全屏显示专题章节

In foreign trade，if the buyers are in the market for certain commodities，they m ight send enquiries. It is sound business technique to introduce similar products to the buyers when the goods enquired for are out of stock.

II. Additional notes:

1. substitute n.代用品

This is an ideal substitute for leather synthetic fibres，such as nylon，dacron and orlon are substitutes for natural fibres，such aswool and cotton.

We should suggest your accepting Pattern No. A as a substitute.

2. owing to prep.由于

Ow ing to与due to，on account of及because of均作“因为”解，用作表语时，以due to为最普遍，用作状语短语时，一般可通用。

Their delay was due to the bad weather.

They delayed ow ing to the bad weather.

3. offer w ithout engagement无约束力的还盘

也可说: offer w ithout obligation，是虚盘的一种表示方法。

to take this opportunity to offer...利用这个机会报……

1) to take this opportunity to do sth.

We take the opportunity to enclose our quotation No. 123 for your consideration.

2) to take this opportunity of doing sth.

We take this opportunity of enclosing our quotation No. 123 for your consideration.

也可以说:We w ish to avail ourselves of this opportunity to enclose our quotation.

5. for your reference供你方参考

We shall appreciate it if you will send some up-to-date patterns for our reference.

如果能寄一些最新的花样以供参考，将不胜感激。

for your information= just give you a piece of information for your reference.

for your reference及for your information往往通用，但有时在正式通知比较严肃的事情时，则用:We w ish to inform you that之类的表达方式，如下面的例句就不宜用for your information或for your reference:

We wish to inform you that the goods are short-landed by 5，000 kilos，therefore we raise a claim against you.

兹通知你方，这批货物上岸时短少5 000公斤，因此我方向你方提出索赔。

6. to close business达成交易，成交

类似的表达方式有:

to finalize the business/to arrive at a transaction

这里close作“商定”，“达成”解，是及物动词，如close business，close a deal，close a transaction等，但在商务书信中，宾语有时省略:

We cannot close at your price.

我们无法按你方价格成交。

III. Chinese version of the letter:

你方九月二十三日对6311号柞丝绸的询盘收悉。

感谢你方在推销我方产品方面所做的努力。但由于需求量过多，抱歉目前无法报给你方所要求的质量的商品。

但是我们愿意趁此机会报下列与6311号十分相近的替代品的虚盘(无约束力的虚盘)，供你方参考。

五百匹6103号柞丝绸，每码4.80欧元CIF汉堡，包括你方3%佣金。

随函附去剪样一份供参考，如能按此成交，请速告。

IV. Key to exercises:

1. Fill in them issing words:

1) offer/quotation/ counteroffer 2)without

3) position，fresh 4)upon/on，specific/general

5) competitive/acceptable/satisfactory，place，w ith 6) at

2. Com p lete the follow ing sentences:

1) We thank you for your enquiry of 15th June for“Sea Gull”Bicycles.

2) Owing to excessive demand，we verymuch regret thatwe cannot offer you the type required.

3) Thank you very much for your efforts in pushing the sale of our products.

4)We take the opportunity to offer w ithout engagement the follow ing new products.

5) If you are prepared to reduce your original price by 3%，we w ill be able to close business w ith you.

6) In reply，we are sending you w ithout engagement the follow ing offer.

7)We do not deny there are indications that themarket is declining.

8) Please let us know when you are in a position to supply this commodity.

3. Translate the following letter into English:

W ith reference to your letter of 1st July，we regret to learn that since other suppliers are offering at lower prices，you are unable to accept our offer.

However desirouswe are to domore businesswith you，we are sorry to say that your counter offer is unacceptable to us. The bestwe can do is tomake a reduction of 5% in our originally quoted price.

We wonder whether the other suppliers are offering a quality as good as ours. We do hope that you w ill direct the attention of your clients to this point and try to persuade them to take into consideration not only the price but also the quality，which in our opinion ismore important.

We await your early reply.

V. Optional reading:

Thank you for your ordering more of our computer peripherals.

As you know，our policy is to continuously improve the quality and performance of our products. So themodem you requested，Model T873，is no longer in production. We have replaced itw ith a bettermodel，ET873. This new model outperforms the old version by 3 times but costsonly half a dollarmore. We have enclosed a detailed technical data sheet，

We w ill deliver your order immediately you send us your confirmation.

感谢您继续订购我们的计算机外围设备。

正如您所知道的，我们的原则是不断改进产品质量和性能。因此您需要的Model T873型的调制解调器已不再生产。该产品已由更好的ET873型取代。新型号调制解调器的性能是老型号的三倍，而成本只增加了0.5美元。现随函寄去详细的技术数据表。

一俟您寄来对此笔交易的确认，我们将立即发运您的订货。