1、Unit 2 Inquiries and offersPart 1:Points for attention about inquiries: 1. 詢價或詢盤是一種詢問。按其內容可分為一般詢盤（general enquiry)和具體詢盤（specific enquiry) 一般詢盤是買主為了了解情況向賣主索取商品目錄本、價目單、樣品或樣本等等。具體詢盤是買主有做買賣的要求，指定商品要求賣主報盤。2.在書寫一般詢盤信時，一定要做到具體，把所需了解的信息闡述清楚，如價格、裝期等等。在回信時，確保對方所詢問題都給予了回答。3.如一買方與賣方初次聯系，此買方需先作一自我介紹，如經營范圍，所需貨物等。

2、如買賣雙方是老客戶，則詢盤信就非常簡單了。 4.初次詢盤信一般包含以下內容：v簡單告知如何獲得賣方的名址，寫一些你方的業務情況。v你地市場需對方經營的貨物v 告知對方你所需的信息 Part 2:Points for Attention about offers: 發盤一般用通函，信件或者答復詢價的方法來進行。在答復詢價時，可寄送報價單。 在國際貿易實務中，發盤也稱報盤、發價、報價。法律上稱之為“要約”。發盤可以是應對方詢盤的要求發出，也可以是在沒有詢盤的情況下，直接向對方發出。發盤一般是由賣方發出的，但也可以由買方發出，業務稱其為“遞盤”。 完整的發盤應包括下列幾點：1. 對詢價表示感謝2.

3、表明價格，折扣及付款條件的細節3. 詳細說明價格包含的內容（如運費，保費等）4. 對交貨期或裝運期的承諾5. 報價的有效期6. 表達希望實盤有效期的表示： 1. Subject to your reply reaching us by (before) 2. Subject to your reply(acceptance)here within days 3. This offer is firm(open, valid. Good) for days.虛盤的表示：1. Without engagement (obligation)2. Subject to prior sale3. Sub

4、ject to our final confirmation拒絕接受發盤的信應包括以下幾點：1. 對發盤表示感謝2. 對不能接受表示遺憾3. 如適當可還盤4. 提示一起做生意的其他機會Part1:Letter 1Terms of payment: 支付條款Quote/offer :報價 quote sb. a price for sth.Eg: This is the best price I can quote(you) All prices are quoted in US dollars at a special discount of 40% Discount : 折扣 quantit

5、y discount: 數量折扣 cash discount： 現金折扣 The highest discount we can allow(give,make,grant)on this article is 10%.Place an order with sb.: 向訂貨 We are glad to place(book) an order with you for 100 tons of Dried Potato Slices(干土豆片）Refer to :參閱，查詢Letter 2Place regular orders: 定期訂購Letter 3Selection: 可供選擇的東西

6、Stand: 展臺Range : （一）系列，（一）種，（一）類 a full range of samples: 一整套樣品 a full range of shipping documents:一整套裝運單據。Letter 41. Enclosed please find our illustrated catalogues and price-list giving details of CIF Vancouver prices2. On regular purchases of quantities of not less than 300 of individual items, w

7、e would allow a trade discount of 3%Letter 51. We are in a position to supply you from our wide selection of shirts and blouses which we make for all age groups2. Any orders you may place with us will have our prompt attention.Word studyEnquiry MarketExercises I.1. Terms of payment 支付條款 2. Quantity

8、discounts 數量折扣 3. Place regular orders 定期訂購 4. A wide range of 各種各樣的 5. On behalf of 代表， 為了的利益 6. Enclosed please find 附上請查收 7. Promote the sales of 促銷 8. Profit margin 盈余，利潤幅度 9. By separate post 另郵寄 10. Be in a position to do sth. 能夠做某事 11. Competitive prices 競爭性的價格 12. Financial standing, busines

9、s capacity and character 資金情況，業務能力和信譽 13. Selling season 銷售季節 14. Supply from stock 現貨供應 15. In our favour 以我方為受益人 16. import licence 進口許可證 17. Proforma Invoice 形式發票 18. L/C at sight 即期信用證 19. Quote CIF London 報CIF倫敦價 20. Confirmed ,irrevocable L/C 保兌的，不可撤銷的信用證VI. Translate 1. Since the competition

10、of textiles is very keen in our market, it is necessary that you quote us rock-bottom prices. 由于紡織品在我方市場競爭激烈，你方有必要報最低價。2. We shall place substantial orders with you ，provided your new products are excellent in quality and competitive in price. 只要你方產品質量優良，價格有競爭性，我們將向你們大量訂購。3. There is a steady demand

11、 here for bicycles of high quality ,as cycling is popular in our country. 由于我國騎自行車很普遍，此地對高質量的自行車有穩定的需求。4. Will you please grant us a special allowance on annual total purchases above USD 20,000? This would enable us to maintain the low selling prices that will be an important reason for the growth o

12、f our business 如果每年總購買量在2萬美元以上，請能給予我方特別折扣。這樣可使我們保持較低的銷售價，這將是我們貿易發展的一個重要因素。5. In reply to your letter dated March 28, we enclose our latest illustrated catalogue for your reference. 茲復你方3月28日函，我們附上最新的帶有插圖的目錄單，供你方參考。6. 請報最好的CIF上海價格，注明最早裝運期。 Please quote us your best CIF Shanghai prices, stating the ea

13、rliest date of shipment.7. 如果你方價格有競爭力，我們愿首次訂購1200打，即每種型號各400打。 If your prices are competitive, we are willing to place our first order for 1200 dozen, ie, 400 dozen of each type8. 請放心，貴公司給我們的任何訂單都將得到我們迅速和仔細的處理, Please rest assured that any orders you may place with us will have our prompt and carefu

14、l attention.9. 收到貴公司8月2日詢價，得悉你們對我們MP208型號的真空吸塵機感興趣，現將你們所需的插圖目錄單和價格表寄給你們 We have received your enquiry of August 2 and learn of your interest in our Vacuum Cleaners MP208. We are now enclosing our illustrated catalogues and price list you asked for.10. 對于定期購買單項商品數量不少于800打，我們可給予3的折扣，用保兌的、不可撤銷的即期信用證付款。

15、 On regular purchases in quantities of not less than 800 dozen of individual items, we would allow you a discount of 3%. Payment is to be made by confirmed , irrevocable L/C at sight.Writing Particulars: Messrs. Arthur Grey & Son write to China National Import & Export Corporation, stating t

16、hat they have an order to supply a hotel with table-cloths. They request samples in handsome designs of medium and best linen(亞麻）suitable for the purpose. Part 2: Letter 1We have examined your proposal to place an order for a guaranteed minimum number of our new products in return for a special allo

17、wance,but after considering it carefully, we feel it would be better to offer you a special allowance on the following sliding scale basis Letter 21. We are pleased to make you a special offer, subject to our final confirmation, as follows: 2. Make sb an offer for sth.3. Shipment is to be made in th

18、ree equal monthly installments beginning from December, 2001. Payment is by L/C at sight.Letter 31. In reply, we are making you, subject to your reply reaching us by April 15, the following offer:2. Our colour TV sets are of top quality and reasonable price3. Take advantage of : 利用Letter 41. Your pr

19、ices appear to be on rather high side 2. We will appreciate it very much if you will consider our counter-offer most favourably and fax us your acceptance as soon as possible.Letter 51. In reply to your letter of April 6 requesting a 10% reduction in price, we regret we find it very difficult to com

20、ply with.2. Convince sb.of sth. 使某人確信Word studyOfferDraftPriceExercisesI.Translate the following 1. In return for 回報 2. Conditions of sales 銷售條件3. Be in receipt of 收到4. Quotation 報價5. As per 按照6. Annual total purchase 每年總購買量7. Similar products 類似產品8. Make sb.an offer 向某人發盤9. Assure sb.of sth 使某人確信10

21、. Commission on a sliding-scale basis 遞加傭金11. Non-firm offer 虛盤12. Firm offer 實盤13. Subject to our final confirmation 以我方最后確認為準14. The minimum quantity for order 最低起訂量15. A trial order 試訂16. After-sales service 售后服務17. Make shipment in three equal monthly 分三個月每月平均裝運18. At buyers option 由買方選擇19. Push

22、 the sales of new products 推銷新產品20. Art. No 貨號III. 1. Must: 去掉2. Declined: invalid3. Offer: offering4. Item: intems5. In : 去掉6. At: of7. As: as per 8. With : at 9. For: to10. Result from : result inTranslate the following sentences1. 我們確認已向你方電報了下列商品實盤，以9月20日前復到有效。 We confirm having cabled you a firm

23、 offer for the following goods, subject to your reply reaching us by September 20.2. 獲悉你地市場對核桃有很大需求，茲附上第6868號報價單供參考。 We have learned that there is a good demand for walnuts in your market,and take this opportunity of enclosing our Quotation Sheet No.6868 for your consideration.3. 你方6月3日來電要求我們報第33號毯子

24、的價格。現確認我方于6月6日電報向你方報盤如下，該盤不受約束。 In reply to your cable of June 3, which asked us to make an offer for our Blanket No.33, We wish to confirm our cable dispatched on June 6 offering you without engagement the following.4. 你方7月9日來函收悉，謝謝，很遺憾，你方價格偏高，無法成交。 While we thank you for your letter dated July 9, we find it very regrettable to point out that your prices appear to be on the high side and that there is no possibility of businessWriting Write