发布时间 : 星期一 文章商务英语函电讲稿更新完毕开始阅读
缩行式( Indented Style )： 封内地址和其需要分行的地方的后一行,都比前一行缩进二格或三格;信的正文,每一段的开始一行都缩进若干格(一般与称呼末一字母取齐)。
平头式 ( Block Style )：凡是用打字机打上去的每一行字,包括(完全或绝对平头式)日 期、封内地址、事由和结尾礼词,都是从左边的空白边缘打起。
改良平头式( Modified Block Style )：这种格式,除日期,结尾礼词和签名部分外,其他部分每行开头都与左边空白边缘看齐。
混合式 ( Semi-block Style with Indented Paragraphs )：封内地址及其他需要分行的部分,采用平头式,而第一段开始行采用缩行式。两种格式的混合采用所以称之为混合式。
? Afterclass Exercise
Arrange the following in proper form as they should be set out a letter: 请将以下商业书信的组成部分按其正确格式 排置成一封完整信函：
1)Sender′s name: China National Light Industrial Products Import & Export Corporation. Shanghai Branch
2)Sender′s address:128 Huchiu Road, Shanghai, China 3)Sender′s cable address:INDUSTRY SHANGHAI 4)Sender′s telex address:33054 INDUS CN 5)Date:March 23,20.
6)Receiver′s name:H.G.Wilkinson Company, Limited 7)Receiver′s address:245 Lombart Street, Lagos, Nigeria 8)Salutation used: Dear Sirs,
9)Subjectmatter: Sewing Machines 10) The Message:
We thank you for your letter of March 16 enquiring for the captioned goods.
The enclosed booklet contains details of all our Sewing Machines and will enable you to make a suitable selection.
11)Complimentary close: Yours faithfully,
Chapter Three Enquiry and Reply
第3章 询 盘 及 回 复
1. Introduction to Enquiries and Replies
In foreign trade, enquiries are usually made by the buyers without engagement to get information about the goods to be ordered, such as price, catalogue, delivery date and other terms. Enquiries may be either dispatched by mail, cable, telex, fax, or handed to the suppliers through personal contact.
It is essential in making enquiries to consider carefully to which region or regions the enquiries are to be sent and how many suppliers are to be approached in one and the same region. Failure to take into consideration the relevant situation would lead to an adverse effect on future transactions.
If you are an enquirer, you should state clearly in your enquiries to foreign suppliers your exact requirements, inclusive of prices, discounts, terms of payment, and the length of time required for delivery. There is no need for long, over-polite phrases and still less for humbleness. Nowadays, many firms even use a printed enquiry form instead of letter.
A “first enquiry”, that is an enquiry sent to a supplier whom you have not previously dealt with, should begin by telling him how you obtained his name. Some details of your own business, such as the kind of goods handled, quantities needed, usual terms of trade and any information likely to enable the supplier to
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decide what he can do for you, will also help.
Enquiries should be addressed to the company because, in this way, your letter will receive quick attention. If you address the enquiries to an individual, your letter may have to wait while he is away. Or you may make a mistake and address it to the wrong individual, and this will also mean delay.
In conclusion, enquiries should be brief, specific, courteous and reasonable. In return, the answers to enquiries should be prompt, courteous and helpful. In case the goods enquired for are currently out of stock, the supplier should inform the enquirer when they will be available and, by taking this opportunity, introduce some other products as substitutes so as to create a good impression, which hopefully will result in more business.
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 [询盘的法律效力]
在实际业务中,询盘只是探寻买或卖的可能性,所以不具备法律上的约束力,询盘的一方对能否达成协议不负有任何责任.由于询盘不具有法律效力,所以可作为与对方的试探性接触,询盘人可以同时向若干个交易对象发出询盘。
但合同订立后，询盘的内容成为磋商文件中不可分割的部分，若发生争议，也可作为处理争议的依据。 询盘的分类
（1）买方询盘
是买方主动发出的向国外厂商询购所需货物的函电。在实际业务中，询盘一般多由买方向卖方发出。
①对多数大路货商品，应同时向不同地区、国家和厂商分别询盘，以了解国际市场行情，争取最佳贸易条件
②对规格复杂或项目繁多的商品，不仅要询问价格，而且要求对方告之详细规格、数量等，以免往返磋商、浪费时间。
③询盘对发出人虽无法律约束力，但要尽量避免询盘而无购买诚意的做法，否则容易丧失信誉。
④对垄断性较强的商品，应提出较多品种，要求对方一一报价，以防对方趁机抬价。 （2）卖方询盘
是卖方向买方发出的征询其购买意见的函电。
卖方对国外客户发出询盘大多是在市场处于动荡变化及供求关系反常的情况下，探听市场虚实、选择成交时机，主动寻找有利的交易条件。
2. Introduction to General / Specific Enquiries and Replies 3. Letter-writing Guide
You cannot plan anything more than a single message by just thinking as you write. So it is advisable to make a plan for unity, coherence and proper emphasis before you start to write.
Unity: a paragraph for each point is a good rule; likewise, one letter for one topic will serve to make
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your letter clear.
If a letter has unity, it will cover its topic adequately but will not include extraneous material.
Coherence: If a letter is coherent, the sentences stick together and each sentence is in some way linked to the preceding sentences. Careful writers use coherence techniques to avoid abrupt change in thought and link each sentence to a preceding sentence.
Emphasis: In sentences, the first and last words are in emphatic positions. In paragraphs, the first and last sentences are also in emphatic positions.
e.g. It is an attempt to alleviate this situation that we are asking to establish a direct connection with your corporation.
If a sentence or a paragraph contains a series, each element in the series can be emphasized by placing a number before it.
e.g. We require your draft to be accompanied by
1) 3 non-negotiable copies of clean shipped on board Bill of Lading, marked “Freight prepaid”; 2) Signed Invoice in triplicate; 3) Certificate of Origin in duplicate; 4) Insurance Policy in duplicate covering WPA & War for full invoice value plus 10%. Writing Samples Electric Heaters Dear Sirs,
We are interested in your electric heaters, particularly Model B, for use in offices and shall be glad if you will send us a copy of your illustrated catalogue and current pricelist.
If your products agree with the taste of our market, we feel confident of placing regular orders.
Faithfully yours,
Favorable Reply of Electric Heaters Gentlemen:
We are very pleased to receive your letter of October 3 and, as requested, we enclosed a copy of our latest illustrated catalog of electric heaters.
You mentioned that you are particularly interested in Model B heaters, our newest model. Without any increase in electric power consumption it gives out 15% more heat than earlier models. You will find in the price list particulars of our terms printed on the inside front cover of the catalogue.
We look forward to a trial order. This would enable you to see for yourself the high quality of the material and execution of this model and at the same time give you the opportunity to test its efficiency.
Truly yours,
环节1：句子翻译练习
I. Translate the following sentences into English: 1．人造丝织品的需求有增长的可能性。 2．如你方价格合理，我们将大批订购。
3．建议你方报最低价，因为我们订货量将会很大。
4．请注意，由于市场价格波动频繁，所有报价有效期仅一周。 5．请速寄你们的样本书和报价单。
6．如果你们产品符合我市场需求我们将大量定货。 7．请尽快办理此事。
8．获得你们的友谊甚为高兴，当尽力不辜负你们的信任。 Answer:
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I. Translate the following sentences into English:
1. There is a possibility of increasing demand for the Rayon Textiles. 2. If your prices are reasonable, we will give you a large order.
3. We suggest that you quote us competitive prices because our order will be large.
4. You will please note that these quotations are open for a week only because there are frequent fluctuations in the market price.
5. Please rush us your sample book and quotation list.
6. If your product agrees with the taste of our market, we will place a large order with you. 7. Kindly give this matter your prompt attention.
8. We are happy to have your friendship, and we will do all in our power to deserve your confidence.
环节2：信函写作练习 Situational Writing One
1）寄本公司所有商品的最新图解目录及价格表（含VCR M83的详细图解及基隆船上交货价） 2）收到对方订单后一个月即可装船。
3）很高兴得知若价格便宜，贵方准备从台湾大量进口新开发的VCR 4）本公司的价格比其它的任何竞争对手都便宜。 Suggested Answer Dear Sir or Madam,
Thank you very much for your enquiry of 1st May for our Video Cassette Recorder M83.
We have today sent you under separate cover our latest illustrated catalogue and price list covering our entire line of goods. You may find in them a minute illustration of our VCR M83 and its FOB Leelung price.
You may be sure that we can effect shipment within one month after receipt of your order.
We are glad to know that you are going to import large numbers of newly developed VCR’s from Taiwan if prices are competitive.
You may rest assured that our prices are lower than any other competitor’s. We do hope to hear from you soon.
Yours faithfully,
Situational Writing Two
客户要求：1）报下列产品的实盘：第12号和81号春装花式钮扣。 2）请寄产品规格，最好带插图。 3）报价为FOB中国港口价。 4）标明最低出口起订量。
5）请告包装、重量、交货及其他必要细节 Gentlemen:
We would like to have your best firm offer for Fancy Buttons for spring coats No. 12 and No. 81. Please submit specification, preferable with illustrations.
Please quote FOB China Port prices and specify your minimum export quantities.
Besides, please let us know about the packing, weights, deliveries and other essential details. We are looking forward to your reply.
Yours very truly,
? Main Points:
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