外贸英语基础完整版PPT幻灯片教学教程最全电子讲义教案(最新)

1、Module One Business CorrespondenceChapter 1Layouts & Structures of Business Letters & EmailsModule 2 Business NegotiationChapter 2Establishing Business RelationsIntroductionTo establish business relations, we must, first of all, find out whom we are going to do business with. This is the initial ste

2、p and the most important step in any business transactions. Generally, the trading information can be obtained through the following channels: (1) the banks; (2) the trade fairs and exhibitions; (3) the advertisements in newspapers, magazine and TV etc.; (4) the market research; (5) the Commercial C

3、ounsellors Office;Introduction and Writing Skill (6) the chambers of commerce at home and abroad;(7) the Internet; (8) self-introduction or enquiries received from the merchants abroad; (9) old customers; (10) visit abroad by trade delegation or group. Having obtained the desired names and addresses

4、 of the firms from the above sources, you may start sending a letter, fax or an E-mail to the firms concerned. Usually, such a business letter begins by telling how you know the firm and other information as to:Introduction and Writing Skill (1) the source of obtaining the information about the firm

5、; (2) the intention; (3) the business scope of the firm and also the branches if any; (4) the reference as to the firms financial position and integrity; (5) the information about samples, price lists, catalogues, etc. , if you are an exporter.Introduction and Writing Skill Business connections are

6、of great value to firms engaged in foreign trade. Therefore, traders must try all means possible to search for new connections while consolidating the established relations.Introduction and Writing SkillWriting SkillsWhen writing a letter for establishing relations to an importer for the first Lime,

7、 you should include the following information.1. Tell the recipient how his information is knowExample: We obtained your name and address from Commercial Counsellors Office of UK Embassy in Beijing.2. Express your wish to establish business relationsExample: We would like to take this opportunity to

8、 enter into trade relations with you.Introduction and Writing Skill3. Introduce your own company briefly and your business scopeExample: We specialize in the export of hand-made crafts. We enclose our catalogue for your reference. 4. Express your hope of receiving a reply Example: We are looking for

9、ward to your early reply.Introduction and Writing SkillSpecimen Letter 1 上海太平洋贸易有限公司 SHANGHAI PACIFIC TRADING CO., LTD. Add：108 LAOSHANG ROAD SHANGHAI, CHINA Tel: 86Fax: 86Date: Mar. 12, 2015Your Ref.: JW-C123Our Ref.: FJ-A1501Lesson 4 Self-introductionS.M. Trading Co. Lt

10、d.403 Jalan Street, Toronto, CanadaAttn. to whom it is concernedDear Sirs, We got your name and address from the Commercial Counsellors Office of the Canadian Embassy in Beijing who have informed us that you are in the market for Textiles.Lesson 4 Self-introduction We are pleased to get this opportu

11、nity to write to you for the establishment of trade relations with you. We are a state-owned corporation handling both the import and export of Textiles. In order to introduce our business lines to you clearly, we enclose a copy of our Export List covering the main items suppliable at present. If an

12、y of the items is of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.Lesson 4 Self-introduction In our trade with merchants of various countries, we always keep to the principle of equality and mutual benefit. It is o

13、ur hope to promote both trade and friendship to our mutual advantage by joint effort. We look forward to receiving your enquiries soon. Yours faithfully, Wang Qiang Sales ManagerEncl. Export ListLesson 4 Self-introductionSpecimen Letter 2 上海太平洋贸易有限公司 SHANGHAI PACIFIC TRADING CO., LTD. Add：108 LAOSHA

14、NG ROAD SHANGHAI, CHINA Tel: 86Fax: 86our Ref.: JW-C123Our Ref.: FJ-A1501Date: Jan 8th, 2015Lesson 4 Self-introductionWilliams Trading Co.36 Tower Street,Sydney, AustraliaDear Sirs,Re: Establishing Business RelationsHaving obtained your name and address from the Chamber o

15、f Commerce, we know that you are in the market for household electric appliances.We would like to take this opportunity to enter into trade relations with you on the basis of equality and mutual benefit.Lesson 4 Self-introductionWe are a leading exporter in China, specializing in air conditioners, e

16、lectric fans andrefrigerators. Our products have enjoyed great popularity in the European market. We are airmailing you our brochure for 2015 and a price list under separate cover for your reference. We will send the quotation to you as soon as we receive your specific enquiries.We are looking forwa

17、rd to your early reply.Yours sincerely,Lesson 4 Self-introductionDavid WangShanghai Pacific Trading Co., Ltd.Lesson 4 Self-introductionCommercial Counsellors Office 商务参赞处in the market for 想要购买state-owned corporation 国营公司in order to 为了handle v. 处理，操作；买卖principle of equality and mutual benefit 平等互利的原则

18、promote v. 促进，提升mutual advantage 互惠，互利9. look forward to 期待，盼望10. Chamber of Commerce 商会Words & Expression11. electric appliances 电器用品12. enter into 进入13. specialize in 专门从事14. enjoy great popularity 非常普及（流行）15. under separate cover另邮；另寄 = by separate mail；e.g. We are sending you catalogues under se

19、parate cover. = We are sending you catalogues by separate mail另寄给你方商品目录。（如附在信里则说under cover或enclosed ） e.g. We are sending you under cover a copy of our price list. = We are enclosing a copy of our price list.16. specific enquiry 具体询价Words & ExpressionModule 2 Business NegotiationChapter 3Enquiries

20、and OffersIntroductionAn enquiry is a request for the trade terms of certain commodity. When making an enquiry, keep it brief, specific, clear and to the point. According to the contents, the enquiries consist of general enquiry and specific enquiry. General enquiry refers to an enquiry sent to one

21、or several suppliers to get the general information of commodities, such as catalogue, price list and sample.In a specific enquiry, the buyer points out a certain commodity and requires the detailed information, such as price, terms of payment and delivery date, etc.Introduction and Writing SkillAn

22、enquiry received from abroad must be answered fully and promptly. And the reply to an enquiry should be courteous and cover all the information asked for.An offer is the sellers promise to supply goods on stipulated terms. It is often a reply to an enquiry. It is a very important step in internation

23、al business. An offer contains not only the price but also the trade terms such as quantity, quality, payment terms, delivery date, time of shipment, package, validity and so on.An offer may either be firm or non-firm. Introduction and Writing SkillA firm offer is made when a seller promises to sell

24、 goods at a stated price within a stated period of time. Once it has been accepted , it cannot be withdrawn. The non-firm offer is usually indicated by means of sending catalogues, price lists, proforma invoices and quotations.Introduction and Writing SkillWriting SkillsEnquiryWhen you ask for an en

25、quiry, the letter should be included the following three paragraphs: state the purpose of your letter; indicate what the writer wants exactly; express your thanks.1. Tell the recipient why you are contacting his companyExample: Your company was recommended to me by Ms. Wang.We want to make an enquir

26、y about the mattress.Introduction and Writing Skill2. Tell the recipient what you wantExample: We are interested in your products. We would like you to send us your catalogue and price list.3. Express your thanks and hope.Example: We look forward to doing business with you.Introduction and Writing S

27、killOfferAn offer or quotation letter will include the following contents.1. Express your thanks for the enquiry.Example: Thank you for your enquiry of May 20, 2015.2. State detailed information of the goods.Example: We are pleased to send you our offer for the following goods: 2,000 pieces of tea p

28、ot No. CN 123.Introduction and Writing Skill3. Indicate terms of payment, shipment, packing, quantity ,etc.Example: Terms of payment: L/C at sight. Shipment: During September and October.4. State validity of the offer.Example: This offer is valid for a week from today.5. Express your hope.Example: W

29、e look forward to receiving your order soon.Introduction and Writing SkillSpecimen Letter 1 An Enquiry for Sports Shoes D & H Shoes Co. Ltd. 42 Avenue Aubert 94300 Vincennes, France Tel:33-812-6784348 Fax: 33-812-6784349 E-mail: shoesltd yahoo. com March 12, 2015Fuxing Footwear Co. Ltd.130 Zhongshan

30、 Rd. Quanzhou 362000, Fujian, China Lesson 5 General Enquiry & Reply 1 Dear Sirs , We were informed by the Commercial Counsellor of your country in France that you are one of the leading exporters of all kinds of shoes in China and that you intend to expand your business into the French market. You

31、will be pleased to note that we are large importers of sports shoes and walking shoes in France, having 15 years experience in this particular line of business.Lesson 5 General Enquiry & Reply 1 At present, we are particularly interested in sports shoes. We would appreciate it if you could send us y

32、our 2015 catalogue of sports shoes in various colors, sizes and styles. Please advise us the details of your terms of payment and any special discount you are offering. And also we shall be grateful if you would send us some sample cuttings of the vamp material for our reference. We await your reply

33、. Yours faithfully, (signature) Purchase Manager Lesson 5 General Enquiry & Reply 1 Specimen Letter 2 A Reply to the Above EnquiryFuxing Footwear Co. Ltd.130 Zhongshan Rd. Quanzhou 362000, Fujian, China Tel: 86-595-56891321 Fax: 86-595-56891322 March 19, 2015 D & H Shoes Co. Ltd. 42 Avenue Aubert 94

34、300 Vincennes, FranceLesson 5 General Enquiry & Reply 1 Dear Mr. Smith, Thanks for your letter of March 12, 2015. We are glad to learn that you have interest in our footwear products. In compliance with your request, we will airmail you a catalogue together with a range of pamphlets and sample cutti

35、ngs of the vamp material for your reference under separate cover. If any of the items listed in the catalogue meets your interest, please let us have your specific enquiry, and our quotation will be forwarded without delay.Lesson 5 General Enquiry & Reply 1 In the meantime, you are requested to furn

36、ish us with the name of your bank prior to the conclusion of the first transaction between us. We are looking forward to hearing from you soon. Yours faithfully, Wang Gang Sales MangerLesson 5 General Enquiry & Reply 1 1intend v.计划；打算；想要2sports shoes运动鞋; walking shoes便鞋3discount n. 折扣，贴现; v.贴现，打折扣 e

37、.g. The highest discount we can allow on this article is 10%.此货物我们可以允许的最高折扣为10%。 at a discount按较低的价格；无销路的 The goods are selling at a discount. 这些货物正在打折出售。 Bills can be easily discounted in London. 汇票可以很容易地在伦敦贴现。4. sample cutting 剪样Words & Expression5 vamp n鞋面；vamp material（鞋的）面料6. in compliance with

38、 顺从， 按照；7. together with 连同，与一起8. pamphlet n. 小册子9. for your reference 供你方参考10airmail v.& n航空邮寄；航空邮件11furnish v. 提供，供应12. prior to 在之前；居前Words & ExpressionSpecimen Letter 1 A General Enquiry for MattressDear Sir or Madam,We get your information from the Web. We are a well-established importer of Chi

39、nese Household Products in Germany. We are looking for the mattress. You are respectfully requested to send us your products information according to the items below:Lesson 6 General Enquiry & Reply 2FOB pricesMaterialMinimum order quantityDelivery timeTerms of paymentCertification requirements: CE

40、certificationWe are looking forward to hearing from you soon. Yours faithfully,Christy BrownPurchase DepartmentLesson 6 General Enquiry & Reply 2Specimen Letter 2 A Reply to the Above EnquiryDear Mr. Brown,We have received your enquiry of January 16, 2015, asking for detailed information about our m

41、attress.We regret to tell you that we have no stock of the goods you required for the time being. As you perhaps know, there has been a heavy demand for the goods since last year. We are very sorry that we are unable to meet your demand at the moment.Lesson 6 General Enquiry & Reply 2We assure you t

42、hat we shall contact you as soon as fresh supplies become available. We are enclosing two copies of our catalogue covering all the articles available at present. If you want other goods, please let us know.Yours faithfully,Cynthia CarrolSales DepartmentLesson 6 General Enquiry & Reply 21. well-estab

43、lished 久负盛誉的；金字招牌的2. household product 家居产品3. mattress n. 床垫4. according to 根据，按照5. delivery time 交货时间6. terms of payment 付款条件7. CE certification CE 证书。“CE”（CONFORMITE EUROPEENNE）认证标志(CE Marking)是一种欧洲统一安全认证标志，是产品进入欧盟境内销售的通行证。Words & Expression8. have no stock of 没有库存，没有现货9. for the time being. 眼下，目前

44、；暂时10. a heavy demand 大量需求11. meet your demand 满足你方需求12. fresh supplies 新货源Words & ExpressionSpecimen Letter 1 A Specific Enquiry for Chinese Cotton Piece GoodsDear Sirs, We are glad to get your information from Global Sources that you are an exporter of Chinese Cotton Piece Goods. And we get to kno

45、w you are desirous of entering into direct business relations in Canada. This happens to coincide with our desire.Lesson 7 Specific Enquiry & Non-Firm Offer At present, we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues, sample books and all necessar

46、y information regarding these goods so as to acquaint us with the quality and workmanship of your supplies. Meanwhile please quote us your lowest price, CIF Vancouver, inclusive of our 5% commission, stating the earliest date of shipment.Lesson 7 Specific Enquiry & Non-Firm Offer Should your price b

47、e found competitive and delivery date acceptable, we would intend to place a large order with you. We trust you will give us an early reply. Yours faithfully, (signature)Purchase ManagerLesson 7 Specific Enquiry & Non-Firm OfferSpecimen Letter 2 The Non-Firm Offer, to Reply to the Above EnquiryDear

48、Sirs We are in receipt of your letter dated March 21 with thanks. As requested, we are airmailing you, under separate cover, one illustrated catalogue and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you in making your selection.Lesson 7 Specific

49、 Enquiry & Non-Firm Offer In order to start a friendly business between us，we are pleased to give you a special offer, as follows. The offer is subject to our final confirmation.Art. No. 82500 Printed Shirting;Design No. FD-2ASpecifications : 30 x 36 x72 yardsQuantity : 20,000 yardsPacking: In bales

50、 or in wooden cases, at sellers optionPrice : US $40.00 per yard CIFC5% VancouverShipment : To be made in three equal monthly installments, beginning from June, 2012Lesson 7 Specific Enquiry & Non-Firm OfferPayment： By confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before

51、the time of shipment We trust the above will be acceptable to you and await your trail order with keen interest. We are looking forward to your early reply. Yours faithfully, (signature) Sales ManagerLesson 7 Specific Enquiry & Non-Firm Offernon-firm offer 虚盘Global Sources 环球资源 （公司名）be desirous of渴望

52、，想要coincide vi. （意见）一致，符合；（时间）同时发生 coincide with 与一致printed shirting 印花细布regarding prep.关于与with regard to，in regard to，as regards同义，可以互换。acquaint v. 使认识，使熟悉； acquaint with 熟悉workmanship n. 工艺，技巧Words & Expression9.inclusive adj. 包括的，包含的； be inclusive of 包含的10.place order with 向下订单，向订货11.in receipt o

53、f 收到12.as requested 根据要求13.illustrated catalogue 带插图的目录14.in due course 在适当的时候，适时地；如期地(=duly)； = in due time We trust the shipment will reach you in due course.我们相信货物会如期到达。 We have duly noted the reason for the late delivery.我们适时注意到延迟发货的原因。Words & Expression15.subject to 以为条件；be subject to our final

54、 confirmation 以我方最后确认为准16.as follows 如下17.Art. No. 货号； article number 的缩写18.installment n分期；in three equal monthly installments = in three equal monthly shipments均匀地分三批装运，每月一批19.confirmed, irrevocable L/C payable by draft at sight 不可撤销即期信用证Words & ExpressionSpecimen Letter 1 A Specific Enquiry for M

55、ens JacketDear SirsThank you for your letter of July l and the catalogue enclosed.After studying the catalogue carefully, our customers are interested in your “Hero” Brand Mens Jacket. We will appreciate it if you quote us your lowest price CFR Antwerp for 7500 dozens of “Hero” Brand Mens Jacket, in

56、dicating the earliest date of shipment.Lesson 8 Specific Enquiry & Firm OfferFor your information, competition for such kind of product is tough here. Please ensure that your price is quite competitive so that we get more orders for you.We are awaiting your early reply with keen interest.Yours faith

57、fully，(signature)PresidentLesson 8 Specific Enquiry & Firm OfferSpecimen Letter 2 The Firm Offer, to Reply to the Above EnquiryDear Sirs,Re: “Hero” Brand Mens Jacket.Thank you for your enquiry of July 5 for the captioned goods.As requested, we are offering you7,500 dozens of “Hero” Brand Mens Jacket

58、 at US $ 12.5 per dozen CFR Antwerp, inclusive of your 5 commission. The shipment is to be made during June/July, 2015. The payment is to be made by an irrevocable, confirmed L/C payable by draft at sight. The offer is firm, subject to your reply reaching here before September 15, 2015.Lesson 8 Spec

59、ific Enquiry & Firm OfferFor your information, our goods are enjoying fast sales in the market and demand has increased considerably in the past few months. In view of our long friendly relations, we have quoted you the most favorable price. We hope it is acceptable to you.Your early fax confirmatio

60、n by return is anticipated.Yours Sincerely,(signature)Sales ManagerLesson 8 Specific Enquiry & Firm Offer firm offer 实盘 ； Captioned adj. 标题项下的；captioned goods 标题货物considerably adv. 相当地，非常地in view of 鉴于，着眼于by return 下次回复favorable price 优惠的价格anticipate v. 期待，盼望Words & ExpressionModule 3 Business Negot