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1、Unit3Enquiry&RepliesCONTENTSReviewBackgroundInformationSampleLettersLanguagePointsGlossary&UsefulExpressionsExercisesReview1. What are the major channels through which you can obtain the general information of a company?2. What should you tell your reader when you write your first lette
2、r?Channelstoobtain the general information of a company1.TheInternet互联网2.TradeFairs商品交易会3.Banks银行4.ChambersofCommerce(inforeigncountries)商会5.Trade/Businessdirectories工商行目录/企业行目录6.Businessassociates商界朋友7.ChineseCommercialCounselor’sOfficesinForeigncountries中国驻国外的商赞处(embassies)8.Advertise
3、ments广告9.OthersourcesYourownbasicinformationWhereandfromwhomyougetthenewcustomer-generalinformationaboutacompany,concerningthename,andtheaddress.Theintentionordesireofwritingthisletter.Selfintroduction(scope,branches,conditionandproductorcommodity),financialposition,andintegrityofthewri
4、ter’scompany,etc.What is an enquiry?In international trade, enquiries are usually made by the buyersorthesellers to get information about the goods to be ordered.询盘（enquiry）也叫询价，是指交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。Anenquiry（inquiry）ismadewhenonepartyofatransactionintendstogetinformatio
5、naboutthegoodstobeordered,ortoinviteaquotationoranofferforthegoodsneeded.Anenquiryisusuallyregardedasthestartingpointoftradenegotiationwithoutlegallybindingforceuponthepartywhomadeit.在实际业务中,询盘只是探寻买或卖的可能性,所以不具备法律上的约束力,询盘的一方对能否达成协议不负有任何责任.由于询盘不具有法律效力,所以可作为与对方的试探性接触,询盘人可以同时向若干个交易对象发出询盘。但合同
6、订立后，询盘的内容成为磋商文件中不可分割的部分，若发生争议，也可作为处理争议的依据。Enquirymaybemadebymail,telegram,telex,fax,telephoneorthroughface-to-facetalk.Withtherapiddevelopmentofcomputerandinformationtechnology,ithasbecomeatrendtomakeenquiriesbyE-mail.ThecategoryofenquiriesAccordingtothebusinessrole,therearetwocategorie
7、sofenquiries:1.Theenquirymadebytheimporter（Invitationtomakeanoffer,邀请发盘）1.买方询盘是买方主动发出的向外部厂商询购所需货物的函电。在实际业务中，询盘一般多由买方向卖方发出。2.Theenquirymadebytheexporter（Invitationtomakeabid,邀请递盘）2.卖方询盘是卖方向买方发出的征询其购买意见的函电。Accordingtothecontent,therearetwocategoriesofenquiries:ageneralenquiry(一般询
