商务英语写作电子教案.ppt

1、主编：黄振华,商 务 英 语 写 作,Unit One Business Letter,Unit Two Establishing Business Relationships,Unit Three Enquiries,Unit Four Offers and Counter Offers,Unit Five Orders,Unit Six Entering into a Contract,Unit Seven Payment,Unit Eight Letters of Credit,Unit Nine Shipment,Unit Ten Insurance,Unit Eleven Compl

2、aints and Claims,商务英语写作,Unit OneBusiness Letter,ObjectivesUseful InformationWords, Phrases and Grammatical PointsChinese Version of the TextKey to the Exercises,U N I T O N E,Objectives,商务英语写作Unit One Business Letter,To learn basic rules of writing business letters. To learn structure and styles of

3、business letters. To practice writing business letters.,Forms of Business Letters Indented Form,商务英语写作Unit One Business Letter,Useful Information,Forms of Business Letters Blocked Form,商务英语写作Unit One Business Letters,Useful Information,Clarity Conciseness Courtesy,Rules to Be Observed in Writing,商务英

4、语写作Unit OneRules to be observed in writing,Useful Information,商务英语写作Unit One Business Letter,Clarity means,One sentence for one meaning only. There must be logical relationship between relevant sentences. No reversion or repetition is allowed to appear. In a simple and direct way.,Useful Information

5、,Conciseness means,All the words/sentences and paragraphs in a letter must be clear cut and straight forward. Three aspects should be paid attention to:,商务英语写作Unit One Business Letter,Useful Information,商务英语写作Unit One Business Letter,Conciseness (1),Useful Information,Conciseness (2),商务英语写作Unit One

6、Business Letter,Useful Information,Conciseness (3),商务英语写作Unit One Business Letter,Useful Information,Being very polite, even in asking the addressee to pay back the debts or refusing his demands. Being prompt in replying to the opposite partys letter.,Courtesy means,商务英语写作Unit One Business Letter,Us

7、eful Information,basic (to sth): forming a base or starting-point e.g. These facts are basic to an understanding of the case. means: action by which a result is brought about e.g. This money wasnt earned by honest means. by all means: yes, of course; certainly e.g. Can I see it? By all means. by mea

8、ns of sth: by using sth; with the help of sth e.g. lift the load by means of a crane. by no means: not at all e.g. She is by no means poor; in fact, shes quite rich.,商务英语写作Unit One Business Letter,Words, Phrases and Grammatical Points,address sth (to sb/sth): write on (a letter, parcel, etc) the nam

9、e and address of the person, firm, etc that it is to be delivered to e.g. The card was wrongly addressed to us at our old home. address sb as sth: use (a particular name or title) in speaking or writing to sb e.g. Dont address me as Colonel; Im only a major. open (sth) with sth: start with sth e.g.

10、He opened the conference with a speech. call ones attention to sth: point sth out to sb e.g. She drew my attention to an error in the report.,商务英语写作Unit One Business Letter,Words, Phrases and Grammatical Points,make sure: do sth to ensure that sth happens e.g. Make sure that the visit goes well. to

11、the point: (in a way that is) relevant and appropriate e.g. His speech was short and to the point. available: (of things) that can be used or obtained e.g. Tickets are available at the box office. (of people) free to be seen, talked to, etc e.g. Im available in the afternoon. reluctant (to do sth):

12、unwilling and therefore slow to co-operate, agree, etc e.g. She was reluctant to admit the truth.,商务英语写作Unit One Business Letter,Words, Phrases and Grammatical Points,商务英语写作Unit One Business Letter,Chinese Version of the Text,介 绍 信息交流是商业活动的基础，没有信息交流，商业活动将无从谈起。而书信则是交流中最常见的方式，因此也是商业活动中极为重要的部分。通常，商业书信由

13、七部分或八部分组成。 信头或公司地址 日期 封内地址 称呼(称呼是一种礼貌性的问候。如果可能，称呼对方的姓名；如果不知道对方的姓名，则以“尊敬的先生/夫人”开头。) 正文 结尾谦称 签名 附件(如果随信附有其他东西，注明“内附”以引起对方的注意。),写作规则,商务英语写作Unit One Business Letter,Chinese Version of the Text,Sample 1,商务英语写作Unit One Business Letters,Chinese Version of the Text,学院书店 学院路75号 印地安那州安德森市 07713 2004年11月5日 敬启者

14、： 我想定购150本“Business for You and for Me”，本书作者是约翰史密斯，每本书的批发价为1.50美元，共计225美元。如果可能的话，我希望在十天之内就能收到。 请同时寄来贵方近期的书刊目录。 市场经理John Newcomb谨启,Sample 2,商务英语写作Unit One Business Letter,Chinese Version of the Text,2004年11月9日 尊敬的纽克目先生： 非常感谢您于11月5日的来信，要求定购100本由约翰史密斯所著的书“Business for You and for Me”。 很遗憾该书现在缺货，但我们正加紧重

15、印，预计在本月低就能有货。 因贵方急需该书，我们现给您寄出75本，余下的25本将尽快寄出。 该书的批发价是每本1.50元，共计150美元，收到订货后请将货款寄出。 内附出版社的最新书刊目录。 业务经理Mary Mcmahon谨启,Sample 3,商务英语写作Unit One Business Letter,Chinese Version of the Text,2003年4月25日 尊敬的温斯特先生： 现对您4月15日要求我方结算三月份的账目的信进行回复。 很抱歉没能及时结算，因为我们的会计师马德小姐的不幸去世，我们当时无法对任何账目进行结算。 附一张3,000,000美元的支票，给贵方造成

16、不便，请再次接受我们的歉意。 谨上,Sample 4,商务英语写作Unit One Business Letter,Chinese Version of the Text,尊敬的道格拉斯先生： 我曾于2月26日写信要求贵方对500,000美元的账目进行结算，这笔账目自一月份以来一直没有结算。因一直没有得到贵方的回音，我们将不得不将此事交给律师处理。但我们并不愿这样做，因此再给贵方七天的时间来处理此事。 谨上,1 d 2 h 3 b 4 j 5 f 6 e 7 i 8 g 9 c 10 a,Key to Exercises,Exercise 1,商务英语写作Unit One Business L

17、etter, A body, where all the information are to be given, usually has four part opening, middle, future plan and closing. Salutation is a polite greeting. It is usually followed by a colon (sometimes by a comma). If possible, try to address a person by name. If you dont know the persons name, you ca

18、n open with Dear Sir/Madam. Complimentary close is a polite way to end a letter. Use Yours sincerely after Dear (name) and Yours faithfully after Dear Sir/Madam . When something is enclosed with a letter, attention should be called to it by writing Enclosure or Enc. The most effective letter should

19、be easy to read and easy to understand.,Key to Exercises,商务英语写作Unit One Business Letter,Exercise 2, We look forward to a fruitful business relationship with you in the future. We thank you / appreciate your interest in our products. We were glad / It was a pleasure to learn from your letter of March

20、 2nd that you were interested in this matter. Enclosed is / We enclose / You will find enclosed one price list. Will you let us hear from you in this matter.,商务英语写作Unit One Business Letter,Exercise 3,Key to Exercises,A Would you please inform us what you wish us to do? Would you please reply without

21、 delay your wishes in this matter? Would you please inform us of the results? B I look forward to hearing from you soon. I look forward to (receiving) your favorable reply. I look forward to (receiving) your orders.,商务英语写作Unit One Business Letter,Exercise 4,Key to Exercises, 我们已收到贵方7月6日的来信，感谢你们对我们新产

22、品的关注。 如能迅速回信将非常感谢。 兹附上保书一份，如蒙填写完毕即寄回我们将非常高兴。 再一次对给贵方带来的麻烦表示歉意。 深信贵方将会调查此事，并将进一步的结果告知我方。,商务英语写作Unit One Business Letter,Exercise 5,Key to Exercises, We regret that we are unable to give you order at present / meet your requirements at present . We are pleased to inform you / regret to inform you that

23、 . We thank you for your attention to this matter / your cooperation. Our product sample will be sent to you by air parcel post / by express mail. We look forward to your comment / your early reply.,商务英语写作Unit One Business Letter,Exercise 6,Key to Exercises,China National Light Industrial Products I

24、mport for your information; for your consideration e.g. A market survey will be sent to you for your reference.,Words, Phrases and Grammatical Points,Chinese Version of the Text,介绍 在国际贸易中，当一家公司想打开某种商品的销路或向其他公司购买东西时，该公司的主管人员首先要查明他将同谁打交道，然后和相关公司建立业务关系。要获得此类信息通常可通过以下几种途径： 银行 外国商会 贸易行行名录 中国驻国外商务处 同业商行等

25、广告,商务英语写作Unit Two Establishing Business Relationships,在写此类信函时，首先你需告知收信人你如何得知他的相关信息，并自我介绍，然后阐明你所感兴趣的东西。有时在信中要提到买卖的条款、目录、价格单和其他可供参考的详细资料。最后总是希望彼此合作以及期待对方及早回复等。写信件时应做到礼貌、简洁、清晰、明了。 收到任何此类信函之后，应有礼貌地及时给予完整的答复。,商务英语写作Unit Two Establishing Business Relationships,写作规则,Chinese Version of the Text,商务英语写作Unit T

26、wo Establishing Business Relationships,Sample 1,敬启者： 我们从驻贵国使馆商务处得悉贵公司的行名和地址。现致函给您，期望与贵公司建立业务关系。 我们从事丝绸产品的进口业务多年。现正欲拓展业务。我方对贵公司产品颇感兴趣。如能收到贵方产品目录和报价，将不胜感激。 如贵方价格适合我方要求，我方期望今后可达成大笔交易。 盼早日回复。 谨上,(从商务处获得信息建立业务关系),Chinese Version of the Text,商务英语写作Unit Two Establishing Business Relationships,Sample 2,敬启者：

27、 贵方本月八日来信收悉，谢谢。兹欣告，我方愿与贵方建立商务关系。 应贵方要求，现寄上我方所有丝绸产品的最新目录和价格表。 付款采用不可撤消、保兑信用证。 如贵方认为有可能成交，请尽快联系我方。 敬上,(同意建立业务关系),Chinese Version of the Text,商务英语写作Unit Two Establishing Business Relationships,Sample 3,敬启者： 承蒙与我公司有多年业务关系的西门子公司介绍，我方得知贵公司从事手机制造业务。 我公司主要从事手机经销业务，我方相信在本地区此种产品市场前景广阔。现我方愿与贵方建立直接商务关系，请寄贵方详细资料

28、包括种类、价格和付款条件。 盼早日回复。 敬上,(通过介绍建立业务关系),Chinese Version of the Text,商务英语写作Unit Two Establishing Business Relationships,Sample 4,敬启者： 我方已收到贵方6月19日的来信。 我方可保证我们的产品质量上乘。随信附上我公司出口产品目录，供参考。 我将于下周早些时候与贵方联系并回答贵方可能提出的问题。 敬上,(回复),Chinese Version of the Text,商务英语写作Unit Two Establishing Business Relationships,1 j

29、2 i 3 a 4 c 5 h 6 b 7 e 8 f 9 d 10 g,Key to Exercises,Exercise 1,商务英语写作Unit Two Establishing Business Relationships, With the reference to your letter of May 4, we are delighted to learn that you want to establish business relations with us. This is our first business transaction, so both of us shou

30、ld be careful in case something unexpected happens. We hope to establish business relations with you on the basis of mutual benefit. If you want to know the prices of our products, we can send you a price list. We can assure you that our products are of best quality.,Exercise 2,Key to Exercises,商务英语

31、写作Unit Two Establishing Business Relationships, We want to establish business relationships with your company. To give you a general idea about our products, we enclose relevant catalogues. We have your name and address from the Commercial Counselors Office of the Chinese embassy in Ghana. We are lo

32、oking forward to hearing from you soon. Quotations and samples will be sent to you upon receipt of your enquiries.,Exercise 3,Key to Exercises,商务英语写作Unit Two Establishing Business Relationships,A We are pleased to enter into direct business relationships with you. We are pleased to receive your lett

33、er dated February 16. We are pleased to learn from Motorola Company that you want to find a partner in China. B This kind of product is best in quality in its line. Your help is very valuable to our company in the export of batteries. In choosing business partners, I think competence is very importa

34、nt.,Exercise 4,Key to Exercises,商务英语写作Unit Two Establishing Business Relationships, 我方确信贵方将对我们的服务及货物的良好品质表示满意。 十分荣幸地邀请贵方参加我们这次举办的新产品展览。 如果您能向我们提供这家公司的财务状况的资料，我们将不胜感激。 目前我们对筷子感兴趣，如贵公司能寄来商品目录、样品及价目表，我们将不胜感激。 贵方六月四日的来函已收到，得知你们对台布有兴趣，并考虑试订。,Exercise 5,Key to Exercises,商务英语写作Unit Two Establishing Busines

35、s Relationships, We are delight to answer your request for information on our goods for sale / establish business relationships with you on the basis of equality and mutual benefit. We are writing this letter to tell you the products you required fall within the scope of our business activities / re

36、ply to the questions in your latest letter. Should the quality and price be found competitive, we would like to place large orders with you / will consider doing business with you.,Exercise 6,Key to Exercises,商务英语写作Unit Two Establishing Business Relationships, We are pleased to introduce ourselves t

37、o you with the hope that we can become business partners / that you can provide our company with some technical support. Your company has been kindly recommended to us by Beijing Chamber of Commerce / Commercial Office of Chinese Embassy in America in doing business with you.,Exercise 6,Key to Exerc

38、ises,商务英语写作Unit Two Establishing Business Relationships,Dear Sir/Madam, We thank you for your letter of Dec. 9 and shall be glad to enter into business relationships with you. Would you please send us catalogues and price lists of your products with full details? If your prices are in line, we trust

39、 we can do a big deal. Yours faithfully,Exercise 7,Key to Exercises,Unit ThreeEnquiries,ObjectivesUseful InformationWords, Phrases and Grammatical PointsChinese Version of the TextKey to the Exercises,U N I T T H R E E,商务英语写作Unit Three Enquiries,To learn ways of making an enquiry. To learn useful te

40、rms and expressions for making enquiries. To practice writing letters of enquiry.,Objectives,the name of goods quality quantity terms of price terms of payment time of shipment packing methods, etc. If possible, tell the reader where you learnt of his company or its products.,Generally an enquiry in

41、cludes many parts:,商务英语写作Unit Three Enquiries,Useful Information,General enquiry In which the buyer hopes to get the general information about the goods he wants to buy from the seller.,商务英语写作Unit Three Enquiries,Useful Information,Kinds of enquiry(1),商务英语写作Unit Three Enquiries,Sample 1,Dear Sir/Mad

42、am, Thank you very much for your letter of December 12th from which we know that you are exporting Electric Products. We have an enquiry here for your products and their packing in detail as soon as possible for our reference. We would also like to have your price list. We will really appreciate it

43、if you quote us your most favorable terms. Yours faithfully,A General Enquiry,Useful Information,Kinds of enquiry(1),商务英语写作Unit Three Enquiries,Specific inquiry In which the buyer hopes that the seller can quote prices for specific commodities.,Useful Information,Kinds of enquiry(2),商务英语写作Unit Three

44、 Enquiries,Sample 2,Dear Sir/Madam, Thank you for your fax of August 8, 2005 from which we learn that you are an exporter of medicine. Please quote the lowest prices on CIF Sea EMP C 3 for the following: 1. 2 MT Vitamin E 50% 2. 4 MT Vitamin B complex Packing: 25KGS/BAG Terms of payment: By Irrevoca

45、ble L/C at sight Time of Shipment: September 20th, 2005 Your prompt reply will be appreciated. Yours faithfully,Specific Enquiry,Useful Information,Kinds of enquiry(2),Words, Phrases and Grammatical Points,商务英语写作Unit Three Enquiries,willing (to do sth): having no objection e.g. Are you willing to ac

46、cept responsibility? learn (of/about) sth: become aware of (sth); realize e.g. Im sorry to learn of/about your illness. look forward to sth/doing sth: anticipate sth with pleasure e.g. Were so much looking forward to seeing you again.,Chinese Version of the Text,商务英语写作Unit Three Enquiries,介绍 如果一个商人想

47、购买某种商品，他就会发出询问，以获得服务或相关该商品的相关信息。这种情况下，他就是一个买者或可能成为买者。有些公司就是通过写询问函来开始他们的业务的。询问可通过书信、传真、电子邮件、电话或面对面进行。询问意味着买方愿意与卖方做生意。,Chinese Version of the Text,商务英语写作Unit Three Enquiries,写作规则,在发出询问时，确保将自己的意思表达清晰以避免获得错误的信息。通常情况询问包括以下几个部分：商品名、质量、数量、价格条款、支付条款、装运时间、包装方式，等等。如果可能的话，告诉对方你是从哪里获得有关其公司及产品信息的。 在写询问函时要表示出你的礼貌

48、来，用诸如“请”或“不禁感激”等词语表述。,Chinese Version of the Text,商务英语写作Unit Three Enquiries,Sample 1,敬启者： 我们上个月参观了贵方在广州展览会上的展台，对你们所展示的丝绸领带非常感兴趣。如能将各式丝绸领带的目录及出口价格表给我们寄一份，我们将不禁感激。 静候佳音， 谨上,Chinese Version of the Text,商务英语写作Unit Three Enquiries,Sample 2,敬启者： 感谢贵方于2005年5月19日发来的传真，我们得知贵方是一家药品出口公司。请告知贵公司以下产品的价格。 含量50的维生

49、素E，芝加哥到岸价格 复合维生素B，洛杉矶到岸价格 盼尽快收到回信。 谨上,Chinese Version of the Text,商务英语写作Unit Three Enquiries,Sample 3,敬启者： 很高兴收到贵方提供的有关传真机价格等方面的详细情况。 我们现需一台适合发送图表及印刷文字的传真模型。 谨上,Chinese Version of the Text,商务英语写作Unit Three Enquiries,Sample 4,敬启者： 我们有意进口家庭用品。 我们从一位多年的顾客那里得知贵方做这方面的业务已有多年。因此，请惠寄贵公司有关到岸价格、折扣及交付时间等方面的详细资

50、料。同时，请提供我们一份目录。 感谢贵方能给予关注，我们希望这将是我们保持长期贸易关系的一个好的开端。 谨上,商务英语写作Unit Three Enquiries,1 h 2 a 3 g 4 i 5 j 6 b 7 c 8 d 9 e 10 f,Key to Exercises,Exercise 1,商务英语写作Unit Three Enquiries,Key to Exercises,Exercise 2, One may write an enquiry if he or she wants to buy goods from a seller. It is our custom in t

51、he last three years to buy products directly from Chinese suppliers. Please quote your lowest price CIF Aqaba. We should require delivery within 4 weeks of placing an order. We visited your stand at the Paris Trade Exhibition last month and we were very interested in your display of ladies shoes.,商务

52、英语写作Unit Three Enquiries,Key to Exercises,Exercise 3, This offer will remain valid until March 3. If the price is satisfactory we would expect to place regular order. Thank you for your prompt reply. Please send us 3 copies of your latest catalogues at your earliest convenience. We would like to kno

53、w your terms of payment /terms of business.,商务英语写作Unit Three Enquiries,Key to Exercises,Exercise 4,A We are interested in your electric heaters for use in offices and would be pleased if you could send us a copy of your catalogue and current price list. We are interested in sewing machines from your

54、 country and would be pleased if you could send me a copy of your latest illustrated catalogue. We are interested in the import of Chinese silk neckties and would be pleased if you could quote us your lowest prices for it.,商务英语写作Unit Three Enquiries,Key to Exercises,Exercise 4,B We would be grateful

55、 if you could quote us a price for the said commodities. We would like you to quote us a price for the items specified below. At the same time you could quote us a price for your mens shirts.,商务英语写作Unit Three Enquiries,Key to Exercises,Exercise 5, 如果价格和交易日期都合意的话，我们打算向贵方大量定购。 我们对贵方的男士丝绸领带很感兴趣，请寄有关目录及

56、现行价格单一份。 如能尽快寄来“南孚”电池的详细资料，我们将不胜感激。 我们询问缝纫机价格。 我们一位北京的客户对贵方的产品很感兴趣，并盼按下列项目报价。,商务英语写作Unit Three Enquiries,Key to Exercises,Exercise 6, We are very interested in your electric heater for use in offices, please send us your catalogue and price list /provide us your detailed information. Please quote yo

57、ur best prices for the following products: price FOB China port / price CIF Chicago. If your price be found competitive / If your deliver date be found acceptable, we intend to place a large order with you. We would also like to know terms of payment / lead time. We assure you that your quotation wi

58、ll receive our careful consideration / we will forward the prices on the list to some of my friends, who may be interested in these item.,商务英语写作Unit Three Enquiries,Key to Exercises,Exercise 7,Dear Sir/Madam, We are interested in the electric bike displayed at the Guangzhou Fair and would be pleased

59、 if you could send us your catalogue of your complete range of this type of bike, and also your current price-list. If the price and delivery date are satisfactory, we will expect to place a large order. We look forward to hearing from you soon. Yours faithfully,Unit fourOffers and Counter Offers,ObjectivesUseful InformationWords, Phrases and Grammatical PointsChinese Version of the TextKey to the Exercises,U N I T F O U R,Objectives,To learn ways of making offers and counter offers. To