商务英语函电

1、国际商务英语函电（第三版）国际商务英语函电（第三版） 电子教案电子教案电子教案简介电子教案简介( (第三版第三版) ) 国际商务英语函电国际商务英语函电教材适应高职高专国际经济与教材适应高职高专国际经济与贸易、经贸英语等专业外贸函电教学的需要。为了使教材贸易、经贸英语等专业外贸函电教学的需要。为了使教材贴近实际工作，我们在第二版的基础上进行修改和增减，贴近实际工作，我们在第二版的基础上进行修改和增减，使之涵盖面更广泛、更现代。本书按外贸进出口流程进行使之涵盖面更广泛、更现代。本书按外贸进出口流程进行编写，环节紧凑，通过教与学了解外贸进出口的整个过程编写，环节紧凑，通过教与学了解外贸进出口的整个

2、过程，每单元后的实训练习帮助学生进行实际操作，加强动手，每单元后的实训练习帮助学生进行实际操作，加强动手能力，同时还能提高学生外贸业务、英语知识和语言运用能力，同时还能提高学生外贸业务、英语知识和语言运用能力。修改过程中，我们尽可能贴近业务实际及学生特点能力。修改过程中，我们尽可能贴近业务实际及学生特点，做到准确精练、深入浅出，选用大量合同、信用证、各，做到准确精练、深入浅出，选用大量合同、信用证、各种单据等实例供学生操作，突出实用性、可操作性，充分种单据等实例供学生操作，突出实用性、可操作性，充分体现高职高专教材体现高职高专教材“以能力为本位，以应用为目的，以学以能力为本位，以应用为目的，以

3、学生为主体生为主体”的特点。为适应多媒体教学的需要，我们制作的特点。为适应多媒体教学的需要，我们制作了本教材的多媒体课件以帮助教师提高教学水平。课件内了本教材的多媒体课件以帮助教师提高教学水平。课件内容包括：课文、英汉注释、例句、练习、实训练习、补充容包括：课文、英汉注释、例句、练习、实训练习、补充内容，并附有习题答案、实训练习答案、译文供参考。内容，并附有习题答案、实训练习答案、译文供参考。 制作单位：福建对外经济贸易职业技术学院制作单位：福建对外经济贸易职业技术学院制作人：陈淑霞制作人：陈淑霞 目 录Writing Principles of Business Letters Establ

4、ishing Business Relations Enquiries Offers 1 12 23 34 4CONTENTS Counter-Offers 5 5Terms of Payment 6 6目 录Establishment of L/C and Amendments Packing Shipping Insurance 7 78 89 91010CONTENTS Complaints and Claims 1111 Agency 1212Chapter I Layout and Transmission of a Business LetterLayout and Transmi

5、ssion of a Business LetterChapter I Layout and Transmission of a Business LetterTeaching AimsThe purpose of communication is to obtain complete understanding between the parties involved, and elicit the responses required. Although formality in business letter-writing is rapidly giving way to a less

6、 conventional and more friendly style, the layout still follows a more or less set pattern determined by custom. It is safe to follow established practice so as to avoid confusion and a waste of time for both sender and receiver.Through the study of this chapter, students will be able to understand

7、the layout and transmission of a business letter and arrange an English business letter in proper form and send it to the receiver smoothly. Chapter I Layout and Transmission of a Business LetterMain & Difficult Points 1. Full Block Style.2. Indented Form.3. Modified Block Style.4. Semi-block St

8、yle with Indented Paragraphs.Chapter I Layout and Transmission of a Business Letter1. Principles of Business Letter Writing (4 C)1) Clearness one idea in a sentence, one topic in a paragraph and one matter in a letter. 2) Conciseness natural, human and easy to read. brief and to the pointUse daily e

9、xpressions to replace jargons. concisewordywe will consider the delivery schedule at todays meeting.we are going to give consideration to the delivery schedule at todays meeting.they attend the Guangzhou Trade fair to find a partner.they attend the Guangzhou Trade affair for the purpose of finding a

10、 business partner.we have exported our machine to many countries.we have gegun to export our machines to countries abroad.Chapter I Layout and Transmission of a Business Letter1. Principles of Business Letter Writing3) Correctness No grammatical mistakes. No typing mistakes. Pay special attention to

11、 numbers, such as quantity, price and so on. 4) Courtesy positive, friendly and sincere. Instead of saying: I am in receipt of your order for 1,000 tons of Black Tea.You better say: Thank you for your order for 1,000 tons of Black Tea. Chapter I Layout and Transmission of a Business Letter2. To Lear

12、n This Course, You Should1) have a good command of English;2) pay attention to the special terms in this course;3) understand that the best way to learn it is to read more and write more.Only in this way can you have a better understanding of what you have learned and be able to use them. It is a go

13、od idea to recite some letters. It will help you a lot when you write business letters yourself.Chapter I Layout and Transmission of a Business Letter 1Composition of a business letterLayout ofa business letter2EnvelopEmailFax345Chapter I Layout and Transmission of a Business LetterOf a Business Let

14、terOf a Business LetterChapter I Layout and Transmission of a Business LetterComposition of a Business Letter q standard parts (1) Letterhead (2) Inside address (3) Date (4) Salutation(5) Body of the letter(6) Complimentary close (7) Signatureq optional parts (8) Rreference number(9) Attention line(

15、10) Subject line (11) Reference notation(12) Enclosure (13) Carbon copy (14) PostscriptChapter I Layout and Transmission of a Business Letter(1) Letterhead 信头信头The companys nameThe companys nameAddressAddressPostcodePostcodeTelephone numberTelephone numberFax numberFax numberE-mail addressE-mail add

16、ressElements:Chapter I Layout and Transmission of a Business Letter(1) Letterhead 信头信头宁波市慈溪进出口股份有限公司宁波市慈溪进出口股份有限公司地址：慈溪市寺山路地址：慈溪市寺山路269269号号 邮编：邮编：315300315300电话： +86-574-63891000 传真：+86-574-63813763 E-mail: Website: http:/ practice:China Ningbo Cixi Import and Export Corporation Add: 269 Sishan Roa

17、d , Cixi, Ningbo, Zhejiang, China P. C.: 315300Tel: +86-574-63891000 Fax: +86-574-63813763E-mail: Website: http:/Chapter I Layout and Transmission of a Business Letter(2) Inside name and address 封内地址封内地址 收收信人的姓名和地址一般列在信的信人的姓名和地址一般列在信的左上方左上方 由于不同国家书写地址的习惯不同，收件人地址应按照由于不同国家书写地址的习惯不同，收件人地址应按照对方公司信纸中的信头书

18、写，切勿擅自更改。写国际地对方公司信纸中的信头书写，切勿擅自更改。写国际地址时，不要忘记在最后一行写上国家名。址时，不要忘记在最后一行写上国家名。Chapter I Layout and Transmission of a Business Letter(2) Inside name and address 封内地址封内地址致某公司：致某公司：Messrs. Lake Kane Co.，Ltd.66 Martins LaneLondon EC3V 7BH致公司中某职位：致公司中某职位：The ManagerEagle Press Inc.66 Martins LaneLondon EC3V 7

19、BH致公司某人：致公司某人：Mrs. Jutta BrownEagle Press Inc.66 Martins LaneLondon EC3V 7BH Chapter I Layout and Transmission of a Business Letter(3) Date 日期日期一般写法有一般写法有: : A, 5th March 2008 B, 5 March 2008 C, March 5th,2008 D, March 5, 2008day/month/year (English practice)month/day/year (American practice)A. 一般按日

20、一般按日,月月,年的顺序写出；年的顺序写出；日可用基数或序数；日亦可放在日可用基数或序数；日亦可放在月份后面，当日年之间必须加逗月份后面，当日年之间必须加逗号。号。B. 年份应完全写出，不能用年份应完全写出，不能用(12)代替代替(2012)C. 月份要写英文名称，不能用月份要写英文名称，不能用数字来代替，但可以用缩写。数字来代替，但可以用缩写。注意事项：注意事项：Chapter I Layout and Transmission of a Business Letter(4) Salutation 称呼称呼For addressing one person Dear Sir,Dear Mad

21、am,For addressing two or more personsDear Sirs,Dear Madams,Gentlemen: (always should be in plural form)A less formal greetingDear Mr. Dear Ms.注意：注意： 若不能确定阅信者是男是若不能确定阅信者是男是女，用女，用Dear Madam or Sir;称呼后面的标点，一般使称呼后面的标点，一般使用逗号或分号，美加来信用逗号或分号，美加来信中中Gentlemen后用冒号：后用冒号：Chapter I Layout and Transmission of a B

22、usiness Letter(5) Body of the letter 正文正文书信的主体书信的主体 ( (一般分为一般分为3 3部分部分) )Opening SentencesThe closing SentencesWe hope to receive your reply early.Chapter I Layout and Transmission of a Business Letter(6) Complimentary close 结尾敬语结尾敬语结束语是一种客套用语它应与前面的称呼相呼应，后面结束语是一种客套用语它应与前面的称呼相呼应，后面加逗号。加逗号。Salutation

23、Formal Less formalInformal Dear Sir or MadamDear Mr.Dear Mary,Dear Sirs,Dear Ms.Dear Tom,Gentlemen,Dear Green,complimentaryYours faithfully,Yours sincerely,Sincerely,Faithfully yours,Sincerely yours,Cordially,Truly yours,Cordially yours,Best regards,Chapter I Layout and Transmission of a Business Le

24、tter(7) Signature 签名签名A letter should be signed by hand, and in ink.外国函件都必须由负责亲笔签名，用橡皮戳说明该信并非本外国函件都必须由负责亲笔签名，用橡皮戳说明该信并非本人亲自过目，只是通函，不为人重视，不礼貌。人亲自过目，只是通函，不为人重视，不礼貌。 Julie Wang for Mary Huang（此方式表示书信内容为（此方式表示书信内容为Mary Huang的意思，的意思， Julie Wang 只是只是代为签字而已；代为签字而已；一般商务书信，还应在签名下方将发信人的姓名用打字形式打出。一般商务书信，还应在签名下

25、方将发信人的姓名用打字形式打出。 签名者代表公司、某单位名义时，应在结束词下方打出全部大写的签名者代表公司、某单位名义时，应在结束词下方打出全部大写的单位名称，然后再签名。单位名称，然后再签名。 当负责人不在而由经办人员代签名时，要加上当负责人不在而由经办人员代签名时，要加上by, for字样。字样。 Chapter I Layout and Transmission of a Business Letter8. Reference number 存档存档编号编号 信函编号常见的书写形式有两种：信函编号常见的书写形式有两种： 一种比较简单的形式一种比较简单的形式“Re: XXX”， 例如例如,

26、 Re: Invoice 12345 或或Re: Your letter dated January 20, 2006。 一种比较常用的形式一种比较常用的形式 “Your ref: XXX, Our ref: XXX” 提供一组缩写信息，包括：文件编号、起草人、录入提供一组缩写信息，包括：文件编号、起草人、录入人的姓名缩写和部门代号等。人的姓名缩写和部门代号等。Chapter I Layout and Transmission of a Business Letter 通常位于信通常位于信内内名名称称和地址和地址与称与称呼之呼之间间，用于向收信的，用于向收信的公司提示希望公司提示希望将将信函交

27、信函交给给某某个个具体的具体的经办经办人或部人或部门门。 例：例： Attention: William Smith, General Manager 或或For the Attention of Export Department9.Attention Line 转发提示转发提示Chapter I Layout and Transmission of a Business Letter10.Subject Line 主题主题 标题写在称呼语下面两行，一般是在信笺中间位置，标题写在称呼语下面两行，一般是在信笺中间位置，事由要简单扼要，说明商品名称，数量，信用证或合事由要简单扼要，说明商品名称，

28、数量，信用证或合同号等即可。同号等即可。 e.g. (1)Subject:Sewing Machines (2)Subject:Our contract No.123 (3)Sewing MachinesChapter I Layout and Transmission of a Business Letter11.Reference Notation（经办人代号）（经办人代号） 经办人代号是由书信口述人和打字员的姓名的首经办人代号是由书信口述人和打字员的姓名的首字母组成的，用冒号或斜线分开。如自己打字，字母组成的，用冒号或斜线分开。如自己打字，则省去这部分。则省去这部分。 写写法有：法有：W

29、L/SM WL: SM WL/sm WL: smChapter I Layout and Transmission of a Business Letter12. Enclosure 附件附件 如信中有附件时，应在签名下注明如信中有附件时，应在签名下注明Encl.或或Enc.如附件如附件不止一件应注明不止一件应注明2 Encls or 3 Encls,或详细列明如下：或详细列明如下： Encls: 2 Invoices Enc: 1 B/L 1 Photo 1 Certificate Chapter I Layout and Transmission of a Business Letter1

30、3.Carbon Copy 抄送抄送 如果函件要抄送其他有关单位，同时使对方也知道已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抄送其他单位，可在信件最后的左下角注明“CC to xxx” or “CC xxx” CC Mr.J.Cooper (that means Mr.J.Cooper who will receive the copies of the letter.)Chapter I Layout and Transmission of a Business Letter14.Postscript 附言附言 信写完后，如果想起还有要紧的要说，可

31、以在信末信写完后，如果想起还有要紧的要说，可以在信末加加P.S. 引出补叙的话，然后由发信人签署本人简笔引出补叙的话，然后由发信人签署本人简笔签名签名(本人姓名的第一个字母本人姓名的第一个字母)。 Note: Dont use P.S. if you forget to mention a point in the body of the letter. rewrite the letter instead.Chapter I Layout and Transmission of a Business LetterChapter I Layout and Transmission of a B

32、usiness Letter信头信头 (Letterhead)存档编号存档编号 (Ref . No. )日期日期 (Date) 封内名称和地址封内名称和地址 (Inside Name and Address)转发提示转发提示 (Attention Line)称呼称呼 (Salutation)事由标题事由标题 (Subject Line)正文部分正文部分 (Body of the Letter) 结尾敬语结尾敬语 (Complimentary Close) 签名签名 (Signature)经办人代号经办人代号 (Reference Notation)附件附件 (Enclosure)抄送抄送 (C

33、arbon copy)附言附言 (Postscript) 外贸业务书信的基本结构：外贸业务书信的基本结构：Chapter I Layout and Transmission of a Business Letter Full-block style （全齐头式）（全齐头式） Indented form （缩行式）（缩行式） Modified block style （改良的齐头式）（改良的齐头式） Semi-block format with indented paragraphs （半齐头式或混合式）（半齐头式或混合式）常用的四种商务信函格式常用的四种商务信函格式The form of a

34、business letter Chapter I Layout and Transmission of a Business LetterXiamen Polyking Co., Ltd.46 Pk Building, Huli Zone,Tongan Industrial Center, Xiamen, ChinaTel: Fax:mail: Webs: http:/ July 30, 2014ACHILLES CONCEPT GMBH & CO.KGBahnhofstr. 141 63263 Neu-Isenburg Fra

35、nceTel: 6102 59 5770 Fax: 6102596170Gentlemen:Re: AD103 Easy-carrierWe thank you for your letter of July 28 concerning our AD103 Easy-carrier. However, we regret to inform you that we can not accept any fresh orders as we are heavily committed at present.If you are interested in any other items, ple

36、ase do not hesitate to let us know.We are looking forward to hearing from you soon.Yours truly, Xiamen Polyking Co., Ltd.(Signature) Eric Chen General Manage 1.full blocked styleChapter I Layout and Transmission of a Business Letter Xiamen Polyking Co., Ltd. 46 Pk Building, Huli Zone, Industrial Cen

37、ter, Xiamen, China Tel: Fax:Email: Webs: http:/ July 30, 2014ACHILLES CONCEPT GMBH & CO.KG Bahnhofstr. 141 63263 Neu-Isenburg France Tel: 6102 59 5770 Fax: 6102596170Gentlemen:Re: AD103 Easy-carrier We thank you for your letter of July 28 concerning our AD103 Easy-car

38、rier. However, we regret to inform you that we can not accept any fresh orders as we are heavily committed at present. If you are interested in any other items, please do not hesitate to let us know. We are looking forward to hearing from you soon.Yours truly, Xiamen Polyking Co., Ltd.(Signature) Er

39、ic Chen General Manage 2. indented styleChapter I Layout and Transmission of a Business LetterXiamen Polyking Co., Ltd.46 Pk Building, Huli Zone,Tongan Industrial Center, Xiamen, ChinaTel: Fax:mail: Webs: http:/ July 30, 2014ACHILLES CONCEPT GMBH & CO.KGBahnhofstr. 14

40、1 63263 Neu-Isenburg FranceTel: 6102 59 5770 Fax: 6102596170Gentlemen:Re: AD103 Easy-carrierWe thank you for your letter of July 28 concerning our AD103 Easy-carrier. However, we regret to inform you that we can not accept any fresh orders as we are heavily committed at present.If you are interested

41、 in any other items, please do not hesitate to let us know.We are looking forward to hearing from you soon.Yours truly, Xiamen Polyking Co., Ltd.(Signature) Eric Chen General Manage 3. Modified bolicked styleChapter I Layout and Transmission of a Business LetterXiamen Polyking Co., Ltd.46 Pk Buildin

42、g, Huli Zone,Tongan Industrial Center, Xiamen, ChinaTel: Fax:mail: Webs: http:/ July 30, 2014ACHILLES CONCEPT GMBH & CO.KGBahnhofstr. 141 63263 Neu-Isenburg FranceTel: 6102 59 5770 Fax: 6102596170Gentlemen:Re: AD103 Easy-carrier We thank you for your letter of July 28

43、 concerning our AD103 Easy-carrier. However, we regret to inform you that we can not accept any fresh orders as we are heavily committed at present. If you are interested in any other items, please do not hesitate to let us know. We are looking forward to hearing from you soon.Yours truly, Xiamen Po

44、lyking Co., Ltd.(Signature) Eric Chen General Manage 4. Semiblock style with indented paragraphsChapter I Layout and Transmission of a Business Letter Addressing EnvelopesThe three important requirements of envelope addressing are accuracy, clearness, and good appearance. Business stationery ordinar

45、ily has the return address printed in the upper left corner of the envelope. Name and address of the receiver should be typed above half way down the envelope, leaving enough space for the postmark and stamps. Post notations such as “Registered”,“Certified”, or “Confidential” should be placed in the

46、 bottom left-hand corner.Chapter I Layout and Transmission of a Business LetterSenders AddressStampReceivers addressRemarksForm of EnvelopMailing directions1. Private2. Personal3. confidential1. Registered2. Express3. Ordinary mail4. Immediate(urgent)5. Printed matter6. sampleChapter I Layout and Tr

47、ansmission of a Business LetterReceivers address 如果信件不是通过邮寄，而是托某人转交，则在信封上不写收如果信件不是通过邮寄，而是托某人转交，则在信封上不写收信人的地址，只在收信人的名称之下写：信人的地址，只在收信人的名称之下写：By Politeness of/By Kindness of/Through the Courtesy of/Per Kindness of/Forwarded by/Per Favor of/By (or: With) Favor of/Favored by加上带信人的姓名，例如：加上带信人的姓名，例如：Dr. Jo

48、hn SmithKindness of Mr. Zheng He Chapter I Layout and Transmission of a Business LetterReceivers address如果不写出带信人的姓名，则只需在收信人姓名之上写：如果不写出带信人的姓名，则只需在收信人姓名之上写：Please Forward，例如：，例如：Please ForwardMr. ChenChapter I Layout and Transmission of a Business LetterReceivers address如果信件通过邮局寄给第三者转交给收信人，则要在收信人姓名如果信

49、件通过邮局寄给第三者转交给收信人，则要在收信人姓名下面写明转交人的姓名，其前面加下面写明转交人的姓名，其前面加c/o (=care of 由由转交转交)，例，例如：如：Mr. John Smithc/o Mr. Chen128 Wuyi RoadFuzhou, Fujian, ChinaChapter I Layout and Transmission of a Business Letter Example of EnvelopesWilliam & Sons (Stamp)58 Lancaster House,Manchester, London The National Tran

50、sport Co. 120 Broadway Street (Registered) Rangoon, BurmaChapter I Layout and Transmission of a Business LetterThe form of E-mailTo: 收件人的收件人的e-mail信箱信箱Caption or Subject主题主题Copy抄送抄送Body正文正文Enclosure or Attachment附件附件Chapter I Layout and Transmission of a Business LetterTo: dieterachilles-concept.frS

51、ubject: AD103 Easy-carrierCopy: (Omit)Body:Gentlemen: We thank you for your letter of July 28 concerning our AD103 Easy-carrier. However, we regret to inform you that we can not accept any fresh orders as we are heavily committed at present. Enclosed please find our latest catalogue. If you are inte

52、rested in any other items, please do not hesitate to let us know. We are looking forward to hearing from you soon.Yours truly, Xiamen Polyking Co., Ltd.(Signature) Eric Chen General Manage ExampleChapter I Layout and Transmission of a Business LetterChapter I Layout and Transmission of a Business Le

53、tterGE SiliconesGeneral Electric Company1001-3 Three Square，H.K.Tel: (652) 8436760Fax: (852) 8775780CERTIFICATE OF ORIGINDate: June 5, 2014RE:Ultraglaza SSG4000 Structural Glazing SealantQuantity: 1512 kgsBatch: DG550Silpruf SCS 2000 One-component Silicone Weatherproofing SealantQuantity: N/ABatch:

54、N/AWe certify that the above products were manufactured by GE Silicones (General Electric Company) at your facility located at Waterford NY, United States of America.Country of Origin and ManufacturerGeneral Electric Company, U.S.A.(Signature)General Electric CompanyExampleChapter I Layout and Trans

55、mission of a Business LetterExercisesChapter I Layout and Transmission of a Business Letter I. Arrange the following in proper form as they should be set out in a letter:1. Senders name: China Fujian Chemical Imp.& Exp. Corp.2. Senders address: 128 Wuyi Road , Fuzhou, China3. Senders Fax: 0591-7

56、5334264. Senders telephone number: Date: March 23, 20036. Receivers name H.G Wilkinson Company Limited7. Receivers address: 245 Lombart Street, Lagos, Nigeria8. Subject-matter: Sewing Machines9. The message: We thank you for your letter of March 16 enquiring for the captioned goods. T

57、he enclosed booklet contains details of all our Sewing Machines and will enable you to make a suitable selection. We look forward to receiving your specific enquiry with keen interest.KeyChapter I Layout and Transmission of a Business LetterKey China Fujian Chemical Imp. & Exp. Corp. 128 Wuyi Ro

58、ad , Fuzhou, ChinaFax:Tel:March 23, 2013 H.G Wilkinson Company Limited 245 Lombart Street, Lagos, NigeriaDear Sirs, Re: Sewing Machines We thank you for your letter of March 16 enquiring for the captioned goods. The enclosed booklet contains details of all our Sewing Mach

59、ines and will enable you to make a suitable selection. We look forward to receiving your specific enquiry with keen interest. Yours faithfully,Chapter I Layout and Transmission of a Business LetterII. Address an envelope for the above letter.KeyChapter I Layout and Transmission of a Business LetterK

60、eyChina Fujian Chemical （Stamp）Imp. & Exp. Corp.128 Wuyi Road Fuzhou, China H.G Wilkinson Company Limited 245 Lombart Street, Lagos, Nigeria (Registered) Chapter I Layout and Transmission of a Business LetterProfessional AdviceA letter functions well if it can deeply impress or influence its recipient. To gain such a favorab