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单击此处编辑母版标题样式,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,UNIT THREE,Replies and Quotations,Quotation U the act or practice of quoting,C the current quoted price of a,stock,bond,commodity,etc.,报价所报之价,a document containing such,a buyer price or prices,usually,an offer to sell that which is,quoted(=quotation sheet),报价单,The Importance of Making Prompt Replies to Inquiries,Inquiries offer golden business opportunities:prospective customers or clients,potential transactions,Failure to reply promptly could destroy goodwill or lose a sale or even a customer,A prompt reply should be sent,preferably,within 48 hours of receipt of an inquiry,Considerations in the Writing of a Reply to an Inquiry,Inside Address:include the full name of the inquirer,and his/her business title,if known.,Salutation:address the inquirer by his/her courtesy title plus his/her surname,eg.,Dear Mr./Ms Anderson,;instead of,Dear Sir/Madam.,Enclosure Notation:remind the inquirer of samples or sales literature enclosed,or attached.,Possible Makeup of a Reply to an Inquiry,1.Opening sentence/paragraph express gratitude for the inquiry,quoting the date,or the reference number,if any.,2.Following paragraphs answer questions;,describe briefly the products inquired for and related export terms,highlighting merits or selling points;make quotations or offers;supply information or sales literature.,3.Closing sentence/paragraph encourage the inquirer to accept the quotation(s)or offer(s)and place orders,or to ask for further help and keep in touch,or assure the inquirer of goods services.,L 3-1 (A reply to L 2-1),Considerations:,1.How many questions are asked in L2-1?,2.How many questions are answered here?,3.Which question is not answered directly?,4.Is that question answered after all?,5.How is it answered?,6.Why is it answered that way?,L3-2 (A reply to L2-2),Considerations:,1.Are all the questions asked in L2-2 answered?,How are they answered?,2.Are all the requests made in L2-2 satisfied?,How are they satisfied?,3.Has Ms Ouyang sent the samples of the advertised cassettes only?Why?,4.How does she urge the buyer to place an order?,L3-3 (The preceding inquiry unknown),Considerations:,1.How many pieces of sales literature are sent by Mr.Marani?What are they?,2.What are the terms and conditions he has mentioned?,3.Are there any selling points mentioned?What are they?,4.How does he encourage the buyer to place an order?,literature,printed information produced by people who want to sell you something or tell you about something:,sales literature,L3-4 (A Reply to L2-4),Considerations:,1.What are the major aspects that Mr.Chu described about their chinaware?,2.What has he promised his customers?,3.What are the terms and conditions he has mentioned?,4.How does he quote prices?,L3-5 (A Reply to L2-5),Considerations:,1.What is the allowance of the quantity discount Datex is offering?,2.Is the allowance for a trade discount greater than that Mr.Johns has asked?,3.What are the terms of payment Datex requires?Are they what Mr.Johns has asked for?,4.How does Mr.Gao encourage the Mr.Johns to place orders?,L3-6 (A Reply to L2-6),Considerations:,1.Do you think the lead time for the possible deal will be long or short?Why?,2.How different is the way Mr.Wu quotes prices from the writers of specimen letters 3-1 to 3-5?,3.What are the terms and conditions he has mentioned?,4.Is Mr.Wu enclosing any sales literature?,L3-7 (The preceding inquiry unknown),Considerations:,1.Do,Success,mention any discounts in this letter?,2.What incentives may their customers expect to get?,3.Exactly how many pieces of sales literature Miss Guo is sending with her letter?,4.Which sentence tells us that Mr.Aihamed has made an inquiry?,L3-8 (The preceding inquiry unknown),Considerations:,1.What are the terms and conditions mentioned in this letter?,2.What does it mean“Individual units are slightly higher?,3.Do you think the preceding inquiry is long or short?Why?,L3-9 (The preceding inquiry unknown),Considerations:,1.By what mode of transport the goods are normally sent?,2.Is Mr.Rong making a quotation or an offer?,3.How many modes of payment has he mentioned in this letter?,4.Are Messrs.Carlson&Maxwell regular buyers or new customers?,Comments on Specimen Letters,The beginning sentences are quite similar:,Thank you for your fax/inquiry/letter/interest,(L3-1,L3-2,L3-3,L3-6,L3-8),It was a pleasure/We are pleased to receive your letter/inquiry,(L3-4,L3-5),We appreciate your interest,(L3-7),Comments on Specimen Letters,The closing sentences are quite similar:,Thank you for your interest.,(L3-2,L3-5),If/In case you have any further questions,please let me know/please do not hesitate to contact me.,(L3-1,L3-8),If there is any further information you require,please contact us.,(L3-4),Please let us know if we may be of further assistance.,(L4-7),We look forward to hearing from you soon/receiving your initial order.,(L3-5,L3-9),Inquiry-acknowledging Expressions,1.Thank you(very much)for.,2.We thank you for.,3.It is a
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