Unit 4 Enquiries and Replies
询盘及回复
Unit 4 Enquiries and Replies
询盘及回复
4.1 Introduction4.1 Introduction（简介）（简介）
目的: 了解询盘的基本写作技巧和回复。
交易磋商的一般程序分为“询盘”、“发盘”、“还
盘”和“接受”四个环节。询盘（Enquiry）又称询价，
是指买方或卖方向对方询问以价格为中心的各种相关
的交易条件，包括一般询价（General Enquiry）和具
体询价（Specific Enquiry）。一般询价是指买方或卖
方向对方索取商品目录、价目表样品等。具体询价则
是指买方或卖方就指定商品要求对方发盘。
4.2 Writing Skills4.2 Writing Skills（写作技巧）（写作技巧）4.2 Writing Skills4.2 Writing Skills（写作技巧）（写作技巧）
写作步骤表达方式
（1）
说明信说明信
息来源
（告知
对方从
何种渠
道得知
Your name has been given us by the Chamber of
Commerce/ the Embassy/ the bank in )（我们Commerce/ the… Embassy/ the… bank in…).（我们
从在……地方的商会/从……使馆/从……银行获悉你
方名称。）
Your firm has been recommended to us by Bayer AG,
with whom we have done business for many years.
（多年来与我们有业务联系的拜尔股份公司将贵公司
推荐给我们）推荐给我们。）
对方公
司的情况）
道得知
Messrs…of … have given me your name as sole
agents for…（在……的……公司向我们介绍了作
为……独家代理的贵公司的名称。）
（2）
直截了
当地说
明想要
购买的
We are considering the purchase of…（我们打算购
买……。）
We are interested in importing snooker tables but we
need to have further details of the costs before
making a final decision.（我们有兴趣进口台球桌，但
在最后决定之前需要进一步了解有关价格的详细情
况。）
货物
We are regular buyers of men’s knitwear.（我们是购
买男用针织品的老客户。）
（3）
请求对
Will you please send us your illustrate/ latest
catalogue and price-list.（请您寄给我们带插图的/
最新的产品目录和价格表。）
方寄送
目录、
价格表
和样品
We should like to receive a copy of your latest
catalogue and full details of your export prices and
terms of payment, together with samples.（我们非
常希望获得贵公司的最新产品目录和有关出口价格、
付款条件以及样品的详细材料。）
Kindly let me have a description of your electric
hedge trimmers.（请贵方寄来电动修剪机的说明
书。）
（4）
强调对
方所报方所报
价格应
合理和
If your quotation is really competitive, …（如果你方
报价具有竞争力，……。）
Provided prices are right.（前提是价格便宜。）
具有竞
争性
If your products and terms compare favorably with
those of other suppliers, we shall send you an order.
（如果贵公司的产品及条件与其他供货商相比有优势，（如果贵公司的产品及条件与其他供货商相比有优势，
我方就会下订单。）
（5）
询问对
方所能
提供提供的
We should like to know if you allow discounts.（我们
想知道，你方是否给我们折扣。）
折扣，
写清你
所能接
受的支
Please let us have your lowest FOB prices, together
with your terms of business, and state your best
delivery date.（请告知贵公司最低离岸价和交易条件，
并说明最早交货日期。）
付条件
和期望
的交货
时间
We require the goods delivery would be effected q g y
within six weeks of order.（我们要求在下订单后六周
内供货。）
（6）
表示定
购货物
的可能
Will you please let us know by 4 April so that we can
place our order promptly.（请在4月4日前告知我们，
以便我方及时下单订货。）
性
Please let us know by return of post whether you
would be interested in such an order.（请发信告知
我们你方是否对这样的订单感兴趣）我们，你方是否对这样的订单感兴趣。）
回复询盘信函的写作步骤及常见表达方式：
回复询盘信函的写作步骤及常见表达方式：回复询盘信函的写作步骤及常见表达方式：
写作步骤表达方式
Many thanks for your enquiry of …（多谢您y y q y
于……日的询价。）
（1）
感谢对方的
询价
Thank you for your enquiry and for your interest
in our products.（感谢你方询价以及对我方产品
的兴趣。）
We thank you for your enquiry of …（对你方
在……日的询价信深表感谢。）
（2）
表示很高
兴寄……
给对方
We are pleased to enclose …（我们很高兴附寄给
您……。）
We have pleasure in enclosing …（我们很高兴附
寄给您……。）
We are sending you our latest price-list and
catalogue.（我们附寄给您我们的最新价格表和产品
目录。）
We are confident you will find our products the
finest on the market and considerably better than
those of our competitors who supply your market
at present.（我们确信，您将会认为我方产品是市
场上最好的，大大优于竞争对手目前所供的产品。）
（3）说明所
能提供商品
的详细信息
及优点
The specimens sent will convince you of the
excellent quality of our medical instruments（寄excellent quality of our medical instruments.（寄
去的样品会使您相信我方制造的医疗器械质量上
乘。）
We are confident you will find our products the
finest on the market and considerably better than
those of our competitors who supply your market
at present.（我们确信，您将会认为我方产品是市
场上最好的，大大优于竞争对手目前所供的产品。）
（3
）说明所
能提供商品
的详细信息
及优点
The specimens sent will convince you of the
excellent quality of our medical instruments（寄excellent quality of our medical instruments.（寄
去的样品会使您相信我方制造的医疗器械质量上
乘。）
（4）表明所提（4）表明所提
供的价格是合
理的和具有竞
争性的且说明
实行价格的期
This is the most favorable offer we can make
and you will agree that none of our
competitors can equal these terms.（这是我
们能做到的最低报价，您会承认，在我们的竞
争者中没有一家能提供与我们一样的报价。）
Price is valid until Dec.31.（这些价格至12月
31日有效。）
限
Subject to being unsold.（以未售出为前提。）
（5）阐明所能
接受的付款条
件和可能的交
货期
Our terms of payment are cash on delivery.
（我们的付款条件是货到付款。）
We should require payment by banker’sdraftWe should require payment by banker s draft
on receipt of our pro forma invoice.（我们要
求在收到形式发票后通过银行汇票付款。）
We can usually deliver within three weeks of
receiving an order.（通常我们在收到订单后三
个星期内就可供货。）
（6）希望客户
对报价满意并
能很快收到订
单或希望未来
长期开展交易
We hope you will find our quotation
satisfactory and look forward to receiving
your order.（我们希望您对我们的报价满意并
期盼您的订货。）
We look forward to doing business with you.
（我们盼望与你方洽谈业务。）
4.3 Specimen Letters4.3 Specimen Letters（样函）（样函）
Letter 1：General enquiry
Dear Sirs,
We have been informed by the Bank of U.S. Commerce,
New York that you are one of the leading exporters of4.3 Specimen Letters4.3 Specimen Letters（样函）（样函）
Letter 1：General enquiry
Dear Sirs,
We have been informed by the Bank of U.S. Commerce,
New York that you are one of the leading exporters of
New York, that you are one of the leading exporters of
textiles in China, and that you wish to export pure silkgarments to our market.
You will be pleased to note that our corporation is oneof the leading importers of textile products, having over 30years’ history and high reputation.
We shall be able to give you considerable orders, if theg y ,
quality of your products is fine and the prices aremoderate. We would be obliged if you will send us some
samples with the best terms at your earliest convenience.
Yours faithfully,
VANCOUVER TEXTILES CORPORATION
Letter 2：A reply to the above
Dear Sirs,
We take pleasure to acknowledge receipt of your letter
of January 20, from which we learn that you are interestedy , y
in bringing silk garments to the New York market.
We are enclosing our quotation sheet covering different
sizes and colors of our pure silk garments
that can be
supplied from stock. We are also airmailing you two dozen
sample garments in different sizes and colors. Delivery will
be within 30 days after your placing an order to us.y y p g
Payment of the purchase is to be effected by an
irrevocable L/C at sight in our favor.
This offer is subject to your immediate reply whichshould reach us not later than the end of next month. The
price will probably be changed once this particular offer
h l dhas lapsed.
Yours faithfully,
CHINA NATIONAL TEXTILES IMP. & EXP. CORP.
SHANGHAI HOME TEXTILES BRANCH
This offer is subject to your immediate reply whichshould reach us not later than the end of next month. The
price will probably be changed once this particular offer
h l dhas lapsed.
Yours faithfully,
CHINA NATIONAL TEXTILES IMP. & EXP. CORP.
SHANGHAI HOME TEXTILES BRANCH
4.4 Focal Words4.4 Focal Words（焦点词汇）（焦点词汇）
compare
vt. & vi. 比较
If you compare our products with theirs, you will agree that ouryou compare products theirs, you agree
price is not high at all.
comparison: n. 比较
If you make a comparison between the two samples, you will
see which is of better quality.
Th d liti h i ti f T S dThese good qualities are characteristic of our Tea Sets and
make those of other origins pale by comparison.
compete
vi.竞争
Japan competes in textiles against Britain.
We have to compete with a number of major producers here.
competent: adj. 有能力的
You should select competent workers to deal with those
buyers.
We are fully competent for the sales promotion of your
products here.
competition: n. 竞争
Competition is getting keener in the cotton market.
compete
vi.竞争
Japan competes in textiles against Britain.
We have to compete with a number of major producers here.
competent: adj. 有能力的
You should select competent workers to deal with those
buyers.
We are fully competent for the sales promotion of your
products here.
competition: n. 竞争
Competition is getting keener in the cotton market.
credit
n. 信用，信誉；信贷，赊欠；记入贷方
We should like to know exactly how their credit stands.
Our products are in high credit with the customers in Australia.
Pl l t k h th thi fi i lik l t b li bl fPlease let us know whether this firm is likely to be reliable for
credit up to USD5 000.
We shall be happy to supply you with goods on credit.
Letter of Credit
regular
adj. 经常的
If your prices are competitive, our company will be pleased to
外贸询盘l l d i h place regular orders with you.
As your purchases are regular and numerous, it would be
advisable for you to open a revolving L/C in our favor.
regular
adj. 经常的
If your prices are competitive, our company will be pleased to
l l d i h place regular orders with you.
As your purchases are regular and numerous, it would be
advisable for you to open a revolving L/C in our favor.
sell
v. 卖，出售
The rest of the goods will be sold off at greatly reduced
prices.
To our regret, we have to inform you of our inability toTo our regret, we have to inform you of our inability to
accept your order as the goods have now been sold out.
seller: n. 卖主，卖方；出售的货物
The seller assumes no liability hereunder for its failure to
make shipments.
We believe that you will find our new camera a very good
seller at the above competitive price.
4.5 Useful Sentences4.5 Useful Sentences（实用语句）（实用语句）
1. 提出询盘
We addressed our inquiry to the firm.
Will you please let us have a list of items that are imported
by you.
Please put us on your best terms, as this order forms part
of a contract.
Please put us on your very best shipping terms as regards
discount.
Please state your best terms and discount for cash.
4.5 Useful Sentences4.5 Useful Sentences（实用语句）（实用语句）
1. 提出询盘
We addressed our inquiry to the firm.
Will you please let us have a list of items that are imported
by you.
Please put us on your best terms, as this order forms part
of a contract.
Please put us on your very best shipping terms as regards
discount.
Please state your best terms and discount for cash.
Kindly let us know at what price you are able to deliver
quantities of best refined sugar.
We would appreciate it if you will please let us know the
ruling prices of the goods.
We shall be obliged by a quotation of your lowest price
for the said goods free delivered at our works.
I shall be glad if you will send me your catalogue
together with quotations.
2. 受理询盘
Our terms are cash within three months of date of
delivery, or subject to 5 per cent discount if paid within
one month.
Terms: early delivery, and net cash payment after
receipt of the material at our works, and verification of
weight and quality.
In reply to your enquiry of yesterday’sdate we are
In reply to your enquiry of yesterday s date, we are
sending you herewith several samples of wall paper
closely resembling to what you want.
We think you can well accord us a substantial discount
off your list prices, which we see are quoted net cash.
OOur terms, as our iinvoice states, are 2% 2% cash discount,
i hdi
only within ten days of date of invoice.
We shall be glad if you will quote us the best discount
for cash off your list price for cash for this quantity.
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