国际商务函电 Unit4 Enquiries and Replies 山东女子学院外语学院

Objectives Upon completion of this unit, you should:  know about the information to be covered in general inquiry and specific inquiry.  grasp all the important words and phrases.

Warming-up Inquiries may fall into two categories: general inquiries and specific inquiries. If the importer intends to purchase goods of a certain specification, he may ask the exporter to make an offer or a quotation for the goods. That is a specific inquiry.

Warming-up If the importer wants to have a general idea of the commodity, he may make a request for a pricelist, a catalogue, samples and other terms. This is a general inquiry. (Generally, it is also a first inquiry. That is an inquiry writing without first writing a letter to establish business relations)

Related Knowledge  价格  合理的价格  具有竞争力的价格  优惠的价格  单价  总值  金额  佣金  净价 price reasonable price competitive price favorable price unit price total value amount commission net price

 折扣  批发价  零售价  现行价格（时价）  国际市场价格 discount wholesale price retail price world (International)market price current / prevailing price

 离岸价（船上交货价）  成本加运费价（离岸加运费价）  到岸价（成本加运费、保险费价） FOB C&F CIF cost, insurance and freight

Warming-up Question If you are interested in certain products and want to know something about them. What would you write in your letter of inquiry?

Warming-up Question General inquiry 1 The source of information and a brief self-introduction 2 The intention of writing the letter. (Ask for a catalogue, samples or a pricelist) 3 Stating the possibility of placing an order

Warming-up Question Specific Inquiry  The names and descriptions of the goods inquired for, including specifications, quantity, etc.  Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect.  Stating the possibility of placing an order.

Dear Sirs, We thank you for your letter of May 3 and shall be glad to enter into business relations with you. We have seen your brochure and are interested in Green Tea Extract and Porcelain Tea Set No.TSM001. We shall be pleased if you will kindly send us samples and all the necessary information regarding these two products. Sample

Meanwhile, please quote us the lowest price, CIF Liverpool, stating the earliest date of shipment and the minimum quantity. Should your price be competitive and date of shipment acceptable, we intend to place a large order with you. Your early reply will be highly appreciated. Truly yours,

Language Points We shall be pleased if… 如果能 …… 我们将不胜感激 1. We shall be pleased if you could send us a sample. 2. We shall be pleased if you could reduce the price. 如果你方能寄送样品我们将不胜感激。 如果你方能降价我们将不胜感激。

Language Points enclose 随函 附寄 现随函附寄商品目录供你方参考。 send…under separate cover 另寄 现另寄商品目录供你方参考。 We are enclosing herewith a catalogue for your reference. We are now sending you under separate cover a catalogue for your reference.

Language Points send…under separate cover We have the pleasure of sending you under separate cover our latest catalogue. 请另寄一个样品。 我们很荣幸给你方另寄我方最新的商 品目录。 Please send a sample under separate cover.

Language Points Regarding (covering) 关于 1. Please send us a catalogue regarding your new products. 2. We shall send the pricelist regarding these products for your reference. 请寄给我们一个关于你方新产品的商品目录。 我们将寄关于这些产品的价格单供你方参考。

Language Points Please quote us the lowest price, C.I.F. Lagos, inclusive of our 5% commission, stating the earliest date of shipment. (1) 请报最低价。 (2) 请报上海船上交货最低价。 Please quote the lowest price. Please quote the lowest price, F.O.B Shanghai.

Language Points Please quote us the lowest price, C.I.F. Lagos, inclusive of our 5% commission, stating the earliest date of shipment. (3) 请报最低价，包括 3% 的佣金。 (4) 请报最低价，说明最早的装运期。 Please quote the lowest price, including 3% commission. Please quote the lowest price, stating the earliest date of shipment.

Language Points competitive 具有竞争力的 1. Their prices are more competitive. 2. Our products are selling very fast because of their competitive prices. 他们的价格更具有竞争性。 我们的商品卖的很快因为它们的价格具 有竞争力。

Language Points reasonable/ favorable 合理的 / 优惠的 1. Our price is very reasonable. It’s impossible for us to reduce the price. 2. Our price is very favorable, so we recommend you to purchase immediately. 我们的价格很合理。我们不能再降价了。 我们的价格非常优惠，所以我们建议你方立即 购买。

Language Points acceptable can be accepted 可接受的 1. If your price is acceptable to us, we will buy in large quantities. 2. Your price is unacceptable to us. We have no choice but to purchase elsewhere. 如果你方的价格可接受，我们将大量购买。 我们不能接受你方价格。我们只好在别处购买。

Language Points place an order with sb. for sth. 向某人定购某商品 1. We will place an order with you for 100 metric tons of apples. 2. We can place a large order if you can reduce the price. 我们将向你方订购 100 公吨的苹果。 如果你能降价，我们将大量订购。

Language Points appreciate 感激，感谢 1.We shall be appreciated if you could send us a brochure. 2. We shall appreciate it if you can ship the goods before August. 如果你方能寄给我们一个商品小册子，我 们将不胜感激。 如果你方能在八月前装运货物我们将不胜 感激。

How to get in touch with customer after quotation Sometimes you may encounter the following problem when trading. You received an inquiry and replied, but you got no replies. The following is the advice on how to handle such problem.

Most of us tend to take for granted that after we send the quotation, it is received by the customer. The system may have been overcrowded and at times contains virus.The successful sales person makes followup calls or s after sending the quotation.

You should never waste more than 2 s on an inquiry. 1st answer their questions and supply your best price and trade terms. If they do not respond send one follow up letter within 3 days asking them if they have any questions about the products you are selling.

Be polite and courtious in both s.The reason for sending the second is allowing them the opportunity to respond in case they have have overlooked your first .

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