外貿(mào)實務(wù)口語句型及對話（2）

　　Unit 2 Inquiry詢盤

　　在對外貿(mào)易中，交易的一方欲出售或購買某種商品，向另一方詢問買賣該商品的各項交易條件，這種口頭的或書面的表示，在進(jìn)出口業(yè)務(wù)中稱之為詢盤或詢價。

　　詢盤一般分為兩種：

　　1)一般詢價：這種詢價并不一定涉及到具體的交易，一般屬于大致的了解。

　　2)具體詢價：所謂具體詢價實際上就是請求對方報盤(request for an offer)。也就是說，買方已準(zhǔn)備購買某種商品，或已有現(xiàn)成買主，請賣方就這一商品報價。

　　Basic Expressions

　　1. Our buyers asked for your price list or catalogue.

　　我們的買主想索求你方價格單或目錄。

　　2. Prices quoted should include insurance and freight to Vancouver. 所報價格需包括到溫哥華的保險和運(yùn)費。

　　3. I would like to have your lowest quotations C.I.F. Vancouver. 希望您報成本加運(yùn)費、保險費到溫哥華的最低價格。

　　4. Will you please send us your catalogue together with a detailed offer?

　　請寄樣品目錄和詳細(xì)報價。

　　5. We would appreciate your sending us the latest sam ples with their best prices.

　　請把貴公司的最新樣品及最優(yōu)惠的價格寄給我們，不勝感激。

　　6. Your ad in today’s China Daily interests us and we will be glad to receive samples with your prices.

　　對你們刊登在今天《中國日報》上的廣告，我們很感興趣。如能寄 來樣品并附上價格，不勝欣慰。

　　7. Will you please inform us of the prices at which you can supply? 請告知我們貴方能供貨的價格。

　　8. If your prices are reasonable, we may place a large order with you.

　　若貴方價格合理，我們可能向你們大量訂貨。

　　9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you.

　　若質(zhì)量好且價格適合我方市場的話，我們愿考慮與你方簽署一項長 期合同。

　　10. As there is a growing demand for this article, we have to ask you for a special discount.

　　鑒于我方市場對此貨的需求日增，務(wù)請你們考慮給予特別折扣。

　　11. We would appreciate your letting us know what discount you can grant if we give you a long-term regular order.

　　若我方向你們長期訂貨，請告知能給予多少折扣，不甚感激。

　　12. Please quote your lowest price CIF Seattle for each of the follow- ing items, including our 5% commission.

　　請就下列每項貨物向我方報成本加運(yùn)費、保險費到西雅圖的最低價 格，其中包括我們百分之五的傭金。

　　13. Please keep us informed of the latest quotation for the following items.

　　請告知我方下列貨物的最低價格。

　　14. Mr. Smith is making an inquiry for green tea.

　　史密斯先生正在對綠茶進(jìn)行詢價。

　　15. Now that we have already made an inquiry on your articles, will you please make an offer before the end of this month?

　　既然我們已經(jīng)對你們的產(chǎn)品進(jìn)行了詢價，請在月底前報價。

　　16. As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit.

　　一般來說，在收到相關(guān)信用證后三個月內(nèi)我們就全部交貨。

　　17. Please quote us your price for 100 units of Item 6 in your catalog.

　　請給我們提供你們產(chǎn)品目錄冊上100組6號產(chǎn)品的報價。

　　18. Those items are in the greatest demand in foreign markets.

　　那些產(chǎn)品在國外市場上的需求量很大。

　　19. Would you please quote me your prices for the goods?

　　你能報給我這些商品的價格嗎?

　　20. We have quoted this price based on careful calculations.

　　這個報價是我們在精打細(xì)算的基礎(chǔ)上得出來的。

　　Conversations

　　Dialogue 1

　　A: Good afternoon. I am Mr. Brown, the Import manager of Atlantic Industries Ltd, Sidney, Australia. This is my card.

　　B: Good afternoon, Mr. Brown. My name is Mrs. Anderson, manager of the sales department.

　　A: Nice to see you, Mrs. Anderson.

　　B: Nice to see you too, Mr. Brown. Won’t you sit down?

　　A: Thank you.

　　B: What would you like, tea or coffee?

　　A: I’d prefer coffee if you don’t mind.

　　B: Is it your first trip to the Fair, Mr. Brown?

　　A: No, it’s the fourth time.

　　-- 下午好!我是布朗先生，是澳大利亞悉尼大西洋工業(yè)有限公司進(jìn)口部經(jīng)理。這是我的名片。

　　-- 布朗先生，下午好!我是安德森女士，銷售部的經(jīng)理。

　　-- 見到你很高興，安德森女士。

　　-- 布朗先生，我也很高興見到你，請坐。

　　-- 謝謝。

　　-- 你愿喝茶還是咖啡?

　　-- 如不介意請來杯咖啡吧。

　　-- 布朗先生，這是您第一次參加博覽會嗎?

　　? 不，這是第四次了。

　　B: Good. Is there anything you find changed about the Fair?

　　A: Yes, a great deal. The business scope has been broadened, and there are more visitors than ever before.

　　B: Really, Mr. Brown? Did you find anything interesting?

　　A: Oh, yes. Quite a bit. But we are especially interested in your products.

　　B: We are glad to hear that. What items are you particularly inter - ested in?

　　A: Women’s dresses. They are fashionable and suit Australian women well, too. If they are of high quality and the prices are reasonable, we’ll purchase large quantities of them. Will you please quote us a price?

　　B: All right.

　　-- 太好了。您發(fā)現(xiàn)博覽會有什么變化嗎?

　　-- 對，變化很大。經(jīng)營范圍擴(kuò)大了，而且客戶也多了很多。

　　-- 布朗先生，真的嗎?你有沒有發(fā)現(xiàn)感興趣的商品?

　　-- 是的，有很多。我們對你們的產(chǎn)品尤其感興趣。

　　-- 聽你這樣說我們真高興。您對什么產(chǎn)品尤其感興趣呢?

　　-- 連衣裙。這些連衣裙的款式不僅時髦，而且很適合澳洲婦女穿著。 如果這些衣服質(zhì)量好，價格合理，我們將大量訂購。您能開個價嗎?

　　-- 那好吧。

　　Dialogue 2

　　A: I’m glad to have the opportunity of visiting your corporation. I hope to conclude some substantial business with you.

　　B: It’s a great pleasure to meet you, Mr. Brown. I believe you have seen our exhibits in the showroom. May I know what particular items you’re interested in?

　　A: I’m interested in your hardware. I’ve seen the exhibits and studied your catalogues. I think some of the items will find a ready market in Canada. Here is a list of my requirements, for which I’d like to have your lowest quotations, C.I.F. Vancouver.

　　-- 我很高興有這個機(jī)會參觀你們公司。我希望能與您談下大筆生意。

　　-- 很高興見到您，布朗先生。我想您已經(jīng)看過我們展示廳里的產(chǎn)品了。 可否知道您具體對哪些商品感興趣?

　　-- 我對你們的五金產(chǎn)品感興趣。我已看過你們的展示品并仔細(xì)看過你 們的目錄冊。我想其中的一些產(chǎn)品很快就能在加拿大暢銷。這是我 所列的需求單，請給予最優(yōu)惠的報價，溫哥華到岸價。

　　B: Thank you for your inquiry. Would you tell us the quantity you require so that we can work out the offers?

　　A: I’ll do that. Meanwhile, could you give me an indication of price?

　　B: Here are our F.O.B. price lists. All the prices in the lists are subject to our confirmation.

　　A: What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. It’s the general practice.

　　B: As a rule we don’t allow any commission. But if the order is a substantial one, we’ll consider it.

　　A: You see, but I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even two or three percent would help.

　　B: That’s something we can discuss later.

　　-- 感謝您的詢價。您能告訴我們您需要的數(shù)量以便我們報價嗎?

　　-- 我會的，同時你能給我一個估計價格嗎?

　　-- 這是我們的離岸價單，里面所有的價格都以我方確認(rèn)為準(zhǔn)。

　　-- 傭金呢?從歐洲供銷商那里，我通?？梢缘玫竭M(jìn)口產(chǎn)品3-5%的傭 金。這是慣例。

　　-- 一般來說，我們不允許任何傭金。但是如果訂單數(shù)量可觀，我們會 考慮的。

　　-- 但我是在傭金的基礎(chǔ)上做生意的。你們在價格上提供傭金將使我推 銷產(chǎn)品更加容易一些。即使2%或3%也是可以的。

　　-- 這個問題我們可以以后再討論。

　　Dialogue 3

　　A: When can I have your firm C.I.F. prices, that is to say, the final offer, Mr. London?

　　B: We’ll have them worked out by this evening and let you have them tomorrow morning. Would you be free to come by then?

　　A: Yes. I’ll be here tomorrow morning at 10.

　　B: Perfect. Our offer remains open for 3 days.

　　A: I don’t need that long to make up my mind. If your prices are agreeable and if I can get the commission I want, I can place the order right away.

　　B: I’m sure you’ll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices haven’t changed much.

　　-- 倫敦先生，什么時候能給我你們公司確認(rèn)的到岸價格，那就是，最后的報價?

　　-- 我們將在今晚制定出來，明天早上讓你拿到。到時你有時間過來 嗎?

　　-- 可以，明天早上10點我過來這里。

　　-- 太好了，我們的報價三天有效。

　　-- 我不需要那么長時間來做決定。如果你們提供的價格合適，而且如 果我能得到我想要的傭金，我可以立即下訂單。

　　-- 你會發(fā)現(xiàn)我們的價格是最優(yōu)惠的。近幾年來，其他地方五金的價格 上漲幅度很大，而我們的價格變化不大。

　　A: I’m glad to hear that. As I’ve just said, I hope to conclude some substantial business with you.

　　B: We shall be very pleased. Is there anything else I can do for you, Mrs. Anderson?

　　A: I’m buying for chain department stores in Canada. They are also interested in Egyptian carpets. Could you introduce me to the

　　person in charge of this line?

　　B: Certainly, I’ll make an appointment for you with Mr. Jordan of the Egypt National Native Produce and Animal By-products Import and Export Corporation.

　　A: Thank you very much.

　　-- 那太好了。正如我剛才所說的，我希望與你們做成一些大買賣。

　　-- 我們也很高興。我還能為您做點其他什么嗎，安德森女士?

　　-- 我為加拿大的連鎖百貨店選購貨物。他們還對埃及地毯很感興趣。 你們能為我介紹做這行的人嗎?

　　-- 當(dāng)然可以。我會為您和喬丹先生預(yù)約一下，他是埃及國家土畜產(chǎn)進(jìn) 出口公司的。

　　-- 非常感謝你們。

　　Words and Expressions

　　promising 有希望的，有前途的

　　initial 最初的

　　a long- term contract 長期合同

　　grant 批準(zhǔn)，給予

　　substantial數(shù)量大的，大量的

　　subject to our confirmation 以我方確認(rèn)為準(zhǔn)

　　covering 有關(guān)的

　　chain department store 連鎖百貨店

　　receipt 收到;收據(jù)

　　a ready market 市場暢銷

　　do business on a commission basis 做有傭金的買賣

　　price sheet / price list 價格單

　　as a rule 通常，一般來說

　　C.I.F Vancouver 溫哥華到岸價

　　quotation 報價，標(biāo)價

　　enquiry 詢價

　　showroom 展示廳，陳列室

　　hardware 五金制品

　　There’s no indication of price. 沒有標(biāo)明價格。

　　commission 傭金

　　sales literature 銷售說明書

　　specification 規(guī)格

　　F.O.B. prices 離岸價，船上交貨價

　　firm offer/ tentative offer 實盤/議盤

　　Notes

　　1. We would be obliged if you would ?

　　obliged感激”這是商業(yè)信函中的客套話，在請求對方做某事時，常用這個句型。另外，表示“感激”的句型還有：

　　a. We would be thankful (grateful) if you would?

　　b. We would appreciate if you would?

　　c. It would be appreciated if you would?

　　2. C.I.F. 是 Cost Insurance Freight 的縮寫，其意思是 “成本、保險費加運(yùn)費”。

　　3. have confidence in 對……有信心

　　4. hear from 收到……的來信

　　5. place an order 訂貨

　　6. make a delivery 交貨

　　A Specimen Letter

　　Dear Sirs:

　　Thank you for your letter of 25th September.

　　As one of the largest dealers of garments, we are interested in ladies? dresses of all descriptions. We would be grateful if you would give us quotations per dozen of C.I.F. Vancouver for those items as listed on the separate sheet. In the meantime, we would like you to send us samples of the various materials of which the dresses are made.

　　We are given to understand that you are a state-owned enterprise and we have confidence in the quality of Chinese products. If your prices are moderate, we believe there is a promising market for the above-mentioned articles in our area.

　　We look forward to hearing from you soon.

　　Yours faithfully,

　　Canadian Garment Co.Ltd. 釋文

　　先生:

　　謝謝你們九月二十五日的來信。

　　我們是服裝大貿(mào)易商，我們想購買各種規(guī)格的連衣裙。若能按附頁所示品種報每打C.I.F.溫哥華價，我們當(dāng)不勝感激。同時請將各種連衣裙的布樣寄給我們。

　　我們得知你們是一家國營企業(yè)，我們對中國產(chǎn)品的質(zhì)量很有信心。如你方價格適中，我們相信上述商品在我們地區(qū)會有很好的市場。

　　盼早復(fù)。

　　加拿大服裝有限公司

　　Substitution Drills

　　1 A: We’re quite interested in your down coats. How about the supply position?

　　B: For most of the articles in the catalog, we have an ample supply.

　　All the articles displayed here are available.

　　Generally speaking, we can supply from stock.

　　我們對你們的羽絨衣服很感興趣。請問供應(yīng)情況如何?

　　對于目錄中的大多數(shù)產(chǎn)品，我們都有充足的貨源。

　　這里所有展出的商品都有供貨。

　　總體來說，我們有存貨供應(yīng)。

　　2 A: I don’t need to remind you that the market has become very competitive. the competition has become pretty keen. you must be able to compete with rival firms.

　　B: You’ll find our prices are very favorable. very competitive. most acceptable.

　　不用說市場競爭很激烈。市場競爭變得相當(dāng)尖銳。你必須能夠與你的對手公司相競爭。你會發(fā)現(xiàn)我們的價格 很優(yōu)惠。很有競爭力。是最容易接受的。

　　3 A: Do you quote F.O.B. or C.I.F.?

　　B: We usually quote on an F.O.B. basis. a C. I.F. basis the basis of C. I. F. terms landed

　　你們報船上交貨價還是最后到岸價?我們一般報 船上交貨價。成本加運(yùn)費、保險費在內(nèi)的到岸價最后到岸價加卸貨價

　　4 A: Could you make offers for the items listed in your catalogue? Would you give me an offer for Item No.7? May I have your offer of Model ZX 102?

　　B: Here’s the price list, but the prices’re subject to our final confirmation. Here it is, but the price is subject to your confirmation before Friday. Here you are, but the offer is based on immediate acceptance. 你能給出目錄中所列產(chǎn)品的報價嗎?給出七號物品的報價嗎?給我ZX 102型的價格嗎?

　　這是價格單，但最終價格取決于我們的最終確認(rèn)。給您，但是價格取決于您周五前的確認(rèn)。給您，但是價格必須馬上接受才行。

　　5 A: How long will you leave your offer open? valid on the table

　　B: It’s valid for three years.

　　It’s good for twenty-four hours only.

　　It’ll remain firm until Friday.

　　你的報價多長時間有效?

　　三年有效。

　　只有二十四小時的有效期。

　　周五前不變。

　　6 A:We want to find out if you can supply walnut meat. article No.16 is available. B:Walnut meat is in high demand these days. As far as this item is concerned, the supply cannot meet the demand.

　　我們想知道你們能否提供胡桃肉。

　　第16號產(chǎn)品是否還有現(xiàn)貨

　　最近胡桃肉需求很大。

　　就這種產(chǎn)品而言，供不應(yīng)求。

　　7 7 A: Any chance of scraping up a small quantity?

　　B: To be honest, we’ve sold out.

　　tell the truth, the supply has run out.

　　put it simply, we have nothing on hand.

　　可以積攢起一些嗎?

　　坦率地說，我們賣光了。

　　說實話，供貨賣完了。

　　簡單地說，我們手邊沒有貨。

　　8 We’ll keep your order on file. When the next supply comes in, we’ll get in touch with you. We’ll keep your requirement in mind. When new crops come in, we’ll let you know. We’ll inform you as soon as we have new supplies in the near future.

　　我們會對你的訂單做好記錄。當(dāng)下批貨來的時，我們會和你聯(lián)系。

　　我們會記下您的要求。下批農(nóng)作物到來時，我們會告訴您的。

　　不久我們一旦有了新貨就會通知您。

　　9 There is just a limited quantity for the time being.

　　in the long run

　　at present

　　today

　　現(xiàn)在只是貨物數(shù)量有限。

　　長遠(yuǎn)看來

　　目前

　　今天

　　10 Would you quote me your lowest prices for the goods at present?

　　May I ask

　　May I know

　　請問您能給我提供 這些商品目前的最低價格嗎?

　　我能問一下

　　我可以知道

　　111May I ask the price of the product?

　　cost

　　expense

　　charge

　　我能問一下這商品的 價格 嗎?

　　成本

　　費用