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外贸英语函电

主编 王 丽. 外贸英语函电. Unit One Introduction to Business Letters. Unit Two Establishing Business Relations. Unit Three Inquiries. Unit Four Offers & Quotations. Unit Five Firm Offers. Unit Six Non-firm Offers. Unit Seven Counter-offers.

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外贸英语函电

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  1. 主编 王 丽 外贸英语函电 Unit One Introduction to Business Letters Unit TwoEstablishing Business Relations Unit Three Inquiries Unit Four Offers & Quotations Unit Five Firm Offers Unit Six Non-firm Offers Unit Seven Counter-offers Unit Eight Placing & Confirming an Order Unit Nine Declining an Order Unit TenPlacing Repeat Orders Unit ElevenTerms of Payment 下一页

  2. 主编 王 丽 外贸英语函电 Unit Twelve Urging Establishment of L/C Unit Thirteen L/C Amendment & Extension Unit Fourteen Shipment Unit Fifteen Packing & Shipping Marks Unit Sixteen Insurance Unit Seventeen Making a Claim Unit Eighteen Acceptance of a Claim Unit Nineteen Replacing Merchandise Unit Twenty Processing & Assembling Trade Unit Twenty-one Compensation Trade 上一页

  3. 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-to-day operations of the business; to influence, which means that messages included in a business letter should also influence the reader’s attitudes and functions. Functions of Business Letters

  4. Unit One Introduction to Business Letters (商务信函概论) A. COURTESY 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 requirements for business letter writing. Also, we should choose the correct level of language and use accurate information and data in our letters. Criteria for Business Letters

  5. Unit One Introduction to Business Letters (商务信函概论) 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 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. Criteria for Business Letters

  6. Unit One Introduction to Business Letters (商务信函概论) 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. The General Procedures for Business Letter Writing:

  7. Unit One Introduction to Business Letters (商务信函概论) Letterhead Reference Number Date Inside Address Particular Address or Attention Line Salutation Subject Line or Caption ______________________________________________________________________________________________________ ___________________________________________________ Complimentary Close Signature IEC Block Postscript Body of the letter Elements of Business Letters and Their Positions in the Letter:

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

  9. Unit One Introduction to Business Letters (商务信函概论) EASTERN TEXTILES IMP. & EXP. CO.,LTD. 34297 Shangcheng Road, Shanghai, China Tel: 6606811 Fax: 6507631 Http://will.nease.net E-mail: bcxbcx@21cn.com Example of the Formats of a Letterhead:

  10. Unit One Introduction to Business Letters (商务信函概论) EASTERN TEXTILES IMP. & EXP. CO.,LTD. -2- April 16, 2004 Mr. Smith April 16, 2004, Page 2 Mr. Smith April 16, 2004 Page 2 -Page 2- EASTERN TEXTILES IMP. & EXP. CO.,LTD. April 16, 2004 EASTERN TEXTILES IMP. & EXP. CO.,LTD. –2- April 16, 2004 Examples of the Formats of the Letterhead on the Second Page:

  11. Unit One Introduction to Business Letters (商务信函概论) Your ref: ALM Our ref: 5511/ TL Dear Sirs, Dear Sirs, Your ref: ALM Dear Sirs, We refer to your letter of November 12, 2004,ref. TY 1160… Examples of the Formats of Reference Number :

  12. Unit One Introduction to Business Letters (商务信函概论) Examples of the Formats of Date: 24th March, 2004 March 24th, 2004 24 March, 2004 March 24, 2004

  13. Unit One Introduction to Business Letters (商务信函概论) Ms. Cecilia Green Sales Manager ABC Company 123 Berry Drive Minneapolis, MN55106 U.S.A. Examples of the Formats of Inside Address:

  14. Unit One Introduction to Business Letters (商务信函概论) Vice President Messrs. J. Harvey & Co. 66 High Street Anytown, AY1 2BF China National Machinery Import & Export Corp. 36, Jianshan Road Dalian, 116023 People’s Republic of China Examples of the Formats of Inside Address:

  15. Unit One Introduction to Business Letters (商务信函概论) Examples of the Formats of Particular Address or Attention Line : China National Machinery Import & Export Corp. 36, Jianshan Road Dalian, 116023 People’s Republic of China Attention: Mr. Wang, Export Manager

  16. Unit One Introduction to Business Letters (商务信函概论) Examples of the Formats of Particular Address or Attention Line : P & G Company 24 Madison Avenue Columbus, OH 43004 U.S.A. Attention of Pual Yang Biddle, Sawyer & Co., Ltd. Hadden House Fitzroy Street London, SW8 25DY, England Attention of Export Department Mr. H.A. Donnan, please

  17. Unit One Introduction to Business Letters (商务信函概论) Examples of the Formats of Particular Address or Attention Line : P & G John Morris & Co., Inc. ATTENTION OF PURCHASING MANAGER O’Sullivan Building Baltimore, Maryland, 10026 U.S.A.

  18. Salutation Close Unit One Introduction to Business Letters (商务信函概论) Dear Sirs, Dear Sir, Dear Madams, Dear Madam, Dear Sir or Madam, Faithfully yours, Yours cordially, (formal) Gentlemen: Yours truly, Truly yours, (formal) Sir, Madam, Respectfully yours, Yours respectfully, Dear Mr. Morgan: Dear John: Dear Miss Green: Dear Mrs. Smith: Dear Ms. White: My dear Mrs. (or Miss.) Bush: Sincerely yours, Yours sincerely, (less formal) Examples of the Formats of Salutation and Corresponding Complementary Close:

  19. Unit One Introduction to Business Letters (商务信函概论) Subject: Proposed delay of the delivery Re: Proposed delay of the delivery In re: Invoice No. 1120 SUBJECT: ACCOUNT NO. 689 Proposed delay of the delivery Examples of the Formats of Subject Line or Caption:

  20. Unit One Introduction to Business Letters (商务信函概论) Examples of the Formats of Signature: Yours faithfully, (signature) Cathy Kurtz Marketing Manager Yours faithfully, THE INTERNATIONAL TRADING COMPANY (signature) Cathy Kurtz Marketing Manager

  21. Unit One Introduction to Business Letters (商务信函概论) Examples of the Formats of Signature: Yours faithfully, For CHINA NATIONAL IMPORT & EXPORT CO., LTD. (signature) George Morgan Yours faithfully, Per Pro (or P.P.) CHINA NATIONAL IMPORT & EXPORT CO., LTD. (signature) George Morgan

  22. Unit One Introduction to Business Letters (商务信函概论) Examples of the Formats of Initials: GB/ LZ Gbush/ lz GB: lz lz

  23. Unit One Introduction to Business Letters (商务信函概论) Enc: 1 B/L 1 certificate Encls: 2 commercial invoices Attachments:2 Enc. 1 Enc. 1 Attachment Enclosure AsStated Enc. Examples of the Formats of Enclosure:

  24. Unit One Introduction to Business Letters (商务信函概论) c.c.: Dalian Branch C.C.: Jean Kipman B.c.c.: Mr. Brown (on the copy only) PC: the Bank of Osaka, Ltd., Kobe the Osaka Chamber of Commerce Example of the format of Carbon Copy Notation:

  25. Unit One Introduction to Business Letters (商务信函概论) Letterhead Date: ____________ Inside Address _________________ _________________ Salutation: ____________________________________________________________________________________ __________________________________________ __________________________________________ __________________________________________ Complimentary Close, Signature Body Full Block Format:

  26. Unit One Introduction to Business Letters (商务信函概论) Letterhead Date:____________ Inside Address ______________ ______________ Salutation: ______________________________________ ______________________________________ ______________________________________ ______________________________________ Complimentary Close, Signature Body Semi-block Format:

  27. Unit One Introduction to Business Letters (商务信函概论) Letterhead Date:___________ Inside Address ______________ ______________ Salutation: ________________________________________ _____________________________________________ _____________________________________________________________________________________ Complimentary Close,  Signature Body Conventional Format:

  28. Unit One Introduction to Business Letters (商务信函概论) Letterhead Date:___________ Inside Address _____________ ______________ Salutation: _________________________________________ _____________________________________________ __________________________________________ _____________________________________________ _______________________________________ _____________________________________________ Complimentary Close, Signature Body Indented Format:

  29. Unit One Introduction to Business Letters (商务信函概论) Stamp China National Machinery Import & Export Corp. 36, Jianshan Road Dalian, 116023 People’s Republic of China P&G Company 24MadisonAvenue Columbus, OH 43004 U.S.A. Format of Envelope

  30. Unit One Introduction to Business Letters (商务信函概论) Stamp China National China National Machinery Import & Export Corp. 36, Jianshan Road Dalian, 116023 People’s Republic of China P&G Company 24 Madison Avenue Columbus, OH 43004 U.S.A. Format of Envelope

  31. Unit Two Establishing Business Relations (建立贸易关系) Objectives Introduction New Words & Expressions Chinese Version of the Text Keys to Exercises

  32. Unit Two Establishing Business Relations(建立贸易关系) Objectives • 通过本章的学习，帮助学生掌握: • 寻找潜在客户的方法 • 要求与对方建立贸易关系的书信的撰写 • 要求建立贸易关系的书信的回复

  33. Unit Two Establishing Business Relations(建立贸易关系) Introduction Channels through which information can be obtained: • Chamber of Commerce both at home and abroad • Banks • Trade directories of various countries and regions • Commercial Counselor’s Office • Exhibition and trade fairs

  34. Unit Two Establishing Business Relations(建立贸易关系) Introduction Three points usually contained in letters aiming at establishing business relations: • the source of information • the intention of writing this letter • a brief introduction of one’s own company, including:the business scope, credit standing or financial positions, products and services that can be provided, etc.

  35. Unit Two Establishing Business Relations(建立贸易关系) New Words & Expressions 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

  36. Unit Two Establishing Business Relations(建立贸易关系) New Words & Expressions 3. intend v. 想要, 打算后常接动词不定式 e.g. They intend to place an order with you. 他们打算跟贵方订货。 We intend to extend our business activities. 我们打算扩大我们的业务范围。 4. enquire v. 询问 e.g. We would like to enquire whether you can supply the following items. 我们想询问一下，贵公司能否提供下列商 品。

  37. Unit Two Establishing Business Relations(建立贸易关系) New Words & Expressions enquire into 调查 e.g. The buyer claimed that the goods were damaged in transit, but we must enquire into this matter ourselves. 买方声称货物在运输过程中被损坏了，但是 我们必须亲自调查这件事情。 enquire about 询问关于某事 e.g. They sent us a letter, enquiring about the market condition here. 他们给我们发来了一封信，询问这里的市场 状况。

  38. Unit Two Establishing Business Relations(建立贸易关系) New Words & Expressions enquire of sb. about sth. 询问某人某事 e.g. Mr. Smith enquired of the exporter about the quality of their goods. 史密斯先生询问出口商他们的产品质量如何。

  39. Unit Two Establishing Business Relations(建立贸易关系) New Words & Expressions 5. catalogue n. 目录 quotation n. 报价，报价单 pricelist n. 价目表 6. cooperation n. 合作，协作 cooperate v. 合作，协作 e.g. Let’s cooperate with each other for our mutual benefits. 为了我们双方的利益，让我们合作吧。 I need your cooperation in this matter. 在这件事情上，我需要你的合作。

  40. Unit Two Establishing Business Relations(建立贸易关系) New Words & Expressions 7. competitive adj. 竞争的，有竞争力的 e.g. If your prices are competitive, we would place an order with you. 如果你们的价格有竞争力，我们就跟你们订 货。 8. volume adj. 大量的 e.g. volume orders 大宗订单

  41. Unit Two Establishing Business Relations(建立贸易关系) 9. enter into business relations 建立贸易关系 还可以用：set up open up establish business relations or build up business connections New Words & Expressions 10. in compliance with 按照 e.g. In compliance with your request, we are sending you our samples by air. 应你方要求，我们用航空邮件给你们寄去了 我们的样品。 comply (v. ) with 按照，与…相符，遵守，满 足

  42. Unit Two Establishing Business Relations(建立贸易关系) New Words & Expressions e.g. It is necessary for you to comply with our packing requirement. 你方必须满足我们的包装的要求。 We regret that we cannot comply with your request for advancing shipment to May. 很遗憾，我们不能满足你方将装货期提前 到5月份的要求。

  43. Unit Two Establishing Business Relations(建立贸易关系) New Words & Expressions 11. under separate cover 另函，用另外一封信 e.g. We have sent you under separate cover a range of pamphlets for your information. 我们另函给你们寄去了一系列的小册子供 你们了解情况。 12. take this opportunity to…(后接动词原型)利用这个机会做… 还可以说take advantage of this opportunity or avail ourselves of this opportunity. e.g. We take this opportunity to express our great appreciation for your cooperation. 借此机会，对于您的合作，我们深表感谢。

  44. Unit Two Establishing Business Relations(建立贸易关系) New Words & Expressions 13. with a view to 着眼于，意…为目的，考虑到 e.g. We avail ourselves of this opportunity to write this letter with a view to entering into business relations with you. 我们利用这个机会给你们写信，目的就是 想跟你们建立贸易关系。

  45. Unit Two Establishing Business Relations(建立贸易关系) New Words & Expressions 14. deal in 从事，经营 =handle v. 经营 deal with… 跟…做生意 e.g. We have dealt in the export of washing machines for bout ten years. 我们从事洗衣机出口已经有很多年了。 We handle the import and export business of chemical products. 我们经营化工产品的进出口业务。 We wish to deal with you in this line. 我们希望在该行业与你们做生意。

  46. Unit Two Establishing Business Relations(建立贸易关系) New Words & Expressions 15. airmail v. 用航空邮件邮寄n. 航空邮件 e.g. Please sent us your latest catalogue by airmail. = Please airmail us your latest catalogue. 请用航空邮件给我们寄来你们最新的目 录。

  47. Unit Two Establishing Business Relations(建立贸易关系) Chinese Version of the Text • Sample LetterⅠ • Sample LetterⅡ • Sample LetterⅢ

  48. Unit Two Establishing Business Relations(建立贸易关系) Chinese Version of the Text Sample Letter Ⅰ 敬启者： 我们从蒂科公司得知贵司商号与地址，特此 来函，希望能同贵司发展商务关系。 多年来，本公司经营纺织品进口生意，目前 想扩展业务范围。请惠寄商品目录与报价单。 如贵司产品价格合理，本公司必定向你方下 定单。 恭候佳音。 采购部主任 约翰.斯密斯谨上2004年5月20日

  49. Unit Two Establishing Business Relations(建立贸易关系) Chinese Version of the Text Sample Letter Ⅱ 敬启者： 非常高兴收到贵公司本月20日有关建立商务 关系的来函。 谨遵要求另函奉上最新的出口商品目录及报 价单。 款项须请以不可撤销保兑信用证支付。 如欲订货，请寄电子邮件或传真为盼。 出口部主任 李明谨上2004年5月22日

  50. Unit Two Establishing Business Relations(建立贸易关系) Chinese Version of the Text Sample Letter Ⅲ 敬启者： 我们从我驻巴基斯坦使馆商务参赞处得悉贵公司的名称和 地址现借此机会与你方通信，意在建立友好业务关系。 我们是一家国营公司，专门经营台布出口业务。我们能接 受顾客的来样定货，来样中可具体说明对产品的花样图案，规 格及包装装潢的要求。 为使你方对我各类台布有大致的了解，我们另航寄最新的 目录供参考。如果你方对产品有兴趣，请尽快通知我方。一俟 收到你方具体询盘，即寄送报价单和样本。 盼早复。 此致 敬礼 总经理 威廉.汉森

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