Lesson 4 A first enquiry.pptVIP

Chapter 3 Enquiries, Offers and Counter-offers Lesson 4 A First Enquiry Introduction In general, business negotiation involves four steps: Enquiry Offer Counter-offer acceptance Introduction In foreign trade, enquiries are usually made by the buyers to get info. about the goods to be ordered, such as price, catalogue, delivery date and other terms. 在对外贸易中，通常是由买方提出询价，以得到拟订购货物的情况，如价格、目录、交货期和其他条款。 Introduction If you are an enquirer, you should state clearly in your enquiries to foreign suppliers your exact requirements, inclusive of prices, discounts, terms of payment, and the length of time required for delivery. 假如你是一位询价者，你应在向外国供应商的询价中阐明你的确切需要，包括价格、折扣、付款条件以及交货所需的时间。 Introduction Some details of your own business, such as the kind of goods handled, quantities needed, usual terms of trade and any info. that are likely to enable the supplier to decide what he can do for you will also help. 写一些关于你方的业务情况，如经营商品的种类、所需数量、一般贸易条款，以及可能会使供应商为你效劳的任何信息，这也将是有好处的。 Introduction Enquries: a request for info. Introduction A “first enquiry” is an enquiry sent to a supplier whom you have not previously dealt with. So you should begin by telling him how you obtained his name and address. “第一次询价”就是向你以前从未与之做过交易的供应商发出的询价信。这种信开头就应该告知对方你是如何得到他的姓名和地址的。 Introduction But in a specific enquiry, the enquirer may ask for an offer or a quotation on the specific commodities. Specific enquiry (具体询盘) Replies to Enquiries Offer Offer mainly includes name of commodity, brand, specifications, quantity, packing, price, payment, shipment, etc. Counter-offer In the counter-offer, you should show your disagreement to the certain term or terms and state your own ideas instead. Such alternations, no matter how slight it may be, signify the business has to be negotiated on the renewed basis. How to Write an Enquiry Letter 一般询价信写四或五段 1) Source of information 2) Reason for enquiry 3) Asking for price, list, and catalogue 4) Giving referen