外貿(mào)函電中的詢盤

1、.Chapter Three EnquiryLearning Objective: To master the writing methods of an enquiry; To identify the types of enquiries; To grasp the definition of enquiry and useful expressions. Section One Brief IntroductionIn foreign trade, enquiries are usually made by buyers without engagement to get informa

2、tion about the goods to be ordered, such as price, catalogue, delivery date and other terms.Enquiries may be either dispatched by mail, cable, telex and fax or handed to the supplies through personal contact.When making an enquiry, a buyer usually begins with a question or questions he wants to ask.

3、 The reader then knows at once what the enquiry is about.Generally speaking, we should keep our enquiry short and to the point; say what needs to be said and then stop. For instance, if you are an enquirer, you should state clearly in your enquiries to foreign suppliers your exact requirements, incl

4、usive of prices, discounts, terms of payment and the length of time required for delivery. There is no need for long, over-polite phrases and still less for humbleness. Nowadays, many firms even use a printed enquiry form instead of a letter.An enquiry must be acknowledged in terms that establish go

5、od will if an immediate sale is not possible. If it is from an old customer, say how much you appreciate it; if it is from a new customer, say you are glad to receive it an express the hope of keeping up friendly business relationship.Furthermore, enquiries should be addressed to the company because

6、, in this way, your letter will receive quick attention. If you address the enquiries to an individual, your letter may have to wait while he is away. Or you may make a mistake and address it to the wrong individual, and this will also mean delay.To sum up, enquiries should be brief, specific, court

7、eous and reasonable. In return, the answers to enquiries should be prompt, courteous and helpful. In case the goods enquired for are currently out of stock, the supplier should inform the enquirer when they will be available and, by taking this opportunity, introduce some other products as substitut

8、es so as to create a good impression, which hopefully will result in more business.Section Two Writing Steps Opening: If this is the first time the enquirer asks for product details from the reader, the former should state clearly where he obtained the relevant information of the latter. After that,

9、 he can move further to make a brief introduction about himself. By doing so, the enquirer can help the receiver obtain as much information as possible about the former so as to eliminate the latters worry in establishing business relationship with the enquirer.If this is not the first time, the enq

10、uirer would probably express his current situation and interest in the very beginning. Since the enquirer and the receiver have known each other well, this kind of enquiry letter can be more casual than the situation mention above. Body: In this part, the enquirer should get down to the point and st

11、ate clearly whatdetails of the product he would like to know.Closing: to express hope of early replySection Three Specimen LettersSpecimen Letter 1 A general enquiry DearSirs,We learn from Brown & Clark Co. Ltd., New York that you are a leading company in exporting cotton piece goods. At present, we

12、 are interested in Printed shirting and shall be pleased to receive from you by airmail catalogues, sample books and all necessary information regarding these goods so as to acquaint us with the quality and workmanship of your supplies. Meanwhile please quote us your lowest price CIF Pusan, includin

13、g our 5% commission, stating the earliest date of shipment. Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.We trust you will give us an early reply.Yoursfaithfully,Noteslearn from 從獲知leading company 大公司，主要的公司cotton piece goods 棉制品at pre

14、sent 目前receive from 收到的來信regarding 跟有關(guān)的acquaint with 使熟悉，了解workmanship 工藝place a large order with 向下一筆大數(shù)額的訂單Specimen Letter 2 A specific enquiry for iron nailsDear Sirs,We intend to buy large quantities of Iron Wire Nails of all sizes and should be obliged if you would give us a quotation per metric

15、 ton CFR. Lagos, Nigeria.It would also be appreciated if samples and/or brochure could be forwarded to us.We used to purchase this article from other sources, but now prefer to buy from your corporation because we are given to understand you are able to supply large quantities at more attractive pri

16、ces. Besides, we have confidence in the quality of Chinese products.We look forward to hearing from you by return.Yours faithfully, Notesbe obliged 不勝感激 metric ton 公噸be appreciated 不勝感激brochure 產(chǎn)品說明書forward 寄送be given to understand 獲悉，聽說hear from 收到來信by return 立即，收信后立即Specimen Letter 3 An enquiry fo

17、r porcelain wares Dear Sirs,Through the courtesy of the Chamber of Commerce in your country we learn that you are one of the leading exporters of porcelain wares of a variety of types. We avail ourselves of this opportunity to approach you in the hope of establishing business relations with you.We h

18、ave been exporters of porcelain wares for many years. Now we are interested in your porcelain tea and coffee cups and saucers of different shapes.Please inform us of your trade terms and forward samples and product brochures. If your prices are in line, we trust important business can materialize.We

19、 are looking forward to your early reply.Yours faithfully,NotesThrough the courtesy of 承蒙的幫助或介紹Chamber of Commerce 商務(wù)部porcelain wares 陶瓷器皿a variety of 各種各樣的avail oneself of this opportunity to 借此機(jī)會去approach 靠近，接近in the hope of 寄希望于inform sb of 告知，通知某人be in line 合適materialize 得以實施，實現(xiàn)Specimen Letter 4

20、 Enquiry about ability to produce according to specificationsDear Sirs,Can you screen-print T-shirt to our specification?We are now expanding our business to include items for collections. We are looking for manufacturers who can make and print T-shirts according to our patterns and designs. Since t

21、he T-shirts are intended for the niche market of collection, the quality is of utmost importance. Though the number of prints for each design may not be very large, we are prepared to accept prices a little higher than ordinary items. It is understood that the designs are and remain to be our intell

22、ectual property rights. You are not supposed to duplicate or sell any of our designs to any other customers without our written approval.In order to safeguard the collection value, defective pieces, if any, shall be destroyed. They shall not be disposed of in any other markets including your own dom

23、estic market.Please let us know if you are interested in such cooperation. If you are, please quote us lowest FOB price, stating your normal lead-time.If your price is competitive and delivery time acceptable, we are ready to sign long-term contract with you.Your early reply will be highly appreciat

24、ed.Yours faithfully,Notesscreen-print 絲網(wǎng)印刷intend 打算niche market 縫隙市場，瞄準(zhǔn)機(jī)會的市場of utmost importance 非常重要intellectual property rights 知識產(chǎn)權(quán)duplicate 復(fù)制written approval 書面同意FOB 離岸價Section Four Useful Expressions and SentencesUseful Expressions1.learn/obtain from 從獲知2.Through the courtesy of 承蒙的幫助或介紹3.lead

25、ing company 大公司，主要的公司4.at present 目前5.be obliged/grateful 不勝感激6.appreciate it if 如果我（們）將不勝感激7.place an order with 向下訂單8.brochore/leaflet/pamphlet 產(chǎn)品說明書9. avail oneself of this opportunity to 借此機(jī)會去10. in the hope of 寄希望于11. inform sb of 告知，通知某人12. be in line 合適13.intend to 打算14.be of utmost importanc

26、e 非常重要15. by return 立即，收信后立即16.prospective customers 潛在的客戶17.forward 寄送Useful SentencesOpening1. We learn from that you are exporting 我方從獲悉貴方出口2. We know your company through the courtesy of 承蒙公司好意，介紹貴公司給我方。3. We are keenly interested in importing from your company.我方很希望從貴公司進(jìn)口4. We have seen your ad

27、vertisement in and are particularly interested in your 我們在見到你們的廣告，我們對你們的尤感興趣。WeBody1. It will be appreciated if you can quote us a firm offer for 如果你方能報的實價的話，我方將不勝感激。2. Please quote your lowest prices for請報的最低價格。3. Please quote us your best price and shipping date.請報以最低價格及裝運日期。4. We would appreciate

28、 a sample of each of the items listed above.請寄來以上物品的樣品。5. Please submit specifications, perfectly with illustrations.請說明產(chǎn)品規(guī)格，最好附上圖示。6. Please send us your latest catalogue with your best CIF Tianjin prices.請寄來你方最新的產(chǎn)品目錄并報以最低的天津到岸價。7. If you do not deal in this line, please hand on our enquiry to the

29、appropriate company.如果你方不經(jīng)營此業(yè)務(wù)，請將我們的詢盤轉(zhuǎn)交給有關(guān)公司。8. Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.如果你方報價有競爭性且交貨期可以接受，我們將會向你們下一筆大訂單。Closing1. We look forward to hearing from you.期盼你方早日回復(fù)。2. We hope this will be a good start for long and pr

30、ofitable business relations.希望這是我們雙方長期互利關(guān)系的開始。.3. I am looking forward to a favorable reply at your earliest convenience.急盼佳音。4. We trust you will give us an early reply.相信你方將盡早回復(fù)。Section Five ProjectsProject 1Situation: 假設(shè)你是吉隆坡菲新雅貿(mào)易有限公司的業(yè)務(wù)員，從事各種自行車的進(jìn)出口，你的一些潛在客戶對飛鴿牌自行車感興趣，打算從你這購買1000輛該品牌自行車，向你尋求報價。你

31、現(xiàn)在寫信給中國的一家自行車出口商咨詢自行車單價及供應(yīng)1000輛自行車的條件，并要求對方報1000輛飛鴿牌自行車吉隆坡到岸價及交貨時間。Requirements:Write an enquiry letter according to the above situation.Project 2把下列詢盤翻譯成英文：我公司從紐約ABC公司獲悉，你公司專門出口尼龍床單和枕套，我們是中國一家有著40多年歷史的大型紡織品進(jìn)出口公司，現(xiàn)欲從貴公司進(jìn)口優(yōu)質(zhì)床單及枕套，如能將貴公司最新的產(chǎn)品目錄及價格單發(fā)給我方，將不勝感激。Section Six Exercises Fill the missing word

32、s in the blankets with the given letters.Dear Sirs，Thank you for your letter of March 6 e for our tape recorders and your desire to enter into d business relations with us.As requested, we are sending you our q sheet covering the types in which you are interested. Unless o stated, all the products c

33、an be supplied within four weeks after r of your order and the prices listed are s to our final c . On an order e 10,000 sets, we usually allow a 3% quantity d .Some latest c s and b s have also been sent to you under separate cover for your r . Should any of the items be suitable for your market, p

34、lease let us know. As soon as your s enquiry is received, we will make you an offer immediately.Your early reply will be much a . Yours faithfully, Translate the following sentences into English 1 承蒙武漢菲新雅貿(mào)易有限公司的惠顧，我們了解到貴公司專門從事紡織品的進(jìn)出口已經(jīng)數(shù)十年了.2 從紐約A.B.C公司獲悉，你公司出口尼龍床單和枕套，對上述品質(zhì)優(yōu)良價格公道的商品，本地區(qū)常有需求。3 我們寫信給你寄

35、希望于能和你們建立業(yè)務(wù)關(guān)系.4 你方如果能報優(yōu)質(zhì)綠茶的成本加運費保險費到墨爾本最低價，我們將不勝感激.5 你方所報價格需要包括到溫哥華的保險和運費.6 希望這是我們雙方長期共利關(guān)系的開始. Translate the following letter into English 事由本公司是芝加哥最大的縫紉機(jī)進(jìn)口商之一，我們經(jīng)營各種牌號的縫紉機(jī)已經(jīng)有二十多年了。我們熱切地希望與你公司建立業(yè)務(wù)關(guān)系，發(fā)展我們兩國之間的貿(mào)易。隨函附上地235號詢價單一紙，盼望你方早日給我們報芝加哥到岸價，包括我們的傭金5%，報價時請講明最早交貨期和可供數(shù)量。為了便于我們了解你們的產(chǎn)品，請你們立即航空郵寄目錄十本。倘若

36、你們報價具有競爭性的話，我們打算訂購1000臺。如蒙早日復(fù)信，不勝感激。Section Seven Professional Development 外貿(mào)業(yè)務(wù)員如何才能有效促進(jìn)詢盤成交？ 當(dāng)外貿(mào)企業(yè)已經(jīng)從網(wǎng)絡(luò)上獲得了詢盤，并且跨過了群發(fā)階段，與海外買家取得了一對一的連接，這時應(yīng)該遵循怎樣的一些原則，才能盡可能的將詢盤向成交的方式引導(dǎo)？ 首先，業(yè)務(wù)員主動聯(lián)系買家的頻率不要過高，但要保持所有聯(lián)系方式暢通可用。 外貿(mào)業(yè)務(wù)員需要理解，初期的海外潛在買家一定不會回復(fù)您的每一封郵件的，當(dāng)外貿(mào)業(yè)務(wù)員追問目標(biāo)價格、出貨日期、訂單進(jìn)展等敏感信息時，很多海外買家不得不選擇沉默，因為他可能自己還沒有落實好，或者他覺得還沒有到告知您這些信息的階段；當(dāng)外貿(mào)業(yè)務(wù)員只是閑聊式的和他溝通交流，試圖拉近距離，他也可能不會搭理您，因為很多海外買家只關(guān)注生意本身，不必要的交流他們并不歡迎。 當(dāng)外貿(mào)業(yè)務(wù)員的幾封詢盤買家沒有回復(fù)，您或多或少總會感覺心里沒底，擔(dān)心訂單是否被別人給搶了，總想做些什么事去爭取。但其實，訂單實在不是爭取來的，您即使每天電話傳真郵件輪番轟炸，也很難將一個不屬于您的訂單爭取過來，只可能讓買家覺得威脅和反感，更糟糕的是，下一次他有詢盤，會猶豫是否還要再發(fā)給你。 其次，要多和海外