Unit3EnquiriesandReplies资料.ppt

Unit 3Enquiries and Replies 一笔交易的达成，一般都要经过磋商。 其过程一般包括： 询价/询盘 报盘/发盘 还价/还盘 接受 An inquiry is a request for information. As a routine part of their jobs, buyers must often write letters to request brochures, samples, prices, or other information that will help them decide whether to buy a particular product. 询价（Inquiry）是指交易一方欲购买或出售某种商品，问另一方发出的探询买卖该商品及有关交易条件的一种表示。 In a General Enquiry 一般询价 , a businessman states clearly all the information he needs---- general information, a catalogue目录, or price list报价单, a sample样品or sample book样本，illustrated photo prints图片, etc. In a Specific Enquiry 具体询价 , he points out what product s he wants. He may ask for a catalogue目录, a price list报价单, sample样品, etc., or ask for an offer报盘.（）the name of the commodity商品名称、the specifications规格、the quantity数量、the unit price FOB… CIF…单价、 the time of shipment装船期、the terms of payment付款方式） 2. Writing Principles of Enquiry Letters In order to receive the information you want as quickly as possible, you should make certain that your request is reasonable, specific, brief, and polite. Your first step is to define exactly what it is that you need or want to know. Then you must provide the necessary details that your reader will need in order to answer your questions completely. 1 To tell where you learned the company and its products. 2 To describe your specific needs but with no promise of booking the proposed products. 3 To stress the importance of your needed information and try to flatter your receiver for getting more information. 4 In any queries, ask the reader to give you a definite reply. 5 If an unfamiliar reader, try to personalize your letter like the one between friends. 6 Use courtesy words. 询盘采用的主要词句： Please advise…… Please quote……. Please offer … …. 3. Writing Principles of Responding Letters Any business should be happy to respond to a direct inquiry. The writer is a potential customer, and his or her questions should be answered promptly, completely, and courteously. R