Unit 4 Enquiries and Replies
Points for attention:
1,询价或询盘是一种询问。按其内容可分为一般询盘（ general enquiry)和具体询盘
（ specific enquiry)
一般询盘是买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等等。具体询盘是买主有做买卖的要求，指定商品要求卖主报盘。
2,在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚，如价格、装期等等。在回信时，确保对方所询问题都给予了回答。
3,如一买方与卖方初次联系，此买方需先作一自我介绍，如经营范围，所需货物等。如买卖双方是老客户，则询盘信就非常简单了。
4,初次询盘信一般包含以下内容：
简单告知如何获得卖方的名址，写一些你方的业务情况。
你地市场需对方经营的货物
告知对方你所需的信息
Letter 1
Terms of payment,支付条款
Quote,报价
quote sb,a price for sth.
Eg,This is the best price I can quote(you)
All prices are quoted in US dollars at a
special discount of 40%
Discount,折扣
quantity discount,数量折扣
cash discount,现金折扣
The highest discount we can
allow(give,make,grant)on this article is
10%.
东南大学远程教育外贸函电第 十 二 讲主讲教师：任凤慧
Place an order with sb.,向 … 订货
We are glad to place(book) an order with
you for 100 tons of Dried Potato
Slices(干土豆片）
Character,credit
Refer to,参阅，查询
Letter 2
Place regular orders,定期订购
Letter 3
Selection,可供选择的东西
Stand,展台
Range,（ 一）系列，（一）种，（一）
类
a full range of samples,一整套样品
a full range of shipping documents:一整套装运单据。
Letter 5
1,Enclosed please find our illustrated
catalogues and price-list giving details
of CIF Vancouver prices
2,On regular purchases of quantities of
not less than 300 of individual items,
we would allow a trade discount of
3%
东南大学远程教育外贸函电第 十 三 讲主讲教师：任凤慧
Letter 7
1,We are in a position to supply you
from our wide selection of shirts and
blouses which we make for all age
groups
2,Any orders you may place with us will
have our prompt attention.
Word study
Enquiry
Market
Exercises
I,1,Terms of payment
支付条款
2,Quantity discounts
数量折扣
3,Place regular orders
定期订购
4,A wide range of
各种各样的
5,On behalf of
代表,为了 … 的利益
6,Enclosed please find
附上 … 请查收
7,Promote the sales of
促销
8,Profit margin
盈余，利润幅度
9,By separate post
另邮寄
10,Be in a position to do sth.
能够做某事
11,Competitive prices
竞争性的价格
12,Financial standing,business capacity
and character
资金情况，业务能力和信誉
13,Selling season
销售季节
14,Supply from stock
现货供应
15,In our favour
以我方为受益人
16,import licence
进口许可证
17,Proforma Invoice
形式发票
18,L/C at sight
即期信用证
19,Quote CIF London
报 CIF伦敦价
20,Confirmed,irrevocable L/C
保兑的，不可撤销的信用证东南大学远程教育外贸函电第 十 四 讲主讲教师：任凤慧
III.
1,B,an
2,C,illustrated
3,C,for
4,C,去掉 will
5,C,advertised
6,B,to send
7,A,in
8,A,on
9,D,detailed
10.B,enquiring
VI,Translate
1,Since the competition of textiles is
very keen in our market,it is
necessary that you quote us rock-
bottom prices.
由于纺织品在我方市场竞争激烈，你方有必要报最低价。
2,We shall place substantial orders with
you provided your new products are
excellent in quality and competitive in
price.
只要你方产品质量优良，价格有竞争性，
我们将向你们大量订购。
3,There is a steady demand here for
bicycles of high quality,as cycling is
popular in our country.
由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求。
4,Will you please grant us a special
allowance on annual total purchases
above USD 20,000? This would enable
us to maintain the low selling prices
that will be an important reason for the
growth of our business
如果每年总购买量在 2万美元以上，请能给予我方特别折扣。这样可使我们保持较低的销售价，这将是我们贸易发展的一个重要因素。
5,In reply to your letter dated March 28,
we enclose our latest illustrated
catalogue for your reference.
兹复你方 3月 28日函，我们附上最新的带有插图的目录单，供你方参考。
6,请报最好的 CIF上海价格，注明最早装运期。
Please quote us your best CIF Shanghai
prices,stating the earliest date of
shipment.
7,如果你方价格有竞争力，我们愿首次订购 1200打，即每种型号各 400打。
If your prices are competitive,we are
willing to place our first order for 1200
dozen,ie,400 dozen of each type
8,请放心，贵公司给我们的任何订单都将得到我们迅速和仔细的处理 ‘
Please rest assured that any orders you
may place with us will have our prompt
and careful attention.
9,收到贵公司 8月 2日询价，得悉你们对我们 MP208型号的真空吸尘机感兴趣，现将你们所需的插图目录单和价格表寄给你们
We have received your enquiry of August
2 and learn of your interest in our
Vacuum Cleaners MP208,We are now
enclosing our illustrated catalogues and
price list you asked for
10,对于定期购买单项商品数量不少于 800
打，我们可给予 3％的折扣，用保兑的、
不可撤销的即期信用证付款。
On regular purchases in quantities of
not less than 800 dozen of individual
items,we would allow you a discount of
3%,Payment is to be made by
confirmed,irrevocable L/C at sight.
Writing
Particulars,Messrs,Arthur Grey & Son
write to China National Import & Export
Corporation,stating that they have an
order to supply a hotel with table-cloths,
They request samples in handsome
designs of medium and best linen(亚麻）
suitable for the purpose.
Points for attention:
1,询价或询盘是一种询问。按其内容可分为一般询盘（ general enquiry)和具体询盘
（ specific enquiry)
一般询盘是买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等等。具体询盘是买主有做买卖的要求，指定商品要求卖主报盘。
2,在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚，如价格、装期等等。在回信时，确保对方所询问题都给予了回答。
3,如一买方与卖方初次联系，此买方需先作一自我介绍，如经营范围，所需货物等。如买卖双方是老客户，则询盘信就非常简单了。
4,初次询盘信一般包含以下内容：
简单告知如何获得卖方的名址，写一些你方的业务情况。
你地市场需对方经营的货物
告知对方你所需的信息
Letter 1
Terms of payment,支付条款
Quote,报价
quote sb,a price for sth.
Eg,This is the best price I can quote(you)
All prices are quoted in US dollars at a
special discount of 40%
Discount,折扣
quantity discount,数量折扣
cash discount,现金折扣
The highest discount we can
allow(give,make,grant)on this article is
10%.
东南大学远程教育外贸函电第 十 二 讲主讲教师：任凤慧
Place an order with sb.,向 … 订货
We are glad to place(book) an order with
you for 100 tons of Dried Potato
Slices(干土豆片）
Character,credit
Refer to,参阅，查询
Letter 2
Place regular orders,定期订购
Letter 3
Selection,可供选择的东西
Stand,展台
Range,（ 一）系列，（一）种，（一）
类
a full range of samples,一整套样品
a full range of shipping documents:一整套装运单据。
Letter 5
1,Enclosed please find our illustrated
catalogues and price-list giving details
of CIF Vancouver prices
2,On regular purchases of quantities of
not less than 300 of individual items,
we would allow a trade discount of
3%
东南大学远程教育外贸函电第 十 三 讲主讲教师：任凤慧
Letter 7
1,We are in a position to supply you
from our wide selection of shirts and
blouses which we make for all age
groups
2,Any orders you may place with us will
have our prompt attention.
Word study
Enquiry
Market
Exercises
I,1,Terms of payment
支付条款
2,Quantity discounts
数量折扣
3,Place regular orders
定期订购
4,A wide range of
各种各样的
5,On behalf of
代表,为了 … 的利益
6,Enclosed please find
附上 … 请查收
7,Promote the sales of
促销
8,Profit margin
盈余，利润幅度
9,By separate post
另邮寄
10,Be in a position to do sth.
能够做某事
11,Competitive prices
竞争性的价格
12,Financial standing,business capacity
and character
资金情况，业务能力和信誉
13,Selling season
销售季节
14,Supply from stock
现货供应
15,In our favour
以我方为受益人
16,import licence
进口许可证
17,Proforma Invoice
形式发票
18,L/C at sight
即期信用证
19,Quote CIF London
报 CIF伦敦价
20,Confirmed,irrevocable L/C
保兑的，不可撤销的信用证东南大学远程教育外贸函电第 十 四 讲主讲教师：任凤慧
III.
1,B,an
2,C,illustrated
3,C,for
4,C,去掉 will
5,C,advertised
6,B,to send
7,A,in
8,A,on
9,D,detailed
10.B,enquiring
VI,Translate
1,Since the competition of textiles is
very keen in our market,it is
necessary that you quote us rock-
bottom prices.
由于纺织品在我方市场竞争激烈，你方有必要报最低价。
2,We shall place substantial orders with
you provided your new products are
excellent in quality and competitive in
price.
只要你方产品质量优良，价格有竞争性，
我们将向你们大量订购。
3,There is a steady demand here for
bicycles of high quality,as cycling is
popular in our country.
由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求。
4,Will you please grant us a special
allowance on annual total purchases
above USD 20,000? This would enable
us to maintain the low selling prices
that will be an important reason for the
growth of our business
如果每年总购买量在 2万美元以上，请能给予我方特别折扣。这样可使我们保持较低的销售价，这将是我们贸易发展的一个重要因素。
5,In reply to your letter dated March 28,
we enclose our latest illustrated
catalogue for your reference.
兹复你方 3月 28日函，我们附上最新的带有插图的目录单，供你方参考。
6,请报最好的 CIF上海价格，注明最早装运期。
Please quote us your best CIF Shanghai
prices,stating the earliest date of
shipment.
7,如果你方价格有竞争力，我们愿首次订购 1200打，即每种型号各 400打。
If your prices are competitive,we are
willing to place our first order for 1200
dozen,ie,400 dozen of each type
8,请放心，贵公司给我们的任何订单都将得到我们迅速和仔细的处理 ‘
Please rest assured that any orders you
may place with us will have our prompt
and careful attention.
9,收到贵公司 8月 2日询价，得悉你们对我们 MP208型号的真空吸尘机感兴趣，现将你们所需的插图目录单和价格表寄给你们
We have received your enquiry of August
2 and learn of your interest in our
Vacuum Cleaners MP208,We are now
enclosing our illustrated catalogues and
price list you asked for
10,对于定期购买单项商品数量不少于 800
打，我们可给予 3％的折扣，用保兑的、
不可撤销的即期信用证付款。
On regular purchases in quantities of
not less than 800 dozen of individual
items,we would allow you a discount of
3%,Payment is to be made by
confirmed,irrevocable L/C at sight.
Writing
Particulars,Messrs,Arthur Grey & Son
write to China National Import & Export
Corporation,stating that they have an
order to supply a hotel with table-cloths,
They request samples in handsome
designs of medium and best linen(亚麻）
suitable for the purpose.
