商务函电商务函电世纪商务英语

齐齐哈尔职业学院外语系

Lesson 4 General Enquiry

Lesson 5 Specific Enquiry

Lesson 6 Firm Offer

Lesson 7 Counter-offer

Unit 2 Enquiry, Offer and Counter-offer

Main Points of of an enquiry

Opening: the purpose or reason of

writing

the source of information

the intention

Body: the details of requirements

the requirements

the introduction of market andprice that

will be obtained

Requirements for further information

Closing: expectation of an offer

Main Points of of offer

Opening: an expression of thanks for

the enquiry, if any

the source of information

the intention

Body: the details of offer

names of commodities, quality, quantity

and specifications;

details of prices, discounts and terms of payment

a statement or clear indication of what the prices cover

the period for which the offer is valid

packing and date of delivery

Closing: hope of acceptance

Main Points of of Counter-offer

Opening: Opening:a receipt or

thanks for the offerBody:

the details of requirements

rejection and reasons

the counter proposal

Closing: expectation of the acceptance

Lesson Four General Enquiry

General enquiry Specimen 1

Pacific Standard Trade Co. Ltd. 32 Queensway, London, UK October 10, 2006Shanghai Sunlight Fibire Product Co., Ltd.20 Huihai Road, Shanghai, ChinaDear Sirs,Re: Chinese toysWe learn from your advertisement in Chian Trade Directory that you areproducing Chinese toys for export. We are quite interested in your products.Would you please send us as soon as possible your illustrated catalogue and the latest price list, together with any samples you can let us have.We are given to understand that you are able to supply large quantities at attractive prices.For your information, there is a steady demandhere for Chinese toys of high quality. Sales are not particularly high, but good prices can be obtained for fashionable designs. We are looking forward to receiving your immediate reply.Yours truly,Ellen Glance(Miss) Ellen GlanceC.C. Manager

Specimen 2 Reply to the above

Shanghai Sunlight Fibire Product Co., Ltd. 20 Huaihai Road, Shanghai, China October 21, 2006Pacific Standard Trade Co., Ltd.32 Queensway, London, UKDear Miss Ellen,Re: Chinese toysThanks for your enquiry dated October 10, and your interest in our products as well.We are enclosing some copies of our illustrated catalogues and a price list giving the details your ask for. Also under separate cover, we are sending you samples of varous fashions which show you clearly the quality and craftsmanship. We trust that when you see them you will agree that our products appeal to the most selective buyer.We are willing to allow 50% discount for all orders over 1000 pieces.

Shanghai Sunlight Fibire Product Co., Ltd. 20 Huaihai Road, Shanghai, China October 21, 2006Pacific Standard Trade Co., Ltd.32 Queensway, London, UKDear Miss Ellen,Re: Chinese toysThanks for your enquiry dated October 10, and your interest in our products as well.We are enclosing some copies of our illustrated catalogues and a price list giving the details your ask for. Also under separate cover, we are sending you samples of varous fashions which show you clearly the quality and craftsmanship. We trust that when you see them you will agree that our products appeal to the most selective buyer.We are willing to allow 50% discount for all orders over 1000 pieces.

You can rely on us to give your order immediate attention.Yours sincerely,Shanghai Sunlight Fibire Product Co., Ltd.CharlyCharlySales Manager Encl.

You can rely on us to give your order immediate attention.Yours sincerely,Shanghai Sunlight Fibire Product Co., Ltd.CharlyCharlySales Manager Encl.

Specimen 2 Reply to the above

Tag

craftsmanship selective buyer

general enquiry

illustrated cataloguefashionable designs

China Trade Directory

learn from… that

for export

of high quality

a steady demand

for your information

be given to understand … that

Arm yourself

We learned from your letter of June 21 that you are interested in our tape recorder.

we are informed that ou have a stock of textile products for export.

for your information, we have recently concluded with a Japanese exporter a transaction on the terms.

There is a steady demand for such kind of products in our market.There is no demand for the goods.

Translate the following expressions into Chinese.illustrated catalogue high quality a steady demand fashionable designsselective buyer craftsmanshipgeneral enquiry quantity discount

Exercises

Lesson Five Specific Enquiry

Specimen 1 Specific Enquiry

Dear Sirs,Thank you for your letter dated August 25. We are pleased to know that you are producing different kinds of shoes.We are interested in your varous casual shoes recommended in your letter, particularly embroidered slippers and cotton shoes. Will you kindly send us a copy of your illustrated catalogue and some samples with further informationed. If your price is competitive, we will consider placing an order for 5000 pairs with you. We are looking forward to your urgent reply.Yours faithfully,

Dear Sirs,Thank you for your letter dated August 25. We are pleased to know that you are producing different kinds of shoes.We are interested in your varous casual shoes recommended in your letter, particularly embroidered slippers and cotton shoes. Will you kindly send us a copy of your illustrated catalogue and some samples with further informationed. If your price is competitive, we will consider placing an order for 5000 pairs with you. We are looking forward to your urgent reply.Yours faithfully,

Specimen 2

Dear Sirs,Thank you for your specific enquiry of September 1.The enclosed illustrated catalogue and samples will give you details of the two sorts of shoes in which you are especially interested. The illustrations will also give you information about other casual shoes we are exporting. As to our terms and conditions, please see page 8 of the catalogue. Uner cover, we are sending you our offer on CIF Liverpool, for shipment in October. Usually we require an irrevocable L/C by draft at sight.Embroidered slippers and cotton shoes are our products of latest style. Because of their excellent quality and low prices, you can be sure that our products will help you expand your market.We are looking forward to your trial order.Yours sincerely,

Dear Sirs,Thank you for your specific enquiry of September 1.The enclosed illustrated catalogue and samples will give you details of the two sorts of shoes in which you are especially interested. The illustrations will also give you information about other casual shoes we are exporting. As to our terms and conditions, please see page 8 of the catalogue. Uner cover, we are sending you our offer on CIF Liverpool, for shipment in October. Usually we require an irrevocable L/C by draft at sight.Embroidered slippers and cotton shoes are our products of latest style. Because of their excellent quality and low prices, you can be sure that our products will help you expand your market.We are looking forward to your trial order.Yours sincerely,

Reply to the above

Tag

moderately priced goods

our terms and conditions

date of shipment

an irrevocable L/C by draft at sight

a promising market

quote v. give price for

CIF Cost, Insurance and Freight

FOB Free on Board CFR Cost and Freight

Shipment

urgent reply

recommend n. suggest

Arm yourself

On the recommendation of Mr. Thomas, we are glad to learn that you handle this line.

We hope that you could quote us the lowest price for cotton.

Please expendite shipme

nt as soon as possible.

be in urgent need of

Exercises

Translate the following sentences into English.我们愿意与你方建立合作以便扩大市场我们很高兴地向你方试定以下家用电器。插图目录将提供给你方我们正在出口的其他产品情况。关于我方的贸易条件，见目录的第五页。情报给我方最低 FOB伦敦价。

Lesson Six Firm Offer

Specimen 1 Firm offer

Dear Sirs,This is to confirm your telex of 16 May 2006, asking us to make you a firm offer for rice and soybeans CFR Cairo.We telexed you this morning offering you 30 metric tons of polished rice at US$2800 per metric ton, CFR Cairo, for shipment during July-August 2006. This offer is valid, subject to the receipt of your reply before 10 June 2006.Please note that we have quoted our most favorable price and are unable to entertain any counter-offer. It is likely that the market price will rise. It would be to your advantage to place orders without delay.We are anticipating your early reply.Yours faithfully,

Dear Sirs,This is to confirm your telex of 16 May 2006, asking us to make you a firm offer for rice and soybeans CFR Cairo.We telexed you this morning offering you 30 metric tons of polished rice at US$2800 per metric ton, CFR Cairo, for shipment during July-August 2006. This offer is valid, subject to the receipt of your reply before 10 June 2006.Please note that we have quoted our most favorable price and are unable to entertain any counter-offer. It is likely that the market price will rise. It would be to your advantage to place orders without delay.We are anticipating your early reply.Yours faithfully,

Specimen 2 Voluntary offer

Dear Sirs,This time last year you placed an order for Type BS362 12-volt sealed batteries. This is a discontinued line which we had on offer at the time.We now have a similar product on offer, Type CN233. It occurs to us that you might be interested. A descriptive leaflet is enclosed.We have a stock of 590 of Type CN233 which we are selling off at $30 each. We can offer a quantity discount of up to 15%, but we are prepared to give 20% discount for an offer to buy the complete stock.We are giving you this opportunity in view of your previous order. We would appreciate a prompt reply, since we will put the offer out in the event of your not being interested.Yours faithfully

Tag

a voluntary offera discontinued line

firm offer

counter-offer

favorable price

entertain v. consider,

accept

note v.learn, know, understand subject to

confirm

offer

Arm yourself

v. an expression on the terms and conditions in a transaction; supply

The consignments are subject to weather change.

Exercises

Translate the following expressions into Chinese.CFR Singapore descriptive leafletprevious order the complete stockfavorable price firm offervoluntary offer a discontinued line

Lesson Seven Counter-offer

Specimen 1 Counter-offer

Dear Sirs,Thank you for your letter of May 20 quoting for the rice and soybeans.We appreciate the good quality of your products, but unfortunately your prices appear to be on the high side even for goods of this quality. To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range.We like the way in which you have handled our enquiry and would welcome the opportunity to do business with you. Information indicates that the Japanese goods are being sold at a price approximately 10% lower than what you quoted. We wonder if you could reduce your prices to that level.We shall appreciate your favorable reply.Yours sincerely,

Dear Sirs,Thank you for your letter of May 20 quoting for the rice and soybeans.We appreciate the good quality of your products, but unfortunately your prices appear to be on the high side even for goods of this quality. To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range.We like the way in which you have handled our enquiry and would welcome the opportunity to do business with you. Information indicates that the Japanese goods are being sold at a price approximately 10% lower than what you quoted. We wonder if you could reduce your prices to that level.We shall appreciate your favorable reply.Yours sincerely,

Specimen 2 Reply to the above

Dear Sirs,While we thank you for your letter of 22 May 2006, we are disappointed to hear that our price for rice and beans is too high for you to work on, because Japanese goods are being offered at a price approximately 10% lower than ours.We do not deny what you say, but we would like to invite your attention to the superior quality of our products. We have to point our that our quotation is quite realistic and have been accepted by buyers of other sources.Although we are keen to do business with you, we regret that we cannot accept your counter-offer or even meet you half way. The best we can do is reduce our previous quotation by 2%.We trust that this will meet with your approval and look forward to your early reply.Yours faithfully,

Tag

previous quotation

the principal demand

the superior quality

reduce

at a price 10% lower than …

information indicates

that

leave…with only a small profit

on the high side

Arm yourselfIn order to close this deal we shall further reduce our price.

Exercises

Letter-writing PracticeTranslate the following letter into Chinese:敬启者：感谢你方 4月 5日对衬衫的报盘。由于市场竞争激烈，我方遗憾告诉知不能接受你方的报价，因为获利的空间不大。事实上，我们接到你的地区的另一供货商的报盘，比你方价格低 10%。鉴于我们长期的友好的贸易关系，建议你方至少降价 8%。盼佳音。