本科外贸函电教案

1、Business English Correspondence Chapter one Business Letters . Some Principles Completeness 完整 Concreteness 具体 Clarity 清楚 Conciseness 简明 Courtesy 礼貌 Consideration 体贴 Correctness 正确. Structure LetterheadThe letterhead expresses the firms personality. So letterheads vary considerably. But they all pro

2、vide the similar information, including name, address (telephone num, telex num, e-mail) Date & Reference Am E. Feb. 25 2002 Br E. 25 Feb. 2002Reference:Reference number and letter enable the letter to be linked to the previous letters, and help it to reach the right department or person without any

3、 delay . Inside name and address Attention line 注意事项 Salutation Subject-line 事由 Letter body Before writing it , ask 3 questions: What is my aim in writing this letter? What do I hope to achieve by it? What is the best way to go about it? Suggestion: Not an unnecessary remark. Make your sentences and

4、 paragraphs be shot. Start a new paragraph, when you want to state a new point. Lay-out : The framework if 3-paragraph The first paragraph takes the form of introduction, or of acknowledge if previous letter if there is. The 2nd gives the information or states the facts. The 3rd refers it further re

5、action. Complementary close. Signature : Keep the same style always.l 8.9两项不能单独打在一页纸上 Enclosure 附件 The carbon copy notation 抄送 Postscript 附言/再启 Form Traditional one: (indented one ) 缩头式 、 缩行式 Modern One full block form 平头式/齐头式 convenient time saving business like appearance modified block form 改良式 d

6、ate complementary close modified block form with indented style letter head date complementary close 打信格式的注意事项 Addressing Envelopes 信封 Chapter Two Establishment of Business RelationsBy what means can a businessman secure all the necessary information about a new market and a new customer? the advert

7、isements in newspapers the introduction from his business connections the introduction form his subsidiaries or branches, agents abroad the marker investigations attendance at the export commodities fairs visit abroad by trade delegations and groups self-introductions or enquires received from the m

8、erchants abroad the bank the commercial counselors office the chambers of commerce both at home and abroad 国内外的商会A Trade Directory 贸易行名录B Thomas Register of American Manufacture美国制造商托马斯制造公司C. Kellys Directory (U.K). How to write a letter to establish business relations:1. Mentioning the sources of i

9、nformation2. Self-introduction: good/scope, quality and so on.3. Further / future actions.4. Financial (ability) position and integrity. AttentionThis kind of letters should be written cordially, sincerely and courteously. The beginning of letter:1. get . from2. be recommended by3. Through the court

10、esy4. have heard from5. to be take the liberty of 6. on the recommendation of 承蒙XX的介绍7. avail oneself of 利用8. we are given to understand that . Extra Words1. commercial counselor 商务参赞2. retail dealer ( or retailer ) 零售商3. competitive price 竞争价格4. credit standing 信誉情况5. financial standing 财政情况6. with

11、 regard to , in regard to , as regards 关于7. market quotation 市场行情8. quote a price 报价9. quote favorable terms 报价优惠10. care of = c /o 由转交，信封上常用eg. Mr Davaid Smith c/o word Trading Co.由世界贸易公司转交史密斯.大卫先生 11Specialize in 专门（从事），专门（经营） 12Enjoy great popularity 享有盛誉 13. leading importer 主要进口商 14. the chambe

12、r of commerce 商会 Chapter Three Enquires. Enquiry1. In a general enquiry, a businessman states clearly all the information the needs-general information, a catalogue, or price list, a sample or sample book etc.2. In a specific Enquiry, he points out what products he wants. He may ask for the specific

13、ation, quality, price, packing, terms of payment, transportation, insurance etc, or ask for an offer.Make an enquiry1. To enquire the specific trade terms about the goods, including specification, quality the date of delivery, insurance.2. To state briefly the market circumstance on the buyers side,

14、 so as to ask certain discount and reasonable quotation.3. To discuss the terms of payment, and state the requirement for packing, the mode of transportation, and the date of delivery. Attention:Enquires should be written concisely and clearly to the point. Extra Words:1. discount 折扣2. profit (常用复数)

15、 利润net profits / gross profits3. commission agent 佣金商,代理商4. Enquiry Note No. 1234 号讯价单5. exchange rate quotation 外汇行情. Supplement: Some useful sentence on enquires1. 我想知道贵公司能否提供锡锭 (Tin Ingot) 现货。 We would like to know whether you can supply Tin Ingot from stock.2.请向我方电报报盘，并告知包装、规格、可供数量及最早交货日期。 Pleas

16、e send us your best offer by cable indicating packing, specifications, quantity available and the earliest time of delivery.3.这类货物价格较低，或许能适应你方市场。 This is slight cheaper grade, which might suit the needs of your market .4.如你方价格合理，交易条件能够接受，在试订单之后我们尚有常单 (regular order) 可做。 Should your price be found re

17、asonable and terms and conditions acceptable, well have regular orders after this trial order.5.我相信贵方的王朝酒很容易在此找到市场。因为其口味与当地人得口味一致。We are sure that your Dynasty Wine will find a ready market here because its taste suits that of the local people. Chapter Four Offer and Counter-offer. Quotation: It is

18、not a firm offer in a legal sense that is a promise to supply goods on certain condition. If, therefore, the seller quotes later decides not to sell, then the buyer can not get remedy. Of course, a seller will not risk his /her reputation by quotation for goods he can not or does not intend to sell.

19、Offer:1. firm offer:The content of firm offer is comparatively definite. So it is attractive to the buyers. It helps the buyers to make the decision and leads to the conclusion a deal. Therefore, a firm offer is more often used when the market is active.A firm offer shows the willingness of the sell

20、ers to some extent to conclude the business according to the terms and conditions.It must be definite generally they are “the name of commodity, the detailed specification, quality, packing, time of shipment, loading port, price term, as well as, terms of payment etc.While making a firm offer, the o

21、ffer has to put the words “firm offer “, and show the valid time as per the local time of a certain place. Otherwise, dispute may arise in the case of transaction.2. non-firm offer:Firm off = non-firm offer + time虚盘就是不加有效期的报盘. The difference between quotation and offer Quotation (报价)是某一商品的单价. Offer

22、(报盘)除单价外,还要讲明数量,交货期,付款方式,检验方法和报盘有效期等等.因此报盘在法律上明确负有责任,成交便是接受对方的报盘,而不是接受简单的报价. Points included:1. Expressing thanks for the enquiry2. Informing the price, the terms of payment, discount in detail.3. A statement or clear indicate of what the prices cover (eg. Packing, carriage or insurance)4. Stating t

23、he undertaking as to the time of delivery.5. Expressing that the quotation will be accepted.When do people make counter-offer?If a buyer does not agree with any or some of the transaction terms of a quotation or a firm offer, he sends a . Making counter-offer:1. referring the offer received2. mentio

24、ning the terms that cannot be accepted and why.3. making a new firm offer4. expecting. Extra Words:1. the captioned goods 标题项下的货物2. growing demand 增长的需求3. demand and supply 供与求4. joint venture company 合资企业5. registered capital / trademark 注册资本 / 商标6. ex-work 在工厂交货7. in favor of 以.为受益人8.n one case 不论

25、怎样9.to step up the trade 为促进贸易10.benefit from （or: by） .从.获益11.considerable quantity of .相当数量的.12.As a rule = usually 通常13.draw ( a draft ) on sb for 开出向某人索取.汇票14.enjoy priority in 在.方面享有优先权 Chapter Five Acceptance. When a seller or a buyer agrees completely with terms and conditions of an offer, or

26、der or a counter-offer, he will send a sales contract (or: Confirmation) or a purchase contract (or: Confirmation) to the offer side to ask for counter-signature.In sending out the above contracts or confirmations, special attention should be paid to the price, terms of payment, specification, quali

27、ty, time of delivery, port of destination, ect. The Aim 在这类书信中，主要确认特定数量的某种产品的价格条款，支付方式，并敦促对方尽快装运。. Extra Words:1. in favor of sb in sbs favor 以某人为抬头2. issuing bank = opening bank 开证行3. paying bank 支付行4. packing list 装箱单5. transshipment 转运，转船6. China Commodity Inspection Bureau 中国商品检验局7. The General

28、Terms and Conditions 一般条款8. Provisional Rules 暂行条理条款9. force majeure 人力不可抗10. sailing date 起航日期11. loading and unloading 装卸. Supplement: Some useful sentence on enquires1.我方同意这一价格，并请接受我方正式订单。 We agree to this price, and would ask you to accept this order-letter as our official order.2.我们非常高兴向贵公司订购下列

29、货品。We have much pleasure in placing an order with you as follows.3.如能获贵公司订单，我方可以顺利地完成，保证使贵方满意。 Should you favour me with your orders, Ill spare no trouble execute them to your satisfaction.4.贵公司可于几天后收到我方接受函。 Our letter of acceptance will reach you in few days.5. 我方正在办理贵公司订单并将及时告知进展情况。We are working

30、on your order and will keep you informed in time of the progress. Chapter Six PackingWhen the goods are handed to the carrier, the contract of carriage takes the form of consignment note or air waybill or bill of lading if transportation is carried by road, rail, by air or by sea. The originals of t

31、hese documents will be handed to shipper / consigner and serve as their receipt. The carrier keeps a copy of the documents and a further copy is passed to the consignee with the goods. Introduction:The bill of lading is a document of title, that is to say it may be used to transport the ownership if

32、 the goods from person to another. Carriage by sea1. increase the size and speed of ships 2. have the tendency of building ships to carry particular kinds of goods.Eg. Bulk cargoes, like oil, coal, ores, meat and fruit.3. increase the use of containers in transportation.Modes of transportation:It is

33、 usually to classify the ships that have set into two kinds:1. liner ( ships that sail at regular time and routes)2. tramps ( ships that have no set time or routes, but go wherever they can find goods to transport). Extra Words:1. take on a ship 装上货轮2. expedite shipment 加速装运3. immediate shipment 随即装

34、运4. prompt shipment 即期装运5. shipment by first available steamer 尽速装运,有船即装6. July shipment / shipment in July / shipment during July 七月船期7. shipment within the last ten-day period of December 12月下旬装运8. Shipment by 20th August /shipment on or before 20th August 8月20日前装运9. shipment within 60 days after

35、receipt of L/C 收到信用证60天内装运. Supplement: Some useful sentence on enquires1. We shall book shipping space on that vessel on receipt of your L/C amendment. 收到你方信用证修改通知后，我们立即预定该船的仓位。2. We hope you will mange to catch the “East Wind ” which sails on the 5th of December for London. 我们希望你方能赶上东风号轮，该轮定于12月5日

36、起航开赴伦敦。3. Kindly ship the goods per s.s “ Hongxing” saling from Tokyo on May 6. 请将货物装上5月6日自东京港开来的“红星号”货轮。4. As the goods are ready for shipment, please designate a steamer and let us know its name as early as possible so as to facilitate our preparation for shipment. 货以备托待运，请尽早选定船只并告诉我方船名，以便装运。5. To

37、 ensure the fastest delivery, you are requested to forward the above order by air fright. 为保证最快交货，我方要求对上述订单用航空货运。 Chapter seven Terms of Payment. Basic - Concept seller - secure the payment buyer - secure the way A letter of credit provides mutual protection to both parties. Definition of L/CA banks

38、 L/C, which is customarily used in foreign trade, is to finance the sale/purchase of merchandise from a broad by combining ready money to the exporter with credit to the importer. Such an L/C consists of a promise by the opening bank that he will honour drafts drawn by a seller of merchandise. Provi

39、ded that the seller surrenders to a bank, a complete set of shipping documents evidencing that the goods shipped are in accordance with the contract and that all stipulations in the L/C have been completely with.In short, L/C is tool or instrument of payment which is guaranteed by a bank. It is usua

40、lly called “An Open Letter of Request”, because opening bank requests the negotiating bank to advance money or credit to the beneficiary, and promises that they will reimburse or repay the same to the negotiating bank against a draft and accompanied by the relative shipping documents. How an L/C wor

41、ks:1. Applying for establishing an L/C2. Opening the L/C and transmitting it to the Advising Bank.3. Notifying the seller the arrival of the L/C4. Drawing a draft, then handing the draft and shipping documents to the negotiating bank.5. Paying the money to the seller.6. Transmitting the draft and sh

42、ipping documents to the paying bank.7. Paying the negotiating bank the sum of money.8. Advising the buyer the arrival of the draft and shipping documents.9. Receiving the goods.Points included in an L/C1. Definition of an L/C, its kind, validity, due date and place of negotiation.2. Specifications o

43、f the goods to be shipped, name, particulars, quality, packing, price etc, if the goods of the L/C.3. The latest shipment date, the port of loading, the port of destination, form of transportation, partial shipment or transshipment is allowed or not.4. Evidence and documents for payment draft, invoi

44、ce (packing list, weight memo, certificate of origin, consulars invoice if require), bill of lading, insurance policy and other documents. Such as the telegram to the importer dispatch, if required.5. Any special requirement.6. Clauses covering responsibility of payment by issuing bank in favor of t

45、he beneficiary or the holder of the draft,. Extra Words:1. With recourse 有追索权，有偿还义务2. Without recourse 无追索权，无偿还义务3. freight prepaid 运费预付4. to order 空白抬头5. blank endorsed 空白背书6. endorser 背书人7. bona fide holder 合法持有人8. the Uniform Customs and Practice for Documentary Credits 跟单信用证的统一惯例9. shipping advi

46、ce 装船通知10. expedite shipment 加速装运 Chapter Eight ShipmentThe contract entered into between the carrier and consigner may take the form of charter party (if the whole ship is hired); or of a bill of lading (where the ship carriers the goods belonging to different shippers).The most important shipping

47、documents is the bill of lading. It is, firstly, a contract between the shipper and the shipping company; secondly, a receipt for the consignment and thirdly a document of title. A bill of lading doesnt only contain a full description of the consignment numbers and weight and makes of packages, but

48、a lot of other information as well. It quotes the name of the shipper and the carrying vessel, the ports of shipment and destination, the freight rate, the name of the consignee and the date of shipment, which is very important from a contractual point of view.It may also contain a number of other c

49、lauses. Some bills of lading are marked freight paid. When a shipper is selling CIF or CFR, other may allow transshipment, which means that the cargo may be transferred from one ship to another at some intermediate port. Its important to a shipper that his bill of lading should be clean rather than

50、dirty; that is , the shipping company should not have made any qualifications about the quantity or condition of the cargo actually shipped. This is because the shippers L/C may insist on clean bills, just as it may insist on on board. Extra Words1. direct steamer 直达船2. transshipping steamer 转运船3. c

51、harter steamer 订船4. book shipping space 订船舱5. loading port 装货港6. unloading port 卸货港7. destination port8. China National Chartering Corporation 中国租船公司9. China Ocean Shipping Company 中国远洋运输公司10. China Ocean Shipping Agency 中国外轮代理公司11. China National Foreign Trade Transportation Corporation 中国外贸运输公司12.

52、 clean bill of lading 清洁提单13. negotiable bill of lading 可转让提单14. transshipment bill of lading 转船提单15. through bill of lading 联运提单16. delivery date /time 交货期17. prompt delivery 即期交货18. to deliver the goods in time 按期交货19. shipment date /time 装船期20. make / effect shipment 装船21. shipment schedule / pro

53、grammer 装船计划22. delay in shipment 装船迟误23. delay with dispatch 发运迟误. Supplement: Some useful sentence on enquires1. You should be in information that shipment time is February or March at our option and the goods will be shipped in one lot. 现通知你方，装船期为2月或4月由我方选择，货物一次装船。2. We are sorry to say that it i

54、s difficult for us to arrange the goods to be shipped in one lot, so the shipment is only to be made during April to June in three equal lots. 很抱歉安排货物一次装运有困难，因此只能在四月到六月分三批平均装运。3.As direct sailing to your port from here are few and far between, we hope that partial shipment is allowed to make it easi

55、er for us to get the goods ready for shipment. 由于从本港到你港的直达船稀少，我们希望允许分批装运以使我们更容易地备货装运。4. Please note that if you cant get the goods ready by the time the ship chartered by us arrives at the port of loading, you will be responsible for the losses thus incurred. 请注意如果你方未能在我方所租船只到达装运港之前将货物备妥，由此造成损失将由贵方负

56、责。5. As both New York and Shanghai have larger accommodation capacity, we would like to designate New York as the loading port and Shanghai as the loading port. 由于纽约、上海吞吐量较大，我们希望臧闯纽约为装运港，上海为卸货港。 Chapter Nine Insurance.What is insurance?Insurance was originally applied to losses at sea, where the dangers