-
商务英语书信
之
询价和报价
Business
English
---Enquiries and Quotations
内容提要：
询盘如何开始
如何回询盘
询盘常用的句子
报价常用的句子
关于价格表达
询盘、报价、还盘的例子
生活买卖中实用的巧答
How to
start:
●
We
are
(
想买入
)
interested in
in
the market for
looking
for
●
Please send us
your latest catalogue/sample (
如蒙惠予商品目录
/
样品，不胜感
< br>激
)
if you
could send us
●
We would like
to have
●
We
trust
that
you
will
make
an
effort to quote us
●
We
would
appreciated
your
sending details information
pattern/quotation/pricelist
(
如蒙惠予贵方样品
/
报价单
/
价目表，不
胜感激<
/p>
)
full details of
your
…
(
如承赐示商品完整详情，不胜感激
)
your lowest quotation
for
…
(
请向我方报…的最低报价
)
your favorable terms for
big quantities
…
（
我方相信，对于大宗
订货，贵方会给予优惠的报
价条件）
(Name of the
products)
●
We shall be obliged/grateful
on CIF prices, discounts,
and delivery schedule
…
（如能获悉贵
方
CIF
价
格
/
折价
/
交
货时间表，将不胜感激）
How
to reply:
Dear Sir or
Madam:
●
We are pleased to have
●
We have
received
●
We acknowledge receipt of
●
Thank you for
your letter
…
●
We thank you
for your inquiry of
…
●
As
requested
●
In
reply/answer
to
we enclosed
our samples
随函附上我方的样
your
inquiry/letter dated…
.
（收到您…
.[
日期
]<
/p>
的来信
/
询
盘）
感谢您…
(
日期
)
的来信
/
询盘
your
we
are
pleased
to
send
you
品
we are sending
you here
catalogue
随函附上我方商品目
with
录
pricelist
随函附上我方报价
表
request/letter of
…
Useful
sentences in enquiries (Enquiries)
询盘常用的句子
●
We
have
seen
your
advertisement
in
the
….
Would
you
please
我们看到你们在《。
。
。
》上刊登的广告，
send us patterns and
prices of quality cotton piece
goods
？
如能寄来优质布匹的报价单和样品，
将
● I’d like to have your lowest
quotations China.
● We wish to place an order with your
corporation for….
●
Please
let
us
have
the
information
on
the
price
and
quality
of the
goods.
十分高兴。
我想请你们报中国到岸价的最低价格。
我们希望向贵公司订购…。
请告知该商品的价格和质量。
我们想了解一下你们在这方面的供货
●
We want to know what you can offer in
this line as well as
能力、付款、装运和折扣等销售条件。
sales, such as mode of payment,
delivery, discount, etc.
请寄我一份台式计算机的目录本和价
●
Will
you
please
send
me
a
copy
of
your
catalogue
and
pricelist
目单，或者任何说明小册子
of
desktop computers
●
Will you send us some your
samples with the quotations.
●
Please put us
on your best terms.
敬请惠寄报价单和样品可否
请提供最好的
(
优惠
)
条件。
< br>
●
Kindly
favor us with the lowest cash price for the
goods.
敬
请
< br>告
知
该
货
以现
金支
付
的
最
低
价
●
Please quote us the lowest price for….
●
Will
you
please
let
us
have
a
list
of
items
that
are
imported
by you
●
If your prices are
favorable, I can place the order right
away.
●
When can I have your
prices, Mr. Li
How long does it usually take you to
make delivery
●
Can you make prompt delivery
●
Can you tell
me which kind of payment terms you'll choose
格。
请对…报最低价格。
请将贵公司的进口商品目录寄来为荷。
如果价格优惠，我们可以马上订货。
李先生，什么时候能得到你们到岸价
你们通常要多久才能交货
可以即期交货吗
●
Do you take
special orders
● Please send us a catalog of your
…together with terms of
payment.
Your prices are too high to
be accepted.
●
We hope we can do business with you in this
line。
能否告知你们将采用哪种付款方式
你们接受特殊订货吗
请给我们寄来一份。
。
。
（
商品名）的目
录，连同告诉我们付款方式。
你的价格太高，我们不能接受。
●
To
know
more
your
products,
we
need
some
technic
al
details.
Please
send
us
literatures,
brochures,
or
leaflets
dealing
with
我们希望能和你们展开贸易来往。
your products.
●
We are
satisfied with the quality of your samples, so the
business depends on your price.
为使我们了解贵公司的产品，
我们需要
一些技术方面的细节。
请寄有关产
品的
说明书，小册子或者活页目录。
我们对样品的质量很满意，
因此交易的
成败取决于你们的价格。
(Quotation)
报价常用的句子
●
We hope the enclosed
brochure will be helpful to you.
●
What about
having a look at sample first
我们希望附寄的小册子对您有所帮助。
先看一看样品吧？
●
Thank
you
for
your
inquiry.
Would
you
tell
us
what
quantity
谢谢你询价。为了便于我方提出报价，
you require
so that we can work out the offer
●
Reliability is
our strong point.
能否请你谈谈你方需求数量
可靠性正是我们产品的优点。
●
We will allow you 10%
discount if you purchase 5000 dozens
or more.
●
I think they
will find a ready market in Malaysia.
●
Our
products
are
very
good
in
quality,
and
the
price
is
low.
●
Our offers are
for three days.
●
Our quotation is subject
to change without notice.
●
Because
this
is
the
first
deal
of
us,
please
understand
that
this is an exceptional treatment, and
we can’t drop for you
any
more.
如果你方能订购
5000
打或
5000
打以
上，我们将给予
10%
的折扣。
我觉得它们在马来西亚会很有销路。
我们的产品质高价低。
我们的报盘三天有效。
我方报价如有变更不另通知。
鉴于我们第一次合作，请明白，这已经
●
Here are our price lists. The final prices are
subject to
是一个破格待遇，我们不能再降。
our confirmation.
●
What do you think of the payment terms
●
If
you can raise your order to …we can offer you a
better
price.
这是我
们离岸价的价目单
,
最后价格
以我方确
认为准。
对支付条件有何看法
●
Our
manager
has
visited
the
material
company
many
times,
we
若你公司能提高订购数量到。
。
。
我们可
have tried our
best.
以提供一个更好的价格。
●
Your target price is not
realistic, we find it intolerable
我方经理已
多次与原料公司协商，
我们
because
ours
is
the
best
possible
price
if
you
take
the
quality
已经尽力。
into
consideration.
你们的价格目标太低，是难以接受的，
●
Our
price is our minimum we refuse to lower it any
more.
因为如果考虑到商品的质量，
我方价格
已属最低。
这是我们最低价，我们拒绝进一步降
●
Your price is not quite realistic. No business can
be done
低。
at
your level.
你们价格太不现实，
按照你们的价格
不
●
We are prepared to make a
2% reduction if your order is big
能达成交易。
enough.
如果你
们订货数量大，我们准备减价
2%
。
About Prices
关于价格表达
Your price
inacceptable (unacceptable).
Your price is feasible
(infeasible).
Your price is
workable.
Your price is
realistic (unrealistic).
Your price is reasonable
(unreasonable).
Your price
is practicable (impracticable).
Your price is attractive (not
attractive).
你方价格可以（不可以）接受。
你方价格是可行（不可行）的。
你们出价可行。
你方价格合乎实际（不现实）
。
你方价格合理（不合理）
。
你方价格是行得通的（行不通）
。
你方价格有吸引力（无吸引力）
。
Your price is inducing (not
inducing).
Your price is
competitive (not competitive).
The goods are (not) competitively
priced.
Business is closed
at this price.
你方价格有吸引力（无吸引力）
。
你方价格有竞争力（无竞争力）
。
此货的定价有（无）竞争力。
交易就按此价敲定。
Business is possible if you can lower
the price
你方若能减价到…，可能成交。
to….
我们最多能减价百分之二。
The
best we can do is to reduce the price by
2%.
我们不能再减价了。
We cannot take anything off the
price.
我们已经将价格降到成本费的水平了。
We''ve
already
cut
down
our
prices
to
cost
level.
价格毫无再减的余地了
There
is no room for any reduction in price.
Can you cut down the price for me
你们可以降低价格吗
Examples:
询盘、报价、还盘的例子
Letter 1: Enquiry
(
询盘
)
Dear Sir,
We
are
in
the
market
for
Melon
Seeds
of
the
first
grade
and
second
grade
and
should
be
appreciated
if you let us
have your offers with some representative samples.
When offering the seeds, please
state
the earliest possible time of shipment and
quantities available.
Your
faithful
您好！
我们有意采购甲级以及乙级西
瓜子。如蒙惠赐贵方样品及报价，将不胜感激。报价时，请注明可提供的数量
以及最早装
运期。
此致
敬礼
Letter 2: Offers and Quotations
（报价）
Dear Sir,
Thanks
for your letter of 19
th
May.
Our
“
.
”
(raincoat)
range
is
particularly
suitable
for
warm
climates,
and
during
the
past
years
we have supplied this
range to dealers in several tropical countries.
This range is popular not
only because
it is light in weight, but also because the
material used has been specially treated
to prevent excessive condensation on
the insider surface.
For the
quantities you mention, we are pleased to quote as
follows:
…
…
…
Payment: by irrevocable L/C at
sight
Shipment: Shipment
will be effected within three or four days after
receiving the L/C
This offer
is subject to our final confirmation. We feel you
may be interested in our other
products
and enclose some pamphlets for your
reference.
We are waiting
for your early orders.
Yours
sincerely
您好！
感谢您五月十九日的来信。
我们的<
/p>
DD
型雨衣特别适用于暖热气候的区域。
过去的几年里，
我们已和多个热带国家的经销商建立的业务关
系
。
DD
型雨衣之所以受到欢迎，一方面因为重量轻；另一方面雨
衣内表层由一种特殊材料制成，可以防止过
多的水汽。
根据您需要的数量，我们报价如下：
。
。
。
。
。
。
。
。
。
支付方式：不可撤销即期信用证
装运时间：收到信用证三到四天内安排装运
< br>此报盘以我方最终确认为有效。我们认为贵公司可能对我方其他产品感兴趣，随函附上宣传小册以供参考。
期待您的佳音。
此致
敬礼
Letter 3: Counter-
offers
（还盘）
Dear Sir,
Thank
you
for
your
letter
dated
October
20.
As
regards
your
count-offer,
we
regret
we
are
unable
to accept it because
our current price has already been proved workable
by many orders received
from other
buyers.
However,
in
order
to
meet
you
on
this
occasion,
we
are
prepared
to
grant
you
a
special
discount
of 2% on condition that the quantity of
the order is no less than 1000 pieces.
We hope this will enable you to enjoy
the benefit of our special discount.
Yours
sincerely
您好！
感谢您
10
月
20
日的来信。很遗憾，我们
无法接受您还盘的价格，大多订我们货的买家都认为此价格是
可行的。
< br>
但是，
在这种情况下，
我们还
是打算给
2%
的特别折扣以满足您的要求，
条件是，
订单数量不能少于
1000
。
希望我们此次的特别折扣能给您带来实惠。
此致
敬礼
Letter 4: Counter-
offers
（还盘）
Dear Sir,
From your letter of November 22, we are
disappointed at learning that you find our offer
unacceptable because other suppliers
are offering lower prices.
We are not in a position to accept your count-
offer because our price is reasonably fixed.
Regarding the qualities of the goods
offered by others, we are rather doubtful whether
they are
similar to or comparable with
those of ours. Please call the attention to this
point and convince
that not only price
but also quality should be taken into
consideration.
We hope to
hear from you before long.
Yours sincerely
您好！
从您
11
月
22
日的来信，我们很失望地获
知您认为我们的报价难以接受，因为其他供销商能提供比我们
更为低廉的价格。
我们无法接受您回盘的价格，我们的价格十分合理的。至于您说的那些
比我们报价还低的供销商，我们
怀疑他们产品的质量是否能比得上或者类似我们的产品质
量。
请您务必要注意到这一点。
不能单单只看价格，
质量也应列入考虑的范围之内。
期盼您的佳音。
致辞
敬礼
生活买卖中实用的巧答
如何接受电话预定
除非是熟客，双方足够信任，否则，餐馆、旅店通常的电话应对方式是“What
time can we expect you
”
（您几点来）
如何给客人菜单
餐厅里，引领顾客落座后通常递上菜单“Good evening, sir.
Here‘s the dinner menu”捎待一会，再询
问“May I
take your order ”（您要来点什么）
如何引客人入座
可以先询问“How many people, please
”（请问几位）以及“Do you have a reservation
”（您订位了
吗）
，接下来就应该“Where would
you prefer to sit ”（您喜欢坐哪）而引客人入座了
如何针对多人游说
女性购物常常成群结队，所以您要多角度揣摩消费者喜好。在叽叽喳喳的意见中，找出主要购买者，对
她说
“Please insist your taste and
need.”（请坚持您的品位和考虑实际需要）
如何应付挑剔的顾客
挑剔的顾客主管意识极强，所以要避免正面争论，实在不行，记得说句“I’m
very
sorry
we
couldn’t
help
you,
sir.”（很抱歉，我帮不上什么忙）
。
如何让顾客试穿
展示商品的下一步就是顾客试穿了，可以说“Please
try
on
whichever
you
like.”（随便试）或“Would
you
like to try it
on”（要不要试穿一下）
如何说明用途
商品要买得好，推销员对商品必须有足够的了解，说明使用方法的简易及商品的来用性，往往有利于顾客下< /p>
决心购买，所以一句“Well, the
self
-
filling device is simpl
e.”（这种自动充墨装置十分简单）对您
的推销术有举一反三之效的。
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