函电 (4) ------ A

今天进入第二个主题: Enquiries & Offers

在开始今天的例文之前,先插几个知识点的讲解.

1. 在给对方写信时,在要提起某个问题来回答时,常有 "关于(你方的要求),至于......" ,那可用的词组有哪些呢?

as to / as for / in regard to / regarding / referring to / in respect of / concerning


2. offer    n. & v.  的用法:

1) Your offer of ...

2) 常与动词 make , cable , send 连用

3) 常与介词 for , of , on 搭配


3. Enquiry / Inquiry :

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.

1) a general inquiry   普通询盘

general information : a catalogue , pricelist , sample , photo

2) a specific inquiry   具体询盘

detail information : name of the commodity , specification , quantity , unit price (CIF,FOB,etc.) , shipment date , terms of payment


4. Offer :

1) non-firm offer   虚盘

Non-firm offers are usually indicated by means of sending catalogues, pricelists, proforma invoices and quotation ; though quotations with certain qualifying words sometimes play the function of firm offers.

2) firm offer   实盘

A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. The promise may be expressed (i.e. clearly stated in words), as when it takes the form of a letter ; or it may be implied (i.e. understood), as when it takes the form of a quotation that contains the words "for acceptance within seven days", or similar qualifying words.

The firm offer creates a power of acceptance permitting the offeree by accepting the offer, to transform the offeror's promise into a contractual obligation. Thus, once it has been accepted it cannot be withdrawn.

3) A satisfactory offer will include the following:

a) an expression of thanks for the enquiry, if any ;

b) names of commodities , quality , quantity and specifications ;

c) details of prices , discounts and terms of payment ;

d) a statement or clear indication of what the prices cover (e.g.  packing , freight and insurance) ;

e) packing and date of delivery ;

f) the period for which the offer is valid.

以上这些只供参考,这些纯粹是一些理论的知识. 似乎在实际操作中,也不会把那么多个point放在同一封信里描述.

函电 (4) ------ B

今天例文的题目是: An Enquiry for Chinese Cotton Piece Goods

正文如下:

Dear sirs,

We are glad to note from your letter of 1st September that , as exporters of Chinese Cotton Piece Goods , you are desirous of entering into direct business relations with us. This happens to coincide with our desire.

At present, we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues, sample books and all necessary information, regarding these goods so as to acquaint us with the quality and workmanship of your supplies. Meanwhile, please quote us your lowest price, C.I.F. Vancouver, inclusive of our 5% commission, stating the earliest date of shipment.

Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.

We trust you will give us an early reply.

Yours faithfully,

函电 (4) ------ 注解 A

Notes:

1. note   v.   注意到

例: We note from your letter that you are in the market for chemicals.


2. be desirous of   渴望 , 想要     + doing sth. / sth.

例: We are desirous of entering into (or : to enter into) direct business relations with you.

    desire   n. & v.   期望 , 渴望 ; 要求 , 请求

例: They have no desire to buy anything at the moment.

     What do you desire us to do?


3. coincide   v.   (意见等) 一致 ; (时间上) 相同      

   一般搭配为  coincide with

例: We are glad that our ideas coincide.

     Your enquiry coincided with our offer.


4. catalogue   n.   目录 (本)

    单页的商品说明书称为 leaflet.



函电 (4) ------ 注解 B

5. workmanship   做工


6. regarding   prep.   关于

与 with regard to , in regard to , as regards 同义,一般可以换用.

例: We have already written to you regarding this matter.


7. supply   n.   供应

例: Supply now exceeds demand on our market.   (供大于求)
   
     The goods are in short (scarce , light , free , abundant , ample) supply.

     We are replenishing supply (or : supplies).


8. inclusive   adj.   包括......的      ( inclusive of = including ; exclusive of = not including)

例: This offer (or: price) is inclusive of your commission of 2%.

     (= This offer (or : price) includes your commission of 2%.)

     This applies to Items 1 to 10 inclusive.

函电 (4) ------ 注解 C

9. competitive   adj.   有竞争力的

例: Our price is competitive enough to induce business.

    compete   v.   竞争

例: We have to compete against (or : with) other countries in trade.

    competition   n.   竞争

例: To enable us to meet competition, you must quote the lowest possible price.

    competitor   n.   竞争者

例: Competitors are offering lower prices.

函电 (5) ------ A


第一篇例文的题目是: A " First " Enquiry

正文如下:

Dear sirs,

We learn from Spett. Ditta Fratelli of Rome that you are producing for export hand-made golves in a variety of natural leathers. There is a steady demand here for gloves of high quality and although sales are not particularly high. good prices are obtained.

Will you please send me a copy of your glove catalogue, with details of your prices and terms of payment. I should find it most helpful if you could also supply samples of the various skins of which the gloves are made.

Yours faithfully,




10. place   v.   置......于 ; 订购 ; 售出      

"给某人下单,给某人定货" 为 place order with sb.

例: If you cannot effect shipment in time, you will place us in an awkward position.

     If your price is competitive, we shall be glad to place a substantial order with you.

     If your price is right, we believe we can place additional quantities in our market.


函电 (5) ------ B

Reply:

Dear sirs,

We welcome your enquiry of 22nd August and thank you for your interest in our products. A copy of our illustrated catalogue is being sent to you today, with samples of some of the skins we regularly use in our manufactures. Unfortunately, we cannot send  you immediately a full range of samples, but you may take it that such leathers as chamois and doeskin, not represented in the parcel, are of the same high quality.

Mr Wang, our overseas director, will be in Rome early next month and will be pleased to call on you. He will have with him a wide range of our manufactures and when you see them we think you will agree that the quality of the material used and high standard of craftmanship will appeal to the most selective buyer.

We also manufacture a wide range of hand-made leather hand-bags in which we think you may be interested. They are fully illustrated in the catalogue and are of the same high quality as our gloves. Mr Wang will be able to show you samples when he calls.

We look forward very much to the pleasure of receiving an order from you.

Yours faithfully,

函电 (5) ------ 注解

1. supply sb. with sth.
   
    supply sth. to sb.


2. manufacture   n.   (单数) 制造 , 生产 ; (复数) 制造品 , 产品

如: They are engaged in the manufacture of plastics.

      They sell their various manufactures locally.

    manufacture   v.   制造 , 生产

如: Your order is being manufactured and will soon be ready for shipment.

    manufacturer   n.   制造工厂 , 制造者

如: We have already bought the goods from another manufacturer.


3. be made of    (看得到原材料的)

    be made from   (看不到原材料的)


4. illustrated   adj.   有插图的


5. range   n.   范围

    a full range   全套的       a wide range   大量的

如: We can supply carpets in a wide range of designs.


6. chamois    n.   (单复数同形) 小羚羊 ; 羚羊皮 ; 麂皮


7. doeskin   n.   母鹿皮


8. appeal to    ph. v.   引起好感 , 引起兴趣

如: We trust this new product of ours will appeal to your market.



9. selective buyer   善于挑剔的买住 , 有眼力的买主

" 挑剔的 " 还有 picky , fussy



函电 (6) ------ A

今天的例文的题目是: (A) An Enquiry for Iron Nails

正文:

Dear sirs,

Iron Nails

We are interested to buy large quantities of Iron Nails of all sizes and should be obliged if you would give us a quotation per metric ton C.F.R. Lagos,Nigeria.

It would also be appreciated if samples and/or brochure could be forwarded to us.

We need to purchase this article from other sources but we now prefer to buy from your corporation because we are given to understand you are able to supply large quantities at more attractive prices. Besides,we have confidence in the quality of Chinese products.

We look forward to hearing from  you by return.

Yours faithfully,

函电 (6) ------ B

(B) A Reply to the Above

Dear sirs,

In reply to your letter of August 15, we are giving you an offer, subject to our final confirmation, as follows:

        Commodity :                 Common Round Iron Wire Nails
     
        Specifications :              As per attached list

        Packing :                      Loose in plywood keg of 60 kgs. net

        Quantity :                    100 kegs

        Price :                          US $ ... net per keg CFR Lagos

        Shipment :                   September / October, 20..

        Payment :                    Confirmed, Irrevocable Letter of Credit payable by draft
                                          at sight to be opened 30 days before the time of shipment

Under separate cover, we have sent you samples of various sizes and the brochure required.

If you find the above acceptable, please cable us for confirmation.

Yours faithfully,

Encl.



函电 (6) ------ 注解 A

注解:

1. be obliged   感激 (陈腐的客套语)   = be appreciated

如: We shall be obliged if you will cable us an offer.

     Your prompt reply will oblige.


2. brochure   n.   小册子 (法语)

    相当于英语的 pamphlet.


3. be given to understand  =  be informed

如: We are given to understand that you deal in brushes of all kinds.


4. have confidence in sb. / sth.


5. by return   立即 , 收信后立即



函电 (6) ------ 注解 B

6. in reply to  (= in answer to)   为答复......

如: This is in reply (or: answer) to your letter of August 25.


7. subject to   以......为条件的 , 以......为有效

如: The offer is subject to confirmation.

     The plan is subject to the manager's approval.


8. as per    ph. prep.   按照 (仅用语商业书信)

如: We handle a wide range of light industrial products as per list enclosed.


9. net   adj.     净的 (英国习惯写作 nett)

    net price      实价 , 净价 (不含佣金或折扣)

    net weight   净重 (不包括皮重)

    net profit     净利 , 纯益   

函电 (7)



今天的例文的题目是: A Firm Offer

内容如下:

Dear sirs,

Groundnuts & Walnutmeat



函电 (7) ------ 注解 A

1. groundnut     花生

    walnutmeat   胡桃肉


2. firm   adj.   确定的 , 有效的

如: The offer is firm (for) 3 days.

    firm   adv.  确定地 , 有效地

如: We offer firm as follows.

     We offer you firm subject to reply by 5 p.m. our time, Wednesday, October 3.

    firm offer   实盘

    non-firm offer   虚盘 (即 offer without engagement / obligation 无约束力的报盘)


3. European Main Ports     常缩写成 EMP.


4. favourable   adj.   有效的 , 赞成的

如: We are favourable to your proposal.

     The time is not favourable for the disposal of the goods.

We confirm your cable of 2nd September asking us to make you firm offers for both Groundnuts and Walnutmeat CFR Copenhagen. We cabled back this morning, offering you 250 metric tons of Groundnuts, Hand-picked, Shalled and Ungraded at RMB￥1,800 net per metric ton CFR Copenhagen or any other European Main Port for shipment during October / November,1985. This offer is firm, subject to the receipt of reply by us before 25th September.

Please note that we have quoted our most favourable price and are unable to entertain any counteroffer.

As regards Walnutmeat, we would inform you that the few parcels we have at present are under offer elsewhere. However, if you should make us an acceptable bid, there is a possibility of your obtaining them.

As you are aware that there has been lately a large demand for the above commodities, such growing demand has doubtlessly resulted in increased prices. However you may avail yourselves of the advantage of this strengthening market if you will send us an immediate reply.

Yours truly,

函电 (7) ------ 注解 B

5. entertain   v.   考虑(引申为接受)

如: We shall be glad to entertain any constructive suggestion you make.

     We are too heavily committed to be able to entertain fresh orders.


6. parcel   n.   小包 ; 一批货

如: We are sending you a parcel of samples.

    商业上常用 parcel 指 "一批货", 相当于 a lot.

如: This is the only parcel left.


7. under offer   在出售中

如: We have only a parcel of 100 tons left, which is under (or : on) offer elsewhere.


8. bid   n. & v.   递价 , 出价

如: If we ask the buyers for a bid, probably they will name a low price.

     They made a bid at US$...  for Walnutmeat.

     Last week we bid US$... per ton for Green Tea. Now we can do a little better.



函电 (7) ------ 注解 C

9. aware   adj.   意识到的 , 知道的

如: We are fully (or : well) aware of the change in the market.

     We are not aware (of) why you have not opened the L/C.


10. lately   adv.   最近 , 不久前

如: We have received a crowd of enquires lately (or : recently ; of late).

     We received a crowd of enquires lately (or : recently).


11. result in    ph. v.   导致 , 终归

如: We confirm cables exchanged resulting in the sale to you of 15 metric tons Licorice.

     result from    ph. v.   产生于

如: We confirm the sale to you of 15 tons Licorice resulting from cables exchanged.


12. strengthen   vt.  加强     vi.  价格上涨

如: We agree to your proposed terms for this transaction in order to strengthen our relations.

     The market is strengthening.  (= The market is becoming stronger.)

函电 (8)




今天的例文的题目是: A Voluntary Offer

正文:

Dear sirs,

A year ago you placed a substantial order for Type CB555 Rechargeable Battery, a discontinued line that we had on offer at the time. As we now have a similar line on offer, i.e. Type AP303, it occurs to us that you may be interested.

We have a stock of 1,200 dozen of Type AP303 (see enclosed leaflet) which we are selling off at Stg ￡60 per dozen with a quantity discount of up to 15%, though we are prepared to give 20% for an offer to buy the complete stock.

We are giving you the first chance in view of your previous order, but we should appreciate a prompt reply so that we can put the offer out in the event of your not being interested.

Yours faithfully,

Encl.


函电 (8) ------ 注解

1. discontinued line   中断或停止 （生产、使用、供应等）的货色


2. occur   v.   发生 ， 想到

如： If another instance of this discrepancy should occur, it would be very embrassing.

       It has occurred to us that Type 32 might suit your purpose just as well.


3. sell off    ph. v.   卖掉 （尤指廉价出售）

如： It was sold off below prime cost.


4. discount   n.   折扣 ， 贴现

如： The highest discount we can allow on this article is 10%.

    at a discount   按较低价格 ； 无销路的 ； 不受欢迎的

如： The goods are selling at a discount.

       Off-grade goods are now at a discount.

    discount   v.   贴现 ； 打折扣 ； 不完全置信

如： Bills can be easily discounted in London.


5. up to (15%)   达到 ， 多达 （15%）

这是在累进的数量折扣（progressive discount for quantity)中，最多达到某种程度的一种说法，如买100打，给5%的折扣；买500打，给10%的折扣；买1000打，给15%的折扣。


6. be prepared to   准备，打算 （含有既愿意又能够的意思）

如： If you require additional, we shall be prepared to arrange.


7. put the offer out   普遍发出报盘


8. in the event of    如果发生，万一   （= in case of）

如： The seller may cancel the contract and reserve the right to claim in the event of buyer's breach of contract.

函电 (9)

今天例文的题目是: A Special Offer

内容如下:

Dear sirs,

We are in receipt of your letter dated March 21 and, as requested, are airmailing you, under separate cover, one catalogue and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you in making your selection.

In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows:

Art. No. :                         81000  Printed Shirting

Design No. :                     72435-2A

Specifications :                  30 x 36 x 72 x 69    35" x 36" x 42 yds

Quantity :                        12,600 yards

Packing :                          in bales or in wooden cases, at seller's option

Price :                              US$ ... per yard C.I.F.  C. 5% Vancouver

Shipment :                       to be made in three equal monthly instalments, beginning from June 19..

Payment :                        by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days
                                      before the time of shipment

We trust the above will be acceptable to you and await your trial order with keen interest.

Yours faithfully,



函电 (9) ------ 注解

1. be in receipt of   已收到

商业书信表示"收到"的一种比较陈旧的说法.

表面上是一般现在时,含义上是现在完成时,即等于have received.


2. as requested   按照要求 (或请求)

商业书信应对方要求办某事后,常用 as requested 于句首.


3. in due course   在适当的时候, 如期地   (有时用duely).

例: We trust the shipment will reach you in due course.

     We have duly noted the reason for the late delivery.


4. take pleasure in    (某人) 高兴地 (做某事)

例: We take (或 have) pleasure in + 动名词

     We take (或 have) the pleasure of + 动名词

     We take (或 have) the pleasure to + 不定式


5. option   n.   选择

例: The destination on the B/L is to be written "London option Hamburg".

    at seller's option = up to the seller


6. instalment   n.   分期          原指"分期付款".

例: How many instalments did it take to pay off the loan?

用于分批装运

three equal monthly instalments = three equal monthly shipments


7. be acceptable to sb.

    be accepted by sb.


8. with keen interest   殷切地

bravo. bon courage.
不过，第二封的回信好像没有................

good job，nice work

这不是外贸函电书上的嘛？

大赞！我在fob上看到过这个帖子。

借鉴一下，借鉴一下。

很好啊，好好学习一下！

哥们，有没有电子书什么的，这看着忒花眼了

你还是不要发了，这种函电发给老外，全部见光死，你是采购商，100个中国出口商和工厂给你发这样的邮件，你会看吗？

其实在真正的贸易过程中，函电并不是像楼主所说的那么简单，它还涉及到语气、节日祝福、技术沟通、条款谈判、售后沟通等各个方面。所以函电要从不断的实践过程，特别是鬼佬的遣词造句中学习。
以上纯粹个人经验所谈，并无冒犯之意。

very good