Unit 3 Enquiries 询盘

Unit 3 Enquiries询盘

Aims & Requirements To enable S.S. to get to know the definition of enquiry • To enable S.S. to know the steps of writing a enquiry letter • To enable S.S. to master the vocabulary and useful sentences of enquiry • To enable S.S. to know the relevant information about trade terms in INCOTERMS 2000

Ⅰ. Introduction • Inquiry • An enquiry is made to seek a supply of products, service or information. In order to obtain the needed information, the enquirer should state simply, clearly and concisely what he wants – general information, a catalogue or price list, a sample, a quotation, etc. Enquiries should be specific and provide the necessary details to enable the receiver to answer the questions completely.

Types • 1）General Inquiry: asking for common data, such as catalogue, price list, sample and pictures, etc.. • 2) Specific Inquiry: specifically inquiry about name of commodity, specifications, quantity, unit price, date of shipment, payment terms and packing, etc..

2. Structure • 1) If the seller is the buyer’s constant supplier, • (1) State the goods and services you are interested in. • (2) Request for catalogue, price list, sample and terms of transaction, etc. • (3) Expectation for paying attention to your inquiry and giving you an early reply.

2) If the seller is your new supplier, • (1)Express that you would like to establish business relationship with him. • (2) Request for catalogue, price list, sample and terms of transaction, etc. • (3) Expectation for paying attention to your inquiry and giving you an early reply. • Inquiries should be written concisely and clearly to the point . • The reply to an enquiry should be prompt and courteous and cover all the information asked for.

Ⅱ. Layout and Samples • Sample 1 Inquiry • Dear sirs, • Greetings from German! • Valkoliky Ltd is one of the biggest producers of crushing garlic in German. Our customers consist from industrial sector and wholesale trade. We are planning to expand the sales in Europe. Our annual need of fresh garlic is about 100 000 kg.

We respect partnership of the long period and we try to find partner for much closed co-operation. • Please quote us fresh (A-and B quality, 60mm or larger) garlic your lowest price, CIF Hamburg, including our 5% commission with the earliest date of shipment. Also, we would like to know your capability to deliver peeled garlic cloves.

Packing size should be 20 kg / unit, and size of delivery about 10 000 kg. • We are waiting for your answer. • Best Regards • Harry Kay • Managing Director • E-mail:harri.kamarainen@valkoliekki.ge

Sample 2 Enquiry • Dear Sir, • We are a leading dealer in waterproof garments in this city. Our customers have expressed interest in your raincoats and enquired about their quality. • Provided quality and price are satisfactory there are prospects of good sales here, but before placing a order we should be glad if you would send us, on fourteen day's approval, a selection of men's and women's raincoats. Any of the items unsold at the end of the period, and which we decide not to keep as stock, would be returned at our expense. • We look forward to hearing from you soon. • Yours faithfully,

Sample 3 Enquiry • Dear sirs, • We learn from your letter of March 2 that you are manufacturing and exporting a variety of Oven Mitten and Potholder. • We would be so much grateful if you send us samples for the following ART. No in your website. • OMM108A / PH108A / PHX 233 / PH271D • Please offer us your favorable price, FOB Dalian, with details of terms of payment, packages and earliest delivery time. • Yours faithfully

Sample 4 Enquiry • Dear Sirs, • We have seen your advertisement in the New Asia Journal and are particularly interested in your portable typewriters, but we require a machine suitable for fairly heavy duty. • Please send me your current illustrated catalogue and a price list. • Your faithfully,

Sample 5 Reply • Dear Sir， • We were very pleased to receive your letter of 5th April answering our advertisement for typewriters and, as requested, enclose a copy of our latest illustrated catalogue and current price list. • We think the "Portable 95" is a machine that would suit your purpose very well. It weighs 6.5 kg and is a bit heavier than the usual portable, but it is good for heavy duty and at the same time conveniently portable when carried in its case.

We have one of these machines in stock and we shall be pleased to arrange for you to try it. • Although costs have been rising since March, we have not yet raised our prices, but may have to do so when present stocks run out. We therefore advise you to place your order with us at once. • Yours faithfully

Ⅲ .Words and Expressions • 1. clove n. 蒜瓣 • 2. garment n.服装 • 3. stock n. . 库存 • 4. oven mitten 烤箱隔热手套 • 5. potholder n. 隔热垫 • 6. terms of payment 付款方式 • 7. package 包装方式 • 8. delivery time 装运期 • 9. illustrated catalogue 带插图的目录 • 10. New Asia Journal 新亚洲杂志

Ⅳ .Useful Sentences • 1. Would you please send us a catalogue? • 2. We sell various kinds of furniture in USA. Please quote best price CFR Hong Kong for your furniture and tell us the earliest possible date of delivery. • 3. Full information as to prices, quality, quantity available and other relative particulars would be appreciated. • 4. Would you please let us know the minimum export quantities per color and per design?

5. Some of our customers are interested in your products and we wish to have your CIF quotations with samples and full particulars. • 6. Upon receipt of this letter, please send us some samples of your products and two copies of brochure without delay. • 7. If you quote reasonable prices, we shall place large orders with you in future. • 8. We prefer CFR prices, please quote on that basis.

9. We are interested in the product you advertised in the June issue of “Enterprises”. • 10. Please let us know your price for the toys as advertised in yesterdays New York Times, and the earliest possible date of delivery. • 11. We regularly buy Chinese silk and would like to know what you have to offer. • 12. We would like very much to continue to do business with you and now awaiting your offer. • 13. Please tell us how long this pricelist is valid.

14. What quantities of the specified item can you regularly deliver on short notice? • 15. Your samples should give us an idea of the colors and quality of the products. • 16. Please send us three copies of your latest catalogue at your earliest convenience. • 17. We would appreciate your sending us a catalogue of your leather shoes together with terms of payment and the largest discount you can allow us. • 18. Please send us your latest catalogue with your best CIF London prices.

Ⅴ. Simulating Class Training • 1. Background • You have read a notice from internet. • 2. Task • Please write an enquiry letter for the above American company.

Ⅵ. Extra Practice • 1. Tick off the ones that fit the sentences best. • 1) We want to know whatof knitting machine can be suppliedstock. • A. model…in B. sort…from C. model…from D. sort…in • 2) We can supply this type of machinevery favorable terms. • A. at B. on C. in D. for • 3) We trust that our products is attractive enough to your end-usersboth quality and price. • A. in term of B. on the terms of C. in terms of D. on the term of

4)help you to develop business in this line, we are prepared to offer you a discount of 5%. • A. With regard to B. In order to C. So as to D. As to • 5) We produce decorative fabricsdifferent kinds. • A. in B. for C. of D. with • 6) We should be pleased to send you any of our typewriters on approval, our own expense. • A. for B. on C. at D. in • 7) All of our products are first quality. • A. for B. of C. at D. with

8) This chemical is made a special formula. • A. from B. in C. of D. according to • 9) The exhibition has to offer that you will find interesting. • A. much B. many a C. many D. more • 10) Our display is stand 34, where you will find our new range of furniture. • A. in B. at C. on D. under

Translate the following sentences into Chinese or English. • 1）请报你方最优惠的上海到岸价，包括我方3%佣金。 • 2）如果你方价格有竞争力的话，我们打算订购20万码印花布。 • 3）我方有一家客户对贵国海尔电冰箱感兴趣，请报500台伦敦到岸价4月船期的报盘。 • 4）为了便于你方了解我方的产品，我们立即航寄目录本5份，样品书2份。 • 5) 我们对你们最近在广交会上展列的长毛绒玩具感兴趣，请详告您们的出口条件。 • 6）我们想了解目录中123号产品的最低出口起售量。

7）Please send us full details of your goods and give your earliest delivery date. • 8) We are in the market for the men’s shirts illustrated in your catalogue No.4. Please quote us your lowest price with the best discount and the date of delivery. • 9) We would like to know how much discount you can allow us for orders of more than 1,000 units. • 10) We have an inquiry for your goods and should be glad if you would send us the samples you have in stock. • 11）While making an enquiry, you ought to enquire into quality, specification and price etc.. • 12) Full particulars of prices, quality, possible time of shipment, terms and conditions would be very much appreciated.

3. Fill in the blanks in the letter according to the information in Chinese. • Dear Sirs, • Sub: Table-cloths • Thank you for your letter of June 5. We note with pleasure that you intend to develop business with us in the captioned goods.

(我们仔细查阅了贵方货单，对货号510及514的棉织桌布深感兴趣) We shall be pleased （希望贵方报CIFC5%苏丹港的英镑价）. Please also indicate the quantities of various sizes that you can supply for prompt delivery. （如果价格公道，质量令人满意，我们将考虑大批订货） • We have handle table-cloths for more than 20 years and have good connections all over this country, where we can find a ready market for your produce. • （希望速处理我方询盘） • Yours faithfully,

4．Write an inquiry letter with the following information. • 1) The name of the commodity you want: • a certain kind of Household Electrical Appliance • 2) You ask for the: • a. Specification • b. Sample books • c. Price list • d. Payment terms • e. Delivery date • f. Other information

Cards: • Incoterms 2000 (International Rules for the Interpretation of Trade Terms 2000) by ICC (International Chamber of Commerce) • Price terms are important for international trade, because they divide the expenses, responsibilities and risks among the buyer and the seller. • There are altogether 13 Incoterms divided into 4 groups:

Group E • --- EXW (Ex Works) 卖方工厂交货价 • Group F • --- FRC (Free Carrier + named point) • 货交承运人价 • --- FAS (Free Alongside Ship + loading port ) • 装运港船边交货价 • --- FOB (Free on Board + loading port) • 装运港船上交货价

Group C • --- CFR (Cost and Freight + destination port) • 成本加运费（目的港）价 • --- CIF (Cost，Insurance and Freight +destination) • 成本加保险费加运费（目的港）价 • --- CPT (Carriage Paid to +destination) 运费付至(目的地)价 • --- CIP (Carriage and Insurance Paid to + destination) • 运费加保险费付至(目的地)价

Group D • --- DAF (Delivered at frontier) 边境前交货价 • ---DES(Delivered ex ship) 目的港船上交货价 • ---DEQ (Delivered ex quay) • 目的港码头交货价 • ---DDU (Delivered duty unpaid) 未完税交货价 • ---DDP (delivered duty paid) 完税后交货价

Keys: • 1、选择题 • CACBC CBDAB • 2、中英文翻译 • Pls quote us the lowest CIF Shanghai price including our 3% commission. • Should your price be found competitive, we intend to place an order with you for 200,000 yards Printed Shirting . • One of our clients is interested in your Haier Refrigerator ,pls make us an offer for 400sets , CIF London with April shipment.

To acquaint you with our latest products, we airmail 5catalogues and 2 copies of sample book promptly. • We are interested in the plush toys demonstrated at the recent Guangzhou Trade Fair and should be glad to have details of your export terms. • We would like to know the minimum export quantities of your products No. 123 in catalogue.

（7) 请将贵公司产品的细节寄给我方，便告知最早船期。 • （8）贵公司产品目录中的四号产品——男士衬衫在我处很有市场，请报最低价及最佳折扣和船期。 • （9）我们希望了解对于超过1000套产品，贵方能给多少折扣？ • （10）如蒙寄送你方产品目录、价目表及你方样品，不胜感激。 • （11) 询盘信应该了解质量、规格和价格等条件。 • （12）如蒙告知有关价格、质量、船期及全部细节，不胜感激。

3、将信函补充完整 • 1） We have gone through your catalogue and find that Cotton Table-cloths Art Nos 510 and 514 are of interest to us. • 2）if you will quote us the lowest prices in Pound Sterling CIFC 5% Port Sudan • 3）If your prices are reasonable and quality satisfactory ,we shall consider placing substantial orders. • 4）We invite your immediate attention to this inquiry.

Unit 3 Enquiries 询盘