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Unit Four Enquiries and Replies
Part Five: Exercises
I. Answer the following questions:
1. The aim of making enquiries is to get information about the goods to be ordered, such as the price, catalogue, delivery time and other terms. 2. In making enquiries, you must consider carefully to which regions the enquiries are to be sent and how many suppliers are to be approached in one and the same region, because some regions do not supply the goods enquired for. Furthermore, the number of suppliers to be contacted in one and the same region should be limited; otherwise the suppliers will think that the goods enquired for are in great demand, and thus then will most probably raise the price. 3. Generally speaking, enquiries can be divided into the following two types: 1) General Enquiry—a request for a pricelist, catalogue, sample or quotation
of price and other terms. It is made when a buyer just wants to get some general information about the goods and has not decided to order them. 2) Specific Enquiry—an enquiry for goods of a certain specification. It is made when a buyer intends to conclude some business with the seller. 4. Enquiries should not be addressed to an individual, because if the particular business person is away from office, the enquiries will have to wait, or the enquiries may be addressed to a wrong person; this will mean delay. 5. A “First Enquiry” is an enquiry sent to a prospective supplier whom we have not previously dealt with.
In such a letter, we should begin by telling the addressee how we obtained his name. Then, we may give some details of our own business such as the kind of goods handled, quantities needed, usual terms of trade and any other necessary information. Thirdly, we may ask questions or make requests directly and specifically, to enable the supplier to decide what he can do for us. Finally, conclude by extending thanks and expressing the hope of getting an
17 immediate reply.
6. The answers to enquires should be prompt, courteous and cover all the information asked for.
7. Enquiries should be brief, specific, courteous and to the point.
II. Choose the best answer: 1—5: ACBCD 6—10: CDCAC
III. Fill in the blanks with proper prepositions:
1. in, with 2. For, at, for, of, at 3. upon 4. in, in, for, of, 5. of, on 6. to, of 7. with 8. at, for, of, of 9. in, from, for, for 10. in, with 11. for, on 12. From, with, with
IV. Translation work:
1. From English into Chinese:
1）我方拟购一批花生仁。请惠电发来你方最优盘，注明原产地、包装、详细规格、
可供数量和最早装运期。
2）惠请你方发来最迟6月装运的50公吨核桃的具有竞争力的报盘。
3）感谢你方6月7日询价，但是非常遗憾，我们不能满足你方的要求。一俟获得新
货源，我们便与你方联系。 4）兹通知，由于外汇波动，本报盘随时可变，不另通知。 5）贵公司的订单将得到我方迅速仔细的处理。 2. From Chinese into English:
1) We understand from the business information you issued in Alibaba. com that
you export MP4 and MP5. There is a steady demand here for the above-mentioned goods of high quality at moderate prices.
2) By separate post, we are sending you a range of samples and when you have
a chance to examine them, we feel confident that you will agree that the goods are both excellent in quality and very reasonable in price.
3) As we intend to purchase 300 sets of Lvyuan Brand Electric Motors you are
handling, we shall be pleased if you will fax/e-mail us your best/most favourable offer CIF Manila, including our 5% commission.
4) We shall appreciate it if you will make us the lowest quotation / quote us your
18 lowest price for the subject/captioned goods. When/While quoting/offering, please state/indicate your means of packing, the earliest time of shipment, and send us the relative/covering catalogues.
5) If you can supply the goods of the style and quality we need, we shall place
regular orders with you for large quantities (we shall place substantial orders with you regularly).
6) We have received your enquiry of August 19th and learn of your interest in
our handmade Desk Lamps. We are enclosing our illustrated catalogue and pricelist giving the details you ask for. 7) We look forward to receiving your order. Please/You may be/rest assured that
your order will receive our prompt and (most) careful attention.
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Unit Five Offers and Counteroffers
Part Five: Exercises
I. Answer the following questions:
1. An offer refers to a promise to supply goods on the terms and conditions stated, in which the seller not only quotes the terms of price but also indicates all the necessary terms of sales for the buyer’s consideration and acceptance. In international trade, an offer of goods is usually made either by way of advertisements, circulars and letters or in reply to enquiries.
2. Quotation is not an “Offer” in the legal sense. An offer is a promise to supply goods on the terms and conditions stated, while a quotation is merely a notice of the price of certain goods at which the seller is willing to sell. 3. The firm offer means the exporter promises to supply a certain quantity of goods at a fixed price within a stated period of time. The terms such as quality, packing, specifications, and payment must be clear and definite. The firm offer is binding upon the exporter, once the firm offer is accepted by the buyer within its validity, the exporter cannot revise or withdraw it.
The non-firm offer is an offer without engagement. Usually, it may contain reservation clause like “The offer is subject to our final confirmation.” 4. The validity of an offer means the time specified within which it must be accepted. If it isn’t accepted within this time, this offer is considered to have lapsed. 5. A satisfactory offer generally includes the following points: 1) An expression of thanks for the enquiry, if any;
2) Name of commodity, quality, quantity and specifications; 3) Details of prices, discounts and terms of payment;
4) An undertaking as to the date of delivery or time of shipment; 5) Packing, if it is necessary to mention; 6) The period for which the offer is valid;
20 7) An expression of hope that the offer will be accepted.
Without the sixth point, you turn a firm offer into a non-firm offer, which might contain even fewer items. 6. A counteroffer is made when a prospective buyer finds any terms and conditions in the offer unacceptable. He will then place before the seller terms or conditions he sees fit for the latter to consider. In such a message, he should thank the seller for his trouble and explain the reason for rejection. Not to do so would show a lack of courtesy.
7. When a buyer finds it difficult to accept some of the terms in an offer such as the price, package, he may either demand the seller to make a better offer or modify some terms and propose an acceptance on the new conditions. We call this conditional acceptance. 8. A counteroffer should include the following:
1) Thank the seller for his offer (or samples, if any);
2) Express regret at inability to accept and give the reason why you cannot accept;
3) Make a counteroffer if, in the circumstances, it is appropriate; 4) Suggest other opportunities to do business together.
II. Choose the best answer: 1—5: CADCA 6—10: BCDAB
III. Fill in the blanks with proper prepositions:
1. on 2. for 3. by 4. Owing to 5.into 6. into 7. with 8. for 9. for 10. in
IV. Translation work:
1. From English into Chinese:
1）我们一定尽力获得买主的递价。
2）我的报价以合理利润为依据，不是漫天要价。
3）接受贵方现在的报价就意味着我们将严重亏损，更不要说利润了。
4）考虑到我们双方的友好关系，我们破例遵照贵方要求，降价到每件7.5 美元纽约
到岸价。但这样的降价下不为例。