Chapter Three Inquiries and Replies （询盘）.

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1 Chapter Three Inquiries and Replies （询盘）

2 Lesson 9A Lesson 9B 主要内容 Lesson 10A Lesson 10B

3 Objectives know about the information to be covered in general inquiry and specific inquiry. Objectives grasp all the important words and phrases.

4 Warming-up Questions 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.

5 9A General Inquirty 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)

6 Related Knowledge price 价格 reasonable price 合理的价格 具有竞争力的价格
competitive price favorable price unit price          total value       amount          commission net price 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

7 world (International)market 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  current / prevailing price world (International)market 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

8 A General inquiry should include the following conditions:
Stating the possibility of placing an order The intention of writing the letter. (Ask for a catalogue, samples or a price list) The source of information and a brief self-introduction.

9 Letter 1 Dear Sirs, We have seen your advertisement in the china daily. We are very interested in your Stainless Steel Spade Head and should be glad if you would send us by return your illustrated catalogue and price list of the goods. We take this opportunity to introduce ourselves to you as large dealers in machinery and believe there’s a promising market in our area for moderately priced goods of the kind mentioned. If your prices and terms meet our requirements,we will be glad to start a business relationship with you. We are looking forward to your early reply.

10 Language Points 1. general inquiry 一般性询盘 2. price list 价格单
we enclose herewith a price list. 我随函附上一份价格单。 3.place an order 下订单 place a large order大量订货 place an order with sb. for sth. 向某人订购某物 We will place an order with you for 100 metric tons of apples.我们将向你方订购100公吨的苹果。 4.looking forward to 期望，盼望 Looking forward to your prompt reply. 急盼回函。

11 Writing a reply to a general inquiry, you should pay attention to:
9B Reply to the Above Writing a reply to a general inquiry, you should pay attention to: Express your thanks for his or her interest in your products. Answer the questions he or she asked and provide other information related. State briefly the advantages of your products. If you are unable to supply the product required, please give the explanations and express your willingness to do business with the inquirer in the future.

12 Letter 2 Dear Sirs, We welcome your inquiry of 7th June and thank you for your interest in our products Enclosed are a copy of our latest catalogue and a price list for product. The various kinds of Stainless Steel Spade Head that we handle are all superior in quality, and have been sold to many countries For details, please refer to our catalogue. Should you need further information not yet covered by the above-mentioned catalogue and price list, please don’t hesitate to let us know We are looking forward to receiving an order from you.

13 Specific Inquiry should include the following conditions:
10A Specific Inquiry Specific Inquiry should include the following conditions: Expressing thanks for previous letters. 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 or expectation for favorable reply, etc..

14 Letter 1 Dear Sirs: Thank you for your letter of October We are very interested in ladies’ dresses for we are one of the largest brokers of garments in San Francisco. We would be grateful if you would give us quotations per dozen of C.I.F. San Francisco for those items as listed on the separate sheet. In the meantime, we would like you to send us samples of the various materials of which the dresses are made We know that you are a state-owned enterprise and we have confidence in the quality of Chinese products. If your prices are competitive, we will place a large order with you We look forward to hearing from you soon.

15 Language Points 1.Broker 名词 n. [C] 经纪人,掮客,代理人,中间人
a power broker 权力经纪人 act as a broker 当经纪人 股票(或证券)经纪人(=stockbroker)

16 2. quotation 行情；报价；报价单 The insurance company requires three quotations for repairs to the car.
保险公司要修理这辆汽车的三家修理厂的报价单。 3. C.I.F. San Francisco. C.I.F旧金山 I''d like to have your lowest quotation C.I.F. San Francisco. 希望你们报一个C.I.F旧金山的最低价。 4. Samples 样品,样本;试用品 Our firm gives away free samples of cloth. 我们公司免费赠送布料样品。 5. State-owned 国有的

17 Reply to Letter 1 Reply to the Above 10B Dear Sirs,
We welcome your inquiry and would like to provide you with our most favorable terms for the goods in the subject. A catalogue and quotation is attached. You will see detailed information about ladies’ dresses on the catalogue. The samples have been sent to you by air, and will reach you within this week. Other relevant information is given below: Quality Our products are of superior quality just as the samples given to you.

18 Reply to Letter 1 Packing The pure cotton shirts packed in a plastic bag each and 100 pieces in a carton. Payment We accept payment by Irrevocable Non-transferable L/C. Unit Price: $420 per dozen C.I.F. San Francisco. Discount We offer 5% discount for purchase of PCS. Delivery Our time of delivery is within 20 days after receipt of your L/C. We are looking forward to your order.

19 Language Points provide you with 供给;为...装备上 The ship was provided with radar equipment. 那船装有雷达设备。 attached 缚上,贴上,系上 新东方酷学社区: 酷学社区 - 新东方考研... attached v.缚上,贴上,系上 by air 通过航空途径;乘飞机 She often travels by air. 她常常乘飞机旅行。

20 Useful Sentences 1. Please quote the lowest price, FOB Dalian.
请报大连船上交货最低价。 2. Please make us your lowest quotation for Chinese folding fans. 请报中国折扇最低价。 3. Your quotation of Chinese folding fans is too high to be acceptable. 你方中国折扇报价太高，不能接受。 4. If your prices are favorable, I can place the order right away.  如果你们的价格优惠，我们可以马上订货。

21 5. Will you please send us your catalogue together with detailed offer?
请寄目录并附带详细报价。 6. We’d like to have your lowest quotations CIF Vancouver. 希望你方报成本加运费保险费到温哥华最低价。 7. Please send us your best offer by Internet stating payment terms and time of shipment. 请用互联网向我们报最优价，说明支付条件和装运期。

22 8. Full information as to prices, quality, quantity available and other relative particulars would be appreciated. 请详告价格、质量、可供数量及其它有关情况。 9. In order to promote business between us, we are sending you samples, by separate airmail, for your reference. 为促进双方业务往来，另航空邮寄样品以供参考。 10. To facilitate your work in pushing the sales of our products, we are sending you by airmail a small sample. A copy of the relative description leaflet is enclosed. 为了便利你方促销我方产品，现航寄一件小样品，并随函附上一份有关的说明书。

23 Thank You!