商務英語詢價Inquiry.docx

詢盤 Brief Introduction 在對外貿(mào)易中，交易的一方欲出售或購買某種商品，向另一方詢問買賣該商品的各項交易條件，這種口頭的或書面的表示，在進出口業(yè)務中稱之為詢盤或詢價。 詢盤一般分為兩種： 1）一般詢價：這種詢價并不一定涉及到具體的交易，一般屬于大致的了解。 2）具體詢價：所謂具體詢價實際上就是請求對方報盤（request for an offer）。也就是說，買方已準備購買某種商品，或已有現(xiàn)成買主，請賣方就這一商品報價。 Basic Expressions 1. Our buyers asked for your price list or catalogue. 我們的買主想索求你方價格單或目錄。 2. Prices quoted should include insurance and freight to Vancouver. 所報價格需包括到溫哥華的保險和運費。 3. I would like to have your lowest quotations（最低報價；底帳）C.I.F. Vancouver. 希望您報成本加運費、保險費到溫哥華的最低價格。 4. Will you please send us your catalogue together with a detailed offer? 請寄樣品目錄和詳細報價。 5. We would appreciate your sending us the latest samples with their best prices. 請把貴公司的最新樣品及最優(yōu)惠的價格寄給我們，不勝感激。 6. Your ad in todays China Daily interests us and we will be glad to receive samples with your prices. 對你們刊登在今天中國日報上的廣告，我們很感興趣。如能寄來樣品并附上價格，不勝欣慰。 7. Will you please inform us of the prices at which you can supply? 請告知我們貴方能供貨的價格。 8. If your prices are reasonable, we may place(訂購(貨物)；發(fā)出(訂單等) a large order with you. 若貴方價格合理，我們可能向你們大量訂貨。 9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you. 若質(zhì)量好且價格適合我方市場的話，我們愿考慮與你方簽署一項長期合同。 10. As there is a growing demand for this article, we have to ask you for a special discount. 鑒于我方市場對此貨的需求日增，務請你們考慮給予特別折扣。 11. We would appreciate your letting us know what discount you can grant if we give you a long-term regular（v. 經(jīng)常地；定期地） order. 若我方向你們長期訂貨，請告知能給予多少折扣，不甚感激。 12. Please quote your lowest price CIF Seattle for each of the following items, including our 5% commission. 請就下列每項貨物向我方報成本加運費、保險費到西雅圖的最低價格，其中包括我們百分之五的傭金。 13. Please keep us informed of the latest quotation for the following items. 請告知我方下列貨物的最低價格。 14. Mr. Smith is making an inquiry for green tea. 史密斯先生正在對綠茶進行詢價。 15. Now that we have already made an inquiry on your articles, will you please make an offer before the end of this month? 既然我們已經(jīng)對你們的產(chǎn)品進行了詢價，請在月底前報價。 16. As a rule, we deliver all our orders within 3 months after receipt of the covering letters（復蓋信，(附于包裹或另一信件內(nèi)的)說明信，附言亦作 cover letter）of credit. 一般來說，在收到相關(guān)信用證后三個月內(nèi)我們就全部交貨。 17. Please quote us your price for 100 units of Item 6 in your catalogue. 請給我們提供你們產(chǎn)品目錄冊上100組6號產(chǎn)品的報價。 18. Those items are in the greatest demand in foreign markets. 那些產(chǎn)品在國外市場上的需求量很大。 19. Would you please quote me your prices for the goods? 你能報給我這些商品的價格嗎？ 20. We have quoted this price based on careful calculations. 這個報價是我們在精打細算的基礎上得出來的。 Conversations Dialogue 1 A: Good afternoon. I am Mr. Brown, the Import manager of Atlantic Industries Ltd, Sidney, Australia. This is my card. B: Good afternoon, Mr. Brown. My name is Mrs. Anderson, manager of the sales department. A: Nice to see you, Mrs. Anderson. B: Nice to see you too, Mr. Brown. Wont you sit down? A: Thank you. B: What would you like, tea or coffee? A: Id prefer coffee if you dont mind. B: Is it your first trip to the Fair, Mr. Brown? A: No, its the fourth time. - 下午好！我是布朗先生，是澳大利亞悉尼大西洋工業(yè)有限公司進口部經(jīng)理。這是我的名片。 - 布朗先生，下午好！我是安德森女士，銷售部的經(jīng)理。 - 見到你很高興，安德森女士。 - 布朗先生，我也很高興見到你，請坐。 - 謝謝。 - 你愿喝茶還是咖啡？ - 如不介意請來杯咖啡吧。 - 布朗先生，這是您第一次參加博覽會嗎？ 不，這是第四次了。 B: Good. Is there anything you find changed （adj. 變化的；改變的）about the Fair? A: Yes, a great deal. The business scope has been broadened, and there are more visitors than ever before. B: Really, Mr. Brown? Did you find anything interesting? A: Oh, yes. Quite a bit. But we are especially interested in your products. B: We are glad to hear that. What items are you particularly interested in? A: Womens dresses. They are fashionable and suit Australian women well, too. If they are of high quality and the prices are reasonable, well purchase large quantities of them. Will you please quote us a price? B: All right. - 太好了。您發(fā)現(xiàn)博覽會有什么變化嗎？ - 對，變化很大。經(jīng)營范圍擴大了，而且客戶也多了很多。 - 布朗先生，真的嗎？你有沒有發(fā)現(xiàn)感興趣的商品？ - 是的，有很多。我們對你們的產(chǎn)品尤其感興趣。 - 聽你這樣說我們真高興。您對什么產(chǎn)品尤其感興趣呢？ - 連衣裙。這些連衣裙的款式不僅時髦，而且很適合澳洲婦女穿著。 如果這些衣服質(zhì)量好，價格合理，我們將大量訂購。您能開個價嗎？ - 那好吧。 Dialogue 2 A: Im glad to have the opportunity of visiting your corporation. I hope to conclude some substantial (adj. 大量的；實質(zhì)的；內(nèi)容充實的) business with you. B: Its a great pleasure to meet you, Mr. Brown. I believe you have seen our exhibits in the showroom. May I know what particular items youre interested in? A: Im interested in your hardware(. n. 計算機硬件；五金器具)Ive seen the exhibits and studied your catalogues. I think some of the items will find a ready market(現(xiàn)貨市場；現(xiàn)成的市場to find/have a ready market有銷路暢銷)in Canada. Here is a list of my requirements, for which Id like to have your lowest quotations, C.I.F. Vancouver. - 我很高興有這個機會參觀你們公司。我希望能與您談下大筆生意。 - 很高興見到您，布朗先生。我想您已經(jīng)看過我們展示廳里的產(chǎn)品了?？煞裰滥唧w對哪些商品感興趣？ - 我對你們的五金產(chǎn)品感興趣。我已看過你們的展示品并仔細看過你們的目錄冊。我想其中的一些產(chǎn)品很快就能在加拿大暢銷。這是我所列的需求單，請給予最優(yōu)惠的報價，溫哥華到岸價。 B: Thank you for your inquiry. Would you tell us the quantity you require so that we can work out(解決；算出；實現(xiàn)；制定出；消耗完；弄懂)the offers? A: Ill do that. Meanwhile, could you give me an indication of price? B: Here are our F.O.B. price lists. All the prices in the lists are subject to( 1. 使服從，使從屬；使受的影響(常與 to 連用) our confirmation. A: What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. Its the general practice. B: As a rule we dont allow any commission. But if the order is a substantial one, well consider it. A: You see, but I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even two or three percent would help. B: Thats something we can discuss later. - 感謝您的詢價。您能告訴我們您需要的數(shù)量以便我們報價嗎？ - 我會的，同時你能給我一個估計價格嗎？ - 這是我們的離岸價單，里面所有的價格都以我方確認為準。 - 傭金呢？從歐洲供銷商那里，我通?？梢缘玫竭M口產(chǎn)品3-5%的傭金。這是慣例。 - 一般來說，我們不允許任何傭金。但是如果訂單數(shù)量可觀，我們會考慮的。 - 但我是在傭金的基礎上做生意的。你們在價格上提供傭金將使我推銷產(chǎn)品更加容易一些。即使2%或3%也是可以的。 - 這個問題我們可以以后再討論。 Dialogue 3 A: When can I have your form C.I.F. prices, that is to say, the final offer, Mr. London? B: Well have them worked out by this evening and let you have them tomorrow morning. Would you be free to come by then? A: Yes. Ill be here tomorrow morning at 10. B: Perfect. Our offer remains open for 3 days. A: I dont need that long to make up my mind. If your prices are agreeable and if I can get the commission I want, I can place the order right away. B: Im sure youll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices havent changed much. - 倫敦先生，什么時候能給我你們公司確認的到岸價格，那就是，最后的報價？ - 我們將在今晚制定出來，明天早上讓你拿到。到時你有時間過來嗎？ - 可以，明天早上10點我過來這里。 - 太好了，我們的報價三天有效。 - 我不需要那么長時間來做決定。如果你們提供的價格合適，而且如果我能得到我想要的傭金，我可以立即下訂單。 - 你會發(fā)現(xiàn)我們的價格是最優(yōu)惠的。近幾年來，其他地方五金的價格上漲幅度很大，而我們的價格變化不大。 A: Im glad to hear that. As Ive just said, I hope to conclude some substantial business with you. B: We shall be very pleased. Is there anything else I can do for you, Mrs. Anderson? A: Im buying for chain department stores in Canada. They are also interested in Egyptian carpets. Could you introduce me to the person in charge of this line? B: Certainly, Ill make an appointment for you with Mr. Jordan of the Egypt National Native Produce and Animal By-products（土畜產(chǎn)品） Import and Export Corporation. A: Thank you very much. - 那太好了。正如我剛才所說的，我希望與你們做成一些大買賣。 - 我們也很高興。我還能為您做點其他什么嗎，安德森女士？ - 我為加拿大的連鎖百貨店選購貨物。他們還對埃及地毯很感興趣。你們能為我介紹做這行的人嗎？ - 當然可以。我會為您和喬丹先生預約一下，他是埃及國家土畜產(chǎn)進出口公司的。 - 非常感謝你們。 Words and Expressions Substantial 數(shù)量大的，大量的 subject to our confirmation 以我方確認為準 covering 有關(guān)的 chain department store 連鎖百貨店 receipt 收到；收據(jù) a ready market 市場暢銷 do business on a commission basis 做有傭金的買賣 price sheet / price list 價格單 as a rule 通常，一般來說 C.I.F Vancouver 溫哥華到岸價F.O.B. prices 離岸價，船上交貨價 hardware 五金制品 Theres no indication of price. 沒有標明價格。 sales literature 銷售說明書 specification 規(guī)格 1. We would be obliged if you would ?obliged感激”這是商業(yè)信函中的客套話，在請求對方做某事時，常用這個句型。另外，表示“感激”的句型還有： a. We would be thankful (grateful) if you would? b. We would appreciate if you would? c. It would be appreciated if you would? 2. have confidence in 對有信心 3. hear from 收到的來信 4. place an order 訂貨 5. make a delivery 交貨 A Specimen Letter Dear Sir: Thank you for your letter of 25th September. As one of the largest dealers of garments, we are interested in ladies dresses of all descriptions. We would be grateful if you would give us quotations per dozen of C.I.F. Vancouver for those items as listed on the separate sheet. In the meantime, we would like you to send us samples of the various materials of which the dresses are made. We are given to understand that you are a state-owned enterprise and we have confidence in the quality of Chinese products. If your prices are moderate, we believe there is a promising market for the above-mentioned articles in our area. We look forward to hearing from you soon. Yours faithfully, Canadian Garment Co. Ltd. 先生: 謝謝你們九月二十五日的來信。 作為服裝最大的貿(mào)易商之一，我們想購買各種規(guī)格的連衣裙。若能按附頁所示品種報每打C.I.F.溫哥華價，我們當不勝感激。同時請將各種連衣裙的布樣寄給我們。 我們得知你們是一家國營企業(yè)，我們對中國產(chǎn)品的質(zhì)量很有信心。如你方價格適中，我們相信上述商品在我們地區(qū)會有很好的市場。 盼早復。 加拿大服裝有限公司 Substitution Drills 1. A: Were quite interested in your down coats. How about the supply position? (position 形勢；狀況；處境，局面；情況)我們對你們的羽絨衣服很感興趣。請問供應情況如何？ B: For most of the articles in the catalogue, we have an ample .( mpl充足的，充裕的，富裕的，富足的，豐富的)supply.對于目錄中的大多數(shù)產(chǎn)品，我們都有充足的貨源。 All the articles displayed here are available. 這里所有展出的商品都有供貨。 Generally speaking, we can supply from stock. 總體來說，我們有存貨供應。 2 A: I dont need to remind you that the market has become very competitive. The competition has become pretty keen. you must be able to compete with rival (n. 競爭者；對手)firms. 不用說市場競爭很激烈。市場競爭變得相當尖銳。你必須能夠與你的對手公司相競爭。B: Youll find our prices are very favorable very competitive, most acceptable. 你會發(fā)現(xiàn)我們的價格很優(yōu)惠。很有競爭力。是最容易接受的。 3. A: Do you quote F.O.B. or C.I.F.? 你們報船上交貨價還是最后到岸價？B: We usually quote on an F.O.B. basis. 我們一般報船上交貨價。 a C. I.F. basis成本加運費、保險費在內(nèi)的到岸價 the basis of C. I. F. terms landed最后到岸價加卸貨價 4. A: Could you make offers for the items listed in your catalogue? 你能給出目錄中所列產(chǎn)品的報價嗎？Would you give me an offer for Item No.7? 給出七號物品的報價嗎？ May I have your offer of Model ZX 102? 給我ZX 102型的價格嗎？B: Heres the price list, but the pricesre subject to our final confirmation. 這是價格單，但最終價格取決于我們的最終確認。Here it is, but the price is subject to your confirmation before Friday. 給您，但是價格取決于您周五前的確認。Here you are, but the offer is based on immediate acceptance. 給您，但是價格必須馬上接受才行。 5. A: How long will you leave your offer open? valid on the table你的報價多長時間有效？(在未成交以前，買賣雙方交易商都可以調(diào)整報價。報價的有效期是自提交之時起到設定的某個期限內(nèi)的一段時間報價有效，超出設定的期限范圍，系統(tǒng)將視為無效報價，自動撤單。網(wǎng)上超市交易辦法規(guī)定，買賣雙方交易商提交報價申請的有效期不超過15天，超過報價有效期沒有成交的倉單，報價自動作廢。報價作廢的倉單，交易商還可重新進行報價。這樣規(guī)定的目的是為了保護買方或賣方交易商的利益，防止市場價格出現(xiàn)較大幅度變化，買方或賣方因為沒有及時調(diào)整自己的買入（賣出）報價而造成自身利益的損害。)B: Its valid (adj.有效的，有根據(jù)的；正當?shù)?for three years. 三年有