第一节 The Steps of Writing Inquiry Letters询盘信的写作步骤
  进出口交易通常先从市场调查开始, 然后建立业务关系,在建立了贸易关系后,买方往往会提出询盘,询问一些有关预订货物的细节问题,如：价格、目录、交货日期及其他条款;在询盘时,买方应认真考虑向哪些地区发出询盘以及在同一地区要与多少供货人进行联系;而卖方在收到询盘后则应立即给予答复,以使买卖成交;因此,询盘是商业谈判中实质性的第一步;
  询盘,又称为询价,可以分成两种;一种只询问价格,索取商品目录或样品,被称为一般询盘General Enquiries；另一种询盘则包括特定商品的各项交易条件,被称为具体询盘Specific Enquiry;
  ●一般询价并不一定立即接触具体交易,一般属摸底性质;其内容包括：
  1．请寄某种商品的样品、目录和价目表;
  2．探寻某种商品的品质、数量、价格、交货期等等;
  ●具体询价实际上就是请求对方报盘;也就是说,买方已准备购买某种商品,或已有现成买主,请卖主就这一商品报价;
  询盘信的具体写作结构如下：
  1．介绍信息来源或提一下上一封信等；Introductory statement of resources of information or previous letter,etc.
  情景搭配用语：Useful expressions
  ●We know your company through the courtesy of…通过……我们知道贵公司;
  ●We are a company dealing in…我方公司经营……
  ●We write to inform you that we are interested in…兹写信告知我们对……感兴趣;
  ●We have pleasure in informing you that we…很高兴告知我们……
  2．具体的询价比如要求对方提供什么信息和服务等,这一部分要写得具体、清楚；Specific enquiry, . what information or service do you need the reader to supply, etc. This part should be specific, clear  情景搭配用语：Useful expressions  ●If you can quote us a firm offer for…we shall appreciate it…如能报…最低价我们将不胜感激;  ●We will be pleased to have your offer…我们很高兴你方的报价……  ●Your quotation for the following will be highly appreciated.你方对下列商品的报价将不胜感激;  3．表示合作愿望Wish to cooperate  　●We would like very much to cooperate with you.很高兴与你方合作;  ●Should your price…we intend to place a large order with you.如果你方价格……我们打算与你大量订货;  ●We appreciate your co-operation.感谢你方合作;
第二节 The Principles of Inquiry Letters询盘信的写作原则
  询盘信要写得清楚、直截了当、切入主题、具体、语言要礼貌得体;
  询盘信的目的是询问事情,例如询问报价,索取目录,产品信息,根据询问的内容,写作也是千差万别的;但是不管你的目的是什么,如果根据下面的写作原则去写的话,你的询问肯定会得到好的回复;
  ●具体PRECISENESS
  在你开始写信之前,要了解你想要什么;例如,如果你需要一个公司产品的说明和价格,你应该按照这个目的去陈述;记住有的公司可能只卖一种产品,可能只有一个产品目录,但是另一个公司可能卖很多产品,可能有不止一个目录表,这样你就应该说清楚具体的要求;你需要所有产品,还是那一种产品;例如：
  “Please send me complete descriptive information and current prices of the office equipment and supplies available from your company.”请寄给我你公司可以提供的办公设备的完整信息和现价;
  如果你在信中询问一些信息,列出你需要对方回答的所有问题,以便读者明白你需要什么并做出相应的回复;例如,如果你们公司想在交易会展出产品,你肯定需要询问一些具体问题,如地点、展位、费用、规模、摊位费、幻灯以及其他需要的设备等等;
  ●合理REASONABLENESS
  避免问一些涉及保密的问题;如果对方可能会对你的询问产生疑问,应该简要说明一下你的原因;
  例如,如果你是受到报纸或杂志广告宣传而进行询问的,说明出版商的名称和日期;所有的组织都希望了解他们是多么有效,你通过提供这样的信息告诉了他们,他们会很感激;
  例如：
  Please send me a copy of Modernizing Your Kitchen, the free booklet mentioned in your advertisement in the June 14 issue of The Daily News. 请给我寄一份“使你的厨房现代化”,——你们6月14号每日新闻的广告中提到的免费手册;  ●客气COURTESY  用简单的礼貌的语言说明你的要求;尤其要避免命令的、很长的、要别人领情的语气;记住你要求读者帮你的忙,除了与你建立良好意愿之外,他或她得不到什么好处;  迅速准确地写清楚你需要读者提供什么;例如,如果你询问不同的事情或者问不同的问题,就列出来;如果你需要对方做一个问卷,就随信附寄一个写好的贴上邮票的信封;  ●感谢APPRECIATION  以某种方式表达你的感谢——但是不要事先感谢读者;说“thank you”或“thank you in advance”可能会使读者有必须尽义务的感觉,听起来像命令;
第三节 Text Explanation and VocabularyⅠ课文分析和词汇1
  Dear Sirs,
  Re：textiles1
  This company is one of the largest textile importers in New York. We sincerely hope to establish business relations with your company so as to promote2trade between our two countries.自我介绍及写信目的
  We are enclosing an  and looking forward to5receiving your quotation6soon,  New York inclusive of8our 5% commission9. While quoting10, please state11the earliest shipment12and quantity available13.具体询盘
  If your quotation is competitive14, we are ready to conclude substantial15business with16send for是什么意思you. Your early reply will be very much appreciated17.希望早日收到回复
  Sincerely,
  1．textiles意思用作“纺织品”时用复数形式;
  2．Promote,动词,促进,提高;Promote sales促销;
  例：
  1A 5% discount will help us promote sales. 5%的折扣会帮助我们促销;
  2Our aim is to promote the relationship between our two countries. 我们的目的是促进我们两国之间的关系;
  3We hope you will do your utmost to promote the sales of this new product.希望你方尽最大努力促销这种新产品;
  4We will do our best to promote business.我们会尽力促进业务;
  3．inquiry名词,询价enquiry,词组包括make an enquiry for sth或send an enquiry sheet;
  例：
  1The goods you enquire for are out of stock now.你方询问的商品现在缺货;
  2The buyer enquired of the seller about the quality of this new product.买方询问卖方这种新产品的质量;
  3We shall send you our quotation on receipt your specific enquiry. 一收到你方具体询价,我们就给你方寄报价单;
  4．inquiry note询价单;
  5．look forward to盼望、期待;
  look forward to后接名词或动名词,不能接动词不定式,这里to是介词;人做主语,通常用于信的结尾,表示希望;类似的表达还有expect,await,anticipate,appreciate,hope,wish等;
  例：
  1We are looking forward to your early reply.我们盼望早日收到你们的回复;
  2We look forward to receiving your good news. 希望收到你们的好消息;
  6．quotation报价;
  买方询价后,卖方需要报价;报价可使用动词quote,例如quote sb a price,也可以用名词短语make a quotation,例如make you a quotation for shirts给你衬衫的报价;
  例：
  1Your quotation of bicycles is too high to be acceptable. 你方自行车的报价太高我们不能接受;
  Too…to 句型表示太……而不能……, 例如too far to see太远看不到;
  2We will be glad to quote you CIF Lagos我们将很高兴给你方报拉各斯成本、运费加保险价;
  7．CIF到岸价,即成本加运费加保险费价;后面一般接地名,即到达港口名称;
  例：CIF London;
  8．Inclusive of = include, 包括;
  9mission 佣金;
  10．quote 动词,报价,是外贸信函中的常用语,其主要句型是：
  to quote sb. a price for sth.,该句型也可变成以下几种说法：
  to quote sb. a price
  to quote a price
  to quote sb. for sth.
  例：
  1Please quote us your lowest price CIF Lagos. 请给我们报拉各斯成本加运费加保险费最低价;
  2Please quote us your lowest price for fertilizers.请向我方报化肥最低价;
  3Will you please quote us for the following items请就以下商品报价;
  11．state说明,提到;
  例：In your quotation,please state the delivery time. 在你们的报价中请说明交货时间;
  12．Shipment 名词,装运;词组有：makeeffect shipment；动词 ship;
  例：When can you make shipment 什么时候装运
  13．Available可以得到的、可以用的
  available作形容词用,通常放在它所修饰的名词后面;可以修饰人或事;
  例：
  1There are no such men’s shirts available for export.没有可供出口的这样的男式衬衫;
  2Please ship the goods by the first available steamer.请由第一艘可以订到的船装运这批货物;
  3He is not available now. 他现在没空;/现在不到他;
  4Can you quote us a price for your bicycles available for export
请报可供出口的自行车的价格;
  14petitive 有竞争力的,即价格低的;
  例：
  Our price is the most competitive. 我们的价格是最低的;
  15．Substantial 大量的;
  例：
  If your price is competitive, we can place a substantial order. 如果你方价格低的话,我们可以大量订货;
  16．Conclude business with sb. 也可以说close business with sb.与某人达成生意
  17．appreciate感谢;用法如下：
  sb appreciate sth, sb appreciate it if…, sth be appreciated;如果要是强调的话,不能写成very appreciate,而要写成appreciate very much;
  例：
  1We shall appreciate it if you will send us a brochure and two sample books by air immediately.如果你能立即航空邮寄给我们一个小册子和两个样品簿,我们将不胜感激;
  2Your early reply is highly appreciated.感谢你们的早日回复;
  3We appreciate very much your favorable reply.我们非常感谢你们的肯定答复;
  注：Appreciate 后面接事物,thank后面接人;
  译文：
  事由：
  本公司是纽约最大的纺织品进口商之一,我们切盼与贵公司建立贸易关系,发展我们两国之间的贸易;
  随函附上第303号询价单一份,盼望你方早日给我们报纽约到岸价,包括我方5%的佣金;报价时请说明最早交货期和可供数量;
  倘若你方报价具有竞争性的话,我们打算大量成交;如能早日复信,不胜感激;  ……谨上
第四节 Text Explanation and VocabularyⅡ课文分析和词汇2
  Dear Mr. Linoi,
  As we plan our fall1inventory2, we are again in market3to buy woolens. We are principally4interested in5the traditional sweater men’s and women’s cardigans and pullovers, and would like to request6a sample7.表明写信目的
  Please also send8information9on any other knitwear that your company produces and a current price list10.具体询问
  If you plan to have a representative11at the Paris Trade Fair12at the end of July, please advise us of13your stand14number so that we can contact15you at that time.询问进一步的信息
  Thank you for your attention.最后一段表示感谢
  Yours sincerely,
  讲解：
  第一段：
  As we plan our fall1inventory2, we are again in market3to buy woolens. We are principally4interested in5the traditional sweater men’s and women’s cardigans and pullovers,and would like to request6a sample7.
  1．Fall 秋季,等于autumn;
  2．Inventory名词,库存;
  例：We plan to reduce our inventory.我们计划减少库存;
  3．to be in the market for 想要购买;意思等于buy ,purchase;In the market for 更正式,尤其用于贸易;Buy是个人或小批量买;Purchase 大量购买;这里be in the market to buy 意思同buy;
  例：They have informed us that you are in the market for chemicals.他们已经通知我方你们有意购买化工制品;
  4．Principally 主要地;意思同mainly;
  例：We handle principally textiles. 我们主要经营纺织品;
  5．to be interest in doing sth. or to do sth.有兴趣做某事;
  若后跟商品名称,表示某人对某商品有兴趣,意欲购买某商品,也可以说成：to be interested in sth. 例：
  1We are interested in buying your Woolen Sweaters.我们有意购买你方的羊毛衫;
  2We are interested in Chinese silk handkerchief.我们对中国丝帕有兴趣;
  3We are interested to buy Chinese leather shoes.我们有兴趣购买中国皮鞋;
  6．Request动词,要求;Request sb to do sth. 请求某人做某事;词组有：As requested按照要求;有时也可以说as you requested,at your request;
  例：As requested,we are sending you a brochure and a sample book.按照你方要求,我们给你们寄去一本小册子和一个样品簿;
  Request 还可以当名词,请求;
  例：Your request of being our sole agent is under discussion now. 你方想成为我们独家代理的请求正在讨论中;
  7．Sample样品;
  例：We shall send you our samples separately. 我们会另外邮寄样品;
  讲解：
  第二段：
  Please also send8information9on any other knitwear that your company produces and a current price list10.
  8．Send邮寄;
  例：We are sending you our catalog and price list for your information. 我们邮寄目录表和价格表供你方参考;
  9．information信息,消息;为不可数名词;不能说an information 或informations,但可以说a piece of information或all kinds of information;
  例：We shall be glad to receive more information on about this matter.我们将很高兴收到更多关于这件事的信息;
  10．price list价格表;
  和quotation 不一样,price list 只列出产品和产品的价格,不包括其他条款;
  例：Will you please send us your latest price list
请给我方寄最近的价格表;
  讲解：
  第三段：
  If you plan to have a representative11at the Paris Trade Fair12at the end of July, please advise us of13your stand14number so that we can contact15you at that time.
  11．representative代表;这里指代理;意思同agent;
  12．Trade Fair贸易交易会;
  例：Guangzhou Trade Fair广交会
  13．advise sb. of sth. 通知, 意思同inform sb. of sth. 还有类似的词组 Advise that …
  例：
  1Please advise us of the earliest shipment date.请通知我们最早装运日期;
  2We advise that a sample book should be sent to us.我们建议给我方寄一个样品簿;
  14．stand名词,摊位;
  15．contact接触,联系;及物动词;也可以作为名词用,后面接with;常用结构有：make contact with,hold contact with,be in contact with,get in contact with;
  例：
  1We shall contact you again, as soon as we resume offering.一旦我方能够继续供货,我将再与你方联络;
  2We are making contact with them.我们正与他们进行联系;
  译文：
  尊敬的Linoi先生,
  由于我方正在计划我们秋季的库存,我们再一次想购买羊毛;我们主要对传统的毛衣感兴趣男式和女式开襟羊毛衫和套头衫并希望得到样品;
  还请提供你公司生产的任何其他毛织物的信息以及现在的价格表;
  如果你计划参加七月底的巴黎交易会,请告诉我们摊位号码,以便我们到时与你方联系;
  谢谢;
  您诚挚的,
第五节 Useful Language询盘信的常用句式
  1．We shall be glad if you quote us your lowest price…
  如果你们能报最低价,我们将不胜感激;
  2．If you can supply it at the same price as that …
  如果你能以和…同样的价格供应…
  3．Please let us have information as to …
  请告诉我们…的情况;
  4．We should appreciate it very much if you could…
  如果你们能…我们将不胜感激;
  5．We are pleased to get in touch with you…
  我们很高兴和你们联系…
  6．Please send us …
  请给我们寄来…
  7．I am writing to inquire about…
  我写信询问…
  8．We are a leading exporter of…and would like to establish business relations with you …
  我们是一家大的…的出口商,想和你们建立业务关系;
  9．We would like to know if you could…  我们想知道你们是否可以…  10．We would appreciate your paying…  我们将感谢你们的…  11．Would you please mail us…  你们能给我们寄…  12．I am writing about the possibility of…  我写信想知道可不可以…  13．We learn from your representative office in Beijing that…  我们从你们在北京的代表处得知…  14．You will be interested to hear that…  你听到…会感兴趣的;  15．We are pleased to get in touch with you for the supply of…  我们很高兴与你们联系…的供货事宜;

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