外经贸函电第一单元课件

青岛农业大学外国语学院CommunicationinInternationalBusinessInstructor:王青青岛农业大学外国语学院CommunicationinIn1Email:yingyu_tingli@QQ:475216449Email:yingyu_tingli2

Grading:

Therewillbeafinaltermtestwhichwillhaveaweightof80%,in-classperformance10%,presentation10%.

Grading:3课程名称：CommunicationinInternationalBusinessCommunicatinginInternationalBusiness教材名称：EnglishforInternationalBusinessCommunication《外经贸英语函电》上海对外贸易学院甘鸿课程名称：4EvolutionoftheStatusofTrade士农工商士Scholar，Official农Farmer，Peasant工Artisan商MerchantEvolutionoftheStatusofTra5TheOriginofInternationalTrade贸易”一词的来源是《商君书·开塞》“二者名贸实易，不可不察”，意思是二者表面相仿，实际却以差易换好，不可不觉察。从商鞅的话中显然可以看出，他并不喜欢商贾，可这样一句批评商人的话，后来被缩写成“贸易”，且失去了原来的贬义，变为了中性词。TheOriginofInternationalTr6TheDefinitionofInternationalTradeInternationaltradeistheworldwideexchangeofgoodsandservicesamongnations.国际贸易（InternationalTrade）是指不同国家（和/或地区）之间的商品和劳务的交换活动。国际贸易是商品和劳务的国际转移。TheDefinitionofInternationa7Readingmakesafullman;Conference,areadyman;Writing,anexactman.

读书使一个人丰富；

讨论可使一个人成熟；

写作使一个人精确。Readingmakesafullman;Conf8学习方法（怎样学）《外贸函电》是一门实践操作性很强的课程。也就是说，要达到正确拟写外贸业务信函的目的，仅有理论是远远不够的，大家必须学习大量外贸实务中有一定代表性的信函，深入体会何为七个“C’S”写作的基础理论知识，更重要的是通过学习信例，熟悉大量外贸业务中各个环节中常用语，包括词汇、短语、句型以及习惯表达方式等等，再通过一定量的练习，对常用语进行操练运用，从而达到掌握并熟练使用的目的。学习方法（怎样学）《外贸函电》是一门实践操作性很强的课程。也9OutlineChapter1Introduction

Unit1BusinessLetterWriting

Chapter2EstablishingBusinessRelations

Unit2EstablishingBusinessRelationsUnit3StatusEnquiriesOutlineChapter1Introduction10Chapter3NegotiationofacontractUnit4EnquiriesAndRepliesUnit5SendingProformaInvoiceUnit7Quotations,OffersAndCounter-offersUnit8SalesPromotionUnit9OrdersandTheirFulfillment

Chapter3Negotiationofacon11Chapter4Conditionsofacontract

Unit10TermsofPaymentUnit11PackingUnit12InsuranceUnit13ShipmentUnit15ComplaintandAdjustmentsChapter4Conditionsofacon12Chapter5FlexibleTrade

Unit14AgenciesUnit16JointVentureUnit17CompensationTradeChapter6MiscellaneousCorrespondence

Unit18MiscellaneousChapter5FlexibleTrade13Chapter1Introduction

Unit1BusinessLetterWriting

MaincontentsI.IntroductionII.WritingprinciplesofbusinesslettersIII.StructureofbusinesslettersIV.LayoutofbusinesslettersⅤ.EnvelopaddressingⅥ.Practice

Chapter1Introduction

Unit114Therearecertainessentialqualitiesofbusinessletters,whichcanbesummedupin7C’s.1.Clarity(clearness)2.Conciseness3.Courtesy4.Consideration5.Concreteness6.Correctness7.CompletenessII.Theprinciplesinbusinessletter-writingTherearecertainessentialqu15Therearecertainessentialqualitiesofbusinessletters,whichcanbesummedupin7C’s.1.Clarity(clearness)2.Conciseness3.Courtesy4.Consideration5.Concreteness6.Correctness7.CompletenessII.Theprinciplesinbusinessletter-writingTherearecertainessentialqu161.Claritya.explainyourselfclearly;b.avoidingambiguoussentencesandneedlessjargon;c.statementsinwell-constructedsentencesandparagraphs;1.Clarity172.Concisenessa.inthefewestpossiblewords;b.brieflybutcompletely;2.Conciseness18Thereisanoldsentencesays“Practicemakesperfect.”Astheoldsayinggoes,“Practicemakesperfect.”；Aswhatyouhaverequested,wearesendingyouournewestcatalog.“Asrequested,wearesendingyouournewestcatalog.”Thereisanoldsentencesays“193.Courtesy

a.morethanPolite;

b.sincere,tactful,thoughtfulandappreciative;

c.avoidirritating,offensiveorbelittlingstatements.3.Courtesy

a.morethanP204.Consideration

a.TrytoputyourselfinHISplace;

b.emphasizetheYOUattitude;c.emphasizepositive,pleasantfacts;4.Consideration

a.Tryto21Twopointsneedtobeconsidered:A.You-attitudeB.Focusonthepositiveapproach.Twopointsneedtobeconsider22A.You-attitude:

Inourlettersweshouldalwayskeepinmindthepersonwearewritingto,seethingsfromhispointofview,visualizehiminhissurroundings,seehisproblemsanddifficultiesandexpressourideasintermsofhisexperience.A.You-attitude:Inourletter23Comparetwoexamples:1)Weallow2percentdiscountforcashpayment.Youearn2percentdiscountwhenyoupaycash.2)Wewon’tbeabletosendyouthebrochurethismonth.Wewillsendyouthebrochurenextmonth.Comparetwoexamples:24B.Focusonthepositiveapproach.Compare:(positive)Wefeelsurethatyouwillbeentirelysatisfied.(negative)Wedonotbelieveyouwillhaveanycausefordissatisfaction.(positive)Perhapsnexttimewecansendyouwhatyourequire.(negative)WeregretourinabilitytoserveyouatthistimeB.Focusonthepositiveappro255.ConcretenessConcretenessmeansmakingthemessagespecific,definiteandvivid.a.Tomakethemessagespecific;

b.don’ttrytowriteinaliterarystyle;

c.useactionratherthancamouflagedverbs;5.Concreteness26Comparetwoexamples:WehavedrawnonyouasusualunderyourL/C.(rewriting):WehavedrawnonyouoursightdraftNo.845fortheInvoiceamount,US$560.00,underyourL/CNo.246oftheChinaBank.Comparetwoexamples:276.Correctnesscorrectusageofgrammar,punctuationandspelling,useofstandardlanguage,properstatement,factualinformation,accuratereliablefigures(suchasnamesofarticles,specifications,quantity,priceandunits,etc.)thecorrectunderstandingofcommercialjargons.6.Correctness28Thosewhoworkrapidlygetillintheseconditions.Thosewhoworkintheseconditionsgetillrapidly.Thosewhoworkrapidlygetill297.Completeness

a.provideallnecessaryinformation;

b.Answerallquestionsasked;

c.givesomethingextra,whendesirable;7.Completeness

a.provideall301.2RequirementsforBusinessLetterWriters（1）精通英语（GoodcommandofEnglish）（2）通晓外贸理论和实务（Knowledgeofbusinesstheoryandpractice）（3）通晓术语（Knowledgeoftechnicalterms）（4）通晓人的心理（Knowledgeofpsychology）（5）熟悉推销艺术（Skillsinsalesmanship）1.2RequirementsforBusiness31

III.Structureofbusinessletters1、信头theletterhead2、有关信件thereference3、日期thedate4、封内地址insidenameandaddress5、注意attention/fortheattentionof6、称呼thesalutation

7、主题/事由/标题thesubjectline/heading/caption8、正文thebody/message9、表示敬意的结尾thecomplimentaryclose10、署名thesignature11、经办人代号thereferencenotation12、附件enclosurenotation13、副本copynotation14、附笔postscript主要部分：1，3，4，6，8，9，10；可选部分：2，5，7，11，12，13，14。III.Structureofbusines32theletterhead英文地址是按照由小往大的顺序写例如：ABCTradingCo.188NewtonPalaceLondonNG29OPA01345567921Fax01345438923theletterhead332.thereference给信函编号便于来往书信的存盘和查阅，一般用“Yourref.”（回信），或者“Ourref.”（写信）。因此写信时如果注明：“我方存盘号：NJ/JMCF2”。在回信时，由于来函有一个存盘号，因此应该打上两个：

我方存盘号：Ourref.NJ/JLCF2（寄出的信）

你方存盘号：Yourref.DB/lih（收到的信）

2.thereference343.thedateAmeandBritishstyleAm.EMonthDate,YearNovember20,2004Br.EDateMonth,Year20November,20043.thedate354.InsideNameandAddress4.InsideNameandAddress365.TheAttentionLine

5.TheAttentionLine37(1)男性称“Mr.”，如“DearMr.Smith”（或DearMr.GeorgeSmith），(2)如果收信人是女性，就称呼“Ms.”。①知道对方是已婚女士就称“Mrs.”，②未婚就称“Miss”。(3)如果你不知道对方的性别，可以说“DearLeslieWilliams”。(4)如果写信给你很熟悉的客户或朋友，可以用对方的名字，而不是姓氏，如“DearJohn”。

6.Salutation称谓(1)男性称“Mr.”，如“DearMr.Smith”38(5)如果不知道对方名字，只知道收信人是一个人，就称“DearSirorMadam”；(6)为了避免性别歧视问题，还可以用中性的头衔称呼，如“DearDirector”，“DearSupervisor”。(7)如果收信人不止一个，就称“DearSirs”，“Gentlemen”，或“LadiesandGentlemen”。现在“DearSirs”在有的国家还用，但有的国家被认为是过时的用法。(5)如果不知道对方名字，只知道收信人是一个人，就称“Dea397.Subject主题7.Subject主题408.TheBody/TheMessage正文8.TheBody/TheMessage正文419.ComplementaryClose9.ComplementaryClose42Thefollowingaretheusualmatchesusedinmodernbusinessletters:SalutationComplimentaryClosingFormalDearSirorMadam,Verytrulyyours,Yoursverytruly,Verysincerelyyours,Verycordiallyyours,Semi-formalDearMr./Mrs./Ms.,Sincerelyyours,Cordiallyyours,Yourssincerely,InformalDearLisa,Sincerely,Cordially,Yourstruly,Yours,Thefollowingaretheusualma4310.Signature签名

信的这部分可以用不同的方法写。一般签名包括3到4部分。现在常用4部分的签名。四部分的签名包括公司名称、写信人的名字、还有打印的写信人名、写信人的头衔。Usuallyfourparts:Thenameofthewriter’snameorcompanyHand-writtensignature(illegible)TypedsignatureJobtitleorposition

10.Signature签名

信的这部分可以用不同的方法写44如果信件是由负责人口授，由秘书或速记人员打印的，可以在签名前用“P．P”或“for”来表明是授权来写此信的。如果信件是由负责人口授，由秘书或速记人员打印的，可以在签名前4512.Enclosure附件如果你随信附寄了东西，可以在信中说明，如“Enclosedis…”。也可以在信的最后这样写：Enclosure：或Enc.，

Encls:2InvoicesEnc:1B/L

1Photo

1Certificate12.Enclosure附件4613、TheCarbonCopyNotation抄送copynotation副本c.c.(carboncopy)Whencopiesoftheletteraresenttoothers,youmaytype"c.c."belowthesignatureattheleftmargin.有时候，信的内容涉及到不只一个公司，写信人希望这些当事者都应该知道此信的内容，就可采用抄送的办法：即写好信后复印所需份数，分别寄给有关公司，写信人写信时用c.c.注明这封信还抄送给了哪些公司和个人，使收信人心中有数。13、TheCarbonCopyNotation抄送4714.附笔postscript14.附笔postscript48IV.LayoutofabusinessletterTheFormofaBusinessLetter格式是指信的结构是如何排列在信纸上的。IV.Layoutofabusinesslette49LetterheadDateInsideAddress________________________Salutation:Body_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ComplimentarycloseSignatureLetterhead50