当商务人士打算购买某种商品或获得所需的服务， 他总会首先发询价函。换句话说就是通常由买方 向卖方发出询价函邀请报价，因此询价函对买卖 双方都意味着潜在的商机。 按内容划分，询价函可氛围一般询价和具体询价。 一般询价内容包括询问商品的总体情况、索要商 品目录本、价格单或样品手册。具体询价涉及特 定商品或服务的细节信息。
一封回复信函应包含以下内容： （1）询价函已经收悉； （2）提及已将所索要的商品目录及价目表附于信 中或另函寄送，并清楚地介绍有关商品的种种优点； （3）强调所报价格具有竞争性，并明确地说明对 方可得到的折扣； （4）说明要求的支付条件及能提供的发货服务； （5）希望得到对方的答复。
UNIT 3 INQUIRIES AND REPLIES
Lead in
Inquiries are made when a businessperson intends to purchase certain goods or obtain desired services. The buyer usually sends an inquiry to invite a quotation or an offer from the seller; therefore inquiries mean potential business for both the buyer and the seller. Based on the inquired contents, inquiries can be divided into general inquiries and specific inquiries. The writer of a general inquiry asks for general information, a catalogue, a price list, or a sample book, while that of a specific inquiry focuses on the detailed information about the specific target goods or services.

A reply to an inquiry and especially to a first inquiry should be handled with special care to create good will. When the goods inquired are out of stock, the seller should inform the buyer of the reason and when the goods will be available. If special request cannot be met, the seller needs to answer the inquiry with care and avoids making direct refusal that may offend the other party. Besides, the seller must make sure that all the questions asked in an inquiry have been answered in the reply, and if there are many questions to reply to, bullets or numbers are recommended to enumerate them.



2. principal producer and exporter 主要的/最大的 生产商和出口商 They are the principal producer and exporter of this class of goods here. 3. be desirous of 渴望，想要 desire 期望，渴望， 要求，请求 We are desirous of entering into direct business relations with you. What do you desire to buy at present? It is desired that the catalogues shall be airmailed to us within one week.
Specimen Letters 样函 1
1. inquiry询盘，又作enquiry，指交易一方准备 购买或出售某种商品，向对方询问买卖该商品的 有关交易条件，又称询价。 We thank you for your inquiry of Aug. 23rdfor ground nut kernels. They promised to transfer their future enquiries to China corporations. We can not make offers without specific enquiries.
A satisfactory inquiry will include the following: Source of information, asking for a catalogue and a price list; Introduction of the seller or the buyer’s general information and business scope, statement of the products of interest; Quantity discounts and terms of payments (such as FOB, CIF etc.); Terms of delivery; Hope for reply


Make an Inquiry after Reading an Advertisement
Dear Sirs， We have obtained the information of your company from 21 century and are pleased to know that you are one of the principle products and exporters of Chinese Cotton. We are desirous of entering into direct business relations with you. We assure that this happens to coincide with your desire. At present, we are interested in ramie cotton printed shirt and shall be pleased to receive from you by airmail catalogues, samples 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 floor price, CIF Vancouver, inclusive of our 5% commission, stating the earliest date of shipment. Provided your price is found competitive and delivery date acceptable, we intend to place a large order with you. We trust you will give us an early reply.

4. coincide （意见等）一致；（时间上）相同 We are glad that our ideas coincide. Your inquiry coincided with our offer. 5. regarding 关于，与with regard to, in regard to 同义 We have already written to you regarding this matter. Regarding the balance, we will advise you of the position in a few days. 6. quote 报价，与介词for 连用: quote sb. a price for sth. 或 quote sb. for sth. Please quote us your lowest price for walnuts. Please quote us for walnuts.
一封询价函应包括如下内容： （1）如何得知这家公司的名称，并要求对方寄来 商品目录及价目表； （2）介绍本公司的情况和经营范围，说明感兴趣 的产品； （3）询问可以给予的折扣及要求的支付条件（如 FOB或CIF等）； （4）询问对方能够提供的发货服务； （5）希望得到对方的答复。
A satisfactory reply will include the following: Please to receive the inquiry; Mention that products catalogue and price list asked for in the inquiry are enclosed in the letter; Emphasize the competitive quotation and tell clearly available discount; Declare terms of payment and delivery service available; Hope for early reply.