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1、Unit2EnquiriesandRepliesITeachinggoals:Ssaresupposedto(1)Graspenquiryterms,definition,categories.(knowledge)(2)Beskilledatdealingwithenquirycorrespondences(ability)(3)Flexiblymakeenquirieswithsellers(competence)IIDifficultpoints:(1)howtocomposeaproperenquiry(2)howtomakeanenqu
2、iryIDefinition&Categories1.Definition:Anenquiryisrequestforinformationaboutthegoods,includingcatalogues,samples,prices,paymentterms,deliveryetc.2.Enquiriesaregenerallymade/sentbybuyers/importertosellers/exportersafterseeinganadvertisementinnewspaperorvisitingatradefair.3.Enqu
3、iriesmaybemadebypost,fax,e-mail,eventelephoneorthroughface-to-facetalk.IIThreeMajorCategories1.FirstenquiryAnenquirysenttosupplier/exporterthatimportershavenotpreviouslydealtwith.Itbeginsbytellinghowimportersobtainedthenameofthecompanyandthentheimportermakesabriefintroduction
4、ofhisownbusiness.2.GeneralEnquiryAnenquirymadetogetthegeneralinformationaboutthegoods.Inthegeneralenquiry,theimportermayonlyaskforcatalogues,pricelists,samples,orotherinformationfromtheimporter.3.SpecificEnquiryAnEnquirymadetogetdetailedinformationaboutthegoodssuchaspriceterm
5、sofpayment,deliveryetc.concerningtheparticulargoodstheimportersareinterestedin.IIIIdentifySampleEnquiriesSample1DearSirs, WevisitedyourstandattheMilanfairlastOctoberandwewereinterestedinyourleatherboots.WearewholesalersinthenorthofEnglandandwethinkyourarticlescouldfindapromis
6、ingmarketinginourarea. Wewouldbeverypleasedtoreceiveyourcatalogueandpricelist.Letusalsohaveyoursalestermsforlargeorders. Ifyourpricesandtermsmeetourrequirements,wewillbegladtostartabusinessrelationshipwithyou.Welookforwardtoreceivinganearlyreply.Yoursfaithfully, JohnCarter Pu
7、rchasingmanagerSample2Gentlemen:WelearnfromABC&Co.Ltd,NewYorkthatyouarealeadingexporterinyourcountry.Weare,atpresent,verymuchinterestedinimportingyourgoodsandwouldappreciateyoursendinguscatalogues,samplebooksorevensamplesifpossible.PleasegiveusdetailedinformationofCIFGuangzho
8、uprices,discounts,andtermsofpayment.Wehopethiswillbeagoodstartforalo
