1、Chapter III Inquiry and Reply Objectives:213Be able to make inquiries and replies Be familiar with the general process of inquiry and reply. Be clear of the general know basic points of inquiries. After learning this chapter, you will 3Be capable of using the terms and sentences 4Lesson 4 (A) A Gene

2、ral Enquiry (B) A Reply to the AboveLesson 5 An Order EnquiryLesson 6 (A) Status Inquiry(B) Reply to the AboveWarming up question:Concerning inquiry and reply, 1. what are the purposes of Inquires? 2. What details do people seek? 3. What is the structure of an inquiry and a reply?Business inquiriesg

3、eneral inquiries basic information a price and conditions of sales, and asks for a catalogue, a pricelist, a sample, or some other reference materials from the exporterspecific inquiries: order inquiryprice, specifications, discount, quantity, terms of payment, date of shipmentStatus inquiriesthe fi

4、nancial position, credit, reputation, and business methodsChannels:1.Bank 2.The Economic and Commercial Counsellors office of our Embassy in Foreign Countries 3.Chambers of Commerce 4.Professional inquiry agencies such as SINOSURE(中信保中信保)5.Another company that has business with the new companyWritin

5、g TipsA general inquiry: 1. products interested, 2. asking for general information, catalogue and pricelist, 3.wishes for relationships, etc. A specific inquiry : 1. specific products interested 2. asking for details: quantities, color, size, price, package, leading time，and terms of payment. 3. wis

6、hes for relationships are put at the end of letters. status inquiriesrequest or inquiry, a brief clarification, a promise to keep the information provided secret. marked“Confidential “Private and Confidential”A general inquiryA specific inquiryA Status inquiryOpening 1. Source of information1.Produc

7、ts interested1. Request & inquiryBody 2. Products interested Asking for General information, catalogue, pricelist2. asking for details: quantities, color, size, price, package, leading time，and terms of payment2. A brief clarificationClosing 3. Polite ending 3.Expression of good will3. Promise t

8、o keep the information provided secretLesson FourLesson FourGeneral InquiryGeneral Inquiry send to Importer exporterto show Interestto request general informationNotes1. hospitality n. 盛情，熱情款待盛情，熱情款待2. look for/to 找尋找尋 (詢盤常用句子詢盤常用句子)We look to buy alarm clock! 我們要購買鬧鐘。我們要購買鬧鐘。I am looking for a supp

9、lier for solar energy products. 我在我在尋找太陽能產品的供應商。尋找太陽能產品的供應商。3. estimate n./v. 估計估計; 估價估價I will give you an estimate on the amount of time it will take to complete this job. 我會告訴你完成這份工作的預計所需時間。我會告訴你完成這份工作的預計所需時間。Notes4. order n./v. 訂單訂單 regular order 定期訂單，定期訂單，trial order 試訂單，試訂單， first/initial order

10、 首次訂單首次訂單 place an order with sb. 向某人訂購向某人訂購5. significantly adv. 顯著地，大大地顯著地，大大地6. Banca Monte Dei Paschi Di Siena S.p.A. 意大利意大利西雅那銀行集團成立于西雅那銀行集團成立于1472年，總部設在意大利中部年，總部設在意大利中部中世紀的古城西雅那城市。總資產達到中世紀的古城西雅那城市。總資產達到1282億億歐元歐元，集團主要成員包括西雅那銀行、托斯卡那銀行、曼托集團主要成員包括西雅那銀行、托斯卡那銀行、曼托瓦納農業銀行。瓦納農業銀行。BackNotes 7. refer to

11、 vt. 咨詢，提交，查閱，參閱，轉給咨詢，提交，查閱，參閱，轉給 vi. 談到，談談，提到談到，談談，提到 We refer you to our bank for our financial standing. 請你們去向我們的銀行了解我們的資信狀況。請你們去向我們的銀行了解我們的資信狀況。 We refer you to our letter of March 15. 請你們參閱我方請你們參閱我方3月月15日信函。日信函。 The matter of difference shall be referred to arbitration. 不同意見將提交仲裁。不同意見將提交仲裁。 You

12、r enquiry for watches has been referred to us for attention. 你方對手表的詢價已經轉交給我們辦理。你方對手表的詢價已經轉交給我們辦理。8. regarding prep. 關于關于商品是商務英語信函的傳遞信息，是主要話題。因此突出商品功能的這類連詞比其他不商品是商務英語信函的傳遞信息，是主要話題。因此突出商品功能的這類連詞比其他不同類型語篇明顯的多，其它的還有同類型語篇明顯的多，其它的還有as regards, with reference to, covering和和concerning等。等。We have already wri

13、tten to you regarding this matter.關于此事我們已寫信答復。關于此事我們已寫信答復。BackNotes9. charge n. 費用費用10. MOQ =minimum order quantity 即最小訂購量（最即最小訂購量（最小訂單量）小訂單量）后面跟具體的數量，一般公司都會規定最小訂單量的，后面跟具體的數量，一般公司都會規定最小訂單量的，達到這個量才可以賣。達到這個量才可以賣。11. offset vt. 補償補償;抵消抵消He has to offset his small salary by living economically.他薪水微薄，不得不

14、節儉度日。他薪水微薄，不得不節儉度日。12. discount n. 折扣折扣We may offer 2% trade discount only for the order this week.我們僅對本周訂單提供我們僅對本周訂單提供2%的折扣。的折扣。 BackNotes13. brand n. 品牌品牌 logo n. 是是徽標徽標或者商標的英文或者商標的英文說法。說法。14. open an account 開立帳戶開立帳戶公司之間開立帳戶，意味著雙方建立貿易關系，即公司之間開立帳戶，意味著雙方建立貿易關系，即enter into business relations/ establ

15、ish relations. 15. confirm v. 證實，確認證實，確認His letter confirmed everything. 他的信證實了一切。他的信證實了一切。We confirm having agreed on the following points。茲茲確認確認雙方就下列各點達成協議。雙方就下列各點達成協議。BackBusiness English Correspondencespecific products Model color size specifications package photos or samples a price quotationNo

16、tes 1. Order Inquiry 客戶詢盤，買方詳細的說明訂購產品所要求的客戶詢盤，買方詳細的說明訂購產品所要求的材料、型號、顏色、尺寸等，要求賣方綜合細節進行報價。一般在客戶下材料、型號、顏色、尺寸等，要求賣方綜合細節進行報價。一般在客戶下purchase Order之前之前,都會有相關的都會有相關的Order Inquiry給業務部給業務部,做一些細節上的了解。做一些細節上的了解。2. sketch 鞋草圖鞋草圖3. spec為為specification 的縮寫，的縮寫， Size Spec/Spec sheet尺寸表尺寸表在電子郵件中還流行使用一些由首字母或讀音組成的縮略詞，在

17、電子郵件中還流行使用一些由首字母或讀音組成的縮略詞，如：如：yr: your, pls: please, ASAP：As soon as possible, pcs: pieces, CTN：carton, ETD: estimated time of delivery, PRS: pairsBackNotes4. quote v. 報價報價 Please quote us the lowest price for Printed Shirting. 請報印花細布的最低價。請報印花細布的最低價。quotation n. 報價報價quotation 后可接后可接for或或on; 若買方提到賣方已

18、對某貨作出的若買方提到賣方已對某貨作出的報價時，可用報價時，可用 ofsend /give / make / fax /email / sb. a quotation for / on sth. 向某人報某商品的價格向某人報某商品的價格We should be obliged if you would give us a quotation for the supply of 200 Kitchen Cupboards. 如能向如能向我方報我方報200個櫥柜的價格，我們將不勝感激。個櫥柜的價格，我們將不勝感激。 Your quotation of Sewing Machines is too

19、high to be acceptable. 你方縫紉機的報價太高，不能接受你方縫紉機的報價太高，不能接受Notes 5. sample 樣品樣品 這里指買方提供的樣品這里指買方提供的樣品6. upper material鞋幫材料鞋幫材料Outsole Material 大底材料大底材料7. navy blue 海軍藍海軍藍 其它顏色還有：其它顏色還有：beige 米色，米色，bone 骨色，骨色，camel 駱駝色等。駱駝色等。8. delivery date 交貨期交貨期9. payment terms 付款方式付款方式10. L/C 60days 60天的遠期信用證天的遠期信用證Note

20、s11Orient Overseas Container Line (OOCL) - 東方海外東方海外,是香港聯交所上市公司是香港聯交所上市公司 (0316) 東方海外東方海外(國際國際)有限公司有限公司 (OOIL) 的全資附屬公司，為世的全資附屬公司，為世界具規模之綜合國際貨柜運輸、物流及碼頭公司之一亦界具規模之綜合國際貨柜運輸、物流及碼頭公司之一亦為香港最為熟悉之環球商標之一，為客戶提供全面的物為香港最為熟悉之環球商標之一，為客戶提供全面的物流及運輸服務，航線聯系亞洲流及運輸服務，航線聯系亞洲 、歐洲、北美、歐洲、北美、 地中海、地中海、 印度次大陸、中東及澳洲印度次大陸、中東及澳洲/紐

21、西蘭等地，創始人為香港富紐西蘭等地，創始人為香港富商商董浩云董浩云。 BackNotes12. shipping agent 海運代理，貨代海運代理，貨代 13. FOB 全文是全文是Free On Board，即船上交貨，即船上交貨(指定裝運港指定裝運港)，習慣稱，習慣稱為為裝運港船上交貨裝運港船上交貨。另兩個常用的是。另兩個常用的是CIF: Cost, Insurance and Freight與與CFR: Cost and Freight。14. commission傭金傭金 指買賣中付給中間人的報酬。指買賣中付給中間人的報酬。The above price includes your

22、commission of 2%. 以上價格包括了以上價格包括了你方百分之二的傭金。你方百分之二的傭金。There are three items of commission left unpaid. 還有三筆傭金未還有三筆傭金未付。付。This amount includes all commissions. 此數包括一切傭金在內。此數包括一切傭金在內。Business English CorrespondenceNotescommission n. 傭金關于傭金的一些習慣說法：1）百分之幾傭金可說： a commission of % 或 .% commission2）你方或我方百分之幾傭

23、金可說： your/our commission of % 或 your/our % commission3）兩筆傭金或幾筆傭金 不可說： two or several commissions 應該說： two or several items of commissionBusiness English Correspondence4）一切傭金或各項傭金可說：all commissions5）allow (or: grant, give, offer) sb. a commission of % on （for） sth. 對于某物給予某人百分之幾的傭金 eg.The above price

24、includes your commission of 2%. There are three items of commission left unpaid.還有三筆傭金未付。 This amount includes all commissions. 此數包括一切傭金在內。Business English Correspondence eg.On an order for more than US$ 100,000 , we usually allow a 5% commission. 對于一份超過十萬美元的訂 單，我們通常給予百分之五的傭金。 Enclosed is our check

25、for US$ 782 to pay all commissions due to you. 隨函附上一張782美元的支票用以支付所欠你 方的全部傭金。 We regret to say that we can do nothing more for you unless you pay the five items of commission into your account. 歉告，除非你們將五筆傭金付清，否則我們 再也無法為你們做任何事情。BackBusiness English CorrespondenceNotes15. flat packed in carton16.AZOLes

26、son sixLesson sixA Status Inquiry （B）Reply to the Above Business English CorrespondenceA Status Inquiry 3Cs: conduct, capacity and capital ninvestigation on : financial position reputation business methods Structure1) What causes you to make the status enquiry2) What information you would like to ob

27、tain.3) Express your appreciation and your assurance of treating the information as strictly confidential. Business English CorrespondenceBusiness English Correspondence 1. CHINA CITIC BANK中信銀行成立于1987年，原名中信實業銀行，是中國最早參與國內外金融市場融資的商業銀行，并以屢創中國現代金融史上多個第一而蜚聲海內外。2.status enquiry 資信調查，資信征詢credit investigati

28、on 信用調查BackBusiness English Correspondence3. inform v. 告知；通知；報告；提供資料告知；通知；報告；提供資料 inform sb. of sth. Inform sb. that eg.We shall inform you of the market situation later.我們以后向你提供市場信息。我們以后向你提供市場信息。 We wish to inform you that business has been done at USD110 per ton. 茲告知這筆生意已按每噸一百一十美元成交。茲告知這筆生意已按每噸一百一

29、十美元成交。 Please be informed that we have already sent the samples requested. 茲告知我們已寄所需樣品。茲告知我們已寄所需樣品。BackBusiness English Correspondence 4.appreciate 欣賞；感激，理解欣賞；感激，理解 (商業信函中常用此詞表示客氣商業信函中常用此詞表示客氣) eg.We appreciate your kindness. 感謝你方好意。感謝你方好意。 It would be appreciated if you could send us your catalogue

30、 and pricelist. 如能給我方寄目錄和價目單，我們將不勝感激。如能給我方寄目錄和價目單，我們將不勝感激。 We shall appreciate it if you will make us an offer for 800 bicycles. 如能給我方報八百輛自行車，我們將不勝感激。如能給我方報八百輛自行車，我們將不勝感激。 We should be much obliged if you would reply to us at an early reply. 如能早日答復，我們將不勝感激如能早日答復，我們將不勝感激BackBusiness English Correspon

31、dence appreciate 欣賞；感激，理解欣賞；感激，理解 (商業信函中常用此詞表示客氣商業信函中常用此詞表示客氣) We should highly appreciate it if you would inform us, in confidence, of the financial and business standing of the above firm.這句是虛擬語氣，由這句是虛擬語氣，由should 和和 would 與動與動詞原形組成，語氣顯得客氣委婉。又如：詞原形組成，語氣顯得客氣委婉。又如：We should be much obliged if you wou

32、ld reply to us at an early reply.BackBusiness English Correspondence5. in confidence 機密機密6. financial standing = financial position 財務狀況財務狀況7. reference n. 資信證明人資信證明人 eg. trade reference 商行備資商行備資 The reference they have given us is the Standard Chartered Bank, Accra Branch. they have given us 是定語從句，

33、修飾是定語從句，修飾reference, 這句的主句是這句的主句是the reference is the Standard Chartered Bank, Accra Branch.BackBusiness English Correspondence8. approach sb.for sth.向某人聯系某向某人聯系某事事eg. Many buyers approached us for the supply of walnuts. 許多買主向我方聯系核桃供應事宜。許多買主向我方聯系核桃供應事宜。BackBusiness English Correspondence9. on sb s part (on the part of ) 在在方面，就方面，就而言而言 eg.The fault is on the part of the shipping company. 責任由船運公司負責。責任由船運公司負責。 On our part, we always keep our p