【正文】 hall inform you of the date of sailing. ? 我方會(huì)將 啟航日期 通知貴方 ? trade terms 貿(mào)易條款、條件 （常用復(fù)數(shù)），主要包括付款方式(mode of payment)、裝運(yùn)日期 (date of delivery)等 ? forward v. 運(yùn)送，寄送 ? The goods will be forwarded to you within the 3rd quarter of the year. ? 貨物將于第三季度內(nèi)發(fā)運(yùn)給貴方。 Enquiries and Repliesspecimen ? merchandise n. 貨物（總體名詞） ? Information indicates that similar merchandise has been sold there at approximately $20 per dozen/set. ? 有消息表明，類似的商品曾以每打 /套約 20美金的售價(jià)在那里出售。 ? 5. （航運(yùn)，航空）公司 ? The shipping line lost considerably by it. ? 該航運(yùn)公司由此受到相當(dāng)大的損失。（注： four low figures= 1000—2020) ? 3. （貨品）種類，系列 ? We are going to present the full line of shoe samples at the Paris Shoe Show opening on February 1. ? 我方將于 2月 1日開幕的巴黎靴鞋展覽會(huì)上展出各類靴鞋樣品。 ? 3. 搬運(yùn)，裝卸 ? Handle With Care. ? （外包裝上的裝運(yùn)指示用語(yǔ)）小心輕放（小心裝卸） Enquiries and Repliesspecimen ? We have been in business since 1995. ? 我方已有 11年的經(jīng)商歷史。 Enquiries and Repliesspecimen ? handle v. ? 1. 經(jīng)營(yíng) ? We have decided to appoint an agent to handle our export trade with your country. ? 我方已決定委派一家代理商經(jīng)營(yíng)我方對(duì)貴國(guó)的出口貿(mào)易。 Enquiries and Repliesspecimen ? 3. 使受歡迎 ? There is no margin left for bargaining in our quotation, so your counteroffer is not remended. ? 我方報(bào)價(jià)沒有討價(jià)還價(jià)的余地，因此貴方還盤不受歡迎 。 ? We strongly remend you to place an order for the TTC5 duplicators. ? 我方極力奉勸貴方定購(gòu) TTC5型復(fù)印機(jī)。 ? As you are not familiar with the quality of the product, we remend buying a small quantity for trial. ? 由于貴方對(duì)產(chǎn)品的質(zhì)量不甚了解，我方建議貴方購(gòu)買少量試用。 ? That firm has lost heavily on recent transactions, and therefore cannot be remended for credit. ? 該商號(hào)在最近交易中虧損嚴(yán)重，因此（本銀行）不能推薦他們做賒欠業(yè)務(wù)。 ? J. Smithamp。 ? You were remended to… by… (某公司或單位 )向 …… 推薦貴公司 ? You were remended to us by ABC Co. Ltd. Enquiries and Repliesspecimen ? remend vt. ? 1. 推薦，介紹 ? I’d like to remend you this article (this article to you). ? 我方欲向貴方推薦該產(chǎn)品。它們可向您提供我公司資信情況 . ? bankers ? We now have pleasure in confirming that your bankers, The Westminster Bank Ltd., have accepted our Draft for US $6,000, payable within thirty days of sight. ? 我方高興地確認(rèn)，貴方開戶行 —西敏寺銀行已對(duì)我方30天期限的 6000美元的匯票予以承兌。 Shanghai Banking Corporation of Hong Kong. They can provide you information about our business and finances. Please inform us of your trade terms and forward samples and product brochures. We look forward to a productive trade. Sincerely, Michael S. Barnwell Manager Enquiries and Repliesspecimen ? Our bankers are Chase Manhattan Bank and the Hong Kong amp。 enquiry (inquiry) ? 2. 報(bào)盤（報(bào)價(jià)、發(fā)盤）： 交易的一方向另一方提出買或賣某項(xiàng)商品的各種交易條件并愿意按所提出的條件與對(duì)方達(dá)成交易，這種口頭的或書面的表示即稱之為報(bào)盤（報(bào)價(jià)、發(fā)盤） offer. Enquiries and Replies ? Kinds of enquiry – General enquiry: In which the buyer hopes to get the general information about the goods he wants to buy from the seller. – Specific enquiry: In which the buyer hopes that the seller can quote prices for specific modities. Enquiries and Replies ? Sample 1: General enquiry Dear Sir/Madam, Electronic Products Thank you very much for your letter of December 12th from which we know that you are exporting Electric Products. We have an enquiry here for your products and their packing in detail as soon as possible for our reference. We would also like to have your price list. We will really appreciate it if you quote us your most favorable terms. Yours faithfully, Enquiries and Replies ? Sample 2: Specific enquiry Dear Sir/Madam, Thank you for your fax of August 8, 2020 from which we learn that you are an exporter of medicine. Please quote the lowest prices on CIF Sea EMP C 3 for the following: 1. 2 MT Vitamin E 50% 2. 4 MT Vitamin B plex Packing: 25KGS/BAG Terms of payment: By Irrevocable L/C at sight Time of Shipment: September 20th, 2020 Your prompt reply will be appreciated. Yours faithfully, Enquiries and Replies ? Sample 3: A “First” enquiry Dear Sirs, Messrs. Armstrong amp。 old customer。Exercise and Answer ? 我們?cè)概c貴公司建立商務(wù)關(guān)系 ? We are willing to establish trade relations with your pany ? 我們希望與您建立業(yè)務(wù)往來(lái) ? allow us to express our hope of Please opening an account with you Exercise and Answer ? 我們深盼與英國(guó)公司接洽，希望成為其銷售代理商之一 ? We are anxious to contact some British firms with a view to acting as their selling agents ? 請(qǐng)將下列貨品的最低價(jià)格賜知 ? Kindly quote us your lowest prices for the goods listed below ? 隨函寄上詢價(jià)單一份 ? We are enclosing here with an inquiry sheet Part 2:Enquiries,offers, orders and Replies XU Yi Lecture Structure ? Establishing business relations ? Enquiry and reply ? Offers and bid ? Counteroffers and Countercounteroffers ? Order ? Acceptance and contract Establishing Business Relations ? No customer, no business. ? Channels to obtain information – Communication in writing – Attendance at the export modities fairs – Contact at the exhibitions held at home or abroad – Mutual visits by trade delegations and groups. Establishing Business Relations ? Information source – Banks – The periodicals – The advertisements – Business connections – The market investigations – The Commercial Counselor Office – The Chambers of merce – The merchants themselves Establishing Business Relations ? The information should be given in “the First Enquiry” – The address – The pany name – The source of his information – His intention – The business scope of his firm and also its branches and liaison offices, if any – The reference as to his firm’s financial position and integrity – Samples, pricelists, catalogues, etc (if need) – Expectation of cooperation and an early reply ? Any letter of this nature receive