外贸函电询价和回复.pptVIP

International Business Correspondence Chapter 3 Enquiries and Replies Contents ◆ Introduction ◆ Key words study ◆ Specimen letters ◆ Writing tactics ◆ Language summary ◆ Exercises Ⅰ Introduction An enquiry is a request made by a buyer for goods or service he is interested in. When making an enquiry, the buyer may ask about price, product specification, packing, delivery, terms of payment and so on. An enquiry should be clear and to the point. When a buyer makes an enquiry, he has no obligation to purchase. On the other hand, the seller who receives such an enquiry is under no obligation to reply. The reply letters answer questions, supply information and /or materials, offer special help and attempt to satisfy the needs of those who make the requests. In letter of reply, the seller is supposed to give a full answer to the enquiry. He may send a quotation or even make an offer. Enquiries mean potential business. Prompt and careful replies are of great importance. So, The reply should be prompt, courteous… How to make an enquiry? When making enquires: Give details of your own firm and ask for needed information from your prospective supplier. Be specific and state exactly what you want: the goods needed, usual terms of trade, a catalogue, a price list, a sample, a quotation, etc. , so as to enable the seller to quote or offer the correct goods. In an enquiry such phrases are often used as “Should your prices be competitive”, “If your quotation is favourable” or “Please quote your best prices”. The tactic often used to invite better terms is to give the seller some hope of substantial orders or continued business. If it is the initial contact between the two parties, the buyer should begin the letter by telling how he has obtained the supplier’s name, details of his own company and business scope will also be included. Although an enquiry is not legally binding upon either the exporter or the importer, it is the first step towards successful business an