外贸英语函电03Unit Three Enquiries and Replies.docx

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1、UnitThreeEnquiriesandReplies【基本要求】本单元主要介绍询盘和回复的基本知识和技巧。掌握常用礼貌套语，注意不同情况的处理方式和方法。【重点难点】掌握不同情况询盘的处理方式和方法【讲授学时】2学时【课程内容】Ⅰ.BriefIntroduction1.EnquiriesTherearetwokindsofenquiries：generalenquiryandspecificenquiry.Enquirycanbemadebyimporterorexporter，butusually

2、byimporter.Inageneralenquiry，theimportermayonlyaskforCatalogues，pricelists，samplesorsomeotherreferencematerialsfromtheexporter.Inaspecificenquiry，theimportermayrequiresomespecificinformationofcertaingoodssuchasprice，specification，discount，quantity，termso

3、fpayment，dateofshipment，etc.andotherreferencematerials.Iftheenquiryismadetoanestablishedcustomer，thelettershouldincludethefollowingpoints:1）sayhowmuchyouareinterestedintheproductsorservice2）askforcatalogues，pricelists，samplesorenquireaboutsomeotherspecif

4、ictradeterms3）expresstheexpectationthattheenquirycanbegivenimmediateattentionIftheenquiryismadetoanewcustomer，thelettershouldincludethefollowingpoints:1）informthereaderoftheresourceofyourinformation2）makeaselfintroductionofyourcompanyorbusiness3）definee

5、xactlywhatyouareinterestedin4）askforcatalogues，pricelists，samplesorenquireaboutsomeotherspecifictradeterms5）expresstheexpectationthattheenquirycanbegivenimmediateattention2.RepliestoEnquiriesWhengivingrepliestoenquiries，youshoulddealwithitcarefullyandpro

6、mptly.Specialcareshouldbegiventoafirstenquiryinparticularsoastocreategoodwill.Iftheenquiryisfromanoldcustomer，sayhowmuchyouappreciateit.Ifitisfromanewcustomer，sayyouaregladtoreceiveitandexpressthehopeofalastingfriendlybusinessrelationship.Ⅱ.结合课本的6示例对上面的知

7、识点进行巩固Ⅲ.NewWordsandExpressions（课本P44）Ⅳ.Notes1.selectionn.选择，挑选，选拔2.wholesalern.批发商3.supply1）n.补给,供给,供应品2）vt.补给,供给,提供,补充,代理4.rangen.列,行,一系列,一批,一套；范围；界限5.effectvt.实现,完成,达到(目的等)6.enquire=inquirev.询问（常与about，for连用)7.inadditionalso；aswellas也；另外，加之inadditionto

8、overandabove；besides加于……之上；除……之外又8.examinev.1）检验，检查2）审查，审核9.individualadj.1）单独的；特殊的；个别的2）仅适合一人或一事的3）独特的；有特性的10.popularityn.普及,流行,声望enjoy/wingeneral/greatpopularity享有盛名,受欢迎,得众望11.favorableadj.赞成的,有利的,赞许的,良好的,讨人喜欢的,起促进作用的afa