1、外贸英语函电,主编 王 丽,Unit One Introduction to Business Letters,Unit Two Establishing Business Relations,Unit Three Inquiries,Unit Four Offers & Quotations,Unit Five Firm Offers,Unit Six Non-firm Offers,Unit Seven Counter-offers,Unit Eight Placing & Confirming an Order,Unit Nine Declining an Order,Unit Ten
2、Placing Repeat Orders,Unit Eleven Terms of Payment,下一页,外贸英语函电,Unit Twelve Urging Establishment of L/C,Unit Thirteen L/C Amendment & Extension,Unit Fourteen Shipment,Unit Fifteen Packing & Shipping Marks,Unit Sixteen Insurance,Unit Seventeen Making a Claim,Unit Eighteen Acceptance of a Claim,Unit Nin
3、eteen Replacing Merchandise,Unit Twenty Processing & Assembling Trade,Unit Twenty-one Compensation Trade,上一页,主编 王 丽,Functions of Business Letters,Unit One Introduction to Business Letters (商务信函概论),to inform, which refers to conveying the vast amount of information needed to day-to-day operations of
4、the business;,to influence, which means that messages included in a business letter should also influence the readers attitudes and functions.,Criteria for Business Letters,A. COURTESY In our letters, we should always keep in mind the person we are writing to, see things from his angle, visualize hi
5、m in his surroundings, see his problems and difficulties and express ideas in terms of his experience.,B. CORRECTNESS Correct grammar, punctuation and spelling are basic requirements for business letter writing. Also, we should choose the correct level of language and use accurate information and da
6、ta in our letters.,Unit One Introduction to Business Letters (商务信函概论),Criteria for Business Letters,C. CLARITY We should first identify what we want to express and then express the idea in plain, simple words and formats.,D. COMPLETENESS Our letters should include all the necessary information and d
7、ata.,E. CONCISENESS We should write in the fewest possible words without sacrificing completeness and courtesy.,F. CONCRETENESS Our writing should be vivid, specific and definite.,Unit One Introduction to Business Letters (商务信函概论),The General Procedures for Business Letter Writing:,1. Determine our
8、purpose of writing a certain letter.,2. Identify who the readers are.,3. Organize the message, which is to be contained in the letter.,4. Write a draft.,5. Polish the writing.,Unit One Introduction to Business Letters (商务信函概论),Elements of Business Letters and Their Positions in the Letter:,Unit One
9、Introduction to Business Letters (商务信函概论),A letterhead generally contains the following information:,The name of the firm,Its address and postal code,Fax number,Internet address,Telephone number,Telegraphic and telex address,E-mail address,Trademark or a brief slogan, etc.,Unit One Introduction to B
10、usiness Letters (商务信函概论),Example of the Formats of a Letterhead:,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of the Letterhead on the Second Page:,EASTERN TEXTILES IMP. & EXP. CO.,LTD.-2- April 16, 2004,Mr. Smith April 16, 2004, Page 2,Mr. Smith April 16, 2004Page 2,-P
11、age 2-EASTERN TEXTILES IMP. & EXP. CO.,LTD. April 16, 2004,EASTERN TEXTILES IMP. & EXP. CO.,LTD. 2- April 16, 2004,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of Reference Number :,Your ref: ALMOur ref: 5511/ TLDear Sirs,Dear Sirs, Your ref: ALM,Dear Sirs,We refer to y
12、our letter of November 12, 2004,ref. TY 1160,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of Date:,24th March, 2004March 24th, 200424 March, 2004March 24, 2004,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of Inside Address:,Unit One Introdu
13、ction to Business Letters (商务信函概论),Examples of the Formats of Inside Address:,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of Particular Address or Attention Line :,China National Machinery Import & Export Corp. 36, Jianshan Road Dalian, 116023 Peoples Republic of China
14、 Attention: Mr. Wang, Export Manager,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of Particular Address or Attention Line :,P & G Company 24 Madison Avenue Columbus, OH 43004 U.S.A. Attention of Pual Yang,Biddle, Sawyer & Co., Ltd. Hadden House Fitzroy Street London, SW
15、8 25DY, England Attention of Export Department Mr. H.A. Donnan, please,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of Particular Address or Attention Line :,P & G John Morris & Co., Inc. ATTENTION OF PURCHASING MANAGER OSullivan Building Baltimore, Maryland, 10026 U.S.
16、A.,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of Salutation and Corresponding Complementary Close:,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of Subject Line or Caption:,Subject: Proposed delay of the delivery,Re: Proposed delay of the
17、delivery,In re: Invoice No. 1120,SUBJECT: ACCOUNT NO. 689,Unit One Introduction to Business Letters (商务信函概论),Proposed delay of the delivery,Examples of the Formats of Signature:,Yours faithfully, (signature) Cathy Kurtz Marketing Manager,Yours faithfully, THE INTERNATIONAL TRADING COMPANY(signature)
18、Cathy KurtzMarketing Manager,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of Signature:,Yours faithfully, For CHINA NATIONAL IMPORT & EXPORT CO., LTD.(signature)George Morgan,Yours faithfully, Per Pro (or P.P.) CHINA NATIONAL IMPORT & EXPORT CO., LTD.(signature)George M
19、organ,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of Initials:,GB/ LZGbush/ lzGB: lzlz,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of Enclosure:,Unit One Introduction to Business Letters (商务信函概论),Example of the format of Carbon Copy Notat
20、ion:,Unit One Introduction to Business Letters (商务信函概论),Full Block Format:,Unit One Introduction to Business Letters (商务信函概论),Semi-block Format:,Unit One Introduction to Business Letters (商务信函概论),Conventional Format:,Unit One Introduction to Business Letters (商务信函概论),Indented Format:,Unit One Introd
21、uction to Business Letters (商务信函概论),Format of Envelope,Unit One Introduction to Business Letters (商务信函概论),Format of Envelope,Unit One Introduction to Business Letters (商务信函概论),Unit Two Establishing Business Relations(建立贸易关系),Objectives,Introduction,New Words & Expressions,Chinese Version of the Text
22、,Keys to Exercises,Objectives,Unit Two Establishing Business Relations(建立贸易关系),通过本章的学习，帮助学生掌握:寻找潜在客户的方法要求与对方建立贸易关系的书信的撰写要求建立贸易关系的书信的回复,Introduction,Channels through which information can be obtained:,Unit Two Establishing Business Relations(建立贸易关系),Chamber of Commerce both at home and abroadBanksTra
23、de directories of various countries and regionsCommercial Counselors Office Exhibition and trade fairs,Introduction,Three points usually contained in letters aiming at establishing business relations:,Unit Two Establishing Business Relations(建立贸易关系),the source of informationthe intention of writing
24、this lettera brief introduction of ones own company, including: the business scope, credit standing or financial positions, products and services that can be provided, etc.,New Words & Expressions,1. prospective adj. 潜在的 可能的 预期的 prospective buyers 可能的买主 prospective business partners 可能的贸易伙伴,2. tradi
25、ng partner 贸易伙伴 or business partner,Unit Two Establishing Business Relations(建立贸易关系),3. intend v. 想要, 打算后常接动词不定式 e.g. They intend to place an order with you. 他们打算跟贵方订货。We intend to extend our business activities. 我们打算扩大我们的业务范围。,New Words & Expressions,4. enquire v. 询问 e.g. We would like to enquire w
26、hether you can supply the following items.我们想询问一下，贵公司能否提供下列商 品。,Unit Two Establishing Business Relations(建立贸易关系),enquire into 调查 e.g. The buyer claimed that the goods were damaged in transit, but we must enquire into this matter ourselves.买方声称货物在运输过程中被损坏了，但是我们必须亲自调查这件事情。,New Words & Expressions,enqu
27、ire about 询问关于某事 e.g. They sent us a letter, enquiring about the market condition here.他们给我们发来了一封信，询问这里的市场状况。,Unit Two Establishing Business Relations(建立贸易关系),enquire of sb. about sth. 询问某人某事 e.g. Mr. Smith enquired of the exporter about the quality of their goods.史密斯先生询问出口商他们的产品质量如何。,New Words & Ex
28、pressions,Unit Two Establishing Business Relations(建立贸易关系),5. catalogue n. 目录 quotation n. 报价，报价单 pricelist n. 价目表,New Words & Expressions,6. cooperation n. 合作，协作 cooperate v. 合作，协作 e.g. Lets cooperate with each other for our mutual benefits.为了我们双方的利益，让我们合作吧。I need your cooperation in this matter.在这
29、件事情上，我需要你的合作。,Unit Two Establishing Business Relations(建立贸易关系),7. competitive adj. 竞争的，有竞争力的 e.g. If your prices are competitive, we would place an order with you.如果你们的价格有竞争力，我们就跟你们订货。,New Words & Expressions,8. volume adj. 大量的 e.g. volume orders 大宗订单,Unit Two Establishing Business Relations(建立贸易关系)
30、,New Words & Expressions,10. in compliance with 按照 e.g. In compliance with your request, we are sending you our samples by air.应你方要求，我们用航空邮件给你们寄去了我们的样品。comply (v. ) with 按照，与相符，遵守，满 足,Unit Two Establishing Business Relations(建立贸易关系),New Words & Expressions,e.g. It is necessary for you to comply with
31、 our packing requirement.你方必须满足我们的包装的要求。We regret that we cannot comply with your request for advancing shipment to May.很遗憾，我们不能满足你方将装货期提前 到5月份的要求。,Unit Two Establishing Business Relations(建立贸易关系),New Words & Expressions,11. under separate cover 另函，用另外一封信 e.g. We have sent you under separate cover a
32、 range of pamphlets for your information.我们另函给你们寄去了一系列的小册子供 你们了解情况。,12. take this opportunity to(后接动词原型)利用这个机会做 还可以说take advantage of this opportunity or avail ourselves of this opportunity. e.g. We take this opportunity to express our great appreciation for your cooperation.借此机会，对于您的合作，我们深表感谢。,Unit
33、 Two Establishing Business Relations(建立贸易关系),New Words & Expressions,13. with a view to 着眼于，意为目的，考虑到 e.g. We avail ourselves of this opportunity to write this letter with a view to entering into business relations with you.我们利用这个机会给你们写信，目的就是 想跟你们建立贸易关系。,Unit Two Establishing Business Relations(建立贸易关
34、系),New Words & Expressions,14. deal in 从事，经营 =handle v. 经营 deal with 跟做生意 e.g. We have dealt in the export of washing machines for bout ten years.我们从事洗衣机出口已经有很多年了。We handle the import and export business of chemical products.我们经营化工产品的进出口业务。We wish to deal with you in this line.我们希望在该行业与你们做生意。,Unit T
35、wo Establishing Business Relations(建立贸易关系),New Words & Expressions,15. airmail v. 用航空邮件邮寄 n. 航空邮件 e.g. Please sent us your latest catalogue by airmail.= Please airmail us your latest catalogue.请用航空邮件给我们寄来你们最新的目 录。,Unit Two Establishing Business Relations(建立贸易关系),Unit Two Establishing Business Relati
36、ons(建立贸易关系),Sample LetterSample LetterSample Letter,Chinese Version of the Text,Chinese Version of the Text,Sample Letter ,敬启者：我们从蒂科公司得知贵司商号与地址，特此 来函，希望能同贵司发展商务关系。多年来，本公司经营纺织品进口生意，目前 想扩展业务范围。请惠寄商品目录与报价单。如贵司产品价格合理，本公司必定向你方下 定单。 恭候佳音。采购部主任约翰.斯密斯谨上 2004年5月20日,Unit Two Establishing Business Relations(建立
37、贸易关系),Chinese Version of the Text,Sample Letter ,敬启者：非常高兴收到贵公司本月20日有关建立商务 关系的来函。谨遵要求另函奉上最新的出口商品目录及报 价单。款项须请以不可撤销保兑信用证支付。如欲订货，请寄电子邮件或传真为盼。出口部主任 李明谨上 2004年5月22日,Unit Two Establishing Business Relations(建立贸易关系),Chinese Version of the Text,Sample Letter ,敬启者：我们从我驻巴基斯坦使馆商务参赞处得悉贵公司的名称和 地址现借此机会与你方通信，意在建立友好
38、业务关系。我们是一家国营公司，专门经营台布出口业务。我们能接 受顾客的来样定货，来样中可具体说明对产品的花样图案，规 格及包装装潢的要求。为使你方对我各类台布有大致的了解，我们另航寄最新的 目录供参考。如果你方对产品有兴趣，请尽快通知我方。一俟 收到你方具体询盘，即寄送报价单和样本。盼早复。 此致 敬礼总经理威廉.汉森,Unit Two Establishing Business Relations(建立贸易关系),Unit Two Establishing Business Relations(建立贸易关系),ExerciseExercise Exercise Exercise ,Keys
39、to Exercises,Exercise ,Dear Sirs,We have learnt from the Chase Bank(大通银行) that you are one of the leading importers of tools and instruments in your area. We take the liberty of writing this letter to you to express our wishes to enter into business connections with you. Our company has specialized
40、in the export of tools and instruments for many years. To give you a general idea of our products, we have sent you our catalogue under separate cover. We shall provide you with further information on your specific inquiry.We are looking forward to your early reply. Yours faithfully,Unit Two Establi
41、shing Business Relations(建立贸易关系),Exercise ,1. We are glad to inform you that the articles you require fall within the scope of our business activities . 2. We specialize in the export of textiles and are willing to establish business relations with you. 3. In compliance with your letter of 12, we ha
42、ve sent you under separate cover our catalogue and quotation. 4. In order to give you a general idea of our products, we enclose a pamphlet. 5. If your prices are competitive, we will place volume orders on you.,Unit Two Establishing Business Relations(建立贸易关系),Exercise ,1. 我们愿意在平等互利的基础上与你们做生意。 2. 贵方
43、来信收悉，得知你们愿意与我公司建立贸易关系，我们非常高兴。 3. 我们得知贵公司是当地最大的电器产品进口商之一。 4. 希望能够尽快收到你们的答复。 5. 在收到你方具体询价时，我们会立即寄上我们的样品和报价单。,Unit Two Establishing Business Relations(建立贸易关系),Exercise ,Dear Sirs, We owe your name and address to Mr. Green . We take the liberty of writing this letter with a view to building up trade con
44、nections with you. We have dealt in the export of cotton cloth for many years. Our products are of superior quality and are popular with our customers from various parts of the world. In order to give you a general idea of our product, we have enclosed a catalogue. Further information will be availa
45、ble on your request. We are awaiting your prompt reply.Yours faithfully.,Unit Two Establishing Business Relations(建立贸易关系),Unit Three Inquiries (询盘),Objectives,Introduction,New Words & Expressions,Chinese Version of the Text,Keys to Exercises,Objectives,Unit Three Inquiries(询盘),通过本章的学习，帮助学生掌握:询盘的定义及种
46、类询盘信函的撰写询盘信函中常用的专业词汇及句型,Introduction,An inquiry is a request for information. In the international business the importer may send an inquiry to an exporter, inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about these goods.,Definition
47、 of an inquiry:,Unit Three Inquiries(询盘),Introduction,In a General Inquiry (一般询价), the importer may ask only for catalogues, price lists, samples, sample books, or quotations, etc., in order to get a general idea of the business scope of the exporter. In a Specific Inquiry(具体询价), the importer points
48、 out what products he needs and asks for a quotation or an offer for this item.,Generally speaking, inquiries fall into two categories: a General Inquiry and a Specific Inquiry.,Unit Three Inquiries(询盘),Introduction,1. State the source of the information and make a self-introduction at the beginning
49、 of the letter. 2. State the purpose of writing the letter. For example, the writer may explain to the recipient what he wants, give a description or specification of the goods he requires or express his willingness to enter into business relations with the recipient, etc 3. End the letter by expressing the expectation for an early reply.,The following structure may be referred to in writing an inquiry:,
