外贸函电教案(完整)

1、.Chapter One Business Letter Writing第 1 章 商务书信写作Time AllotmentIntroduction(15 mins)Outline (10 mins)Main Points ( 45 mins)Supplements ( 15 mins)Afterclass Exercise( 5 mins)Outline:第 1节 商务书信的结构和格式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

2、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Layout 格式：1、 Indended Style缩行式2、 Block Style 齐头式 /平头式3、 Modified Block Style改良的齐头式 /平头式4、 Semi-block Style with Indended Paragraphs混合式S

3、ection Two Superscription第2节角标Section Three Dissimilarities in Letter Writing第 3 节 英美书信的不同写法Supplyment补充： Some Useful Sentences on Opening Sentences andClosing Sentences.开头语和结束语常用例句。Main PointsSection One The Structure and Layout of a Business Letter第 1 节 商务书信的结构和格式Structure结构1.The Heading信头2.The In

4、side 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Layout 格式1.Indended Style缩行式2.Block Style 齐头式 /平头式3.Modified Bloc

5、k Style改良的齐头式 /平头式4.emi-block Style with Indended Paragraphs混合式Section Three Dissimilarities in Letter Writing第 3 节 英美书信的不同写法1. 英式的书信格式是缩行式或混合式,而美式则是绝对平头式或改良平头。2.称呼用法 ,英式一般用Dear Sirs, 后用逗号。美式则用Gentlemen: 后用冒号。3. 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。4. 日期写法也不相

6、同 ,英式是按日月年的顺序。美式则按月日年的顺序。5. 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。Supplements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 (3 9 99) 等不能在正式函件中使用。3. 月份名称可用缩写 ,如 Aug.

7、 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, ,11,12, ,21,22,23,24, ,31 等 , 有 时 用 1st,2nd 3rd,4th,5th, ,11th,12th, ,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

8、(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 toxxx ”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( Bl

9、ock 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。Afterclass ExerciseArrange the following in proper form

10、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)Sender sname:ChinaNationalLightIndustrialProductsImport&ExportCorporation.Shanghai Branch2)Sender s address:128 Huchiu Road, Shanghai, China3)Sender s cable address:INDUSTRY SHANGHAI4)Sender s telex address:33054 INDUS CN5)Date:Ma

11、rch 23,20.6)Receiver 7)Receiver s address:245 Lombart Street, Lagos, Nigeria8)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 enclosedbooklet containsdetailsof all our SewingMachinesand will ena

12、bleyou to makeasuitable selection.11)Complimentary close: Yours faithfully,'.Chapter Two Establishing Business Relations第 2 章 建立业务关系Time Allotment:Last Chapter and Homework Review(15 mins)Outline (10 mins)Main Points ( 45 mins)Supplements ( 15 mins)Afterclass Exercise( 5 mins)Outline:5 Sample Le

13、tters 5封样信Supplyment补充： Some Useful Sentences on Establishing Business Relations.建立业务关系的常用例句。Main Points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 sum owe a large sum to sb欠某人一大笔钱IOU I O

14、we You欠条write out issue 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 th

15、e 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

16、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.

17、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2-4trade1) 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=

18、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'.,请与他们直接联系。.trade repres

19、entative商务代表trade terms贸易条件常见词汇2-5sale 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。

20、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 2-6in your dist

21、rict在你地区in your placeon your side在你地区或在你处at your end常见词汇 2-7get in touch with 与联系When we are again in a position to supply, we shall not fail to get in touch with 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 them directly. 由于此项商品是上海公司经营常见词汇2-8touch.

22、 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 work

23、ing plan.这一发展引起了工作计划的改变。常见词汇2-9item 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 sh

24、ould be altered as代理协议的第二项应改为常见词汇2-10case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 cropmay 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 t

25、o 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

26、 at 60 day s 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2-11to be only too glad totoo 前若

27、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 gladto , 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。Yo

28、ur 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。Supplements:1.words 单词interest, inquiry, line, enclose, appreciateexpressions 商业用语state-operated corporation国营公司state-designated second grade enterprise国家指定二级企业collective-owned

29、 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catalogu

30、e 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cash position现金头寸easy position头寸宽裕to cover position轧平头寸Sales Confirmation销售确认书Sales Contract销售合同in your district在你地区，在你处phrases 短语in case, in any case, in case of, in no case, in this case, such being the case 2.dis

31、criminations 辨析industrial与 industriousbegin, start与 commenceappreciable与 appreciative3.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。look forward to, recommend, We very much regret that , to be only too glad to too 4. Wide selection of

32、 writing多种写作选择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。We owe your name and address to the Commercial Counseller s Office of theEmbassy 我们是从大使馆商务参赞处那得知你公司名址。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

33、和我们做生意。The ForeignDepartmentof the Bank ofChinahere has recommendedyour corporationas beinginterested 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。Your communication of the 28th May addressed to our sister corporation in has been passed onto us for attention and reply.你 5 月 28 日的信已

34、转交给在的我姊妹公司处理并给予你方答复。常见词汇2-1inquiry1) n. 调查 , 询问 ,询盘 ,要货。通常用makeinquiries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 m

35、ake inquiries at (of) the shipping company regarding the reason for the 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 cla

36、ss 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。Afterclass ExerciseWrite 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

37、your information2.your intention3.your business scope4.the reference as to your firms financial standing5.your expectation'.Chapter Three Enquiries第3章询盘Time Allotment:Last Chapter and Homework Review(15 mins)Outline (10 mins)Main Points ( 45 mins)Supplements ( 15 mins)Afterclass Exercise( 5 mins

38、)Outline:7 Sample Letters 7封样信Supplyment补充： Some Useful Sentences on Enquiries .询盘常用例句Terms Used in Making Enquiries询盘专业术语Main Points:1. 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

39、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地国所需的全部费用和风险。2. 在国际贸易中，付款时间分为3 种。1) 交货前付款 (Payment before delivery)2) 交货时付款 (Payment as delivery)3) 交货后付款 (Payment after delivery)支付方式：1) 汇款 Transfer/RemittanceMail Transfer M/T信汇Telegraphic Transfer T/T电汇Bank

40、er s Demand Draft D/D票汇2) 托收 CollectionDocuments against Payment D/P付款交单Documents against Acceptance D/A承兑交单3) 信用证 Letter of Credit L/CIrrevocable Letter of Credit不可撤销的信用证Confirmed Letter of Credit保兑信用证Transferable Letter of Credit可转让信用证Sight Letter of Credit即期信用证Usance (Term, Time) Letter of Credit

41、远期信用证Anticipatory Credit预支信用证Revolving Letter of Credit循环信用证'.Documentary Letter of Credit跟单信用证Clean Credit光票信用证4) 分期付款3.Words单词range, price, sample, order, quality, custom, requireExpressions商业用语actual price实际价格advanced price上涨了的价格average price平均价格securities dealer证券商dealership经销权 ,代理权additiona

42、l quantity追加数量average quantity平均数量considerable quantity大数量corresponding quantity相应的数量as per sample按照样品counter sample反样 ,对等货样equal to sample和样品相同full range of sample全套样品accept an order接受订单article made to order定制品bank money order银行汇票state credit国家信用state loan公债state of business经济情况average quality平均质量b

43、ad quality劣质量below the average quality一般水平以下的质量freight tariff运费费率表green barriers to trade绿色贸易壁垒non tariff barrier(s)非关税壁垒currency regulations外汇条例detailed regulation细则economic regulation经济调整agent an litern诉讼代理人agent middleman代理中间人agent service代理业务actual (physical) delivery实际交货forward delivery远期 (运货 )

44、near delivery近期 (交 )货prompt cash即时付现prompt delivery即期交货、即期交付prompt payment即期付款marine surveyor海事鉴定人survey report鉴定报告Phrases 短语'.at a discount, place one s order, place an order with sb., invite ones attention to , in good time,Please be (rest) assured of , for your information, at request (at the

45、 request of.)4. Discriminations辨析examine, inspect, scrutinize, audit与 checkorder 与 indentgbuy 与 purchaseselect, elect, pick与 choosemill, factory, plant与 works5.Grammar Points语法点suggest,demand, expect, require“介词 which ”结构的定语从句6.Wide selection of writing多种写作选择Many reports have been received from our

46、selling agents in Hong Kong,已收到许多来自香港的销售代理人的报告have received be in receipt of以下几种表达方式,意义相同 ,在日常信中常常遇见。We are in receipt of your letterWe acknowledge receipt of your letterWe acknowledge your letterWe have for acknowledgement your letterWe have received your letterWe have the pleasure of acknowledging

47、 receipt of your letterSupplements1. 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地国所需的全部费用

48、和风险。2. 在国际贸易中，付款时间分为3 种。1) 交货前付款 (Payment before delivery)2) 交货时付款 (Payment as delivery)3) 交货后付款 (Payment after delivery)支付方式：1) 汇款 Transfer/RemittanceMail Transfer M/T信汇Telegraphic Transfer T/T电汇Banker s Demand Draft D/D票汇2) 托收 CollectionDocuments against Payment D/P付款交单Documents against Acceptance

49、 D/A承兑交单3) 信用证 Letter of Credit L/CIrrevocable Letter of Credit不可撤销的信用证Confirmed Letter of Credit保兑信用证Transferable Letter of Credit可转让信用证Sight Letter of Credit即期信用证Usance (Term, Time) Letter of Credit远期信用证'.Anticipatory Credit预支信用证Revolving Letter of Credit循环信用证Documentary Letter of Credit跟单信用证Clean Credit光票信用证4) 分期付款3.Words单词range, price, sample, order, quality, custom, requireExpressions商业用语actual price实际价格advanced price上涨了的价格average price平均价格securities dealer证券商dealership经销权 ,代理权additional quantit