外贸函电完整教案

1、Business Correspondences,外贸英文函电,Contents,Chapter One Chapter Two Chapter Three Chapter Four Chapter Five,Chapter Six Chapter Seven Chapter Eight Chapter Nine Chapter Ten,外 贸 函 电,Introduction to the course,Course description Course objectives Course contents Learning guide Assessment and Requirements

2、,外 贸 函 电,Introduction,English business correspondence or business letter is a written communication between two parties. It is a means through which views are expressed and ideas or information is communicated in writing in the process of business activities. It is to learn both the language and the

3、 professional knowledge (in other words, to learn the language you are going to use when you work).,外 贸 函 电,Course description,Business Correspondence is one of the most important courses (a compulsory course) for International Business Trade Majors. It is designed to help students to accomplish the

4、 transition from general English learning to specialized English learning, aiming at preparation for a future business career.,外 贸 函 电,Course objectives,After the completion of the whole course, students are supposed to: comprehend and master the basic writing skills for various types of business co

5、rrespondence. be familiar with the general conventions as well as main procedures in international trade practice. conduct business, make quick and correct reactions to the business information and make business concluded in real life situations.,外 贸 函 电,Course contents,The contents of Business corr

6、espondence involve many aspects of international business trade, mainly include : Establishing business relations; Inquiry; Offer; Counter offer; Order; Acceptance; Contract; Packing; Shipment; Payment; Insurance and Claim.,外 贸 函 电,Achieve balance between language-learning and business-learning. Ach

7、ieve balance between input and output of what have been learned. Achieve balance between course-book learning and simulated practice. Focus on various writing patterns and writing skills of business correspondences. Master the commonly-used business vocabularies and make good use of them.,外 贸 函 电,Le

8、arning guide,The course will be assessed as follows: Routine performance: 40%, including: routine attendance ,in-class practice, tests and outside-class assignments Final exam: 60%,外 贸 函 电,Assessment and Evaluation Criteria,Requirements,You are appreciated for not being late for class or absent from

9、 class. chewing gums or wearing a cap during classes. picking up the cell phone or letting the phone ring during classes.,外 贸 函 电,Chapter One Layout of a Business Letter,Contents,Objectives Leading In Sample letter Language Points Summary Assignments Case study,外 贸 函 电,Objectives,Upon completion of

10、this chapter, you should: be familiar with the layout of business letters. know the formats of business letters. know how to address the envelope.,外 贸 函 电,Leading In,Name the ways of communication you know What is the layout of an English letter?,外 贸 函 电,Telephone Fax E-mail Letter Telegram Telex,外

11、贸 函 电,Ways of communication,Warming up,外 贸 函 电,日期Date 封内地址Inside Address 称呼Salutation 正文Body 结尾敬语Complimentary Close 签名Signature,外 贸 函 电,Layout of Business Letter,1.信头 letter Head 2.日期 Date 3.封内地址 Inside Address 4.称呼 Salutation 5. 正文 Body 6.结尾敬语 Complimentary Close 7.签名 Signature 8.事由 Subject 9.附件 E

12、nclosure a 参考号 Ref.No. b 经办人 Attention Line c 抄送 Carbon Copy,go,Letterhead,Generally, a letterhead will include the company logo, companys name, address, telephone number, fax number and email address, and the web address if available. 信头的写法：2种格式 信头一般印在信纸上端的中间，但也可印在信笺的左上方 1）平头式 Richard Thomas all of

13、 the writing is flush against the left margin.,Format,外 贸 函 电,The semi-block format your address, date, the closing, signature, are all indented to the right half of the page (半齐头式）,The indented format (缩进式） Also the first line of each paragraph is indented.,外 贸 函 电,Addressing the envelop,Summary,In

14、 this chapter, we have learnt the layout (seven principle parts and six optional parts) in a business letter. We should at least remember the seven principle parts and some useful and common optional parts. We should also recite the format of business letters. These rules and principles are crucial

15、in the business letters, because it shows your attitude and ability to do business carefully and successfully.,外 贸 函 电,Assignments,Arrange the following in proper form as they should be set out in a letter. Use the Block Style, and then address the envelope accordingly. Seller: Royal Grosvenor Porce

16、lain Company Ltd. Address: Grosvenor House, Renfrew Road, Oakley Staffordshire OA7 9AH Tel: (743069)60591/2/3 Buyer: Colourfloor Co.Ltd. Address: 238 Wilton Road, Axminster AXz AS Date : March 5, 2007 Subject : porcelain The message : - The letter is written by the seller,外 贸 函 电,Case study,Task: Lo

17、ok at the following page. This is the top part of a business letter from a French company. Decide when you would use these salutations, instead of “Dear Mr. Brown”. Dear James, Dear Sirs, Dear Madams, Dear Sir or Madams.,外 贸 函 电,Case study,Sunshine Flavours LTD. Sunrise Technology Park, East Harbor

18、Drive Lyon AS12 6KM, France Telephone 03793 832223 Fax 33 3703 835550 Nov 14, 2007 Mr. James Brown Marketing Director Brown Industries Inc. 546 Park Avenue IL 43301 Washington, USA Dear Mr. Brown, Thank you for your letter of 11 November, suggesting a meeting in December. The most convenient dates f

19、rom our point of view are December 6th or December 7th.,外 贸 函 电,Chapter Two,Establishing Business Relations,Contents,Revision Objectives Leading In Sample letter Language Points Summary Assignments Case study,外 贸 函 电,Revision,1.信头 letter Head 2.日期 Date 3.封内地址 Inside Address 4.称呼 Salutation 5. 正文 Bod

20、y 6.结尾敬语 Complimentary Close 7.签名 Signature 8.事由 Subject 9.附件 Enclosure a 参考号 Ref.No. b 经办人 Attention Line c 抄送 Carton Copy,外 贸 函 电,Unit Two Establishing Trade Relations,外 贸 函 电,Teaching objectives,Upon completion of the chapter, you should: know the ways that an exporter can use to seek new custome

21、rs. know how to write this kind of letter. grasp the important words and phrases learned.,外 贸 函 电,5-POINT PLAN,外 贸 函 电,Where you get the information about the person or company to whom your are writing the letter; Your intention for export or import; A brief introduction to your business scope, expe

22、rience and products; The reference as to your firms credit standing; Expectation for cooperation and an early reply.,Points for Attention:建立业务关系的信，通常是发信的一方在通过一定的途径得到对方公司的名称和地址，并经过初步信用调查后，向对方发出的。信的内容一般包括以下几点：,Leading In,外 贸 函 电,生产 v/n 生产商 产品 买方 卖方 顾客 客户,produce production producer product buyer selle

23、r customer client,用户 消费者制造商购买 销售 中间商零售商批发商经销商,user,consumer,manufacturer,buy/purchase,sell/sale,middleman,retailer,wholesaler,dealer,外 贸 函 电,贸易 进口 出口 进口商 出口商 海关 关税 配额,限额,commerce, trade import export importer exporter Customs Customs duty quota,Sample letter,Dear Sirs or Madams, We have obtained you

24、r name and address from the website: . We were informed that you are one of the biggest importers of tea in UK and you are now in the market for tea. We take this opportunity to approach you in the hope of establishing business relations with you.,外 贸 函 电,To give you a general idea of our products,

25、we enclose herewith a copy of our brochure covering the main items available at present. If you are interested in any of our products or have other products you would like to import, please contact us with your requirements. We look forward to providing you with high quality products, superior custo

26、mer service.,外 贸 函 电,Language points,be in the market for want to buy,外 贸 函 电,1.我们生产各式各样的皮鞋，因此我们想要购买牛皮。 We produce all kinds of leather shoes, so we are in the market for cow hide. 2.我们的一个顾客想购买你方的新产品。 One of our customers is in the market for your new products.,Language points,take this opportunity

27、我想借此机会对你为我公司所做的一切表示感谢。 I would like to take the opportunity to thank you for all that you have done for our company. 我们借此机会介绍我们的新产品。 We take this opportunity to introduce our new products.,外 贸 函 电,Language points,approach We approached the Ministry of Commerce and they told us that you are able to s

28、upply 1000 metric tons of apples at a time. 我们与商务部联系，他们告述我们你们能一次性提供1000公吨苹果。 我们定期与客户联系，看他们是否有新的要求 . We approach our clients regularly to see if they have any new request.,外 贸 函 电,Language points,be in the hope of 为了能找到客户，我给这页上所有的公司都打了电话。 I called all the companies on this page in the hope of finding

29、 a customer. 我给您发电子邮件是希望能与您建立业务关系。 I am e-mailing you in the hope of establishing business relations with you.,外 贸 函 电,Language points,give sb. a general idea of 这个样品是为了让你大概了解我们产品的质量。 This sample is meant to give you a general idea of the quality of our products. 这个产品说明书将使你大概了解我们最新的产品。 This product

30、description will give you a general idea about our latest product.,外 贸 函 电,Language points,enclose put sth. in an envelope 随函附寄 We are enclosing a sample for your reference. herewith adv. enclosed in this 随函附上,外 贸 函 电,我们现随函附寄一个样品供你方参考。,Language points,enclose They can be used in the following ways:

31、enclose sth. Enclosed is/are sth. Enclosed please find 随函附寄产品说明书。(description),外 贸 函 电,1.We are enclosing a product description. 2. Enclosed is our product description. 3. Enclosed please find a product description.,Language points,covering about 关于 Translate the following sentence: 请寄给我们关于你方新产品的小册子

32、。,外 贸 函 电,Please send us a brochure covering your new products.,Language points,Item refer to a particular product 单个商品，标号商品 We have seen your goods and are quite interested in your item No. TK-103. 我们看了贵方的商品，对标号为TK-103的商品特别感兴趣。,外 贸 函 电,Language points,Item refers to an individual unit in a group of

33、 products. Goods refer to a group of products.,外 贸 函 电,Item No. TK-101 Item No. TK-102 Item No. TK-103 Item No. TK-104,1.prospective adj. 潜在的 可能的 预期的 prospective buyers 可能的买主 prospective business partners 可能的贸易伙伴,2.trading partner 贸易伙伴 or business partner,Trade Relations(建立贸易关系),New Words 出票日后定期付款（a

34、t a determinable date after the date of drawing a draft）;定日付款（at a fixed day）。若汇票上未记载付款日期，则视作见票即付。见票即付的汇票为即期汇票。其他三种记载方式为远期汇票。 按承兑人分类 按承兑人的不同，汇票只可分成商业承兑汇票和银行承兑汇票。远期的商业汇票，经企业或个人承兑后，称为商业承兑汇票。远期的商业汇票，经银行承兑后，称为银行承兑汇票。银行承兑后成为该汇票的主债务人，所以银行承兑汇票是一种银行信用。 商业承兑汇票 银行承兑汇票,即期汇票(sight bill，demand bill) ，即见票即付的汇票。包括

35、载明即期付款、见票即付或提示付款以及未载明付款日的汇票。逾期后再经承兑或背书的汇票，对该种承兑人或背书人而言，应视为即期汇票。即期汇票一般以提示日为到期日，持票人持票到银行或其他委托付款人处，后者见票必须付款的一种汇票，这种汇票的持票人可以随时行使自己的票据权利，在此之前无须提前通知付款人准备履行义务。,什么是承兑？ 所谓“承兑”就是汇票付款人（进口方）在代收银行提示远期汇票时，对汇票的认可行为。承兑的手续是付款人在汇票上签署，批注“承兑”字样及日期，并将汇票退交持有人。不论汇票经过几度转让，付款人于汇票到期日都应凭票付款。,什么是背书？,指收款人以转让票据权利为目的在汇票上签章并作必要的记载

36、所作的一种附属票据行为。,本票,本票（PROMISSORY NOTES)是一个人向另一个人签发的，保证即期或定期或在可以确定的将来的时间，对某人或其指定人或持票人支付一定金额的无条件书面承诺。 我国票据法第73条规定本票的定义是： 本票是由出票人签发的，承诺自己在见票时无条件支付确定的金额给收款人或持票人的票据。第2款接着规定，本法所指的本票是指银行本票，不包括商业本票，更不包括个人本票,特征 （1）自付票据。 本票是由出票人本人对持票人付款。 （2）基本当事人少。 本票的基本当事人只有出票人和收款人两个。 （3）无须承兑。 本票在很多方面可以适用汇票法律制度。但是由于本票是由出票人本人承担付

37、款责任，无须委托他人付款，所以，本票无须承兑就能保证付款。 拿到一张本票后，这张本票是否生效，根据中华人民共和国票据法规定，这张本票要求具备以下的必要项目：,本票 1.标明其为“本票字样”； 2.无条件支付承诺； 3.出票人签字； 4.出票日期和地点； 5.确定的金额； 6.收款人或其指定人姓名。,种类 一般本票 一般本票(PROMISSORY NOTE)：出票人为企业或个人，票据可以是即期本票，也可是远期本票。 银行本票 银行本票(CASHERS ORDER)：出票人是银行，只能是即期本票。 出票 出票人的资格 我国票据法第75条规定，本票出票人的资格由中国人民银行审定，具体管理办法由中国人

38、民银行规定。这体现了管理者对本票出票的一种审慎的态度，同时反映了我国在发展商品经济的同时，亟待提高商业信用。 本票,Payment,by confirmed irrevocable L/C payable by draft at sight 用保兑的不可撤销信用证付款 请用.方式付款。 Please pay by. Please make the payment by ,外 贸 函 电,请用信用证付款。 Please make the payment by L/C. Please pay by L/C. 我们要求付款方式为保兑的不撤销的信用证。 We request the payment t

39、o be made by confirmed irrevocable L/C.,外 贸 函 电,Summary,Offer Non-firm offer Firm offer Structure of an offer letter Quotation sheet,Language points Expressions used to indicate Non-firm offers Expressions used to indicate validity of offers Languages used for an offer,外 贸 函 电,Assignments,1. Transla

40、te the following into English 亲爱的先生： 2002年7月2日有关查询大米和大豆新加坡到岸价的电子邮件收悉。 今日上午电子邮件报价：精白米300公吨，每公吨成本加运费新加坡到岸价为2400澳元。于2002年8或9月装运。以上实价需由贵公司于2002年7月16日前回复确实。该报价为最优惠价，请贵公司把握机会，尽早落实订单为盼。 你真诚的，xxx 精白米：white rice 大豆：soybean,外 贸 函 电,Case study,Task Suppose you have made an offer to the inquirer and got no repl

41、y for about 14 days. Work in pairs. Discuss with your partner how to write a follow-up letter to persuade the inquirer to purchase the goods. Write a follow-up offer letter according to the result of your discussion according to the information given. (Quote both F.O.B. Shanghai price and C.I.F. New

42、 York price.),外 贸 函 电,Chapter Five,Counteroffer,Contents,Revision Objectives Leading In Sample letter Language Points Summary Assignments Case study,外 贸 函 电,Revision,我们觉得很难减价5%，因为原材料的成本、运费都在上涨。 We find it difficult to reduce our price by 5%, because the freight and cost of raw material are going up.

43、 为了适应激烈的竞争，请降价10%。 In order to cope with the heavy competition, please reduce your price by 10%.,外 贸 函 电,因为这是与贵方第一次交易，我方准备每套降到30美元，而不是贵方提议的25美元。 As this is our first transaction with you, we are prepared to reduce our price to $30 per set instead of $25 as you suggest. 我方发现你方的报价不合适，因为现在这种材料正在降价。 We

44、feel that your quotation is not proper because the price for such material is on the decline at present.,外 贸 函 电,Teaching objectives,Upon completion of this chapter, the students will: be able to write letters negotiating about trading terms with other companies. know the effect of counteroffer. be

45、able to make concessions and attacks politely and reasonably when writing counter-offers.,外 贸 函 电,Leading In,Suppose youve just got the offer from ABC Company. You think the price is too high and want to ask them to reduce the price. Then what would you say in your letter?,外 贸 函 电,Warming up,Counter

46、-offer Counter-offer is the response or reply of the offeree to the offeror during negotiations for signing the contract. There are 2 kinds of replies, one of which is favourable for its showing the offerees acceptance, and the other is unfavorable for its showing the acceptance of the offeree toget

47、her with the suggestions of some additions, restrictions or amendments. The latter kind of reply is called counter-offer.,外 贸 函 电,Structure of the Counteroffer,Thank the seller for his offer, mention briefly the content of the offer. Express regret at inability to accept (give the reasons for non-ac

48、ceptance). Make a counter-offer if, under the circumstances, it is appropriate. Hope the counter-offer will be accepted and there may be an opportunity to do business together.,外 贸 函 电,Sample Letter,Dear Mr. Zhang, Re: Green Tea Extract and Porcelain Tea Set We acknowledge with thanks receipt of you

49、r offer of May 8 for the subject goods. In reply, we regret to say that we cant accept it. Your prices are rather on the high side and out of line with the world market. Information indicates that some parcels of Japanese make have been sold at a much lower level.,外 贸 函 电,We have seen your samples a

50、nd admit that they are of high quality, but there should not be such a big gap between your prices and those of other suppliers. In order to conclude the transaction, we suggest that you reduce the prices of both products by, say 30%. We hope you can accept the counteroffer and wait for your favorab

51、le reply. Truly yours, Global Tea Bags (Pvt) Ltd,外 贸 函 电,Language Points,acknowledge 我们已收到你方7月2日来信。 We acknowledge receipt of your letter dated July 2. 我方已收到你方关于3公吨花生的定单。 We acknowledge receipt of your order covering 3 metric tons of groundnuts.,外 贸 函 电,be in receipt of 已收到,我方已收到你方要求我方报1000打男式衬衫的信。

52、We are in receipt of your letter, requesting us to quote for 1000 dozen of mens shirts. 我们已收到你方关于1000双皮鞋的信用证。 We are in receipt of your L/C covering 1000 pairs of leather shoes,外 贸 函 电,subject goods,请尽快开立标题项下商品的信用证。 Please open an L/C covering the subject goods as soon as possible. 我们想向你方订购20公吨标题项下的

53、货物。 1We intend to place an order with you for 20 metric tons of the subject goods.,外 贸 函 电,be on the high side,与其他供应商相比，你们的价格偏高。 Compared with other suppliers, your price is rather on the high side. 在我们国家棉花的价格偏高，所以我们不得不从其他的国家购买。 The price for cotton is rather on the high side in our country, so we h

54、ave to purchase from other countries.,外 贸 函 电,偏低 太高、太低 有点儿高（低）,外 贸 函 电,on the low side,too high/low,a little high/low,我们的产品质量很好，所以我们的价格有点儿高。 Our products are of high quality, so our price is a little high. 虽然你的产品质量很好，但你的价格也不应该这么高。 Though your products are of high quality, your price should not be so

55、 high.,外 贸 函 电,be out of line with,你方的价格与现行市场价格不一致。 Your price is out of line with the prevailing international market. 你方报价与市价有差异，所以我们相信减价百分之三的建议是可行的。 Your quoted price is out of line with the prevailing level. That is why we feel confident that our suggestion of three percent off your present one

56、is workable.,外 贸 函 电,be in line with,我们的价格与国内市场价格相一致。 Our price is in line with the domestic market price. 为了扩大销售，我们的价格应与世界市场价格相一致。 In order to enlarge the sales, our price should be in line with the world market.,外 贸 函 电,有消息表明这个产品很受美国年轻人的欢迎。 Information indicates that this product is popular among

57、young people. 有消息表明其他供应商以每个五美元的价格销售这个产品。 Information indicates that other suppliers are selling this product at $5 each.,外 贸 函 电,Information indicates that,sell at,对与订购数量达到1000台的，我们将已每个20美元的价格销售。 On orders of 1000 or more, well sell at $20 each. 在国内试销期间，我们将以优惠的价格销售这些新产品。 During the domestic trial 试验

58、period, we will sell these new products at favorable prices.,外 贸 函 电,你们产品的质量太差，我们不得不将他们退还给你们。 Your products are of bad quality, so we have no choice but to return them to you. 我能向你保证，我们的产品拥有最优良的品质 We can assure you that our products are of the best quality.,外 贸 函 电,be of _quality,gap,The gap between

59、 A and B is quite big/ large. There is a big gap between A and B. 我方价格和日本供应商的价格之间的差距没有你想象的那么大。 The gap between our price and those of Japanese suppliers is not as big as what you think.,外 贸 函 电,你们的价格与其他供应商的价格之间不应该有这么大的差距。 The gap between your prices and those of other suppliers should not be so big. 你方的价格与我们所能接受的价格相差太远。 The gap between your price and the price we can accep