敬启者：
你们5月4日的询价已收到，并感谢你们对我们的产品所表示的兴趣。今寄上一份附图目录及在我们的产品中经常使用的一些皮革的样品。遗憾的是我们不能立即寄给你们全部样品，但你们可以相信，在包裹中没有的，如羚羊皮及麂皮，也同样是优质的。
我们的推销代表李先生将于下月初到特黑兰，并将愉快地拜访你们。他会带去我们的许多制品。当你们看到这些产品时，我们想你们一定会同意，我们所采用的材料其质量以及工艺之精美将会得到即使是最挑剔的买主的欢迎。
我们也制造多种手工制的皮革手提包，我们认为你们可能也会有兴趣在目录中有充分的说明，而且同我们的手套一样都是高质量的。李先生在造访时将会给你们看样品。 我们愉快地等候你方定单。 中国进出口公司 经 理
Specimen Letter 5
敬启者：
事由：B-268型机器部件
你2008年3月15日要求我方对标题商品进行报价的来函收悉，谢谢。
按要求，我方向你们提供报价单一式三份，希望你们能尽快下定单，因为我方手头定单太多。 敬侯你方早日答复。
……启
Specimen Letter 6
敬启者：
本市Brother & Clark 公司告知我们，你们是全棉床单及枕套的主要出口商。请你寄下你方经营的各种商品的详情，包括尺寸、颜色及价格，以及所用的各种材料的样品。
我们是纺织品的大贸易商，相信价格适中的上述商品在本地区有良好的市场。
请在答复时说明你方付款条款以及单项商品的购买量不少于1000打所能给予的折扣。所报价格需包括到纽约的保险及运费。 United Textiles Limited 经 理
Specimen Letter 7 敬启者：
收到你方8月20日询价殊为欣慰。今附上你所要求的具体详细内容的附图目录及价格单。另邮寄上一些样品，我们相信在你细查这些样品后，你将会同意，这些货物是价廉物美的。
对于定期购买单项商品数量不少于200打，我们可给予2% 的折扣。用不可撤消的即期信用证付款。 由于品质柔软而耐用，我们的全棉床单及枕套很快成了畅销商品。你们在研究了我方价格之后，对我们为什么甚难满足需求这一事实你方就不难知道了。但你方如能在本月底前向我们订货，我们将保证迅速发货。
同时我们也请你注意我们的其他产品，如台布及台巾，其详细情况也可以从目录上找到。等候你方首
次定单。 ……启
Specimen Letter 8
敬启者：
事由： 台布
你6月10日来信收到，谢谢。欣悉你方拟与我公司就标题商品发展业务关系。
经仔细研究你们的商品目录，我们对510及514两种货号的台布较有兴趣。请报最低价，并请说明能供即期装运各种尺寸的台布数量。如价格公道，数量令人满意，将考虑大量订购。
我公司经营台布已有30多年，在全国各地都有可靠的业务关系。在邻国也有联号，你们的产品在那里同样会有销路。
相信你方定会迅速办理我们的询购事宜，并予早日见复。 ....... 启
Section Five Exercises
I. Fill in the blanks with proper prepositions: Keys
1) in, from, for, for 6) in, with 2) at 7) by
3) by, of, of, with 8) from, from, at 4) from, for, for, 9) for, on 5) of, for, in 10) at, of
II. Translate the followings into English: Keys
1) We understand that you are manufacturers of Chinese Sewing Machines and should like to know whether you can supply us with 500 sets each of “Butterfly”Brand and “Standard” both of Treadle Type with five drawers.
2) We are interested in 400 sets of \DEQ Hamburg basis, including our 5% commission.
3) We should be grateful if you would quote your lowest price for the captioned goods. When offering, please indicate packing conditions and the earliest possible date of delivery and send us the covering literature.
4) When your representative called on us last month, he showed us some samples of your new textiles products. Can you supply the same for the moment?
5) We have sent you by airmail some samples. We are sure after you have studied them you are certain to agree that our products are excellent in quality and reasonable in price.
6) The enclosed price list and illustrated catalogue will provide you with the details of the various types you are most interested in.
7) We understand from your advertisement in \have your illustrated catalogue and price list together with details of your terms.
8) We learn from Messrs. ABC & Co. that you can supply Fruits and Nuts. We shall be appreciated if you can quote
your best price on CFR Hamburg basis. When quoting, please state packing method and the earliest possible date of delivery.
9) We are interested in your advertisement of the Atlas Weed Killer in the September issue of \would like you to let us have full details of your products together with the relative samples.
10) One of our clients has obtained an import licence to import US$ 40,000 worth of various kinds Wires. Please quote us your lowest price with the best discount and the date of delivery.
11) We learn that you have put an Electric Typewriters on the market and should be glad to have full details so as to place orders with you.
12) We should like to know what discount you can allow us for an order for more than 1,000 dozen.
III. Compose a letter of enquiry with the following particulars: Keys
Messrs. Arthur Grey & Son, 19 Cheapside, London, E.C.2
Dear Sirs,
We have obtained your name and address from China Council for Promotion of International Trade and learned that you are one of the leading exporters of Automatic Dishwasher in your district.
We are now interested in 100 sets of the said article and should be pleased if you would let us know whether you can supply us with the quantity and quality we desire. Please quote us your best price on CIF Guangzhou basis. When offering, please state clearly terms of payment, time of delivery, packing conditions together with illustrated catalogue for our consideration.
We are looking forward to your early reply.
Yours faithfully,
IV. Please draw a letter of general enquiry asking for all the information you need. Keys Dear Sirs,
We learn from a friend in Shenzhen that you are exporting light industrial products, especially electric appliances. There is a steady demand here for the above-mentioned goods of high quality at moderate prices.
Will you please send us a copy of your catalogue, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of these goods.
Yours faithfully,
V. Write a specific enquiry according to the following: Keys Dear Sirs,
Re: Electric Saw
We are in the market for Electric Saws. Please send us your latest catalogue, details of your specification and sample books as well, informing us of your price FOB Guangzhou. Please do remember to let us know your earliest possible date of delivery, terms of payment, discounts or commissions for regular purchases. If your prices offered prove reasonable and satisfactory, we shall soon place a large order with you.
Yours faithfully
VI. When making the first enquiry, the enquiry often asks for general information concerning the products in question. The following materials are generally requested for. Keys: 1.d 2. e 3. b 4. a 5. c 6. f
Chapter Four Offers and Quotations Section One Introduction 概述
在业务交往中，报盘或报价都是很重要的一个步骤。
报盘是按照规定的条款供应某种商品的一种承诺，报价只是卖方愿意按什么价格供应某一种商品。报盘中，卖方不仅仅要给出所要卖的商品的价格，还要说明所有其他所有条款，以便买方考虑或接受。但是，如果报价单里包含其他交易条款，那么，这个报价单自然成为报盘。
报盘可以是有时间限制的实盘，也可以是没有时间限制的虚盘。在规定时间内，按照规定的价格出售某种货物为实盘。实盘信要写得清楚、具体、完整。而虚盘在买方接受后必须要由卖方最后确认才能有效。报盘时这一点必须要说清楚，以避免以后的纠纷。
报盘或盘价可以是会复对方的询盘，也可以是为了扩大出口而主动向对方报盘。 一封好的报盘信要包扩以下几点： 1）感谢对方的询盘，如有必要。
2）报盘信中需说明品名、质量或规格、数量、祥细的价格条款、折扣、支付条款、装运期、包装条款以便买方做决定。
3）如果是实盘，要说明有效期，如果是虚盘，也要给出相应说明。 4）对商品可以给出适当的评价。
5）最后可以补充一小段来吸引对方注意你公司其他商品。 6）表达希望收到对方定单的愿望。
可以是以写信的形式报盘，也可以是电报、电传或传真报盘，如果是电报报盘，通常还会再写一封信。 要注意的是，卖方在该实盘有效期内不得撤出，只有买方才能在有效期内接受或拒绝或换盘。如果买方已接受，该报盘就具有合同意义。因此，任何一家有信誉的卖家都不会在规定的时间内冒着损坏其信誉的危险去撤出报盘。
当买方拒绝报盘或报价时，要写回信感谢对方，讲明拒绝的原因，如果不这样做的话，显得你很没有礼貌。 一封拒绝信要包扩下列几点：