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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 form and structure of a business letter

外贸函电unit 1 form and structure of a business letter


一、Principles of Good Communication
Generally, Business writing has only two goals: 1.To make people understand you. 2.To get them to take some action.
4.Attention: Import Dept.
经办人（部门） 具体收信人
事由
6.Aquatic Products
7. We thank you for your enquiry of 5 November.
In compliance with your request, we are sending
信文 you herewith a copy of our illustrated catalogue and
a quotation sheet for your reference.
All prices are subject to our confirmation for our aquatic products have been selling well this season. Therefore, we would suggest that you advise us by a fax in case of interest.
KISS stands for: Keep It Short and Simple
KISS means instead of long or complex words, use short ones.
➢Structuring communications
4 POINT PLAN 1 2
Introduction (Background and Basics)
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
外贸函电 unit 1

外贸函电 unit 1

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
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• 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。
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.
外贸函电1

外贸函电1

史密斯公司向我们介绍贵公司是中国台布的未来买主。由于我方经营台布，我们很愿意与你方建立直接贸易关系。
3).to fall (come, lie)within the scope of属……的范围
As the item falls within the scope of our business, we shall be pleased to enter into direct business relations with you.
承蒙柯林斯公司告知贵公司名称和地址，从该公司出我方得知贵公司是台布进口商。
9）.to be transferred (forwarded) to…for attention 转交……处理
Your letter of Sept.8 has been transferred to us for attention from our Head Office in Beijing.
由于该商品属于我们的业务范围，我们将很高兴地与贵方直接建立业务关系。
As the article lies within the scope of business of our branch in Nanjing, we have forwarded your letter to them for attention.
现函告，我方为食品大经销商，在国内拥有大批客户。
We write to introduce ourselves as exporters of fresh water pearls having many years’ experience in this particular line of business.
我方报此货FOB上海价，每箱10美元。
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
1外贸函电Lesson One

1外贸函电Lesson One


3,针对性 , 在邮件中写上对方公司的名称,或者在信 头直接称呼收件人的名字.这样会让对方知 道这封邮件是专门给他的,而不是那种群发 的通函,从而表示对此的重视. 当然,如果无法确定收信人的名字,那就在 称呼一栏里写"Dear Sirs" or "Dear Sir or Madam".
4,Subject , E-mail的标题是很重要的一个部分,因为邮件给对方的第 一个印象就是通过标题来完成的.如果标题没有内容,看起 来象群发的垃圾邮件的话,很多买家就会直接删除. "How are you?" "Can we work together?" "Proposal: Bright Ideas Imports--Zhejiang Textile's Partnership Opportunity" "Introduction: Our Product Offerings for Bright Ideas Imports."
What do you think of this letter?
What do you think of this letter?
Dear Sirs, Your message has been received. Thank you. It's difficult to understand your inquiry of 56mm of 8ohm speaker which we can handle 102db, because through our vast experience, it is almost impossible in technology. Can you supply us with your sample? If so, it would be great help to this project. Hope we could work together. Yours faithfully,
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)


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。

外贸函电第一章ppt课件


完整版PPT课件
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Parts of Business Letters 外贸函电的各组成部分
Letterhead （信头） Reference Number（信函编号） Date（日期） Inside Name and Address（信内地址 和姓名） Subject（主题） Salutation（称谓）
完整版PPT课件
15
Parts of Business Letters 外贸函电的各组成部分
Letterhead （信头） Reference Number（信函编号） Date（日期） Inside Name and Address（信内地址 和姓名） Subject（主题） Salutation（称谓）
完整版PPT课件
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Body（内容）
开头语 正文：如果需两页或更多信纸时，应在 续页上注明收信人名称、页数、日期。 例：Mr. John Smith
Page 2 June 3, 2001 结尾
完整版PPT课件
25
正文
段落划分 小标题 列表 间距（单倍行距）
完整版PPT课件
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Body（内容）
开头语 正文：如果需两页或更多信纸时，应在 续页上注明收信人名称、页数、日期。 例：Mr. John Smith
Page 2 June 3, 2001 结尾
完整版PPT课件
27
结尾
Wish to hear from you soon. If you need further information, please tell us.
完整版PPT课件
28
Parts of Business Letters 外贸函电的各组成部分

国际商务函电——完整unit 1 business letter writing

Conciseness means saying things in the fewest possible words. To achieve this, try to avoid wordiness or redundancy. Generally speaking, you will gain in conciseness by writing short sentences rather than long ones.
abbreviations and abbreviated phrases 3. There is a close relation between BEC and
international trade
Examples:
in the market for, offer, quotation, order, counteroffer, letter of credit, CIF, FOB, ASAP, P.P.,YL11/11RVD
We will send you the brochure next month.
B. Focus on the positive approach.
Compare:
(positive) We feel sure that you will be entirely satisfied.
(negative) We do not believe you will have cause for dissatisfaction.
(1) Avoid using wordy expressions. For example: Wordy: We wish to acknowledge receipt of your letter… Concise: We appreciate your letter… Wordy: We have begun to export our electronic toys to countries abroad. Concise: We have begun to export our electronic toys.

外贸英语函电unit one


• 在商务信函中,很多的习惯用语和表达方式 有很大的借鉴价值,特别是开头用语和结束 用语,值得学生学习和仿效。 • 比如请对方早日答复的常用结束语有:
• We hope to hear from you soon. We look forward to hearing from you. Your prompt reply is eagerly awaited. We should appreciate your early reply. We look forward to your early reply. Please let us have your reply at once.
• 2.体谅Consideration • 体谅的重点在于要注重多站在对方立场上考 虑问题。 “We”- attitude e.g. We allow 2 percent discount for cash payment. “U”-attitude You can get 2 percent discount when you pay cash.
• (2)Please (请放心……)
a.我们会把一切准备好。(that we will get everything ready) b.我们将装运无误。(that we will effect shipment without delay) c.我们会密切合作。(that we will closely cooperate with you) d.我们的产品能在你处打开销路。(that our products will find a good market at your end)
推荐书目和网站
• 一、有用网站： • 1，英语学习 • 1）听力特快 / • 2）外销员考试网 • /wxy/

外贸函电培训第一单元


Shanghai Branch
James Smith
外贸函电培训第一单元
Exercises 2
l 平头式
Kenneth Harvey & Co.
361 1st Cross Street New York, N.Y.
外贸函电培训第一单元
5)The Salutation
称呼
l 这是写信人对收信人的一种称呼，其位置是在 封内地址的下面空两行，目前外贸书信中一般 通用的称呼语有：
Dear sir , Dear Madam, Dear sirs,Dear Mesdames, Gentlemen(不能用单数),Dear
外贸函电培训第一单元
学习内容
l 本课程主要学习信例，大量学习外贸实务基本 环节中有代表性的信例。
l 外贸实务基本环节有：建立业务关系和资信调 查、询盘、报盘和报价、还盘、订单，履行订 单、支付、包装和运输、信用证的修改和展期、 索赔和解决索赔等。
外贸函电培训第一单元
学习方法
l 《外贸函电》是一门实践操作性很强的课程。也就是说，要达到 正确拟写外贸业务信函的目的，仅有理论是远远不够的，学员必 须学习大量外贸实务中有一定代表性的信函，深入体会何为七个 “C’S”写作的基础理论知识，更重要的是通过学习信例，熟悉大 量外贸业务中各个环节中常用语，包括词汇、短语、句型以及习 惯表达方式等等，再通过一定量的练习，对常用语进行操练运用， 从而达到掌握并熟练使用的目的。
外贸函电培训第一单元
注意项目
4)Attention Line
l 如需注明对方经办人，希望收信商号将信迅速交经办 人办理，可以在封内地址下面加Attention 或Attention of 例 Richard Thomas & Baldwins Ltd., 151 Gower Street London,SC7 6DY,England Attention Mr.Cave or Attention of Purchasing Manager or For the Attention of Mr. Cave
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Modified block style
Letterhead Reference Number Date Inside Name and Address Salutation
Subject Line Body of the Letter
Complimentary Close Signature
Enclosure Notation Carbon Copy Notation Postscript
9.Signature （签名）
10.Enclosures（附件） 11.Carbon Copy（抄送） 12.Postscript （附言）
The Practice of Business Correspondences
§ Format
Business Letter Style •Indented style 缩进式 •full block style 全齐头式 •modified block style 混合式
Complimentary Close Signature
Enclosure Notation Carbon Copy Notation
Postscript
The Practice of Businessl block style
Letterhead Reference Number Date Inside Name and Address
The Practice of Business Correspondences
§ Writing Guide
The functions of a business letter
To ask for or to convey business information To make or to accept an order To deal with matters concerning various businesses
Stamp
urgent
The Practice of Business Correspondences
The Practice of Business Correspondences
Addressing Envelopes The block style
The Practice of Business Correspondences
The indented style
Liu Xiaopin 50 Yuan Ming Yuan Rode Shanghai, 200002 P.R. China
The Practice of Business Correspondences
Essential requirements for a good business letter
•Completeness 完整 •Conereteness 具体 •Clearness/ Clarity 清楚 •Conciseness 简洁 •Courtesy 礼貌 •Consideration 体谅 •Correctness 正确
The Practice of Business Correspondences
Indented style
Letterhead Reference Number
I nside Name and Address Salutation Subject Line Body of the Letter
Date
1.Letterhead（信头） 2.Date（日期） 3. Reference Number (参考号/发文编号) 4.Inside Name and Address （收信人地址） 5.Salutation （称呼）
6.Subject line （主题） 7.Body(正文)
plimentary close （结束敬语）
• signature
Other elements •reference number •subject line •Enclosure •carbon copy notation •postscript
The Practice of Business Correspondences
Position of elements
Salutation Subject Line Body of the Letter
Complimentary Close Signature
Enclosure Notation Carbon Copy Notation Postscript
The Practice of Business Correspondences
The Practice of Business Correspondences
§ Layout and Parts
Essential elements •letterhead • date •inside name and address • salutation •body of a letter •complimentary close
Unit 1 Layout of a Bunisee Letter
The Practice of Business Correspondences
§Learning Aims
•知识目标：了解商务信函的组成部分、基本 格式、写作特点，掌握商务信函的写作技巧。 •技能目标：能够运用正确的格式进行商务信 函的写作。