询盘和回盘(enquriesReplies)课件

Unit2EnquiriesandRepliesITeachinggoals:Ssaresupposedto(1)Graspenquiryterms,definition,categories.(knowledge)(2)Beskilledatdealingwithenquirycorrespondences(ability)(3)Flexiblymakeenquirieswithsellers(competence)IIDifficultpoints:(1)howtocomposeaproperenquiry(2)howtomakeanenquiryIDefinition&Categories1.Definition:Anenquiryisrequestforinformationaboutthegoods,includingcatalogues,samples,prices,paymentterms,deliveryetc.2.Enquiriesaregenerallymade/sentbybuyers/importertosellers/exportersafterseeinganadvertisementinnewspaperorvisitingatradefair.3.Enquiriesmaybemadebypost,fax,e-mail,eventelephoneorthroughface-to-facetalk.IIThreeMajorCategories1.FirstenquiryAnenquirysenttosupplier/exporterthatimportershavenotpreviouslydealtwith.Itbeginsbytellinghowimportersobtainedthenameofthecompanyandthentheimportermakesabriefintroductionofhisownbusiness.2.GeneralEnquiryAnenquirymadetogetthegeneralinformationaboutthegoods.Inthegeneralenquiry,theimportermayonlyaskforcatalogues,pricelists,samples,orotherinformationfromtheimporter.3.SpecificEnquiryAnEnquirymadetogetdetailedinformationaboutthegoodssuchaspricetermsofpayment,deliveryetc.concerningtheparticulargoodstheimportersareinterestedin.IIIIdentifySampleEnquiriesSample 1Dear Sirs,We visited your stand at the Milan fair last October and we were interested in your leather boots.We are wholesalers in the north of England and we think your articles could find a promising marketing in our area.We would be very pleased to receive your catalogue and price list.Let us also have your sales terms for large orders.If your prices and terms meet our requirements,we will be glad to start a business relationship with you.We look forward to receiving an early reply.Yours faithfully,John Carter Purchasing managerSample 2Gentlemen:WelearnfromABC&Co.Ltd,NewYorkthatyouarealeadingexporterinyourcountry.Weare,atpresent,verymuchinterestedinimportingyourgoodsandwouldappreciateyoursendinguscatalogues,samplebooksorevensamplesifpossible.PleasegiveusdetailedinformationofCIFGuangzhouprices,discounts,andtermsofpayment.Wehopethiswillbeagoodstartforalongandprofitablebusinessrelations.Trulyyours,IVSupplementPriceTermsEXW:工厂交货（指定地点）ExWorkFCA:货交承运人（指定地点）FreeCarrierFAS:船边交货（指定装运港）FreeAlongsideShipFOB船上交货（指定装运港）FreeonBoardCFR/CNF/C&F:成本加运费（指定目的港）CostandFreight,实际业务中更常写成CNF或C&FCIF:成本、保险加运费（指定目的港）CostInsuranceandFreightCPT:运费付至（指定目的地）CarriagePaidToCIP:运费和保险费付至（指定目的地）Carriage&InsurancePaidToDAF:边境交货（指定地点）DeliveredAtFrontierDES:目的港船上交货（指定目的港）DeliveredEXShipDEQ目的港码头交货（指定目的港）DeliveredExQuayDDU:未完税交货（指定目的地）DeliveredDutyUnpaidDDP:税后交货（指定目的地）DeliveredDutyPaidInduplicate一式两份Intriplicate一式三份Inquadruplicate一式四份Inquintuplicate一式五份Insextuplicate一式六份Inseptuplicate一式七份Inoctuplicate一式八份Innonuplicate一式九份Indecuplicate一式十份VWritingSteps1.Telltherecipientwhereyoulearntofhiscompanyanditsproducts.(Ifthisisthefirsttimeyouwritetothepartner)2.Maketheenquiry:stateexactlywhatyouwant,acatalogue,orsamples(generalenquiry)orthespecificproducts,quantity,termsofprice(FOB,CIF).Youcanalsomentionyourowntermsofpaymenttimeofdelivery,discount,packingorinsurance.3.Endingonanoptimisticnoteandrequestanearlyreply.VIHomework1.Completethecorrespondencetoestablishbusinessrelations2.Previewsamplelettersonpage17-22andlistthekeypoints.3.Makesentenceswithkeywordsandexpressionsonpage23-27.Gentlemen:WewelcomeyouforyourenquiryofMarch21andthankyouforyourinterestinourexportcommodities.Weareenclosingsomecopiesofourillustratedcataloguesandapricelistgivingthedetailsyouaskfor.Alsounderseparatecover,wearesendingyousomesampleswhichwillshowyouclearlythequalityandcraftsmanship.Wetrustthatwhenyouseethemyouwillagreethatourproductsappealtothemostselectivebuyer.Weallowaproperdiscountaccordingtothequantityordered.AstothetermsofpaymentweusuallyrequireL/Cpayablebysightdraft.Thankyouagainforyourinterestinourproducts.Wearelookingforwardtoyourorderandyoumaybeassuredthatitwillreceiveourpromptandcarefulattention.Trulyyours,Gentlemen:WelearnfromyourletterofJuly2thatyouaremanufacturingandexportingavarietyoftextilemachines.Asthereisademandhereforhigh-qualitydyeingmachines,wewillappreciateyoursendingusacopyofyourillustratedcatalogue,withdetailsofyourpricesandtermsofpayment.Kindestregards.YourstrulyGentlemen:WewarmlywelcomeyourenquiryofJuly15andthankyouforyourinterestinourdyeingmachines.Weareenclosingourillustratedcatalogueandpricelistgivingthedetailsyouaskfor.Asforthepaymenttermsweusuallyrequireconfirmed,irrevocableL/Cpayablebydraftatsight.(保兑的、不可撤销的凭即期汇票支付的信用证）WehavealreadysoldsomeofthosemachinestoChinaandarenowrepresentedtherebytheEngineeringExportLtd,Beijing.Maywesuggestthatyoucontactthecompanydirectly?Wethinkthefirmmaysupplyyouwithmoredetailsofourmachines.Wefeelconfidentthatyouwillfindthegoodsarebothexcellentinqualityandveryreasonableinprice.Withbestregards.Yourssincerely,Replies1.Thanktheclientsfortheirinterestinyourproductsandconfirmthatyoucanhelp.2.Saythatyouaresendingtothem,suchasacatalogue,apricelist,advertisingliteratureetc.3.QuoteTermsofpaymentShippingdatePromoteyourproductandexplainhowitsuitsthecustomersneedsIntroducemarketabilityEndonanoptimisticnoteandencouragethecustomertophoneorfaxyouformoreinformationAnalysisofEnquiriesandRepliesonPage18-22Makesentenceswithkeywordsandexpressionsfrom23-27SentencesfordifferentpurposesTrainingProgram2Subject:HowtomakeaninquiryGoal:StudentsaresupposedtoSummarizeandflexiblyusestepsandstrategiestomakeaninquiryfacetofaceAnalyzesampledialoguesDialogue1:A:Imgladtohavetheopportunityofvisitingyourcorporation.Ihopetoconcludesomesubstantialbusinesswithyou.B:Itsagreatpleasuretomeetyou,Mr.Brown.Ibelieveyouhaveseenourexhibitsintheshowroom.MayIknowwhatparticularitemsyoureinterestedin?A:Iminterestedinyourhardware.Iveseentheexhibitsandstudiedyourcatalogues.IthinksomeoftheitemswillfindareadymarketinCanada.Hereisalistofmyrequirements,forwhichIdliketohaveyourlowestquotations,C.I.F.Vancouver.A:我很高兴有这个机会参观你们公司。我希望能与您谈下大笔生意。B:很高兴见到您，布朗先生。我想您已经看过我们展示厅里的产品了。可否知道您具体对哪些商品感兴趣？A:我对你们的五金产品感兴趣。我已看过你们的展示品并仔细看过你们的目录册。我想其中的一些产品很快就能在加拿大畅销。这是我所列的需求单，请给予最优惠的报价，温哥华到岸价。Dialogue2:B:Thankyouforyourinquiry.Wouldyoutellusthequantityyourequiresothatwecanworkouttheoffers?A:Illdothat.Meanwhile,couldyougivemeanindicationofprice?B:HereareourF.O.B.pricelists.Allthepricesinthelistsaresubjecttoourconfirmation.B:感谢您的询价。您能告诉我们您需要的数量以便我们报价吗？A:我会的，同时你能给我一个估计价格吗？B:这是我们的离岸价单，里面所有的价格都以我方确认为准。A:Whataboutthecommission?FromEuropeansuppliersIusuallygeta3to5percentcommissionformyimports.Itsthegeneralpractice.B:Asarulewedontallowanycommission.Butiftheorderisasubstantialone,wellconsiderit.A:Yousee,butIdobusinessonacommissionbasis.Acommissiononyourpriceswouldmakeiteasierformetopromotesales.Eventwoorthreepercentwouldhelp.B:Thatssomethingwecandiscusslater.A:佣金呢？从欧洲供销商那里，我通常可以得到进口产品3-5%的佣金。这是惯例。B:一般来说，我们不允许任何佣金。但是如果订单数量可观，我们会考虑的。A:但我是在佣金的基础上做生意的。你们在价格上提供佣金将使我推销产品更加容易一些。即使2%或3%也是可以的。B:这个问题我们可以以后再讨论。fDialogue3:A:WhencanIhaveyourfirmC.I.F.prices,thatistosay,thefinaloffer,Mr.London?B:Wellhavethemworkedoutbythiseveningandletyouhavethemtomorrowmorning.Wouldyoubefreetocomebythen?A:Yes.Illbeheretomorrowmorningat10.A:伦敦先生，什么时候能给我你们公司确认的到岸价格，那就是，最后的报价？B:我们将在今晚制定出来，明天早上让你拿到。到时你有时间过来吗？A:可以，明天早上10点我过来这里。B:Perfect.Ourofferremainsopenfor3days.A:Idontneedthatlongtomakeupmymind.IfyourpricesareagreeableandifIcangetthecommissionIwant,Icanplacetheorderrightaway.B:Imsureyoullfindourpricemostfavorable.Elsewherepricesforhardwarehavegoneuptremendouslyinrecentyears.Ourpriceshaventchangedmuch.ConditionsfororderplacementFavorablepricetoattractorderplacement.B:太好了，我们的报价三天有效。A:我不需要那么长时间来做决定。如果你们提供的价格合适，而且如果我能得到我想要的佣金，我可以立即下订单。B:你会发现我们的价格是最优惠的。近几年来，其他地方五金的价格上涨幅度很大，而我们的价格变化不大。Dialogue4:A:Imgladtohearthat.AsIvejustsaid,Ihopetoconcludesomesubstantialbusinesswithyou.B:Weshallbeverypleased.IsthereanythingelseIcandoforyou,Mrs.Anderson?A:那太好了。正如我刚才所说的，我希望与你们做成一些大买卖。B:我们也很高兴。我还能为您做点其他什么吗，安德森女士？A:ImbuyingforchaindepartmentstoresinCanada.TheyarealsointerestedinEgyptiancarpets.Couldyouintroducemetothepersoninchargeofthisline?B:Certainly,IllmakeanappointmentforyouwithMr.JordanoftheEgyptNationalNativeProduceandAnimalBy-productsImportandExportCorporation.A:Thankyouverymuch.A:我为加拿大的连锁百货店选购货物。他们还对埃及地毯很感兴趣。你们能为我介绍做这行的人吗？B:当然可以。我会为您和乔丹先生预约一下，他是埃及国家土畜产进出口公司的。A:非常感谢你们。StepstomakeaninquiryStep1.OpeningexpressintentiontomakedealsunveilinterestinparticularitemsaskforquotationforparticularitemsStep2(1)preliminarynegotiationnon-firmofferbasedonquantity(2)commissionGeneralpracticeNegotiationoncommissionStep3firmofferTimetogivefirmofferStep4:ClosingFavorableresponsetowinpreferentialpricesInitiativeinhelpingclientsfulfillothertasksiftherearetoenhancefriendship.UsefulsentencesformakinganinquiryfacetofaceArtofnegotiationinEnglishFrequentuseofmodalverbssuchasMay,Would,Should,Must,Can,MaybePolitewaysofobjectionorbargainingItseemsImsorrytohearthat.ButyouareprobablyawarethatImafraidIcantagreewithyouthere.Youmayhavesomethingthere,butWelltostarttheballrolling,wemayconsider(concession)OthersentencesofcourtesyThankyouforyourinterestinourproducts.Oh,itsveryconsiderateofyou.ThatsverykindofyouandIamlookingforwardtoseeingyousoon.Sure,takeyourtime.Isee.Bytheway,(introduceasecondarytopic)Whydontyou(givingsuggestions)TrainingprojectSituation:MarketingManagerof21stCenturyMedicalSupplies,Inc(hereinafterreferredtoasA).andhis(her)assistantarrivedGuangzhoutoattendthe110thCantonFair(广交会）.PurchaseDepartmentManagerofGuangzhouSunnyMedicalSuppliesCo.Ltd(HereinafterreferredtoasB)andhis(her)assistantarekeenlyinterestedinsomevarietiesofdentalfacilitiessuppliedbyPartyAwhoseproductsenjoywidepopularityinChinesemarket.Aftermakinganappointmentthroughaphonecall,theyfinallymeetattheReceptionRoom401,ArgosHotelGuangzhou.PurchaseDepartmentManagerandhis(her)assistantofPartyBaremakinganinquiryfortheimportofsomeadvancedmedicalapparatusandinstruments.p经常不断地学习,你就什么都知道。你知道得越多,你就越有力量pStudyConstantly,AndYouWillKnowEverything.TheMoreYouKnow,TheMorePowerfulYouWillBe写在最后感谢聆听不足之处请大家批评指导Please Criticize And Guide The Shortcomings结束语讲师：XXXXXX XX年XX月XX日