21 世纪高职高专新概念（财经类）系列教材

1. 国际商务英语函电 主讲教师:傅燕文 21世纪高职高专新概念（财经类）系列教材 对外经济贸易大学出版社

2. Enquiries, Offers And Count-Offers ChapterⅢ

3. Background Information 1. 询盘（价）：交易一方欲购买或出售某种商品，问另一方发出的探询买卖该商品及有关交易条件的一种表示。enquiry (inquiry) 2. 报盘（报价、发盘）： 交易的一方向另一方提出买或卖某项商品的各种交易条件并愿意按所提出的条件与对方达成交易，这种口头的或书面的表示即称之为报盘（报价、发盘）offer.

4. ⑴实盘(firm offer) 即指有约束力的发盘。是发盘人有肯定订立合同的意图。实盘一旦由交易的受盘人有效接受，发盘人对其发盘的内容，在有效期内不得随意变更或撤销，否则发盘人将承受违约的法律后果。 实盘所列的交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。 实盘的内容一般应有：货物正确的品名、详细的品质规格、清楚的包装情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支付条件。 另外，实盘还有两个内容：一个是明确提出这个发盘是个实盘(firm offer or irrevocable)。但即或有实盘或不可撤销字样，也不是构成实盘的必要条件。 如果具备构成实盘的上述必要条件，没有实盘字样也是实盘。

5. 发盘的有效期: 根据各国法律规定和国际贸易惯例，实盘都有有效期。 有效期是对发盘人的约束，以便利受盘人凭以进行研究交易的可能性。 在有效期内，发盘人必须承担成交的义务，但是超过了有效期，既或受盘人再行接受，发盘人有权拒绝成交。 在规定具体的有效期时，要根据不同的商品，在不同的市场、不同的地理位置以及节假日等情况。明确规定此期限的起止日期和地点以免误解。 遇到下列情况之一，实盘立即失效： 1）受盘人在实盘有效期外表示接受，发盘人不受约束。 2）受盘人对实盘中的一项明确表示拒绝或修改，该项实盘立即失效。 3）一经受盘人作出还盘，原发盘也随之失效。

6. ⑵虚盘(non-firm offer, offer without engagement) 也称不受约束的发价。虚盘不必有完整的内容，没有时限的规定，而且也不明确不肯定， 如参考价、数量视我供应可能、 以我最后确认有效(Subject to our final confirmation), 以我货未售出为准(subject to unsold), 此发价……可按市价增减 (We offer…subject to market fluctuation)等。 在日常业务中，外寄的报价单、价目单及形式发票等，一般都注明“仅供参考”或“以我方最后确认为准”。 虚盘对发盘人来说，较灵活，可根据市场的变化挑选成交时机和对手，取得有利的交易条件。但受盘人把它看成一般的业务联系，不利于达成交易。

7. Lesson Four Inquiries (询盘) Objectives Introduction New Words & Expressions Chinese Version of the Text Keys to Exercises

8. 通过本章的学习，帮助学生掌握: 询盘的定义及种类 询盘信函的撰写 询盘信函中常用的专业词汇及句型 Objectives

9. Introduction Definition of an inquiry: An inquiry is a request for information. In the international business the importer may send an inquiry to an exporter, inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods. Lesson Four Inquiries(询盘)

10. Generally speaking, inquiries fall into two categories: a General Inquiry and a Specific Inquiry. In a General Inquiry (一般询价), the importer may ask only for catalogues, price lists, samples, sample books, or quotations, etc., in order to get a general idea of the business scope of the exporter. In a Specific Inquiry(具体询价), the importer points out what products he needs and asks for a quotation or an offer for this item. Introduction

11. The following structure may be referred to in writing an inquiry: 1. State the source of the information and make a self-introduction at the beginning of the letter. 2. State the purpose of writing the letter. For example, the writer may explain to the recipient what he wants, give a description or specification of the goods he requires or express his willingness to enter into business relations with the recipient, etc.. 3. End the letter by expressing the expectation for an early reply. Introduction

12. New Words & Expressions 1. inquiry (enquiry) n. 询盘，询价 make (or: send, give, fax) sb. an inquiry for sth.向某人询购某种商品 We thank you for your inquiry for sunflower seeds. 我们感谢你方有关向日葵籽的询盘。 Upon receipt of your specific inquiry, we shall send you our quotations and samples. 一收到你方具体询盘，我方立即给你方寄出我方的报价及样品。 At present, there are large inquiries for our “Cool” Brand Air Conditioner in our market. 目前，我们市场有大量对我“凉爽”牌空调的询盘。 Lesson Four Inquiries(询盘)

13. New Words & Expressions inquire v. 询价，询购，询问 inquire for sth. 询购某种商品 Thank you for your letter of September 1 inquiring for 3,000 m/ts Northeast Rice. 感谢你方九月一日询购三千公吨东北大米的来信。 The ladies’ pyjamas you are inquiring for are now out of stock. 你方现询价的女士睡衣没货。 We are inquiring about the supply of sugar and coffee. 我方正在询购糖和咖啡的货源。 Lesson Four Inquiries(询盘)

14. New Words & Expressions 4.market ⑴market n. 市场，行市 come to the market 上市 find a market 找销路 a good (poor) market 畅销(滞销) in the market for 要购买 an advancing market 市场上涨 a brisk market 市场活跃 a strong market 市场坚挺 Lesson Four Inquiries(询盘)

15. New Words & Expressions They are in the market for table-cloth and pillowcases. 他们要购买桌布和枕头套。 Please keep us informed of the supply and demand position in your market. 请随时告知你处市场的供求状况。 The market is strengthening. 行情在上涨。 ⑵market v. 推销，销售，在市场上出售 There is no difficulty in marketing these traditional products in the Southeast Asian market. 在东南亚市场推销这些传统产品不会有困难。 Lesson Four Inquiries(询盘)

16. New Words & Expressions In order to meet your needs in marketing, we take this opportunity to recommend “ Good Luck”Brand Electric Fans. 为满足你方销售需求，我方借此机会向你方 推荐“好运”牌电风扇。 ⑶marketable adj. 适销对路的，可销的 The goods are not marketable in our area at the price you quoted. 按你方报价，这种产品在我们地区没有销路。 Lesson Four Inquiries(询盘)

17. Chinese Version of the Text（A） 敬启者： 我们从驻澳大利亚大使馆处了解到你们是澳大利亚最大的羊毛原材料出口商。 在我们这儿，市场对羊毛原材料的需求量不断增长，我们希望能成为第一家推介这种产品的公司。 如果能寄来你们所能提供的样品的目录和价格表，我们将不胜感激。也希望能告知一般你们做生意的付款方式。 盼尽快收到回信。 采购部经理 谨上 2002年9月5日 Lesson Four Inquiries(询盘)

18. Chinese Version of the Text（B） 敬启者： 贵方9月5日关于我们羊毛原料的询盘已收悉，我们已航邮带图片目录、价目表并另函邮寄样本。 至于付款条件，一般习惯采用保兑的、不可撤销的信用证结算方式。 我们的羊毛原料因多年一贯的质优价廉在世界市场上大受欢迎。我们坚信本产品毫无疑问能帮助你们扩大市场。 静候佳音。 销售部经理 谨上 2002年9月20日 。

19. Lesson Four Inquiries(询盘) Keys to Exercises • ExerciseⅠ • Exercise Ⅱ • Exercise Ⅲ

20. Lesson FourInquiries(询盘) Exercise Ⅰ 1. Whenever you are in the market for the products, please contact us for your requirements directly. (请就你方的需求直接与我方联系). 2. If your prices are competitive(如果你方价格有竞争力),we are willing to place our first order for 1200 dozen, i.e. 400 dozen of each type. 3. Only the goods which are fine in quality but low in price can interest our customers. (才能吸引我方客户).

21. Lesson Four Inquiries(询盘) Exercise Ⅰ 4. Several of our customers have recently expressed interest in your products and we are enclosing our inquiry for 1,000 pieces of Children’s Bicycles.(现随函附上我方有关一千辆童车的询盘). 5. We should be obliged if you will quote us your lowest price CIF New York, U.S.A.(如蒙报给最低成本加运费、保险费美国纽约价)for the following goods.

22. Lesson Four Inquiries(询盘) Exercise Ⅱ 1. We note from your letter of October 5 that you are interested in Chinese Cotton Piece Goods. 2. The letter we sent last week is an inquiry forcolor TV sets. 3. We produce decorative fabrics of different kinds. 4. We would like to know something about the styles prevailing at your end. 5. We should be pleased to send you some samples of our shoes and hats on approval at our own expense.

23. Exercise Ⅲ 1.We are in receipt of your letter of July 5 , enquiring for the preferential price of sugar . 2.Please send details of your products to us, including sizes colors and lowest prices, and enclose samples made up of various materials. 3. It is steady demand of good quality gloves in our district . 4.We would be pleased if you could send us two catalogues and one pricelist together of chemical products under separate cover . Lesson Four Inquiries(询盘)

24. Exercise Ⅲ 5.Payment is to be made against sight draft drawn under a confirmed , irrevocable letter of credit . 6.As requested, we sending our latest catalogue and price list for our exportable items under separate cover. 7.Thank you for your enquiry dated March 25,about our walnutmeat. Lesson Four Inquiries(询盘)

25. (1) 敬启者： 标题：B-114型机器零部件 我方于1989年从贵公司购买了10台标题所示机器。其令人非常满意。 但目前我方急需一大批零部件，如所附清单所示。请尽快用传真发来形式发票，且空邮硬拷贝一式四份，并告知纽约船上交货价。 由于急需零部件，故盼即传真回复形式发票。 此致 敬礼 函电课堂练习

26. (1) Dear Mr. Haan: Re: Parts for Machine Type B-114 We purchased from you ten sets of the captioned machine in 1989. The machines have been very satisfactory. However, at present we need a large quantity of parts/accessories as per the enclosed list. Please send us as soon as possible your proforma invoice by fax and hard copy in quadruplicate by airmail. You are kindly requested to quote the FOB New York rate. The parts and accessories are urgently needed so we wish to receive your proforma invoice by return fax. Sincerely, Wang Liming Manager WLM/sm Encl.: a copy of inquiry list.

27. Re: Parts for Machine Type B-114 We purchased from you ten sets of the captioned machine in 1989. The machines have been very satisfactory. 标题：B-114型机器零部件 我方于1989年从贵公司购买了10台标题所示机器。其令人非常满意。

28. However, at present we need a large quantity of parts/accessories as per the enclosed list. Please send us as soon as possible your proforma invoice by fax and hard copy in quadruplicate by airmail. You are kindly requested to quote the FOB New York rate. 但目前我方急需一大批零部件，如所附清单所示。请尽快用传真发来形式发票，且空邮硬拷贝一式四份，并告知纽约船上交货价。 as per 按照 As per your request, we have shipped all your orders by S.S. “Atlas”. 我方已按要求将贵方全部定货装上了“Atlas”号轮。

29. a large quantity of 大量 We understand you are in need of a large quantity (quantities) of ammonium sulphate, and wish to have a share in this business. 我方得知贵方需要大量硫酸铵，我方希望能参加这项交易。 quantity n. 数量 You say you will require a large quantity. About how many do you mean? 你说你需要的数量很大，大约是多少呢？ We will allow you a discount of 5%, but only on items ordered in quantities of 100 pieces or more. 我方可给予5%的折扣，不过定货数量在100或100件以上的产品才有此种折扣。

30. enclosed list 所附清单 enclosed adj. 所附的 Please quote us for the supply of the items on the enclosed enquiry form, giving your prices CNF Lagos. 请按随函所附询价单开列的产品报来拉哥斯成本加运费价。 You will find details in the enclosed. 详情请见附件。 You are kindly requested to…请… On receipt of our L/C you are kindly requested to effect immediate shipment.接到我方信用证后，请立即装船。

31. rate n. 价格 We ask you to send us samples of Tussah Silk and quote best rates. 请贵方寄来柞蚕丝的样品并报来最低价。 The parts and accessories are urgently needed so we wish to receive your proforma invoice by return fax. 由于急需零部件，故盼即传真回复形式发票。 urgently adv.紧迫地 We shall be glad to know when we may expect shipment as the goods are most urgently needed. 由于该批货物需要非常急迫，如蒙告知何时可望装运，则十分高兴。

32. (2) 敬启者： 标题：B-114型机器零部件 贵方2001年2月15日来函及要求报标题所示机器零部件之价格附件已收到，谢谢。 应贵方要求，我方寄上报价单一式三份，望尽早订货，因我方有大量积压而未交付的订单。 等候贵方定夺。 此致 敬礼 函电课堂练习

33. (2) Dear Mr. Wang: Subject: Parts of Machine Type B-114 Thank you for your letter of Feb. 15th, 2001 and the enclosure requesting quotes for parts for the captioned machine. As requested, we are submitting our quotation in triplicate and wish for you to place your order with us as early as possible because we have a large backlog. We await your decision. Sincerely, Sander De Haan International Sales Manager

34. Thank you for your letter of Feb. 15th, 2001 and the enclosure requesting quotes for parts for the captionedmachine. 贵方2001年2月15日来函及要求报标题所示机器零部件之价格附件已收到，谢谢。 Thank you for………已收到，谢谢！ Thank you for your letter dated July 5, inquiring for our wood screws and fittings. 贵方7月5日关于木螺丝及配件的询价函已收到，谢谢！ Thank you for calling our attention to the fact. 感谢贵方提请我方注意该事实。

35. captioned adj. 标题项下的，标题所列的 As the production of the captioned goods is going up much faster than before, we believe we can complete your order earlier. 关于标题项下货物，由于其生产较以前大大加快，我方相信能提前完成运交贵方定货 As requested, we aresubmitting our quotation in triplicate and wish for you to place your order with us as early as possible because we have a large backlog. We await your decision. 应贵方要求，我方寄上报价单一式三份，望尽早订货，因我方有大量积压而未交付的订单。 等候贵方定夺。

36. as requested =at one’s request, as it is requested, as per your request, by request 应……要求。 As requested (As per your request), we are glad to offer you the items listed on your inquiry form as follows:… 根据贵方要求，我方针对贵方询价表中开列的产品作出如下的报盘：…… submit v. 提交，提出 We are submitting the following information for your reference. 现提交如下资料供贵方参考。

37. place an order with sb. for sth.向某人订购某物 If your price is workable, we shall place a trial order with you for 50 cases Black Tea. 如贵方价格可行，我方可向贵方试订购红茶50箱。 backlog n.积压的工作，积压而未交付的定货 We have a large number of backlogs to be filled during the next few months. 我公司有大量积压的定单，要在今后几个月内交货。

38. New Words & Expressions 3.supply n. 供应，供给；(pl.)供应物，供给物 supply exceeds demand 供过于求 Owning to the shortage of row materials, the goods are out of supply at present. 由于原料短缺，此货目前已脱销。 New supplies of alarm clock will arrive next month. 闹钟的新货下周可到。 supply vt. 供给，供应 supply sb. with sth; supply sth. to sb. 向某人供应某物 Lesson Five A Specific Inquiries(具体询盘)

39. We are pleased to say that we can supply you with all the goods listed in your letter of April 7. 欣然告知你方四月七日来函中所列的各种商品，我方均可供应。 If you can supply us with the products within one week, please fax us immediately. 如能在一周内提供这种产品，请即传真告知。 supplier n. 供应商，供货商 Supplier and purchaser are the two counter parts in a transaction. 供货方与购货方是一笔交易中两个不同的当事人。 3.supply vt. 供给，供应

40. New Words & Expressions 4. quote v. 报价 quote sb. a price for (or: on) sth. 报给某人某种商品的价格 Please quote us your lowest prices for personal computers. 请报个人电脑的最低价。 We quoted this article at US$278 per case. 这种商品每箱报价二百七十八美元。 Would you please quote us your best price FOB Dalian for (or: on) 1,000 pieces of leather jacket. 请报一千件皮夹克的最好大连船上交货价。 Lesson Five A Specific Inquiries(具体询盘)

41. New Words & Expressions 6. commission n. 佣金 a commission of …%或…% commission 百分之几佣金 your/our commission of …%或your/our…% commission 你方/我方百分之几佣金 two or several items of commission 两笔或几笔佣金 This offer is inclusive of your 5% commission.=This offer (or price ) includes your 5% commission. 此盘(或价格)包括你方5%的佣金。 Lesson Five A Specific Inquiries(具体询盘)

42. New Words & Expressions discount n. 折扣，折价，贴现 allow (or: give, make, grant)…% discount off (on) the prices of goods 按货价给予……%的折扣 They make 20% discount for cash payment. 现金付款，他们予以八折优待。 at a discount低于正常价格，打折扣(货物无销路) The products are selling at a discount. 该产品正以低价销售。  Lesson Five A Specific Inquiries(具体询盘)

43. New Words & Expressions 7.⑴ competitive adj. 有竞争力的 competitive price 有竞争力的价格 competitive power 竞争能力 ⑵compete vi. 竞争 We have to compete with a lot of suppliers for European market. 我们要与很多供货商竞争欧洲市场。 Lesson Five A Specific Inquiries(具体询盘)

44. New Words & Expressions ⑶competition n. 竞争 Those who can make their fit for customers’ needs will survive in the competition. 那些产品适合消费者需要的企业才能在竞争中生 存。 ⑷competitor n. 竞争者，竞争对手 The superior quality, attractive design and favorable price of their products will enable them to defeat the competitors. 他们产品的优良质量，诱人的设计，合理的价格 将使他们击败竞争对手。 Lesson Five A Specific Inquiries(具体询盘)

45. New Words & Expressions 8.acceptable adj. 可接受的 sth. be acceptable to sb. or sb. find sth. acceptable 某人认为某物可以接受。 Should the design and workmanship be acceptable to our clients, large orders will follow. 如果款式和工艺能为我方的客户接受，他们将会大量订购。 If you compare our price with that from others, you will find our price acceptable. 如果将我方的价格与其他客户的相比较，你将会发现我方的价格是可以接受的。 Your offer is not acceptable. 你方的报盘是不可接受。 Lesson Five A Specific Inquiries(具体询盘)

46. New Words & Expressions 8. acceptance n. 接受 We suggest you fax us your acceptance with the least possible delay as the market is becoming firm. 因为市场变得坚挺，我方建议你方毫无延误地来电接受。 Unless we have your acceptance before the end of this week, we will have to put the offer out. 除非你方在本周末前接受，否则我方将普遍发出报盘。 Lesson Five A Specific Inquiries(具体询盘)

47. New Words & Expressions 8. accept v. 接受(报价，邀请等) We offer you our best price. Please accept as early as you can if it satisfies you. 我方报给你方最好价格，如果你方满意的话，请尽早接受。 We accept your suggestions without reserve. 我们毫无保留地接受你方的建议。 Lesson Five A Specific Inquiries(具体询盘)

48. (3)敬启者： 事由：电锯 我方欲购买电锯，请报所附询价单上之列货物雅加达CFR价。并请告知贵方最早交货日期，付款方式及经常购买之折扣。 请寄贵方产品目录及规格详细资料。 盼早复。 此致 敬礼 函电课堂练习

49. (3) Dear Export Department: Re: Electric Saws We are in the market for electric saws. Please provide us with quotes for the goods listed on the enclosed inquiry sheet, giving your prices CFR Jakarta. Please also state your earliest delivery date, your terms of payment and discounts for regular purchases. Kindly mail us your catalogue and details of your specifications. We look forward to your early reply. Sincerely, Joseph Ng Commercial Manager Encl.: inquiry sheet

50. We are in the market for electric saws. Please provide us with quotes for the goods listed on the enclosed inquiry sheet, giving your prices CFR Jakarta. Please also state your earliest delivery date, your terms of payment and discounts for regular purchases. 我方欲购买电锯，请报所附询价单上之列货物雅加达CFR价。并请告知贵方最早交货日期，付款方式及经常购买之折扣。 be in the market for…要买（货物） The Australians are in the market for a communications satellite system. 澳大利亚人正想购买一套通讯卫星系统。