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Chapter2InquiresandOffers,2.1BackgroundInformationInquiresmaybemadebyletter,email,telegram,telexorfaxorevenbytelephoneorthroughface-to-facetalktoaskforinformationonprices,quantitiesandotherrelativedetailsconcerningacertainproduct.Aninquirymeanspossiblesalesopportunity.Therefore,itmustberepliedearnestlyandenthusiastically.Anoffermayeitherbefirmornon-firm.Anoffermaybemadeinreplytoaninquiryormadevoluntarilywithaviewtoexpandingbusiness.Anoffermaybemadeofletterorcable.Ifitismadebycable,aletterorconfirmationwilloftenfollowitup.,(1)Anexpressionofthanksfortheinquiry,ifthereispreviousinquiry;(2)Nameofgoods,qualityorspecification,quantity,detailsofprices,discounts,termsofpayment,timeofshipment,andpackingconditionssoastoenablethebuyertomakeadecision;(3)Theperiodforwhichtheofferisvalidifitisafirmoffer;otherwise,aremarktotheeffectthattheofferismadewithoutengagement;(4)Abriefintroductiontothegoods;(5)Anexpressionofhopesforanorder.,Aletterofefficientofferwillincludethefollowing:,2.2SituationalConversationSection1:InquiryAttheShanghaiTradeFair,aBritainbuyerSmith(S),isinquiringthepricesatastand.AsalesmanMr.Yang(Y)meetshim.Mr.Smith:GoodMorning.ImTomSmithformFashion&HealthTextilesImportandExportCorporationofLiverpool.Hereismycard.Mr.Yang:Thankyou.ImYangJun,salesrepresentativeofShanghaiMeiliTextilesFactory.Nicetomeetyou.,Mr.Smith:Likewise.Imveryinterestedinyourcottonbed-sheetsandpillowcases.Ihaveseenyourexhibitsandcatalogue.Theyareattractive.Hereisalistofrequirements.Idliketohaveyourlowestquotations,CIFLiverpool.Mr.Yang:Thankyouforyourinquiry,Mr.Smith.Thesearebrand-newproductsofours.Imquitesurethattheywouldbethebest-sellingonesofoursthisyear.Mr.Smith:Good.Imthinkingoftryingsomeout.Mr.Yang:Imgladtohearthat.Wedbeonlytoopleasedtoexplorethispossibilityofnewbusinesswithyou,Mr.Smith.Wouldyouletusknowwhatquantityyourequiresoastoenableustoworkouttheoffer?Mr.Smith:OK,Iwilldothat.Couldyougivemeanindicationoftheprice?Mr.Yang:HereareourlatestFOBpricesheets.Allthepricesonthesheetsaresubjecttoourfinalconfirmation.Mr.Smith:Forhowlongdoesyourquotationpriceremainopen?Mr.Yang:15day.Andthesizeofyourorder?,Mr.Smith:Thatwilldependonyourprice.Ifyourpriceisfavorable,wecanplaceanorderimmediately.Mr.Yang:Well,actually,fromthepricesheets,youwillfindourpricesareverycompetitive.Youknow,thepricesofmaterialshavegoneupsharply.Butthepricesofourproductshaventchangedmuch.Mr.Smith:Impleasedtohearthat.Howlongwillittakeyoutodeliverthegoods?Mr.Yang:Usuallywedeliverthegoodswithin2monthsafterreceiptofthecoveringletterofcredit.Mr.Smith:Terrific.ButIcannotmakethedecisionbymyself.IwillcallmyheadofficeinBritainandconsiderthepricecarefully.Iwillcomebacktoyoutomorrow.Allright?Mr.Yang:Right.Seeyoutomorrow.,Section2:OfferMr.Yang:ItsbeenoneyearsinceourfirstmeetinginShanghaiTradeFair.Howareyougettingon?Mr.Smith:Fine,thankyou.Imhereforyourofferforcurtains.Mr.Yang:Ourcurtainsareknownfortheirfinequalityandbeautifuldesigning,allexquisitelymadeandmoderatelypriced.Mr.Smith:Thatstrue.ImespeciallyinterestedinyourIMBM3series.Canyougivetheofferonthem?Mr.Yang:Certainly.Whichdoyouprefer,FOBorCIF?Mr.Smith:IdliketohaveyourlowestquotationCIFShanghai.Mr.Yang:Waitaminute.Wellhaveitworkedoutverysoon.Haveacupofcoffee,please.(aftercounting)Oh,nowIhavetheofferreadyforyou.HereisourdetailedpricesheetforIMBM3seriesCIFShanghai.Mr.Smith:Whataboutthetermsofpayment?Mr.Yang:Letterofcreditavailablebysightdraft.,Mr.Smith:OK.Actually,itssaidthattheIndianshaveofferedalowerpriceforsimilarproducts.Mr.Yang:Well,Mr.Smith,asastableclientofus,youknowthatourofferisalwaysbasedontheprevailinginternationalmarketprice.Andspeakingoflowerprice,youmustbeawarethatthequalityofproductsismoreimportant.Mr.Smith:Yeah,Iknow.Soisyourofferafirmoneoronesubjecttofinalconfirmation?Mr.Yang:Oh,afirmone,whichremainsvalidforaweek.Mr.Smith:OK.,2.3EmailCommunicationLetter1:AnInquiryofCurtainsDearSirs,WearealeadingdistributorincurtainsinthecityofNewYork.OurcustomershaveexpressedinterestinyourvelvetcurtainsArtNo.19and25andrequiredabouttheirquality.Providedqualityandpricearesatisfactorytherearegoodprospectsofgoodsaleshere,butbeforeplacingafirmorderweshouldbegladifyouwouldsendusyourprice-listsandsamplesofsuchproductconcerned.YouarekindlyrequestedtoquotetheFOBShanghai.Welookforwardtoyourearlyreply.Yoursfaithfully,Letter2:ANon-firmOfferofCurtainsDearSirs,WethankyouverymuchforyourletterofJune30,askingforourvelvetcurtains.Incompliancewithyourrequest,weincludedinthisletterourquotationsheetforvelvetcurtainsArtNo.19and25.TherespectivequantitiesarequotedonthebasisofFOBShanghai.Thisofferissubjecttoourfinalconfirmation.Astotherelativesamples,wehavedispatchedthentoyoubyseparateairmail.TheChinesevelvetcurtainsareofgoodqualityandhavefineworkmanshipandlookgood.Theyaremoderatelypriced,whichisknowntoall.Youwillcertainlyagreetothatwhenyouhaveexaminedoursamplesandquotationsheet.Asourstocksarelowandthedemandisheavy,itishopedthatyouwillsendusyourordersasearlyaspossible.Ifyouneedanyfurtherinformationaboutourproducts,pleasedonothesitatetoletusknowbyreturn.Awaitingyouresteemedfavorsandorders.Yoursfaithfully,2.4PracticalSkillsSkill1:ExplanatoryNotesonTechnicalTerms1.inquirevt.询问；查究；问明vi.询问；查究；询价(1)toinquiretheway(2)toinquiresomebodystelephonenumber(3)toinquireofsomebodyaboutsomething(4)toinquireaboutaperson(5)Pleaseinquireforafree115pagepicturecatalogue.2.offervt.提供；出价；试图n.提议；出价；意图vi.提议；出现；献祭；求婚toofferfor对报价tomakeanofferfor对报盘(报价)firmoffer实盘non-firmoffer虚盘toforwardanoffer(ortosendanoffer)寄送报盘,togetanoffer(ortoobtainanoffer)获得报盘tocableanoffer(ortotelegraphanoffer)电报(进行)报价offerandacceptancebypost通过邮政报价及接受toacceptanoffer接受报盘toentertainanoffer考虑报盘togiveanoffer给报盘tosubmitanoffer提交报盘3.stipulatevi.规定；保证vt.规定；保证(1)Contractstipulatethatpartialshipmentisunallowed,sopleaseamendl/caccordingly.(2)Allcreditsmuststipulateanexpirydateforpresentationofdocumentsforpayment,acceptanceornegotiation.(3)Creditsshouldstipulatethetypeofinsurancerequiredand,ifany,theadditionalriskswhicharetobecovered.,4.specificationn.规格；说明书；详述technicalspecification技术说明productspecification产品规格designspecification设计细节standardspecification标准规范qualityspecification质量说明书processspecification加工标准requirementsspecification要求说明performancespecification性能说明materialspecification原材料明细表(1)Allthepartsweremachinedtothespecification.(2)Eachcombinationdie,assortedwiththepressmachine,cancompleteallpunchingproceduresofwindowframeandwindowsashofonespecification.,5.prevailinginternationalmarketprice国际通行的市场价格(1)Ourpriceisinlinewiththeprevailing/rulinginternationalmarket.(2)Astheprevailingpriceintheinternationalmarketisfluctuatingdrastically,ourofferremainsvalidforonlyoneweek.Ifyouacceptthem,pleaseletushaveyourreplyassoonaspossible.6.workmanshipn.手艺，工艺；技巧(1)TheGermancamerasarechieflycharacterizedbytheirworkmanshipanddurability.(2)Allourproductsareguaranteedagainstdefectsinmaterialsandworkmanshipforaperiodofoneyear.,Skill2:UsefulExpressions1)Forbuyers(1)Couldyoutellmethepriceoftheproduct?(2)WeareveryinterestedinChinesecarpets.Wedliketomakeaninquiry.(3)IfyourpricesarefavorableandifIcangetthecommissionIwant,Icanplacetheorderrightaway.(4)IhopeyouwillmakeusthebestofferCIFNewYork.(5)Wehavegotstacksoforderswaitingtobefilled.(6)Thoseitemsareinthemostdemandondomesticmarkets.(7)Wouldyoupleasequotemeyourlowestpricesforthegoods?(8)Idliketoknowyouravailabilityoftheproductsandthetermsofsales,suchasmodeofpayment,delivery,discount,etc.(9)Howlongwillyoukeepyourofferopen?(10)Iwonderwhetherthereareanychangesinyouprice.,2)Forsellers(1)Hereisourquotation.(2)Itisalwaysourpracticetosupplyhighqualitygoodsatreasonableprice.(3)Wecanvarythecolorsaccordingtothebuyersrequirements.(4)Herearethecatalogueandthepaperbooksandtheywillgiveyouaroughideaaboutproducts.(5)Wehaveasmalllotonhand.(6)Weareexperiencedinimportingofmachinetools.(7)Thepricesweoffercomparefavorablywiththequotationsyoucangetelsewhere.(8)Wewillletyouhavetheoffertomorrow.(9)Thegoodsyouareinquiringforareoutofstocks.(10)Couldyougivemesomeideaaboutyourprices?,第二章询盘与报盘,一、背景知识询盘是指以信函、电子邮件、电报、传真，甚至是电话或当面洽谈的形式要求了解某一产品的价格、数量和其他有关细节。询盘意味着可能的销售机会，因此，收到询盘，应该非常认真积极地做出答复。报盘有实盘和虚盘之分。如果是实盘，一俟买方接受，卖方则对交易负有责任；如果是虚盘，买方接受后还必须以卖方确认为准。为了避免以后的争议，报盘是实盘还是虚盘必须是非常清楚的。报盘可以是对询盘的回复或者是为了扩大贸易由卖方主动发出。报盘可以以信函或电报形式发出。如果以电报形式发出，通常还会有一封信予以确认。一封好的报盘信函要包括以下几点：(1)对以前的询盘表示感谢。(2)给出商品的名称、质量或规格、数量、价格详情、折扣、付款方式、装船期、包装条件，从而使买者能做出决定。(3)如果是实盘，则必须说明报盘的有效期；如果是虚盘，则必须说明其无约束性。(4)给出商品的简介。(5)表达希望收到正式订单的愿望。,二、情景对话对话1：询盘在上海商品交易会上，英国采购商史密斯正在一个展位前询价，销售人员杨先生接待了他。史密斯先生：早上好。我是利物浦时尚健康纺织品进出口公司的史密斯，这是我的名片。杨先生：谢谢。我是杨俊，上海美丽纺织品厂的销售代表。很高兴见到您。史密斯先生：我也是。我对贵厂生产的纯棉床单和枕套很感兴趣。我已经看过你们的展品和目录，它们很具有吸引力。这是我的需求清单。我想知道你方最低的报价，利物浦到岸价。杨先生：感谢您的询盘。这些都是我们的最新产品，我相信它们会成为我们今年最畅销的产品。史密斯先生：很好。我正考虑试试。杨先生：对此我很高兴。我方非常乐意与您一起开创这笔生意的合作机会。您能否告诉我您的需求量以方便我们做出相应的报价？史密斯先生：好的，可以。你能不能给我一些关于价格的提示？,杨先生：这是我们最新的离岸价清单。上面所有的报价都需以我方最后确认的为准。史密斯先生：你们的报价有效期是多长？杨先生：15天。您的订货量呢？史密斯先生：这要根据您的报价而定。如果价格很优惠，我们可以立即下订单。杨先生：其实看了我们的价格清单，您就会发现我们的价格实际上非常有竞争力。您要知道，原材料价格已经大幅上扬，而我们的产品价格并未做出大幅调整。史密斯先生：我很高兴听到这些。你们需要多久才能交货？杨先生：通常我们会在收到信用证后两个月内交货。史密斯先生：很好。可是我做不了主，我会向英国总部打电话汇报并认真考虑你们的价格。明天我再回来找你，可以吗？杨先生：好的，明天见。,对话2：报盘杨先生：去年上海交易会之后，我们已经一年没见了，你还好吗？史密斯先生：很好，谢谢。我来是想了解你们对窗帘的报盘。杨先生：我们的窗帘以物美质优、做工精细、价格合理而闻名。史密斯先生：的确如此。我对你们的IMBM3系列产品很感兴趣。你能给我报个价吗？杨先生：当然可以。那么按什么价格报盘，离岸价还是到岸价？史密斯先生：希望贵方报成本加保险费、运费到上海的最低价。杨先生：等一会儿，我们马上把它算出来，先请喝杯咖啡。(计算之后)现在，我已准备好为你报盘了。这是IMBM3系列上海到岸价的详细清单。史密斯先生：有什么支付条件？杨先生：即期信用证支付。史密斯先生：好的。实际上，我听说印度商人对同类产品报价更低。杨先生：史密斯先生，作为我们的老客户，你知道我们报盘一直是根据当下的国际市场价格进行的。说到价格更低的问题，你应该清楚产品质量才是更重要的。,史密斯先生：是啊。那么你们的报价是实盘还是需要经过最终确认的？杨先生：实盘。有效期一周。史密斯先生：好的。三、邮件往来邮件1：窗帘询盘执事先生：我们公司是纽约最大的窗帘贸易商之一。我方客户对贵公司的19号和25号天鹅绒窗帘感兴趣并询问其质量。如果质量和价格都令人满意，我方将有很好的销售前景。如贵方能在我方下正式订单之前给我方邮寄有关产品的价格表和样品，我方将非常感激。请给我方报上海离岸价。惠盼早复。敬上,邮件2：报窗帘虚盘执事先生：感谢贵方6月30日来函询问我公司生产的天鹅绒窗帘。按照你方的请求，我们随信寄去19号和25号天鹅绒窗帘的报价单。我们对不同的订购数量分别报出上海离岸价，此报盘以我方最后确认的为准。关于相关样本，我们已经另行航邮给贵方。中国产天鹅绒窗帘质量上乘，做工精细，美观大方，而且众所皆知其价格适中。在你们看过我们的样品和报价单之后，相信你们会深有同感。由于我们的现货不多，而且市场需求量很大，所以希望贵公司尽可能提前交来订单。如需要更多关于我们产品的资料，请立即回信告诉我们。殷盼惠示并订购我们的商品。敬上,四、实用技能技能1：专用术语解释1.inquirevt.询问；查究；问明vi.询问；查究；询价(1)问路。(2)询问某人的电话号码。(3)向某人询问某事。(4)询问有关某人的情况。(5)欢迎查阅我们的115页的图片目录。2.offervt.提供；出价；试图n.提议；出价；意图vi.提议；出现；献祭；求婚toofferfor对报价tomakeanofferfor对报盘(报价)firmoffer实盘non-firmoffer虚盘toforwardanoffer(ortosendanoffer)寄送报盘togetanoffer(ortoobtainanoffer)获得报盘,tocableanoffer(ortotelegraphanoffer)通过电报(进行)报价offerandacceptancebypost通过邮政报价及接受toacceptanoffer接受报盘toentertainanoffer考虑报盘togiveanoffer给报盘tosubmitanoffer提交报盘3.stipulatevi.规定；保证vt.规定；保证(1)合约规定不可分批装船，请修改信用证。(2)一切信用证均须规定一个交单付款、承兑或议付的到期日。(3)信用证应规定所需保险的类别以及相应投保的附加险别。4.specificationn.规格；说明书；详述technicalspecification技术说明productspecification产品规格designspecification设计细节standardspecification标准规范qualityspecification质量说明书processspecification加工标准,requirementsspecification要求说明performancespecification性能说明materialspecification原材料明细表(1)所有部件都按照规格予以加工的。(2)与该压床配套的每个组合冲模，可完成一种规格的窗框和窗扇的全部冲压工序。5.prevailinginternationalmarketprice国际通行的市场价格(1)我们的价格与现行世界行情是一致的。(2)由于当前国际市场价格大幅波动，我们的有效期只有一周，如果贵方接受他们，请尽快让我们知道贵方的答复。6.workmanshipn.手艺，工艺；技巧(1)德国相机的主要特点是工艺精湛，经久耐用。(2)我们所有的产品都享有一年的材料与制作瑕疵担保。技能2：语言技巧1.买方用语(1)你能告诉我这个产品的价格吗？(2)我们对中国地毯非常感兴趣，我们想做个询盘。,(3)如果你方价格优惠，而且接受我方佣金，我可以马上订货。(4)希望你能给我方纽约到岸价的最优惠价格。(5)我们有大量订单要处理。(6)这些产品在国内市场需求量很大。(7)你能报给我这些产品的最低价格吗？(8)我想了解你们的供货能力以及付款条件、装运条件和折扣等销售条件。(9)你方报盘有效期多长？(10)不知你们的价格有没有变化？2.卖方用语(1)这是我们的报价单。(2)提供高质量、价格合理的产品是我们的一贯做法。(3)颜色多种多样，可根据买方要求而定。(4)这是目录和样本书，你看了可对我们的产品有一个大概的了解。(5)我们手头上有一小批货。(6)我们在机床进口方面很有经验。,(7)我们所报的价格与你从别处获得的报价相比，是较为便宜的。(8)我们明天给你报价。(9)你询问的商品目前无货。(10)请你们提出一个估价好吗？,
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