《外贸英语函电（第四版）》全套教学课件

《外贸英语函电（第四版）》Unit1LayoutofBusinessLettersUnit2EstabilshingBusinessRelationsUnit3EnquiriesandRepliesUnit4OffersandCounterUnit5SalesPromotionUnit6OrdersandAcknowledgementsUnit7PackingUnit8TransportationUnit9TermsofPaymentUnit10InsuranceUnit11AgenciesUnit12ComplaintsandAdjustmentsUnit13ElectronicCorrespondenceUnit14FormsofTrade全套可编辑PPT课件

Unit1LayoutofBusinessLettersTheTestTheImportanceofBusinessCommunicationTheBasicPrinciplesofBusinessLetterWritingLanguageandStyleTheEssentialElementsofaBusinessLetterTheAdditionalElementsTheFormatandFeaturesofBusinessLettersTheImportanceofBusinessCommunication

Businesscommunicationistheexchangeofmessagesthatsupportthegoalofbuyingandsellinggoodsorservices.Clear,Accurate,Usefulinformation.OrallyWritingYourfuturesuccessinbusinessTheBasicPrinciplesofBusinessLetterWriting

1.Consideration2.Correctness3.Clarity4.Completeness5.Conciseness6.Courtesy7.Concreteness7CLanguageandStyle

ParticularcountryThesocialvaluesTraditionalcharacteristicsClearFluentEasilyunderstoodTothepointTheEssentialElementsofaBusinessLetter

1.TheLetterhead2.TheDate3.TheInsideAddress4.TheSalutation5.TheBody6.TheComplimentaryClose7.TheWriter’sSignature7PartsSpecimenLettersLetterheadSendaShoesCompany

82JianGuoStreetDongchengDistrictBeijing100006,ChinaTelephone/p>

DateMay20,2014InsideaddressModernShoeFashions78Via,AppiaRome,Italy

SalutationDearSirsBodyoftheletterWeacknowledge,withthanks,receiptofyourbindingapplicationformforthe28thInternationalShoeExhibitioninSeptember2014.

Hallplanningandstandallocationwillbegin6weeksaftertheapplicationdealingwhichisJune10,2014.Theregistrationwillbeprocessedintheorderinwhichtheyarereceived.Ifweareabletofindaspaceinaccordancewithyourrequirement,weshallnotifyyouwithoutdelaybyfaxorphone.Forfurtherinformation,youmayalsocontactourrepresentativeinyourcountry.WehopetobeabletowelcomeyouasanexhibitorinBeijing.ComplimentaryCloseSincerelyyours,SignatureChenDamingChiefMarketingManagerTheAdditionalElements

1.AttentionLine2.SubjectLine3.References4.Enclosure5.CarbonCopyNotation6.PostscriptTheFormatandFeaturesofBusinessLetters

(1)ModifiedBlockFormat

Letterhead

DateInsideAddressSalutationBodyoftheLetterComplimentaryCloseSignatureEnclosure(2)TheFullBlockFormatLetterhead

DateInsideAddressSalutationBodyoftheLetterComplimentaryCloseSignatureEnclosure(3)SemiblockFormatLetterhead

DateInsideAddressSalutationBodyoftheLetterComplimentaryCloseSignatureEnclosureEnvelopesAddressingThreerequirements

AccuracyClearnessGoodappearance

ExercisesⅠ.Answerthefollowingquestions.

1.Howmanyprincipalpartsisabusinesslettercomposedof?Whatarethey?

2.Whatarethethreemainformatsofabusinessletterusedtoday?Whichformatdoyoufavor?

1633.Whatisthepositionofthereceiver'saddressonanenvelope?

4.Whatisthepositionofthewriter'saddressonanenvelope?

5.WhatistheP.S.?Ⅱ.Choosetheonethatbestcompleteseachofthefollowingsentences.1.We____thatwithjointeffortsbusinessbetweenuswillbedevelopedtoourmutualbenefit.A.areconvinceB.convincedC.convincingD.areconvinced2.Wewishtointroduce____thelargestexporteroffabricsofhighquality.A.thatweareB.itthatweareC.ourselvesasD.ourselvestobeDC3.Wearelookingforwardto______.

A.hearingformyousoonB.receiveyourreplysoonC.receivingformyousoonD.youreplysoon4.Youinformedusthatyourrepresentativewastraveling______airandwouldarrive______GuangzhouonMonday.A.in...atB.by...inC.by...atD.in...byAB5.Abusinesslettershouldalwaysbe_____.

A.conciseB.preciseC.inciseD.excise6.Pleaseinformus_____deliverydateandpaymentterms.A.inB.onC.atD.ofDD7.Pleasechecktheenclosedfaxopeningthecredittoensurethatit_____yourinstructions.A.agreesB.agreestoC.agreeswithD.agreesupon8.Weconfirm_____acceptedyourcounterproposalyesterday.

A.haveB.havingC.tohaveD.hasbeenCB9.Pleasebe_____thatwewoulddoallwecantosupportyouasfarasyoursalesterritoryisconcerned.

A.ensuredB.insuredC.madesureD.assured10.Ourcompanyacts_____thesoleagentforyourproducts.

A.forB.onC.asD.underCDⅢ.Fillintheblankswiththewordsorphrasesgivenbelow.1.ShallIdirectthelettertohis________addressortohishomeaddress?2.Atyour_______,Iwillcallonyourcompanyatsometime.cataloguenotifyduetoreferasaruletradedrawupexceptionalintervalpricelistbusinessrequestbusinessrequest

3.Ican_______youtothewell-knownfirmofSmith&Coofyourcity,astomycharacterandstand.4.Iknowwe(theseller)should________acontractandthebuyerhastosignit.5.Usuallywereceiveahandsomepremiumrebatefromourunderwriteratregular_______.referdrawupinterval6.IwonderifyoucantellmewhenthetrainfromNewYorkis______arrive.7.Theydecidedtoexpandborder_____withneighboringcountriesandentrepottrade.8.Neverthelessasan___________measure,wehavedecidedtooverlookitslatesubmission.duetotradeexceptional9.Now,let'sturntotheprice.CanIhavealookatyour_______?

10.We'lI_____youassoonasyourremittancecomes.pricelistnotifyⅣ.TranslatethefollowingsentencesintoChinese.

1.Itwasapleasuretoreceiveyourletterof2ndMayandtolearnthatyouaremakingplansforyourMr.ChadwiktovisitourcountryinOctober.

2.IfMr.Millersowisheswecanalsointroducetosomeofoursistercorporationswithwhomyoumayliketodobusiness.3.Pleaseletusknowthetimeofyourarrival.Wewillthenarrangetomeetyouattheairportanddriveyoutoyourhotel.

4.WeusedtoimportmachinesformEnglandbutnowwewishtoestablishbusinessrelationswithyou.5.IammakingforMr.BrowntohaveadiscussionwithDirectorWangofourcompany.

6.ItgivesusagreatpleasuretointroducetoyoubythisletterMr.Ma,amanagerofHongkongHuarunCompany.7.Weshouldregarditasapersonalfavorifyouwouldgivehimsomebeneficialadviceandexperience,andwillbealwayshappytoreciprocate.

8.OurhandicraftshavemetwithafavorablereceptionintheUSAandCanada.

9.Pleaseacceptourthanksfortheverypleasanttimewespentduringtheweekendatyourhome.

10.Foryourinformation,inourtradewithcustomers,wealwaysadheretotheprincipleofequalityandmutualbenefit.

Ⅴ.TranslatethefollowingsentencesintoEnglish.1.很高兴收到你关于商务信件格式资料的请求。

2.能在新的商务函授课程准备上给您提供帮助甚感荣幸。

3.如不能清晰地表达，就不可能在商界取得成功。4.良好的沟通能力是商界成功人士的关键所在。

5.感谢您5月13日的来函，在信中您问及鄙人对有效沟通能力在商界重要性的意见。

6.无论信息自身有多么强大有力，只有当信件的信息传递无误时，它才是有效的。7.应当使用明了的语言，以使收信人能理解商务信函。

8.事情越是急迫，越是要一而再、再而三地对信息加以仔细检查。

9.如果贵方能与我方合作，我们将十分感谢。10.商务信函应当始终包含收信人或公司的姓名和完整的地址。Ⅵ.Writealetterwiththegivenparticularsbelow,usingnecessarycapitalsandpunctuation.

1.Mr.MaLong,fromGrandResourcesImport&ExportCorp.Ltd,32LiangMaHe,ChaoyangDistrict,Beijing100016,China

2.Mr.JohnMasow,thesalesmanager,fromLakeBikesInc.,54YorkRoad,Chicago,Illinois60657,USA3.July25,20054.DearSir5.Yourref.:206MI/20146.Ourref.:206TMR/20147.Yourssincerely

Ⅶ.Addresstheenvelopeproperlywiththefollowingnamesandaddresses.1.Thesender:Ms.XuFang,StarSewingMachines,2GuangzhouRoad,Shanghai200090,China.2.Thereceiver:Mr.J.Armstrong,thesalesmanager;UnitedSteelInc.,648EasternAvenue,Pittsburgh,Pennsylvania15210,USAⅧ.TranslatethefollowingletterintoChinese.H.G.WilkinsonCompany,Limited245LombartStreetMarch23,20-TheChinaNationalLightIndustrialProductsImport&ExportCorporation,ShanghaiBranch,128NanjingRoad,Shanghai,China

DearSir,

Re:ElectricFans

Weareoneoftheleadingimportersofelectricgoodsinthiscityandshallbepleasedtoestablishbusinessrelationswithyourcorporation.Atpresentweareinterestedinyourelectricfans,detailsasperourEnquiryNoteNo.1345attached,andshallbegladtoreceiveyourlowestquotationassoonaspossible.

Wewouldliketomentionthatifyourpriceisattractiveanddeliverydateacceptable,weshallplaceourorderwithyouimmediately.Welookforwardtoyourearlyreply.

Verytrulyyours,

[Signature]

H.G.WilkinsonCompany,LtdThanks

Unit2EstablishingBusinessRelationsThefirststepinatransactionEstablishingBusinessRelationsThebasicsoftheletterFirstly,youmustfindoutwhomyouaregoingtodealwith.Atthesametimeyoushouldpaymoreattentiontothoseoldcustomers.Thereareseveralchannelsthroughwhichyoucanobtainthedesirednamesandaddressesofthefirmstobedealtwith:1.Advertisementsinthemedia;2.Marketsurvey;3.Tradenegotiation;4.Investigationtotheforeigncountries;5.Exhibitionsandtradefairs;6.Banks;7.TradeDirectory;8.ChambersofCommerce;9.CommercialCounsellor’sOffice;10.Tradepress.Afterobtainingtheinformationfromanyofthesourcesmentionedabove,youcanwritethe“FirstLetter”orcircularstotheotherparty.Generallyspeaking,thiskindofletterusuallybeginsbytellingtheaddresseehowyouhaveobtainedthisnameandaddress.Thenexpressyourdesiretoestablishbusinessrelationswithhimandgiveinformationaboutyourintention,thebusinessscopeofyourfirmandyourfirm’sfinancialpositionandintegrity.Attheendoftheletteryoushouldexpressyourexpectationofcooperationandanearlyreply.ProductsLetterSamplesPricelistsCataloguesOtherreferencematerialsPolitely,simply,clearly,concisely.TheformatofSpecimenLetterCompanyName

Company

Address

ZipTelFaxTimeAddresseeinformationDearSirorMadam,Bodyoftheletter Bestregardstoyou!Yoursfaithfully,SignaturePositionSpecimenLettersLetter-1WelearnfromtheCommercialCounsellor’sOfficeofourEmbassyinyourcountrythatyouarealargebuyeroftable-cloths.我们从我国驻贵国大使馆商务参赞处获悉，贵公司是桌布的大买主。Letter-2

OurcommitteeprovidesadviceandassistancetoWhatfirmsseekingtoexporttheirservices,goodstoforeignareasandimportgoodsandservicesfromabroad.我们的委员会为寻求将其服务、货物出口到国外地区和从国外进口货物和服务的公司提供咨询和帮助。Letter-3

Pleaseviewthepictureintheattachedenclosure.

请在附页中查看图片。Letter-4

We’dliketoestablishabusinessrelationbetweenusandtobeasoleagentforyourcompanyinChina.我们希望在我们之间建立业务关系，并成为贵公司在中国的独家代理。Letter-5

Ourfactorycoversanareaofover50,000squaremeters,andourworkshopisanareaof25,000squaremetersworkshop,withabout850workforceand100engineersandtechnicians.我们工厂占地五万多平方米，车间面积为25000平方米，拥有850名员工，100名工程技术人员。Letter-6

FengxiangGrouphasgotISO9002certificateandalltheproductionisstrictlyundertakeninaccordancewithHACCPprocedures.ISO9002：这是ISO9000族的质量体系-生产、安装和服务的质量保证模式。Letter-7

WewillquoteourbestpricetogetherwithspecsASAP!ASAP：Assoonaspossible我们将尽快引用我们最佳的价格和规格。Letter-8

Shouldyoubeinterestedinanyofourproducts,pleaseletmeknowandwewillprovideyouwithaquotation.quotation：报价单如果您对我们的任何商品感兴趣，请让我知道，我们会提供您一份报价单。Letter-9

Therefore,weintendtosubmitsomesamplesoftheabovesaidkindsFREEOFCOST.因此，我们打算提交一些上述种类免费的样品。Letter-10AsoneofthemajorproducersandexportersoffruitsandvegetablesinChina,wehavebeeningoodbusinessrelationswithlotsofcompaniesfromvariouscountriesduringthepast10years.作为中国水果和蔬菜的主要生产商和出口商之一，我们在过去十年间与来自不同国家的许多公司有着良好的业务联系。ExercisesⅠ.Answerthefollowingquestions.

1.Ifyouwanttoopenupamarkettomaintainorexpandbusinessactivities,whatshouldyoudofirst?

2.Beforeyouwriteletterswithsomenewestablishedfirms,whathadyoubetterdo?

3.Throughwhatchannelscanoneobtainthedesirednamesandaddressesofthecompaniestobedealtwith?Pleasegivesixorsevenchannels.

4.Howtobeginwiththe“FirstLetter”orcircularstotheotherparty?

5.Howcanonecreategoodwillandleaveagoodimpressiononthereaders?Ⅱ.Choosetheonethatbestcompleteseachofthefollowingsentences.

1.We______yournameandaddress______theCommercialCounsellor'sOfficeoftheChineseEmbassyinGhana.A.haveknown...inB.havelearned...byC.havegiven...byD.havecometoknow...from2.Wewishtointroduce______thelargestexporteroffabricsofhighquality.

A.thatweareB.itthatweareC.ourselvesasD.ourselvestobeDC

3.Wearelookingforwardto______.A.hearingfromyousoonB.receiveyourreplysoonC.receivingfromyousoonD.youreplysoon

4.Yourletterexpressingthehopeofenteringintobusinessconnectionwithus______withthanks.A.havebeenreceivedB.hasbeenreceivedC.havereceivedD.hasreceived

AB

5.Wearelookingforwardtodevelopingtogetherwithfriendsathomeandabroadand______agloriousfuture.A.buildingupB.buildupC.buildingD.build6.Wetakethelibertyofwritingtoyou______establishingbusinessrelations.A.hopeB.inhopeC.inthehopeofD.hoping

AC

7.WehavelearnedyournameandaddressintheInternationalTradeNews______yourcompanywasintroducedasoneoftheleadingtradingcompaniesinChina.A.whichB.thatC.inthatD.where

8.Weareoneoftheleadingexporters______allkindsofcomputersofhighquality.A.tradeinB.tradingonC.tradinginD.tradeforDC

9.WehavelearntyourcorporationfromyourCCPIT______wehavebeeningoodbusinessrelationsformanyyears.A.withwhichB.whichC.withthatD.that10.We______thatwithjointeffortsbusinessbetweenuswillbedevelopedtoourmutualbenefit.A.areconvince

B.convincedC.convincingD.areconvinced

AD

Ⅲ.Fillintheblankswiththewordsorphrasesgivenbelow.

1.Wehavequotedyouthelowestpriceto________sale.2.Pleaseguarantee_______intimetoreachusbytheendofthis

month.

enterintofacilitateestablishinchargeofdispatchclientuptodateaccountconnectionforone'sreferencequotemutual

facilitatedispatch

3.Thelowestpriceswecan______nowareasfollows.4.Theyadvisedtheir______tomergewithanothercompany.5.Iamheretodiscussthepossibilityto________businessrelationwithyourcorporation.6.Wetradeontheprincipleofequalityand_______benefit.

quoteclientestablishmutual

7.Wearewritingtoyouwithadesiretoopenan_______withyou.8.Sinceyouallagreetotheofferandtherefore________acontract.9.Alltheinformationyouhavegotis_________onthecomputer.10.Oursalesrepresentativespayregularvisitstothesebuyersandhaveestablishedexcellent_________withthem.

accountenterintouptodateconnectionⅣ.Correctthemistakeineachofthefollowingsentences.1.YourfirmhasbeenpassedontousbyMapleABCompanyandwewishtoinformyouourdesireto

someCofthe

commoditiesyouhandle.D

2.WetakethelibertyofwritingtoyouwithaviewtoAB

buildupbusinessrelationswithyourfirm.CD3.Wearewillingtoenterbusinessrelationswith

AByourfirmonthebasisofequalityandmutualCDbenefit.

4.Ourgoodsthatweofferyouaremore

infavouronABC

theContinentandthereisalsoagrowingdemandforDthemintheFarEast.5.IfanyoftheitemlistedinthecataloguemeetsyourABinterest,pleaseletushaveyourspecficenquiry,Candourquotationwillbeforwardedwithoutdelay.D

6.Yourcompanyhaskindlyrecommended

tousby

ABCShanghaiChamberofCommercein

establishing

Dbusinessrelationswithyou.

7.Weareinterestedinthetilesyouadvancedin

A

buildingmaterials.Therefore,itwillbeagreathelpto

BC

usifyoucouldsendusfurtherinformations.

D8.Wewritetointroduceourselvesasoneofthelead

ABimportersofawiderangeofwashingmachinesCDandrefrigerators.

9.Wehavebeeninbusinessas

importersofgeneralA

merchandise

since1965andcanparticularlyBboastofhavingvastandwideexperienceonthebusinessC

lineofbambooproducts.

D

10.Youwillfindthatitpossesses

manyuniquefeature

AB

whichdefinitelyplaceitaheadofitsmanycompetitors.CD

Ⅴ.TranslatethefollowingsentencesintoEnglish.1.根据我们在澳大利亚销售园林工具的经验，我们相信这些产品将很快在你方市场上成为畅销品。2.我们的丝绸以质量好著称。丝绸是我们的传统出口商品之一。丝绸女衫色彩鲜艳、设计美观，在国外很受欢迎，需求量一直都很大。

3.我公司作为纺织品进口商/出口商已有多年。我们的产品质量好，价格合理，在世界上享有极高的声誉。

4.关于我们的财务状况、信用及声誉,你们可以向香港银行，或我们的当地商会或咨询社进行了解。5.我已看过你上次在信中所附的目录和小册子，对贵公司的出口产品有了一些了解。我对你们的丝绸女衫颇感兴趣。

6.我公司是中国最大的电器用品进口商，谢谢贵公司8月3日来函，我们十分愿意与贵公司建立直接贸易关系。7.我们从驻贵国的中国大使馆商务参赞处得知贵公司是纺织品的主要出口商，并获悉贵公司有意同我公司建立业务关系。

8.如果你对我们的产品有兴趣，请尽快通知我方。一旦收到你方具体询盘，即寄送报价单和样品。9.目前我们对各种各样的帽子、手套和袜子感兴趣，如贵公司能寄来商品目录、商品样品和价目表，我们将不胜感谢。10.为使你方对我方各种款式的毛毯有一初步了解，今航寄我方目录、价格表和一些样品仅供参考。

Ⅵ.TranslatethefollowingsentencesintoChinese.

1.YourcompanyhasbeenkindlyrecommendedtousbytheChamberofCommerceinLondon,Britainasoneoftheleadingexportersofcottontextilesinyourcountry.2.OntherecommendationofyourChamberofCommerce,wehavelearnedwithpleasurethenameandaddressofyourfirm.WewishtoinformyouthatwespecializeintheexportofChinesetextilesandshallbegladtoenterintobusinessrelatonswithyouonthebasisofequalityandmutualbenefit.

3.We'dliketoexpressoutdesiretoestablishbusinessrelationswithyouonthebasisofequality,mutualbenefitandtheexchangeofneededgoods.

4.TheBankofChinahasrecommendedyourcompanyasbeinginterestedinestablishingbusinessrelationswithaChinesecompanyforthepurposeofexportingvariousproductsofyourcountryandimportingChinesemanufacturedgoods.

5.Ourpurposeistoexplorethepossibilitiesofdevelopingtradewithyou.Respectingthelocalcustomsofthebuyer'scountryissurelyoneimportantaspectofChina'sforeigntradepolicy.

6.Asyouknow,ourcorporationisastate-operatedone.Wealwaystradewithforeigncountriesonthebasisofequalityandmutualbenefit.Establishingbusinessrelationsbetweenuswillbetoourmutualbenefit.Ihavenodoubtthatitwillbringaboutclosertiesbetweenus.

7.We'vecometoknowyournameandaddressfromtheCommercialCounselor'sOfficeoftheChineseEmbassyinLondon.

8.Wenowavailourselvesofthisopportunitytowritetoyouwithaviewtoenteringintobusinessrelationswithyou.

9.We'veneverhadanydifficultieswithourChinesepartners,andwe'dliketomakeasmanynewcontactsaswecan.

10.Inordertoacquaintyouwiththetextileswehandle,wetakepleasureinsendingyoubyairourlatestcatalogueforyourperusal.Ⅶ.Completethefollowingletterswithproperwords.

(A)

DearSirs,Sub:TABLECLOOTH

We(1)hyournameandaddress(2)ftheCommercialOfficeofChineseEmbassyinPakistan.Wetakethisopportunitytowritetoyouwithaviewtosettingup(3)brelationswithyou.Weareastate-ownedcompanydealingspecially(4)itheexportoftablecloth.Weareina(5)p____

toacceptordersaccording(6)tthecustomer'ssamples.Inthecustomer'ssamples,requestabouttheassortedpattern,specificationsandpackageoftheneeded(7)gcanbeindicatedparticularly.

Inordertogiveyouageneralideaofvariouskindsofthe(8)twearehandling,weareairmailingyoubyseparatepostourlatestcatalogueforyour(9)r.Pleaseletusknowimmediatelyifyouareinterested(10)iourproducts.Wewillsendourprice(11)landsamplestoyouassoonaswereceiveyour(12)sinquiry.Lookingforwardtoyourearlyreply,weareYoursfaithfully,

averomusinessnositionooodsableclotheferencenistpecific

(B)

Gentlemen,

Yournameandaddresshavebeen(1)

tousbytheCommercialAttacheoftheU.S.EmbassyinBeijin