询价及回复

UNIT THREE
ENQUIRIES AND REPLIES
     询价及回复

     Introduction

     In a General Enquiry (一般询价), a businessman states clearly all the information he needs -- general information, a catalogue, or price list, a sample or sample book, etc.
     In a Specific Enquiry (具体询价), he points out what product(s) he wants. He may ask for a catalogue, a price list, samples, etc., or ask for an offer.
     Enquiries should be written concisely¹ and clearly to the point.
     The reply to an enquiry should be prompt and courteous² and cover all the information asked for.

Ⅰ. The Letters of Enquiries and Replies
     询价和回复的信函例文

     Specimen³ Letters

1. General Enquiry and Reply
     一般询价和回复

(Enquiry)
     Gentlemen:

     We learn from ABC & Co. Ltd, New York that you are a leading exporter in your country.

     We are, at present, very much interested in importing your goods and would appreciate your sending us catalogues, sample books or even samples if possible.

     Please give us detailed⁴ information of CIF Guangzhou prices, discounts, and terms of payment.

     We hope this will be a good start for a long and profitable business relations.

     Truly yours,

(Reply)
     Gentlemen:

     We welcome you for your enquiry of March 21 and thank you for your interest in our export commodities. We are enclosing some copies of our illustrated⁵ catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some samples which will show you clearly the quality and craftsmanship⁶. We trust that when you see them you will agree that our products appeal to the most selective buyer.

     We allow a proper discount according to the quantity ordered. As to the terms of payment we usually require L/C payable⁷ by sight draft.

     Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt and careful attention.

     Truly yours,

     Notes

1. CIF 价格术语 "Cost, Insurance and Freight", 成本、保险加运费的缩写。通常称作"到岸价"。

2. 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
     If you order for 5,000 sets, we would grant you 10% discount. 如果你方能订购5000台，我们将给予10%的折扣。
     We give 10% discount for cash payment. 现金付款，我们予以九折优待。
     at a discount 低于正常价格；打折扣；（货物无销路）
     The goods are selling at a discount. 该货正以低价销售。

3. terms of payment 支付条件，也可以说 payment terms

4. profitable adj. 有益的，有利的，可获利的
     profitable fields of investment 有利的投资场所
     profit n. （常用复数）利润
     net profits 净利润，纯利润
     total profits 总利润
     profit ratio (rate) 利润率
     gross profits 总利润；毛利
     sell sth at a profit 出售某物而获利

5. craftsmanship n. （工匠的）技术，技艺

6. appeal (to) vi. 有吸引力，有感染力
     appeal to the most selective buyer 吸引最挑剔的买主

7. L/C payable by sight draft 即期信用证，也可以说L/C available by sight draft

8. assure v. 向……保证，使确信，主要用于以下四种结构：

     (1) assure sb. of sth.
     We assure you of the reliability⁸ of the information. 我们可以向你方保证这信息的可靠性。

     (2) assure sb. that
     We assure you that we shall do our best to expedite shipment. 请确信我们将迅速装运。

     (3) be (or: rest) assured of sth (rest是系动词)
     Please (or: You may) be (or: rest) assured of our continued cooperation. 请确信我方仍将继续合作。

     (4) be (or: rest) assured that
     You may (Please) be (rest) assured that we will contact you as soon as our fresh supply comes in. 请确信一俟我方新供货到来，我方即与你方联系。

2. Specific Enquiry and Reply
     具体询价和回复

(1) Enquiry for Chinese Cotton Piece Goods 对中国棉织品的询价

Dear Sirs,

     We are glad to note from your letter of March 9 that, as exporters of Chinese Cotton Piece Goods, you are desirous of entering into direct business relations with us. This happens to coincide with our desire.

     At present, we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues, samples and all necessary information regarding these goods so as to acquaint us with the quality and workmanship of your supplies. Meanwhile please quote us your lowest price, C.I.F. Vancouver, inclusive of our 5% commission, stating the earliest date of shipment.

     Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.

     We trust you will give us an early reply.

     Yours faithfully,

     Notes

1. be desirous of 渴望，想要
     We are desirous of entering into (to enter into) direct business relations with you. 我们热切盼望与你方建立直接的贸易关系。
     desire n. v. 期望，渴望，要求，请求（比wish强烈）
     What do you desire to buy at present? 你方目前想要买些什么？
     It is desired that the catalogues shall be airmailed to us within one week. 深盼在一周内给我们航邮目录本。

2. coincide v. （意见等）一致；（时间上）相同
     We are glad that our ideas coincide. 很高兴我们双方意见一致。
     Your enquiry coincided with our offer. 你方询盘正好与我方报盘同时发出。

3. regarding prep. 关于，与with regard to, in regard to, as regards 同义，一般可以换用。
     We have already written to you regarding this matter. 关于此事我们已给你方写过信。
     Regarding the balance, we will advise you of the position in a few days. 关于剩余数量的情况，将于日内告知。

4. quote v. 报价
     作"报价"解，这个动词的基本结构是：
     quote sb. a price for sth.
     Please quote us your lowest price for walnuts⁹. 请向我方报核桃最低价。
     有时可用：quote sb. for sth.
     Please quote us for walnuts. 请向我方报核桃价。
     也可用：quote sb. a price
     Please quote us your lowest price. 请报你方最低价。

5. inclusive of our 5% commission 包括我方5%佣金
     This offer (or: price) is inclusive of your 2% commission. = This offer (or: price) includes your 2% commission. 此报盘（或：价格）包括你方2%的佣金。
     本课原句Please quote us your lowest price, C.I.F. Vancouver, inclusive of our 5% commission. = Please quote us your lowest price, C.I.F. Vancouver, including our 5% commission. 请报你方CIF温哥华最低价，包括我方5%佣金。

(2) Enquiry for Dyeing Machines 对印染机的询价

Gentlemen:

     We learn from your letter of July 2 that you are manufacturing and exporting a variety of textile machines. As there is a demand here for high-quality dyeing machines, we will appreciate your sending us a copy of your illustrated catalogue, with details of your prices and terms of payment.

     Kindest regards.

     Yours truly

(Reply)
     Gentlemen:

     We warmly welcome your enquiry of July 15 and thank you for your interest in our dyeing machines.

     We are enclosing our illustrated catalogue and pricelist giving the details you ask for. As for the payment terms we usually require confirmed, irrevocable Letter of Credit payable by draft at sight.

     We have already sold some of those machines to China and are now represented there by The Engineering Export Ltd, Beijing. May we suggest that you contact the company directly? We think the firm may supply you with more details of our machines. We feel confident that you will find the goods are both excellent in quality and very reasonable in price.

     With best regards.

     Yours sincerely,

     Notes

1. Confirmed, irrevocable Letter of Credit payable by draft at sight 保兑的，不可撤消的，凭即期汇票支付的信用证

2. be represented by… 由……代理
     representative n. 代理人
     a legal representative 法定代理人

3. reasonable adj. 合理的
     Our price is quite reasonable. 我方价格是相当合理的。
     类似的表达法还有：realistic adj. 符合实际的，现实的；
     workable adj. 可行的； in the line with the present market 与现行价格相符，etc

(3) Enquiry for Textiles 对纺织品的询价

Dear Sir,

     It is a pleasure for us to introduce ourselves to you as a commission for Chinese Commodities. We've been engaged with this post for over 5 years now.

     We would be so much grateful if you send us catalogues and samples for the following items.

     (1) Towels, bed-sheets and blankets
     (2) Baby napkins and diapers
     (3) Garments for men, women and children
     (4) Underwear for men, women and children
     (5) Cotton piece goods and cotton fabrics¹¹
     (6) Sewing thread
     (7) Cotton knitwear
     (8) Synthetic¹² fabric¹⁰
     (9) Any other item that you wish to offer

     We are awaiting your earliest reply.

     Yours faithfully,

     Notes

1. commission n. 委任，委托，代办（权），代理（权）；委员会；佣金
     commission house 委托商行；证券经纪公司
     commission sale 委托销售
     commission agent 佣金商；代理商
     commission broker¹³ 掮客，经纪人
     commission of authority 授权书
     commission for acceptance 承兑佣金
     commission ticket 佣金票证

2. cotton fabrics 棉织品

3. synthetic fabrics 合成纤维织品

(4) Enquiry for Cosmetics¹⁴ 对化妆品的询价

Dear Sirs,

(Re: COSMETICS)

     We are one of the leading importers of Daily Chemicals in this city and shall be pleased to establish business relations with your corporation.

     At present we are interested in your cosmetics, details as per our Enquiry Note No.1345 attached, and shall be glad to receive your lowest quotation¹⁵ as soon as possible.

     We would like to mention that if your price is attractive and delivery date acceptable, we shall place our order with you immediately.

     We look forward to your early reply.

     Faithfully yours,

     Encl. As stated

     Notes

1. cosmetics n. 化妆品

2. as per 按照，根据
     as per list price 按照表上价格
     as per enclosed documents 根据所附单据

3. Enquiry Note No.1345 1345号询价单

4. attach v.t. 附加
     order with conditions attached 带有附加条件的订单
     aid with no conditions attached 无附加条件的援助

5. quotation n. 报价（单），行情（表）
     lowest quotation 最低报价
     discount quotation 贴现行情
     exchange rate quotation 外汇行情
     quotation table 价目表
     quote v.t. 报价，开价
     quote favourable¹⁶ price 报优惠价格

6. delivery date 交货期
     也可以用下列方式表示：
     date of delivery; time of delivery; delivery time; date of shipment; time of shipment; shipment time (date) etc.

     (5) Enquiry for Personal Computers 对计算机的询价

Dear Sirs,

     We are pleased to learn from your letter of 1st August that, as a manufacturer of computers, you are desirous of entering into direct business relations with us. This is just our desire, too. We have studied your catalogue and are interested in your IBM CPU 80586 personal computer. Please quote us your lowest price, CIF Guangzhou, inclusive of our 2% commission, stating the earliest date of shipment.

     Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.

     Please give us your reply as soon as possible.

     Yours faithfully,

     Notes

1. be desirous of sth. 想要某物
     be desirous of doing sth. 渴望做某事
     be desirous to do sth. 渴望做某某事
     desire n. 渴望，愿望

2. commission n. 佣金
     commission作佣金讲时一些习惯用法如下：
     (1) 百分之几佣金：a commission of …% 或 …% commission
     (2) 你方/我方百分之几佣金：your / our commission of ……% your / our ……% commission
     (3) 两笔或几笔佣金：two or several items of commission
     (4) 一切佣金或各项佣金：all commissions
     draw (receive) a commission of 5% on each sale 在每笔生意中抽取（收取）5%的佣金
     The above price includes your 2% commission. 以上所开价格包括你方2%的佣金。

3. Place a large order with you 向你方大量订货
     order n. 订单
     名词order常与动词make, send, place等联用，如果表示订购某项货物，后接介词"for"，也可接"on"或"of"，但"for"最为普遍。
     If your price is in line, we will send you an order for 5,000 sets. 如果你方价格与市价相符，我们将订购5000台。
     order v.t. 订购，订（货）
     If you allow us 10% discount, we will order 10,000 dozen. 如果你方给予10%的折扣，我们将订购10000打。
 

1 concisely   

adv.简明地

参考例句：

• These equations are written more concisely as a single columnmatrix equation. 这些方程以单列矩阵方程表示会更简单。 来自辞典例句
• The fiber morphology can be concisely summarized. 可以对棉纤维的形态结构进行扼要地归纳。 来自辞典例句

2 courteous   

adj.彬彬有礼的，客气的

参考例句：

• Although she often disagreed with me,she was always courteous.尽管她常常和我意见不一，但她总是很谦恭有礼。
• He was a kind and courteous man.他为人友善，而且彬彬有礼。

3 specimen   

n.样本，标本

参考例句：

• You'll need tweezers to hold up the specimen.你要用镊子来夹这标本。
• This specimen is richly variegated in colour.这件标本上有很多颜色。

4 detailed   

adj.详细的，详尽的，极注意细节的，完全的

参考例句：

• He had made a detailed study of the terrain.他对地形作了缜密的研究。
• A detailed list of our publications is available on request.我们的出版物有一份详细的目录备索。

5 illustrated   

adj. 有插图的，列举的 动词illustrate的过去式和过去分词

参考例句：

• His lecture was illustrated with slides taken during the expedition. 他在讲演中使用了探险时拍摄到的幻灯片。
• The manufacturing Methods: Will be illustrated in the next chapter. 制作方法将在下一章说明。

6 craftsmanship   

n.手艺

参考例句：

• The whole house is a monument to her craftsmanship. 那整座房子是她技艺的一座丰碑。
• We admired the superb craftsmanship of the furniture. 我们很欣赏这个家具的一流工艺。

7 payable   

adj.可付的，应付的，有利益的

参考例句：

• This check is payable on demand.这是一张见票即付的支票。
• No tax is payable on these earnings.这些收入不须交税。

8 reliability   

n.可靠性，确实性

参考例句：

• We mustn't presume too much upon the reliability of such sources.我们不应过分指望这类消息来源的可靠性。
• I can assure you of the reliability of the information.我向你保证这消息可靠。

9 walnuts   

胡桃（树）( walnut的名词复数 )； 胡桃木

参考例句：

• Are there walnuts in this sauce? 这沙司里面有核桃吗？
• We ate eggs and bacon, pickled walnuts and cheese. 我们吃鸡蛋，火腿，腌胡桃仁和干酪。

10 fabric   

n.织物，织品，布；构造，结构，组织

参考例句：

• The fabric will spot easily.这种织品很容易玷污。
• I don't like the pattern on the fabric.我不喜欢那块布料上的图案。

11 fabrics   

织物( fabric的名词复数 )； 布； 构造； （建筑物的）结构（如墙、地面、屋顶）：质地

参考例句：

• cotton fabrics and synthetics 棉织物与合成织物
• The fabrics are merchandised through a network of dealers. 通过经销网点销售纺织品。

12 synthetic   

adj.合成的，人工的；综合的；n.人工制品

参考例句：

• We felt the salesman's synthetic friendliness.我们感觉到那位销售员的虚情假意。
• It's a synthetic diamond.这是人造钻石。

13 broker   

n.中间人，经纪人；v.作为中间人来安排

参考例句：

• He baited the broker by promises of higher commissions.他答应给更高的佣金来引诱那位经纪人。
• I'm a real estate broker.我是不动产经纪人。

14 cosmetics   

n.化妆品

参考例句：

• We sell a wide range of cosmetics at a very reasonable price. 我们以公道的价格出售各种化妆品。
• Cosmetics do not always cover up the deficiencies of nature. 化妆品未能掩饰天生的缺陷。

15 quotation   

n.引文，引语，语录；报价，牌价，行情

参考例句：

• He finished his speech with a quotation from Shakespeare.他讲话结束时引用了莎士比亚的语录。
• The quotation is omitted here.此处引文从略。

16 favourable   

adj.赞成的，称赞的，有利的，良好的，顺利的

参考例句：

• The company will lend you money on very favourable terms.这家公司将以非常优惠的条件借钱给你。
• We found that most people are favourable to the idea.我们发现大多数人同意这个意见。