外贸英语函电电子教案.ppt

1、外贸英语函电,主编 王 丽,Unit One Introduction to BusinessLetters,Unit Two Establishing Business Relations,Unit Three Inquiries,Unit Four Offers ,to influence, which means that messages included in a business letter should also influence the readers attitudes and functions.,Criteria for Business Letters,A. COU

2、RTESY In our letters, we should always keep in mind the person we are writing to, see things from his 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 requireme

3、nts for business letter writing. Also, we should choose the correct level of language and use accurate information and data in our letters.,Unit One Introduction to BusinessLetters (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

4、 idea in plain, simple words and formats.,D. COMPLETENESS Our letters should include all the necessary 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.,

5、Unit One Introduction to BusinessLetters (商务信函概论),The General Procedures for Business Letter Writing:,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

6、One Introduction to BusinessLetters (商务信函概论),Elements of Business Letters and Their Positions in the Letter:,Unit One Introduction to BusinessLetters (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,Telep

7、hone number,Telegraphic and telex address,E-mail address,Trademark or a brief slogan, etc.,Unit One Introduction to BusinessLetters (商务信函概论),Example of the Formats of a Letterhead:,Unit One Introduction to BusinessLetters (商务信函概论),Examples of the Formats of the Letterhead on the Second Page:,EASTERN

8、 TEXTILES IMP. supply sth. to sb. 向某人供应某物,Unit Four Offers commissions, or discounts, if any; indicate packing and date of delivery; state clearly the validity of the offer. End the letter by asking for an early reply or expressing willingness to do business.,Unit Five Firm Offers (实盘),New Words 2.p

9、rices(unit prices as well as total prices); 3.terms of payment; 4.mode of packing; 5.time of transportation, port of destination and time of shipment etc. .,An order should at least contain the following points:,Unit Eight Placing the carrier(承运人) who carries them; the consignee(收货人) who receives th

10、em at the destination.,Introduction,Letters regarding shipment are usually written for the following purpose:,Unit Fourteen Shipment (装运),to send shipping instructions and urge an early shipment(敦促早日装运) to amend shipping terms(装运条款) to give shipping advice (装运通知),Introduction,A shipping advice usual

11、ly contains the following points:,Unit Fourteen Shipment (装运),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 value the name of the carrying vessel the name of the shipping port/loading port (装货港) the estimated time of

12、 departure(EDT，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,Introduction,In writing a letter concerning shipment, the following structure is still applicable:,Unit Fourteen Shipment (装运)

13、,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 into accepting the request or to make the reader fully aware of the request. Close the letter by expressing good wishes

14、to encourage the reader to cooperate.,Unit Fourteen Shipment (装运),New Words lthe sellers delivery arriving damaged or too late; lpart 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

15、 quality or in packing), etc.,Unit Seventeen Making a Claim (索赔),Introduction,However, a letter of a claim, whether 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 de

16、livery, the goods claimed on, and so on. State the reason (or reasons) for the claim. Suggest how the matter is expected to be settled or state the details of the claim.,Unit Seventeen Making a Claim (索赔),Unit Seventeen Making a Claim (索赔),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

17、，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 Seventeen Making a Claim (索赔),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，

18、我们将向保险公司提出索赔。 We file a claim against you for the short delivery of 145 lbs. 我们向你方提出短交145磅的索赔。,Unit Seventeen Making a Claim (索赔),New Words Indirect Product Compensation (Counter Purchase): It refers to repayment of the cost of the imported capital goods and technologies with other products produced

19、 or supplied by a third party.,Unit Twenty-one Compensation Trade(补偿贸易),Introduction,In writing a letter concerning compensation trade, the following structure is still applicable:,Open the letter in a positive way to place the message in its correct communication context. Explain the terms of compe

20、nsation trade as detailed as possible. Close the letter by expressing willingness to cooperate.,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,1.acquaint v.t. 使熟知, 使熟悉, 一般用acquaint sb. with sth. or be acquainted with We have sent you our specifications to acquaint you with the char

21、acteristics of our products. 为了使你们对我们产品的特性有所了解，我们已经给你们寄去了我们的说明书。 We are acquainted with the credit standing of your company. 我们已经了解了你们的资信状况。,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,2.manufacture v.t. 制造, 加工 Our supplier can manufacture all kinds of machine tools according to

22、 the customers requirements. 我们的供货商可以按照客户要求生产各种各样的机床。 The shoes manufactured by our factory are of superior quality and popular with customers. 我们厂生产的鞋子品质优良，深受客户欢迎。,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,3.appeal to 吸引, 使感兴趣，使喜欢 The low price as well as the high quality of

23、your products appealed to us. 你方产品的高品质和低价格吸引了我们。 The unique function of your machine appeals to our customers . 你方产品的独特性能吸引了我们的客户。,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,4.consult v. 商量, 商议, 咨询 As to your credit rating, we have consulted the Bank of China. 关于你们的资信等级，我们已经咨询了

24、中国银行。 Have you consulted your customer about the mode of packing? 你们跟你们的客户协商包装方式的事了吗？,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,5.afford v.t. 负担得起，买得起 We are afraid we cannot afford to buy your product at the present time. 恐怕我们现在还买不起你们的产品。 Our company cannot afford 100 million

25、 dollars to buy the machine. 我们公司拿不出100万美元去购买这台机器。,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,6.contact v.t. 接触，联系 Thank you for contacting us to avoid unnecessary troubles. 感谢你们跟我们联系，避免了不必要的麻烦。 We have contacted the shipping company and asked them if there are any shipping spa

26、ce available. 我们已经跟船运公司取得了联系，询问他们还有没有剩余的舱位。,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,7.assure v.t. 向 保证， 使 确信 We can assure you of the superior quality of the products we supply to you. 我们可以向你们保证我们所供应的产品品质优良。 We can assure you that the goods will arrive you in perfect conditi

27、on. 我们可以向你们担保，货物将完好无损地到达你处。,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,8.It pays to do sth. 做是上算的，做是值得 的，做是有利的 Please rest assured that it pays to buy our products at the current price. 请放心，按现行价格购买我们的商品是很上算的。 It pays to advertise our products on TV. 为我们的产品在电视上做广告是值得的。,Unit Twen

28、ty-one Compensation Trade(补偿贸易),New Words & Expressions,9.be in sb.s interest to do sth. 做 对某人是有利的,还可以用in sb.s favor or in the favor/ interest of sb. It is in your interest to have the goods packed in cartons, which are cheaper. 使用便宜的纸箱包装对你们是有利的。 It is in the favor of the buyer to effect an earlier

29、shipment. 提前装运对买方是有利的。,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,10.installment n. 分期付款 We shall reimburse you the total amount of the imported equipment by installments in 4 years. 我们将在4年内分期向你们偿还进口设备的全部款项。 The cost of the machine you supplied may be repaid by 8 equal installm

30、ents with the resultant products. 你们所提供的机器的价款，可以用该机器生产出来的产品分8次等额偿还。,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,11.mutual adj. 相互的，共有的，共同的 This agreement is made on the basis of equality and mutual benefits. 本协议是在平等互利的基础上签订的。 Both parties shall carry out the contract strictly fo

31、r their mutual benefits. 为了大家共同的利益，双方都要严格履行合同。,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,12.put forward 提出，提议 We agree to the proposal you put forward the other day. 我们同意你们前几天提出的建议。 Our customers put forward a proposal that the goods be packed in wooden cases. 我们的客户提议货物要用木箱包装。

32、,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,13.authorize v. 授权，批准 We have authorized our representatives to discuss with you the particulars of the contract. 我们已经授权我们的代表跟你们洽谈合同细节 The buyer authorized the seller to cover the goods against All Risks. 买方授权买方为货物投保一切险。 I authorized

33、the payment of this bill. 我批准支付这笔账。,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,14.entrust v. 委托，交托 We entrusted the goods to your care. 我们委托你们照管货物。 We have entrusted our representative with the right to conclude a deal. 我们已经授予我们的代表达成交易的权利。,Unit Twenty-one Compensation Trade(补偿贸

34、易),New Words & Expressions,15.familiar adj. 熟悉的 We are very familiar with our customers. 我们跟我们的客户很熟。 Your products are familiar to the customers in our area. 我们这个地区的客户很熟悉你们的产品。,Unit Twenty-one Compensation Trade(补偿贸易),New Words & Expressions,16.for ones consideration 供某人考虑 We put forward the followi

35、ng points for your consideration. 我们提出以下几点供你们考虑。 The supplier offered us several alternatives for our consideration. 供货商给我们提供了几种选择供我们考虑。,Sample Letter Sample Letter Sample Letter Sample Letter ,Chinese Version of the Text,Unit Twenty-one Compensation Trade(补偿贸易),Unit Twenty-one Compensation Trade(补偿

36、贸易),Chinese Version of the Text,敬启者： 我们很高兴的通知你们，我们已经收到了你们上周寄来的小 册子。在研究了小册子之后，我们对你们想要出售的机器的特性 已经有所了解。 我们从小册子上得知，这一整套设备是一年前德国生产的。 它拥有自动控制系统和自动润滑装置。它可以生产多种轮胎的性 能的确吸引了我们。 我们请教了我们的技术工程师，得知这个机器将有助于改进 生产。但是，机器看起来也太贵了。特别是现在，我们正急需资 金改建厂房。 在这种情况下，我们恐怕没有能力购买该机器。 尽管如此，我们还是要感谢你们跟我们联系，并希望不久的 将来可以跟你们成功地达成交易。 此致 敬礼

37、,Sample Letter ,Unit Twenty-one Compensation Trade(补偿贸易),Chinese Version of the Text,敬启者： 你们7月16日的来信已于昨天到达我方。感谢你们坦诚的回复。 从你们的回信中可以看出：你们对我们的机器很感兴趣，只是觉得机器价 格过高。机器本身的价格为100万美元，其中不含运费、保险费和包装费。看上 去可能很贵，但我们可以向你们保证，购买是很上算的。这是一台崭新的机 器，自从去年12月份开始，一直被妥善地保存在我们的仓库里面。如果不是我 们的董事会决定改变生产计划的话，我们是不会以这样的价格出售该机器的。 在当前这种

38、情况下，该机器对我们毫无用途。但因为你们正在扩建厂房， 所以，如果你们能够充分利用这个机器扩大生产，对你们是非常有利的。如果 你们真的感兴趣的话，我们可以以赊销的方式将机器出售给你们。我们可以给 你们三年的时间，按月分期付款，年利率为10%。我们想说，这是你们能够找到 的最优惠的交易了。 我们诚挚地邀请你们的代表和工程师到慕尼黑来参观；我们会给你们演示 如何操作该机器。请尽快告知我们你们能否接受该提议。 此致 敬礼,Sample Letter ,Unit Twenty-one Compensation Trade(补偿贸易),Chinese Version of the Text,敬启者： 我

39、们的代表和工程师已经从慕尼黑回来了，并且汇报了他们 所见到的机器的情况, 他们认为，机器非常有吸引力；但为了避 免占压我们的资金，我们最好采用补偿贸易的方式来进行这笔交 易。 如果你们允许我们用该机器生产出来的产品来偿还机器的费 用的话，我们就可以达成这笔交易。因此，为了进行你我之间的 这笔补偿贸易，我们现提出下列建议供你们考虑: 1.我们按90万美元CIF大连的价格购买这台机器，其中包括 安装、调试费。补偿贸易合同签订后的15天之内，我们支付总价 款的10%9万美元作为首付款。 2.余款用该机器生产出来的产品偿还。每季度偿还一次，不 承担任何利息，并且每次偿还额要根据当时的情况而定。,Sam

40、ple Letter ,Unit Twenty-one Compensation Trade(补偿贸易),Chinese Version of the Text,3.你们承担回购或者促销生产出来的产品的责任。 4.进口机器款和提供给你们的产品的价款分别记入不同的账 户，互相抵消。 5.我们会通知中国银行为我们开一份保函，保证按时偿还从 你处进口机器的款项。对于你们回购的产品，你们要每三个月 在收到装运通知之后，开出一张以我方为受益人的即期信用证。 这笔交易对我们双方都非常有利。如果你们同意上述几点的 话，请告知我方，我们将起草一份合同工你们考虑。 恭候佳音。 此致 敬礼,Sample Lett

41、er ,Unit Twenty-one Compensation Trade(补偿贸易),Chinese Version of the Text,敬启者： 我们高兴地通知你们我们完全同意你们9月8日的信中所说的 提议。我们已经授权我们的代表 怀特先生跟你们去商谈补偿贸 易协议的细节。 怀特先生这一两天就会动身去大连。除了他以外，还有两个 技术工程师，他们被派去查看机器的安装地点和安装方式。因为 他们对你们那个地方不熟悉，所以如果你们能给他们安排食宿的 话，我们将不胜感激。 我们已经授予了怀特先生签约的权利。我们相信最终一切都 会令你们满意的。 此致 敬礼,Sample Letter ,Exer

42、cise Exercise ,Keys to Exercises,Unit Twenty-one Compensation Trade(补偿贸易),Unit Twenty-one Compensation Trade(补偿贸易),Exercise ,1._ compensation trade, we mean to pay for your machines with articles produced. ( ) A.With B. Or C. By D. For 2.We are willing to renew the agreement on the same terms _ last

43、. ( ) A.like B. as C. with D. to 3.We believe such an agreement will prove _. ( ) A. satisfied B. satisfy C. satisfactory D. satisfaction 4.We have noticed the Dutch producers _ a compensation trade agreement with Chinese firms. ( ) A. interest B. are interested C. are interested in D. interest in 5

44、.Our idea is to work with the main producer of tyre-making equipment here, who, _ virtue of their experience _ dealing with all the leading tyre manufacturers in the world, can supply the best possible technology and equipment. ( ) A. with, in B. in, on C. by, in D. through, in,C,B,C,C,C,Unit Twenty-one Compensation Trade(补偿贸易),Exercise ,6. In the meantime, we are