1、English for International Business Communication,Unit Two,Enquiries and Replies,I. Teaching Aims and Requirements:,What is an enquiry? The types of enquiry (General Enquiry Useful words and expressions in making enquiries and their replies,II. Resources/Materials:,戚云方，新编外经贸英语函电与谈判浙江大学出版社，2007 戚云方，新编
2、外经贸英语写作与套语浙江大学出版社，2007 诸葛霖，外贸英文书信（第三版）对外经贸大学出版社，2007 PPT slide shows: Enquiries and Replies,III. Study of the Background Knowledge:,1. What is an enquiry? 2. What is to be noted when making an enquiry? 3. Types of enquiries 4. To whom should an enquiry be addressed? 5. “First Enquiry” 6. Key points
3、in replying to an enquiry,III. Study of the Background Knowledge:,1. What is an enquiry?An enquiry is made when one party of a transaction wants to get a supply of products, service or information from the other party/parties. It is the first step of a business negotiation. The essential points of a
4、n enquiry should be： simplicity, clearness and conciseness.,III. Study of the Background Knowledge:,2. What is to be noted when making an enquiry?1) Select the prospective offerer beforehand;2) Be tactful enough to avoid unnecessary divulgence of business secrets.,III. Study of the Background Knowle
5、dge:,3. Types of enquiries:1) General Enquiry-a request for a pricelist, catalogue, sample or quotation of price and other termsThis kind of letter should be simple and direct in content.2) Specific Enquiry-an enquiry for goods of a certain specification (It is made when a buyer intends to conclude
6、some business with the seller.)When this is to be sent, many companies use a printed form for the purpose of eliminating the trouble of writing a letter.,III. Study of the Background Knowledge:,4. To whom should an enquiry be addressed?Enquiries should be addressed to the company instead of an indiv
7、idual, only in this way, prompt attention will be received.,III. Study of the Background Knowledge:,5. “First Enquiry”: If a buyer sends his enquiry to a seller whom he has never before dealt with, this is the “First Enquiry”. In such a letter, he should begin by telling the addressee how he obtains
8、 his name. Some details of his own business such as the kind of goods handled, quantities needed, usual terms of trade, and any information likely to enable the supplier to decide what he can do for you, will also help.,III. Study of the Background Knowledge:,6. Key points in replying to an enquiry:
9、If you cannot satisfy the enquirers demand at the moment, acknowledge the letter immediately, giving the reason and assuring that you will do all you can to meet his requirements. If the enquiry is from an old client, express your appreciation of his interest in your products. If it is from a new cu
10、stomer, say you are glad to receive it and express the hope of lasting friendly business relations so as to create goodwill and leave a good impression on the reader.,IV. Study of the Specimen Letters:A: Key points, Useful Words and Expressions in Enquiries:York HouseLawton StreetLiverpool, ML3 2LLE
11、nglandOur Ref: CT-SHYour Ref:15th January 19China National Import & Export Corp.ShanghaiChina,addressee,1. necessary components in an enquiry,(esp. for the first enquiry) How you obtained the addressees information, e.g.1) Messrs. Brown & Clark of this city inform us that you are exporters of all co
12、tton bed-sheets and pillowcases. 2) We have seen your advertisement in Alibaba. com and are interested in3) We have been informed by the Bank of Canada, Vancouver, that you are one of the leading exporters of textiles in Shanghai and 4) We learn from our Embassy in your country that you are manufact
13、uring and exporting a variety of Cassette Tape Recorders,(esp. in the first enquiry) addressers self-introduction, e.g.1) We are large dealers in textiles and believe there is a promising market in our area for your goods.2) We are proud to inform you that we are one of the biggest silk importers in
14、 the world, and weve been importing from India before.3) Our firm, established nearly half a century ago, has extensive connections with food stores in the cities and towns. (Letter 3, Unit Two),what you want:. illustrated catalogues/catalogues. quotations (price, price terms, payment terms,discount
15、, etc). lead time. sample(s),备运时间:从订货至到货所需的时间。,ending:. Looking forward to your early reply. Your early reply will be highly appreciated. We anticipate your early response.,2. Generally speaking, enquiries should be brief, specific, courteous and reasonable.,short, to the point,Clear and exact,but n
16、o need for over-politeness and humbleness,3. Words and expressions:We would like you to send us details of your various ranges, including sizes, colours and prices, and similar expressions:. Will you please send us details of. We should find it most helpful if you could. We should be pleased/glad if
17、 you would . We would appreciate it if you could. We wonder if you could,to show ones courtesy,2). We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of the kind mentioned. a promising market: 有希望的市场，大有可为的市场a potential market, a possible
18、market, a future market. moderately priced goods: 价格适中的商品reasonably priced goods, goods at reasonable prices,3). When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items.回复时，请注明你方支付条件以及个别货品购买100打以上的折扣优待办法
19、。 . terms of payment: 付款方式. discount n.: deduction from nominal value or price 折扣，优惠 (常以百分比来计算) 常用的习惯搭配 (见后)：,常用的习惯搭配：(1) to give/offer/grant/allow (sb.) a discount of 10% / a 10% discount on/for sth. 对某物打九折(出售)e.g. We would allow you a special discount of 10% on an order exceeding 500 pieces.对你方超过5
20、00件货物的订单，我们给予10% 的特别折扣。(2) at a discount: at reduced prices 低于正常价格，打折扣e.g. They were selling everything at a discount. 他们销售的所有商品都打折。We are selling off our repair kits with a quantity discount. 我们正打数量折扣以销售我们的工作服。,4). Prices quoted should include insurance and freight to Liverpool.报价应包括到利物浦的保险费和运费。5).
21、 There is a steady demand here for gloves of high quality and, although sales are not particularly high, good prices can be obtained.这里对高质量的手套有稳定的需求。虽然销售量不是特别大，但价格好。,demand n. call for commodity by consumers; urgent or pressing requirement 要求，急需e.g. an increasing demand, a growing demand 日益增长的需求an a
22、ctive demand, a brisk demand, a keen demand 需求甚殷a large demand, a great demand, a good demand, a heavy demand 需求很大an urgent demand 急需regular demand 需求正常limited/little demand 需求有限/很少demand and supply 供与求；供求The supply is inadequate to meet the demand. (The demand exceeds the supply.) 供不应求。Supply excee
23、ds demand. 供大于求。Oil is in great demand these days. 石油目前有需求/有销路。We are in demand for your Printing Machine Model B6. 我们想购买你方B6型印刷机。,This cheque is payable on demand. 支票一经要求即可支付。They made the demand that you (should) deliver the goods in the third quarter.他们要求你们在第三季度交货。 对某物的需求：a demand for sth. e.g. T
24、here is a keen demand for your products in our market.本地市场对你方产品需求很大。There is a great (little) demand for cotton textiles in Europe.vt.: require, need 需求，要求 e.g. The letter demands an immediate reply. The claim demands compensation for the buyers losses.作动词时，demand/ask/require/request/claim之间的区别：这些词都
25、可译成“要求”。ask为日常用语，使用广泛。request较正式而客气，为“请求”、“恳求”，商务英语中使用广泛。require和claim有根据权利等而“要求”的意思。demand表示理直气壮地、不断地“提出要求”，语气强硬。,B. Key points, Useful Words and Expressions in Replies:Replies to enquiries should be prompt, courteous andhelpful.Replies usually start with the acknowledgement with thanks for the enq
26、uiries.e.g. 1) We are very pleased to receive your enquiry of 15th January 2) We have received your enquiry of 20th August and thank you for your interest in our products.3) Thank you for your letter of April 14 enquiring for 4) This is in reply to your enquiry of March 8.,有针对性,As a prospective sell
27、er, tell the buyer what you are doing to satisfy his demand.1) By separate post we are sending you some samples. 2) A copy of our illustrated catalogue is being sent to you today, with samples of . 3) For the items you mention we are pleased to quote as follows:,Reply to every detail required by the
28、 enquirer. If necessary, put more information which is thought to be helpful for the enquirer. Our goods are both excellent in quality and reasonable in price. This range is popular not only because but also because. We invite your attention to our other products which may interest you.Replies usual
29、ly end with the hope for future business. e.g. 1) We look forward to receiving your first order.2) We look forward very much to the pleasure of getting/obtaining an order from you.3) We expect to have your decision at an early date.,Words and Expressions:1. illustrated catalogue: 带图片的产品目录/产品说明书2. Al
30、so by separate post we are sending you some samples by separate post: 另邮separate adj.: divided, individual 单独的，分开的e.g. 1)The discussion of these issues should be kept separate.2) We have forwarded under separate cover a copy of the contract.,separate vt.: to cause (things or people which were joined
31、 together or mixed) to be no longer joined or mixed 分开，分离e.g. Please separate the blown tins from the good ones for easy identification.3. On regular purchases in quantities of not less than 100 dozen of individual items we would allow you a discount of 2%.如果定期订货，且每种品种的数量不少于100打，我方可给予2%的折扣。4. Paymen
32、t is to be made by irrevocable L/C at sight.,不可撤销即期信用证,5. But if you place your order not later than the end of this month, we would ensure prompt shipment.place an order: 下订单,订货ensure vt.: 1) make sure, guarantee 确保，保证2) make sb. certain to get sth., assure 保证得到常用的习惯搭配：to ensure sth.to ensure sb.s
33、doing sth.to ensure thatprompt shipment: 立即发货，立即装运,6. We invite your attention to our other products such as table-cloth and table napkinsThis sentence is used to introduce more additional products for the enquirers reference, which hopefully will result in more business.Similar expressions:We also
34、manufacture a wide range of hand-made leather handbags in which we think you may be interested.As the goods of your specifications are in short supply, we intend to furnish you with as a substitute, which is of good quality and very close to your specification but will be offered at a more favourabl
35、e price.,7. Unfortunately, we cannot send you immediately a full range of samples, but you may take it that, are of the same high quality.take it: believe, be sure about(goods) to be of quality （货物）具有 品质,8. enquiry n.（英式）询盘，询价 (美式为inquiry)商务函电中常用的习惯搭配：to make an enquiry for sth.(goods) 对某物进行询价e.g. W
36、e are now writing you to make an enquiry for your products.We are pleased to have your enquiry for our products.We have received a number of enquiries from our regular customers for your new models.Our offer will be sent to you upon receipt of your specific enquiry.enquire v. 1) vt. ask to be told 询
37、问，打听e.g. We should like to enquire whether you can supply the following items.We wish to enquire the current price for your Chinaware.,2) vi. ask for 询价e.g. We are glad to inform you that we can supply the goods you are enquiring for. enquire into: investigate or try to find out about something 调查e.
38、g. We are enquiring into the background of the new supplier. enquire about: ask for information about 咨询e.g. Please write a letter to our Branch Office at Chicago to enquire about the market conditions there.在商务英语函电中，enquiry更多地用来表达“询价”；inquiry则更多地用来表达“询问”；“调查”等。,9. assure vt. 使确信，向保证 常用的习惯搭配有： 1) to
39、 assure sb. of sth. 向某人保证某事 e.g. We assure you of our best service. 2) to assure sb. (that) 向某人保证 e.g. We assure you that we will make shipment of the goods within the stipulated time. 3) You may (Please) be/rest assured of sth. 请确信；请放心 e.g. You may (Please) be/rest assured of our prompt shipment of
40、 the goods.请放心，我们会迅速装运货物。 4) You may (Please) be/rest assured that 请确信；请放心 e.g. You may (Please) be/rest assured that we will ship the goods immediately.请放心，我们会立即装运货物。,10. to meet the requirements of sb.: 满足某人的要求类似的表达还有：to cover sb.s needsto satisfy sb.s demande.g. We regret we are not in a position
41、 to satisfy your demand at present.抱歉，目前我方无法满足你方的需求。,11. stock n. 库存，现货 e.g. 1) The goods are in stock. (The goods are available/ suppliable.) 该货有库存。 2) The goods are out of stock. (The goods are unavailable/ unsuppliable.) 该货无库存。 3) We have stock of the goods at present. 我们目前有该货物的现货。 4) We have the
42、 goods in stock at present. 我们目前有该货物的现货。 5) We are out of stock of the goods you want. 我们没有你们所要货物的现货。 6) We have no stock of the goods you want. 我们没有你们所要货物的库存。 7) Well contact you immediately once our goods/stock are/is replenished.一俟新货补充，我们即与你们联系。,8) We carry/keep/have a large/heavy/good/small/low/
43、limited stock of goods. 我们持有大量/很多/充足/少量/很少/有限的存货。 9) We have sold out all our stock. (Our stock is exhausted now.) Please buy the articles elsewhere. 我们的库存已售罄，请你们到别处购买。 10) As our stock is running low, please send us your order at an early date.由于存货逐渐减少，请早日订货。 11) We can supply the goods from stock.
44、 我们可提供现货。 12) We have a stock in/on hand. 我们手中有货。 13) to carry/keep/have a large stock of /in some goods 持有大量某种货 14) to dispose of a stock 出售存货 stock v. keep sth. in stock 储备，储存 e.g. 1) to stock some goods储存货物 2) a shop well stocked with the latest fashions 备有各种最新款式的商店,12. to invite sb.s attention t
45、o sth. 提请某人注意某事 商务函电中还有类似的表达：to direct/call/draw sb.s attention to sth.e.g. 1) Your special attention is called to the means of packing of these articles.请你方特别注意这些货物的包装方式。 2) We invite your attention to the fact that the prescribed time of shipment is ten days overdue but no news of shipment has arr
46、ived at us up to the time of writing.提请你方注意以下事实：规定的装运期已经过期十天，而到目前，我们尚无收到你方有关装运的任何消息。,C. Reminders for writing enquires and replies:enquiries: brief, specific, courteous and reasonablereplies: prompt, courteous, helpful, additional information if necessary,V. Key points and difficult points:,the defi
47、nition of enquiry and what is to be noted when making enquiries types of enquiry and the ways of writing each type of enquiry general components of a first enquiry useful words and expressions in making enquiries and their replies,VI. Exercises in class:1. Answer the following questions:1) What is t
48、he aim of making enquiries? 2) What are the types of enquiry?3) Should enquiries be addressed to an individual? Why not?4) What should be normally included in a first enquiry?5) What should the answers to enquiries be?6) What should enquiries be?,VI. Exercises in class:2. Multiple Choice:1) We ackno
49、wledge _ thanks the receipt of your enquiry of 11th May,2008.A. with B. by C. in D. to 2) As we are in the market for auto parts, we should_ if you would send us your best quotations.A. pleasure B. please C. be pleased D. please3) We put forward for your consideration an offer for our new products, and hope you will_ this opportunity.A. make good B. take advantage ofC. take care of D. look for4) We look forward to _ your orders soon.A. get B. have C. receiving D. taking5) You may_ that we will ship your order without delay.A. ensure B. assurance C. assured D. rest assured,
