Transcript chapter03

外 贸 英 语 函 电
Business English Correspondence
Chapter Three
Enquiries
Contents of Chapter 3
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Section One Introduction
Section Two Useful Words & Expressions
Section Three Specimen Letters
Section One: Introduction （P46）
What is an enquiry?
An inquiry is a request for information on goods.
When a business intends to import, he may
send out an enquiry to an exporter, inviting a
quotation or an offer for the goods he wishes
to buy or simply asking for some general
information about these goods.
The exporter, on receiving the enquiry, will
make a reply to it. In this way, the
negotiation is getting started
An inquiry can be made by written
correspondence, such as a letter, telegram,
telex, fax, e-mail or verbally by talk in
person.
Inquiries from regular customers may be very
simple in content, in which only the name and/or
specifications of the commodity will be mentioned.
Other inquiries may include great details such as
the name of the commodity, quality, specifications,
quantity, terms of price, terms of payment, time of
shipment, packing method, etc. required by the
buyer so as to enable the seller to make proper
offers.
2. The Reply to an Inquiry
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An inquiry received from abroad must be answered
fully and promptly.

The reply to an inquiry can be regarded as an
OFFER if you state all the terms and conditions as
requested.
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If there is no stock available for the time being,
you should acknowledge the inquiry at once,
explaining the situation and assuring that you will
reply to it once a supply becomes available.
If the inquiry is from an old customer, express how
much you appreciate it.
If it is from a new customer, say you are glad to
receive it and express the hope of a future
business relationship.
In a word, the reply to an inquiry should be prompt
and courteous and cover all the information asked
for.
3. Categories of Inquiries
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General Inquiries:
If the importers want to have a general idea of
the commodity, which the exporter is in a
position to supply, they may make a request
for a pricelist, a catalogue, samples and other
terms. This is a general inquiry. Generally, it
is also a first inquiry without first writing a
letter to establish business relations
 Specific Inquiries:
If the importers intend to purchase goods of
a certain specification, they may ask the
exporter to make an offer or a quotation for
specific goods. That is an specific inquiry.
4. The Main Contents of a
Letter for Inquiry
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1) General inquiry
A general inquiry usually includes the
following contents:
a. Telling addressees the source of information
and making a brief self-introduction
b. Indicating the intention of writing the letter, i.e.
to ask for a catalogue, samples or a pricelist.
c. Stating the possibility of placing an order and
expectation of an offer
(Expectation for early replay or future
cooperation)
2) Specific Inquiry
A specific inquiry usually includes the following
contents:
a. Indicating the names and descriptions of the
goods inquired for, including specifications,
quantity, etc.
b. Asking whether there is a possibility of giving a
special discount and what terms of payment and
time of delivery you would expect.
C. Stating the possibility of placing an order and
expectation of an offer.
D. (Expectation for early replay or future cooperation)
Section two (P28)
Words and expressions
Steps/Contents
Typical Expressions
For letters requesting for the establishment of business relations
1. Telling the
prospective
customers how
and where their
names and
addresses are
known
We were very pleased to obtain your name from...
（我们很高兴从……处获得贵公司的名称。）
We are delighted to learned from... that...
（我很高兴……处得知……）
We have your name and address from...
(我们从……得知贵公司的名称和地址。)
Through the courtesy of..., we are given to
understand
that... 承蒙……我们得知……
From…，we know / have learned tha
(通过……我们得知……)
Steps/Contents Typical Expressions
On the recommendation of …,we have learned
that…
（通过……推荐，我们得知……）
Your company has been kindly introduced to us
by ……
（……把贵公司介绍给我们。）
We write to introduce ourselves to you as a...
（作为……,特来函自我介绍｡）
Our lines are mainly... （我们主要从事……）
2. Selfintroducing
...fall within the scope of our business activities.
（……属于我们的经营范围｡）
We are mainly dealing in... （我们主要从事……）
We have been engaged for many years in the line
of...
（我们已经从事……多年｡）
Steps/Contents
Typical Expressions
As you may know, we supply...
（如贵公司所了解, 我们可供应……）
We would like to take this opportunity to introduce
2. Selfintroducing
ourselves as... （我们借此机会自我介绍,我们
是……）
We would like to take the liberty of introducing
ourselves to
you with a view to... （ 我们冒昧自荐,希望……）
Our corporation is established for the purpose of...
（本公司是以……为宗旨而建立的｡）
Our corporation is specialized in... （本公司专
营……）
We handle various kinds of... （本公司经营各
种……）
Steps/Contents
Typical Expressions
We are in the market for…(我方拟
购……。)
3. Indicating the
intention of writing the
letter and the specific
goods you want to
purchase.
We are considering the purchase of …(我
们正打算购买……)
We are interested in importing …, but we
need to have further details before
making a final decision.(我方有兴趣进
口……，但在做决定前需要对此做进一步
的了解。)
We are regular buyers of …(我们是购
买……的老客户。)
Steps/Contents
Typical Expressions
We would be pleased to receive your
latest pricelist for…(我们非常希望能收到
贵方……的最新价目单。)
4. Inviting a quotation or
an offer (asking for a
pricelist, a catalogue,
samples and other
terms, stating clearly
your exact
requirements ).
Please send us samples and quote us
your lowest prices for…
.(请就……给我们寄样品和报最低价。)
Would you please supply us with a
complete set of catalogues for …so that
we may make a choice. (能否请您给我们
提供一整套……的目录让我们做选择。)
Steps/Contents
Typical Expressions
Please send us your best offer by fax
indicating packing, specification, quantity
available，discount and the earliest time of
delivery. (请向我们报最低价并注明包装、规
格、可供数量和最早的交货期。)
If you can supply goods of the type and
quality required, please make us a firm offer
and quote your lowest prices. (如果你们能够
提供同类同质商品，请向我们报实盘和最低
价。)
We would like to know if you allow
discounts.(我们想知道，你方是否给我们折
扣。)
Would you let us know what a discount you
can give for an order exceeding 1,000 metric
tons?(能否告知超过1000公吨后的订单折扣是
多少？)
Steps/Contents
Typical Expressions
5. Stressing that
the quotation or
offer should be
reasonable and
competitive;
Stating the
possibility of
placing an order
We hope that your price will be workable and that
our business will result to our mutual
advantage.(希望贵方的价格可行，交易可以在互
利的条件下达成。)
You must take into consideration when quoting a
price that we may place regular orders for large
quantities. (你们在报价时要考虑到我们会经常性地
大量订购。)
If your prices prove reasonable and satisfactory,
we will soon place a large order with you.(若贵方
价格合理，当即大批订货。)
If your quality is good and the price is suitable for
our market, we would consider signing a long
term contract with you. (若贵方质好价适，我们愿
与贵公司签署一项长期合同。)
Prices provided should be acceptable/ reasonable
(前提是价格便宜。)
Steps/Contents
6. Expressing your
expectation
Typical Expressions
We are looking forwards to …(盼……)
Will you please inform us of your decision by
October 10, 2007, so that we can place our
order promptly?(能否请贵方在10月10日前告知
我方，以便我方及时下订单。)
See also Unit 2 for other similar expressions
For letters in reply （unfavorable reply）
1. Expressing
your thanks
for inquiries.
Thank you for your inquiry of …for …(谢谢贵方……时
侯对…的询盘)
2. Making an
offer.
A reply to inquiries usually means an offer.
3. explaining
the no-stock
situation and
assuring that
you will revert
to it once
supply
becomes
available.
We very much regret that we are unable to supply you
the small quantity you require.（很遗憾由于你方所订数
量太少，我们无法供货。）
See also Unit 2
Owing to heavy orders, we regret being unable to meet
your requirement for the time being. (由于订单甚多，目
前暂不能满足你的需要，很抱歉。)
We regret to inform you that we do not have in stock
the goods in the desired quality.
（很遗憾通知贵方，我们目前没有你们想要的同质量现
货）
For letters in reply （unfavorable reply）
We regret to inform you that we are not in a position to
cover your need for the said goods. Once our supplies
are replenished, we shall be pleased to revert to this
matter. （很遗憾我们不能满足你们对该商品的需求。一
旦有新货供应，我们将再和你们接洽。）
4．Expressing We look forward to doing business with you in the
future.(期待着将来能与贵方做生意。)
your
See also Unit 2 for other similar expressions
expectation.
A favorable reply to an inquiry means an OFFER, so please see next unit
for other expressions.
SectionThree
Specimen Letters
Letter one
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Dear Sirs
We are in the market for Melon Seeds of
the first and second grade and should be
appreciated if you let us have your offers
with some representative sample by airmail
When offering the seeds ,please state the
earliest possible time of shipment and
quantities available .
Yours
faithfully
Section Two Specimen Letters
Specimen Letter 1
P47
Comments:
This is a short and simple letter of enquiry for you to
get acquainted with the general form, from which
you can see that the enquiry from regular customers
is short, simple and brief to the point.
Notes
1 first grade 甲级
2 representative sample 具有代表性的样品
3 by airmail 航邮
4 earliest possible time of shipment最早装运期
Specimen Letters 2
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Dears sirs ,
We are pleased to tell you that we are
interested in hand-made gloves in a variety
of genuine leather. Recently, there is a
growing demand here for gloves of high
quality at our end. Although sales are not
particularly high ,good price can be obtained .
We wish you would send us a copy of
your illustrated catalogue of the gloves we
wish to buy ,together with details of your
price and terms of payment .We should
find it most helpful if you could also send
us samples of the various leather, of
which the gloves are made .
Yours faithfully,
Specimen Letter 2
P47
Comments:
This is a letter of inquiring for leather gloves, in which
the writer asks for sales terms and samples.
Notes
1 genuine leather 真皮
2 rowing demand 日益增长的需要
3 at one’s end
在某地
4 terms of payment 支付条款
Specimen Letters 3
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Dears Sirs,
Please let us know at what price per yard and
upon what terms of payment ,you are able to
deliver quantities of Printed Cotton made in
china ,If your quotation is favorable ,we propose
to cover all our present requirements through
you.
Yours truly ,
Specimen Letter 3
P47
Comments:
This is another short and simple letter of enquiry.
Remember to keep your enquiry brief, specific,
courteous and to the point.
Notes
1 at … price 按照……价格
2 pon/on … terms 按照……条款
3 to cover all our present requirements through/from…
从……购入我方目前全部所需
Specimen letter 4
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Dears Sirs,
Thank you for your letter of May 4 and your
interest in your products. A copy of our
illustrated catalogue has been sent to you today,
in which you will find samples of some skins we
regularly use in our manufactures.
Unfortunately, we cannot send to you
immediately a full range of sample, but you may
agree after checking them, that such skins as
chamois and doeskin, not represented in the
parcel, are of the same high quality.
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Mr. Li, our sales representative ,will be in
Tehran early next month and will be pleased
to call on you .he has brought with him a
wide range of our manufacturers and, when
you see them, we think you will agree that
the quality of the materials used and the high
standard of craftsmanship will appeal to the
most selective buyers.
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We also manufacture a wide range of hand-made
leather handbags in which we hope you may be
interested. They are fully illustrated in the
catalogue and are of the same high quality as
our gloves. Mr. Li will show you the samples
when he calls on you.
We look forward very much the pleasure of
receiving an order form you.
Yours
sincerely
Specimen Letter4
P49
Comments:
In this letter, the writer answers the enquiry in detail. Even
though the writer does not say how good their products
are, we can see clearly from the lines that the writer
thinks of his products highly.
Notes
a full range of samples
全部样品
craftsmanship
工艺
Specimen letter 5
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Dear sirs,
Re: parts of machine Type B-268
Thank you for your letter of march 15,2010
and the enclosure requesting quotes for parts
of the captioned machine.
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As requested, we are submitting our
quotation in triplicate and wish you to place
your order with us as early as possible
because have a large backlog.
We await your early reply.
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TRULY YOURS
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Specimen Letter 5
P50
Comments:
When replying the enquiry, the writer submits his quotation.
Notes
1 As requested 按照要求
2 in triplicate
一式三份
3 in duplicate 一式两份
4 to place order with/before… 向某人下订单
5 captioned
标题
Specimen letter 6
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Dears sirs,
Messrs. brother and Clark of this city inform
us that you export all cotton bed-sheets and
pillowcases. We would like you to send us
details of you various ranges, including sizes,
colors and prices, and also samples of the
different qualities of material used.
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We are a large dealer in textiles and believe
there is a promising market in our area for
moderately priced goods of the kind mentioned.
When replying, please state your terms of
payment and discount you would allow on
purchase of not less than 1000 dozen of
individual item. prices quote should include
insurance and freight to New York.
Yours sincerely
Specimen Letter 6
P50
Comments:
This is a very good example of enquiry letter to follow, sentences are
short, words and phrases simple. But the meaning expresses very
clearly.
Notes
1 sizes
尺寸
2 freight
运费
3 allow/grant/give discount
给予折扣
Specimen letter 7
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Dear sirs
We are very pleased to receive your
enquiry of 20th August and enclose our
illustrated catalogue and price list giving you
the details asked for Also by separate post
we are sending you some samples and feel
confident that when you have examined them
you will agree that the goods are both
excellent in quality and reasonable in price.
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On regular purchase of not less than 200
dozen of individual item we would allow you a
discount of 2%.payment is to be made by
irrevocable L/C at sight.
Because of their softness and durability,
after studying our pries you will learn that we
are finding it difficult to meet the demand .
But if you place your order not later than end
of this month , we would ensure prompt
shipment.
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We invite your attention to our other products
such as table-cloth and table napkins ,details
of which you will find in the catalogue ,and
look forward to receiving your first order.
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Yours sincerely
Specimen Letter 7
P51
Comments:
The writer in this letter gives details of the goods and the sales terms.
While showing comments on the goods, the writer invites the buyer’s
attention to his other products. This is often used in letter-writing.
Notes
1 by separate post/by separate mail/under separate cover
另封航邮；
2 be both excellent in quality and reasonable in price
价廉物美
3 not less than 不迟于
4 irrevocable L/C
不可撤消信用证
5 at sight
即期
6 be popular
受欢迎
Specimen letter 8
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Dear sirs
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Table-cloths
Thank you for your letter of June 10. We note with
pleasure that you intend to develop business with us
in the captioned goods.
We have gone through your catalogue and are
interested in cotton Table-Cloths Art NO.510 and
NO.514.please quote us/your lowest price. we shall
be pleased if your quotation also indicates the
quantities of the various size that you can supply for
prompt delivery .If your prices are reasonable and
quantity satisfactory ,we shall consider placing
substantial orders.
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We have handled table-cloths for more than thirty
years and have good connections all over this
country .we have also some associate firms in the
neighboring countries, where we can find a ready
market for your products as well.
We trust you will give this enquiry your immediate
attention and let us have your reply at early.
Yours sincerely
Specimen Letter 8
P52
Comments:
1 This letter responds to seller’s sales promotion letter by inviting
an offer and ends up with remarks to secure better terms and
encourage future business.
2 Note how the writer presents his rather strict demands in a
friendly, sincere, and matter-of-fact attitude to make his letter
effective in both business and human aspects.
Notes
1 captioned goods
标题商品
2 prompt delivery
立即装运
3 handle
经营
4 associated firms
联营公司
5 ready market
有销路
Thank you!