What Shall We Know about Enquiry?

In international trade, successful business begins with an enquiry. Generally speaking, an enquiry is an importer's requests about the information of products which arouse his interests. 

When an enquirer plans to make an order, he may make an enquiry to an exporter to get an offer for the products which he is just going to know or is planning to purchase. Meanwhile, he may ask for general information, such as catalogues, price lists, samples, etc. According to the business practice, the receiver of an enquiry should make a timely reply in the normal form of a quotation, an offer, etc. An enquiry can be made by a letter, fax, email, telephone or through face-to-face talk.

As the first step in the business negotiation, an enquiry may be divided into two categories: a general enquiry and a specific enquiry. If the importer wants to know the general information about the products from the exporter, he may ask the exporter to send him price lists through emails or a brochure and samples by logistics, which refers to the general enquiry. If the importer intends to purchase commodities, he may tell the names and describe the goods, including specifications and quantities, and ask whether there is a possibility of giving a special discount and what the rate of discount, the term of payment, packing method, and time of delivery are. Such kind of enquiry is regarded as a specific enquiry.

An effective enquiry may include the following points:

(1) The enquirer should tell the exporter where he gets to know the exporter's company and its products. Moreover, he can introduce himself and his own business.

(2) The enquirer should state simply, clearly and concisely what he wants—general information, a catalogue, a price list, date of shipment, etc.

(3) The enquiry should provide the necessary details to enable the exporter to answer the questions promptly.

(4) The enquirer should indicate clearly when he must get the information and request an early reply.

Business Profile（内容概览）

Enquiry

Any import/export transaction is likely to start with market research and the establishment of business relations; enquiries, quotations and negotiation on prices, orders, delivery and documentation may follow. So far as a specific transaction is concerned, an enquiry is the first real step in business negotiations. 

Definition

An enquiry is a request for information regarding the supply of certain goods. In foreign trade, an enquiry is usually made by the prospective buyer "without engagement".

This means the prospective buyer makes an enquiry to a seller inviting a quotation for the goods he/she wants to buy or simply asking for some general information concerning goods in which he/she is interested. It does not necessarily mean that the transaction will follow. It will depend on whether the buyer is satisfied with the information and how the prices and quality compare with other suppliers'. 

Classification of enquiries

Enquiries can be classified into two groups. Some enquiries are requests for price lists or catalogues. These may be called General Enquiries. Other enquiries are requests for quotations for certain articles, or requests for price terms, packing conditions, time of shipment, mode of payment, insurance, etc. These may be called Specific Enquiries.

Enquiries from regular customers are sometimes very brief in content especially if they are making a repeat order. In this case only the name, code number and specifications of the article may be mentioned.

Notes to background information:

engagement   (尤指正式的或与工作有关的) 约定，约会，预约

catalogue  目录，目录簿

general enquiry  一般询盘

specific enquiry  具体询盘

brochure  资料或广告手册

price list  价目表

sample    样品，样本

specification   规格; 规范; 明细单; 说明书

Incoterm: International Commercial Term  国际贸易术语

International Chamber of Commerce  国际商会

loading costs  装货成本

inland haulage  内陆运输费用

Customs clearance  清关

origin documentation charge  原籍国文件费

demurrage  滞留费

origin Port handling charges  起运港手续费

procuring   (设法) 获得，取得，得到

Background Information

In foreign trade, enquiries are usually made by the buyers without engagement to get information about the goods to be ordered, such as price, catalogue, delivery date and other terms. Enquiries may be either dispatched by mail, cable, telex, fax, or handed to the suppliers through personal contact. So, that is to say an enquiry (inquiry) is, in fact, a request for information on price, trade terms, etc. An importer may send out an enquiry to an exporter, inviting a quotation or an offer for the goods he wishes to buy or simply asking for some general information about these goods.

According to the content or purpose, an enquiry may be either a general enquiry or a specific enquiry. If the importer wants to have a general information of the products or commodities, which the exporter is in a position to supply, he may ask the exporter to send him a catalogue, a brochure, a price list and samples. This is a general enquiry. If the importer intends to purchase a certain product or commodity, he may ask the exporter to make an offer or a quotation on this product. Such kind of enquiry is called a specific enquiry.

Enquiries, from regular customers, may be very simple in content, in which only the name and/or descriptions of the commodity will be mentioned. Other enquiries are in great detail including the name of commodity, quality or specifications, quantity, terms of price (CFR, FOB, etc.), terms of payment (by L/C or otherwise), time of shipment, packing method, etc. required by the buyer so as to enable the seller to make proper offers.

The price involved in international trade includes not only the cost of products, but also freight and insurance. When you buy or sell goods across national boundaries, you and the other party must have a clear understanding of the terms for moving those goods to their destination. CIF and FOB are commonly used agreement models for international shipping. Each type of agreement specifies which party is responsible for the goods and the point at which responsibility transfers from the seller to the buyer.

Free on Board（FOB） 

Under the Incoterm standard published by the International Chamber of Commerce, FOB stands for "Free On Board"(named port of shipment), and is always used in conjunction with a port of loading. Indicating "FOB port" means that the seller pays for transportation of the goods to the port of shipment, plus loading costs. The buyer pays cost of marine freight transport, insurance, unloading, and transportation from the arrival port to the final destination. The passing of risks occurs when the goods pass the ship's rail at the port of shipment.

For example, "FOB Vancouver" indicates that the seller will pay for transportation of the goods to the port of Vancouver, and the cost of loading the goods on to the cargo ship (this includes inland haulage, Customs clearance, origin documentation charges, demurrage if any, origin Port handling charges, in this case Vancouver). The buyer pays for all costs beyond that point (including unloading). Responsibility for the goods is with the seller until the goods pass the ship's rail. Once the cargo is past the ship's rail and on board, the buyer assumes risk.

Cost, Insurance and Freight (CIF) 

An international trade term of sale in which, for the quoted price, the seller/exporter/manufacturer clears the goods past the ship's rail at the port of shipment (not destination). The seller is also responsible for paying for the costs associated with transport of the goods to the named port at destination. However, once the goods pass the ship's rail at the port of shipment, the buyer assumes responsibility for risk of loss or damage as well as any additional transport costs. The seller is also responsible for procuring and paying for marine insurance in the buyer's name for the shipment. The Cost and Freight term is used only for ocean or inland waterway transport.