1、Chapter 3 InquiriesI. Suggested questions for warming-up questions How can you know the price of commodities you want to purchase in foreign trade?Suggested answer: The inquiry letter is the most popular form in business letters. If a buyer intends to make a purchase of some goods, he must often wri
2、te letters to get information about the price. To be specific, the inquiries could be either dispatched by E-mail, fax, letter, cable or handed to the suppliers through personal connection. Nowadays most companies use printed inquiry forms instead of letters.If the inquiry is sent to the seller with
3、 whom you have not previously done business, this is a “first inquiry”. In this case you must inform him at the beginning of the letter how you have obtained his name and address. Also some detailed information of your own business should be introduced to him, such as your business scope, quantities
4、 needed, usual terms of trade and any information that contributes to the supplier to decide what he can do for you. In the case of customers of long-standing or repeat orders, the inquiry may be very simple. Often a phone call or a printed inquiry form or even a post card is enough.If you want to r
5、eceive the information you want as quickly as possible youd better send the letter to the company rather than to a certain person. If you address the inquiry to an individual the letter may be delayed because of his or her absence. Or you may make a mistake and send it to the wrong person who is not
6、 in charge of the matter. Is it possible for a supplier to tell the real price of the products to anyone who expressed his/her interest?Suggested answers: A supplier should be flexible when offering the price to who the inquirer is before offering a price to the one who shows interest in his product
7、s. For instance, the name of company, whether the inquirer wants to buy the products for the use of himself or for sale to other customers. Most importantly, it should be made clear whether the inquirer is an insider or not. If the answer is yes, that means there is a potential customer. In such cas
8、e, you should offer a detailed offer of price of products based on specific introduction of specifications.But some inquirers do not exactly know your products and the specifications thereof. They want some recommendations from you. In such case, you should offer a middle-level price for a middle-le
9、vel product. Meanwhile, tell the inquirer there is higher-level product and lower ones. Check what they exactly need. Anyway, leave room for your possible changes on pricing. Sometimes, it is a wise strategy to throw the question back to the inquirer and let the inquirer give a price. Sometimes, the
10、 inquirers are actually your business competitors. They just want to know your information rather than a potential customer. Anyway, it should never be hasty to offer a price.II. Key expressionsSpecimen letter 1:1. place an order (with sb.) (with sth.) （和某人）订购（某物）e.g. If you accept our price, we wil
11、l place an order with you. 如果你接受我们的价格，我们将和你下单。 Place an order for a new rig today and delivery is unlikely before 2015. 现在订购一座新平台，可能要到 2015 年才能交货。2. substantial adj. 大量的e.g. Many companies have made substantial progress. 许多企业都已取得了重大进展。 oreign exchange is likewise a substantial activity that continue
12、s to thrive. 外汇交易同样是一项重要活动，且仍然生机勃勃。3. price list 价目表e.g. Can you give me a price list with specification? 你能否给我一份有规格说明的价目单吗？ We have quoted our best terms on the enclosed price list. 我们已随函寄送价目表报最优惠价格条件。4. at price 以的价格e.g. You can buy strawberries all year round, but at a price. 草莓一年到头都不买得到，不过很贵。 Tr
13、y to make the contract at any price. 不惜任何代价努力签订合同。Specimen letter 25. dated adj. 日期可以追溯到 e.g. Thank you for your letter dated March 24. 你 3 月 24 日的来函收悉，谢谢。 The skeleton has been dated at about 2000 BC. 这骨架的年代为公元前 2000 年左右。6. specialize in 专注于；专门经营e.g. The shop specializes in hand-made chocolates. 这家
14、商店专营手工制作的巧克力。 They specialize in advertisement design。他们专注于广告设计。3. on FOB basis 在离岸价格基础上e.g. I wonder whether you can quote us on FOB basis.请您报贵方离岸价。 We used to do business with them on FOB basis.我们过去和他们按船上交货价做生意。4. favorable adj. 有利的；讨人喜欢的e.g. Favorable exchange rates boosted VWs earnings. 有利的利润增加了
15、大众的利润。 。 In exchange, cornerstone investors sometimes get a favorable deal on the shares. 作为交换，基础投资者有时会以优惠条件获得与股票相关的交易。5. usual practice 惯例e.g. Could I ask what is the usual practice of payment? 请问你方付款方式的习惯做法是什么？ Actually, it is our usual practice to inspect all equipment and parts before shipment.
16、实际上，交货前对所有的设备与部件进行检验是我们通常的做法。6 L/C payable by sight draft 以即期汇票付款的信用证e.g. Well give you a five percent price reduction if you agree to make payment by sight draft. 如你方同意用即期汇票支付货款，我们可降低 5%。 As this is the first deal between us, I hope we can trade on customary terms, i.e., letter of credit payable by
17、 sight draft. 由于这是我们之间进行的第一笔交易，我很希望能够遵照惯例，也就是说，用即期信用证付款。Specimen letter 37. be desirous of sth. 想要某物e.g. The two parties, desirous of developing trade between them, have agreed to sign this contract. 合同双方本着发展相互间贸易的愿望同意签订本合同。 。 He is desirous of placing an order with us. 他渴望同我们下一订单。8. enter into dire
18、ct business relations with sb. 跟某人开始直接业务关系e.g. I will be glad to enter into direct business relations with you. 如能与贵方建立直接的贸易关系，我将很高兴。 Your desire to establish direct business relations with us coincides with ours. 贵方欲与我方建立业务关系的愿望与我方不谋而合。9. competitive adj. 有竞争力的e.g. We need to work harder to remain
19、competitive with other companies. 我们必须更加努力工作以保持对其他公司具有竞争力。 We should try to gain a competitive advantage over rival companies. 我们应该获得超越对手公司的竞争优势。10. CFR 价格术语：成本加运费e.g. Price based on CFR Busan, Korea. 请在韩国釜山到岸价的基础上报价。 Please quote best price CFR Manila for your furniture and tell us the earliest pos
20、sible date of delivery. 请报你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。11. inclusive of 把包括在内e.g. This notice is inclusive of our terms of service agreement. 这是包容公告服务协议的条款。 The price is inclusive of package and freight. 价格包括包装和运费。12. commission n. 佣金e.g. You get a 10% commission on everything you sell. 你可从你售出的每件商品中获
21、得 10%的佣金。 In this job you work on commission. 你做这份工作按销售额提成。Specimen letter 413. at our end 在我方；在我地e.g. I hope youll increase the supply to meet the growing demand at our end. 希望贵方增加供货以满足我方日益增长的需求。 We can work up a big demand for your products at our end.我们可以在我们这里为你们的产品创造很大的需求。14. corresponding to 与相
22、一致e.g. These goods are not corresponding to the list of those we ordered. 这些货物与我方订单上所列货物不符。 Make sure the products corresponding to the specifications required. 确保产品跟 的规格相符。15. appreciate vt. 感激; 欣赏e.g. Feedback is always greatly appreciated. 信息反馈总会让人不胜感激。 It may be more appreciated abroad. 在国外也许会更被
23、欣赏。Specimen letter 516. busy season 旺季e.g. We are making provision for the busy season ahead. 我们正在为即将来临的旺季作准备。Wish your products could be available for the upcoming winter busy season. 希望你们的产品在即将到来的冬季旺季能够顺利供应。17. repeated order 续订单e.g. We tender you our best thanks for your kind order, and hope to r
24、eceive your repeated order. 对于本次订购，我们深表感谢，望再次订购。If you could supply goods timely for seasons , we would make repeated orders , provided prices are reasonable.如果贵公司能够及时供应时令货品，而且价格公道，我方将继续订货。18. an irrevocable sight L/C 不可撤销即期信用证e.g. We usually accept payment by irrevocable sight L/C against shipping
25、documents. 我们采用不可撤消的信用证，凭装运单据结汇付款方式。Will your bank open the irrevocable sight L/C by mail or by telex? 你们的银行将用信函方式还是用电报开不可撤销即期信用证？19. in your favor 以你方为受益人e.g. We will open an irrevocable letter of credit in your favor within 10 days from the date of contract. 自合同之日起，我们将于 10 天内开出以你方为受益人的不可撤消信用证。 Ill
26、 arrange for the Letter of Credit to be opened in your favor as soon as I get home.我一回去马上着手办理开立以你方为受益人的信用证。Specimen letter 620. declination n. decline 的名词形式：谢绝，婉拒e.g. Express your declination of the order in a polite and simple way. 以礼貌而简洁的方式表达你对订购的婉拒之意。 We have received your letter of declination d
27、ated Sept. 4. 我们收到了贵方 9 月 4日发来的婉拒信函。21. referring to= regarding 关于e.g. We are considerably confident referring to product quality. 关于产品质量我们非常自信。 Referring to your letter dated June 10, we feel very appreciated that you would like to place an order of our products.关于 6 月 10 日您的来信，我们非常感激贵方愿意订购我们的产品。22
28、. regretful adj. 令人惋惜的；遗憾的e.g. I am regretful to say it is impossible for us to meet your requirements. 我很遗憾地说我们不可能满足贵方的要求。 I hereby apologize for our regretful incapability of timely shipment.非常遗憾地，我们未能按时发货，特此道歉。23. out of stock=out-of-stock 已脱销，缺货e.g. We regret to inform you that the goods ordered
29、 are out of stock. 很遗憾地通知你方,所订货物暂时无货。 If an item is out of stock, the company policy is to ship what is available, and then ship the rest whenever the stock is replenished. 如果某件商品已脱销，公司的策略是发送可以提供的商品，然后在进货后再发送其余商品。24. file vt. 把 归档e.g. We will file your letters in my “Potential Customers” file. 我会将您的
30、来信归入“潜在客户”档案。 The forms should be filed alphabetically. 这些表格应该按字母顺序归档。III Translations to the letters in the text样信 1：普通询盘尊敬的经理先生（？）：我方有意采购贵方所有型号的钢制螺钉，愿向贵方下大笔订单。若你方螺钉能以每公斤瑞士巴塞尔到岸价报价，我方将十分欣慰。此外，如果你方能邮寄样品及价目表给我方，我方也将不甚感激。过去，我们是从中国其他供应商那采购这些产品，现在我们更喜欢向贵司购买这些产品。因为我方了解到你方的产品可提供量更大，价格更优。此外，我方对贵方产品的质量很有信心。
31、盼速回。敬上杰克样信 2：对于普通询盘的回复尊敬的杰克：事由：螺钉感谢您 2013 年 8 月 3 日对所有型号螺钉的询价。我们公司是一家专业经营金属产品的著名企业。我方工厂生产成千上万的各种型号螺钉，价格在每公斤 10.20 美元到 30.60 美元之间，以离岸价报价。请注意：若你方告知有关商品的具体要求，如数量和规格，我方将为你方提供最佳价格。我们常用付款方式为即期汇票付款信用证。在收到你方订单后的两个月内装运。正如您所知，最近螺钉的需求量极大，这样不断增长的需求将会导致更高的价格，希望你方能尽快下单。敬上周明样信 3：具体询价尊敬的史蒂文：事由：有关 2000 件型号为 DEF256GP
32、S 手表及 MP4 的询盘兹收悉你方 2013 年 8 月 1 号表明贵方愿与我方建立直接业务关系的来信，甚感欣慰。经悉知你方信中所附目录后，我方对贵司 DEF256GPS 手表及 MP4 产品感兴趣。若你方价格具有竞争优势，我方将采购 2000 件上述产品。请报上最优价：该报价应为包含 3%佣金的日内瓦意大利到岸价，并告知最早装船期。盼速回。敬上吉姆格林采购经理样信 4：对于邮寄给对方样品的询价尊敬的汤姆：事由：50,000 米褐色斜纹花锻兹我方对你方今年广交会在展位上展出产品印象深刻。正好近期我方市场对该布料需求稳定。我方收悉到贵方已收到我方电邮的斜纹花锻样品。我方有意愿购买 50,000
33、 米此类产品。该样品以期向你方展示我方要求的布料色调及质量。若即日起你方可在三个月内供货，望你方寄予与我方样品相一致的布料的样品，并以合理的新加坡到岸价报价。若贵方能及时回复，我方将不胜感激。敬上鲍勃采购经理样信 5：关于及时供货的询盘尊敬的王莎莉：事由：50 吨核桃仁及 60 吨大豆感谢您上回就贵方新开发出产品的来函。今我方致函告知你方上宗订单货已售罄，我方愿向你方下续订单。随函附上我方有关 50 吨核桃仁（DS901）及 60 吨大豆（DB900）订单。因旺季临近，敬请留意我方急需标题项上货物。若贵公司能够及时供应时令货品，且价格与佣金同上一订单一致，我方将继续订货。随函订单的付款方式是以
34、你方为受益人的不可撤销即期信用证。此订单将以你方确认标题项上货物能于 2013 年 9 月 10 日前装运为准。盼速速得到贵方确认。敬上保罗弗兰克样信 6： 回复 上述询盘信，谢绝对方的订购尊敬的保罗弗兰克：事由：谢绝关于核桃仁（DS901）和大豆（DB901）的订单收悉贵方 2013 年 7 月 20 日来函，我方深感遗憾，无法按贵方的要求备货。原因在于贵方所需产品已脱销。此外，由于原材料短缺，我方制造商已谢绝订单。然而，我方会将贵方的询价归档，一旦有货，会将报价及时电邮贵方。望贵方能理解。敬上王莎莉IV Keys to the exercises 1. Translate the foll
35、owing English into Chinese.感谢贵方 10 月 15 日关于 EVA 以及 PVC 拖鞋的询函。现随函奉送本公司正在生产的、并有现货供应的最新型号的产品清单和价目表。我方想告诉贵方，自下半年以来，拖鞋原材料的价格一直不断增长。尽管我方尽量压低报价，但恐怕保持这么便宜价格的时间不会太长。因此，建议贵方在原材料涨价前向我方订货。2. Translate the following Chinese into English.1）We owe your name and address to Blake Co.in Holland.2）We are interested in
36、 importing silver wares of court styles from your company，please send us your samples, price list and catalogue.3）The price we offered is about 3% lower than other manufacturers.4）We are interested in your White Tiger ties and hope that you can send us a latest catalogue and the price list.5）We hope
37、 that we can obtain your samples of your vacuum cups with various specifications and the lowest prices.6）We would appreciate it if you could send us your catalogue and price list of any new style MP4.7）We will place a large order with you if your prices are reasonable.8）We would appreciate it if you
38、 would inform us of the details about the shipment, payment and other terms.9）We hope to learn that you could assure us of the delivery within 45 days after receiving the order.10）Please quote the most favorable price on CIF basis to Barcelona for the following goods.3. Writing.Dear Sir,Thank you fo
39、r your inquiry of May 5th, 2013 concerning T-shirts. We regret to say that we do not manufacture finished clothes but supply materials for clothes so that we have to decline your order. However, we are so glad to introduce a factory, Fu Qing Blue Bird Textile Co., Ltd, to you which mainly specialize
40、s in mens T-shirts. We believe that they can produce T-shirts according to your own designs to the highest European standards. All their materials for T-shirts were supplied by our company. If possible, we can also supply materials for your T-shirts. We hope that it will be of help to you and wish y
41、ou every success in your business dealings.Best Wishes,Wang Wei4. Case Study.当前很多中国企业经常能够收到来非洲等国家，如尼日利亚等国家的询盘，由于历史原因，这些国家的国际贸易市场呈现一些地区性特点。他们的询盘也因此具有鲜明的特征：1. 非洲地区人口多， 经济欠发达，但是市场巨大， 他们对于许多商品的需求量大，但是对于档次的要求一般不高；2. 非洲许多企业的商业信誉不是很好，骗子和虚假询盘太多；许多非洲公司写询盘一般是为了骗样品或者骗取邀请函；3. 非洲地区商人过于注重价格，不太关注品质。因此，我们在跟这些欠发达国家或
42、地区的商人打交道时应该提高警惕。但是，我们也不能由于怕受骗，而拒绝一切可能成功的订单。从以上我们不难看出，在同尼日利亚商人打交道的时候我们必须要提高警惕，但也不能拒绝一切可能成交的机会。从本询盘的信息来看，我们可以试探性地进一步跟踪。假设你是广州幸福公司的销售代表，建议暂时不要寄送样品，因为他并未标明需要何种样品，而且 MP4 的成本也不低，加上高昂的国际运费，若是遇到骗子，那就得不偿失。所以，较明智的做法是先写信回复该询盘，具体可参考以下信函内容：Dear Dean,Thanks for your interest in our product. I want to know the qua
43、ntity of samples you want so that we can offer you an accurate price for these samples. Certainly, if you just need a sample for your test, we can send a sample for free, but the shipping fee will be on your account. Looking forward to your reply! Thanks & Regards,Lily 本封信函的回复比较有技巧，它既没有拒绝该询盘，也没有答应马上
44、按照客人要求寄送样品。信函首先问对方需要多少样品以方便他对样品报价，这样就提醒对方，索要样品是需要付费用的。另外，该信函同时表示寄送 1 个免费样品过去让对方测试是可行的，但是运费要归对方负责。如果是有诚意的真买家，他是不会介意这点运费的。V Practical training 1. 情景对话：美国 ABC 贸易公司采购部经理 John Smith 被派往中国广交会采购一批家具，正好碰到参展的漳州家具有限公司。John Smith 因为有朋友告知，这家公司产品不错，遂跟其业务员 Li Fen 进行洽谈。期间 John 向 Li Fen 询问了价格事项，找一名同学作为你的搭档模拟此次对话。建议
45、答案:John Smith: I was told that your company had been in the furniture industry for many years. What kinds of products do you generally handle?Li Fen: We mostly handle office furniture. We supply first-class furniture. Here are our catalogue and the pattern books. You can see the material is superior
46、 and with all the latest styles. Can you give me some idea about what youre looking for?John Smith: You know, we want to totally furnish our new office building. This is a list of what we need. Could you give me a ballpark figure for everything on this list?Li Fen: The price varies somewhat accordin
47、g to the size of your order. Would you tell us the quantity you want so that we can work out an offer?John Smith: If the furniture is pleasantly designed and high-quality stuff, we intend to buy several thousand sets.Li Fen: Its our pleasure to do business with you. Well let you have the offer next
48、Wednesday at the latest.John Smith: I hope you will make us your best offer, CIF New York.2. 信函写作不列颠纺织公司作为英格兰一个大型纺织品经销商，对中国丝织品很感兴趣。所以该公司采购员 Paul Smith 给中国进出口公司去信一封，询问产品的具体事项，以让对方给一个具体的报价。该函应包括如下要点：（1） 表达对中国丝织品的兴趣（2） 有意购买 2000 匹丝织地毯（3） 希望得到 CIF 到伦敦的最低报价（4 ） 要求随函附送项目单和价格表。建议答案：Dear Sirs,We are in rece
49、ipt of your letter of Sept. 10, from which we got to know that you are willing to establish business relations with us. That is also our desire.We are a large dealer in textiles in England with strong interest in all Chinese silk products, and we are now approaching you for an offer for silk carpet.Please quote us the lowest price CIF London for 2,000 pieces of silk carpet with detailed specifications. Should you send us some catalogue and sample cuttings of the above mention
