Unit 3 EnquiryI. Introduction of EnquiryAn enquiry is made to seek a supply of products, service or information. In order to obtain the needed information, the enquirer should state simply, clearly and concisely what he wants – general information, a catalogue or price list, a sample, a quotation, etc. Enquiries should be specific and provide the necessary details to enable the receiver to answer the questions completely.1. Types1）General Enquiry: asking for common data, such as catalogue, price list, sample and pictures, etc..2) Specific Enquiry: specifically enquiry about name of commodity, specifications, quantity, unit price, date of shipment, payment terms and packing, etc..2. Structure1) If the seller is the buyer’s constant supplier,(1) State the goods and services you are interested in.(2) Request for catalogue, price list, sample and terms of transaction, etc.(3) Expectation for paying attention to your enquiry and giving you an early reply.2) If the seller is your new supplier,(1) Express that you would like to establish business relationship with him.(2) Request for catalogue, price list, sample and terms of transaction, etc.(3) Expectation for paying attention to your enquiry and giving you an early reply.Inquiries should be written concisely and clearly to the point. The reply to an enquiry should be prompt and courteous and cover all the information asked for.II. Words and Expressions1. AppreciateWe appreciate your kind cooperation.We shall appreciate it if you will send us a sample book soon.We shall appreciate your sending us a sample book soon.为了表示客气，还可以使用虚拟式句子：We shall appreciate it if you would send us a sample book soon..如能立即将样品簿寄来，我们将不胜感激。
外函中表示感激的表达方式还有：We should be thankful if you would ......We should be grateful if you would .......We should be obliged if you would .......2. Enquiry:1) to enquire for 询购A client of mine enquires for 100 cases Black Tea.We are in receipt of your letter of June 12, enquiring for our black tea.2) to make (send) enquiry for 询购Upon receipt of your catalogue, we’ll make enquiry for the item s which are of interest to us.3）to have an enquiry for 有……的询盘We have an enquiry for 50 tons of chemical fertilizer.3. quotation n. 询价1）to quote sb. a price for sth. 向某人报……价In reply to your enquiry dated Dec.10, we quote you the price CFR Hamburg for 5 M/T Walnut meat. 现回复贵方12 月10日询盘，报5 公吨核桃仁CFR 汉堡价。
We take pleasure in quoting you our lowest price for black tea.2）to quote for sth. at …报某货物价We quote for this article (at) US$10 per case FOB Shanghai.3）to send (make, give) sb. one’s (best, lowest) quotation for…向某人报……（最低价）Thank you for your enquiry of May 21 and we are pleased to sendyou our best quotation for Men’s Shirts.4. irrevocable L/C: 信用证一经开出，在有效期内才经出口商及有关当事人同意，开证行不得片面撤销或修改信用证。
这对出口商提供了比较可靠的收款保证，所以在进出口业务中使用最广。
Revocable L/C: 开证行可以不事先征得出口方同意，有权随时修改或撤销信用证。
5. discount 折扣打折扣：Make / give / grant sth.××% discountThis waterproof garment was given 10% discount.6. Inclusive adj. =Inclusive of=includingIII. Useful Sentences1. We sell various kinds of furniture in USA. Please quote best price CFR Hong Kong for your furniture and tell us the earliest possible date of delivery.2. Some of our customers are interested in your products and we wish to have your CIF quotations with samples and full particulars.3. Upon receipt of this letter, please send us some samples of your products and two copies of brochure without delay.4. If you quote reasonable prices, we shall place large orders with you in future.5. We are interested in the mechanical toys demonstrated at therecent Guangzhou Trade Fair and should be glad to have details of your export terms.6. We would appreciate your sending us a catalogue of your leather shoes together with terms of payment and the largest discount you can allow us.IV. Sample WritingsSample 1 Specific EnquiryDear Sirs,We are glad to note from your letter of May 19 that, as an exporter of Chinese silk goods, you are desirous of entering into direct business relations with us. This happens to coincide with our interest.At present, we are interested in Printed Shirting 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 lowest price CIF Dublin, Ireland, inclusive of our 5 percent commission, stating the earliest date of shipment. Should your prices be found competitive and delivery date acceptable, we intend to place a large order with you.We trust you will give us an early reply.Yours faithfully,Sample 2 Reply to InquiryDear Sir，We were very pleased to receive your letter of April 5 answering our advertisement for typewriters and, as requested, enclose a copy of our latest illustrated catalogue and current price list.We think the “Portable 95” is a machine that would suit your purpose very well. It weighs 6.5 kg and is a bit heavier than the usual portable, but it is good for heavy duty and at the same time conveniently portable when carried in its case. We have one of these machines in stock and we shall be pleased to arrange for you to try it.Although costs have been rising since March, we have not yet raised our prices, but may have to do so when present stocks run out. We therefore advise you to place your order with us at once.Yours faithfullyV. HomeworkWrite an inquiry letter with the following information.1) The name of the commodity you want: a certain kind of Household Electrical Appliance2) You ask for the:a. Specificationb. Sample booksc. Price listd. Payment termse. Delivery datef. Other information附：外贸中常见英文缩略词1 C&F (cost & freight) 成本加运费价2 T/T (telegraphic transfer) 电汇3 D/P (document against payment) 付款交单4 D/A (document against acceptance) 承兑交单5 C.O (certificate of origin) 一般原产地证6 G.S.P. (generalized system of preferences) 普惠制7 CTN/CTNS (carton/cartons) 纸箱8 PCE/PCS (piece/pieces) 只、个、支等9 DL/DLS (dollar/dollars) 美元10 DOZ/DZ (dozen) 一打11 PKG (package) 一包，一捆，一扎，一件等12 WT (weight) 重量13 G.W. (gross weight) 毛重14 N.W. (net weight) 净重15 C/D (customs declaration) 报关单16 MAX (maximum) 最大的、最大限度17 MIN (minimum) 最小的，最低限度18 M 或MED (medium) 中等，中级的19 M/V (merchant vessel) 商船20 S.S (steamship) 船运21 MT或M/T (metric ton) 公吨22 DOC (document) 文件、单据23 P/L (packing list) 装箱单、明细表24 INV (invoice) 发票25 PCT (percent) 百分比26 EMS (express mail special) 特快专递27 STL. (style) 式样、款式、类型28 S/M (shipping marks) 装船标记29 PR或PRC (price) 价格30 PUR (purchase) 购买、购货31 S/C (sales contract) 销售确认书32 L/C (letter of credit) 信用证33 B/L (bill of lading) 提单34 FOB (free on board) 离岸价35 CIF (cost, insurance & freight) 成本、保险加运费价36 Exp=Expense 花费，费用37 TC=total cost 总费用38 FC=fixed cost 常设费用39 VC=variable cost 变动费用40 Rev=revenue 利润41 MR=marginal revenue 利润差额42 A/R=acount receivable 待收款（销售后，记账以后收取。