外贸函电教案

Modern Business LettersI. Introduction Job requirements:(1).translate incoming English version letters into proper Chinese,(2). translate Chinese version letters into proper English(3).reply to your foreign customers directly in English after reading English version letters, faxes or emails. II. Structure and layout of modern business letters 商务书信的结构和格式1. Structure结构： (1)、The Heading 信头 (2)、The Inside Address 封内地址(3)、The Salutation 称呼(4)、The Subject Heading or Caption 事由(5)、The Opening Sentences 开头语(6)、The Body of the Letter 信的正文(7)、The Closing Sentences 结束语(8)、The Complimentary Close 结尾礼词(9)、The Signature 签名(10)、The Enclosure 附件(11)、Postscripts 再启 2. Layout格式 (1)、. 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)。 例如：China National Light Industrial Products Import &Export Corporation 82 Tian An Men Street Beijing, China Our ref. No. Your ref. No. The Pakistan Trading Company, 15, Broad Street, Karachi Pakistan. Dear Sirs, Chinese National Light Industrial Products Dear Sirs, Chinese National Light Industrial Products We thank you for your letter of January 10 and shall be glad to enter into business relaitions with your firm. As you know,. Yours faithfully,(2)、 Block Style 齐头式/平头式 平头式 ( Block Style )：凡是打上去的每一行字,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。例如：China National Light Industrial Products Import & Export Corporation 82 Tung An Men Street Beijing, China Our ref. No. Your ref. No. The Pakistan Trading Company, 15, Broad Street Karachi Pakistan. Dear Sirs, Subject: Chinese National Light Industrial Products We thank you for your letter of January 10 and shall be glad to enter into business relaitions with your firm. As you know,. Yours faithfully, Encl. as stated (3)、 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。 (4)、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.III.Dissimilarities in Letter Writing英美书信的不同写法 (1). 称呼用法,英式一般用Dear Sirs,后用逗号。美式则用Gentlemen:后用冒号。 (2). 结尾语的用法,英式和美式的习惯各不相同,在美式中Sincerely yours,只限用于商业书信。英式则不然,商业书信或亲友间来往书信中都可用。.3.日期的写法 （1）按日月年排列。如 12th October, 2001或 12 October 2001（英国英语） （2）按月日年排列 （美国英语） 这时要注意: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。如：January24, 2004 4. 英式/美式信封写法的不同点：收信人的姓名、地址,英式多用缩行式,美式则用平头式。另外,发信人的姓名、地址,英式写在左下角,美式写在左上角。航空信的空邮字样“AIRMAIL”“VIA AIR MAIL,”“BY AIR MAIL,”英式写在信封的左上角,美式则写在贴邮票的下方。 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。忌讳： 如12/10/19 is a bad taste, and it may easily cause confusion because in Britain this date would mean 12th October19, but in the United States and some other countries it would mean 10th December19. 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。 常见问题二 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。 IV. Essentials of Business letter-writing 商务书信的基本要求 3 Cs Clearness Conciseness CourtesyVI.The general procedures for letter writing 写信基本步骤 1. Determine your purpose of writing 2. Analyze your reader 3.Organize your thoughts 4. Write your drafts 5. Polish your writing VII. Afterclass Exercise( 课外作业） Arrange the following in proper form as they should be set out a letter: 请将以下商业书信的组成部分按其正确格式排置成一封完整信函 1)Senders name: China National Light Industrial Products Import & Export Corporation. Shanghai Branch2)Senders address:128 Huchiu Road, Shanghai, China 3)Senders cable address: INDUSTRY SHANGHAI 4)Senders telex address:33054 INDUS CN 5)Date:March 23,20.6)Receivers name: H.G.Wilkinson Company, Limited 7)Receivers address:245 Lombart Street, Lagos, Nigeria 8)Salutation used: Dear Sirs, 9)Subjectmatter: Sewing Machines10) The Message: We thank you for your letter of March 16 enquiring for the captioned goods. The enclosed booklet contains details of all our Sewing Machines and will enable you to make a suitable selection. 11)Complimentary close: Yours faithfully,Establishing Business Relations建立业务关系I ：Introduction（导入）Just as a factory requires a set of machinery to proceed with production , so does a foreign-trade firm need extensive business connections to maintain or expand its business activities. Therefore, the establishment of business relations is one of the important undertakings in the field of foreign trade.If a new firm, or a certain corporation of ours, wishes to open up a market to sell something to or buy something from firms in foreign countries, the person in charge must first of all find out whom he is going to deal with. Usually, such information is available through the following channels.IIChannels for the establishment of business relations 1. Banks . 2. Chambers of Commerce in foreign countries.(外国的 商会） 3.Trade Directory . Like telephone Directory 4.Chinese Commercial Counsellors office in foreign countries. 中国驻国外商务处 5.Business House of the same trade, etc.(同业商行） 6. Through special business newspapers, magazines and advertisements 7.With the help of the overseas branch representatives. 8. Organizing visiting investigation to get in contact with foreign businessmen.III：Basic requirements of a Business Relation Establishing LetterGenerally it should be done in an active and concrete wayThe following points are usually stressed or included:1.The channel to get the information (how to )2.Nature of your company or corporation (agent, importer/exporter or manufacturer) 3.Your financial standing, business capacity and character. 4.Your sale pushing ability; (If an importer, stress on pushing ability/ and if an exporter, stress on the product quality) 5.If necessary, exchange and payment terms should be touched. 6.With Reference recommended if necessary. 7. With “prompt Action” wording as an end.IV：分析2封样信V：常用词汇1. 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2。 market 1) 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secondhand market 旧货市场securities market 证券市场 service market 劳务市场2）词组 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。 3。trade? 1) 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 trade practice 贸易惯例,贸易习惯 trade representative 商务代表 trade terms 贸易条件4. 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 销售经理5。 in your district 在你地区 in your place on your side 在你地区或在你处 at your end6。 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。7。 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。8。 itemn. 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9。 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。10。 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。11. inquiry 1) 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。l Supplements:补充词汇1.words 单词interest, inquiry, line, enclose, appreciate expressions 商业用语 state-operated corporation 国营公司 collective-owned enterprise 集体企业 individual-owned enterprise 私营企业 merchandising enterprise 商业企业 township/rural enterprise 乡镇企业 barter trade 易货贸易 compensation trade 补偿贸易 frontier trade 边境贸易 transit trade 转口贸易,过境贸易 trade friction 贸易摩擦 trade gap 贸易失衡 classified catalogue 分类目录descriptive catalogue 带有说明的目录 illustrated catalogue 有插图的目录 catalogue of industrial products 工业产品目录 for your examination 供你方参考, 供你方查阅 financial position 财务状况 Sales Confirmation 销售确认书 Sales Contract 销售合同 in your district 在你地区，在你处VI 。.discriminations辨析 industrial与industrious begin, start与commence appreciable与appreciative VII .grammar points 语法点 当if条件句中有助动词should, had或were时,则可以省去if,而将should, had, were置于句首,从而构成倒装虚拟句,意义不变。VIII. Useful sentences in establishing business relationship1.We are trading company involved in import and export business. 我们是一家经营进出口业务的贸易公司。 2.We owe your name and address to the Commercial Counsellers Office of the Embassy3. 我们是从大使馆商务参赞处那得知你公司名址。4. Through the courtesy of in , we notice that you are interested in doing business with us. 承蒙在的推荐，我们得知你方有意和我们做生意。5. The Foreign Department of the Bank of China here has recommended your corporation as being interested in establishing business relations with 在此地的中国银行的海外部推荐你公司有意与做生意。 6. Your communication of the 28th May addressed to our sister corporation in has been passed on to us for attention and reply. 你5月28日的信已转交给在的我姊妹公司处理并给予你方答复。HomeworklWrite a letter to a foreign company for establishing business relations covering the following contents：请依下列内容致信一外企以与之建立业务关系： 1.the source of your information 2.your intention 3.your business scope 4.the reference as to your firms financial standing 5.your expectationEnquiries 询 盘I. Introduction:(导入) In foreign trade, enquiries are usually made by the buyers without engagement to get information about the goods to be ordered, such as price, catalogue, delivery date and other terms. It is essential in making enquires to consider carefully to which regions the enquiries are to be sent and how many suppliers are to be approached in one and the same region. Failure to take into consideration the relevant situation would lead to an adverse effect on future transactions.II. Steps to writing enquiry(esp. first enquiry). Para1: how to know Para2: market for the product Para3: specific requirement/ enquiry Para4: end & hope Reply Para1: Express thanks Para2: answer requirement respectively Para3: Possible actions to make Para4: Ending & hope(p 153)III. Points in an enquiry询价信常包括商品目录单(catalogue)，小册子(brochure)，价目单(price list)，或询问有关产品或服务的信息、价格以及支付条件。IV . 国际贸易术类型根据2000年国际贸易术语解释通则，所有的术语分为4个基本不同的类型。 一组为“E组”(EXWORKS),指卖方仅在自己的地点为买主备妥货物；第二“F组”(FCA，FAS和FOB)，指卖方将货物交至买方指定的承运人；第三组“C”(CFR，CIF，CPI和CIP)指卖方须订立运输合同，但对货物灭失或损的风险以及装船和启运后发生意外所发生的额外费用，卖方不承担责任；第四组“D”组(DAF，DES，DEQ，DDU和DDP)，指卖方须承担把货物交至目的