Unit Three Enquiries and Replies 1.Objectives:To let students 1)understand the aim of making enquiry and what a "first enquiry"is; 2)learn the general rules that should be observed when writing or answering an enquiry letter. 3)understand the differences of phrases used for polite inquiries between chinese and english 2.Contents: 1)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,email or handed to the suppliers through personal contact. 2)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. 3)If your are an enquirer,you should state clearly in your enquiries to foreign suppliers your exact requirements,inclusive of price,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 a letter. 4)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 the kind of goods handled,quantities needed,usual terms of trade and any information likely to enable the supplier to decide what he can do for you,will also help. 5)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. 6)In conclusion,enquiries should be brief,specific,courteous and 6
6 Unit Three Enquiries and Replies 1. Objectives: To let students 1) understand the aim of making enquiry and what a “first enquiry” is; 2) learn the general rules that should be observed when writing or answering an enquiry letter. 3) understand the differences of phrases used for polite inquiries between Chinese and English 2. Contents: 1) 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, email or handed to the suppliers through personal contact. 2) 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. 3) If your are an enquirer, you should state clearly in your enquiries to foreign suppliers your exact requirements, inclusive of price, 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 a letter. 4) 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 the kind of goods handled, quantities needed, usual terms of trade and any information likely to enable the supplier to decide what he can do for you, will also help. 5) 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. 6) 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. 3.Questions and exercises: 1)What is the aim of making enquiries? 2)Why is it essential in making enquiries to consider to which regions the enquiries are to be sent and how many suppliers are to be approached? 3)Should enquiries be addressed to an individual?Why not? 4)What should the answers to enquiries be? 5)Draft a letter according to the following particulars:Messrs.Arthur Grey Son write to China National Import Export Corporation, stating that they have an order to supply a hotel with table-cloths. They request samples in handsome designs of medium and best quality linen suitable for the purpose. 6)Translate the following sentences into English: )从纽约A.B.C.公司获悉，你公司出口尼龙床单和枕套。对上述品质优良价 格公道的商品，本地区常有需求。 b)我们另邮寄样品一批，深信一旦你们有机会查看样品之后，定会承认该货品 质优良，价格合理。 c)收到你公司5月14日询价，得悉你们对我们手工制人造革手套感兴趣。现 将你所需的详细资料，具有插图的目录和价格单附寄给你们。 )所附价格单和图解目录将给你提供有关你方最感兴趣的型号的具体情况。 4.Teaching methods and tools: Methods:Translation,Discussion,Case study,Writing Tools:Class teaching,Multimedia teaching Unit Four Offers and Counter Offers 1.Objectives:To let students 1)learn the particulars included in a satisfactory quotation or a firm offer: 2)understand the factors that influence the price; 3)grasp the general rules and basic skills of writing a letter accepting
7 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. 3. Questions and exercises: 1) What is the aim of making enquiries? 2) Why is it essential in making enquiries to consider to which regions the enquiries are to be sent and how many suppliers are to be approached? 3) Should enquiries be addressed to an individual? Why not? 4) What should the answers to enquiries be? 5) Draft a letter according to the following particulars: Messrs. Arthur Grey & Son write to China National Import & Export Corporation, stating that they have an order to supply a hotel with table-cloths. They request samples in handsome designs of medium and best quality linen suitable for the purpose. 6) Translate the following sentences into English: a) 从纽约 A. B. C.公司获悉，你公司出口尼龙床单和枕套。对上述品质优良价 格公道的商品，本地区常有需求。 b) 我们另邮寄样品一批，深信一旦你们有机会查看样品之后，定会承认该货品 质优良，价格合理。 c) 收到你公司 5 月 14 日询价，得悉你们对我们手工制人造革手套感兴趣。现 将你所需的详细资料，具有插图的目录和价格单附寄给你们。 d) 所附价格单和图解目录将给你提供有关你方最感兴趣的型号的具体情况。 4. Teaching methods and tools: Methods: Translation, Discussion, Case study, Writing Tools: Class teaching, Multimedia teaching Unit Four Offers and Counter Offers 1. Objectives: To let students 1) learn the particulars included in a satisfactory quotation or a firm offer; 2) understand the factors that influence the price; 3) grasp the general rules and basic skills of writing a letter accepting
or rejecting a quotation. 2.Contents: 1)An offer of goods is usually made either by way of advertisements, circulars and letters or in reply to enquiries.This is the first step in business negotiation. 2)In response to an enquiry,quotations may be sent.A satisfactory quotation will include the following: a.An expression of thanks for the enquiry; b.Details of prices,discounts and terms of payment; c.A statement or clear indication of what the prices cover (e.g. freight and insurance,etc): d.An undertaking as to date of delivery or time of shipment; e.The period for which the quotation is valid. 3)A firm offer is a promise to sell goods at a stated price,usually within a stated period of time.It must be clear,definite,complete and final.In making a firm offer,mention should be made of the time of shipment and the mode of payment desired:in addition,an exact description of the goods should be give and,if possible,pattern or sample sent 4)Complaints that prices are too high are usually met by references to the cost of raw materials,labor or transport,to the quality of the materials or the workmanship and sometimes to the rarity of the articles in question (antiques,etc.).A reference to your profit margin may also be sometimes required. 5)Prices may have to be raised because: A.the cost of raw materials has risen or B.the cost of moving the raw materials to the manufacturer has risen or C.the cost of production has risen (because of increase in rent, wages,energy charges,etc.)or D.the cost of moving the finished goods to the customer has risen (if the price quoted is not ex-works). 6)When a buyer rejects a quotation or other offer,he should write and thank the seller for his trouble and explain the reason for rejection. Not to do so would show a lack of courtesy.The letter of rejection 8
8 or rejecting a quotation. 2. Contents: 1) An offer of goods is usually made either by way of advertisements, circulars and letters or in reply to enquiries. This is the first step in business negotiation. 2) In response to an enquiry, quotations may be sent. A satisfactory quotation will include the following: a. An expression of thanks for the enquiry; b. Details of prices, discounts and terms of payment; c. A statement or clear indication of what the prices cover (e. g. freight and insurance, etc); d. An undertaking as to date of delivery or time of shipment; e. The period for which the quotation is valid. 3) A firm offer is a promise to sell goods at a stated price, usually within a stated period of time. It must be clear, definite, complete and final. In making a firm offer, mention should be made of the time of shipment and the mode of payment desired; in addition, an exact description of the goods should be give and, if possible, pattern or sample sent. 4) Complaints that prices are too high are usually met by references to the cost of raw materials, labor or transport, to the quality of the materials or the workmanship and sometimes to the rarity of the articles in question (antiques, etc.). A reference to your profit margin may also be sometimes required. 5) Prices may have to be raised because: A. the cost of raw materials has risen or B. the cost of moving the raw materials to the manufacturer has risen or C. the cost of production has risen (because of increase in rent, wages, energy charges, etc.) or D. the cost of moving the finished goods to the customer has risen (if the price quoted is not ex-works). 6) When a buyer rejects a quotation or other offer, he should write and thank the seller for his trouble and explain the reason for rejection. Not to do so would show a lack of courtesy. The letter of rejection
should cover the following points.It should: a.Thank the seller for his offer; b.Express regret at inability to accept: c.Make a counter-offer if,in the circumstances,it is appropriate; d.Suggest other opportunities to do business together. 3.Questions and exercises: 1)What is to be included in a satisfactory quotation? 2)In making a firm offer,what should be mentioned? 3)Why should a buyer explain the reason for rejection of a quotation? 4)In a letter rejecting an offer,what are the main points to be expressed? 5)Write a letter for a curtain material manufacturer,with a quotation enclosed therein,giving favourable comments on the goods offered and recommending their client's acceptance. 6)Translate the following sentences into English: A.如果你方报价具有竞争性，交货期可接受的话，我们愿向你方订货。 B.我公司打算在近期内将出口任务扩展到欧洲市场。 C.根据你方要求，今随函附上目录及价格但一份，另封邮上一些样品供你方挑 选。 D.我们相信，我方产品在你地市场的销路一定会很好。 E.按你方要求，对这四种产品，我方按C亚汉堡报价。我们一般不给任何佣 金，但是考虑到你们的订货数量较大，我们破例给你们3%的佣金。 R.我们认为，如果你们把价格降低少许，会使销售额增加，利润也会更多 4.Teaching methods and tools: Methods:Translation,Discussion,Case study,Writing Tools:Class teaching,Multimedia teaching Unit Five Orders and Their Fulfillment 1.Objectives:To let students 1)understand what should be mentioned in an order: 2)know what rules should be followed when writing an order letter; 3)learn how to write a letter accepting or rejecting an order:(4) understand the buyer's and the seller's obligations when a binding agreement comes into force. 2.Contents:
9 should cover the following points. It should: a. Thank the seller for his offer; b. Express regret at inability to accept; c. Make a counter-offer if, in the circumstances, it is appropriate; d. Suggest other opportunities to do business together. 3. Questions and exercises: 1) What is to be included in a satisfactory quotation? 2) In making a firm offer, what should be mentioned? 3) Why should a buyer explain the reason for rejection of a quotation? 4) In a letter rejecting an offer, what are the main points to be expressed? 5) Write a letter for a curtain material manufacturer, with a quotation enclosed therein, giving favourable comments on the goods offered and recommending their client’s acceptance. 6) Translate the following sentences into English: A. 如果你方报价具有竞争性，交货期可接受的话，我们愿向你方订货。 B. 我公司打算在近期内将出口任务扩展到欧洲市场。 C. 根据你方要求，今随函附上目录及价格但一份，另封邮上一些样品供你方挑 选。 D. 我们相信，我方产品在你地市场的销路一定会很好。 E. 按你方要求，对这四种产品，我方按 CIF 汉堡报价。我们一般不给任何佣 金，但是考虑到你们的订货数量较大，我们破例给你们 3%的佣金。 F. 我们认为，如果你们把价格降低少许，会使销售额增加，利润也会更多。 4. Teaching methods and tools: Methods: Translation, Discussion, Case study, Writing Tools: Class teaching, Multimedia teaching Unit Five Orders and Their Fulfillment 1. Objectives: To let students 1) understand what should be mentioned in an order; 2）know what rules should be followed when writing an order letter; 3 ） learn how to write a letter accepting or rejecting an order; (4) understand the buyer’s and the seller’s obligations when a binding agreement comes into force. 2. Contents: