国际商务函电chapter 4 enquiries and replies

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1、Chapter4EnquiriesandReplies询盘与答复4.1Introduction4.2SpecimenLetters4.3NotestotheSpecimenLetters4.4FocalWords&UsefulExpressions4.5UsefulSentencePatternsandExamples4.6SkillTraining&Exercises4.1Introduction(简介)询盘又称询价，是指交易的一方为购买或出售某种商品，向对方口头或书面发出的探询交易条件的过程，包括一般询盘(GeneralEnquiry)和具体询盘(SpecificEnquiry)。买卖双

2、方均可发出询盘，买方询盘又叫递盘(Bid)，卖方询盘又叫索盘(SellingInquiry)。询盘函内容可分为三个部分:第一部分即首段开始就说明询价人的兴趣所在，简单介绍自己的情况并提出写信的或请求;第二部分明确提出要询问的详细具体信息，对日的和请求作出解释;第三部分是谢辞和结尾句，对于对方将给予回复的信息表示感谢，并早日答复。下一页4.1Introduction(简介)回复函的结构一般分为:首先是开头部分，感谢对方的询价。其次是承接部分，回答有关询问，告之随函附寄的资料。结尾部分，表示希望所提供的信息有用，并欢迎对方再次来函，愿进一步提供服务。询盘必须简洁、具体、得体。而对询盘的回复，则应

3、迅速、客气、有针对性，防止答非所问，以利于交易磋商的进行。上一页返回4.2SpecimenLetters(样函)SpecimenLetters1:AnEnquiryaboutHandmadeShoesandGloves下一页4.2SpecimenLetters(样函)DearSirs，WelearnfromtheBritishEmbassythatyouareproducingforexporthand-madeshoesandglovesinpurehideandothernaturalmaterials.Thereisasteadydemandhereforhigh-classgood

4、softhistype，especiallyinthebrightercolors.Salesarenothigh，butagoodpricecanbeobtainedforfashionabledesigns.Willyoupleasesendusyourcatalogandfulldetailsofyourexportpricesandtermsofpayment，togetherwithanysamplesyoucanletushave?Welookforwardtohearingfromyousoon.下一页上一页4.2SpecimenLetters(样函)Yoursfaithful

5、lyVancouverGarmentCorporationStephenHarper下一页上一页4.2SpecimenLetters(样函)SpecimenLetters2:AReplytotheAbove下一页上一页4.2SpecimenLetters(样函)DearSirs，YourenquiryofOctober10，2008isreceivingourattention，andwethankyouforyourinterestinourproducts.Acopyofourillustratedexportcatalogwillbesenttoyoutoday，togetherwi

6、tharangeofsamplesofthevariousskinsusedinthemanufactureofourglovesandshoes.Wethinkthecolorswillbejustwhatyouwantforthefashionabletrade，andthebeautyandeleganceofourdesigns，coupledwiththesuperbworkmanship，shouldappealtothediscriminatingbuyers.下一页上一页4.2SpecimenLetters(样函)Ourrepresentative，Mr.J.Needham，

7、willbeinParisnextweekandwillbepleasedtocallonyouwithafullrangeofsamplesofourhand-madelines.Heisauthorizedtodiscussthetermsofanorderwithyouortonegotiateacontract.Welookforwardtoreceivinganorderfromyou.