-3-询盘与答复---副本.ppt

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1、EnquiriesandRepliesLearningObjectivesBystudyingthisUnit,youwillbeableto:1.Knowwhatandhowtoenquireforthegoodsanimporterintendstobuy2.Knowtheessentialcomponentsofalettertomakeanenquiry3.Mastertypicalsentencesandexpressionsinwritingsuchletters3.1Introduction交易磋商的一般

2、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（GeneralEnquiry）和具体询价（SpecificEnquiry）。一般询价是指买方向对方索取商品目录、价目表、报价单、样品以及支付条件、交货时间等;具体询价则是指买方就指定商品要求对方发盘。Writinganenquiryshouldobservethefollowing8guidelines:1.Statespecificallywhatyoureques

3、t.2.Makearequestforreplyinexplicititemsbypointingoutemphaticallythevalueoftheinformationtoyou.3.Enumeratethequestionsinyourenquirywhentheyaremany.4.Sayhowyouobtainthenameandaddressofthecompanyanditsproductsandintroducethesituationofyourownbusiness,whenyouenquire

4、acompanywhichyourhaveneverdealtwithbefore.(Tobecontinued)5.Makeexplanationofthesituationthatthecompanyyouarerequestingisrecommended.如果给所推荐的供应商写询问信，应说明受推的情况6.Donotmentionthepricelimitthatyousetpreviously,otherwisethesuppliermayraisethequotationtothelimit.7.Showco

5、urteousnessandpolitenessbyusing“please”,“thanks”and“wewillgreatlyappreciate”,etc.8.Keepyourenquirybriefandconciseandtothepoint.Theletterofenquiryusuallyincludes3points:1.Thebeginningparagraphiswhereyouexpresswhatyouareinterested,makebriefintroductionofyourcompan

6、yorstatethepurposetowritetheenquiry.2.Inthefollowingparagraphthespecificinformationisaskedindetail.3.Thelastparagraphisforcourteousclosewheretoextendthanksandexpressthehopeofreceivingrepliesassoonaspossible.3.2WritingSkills（写作技巧）写作步骤（1）说明信息来源（告知对方从何种渠道得知对方公司的情况）

7、表达方式YournamehasbeengivenusbytheChamberofCommerce/the…Embassy/the…bankin…我们从在……地方的商会/从……使馆/从……银行获悉你方名称YourfirmhasbeenrecommendedtousbyBayerCo.,Ltd.withwhomwehavedonebusinessformanyyears.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Thecompany…in…hasgivenmeyournameasasoleagentfor…在…

8、…的……公司向我们介绍了作为……独家代理的贵公司的名称表达方式写作步骤（2）直截了当地说明想要购买的货物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Weareinterestedinimportingsnookertablesbutweneedtohavefurtherdetailsofthecostsb