外贸英语函电

1、BUSINESS ENGLISH CORRESPONDENCE 外贸英语函电外贸英语函电 序言序言 n随着我国经济建设的加快，对外开放的步伐随着我国经济建设的加快，对外开放的步伐 进一步加快，各地区各部门对外经济贸易业进一步加快，各地区各部门对外经济贸易业 务往来日益频繁，而且随着外贸体制改革的务往来日益频繁，而且随着外贸体制改革的 深入，将会有更多的部门、企业直接参与对深入，将会有更多的部门、企业直接参与对 外贸易。外贸易。 n外贸英语函电作为国际商务往来使用的联系外贸英语函电作为国际商务往来使用的联系 方式，是开展对外经济贸易业务和有关商务方式，是开展对外经济贸易业务和有关商务 活动的重要

2、工具，活动的重要工具， 称为外贸工作人员必备的称为外贸工作人员必备的 专业技能。专业技能。 课程简介课程简介 n本课程将系统介绍外贸英语函电中常用问题本课程将系统介绍外贸英语函电中常用问题 的基本知识，包括各类商务书信和电传传真的基本知识，包括各类商务书信和电传传真 的格式、常用语句和拟写技巧，还附有外贸的格式、常用语句和拟写技巧，还附有外贸 业务磋商过程中各个环节往来函电的实例，业务磋商过程中各个环节往来函电的实例， 包括建立业务关系、询盘、报价、推销、还包括建立业务关系、询盘、报价、推销、还 盘、成交、支付、装运、保险、申诉、索赔、盘、成交、支付、装运、保险、申诉、索赔、 争议等。列举合同

3、、协议实例，包括售货、争议等。列举合同、协议实例，包括售货、 订购、代理、合资经营、技术引进等。此外，订购、代理、合资经营、技术引进等。此外， 还包括其他一些单据的应用，包括信用证、还包括其他一些单据的应用，包括信用证、 订单、提单、保险单、装箱单、检验证明等。订单、提单、保险单、装箱单、检验证明等。 n1、请按时到课，上课时通讯工具静音，迟到者 自觉坐至指定位置，如有特殊任务者悄声离场。 n2、正当理由未到课需申请销假者须于一周内递 交外贸函电相关内容自学心得或案例函电一份， 任何理由三次不到均无成绩。 n3、课前最好预习有关内容，以便上课学习和回 答问题。上课必带工具：任何版本无论新旧的教

4、 材外贸英语函电 西安交通大学出版社，主 编：尹小莹 郭黎光 n4、考核方式：开卷考试 n 到课20%+回答问题及讨论20% +卷面成绩60% +额外激励每次5分 课程要求先修的知识课程要求先修的知识 n国际贸易国际贸易 n国际金融国际金融 n国际市场营销国际市场营销 n商务谈判商务谈判 n外贸会计外贸会计 课程的主线课程的主线 n1、国际贸易的基本磋商程序、国际贸易的基本磋商程序 n询盘询盘发盘发盘还盘还盘接受接受订约订约履约履约 n2、商务谈判的过程、商务谈判的过程 n先期的准备先期的准备磋商磋商订立合同订立合同争端争端 解决解决 n3、合同的基本内容与格式、合同的基本内容与格式 课课 程

5、程 体体 系系 CONTENS Unit One n商务书信写作的基础知识商务书信写作的基础知识 n1、商务书信的书写格式及构成、商务书信的书写格式及构成 n2、写信的原则、写信的原则 Unit Two 建立贸易关系建立贸易关系 n1、进口商给出口商的信、进口商给出口商的信 n2、出口商的自我介绍、出口商的自我介绍 n3、出口商给进口商的信、出口商给进口商的信 n4、生产厂家的自我介绍、生产厂家的自我介绍 n5、厂家给进口商的信、厂家给进口商的信 Unit Three 询价及回复询价及回复 n一般询价及回复一般询价及回复 n具体询价及回复具体询价及回复 Unit Four 报价、推销信、实盘、

6、还盘报价、推销信、实盘、还盘 n1、报价及回复、报价及回复 n2、推销信推销信 n3、实盘、实盘 n4、还盘、还盘 Unit Five 订单订单 n1、订单、订单 n2、认收、认收 n3、接受订单的信函、接受订单的信函 n4、提供替代品、提供替代品 n5、因不能接受订单而表示歉意的信函、因不能接受订单而表示歉意的信函 Unit Six 售货确认书、购货合同售货确认书、购货合同 n1、售货确认书、售货确认书 n2、购货合同、购货合同 Unit Seven 支付支付 n1、信用证、信用证 n2、修改信用证、修改信用证 n3、延展信用证、延展信用证 Unit Eight 装运及保险装运及保险 n1、

7、装运指示、通知、装运指示、通知 n2、保险、保险 Unit Nine 申诉及索赔申诉及索赔 n1、申诉错发、迟发、质量低劣、申诉错发、迟发、质量低劣 n2、索赔（质量、不良包装、溢短装）、索赔（质量、不良包装、溢短装） Unit Ten 电传、传真、电子邮件电传、传真、电子邮件 n1、电传、电传 n2、传真、传真 n3、电子邮件、电子邮件 Unit Eleven Case study 案例案例 nCase 1 nCase 2 Unit Twelve 协议和合同协议和合同 n1、 代理代理 n2、寄售协议书、寄售协议书 n3、购买设备合同、购买设备合同 n4、合资企业合同、合资企业合同 n5、期

8、货合同、期货合同 Unit Thirteen 招标、投标、广告招标、投标、广告 n1、招标、招标 n2、投标、投标 n3、广告、广告 UNIT ONE Basic Knowledge Of Business -Letter Writing 商务书信写作的基础知识商务书信写作的基础知识 基本问题 n1、What is business letter? n2、Form and Structure of business letter n3、some rules of good writing n4、writing principle of the business letter 1、What is

9、 business letter? nThe business letter is the principal means used by a business firm to keep in touch with its customers; often enough it is the only one and the customers form their impression of the firm form the tone and quality of the letters it sends out. Good quality paper and an attractive l

10、etter head play their part in this,but they are less important than the message they carry. Business does not call for the elegant language of the post, but it does require us to express ourselves accurately in plain language that is clear and readily understand. 2、了解国际商务书信的格式。、了解国际商务书信的格式。 n在对外贸易中，

11、商务书信的格式要求十分严在对外贸易中，商务书信的格式要求十分严 格，它代表着一个公司的形象。它与私人信格，它代表着一个公司的形象。它与私人信 函的格式有较大的差别。所以，本章突出了函的格式有较大的差别。所以，本章突出了 商务书信与私人信函的格式比较。商务书信与私人信函的格式比较。 n有四种常用格式：有四种常用格式： n齐头式（齐头式（full block firm） n混合式（混合式（modified block form with indented style） n改良式（改良式（modified block form） n简化式（简化式（simplified form） n选择何种形式取决

12、于写信人的兴趣和爱好。选择何种形式取决于写信人的兴趣和爱好。 2、Form and Structure of business letter nForm : n1、齐头式（、齐头式（full block firm） n每行都从左边边线开始。此种格式便于打印，但布局却不美观每行都从左边边线开始。此种格式便于打印，但布局却不美观 n2、混合式（、混合式（modified block form with indented style） n写信人的地址打印在信纸的中上部位，而收信人的地址是从左写信人的地址打印在信纸的中上部位，而收信人的地址是从左 边边线开始打印，结尾敬语连同签署是从中稍偏右处开始打印

13、。边边线开始打印，结尾敬语连同签署是从中稍偏右处开始打印。 n3、改良式（、改良式（modified block form） n除了日期，结尾敬语和签署的排列与混合是相同外，其余部分除了日期，结尾敬语和签署的排列与混合是相同外，其余部分 是从左边边线开始是从左边边线开始 n4、简化式（、简化式（simplified form） n有点像齐头式，但又省略了称呼和结尾敬语等部分有点像齐头式，但又省略了称呼和结尾敬语等部分 2.Form and Structure of Business Letters 商务书信的书写格式商务书信的书写格式 n1. Form n (1) Full block for

14、m 齐头式齐头式 nBltco Textile Group B. V. nOssterstra 2,7524DZ Enschede nThe Netherlands nTel: 53-8774 nTelex: 45635 nFax: 53-333117 2 nYour ref: c9246 nour ref: bw/bw nDate: April 24,2004 nXlan Textile Import and Dear Sirs, Dear Mesdames, or Gentlemen (always should be in plural form and never write Gent

15、leman) for addressing two or more people. If the receiver is known to the writer personally, a warmer greeting Dear Mr. Sb. is then preferred. n 01 nSalutation is usually typed three spaces below the inside address or the attention line, and followed by a comma for Dear Sir, Dear Sirs, and a colon f

16、or Gentlemen. 5、称呼、称呼 salutation n在信的开头对收信人所表示的敬语，其具体在信的开头对收信人所表示的敬语，其具体 形式取决于写信人与收信人之间的关系。习形式取决于写信人与收信人之间的关系。习 惯上，商务书信中的敬语有：惯上，商务书信中的敬语有：Dear Sir, Dear Madam, Dear Sirs, Dear Madams, Gentlemen. 如果两人的关系较好，便可以使用更热情的如果两人的关系较好，便可以使用更热情的 称呼，如称呼，如Dear Mr. n称呼的打印通常比封内地址和经办人行低称呼的打印通常比封内地址和经办人行低3行，行， Dear S

17、ir, Dear Sirs, 后面用逗号；后面用逗号； Gentlemen 后面用冒号。后面用冒号。 f. Subject Line 事由事由 nSubject line is actually the general idea of a letter. It is inserted between the salutation and the body of the letter either at the left- hand margin for fully-blocked letter form or centrally over the body for other forms. I

18、t calls the receivers attention to the topic of the letter. 6、事由行、事由行 subject line n信的主题。信的主题。 n位于称呼和信文之间。齐头式信中打印从左边位于称呼和信文之间。齐头式信中打印从左边 边线开始，其他格式的信中，打印在信文的中边线开始，其他格式的信中，打印在信文的中 上部。它能引起收信人对信文主题的注意。上部。它能引起收信人对信文主题的注意。 g: Body of the Letter 信文信文 nThis is the main part of the letter. It expresses the w

19、riters idea, opinion, purpose and wishes, etc., so it should be carefully planned. When writing, pay attention to the following: n (a) Write simply, dearly, courteously, grammatically, and to the point. n (b) Paragraph correctly, confining each paragraph to one topic, n (c) See that your typing is a

20、ccurate and the display artistic. Aim at an attractive and pleasing appearance for your letter. Margins especially are important, since they serve to frame your letter. 7、信文、信文 body of letter n信的主要部分，表达着收信人的观点、意见、信的主要部分，表达着收信人的观点、意见、 目的和期望等内容，所以应认真对待，并注目的和期望等内容，所以应认真对待，并注 意：意：1）简明扼要，合乎语法；）简明扼要，合乎语法；

21、2）分段正确，）分段正确， 每段都由一个主题；每段都由一个主题；3）打印无误，布局艺术。）打印无误，布局艺术。 n除收信人姓名和地址总是采用单行距以外，除收信人姓名和地址总是采用单行距以外， 对于特别短的信，其他各项可以采用双行距对于特别短的信，其他各项可以采用双行距 打印。若以前已有通信联系，应在回信的第打印。若以前已有通信联系，应在回信的第 一段中提及，而你的计划、希望及期望则应一段中提及，而你的计划、希望及期望则应 在结尾段落中体现。在结尾段落中体现。 n 01 nFor very short letters you may adopt double line-spacing excep

22、t for your correspondents name and address for which single line- spacing should always be used. nIf there has been previous correspondence, the reply letter will refer to it in the first paragraph. The writers plans hopes and expectations will be expressed in the last paragraph. h. Complimentary Cl

23、ose 结尾敬语结尾敬语 n Complimentary close is merely a polite way of ending a letter. It is in keeping with the salutation. The most commonly used sets of salutation and complimentary close are: nFormal: nDear Sir(s), Yours faithfully, nGentlemen: Truly yours, nLess formal: nDear Mr. Henry, (: ) Yours since

24、rely, n (or Sincerely Yours, ) 01 nAs the salutation and complimentary close are merely a matter of courtesy and dont mean anything to the message, they can be omitted in the simplified form used nowadays. nThe complimentary close, when it is used, must never be separated from the substance of a let

25、ter by carried to a separate sheet. If through faulty judgment this becomes necessary, the letter must be scrapped and retyped leaving narrower spaces to retype the letter within one sheet of paper or rearranging the letter with some portion of the body carried over to the next sheet. n 02 nWhen usi

26、ng continuation sheets, plain paper of the same quality as the letterhead must be used and typed with a heading to show: (a) the number of the sheet (in the center of the page) n(b) the name of your correspondent(on the left- hand side) n(c) the date of the letter (on the right-hand side) n -2- nL.

27、A. Brizier d,b,b,b; b,d,c,b,b n2、 n1）regards,say n 2)specialized,with n 3) with ,by n4)if, interesting,enquiry n5) available n 6)popularity n 7)finances,to n8)compliance . n3、1)we are one of the leading importers dealing in electronic products in area, and take this opportunity to approach you in th

28、e hope of establishing business relations. n2)we have been engaged in handing importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries. n3)we owe your name and address to the Commercial Counselors office of our Embassy in Bei

29、jing. n4)we are given to understand that you are a manufacturer of daily chemicals. One of our clients intends to buy cosmetics from your country. We will appreciate it highly if you airmail the catalogue and price list of the goods available at present. n5) For our credit standing, please refer to

30、the bank of China, Shanghai Branch. exercise1 n敬启者：敬启者： n 我们得知贵公司的地址，要感谢英国驻北京大使馆商我们得知贵公司的地址，要感谢英国驻北京大使馆商 赞处。该处已告知我们贵公司要购买化工产品，为此，赞处。该处已告知我们贵公司要购买化工产品，为此， 今特与你公司联系，希望与贵公司建立互利的贸易关今特与你公司联系，希望与贵公司建立互利的贸易关 系。系。 n我公司是国营公司，独家经营化工产品进出口业务，我公司是国营公司，独家经营化工产品进出口业务， 现随函附寄我公司目前可以供应的主要出口商品表一现随函附寄我公司目前可以供应的主要出口商品表一

31、 份。如你公司需要该表所列项目以外的任何商品，我份。如你公司需要该表所列项目以外的任何商品，我 公司一经接到你方详细货单，将尽力为你方提供所需公司一经接到你方详细货单，将尽力为你方提供所需 商品。商品。 n众所周知，我们在同欧洲国家的客户进行贸易时，一众所周知，我们在同欧洲国家的客户进行贸易时，一 贯坚持平等互利，互通有无的原则，以便通过共同努贯坚持平等互利，互通有无的原则，以便通过共同努 力，促进业务和友谊，共同受益。力，促进业务和友谊，共同受益。 n盼早日收到你方的询盘盼早日收到你方的询盘 key nDear Sirs, nWe have obtained your address fro

32、m the Commercial Counselor of your Embassy in Beijing ,who informed us that you are in the market for chemical products. We approach you today in the hope of establishing mutually beneficial business relations with your corporation. nWe are a specialize state-operated corporation handling with the e

33、xport and import of Chinese chemical products. We enclose a copy of our catalogue covering the main items sup pliable at present. If you want to buy any other goods shown out of our catalog, please inform us of your detail requirements. We ll try our best to supply the products that you need when we

34、 are in receipt of your letter. nAs you know,it is our policy to trade with the people of European countries on the basis of equality and mutual benefit and exchanging what one has for what one need . We believe we shall be able, by joint efforts to promote friendship as well as business, and to sha

35、re with our benefit. nWe look forward to receiving your early enquires. nYour faithfully, Exercise 2 n敬启者： n我们从贵国驻伦敦使馆商赞处得知贵公司的地址， 现特去函与贵公司建立业务关系。 n我公司专门出口中国化工产品和药品，这些产品 在世界上久享盛誉。随函附上目录表一份，以供 参考。如有兴趣，请即与我公司联系。 n盼早日回复。 key2 nDear Sirs, nWe have obtained your address from the Commercial Counselor of y

36、our Embassy in London. Now ,we are writing you for the establishment of business relations. nWe specialize in the exportation of Chinese Chemical and Pharmaceuticals , which have enjoyed great popularity in world market. We enclose a copy of our catalogue for your reference and hope that you would c

37、ontact us if any item is interesting to you. nWe hope you will give us an early reply. nYour faithfully, Exercise3 n敬启者： n兹通告星海贸易公司已在本市成立，经营进出 口及其它和对外贸易有关的业务。 n为了发展对外贸易，本公司愿致力于与各国、 各地区的贸易和金融界开展商业往来，努力发 展对外经济合作和技术交流，并灵活采用国际 上通用的各种合理的做法。 n附上本公司概况，业务范围和其他事项的简介 一本，供参阅。按发展贸易和商业合作的各项 有关问题提出询问，并共同讨论。 key3

38、nDear Sirs, nThis is to announce the establishment of Star d,d,c,b,a n2. n1)Please quote us your best price CIF Shanghai, inclusive of our 3% commission. n2)Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth. n3)One of our customers is now

39、interested in the Qindao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April. n4)To enable you to have a better understanding of our products, we are sending you by air 5 copies of our catalogue and 2 sample books. n5)In reply to your enquiry dated

40、April 28, we are now sending you our latest price list for your reference. n3. nDear Sirs, nWe learn from a friend in ShenZhen that you are exporting light industrial products, especially electric appliances. There is a steady demand here for the above-mentioned commodities of high quality at modera

41、te prices. nWill you please send us a copy of your catalogue, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of these goods. nFaithfully yours, n4. nDear Sirs, nRe : Electric Saw nWe are in market for electric saws. Please send us yo

42、ur latest catalogue and details of your specifications, informing us of your price CIF Xian, please also state your earliest possible delivery date, your terms of payment, and discounts for regular purchase. If your price prove reasonable and satisfactory, we shall soon place a large order with you.

43、 nFaithfully yours, n5. n Dear Sirs, nWe welcome you for your enquiry of Oct.10 and thank you for your interest in our products. We are enclosing copies of our illustrated catalogue and a price list giving the details you ask for. Also under separate cover, we are sending you some samples. nPlease n

44、ote that payment should be made by irrevocable payable at sight against presentation of shipping documents. We allow a proper discount in view of this first business between us . nWe await your acceptance by fax. nFaithfully yours, exercise1 n敬启者： n第5号询购单 n贵方和我方之间不久前签订了贸易协定，这对双 边贸易的发展具有十分重要的意义。 n我方现

45、拟采购负担所开各项货物，希望贵方能尽 早航寄最优惠的CFR/CIF汉堡价格，详尽列名贵 各级缴获日期，并随函附寄英文说明书三份。 n如果贵方不能完全按我方要求供货，则能否报来 最近似的规格，或将本询盘转接给能确切报盘的 有关商号？ n贵方复函、报价或邮寄有关商品目录或样品时， 请注明本询单的编号，俾易查考。 Dear Sirs, nRe : Enquiry No.5 nWe are pleased at the signing of the Trade Agreement between our two parties some time ago, in which,we believe, w

46、ill be of far-reaching significance in the development of our bilateral trade. nWe are now in the market for the goods mentioned in the attached list and shall appreciate it if you will airmail to us at your earliest convenience your best quotation CFR/CIF Hamburg port, showing full particulars as t

47、o specifications and time of delivery,along with three copies of descriptive literature in English. nShould you be unable to supply the goods exactly as specified, would you please offer goods of the nearest specifications or pass this Enquiry to your associate who is able to make the right offer? n

48、When replay,or sending relevant catalogs or samples,please indicate the number of this Enquiry for easy identification. exercise2 n敬启者： n我方1997年3月8日第60号函，曾请贵方报来 FOB价格。如果你方尚未发出此项报价单，则 请速航迹。事实上，我方现已收到其他供货人 的报价单数份。为你方计，似应从速报来，一 面贻误良机。 n你方当能知晓，我们正在大规模发展生产。入 轨方能利用这一世纪，为双方的合作铺平道路， 则我们之间的贸易前景将是十分广阔的。 Dear

49、Sirs, nThis serves to remind you of our letter No.60 dated March 8,1997,wherein we requested you to offer FOB price. If you have not yet sent your quotation, will you please airmail it to us as soon as possible. As a matter of fact, we have already had several offers on hand from other suppliers. It

50、 would be opportunity. nYou are quite aware that we are now developing production in large scale. The prospects of trade between us will be very broad if you make use of this opportunity to pave the way for cooperation between us. exercise3 n敬启者： n兹附上有关贵方三种机床的询价单一份，该机床 均系依据贵方样本中M1,M2,M3型号所列规格提 出的。 n

51、晴贵方对各种机床本山、标准设备和任选设备， 以及为保证机床能正常运转，比如说两年之久不 可缺少的易损零件，逐项逐渐开报CIF价格。 n此次订货如能成交，将如一年前与贵方成交的弈 必订货那样，采用信用证方式付款。 n鉴于国际市场业务竞争激烈，贵方报价单到达我 方不得迟于1996年5月30日，希望重视此点，一 面坐失良机。 Dear Sirs, nEnclosed you will find our inquiry for 3 items of your machine tools, based on the specifications date of your Models No.M1,M2

52、to,of,to;until;to,of;to,for;by,in,in,for;fro m,within;in;of,on;for,of,on,of; Offer,at,on,for;of,at,per,on;to,reply,reaching,at;by,f or,in,of,at;for,offer/give,of n. n2. 1)We are studying the offer and hope that it will keep-open till the end of the month. 2)We believe that you will place a large ord

53、er with us owing to the high quality and reasonable price of our products. 3)We will allow you 10% discount if you purchase 5000 dozens or more. 4)As to terms of payment, we often require a confirmed, irrevocable letter of credit payable by draft at sight. 5)You are cordially invited to take advanta

54、ge of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price. 6)We will send you a firm offer with shipment available in the early May if your order reaches us before March,10. 7)Because there is a brisk demand for the goods, the of

55、fer will be open only for 5 days. 8)We are giving you a firm offer, subject to your reply here by 5 pm our time,Tuesday,July7. 3. Dear Sirs, In reply to your letter of May 5, were giving you a firm offer, subject to your reply here by 5 pm our time, Thursday, July 27.as follow: Commodity: Boots for

56、ladies Specifications: more than 20 assortment with new designs of brown or red colors (detailed in catalogue) Quality: the leather used is of superior quality Price: CIF US $95 to 300.00 according to various designs Payment: Confirmed, irrevocable letter of Credit payable by draft at sight to be op

57、ened 30 days before the time of shipment. Packing: at the buyers option Shipment : September,19 第五单元 订单 order n内容摘要： n买方发出的订单一经卖方接受，就不能随意撤 回，买卖双方就将按照订单上的条件签署合同 执行合同。因此，在拟写订单时，一定要将交 易条件叙述完全，尤其是要将主要的交易条件 叙述清楚，比如，商品名称、规格、数量、价 格、支付条件、交货期等。 n订单及可能是买方对报盘地接受，也可能是买 方主动寄发的购货单。订单应该书写清楚，语 言准确，能够表明交易中的所有条件。现在的

58、许多贸易公司都使用正规的印刷订单，以确保 不会疏漏任何重要的条件。 要点： n1、订单 n2、认收 n3、接受订单的信函 n4、提出代用品的信函 n5、因不能接受订单表示歉意的信函 nAn order is the buyers request to supply a specified quantity of goods to the terms stated. It is an offer to buy. When a buyer and seller reach an agreement about business terms that an order from a buyer. n

59、Buyers often use printed order forms and sellers use printed acknowledgement. In order to get what is being ordered, an order should be clarified and accurate. The following elements should be in an order: description, quantity, price, article number, mode of packing, port of destination, time of sh

60、ipment, est. n If an order is from a new customer, it is called “first” order, which should be acknowledged by letter instead of using a form. An order or an order-letter should: n1,include full details of description, quantity, price, quote article number, if any; n2,state mode of packing, port of