c. hope for understanding Seller’s name and address: 上海时达贸易有限公司 上海市陇海中路64号 Two: You are an importer of electronic goods in US. Recently you got a piece of information about a Rainbow Electronic Products Co., Ltd in China on the Internet as follows: 彩虹牌电风扇使用军工技术生产的，低噪声，噪声低，风力柔和。按照国际ＩＳＯ９００２标准生产，建立质量保证体系，获得中国电工产品认证合格证书，取得长城标志。彩虹牌系列电风扇，有落地扇、台扇两大类共十多个花色品种。 Write a letter, expressing the wish to establish business relationship with them
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Module Three: Procedures of Business Negotiation Unit 4: Inquiry 授课时间 课次： 7 周次：5 In international business, the exporter and the importer have to go through “Enquiry – Offer – Counter-offer – Acceptance” before they sign a contract. In the whole process, offer and acceptance are the key 教学目的 和要求 steps. Sometimes the exporter or the importer may ask for some alterations to the terms and conditions offered by the other, which is what we call a counter-offer. This chapter deals mainly with enquiry, offer and counter-offer. Through study of this chapter, students will be able to write effective letters on making enquiry, offer and counter-offer as well. 1. The forms of Inquiry: 教学重点 和难点 教学方法 General enquiry and specific enquiry 2. the logical sequence of composing an inquiry letter Theory teaching, discussion, practice 和手段 课后作业 和思考题 郑州牧专外语系教案用纸
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Step 1: Brief Introduction Enquiries When an importer wants to import something, he may send an enquiry to the exporter. When making an enquiry, the importer may begin with the question or questions you want to ask; your reader then knows at once what your enquiry is about. Keep your enquiry short and to the point; say what needs to be said and then stop. In a general enquiry, the importer may only ask for catalogues, price lists, samples or some other reference materials from the exporter. If both parties have never dealt with each other before, then the importer will inform the exporter of the source of his information at the beginning of his letter. Details of his own company and / or business will also be included. The letter as such is known as a “First Enquiry”. The importer who sends a specific enquiry may require information as to price, specifications, discount, quantity, terms of payment, date of shipment, etc. regarding some definite goods in addition to reference materials. An enquiry must be acknowledged in terms that establish good will if an immediate sale is not possible. If it is from an old customer, say how much you appreciate it; if it is from a new customer, say you are glad to receive it and express the hope of keeping up friendly business relationship. Normally, a good enquiry shall include the following information: ? Minimum order quantity; ? Sample availability/cost; ? Delivery time; ? Company brochure; ? Full product catalog; ? A response before a date. Step 2: Key Words & Expressions enquiry demand appreciate terms of payment as requested enjoy confirmed and irrevocable letter of credit step 3: Sample letters 32 / 107
September 1, 2011 Dear Sirs, We saw your IBM-compatible PCs at the International Technology Exhibition held in Bonn in June. The computers you showed would be most suitable for our market. We are wholesale dealers (批发商) of electronic products in our country and interested in purchasing your computers. Would you please send us details of your computers including the functions and the necessary software? When quoting, please state terms of payment and discount you would allow on purchase of quantities not less than 500 sets. Should your computers are of good quality and competitive price, we will place a large order with you and open L/C in your favor in time. As for our financial standing, business capacity and character, please refer to our bankers, the Standard Bank Ltd. Mombasa. Your favorable reply to this enquiry is requested. Yours faithfully, step 4: Details of the letter 33 / 107
September 1, 2010 Dear Sirs, One year ago we bought from you a consignment of “Jade Rabbit” brand essential balm (清凉油). We are interested to know whether you are still producing and exporting essential balm of this kind and, if so, should be glad to have particulars (详情、细节). In order to quicken our mutual business transactions, we should like you to airmail us the soonest possible your Proforma Invoice for 30,000 dozen of the above article with prices CIF Calcutta, so that we can get our client’s confirmation. There is no question about obtaining the necessary Import Licence. After the said licence is approved, an L/C will be opened in your favor. We would also like to act as your sole agent in Indian market. In order to promote the sales of your products, we therefore request you to send us your agency agreement paper. We thank you in advance and hope to have prompt and favorable reply from you soon. Give a brief introduction of enquiries to the students. Ask the students to read the whole letter first and let them get the general idea of it. Then explain it in details. Ⅰ【Language Points】 1. enquiry n. 询盘，询价 → ★ make (or: send, give, fax) sb. an enquiry for sth. 向某人询购某种商品， 向某人询问某种商品价格 Eg. They send us an enquiry for our “Cool” Brand Air Conditioner. 他们来信询购我“凉爽”牌空调。 Thank you for your enquiry of August 1 for 3,000 m/t Dongbei Rice. 感谢你方八月一日有关三千公吨东北大米的询盘。 → enquire (或inquire） v. 询购，询问 ★ enquire for sth. 询购某种商品 Eg. We thank you for your e-mail of the 6th enquiring for groundnuts. 你方六日询购花生的电子邮件已收悉。 We are writing you to inquire the current price of gloves of high quality. 我们特写信询问有关高质量手套的时价。 2. demand: n. 需求(表示对某物的要求,用介词for) eg. As the demand has become softer, interest is cooling off. 由于需求已减少,兴趣逐渐淡薄. There is a large demand for this article. / This article is in great demand. 这种商品需求量很大. → demand: v. 要求 Eg. The buyer demanded punctual shipment of the goods. 买主要求该货如期装运. The buyer demands that the seller should ship the goods within a week. 买主要求卖主在一周内装运该货. ★ 动词demand 不可用被要求的人作宾语,而需在那个词前加of → Wrong: The buyer demands the seller to ship the goods within a week. Right: The buyer demands of the seller to ship the goods within a week. ★ growing demand = increasing demand 日益增长的需求 Note that “demand” is followed by the prep. “for”. 3. supply vt. 供应，供给 → supply sb. with sth. 或 supply sth. to sb 向某人供应某物 Eg. We are pleased to say that we can supply you with all goods listed in your letter of April 7. 欣告你们四月七日来函中所列的各种商品，我们均可供应。 If you can supply the goods to us within one month, please fax us immediately. 如能在一个月内提供这些货物，请即传真告知。 34 / 107