1、Chapter 3 Enquiries, Offers and Counter-offers,Lesson 4 A First Enquiry,Introduction,In general, business negotiation involves four steps: Enquiry Offer Counter-offer acceptance,Introduction,In foreign trade, enquiries are usually made by the buyers to get info. about the goods to be ordered, such a
2、s price, catalogue, delivery date and other terms.在对外贸易中，通常是由买方提出询价，以得到拟订购货物的情况，如价格、目录、交货期和其他条款。,Introduction,If you are an enquirer, you should state clearly in your enquiries to foreign suppliers your exact requirements, inclusive of prices, discounts, terms of payment, and the length of time requ
3、ired for delivery.假如你是一位询价者，你应在向外国供应商的询价中阐明你的确切需要，包括价格、折扣、付款条件以及交货所需的时间。,Introduction,Some details of your own business, such as the kind of goods handled, quantities needed, usual terms of trade and any info. that are likely to enable the supplier to decide what he can do for you will also help.写一些
4、关于你方的业务情况，如经营商品的种类、所需数量、一般贸易条款，以及可能会使供应商为你效劳的任何信息，这也将是有好处的。,Introduction,Enquries: a request for info.,General enquiry 一般询盘 (first enquiry),Specific enquiry 具体询盘 (enquire details),Introduction,A “first enquiry” is an enquiry sent to a supplier whom you have not previously dealt with. So you should b
5、egin by telling him how you obtained his name and address. “第一次询价”就是向你以前从未与之做过交易的供应商发出的询价信。这种信开头就应该告知对方你是如何得到他的姓名和地址的。,Introduction,But in a specific enquiry, the enquirer may ask for an offer or a quotation on the specific commodities.,Specific enquiry (具体询盘),Regular customers:,state only the name,
6、 quality, quantity & price,Other customers:,state clearly all necessary trade terms, including the name, quality, quantity, price, shipment terms, payment terms, discount, etc.,Replies to Enquiries,Enquiries Replies,From an old customer,state firstly how much you appreciate it,From a new customer,st
7、ate firstly you are glad to receive it,express lastly your expectation of cooperation,Offer,Offer mainly includes name of commodity, brand, specifications, quantity, packing, price, payment, shipment, etc.,offer,firm offer (with a time limit),non-firm offer (without engagement),Counter-offer,In the
8、counter-offer, you should show your disagreement to the certain term or terms and state your own ideas instead.Such alternations, no matter how slight it may be, signify the business has to be negotiated on the renewed basis.,How to Write an Enquiry Letter,一般询价信写四或五段1) Source of information 2) Reaso
9、n for enquiry 3) Asking for price, list, and catalogue 4) Giving references 5) Expectation of further business,Dear Sirs,We learn from Messrs Lincoln Ltd. that you are a leading exporter of arts and crafts in your country.Messers (法文 Messieurs 的缩写) 是 Mr. 的复数形式。 但其仅用于公司行号，而该公司行号的名称由人的姓名所组成。,We have g
10、reat interest in importing your goods and would appreciate your sending us catalogues, samples books or even samples if possible. appreciate v. 感激，感谢 1.We appreciate your kind cooperation.（接名词） 2.We shall appreciate your sending us a sample book soon.（接动名词） 3.We shall appreciate it if you will send
11、us a sample book soon.（接代词）,为了表示客气，还可以使用虚拟式句子：We shall appreciate it if you would send us a sample book soon如能立即将样品书寄来，我们将不胜感激。外函中表示感激的表达方式还有： We should be thankful if you would We should be grateful if you would . We should be obliged if you would . We shall be pleased to have ,Will you please give
12、 us detailed info. of CIF prices, discounts, and terms of payment. CIF = Cost, Insurance, and Freight e.g. The two sides have come to an agreement on CIF basis. e.g. We would be pleased to have you quote the favorable price CIF Hongkong.CIFC2,terms (契约、谈判等的）条件、条款e.g. We will not accept these terms o
13、f the contract. e.g. Please let us know on what terms you can supply us with this commodity.We hope this will be a good start for a long and profitable business relations.,Supplementary sentences,Your firm has been recommended (introduced) to us by with whom we have done business for many years.我们与公
14、司交往多年，承蒙该公司将贵公司推荐给我们。Your immediate reply by post will be highly appreciated.如蒙立即回复，将不胜感激。,Supplementary sentences,We are in the market for.and shall be glad to receive your best possible quotation, indicating origin, detailed specifications, packing and quantity available, etc我方意欲购买如果贵方寄来最优惠价格，注明产地
15、、详细规格、包装、可供数量等，将不胜感激。,Supplementary sentences,We would like to have your lowest quotations, F.O.B. Hongkong.我们想知道贵方香港离岸价的最低报价。We think some of the items will find a ready market in U.S.A. 我们认为有些商品会在美国畅销。,Supplementary sentences,We would also like to know the minimum export quantities per color and p
16、er design. 我方还想了解该产品每种颜色和图案的最低出口量。,Exercises I:,there is a promising prospect your detailed terms of exportation We would like you to let us have your price of this product, a copy of your catalogue and a price-list of your product your quoting us CIF London,We are _ that you are _ and exporting a _
17、 of textile machines. As there is a _ demand here for high-quality knitting machines, we will _ your _ us a copy of your _ catalogue, with _ of your prices and _ of payment. It would be most helpful if you could also supply info. _ the types of fabric to be processed and the type of yarn.,informed,m
18、anufacturing,variety,steady,appreciate,sending,detailed,information,terms,concerning,P34 A. We have been told that your corporation specializes in the export of various light industrial products. Please send details of your office furniture as advertised in the Evening Paper. We learned from the Lin
19、coln Ltd. that you are producing for export hand-made carpets in pure materials. As we are desirous to establish business relations with your firm, we expect you to send us the price list of your products.,B. 1. place order 订货 2. Financial Times 金融时报 3. as to 有关relative 相关的，有关的particulars 详细说明，个别情况
20、4. export terms 出口条款，出口条件,We have seen your products in the International Trade Fair, and are interested in your metal boxes and cutting tools of all kinds.Please quote us your lowest price for the supply of the items listed in the enclosed form. Will you please also tell us your earliest delivery d
21、ate, your terms of payment, and discounts for regular purchase?Your early reply will be greatly appreciated.,P 35 IV,1) Opening Sentences,By the courtesy of , we are given to understand your name and address. As we have learned from.,you are a manufacturer of Your firm has been recommended to us by
22、, with whom we have done business for many years. We have heard that you have put a new . on the market. We visited your stand at the .exhibition. We have seen your ad in . and we are interested in,2) Reasons for Enquiry,We are a subsidiary（子公司）of. We are in the market for We have received many enqu
23、iries from our customers for Our stocks of .are running low. We have a considerable demand here for,3) Asking for Price,We should be grateful if you send me your current/ latest catalogue / price list / brochure. Please send us full details about your goods. Please quote your best/most competitive/
24、lowest price for these articles/ goods/ products. We would like to know if you are prepared to grant discounts. We are desirous of having your lowest price for Please let us know the minimum quantity for a trial order.,3) Asking for details,We should appreciate further details/ info. on We shall be
25、glad to receive an offer from you on Please include information about packing and shipping. We should like to know your earliest date of delivery. When would be your earliest delivery date? Please let us know on what term you can give us some discount. Will you let us know what discount you give for
26、 large quantities?,4) Giving References,Information about our company can be got from. For information about our company please refer to/contact,5) Further Business,If the goods come up to our expectations, we would expect to be place regular order. If the samples meet with our approval we intend to
27、 place substantial orders. If your prices are competitive and your goods up to standard, we shall order on a regular basis.,Guidelines of Inquiry Letters,1. Be specific about what you want.,2. For courtesys sake, say “please” or “I wouldappreciate” or “thank you”, etc,3. Give the source that you use
28、d as your basis of request (tell where you learn about the company or its products),4. Supply info. about your specific needs.,5. Emphasizing the value of the info. to you.,6. Ask for specific answer to your questions.,7. Personalize it. This makes the letter more interesting and builds rapport with your reader.,
