4.1 Inquiry and Reply在线视频

第四单元 询盘和回复

第四单元 询盘和回复
Unit 4 Inquiry and Reply

第四单元 询盘和回复

介绍

介绍
Introduction

介绍

首先
Firstly

Firstly

让我介绍一下关于询盘的定义

让我介绍一下关于询盘的定义
let me introduce the definition about inquiry

let me introduce the definition about inquiry

询盘是对信息的一种寻求
An inquiry is a request

询盘是对信息的一种寻求

询盘是对信息的一种寻求
for information

for information

在国际贸易中

在国际贸易中
In the international business

在国际贸易中

进口商可能向出口商发出询盘
the importer may send an inquiry to an exporter

进口商可能向出口商发出询盘

邀请他们对自己想买的货物报盘或发盘
inviting a quotation or an offer

邀请他们对自己想买的货物报盘或发盘

邀请他们对自己想买的货物报盘或发盘
for the goods he wishes to buy

for the goods he wishes to buy

或者只是简单地询问一些他感兴趣的货物的一般信息

或者只是简单地询问一些他感兴趣的货物的一般信息
or maybe just simply asking for some general information

或者只是简单地询问一些他感兴趣的货物的一般信息

或者只是简单地询问一些他感兴趣的货物的一般信息
about the goods in which he is interested

在实际业务中

在实际业务中
In actual business

在实际业务中

因为询价单只是探讨购买的可能性
since the inquiry is only

因为询价单只是探讨购买的可能性
to explore the possibility of buying

因为询价单只是探讨购买的可能性

so it is not legally binding

所以不具有法律约束力
so it is not legally binding

and it is also not responsible

也对将来可能达成的协议负责
and it is also not responsible

也对将来可能达成的协议负责

也对将来可能达成的协议负责
for an agreement that can be reached in the future

As a tentative contact with the other party

作为与对方的试探性接触
As a tentative contact with the other party

As a tentative contact with the other party

询盘人可以同时向多个对象发出一个询盘

询盘人可以同时向多个对象发出一个询盘
the inquiry person can issue one inquiry

询盘人可以同时向多个对象发出一个询盘

询盘人可以同时向多个对象发出一个询盘
to several objects at the same time

询盘人可以同时向多个对象发出一个询盘

现在让我们看看本单元的学习目标

现在让我们看看本单元的学习目标
Now let’s look at the learning objectives in this unit

询盘信指南

询盘信指南
Guideline of Inquire Letter

询盘信指南

询盘的类型
Types of Inquiries

询盘的类型

对询盘的答复
Replies to inquiries

对询盘的答复

实用词语和表达

实用词语和表达
Useful words and expressions

实用词语和表达

案例学习

案例学习
Case Study

案例学习

Guideline of Inquire Letter

询盘信指南
Guideline of Inquire Letter

In making enquiries

在进行询盘时
In making enquiries

在进行询盘时

我们需要遵循以下指引

我们需要遵循以下指引
here are some guidelines we need to follow

1. Inquire separately

1. 分别向不同地区和国家的制造商或代理商询盘以争取到最佳贸易条件
1. Inquire separately

1. 分别向不同地区和国家的制造商或代理商询盘以争取到最佳贸易条件

1. 分别向不同地区和国家的制造商或代理商询盘以争取到最佳贸易条件
to manufacturers

1. 分别向不同地区和国家的制造商或代理商询盘以争取到最佳贸易条件
or agents of the different regions and countries

1. 分别向不同地区和国家的制造商或代理商询盘以争取到最佳贸易条件

1. 分别向不同地区和国家的制造商或代理商询盘以争取到最佳贸易条件
for the best trade terms

2. 对于规格复杂的产品

2. 对于规格复杂的产品
      2. For products with complex specifications

      2. For products with complex specifications

最好在价格之外提供详细的说明

最好在价格之外提供详细的说明
it is best to provide detailed explanations

最好在价格之外提供详细的说明

最好在价格之外提供详细的说明
in addition to the price

这样可以避免来回谈判和浪费时间
which could help us

这样可以避免来回谈判和浪费时间

这样可以避免来回谈判和浪费时间
to avoid round-trip negotiation and waste of time

这样可以避免来回谈判和浪费时间

3. 没有诚意的询盘会使您失去商业信誉

3. 没有诚意的询盘会使您失去商业信誉
      3. Inquiries without sincerity

3. 没有诚意的询盘会使您失去商业信誉

3. 没有诚意的询盘会使您失去商业信誉
will cause you to lose business credit

询盘的类型

询盘的类型
Types of Inquiries

询盘的类型

询盘有两种类型

询盘有两种类型
There are two types of inquiries

询盘有两种类型

一种是一般询盘
One is the general inquiry

一种是一般询盘

另一种是具体询盘
and the other is specific inquiry

and the other is specific inquiry

一般询盘

一般询盘
General Inquiry Letter

商业上的一般询盘信通常要求提供商业研究或市场调查所需的信息
General inquiry letters in business

商业上的一般询盘信通常要求提供商业研究或市场调查所需的信息

商业上的一般询盘信通常要求提供商业研究或市场调查所需的信息
usually ask for the information they need

商业上的一般询盘信通常要求提供商业研究或市场调查所需的信息

商业上的一般询盘信通常要求提供商业研究或市场调查所需的信息
for a business research

商业上的一般询盘信通常要求提供商业研究或市场调查所需的信息

商业上的一般询盘信通常要求提供商业研究或市场调查所需的信息
or market survey

在一般询盘中
In general inquiry

在一般询盘中

写信人应清晰地陈述他所需要的所有信息
the writer

写信人应清晰地陈述他所需要的所有信息
should clearly state all the information he needs

should clearly state all the information he needs

通常包括产品的一般介绍
Usually it includes the general description about the products

Usually it includes the general description about the products

如产品目录、价目表或样品
such as a catalogue

如产品目录、价目表或样品

如产品目录、价目表或样品
a pricelist or sample.

a pricelist or sample.

具体询盘

具体询盘
Specific Inquiry Letter

具体询盘又称详细询盘
Specific inquiry is also called inquiry with details

具体询盘又称详细询盘

which refers to a request not only for a pricelist

它不仅是对价格表、目录、样品的询价
which refers to a request not only for a pricelist

它不仅是对价格表、目录、样品的询价

它不仅是对价格表、目录、样品的询价
catalogue

它不仅是对价格表、目录、样品的询价

它不仅是对价格表、目录、样品的询价
sample

but also the quotation of price

还是对报价、付款方式、折扣、交货期、交货地点、保险等条款的询问
but also the quotation of price

还是对报价、付款方式、折扣、交货期、交货地点、保险等条款的询问

还是对报价、付款方式、折扣、交货期、交货地点、保险等条款的询问
payment methods

还是对报价、付款方式、折扣、交货期、交货地点、保险等条款的询问

还是对报价、付款方式、折扣、交货期、交货地点、保险等条款的询问
discounts

还是对报价、付款方式、折扣、交货期、交货地点、保险等条款的询问

还是对报价、付款方式、折扣、交货期、交货地点、保险等条款的询问
delivery date

还是对报价、付款方式、折扣、交货期、交货地点、保险等条款的询问

还是对报价、付款方式、折扣、交货期、交货地点、保险等条款的询问
delivery place

还是对报价、付款方式、折扣、交货期、交货地点、保险等条款的询问

还是对报价、付款方式、折扣、交货期、交货地点、保险等条款的询问
insurance and other terms

所以
So

所以

我们可以从信中得知

我们可以从信中得知
we can learn from the letter

we can learn from the letter

that the Buyer intends to place an order with the Seller

买方打算向卖方下订单
that the Buyer intends to place an order with the Seller

买方打算向卖方下订单

在询价的过程中

在询价的过程中
In making this inquiry

In making this inquiry

最好是由买方指出他从哪个渠道获得卖方公司的信息
it would be better that

最好是由买方指出他从哪个渠道获得卖方公司的信息

最好是由买方指出他从哪个渠道获得卖方公司的信息
the Buyer indicates through which channel

最好是由买方指出他从哪个渠道获得卖方公司的信息
he get the information of the Seller’s company

例如从广告或展览中
such as from the advertisement or the exhibition

然后进一步询问细节
and then go further to ask for details

以下是写具体询盘信的技巧
Here are some tips for writing a specific inquiry letter

以下是写具体询盘信的技巧

打印表格
A printed form

打印表单是指包含填写空白栏的文档

打印表单是指包含填写空白栏的文档
A printed form means

打印表单是指包含填写空白栏的文档

打印表单是指包含填写空白栏的文档
a document that contains fill-in blanks

打印表单是指包含填写空白栏的文档

您可以在其中输入信息

您可以在其中输入信息
in which you enter information

in which you enter information

许多公司用打印表格以提高效率
Many companies use it to improve the efficiency

许多公司用打印表格以提高效率

2.明确需求
Second one

2.明确需求

2.明确需求
Clear requirements

在询价信中

在询价信中
In inquiry letters

在询价信中

您的要求应该写得很清楚

您的要求应该写得很清楚
your requirements should be written clearly

您的要求应该写得很清楚

including prices

包括价格、折扣、支付条款、装运时间或交货日期
including prices

包括价格、折扣、支付条款、装运时间或交货日期

包括价格、折扣、支付条款、装运时间或交货日期
discounts

包括价格、折扣、支付条款、装运时间或交货日期

包括价格、折扣、支付条款、装运时间或交货日期
terms of payment

包括价格、折扣、支付条款、装运时间或交货日期

包括价格、折扣、支付条款、装运时间或交货日期
and the time of shipment or date of delivery

Third one

3.寄给公司
Third one

3.寄给公司

3.寄给公司
Addressed to the company

询盘应以公司而不是个人名义提出

询盘应以公司而不是个人名义提出
Enquiries should be addressed to the company

询盘应以公司而不是个人名义提出

询盘应以公司而不是个人名义提出
instead of an individual

只有这样才会得到迅速的注意

只有这样才会得到迅速的注意
only in this way

只有这样才会得到迅速的注意

只有这样才会得到迅速的注意
prompt attention will be received

当您的咨询信中提到上述细节时

当您的咨询信中提到上述细节时
When the above details mentioned in your inquiry letter

当您的咨询信中提到上述细节时

公司将能立即为满足您的要求做准备
the company will be able to prepare right away

公司将能立即为满足您的要求做准备
on how to meet your requirements

on how to meet your requirements

并指定负责此回复的人

并指定负责此回复的人
and nominate the person who will be in charge

并指定负责此回复的人

并指定负责此回复的人
for this reply

并指定负责此回复的人

对询盘的答复

对询盘的答复
Replies to inquiries

对询盘的答复

对询盘信的答复应迅速、礼貌并包含询盘者所要求的所有信息

对询盘信的答复应迅速、礼貌并包含询盘者所要求的所有信息
The replies to enquires should be prompt

对询盘信的答复应迅速、礼貌并包含询盘者所要求的所有信息

对询盘信的答复应迅速、礼貌并包含询盘者所要求的所有信息
courteous and cover all the information asked for

courteous and cover all the information asked for

如果您现在不能满足询问者的要求

如果您现在不能满足询问者的要求
If you cannot satisfy the enquirer’s demand at the moment

如果您现在不能满足询问者的要求

acknowledge the letter immediately

立即确认来函
acknowledge the letter immediately

立即确认来函

giving the reason and assuring that

说明原因并保证会尽您所能地满足他的要求
giving the reason and assuring that

说明原因并保证会尽您所能地满足他的要求
you will do all you can to meet his requirements

说明原因并保证会尽您所能地满足他的要求

If the inquiry is from an old client

如果是老客户的询价 对他对你的产品感兴趣表示感谢
If the inquiry is from an old client

如果是老客户的询价 对他对你的产品感兴趣表示感谢

如果是老客户的询价 对他对你的产品感兴趣表示感谢
express your appreciation of his interest in your products.

如果是来自新客户表达您的感激之情

如果是来自新客户表达您的感激之情
If it is from a new customer

如果是来自新客户表达您的感激之情

如果是来自新客户表达您的感激之情
express your appreciation and the hope

如果是来自新客户表达您的感激之情

希望保持友好的业务关系
to keep friendly business relations

希望保持友好的业务关系

从而创造良好的信誉 给客户留下良好的印象
so as to create goodwill

从而创造良好的信誉 给客户留下良好的印象
and leave a good impression to the reader

Useful Words and Expressions

实用词语和表达
Useful Words and Expressions

实用词语和表达

通常

通常
Usually

通常

一封综合性的询盘信包含三个部分
there are three parts serving in a comprehensive inquiry letter

开头段

开头段
Starting

Starting

询问信息

询问信息
Inquiry for the information

结尾段

结尾段
Ending

结尾段

开头段

开头段
Starting

首先自我介绍

首先自我介绍
Introduce yourself firstly

首先自我介绍

Then state the sources of information

然后陈述从何处得知对方信息
Then state the sources of information

然后陈述从何处得知对方信息

提到更多的细节可以让您更可信

提到更多的细节可以让您更可信
To mention more references with details

提到更多的细节可以让您更可信

提到更多的细节可以让您更可信
can make you more credible

can make you more credible

良好的开端使更可能读者读完整封信

良好的开端使更可能读者读完整封信
A good starting will make the reader go further

良好的开端使更可能读者读完整封信

良好的开端使更可能读者读完整封信
in reading the whole letter

良好的开端使更可能读者读完整封信

下面的表达是您可以作为开场白的例句
The following expressions are the examples

下面的表达是您可以作为开场白的例句
of opening phrase you can use

下面的表达是您可以作为开场白的例句

下面是一些例子

下面是一些例子
Here some example

下面是一些例子

Our company specialize in the area of…

我们公司专门经营……
Our company specialize in the area of…

Our company specialize in the area of…

我们是中国编织地毯的主要生产商之一

我们是中国编织地毯的主要生产商之一
We are one of the main producers

我们是中国编织地毯的主要生产商之一
of woven carpet in China

of woven carpet in China

我们有兴趣与您进行业务交易……”

我们有兴趣与您进行业务交易……”
and we are interested in making a business

我们有兴趣与您进行业务交易……”

我们有兴趣与您进行业务交易……”
transaction with you…”

transaction with you…”

我们通过……的推荐得到贵公司的信息

我们通过……的推荐得到贵公司的信息
We get the information of your company

我们通过……的推荐得到贵公司的信息

我们通过……的推荐得到贵公司的信息
through the recommendation of …

我们通过……的推荐得到贵公司的信息

美国宝洁公司告诉我们

美国宝洁公司告诉我们
“We were advised

美国宝洁公司告诉我们

美国宝洁公司告诉我们
by P&G company of America

美国宝洁公司告诉我们

that you were interested in

贵公司有意供应个人卫生用品……
that you were interested in

贵公司有意供应个人卫生用品……

贵公司有意供应个人卫生用品……
supplying personal hygiene products…

supplying personal hygiene products…

Your letter of MM/DD has been received with thanks…

我方已收到您某月某日的来信
Your letter of MM/DD has been received with thanks…

非常感谢……
Your letter of MM/DD has been received with thanks…

非常感谢……

贵方展位上展示的瓷砖样品给我们留下了深刻印象……”

贵方展位上展示的瓷砖样品给我们留下了深刻印象……”
We were deeply impressed

贵方展位上展示的瓷砖样品给我们留下了深刻印象……”

贵方展位上展示的瓷砖样品给我们留下了深刻印象……”
by the tile samples

贵方展位上展示的瓷砖样品给我们留下了深刻印象……”

贵方展位上展示的瓷砖样品给我们留下了深刻印象……”
displayed on your booth

贵方展位上展示的瓷砖样品给我们留下了深刻印象……”

上个月在中国进出口商品交易会上

上个月在中国进出口商品交易会上
at China Import and Export Fair last month…”

at China Import and Export Fair last month…”

我们生产部的同事对您们的机器评价很高

我们生产部的同事对您们的机器评价很高
Our associate in the production department

我们生产部的同事对您们的机器评价很高

我们生产部的同事对您们的机器评价很高
speak highly of your machines

我们生产部的同事对您们的机器评价很高

and we would like to have more information about them…”

我们想了解更多关于它们的信息……”
and we would like to have more information about them…”

我们想了解更多关于它们的信息……”

Inquiry for the information

询问信息
Inquiry for the information

询问信息

详细询问

详细询问
Specific inquiry

Specific inquiry

明确告诉卖家您需要什么信息或者您想要什么样的服务

明确告诉卖家您需要什么信息或者您想要什么样的服务
tell the seller

明确告诉卖家您需要什么信息或者您想要什么样的服务

明确告诉卖家您需要什么信息或者您想要什么样的服务
clearly about what information

明确告诉卖家您需要什么信息或者您想要什么样的服务
you need or what kind of service you want

明确告诉卖家您需要什么信息或者您想要什么样的服务

尽最大的努力使这部分内容表述清晰和具体

尽最大的努力使这部分内容表述清晰和具体
Try your best to make it as clear and concrete as possible

举个例子

举个例子
For example

举个例子

We would like to get to know your latest designs and…

我们想了解一下您们的最新设计……
We would like to get to know your latest designs and…

我们想了解一下您们的最新设计……

请早日报价……

请早日报价……
Your early quotation for…

Your early quotation for…

不胜感激

不胜感激
would be very much appreciated

不胜感激

请问您是否可以航邮寄给我们贵公司最新的商品目录和价目单?

请问您是否可以航邮寄给我们贵公司最新的商品目录和价目单?
Could you please send us your latest catalogue

请问您是否可以航邮寄给我们贵公司最新的商品目录和价目单?
and pricelist by airmail?

请问您是否可以航邮寄给我们贵公司最新的商品目录和价目单?

请告知我们您通常的付款方式

请告知我们您通常的付款方式
Please let us know

请告知我们您通常的付款方式
the usual method of payment for you…

the usual method of payment for you…

结尾段

结尾段
Ending

结尾部分很重要

结尾部分很重要
The Ending part is important

结尾部分很重要

因为它会给对方留下印象

因为它会给对方留下印象
because it will leave an impression to your counterparty

因为它会给对方留下印象

Although it is written in short and simple phrases

虽然这部分是由简短的表达完成
Although it is written in short and simple phrases

虽然这部分是由简短的表达完成

虽然这部分是由简短的表达完成
this part shows your courtesy

但如果有您对收信者的承诺的话

但如果有您对收信者的承诺的话
and if there is

但如果有您对收信者的承诺的话

但如果有您对收信者的承诺的话
your commitment to the reader

your commitment to the reader

Below are examples of phrases

结尾段则显示了您的礼貌
Below are examples of phrases

结尾段则显示了您的礼貌

结尾段则显示了您的礼貌
you can use for the ending part.

you can use for the ending part.

以下是一些您可以用在结尾部分的短语

以下是一些您可以用在结尾部分的短语
Simple thanks or prompt reply:

Simple thanks or prompt reply:

感谢您的关注

感谢您的关注
Thank you for your attention

感谢您的关注
We hope to hear from you in the near future

We hope to hear from you in the near future

我们希望在不久的将来收到你的来信
We hope to hear from you in the near future

我们希望在不久的将来收到你的来信

Your prompt reply is appreciated.

感谢您的及时回复
Your prompt reply is appreciated.

感谢您的及时回复

表明未来的业务或陈述贸易条件和承诺

表明未来的业务或陈述贸易条件和承诺
Indicate further business or state terms and commitment

Indicate further business or state terms and commitment

如果您方的报价令人满意

如果您方的报价令人满意
If your quotation is satisfactory

如果您方的报价令人满意

产品符合我们的标准

产品符合我们的标准
and products are up to our standard

and products are up to our standard

we will place orders with you

我们将与您订货
we will place orders with you

我们将与您订货

我们很高兴与您合作

我们很高兴与您合作
We are very glad to cooperate with you

We are very glad to cooperate with you

如果价格和报价有竞争力

如果价格和报价有竞争力
if the prices and quotes are competitive

if the prices and quotes are competitive

we will be your regular customer

我们将会成为您的长期客户
we will be your regular customer

我们将会成为您的长期客户

Provided you can offer reasonable quotations

如果您能提供合理的报价
Provided you can offer reasonable quotations

如果您能提供合理的报价

we will place regular orders with you

我们会定期跟您下订单
we will place regular orders with you

we will place regular orders with you

希望我们的合作取得巨大的成功

希望我们的合作取得巨大的成功
Hope to see our cooperation becoming a big success

希望我们的合作取得巨大的成功

We are going to use this case story

to practice business writing

in the whole processes happening in foreign trade

One of the two companies is China Oriental

China Oriental is a large-scale company

producing shampoo machines in China

The company wants to develop new markets

and expand their business in British

and now is looking for a new partner

who would like to buy their machines

While there is a company

named Smith UK in British

Smith UK is a medium-sized company

They are going to import shampoo machines from China

especially for the processing machine

the filling machine and the packaging machine

Since international trade is complicated

and the two companies are new to each other

business writing would be an important method

for them to communicate in the subsequent business activities

So

this is the background of this case

In the following units

we will learn how to write business letters

according to different trading processes

in foreign trade.

Now firstly let’s study this sample letter

of general inquiry from Smith UK

General Inquiry Letter from Smith UK

Dear Sir/Madam

We are a medium-sized business company

Smith UK in British

starting to engage

in the international trade

for shampoo machine distribution and sale

As part of our opening

we are currently looking for the similar products

with good qualities

Please send us your latest catalogue and pricelist

Thank you for you quick response

When receipt of your information

we hope to place an order with you

if your products can meet our requirements

Yours faithfully

Smith UK

Specific Inquiry Letter from Smith UK

If Smith UK wants to inquiry for details

they need to write a specific inquiry letter

instead of a general one.

Dear Sir/Madam

We are a medium-sized business company

Smith UK in British

starting to engage in the international trade

for shampoo machine distribution and sale

We are replying to your advertisement

in the website of International Trade Directory

We would like to learn more about your products

Please let me know if you can supply the following items

Processing Machine 2

Filling Machine 3

Packaging Machine 3

Please quote us your best price

by CIF London

We usually deal with new suppliers

on the basis of payment

in US dollar by confirmed irrevocable sight of credit

We also appreciate

if you could offer us some discount on bulk orders

Should your price be competitive

and payment method is acceptable

we would consider to place a large order with you

We hope this will be a good start

for a long and profitable business relations

with your good company

Yours faithfully

Smith UK

From the two letters

we can feel that

specific inquiry letter

is more concisely to the point

In this case

the letter asks for details about the size

color

quantity

unit price

payment method and discount

We can learn from the inquiry letter

that the buyer has a specific purchase intention

so it seems easy to reach an agreement.

Reply Letter from China Oriental

Now Let’s study this example letter of reply

from China Oriental

Dear Sirs

We refer to your inquiry dated Jan. 8th

2020 about the shampoo machines

We have already contacted our representative office

in London

I hope it is close to your address

They will provide you with a wide selection

of the bestselling and recommended machines

The attachment is the latest

catalogue and pricelist

All of the machines we can supply

from our stock in China

Since the price of raw materials are going up

if you could place your order earlier than this November

the original price in the list would be still in practice

Looking forward to your reply

Yours sincerely

China Oriental