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·
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
)
●
Please send us
●
We
shall
be
obliged/grateful
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
interested in
in the market
for
looking for
(Name of the
products)
your latest catalogue/sample
(
如蒙惠予商品目录
/
样品，不胜感激
)
pattern/quotation/pricelist
(
如蒙惠予贵方样品
/
报价单
/
价目表，不胜感激
)
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
…
< br>（我方相信，对于大宗订货，贵
方会给予优惠的报价条件）
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 your request/letter of
…
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
we enclosed
our samples
随函附上我方的样品
we are
pleased to send you
we are sending you
here with
catalogue
随函附上我方商品目录
pricelist
随函附上我方报价表
Useful
sentences in enquiries
(Enquiries)
询盘常用的句子
● We have
seen your advertisement in the …. Would you please
send us
patterns and prices of quality
cotton piece goods?
● I’d
like to have your lowest quotations C.I.F. 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.
●
We want to know what you
can offer in this line as well as sales, such
as mode of payment, delivery, discount,
etc.
●
Will
you
please
send
me
a
copy
of
your
catalogue
and
pricelist
of
desktop computers?
●
Will you send us some your
samples with the quotations.
●
Please put us on your best
terms.
●
Kindly favor us with the lowest cash
price for the goods.
●
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.
·
·
我们看到你们在《。
。
。
< br>》上刊登的广告，
如能寄来优质布匹的报价单和样品，
将
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
能力、付款、装运和折扣等销售条件。
请寄我一份台式计算机的目录本和价
·
●
When can I have your
C.I.F. 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?
●
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
。
● To know more
your products, we
need some technical
details. Please
send us literatures,
brochures, or leaflets dealing with your products.
●
We
are
satisfied
with
the
quality
of
your
samples,
so
the
business
depends on your price.
目单，或者任何说明小册子
?
敬请惠寄报价单和样品可否
?
请提供最好的
(
优惠
)
条件。
敬请告知该货以现金支付的最低价格。
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？
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。
我们希望能和你们展开贸易来往。
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?
●
Thank
you
for
your
inquiry.
Would
you
tell
us
what
quantity
you
require so that we can work out the
offer?
●
Reliability is our strong
point.
●
We will allow you 10%
discount if you purchase 5000 dozens or more.
·
·
我们希望附寄的小册子对您有所帮助。
先看一看样品吧？
谢谢你询价。为了便于我方提出报价，
·
●
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.
●
Here
are
our
F.O.B.
price
lists.
The
final
prices
are
subject
to
our
confirmation.
●
What do you think of the
payment terms?
●
If you can
raise your order to …we ca
n offer you a
better price.
●
Our manager has visited
the material
company many times,
we have
tried our best.
●
Your target
price is not realistic, we find it intolerable
because ours is
the best possible price
if you take the quality into consideration.
●
Our price is our minimum we refuse to lower it any
more.
●
Your price is not quite
realistic. No business can be done at your level.
●
We
are prepared to make a 2% reduction if your order
is big enough.
能否请你谈谈你方需求数量？
可靠性正是我们产品的优点。
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
是一个破格待遇，我们不能再
降。
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？
·
·
·
若你公
司能提高订购数量到。
。
。
我们可
以提供一个更好的价格。
我方经理已多次与原料公司协商，
我们
已经尽力。<
/p>
你们的价格目标太低，是难以接受的
，
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
低。
你们价格太不现
实，
按照你们的价格不
能达成交易。
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).
·
·
你方价格可以（不可以）接受。
你方价格是可行（不可行）的。
·
Your price is
practicable (impracticable).
Your price
is attractive (not attractive).
Your
price is inducing (not inducing).
Your
price is competitive (not competitive).
The goods are (not) competitively
priced.
Business is closed at this
price.
Business is possible if you can
lower the price to….
The
best we can do is to reduce the price by 2%.
We cannot take anything off the price.
We''ve already cut down our prices to
cost level.
There is no room for any
reduction in price.
Can you cut down
the price for me?
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）
。
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。
你方若能减价到…，可能成交。
我们最多能减价百分之二。
我们不能再减价了。
我们已经将价格降到成本费的水平了。
价格毫无再减的余地了
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
“
D.D.
”
(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
< br>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
2
2
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。<
/p>
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
“Wher
e 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
< br>展示商品的下一步就是顾客试穿了，
可以说
“Pleas
e 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
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