1、Unit 4 enquiries and replies單元單元4和回復詢盤和回復詢盤l Objectives:目標目標 Know the basic knowledge of enquiries. 知道查詢的基本知識知道查詢的基本知識 Know how to write an enquiry letter. 知道如何寫詢盤信知道如何寫詢盤信 Master typical sentences and expressions. 掌握典型句子和表達。掌握典型句子和表達。 1. l An enquiry is a request for information.查詢是查詢是一個信息的請求。一個信息的

2、請求。 In international trade, most enquiries aremade by the importer inviting a quotation forthe goods he wishes to buy or simply askingfor some general information about the goods.在國際貿易中，大部分的查詢是由進口商邀請報價對貨物他想要買或在國際貿易中，大部分的查詢是由進口商邀請報價對貨物他想要買或者只是需要一些關于貨物的一般信息。者只是需要一些關于貨物的一般信息。l Generally speaking, there

3、 are two kinds ofenquiries: general and specific.一一般來說，有兩種：一般的和具體的查詢般來說，有兩種：一般的和具體的查詢( (一般詢盤和具體詢盤一般詢盤和具體詢盤) ) In a general enquiry, the buyer may onlyrequest some general information such as acatalogue,price list,samples,illustrated printsand so on.在一般的查詢，買方只要求一些一般性的信息，如產品在一般的查詢，買方只要求一些一般性的信息，如產品目錄，

4、價格表，樣品，說明打印等目錄，價格表，樣品，說明打印等 In a specific enquiry, the buyer can enquireabout quality, quantity,specifications,terms ofpayment, date of shipment/delivery,and otherspecific requirements.在一個特定的查詢，買方可以詢問有在一個特定的查詢，買方可以詢問有關質量，數量，規格，付款，裝運和交貨日期，以及其他特殊要求。關質量，數量，規格，付款，裝運和交貨日期，以及其他特殊要求。 2. how to write an enq

5、uiry.如何寫一個查詢如何寫一個查詢l if it is a first enquiry, state the source ofthe information and make a self-introductionat the beginning of the letter.(.(參見上一單元參見上一單元) )如果是第一次詢價，狀態信息的來源，并作自我介紹開頭字如果是第一次詢價，狀態信息的來源，并作自我介紹開頭字母母l state your interest/market conditions.l 你的興趣你的興趣/市場條件市場條件l express clearly your requi

6、rements.l 清楚地表達你的要求清楚地表達你的要求l encourage an early reply. ( (參見上一單元參見上一單元) )l 鼓勵早日答復鼓勵早日答復。 3.Typical sentences and expressions 3典型句型和表達典型句型和表達 lstate your interest/market conditions 你的興趣你的興趣/市場條件市場條件We are in the market for.我們在市場我們在市場We are interested in ., for there is a steady demand in the Swedish

7、 market for them.我們有興趣在我們有興趣在，有穩定的需求，他們在瑞典市場，有穩定的需求，他們在瑞典市場The market for . is expanding, and we will require 市場市場不斷擴大，我們將需要不斷擴大，我們將需要lexpress clearly your requirements清楚地表達你清楚地表達你的要求的要求Please send us your quotation for 請寄給我們你的報價請寄給我們你的報價We shall be grateful if you would send us your catalogue, pric

8、e list and samples.我們將要發送給我們您的目錄，價格表和樣品心存感激。我們將要發送給我們您的目錄，價格表和樣品心存感激。When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items.報價時，請說明付款條件和折扣，你會在不少于報價時，請說明付款條件和折扣，你會在不少于100個單個單項商品的購買量允許。項商品的購買量允許。Please quo

9、te your lowest price CIF New York, U.S.A. inclusive of our 5% commission, stating the earliest date of shipment.請報紐約到岸價的最低價格，美國，包括我方請報紐約到岸價的最低價格，美國，包括我方5%的傭金，的傭金，并告知最早裝運日期并告知最早裝運日期4.How to write an reply to enquiries4。如何寫一個。如何寫一個回復詢盤回復詢盤l thank the enquirer for his interest in your products.感謝問詢他在你的

10、產品感興趣感謝問詢他在你的產品感興趣l introduce your products correctly, stressing the characteristics and the advantages of the goods.介紹你的產品是正確的，強調和貨物的特點介紹你的產品是正確的，強調和貨物的特點l send all the necessary information that the enquirer asks for.l 把所有必要的信息，調查者要求把所有必要的信息，調查者要求l encourage a positive reply.鼓勵一個肯定的答復。鼓勵一個肯定的答復。 W

11、e have received your name and address from.and are glad to learn that you export hand-madegloves of different colors and designs.我們從我們從收到您的姓名和地址，收到您的姓名和地址，很高興得知你口不同的顏色和設計的手工制作的手套。很高興得知你口不同的顏色和設計的手工制作的手套。 We are a large dealer of gloves in Liverpool andbelieve there is a steady demand here for gloves

12、 of high quality.我們是一家大型經銷商手套在利物浦和相信這里有穩我們是一家大型經銷商手套在利物浦和相信這里有穩定的需求的高品質手套定的需求的高品質手套 Would you please send us your catalogue and pricelist with details of your terms of payment? It wouldbe highly appreciated if you could also send samplesof your products.請寄給我們你的目錄和您的付款細節方面的價格表請寄給我們你的目錄和您的付款細節方面的價格表嗎？

13、如果你可以發送你的產品樣品，不勝感激嗎？如果你可以發送你的產品樣品，不勝感激 We look forward to your early reply.我們盼望早日得到你方的答我們盼望早日得到你方的答復。復。 5. Sample Letters字母示例字母示例 1) ) a first (general) enquiry）第一（一般）查詢）第一（一般）查詢 2) a specific enquiry We are now in the market for .現在我們對我們的現在我們對我們的.市場市場 Our detailed requirements are as follows:我們的具體要

14、求如下：我們的具體要求如下： Quantity: 5000 sets 數量數量500套套 Packing: in cartons包裝包裝 紙箱紙箱 Shipment: Sept/Oct 2007裝運：九月裝運：九月/十月十月2007 Please quote us the best price CIF Sydney with details of your terms of payment.請給我們報最好的價格請給我們報最好的價格CIF悉尼與悉尼與你們的付款條件的細節你們的付款條件的細節 If your price is reasonable and the quality is found

15、to be satisfactory , we would place regular orders with you.如果你們的價格合理、質量滿意，我們會定期訂購。如果你們的價格合理、質量滿意，我們會定期訂購。 We are looking forward to your early reply.我們期待您的早日答復我們期待您的早日答復Exercises:1.Fill in the blanks with correct prepositions.1)We are _ the market _ mountain bicycles. If your price is competitive a

16、nd your samples are satisfactory _ our customers, we shall place orders _ you _ large quantities.2)We have received your enquiry _ October 10 _ TV sets. We are sending our quotation along _ the catalogue _ your reference.3)We have learned _ ABC company that you are one of the leading manufacturers s

17、pecializing _ digital cameras.4)We regret that we are not able _ supply the goods you ordered because they are _ of stock at present, but we assure you that we will revert _ this matter when they are available.5)We look forward _ your early reply.2.Complete the following sentences in English.1) To a

18、cquaint you with the products we export, l我們現給你方航郵產品目錄三份。我們現給你方航郵產品目錄三份。l十件樣品已經另郵寄出。十件樣品已經另郵寄出。l我們現附寄兩份價格表。我們現附寄兩份價格表。2) Please quote l最優惠的香港到岸價。最優惠的香港到岸價。l倫敦離岸價，含我方倫敦離岸價，含我方3%3%傭金。傭金。l100100打男士襯衫最低價。打男士襯衫最低價。3.Translate the following message into English. 我們從我們從BHTBHT公司得知貴公司公司得知貴公司AL326AL326型號型號漆料（

19、漆料（paint）質量很質量很好，暢銷世界。好，暢銷世界。 我公司是中國最大的化工產品進口商之一，在該行業已經我公司是中國最大的化工產品進口商之一，在該行業已經有有2020多年的經驗了。多年的經驗了。 現寄去詢價單一紙，希望貴方報大連最低到岸價含我方現寄去詢價單一紙，希望貴方報大連最低到岸價含我方2%2%傭金，標明最早船期和可供數量。為方便我方了解貴方全部傭金，標明最早船期和可供數量。為方便我方了解貴方全部產品，請立即航郵產品，請立即航郵6 6份產品目錄份產品目錄. . 若貴方報價具有競爭力，我方擬大量定購。若貴方報價具有競爭力，我方擬大量定購。 盼早復。盼早復。 Key to exercis

20、e 3:l We learn from BHT Corp. that your paint No.AL326 is good in quality and enjoys fast sales all over the world.l We are one of the biggest importers of chemicals in China, having experiences in this line for more than 20 years.l We are enclosing a sheet of /(an) enquiry, hoping that you could quote the lowest CIF Dalian, including o