商務(wù)英語寫作 3 詢盤與回復(fù)

BUSINESSWRITING

商務(wù)英語寫作

CourseOutline2/1/20231TextBook《商務(wù)英語寫作》胡英坤車麗娟主編外語教學(xué)與研究出版社2/1/20232Contents1AnOverviewofBusinessWriting2StructureandStyleofBusinessLetters3Sales-relatedInquiries

andReplies4OrdersandConfirmationLetters5LettersaboutShipment商務(wù)信函的結(jié)構(gòu)與格式商務(wù)寫作概述

詢盤與回復(fù)函訂單與確認(rèn)函裝運(yùn)函2/1/202336LettersAboutPaymentandSettlementofAccounts7RoutineClaimsandAdjustment8PersuasiveClaimsandRefusals9SalesLetters10InvitationandThank-youLetters付款與結(jié)帳函日常投訴與理賠

邀請(qǐng)函與感謝信

銷售函

說服性索賠與拒絕函2/1/2023411LettersofApologyandCongratulation12NoticeandAnnouncement13MemosandMinutes14Preparingresumes15LettersofApplication道歉信與祝賀信通知與通告?zhèn)渫浥c會(huì)議記錄準(zhǔn)備簡(jiǎn)歷申請(qǐng)信2/1/2023516LettersofRecommendation17Proposals18OrganizingandPreparingReports19Questionnaires20BusinessAgreements意向書商務(wù)協(xié)議調(diào)查問卷推薦信報(bào)告2/1/20236

CommunicationisaBridge.BUSINESSWRITING

商務(wù)英語寫作Chapter3

Sales-relatedInquiries

andReplies詢盤與回復(fù)函

2/1/20237Sales–relatedinquiresLettersseekinginformationfallintotwobroadcategories:generalinquiriesandsales-relatedinquires.Inthischapter,weonlydiscusssales–relatedinquireswhicharewritteninregardtoaproductoraservicepurchased/soldorbeingconsideredforpurchase/sale.Inordertoobtainasatisfactoryresponse,thewriterofsuchinquiryshouldstatehis/herrequestspecificallyandcourteously.Becausebusinessesusuallybenefitfromsuchcorrespondence,youcanwritesales-relatedinquiriesindirectorder.2/1/20238Begindirectlywiththeobjective,indicatingageneralinquiryaboutproductsorservice.Includespecificrequestsorquestionsabouttheproductsorservices.Ifanumberofquestionsorrequestsareinvolved,listthembynumbersorbullets,orleavespacebetweenthem.Endwithgoodwillwordsadaptedtoeachparticularsituation.Thegeneralplanforsales-relatedinquiries:

2/1/20239RepliestoSales-relatedInquiriesAlmostallthebusinesspeopleknowthateveryinquirytheyanswer(whetherobviouslysales-relatedornot)maycarrytheseedoffuturebusiness.Inquirerswhoarenotthemselvescustomersorpotentialcustomersmaybeinapositiontoinfluenceotherstobuy.Thewriter’sfirstobjective,therefore,istobuildgoodwill.Hissecondobjectiveistoinfluencethesale,iftheinquiryopensuptheopportunityforneworadditionalbusiness.Thesuccessofbothobjectivesdependslargelyonyouradherencetotheseprinciples:2/1/202310AnswerPromptly.ReplyCourteously.RespondCompletely.ProvideAdditionalInformation.FollowuptheAnswer.Principlesforsales-relatedreplies2/1/202311Thegeneralplanforsales-relatedrepliesisasfollows:

1.Beginbycourteouslyindicatingthatyouareansweringhis/herrequestsaboutproductsorservices,identifyingthecorrespondencebeinganswered(incidentallyorinasubjectline)2.Expressinterestintherequest.3.Ifpossible,answerallquestionsandrequests,preferablyintheorderposed.4.Includeanynecessarydetailsthatthereadermayneedtoknowaboutproductsorservices.5.Usesalesopportunitieswhenappropriate.5.5.Considerincludingextras(e.g.usingresalematerialtoencouragethereadertobuy.)6.Expressgoodwillortakeanoptimisticlookintothefuture.2/1/202312Thefollowingtwolettersarewrittenaccordingtothewritingprinciplesmentionedabove.Readthemandtrytofigureouthowthewritingprinciplesareapplied.Thequestionsafterthemmighthelpyouaccomplishthetask.2/1/202313AninquiryaboutbathroomfittingsDearSirs:WouldyoukindlysendusdetailsofyourbathroomfittingswhichyouadvertisedinBusinessWeekOctober11?Pleasequoteusalltheitemslistedintheenclosedinquiryform,givingyourpricesCIFShanghai.Willyoupleasealsoindicatedeliverytime,yourtermsofpaymentanddiscountdetailsforregularpurchasesLETTER12/1/202314andlargeorders?Ourannualrequirementsforbathroomfittingsareconsiderable,andwemaybeabletoplacesubstantialorderswith'youifyourpricesarecompetitiveandyourdeliveryisprompt.Weareexpectingyourquotation.Yoursfaithfully,

TomZhangTomZhang2/1/202315AreplytotheinquiryaboutbathroomfittingsDearMr.ZhangThanksforyourinquiryaboutourbathroomfittings,andasrequested,wearesendingyouacopyofourillustratedcatalog,togetherwithourlatestpricelist(underseparatecover)fortheitemsyoulistedintheinquiryform.Detailsofourconditionsofsaleandtermsofpaymentarestatedtherein.LETTER22/1/202316

Usually,goodswillbereadythreeweeksafterwehavegottheorder.Ourcustomersdogetdiscountsforregularlargeorders.Butthediscountrateforeachdealwilldependonthequantityandtermsofpaymenttobeused.Wewillassureyouthatyouwillbeprovidedwithbathroomfittingsexcellentinqualityandreasonableinprice.Welookforwardtothepleasureofyourtrialorder.Yourssincerely,

MaryWangMaryWang2/1/202317InquiryaboutzincsheetsDearSirs:WillyoupleasesendusyourlatestcatalogueandofferusthebestpricesbasedonFOBHamburgandC.I.F.Shanghai.WeknowthatyouareamanufacturerofvariousZincSheetsthroughtherecommendationoftheChamberofCommerceinHamburg.Withmorethanthirtyyears'experienceinimportingandselling,ourcompanyhasownedtheSAMPLE12/1/202318foremostpositioninthislineinChina.Wehaveverygoodsaleschannelsanddistributorsineachplace,andalsohavemorethan50salesmenwithprofessionalexperience.Itwillbeinthebestinterestofbothpartiestosetupbusinessrelations.Weappreciateyourearlyreply.Sincerelyyours,2/1/202319AninquiryaboutbedsheetsandpillowcasesDearMs.Smith:Youradvertisementforcottonsheetsandpillowcasesattractsourattention.Wouldyoupleasesendusdetailsofyourproducts,includingsizes,colorsandprices(FOBLiverpool)andalsoindicatethedifferentqualitiesofmaterialsused?Whenquoting,pleasestateyourtermsofpaymentsanddiscountsthatyouwouldallowonpurchaseofnolessthan100dozenofindividualitems.Wealsopreferthatyousendussamplesofeachcategorybyair-mailsoastoenableustomakeasounddecision.SAMPLE22/1/202320AswearealargedealerintextilesintheUSandthereisapromisingmarketinourareaformoderatelypricedbedclothing,yourpromptattentionwillbringyouabigbusinesswithus.Bestwishes,

JamesLiuJamesLiuSalesManager2/1/202321AresponsetoaninquiryforautopartsDearMs.Allison:ThanksforyourletterdatedDecember20,2004,expressingyourinterestinourAutoParts.Enclosedpleasefindourlatestcatalogue,pricelistandabookletregardingournewlineofpartsforyourconsideration.Youwillgetaspecialdiscountof5%ifyouplaceanorderover5,000sets.Sinceweareawell-experiencedandspecializedmakerSAMPLE32/1/202322andexporterinthislineinChina,wewillbeabletoofferyouthetop-qualityproductsatlowprices.Duetotheincreasingdemandforthepartsinthemarket,wewillbeforcedtoraiseourpriceinthenearfuture.WesuggestyouorderwithusbeforeMarch2005.Wehopeyougiveusthechancetoprovideyouwithourbestqualityproducts.Sincerelyyours,2/1/202323AreplytoaninquiryaboutwatchesDearMr.Emerson:ThankyouforyourinquiryofSeptember20.Wearestillmakingwatchesofthetypereferredtoandwelcometheprospectofyourrenewedcustom.Owingtotheincreaseddemandforthem,wecannowofferthesewatchesinawiderrangethanwhenyouplacedyourlastorder.Forquantityofnolessthanadozenofeachtypeourprices,CIFHuston,arefrom$90perdozenfortheSAMPLE42/1/202324"Popular"to$240perdozenforthe"Aristocrat".Thesepricesaresubjecttoatradediscountof40%ontheexworkscosts.Theenclosedbookletcontainsdetailsofallourwatchesandwillenableyoutomakeasuitableselection.Faralltypeswecanpromisedeliverywellwithintheperiodoffourweeksmentionedinyourletter.Sincerely,LilyShen2/1/202325Aninquiryaboutlight-weightraincoatsDearSirs:Wehavegotyourcatalogandareinterestedinbuyinglight-weightraincoatsfromyou.Pleasesendusthelatestpricelist.We'dliketoknowifyoucanoffersomediscountifweplaceregularorderswithyou.Wearelookingforwardtoyourreply.Yoursfaithfully,

JohnSmithJohnSmithSAMPLECONTRAST12/1/202326Aninquiryaboutlight-weightraincoatsDearSirs:Yourcatalogshavearousedourcustomers'stronginterest.Recentlywehavereceivedanumberofrequestsforyourlightweightraincoats.Wehavegoodreasonstobelievethatwecouldplaceregularorderswithyouprovidedyourpricesarecompetitive.Fromthedescriptioninyourcatalog,wefeelthatyourrangeistheonemost,suitableforourareaandshouldbegladifyouwouldsendusyourquotationformen'sandwomen'scoats,inbothsmalland22/1/202327mediumsizes,deliveredCIFShanghai.Ifpricesarerightweshouldplaceafirstorderfor400raincoats.Shipmentwouldberequiredwithinthreeweeksoforder.Wewouldparticularlystresstheimportanceofpricesincetheprincipalmarkethereisformass-producedgoodsatpopularprices.Yoursfaithfully,

JohnSmithJohnSmith2/1/202328Areplytotheinquiryaboutlight-weightraincoatsDearMr.Smith:Wehavegotyourletterinquiringaboutourlight-weightraincoats.Asyoumayhavefoundinthecatalogwehavegotadozentypesoflight-weightraincoats.ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows:men'sinsmallsize,$2.75foreach;men'sinmediumsize,$3foreach;women'sinsmallsize,$2.25foreach;andwomen'sinmediumsize,$2.50foreach.SAMPLECONTRAST12/1/202329ShipmentwillbeeffectedwithinthreetofourweeksafterwehavereceivedL/C.Lookingforwardtohearingfromyousoon.Yourstruly,ThomasHanson2/1/202330Areplytotheinquiryaboutlight-weightraincoatsDearMr.Smith:Thankyouforyourinquiryaboutourraincoats.Ourrangeisparticularlysuitableforwarmclimateandduringthepastyearswehavehadrepeatedordersfromdealersinseveraltropicalandsubtropicalregions.ForthequantitiesyoumentionedwearepleasedtoquoteCIFShanghaiasfollows:

100men'ssmall$2.75each$275

100men'smedium$3each$300

100women'ssmall$2.25each$225

100women'smedium$2.50each$25022/1/202331

ShipmentwillbeeffectedwithinthreetofourweeksafterwehavereceivedL/C.Wefeelyoumaybeinterestedinsomeofourotherproducts,soweenclosedescriptivebookletsandasupplyofsalesliteratureforusewithyourcustomers.Welookforwardtoreceivingyourorder.Yourstruly,

ThomasHansonThomasHanson2/1/202332Whatisaninquiry?Ininternationaltrade,inquiriesareusuallymadebythebuyerstogetinformationaboutthegoodstobeordered.2/1/202333Generallyadetailedinquiryincludesmanyparts:1.thenameanddescriptionsofcommodity;2.qualityorspecifications;3.quantity;4.termsofprice(FOB,CFR,CIF,etc.)5.termsofpayment(byL/C,D/P,etc.)6.timeofshipment;7.packingmethod;…2/1/202334PatternsandSubstitutions1.WevisitedyourstandattheCantonFairandarenowwritingyoutoinquireaboutyoursilkneckties.我們參觀了你方設(shè)在廣交會(huì)上的展位，現(xiàn)特致函向你方詢問有關(guān)絲制領(lǐng)帶的情況。2/1/202335UsefulSentencePatterns1.Wouldyouplease/Couldyouplease/Willyouplease…?2.Weareinterestedin/Weareinthemarketfor…/Wewouldliketo3.Wewillappreciateitverymuchif…2/1/202336UsefulExpressions

CantonFair:China’s(Spring/Autumn)ExportCommoditiesFair廣交會(huì)：中國（春季/秋季）出口商品交易會(huì)2/1/202337PatternsandSubstitutions2.Weareinterestedin/inthemarketfor/potentialbuyersof/consideringbuying/readytopurchaseyourmen’sshirtsdisplayedinyourshowroom.我們對(duì)你方貨品展覽室里陳列的男式襯衫很感興趣。2/1/202338PatternsandSubstitutions3.YouradvertisementinthelatestissueofChinaForeignTradeinterestsus,andwewouldliketoreceivefulldetailsofyourcommodities.我們對(duì)貴方在最新一期《中國對(duì)外貿(mào)易》上所刊登的廣告很感興趣，并希望得知該商品的詳細(xì)情況。2/1/202339PatternsandSubstitutions4.Pleasesendusfivecopiesofyourlatestcataloguesatyourearliestconvenience.請(qǐng)盡早寄來最新目錄5份。2/1/202340PatternsandSubstitutions5.Perhapsatthesametimeyoucouldquoteusyourlowest/best/prevailing/competitivepricesfortheabove-mentionedgoods.也許與此同時(shí)你方能報(bào)給我們上述商品的最低價(jià)。2/1/202341PatternsandSubstitutions6.Wewouldalsoliketoknowyourtermsofpayment.我們還想了解你方的支付條件。2/1/202342PatternsandSubstitutions7.YourproductsareofgreatinteresttooneofourclientsinTianjin,whowishestohaveyourquotations/samples/price-list/illustratedcataloguesfortheitemsspecifiedbelow.我們一位天津的客戶對(duì)你方的產(chǎn)品很感興趣，并盼按下列項(xiàng)目報(bào)價(jià)。2/1/202343PatternsandSubstitutions8.Iftermsanddeliverydatearesatisfactory,weshouldexpecttoplaceregular/trial/large/considerable/substantialorderswithyou.如果交易條件和交貨日期合意的話，相信我們會(huì)定期向你方訂貨。2/1/202344PatternsandSubstitutions9.Pleaseadviseifyouareabletooffer/provide/supply/furnishthisproductandincludeleadtime,packagingandpriceFOBChinaportandCIFChicago.請(qǐng)告知你方是否能供應(yīng)這種商品，包括訂貨與交貨之間的時(shí)間、包裝、FOB中國港口和CIF芝加哥的價(jià)格。2/1/202345TranslatetheinquiryintoEnglish

敬啟者：紐約的瓊斯?史密斯公司告知我們，你們是各類棉布床單和枕套的出口商。請(qǐng)你寄給我們各種產(chǎn)品的詳細(xì)資料，包括型號(hào)、顏色和價(jià)格以及所用各種品質(zhì)原料的樣品。

我們是本地最大的紡織品經(jīng)銷商。相信所提到的這種產(chǎn)品如在我地定價(jià)適當(dāng)市場(chǎng)將會(huì)看好。

報(bào)價(jià)時(shí)，請(qǐng)說明你方的支付條件和就每種商品購買量不少于100打所能給予的折扣。所報(bào)的價(jià)格應(yīng)包括保險(xiǎn)和到利物浦的運(yùn)費(fèi)。誠摯問候。個(gè)2/1/202346SampleversionDearSirs,MessrsJohns&SmithofNewYorkinformusthatyouareexportersofallcottonbed-sheetsandpillowcases.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,colorsandprices,aswellassamplesofthedifferentqualitiesofmaterialused.2/1/202347Sampleversionpage2Wearethelargestdealerintextileshereandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthiskindmentioned.Whenquoting,pleasestateyourtermsofpaymentanddiscountyou2/1/202348Sampleversionpage3wouldallowonpurchasesofquantitiesofnotlessthan100dozenofindividualitems.PricequotedshouldincludeinsuranceandfreighttoLiverpool.

Yoursfaithfully,2/1/202349PatternsandSubstitutions1.Wehavereceived/areinreceiptof/acknowledge/wishtothankyouforyourinquirydatedMarch20,2006.我們收到了你方2005年3月20日的詢盤。2/1/202350PatternsandSubstitutions2.Weareenclosing/mailingtoyou/sendingyouwiththisletter/attachingtothisletterourillustratedcatalogueandexportprices.

隨函附寄給貴方我們的產(chǎn)品插圖目錄及出口報(bào)價(jià)單。2/1/202351PatternsandSubstitutions3.Wearepleasedtoforwardyouthesamplesofourproductswiththeirquotationsanddiscountsforyourreference.很高興寄去我們產(chǎn)品的樣品、價(jià)格和折扣率，供你方參考。2/1/202352PatternsandSubstitutions4.Weshallmakedeliveryofthegoodsuponreceiptof/immediatelyafterwereceive/assoonaswehave/shortlyafterwereceive/oncewereceiveyourorder.一旦收到你方訂單，我們將立即發(fā)貨。2/1/202353PatternsandSubstitutions5.PleasenotethatwecanonlyacceptpaymentbyL/Cinourbusinessdealingswithdevelopingcountries.請(qǐng)注意，我們與發(fā)展中國家做生意時(shí)只接受信用證付款方式。2/1/202354PatternsandSubstitutions6.Inreplyto/Inresponseto/Withrespectto/WithreferencetoyourletterdatedOctober17inquiringaboutour“Zhonghua”pencils,wearesendingyouthesamplesyourequestedunderseparatecover.復(fù)你方10月17日詢問我“中華”牌鉛筆的函，我們將另寄去你方所需的樣品。2/1/202355Patternsand