1、Unit Five Enquiries and Replies,IntroductionSpecimen lettersUseful expressions,Introduction,An enquiry is the buyers request for information. When a businessman intends to import, he may send out an enquiry to an exporter, inviting a quotation or an offer for the goods he wishes to buy or simply ask
2、ing for some general information about these goods.,Enquiries, from regular customers, may be very simple in content, in which only the name and specifications of commodity will be mentioned. Other enquiries are in great details including the name of commodity, quality, or specifications, quantity,
3、terms of price, terms of payment, time of shipment, packing method, discount, etc.required by the buyer. Enquiries should be brief, specific, courteous and reasonable. In return, the answer should be prompt, courteous,fully and helpful.,Explanation of specimen letters,A “first enquiry” is an enquiry
4、 that sent to a supplier whom you have not previously dealt with, and should begin by telling him how you obtained his name and expressing the earnest desire to establish relations with him. Then, its useful for you to give some details of your own business, such as the range of goods handled, quant
5、ities and any information likely to help.,Letter-4(1) cotton bed-sheet and pillowcase棉布床单和枕套nylon bed-sheet and pillowcaseprinted cotton 印花 We are large dealersof the kind mentioned. dealer: person who buys and sells some commodity promising market: refers to market with great hopes of achievement o
6、r success in the future,please state your terms of paymentof individual items. discount you would allow on purchases of quantities of not less than 100 dozen of individual items.单项商品一次订单数量不少于100打所可以给予的购买折扣 Quote: state the current price of sth.eg. What we have quoted is really the lowest.This is the
7、 lowest we can quote.We quoted this article at USD$100 per dozen.,Quotation: (n.)eg. Please let us have your competitive quotation for 1,000 leather jackets.Your quotations for leather jackets are too high to be acceptable.Quota: a stated number or amount, or a limit on numbers定额，配额,Letter-4(2): Rep
8、ly to first enquiry Firstly, you should express your thanks for your customers enquiry. Then, state clear that youve sent samples of the very goods. Details on payment, discount, shipment, etc. should include in your letter. Make a recommendation on other products youve handled and express your hope
9、 to receive his first order.,by separate post: by another post 另邮 both excellent in quality and reasonable in price物美价廉stand wear and tear经久耐用or: be resistant to wear and tear eg. This kind of carpet is highly resistant to wear and tear.This kind of carpet stands any amount of wear and tear.,irrevoc
10、able L/C at sight不可撤销即期信用证 Clean credit Revocable L/CDocumentary credit Irrevocable L/CConfirmed L/C Transferable L/CUnconfirmed L/C Nontransferable L/CSight L/C Payment L/CUsance L/C Acceptance L/CNegotiation L/C,Letter-4(5)the buyer asking for catalogues and offer(买方要求寄送商品目录并报价),Dear Sirs, Electri
11、c AppliancesWe have many enquiries for the under-mentioned goods, and we would be obliged if you would forward us the necessary catalogues and prices C.I.F. Shanghai.IceboxPortable Electric Water HeaterColor TV SetThere is a growing demand for new electric gadgets on this market and we are hoping to
12、 be among the first to introduce the above products on a large scale. Any suggestion you may give on our sales promotion programs would be highly appreciated.We are looking forward to hearing from you soon.,Air transport the sample and telling the prices,Thank you very much for your inquiry of Septe
13、mber 15 for our electric appliances. We are pleased to air transport the samples of our electric goods you enquire and tell the prices as follows:Icebox: $400 each, CIF ShanghaiElectric Water Heater: $80 each, CIF ShanghaiColor TV Set: $400 each, CIF ShanghaiThe above prices are subject to market fl
14、uctuations. For quantites of more than 250 sets, we will reduce the price by three percent.Shipment will be made within 3 weeks from acceptance of your order. Our terms are draft at sight under an irrevocable L/C.Thank you again for your interest in our products. We are looking forward to your order
15、 and you may be assured that it will receive our prompt ad careful attention.,Useful expressions: See Page 47 on the text.Homework: II. III. V. 1. 2. 3.,Key to the exercise:,II. Dear SirsWe acknowledge receipt of your letter of 11th March, enclosing quotation and your illustrated catalogues, for whi
16、ch we thank you.We have the pleasure of sending you an order No.101 for various items, which we trust will have your usual careful attention.Yours faithfully,IV. 1. We learn from ABC Co. of New York that you are exporting Nylon bed-sheets and pillow-cases. There is a steady demand here for the above
17、-mentioned commodities of high quality at moderate prices. 2. Under separate cover, we are sending you a range of samples and when you have a chance to examine them, we feel confident that you will agree that the goods are both excellent in quality and very,reasonable in price. 3. We have received y
18、our enquiry of 1 4th May and learn of your interest in /and learn that you are interested in our handmade artificial leather gloves. We are enclosing our illustrated catalogue and price list giving the details you ask for.,Key to the listening:,1. Please send us a quotation as soon as you receive ou
19、r inquiry. 2. Your earliest reply to our inquiry will be much appreciated. 3. We are interested in your Silk Blouses, so wed like to make an inquiry. 4. We are looking forward to your reply to our enquiry. 5. Here is a list of my requirements. Id like to have your lowest quotations CIF New York.,6.
20、Im very pleased to inform you that there is a strong demand for your Zhonghua Quartz Clocks at this end and we are looking forward to receiving your samples soon. 7. Thank you for your inquiry. Please tell us the quantity you require so that we can work out an offer. 8. We have been informed that th
21、ere is a great demand for mini-buses in your market and we take the opportunity to enclose Quotation No.123 for your reference.,9. We are interested in your shirt, Article No.23, could you give us an indication of the price? 10. Have you got a product of this specification?,Additional exercises: ABC
22、 Trading Company read an advertisement in China Daily about “Panda” brand silk shirts, so they make an enquiry for which they get the following quotation:Commodity: “Panda” Brand long sleeve shirt. 100% silkSpecifications: S,M,L,XL, XXLColors: white, blue, red, green, yellowPacking: each in a plastic bag and 10 dozenin a kraft-paper box,Unit price: USD 350 per dozen FOB GuangzhouTerms of payment: by irrevocable L/C payableby sight draft to be opened 30 days before the time of shipment.Time of shipment: within 30 days upon receiptof the buyers L/CMake up a dialogue according to the situation.,
