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1、UNITTHREE ENQUIRIES,QUOTATIONS,OFFERSANDCOUNTER-OFFERS本章学习目标Understandingtheprocessofinternationaltradenegotiation;了解国际贸易合同磋商阶段的基本步骤；Understandingthefunctionandfeaturesofenquiry,quotation,offerandcounteroffer;了解询盘、报价、发盘、还盘的功能和特点；Mastertheessentialcompon
2、entsofaletterofenquiry,quotation,offerandcounteroffer;掌握询盘、报价、发盘、还盘信件的结构；Mastertypicalsentencesandexpressionsinwritingsuchletters.掌握询盘、报价、发盘、还盘的惯用句型。3.1LettersaboutEnquiries3.1.1CategoriesandStructureofEnquiries（询盘函的分类和结构）Enquiriesmaybedividedintotwotypes
3、:generalenquiriesandspecificenquiries.Ingeneral,writinganenquiryshouldconcernthefollowingpoints:(1)Introducestatementoftheresourcesofinformationorpreviousletter,etc..Certainly,ifyouaremakingafirstenquiry,abriefself-introductionisnecessaryallthetime.3.1Lett
4、ersaboutEnquiries(2)Showwhatinformationorservingyouneedthereadertosupply.(3)Courteousclosetoexpressthehopeofreceivingrepliesandshowwishtocooperate.Areplytotheenquiryisusuallycomposedofthefollowingthreeparts:(1)Theopeningparagraphtoexpressthanksandacknowled
5、getheenquiry.3.1LettersaboutEnquiries(2)Provideallthedetailsofwhatyoucansupplyinanswertotheenquiry.(3)Expressthehopethattheinformationwhichyouhavegivenwillbeusefulandlookforwardtofuturebusiness.3.1LettersaboutEnquiries3.1.2SampleLettersofEnquiries（询盘函范例）1.
6、SamplelettersofgeneralenquiriesandrepliesSampleLetter1Notes:1.enquiryn.询价，询盘美式英语中写作inquiryenquirev.询价，询购3.1LettersaboutEnquiriesgeneralenquiry一般询盘specificenquiry具体询盘，详细询盘make(send,give)sb.anenquiryforsth.向某人询某种商品的价格，向某人询某种商品的盘ThankyouforyourenquiryofAugust
7、3forourkeyboard.感谢你8月3日对我方键盘的询价。3.1LettersaboutEnquiries2.learnfrom...收到……的来信；从……获知用做“从……获悉”时，类似的词组还有：notethat,understandthat,knowthatHelearnedfromhisfamilyeverymonthwhenhestudiedaboard.他在国外留学的时候，每个月都收到家里的来信。3.1LettersaboutEnquiriesWearegladtolearnfromyour
8、letterofJune18thatyouhavebookedourorder.很高兴从你方6月18日信函中得知你方已从我方订货。3.CommercialCounselor’sOffice商务参赞处4.embassyn.大使馆3.1LettersaboutEnquiries5.manufacturev.,n.大量生产，大量制造manufacturern.制造商Furniturenowadaysisgenerall
