1. 商务函电 世纪商务英语 齐齐哈尔职业学院外语系

2. Lesson 4 General Enquiry Lesson 5 Specific Enquiry Lesson 6 Firm Offer Lesson 7 Counter-offer Unit 2 Enquiry, Offer and Counter-offer

3. 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

4. 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 packing and date of delivery the period for which the offer is valid Closing: hope of acceptance

5. Main Points of of Counter-offer Opening: Opening:a receipt or thanks for the offer Body: the details of requirements rejection and reasons the counter proposal Closing: expectation of the acceptance

6. Lesson Four General Enquiry

7. General enquiry Specimen 1 Pacific Standard Trade Co. Ltd. 32 Queensway, London, UK October 10, 2006 Shanghai Sunlight Fibire Product Co., Ltd. 20 Huihai Road, Shanghai, China Dear Sirs, Re: Chinese toys We 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 Glance C.C. Manager

8. Specimen 2 Reply to the above Shanghai Sunlight Fibire Product Co., Ltd. 20 Huaihai Road, Shanghai, China October 21, 2006 Pacific Standard Trade Co., Ltd. 32 Queensway, London, UK Dear Miss Ellen, Re: Chinese toys Thanks 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, 2006 Pacific Standard Trade Co., Ltd. 32 Queensway, London, UK Dear Miss Ellen, Re: Chinese toys Thanks 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.

9. You can rely on us to give your order immediate attention. Yours sincerely, Shanghai Sunlight Fibire Product Co., Ltd. Charly Sales Manager Encl. You can rely on us to give your order immediate attention. Yours sincerely, Shanghai Sunlight Fibire Product Co., Ltd. Charly Sales Manager Encl. Specimen 2 Reply to the above

10. Tag craftsmanshipselective buyer general enquiry illustrated cataloguefashionable designs China Trade Directory

11. Arm yourself be given to understand … that for your information a steady demand of high quality for export learn from… that 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.

12. Translate the following expressions into Chinese. illustrated catalogue high quality a steady demand fashionable designs selective buyer craftsmanship general enquiry quantity discount Exercises

13. Lesson Five Specific Enquiry

14. 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,

15. 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

16. Tag moderately priced goods our terms and conditions date of shipment an irrevocable L/C by draft at sight a promising market

17. Arm yourself recommend n. suggest urgent reply Shipment CFR Cost and Freight FOB Free on Board CIF Cost, Insurance and Freight quote v. give price for 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 shipment as soon as possible. be in urgent need of

18. 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。

19. Lesson Six Firm Offer

20. 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,

21. 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

22. Tag a voluntary offer a discontinued line firm offer counter-offer favorable price

23. Arm yourself offerconfirmsubject to note v.learn, know, understand entertain v. consider, accept v. an expression on the terms and conditions in a transaction; supply The consignments are subject to weather change.

24. Exercises Translate the following expressions into Chinese. CFR Singapore descriptive leaflet previous order the complete stock favorable price firm offer voluntary offer a discontinued line

25. Lesson Seven Counter-offer

26. 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,

27. 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,

28. Tag previous quotation the principal demand the superior quality

29. Arm yourself on the high side leave…with only a small profit information indicates that at a price 10% lower than … reduce In order to close this deal we shall further reduce our price.

30. Exercises Letter-writing Practice Translate 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。