商务英语函电教案.doc

广州市总工会外语职业学校教案任教课程：商务英语函电 任教班级：09商务英语 任课教师：杨翠媚 授课日期： 第 1 周教学题目（章、节）UNIT ONE BUSINESS LETTER教学目标和要求In this unit, we will introduce to the students the importance of business letter-writing, and the different elements of business letters, such as the essentials, the letter-head, the date, the inside name and address, salutation, complimentary close and the envelop. After the unit the students should be very familiar with the different elements.教学重点与难点17Cs;2Different elements in the business letter;3Detailed requirements of each element.教 学 方 式案例教学、小组讨论教 学 资 源教 学 学 时4教学内容与教学过程组织设计： 1.1 Writing Principles of business Letters商业书信的撰写原则要写好业务信函,应掌握7个 “C” 原则 1.1.1 Clearness (Clarity)清楚 意思表达明确，要注意： （一）避免用词错误：（二）注意词语所放的位置：（三）注意句子的结构：a. explain yourself clearly;b. avoiding ambiguous sentences and needless jargon;c. statements in well-constructed sentences and paragraphs;1.1.2 Conciseness 简洁 （一）避免废话连篇（二）避免不必要的重复 （三）短句、单词的运用a. in the fewest possible words;b. briefly but completely;Example1(answers):Thank you for your information in your letter dated 5th August 1999. We are very interested in your tape recorders, It will be highly appreciated if you could send us photographs and a price list of the same.Looking forward to hearing from you soon. sincerely yours,1.1.3 Courtesy 礼貌 语言要有礼且谦虚，及时地回信也是礼貌的表现。a. more than Polite;b. sincere, tactful, thoughtful and appreciative;c. avoid irritating, offensive or belittling statements.1.1.4 Consideration 体谅 写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。 a. Try to put yourself in HIS place; b. emphasize the YOU attitude; c. emphasize positive, pleasant facts;1.1.5 Completeness 完整 一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。a. provide all necessary information;b. Answer all questions asked;c. give something extra, when desirable;1.1.6 Concreteness 具体a. To make the message specific;b. dont try to write in a literary style;c. use action rather than camouflaged verbs;1.1.7 Correctness 正确1.2 Parts of a Business Letter 商业书信的组成部分 1.2.1 Essential Parts 必要部分1. Letter Head 信头2. Date 日期3. Inside Name and Address 收信人名称地址4. Salutation 称呼5. Body of the Letter 正文6. Complimentary Close 结尾敬语7. Signature 落款1.2.2 Optional Parts 附加部分8.Attention Line 具体收信人9.Subject Line 事由10.Reference Notation 案号11.Enclosure 附件12.Carbon Copy Notation (abbr. c.c.)抄送13.Postscript (abbr. P.S.) 附言1.3 Envelope Addressing 信封格式写信人在上，收信人在下根据收信人名称地址的写法分两种格式：缩格式（缩行式）：收信人名称地址逐行右缩齐头式（平头式）：收信人名称地址左端对齐1.4 Layout of a Business Letter 商业信函的格式1.4.1 Indented Form 缩格式（缩行式）1.4.2 Blocked Form 齐头式（平头式）1.4.3 Modified Blocked Form 改良齐头式课堂教学小结：常见问题1-1打日期要注意下列各点:1.年份应完全写出,不能用(00)来代表(2000)。2.月份要写英文名称,不能用数字来代替。如(3999)等不能在正式函件中使用。3.月份名称可用缩写,如Aug.代替August;Oct.代替October;但May,June,July本身很短,不再减缩了。4.日期有时用1,2,3,4,5,11,56,21,22,23,24,31等,有时用1st,2nd 3rd,4th,5th,11th,56th,21st,22nd,23rd,24th,31st.日期最好用基数字,不用序数字。注意:月份和日期之间不要用标点点开,年份之前,必须用逗号点开。日期可用1,2,3,4,或用1st,2nd,3rd,4th.但各国各地习惯不同,不可一概而论。常见问题1-2说明:在公司名称的前面加c/o(care of),意思是由其转交,说明本信是一封私人信要由本人拆封,总收发不要拆。有时候外国商人来我国访问未到达以前,无一定信址,信件常由邀请公司转交,千万不要误拆,以免误会。常见问题1-3如果函件要抄送其他有关单位,同时使对方也知道已抄送其他单位可在信件最后的左下角注明“CC to xxx”或“CC xxx”。CC是carbon copy二字的缩写。常见问题1-4缩行式( Indented Style )： 封内地址和其需要分行的地方的后一行,都比前一行缩进二格或三格;信的正文,每一段的开始一行都缩进若干格(一般与称呼末一字母取齐)。平头式 ( Block Style )：凡是用打字机打上去的每一行字,包括(完全或绝对平头式)日期、封内地址、事由和结尾礼词,都是从左边的空白边缘打起。改良平头式( Modified Block Style )：这种格式,除日期,结尾礼词和签名部分外,其他部分每行开头都与左边空白边缘看齐。混合式 ( Semi-block Style with Indented Paragraphs )：封内地址及其他需要分行的部分,采用平头式,而第一段开始行采用缩行式。两种格式的混合采用所以称之为混合式。复习思考题，作业题： Exercises on page 10课后反思： 此次课内容为商务函电书写，学生兴趣浓厚，热情高涨，能积极参与和配合老师，不足之处在于本节课的时间把握还不够合理，最好放开些让学生更多地自主学习。任教课程：商务英语函电 任教班级：09商务英语 任课教师：杨翠媚 授课日期： 第 2 周教学题目（章、节）UNIT TWO ESTABLISHING BUSINESS RELATIONS教学目标和要求The establishment of business relations is one of the important undertakings in the field of foreign trade. The aim of this unit is to let students understand how to establish new business relations and keep old relations.教学重点与难点1. Techniques in our enquiry;2. Points must be observed in the replies to the enquiry3. Positivity, neutrality and conditionality;4. Positive Sandwich Principle.教 学 方 式案例教学、小组讨论教 学 资 源教 学 学 时4教学内容与教学过程组织设计： 2.1 Information RelatedWays to get information of prospective clients: 1Trade Directory2. Chamber of Commerce both at home and abroad3. Recommendation from embassies or consulates4. Advertisements in the newspaper or periodicals5. Banks6. Attendance at the export commodities fairs and exhibitions at home and abroad7. Mutual visits by trade delegations and representatives8. Introduction from other business firms or friends9. The Internet10. Market investigation2.2 Words and Phrases1specialize in专营2for your reference供你方参考3Win/enjoy great popularity赢得巨大声誉4in markets at home and abroad国内外市场5There is a great demand of/for sth大量需求6give best quotation;offer the best price报最优价7by joint efforts通过共同努力8establish business relations with；enter into businessrelations with；open up business relations with 建立商业关系2.3 Writing Steps 1. Source of information (how you learned of his company)2. Brief introduction of your own company （the scope of your business and little “advertising” on your products or service）3. Intention of writing the letter (to establish business relations）4. Provide catalogue, price list and samples5. Polite ending (expect to get the reply)2.4 Useful Expression1We have learned from the Commercial Counselors office of our Embassy to your country that you are one of the leading importers of electric and electronic equipment.从我国驻贵国大使馆商务参赞处获悉，贵公司是电器和电子产品的主要进口商之一。2To give you a general idea of our products, we are sending you, under separate cover, our latest catalogue together with a range of pamphlets for your reference.为了给贵方一个我们产品的总印象，我们将另函寄给你们 一份最新产品目录以及一套小册子，供你们参考。3We have excellent connections in the trade and are fully experienced in the import business for this kind of product.我方在贸易界有良好的关系，对这类产品的进口富有经验。4We are certain that business can be consummated between us.相信我们会达成此笔交易。5We are enclosing a catalogue and a price-list for your reference, so that you may acquaint yourselves with some of the items we handle.为使贵方对我方所经营的产品有所了解，今特随函附寄产品目录及价目表，以供贵方参考。6In order to give you a general idea of our canned goods, we are sending you by separate airmail a copy of our latest catalogue. 为了便于贵公司了解我公司的罐装食品，我方将通过航空邮件寄去最新的产品目录。7Quotations and samples will be sent to you upon receipt of your specific enquires.在我方接到贵公司的具体要求后将寄去报价和样品。8In compliance with your request, we are sending you by air a catalogue together with a range of pamphlets for your reference.按照贵公司要求，我方将通过航空邮件将寄去商品目录和一套小册子供贵公司参考。 9Referring to your letter of December 2, 2003, we are glad to learn that you wish to enter into trade relations with our corporation in the line of textiles.收到贵公司2003年12月2日来函，我方非常高兴地知道贵公司有意和我方在纺织产品方面开展贸易合作。常见词汇 2-1 inquiry1) n. 调查,询问,询盘,要货。通常用make inquiries表示询问,很少用单数,(指具体商品时,通常用介词for。指一般情况通常用介词about)。在日常生活中inquiry和enquiry只是拼法不同,没有什么区别。名词enquiry是动词 enquire的派生词。We will make inquiries about the business possibilities of this new product of yours.我们将调查一下你方这种新产品的销售可能性。We will make inquiries at (of) the shipping company regarding the reason forthe delay of the vessel.我们将向轮船公司询问此轮迟误的原因。We thank you for your enquiry for carpets.我们谢谢你对地毯的询盘。There are large enquiries for iron wire from the Mid-east countries.中东国家拟购大量铁丝。At the moment there are only small enquiries for this class of goods.目前对这种货物仅有小数量的询盘。2) v. 询问,询价,要货We acknowledge receipt of your letter of May 30 enquiring for alarm clocks. 你方5月30日询购闹钟的来信收到。常见词汇 2-2 owe vt. a. 该把归功于,认为是靠的力量(后接介词to)He owes his success to chance.他认为自己的成功在于机遇。We owe your name and address to承蒙告知你公司的名称和地址。b. 欠(债等),该向支付owe sb a large sumowe a large sum to sb欠某人一大笔钱IOU I Owe You 欠条write outissue IOU 打欠条常见词汇 2-3 market1) n. 市场,销路auction market 拍卖市场bond market 债券市场corner the market 囤积居奇exchange market 外汇市场financial market 金融市场hit the market （口）投入市场money market 金融市场futures market 期货市场niche market 利基市场，泥区市场secondhand market 旧货市场securities market 证券市场service market 劳务市场a. in the market for 要买We are in the market for wool.我们要买羊毛。b. come to (into) the market上市We will contact you as soon as the new crop comes to the market.一俟当年收成上市,我们定将和你方联系。c. find a market 找销路We are trying to find a market for this article.我们正在努力为此项商品找销路。We regret we cannot find any market for this article.我们很抱歉不能为此项商品找到销路。d. good(poor, no) market 畅销 (滞销,无销路)There is a good (a poor, no) market for these articles.这些商品畅销(滞销,无销路)e. in the market要买或要卖Please cable us as soon as you are in the market.一俟你方要买(卖)时,请电告。2) v. 销售,推销We will try to market this product at our end if you allow us a 5% commission. 如你方给佣金5%,我方愿在我地设法推销这一商品。常见词汇 2-4 trade1) n. 贸易,行业In recent days, there has been a slow down in our trade with you.最近我方和你方的贸易有所减少。2) v. 从事贸易,做生意,经营(和某人做贸易后接介词with;经营某项商品后接介词in)We do not trade with them.我们不和他们进行贸易。They trade mainly in cotton piece goods.他们主要经营棉布业。trade relations=trading relations=business relations有关trade的常见短语barter trade 易货贸易barriers to trade 贸易壁垒bilateral trade 双边贸易compensation trade 补偿贸易frontier trade 边境贸易improvement trade 加工贸易multilateral trade 多边贸易transit trade 转口贸易,过境贸易trade friction 贸易摩擦trade gap 贸易失衡trade practice 贸易惯例,贸易习惯trade procurator 商务代理人trade representative 商务代表trade terms 贸易条件常见词汇 2-5 sale n.1) 出售, 卖We confirm the sale to you of 500 metric tons Yellow Soybeans. 兹确认向你方出售500公吨黄大豆。 2) 销货,交易,销路Bicycles command a ready sale in the US market. 自行车在美国市场得到畅销。 Is there any sale for this article? 这一商品有销路吗? Large sales are reported to have been made. 据说大笔交易已经做成。 3) (存货的)减价出售,拍卖 clearance sale 清仓拍卖 summer sale 夏季大拍卖 white sale (床单、棉织物这些商品)降价出售 sales a. 售货的,销货的,有关售货的 Sales Confirmation 销售确认书 Sales Contract 销售合同 sales department 营业部 sales account 销售账 sales allowance 销货折让 sales promotion 推销活动 sales laws 销售法 sales tax 销售税 salesman(saleswoman) 营业员 sales manager 营业主任 常见词汇 2-6 in your district 在你地区 in your place on your side 在你地区或在你处 at your end 常见词汇 2-7 get in touch with 与联系 When we are again in a position to supply, we shall not fail to get in touchwith you. 当我们能再供应时,一定与你方联系。 As this item is handled by our Shanghai Office, please get in touch with themdirectly. 由于此项商品是上海公司经营,请与他们直接联系。 常见词汇 2-8 touch. v. 1) 达到 It is generally felt that the price has touched bottom(peach). 一般认为价格已达到最低(高)点。 2) 涉及 In your letter of March 5, you did not touch the point at issue. 你方3月5日的信未涉及问题的要点。3) 停靠 This steamer touches at Marsoilles. 该船在马赛停靠。4) 引起(和副词off)连用 This development touched off an alternation of working plan. 这一发展引起了工作计划的改变。 常见词汇 2-9 item n. 项目,条款,(商品的)品种,款项 We are working on the other items and will cable you as soon as possible. 其他项目正在进行,将尽早电告。 There are several items of commission not yet paid. 有几笔佣金,尚未付清。 This is the bestselling item in this line. 这是这类商品中最畅销的品种。 Item Two of the agency agreement should be altered as 代理协议的第二项应改为 常见词汇 2-10 case 的有关短语： 1) in case a.如果,假若 Please tell us in case you are interested in this article. 你方如对此商品感兴趣,请告知我方。 b.以备(万一),以防(万一) We would suggest your placing an order at present in case the new crop may fail. 建议你们现在订购,以防新货歉收。 2) in any case 无论如何 In any case we are unable to effect shipment in this month. 这个月我们无论如何无法发运。 3) in case of 假若,如果,万一In case of offer, please quote your best price.如能报盘,请开最低价。4) in no case 决不Your may be assured that in no case will the L/C be delayed.你方可放心,信用证决不会迟开。 5) in the case of 就而言,至于In the case of payment terms, we are unable to accept D/P at 60 days sight.至于付款条件,我方无法接受远期60天的付款交单。 6) in this case 假使这样,既然这样 In this case, we will not fail to cable you an offer.如果这样,定去电给你报盘。 7) such being the case 情况既然如此Such being the case, we regret being unable to make you an offer at present.情况既然如此,抱歉我们目前无法报盘。 常见词汇 2-11 to be only too glad to too前若有only, all, but, ready修饰时,结构表示肯定,相当于to be very glad to, to be much glad to, to be very much pleased to, to be more than pleased to 十分乐于做某事 请注意:若“too”前面没有only时,就有反义的含义。 I would be only too glad to go with you. 我很乐于与你同行。 We would be only too glad to make offers on RMB basis. 我们十分乐于以人民币为基础向你方报盘。 Your letter of credit arrives here too late for us to ship your order before the end of this month. 你们的信用证到的太迟我们不能在本月底以前装运你方定货。课堂教学小结： Importance of establishment of business relations复习思考题，作业题： Exercises on page 16、19、23、27.课后反思： 此次课运用引导性的学习方法，使同学互动起来。基本完成了新课程标准中的三维目标“知识目标，能力目标,情感目标”。完成了课文背景知识阅读,课文整体理解和课文深层理解,并通过Q and A 和Tests进行了阅读效果的检测，检测情况比预期的好。通过Reading and acting和Discussion等活动进行了英语听说读写能力的训练。任教课程：商务英语函电 任教班级：09商务英语 任课教师：杨翠媚 授课日期： 第 3 周教学题目（章、节）UNIT THREE ENQUIRIES AND REPLIES教学目标和要求In this unit, we will discuss the differences between a first enquiry and other enquiries, and the contents of enquiries and replies and also the techniques to write enquiries and replies.教学重点与难点1. Contents of enquiries and replies;2. Tips usually use for enquiries.教 学 方 式案例教学、小组讨论教 学 资 源教 学 学 时4教学内容与教学过程组织设计： 3.1 Background Information3.1.1 Importance of credit inquiry.Before you start to do business with partners in foreign countries who are far away from you, if you dont known him or her very well, then you should do credit inquiry about him or her in case you are cheated by him or her.3.1.2 How to do credit inquiry (1)through bank (2)through offices abroad (3)through commercial chamber and professional offices on credit inquiry3.1.3 Content for credit inquiry(1)政治情况：包括该公司与其本国政界关系，企业负责人参加党派等；(2)经营范围：包括业务范围、是实用户还是中间商，经营方式等；(3)资信情况：包括客户的资金、资产负债情况以及经营作风等；(4)经营能力：指客户的销售渠道、活动能力等。3.2 Sample Letter3.2.1 Sample Letter1Dear Sirs,The Maryland, Inc.The subject company is now offering to represent us in the sale of our Sewing Machines, and has referred us to your Bank for detailed information about its credit standing, business capacity and character. We shall appreciate it if you will give us your frank opinion on these points regarding the company.Any information you may give us will be treated strictly in confidence.We assure you of our reciprocating your courtesy at any time.Yours respectfully,3.2.2 Sample Letter2Gentlemen:The Maryland Inc.The subject company you inquired about by your letter of October 15, 2006, has been maintaining an account with us for the past twenty years, during which they have never failed to meet their obligation. Their balance sheets of recent years enclosed will show you that their import business in Sewing Machines has been managed and operated under a satisfactory condition.We believe that they owe their reputable position among the local wholesalers in our district to their steady and sincere way of conducting business.Please note that this information is furnished without any responsibility on our part and should be held strictly confidential.Yours truly, 3.2.3 Sample Letter3Gentlemen:We have received a sudden bid from Freemen Brothers.Company, London, with which you are now doing business and the firm gives us your name as a reference.We shall appreciate it if you will let us have the following information:1. How long have you been in business relations with the firm?2. What credit limit have you placed on their account?3. How promptly are terms met?4. What amount is currently outstanding?Any information you may give us will be treated as strictly confidential and expenses accruing from this inquiry will be gladly paid by us upon receipt of your bill.Very truly yours,3.3 Useful Expression1.The subject company is now offering to represent us in the sale of our Sewing Machines, and has referred us to your Bank for detailed information about its credit standing, business capacity and character. We shall appreciate it if you will give us your frank opinion on these points regarding the company.标题公司现提出要当我公司代理，销售我方的缝纫机，并介绍我公司向贵行了解该公司的信用、业务能力和信誉的详细情况。如贵行对该公司就上述几点提出坦率意见，我方将不胜感激。2.Any information you may give us will be treated strictly in confidence.贵行提供的任何资料，我方将严格保密。3.We assure you of our reciprocating your courtesy at any time.保证随时回报贵行的好意。4.The subject company you inquired about by your letter of October 15, 2006, has been maintaining an account with us for the past twenty years, during which they have never failed to meet their obligation. Their balance sheets of recent years enclosed will show you that their import business in Sewing Machines has been managed and operated under a satisfactory