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1、InternationalBusinessCorrespondenceChapter3EnquiriesandReplies1Contents◆Introduction◆Keywordsstudy◆Specimenletters◆Writingtactics◆Languagesummary◆Exercises2ⅠIntroductionAnenquiryisarequestmadebyabuyerforgoodsorserviceheisinterestedin.Whenmakinganenquiry,thebuyermayaskaboutprice,productspecif
2、ication,packing,delivery,termsofpaymentandsoon.Anenquiryshouldbeclearandtothepoint.Whenabuyermakesanenquiry,hehasnoobligationtopurchase.Ontheotherhand,thesellerwhoreceivessuchanenquiryisundernoobligationtoreply.3Thereplylettersanswerquestions,supplyinformationand/ormaterials,offerspecialhelp
3、andattempttosatisfytheneedsofthosewhomaketherequests.Inletterofreply,thesellerissupposedtogiveafullanswertotheenquiry.Hemaysendaquotationorevenmakeanoffer.Enquiriesmeanpotentialbusiness.Promptandcarefulrepliesareofgreatimportance.So,Thereplyshouldbeprompt,courteous…4Howtomakeanenquiry?Whenma
4、kingenquires:Givedetailsofyourownfirmandaskforneededinformationfromyourprospectivesupplier.Bespecificandstateexactlywhatyouwant:thegoodsneeded,usualtermsoftrade,acatalogue,apricelist,asample,aquotation,etc.,soastoenablethesellertoquoteorofferthecorrectgoods.Inanenquirysuchphrasesareoftenused
5、as“Shouldyourpricesbecompetitive”,“Ifyourquotationisfavourable”or“Pleasequoteyourbestprices”.Thetacticoftenusedtoinvitebettertermsistogivethesellersomehopeofsubstantialordersorcontinuedbusiness.5Ifitistheinitialcontactbetweenthetwoparties,thebuyershouldbegintheletterbytellinghowhehasobtained
6、thesupplier’sname,detailsofhisowncompanyandbusinessscopewillalsobeincluded.Althoughanenquiryisnotlegallybindinguponeithertheexporterortheimporter,itisthefirststeptowardssuccessfulbusinessandshouldbehandledwithgreatcare.6Howtoreplytoanenquiry？Whengivingrepliestoenquiries,makesurethatyouhavean
7、sweredallthecustomer’squestions,andincludeallthepointsyouwanttomake,assureyourcustomerthatyouhavefaithinyourproductorservice.7TypesofEnquiryGeneralenquiry:theimportermayonlyaskforcatalogues,pricelists,samples,orothergeneralinformationaboutthegoodsf
