外贸函电课件作者赵银德FBC-2ndEdition-Unit04询盘及回复.ppt

Unit 4 Enquiries and Replies 询盘及回复 4.1 Introduction（简介） 目的: 了解询盘的基本写作技巧和回复。 交易磋商的一般程序分为“询盘”、“发盘”、“还盘”和“接受”四个环节。 询盘（Enquiry）又称询价，是指买方或卖方向对方询问以价格为中心的各种相关的交易条件，包括一般询价（General Enquiry）和具体询价（Specific Enquiry）。 一般询价是指买方或卖方向对方索取商品目录、价目表样品等。具体询价则是指买方或卖方就指定商品要求对方发盘。 4.2 Writing Skills（写作技巧） 回复询盘信函的写作步骤及常见表达方式： 4.3 Specimen Letters（样函） Letter 1：General enquiry Dear Sirs, We have been informed by the Bank of U.S. Commerce, New York, that you are one of the leading exporters of textiles in China, and that you wish to export pure silk garments to our market. You will be pleased to note that our corporation is one of the leading importers of textile products, having over 30 years’ history and high reputation1. We shall be able to give you considerable orders, if the quality of your products is fine and the prices are moderate. We would be obliged if you will send us some samples with the best terms2 at your earliest convenience. Yours faithfully, VANCOUVER TEXTILES CORPORATION Letter 2：A reply to the above Dear Sirs, We take pleasure to acknowledge receipt of your letter of January 20, from which we learn that you are interested in bringing silk garments to the New York market. We are enclosing our quotation sheet3 covering different sizes and colors of our pure silk garments that can be supplied from stock. We are also airmailing you two dozen sample garments in different sizes and colors. Delivery will be within 30 days after your placing an order to us. Payment of the purchase is to be effected by an irrevocable L/C at sight in our favor. This offer is subject to your immediate reply which should reach us not later than the end of next month. The price will probably be changed once this particular offer has lapsed. Yours