学习目标
熟练掌握“询盘函”及复函的基本写作步骤、常用句型和术语以及适用的写作方法，并能够根据不同的外贸情景，在规定的时间内完成写作，积累写作技巧，提高交际能力，为完成与“询盘”相关的外贸任务打下基础。
学习重点
熟练掌握“询盘函”及复函的基本写作步骤、常用句型和术语以及适用的写作方法。
学习难点
能够根据不同的外贸情景，在规定的时间内完成写作，积累写作技巧，提高交际能力。
一、相关外贸知识建构
买方可以通过询盘得到卖方产品的相关信息，从而进一步获取对方的报盘；而卖方也可以通过询盘的方式了解买方的购买意愿。询盘一般被认为是外贸谈判中的第一步。
（一）“一般询盘”和“具体询盘”
就内容而言，询盘通常分为一般询盘（General Enquiry）和具体询盘（Specific Enquiry）。
一般询盘不一定立即涉及具体的交易。其主要内容是请对方邮寄报价单、目录、样品等，有时也对自己感兴趣的商品的价格、数量、交货期等做一般性询问。通过这种方式，买方可以获取对方产品的基本信息。
具体询盘则包含特定商品的各项交易条件，请求对方报盘（Offer）。
二、“询盘函”撰写建构
●模拟外贸情景Business Scenario
你公司参加了上个月的广交会，拜访了一家卖方展台，并对卖方出口的女式“人字拖”很感兴趣。
●明确撰写任务
起草一封一般性询盘给卖方公司的出口部经理Ms.Yao：
①表达写信目的
②希望卖方能够邮寄这种产品的全套目录及出口报价单
③希望卖方说明交易方式以及交货期
●撰写构思Planning
步骤1 确定写作目标（Identify the Objective）
获取信息（Obtain Information）
步骤2 明确主题（Determine the Main Idea）
询问“人字拖”的相关信息
步骤3 选取支撑信息（Choose Supporting Information）
希望对方能够邮寄目录、报价单等
步骤4 确定写作方法，组织整理材料（Determine the Writing Approach and Adjust the Message）
好消息——“平铺直叙法”
●完成撰写
●总结“询盘函”撰写步骤（意义建构）
①点明主题，说明写作意图
②简要地自我介绍（如果是第一次询盘）
③说明你方希望获得的一些产品信息（比如品名、规格、价格条款、支付条款、交货期等）
④期待获得早日回复
●加深理解
三、“询盘回复函”撰写建构
●模拟外贸情景Business Scenario
你方收到买方10月10日有关女式“人字拖”的询盘。
●明确撰写任务
回函给买方的进口部经理Mr.Roux：
①满足买方需求
②赞美你公司所出口的产品
③为使买方对你们的产品有亲身感受，你方销售代表Mr.Zhang 将会带着样品于本周末到达巴黎，上门拜访。
●撰写构思Planning
步骤1 确定写作目标（Identify the Objective）
提供信息（Provide Information）
步骤2 明确主题（Determine the Main Idea）
满足对方要求，寄送样品
步骤3 选取支撑信息（Choose Supporting Information）
简单介绍你公司出口产品；告知买方如何获得对你公司产品的亲身体验（派销售代表携带样品访问买方公司）
步骤4 确定写作方法，组织整理材料（Determine the Writing Approach and Adjust the Message）
好消息——“平铺直叙法”
●完成撰写
●总结“询盘回复函”撰写步骤（意义建构）
①提及收到的询盘并表示感谢
②满足对方需求（寄送目录、样品、使对方对自己的产品有亲身的体验以及说明各项交易条款等）
③借机推销自己的公司及产品（自我介绍）
●加深理解
注释
①stand 销售台，摊位
The shop was crowded with display stands and boxes.
这家商店堆满了陈列台。
②the Canton Fair 广交会
③flip-flops 人字拖，夹趾拖鞋
④range 成套产品；系列商品
Our company has just launched our latest range of fashion jewellery.
我们公司刚刚推出了我们最新的时尚珠宝系列。
⑤place regular orders 经常性订购
⑥chromium plated domestic products 家用镀铬产品
⑦refer to sth.参看，查阅；提及，谈到
You may refer to our latest catalog if you want to know something about our goods.
如果贵方想了解我方产品，你可以向我方索要最新目录。
refer sb.to sb.引导某人去某人/某公司处查询
refer sb.to sth.引导某人去参看或查阅某物
refer sth.to sb.将某物交与某人经办/处理
⑧本句意为：我方正在迅速处理贵方询盘。
⑨the discriminating buyers 有鉴赏力的买家
⑩the captioned goods/the subject goods 标题所列的货物
Words,Expressions and Sentences
1.range
（1）［C］成套产品；系列商品
A company from Darlington has just launched its latest range of fashion jewellery.
达灵顿的一家公司刚刚推出了他们最新的时尚珠宝系列。
（2）范围
Even the cheapest property was out of our price range (= too expensive for us).
即使是最便宜的房子也超出了我们能承受的价格范围。
in/within a…range
a salary in the range of $25,000 to $30,000
处于2.5 万美元到3 万美元之间的薪水
2.公吨是公制单位，在英文中原本的表达法是tonne 或metric ton
tonne [tʌn] [复数tonnes 或tonne ] =metric ton=1，000kg
ton [tʌn] [复数tons ] 是英制单位
1ton=1,016kg (Br:long ton) =907.2kg (US:short ton)
为避免混淆，建议与客户谈判时，统一使用metric ton。
3.discount
（1）n.减价，折扣
Members get a 15% discount.
会员可享受八五折优惠。(www.xing528.com)
at a discount
Employees can buy books at a discount.
员工购书可享受折扣。
（2）v.
①忽视，不重视〔某事〕
Experts discounted the accuracy of the polls.
专家对这次民意调查的准确性不以为然。
②把……打折，减价出售
Games were discounted to as little as $5.
游戏减价到只要5 美元。
4.辨析：duty，tariff 和tax
duty：tax to be paid for importing 进口税
customs duty （=tax paid on goods coming into the country） 关税
tariff：a tax on goods coming into a country or going out of a country 进出口税[+ on]
The government may impose tariffs on imports.
政府可能要对进口货物征收关税。
tax：money taken compulsorily by the concerned government authorities to pay for government expenditures 由政府有关机构强制征收的用于政府开支的税款
He already pays 40% tax on his income.
他的收入已经要缴40%的税了。
a tax on fuel 燃油税
5.appreciate v.感谢
基本搭配：sb.appreciate sth.；sb.appreciate it if；sth.be appreciated
We shall appreciate it if you will send us a brochure and two sample books by air immediately.
如果你能立即航空邮寄给我们一份小册子和两个样品本，我们将不胜感激。
Your early reply is highly appreciated.
感谢你们的早日回复。
We appreciate your favorable reply.
我们非常感谢你们的肯定答复。
6.The Expressions of Making an Enquiry
to enquire for...询购……
to make/send/fax/cable enquiries about sth.询问，询价
to have/receive an enquiry for...有/收到……的询盘
to send sb.particulars of...告知某人……的详细情况
7.The Expressions of Asking for Quotation & Other Terms
to quote sb.a price for sth./quote a price for sth./make a quotation for sth./make a quotation of a price 向某人报……价
to allow （give，provide，grant） a...% discount/to allow （grant，give，offer） sb.a discount of…% for/on sth.允许给某人百分之……的折扣
to state terms of...说明……的条款
to inform sb.on what terms one can supply...告知某人在何条件下可供应
8.The Expressions of Reply
in reply （to one’s enquiry） 答复（某人询盘）
to welcome one’s enquiry 欢迎某人的询盘
to thank sb.for one’s enquiry for...谢谢某人对某商品的询价
9.Please quote as requested in our inquiry sheet your lowest prices and state the earliest delivery date.
10.We specialize in supplying small stores in rural areas.Over 3,000 of these stores virtually depend on us,and this assured sales outlet enables us to dispose of fairly large quantities.
11.This company produces a large range of domestic and office furniture,and we are interested in using a number of products from your current range in the manufacture of our goods.
12.You can see in the enclosed catalogue that we specialize not only in domestic appliances but also in products for industrial use as well.
13.I now look forward to receiving your confirmation of the arrangements I have provisionally made regarding the visit by our representative.
拓展训练
一、单项选择
1.While______an enquiry,you ought to enquire into quality,specification and price etc.
A.making B.offering C.sending D.giving
2.Please reply as soon as possible,______the earliest shipment date and terms of payment.
A.stated B.as stated C.stating D.state
3.I am sure that the quality of our products is superior______that of others’.
A.from B.to C.than D.for
4.Thank you for your enquiry of March 20,and we also confirm______your sample
A.having received B.to have received C.receiving D.to receive
5.______we would like to close the business with you,we find your bid unacceptable.
A.As much B.Much as C.Like much D.Much like
6.Upon______of your specific enquiry,we shall airmail you immediately our quotation sheet.
A.receive B.receiving C.receives D.receipt
7.I heard that Togy Company is______the market for your new product.You may contact them.
A.at B.in C.seeking D.for
8.We will appreciate it very much if you can quote us your best prices______Sony Brand Color TV Sets of 24 and 29 inches.
A.in B.for C.at D.on
9.______your Enquiry No.123,we are sending you a catalog and a sample book for your reference.
A.According B.As per C.As D.About
10.We are sending you the samples______requested.
A.be B.are C.as D.for
二、填空
1.Would it be possible for one of your representatives to call______my shop?
2.I take great pleasure______enclosing our latest catalogue and price list.
3.One of our buyers has made us an enquiry______150 dozen men’s shirts.
4.July shipment is acceptable______our customer.
5.Our new low-cost solutions may be______particular interest to you.
6.Please inform us______the prices of the products that you can supply.
7.Please take into considerations when quoting a price that we may______regular orders for large quantities.
8.If you are______a position to meet our demand,we will place a large order with you.
9.If your quality is good and the price is suitable for our market,we would consider______a long term contract with you.
10.Some of our customers have interest______your canned goods and we wish to have your CIF quotations with samples and full particulars.
三、英汉翻译
1.Specializing in the export of “Flying Pigeon” Brand Bicycles,we express our desire to trade with you in the line.
2.In conformity with your request,we are sending you by air a catalogue for your reference.
3.We have the pleasure of sending you under separate cover,a new catalogue which lists the complete line of our sporting goods.For your information,we checked the items which we hope especially interest you.
4.We have recently received many inquiries from retailing shops in New York area about the captioned items and are sure that there would be very brisk demands.We shall appreciate your quoting us your most competitive prices on a CIF New York basis for the following.
5.We have seen your advertisement in the Textile Journal and should be obliged if you would send us patterns and prices of quality cotton piece available from stock.
四、汉英翻译
1.我公司经营服装进出口业务已有多年，我们的产品在许多国家享有盛誉。
2.附寄一本目录，上面有本公司系列产品中增添的最新型号FJ908。
3.我们有几个客户表示对你们的防水服装感兴趣并询问了质量情况。如能寄来样品和报价，将十分感激。
4.请附寄有最优惠的成本加保险费、运费到巴黎价格的最新商品目录，并请告知每件货物的大约重量。
5.你公司寄来的样品，使我们对你公司产品的色彩与品质有了一番概念。
五、模拟外贸情景写作实操
你公司是一家经营中国工艺品出口业务的国有企业。7月5日，你们收到一家公司进口部经理Ms.Yamakawa 有关电动机（Electric Motor）的询盘，现回复如下：
①告知买方询盘收悉，表示感谢；
②告知买方已将其询盘转交给了中国机械进出口（集团）有限公司（China National Machinery Import & Export Corporation）办理，请与他们直接联系，并解释原因（该商品属于中国机械进出口（集团）有限公司的经营范围）；
③顺便自我介绍（经营中国工艺品出口业务的一家国有企业，并与各地的大经销商建立了广泛联系）；
④随函附上你们公司的最新目录和价目单，希望能和贵方建立业务关系。
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