国际商务函电课件

火灾袭来时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿的衣 服或裹 上湿毛 毯、湿 被褥勇 敢地冲 出去
火灾袭来时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿的衣 服或裹 上湿毛 毯、湿 被褥勇 敢地冲 出去
火灾袭来时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿的衣 服或裹 上湿毛 毯、湿 被褥勇 敢地冲 出去
火灾袭来时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿的衣 服或裹 上湿毛 毯、湿 被褥勇 敢地冲 出去
火灾袭来时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿的衣 服或裹 上湿毛 毯、湿 被褥勇 敢地冲 出去
火灾袭来时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿的衣 服或裹 上湿毛 毯、湿 被褥勇 敢地冲 出去
火灾袭来时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿的衣 服或裹 上湿毛 毯、湿 被褥勇 敢地冲 出去
火灾袭来时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿的衣 服或裹 上湿毛 毯、湿 被褥勇 敢地冲 出去
火灾袭来时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿的衣 服或裹 上湿毛 毯、湿 被褥勇 敢地冲 出去
火灾袭来时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿的衣 服或裹 上湿毛 毯、湿 被褥勇 敢地冲 出去
火灾袭来时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿时要迅速疏散逃生，不可蜂 拥而出 或留恋 财物， 要当机 立断， 披上浸 湿的衣 服或裹 上湿毛 毯、湿 被褥勇 敢地冲 出去

(8)the signature
_______________________ typed name
e.g. ________________________ G. Manager, Alice Brown
Others: c.c. (carbon copy): c/o: care of Encl: enclosed (Encl 3 catalogue) p.s.: postscript used in informal letter
effective communicator?
Communication
(1)is a Two-way process; (2)is circular; (3)is divided into two categories:
Verbal Nonverbal(NVC)
Importance
Getting the job you want; Boosting your chances for promotion; Helping you get things done; Benefiting your own business; Advancing you socially; Ensuring your future; Enhancing your other skills;
(4)We have come to know the name of your corporation and have the pleasure of writing this letter to you in the hope of establishing business relations with you.
6. Format (1)Full block form (2)Modified block form (3)semi-block form

• • •
Yours faithfully,
<例信2>
• 敬启者： • 非常感谢你方5月15日的传真，要与我方续订订单。 • 虽对你方好意不胜感激，但很遗憾，由于目前订单太多，
我方不能考虑上述货物的新订单。但是，我方一有新货到 库，会马上与你方联系。 • 考虑到目前尚有中国丝绸制品存货，我方同时随信附上 一份货单供你方参考，看是否有你方感兴趣的其它货物。 如有意，请告知你方详细要求，我方将随时关注。 • 谨启
• • •
Encl.
• • • • •
ORDER No.682 Buyer: Qingdao Garments Imp/Exp Corp. Qingdao，P. R. China Quantity(doz) Item Size Singapore
Men’s shirts Ditto Ditto S M L Seller: Alice Trading Co. Ltd.
Specimen Letters
1.An order 订单 （1）Place an order 下订单/定购 <Letter 1> • Dear Sirs,
•
Many thanks for your quotation of October 10 and the samples of men’s shirts. We are satisfied with the quality of the items and pleased to enclose our Order No.682 for sizes listed in your quotation. We learn that you are able to supply the above mentioned goods from stock and hope you will deliver the goods within the next six weeks. We wish to effect payment by D/P 60 days. Please let us have your confirmation at your earliest convenience. Yours faithfully,

typing mistakes. Pay special attention to numbers, such as quantity, price and so on.
第五页，共18页。
e.g. 1. Our shop, in Canada, was destroyed by fire. e.g. 2. Our shop in Canada was destroyed by fire.
This style is widely used today because it is easy to type and therefore efficient.
第十三页，共18页。
第十四页，共18页。
also called Semi-block: : This is similar to the Fullblocked layout style but the date is placed on the right. The Subject is centered. The complimentary close and the signature start from the middle.
You say: We sent your Order 319 on 13 April.
第四页，共18页。
3) The third principle is correctness : You have to make sure that both the
language and facts are correct. In terms of language, you should make sure
You say: You will be pleased to hear that you will soon be able to have a free customer service for your newly purchased refrigerator for 3 years.

– don't simply accept whatever changes the program recommends. • Re-reading the second day
– have a friend or colleague lቤተ መጻሕፍቲ ባይዱok it over
The written word is a part of a company's permanent record.
be formal.
• name, title and gender • ways of finding out:
– ask someone who does know – visit its Website to get background on the company and study it before you
Instructions of Business Writing
• Know your readers • Think before write • Get it organized • Ask for feedback • Proofreading and revising • Save a copy • Practice makes perfect
：a key element of being professional
• Take a global view of the document first. • Read aloud
– If something doesn't sound right, it probably isn't. • Use WPS carefully
skills.
4. Do save the document for future reference and don't modify it before re-sending it to

To go over the terms and conditions of the contract;
There are still a fair few points left over to clear up;
To close the bargain;
to reinspect the cargo on its arrival;
Provisional rules暂行条例, eg. according to the ～ of procedure promulgated by the Arbitration Committee of CCPIT;
International prestige; Umpire 首席仲裁员
losing party. （3）争议应提交双方选定的仲裁员进行仲裁。 The dispute shall be submitted for arbitration by a mutually nominated arbitrator.
(4) 恐怕我们在仲裁地点和仲裁机构方 面有不同的意见。
I’m afraid that we’ll have different opinions of the location for arbitration and arbitration organization.
Part Three Unit 9 Signing a Contract
Besides the main terms we have discussed from lesson 1 to 7, there are some other terms will be negotiated.
One is usually the inspection clause and the other is arbitration, esp. on purpose of handling with a claim.

3.1.3 Offers and Counter Offers Study Guide
•
• • • • • • • • • • • •s lesson, students are required to have the ability of writing offers and counter offers through learning about corresponding words, expressions and sentence menus existing in them; to grasp writing contents, writing methods, as well as writing skills in such a process. 1. Brief introduction of offers and counter offers Offers can be divided into two types: firm offers and non-firm offers. If it’s a firm offer , the period for which the offer is valid should be stated clearly .Otherwise , it’s a non firm offers , which is usually made by using such phrases as “ Subject to our final confirmation ” , “ Subject to prior sale ” or “ Without engagement ” . When an offeree partly agrees or disagrees to the price, packing, shipment or other trade terms given by the offer and states his own opinions instead, this is called counter offer. Such kind of business letters should be written with the utmost care and with an eye to good will and future development. 2. How to write offers and counter offers Good offers and counter offers usually have the following essential writing strategies: A typical firm offer should include the following: (1) An expression of thanks for the enquiry; (2)Name of the goods, quality, quantity, and specifications, details of prices, discounts, terms of payments, packing and date of delivery; (3)The validity of the offer. Usually use such phrases as “subject to your reply reaching us by(before)…”,“subject to your reply here within…days” “this offer is firm (valid ,open ,good ) for…days ” ; (4)An expression hopes for an order. Otherwise, a non-firm offer doesn’t include point 3, and sometimes might contain even fewer points of the above. In a non-firm offer such phrases are often used as “without engagement (obligation)” “subject to prior sale” or “subject to our final confirmation”. A counter-offer should include the following: (1) Thank the supplier for the offer; (2) Express regret at inability to accept and state reasons; (3) Put forward amendments or new proposals; (4) Suggest that there may be other opportunities to do business together. Replies to counter-offers, whether favorable or unfavorable, should be punctual, courteous and considerate.

Chasing prog Sirs,
We refer to the L/C No.xx covering 500 dozen track suits. We wish to remind you that we have had no news from you about shipment of the goods.
Please accept my apology for the delay which has been caused by the unavailability of shipping space from Bombay to London.
The matter was, however, in hand and your consignment was shipped yesterday on board s.s. Pandit which is sailing directly to London. I enclose one set of shipping documents comprising:
----Invoice No.xx in triplicate;
----Packing list No.xx in duplicate;
----Insurance certificate No. xx
While we are confident that the goods will meet your satisfaction, we nevertheless welcome any of your comments and suggestions as to their quality, appearance and market reception.

▪ enable sth.
使某事成为可能
Please amend the L/C immediately to enable October shipment.
请立即修改信用证以便十月装船。
➢国际商务函电 Chapter_six
4. make n. （工业）产品；制造方 法或式样
▪ Chinese makes 中国牌子的产品；中国货
• execution n 执行；履行
We believe you will do your utmost to execute our first order as it will lead to a series of transactions between us. 1) 我们认为你方会尽最大努力执行我方第一个
订货信分为： • 1.行文式：适合对单一商品的订购 • 2.列表式：适合对多种商品的订购 • 3.填写订货单 • 4. 填写购货确认书 • 订货信是对报盘信的答复，因而具备答复信的特点。
• 订单(order)是为了要求供应具体数量的货物而提 出的一种要求。它是对报盘或询盘后发出报价而 促成的结果。订单可以用信或印制好的订单、传 真或email来发送。订单的主要特点是正确和清楚。 订单或订购信函应：
1. 包含所定购货物的品质、规格、数量、价格以 及货号等
2. 说明包装方式、目的港以及装运期
3. 确认在初期洽谈时所同意的付款条件
Key Words & ➢acceptance ➢confirmation of order ➢sales contract ➢purchase contract ➢sales confirmation ➢purchase confirmation ➢sign ➢signature ➢counter-signature

3. The heavy d_____ for the goods mentioned above is familiar to you.
4. We’d like to sign a sole agency a______ with you on your electric fans for a p______ if three years. 5. We take the liberty of addressing this letter to you asking if you are interesting e_______ you export of wooden goods to our country by a_______ us agents for the sale of your products.
3. Please see to _____ that the letter of credit is established with the latest possible delay. A. them C. it A. represent C. representation B. their D. him B. representing D. representative
1. In _____ to your enquiry, we quote you as given below.
A. answering C. answered B. answer D. reply
2. The number of orders we have received last year _____ larger than ever before. A. was C. is B. were D. be