kok电子竞技

Chapter3

EnquiriesandRepliesWhataremainstepsinbusinessnegotiation?MainStepsinBusinessNegotiation

enquiryoffercounter-offeracceptanceBusinessknowledgeWritingpointsExerciseobjectivesSamplelettersEnquiriesInquiryandReply

BusinessknowledgeTheStudyofLetters

Case1

Case5

Case2ExerciseobjectiveObjectives

BefamiliarwiththeexpressionsandsentencesLearntowriteaninquiryandareplyFocusStudySamplelettersandsummarizewritingpointsDifficultyIdentifythecategoryandwritinganenquiry.

Definition

CategoriesBusinessknowledgeBACKAHSTSUEnquiriesDefinitionARequestforInformationaboutthegoods,includingcatalogues,samples,paymentterms,delivery.etc.Intention?MadebythebuyerstothesellersMeansapossibleopportunityCategoriesgeneralenquiries(一般询盘)for

generalinformation：informationaboutvariousgoodsspecificenquiries（具体询盘）forspecific

informationStrongerintensiontomakeanorderIfyouareanewcustomer,whatkindofinquirydoyouchoose?Ageneralone.itisthefirstletter,soyoumaywanttohaveageneralideaofhisproducts.maybeageneraloneisthebestchoiceHowcanyouidentifythekindofsample1andsample5?Sample1isforgeneralinformationofvariousgoods,soitisageneralenquiry.Sample5pointsoutwhatproductshewantsandtheyobtainstrongintensiontomakeanorderSample1QuestionsLanguagepointsWritingpointsSentencepatternsSummaryQuestion:（P62）Whomistheenquirymadeby?Whatspecificgoodsdotheyrequirefor?Whatinformationdotheyrequirefor?LanguagepointsEnquiry(美)、inquiry(英)Enquireforsth寻购Enquireabout询问一般情况Cottonbed-sheets棉布床单TableclothtablenapkinPrintedbed-sheetsStrippedbed-sheetsrangen.系列，范围，种类

afullrangeofsamples一整套样品afullrangeofshippingdocuments一整套装运单据Promising:sthlikelytobegoodorsuccessful=potential/prospectiveThereisapromisingmarketforsthModerately适当地，不大不小WealwaysusethiswordtodescribesththatisneitherlargenorsmallinamountordegreeModeratelypricedgoods定价适当的产品Whenquoting

=WhenyouarequotingQuoteQuotationQuote的用法quotesb.apriceforsth.e.g.Pleasequoteusyourbestpricewewillquoteyouthelowestpriceforbedsheetsquoteaprice

pleasequoteyourlowestpriceQuotesbforsthPleasequoteusfortheshoesQuotesth.at+price

e.g.wequotethesharesat54penceashare.QuoteCIFLondon报CIF伦敦价Send/make/givequotationforsth对…报价Discount：折扣。是卖方给与卖方的价格减让，一般按原价的百分比来计算。Allow/give/make/grant…%discountonsth按…给予…折扣=…adiscountof…%Wegive10%discountforcashpayment现金付款我们给予九折优惠国贸中使用的折扣有cashdiscountquantitydiscountspecialdiscount国贸中使用的折扣有cashdiscountquantitydiscountspecialdiscountHowtoWriteanInquiryLetter?一般询价信写四或五段：a.Sourceofinformation/thanks/intentionb.ReasonforEnquiry

orself-introductionc.Detailsofrequirement

Askingforprice,list,andcatalogue

d.Statethepossibilityofplacinganorder

e.Expectation

earlyreplyorcooperation….

OpeningSentencesSourceofinformationWeweregivenyournameby....Youhavebeenrecommendedtousby....Aswehavelearnedfrom...,youraremanufacturesof....Wehaveseenyouradin...andweareinterestedin....ReasonsforEnquiryWeareinterestedin....Weneed/areinthemarketfor....Wehavereceivedmanyenquiriesfromourcustomersfor....Wehaveaconsiderabledemandherefor....AskingforPricePleasesendyourcurrent/latestcatalogue/pricelist/brochure.Pleasequoteyourbest/mostcompetitive/lowestprice.Weshallbegladtoreceiveanofferfromyouon....ThepossibilityofplacinganorderIfthegoodscomeuptoourexpectations,wewouldexpecttobeplaceregularorder.Ifthesamplesmeetwithourapprovalweintendtoplacesubstantialorders.Ifyourpricesarecompetitiveandyourgoodsuptostandard,weshallorderonaregularbasis.SummarizeEnquiryArequestforinformationaboutthegoodsAgeneralenquiryInformationaboutvariousgoodsAspecificenquiryInformationaboutspecificgoodsCase1Quotequotesb.apriceforsthquoteapriceQuotesbforsthQuotesth.at+priceQuoteCIFLondon报CIF伦敦价Send/make/givequotationforsth对…报价Allow…%discountonsth=allowadiscountof…%WritingpointsSourceofinformation/thanks/intentionReasonforEnquiry

orself-introductionDetailsofrequirementAskingforprice,list,andcatalogue

Statethepossibilityofplacinganorder

Expectationearlyreplyorcooperation….常用句型句型1：对某产品感兴趣（1）我们对各式男式衬衫感兴趣。Wetakean

interestinvariouskindsofMen‘sshirts。（2）我们对节能灯感兴趣。WeareinterestedintheElectronicEnergySavingLamps。（3）我们对你公司的纺织品感兴趣。Yourtextilesareofinteresttous。常用句型句型2要求寄送有关资料（1）请给我们及你公司的样品。Weshallbegladbegladifyouwillsendusyoursamples.Weshallappreciateitifyouwillsendusyoursamplesandbrochure.Itwillbeappreciatedifyoucouldsendusyourlatestcataloguesandsamples.常用句型句型3要求报价（1）请报你公司童车的CIF纽约最低价。WeshallappreciateifyoucouldmakeusthebestofferforyourChildren’sBicyclesonCIFNewYorkbasis.(2)如能报印花细布的CIF纽约价当十分感谢。WewillbepleasedifyoucouldquoteusapriceforPrintedShirtingonthebasisofCIFNewYork.常用句型(3)请报我方500吨核桃最低价。Pleasemakeusyourlowestquotationfor500tonsofWalnuts.常用句型句型4其他要求1、请注意，如你方价格具有竞争性，我们将大量订购。Wehavetopointoutthatweintendtoplacealargeorderwithyouifthepriceiscompetitive.2、我们拟提请你方注意，如你方价格合理，我们将大量订购。Wehavetodrawyourattentiontothepointthatwewillplacesubstantialordersifyourpriceisacceptable.常用句型3、如你方价格可行，相信我们能达成大笔交易。Ifyourpricesareinline,wetrustimportantbusinesscanbeconcluded.Sample6(p93)SWC–superiorwhitecrystalSWCsugar优质白砂糖Attheearlierdate尽早Bepackedin用…包装Gunnybags麻袋Survey鉴定，检查Surveyreport鉴定kok电子竞技Surveyor鉴定人Asto关于Thebuyerwillarrangeshippingandinsurance买方安排运输和保险On…basis以什么为基础ThereisacriticalshortageofBereadyforshipment备妥待运sample5Manyreportshavebeenreceivedfrom…Weareinreceiptofyourletter…WeacknowledgeyourletterWeacknowledgereceiptofyourletterWehaveforacknowledgementyourletter.Wehavereceivedyourletter..Sellingagents销售代理人Captioned/subjectedDemandLarge/heavy/strongdemandfor常用句型Thereislargedemandfor…Beinlarge/smalldemandPriceCompetitive,suitable,workable,favorable,realistic,acceptableSeason季节，当令，生产年度In/outofseason合（不合）时令旺季：busy,rush,peakItisbusyseasonforstrawberried淡季：off,dull,slackDeliveryTake/makedelivery提货/交货Forward/neardelivery远/近期交货Partialdelivery零批交货CommissionAnamountofmoneythatispaidtosbforsellinggoodsandwhichincreaseswiththeamountofgoodsthataresoldFOBC2%Keelung在基隆船上交货价及两分佣金FOBKeelungincluding2%commissionFOB基。2%佣金AssuresbofsthSbassuresbthatPleasebeassuredof/thatPleaserestassuredof/thatPlaceorderswithsbOpen/establish/issueL/CInone'sfavorPromptPromptreply即期回复Promptdelivery即期交货Promptpayment即期支付Promptshipment即期装运Sample2LanguagepointsWritingpointsSentencepatternsAreplytotheenquiryPromptCourteousCoveralltheinformationaskedforAnsweritwithcareandavoidmakingdirectrefusalcatalogue/catalog（商品目录）,pricelist（价目清单）Illustratedcatalogue带图解的商品目录byseparatepost/underseparatecover另寄Wearesendingyou,byseparatepost,somephotosofourproducts.Wearesendingyousomephotosofourproductsunderseparatecover.Examine检查thegoodsshouldbecarefullyexaminedbeforeshipment审核examinethegoodssamplen.样品v.取样

Thequalitymustbe

uptosample.质量必须与样品一致。Theysampledthegoodsandexaminedtheirquality.

他们在这些产品中取样来检查其质量。

Case2aspersample按照样品equaltosample与样品相同uptosample达到样品标准sampleforreference参考样品Excellentinqualityandreasonableinprice价廉物美Inviteone'sattentionto…=call/draw/direct…Bringsthtoone'sattention提出某事请某人注意Receiveone'sattention得到注意，予以办理place(book)one’sorder订货place(book)anorderwithsb.Forsth.向…订…货

Wearepleasedtoplaceanorderwithyoufor100tonspotatoes.我们很高兴向你方订购100吨土豆。inviteone’sattentionto…提醒某人注意…call/draw/directone’sattentionto…Receiveone’sattention得到注意，予以处理Yourletterof15thJunehasreceivedourattention.你方6月15日的来信已经引起我方注意并予以处理Ordern.订单v.订购

接受-acceptanorderconfirmanorder

执行carryoutanorderexecuteanorderfulfillanorder

取消cancelanordercutanorderrevokeanorder

refuseanorderturndownanorderwithdrawanorder

出口订单-exportorder

暂停执行订单-holdupanorderParagraphOne:说明收到来信，并按要求寄出买方需要的目录、清单。ParagraphTwo:回答对方的疑问，说明是否提供折扣，和支付方式。ParagraphThree:介绍自己的产品物美价廉，和自己的工作效率，让对方尽快订购。ParagraphFour:表示还有其他相关产品请对方关注，并期盼早日回复。

AnalyzingtheLetter

WritingpointsExpressingthanksandacknowledgingtheenquiryRepeatthedateandtheenquirySummarizewhathasbeenrequestedintheenquiryAnswertheenquiryindetailAnsweritwithcareandavoidmakingdirectrefusalHopeTheinformationyouprovidedishelpfulOfferingfurtherhelpreply1.感谢对方的询价Manythanksforyourenquiryof….Wethankyouforyourenquiryof…..2.表示很高兴附寄…给对方Wearepleasedtoenclose….Wehavepleasureinenclosing…Wearesendingyouourlatestpriced-listandcatalog.

Usefulexpressionsforreplies3.说明商品详细信息和优点Weareconfident

youwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.Thespecimenssentwillconvinceyouofexcellentqualityofourmedicalinstruments.4.表明价格合理性和期限Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms。Priceisvalid(有效的)until…5.阐明付款条件和交货期Ourtermsofpaymentarecashondelivery（交货付现）.Weshouldrequirepaymentbybanker‘draft（银行汇票）onreceiptofourproformainvoice.Wecanusuallydeliverwithinthreeweeksofreceivinganorder.6.激励性结尾，期盼合作Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.Welookforwardtodoingbusinesswithyou.Summaryquote、discount、demandThereisapromisingmarketforMeetthedemandThereisacriticalshortageof…Be/restassuredBereadyforshipmentInviteyourattentiontoIn/outofseasonSurveyreportTake/makedelivery价目表、目录、价廉物美…ExerciseSentencetranslationWritingaletterdialogue句子翻译我们有意获得你方新产品的商品目录及价目单如果你方价格具有竞争力且支付方式可以接受的话，我们打算下一笔大订单由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求如果每年总购买量在2万美元以上，能给予我方特别折扣吗？如果你方价格具有竞争力，我们愿首次订购200打Answers我们有意获得你方新产品的商品目录及价目单Wewouldlikethecatalogueandpricelistofyourlatestproducts如果你方价格具有竞争力且支付方式可以接受的话，我们打算下一笔大订单Ifyourpriceiscompetitiveandthetermsofpaymentisacceptable,wewillplacealargeorder由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求Thereisasteadydemandhereforbicyclesofhighquality,ascyclingisverypopularinourcountry如果每年总购买量在2万美元以上，能给予我方特别折扣吗？WillyoupleasegrantusaspecialdiscountonannualtotalpurchasesaboveUSD20,000如果你方价格具有竞争力，我们愿首次订购1200打Ifyourpriceiscompetitive,wearewillingtoplaceourfirstorderfor1200dozen.WritingaletterTo:MesserJSmithandCo告诉对方你从驻美大使馆商务参赞处得知对方经营电动剃须刀出口业务，而你是此类商品国内的主要进口商之一。最近你们接到大量客户询盘，希望对方邮寄产品目录和价格清单如果品质优良价格合理的话，你将长期大量订购DearSirs,

WeareverygladtolearnthroughtheCommercialCounselor'sOfficeofourEmbassyinAmericanthatyouarehandlingtheexportofelectricshavers.Weareoneoftheleadingimportersofelectricshaversinourcountry.Recently,wehavereceivedalotofenquiriesfromourcustomers,andwehavegoodreasonstobelievethereisagoodmarketforyourgoodsinourcountry

Wouldyoupleasesendusyourlatestcatalogueandpricelist,quotingyourbestprices?Wewouldplacelargeorderswithyouifyourgoodsareexcellentinqualityandreasonableinprice.Welookforwardtoyourearlyreply.

Yours,NegotiationDialogue