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1、Chapter3EnquiryandReply询盘和回盘BUSINESSLETTERS商务函电IntroductionIninternationaltrade,enquiryplaysaveryimportantrolebothinimportandexportnegotiation.Anenquiryisthefirstrealstepinbusiness,usuallymadebythebuyerswithoutengagementtogetinformationaboutthegoodstobeordered,su
2、chasprice,catalogue,deliverydateandotherterms.Itshouldbenotedthatwhoevermakesanenquiryisnotliableforthebuyingortheselling.Theotherparty,inthemeantime,canmakenoreplyatall.However,accordingtothebusinesspracticethereceiverofanenquirywillrespondwithoutdelayintheusual
3、formofaquotation,anoffer,orbid.Enquirymaybeeitherdispatchedbymail,cable,telex,fax,orhandedtothesuppliersthroughpersonalcontract.Warming-upQuestionIfyouareinterestedincertainproductsandwanttoknowsomethingaboutthem.Whatwouldyouwriteinyourletterofinquiry?Terms1、询盘En
4、quiry2、具体询盘SpecificEnquiry3、一般询盘GeneralEnquiry4、询价单EnquirySheet5、报价Quotation6、佣金Commission7、折扣Discount8、递价Bid9、折让Allowance10、订单order11、试订单TrialOrder12、欧洲主要港口EuropeanMainPorts（EMP）13、净价NetPrice14、商标TradeMark15、品牌Brand16、规格SpecificationTerms17、尺码Size18、存货Stock19、批发
5、商Wholesalers20、零售商Retailers21、分销商Distributors22、毛利GrossProfit23、样式Style24、花样pattern定期订购Placeregularorders1、onCIFbasis按成本报费加运费报价2、bedesirousof渴望3、haveconfidencein有信心4、begiventounderstand听说5、quoteapricefor报价6、bepreparedto打算7、inregardto关于8、attractiveprices优惠价9、place
6、alargeorders大量订购10、bevalidfor有效期4.Awiderangeof各种各样的5.Onbehalfof代表，为了…的利益6.Enclosedpleasefind附上…请查收7.Promotethesalesof促销8.Profitmargin盈余，利润幅度9.Byseparatepost另邮寄10.Beinapositiontodosth.能够做某事11.Competitiveprices竞争性的价格12.Financialstanding,businesscapacityandcharacter
7、资金情况，业务能力和信誉13.Sellingseason销售季节14.Supplyfromstock现货供应15.Inourfavour以我方为受益人16.importlicence进口许可证17.ProformaInvoice形式发票18.L/Catsight即期信用证QuoteCIFLondon报CIF伦敦价20.Confirmed,irrevocableL/C保兑的，不可撤销的信用证ClassificationofEnquiryGeneralenquiry:thebuyerasksforgeneralinforma
8、tionheneeds,suchasacatalogue,apricelistorquotationsheets,asample,anillustration,aphoto,etc.,whichtheexporterisinapositiontosupply.Specificenquiry:thebuyerpoint
