商务英语第三章.doc

PAGE PAGE 10 Chapter 4 Iquiry, Quotation and Counter-offer Review and lead-in (10 min) T asks Ss: How to write a letter of establishing import and export business relations ? What are the main parts of this kind of letter? What should we do after establishing business relations ? I. INQUIRY 1. Definition（25 min ） 询盘（inquiry）也叫询价，是指交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。询盘的内容可涉及： 价格、规格、品质、 数量、包装、装运以及索取样品等，而多数只是询问价格。所以，业务上常把询盘称作询价。询盘不是每笔交易必经的程序，如交易双方彼此都了解情况，不需要向对方探询成交条件或交易的可能性，则不必使用询盘，可直接向对方发盘。询盘可采用口头或书面形式。 一般询盘是进口人为了了解情况向出口人索取需要的商品、目录本、价格单、样本、样品等。具体询盘是指进口人想买某种商品，并就指定商品要求出口人报价。 2. Word usage (25 min.) Inquiry n. 通常用make inquiries 表示询问，很少用单数。指具体商品时，通常用介词for， 指一般情况时，通常用介词about. Enquiry和inquiry只是拼法不同，没有什么区别。 Eg. we will make inquiriews about the business possibilities of this new product. 我们将调查一下你方这种新产品的销售可能性。 We will make inquiries at the shipping company regarding the reason for the delay of the vessel. 我们将向轮船公司询问此轮迟误的原因。 There are large enquiries for iron wire from the Mid-east countries. 中东国家拟购大量铁丝。 3. 询盘函的写作要求(10 min.) Writing principles of inquiry letters (1) 告知对方你从什么渠道得知该公司的名称和产品。 To tell where you learned the company and its products. (2) 阐述具体要求但不承诺购买意向。 To describe your specific needs but with no promise of booking the proposed products. (3) 强调你需要的信息的重要性。 Stress the importance of your needed information. (4) 如有疑问，请对方明确答复。 If any questions, ask the reader to give you a definite reply. (5) 如面向的不是熟悉的读者，尽量把信写成老朋友间的叙谈。 If you are not familiar with the reader, try to write the letter like the one between friends. (6) 要礼貌、谦和。 Try to be polite and modest. 4. detailed study of letter one (20 min.) Second Period:（90 min. ） II. OFFER 1. definition (20 min.) A definite offer is one that clearly expresses the offerer’s willingness in concluding a contract. Such an offer will be binding in the offerer if the offer is accepted by the offeree. It should have three constituents: (1) it includes all the necessary items for a transaction: full n