1、Chapter 3,Inquiries and Replies（询盘与回复）,Background InformationSample Letters Letter 1 Letter 2 Letter 3 Letter 4Useful ExpressionsKey to Exercises,Structure,BACKGROUND INFORMATION,Generally, if an importer wants to do some importing transactions, he can send the exporter an inquiry to get information
2、 of needed imports. So, inquiry is the basis of transaction and a very important step and bridge connecting buyers and sellers in international business. Through comparing inquiries, the importer can choose the most favorable exporter.,BACKGROUND INFORMATION,The definition of inquiry is that one par
3、ty in transaction asks the other conditions of this transaction, when he or she prepares to buy or sell products. Inquiry can be made through letter, fax, telephone, or face-to-face communication. However, inquiry is not a necessary procedure of every deal. If both parties acquaint with each other,
4、they do not need to inquiry about conditions and possibility of business. In this case, they can directly make an offer instead of an inquiry.,Inquiry,BACKGROUND INFORMATION,In a regular inquiry letter, importer usually writes all needed information concisely and correctly, including catalogue, pric
5、elist, sample and so on. According to different contents, inquiry is always divided into two kinds: general inquiry and specific inquiry. The former usually inquiries general information of product such as pricelist, catalogue, sample and terms of paymentwhile the later generally expresses clearly h
6、is ideas about specific information of a specific product such as price, quantity, way of shipping, and packing.,Inquiry,BACKGROUND INFORMATION,“The first inquiry” is sent to a supplier whom you never contact with. In this case, in the beginning of your inquiry letter, you need to tell where and how
7、 you get his name and your detailed introduction such as the major products needed, quantity, and way of trade. Tell any information as much as you can in order to let the supplier know what part he or she can help you. In order to let the reader get the main point of your letter, you can write the
8、name of product in the subject line, when inquiring.,Inquiry,BACKGROUND INFORMATION,Nowadays, many companies use printed inquiry instead of letter. They just need to fill some needed information in the form. Also, some companies provide on-line inquiry system which makes inquiry easier and faster.,I
9、nquiry,BACKGROUND INFORMATION,Letter of inquiry generally includes three parts:In the first part, show the interests, purposes of writing, and briefly introduce yourself;In the second part, directly tell the detailed information of inquiry, and/or explain purpose and requests;Finally, thank for the
10、receivers future reply, hope he or she can reply earlier.,Letter of Inquiry,BACKGROUND INFORMATION,Simultaneously, you also need to comply with the following principles:Before sending inquiry, you need to consider to which you will send inquiries, and how many inquiries you will send in the same reg
11、ions. After that, you choose carefully several companies instead of all of them, which can avoid suppliers raising the price owning to the thought of you are eager to get products;Express detailed requests but not promise to buy;,Letter of Inquiry,BACKGROUND INFORMATION,Emphasize the importance of t
12、he information you need, in order to get more information;Ask them reply definitely;Trade is made between two companies, not a private business. So, the letter needs to be sent to the company instead of a specific person;Language needs to be polite.,Letter of Inquiry,BACKGROUND INFORMATION,Inquiry m
13、eans possible business, so reply need to be fast and polite and cover all needed information. If they request sample, you should send to them as soon as possible. Of course, you can ask them to share the post fee of sending sample, in some cases, sample fee is also a very heavy burden. If products n
14、eeded are not available, or conditions cannot be satisfied, you should not refuse them so directly that offend them and hinder future cooperation. At this moment, you also need to thank them to be interested in your products and provide information of other products.,Letter of Inquiry,BACKGROUND INF
15、ORMATION,In reply letter, you must make sure you have answered all information. If questions are too many, you can use number to sort. If inquiry is the first inquiry, you may clearly tell them advantages of your products.,Letter of Reply,BACKGROUND INFORMATION,Letter of reply usually includes three
16、 parts：1. In the beginning, you should make your appreciation about their inquiries, and tell which date you receive the letter, and summarize the content of their letters;2. In the second part, answer all questions of inquiry in detail;3. Finally, hope your information to be useful and get reply as
17、 soon as possible.,Letter of Reply,BACKGROUND INFORMATION,Simultaneously, the letter of reply generally bases on the following principles:If you can only satisfy with some requests, you need to tell what parts you can satisfy with, then explain what you cannot do;If you cannot satisfy with all of re
18、quests completely, you should appreciate their inquiry, then give your apologies;Language must be sincere and polite。,Letter of Reply,Sample Letters,Letter1General Inquiry,贵公司从英国夏季交易会上得知对方并对产品一些大概信息进行询盘。英国夏季交易会产品的大概信息，如价目表，目录，样品和支付方式等。,Key points,Dear Sirs, We have seen you products at the British S
19、ummer Trade Fair in June this year and are particularly interested in your products. It would be appreciated if you send us the details of your various ranges, including sizes, colors, and prices, and also samples of different qualities of material used. We are a leading dealer in home products and
20、believe there is a promising market in our area for moderately priced goods. Please give us detailed information on CIF Boston prices, discounts, and terms of payment. We hope this will be a good start for a long and profitable business relations. We look forward to hearing from you soon. Yours fait
21、hfully, M&N Company Manager,1. British Summer Trade Fair 英国夏季交易会2. It would be appreciated if you send us. 如贵方寄来，我方将不胜感激。3. various range 各类产品4. a promising market 销路良好的市场5. CIF 价格术语 “Cost, Insurance, and Freight”, 成本、保险加运费的缩写。 通常称为“到岸价”。6. terms of paymrent 支付条件，也可以说 payment terms,Notes to Letter O
22、ne,针对上封一般询盘来信，英国公司给予相应的回复，随函附上目录和价目表并另邮寄一些产品的样品以供参考。 表达感谢询盘针对询盘内容回复另附目录、价目表和样品,Letter 2 Reply to General Inquiry,Key points,Dear Sirs， We are very pleased to receive your inquiry of August 12, 2010 and enclose our illustrated catalogue and price list giving the details you ask for. Also under separa
23、te cover, we are sending you some samples and feel confident that when you examined them you will agree the goods are both excellent in quality and craftsmanship. If you are in need of any other information not contained therein, please feel free to let us know, we shall satisfy you to the best of o
24、ur ability. We allow a proper discount according to the quantity ordered. Your payment term by Letter of Credit at sight is acceptable to us. Thank you again for your interest in our products. We are looking forward to receiving your orders soon. Yours faithfully, C.C., Ltd Manager,1. We are very pl
25、eased to receive your inquiry of August 12, 2010 and enclose our illustrated catalogue and price list giving the details you ask for. 我们感谢贵公司2010年8月12号的询盘，现随函寄上我方附插图的产品目录和价目表。2. under separate cover= by separate post= by separate mail 另封；另邮寄3. be excellent in 在 方面优异 4. If you are in need of any othe
26、r information not contained therein, please feel free to let us know, we shall satisfy you to the best of our ability. 如果你需要的信息没有包含在内，请告知我们，我们会尽力满足你方需求。5. letter of credit信用证,Notes to Letter Two,贵公司针对具体产品一些具体信息进行询盘。1.对具体哪些产品感兴趣2.对这些产品的确切的想法，如关于价格，数量和包装等的具体信息,Letter 3 Specific Enquiry,Key points,Dear
27、 Sirs, Re: “Australian Royal” wool blanket We are now considering buying large quantities of your “Australian Royal” wool blanket blanket. There is always a ready market here for “Australian Royal” wool blanket, provided it is of good quality and competitive price. We should be thankful if you would
28、 send us its full details concerning the price, discount, term of payment, delivery date, and packing and so on. It would also be appreciated if you could forward your samples. When quoting, please let us have your prices on both FOBC 3% Keelung and CIFC 3% Hongkong. If your terms are favorable, we
29、shall probably order about 10,000 dozens and open L/C in your favor in time. We look forward to hearing from you by return. Yours faithfully,M&N CompanyManager,1. We should be thankful if you would send us its full details concerning the price, discount, term of payment, delivery date, and packing a
30、nd so on. 如果你寄给我们关于价格、折扣、支付方式、装运期和包装等详细信息，我方将不甚感激。2 if you could forward your samples如果你能够寄送你的样品3. FOBC3% Keelung 在基隆船上交货价及两分佣金 CIFC3% Hongkong 到香港货价，保险价，运费及两分佣金,Notes to Letter Three,针对上封具体询盘来信，英国公司针对每一点做出具体回复。1.感谢询盘2. 回答询盘问题。3.最后，希望你的信息能对对方有用，并盼尽快回复。,Letter 4 Reply to Specific Inquiry,Key points,D
31、ear Sirs， Re: “Australian Royal” wool blanket We warmly welcome your inquiry of 16th August and thank you for your interest in our “Australian Royal” wool blanket. We have pleasure in sending you a copy of the catalogue and samples of the full range of colors and the prices. They will reach you afte
32、r 5 working days. You will see detail information about “Australian Royal” wool blanket on page 5 of the catalogue. Besides, “Australian Royal” wool blanket is packed in plastic bags, with 1 piece in each bag, 5bags in a paper box,10 boxes in a carton reinforced by hook iron. We give 12% discount on
33、 orders of40,000 or more, and payment must be made by confirmed, irrevocable Letter of Credit payable by draft at sight. Our time of delivery is within 30 days after receipt of your L/C. All orders entrusted to us are given our careful and prompt attention. We sincerely desire to have the pleasure o
34、f receiving an order from you. Yours faithfully, C.C., Ltd Manager,1. “Australian Royal” wool blanket is packed in plastic bags, with 1 piece in each bag, 5 bags in a paper box, 10 boxes in a carton reinforced by hook iron. 每一片“澳大利亚皇家”羊毛毯样片被独立装在一个塑料袋，5个袋子装在一个纸盒里，10个盒子放在一个纸箱内,外用铁钩固定。 2. We give 12% d
35、iscount on orders of40,000 or more, and payment must be made by Confirmed, irrevocable Letter of Credit payable by draft at sight. 对于4万美元或超过4万美元的订单，我们给予12%的优惠。至于付款条件，我方通常要求是保兑的、不可撤消的即期信用证。3. All orders entrusted to us are given our careful and prompt attention. 我公司一向慎重并及时办理所接到的订单。4. We sincerely des
36、ire to have the pleasure of receiving an order from you. 我们真诚的希望能得到你的订单。,Notes to Letter Four,Useful Expressions,1. We read with interest your advertisement in China Daily and should be glad to receive particulars of your tender for port construction. 我们对你方在中国日报上刊登的广告很感兴趣，现请你方寄送港口建设投标的详细情况。2. We are
37、 interested in the mechanical toys demonstrated at the recent Guangzhou Trade Fair and should be glad to have details of your export terms. 我们对你最近在广州交易会上展列的机械玩具感兴趣，请详告你方出口条件。3. We have seen your advertisement in the “Foreign Trade” and should be glad if you would send us by return patterns and price
38、s of good quality cottons available from stock. 我们已经看到了贵方在“对外贸易”上的广告，如果你方能够给我们发送优等棉花的现货来样和价格，我们将很高兴。,4. We were pleased to know from your letter of 24th June of your interest in our products and enclose the catalogue and price list giving the details you asked for. Also enclosed you will find detail
39、s of our conditions of sale and terms of payment. 我们很高兴地从你方6月24日的来信中获悉， 你方对我们的产品感兴趣，附函的目录和价格单给出了你方要求的详细资料，同时附有我方的销售条件和支付条件。5. We are making you the following offer, subject to your reply reaching here within five days. 我们作如下报价，以你方5天内回复为准。6. We shall be pleased if you will furnish us with your lowest
40、 quotation for the following goods. 如果你们为我们提供下列产品的最低报价，我们将会很高兴。,USEFUL EXPRESSIONS,7. If you think this offer is acceptable to you, please fax us immediately for our confirmation. 如果你方认为此报价对你方是可以接受的，请立即向我们发出传真以便我们确认。8. Under separate cover, we are sending you one sample pad for the synthetic fabric
41、dress materials we are exporting at present. We hope some of the designs and colors will prove to your liking. 另行寄上我方目前出口的合成纤维衣料，希望某些花样及颜色能使你喜欢。9. We have been importers of for many years. At present, we are interested in extending our range and would appreciate your catalogues and quotations. 多年来，我
42、公司经营进口生意。现欲扩展业务范围，盼能惠寄商品目录和报价单。,USEFUL EXPRESSIONS,10. We specialize in supplying small stores in rural areas. Over 3,000of these stores virtually depend on us, and this assured sales outlet enables us to dispose of fairly large quantities. 我们专向乡镇小商店供货。3,000家以上此种商店靠我们供货，这些有保证的销路足使我们能大量推销。11. Your sa
43、mples should give us an idea of the colors and quality of the products. 你公司寄来的样品，使我们对你公司产品的色彩与品质有一番了解。12. We cannot take anything off the price. 此价不能再减。13. One of our clients has sent us a quotation for 2000 units of refrigerator to be sold in the countries in South-east Asia. Please quote us your b
44、est terms CIF Manila and let us know what quantities you are able to deliver at regular intervals. 我方一客户发来询盘，要求2000台销往东南亚国家的电冰箱报价，请报贵方CIF 马尼拉最优惠交易条件，并请告知贵方能定期提供的数量。,USEFUL EXPRESSIONS,14. We have the pleasure of sending you a direction of how to operate our new dishwashing machine. 现寄上关于如何使用我们新式洗碗机的
45、说明书一份。15. If the prices quoted are competitive/workable, and the quality up to standard, we will place orders on a regular basis. 如果贵方报价有竞争力/可行性，产品质量达标，我方将长期订购。16. We trust you will give this enquiry your immediate attention and let us have your reply at an early date. 我方相信贵方会对此询盘予以重视并及早回复。17. We ha
46、ve been informed by the Bank of Canada, Vancouver that you are one of the leading exporters of textiles in Shanghai. 加拿大银行温哥华分行告知我们，你公司是上海的主要纺织品出口商之一。,USEFUL EXPRESSIONS,18. We are on the look-out for the following items and should be grateful if you would send samples of the same. 我们欲求购下列产品，如贵公司能寄来
47、样品，我们将非常感激。19. In reply to your enquiry dated November 25, we are sending you here with our quotation, along with various samples of leather gloves closely resembling to what you want. 应贵公司11月25日来函询问，现寄上我方的报价和几副式样不同的与贵方要求近似的皮手套样品。20. You will find that we have given you the most favored quotation fo
48、r the same products. 你将会发现，我们给贵公司的报价是相同产品中最低的。,USEFUL EXPRESSIONS,II. Translate the following terms and expressions:1. special discount 2. under separate cover 3. fair average quality 4. shipping papers 5. a ready market 6. 数量折扣 7. 损害信誉 8. 享有信誉 9. 原价 10. 先行价格 III. Fill in the blanks:in， for， in ， for， on， by， prompt， captioned， current， conclude， assure,
