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外贸英语函电 陈汉文主编 2013年12月第一版

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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.

chapter 12 Complaints and Claims 《外贸英语函电》PPT课件

chapter 12 Complaints and Claims 《外贸英语函电》PPT课件
declaim巧辩, 演讲, 高声朗读 A preacher stood declaiming in the town center.
12
Basic Knowledge
proclaim宣布, 声明, 显示, 显露 His accent proclaimed him a Scot. /His accent will give him away. proclaim a public holiday disclaim放弃, 弃权, 拒绝 She disclaimed ownership of the vehicle. exclaim呼喊, 惊叫, 大声叫 He exclaimed that it was untrue.
4
Basic Knowledge
If I wanted a crimson深红色的car and it proved to be maroon栗 色的in color this might, or might not , amount to such a serious difference that it amounted to a breach of the whole contract. The less important type of undertaking called a warranty. A warranty does not go to the root of the contract, so I cannot claim breach of contract, but it does entitle me to compensation for breach of warranty.
17
3.except A, besides A
Nobody was late except me.(Only I myself was late,the others are punctual.) Five others were late besides me. (Six were late)

外贸英语函电1PPT优秀课件

外贸英语函电1PPT优秀课件
dissatisfaction. ▪ （肯定）：也许在下一次，即可向贵方邮寄所需货物。 ▪ Perhaps next time we can send you what you require. ▪ （否定）：非常抱歉，我方此次无法满足贵方要求。 ▪ We regret our inability to serve you at this time.
▪ Depositing money with us, our bank can pay you high dividends.
▪ Depositing money with us, you earn high dividends. (rewriting)
▪ 避免夸大其辞。比如：
▪ It is the lowest price available to you.
Francisco, we have bimonthly direct services. ▪ “bimonthly” 一词含有两个意思，即每月两次和每两个
月一次，这对于读信人 来说，就可能感到迷惑不解。

▪ 改写（rewriting）：
▪ a. We have two direct sailings every month from Hong Kong to San Francisco.
第三章 商务信函书写原则 Writing Principles of the Business Letter
1
▪ 1. 礼貌 （Courtesy）
▪ 礼貌绝不是简单的客套。它是一种真诚的对“收信人的态 度”。
▪ 试比较：
▪ We have received with many thanks your letter of Oct. 7, and

外贸英语函电

外贸英语函电


10 the Modified block form with indented style In the sender's address is typed (or printed) in the up-middle part. The receiver's address starts from the left margin. The complimentary close as well as the signature are typed from the middle little towards the right.As the business letters are supposed to be simple and clear, so the Modified block form and Simplified form come out. In the Modified block form all the parts start from the left margin, except the date, complimentary close and signature which are positioned same as that in the Modified block form with indented style.
课程要求先修的知识



国际贸易 国际金融 国际市场营销 商务谈判 外贸会计
课程的主线



1、国际贸易的基本磋商程序 询盘—发盘—还盘—接受—订约—履约 2、商务谈判的过程 先期的准备——磋商——订立合同——争端 解决 3、合同的基本内容与格式
课程体系
CONTENS

外贸英语函电电子教案

外贸英语函电电子教案

一、课程简介二、教学目标1. 了解外贸英语函电的基本格式和写作技巧。

2. 掌握常用外贸术语和表达方式。

三、教学内容第一部分：外贸英语函电基本知识1. 外贸函电的格式与要素2. 外贸函电的写作技巧3. 外贸术语和表达方式1. 商业询盘2. 报盘3. 还盘4. 订单确认5. 付款方式四、教学方法1. 讲授：讲解外贸英语函电的基本知识、常用术语和表达方式。

4. 作业与考核：布置相关作业，检验学生对所学知识的掌握程度。

五、教学资源1. 教材：外贸英语函电教材及相关参考书籍。

2. 网络资源：提供相关外贸英语函电的在线资料，以便学生自主学习。

六、教学安排本课程共分为10个章节，每个章节的教学时间为2课时，总计20课时。

具体教学安排如下：1. 章节一：外贸英语函电基本知识（第1-2课时）2. 章节二：商业询盘（第3-4课时）3. 章节三：报盘（第5-6课时）4. 章节四：还盘（第7-8课时）5. 章节五：订单确认（第9-10课时）6. 章节六：付款方式（第11-12课时）7. 章节七：包装与运输（第13-14课时）8. 章节八：保险（第15-16课时）9. 章节九：争议与解决（第17-18课时）10. 章节十：实战演练与总结（第19-20课时）七、教学评价1. 平时作业：占总评的30%，考察学生对所学知识的掌握程度。

2. 课堂参与度：占总评的20%，评价学生在课堂讨论、角色扮演等方面的表现。

3. 实战演练：占总评的30%，评价学生在模拟实际业务场景中的沟通能力。

4. 期末考试：占总评的20%，测试学生对整个课程内容的掌握情况。

八、教学注意事项1. 注重培养学生的实际操作能力，鼓励他们积极参与课堂讨论和实战演练。

2. 针对不同学生的英语水平，适当调整教学内容和难度。

3. 关注学生的学习进度，及时解答他们在学习过程中遇到的问题。

九、教学拓展1. 组织学生参加外贸英语函电的相关竞赛，提高他们的实战能力。

2. 邀请外贸行业专家进行讲座，分享实际工作经验和案例。

Unit 14 Complaints and Claims《外贸英语函电》PPT课件

Unit 14 Complaints and Claims《外贸英语函电》PPT课件
may be not salable and in this case the buyer will demand
replacement.
If the delay is very long，the buyer may cancel the order，
and there may be a great loss to the supplier and the buyer.
from delay.
Text A
Complaints about damage are usually the business of insurance
companies，but if the damage is caused by the negligence of
the packer，then the insurance companies will not take
clearly does not match the samples you left with us.
The printed shirting complained about is part of the batch of
100 pieces of 50 yards supplied to our order No.AD-190 of May
as possible.
Bad，inferior or inadequate packing may cause damage to goods
in transit.The buyer may accept damaged goods if the supplier
offers a discount，but if the goods are badly damaged，they

外贸英语函电 陈汉文主编 2013年12月第一版

第一章：外贸英文书信的组成部分，格式，信封，语言特点1.1外贸英文书信的语言特点1.conciseness语言简洁—We do not anticipate any increase in prices inthe near future. (×)—We do not expect prices to rise soon. (√)2.Correctness表达准确（能有多仔细就多仔细）—Our apples are excellent. (×)—Our apples are juicy, crispy and tender. (√)3.Clarity内容清晰（不要产生歧义）— They have a decided advantage in regard tofreight. (×)— They have a decided advantage in regard tofreight charges. (√)4.Courtesy 用词礼貌（语气积极）—We won’t be able to send you the brochurethis month. (×)—We will send you the brochure next month. (√)❤Singling out your readerUsing the reader’s nameBuilding goodwillAvoiding angerDirectness in good news and routine messagesIndirectness in bad news messagesIndirectness in persuasion1.2 书信的组成部分1. Letterhead---Ref.No.2. Date3. Inside address4. Attention line5. Salutation6. Subject line7. Body8. Complimentary close9. Signature10. Enclosure (on attachment)11. Copy notation1.2.1信头Heading❤称呼中的标点符号要加一起加，不加就不加（称呼和结尾敬语）Dear Sir, Yours truly,1.2.7 正文body❤附言 Postscript P.S. ……1.3格式与布局1.3.1齐头式1.3.2修正齐头式日期、结尾敬语、签名移至右边1.3.3缩进式日期、结尾敬语、签名移至右边封内地址每行向右缩进2个字符、正文内容每段向右缩进5个字符注意：当有经办人姓名，就要写在收信人（公司）名称上一行例子：第二章：外贸英文传真的写作（内容、格式）、电子邮件的写作二．传真的字样（出现在标题与信头之间）------Fax Message-----Facsimile----四．正文（左顶格写）称呼、内容、结尾敬语、签名（不能缩写）❤实例：书本17页注意：页数超过一页需要另写封页2.2外贸英文电子邮件的写作2.3实用例子1.Please e-mail us when something new comes up.2.Please confirm the order and e-mail a shipping schedule.3.The proforma invoice is coming to you in the attachment.4.As soon as the goods are available,we’ll inform you by fax.5.We have to apologize to you for not answerin g your letter in time.6.We are very grateful to you for your enquiry dated Dec.2.7.With reference to your equiry of May 16th,we shall be pleased to supply 80 sets of scanners at the price of 120 dollars each.❤Particulars 详情Procedures of International Sale of Goods 国际货物销售步骤1.Initiation—establising business relations（建立业务关系）2.Trade Negotiation交易磋商1）Enquiry2) Offer3) Counter-offer4) Acceptance3.Formation of the Contract(合同订立）4.Implimentation of the Contract(合同履行）1）Cargo Readiness备货2) Examination of /and Amendment to L/C3) Shipment, Customs Clearance 通关and Insurance4) Documentation备办单证5）Financial Settlement of L/C第三章：建立业务关系3.1建立贸易关系基本结构第一，告知对方信息来源第二，致函目的第三，介绍自己第四，期待合作第五，结尾敬语，签名新关系建立（写信人）：buyer P29、sellerP32、manufacturerP35旧关系的重建：P34回复信函：P37好词（单项选择）Potential buyer 潜在的买家Introductory letter 自荐信Mutually beneficial 互利Business extension 扩展业务❤Experience 经验不可数Set up a long-lasting a/an good/excellent reputation 长期建立了良好的声誉Distributor 分销商Manufacturer 制造商You may rest assured 贵方尽可放心Sensible price 有竞争力/合情合理/明智的价格Competitive price具有竞争力的价格Moderate price 适中的价格Favorable price 优惠的价格Reasonable price 合理的价格Attractive price 有吸引力的价格Products 产品Comprehensive 广泛多样的/全面的Obtain/Have your name 获悉你方Extending our range 扩大业务经营范围Business activities 经营Latest 最新的Place volume orders on you 向你下大量订单Early reply 早日的回复Brochure 小册子=pamphletEstablished 既定的Specialize in经营Enter into business relationship with sb 与。

外贸英语函电


Salutation Letter Body
Complimentary close Signature
1.The letterhead
A UK address:
公司名称
Air Environmental Mechanical Equipment Limited 街道
门牌号
城市
2076 West Main Street Devon, EX14 0RA U.K.
English
Correspondence For International Trade
外贸英语函电
Introduction of this course 课程介绍
《外贸英语函电》是商务英语与应用英语专业的一门专业主干课程，是 融国际贸易业务知识与英语于一体的、理论性与实践性并重的实用英语课程。 本课程注重理论与实践相结合，注重培养既有洽谈业务的能力，又会阅读和 撰写商务英语信函的外贸人才。 在具体的外贸业务中，外贸英语函电是国际贸易买卖双方最经常采用的 联系方式。本课程的主要任务是使学生能够学会运用外贸流程中每个环节的 专业词汇，基本句型和常见表达方法，熟悉在外贸业务中可能适用到的各种 函电的写法，包括信件的写作原则，信件的格式，进出口双方在磋商业务中 使用的询价，报盘，还盘到最后的销售确认书和合同，以及同运输商联系运 输事宜和同银行联系付款方式的信件的写作，撰写符合格式和内容准确的外 贸英语函件和有关的业务合约和协议。
5.The body of the letter
要求：安排恰当、层次清楚、观点明确、态度诚恳。 * 信函正文包括引言、中心部分和结尾。 * 引言为信函的第一句话或第一段。 一般英文书信没有固定的引言，但人们常用一些客套话作 为引言，如：提及对方来函的日期、编号及主题，以便使 对方一看便知道来函是回复先前哪一封信的；或：对对方 来函表示谢意；假如是首次致函对方，也可用引言作相应 的自我介绍，并标明写信的主要目的。 例：Your kind letter of November 12th arrived this afternoon. * 信函的中心部分是正文的主要内容，或提供信息，或说 明情况，或请求解决问题。 * 结尾部分用来总结信函内容，表达谢意与祝愿，请求合 作与帮助，或期待回复等。

外贸英语函电 完整版

外贸英语函电总结（题量较大，速度要稍微快些）陌生单词要查，标音标和释义题型： 1英译中十题十分 2中译英十题十分 3翻译句子五题三十分 4翻译一封信三十分 5写一封信二十分注意第四、五道大题的格式Business relationship 业务关系Fair 交易会博览会Chamber of commerce 商会Lines of business 业务范围经营范围Specifications 规格Part\partial shipment 分批装运Endorsement 背书INCOTERMS 要考缩略词先还原完整英语，再翻译成中文EXW Ex Works 工厂交货CIF cost insurance and freight 成本，保险费用和运费FOB free on board 装运港船上交货CFR cost and freight 成本加运费CIP carriage and insurance paid to …运费保险费付至…CPT carriage paid to 运费付至（以上相对更重要）DAF delivered at frontier 边境交货DDP delivered duty paid 完税后交货DDU delivered duty unpaid 未完税后交货DEQ delivered ex quay 目的港码头交货DES delivered ex ship 目的港船上交货FAS free alongside ship 船边交货FCA free carrier 货交承运人（自己补充的）Commercial invoice 商业发票S/C sales contract 销售合同Purchase contract 购货合同To accept an order 接受订单/订货Inquiry 询盘Offer/ to make an offer(quotation) 报盘报价 offer sheet 报盘单counter-offer 还盘还价acceptance of offer 受盘 acceptance 受盘和承兑CIC china insurance clause 中国保险条款F.P.A free from particular average 平安险W.A / W.P.A with particular average 水渍险All risks 所有险insurance policy ； policy of insurance 保险单insurance premium ； insurance expenses 保险费part/partial shipment 分批装运port of destination 目的港port of discharge 卸货港port of shipment 装货港B/L Bill of lading 提单Transhipment B/L =transshipment B/L 转船提单freight；carriage；transportation expenses；运费transportation documents / shipping documents 货运单证（单据）提单的种类：（一）按提单收货人的抬头划分1．记名提单（Straight B/L）2．指示提单（Order B/L）“凭指示”（To order）或“凭某人指示”（Order of……）3．不记名提单（Bearer B/L，or Open B/L，or Blank B/L）（二）按货物是否已装船划分1．已装船提单（Shipped B/L，or On Board B/L）2．收货待运提单（Received for Shipment B/L）（三）按提单上有无批注划分1．清洁提单（Clean B/L）2．不清洁提单（Unclean B/L or Foul B/L）（四）根据运输方式的不同划分1．直达提单（Direct B/L）2．转船提单（Transshipment B/L）3．联运提单（Through B/L）4．多式联运提单（MultimodaL Transport B/L or Intermodal Transport B/L）（五）按提单内容的简繁划分1．全式提单（Long Form B／L）2．简式提单（Short Form B／L，or Simple B／L）（六）按签发提单的时间划分1．倒签提单（Anti-dated B/L）2．预借提单（Advanced B/L）3．顺签提单（post—dated B/L）（七）按收费方式划分1．运费预付提单（Freight Prepaid B/L）2．运费到付提单（Freihgt to Collect B/L）3．最低运费提单（Minimum B/L）L/C letter of credit 信用证1、跟单信用证和光票信用证(Documentary/Clean Credit)。

外贸英语函电 全套课件

13
1.2.3 The Salutation（称呼） 称呼是指写信人对收信人的称呼，位置在封内
地址下2～3行，并与之平头。 在商业信函中一般通用的称呼为Dear Sir或者
Dear Sirs。但美国人通常使用Gentlemen 而不是 Dear Sirs。请注意，不能使用单数的Gentleman， 或者Sir /Sirs。在称呼后用逗号或者冒号都可以， 前者在英国常用，后者在美国采用。现在一些 公司的主管是女性，单数用Dear Madam 或者 Madam。如果不知道对方是男性还是女性，用 Dear Madam or Sir更好一些。
与其他形式的创作一样，外贸函电的写作没有什么不同， 也是写信人的一种创作活动。良好的英文是写好商业信 函的重要基础之一。写信人应该尽量避免语法错误及各 种词不达意所带来的误解。评判外贸函电及其他很多商 业信函的标准，一般可归纳为7C基本原则。
6
1.1.1 Clearness（清楚） 1. Pay attention to sentence structure to convey
briskdemand活跃的需求supplyfromstock现货供应placelargeorders大量订购placeorder下订单ourentiresatisfaction使我们完全满意价目表competitiveprice具有竞争性的价格意指价格相当低keenprice克已价格低价廉价moderateprice公道价格reasonableprice优惠价格ceilingprice最高价顶价maximumprice最高价minimumprice最低价averageprice平均价格baseprice底价rockbottomprice最低价bedrockprice最低价samplebooks样品本簿catalogue目录本目录本一般印有详细规格和商品号码
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第一章：外贸英文书信的组成部分，格式，信封，语言特点1.1外贸英文书信的语言特点1.conciseness语言简洁—We do not anticipate any increase in prices inthe near future. (×)—We do not expect prices to rise soon. (√)2.Correctness表达准确（能有多仔细就多仔细）—Our apples are excellent. (×)—Our apples are juicy, crispy and tender. (√)3.Clarity内容清晰（不要产生歧义）— They have a decided advantage in regard tofreight. (×)— They have a decided advantage in regard tofreight charges. (√)4.Courtesy 用词礼貌（语气积极）—We won’t be able to send you the brochurethis month. (×)—We will send you the brochure next month. (√)❤Singling out your readerUsing the reader’s nameBuilding goodwillAvoiding angerDirectness in good news and routine messagesIndirectness in bad news messagesIndirectness in persuasion1.2 书信的组成部分1. Letterhead---Ref.No.2. Date3. Inside address4. Attention line5. Salutation6. Subject line7. Body8. Complimentary close9. Signature10. Enclosure (on attachment)11. Copy notation1.2.1信头Heading❤称呼中的标点符号要加一起加，不加就不加（称呼和结尾敬语）Dear Sir, Yours truly,1.2.7 正文body❤附言 Postscript P.S. ……1.3格式与布局1.3.1齐头式1.3.2修正齐头式日期、结尾敬语、签名移至右边1.3.3缩进式日期、结尾敬语、签名移至右边封内地址每行向右缩进2个字符、正文内容每段向右缩进5个字符注意：当有经办人姓名，就要写在收信人（公司）名称上一行例子：第二章：外贸英文传真的写作（内容、格式）、电子邮件的写作二．传真的字样（出现在标题与信头之间）------Fax Message-----Facsimile----四．正文（左顶格写）称呼、内容、结尾敬语、签名（不能缩写）❤实例：书本17页注意：页数超过一页需要另写封页2.2外贸英文电子邮件的写作2.3实用例子1.Please e-mail us when something new comes up.2.Please confirm the order and e-mail a shipping schedule.3.The proforma invoice is coming to you in the attachment.4.As soon as the goods are available,we’ll inform you by fax.5.We have to apologize to you for not answerin g your letter in time.6.We are very grateful to you for your enquiry dated Dec.2.7.With reference to your equiry of May 16th,we shall be pleased to supply 80 sets of scanners at the price of 120 dollars each.❤Particulars 详情Procedures of International Sale of Goods 国际货物销售步骤1.Initiation—establising business relations（建立业务关系）2.Trade Negotiation交易磋商1）Enquiry2) Offer3) Counter-offer4) Acceptance3.Formation of the Contract(合同订立）4.Implimentation of the Contract(合同履行）1）Cargo Readiness备货2) Examination of /and Amendment to L/C3) Shipment, Customs Clearance 通关and Insurance4) Documentation备办单证5）Financial Settlement of L/C第三章：建立业务关系3.1建立贸易关系基本结构第一，告知对方信息来源第二，致函目的第三，介绍自己第四，期待合作第五，结尾敬语，签名新关系建立（写信人）：buyer P29、sellerP32、manufacturerP35旧关系的重建：P34回复信函：P37好词（单项选择）Potential buyer 潜在的买家Introductory letter 自荐信Mutually beneficial 互利Business extension 扩展业务❤Experience 经验不可数Set up a long-lasting a/an good/excellent reputation 长期建立了良好的声誉Distributor 分销商Manufacturer 制造商You may rest assured 贵方尽可放心Sensible price 有竞争力/合情合理/明智的价格Competitive price具有竞争力的价格Moderate price 适中的价格Favorable price 优惠的价格Reasonable price 合理的价格Attractive price 有吸引力的价格Products 产品Comprehensive 广泛多样的/全面的Obtain/Have your name 获悉你方Extending our range 扩大业务经营范围Business activities 经营Latest 最新的Place volume orders on you 向你下大量订单Early reply 早日的回复Brochure 小册子=pamphletEstablished 既定的Specialize in经营Enter into business relationship with sb 与。

建立贸易关系Specific enquiry 具体的询盘Be in a position to… =be able to…Without the least delay 立即In the market for 想要购买…Handle经营Meet sb’s interest 符合我方意愿Conclude /close business 达成交易In compliance with your resquest 依你方要求好句Please be informed that the L/C has been opened.我方通知你方信用证已开出You could cntact us if you any item is interesting to you.如果对我方任何产品感兴趣请联系我方We enclose a copy of our price list.随函寄价目表一份。

Please refer to the following bank for our credit standing.请向以下银行打听我方资信状况。

Refer to sb for sth向某人打听某事On receipt of your L/C,we shall effect shipment without delay.一收到贵方信用证，我方将毫不拖延立即装船。

We have been in this line of business for many years.我方经营此业务已多年Payment shoule be made by irrevocable,confirmed L/C.请以保兑的不可撤销的信用证支付。

第四章资信调查信函一．资信调查的途径1.bank to bank2.enquiry agencies3.chamber of commerce4.外国驻华商务机构/本国驻外商务机构5.Business co-operators二．资信调查的内容3C（财务状况capital、能力状况capacity、信誉品行conduct）三．资信调查函的写作注意事项：1.Confidential2.Reasonable3.Thankful4.Formal&professional四．资信调查中的人物关系一般情况：Seller调查buyer，通过银行或机构的途径写调查信：写信：seller 收信：agency回复调查：收信：seller 写信：agency五．写调查信的基本结构⏹ 1. from where you get the name and address 怎样获得资信证明人的信息⏹ 2. state directly your writing purpose 调查某公司的目的⏹ 3. your promise 对信息的保密⏹ 4. your wishes. 感谢提供信息六．资信调查的信函类型⏹写信函An enquiry⏹回信函A favorable reply信用良好的答复A unfavorable reply信用不佳的回复好词Execute an order 执行订单Execute a contract 执行合同Financial standing 财务状况Credit standing 信用状况In confidence 保密Inform sb of sth 通知某人某事Provide sb with sth提供某人某物Respecting=concerning关于Liability 债务Asset 资产Creditor 债权人Extend credit to sb 给予赊账on due dates按期好句The above information is strictly confidential and is given without any responsibility on this bank.以上信息绝对保密，本银行对此概不负责Any information you may give us will of course be treated as strictly confidential.对于贵方所提供的所有信息，我方必定对此严格保密。