外贸英语函电教案.ppt

外贸英语函电 UnitOneIntroductiontoBusinessLetters UnitTwoEstablishingBusinessRelations UnitThreeInquiriesandReplies UnitFourOffersandCounter offers UnitFiveOrders AcceptanceandRejections UnitSixSalesConfirmationandPurchaseContract UnitSevenPayment UnitEightTransportandInsurance UnitNineClaimandSettlement UnitTenFaxandE mail UnitOneIntroductiontoBusinessLetters 商务信函概论 Objectives Introduction FunctionsofBusinessLetters UnitOneIntroductiontoBusinessLetters 商务信函概论 toinform whichreferstoconveyingthevastamountofinformationneededtoday to dayoperationsofthebusiness toinfluence whichmeansthatmessagesincludedinabusinesslettershouldalsoinfluencethereader sattitudesandfunctions CriteriaforBusinessLetters A COURTESYInourletters weshouldalwayskeepinmindthepersonwearewritingto seethingsfromhisangle visualizehiminhissurroundings seehisproblemsanddifficultiesandexpressideasintermsofhisexperience B CORRECTNESSCorrectgrammar punctuationandspellingarebasicrequirementsforbusinessletterwriting Also weshouldchoosethecorrectleveloflanguageanduseaccurateinformationanddatainourletters UnitOneIntroductiontoBusinessLetters 商务信函概论 CriteriaforBusinessLetters C CLARITYWeshouldfirstidentifywhatwewanttoexpressandthenexpresstheideainplain simplewordsandformats D COMPLETENESSOurlettersshouldincludeallthenecessaryinformationanddata E CONCISENESSWeshouldwriteinthefewestpossiblewordswithoutsacrificingcompletenessandcourtesy F CONCRETENESSOurwritingshouldbevivid specificanddefinite UnitOneIntroductiontoBusinessLetters 商务信函概论 TheGeneralProceduresforBusinessLetterWriting 1 Determineourpurposeofwritingacertainletter 2 Identifywhothereadersare 3 Organizethemessage whichistobecontainedintheletter 4 Writeadraft 5 Polishthewriting UnitOneIntroductiontoBusinessLetters 商务信函概论 ElementsofBusinessLettersandTheirPositionsintheLetter UnitOneIntroductiontoBusinessLetters 商务信函概论 Aletterheadgenerallycontainsthefollowinginformation Thenameofthefirm Itsaddressandpostalcode Faxnumber Internetaddress Telephonenumber Telegraphicandtelexaddress E mailaddress Trademarkorabriefslogan etc UnitOneIntroductiontoBusinessLetters 商务信函概论 ExampleoftheFormatsofaLetterhead UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsoftheLetterheadontheSecondPage 2 L A Brizier Co March1 2009 Mr SmithApril16 2009 Page2 Mr SmithApril16 2009Page2 Page2 EASTERNTEXTILESIMP EXP CO LTD April16 2009 EASTERNTEXTILESIMP EXP CO LTD 2 April16 2009 UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofReferenceNumber Yourref ALMOurref 5511 TLDearSirs DearSirs Yourref ALM DearSirs WerefertoyourletterofNovember12 2004 ref TY1160 UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofDate 24thMarch 2009March24th 200924March 2009March24 2009 UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofInsideAddress UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofInsideAddress UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofParticularAddressorAttentionLine ChinaNationalMachineryImport ExportCorp 36 JianshanRoadDalian 116023People sRepublicofChinaAttention Mr Wang ExportManager UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofParticularAddressorAttentionLine P GCompany24MadisonAvenueColumbus OH43004U S A AttentionofPualYang Biddle Sawyer Co Ltd HaddenHouseFitzroyStreetLondon SW825DY EnglandAttentionofExportDepartmentMr H A Donnan please UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofParticularAddressorAttentionLine P GJohnMorris Co Inc ATTENTIONOFPURCHASINGMANAGERO SullivanBuildingBaltimore Maryland 10026U S A UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofSalutationandCorrespondingComplementaryClose UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofSubjectLineorCaption Subject Proposeddelayofthedelivery Re Proposeddelayofthedelivery Inre InvoiceNo 1120 SUBJECT ACCOUNTNO 689 UnitOneIntroductiontoBusinessLetters 商务信函概论 Proposeddelayofthedelivery ExamplesoftheFormatsofSignature Yoursfaithfully signature CathyKurtzMarketingManager Yoursfaithfully THEINTERNATIONALTRADINGCOMPANY signature CathyKurtzMarketingManager UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofSignature Yoursfaithfully ForCHINANATIONALIMPORT EXPORTCO LTD signature GeorgeMorgan Yoursfaithfully PerPro orP P CHINANATIONALIMPORT EXPORTCO LTD signature GeorgeMorgan UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofInitials GB LZGB LZ UnitOneIntroductiontoBusinessLetters 商务信函概论 ExamplesoftheFormatsofEnclosure 2Encls Encls 2commercialinvoices Enc 1Attachment Encl asstated Enc 1B L1certificate Attachments 2 Encl UnitOneIntroductiontoBusinessLetters 商务信函概论 ExampleoftheformatofCarbonCopyNotation UnitOneIntroductiontoBusinessLetters 商务信函概论 FullBlockFormat UnitOneIntroductiontoBusinessLetters 商务信函概论 Semi blockFormat UnitOneIntroductiontoBusinessLetters 商务信函概论 ConventionalFormat UnitOneIntroductiontoBusinessLetters 商务信函概论 IndentedFormat UnitOneIntroductiontoBusinessLetters 商务信函概论 FormatofEnvelope ChinaNationalMachineryImport ExportCorp Stamp36 JianshanRoadDalian 116023People sRepublicofChinaP GCompany24MadisonAvenueColumbus OH43004U S A UnitOneIntroductiontoBusinessLetters 商务信函概论 ReturnAddress Address FormatofEnvelope ChinaNationalMachineryImport ExportCorp Stamp36 JianshanRoadDalian 116023People sRepublicofChinaP GCompany24MadisonAvenueColumbus OH43004U S A UnitOneIntroductiontoBusinessLetters 商务信函概论 UnitTwoEstablishingBusinessRelations 建立贸易关系 Objectives Introduction NewWords Expressions WritingPrinciples TheGeneralProceduresforWriting Objectives UnitTwoEstablishingBusinessRelations 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 Channelsthroughwhichinformationcanbeobtained UnitTwoEstablishingBusinessRelations 建立贸易关系 ExhibitionandtradefairsMediaSelf introduction Tradedirectories IntroductionfromthirdpartyInvestigationsandVisits thirdparty ChamberofcommerceBanksBusinessconnectionsCommercialCounselor sOfficeSubsidiariesorbranches agentsabroad UnitTwoEstablishingBusinessRelations 建立贸易关系 Introduction Threepointsusuallycontainedinlettersaimingatestablishingbusinessrelations UnitTwoEstablishingBusinessRelations 建立贸易关系 thesourceofinformationtheintentionofwritingthisletterabriefintroductionofone sowncompany including thebusinessscope creditstandingorfinancialpositions productsandservicesthatcanbeprovided etc NewWords Expressions 1 prospectiveadj 潜在的可能的预期的prospectivebuyers可能的买主prospectivebusinesspartners可能的贸易伙伴 2 tradingpartner贸易伙伴orbusinesspartner UnitTwoEstablishingBusinessRelations 建立贸易关系 3 intendv 想要 打算后常接动词不定式e g Theyintendtoplaceanorderwithyou 他们打算跟贵方订货 Weintendtoextendourbusinessactivities 我们打算扩大我们的业务范围 NewWords Expressions 4 enquirev 询问e g Wewouldliketoenquirewhetheryoucansupplythefollowingitems 我们想询问一下 贵公司能否提供下列商品 UnitTwoEstablishingBusinessRelations 建立贸易关系 enquireinto调查e g Thebuyerclaimedthatthegoodsweredamagedintransit butwemustenquireintothismatterourselves 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 NewWords Expressions enquireabout询问关于某事e g Theysentusaletter enquiringaboutthemarketconditionhere 他们给我们发来了一封信 询问这里的市场状况 UnitTwoEstablishingBusinessRelations 建立贸易关系 enquireofsb aboutsth 询问某人某事e g Mr Smithenquiredoftheexporteraboutthequalityoftheirgoods 史密斯先生询问出口商他们的产品质量如何 NewWords Expressions UnitTwoEstablishingBusinessRelations 建立贸易关系 5 cataloguen 目录quotationn 报价 报价单pricelistn 价目表 NewWords Expressions 6 cooperationn 合作 协作cooperatev 合作 协作e g Let scooperatewitheachotherforourmutualbenefits 为了我们双方的利益 让我们合作吧 Ineedyourcooperationinthismatter 在这件事情上 我需要你的合作 UnitTwoEstablishingBusinessRelations 建立贸易关系 petitiveadj 竞争的 有竞争力的e g Ifyourpricesarecompetitive wewouldplaceanorderwithyou 如果你们的价格有竞争力 我们就跟你们订货 NewWords Expressions 8 volumeadj 大量的e g volumeorders大宗订单 UnitTwoEstablishingBusinessRelations 建立贸易关系 NewWords Expressions 10 incompliancewith按照e g Incompliancewithyourrequest wearesendingyouoursamplesbyair 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 UnitTwoEstablishingBusinessRelations 建立贸易关系 NewWords Expressions e g Itisnecessaryforyoutocomplywithourpackingrequirement 你方必须满足我们的包装的要求 WeregretthatwecannotcomplywithyourrequestforadvancingshipmenttoMay 很遗憾 我们不能满足你方将装货期提前到5月份的要求 UnitTwoEstablishingBusinessRelations 建立贸易关系 NewWords Expressions 11 underseparatecover另函 用另外一封信e g Wehavesentyouunderseparatecoverarangeofpamphletsforyourinformation 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 takethisopportunityto 后接动词原型 利用这个机会做 还可以说takeadvantageofthisopportunityoravailourselvesofthisopportunity e g Wetakethisopportunitytoexpressourgreatappreciationforyourcooperation 借此机会 对于您的合作 我们深表感谢 UnitTwoEstablishingBusinessRelations 建立贸易关系 NewWords Expressions 13 withaviewto着眼于 意 为目的 考虑到e g Weavailourselvesofthisopportunitytowritethisletterwithaviewtoenteringintobusinessrelationswithyou 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 UnitTwoEstablishingBusinessRelations 建立贸易关系 NewWords Expressions 14 dealin从事 经营 handlev 经营dealwith 跟 做生意e g Wehavedealtintheexportofwashingmachinesforbouttenyears 我们从事洗衣机出口已经有很多年了 Wehandletheimportandexportbusinessofchemicalproducts 我们经营化工产品的进出口业务 Wewishtodealwithyouinthisline 我们希望在该行业与你们做生意 UnitTwoEstablishingBusinessRelations 建立贸易关系 NewWords Expressions 15 airmailv 用航空邮件邮寄n 航空邮件e g Pleasesentusyourlatestcataloguebyairmail Pleaseairmailusyourlatestcatalogue 请用航空邮件给我们寄来你们最新的目录 UnitTwoEstablishingBusinessRelations 建立贸易关系 WritingPrinciples 1 篇幅 简短Writeshortletternomorethanonepage2 语言 礼貌 谦逊 诚恳Inpolitelanguage withcourteousandsincereattitude 3 内容与技巧 直 夸 表 UnitTwoEstablishingBusinessRelations 建立贸易关系 TheGeneralProceduresforWriting 信息来源或渠道Wehaveobtainedyounameandaddressfrom Yourfirmhasbeenrecommendedtousby Throughthe by courtesyof wecometoknowyournameandaddress Weoweyournameandaddressto UnitTwoEstablishingBusinessRelations 建立贸易关系 Weareindebtedto foryournameandaddress Yournameandaddresshasbeengiventousby Wearegiventounderstandthat Ontherecommendationof wehavelearnedwithpleasureWehavelearned from that Weunderstandfrom that UnitTwoEstablishingBusinessRelations 建立贸易关系 2 意图Wearenowwritingyoufortheestablishmentofbusinessrelations Weapproachyoutodayinthehopeof WetakelibertyofwritingtoyouwithaviewtobuildingupbusinessrelationsThepurposeofthisletteristoexplorethepossibilitiesof Weareinterestedinthepossibilityof Wehavethepleasureofintroducingourselvestoyouwiththehopethat UnitTwoEstablishingBusinessRelations 建立贸易关系 3 自我介绍Ourcompanydealswiththeimportandexportof Wespecializeintheexportationof Weareoneofthelargest importersinourcountryandhavehandledwithvariouskindsoftheproductsforabout years fallswithinthescopeofourbusinessactivities comeswithintheframeofourbusinessactivities UnitTwoEstablishingBusinessRelations 建立贸易关系 4 资信调查OurbankersaretheBankof Theycanprovideyouinformationaboutourbusinessandfinances Forourcreditstanding pleaserefertothefollowingbank Astoourstanding wearepermittedtomentiontheBankof asareference UnitTwoEstablishingBusinessRelations 建立贸易关系 5 请求与愿望Itwillbeagreatpleasureto Weshallappreciateitifyouwould Itwillbegreatlyappreciatedifyouwould Weshouldbehighlyobligedifyoucould Pleaseletushave Pleasesubmit togetherwith UnitTwoEstablishingBusinessRelations 建立贸易关系 Pleasefurnishuswith Wearelookingforwardtoyourfavourableandprompt early reply Wehopeyouwillgiveusanearlyreply Yourfavourablereplywillbehighlyappreciated Yourprompt immediate replywillbegreatlyappreciated UnitTwoEstablishingBusinessRelations 建立贸易关系 UnitThreeInquiriesandReplies 询盘及回复 Objectives Introduction NewWords Expressions WritingPrinciples Objectives UnitThreeInquiriesandReplies 询盘及回复 通过本章的学习 帮助学生掌握 询盘的定义及种类询盘信函的撰写询盘信函中常用的专业词汇及句型 Introduction Aninquiryisarequestforinformation Intheinternationalbusinesstheimportermaysendaninquirytoanexporter invitingaquotationandoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods Definitionofaninquiry UnitThreeInquiriesandReplies 询盘及回复 Introduction InaGeneralInquiry 一般询盘 theimportermayaskonlyforcatalogues pricelists samples samplebooks orquotations etc inordertogetageneralideaofthebusinessscopeoftheexporter InaSpecificInquiry 具体询盘 theimporterpointsoutwhatproductsheneedsandasksforaquotationoranofferforthisitem Generallyspeaking inquiriesfallintotwocategories aGeneralInquiryandaSpecificInquiry UnitThreeInquiriesandReplies 询盘及回复 Introduction 1 Statethesourceoftheinformationandmakeaself introductionatthebeginningoftheletter 2 Statethepurposeofwritingtheletter Forexample thewritermayexplaintotherecipientwhathewants giveadescriptionorspecificationofthegoodsherequiresorexpresshiswillingnesstoenterintobusinessrelationswiththerecipient etc 3 Endtheletterbyexpressingtheexpectationforanearlyreply Thefollowingstructuremaybereferredtoinwritinganinquiry UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 1 inquiry enquiry n 询盘 询价make or send give fax sb aninquiryforsth 向某人询购某种商品Wethankyouforyourinquiryforsunflowerseeds 我们感谢你方有关向日葵籽的询盘 Uponreceiptofyourspecificinquiry weshallsendyouourquotationsandsamples 一收到你方具体询盘 我方立即给你方寄出我方的报价及样品 Atpresent therearelargeinquiriesforour Cool BrandAirConditionerinourmarket 目前 我们市场有大量对我 凉爽 牌空调的询盘 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions inquirev 询价 询购 询问inquireforsth 询购某种商品ThankyouforyourletterofSeptember1inquiringfor3 000m tsNortheastRice 感谢你方九月一日询购三千公吨东北大米的来信 Theladies pajamasyouareinquiringforarenowoutofstock 你方现询价的女士睡衣没货 Weareinquiringaboutthesupplyofsugarandcoffee 我方正在询购糖和咖啡的货源 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 2 beinterestedin 对 某商品 有兴趣 常用以表示有意购买某种商品 是打算购买某种商品的初步表示 WeareinterestedintheimportofChinesesilkneckties 我们对进口中国丝绸领带感兴趣 TheyhavecustomerswhoareinterestedinyoursixdesignsofOrnamentalCloth 他们有客户对你方六种图样的装饰布感兴趣 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions beinterestedtodosth 对做某事感兴趣TheyareinterestedtoexportHand EmbroideredSilkScarf 他们对出口手绣丝围巾感兴趣 interestn 兴趣Wehave take feelnointerestinthetermsofpaymentonD Abasis 我们不想用D A的付款条件 interestv 使 感兴趣Thegarmentsondisplayatthefairwereattractive especiallytheirfashionablestylesinterestedthevisitorsverymuch 交易会上展出的服装很吸引人 特别是时尚的款式令参观者非常感兴趣 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 3 quotequotev 报价quotesb apricefor or on sth 报给某人某种商品的价格Pleasequoteusyourlowestpricesforpersonalcomputers 请报个人电脑的最低价 WequotedthisarticleatUS 278percase 这种商品每箱报价二百七十八美元 WouldyoupleasequoteusyourbestpriceFOBDalianfor or on 1 000piecesofleatherjacket 请报一千件皮夹克的最好大连船上交货价 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 4 marketmarketn 市场 行市cometothemarket上市findamarket找销路agood poor market畅销 滞销 inthemarketfor要购买anadvancingmarket市场上涨abriskmarket市场活跃astrongmarket市场坚挺 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions Theyareinthemarketfortable clothandpillowcases 他们要购买桌布和枕头套 Pleasekeepusinformedofthesupplyanddemandpositioninyourmarket 请随时告知你处市场的供求状况 Themarketisstrengthening 行情在上涨 marketv 推销 销售 在市场上出售ThereisnodifficultyinmarketingthesetraditionalproductsintheSoutheastAsianmarket 在东南亚市场推销这些传统产品不会有困难 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions Inordertomeetyourneedsinmarketing wetakethisopportunitytorecommend GoodLuck BrandElectricFans 为满足你方销售需求 我方借此机会向你方推荐 好运 牌电风扇 marketableadj 适销对路的 可销的Thegoodsarenotmarketableinourareaatthepriceyouquoted 按你方报价 这种产品在我们地区没有销路 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 5 placev 发出 置于 售出Ifthequalityofyourgoodsisgoodandthepriceisacceptabletous wewillplacealargeorderwithyou 如你方产品质量好 价格可接受 我们将与你方大量订货 Weregretthatourcustomershaveplacestheirorderselsewhere 很遗憾我方的客户在其他地方已经订货了 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 6 ordern 订单place or make send anorderforsth 订购某项货物Ifyourpriceisinline wewillsendyouanorderfor1 000sets 如果你方价格与市价相符 我方将订购1000台 Pleaseseetoitthattheorderisshippedwithinthestipulatedtime 请务确保此订单在规定的时间内装运 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions orderv 订购 订 货 Ifyouallowus5 discount wewillorder5 000dozen 如果你方给予5 的折扣 我方将订购5000打 Canyousupplythegoodsfromstockifweorderimmediately 如果我方立即订货 你方能有现货供应吗 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions inorder整齐无误 妥当Wouldyoupleasesignandreturnonecopyforouryoufindeverythinginorder 如果你方觉得一切妥当能否签署且返回一份供我方存档 ingood bad order情况良好 不好 Thegoodshavearrivedingoodorder 这些货完好无损地抵达 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 7 beinapositiontodosth 能够benotinaposition innopositiontodosth 不能做某事beinagoodpositiontodosth 很有能力做某事 完全能做某事beinadifficultpositiontodosth 很难做某事 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions Weareverysorrytosaythatwearenotinapositiontoagreeonyourcounter offer 很抱歉告之我方不能同意你方的还盘 Weareinapositiontoofferyou50metrictonsofsoybean FAQ 2002crop 我方可以报给你方五十公吨大豆 2002年收成的大路货 Weareinagoodpositiontomeetyourrequirements 我们完全可以满足你方的需求 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 8 discountn 折扣 折价 贴现allow or give make grant discountoff on thepricesofgoods按货价给予 的折扣Theymake20 discountforcashpayment 现金付款 他们予以八折优待 atadiscount低于正常价格 打折扣 货物无销路 Theproductsaresellingatadiscount 该产品正以低价销售 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 9 competitiveadj 有竞争力的competitiveprice有竞争力的价格competitivepower竞争能力competevi 竞争WehavetocompetewithalotofsuppliersforEuropeanmarket 我们要与很多供货商竞争欧洲市场 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions competitionn 竞争Thosewhocanmaketheirfitforcustomers needswillsurviveinthecompetition 那些产品适合消费者需要的企业才能在竞争中生存 competitorn 竞争者 竞争对手Thesuperiorquality attractivedesignandfavorablepriceoftheirproductswillenablethemtodefeatthecompetitors 他们产品的优良质量 诱人的设计 合理的价格将使他们击败竞争对手 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 10 referv 谈到 谈及 参考 提交 参阅refertosb forsth 向某人打听 查询 某事e g WereferyoutoourletterofOctober1 请你方参阅我们10月1日的函 referencen 谈到 谈及 参考 查询e g ReferenceismadetoyourletterofMay5 兹提及你方5月5日的来信 Acopyofourfeasibilitystudyreportwillbesenttoyouforyourreference 我们将寄送一份可行性研究报告供你方参考 With in referenceto关于 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 11 contactv t 与 联系 与 接洽 和approach同义 但被动语态用approach较多 e g Pleasecontact approach usagain 请再与我们联系 contactn 联系 交往e g Wehavebeenincontactwiththatcompanyfornearlytwoyears 我们与那家公司有近两年的交往 UnitThreeInquiriesandReplies 询盘及回复 NewWords Expressions 12 availableadj 可利用的 可供应的 可得到的 做定语时前置后置均可 后置较为常用 commoditiesavailabl