外贸英语函电教案

1、外贸英语函电,Unit One Introduction to Business Letters,Unit Two Establishing Business Relations,Unit Three Inquiries and Replies,Unit Four Offers and Counter-offers,Unit Five Orders, Acceptance and Rejections,Unit Six Sales Confirmation and Purchase Contract,Unit Seven Payment,Unit Eight Transport and Ins

2、urance,Unit Nine Claim and Settlement,Unit Ten Fax and E-mail,Unit One Introduction to Business Letters （商务信函概论）,Objectives,Introduction,Functions of Business Letters,Unit One Introduction to Business Letters (商务信函概论),to inform, which refers to conveying the vast amount of information needed to day-

3、to-day operations of the business;,to influence, which means that messages included in a business letter should also influence the readers attitudes and functions.,Criteria for Business Letters,A. COURTESY In our letters, we should always keep in mind the person we are writing to, see things from hi

4、s angle, visualize him in his surroundings, see his problems and difficulties and express ideas in terms of his experience.,B. CORRECTNESS Correct grammar, punctuation and spelling are basic requirements for business letter writing. Also, we should choose the correct level of language and use accura

5、te information and data in our letters.,Unit One Introduction to Business Letters (商务信函概论),Criteria for Business Letters,C. CLARITY We should first identify what we want to express and then express the idea in plain, simple words and formats.,D. COMPLETENESS Our letters should include all the necess

6、ary information and data.,E. CONCISENESS We should write in the fewest possible words without sacrificing completeness and courtesy.,F. CONCRETENESS Our writing should be vivid, specific and definite.,Unit One Introduction to Business Letters (商务信函概论),The General Procedures for Business Letter Writi

7、ng:,1. Determine our purpose of writing a certain letter.,2. Identify who the readers are.,3. Organize the message, which is to be contained in the letter.,4. Write a draft.,5. Polish the writing.,Unit One Introduction to Business Letters (商务信函概论),Elements of Business Letters and Their Positions in

8、the Letter:,Unit One Introduction to Business Letters (商务信函概论),A letterhead generally contains the following information:,The name of the firm,Its address and postal code,Fax number,Internet address,Telephone number,Telegraphic and telex address,E-mail address,Trademark or a brief slogan, etc.,Unit

9、One Introduction to Business Letters (商务信函概论),Example of the Formats of a Letterhead:,Unit One Introduction to Business Letters (商务信函概论),Examples of the Formats of the Letterhead on the Second Page:,-2- L. A. Brizier supply sth. to sb. 向某人供应某物,Unit Four Offers 2. quantity 3. prices (unit prices as w

10、ell as total prices); 4. terms of payment; 5. mode of packing; 6. shipment etc. .,An order should at least contain the following points:,购货订单样例,Introduction,1. Use direct language in the first paragraph to tell the seller of the buyers intention to place an order. 2. Describe what is being ordered i

11、n great detail. Indicate the catalog numbers, sizes, colors, prices, specifications and all other relevant information that will enable the seller to fill the order without any further questions. 3. Close the letter by expressing willingness to cooperate or suggesting future business dealings.,The f

12、ollowing structure can be for your reference in placing an order:,Unit Five Orders, Acceptance and Rejections (订单、接受与回绝),Introduction,1. Express appreciation for the order received. 2. Assure the buyers that the goods they have ordered will be delivered in compliance with their request. It is also a

13、dvisable for the sellers to take the opportunity to resell their products or to introduce their other products to the buyers. 3. Close the letter by expressing willingness to cooperate or suggesting future business dealings.,When confirming an order received, the following structure may be for your

14、reference:,Unit Five Orders, Acceptance and Rejections (订单、接受与回绝),Introduction,The following organization can be for your reference in writing a letter declining an order:,A Positive Opening It is sensible to open the letter in a positive way in order to place the message in its correct communicatio

15、n context. For example, appreciation or pleasure in receiving the order can be stated at the beginning of the letter. Detailed explanations When declining an order, detailed and sensible reasons should be provided in order to retain the readers interest in the writers products or services. In additi

16、on, in order to conclude a deal, the writer usually offers suitable substitutes, makes counter-offers and persuades the buyers to acceptable them. A Positive Close End the letter in the way that makes the reader aware of the writers expectation for future business relations with him.,Unit Five Order

17、s, Acceptance and Rejections (订单、接受与回绝),New Words the carrier(承运人) who carries them; the consignee(收货人) who receives them at the destination.,Introduction,Letters regarding shipment are usually written for the following purpose:,to send shipping instructions and urge an early shipment(敦促早日装运) to ame

18、nd shipping terms(装运条款) to give shipping advice (装运通知),Unit Eight Transport and Insurance(装运及保险),Introduction,A shipping advice usually contains the following points:,the date and number of bill of lading(B/L, 提单) the date and number of the contract the names of commodities and their quality and val

19、ue the name of the carrying vessel the name of the shipping port/loading port (装货港) the estimated time of departure(ETD，预定起航日期) the name of the destination port (目的港) the estimated time of arrival(ETA，预定到港日期) a list of the relevant shipping documents (货运单据) thanks for patronage,Unit Eight Transport

20、and Insurance(装运及保险),Introduction,In writing a letter concerning shipment, the following structure is still applicable:,Open the letter in a positive way. Especially when negative information is conveyed, great care should be taken. Explain the problem in great detail to try to persuade the reader i

21、nto accepting the request or to make the reader fully aware of the request. Close the letter by expressing good wishes to encourage the reader to cooperate.,Unit Eight Transport and Insurance(装运及保险),Introduction,Necessities of insurance in international trade,To spread the financial losses of the in

22、sured members over the whole of the insuring community by compensating the misfortune few from the fund built up from the contributions of all members. Today, insurance is a form of intangible trade which helps our country to accumulate foreign exchange. Businessmen should have a thorough knowledge

23、of it and the ability to handle its problems to win over the business of insurance.,Unit Eight Transport and Insurance(装运及保险),Introduction,Main types of insurance in international trade,Hook Damage 钩损险 Risk of Odour 串味险 Risk of Rust 锈损险 Sweating l the sellers delivery arriving damaged or too late; l

24、 part of the total quantity of the sellers deliveries being short shipped or missing; l the buyers receiving wrong deliveries (including those inferior to the contracted in quality or in packing), etc.,Unit Nine Complaint, Claim and Settlement (申诉，索赔和理赔),Introduction,However, a letter of a claim, wh

25、ether made by the seller or the buyer, should be written as follows:,Begin by regretting the need to claim. Mention the details of the delivery such as date , number of the order, date of delivery, the goods claimed on, and so on. State the reason (or reasons) for the claim. Suggest how the matter i

26、s expected to be settled or state the details of the claim.,Unit Nine Complaint, Claim and Settlement (申诉，索赔和理赔),Introduction,The following structure is recommended in writing a letter of settlement:,A positive opening No matter whose responsibility it is, it is not advisable for the writer to rejec

27、t the complaint or claim promptly. Instead, the writer should open the letter by referring to the complaint or claim, expressing apologies or assuring the reader of his immediate attention to the matter in discussion.,Unit Eighteen Acceptance of a Claim(理赔),Introduction,The following structure is re

28、commended in writing a letter of settlement:,2. Explanation for how to settle the matter in discussion If the writer admits his company is in error and is willing to take responsibility, he should express his willingness directly and inform the reader how he is planning to settle the problem. In cas

29、e the writer cannot accept the complaint or claim for some reason, he should provide detailed reasons for his doing so and propose other alternatives to settle the problem.,Unit Eighteen Acceptance of a Claim(理赔),Introduction,The following structure is recommended in writing a letter of settlement:,

30、3. A positive close Usually, the writer chooses to end the letter by expressing his expectation for an early settlement of the complaint or claim or his willingness to cooperate.,Unit Eighteen Acceptance of a Claim(理赔),Introduction,Notice:,All claims, whether justified or unjustified, should be take

31、n seriously and thoroughly investigated.,Unit Eighteen Acceptance of a Claim(理赔),Introduction,Terms Used in Making Complaints 索赔常用词汇,an equitable settlement 公平解决 an impartial judgment 公正判断 bags torn 袋子撕破 bundles burst 捆带松散 a justified claim 有充分理由的索赔 conciliation 和解调停 to compensate partly 部分赔偿 to hel

32、p one get out of the mess 帮助排除纠纷 to offset the difference 抵消差额 to raise an objection 提出抗议,Unit Eighteen Acceptance of a Claim(理赔),Introduction,Terms Used in Making Complaints 索赔常用词汇,to resort to arbitration 诉诸仲裁 to resort to litigation 打官司 to settle the case amicably 友好解决 to stretch a point 通融让步 to

33、tackle the problem properly 适宜地处理问题 to view the matter in a proper light 正确地对待问题 to withhold business 找出妥协办法,Unit Eighteen Acceptance of a Claim(理赔),New Words 表示索赔的金额，一般接介词for, claim for US $ 10,000; 表示对某批货物索赔，一般接介词on,如claim on the goods; 表示向某人索赔，一般接介词against,如claim against the underwriters.,Unit Ni

34、ne Complaint, Claim and Settlement (申诉，索赔和理赔),New Words 此外，还可用make, issue, lay, register, render, enter, bring up, set up等。 We shall lodge a claim against the Insurance Company for the goods damaged during transit. 对于货物在运输途中损坏，我们将向保险公司提出索赔。 We file a claim against you for the short delivery of 145 l

35、bs. 我们向你方提出短交145磅的索赔。,Unit Nine Complaint, Claim and Settlement (申诉，索赔和理赔),New Words & Expressions,下面是claim和其他动词搭配的部分常见短语 accept a claim 同意索赔 admit a claim 同意索赔 entertain a claim 受理索赔 dismiss a claim 驳回索赔 reject a claim 拒绝索赔 relinquish a claim 撤回索赔 settle a claim 解决索赔 waive a claim 放弃索赔 withdraw a c

36、laim 撤回索赔,Unit Nine Complaint, Claim and Settlement (申诉，索赔和理赔),New Words & Expressions,1. owing to 由于，因为 We are sorry to inform you that owing to the unexpected bad weather, the delivery will be delayed by two days. 很抱歉告知贵方，由于天气状况不佳，货物运送将延误两天。 Owing to our joint efforts, the task was fulfilled ahead

37、 of schedule. 由于我们通力合作，比原计划提前完成了任务。,Unit Nine Complaint, Claim and Settlement (申诉，索赔和理赔),New Words & Expressions,2. issue v.t. 签发，发行 We only accept cheques issued by the Bank of China. 我们只接受由中国银行签发的支票。 The Central Bank will issue the 5th set of Renminbi next month. 下月中央银行将发行第5套人民币。,Unit Nine Complai

38、nt, Claim and Settlement (申诉，索赔和理赔),New Words & Expressions,3. pass on 转交 Please pass on our sincere apologies to your customers in your country. 请向你方在贵国的客户转达我们的真诚歉意。 Certainly I will pass on your regards to all the staff in the company. 当然我将把你的问候转达给公司全体员工。,Unit Nine Complaint, Claim and Settlement

39、(申诉，索赔和理赔),New Words & Expressions,4. look forward to 期待 The buyers look forward to punctual delivery of the contracted goods. 买主们期待着已订购的货物能够按时交付。 We are looking forward to having your early reply. 我们期待着贵方的早日答复。,Unit Nine Complaint, Claim and Settlement (申诉，索赔和理赔),New Words & Expressions,5. consignm

40、ent n. 寄售的货物，委托代销的商品 As desired, we agree to ship our 500 pieces of bicycles to you on consignment. 按照你方要求，我们同意以寄售的方式发给你们500辆自行车。 You may sell the consignment at the prevailing market price. 你们可按市价销售这批货物。,Unit Nine Complaint, Claim and Settlement (申诉，索赔和理赔),New Words & Expressions,6. needless to say 不必说，不言而喻 Needless to say, after the business season, the toy market is bound to decline. 不言而喻，旺季过后，玩具市场行情必定会下跌。 Needless to say, we