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1、UnitThreeEnquiriesandReplies【基本要求】本单元主要介绍询盘和回复的基本知识和技巧。掌握常用礼貌套语,注意不同情况的处理方式和方法。【重点难点】掌握不同情况询盘的处理方式和方法【讲授学时】2学时【课程内容】Ⅰ.BriefIntroduction1.EnquiriesTherearetwokindsofenquiries:generalenquiryandspecificenquiry.Enquirycanbemadebyimporterorexporter,butusually
2、byimporter.Inageneralenquiry,theimportermayonlyaskforCatalogues,pricelists,samplesorsomeotherreferencematerialsfromtheexporter.Inaspecificenquiry,theimportermayrequiresomespecificinformationofcertaingoodssuchasprice,specification,discount,quantity,termso
3、fpayment,dateofshipment,etc.andotherreferencematerials.Iftheenquiryismadetoanestablishedcustomer,thelettershouldincludethefollowingpoints:1)sayhowmuchyouareinterestedintheproductsorservice2)askforcatalogues,pricelists,samplesorenquireaboutsomeotherspecif
4、ictradeterms3)expresstheexpectationthattheenquirycanbegivenimmediateattentionIftheenquiryismadetoanewcustomer,thelettershouldincludethefollowingpoints:1)informthereaderoftheresourceofyourinformation2)makeaselfintroductionofyourcompanyorbusiness3)definee
5、xactlywhatyouareinterestedin4)askforcatalogues,pricelists,samplesorenquireaboutsomeotherspecifictradeterms5)expresstheexpectationthattheenquirycanbegivenimmediateattention2.RepliestoEnquiriesWhengivingrepliestoenquiries,youshoulddealwithitcarefullyandpro
6、mptly.Specialcareshouldbegiventoafirstenquiryinparticularsoastocreategoodwill.Iftheenquiryisfromanoldcustomer,sayhowmuchyouappreciateit.Ifitisfromanewcustomer,sayyouaregladtoreceiveitandexpressthehopeofalastingfriendlybusinessrelationship.Ⅱ.结合课本的6示例对上面的知
7、识点进行巩固Ⅲ.NewWordsandExpressions(课本P44)Ⅳ.Notes1.selectionn.选择,挑选,选拔2.wholesalern.批发商3.supply1)n.补给,供给,供应品2)vt.补给,供给,提供,补充,代理4.rangen.列,行,一系列,一批,一套;范围;界限5.effectvt.实现,完成,达到(目的等)6.enquire=inquirev.询问(常与about,for连用)7.inadditionalso;aswellas也;另外,加之inadditionto
8、overandabove;besides加于……之上;除……之外又8.examinev.1)检验,检查2)审查,审核9.individualadj.1)单独的;特殊的;个别的2)仅适合一人或一事的3)独特的;有特性的10.popularityn.普及,流行,声望enjoy/wingeneral/greatpopularity享有盛名,受欢迎,得众望11.favorableadj.赞成的,有利的,赞许的,良好的,讨人喜欢的,起促进作用的afa