Lesson 13 First Enquiry 首次询盘

首次询盘是进口商写给与自己尚未有过业务往来的供应商询盘，一般在开头要简单交代自己从哪里以及如何得知对方消息，接着要提供自己业务方面的细节，以便对方做出决策。

York House

Lawton Street

Liverpool

England

15th January，20xx

China National Arts & Crafts

Import and Export Corp.

Shanghai

China

Dear Sirs，

Messrs Johns&Smith of New York inform us that you are exporters of all cotton bed-sheets and pillowcases. We would like you to send us details of your various ranges，including sizes，colours and prices，and also samples of the different qualities of material used.

We are large dealers in textiles and believe there is a promising market in our area for moder-ately priced goods of this kind mentioned.

When quoting，please state your terms of payment and discount you would allow on purchases of quantities of no less than 100 dozen of individual items. Prices quoted should include insurance and freight to Liverpool.

Yours faithfully，

Words List

pillowcase n. 枕套

promising a. 有希望的，有前途的

moderately ad. 适度地

insurance n. 保险

freight n. 运费

Notes

1．bed-sheets n． 床单

color-checked bed sheets 彩格被单（床单）

color-checked printed bed sheets 彩格印花床单

color-striped bed sheets 彩条床单

colorful striped bath towels 彩条浴巾

colorful striped face towels 彩条毛巾

2．various a． 各种的，各式各样的

We have stock carpets of various sizes.

我们有各种尺寸的地毯现货。

For various reasons we have delayed replying to your proposal.

由于种种原因，我们没有及时答复你们的建议。

3．range

1）n.

a. 行，列，（一）系列；（种），（一）类

a full range of samples 一整套样品

a full range of shipping documents 一整套装运单据

We can supply carpets in a wide range of designs.

我们能供应花样繁多的地毯。

b. 范围，区域，界限，差距

There is only a narrow range of prices.

价格仅有很小的距离。

The article falls within the range of our business activities.

这一商品属于我公司经营范围。

2）v. 从……到……，涉及

In regard to woolen serge，stock is available in various shades of blue，prices ranging from RMB xxx to xxx per yard.

关于不同深浅蓝色的毛哔叽有货可供，每码价格自人民币xx元至xx元不等。

Our scope of business ranges over an extensive line of light industrial products.

我们的经营范围包括多种轻工业产品。

4．price

1）n. 价格

Business is possible if you can raise（increase，lift，improve）the price by 5%.

如你方出价能提高5%，可能成交。

Business is possible if you can reduce（cut or cut down，lower）the price to ￡ xx.

如果你方能将价格减至xx英镑，可能成交。

We have already stretched the price to the highest price we can do.

我方已将价格出到了最高限额。

2）v. 开价，定价

Please price your offer as low（easy，keen）as possible.

请尽可能报低价。

The goods are priced too high.

此货定价太高。

The new product of ours is moderately priced.

我们的这项新产品定价适度。

5．dealer n． 商人，商号（多用复数）

They are among the leading dealers of this city in these products.

他们是这个城市中经营这些产品的主要商号之一。

A foreign exchange dealer said that some temporary stability would be introduced to the market.

一个外汇经销商称，市况会开始得到某种暂时的稳定。

dealer in toiler articles 化妆品商

licensed dealer 有照商人

petty dealer 小商贩

small dealer 小商贩

securities dealer 证券商

dealership 经销权，代理权

6．state v． 陈述，说明，阐明；规定，指定

Please quote us your lowest price CIF Lagos，stating the earliest shipment and the packing.

请开最低拉各斯到岸价，并请说明最早装船期及包装。

No precise time has been stated in your letter.

在你信中没有规定确切时间。

7．term n．

1）时间

It is not practice to accept term L/C.

接受远期信用证不是我们的习惯做法。

2）专有名词

This is a technical term.

这是一个技术上的专有名词。

3）条款

The rights of the agent are clearly defined in Term No. 7 of the Agreement.

代理人的权限在协议的第7条中已明确规定。

4）条件（用复数，主要指付款方式，间或指其他条件）

We can not do business on your terms.

我们不能按照你方的条件进行交易。

8．discount

1）n. 折扣；贴现；减价

The highest discount we can allow（give，make，grant）on this article is 10%.

我们对这项商品最多只能打九折。

The rate of discount in London is now 5%.

现在伦敦的贴现率是5%。

at a discount（AAD）折扣，贴水，低于正常价格

Many articles are reported to be selling at a discount.

据报道，有许多商品按低于正常价格出售。

b.（货物）没有销路，容易到手

Off-grade qualities are now at a discount.

等外货现在没有销路。

c. 不受欢迎，不被重视

Your design being outdated，your product is at a discount in this district.

由于你方花样已过时，你方产品在此地不受欢迎。

2）v. 贴现，打折扣，不完全置信

Bills can be easily discounted in London.

汇票在伦敦贴现毫无困难。

We discount the information，which seems to be somewhat exaggerated.

我们不完全相信这个消息，它似乎有些夸大。

If you can discount your price by 10%，we are ready to take 300 bales.

如果你方价格能予以九折处理，我方乐于接受300包。

辨析：discount和commission

前者是卖方给的优等折扣，后者是卖方给代理商或中间商的佣金。

9．quantity n． 数量，大量，多批（用复数）

We can supply any reasonable quantity of this merchandise.

对这种商品我们能供应任何适当的数量。

Quantities of Green Tea have been exported.

曾有大批绿茶出口。

This is the maximum quantity we can offer at present.

这是我们目前所能报的最大数量。

We are prepared to purchase a shipment quantity of this material.

我们准备购买数量够一次装运的这种商品。

If you cannot arrange entire quantity，please offer us at least half.

如果你方办不到全数，请至少报给我们半数。