UnitFourEnquiries&RepliesPartOne:TeachingAims&RequirementsHelpstudentstolearnaboutwhatanenquiryisandthetypesofenquiry;Helpstudentstowritelettersofenquiriesandrepliestoenquiries;Helpstudentstostudytheusefulwordsandexpressionsinmakingenquiriesandtheirreplies.PartTwo:BackgroundKnowledgeI.Whatisanenquiry?Anenquiryismadewhenonepartyofatransactionwantstogetasupplyofproducts,serviceorinformationfromtheotherparty/parties.Thisisthefirststepofabusinessnegotiation.Inmakingenquiries,attentionshouldbepaidtothefollowingpoints:1.Selecttheprospectiveoffererbeforehand.2.Betactfulenoughtoavoidunnecessarydivulgenceofbusinesssecrets.Failuretotakeintoconsiderationtheabove-mentionedquestionswillleadtoanadverseeffectonyourfuturebusiness.II.Typesofenquiry:1.GeneralEnquiry----arequestforapricelist,catalogue,sampleorquotationofpriceandotherterms.Thiskindoflettershouldbesimpleanddirectincontent.2.SpecificEnquiry----anenquiryforgoodsofacertainspecification.Itismadewhenabuyerintendstoconcludesomebusinesswiththeseller.Whenaspecificenquiryistobesent,manycompaniesuseaprintedformforthepurposeofeliminatingthetroubleofwritingaletter.Inenquiryletters,yourrequirementsshouldbewrittenclearly,includingprices,discounts,termsofpayment,andthetimeofshipmentordateofdelivery.Enquiriesshouldbeaddressedtothecompanyinsteadofan

individual,onlyinthisway,promptattentionwillbereceived.III.“FirstEnquiry”Ifabuyersendshisenquirytoasellerwhomhehasneverbeforedealtwith,thisisthe“FirstEnquiry”.Insuchaletter,heshouldbeginbytellingtheaddresseehowheobtainedhisname.Then,hemaygivesomedetailsofhisownbusinesssuchasthekindofgoodshandled,quantitiesneeded,usualtermsoftradeandanyothernecessaryinformation.Thirdly,hemayaskquestionsormakerequestsdirectlyandspecifically，toenablethesuppliertodecidewhathecandoforhim.Finally,concludebyextendingthanksandexpressingthehopeofgettinganimmediatereply.IV.LettersreplyingtoenquiriesTherepliestoenquiresshouldbeprompt,courteousandcoveralltheinformationaskedfor.Ifyoucannotsatisfytheenquirer’sdemandatthemoment,acknowledgetheletterimmediately,givingthereasonandassuringthatyouwilldoallyoucantomeethisrequirements.Iftheenquiryisfromanoldclient,expressyourappreciationofhisinterestinyourproducts.Ifitisfromanewcustomer,sayyouaregladtoreceiveitandexpressthehopeoflastingfriendlybusinessrelationssoastocreategoodwillandleaveagoodimpressiononthereader.PartThree:SampleLetters(1)StudyUsefulWords&Phrases1.enquiry

n.actofrequestinginformationespeciallyontheavailabilityofspecificproducts（英式）詢盤，詢價(jià)(美式為inquiry)

商務(wù)函電中常用的習(xí)慣搭配：tomakeanenquiryforsth.(goods)對某物進(jìn)行詢價(jià)e.g.Wearenowwritingyoutomakeanenquiryforyourproducts.Wearepleasedtohaveyourenquiryforourproducts.Wehavereceivedanumberofenquiriesfromourregularcustomersforyournewmodels.

Ourofferwillbesenttoyouuponreceiptofyourspecificenquiry.enquirev.1)vt.asktobetold詢問，打聽e.g.Weshouldliketoenquirewhetheryoucansupplythefollowingitems.

WewishtoenquirethecurrentpriceforyourChinaware.2)vi.askfor詢價(jià)e.g.Wearegladtoinformyouthatwecansupplythegoodsyouareenquiringfor.enquireinto:investigateortrytofindoutaboutsomething調(diào)查e.g.Weareenquiringintothebackgroundofthenewsupplier.enquireabout:askforinformationabout咨詢e.g.PleasewritealettertoourBranchOfficeatChicagotoenquireaboutthemarketconditionsthere.

在商務(wù)英語函電中，enquiry更多地用來表達(dá)“詢價(jià)”；inquiry則更多地用來表達(dá)“詢問”；“調(diào)查”等。PartThree:SampleLetters(2)StudyUsefulWords&Phrases1.demandn.callforcommoditybyconsumers;urgentorpressingrequirement要求，急需e.g.anincreasingdemand,agrowingdemand

日益增長的需求anactivedemand,abriskdemand,akeendemand

需求甚殷alargedemand,agreatdemand,agooddemand,aheavydemand

需求很大anurgentdemand

急需regulardemand

需求正常limited/littledemand

需求有限/很少demandandsupply供與求；供求Thesupplyisinadequatetomeetthedemand.(Thedemandexceedsthesupply.)供不應(yīng)求。Supplyexceedsdemand.供大于求。Oilisingreatdemandthesedays.石油目前有需求/有銷路。WeareindemandforyourPrintingMachineModelB6.我們想購買你方B6型印刷機(jī)。Thischequeispayableondemand.支票一經(jīng)要求即可支付。Theymadethedemandthatyou(should)deliverthegoodsinthethirdquarter.他們要求你們在第三季度交貨。對某物的需求：a…demandforsth.e.g.Thereisakeendemandforyourproductsinourmarket.

本地市場對你方產(chǎn)品需求很大。

Thereisagreat(little)demandforcottontextilesinEurope.vt.:require,need需求，要求e.g.Theletterdemandsanimmediatereply.Theclaimdemandscompensationforthebuyer’slosses.作動詞時(shí)，demand/ask/require/request/claim之間的區(qū)別：這些詞都可譯成“要求”。ask為日常用語，使用廣泛。request較正式而客氣，為“請求”、“懇求”，商務(wù)英語中使用廣泛。require和claim有根據(jù)權(quán)利等而“要求”的意思。demand表示理直氣壯地、不斷地“提出要求”，語氣強(qiáng)硬。PartThree:SampleLetters(3)StudyUsefulWords&Phrases1.enclosevt.

隨附這個(gè)詞在商務(wù)函電中使用相當(dāng)多，因?yàn)槲覀兘?jīng)常需要將一些書面材料（文字或者圖表、圖形）隨函寄給對方。該詞的用法如下：e.g.1)Weencloseourlatestcatalogueandpricelistforyourreference.

隨附我方最新商品目錄本及價(jià)目單供你方參考。

2)WeareenclosingforyourperusalourBusinessReportforlastyear.

現(xiàn)隨附我們?nèi)ツ甑纳虅?wù)報(bào)告供您參閱。

3)EnclosedisourOrderNo.123.

隨附我方第123號訂單。

4)Astothedetails,pleaseseetheenclosedSurveyReport.

詳見隨附的檢驗(yàn)報(bào)告。5)Webelieveyouwillfindtheenclosedinteresting.

我們相信你們對所附材料會感興趣。6)EnclosedpleasefindtheMemorandumsignedbetweenusonFeb.12.

隨函附上貴我雙方于2月12日簽署的備忘錄，請查收。7)Pleasefindthecheque

enclosedherewith.

隨函附上該支票，請查收。(以上第6、7句的用法較為陳舊，建議不用或者少用。)enclose的名詞形式：enclosure其縮寫形式為:Encl.Enc.如果隨附的文件不只一份，可用其復(fù)數(shù)：enclosures，也可用attachments替換。PartThree:SampleLetters(4)StudyUsefulWords&Phrases1.appreciate

vt.[formal]bethankful感謝，感激(是商務(wù)函電中的高頻詞。)e.g.1)Weshallappreciateitverymuchifyouwillsendusyoursamplebookassoonaspossible.

惠請你方盡快給我們寄來樣本一份。(若你方盡快給我們寄來樣本一份，我們將表示非常感謝。)2)Yourearly/promptreplywillbehighlyappreciated.

候復(fù)為盼。

3)Wewillappreciateyourforwardingusyourlatestcataloguesandpricelists.

惠請你方寄來最新商品目錄本和價(jià)目表。

4)Weappreciateyourcorporation.5)Itwillbe(greatly)appreciatedifyouwillmakeusanofferfor50M/TCrystalSugarFOBShanghai.

惠請你方給我方發(fā)盤50公噸白砂糖，F(xiàn)OB上海價(jià)。PartThree:SampleLetters(5)StudyUsefulWords&Phrases1.

neta.

remainingwhennothingmoreistobetakenaway凈的，純的e.g.netprice凈價(jià)（指扣除了傭金或折扣的凈價(jià)）

netprofit純利

netweight凈重

netincome/earnings純收入(=aftertaxhasbeenpaid)2.

per

prep.foreach每e.g.perdozen每打

Goodsaresoldat10dollarsperdozen.3.inU.S.Dollar以美元計(jì)（價(jià)）以某種貨幣計(jì)價(jià)或者結(jié)算，一般用in。如：1)inRenminbinYuan2)payincash4.foryourinformation該短語經(jīng)常用于商務(wù)函電中，其含義如下：(1)奉告e.g.Foryourinformation,wehaveshippedthegoodsonboards.s.“Fengqing”today.

奉告，我們今天已將貨物裝上“風(fēng)慶”輪。

Foryourinformation,wehaveopenedthecoveringL/CwiththeBankofChina,ChengduBranch.

奉告，我們已通過中國銀行成都分行開立了有關(guān)信用證。(2)foryourreference供你方參考e.g.Weareenclosingacopyofourlatestcatalogueforyourinformation/reference.

隨函寄上我方最新商品目錄本一份，供你方參考。(3)（可不翻譯）e.g.Foryourinformation,nowwearespeciallyinterestedinimportingMan-madeLeatherBagsfromyourcountry.

5.stockn.庫存，現(xiàn)貨e.g.1)Thegoodsareinstock.(Thegoodsareavailable/suppliable.)

該貨有庫存。2)Thegoodsareoutofstock.(Thegoodsareunavailable/unsuppliable.)

該貨無庫存。3)Wehavestockofthegoodsatpresent.我們目前有該貨物的現(xiàn)貨。4)Wehavethegoodsinstockatpresent.我們目前有該貨物的現(xiàn)貨。5)Weareoutofstockofthegoodsyouwant.我們沒有你們所要貨物的現(xiàn)貨。6)Wehavenostockofthegoodsyouwant.我們沒有你們所要貨物的庫存。7)We’llcontactyouimmediatelyonceourgoods/stockare/isreplenished.

一俟新貨補(bǔ)充，我們即與你們聯(lián)系。8)Wecarry/keep/havealarge/heavy/good/small/low/limitedstockofgoods.我們持有大量/很多/充足/少量/很少/有限的存貨。

9)Wehavesoldoutallourstock.(Ourstockisexhaustednow.)Pleasebuythearticleselsewhere.

我們的庫存已售罄，請你們到別處購買。10)Asourstockisrunninglow,pleasesendusyourorderatanearlydate.

由于存貨逐漸減少，請?jiān)缛沼嗀洝?1)Wecansupplythegoodsfromstock.

我們可提供現(xiàn)貨。12)Wehaveastockin/onhand.我們手中有貨。13)tocarry/keep/havealargestockof/insomegoods持有大量某種貨14)todisposeofastock出售存貨stockv.keepsth.instock儲備，儲存e.g.1)tostocksomegoods儲存貨物

2)ashopwellstockedwiththelatestfashions備有各種最新款式的商店6.availablea.thatshippingspacecanbebooked可訂到艙位的e.g.ThecontractualgoodsmustbeshippedbythefirstavailablesteamersailingtoDaliandirect.

合同貨物必須裝上第一艘可訂到艙位的直達(dá)大連的船。注意該詞在不同的地方含義不同：

availablegoods或者goodsavailable:現(xiàn)貨

commoditiesavailableforexport供出口的商品

L/Cavailablebydraftatsight:即期信用證/見票即付的信用證PartThree:SampleLetters(6)StudyUsefulWords&Phrases1.avarietyof:allkindsof各式各樣的,多種的e.g.1)Thisshopstocksavarietyofgoods.

該商店備有各式各樣的存貨。

2)Wehaveavarietyofwomen’sunderwearonsale.

我們出售各類女式內(nèi)衣。

3)Thereisawidevarietyofpatternstochoosefrom.

有種類繁多的圖案可供選擇。PartThree:SampleLetters(7)StudyUsefulWords&Phrases1.byseparatemail/post:byanotherpost另封，另郵e.g.1)Wesendyoubyseparatemailacopyofourlatestcatalogue.2)Wearesendingyou,byseparateairmail,acommoditylistandseveralsamplebooksforyourreference.現(xiàn)另封航郵寄上商品目錄和一些樣本，供你方參考。類似的表達(dá)：underseparatecover:另封，另郵e.g.Wehaveforwardedunderseparatecoveracopyofthecontract.我們已另郵你方合同一份。byseparatemail/post和underseparatecover的含義正好與enclose相反，enclose意為“隨函寄去”、“與此信一道寄去”。e.g.Weareenclosingourillustratedcatalogueandpricelistforyourstudy.

我們現(xiàn)隨函附上我方的插圖目錄本及價(jià)目表，供你方研究。（商務(wù)函電中，“sendsth.byseparatepost/mail”,“sendsth.underseparatecover”和“enclose”多與一般現(xiàn)在時(shí)或現(xiàn)在進(jìn)行時(shí)連用，表示寫信人正在進(jìn)行的動作或即將進(jìn)行的動作。）2.…arerapidlybecomingpopular:

迅速暢銷類似的表達(dá)：(sth.)tobepopular;tosellfast;toenjoyfastsales;toenjoy(great)popularity;tobeuniversallyacknowledged(商品)暢銷e.g.Thegoodsaremostpopularwithourcustomers.Thegoodshavecommandedagoodmarket.Theproducthaswonahighreputation.“暢銷品”的表達(dá)：readyseller;quickseller;quick-sellinggoods3.ensure

vt.makesureorcertain,guarantee保證，確實(shí)常用的習(xí)慣搭配：toensuresth.toensuresb.’sdoingsth.toensurethat…Cf:assure

vt.

使…確信，向…保證常用的習(xí)慣搭配有：(1)toassuresb.ofsth.向某人保證某事e.g.Weassureyouofourbestservice.(2)toassuresb.(that)…向某人保證…e.g.Weassureyouthatwewillmakeshipmentofthegoodswithinthestipulatedtime.(3)Youmay

(Please)be/restassuredofsth.請確信；請放心……e.g.Youmay

(Please)

be/restassuredofourpromptshipmentofthegoods.

請放心，我們會迅速裝運(yùn)貨物。(4)Youmay

(Plea