外贸英语函电Unit-03-询盘及回复1省公开课金奖全国赛课一等奖微课获奖PPT课件.pptx

Unit 3 Enquiries and Replies询盘及回复1/313.1 Introduction（介绍）目标: 了解询盘基本写作技巧和回复。 交易磋商普通程序分为“询盘”、“发盘”、“还盘”和“接收”四个步骤。询盘（Enquiry）又称询价，是指买方或卖方向对方问询以价格为中心各种相关交易条件，包含普通询价（General Enquiry）和详细询价（Specific Enquiry）。普通询价是指买方或卖方向对方索取商品目录、价目表样品等。详细询价则是指买方或卖方就指定商品要求对方发盘。2/313.2 Writing Skills（写作技巧）写作步骤 表示方式 （1）说明信息起源（通知对方从何种渠道得知对方公司情况） Your name has been given us by the Chamber of Commerce/ the… Embassy/ the… bank in…).（我们从在……地方商会/从……使馆/从……银行得悉你方名称。） Your firm has been recommended to us by Bayer AG, with whom we have done business for many years.（多年来与我们有业务联络拜尔股份企业将贵企业推荐给我们。） Messrs…of … have given me your name as sole agents for…（在…………企业向我们介绍了作为……独家代理贵企业名称。）3/31（2）直截了当地说明想要购置货物 We are considering the purchase of…（我们打算购置……。） We are interested in importing snooker tables but we need to have further details of the costs before making a final decision.（我们有兴趣进口台球桌，但在最终决定之前需要深入了解相关价格详细情况。） We are regular buyers of men’s knitwear.（我们是购置男用针织品老客户。） 4/31（3）请求对方寄送目录、价格表和样品 Will you please send us your illustrate/ latest catalogue and price-list.（请您寄给我们带插图/最新产品目录和价格表。） We should like to receive a copy of your latest catalogue and full details of your export prices and terms of payment, together with samples.（我们非常希望取得贵企业最新产品目录和相关出口价格、付款条件以及样品详细材料。） Kindly let me have a description of your electric hedge trimmers.（请贵方寄来电动修剪机说明书。） 5/31（4）强调对方所报价格应合理和含有竞争性 If your quotation is really competitive, …（假如你方报价含有竞争力，……。） Provided prices are right.（前提是价格廉价。） If your products and terms compare favorably with those of other suppliers, we shall send you an order.（假如贵企业产品及条件与其它供货商相比有优势，我方就会下订单。） 6/31（5）问询对方所能提供折扣，写清你所能接受支付条件和期望交货时间 We should like to know if you allow discounts.（我们想知道，你方是否给我们折扣。）Please let us have your lowest FOB prices, together with your terms of business, and state your best delivery date.（请通知贵企业最低离岸价和交易条件，并说明最早交货日期。）We require the goods delivery would be effected within six weeks of order.（我们要求在下订单后六周内供货。） 7/31（6）表示定购货物可能性 Will you please let us know by 4 April so that we can place our order