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外贸英语函电教程Unit 1 Establishing Business Relations

外贸英语函电教程Unit 1 Establishing Business Relations
s
01 How to find the customers?
02 How to impress the customers? How to write an email to establish
03 business relations?
04 Language practice
products.
Focus on your unique selling points (USP) to impress Tip 7 your clients.
Activity 1 How to find the customers?
( ) a. I won’t bother to contact those customers who do not
Tip 5 Remember the KISS principle—keep it short and simple.
Activity 1 How to find the customers?
(√) a. I keep good records of all the potential customers to
Keep good records of all the potential clients whom Tip 6 you have contacted. Form a habit of making record of
your work, which increases your work efficiency.
Activity 1 How to find the customers?
Suppose you work for Dongguan Sun Industrial Co., Ltd. which mainly manufactures waterproof materials. You are required to find some new customers in the United States. What do you plan to do in order to find the contact information of potential customers? Tell your partner your ideas and agree on a list of possible ways of finding customers.

外贸函电unit one

外贸函电unit one

Business English Correspondence •Establishing Trade RelationsDear Manager:You were recommended to our company by the Bank of China, New Y ork Branch, which told us that you export Chinese textiles and cotton piece goods.Our company imports general merchandise. We have been in business since 1935, and therefore have wide experience in all the lines we handle.Our bankers are Chase Manhattan Bank and the Hong Kong & Shanghai Banking Corporation of Hong Kong. They can provide you information about our business and finances.Please inform us of your trade terms and forward samples and product brochures. We look forward to a productive trade.Sincerely,Michael S. BarnwellManagerMSB/sh•bankers n.开户银行We now have pleasure in confirming that your bankers, The Westminster Bank Ltd., have accepted our Draft for US $6,000, payable within thirty days of sight. 我方高兴地确认，贵方开户行—西敏寺银行已对我方30天期限的6000美元的汇票予以承兑。

外贸函电 Unit 1

外贸函电 Unit 1

日期可有下列几种写法： ① October 20, 2004 ② 10 May, 2004 ③ 3rd June, 2004 ④ Sept. 16th, 2004 其中，①最为通用。
• 3、信函编号（Reference number） 给信函编号是为了便于往来书信的存档和查阅，一般采用 Your Ref.(你方编号)或Our Ref.(我方编号)。信函编号通常 放在日期的上方或与日期平齐靠左的位置。 • 4.信内地址（Inside Address, Introductory Address） 信内地址收信人的姓名和地址，写在信纸的左上角低于日期 的地方，从信纸的左边顶格开始写。 信内地址包括收信人的姓名、头衔、单位名称、营业地址、 城市、邮政编码和国家名称。其次序是，先写收信人姓名、头 衔和单位名称，占一二行，然后写地址，可占二至四行 • 例如：
***街
***区 ***镇
*** Street
*** District *** Town
• ***市
*** City
***省
*** Prov.
• *院 ***Yard
***大学 ***College
•
**表示序数词，比如1st、2nd、3rd、4th……如果不会，就 用No.***代替，或者直接填数字
•
• • • • • •
南京路: Nanjing Road
长安公司: Chang An Company 宝山区: Baoshan District 赵家酒店: Zhaojia Hotel 钱家花园: Qianjia garden 孙家县: Sunjia County 李家镇: Lijia Town
• 广州市: Guangzhou city
6、Consideration 体谅 写信时要处处从对方的角度去考虑有什么需求，而不是 从自身出发，语气上更尊重对方

外贸函电__Unit_1_layout_of_Business_Letter

外贸函电__Unit_1_layout_of_Business_Letter
16
（十） Enclosure(附件说明 )
If any documents, catalogues, price list, etc. are sent with a letter, it is necessary to add “enclosure” or its abbreviation “Enc”. eg: Enc: 2 Invoices Encls: 1 B/L 1 Photo 1 Certificate
12
（七） Body of the Letter
1、Position of body of the letter The body of the letter should begin two lines below the subject line, if there is one, at least two lines below the salutation if there is no subject line. 2、Contents of body of the letter P17 1）the opening sentence ---the first paragraph 2）the actual message of the letter---paragraph two, three… 3）the closing sentence---the last paragraph
324 Park Avenue New York Tel:225-7820 Telex: 222711

The Eastern seaboard Corporation
324 Park Avenue New York Tel:225-7820 Telex: 222711
5

世纪商务英语——外贸函电课件unit(1)

世纪商务英语——外贸函电课件unit(1)
Inquiries from regular customers may be very simple in content, in which only the name and/or specifications of the commodity will be mentioned. Other inquiries may include great details such as the name of the commodity, quality, specifications, quantity, terms of price, terms of payment, time of shipment, packing method, etc. required by the buyer so as to enable the seller to make proper offers.
5
h LOGO
Part One
3. The Main Contents of a Letter for Inquiry
A general inquiry usually includes the following contents: (1) Telling addressees the source of information and making a brief self-
introduction (2) Indicating the intention of writing the letter, i.e. to ask for a catalogue,
(2) Specific Inquiries: If the importers intend to purchase goods of a certain specification, they may ask the exporter to make an offer or a quotation for specific goods. That is a specific inquiry.

外贸英语函电1单元

外贸英语函电1单元
and conditions of the proposed business deal
Explain any unique features or advantages of your products or services that set them apart from competitors
• Business Opportunities: A good English letter for foreign trade can attract the attention and interest of partners, helping to explore new business opportunities and areas.
Norms
When writing foreign trade English letters, it is necessary to follow certain norms, such as correct addressing, polite wording, clear expression, accurate grammar and spelling, to reflect professional competence and respect the other party.
conditions
输标02入题
Ensure that the contract includes provisions for payment terms, delivery dates, warran
01
03
Sign the contract once all parties have agreed to its terms and conditions

Unit 1Modern Business Letters《外贸英语函电》PPT课件

Unit 1Modern Business Letters《外贸英语函电》PPT课件

E⁃mails.The former is the abbreviation of facsimile，which is
actually an exact copy of a document，a picture or a piece of
writing sent or received by an electronic system using telephone
18.Please send us a copy of your illustrated catalog，quoting your prices FOB Shanghai if possible.Meanwhile，please indicate the time of delivery you usually offer. （6）Yours faithfully， （7） Jameson & Sons Ltd. • S.F.LOVER（Managing Director） （8）Encl.
Text B
The Language of Modern Business Letters
All business letters have two main functions：
A）To ask for and give a reply to an enquiry，offer，order or complaint. B）To keep a record of all the important facts for ready reference.
Text B
The Language of Modern Business Letters
is often long
and complicated.Such letters are liable to confuse the

外贸函电写作Unit 1(1)

外贸函电写作Unit 1(1)

Contents
Functions
of Business Correspondence Essential Principles of Business Correspondence Structure and Lay-out of Business Letters Lay-out of Faxes and E-mails
English for International Business Communication
Unit One Business Correspondence Writing
Process of Writing
① Clarifying your aim ② Identifying your readers ③ Making a general plan ④ Sketching a synopsis ⑤ Drafting your text ⑥ Putting the draft aside ⑦ Revising and editing

a draft for $500 now because for about later if please
Essential Principles/Qualities

Sentences: I should be grateful if you would be good enough to advise us of the date of your arrival. Please let me know the date of your arrival.(better) We are in receipt of your letter of 12 June. Thank you for your letter of 12 June. (better) We would like to ask you to extend the L/C to August 31st. Please extend the L/C to August 31st. (better) The contract enclosed herewith requires your signature before it can be executed and should be directed to the undersigned. Please sign the contract enclosed and return it to me. （better)

外贸英语函电Unit One

外贸英语函电Unit One

5．Correctness (正确)
A business letter must be correct. It should refer to correct data, accurate statements and clear opinions. This also means using correct grammar, spelling of words and punctuation. These are the basic elements of all letters. Business letters often are used as commercial or legal documents, so they are indebted with legal rights and obligations. Accurate facts, figures and vocabulary must be chosen wisely.
2．Completeness (完整)
A business letter requires “completeness”. It involves a careful check of the Five W’s: What, Who, Why, Where, When and How. See to it that all these questions are answered and all the matters are referred completely. A complete business letter provides adequate details for your reader to completely understand your intentions.

外贸函电 程同春Unit 1

外贸函电 程同春Unit 1

E.g. 234 Commonwealth Ave. Boston MA 23456
▐
Attention line be used to direct the letter to a specific individual or section of the firm.
(ATTN:/Attention:/(For the) attention of …)
C.C.: coca-cola Co.
Copy to: Sales Manager Copies to : Directors 13. Postscript （附言）
E.g. P.S. The invitation will be mailed to you in a day or two.
Key
▐ ▐
▐
▐
Gentlemen: (AmE) (followed by a colon)
Dear Mr. Mason,
▐
Dear David,
6. The subject line. （事由）
▐
Call attention to the reason, relative reference or brief subject Subject: Men’s Shirts
Enclosures:
B/L （ 提 单 ） 2. 1 Photo 3. 1 Certificate （证书 执照） 1. 1
Encl. As stated/ Encl. a/s Enc.
12. The carbon copy notation （抄送） cc-- Notation is typed on the original and carbon copies. E.g. c.c.: Mr. J. Cooper

外贸函电课件Unit1-商务信函的基本知识

外贸函电课件Unit1-商务信函的基本知识

•
④对外公函中对收信人的称呼，可用 Gentlemen （而不是 Gentleman），Dear Sir (s)和 My dear Sir(s)等。Gentlemen 之前不 能加 Dear， 后面也不能带姓名。用 Sirs 时，前面常用 Dear 一词， 但也可单独用 Sir。若收信人是妇女，则无论已婚或未婚，都可单独 使用 Madam 或其复数 Mesdames。 • ⑤对外国高级官员的称呼，如国家元首、政府首脑、部长、大使、 公使和特使等，可用（Dear）Sir， （Dear）Mr. Chairman，（Dear） Mr. Premier， （My dear）Mr. Ambassador，Your Excellency （复 数为 Excellencies）。 • ⑥对君主制国家的国王和皇帝等男性君主，可以 Sir 称呼，对女 王、女皇和皇后等女性君主，可用 Madam 称呼。有时也用 Your Majesty 称呼以表示。客气和尊敬Your Majesty 可兼指男性和女性， 其复数为 Your Majesties。 • ⑦对王室成员，如太子、王子、亲王和公主等，一般可用（Dear） Sir 或（Dear）Madam 但在正式尊称时，一般用 Your Highness (复 数为 Highnesses)。
• 2、语气语调 • 由于您写的信函都是有其目的性的，所 以您信函里所采用的语气语调也应该符合 您的目的。在写之前先不妨仔细考虑一下， 您写这封信函是想达到一个什么样的目的， 您希望对收信人产生一种怎样的影响呢？ 是歉意的，劝说性的，还是坚决的，要求 性的。这完全可以通过信函中的语气语调 来表现
• 3、礼貌 • 我们这里所说的礼貌，并不是简单用一些礼貌 用语比如your kind inquiry, your esteemed order 等就可以的。而是要体现一种为他人考虑，多体 谅对方心情和处境的态度。如果本着这样的态度 去跟别人交流，那么就算您这次拒绝了对方的要 求，也不会因此失去这个朋友，不会影响今后合 作的机会。 • 特别要注意，当双方观点不能统一时，我们首 先要理解并尊重对方的观点。如果对方的建议不 合理或者对您的指责不公平时，请表现一下您的 高姿态，您可以据理力争，说明您的观点，但注 意要讲究礼节礼貌，避免用冒犯性的语言。

外贸函电第一章

外贸函电第一章

外贸函电第一章课文翻译及课后答案：Lesson 1A letter to a Newly-introduced ClientThe chamber of Commerce of China has conveyed to us your disire to establish businessrelations with foreign trade corporations of China.中国商会转告我们，你方希望与中国的外贸公司建立业务关系，A copy of your letter to that effect has been passed on to us.并将你方关于此事的致函的副本转交我方。

We are pleased to inform you that the commodities you are interested in fall within thescope of our business activities.我们高兴地通知你方，你方拟购的商品属于我公司经营范围。

The enclosed catalogue will give you some general idea of our lines.随函附寄去的商品目录将使你方概括了解我们经营的商品。

For your information,we are leading manufacturers and exporters of ElectronicToys and Stationery in this country.供你方参考，我方在中国是电子玩具和文具的主要制造商和出口商，So we have advantage over other export corporations in price and regular supplies.因此，在价格和定期供货方面比其他出口公司更具有优势。

We look forward to your detailed requirements.盼望得知你方的具体需求。

外贸函电第二版-Unit 01 英文商务信函写作的基本知识

外贸函电第二版-Unit 01 英文商务信函写作的基本知识
1
Unit 1 Fundamentals of Writing English Business Letters 英文商务信函写作的基本知识
2
1.1 Introduction（简介）
目的：掌握商务信函的写作要求、写作原 则、以及信封和信函的基本构成和行文要 求。
3
1.2 Requirements for Business Letter Writers （商务信函的写作要求） 要写成功的商务信函，需要起草人具备以下条件： （1）精通英语（Good command of English） （2）通晓外贸理论和实务（Knowledge of business theory and practice） （3）通晓术语（Knowledge of technical terms） （4）通晓人的心理（Knowledge of psychology） （5）熟悉推销艺术（Skills in salesmanship）
如：Mr. John Smith, Page 2, June 3, 2005
20
8. 信尾客套语（Complimentary close） 信尾客套语是一种礼貌，是结束信函的正式方式，类似中 文信函中的“此致，敬礼”等。
常用的有：Sincerely, Sincerely yours, Yours sincerely, Best regards；更亲切一点的有：Cordially, Cordially yours；再正式一些的有：Yours truly, Respectfully yours, Yours faithfully。
4
1.3 Seven Guidelines of Writing English Business Letters（英文商务信函写作七原则）

外贸函电Unit 1 priciples of business letters

外贸函电Unit 1 priciples of business letters

Examples of clarity
（一）避免使用可能产生不同理解或意义不明确的词汇 As to the steamers sailing from Hongkong to San Francisco, we have bimonthly direct services. （从香港到旧金山有直达船） 但是bimonthly 究竟是一个月两次，还是两个月一次呢？不 明确。因此，最好清楚明白地说明“一个月两次”还是“两个月 一次”： （a）We have two direct sailings every month from Hongkong to San Francisco.（每月两次直达船） （b）We have semimonthly direct sailing from Hongkong to San Francisco. （每半月一次直达船） （c）We have a direct sailing from Hongkong to San Francisco every two month.（每两个月一次直达船）
Return
Examples of correctness
做对外贸易离不开数字。对商业书信中的数字的正确性要特别加以注意，有时 “失之毫厘，差之千里”。甚至引起不同的理解。 （a）“以上”，“以下”，“以前”，“以后”，“从……到……”等的表达法。 $2 or (and) above(over) 二美元和二美元以上 60dozen or (and) up (upward, upwards) 60打和60打以上 2% or (and) more 2%和2%以上 an order for 50 gross or upward 50罗或50罗以上的定单 an order for not less than 50 gross 不少于50罗的定单 5% up to 10% inclusive 5%到10% over 5% up to 10% inclusive 5%以上到10% （b ） from and including today(this date) 从今日起（包括今日） on and from Nov. 10; 从11月10日起 on and after Nov.10; （包括11月10日） as from Nov.10 从毁约之日起 as from the date of the breach （包括毁约之日） up to $40 inclusive; 到40美元 up to the maximum of $40 （包括40美元）止 up to and including Nov.20 到11月20日止 （包括11月 20日） as from the 1st to the 15th of March inclusive; 从3月1日到15日 from the 1st to 15th of March both inclusive （包括1日和15日） during the period beginning on 从3月1日起到3月30日止 March 1 and ending on March 30, 这一期间（包括头尾两天） both dates inclusive.

外贸函电第一单元编对话

外贸函电第一单元编对话

B: It’s great pleasure to see you, Mr Jones. Let’s look at these, you may be interested in only some of the items.A: I’m delightful to have the chance to visit your company. I’ve seen the exhibits and studied your catalogs and I’m interested in your machine tools. There’s highest possible that the items will find a ready market in Melbourne.I’d like to have your lowet quotations, CIF Singapore.B: Than you for your inquiry. A s a rule, USD 1000 per set, CIF Singapore.A: It’s no secret that we’ve had quotations from Japan for similar machines. If your price were just slightly higher, there wouldn’t be any problem at all. The fact is that your price is too high to be workable.Could you come down a little?B: It pays to buy good machines. Better quality usually means a higher price. You should take into consideration on our machines’ superior quality.A: I’m sorry but I have to say I don’t see any advantages in your quotation. May be aome discounts will do.B: Our design and technology are completely up-to-date.What’s more you will be assured of different service for years to come.A. That’s precisely why we prefer to order from your company. May be some discounts will do. B: Well, if your order is large enough, yes, we can make a special discount for you. But it's only for you.A:I see, thank you for your kindness, Considering the amount…I ‘d like to order 30 sets of machine tools.B: We have an order of 40 sets without discount last month. Mr. Jones, you know, they are hot sales.A: Oh that’s interseting. If you offer a discount of 3%, CIF Singapore, we will take 50 sets.B: 5% discount,CIF Singapore? Uh…well , well, we will reduce the price by 3%. It seems that our relationship will be a long one.A:Good. Now we have settled price. What about the payment terms? D/A will be much appreciated since I put the first order with you.B: Our terms of payment are by irrevocable L/C payable by sight draft against presentation of shipping document.A: As you know, it doesn’t pay to open an L/C with a bank for such amount.B: That also sounds reasonable. Well, I hope after the first supply your customers will place regular orders.A:That will be deeply appreciated. It's a great pleasure for me to do business with you.B: I’m glad too. Shall I make out the contarct for you to sign tomorrow?A: Fine. See you tomorrow.B: See you.。

电子课件_外贸函电

电子课件_外贸函电

4． 事由 (The subject line) 顾名思义，简单扼要说明来信事由，一 般只写商品名称、数量、信用证或合同 号码等。 5． 正文 (The body of the letter) 信函的主体。

6． 客套结尾 (The complimentary close) 结束信函的一种客套。它应与前面的称呼相一 致。如：Faithfully yours, 这是商业信件中 常用的客套语，相当于汉语的“谨上”。也可 写 作 “ Yours faithfully，” 或 “ Truly yours, (Yours truly,)” 或 “ Sincerely yours, (Yours sincerely,)”等。

The latter is correspondence sent or received on the Web. At the moment, the -commerce involves offering, ordering, enquiring, payment and complaint etc. But all these are still based on the business letters.

2． 封 内 地 址 ( The inside name and address) 收信人的名称和地址。一般列在信笺的左上方， 信头之下。封内地址与信封写法相同。 3． 称呼 (The salutation) 写信人对收信人的一种称呼。位置在封内地址 下，空两行。 Dear Sir 或 Dear Sirs 用得较 多。
2. trade in 经营（商品） They trade mainly in light 轻工业产品。 n. 1. 贸易；买卖 Our foreign trade is expanding day by day. 我们的对外贸易日益发展。
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我方肯定，贵方不可能会感到不满意。
positive: We feel sure that you will be entirely satisfied.
我方确信，贵方将会感到满意。
negative: We regret our inability to serve you at this time.
Stamp
Overseas Trading Co. 52 Hooigracht Street Amsterdam, the Netherlands
• Try to use familiar and straightforward words. • Avoid use unclear or ambiguous words or
sentences.
e.g.: As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services.
2. perform the work with great effect
___________________________________
3. some time in the near future
___________________________________
4. in a decisive way
14
• ST858L-Band Stereo Radio Cassette Recorder is of full functions. ST858L波段收录机具有所有功能。
ST858L-Band Stereo Radio Cassette Recorder can delivers superb FM/ MW/ LW/ SW1/ SW2/ FM Stereo band reception. Fullauto-stop and automatic quick program search (AQPS system). ST858L波段收录机具有高质量的FM/ MW/ LW/ SW1/ SW2/ FM立体声接收功能，并能自动停机 和自动快速搜索节目。
• factual information • accurate reliable figures • right form and conventions
eg. This product is absolutely the best on the market. This product is the best one we can supply.
International Business commuls of Writing English Business Letters
2
Study Aims
1. To be able to write an envolope. 2. To be able to recognize parts of business
13
Concreteness
• Try to use specific facts and figures to describe things.
• Avoid use uncertain, general and abstract words or sentences.
eg. We have drawn on you as usual under your L/C. 我方已按惯例根据你方信用证开立了向你方索款 的汇票。
• 2) Promptness
16
Consideration
• Consideration emphasizes You-attitude rather than We-attitude.
e.g.:
negative: We do not believe you will have cause for dissatisfaction.
letters and 3 writing formats of business letters.
3. To be able to write a business letter in proper
structure.
3
Contents
• 1. Introduction • 2. Requirements for Writing Business Letters • 3. 7 Guidelines of Writing English Business
12
• It’s the lowest price available to you. It’s the lowest price that we can offer to you now.
• We are well-established exporters of all kinds of goods made in Sweden. We are well-established exporters of Sweden sundry goods, such as toys, button and stationary.
1. We have two direct sailings every month from Hong Kong to San Francisco. 2. We have a direct sailing from Hong Kong to San Francisco every two months.
15
Courtesy
This is very important in the business negotiations.
• 1) Keeping a sincere You-attitude We allow 2 percent discount for cash payment. (We-attitude) 至于现金付款，我方允许2%的折扣。 You earn 2 percent discount when you pay cash. (You-attitude) 若贵方现金付款，则可获得2%的折扣。
Will you ship us any time during the month of December, or even November if you are rushed, for November would suit us just as well. → Please ship us by the end of November.
10
Replace each expression with one or two words that convey the same meaning.
1. an accountant with a good reputation
___________________________________
___________________________________
5. a sharp rise in prices accompanied by a fall in the value of currency
___________________________________
6. people with the responsibility of managing an office
7
3. 7 Guidelines of Writing English Business Letters
• Clarity • Conciseness • Correctness • Concreteness • Courtesy • Consideration • Completeness
8
Clarity
4
1. Introduction
The main functions of business letters:
1. establish business relations 建立关系 2. ask for or convey information 询问传达信息 3. make an enquire or offer 询盘和发盘 4. give or cancel an order 订货和取消订单 5. raise or settle a claim 提出和解决索赔 6. enter into negotiation 商议调整 7. reach an agreement 达成协议 8. …
9
Conciseness
• at this time → now due to the fact that → because We require full-automatic washing machine which is of the new type. → We require new-type full-automatic washing machine.
We have drawn on you sight draft No.386 for the invoice amount, US$3,100 under your L/C No.198 of Bank of China, Beijing.
根据你方由中国银行开立的第198号信用证，我方已按发 票金额3100美元开立了你方索款的第386号即期汇票。
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1. a respectable accountant
2. perform effectively
3. later
4. decisively
5. inflation
6. office manager
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Correctness
• appropriate and grammatically correct language