大学商务函电第三章PPT.pptVIP

Chapter 3 Enquiries and Replies An enquiry is made to seek a supply of products, service or information. Points for attention: 1. 询价或询盘是一种询问。按其内容可分为一般询盘（general enquiry) 和具体询盘（specific enquiry)。 一般询盘——买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等一般信息。 具体询盘——买主有做买卖的要求，指定商品要求卖主报盘。 Points for attention A detailed enquiry may includes: Name and description of commodity Terms of price (CIF, FOB, etc.) Quality or specification Quantity Discounts Catalogue Delivery date Terms of payments (by L/C or otherwise) Packing method If it is the initial contact between the two parties, the importer 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. 1. 书写一般询盘信时，一定要做到全面，把所需了解的信息阐述清楚，如价格、装期等等。 回信时，确保对方所询问题都给予了回答。 2. 如一买方与卖方初次联系，此买方需先作一自我介绍，如经营范围，所需货物等。 如买卖双方是老客户，则询盘信就非常简单了。 3. 初次询盘信一般包含以下内容： 简单告知如何获得卖方的名址，写一些你方的业务情况。 你地市场需对方经营的货物 告知对方你所需的信息 Guidelines in writing enquiries: P55 Tell the reader where you learnt of his company and its products. Moreover, you can introduce your own business and the products it deals in. The enquirer should state simply, clearly and concisely what you want– general information, a catalogue, price list, or a sample. Stress the importance of your needed information and try to flatter your receiver for getting more information. You should mention the size of your order, as large orders may obtain a favorable quotation. Also state your terms of methods of payment. Personalize your letter like the one between friends and end on an optimistic note and request an early reply. Guidelines in writing replies: P55 1. If you can meet all the requirement of the buyer, let him know ASAP. 2. If you can only meet part of requirements, tell him first what can do for him and then explain why you fail to do. 3. If you can not meet any of