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Chapter 3 Establishment of Business Relations 1 ask to establish business relationshipGentlemen,We have heard from China Council for the Promotion of International Trade中國國際貿易促進委員會that you are in the market for silk garments.As we are one of the leading exporters in this line of business, we would like to establish business relations with you on the basis of equality, mutual benefit and the exchange of needed goods.Our silk garments are made of super pure silk materials and in the traditional skills. They(Our products) are magnificent and tasteful and have long enjoyed a great fame in markets at home and abroad. We enclose a catalogue for your reference and trust some of the items listed will be of interest to you.We would be very much interested in receiving your inquiries, against which we shall give you our best quotations.We look forward to your reply.Yours faithfully,或者背诵textbook P1482 ReplyDear Sirs,Your letter of November 21 addressed to our sister corporation in Shanghai has been transferred to us for attention. As the items fall within the scope of our business activities, we shall be pleased to enter into direct business relations with you. We have learned that you are one of the leading importers and wholesalers of Electric and Electronic Machinery and Equipment in Thailand.We are exporters of the same lines of business, having a business background of some 40 years, and are now particularly interested in exporting to your country Electronic Products of all types. All kinds of our products are good sellers and worth commendation for their excellent quality.If you are interested in marketing these products at your end, please let us know and we shall be pleased to send you our quotations and sample books upon receipt of your specific enquiries.We look forward to your early reply.Yours faithfullyChapter 4 Enquiries and Reply主要背诵黑体字1 EnquiriesDear Sirs,Messrs. Brown &Clark of this city inform us that you are exporters of all cotton bed-sheets and pillowcases. We are large dealers in textiles （结构一）and believe there isa promising market in our area for moderately priced goods of the kind mentioned. （结构二）We would like you to send us details of your various ranges, including sizes, colors and prices, and also samples of the different qualities of material used. （结构三）When replying, please state your terms of payment and discount you would allow on purchase of quantities of not less than 100 dozen of individual items. （结构三）Prices quoted should include insurance and freight to Liverpool.I look forward to hearing from you. （结构四）yours faithfully,2 ReplyDear Sirs,We were very pleased to receive your letter of 15 March, in which you enquired about our cotton bed-sheets and pillowcases. （结构一）As requested, we are enclosing our catalogue and the price-list giving the details you asked for. Also under separate cover we are sending you a full range of samples.We are sure you will find that we use only the best quality materials for our products. And the high standard of workmanship will appeal to the most selective buyers.(advertisements)It’s understood that prices we quoted are on CIF Liverpool without engagement, subject to our final confirmation. We allow 2% discount on purchase of not less than 100 dozen of individual items. Payment is to be made by irrevocable L/C at sight. （结构二）Please feel free to contact us if you have any further questions.We look forward to receiving your early reply. （结构三）yours faithfully,Chapter 5 Offer and Counter-offer1 Counter OfferDear SirsRe: Your offer of 100% Cashmere SweatersThank you for your letter of April 7, in which you offered us 100% Cashmere Sweaters.Regrettably, we are unable to accept your offer as your prices are too high. We operate on small margins. It means heavy loss to us to accept your prices. We also have similar offers from Korean make. They are 25% lower than yours.We like the quality and design of your products. We accept that the quality of your products is better, but it does not justify such a large difference in price. We might do business with you if you could make us some allowance, say 20%, on your prices. Otherwise we have to decline your offer.We hope you will consider our counter offer most favorably and let us have your reply soon.Yours faithfullyA & D SupermarketChapter 6 Order and Acceptance1 orderDear Mr. Gilson,Sub: Order for 2,000 Pairs of Sheep Leather GlovesPlease dispatch to us 2,000 pairs of sheep leather gloves as per the terms stated in your offer of May 5.Would you please take special care of the quality and the package of this order? The leather should be of the same quality as that used in the sample. We hope that you can pack each pair in an airtight polythene聚乙烯bag, a dozen pairs of gloves in a box and then 20 boxes to a strong seaworthy wooden case. We will order more if the first order with you prove to be satisfactory.We are enclosing our Purchase Confirmation No.2009-308 in duplicate for your signature. Please sign and return one copy for our file. Upon receipt of your confirmation, an L/C will be issued.Sincerely yours,替换句型．Opening Paragraph (optional)1 We are pleased to enclose our official Order Sheet No.30 for your ….2 We have tested your sample and found it very satisfactory. Please supply 500 dozen as per our enclosed Order Form No. 960.3 We have studied your catalogue and samples/We should like to take advantage of your offer and are prepared to place an initial order as follows/are now able to confirm our order for your travel goods.4 During the past years we have made occasional purchases from your company, but we should now like to place regular orders.5 Your letter of 16 April convinced me to place at least a trial order forthe …(commodity) you spoke about. Therefore, we enclose order No.32.Confirm the terms of payment, delivery and other Trade terms (recite from 1 to 7)1 This order is so urgently required that we must ask you to make the earliest possible shipment.2 It is necessary that the design of our order be exactly the same as that of the sample we sent you.3 Three copies of the invoice, a copy each of the packing list and other necessary documents should be sent to us by mail.4 Upon receipt of your reply we will open L/C5 We would like you to immediately send us your acknowledgement of this order.6 We may reject the goods if there are any marks or blemishes on the surface.7 This order is subject to dispatch being made within 60 days of today’s date.8 We would like to confirm that payment is to be made by irrevocable letter of credit, for which we have already applied to the bank.Closing (optional)1 Your early attention to this order will be appreciated.2 We hope you will accept our terms and arrange an early delivery.3 If the goods sell as well as we hope, we shall send further orders in the near future.4 I look forward to receiving your advice/shipment/acknowledgment/confirmation 2 Letter of acceptanceOpeningWe acknowledge with thanks your order of May 2 for 50 units of ….We appreiciate your order No. 50 of February 3(date). We are pleased to accept your terms. Enclosed is a copy of our sales confirmation.Acceptance of the order termsWe will do all we can to fill your order so that the goods will be shipped before October 15.The goods will be packed is strict accordance with your instructions.We will proceed with the execution of your order as soon as we receive an irrevocable L/C in our favor.ClosingIt is our hope that this order will be the first step to a long and pleasant business relationship between us.Chapter 7 Complaint Letter1 Complaint LetterOpeningYour shipment of our order No. 15 for 500 units of …(commodity) arrived today.On opening the container we found that the goods were short by 2 units.We regret to say that three cases of your shipment arrived in a damagedcondition.Reason of claimTo prove the shortage, we are enclosing a certificate of Lloyd’s surveyor(Inspection Certificate).We have lost considerable business on account of your delay in shipment.Propose the possible solutionAs the goods are inferior in quality, we are returning the whole of the 15 cases and must ask you to replace them.Please examine the matter and send us the goods to meet the shortage as soon as possible.EndingWe are looking forward to having your early reply to this matter.Please tell us how to dispose of the wrong delivery.We feel there must be some explanation and we eagerly look forward to your reply.2 Adjusting a claimOpening 确认收到索赔函We regret to hear that the goods you received are not of the quality expected.Thank you for your letter of May 10 calling our attention to the apparentshortage of 2 units of …(commodity).Body1卖方有错时,先承认自己的过错We admit that your order has not received our usual careful attention.We regret to find that the wrong goods have been shipped through a mistake on the part of our shipping department.具体表明解决的办法We are prepared to give you a 20% allowance to compensate you for the defects in the goods shipped.We have today sent a replacement for the inferior article you pointed out and hope you will be satisfied with it.2卖方没有错时,直接不假思索的拒绝是不合适的showing your understanding, be firm but polite; even if you deny theresponsibility, you should always try to give an explanationWe shipped your order before the shipping date specified in your L/C and so the delay was not caused by us.The difference in quality is no more than is usual and indeed unavoidable in this line of goods.举出例证，告知若无法平息将诉诸法律途径之意We find no discrepancy between the shipping sample and the duplicate sample in our hands.We would suggest that this claim should be settled in accordance with thearbitration rules of the International Chamber of Commerce (other practices).Ending卖方有错时-保证不犯同样的错误We apologize for the inconvenience you have sustained and assure you that we shall be careful never to make such a mistake again.卖方无错时-要求对方了解情况Chapter 8 Transportation1 Urging for prompt shipmentaDear SirsOur Order No 116 for 200 Bales of Grade 1 WoolWe wish to draw your attention to the fact that up to the moment no news has come from you about the shipment of the above order.When we place the order, we made it clear that we were in urgent need of the goods. It will inconvenience us greatly if we cannot get the goods at thecontracted time in March.Please let us know, as soon as you can, when you can effect shipment of the above order.Yours faithfullyb 替换句型1 Referring to our letter of Oct. 25, we have not heard from you or got anyinformation concerning the shipment of the order.2 Emphasis has to be laid that the shipment must be made within the stipulatedtime-limit, as further extension will not be considered.3You must ship the goods on board the s.s. ‘Dongfeng’ (carrier) within the time limit as stipulated in our contract, other wise dead freight, if any, should beborne by you.4 We request you to ship the order on board the s.s. ‘peace’ (carrier) whichleaves Kobe name of port) on Sept. 15. Please cooperate with us in this urgent need delivery, otherwise, we will be compelled to cancel this order.5 We have been put to considerable inconvenience by the long delay in delivery.We request immediate delivery otherwise we will be compelled to cancel the order in accordance with the stipulations of the contract.6 According to the terms of the contract the shipment is to be effected by theJuly 20 and we must have the B/L not later than the July 25.Chapter 9 Payment1 Asking for payment by L/CDear Sirs,We are in receipt of your letter dated January 8 and wishto place an order for 10,000 power saving copiers withYou for March shipment.We have been dealing with you on sight L/C for years andalways settled our account promptly. This is a big orderinvolving about USD 2,000,000 and tying up funds forThree months would cause problem for us. So for thisorder, we would like to pay by 30-day L/C.We look forward to your favorable reply to the newpayment terms and your sales confirmation.Please send us your sales confirmation earlier so as toenable us to open the L/C immediately.Structure and Substitutable sentencesReference to the order,contract, goods, etc: (para 1)We thank you for your letter of August 8 offering us 3,000 dozen Bed Covers.We are in receipt of your letter dated January 8 and wish to …Reference is made to your contract No. 988 covering skirts in the amount of RMB 6000 and contract No. 998 for silk blouse in the amount of RMB 9000.Case 1- Reference to your required terms of payment: (para 1/para 2)It is our customary practice to pay by a confirmed, irrevocable L/C in our favor available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for a further ** days after the prescribed time of shipment.For payment, we require…We would like to pay…As… we shall consider accepting payment by…We would suggest that for this particular order you let us have a D/DCase 2- Refer that the previous methods of payment is not satisfying/(para1/para 2)We regret very much being unable to accept your term of payment.Payment by L/C is rather inconvenient to a customer like us who often places medium-sized orders.While we are appreciative of your cooperation, we regret our inability to accpet your request for …Give the reasons and suggest the terms of payment: (para 3)After long years of satisfactory trading,we feel that we are entitled to easier terms.Most of our suppliers are in fact supplying us on a T/T or D/P basis.In the coming year we shall probably be able to place regular orders with you and our present mode of payment by L/C would not conduce to encouraging business. As we have only moderate means at hand, opening a L/C will undoubtedly tie up our funds and add to our costs.As both contracts are less than RMB 10,000 in value, we would appreciate it very much if you could ship the goods to us on T/T basis.Considering the small amount involved in this section, we shall be grateful if you will allow us to pay 30% of the total value for this order by T/T and the balance byD/P.we should be obliged if you will agree to extend us more easier payment terms, say, …closing: (para 4)As you know, it is only in view of our long friendly business relations that we extend you this accomodation.We hope you will accommodate us in this respect and Look forward to your favorable reply soon.Please take the above into careful consideration and fax us your confirmation early. Yours sincerely,2 Extending Validity of the L/CDear Sirs:RE: EXTENDING VALIDITY OF THE L/CWe regret to say that we have not received your L/C related to above mentioned sales Confirmation until today. It is stipulated clearly in the Sales Confirmation that the relevant L/C must reach us not later than the end of Aug. Although the reaching time of the L/C is overdue, we would like still to ship your goods in view oflong-standing friendly relationship between us. However, we can not make shipment of your goods within the time stipulated in the Sales Confirmation owing to the delay of the L/C, Therefore, the L /C needs to be extended as follows:(1) Time of shipment will be extended to the end of October.(2) Validity of the L/C will be extended to November 15.Your kind attention is inverted to the fact that we must receive your L/C amendment before Sept 30, otherwise we will not be able to effect the shipment in time.We are looking forward to receiving your L/C amendment.以下内容熟记1.支付条件（Terms of payment）（1）Our usual way of payment is by confirmed and irrevocable letter of credit available by draft at sight for the full amount of the contracted goods to be established in our favour through a bank acceptable to the sellers.我们的一般付款方式是保兑的、不可撤销的、以我公司为受益人的、足额信用证，见票即付。
文秘英语Unit5BusinessCorrespondenceBusiness CorrespondenceZhang Hong works hard in Rainbow Group and now she is quite familiar with most of the routine office work, such as office automation, file management, business reception, and so on. But she is not sure about business correspondence handling. She knows it is an essential skill for a good secretary to handle business letters well, so she needs more practice. Below are some core words, phrases and sentences about business correspondence.Activity One Core Words and PhrasesZhang Hong has studied a course named Business Writing in college, and she has some basic writing knowledge about business correspondence. The only thing for her to do is to have some more practice in the use of her knowledge obtained at school. Below are some key words of business correspondence. Discuss them with your partner orally and match the English words withActivity Two Core SentencesZhang Hong and her colleague Linda are talking about handling business correspondence. Below are some core sentences extracted from their conversation. Read them aloud and try to memorize them.1. Mr. Black told us to write a quotation letter to Mr. White.2. What shall we do with the complaint letter from ABC Company?3. We look forward to receiving your early reply.4. This is an urgent letter which should be sent by registered express airmail.5. Do you have the email addresses of all the staff in our company?1. 布莱克先生让我们给怀特先生写一封报价函。
《商务英语视听说》下册教案一、教学目标1. 提高学生的商务英语听说能力，使他们在商务场合能够流利地使用英语进行沟通。
2. 培养学生对商务英语听说的兴趣，增强他们的学习积极性。
3. 帮助学生掌握一定的商务知识和交际技巧，提高他们的商务沟通能力。
4. 培养学生的团队合作精神，提高他们的综合素质。
二、教学内容1. Chapter 1: Business MeetingsTopics: Preparing for a meeting, Starting a meeting, Handling meeting procedures, Closing a meetingSkills: Listening for mn ideas, Taking notes, Participating in discussions, Giving presentations2. Chapter 2: Business PresentationsTopics: Preparing a presentation, delivering a presentation, Using visual ds, Handling questionsSkills: Listening for specific information, Summarizing, Analyzing, Evaluating3. Chapter 3: NegotiatingTopics: Preparing for negotiation, Establishing mon ground, Handling concessions, Closing a dealSkills: Listening for detls, Interpreting meaning, Persuading, Negotiating4. Chapter 4: Teleconferences and Video ConferencesTopics: Setting up a teleconference, Participating in a video conference, Using technology effectively, Handling technical problemsSkills: Listening over the phone, Non-verbal munication, Adapting to different munication styles5. Chapter 5: Business CorrespondenceTopics: Writing business letters, Writing es, Formatting documents, Proofreading and editingSkills: Listening for relevant information, Summarizing, Writing clearly and concisely, Proofreading三、教学方法1. 任务型教学法：通过模拟商务场景，让学生在实际操作中练习商务英语听说能力。
选自《商务英语阅读》CHAPTER 2第一单元The New EconomyI.教学目的美国经济在上个世纪九十年代持续增长，历时之长，虽不是前无古人，但也是屈指可数。
为许多经济学家、业界和媒体津津乐道，称之为“新经济”。
但也有很多人并不以为然。
通过本课的学习，使学生粗略了解九十年代美国经济的概况。
本课的作者是大力推崇新经济的，但我们更要看到正方和反方各自的论点。
通过本课的学习，也要学生初步掌握基本的阅读技巧，如浏览和寻找段落的主题句、中心思想总结、等。
本文的中心思想：1.Is there such a thing as New Economy, if yes, what is it?2.What is the prospect of American economy against the background ofeconomic slowdown.3.What is there to drive the growth of American economy?II.教学计划本课用时4小时，介绍背景知识、难点、重点知识、课文串讲等用时2.5小时。
讨论、课堂练习1.5小时。
III.教学方法采用口授法讲解课文和难点、疑点，用探讨研究法讨论练习，再结合翻译技巧的传授。
让学生找出文章中词语的reference（形成技能技巧），翻译、分析句子，以检查知识技能。
IV.背景知识“美国新经济”指的是20 世纪90 年代克林顿政府执政以来美国经济的发展状况。
美国经济持续增长达近10 年，为解释这种现象，“美国新经济”理论应运而生。
2001 年 3 月份以来，美国经济出现衰退，人们又把衰退的原因怪罪于新经济引发的经济泡沫。
如何看待新经济，这套理论是否反映实际？如何看待当前美国经济衰退，它对美国经济和世界经济有何影响?这些都是“美国新经济”引出的话题。
1．美国新经济的产生与内涵1996 年12 月30 日美国《商业周刊》首次提出“美国新经济”概念，并在美国引起一场大讨论。
