公司答复。
5.Please send us, if available, a copy of the export directory of your state.希能提供一份贵国出口商行名录。
6.We got the address of your company through your .cn.我公司于网上查到贵公司地址。
7.We know your firm, through your advertising in an English newspaper “China daily”, is leading exporters of textiles, if your price is acceptable without sacrificing the quality, we can close a deal.我们是从中国日报上了解到贵公司为纺织品的主导出口公司，如你们产品的质量上乘且价格可以接受，我们可以成交。
8.As a large trading company, we have well-established distributions channels, enabling us to place a substantial order, would you please first give us an indication of price.作为一家大型贸易公司，我们建立了完善的分销渠道，所以可以大量订货，你们可以给出指示价格吗？
9.We are a group of consulting conpanies active in the field of export-import promotion and of joint ventures especially set up to provide services to China. 我们是专门为向中国公司提供服务而成立的一个咨询公司集团，主要经营范围是促进进出口业务和合营企业项。
10. We would appreciate it very much if you could give us whatever information you can in this regard. 希望你方能提供有关这方面的情况。
11.All offers must reach our Beijing Office at No.403, Friendship Hotel by the end of this month. please note that we will not consider any offers that reach us after that date.报价须于月底以前送交我公司北京办事处（友谊宾馆403号),在月底后送到的报价将不予以考虑。
12.Chinese textiles enjoy popularity in Japan and European conturies for their superior quality and competitive price, would you please tell us the quantity you wish to order to enable us to make an offer.中国的纺织品因其价格和质量优势在日本和欧洲受到欢迎，你能告诉我你们订货的数量，我方可据此作出报盘。
13. We learned from your Embassy that you are manufacturing and exporting a variety of textile machine.我公司从贵国大使馆得知，你公司生产并出口各种纺织机。
14.We will appreciate your sending us a copy of your illustrated catalogue, with details of your prices and terms of payment. 希望寄给我公司一份带有插图的商品目录，并附带列明详细价格和支付条件。
15.Would you please supply us with more information concerning the fabrics to be processed so that we may send you the quotation for the most suitable types of knitting machines we are able to supply.请你方提供有关加工纺织品种类的进一步情况，以便我公司提出我方能供应的最适用的针织机的报价。
1.As requested in your enquiry of 1 September, we enclosed a copy of our latest illustrated
catalogue of electric heaters.9月1日的询价已收到，现寄上一份我公司电热器最新带插图的目录。
2.You requested in your fax of 4 April some information on opportunity for cooperation or joint venture with Chinese firms.贵公司在4月4日的传真中，要求我方提供关于同中国公司进行合作或经营的信息。
3.For your information, we are sending you separately a brochure on the meeting announcing projects for technical cooperation in Textile Products that we held in October 1996, hope this will give the information you need.为与你们沟通信息，现另邮寄一本关于我们公司于19xx年10月举行的宣传纺织品技术合作项目大会的小册子，希望这本小册子能提供你公司所需情况。 4.As requested, we are sending you this fax offer for the quantity of specific equipment as enumerated in your qnquiry together with some related literature.现根据你方所提设备即其数量报价如下，并附送有关资料。
5.We thank you for your enquiry of 9 January and are pleased to tell you that we manufacture and export different types of textile machinery, in particular, knitting machines.感谢你公司1月9号来信询问我公司纺织机情况，我公司生产并出口各种纺织机械，特别是针织机。
6.We enclose some brochures to illustrate the types of machines we manufacture.现送上关于我公司制造的各类机械的小册子。
7. We are ready to provide any further information or sample as requested and look forward to your favourable reply.如需了解进一步的情况或需要样品，请提出，我公司将立即提供，希望得到你方圆满的答复。
Joint venture合资
Set up创立，建立 Enter into缔结(协议)
Considerably相当地
In this regard在这方面，关于此事 Open up market 开拓新市场 Aim at针对
Economic cooperation经济合作 Technological exchange技术合作 Be aware of知道 Seminar研讨会 Sponsor赞助,发起
Brochure宣传册
Announcing project宣传项目 Bidder投标人
Water conservancy project水利工程 Work on the site现场施工
Knitting machine纺织机器
Illustrated catelogue带有插图的商品目录 Terms of payment支付方式 Fabric布 Yarn纱
Machinery机械
Fabric setting machinery上布机 Printing equipment印花机 Cotton棉花 Polyester化纤
Drying machine干燥机 Calendering machine平整机 Finishing精加工
Managing director总经理
San Francisco旧金山（位于美国西海岸） See over 视察 Office block办公大楼 Furnishing装修（新大楼） Electric heater电热水器 Electric power consumption电能耗 Front cover封面 Trial order试订
Execution运行
Business application software商业运作软件 Software软件 Hardware硬件
Export directory出口商品名录
Company profile公司资料
Rattan and wood furniture藤木家具
Wicker and wilow crafts草柳编织工艺
Fair展览会
Expose=display展示
Enquiry for high-quality knitting machine
求购高质量纺织机器的询盘 Maximum price最高价 Minimum price最低价 One-off deals一次性交易 Setting price 定价 Uniform price统一价格
We learned from your Embassy that you are manufacturing and exporting a variety of textile machine. As there is a demand here for high-quality knitting machines, we will appreciate your sending us a copy of your illustrated catalogue, with details of your prices and terms of payment It would be most helpful if you could also supply information concerning the tpyes of fabric to be processed and the type of yarn.
我公司从贵国大使馆得知，你公司生产并出口各种纺织机。由于此间对高级针织机有要求，希望寄给我公司一份带有插图的商品目录，并附带列明详细价格和支付条件。同时请告知所加工纺织品的种类和所用面纱的种类。
Reply to the above纺织机公司的答复
We thank you for your enquiry of 9 January and are pleased to tell you that we manufacture and export different types of textile machinery, in particular, knitting machines. We can supply fabric setting machinery and printing equipment for cotton and polyster materials. We can also supply drying and calendering to take care of the finishing to most of the knitted fabrics.感谢你公司1月9号来信询问我公司纺织机情况，我公司生产并出口各种纺织机械，特别是针织机。我们可以供应棉布和化纤的上布机和印花机。我公司还供应针对大部分针织品进行精加工的干燥机和平整机。
Would you please supply us with more information concerning the fabrics to be processed so that we may send you the quotation for the most suitable types of knitting machines we are able to supply.
请你方提供有关加工纺织品种类的进一步情况，以便我公司提出我方能供应的最适用的针织机的报价。
We enclose some brochures to illustrate the types of machines we Manufacture. We have already sold some of those machines to China and are now represented there by the Engineering Export Ltd,Beijing. May we suggest that you contact that company directly We think the firm may be able to supply you with more quotations for a wider range of machines, including the knitting machines you requested.现送上关于我公司制造的各类机械的小册子。我们其中有一些机器已销往中国，北京机械出口公司是我公司目前在中国的代表。我建议你们同该公司直接联系。相信该公司能提出更多的包括针织机在内的各种机械的报价。
Exercises 练习
According to the above specimen letter, you need to:
1.Write an inquiry letter to a foreign firm by first identifying yourself, and then stating that you want price list, illustrated catalogue and terms and conditions for prompt delivery on their Nuts.
2.Reply to the above letter.
The end
Thank you!!!
4.A high price can be used when the product is unique or new or has a high-quality image, a high price usually leads to high profile margins, but it can also limit the market and may draw competition while in turn, usually serve to bring the price down.档产品独特、新颖或优质时，可将价位定高，通常高价位带来高利润，但有时高价 会限制市场的扩大，导致竞争，反过来会把价格拉下来。
5.For exporters, low pricing is usually a short-term strategy, the best way to get in and out of market quickly, though low prices work for the long-term at home, basic and cheap products do not have much appeal when they are exports.对出口商来说，低价只是短期战略，也是快速进出市场的最佳途径，实际上，低价策略在国内可称为长期战略，但作为出口商品价格低廉却不具有很大的吸引力。
6.Rarely can exporters price their products exactly the same in domestic and foreign markets, nor would they want to do so.出口商在产品定价时，很少而且也不希望国内外市场的价格规定为一个价格。
1.The international trade is done on the basis of a couple of contracts, among which the sales contract plays an important role in a deal by clearly stating the absolutely necessary trade terms as price, quantity, packing payment, delivery, insurance and claims. 国际贸易涉及若干个合同，其中销售合同对交易的成功影响很大，其中主要条款包括价格、数量、质量、付款方式、交货日期、保险、理赔等。
2.A price strategy is the process of evaluating and setting the price of a product, taking into account such factors as cost, competition and other elements of the maketing factors.价格战略是考虑成本、竞争及营销等因素后对产品进行评估和定价。
3.The most widely used strategy for pricing products involves dividing the product by price range, that is, by whether the price should be high, low, or medium.最常用的产品定价是将产品价格分级，及分为高档、中档及低档。
8.We have studied your offer carefully and consulted our home office and find your price is 5% higher than those offered by other suppliers.我们研究了你们的报价并汇报了总部，认为你方价格比其他供货商要高出5%。
11.For the purpose if establishing business relations with you, we may grant you a special discount of 1%, this is the best we can do for you.为了建立业务关系，我们可以考虑至多给予1%的特殊折扣。
12.The price we offer compare favourably with quotations you can get elsewhere.我方报价比较起来是较优惠的。
13. We are ready to give you a 2% discount for orders exceeding 10,000 bottles, that will make our products more competitive. 只要订货超过一万瓶，可折扣2%， 产品在市场会更有竞争力。
14.If your order is large enough, we’ll be ready to reduce our price by 2%.如果你方订货量大，我们将给予2%的价格 优惠。