chapter3Inquiry讲义.ppt

Unit 3 Inquiry I. Warm-up 1. What is the purpose of inquiry? 2. Different types of inquiries? II. Background Knowledge 1. General inquiries一般（普通）询盘 买方告知对某类商品感兴趣，通过询盘，简明扼要地向对方了解一般的商品信息和生产经营情况。例如 We take interest in the piece goods and made-up goods. I wouldn’t mind knowing about your normal export terms. Do you allow commission? 2. specific inquiries具体询盘 买方具体询问某种产品，不仅具体询问商品名称（name of the commodity）, 而且通过具体询盘，想卖方了解商品规格（specification），装船期(time of shipment)，付款方式(terms of payment)等细节，买方可告知购买的数(quantity)，请求卖方报价（make an offer）,例如： We are in the market for your Model E013 and Model E016. When will you be able to make shipment for these goods? I’ll be grateful to you for quoting me competitive prices CIF Vancounver, for these two models. 3. A first inquiry 初次询盘 首次向新客户询价，为了避免唐突，最好告知对方通过何种方式认识对方，并介绍自己公司情况，以便双方了解彼此的经营状况以及产品情况，以寻找商机。例如： Chamber of commerce in our country has recommended your name and firm to us. We are glad to note that you specialize in handling new types of furniture. 4. Inquiry guide 初次询盘可以作一般询盘，也可具体询盘 为了更好地了解对方经营的产品或分发给潜在的客户，询盘可要求索取商品资料，如附图目录（illustrated catalogues）、报价单（price-list）、宣传小册子（brochures）以及样品(samples)等。例如: Would you please send us catalogues and necessary information for our reference? Could you do me a favor by sending us more copies of your relevant brochures to us? We need them to send out to our custmors. 询盘要具体（specific）、简洁(brief)和得体(to the point)。虽然询盘无法律约束，但不要轻易许下订货承诺，以免未订货而引起麻烦。但可以谈条件，例如： If the prices are workable, we are planning to place a trial order with you for the first time. 卖方对询盘的反应要快（prompt）、诚恳（sincere）和有助（helpful）。可了解买方的具体要求，尽快计算出合理价格，促使交易获得成功。例如： We’ll calculate and let you know as soon as possible. III. Notes 1. promising market 市场前景广阔 booming market 市场繁荣 brisk market 市场景气 bull market多头市场，市场行情看涨 bullish market 牛市 bear market 熊市 declining market 市场衰退 depressed market 市场萧条 dull market 市场呆滞 2. open the overseas market Broaden our business in overseas market Explore into overseas market Expand the business to over