LESSON 14: HOW TO OFFER A QUOTATION?--怎样向客户提供报价单？


CONTENTS

I. USEFUL EXPRESSIONS 常用语

II. SAMPLE 范文

III. TIPS 掌握写作要领

IV. EXERCISE: WORDS, PHRASES AND SENTENCE PATTERNS 精通常用词组和句型

V. WRITING WORKSHOP 写作小作坊

VI. GOODIES & GIFTS 实用小礼物

I. USEFUL EXPRESSIONS
常用语

1. How to start your letter?

Thank you for giving us the opportunity to quote on our new SB-500 digital communicators.

In response to your recent inquiry, we are pleased to submit the attached quotation for our xerox machines.

Thank you for requesting a quote on Campton's SB-500 digital communicators.

Now that we have completed the inspection of your building, we can confirm the price of the service you requested.

Enclosed are our latest catalog and price-list giving details of c.i.f. Hong Kong prices, discounts, and delivery dates.

2. How to emphasize the strength of your company?

Campton has been making digital communication products for over 10 years.

We are known for our high-quality products, reasonable prices, and reliable services.

Our list of satisfied customers in your country includes ... (companies).

3. How to talk about prices and payment terms?

We can quote you a gross price, including delivery charges.

We can offer you a price of $_____ per item, firm 30 days, after which the price will be subject to change.

We can quote you a price of $_____, though we can only hold this price for six weeks because of exchange fluctuations.

All list prices are quoted f.o.b. London and are subject to a 5% trade discount with payment by letter of credit.

We usually offer an 5% trade discount on f.o.b. prices, and would prefer payment by irrevocable letter of credit.

Normally we allow a 5% trade discount off net prices with payment on a documents against payment basis.

4. How to suggest further contact?

I would like to meet with you and get more information on your requirements,

May I see you sometime next week? I will call on ______ [date] to see if we can make an appointment.

I will call you Monday (Jan 20) to discuss these details.

I will call at the end of next week to see if you have any questions.

Please let us know if this arrangement is satisfactory.

5. How to end your letter?

I look forward to meeting you and having the opportunity of doing business with you.

Please contact us if we can be of any further help to you.

If there is any further information you require, please contact us.

If you need additional information, please feel free to call me at 000-0000.

Meanwhile, we look forward to hearing from you.



II. SAMPLE
范文


A QUOTATION COVER LETTER

Dear _______:

Thank you for your interest in OMT Systems. We are pleased to submit the attached quotation for our CB series of infrared beam detectors, as outlined in the attached specifications. We can ship these items within two weeks after we receive your order.

We sincerely appreciate your inquiry. If you need additional information, please feel free to call me at (000) 000-0000.

Sincerely yours,



___________[name]
___________[title]

Enclosure



III. TIPS
掌握写作要领

1. Thank the reader for his/her interest in your products.
2. Tell the reader what you have enclosed--quotation, specifications, etc.
3. Highlight any information you want the customer to notice--for example, your delivery schedule, payment terms, etc.
4. Offer to provide additional information if the reader requires it.


IV. EXERCISE: WORDS, PHRASES AND SENTENCE PATTERNS
精通常用词组和句型

1. Click on the word or phrase that fits the sentence:

  1. Please quote a price ____ updating the library computer system.
    (A) with
    (B) on
    (C) for
    (D) at

  2. All prices must be quoted ____ US dollars.
    (A) in
    (B) on
    (C) for
    (D) as

  3. Our new low-cost solutions may be ____ particular interest to you.
    (A) in
    (B) with
    (C) for
    (D) of

  4. We would like to draw your attention ____ the trade and quantity discounts in the "Special Offer" section of our catalog.
    (A) by
    (B) to
    (C) at
    (D) for

  5. _____ otherwise stated, payment is to be made by 60-day bill of exchange, documents against acceptance.
    (A) Besides
    (B) Despite
    (C) Unless
    (D) Instead of




2. Fill in the blanks with words chosen from the list below:

with, enable, off, ranging, benefit, to, promise, add

1)You will see that we offer a wide selection of items (1) from pocket dictionaries to electronic encyclopedias.

2)We would be pleased to (2) your clients (3) our list of customers.

3)We can (4) you an excellent product (5) a first-class service.

4)We hope this will (6) you to enjoy the (7) of our special discount.

5)We are offering a special 10% discount (8) all net prices.




3. Complete the letter with words chosen from the list below:

enclosed, analyzing, rates, see, more, opportunity, protection, at, needs, with, believe

Dear Mr. Cresswell:

Thank you for giving us the (1) to quote on MBC's home, life, and disability insurance (2) .

By (3) your personal (4) and financial goals, I (5) we have come up (6) a coverage plan that will provide you with (7) than adequate (8) for yourself and your family. It will also save you money over your present coverage policy. I have (9) copies of the proposed plans and rates.

I will call (10) the end of next week to (11) if you have any questions.

Sincerely,



Robert Martin
Account Executive

Enclosures



V. WRITING WORKSHOP
写作小作坊


Displayed below are sentences for you to compose a sales letter asking for an opportunity to offer a quotation. Number the sentences so that they can be arranged in a logical order:

Dear Mr. Peters:

Our list of satisfied customers in your country includes National Health Insurance, GeneralTaxi, and Public Transport.

I look forward to meeting you and having the opportunity of doing business with you.

We are known for our innovative, reliable, high-quality products and reasonable prices.

I would like to request the opportunity to quote for this year's mobile communication products.

Enclosures

I would very much like to meet with you to get more information on your communication requirements so that we may submit a quote. May I see you next Wednesday morning? I will call on Monday to check if this is convenient for you.

MercuryTelecom has been making products for mobile communications for over fifteen years.

Enclosed is a brochure about our new Star100 mobile digital communication series.


Sincerely,
Mary Lee
Sales Manager

写作小作坊 叁考答案

Dear Mr. Peters:

I would like to request the opportunity to quote for this year's mobile communication products. MercuryTelecom has been making products for mobile communications for over fifteen years. We are known for our innovative, reliable, high-quality products and reasonable prices. Our list of satisfied customers in your country includes National Health Insurance, GeneralTaxi, and Public Transport. Enclosed is a brochure about our new Star100 mobile digital communication series.

I would very much like to meet with you to get more information on your communication requirements so that we may submit a quote. May I see you next Wensday morning? I will call on Monday to check if this is convenient for you.

I look forward to meeting you and having the opportunity of doing business with you.

Sincerely,



Mary Lee
Sales Manager

Enclosures


VI. SOMETHING FOR NOTHING
GOODIES & GIFTS （实惠小礼物）

1. New Words, New Meanings

EDUTAINMENT: n. education + entertainment
寓教於乐的产品

Example:
Two 21-inch interactive dolls--Arthur and D.W.--joined Microsoft's growing ActiMates family and brought more "edutainment" to the neighborhood.


2. A Ready-made Letter for You

Requesting clarification before offering a quotation or proposal

Dear _________:

Thank you for requesting a quote on the renovation of your restaurant. We are most interested in submitting a proposal for your consideration.

Before submitting our proposal, we have a few questions that we would like you to clarify:

1.........................................................................?

2.........................................................................?

3.........................................................................?

I will call you next Monday to discuss these details if I have not heard from you before then.

Sincerely,



_________[name]

_________[title]